Scaling high-end design-build landscaping isn’t about talent or hustle, it’s about systems, discipline, and leadership in the field.

In this episode of Trades Talk, Jeremy Ross breaks down the real lessons learned while scaling K&D Landscaping’s high-end residential design-build division from two crews into a $7M+ operation, delivering eight consecutive years of double-digit growth.

This conversation goes beyond surface-level growth stories and dives into what actually made scale possible:

• Why early growth without infrastructure nearly broke the business

• How labor variance became the single most important metric for field accountability

• Using daily huddles, parking lot meetings, and simple scoreboards to align crews with profit

• The critical role of culture, retention, and long-tenured leaders in executing high-end work

• When and why K&D brought design in-house to control margin, materials, and the client experience

• The emotional and operational reality of leading through growth, mistakes, and correction years

This episode is a candid look at what it really takes to scale high-end design-build landscaping without chaos — and how to avoid repeating the same painful six months over and over again.

If you’re a landscape or trades operator:

• Stuck at the $1–3M ceiling

• Trying to grow design-build the right way

• Or struggling to align crews, leadership, and profitability

This episode delivers a proven playbook from the field.

https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/

 

https://www.linkedin.com/in/jeremy-ross-a11b3616/

 

K&D Landscaping

 

www.jwhitegroup.com

On this Weekly Update on Trades Talk, Justin White kicks off the year with major updates from K&D Landscaping, showcasing bold moves in robotics, automation, and expansion. He frames 2026 as a defining moment for disruption and urges trade leaders to lean into innovation while staying grounded in fundamentals.

K&D is expanding into San Luis Obispo and San Jose, while investing in futuristic tech like Kress' fully autonomous mower, robotic 3D concrete printers, and partnerships with physical AI pioneers. Justin also outlines how automation can unlock six-figure wages for frontline workers, all while reshaping what a landscaping company can be. The vibe is confident, energized, and tech-forward.

• K&D receives the first autonomous “Voyager” mower in California for real-world testing

• Strategic push into San Luis Obispo and San Jose, with major contracts secured

• Partnering with Reservoir Farms to build a testing ground for landscape robotics

• Vision: Use automation to double wages and halve project timelines

• Upcoming episode: MineCloud’s Jamie Royce on why automations come before AI

Justin closes with a challenge to the trades: don’t wait for a perfect tech test, iterate, and lead the future from the front lines.

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

This week on Trades Talk, Justin White sits down with Ken Thomas of Envisor Consulting to unpack decades of lessons from growing, selling, and advising landscape companies. From the early days of M&A rollups to building the Green Dot Operating System, Ken shares how contractors can scale with clarity, lead with purpose, and build companies that last.

In this episode, Ken shares:

• His path from biology student to founding, scaling, and selling multiple landscape companies

• What he learned during the first major industry rollup and how it compares to today’s PE activity

• How Envisor Consulting built the Green Dot framework used by hundreds of contractors

• The key inflection points and role specializations that come with scaling past $10M and $15M

• Why super crew leaders and pay-for-performance models are shaping the future workforce

• How to align leadership, vision, and culture to drive long-term business success

Whether you’re building your first crew or refining systems at scale, this episode is packed with insights for building a strong culture, growing with clarity, and leading with intention.

This week marks number twenty six of the journey from twenty million to one billion, and the theme is simple. Let go so you can grow.

Justin shares why the past year forced a reset, how K and D navigated one point two to one point five million in lost profitability, and what it looked like to rebuild the leadership team from the inside out. You will hear the story behind new leaders joining the table, how culture was protected through major shifts, and why stepping back is now the most important move for long term scale.

Inside the episode • The biggest lesson of the week: you cannot chase perfection • Why embracing your team’s mistakes accelerates growth • How restructuring created space for real leadership to emerge • Introducing new leaders Brian Gates and Andy Howley and the impact they are already making • The full breakdown of the new eight person K and D leadership team • Why CEOs get stuck acting like COOs and how that stalls growth • The concept of taking back the CEO role and giving the keys back to the team • A powerful quote from Justin’s early days in construction and how it still guides him • The model behind sustainable happiness and why you get out what you put in • A challenge for you as we close the year: define what you desire in twenty twenty six

Justin closes with a message about self trust, living the life you actually want, and going all in on yourself and the people around you.

New week. New clarity. New momentum.

This week on Trades Talk, host Justin White sits down with Nick Bartolo of Essential Partners for a deep dive into wealth building, exit planning, and tax strategy for trades business owners. From Wall Street to the trades, Nick brings a rare combination of CPA expertise, institutional investment experience, and a passion for helping entrepreneurs protect and grow what they’ve built.

In this episode, Nick shares:

• How he went from global investing to advising trades entrepreneurs

• Why most owners misunderstand the “magic number” when selling a business

• How to calculate what really matters: after-tax, reinvested, and sustainable wealth

• The truth about equity rollovers, private equity structures, and risk exposure

• What buyers actually look for—and what they overlook

• Why building a valuable company starts long before you're ready to sell

• How to think like an investor while staying true to your business

• The difference between concentration and diversification at each stage of growth

Whether you're years away from a sale or just getting started on your path to wealth, this episode unpacks the financial playbook every trades leader should know

Welcome back to Weekly Update 25 on the Trades Talk Podcast. Justin shares a high energy breakdown of how he is preparing himself and K and D Landscaping for the year ahead. This episode gives you a front row seat into personal planning, financial readiness, technology adoption, and the mindset shifts needed to win in 2026.

In This Episode

Personal planning before strategic planning Justin explains why personal clarity must come before company planning. When leaders feel off balance in their own life, their teams feel it too.

Three personal planning focus areas for 2026 Justin walks through the three areas he focused on this week • Pre death planning and making sure your family is protected • A simple money system for 2026 • Building a digital calendar with non negotiables for the year

The technology leap at K and D Justin introduces a new role inside K and D: the Coordinator of Technology and Innovation. He explains why the company is going all in on tech and how this shift plays into the long term plan of becoming a technology company that happens to do landscaping.

Financial systems for long term wealth Justin shares the three part money framework he learned from mentor Matt Garrett • Spend less than you make • Hold three months of cash on hand • Invest the rest in simple, diversified tools like S and P index funds He also covers 401k matches, Roth IRAs, and the power of dollar cost averaging.

Event updates and travel schedule • Futurescapes USA in Los Angeles • Iritech irrigation mastermind • Leanscaper Revenue Intensive • Synked Live in New Orleans

The path forward into 2026 Justin previews the launch of the Disruptor Insider newsletter and upcoming guest episodes with leaders like Mark Pyrrah and Nick Bartolo.

Takeaways

• Personal clarity makes you a stronger leader • Technology adoption is becoming a competitive advantage • Simple money systems create long term stability • Planning 2026 begins with organizing your life, your calendar, and your financial structure • Your team performs better when you lead from confidence rather than chaos

 

Links:

https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/

 

 

 

 

This week on Trades Talk, Justin White sits down with Mark Pyrah, cofounder of Peak Landscaping, to explore how focus, humility, and disciplined execution fueled one of Portland’s most respected commercial landscape companies.

Mark shares how he went from estimating jobs at night to building a company that now pulls in over $16 million a year with a reputation built on relationships, reliability, and real results. From the early days of door-knocking to navigating recessions and scaling leadership, his story is a roadmap for sustainable growth.

In this episode:

• The strategic move from install to maintenance and what that unlocked

• Why Peak only hires account managers with people skills, not plant knowledge

• How strong partnerships and clear vision guide every major decision

• What Mark’s planning now to hit the next level in 2026 and beyond

Whether you're starting from scratch or scaling past $10 million, this one is packed with insight from a leader who’s done both; and is still climbing.

In this week’s update Justin takes listeners into three important topics shaping the future of the trades as we head toward the end of the year. He opens with a reminder to pause, reflect, and appreciate the impact we make on our teams, our communities, and the people who count on us.

Justin shares what he is learning from skip level one to ones and why these conversations help leaders stay grounded in the day to day reality of their companies. He explains the questions he uses, the traps to avoid, and why listening without jumping in to fix things creates stronger cultures.

He also gives a behind the scenes look at his recent meetings with several private equity firms. With billions of dollars looking for a home in the landscape and service industries, he talks candidly about how owners should think about valuation, timing, and the sameness he sees in many PE strategies.

Finally he revisits one of the hottest topics in the industry, electric equipment. Justin breaks down why electrification is accelerating, how robotics and AI are reshaping what is possible, and why teams who make the shift early will have an advantage when autonomous equipment becomes mainstream.

Justin closes with an invitation to share the episode with someone who would benefit, and encourages listeners to reach out with guest ideas or to join the show.

This week on Trades Talk, host Justin White sits down with Diego Lopez, brand strategist and founder of 153 Studio, for a deep dive into the power of branding that puts people and purpose first.

In this episode, Diego breaks down:

• Why branding is not your logo, it’s how your clients feel • How to align story, operations, and values across every touchpoint • The critical mistake companies make trying to serve everyone • How internal silos erode external trust • Why marketing should force operational introspection • The branding opportunity on social media that most contractors are missing

Diego shares examples from the trades, explains how companies can stop faking "luxury" and actually deliver it, and shows why your team, not your font, is your brand.

If you want to build a business that attracts the right clients, earns deep trust, and reflects your true values, this one’s for you.

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

 

https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/

 

This week on Trades Talk, host Justin White sits down with Andrew Martin, founder of Urban Landcare, to explore how personal grit, strategic pivots, and people-first leadership built one of San Diego’s most exciting landscape companies.

From growing up on construction sites in Northern Kentucky to becoming a disruptive force in Southern California, Andrew’s journey is a masterclass in betting on yourself and evolving with the industry.

In this episode, Andrew shares:

• How he launched Urban Landscapes in 2018 with two employees and 15 properties

• Why he quickly shifted from residential to commercial and leaned into irrigation as a profit center

• What he’s doing to stay ahead of California turf regulations and tech trends

• Why he took the time to learn Spanish and how it transformed his connection with the team

• His approach to competing with national firms by focusing on personal relationships and service consistency

Whether you’re building your book from scratch or scaling into the millions, Andrew’s story offers a grounded, real-world look at what it takes to grow smart, lead well, and stay true to your values.

Tune in to hear how one founder is dominating his local market while planning for what’s next.

This week on Trades Talk, Justin White sits down with Angelique Robb, founder of Synkd Magazine and Synkd Live, to trace her journey from oil rigs and deep-well engineering to redefining what collaboration looks like in the landscape industry.

Angelique shares stories from her early career as a petroleum engineer, working offshore by helicopter in her teens, before shifting into project management and later launching a landscape design firm in Scotland. That blend of systems thinking and hands-on operations led her to notice the fragmentation in the U.S. landscape space. Through Synkd, she’s now working to synchronize design, build, and maintain under one roof, while surfacing key technical and business gaps.

Justin and Angelique explore the “missing middle” of landscape project management, the opportunity in specialty subcontractor collaboration, and why small business owners hit a ceiling when they try to do everything alone. The episode also covers how Synkd Live New Orleans is structured differently from traditional trade shows, and what both founders believe is holding the industry back and what’s about to push it forward.

• Angelique’s early career offshore and how project integration shaped her systems lens

• Why most landscape companies get stuck at 4–6 employees and how to scale beyond that

• The problem with the word “landscaper” and why she rebranded to Synkd

• How U.S. firms lag in stormwater design and what Europe’s 20-year lead teaches us

Angelique and Justin close by comparing private equity to “sweat equity” and laying out the ownership mindset that can help small firms scale without selling out. Sign up for The Disruptors Social taking place during SYNKD Live!

This week on Trades Talk, Justin White breaks down the three questions every trade leader should be asking to assess culture, clarity, and hiring momentum.

Inside the episode: • How a simple 1–10 scale can reveal culture gaps • What separates A players from C players, and why it matters • Five keys to building a growth-focused culture that attracts top talent • Why problems are actually your greatest asset

Justin also shares updates from the Disruptors community, real coaching wins from members like Dylan Whitlow, and how custom GPTs like Landscape Intelligence are changing the game for contractors.

If you want to build a culture that fuels growth, and learn how top operators think about team, tools, and mindset, this one’s for you.

This week on Trades Talk, host Justin White sits down with Seb Lopez of Awake Abroad Media to talk about all things storytelling, content strategy, and personal branding. Seb brings a global perspective to his work, shaped by years of traveling, media production, and working with elite performers; from Olympic athletes to top real estate professionals.

In this episode, Seb shares:

• Why shifting from social media consumption to creation is a game-changer

• How to build a brand around your values , not just your business

• The three core content types every company should be producing

• Why your personal brand attracts the right clients and talent

• The secret to creating content that actually drives results

Whether you’re a CEO, marketer, or just getting started in content, this episode breaks down a practical and sustainable approach to media that connects and converts ; without burnout or fluff.

If you’re ready to stand out, tell your story, and scale trust, this one’s for you.

This week on Trades Talk, Justin White shares key takeaways from an action-packed week on the road, including the Equip Expo in Louisville and the Disruptors Social hosted alongside Aspire, Crest, and Leanscaper.

Justin recaps lessons from Jesse Cole’s “Five E’s”: Eliminate Friction, Entertain Always, Experiment Constantly, Engage Deeply, and Empower Action.....and how they apply to building remarkable client experiences in the trades.

You’ll also hear about the debut of the Kress Voyager, the first fully autonomous mower capable of cutting labor costs by up to 80 percent, and how K&D Landscaping has reduced costs, improved retention, and boosted revenue through electric equipment adoption and better labor hour management.

Justin closes with a challenge to every contractor: the next ten years are the Super Bowl of the trades. Those who act fast, innovate boldly, and execute relentlessly will lead the field.

This week on Trades Talk, host Justin White sits down with Jon Gohl, a longtime team member at Aspire Software, to explore the power of reflection, mindfulness, and personal transformation in both life and leadership. Jon shares his journey from walking with a cane to preparing for a walk across the Grand Canyon, and how that physical recovery mirrors his approach to leading people, setting goals, and growing intentionally.

In this episode, Jon opens up about:

• Overcoming physical challenges and creating accountability by sharing bold goals

• Using breathwork and mindfulness to stay present and grounded

• How vulnerability builds connection and unlocks team potential

• The value of listening deeply to your people, especially in field-based roles

• His leadership philosophy: "Live on the skinny branches; where growth happens"

Whether you're scaling a business, leading a team, or looking inward, Jon brings a human-first approach to growth that blends personal development with professional purpose.

If you’ve ever wondered how to balance technology with human connection, or how to lead with humility in a fast-moving world,  this episode will hit home.

This week on Trades Talk, Justin White shares insights from a Lunch and Learn in Denver hosted by Aspire Software and Designscapes Colorado, which focused on speed as a competitive edge in the green industry.

Phil from Designscapes detailed how his team scaled to $50 million in revenue with 350 employees by doubling down on the basics, making decisions faster, and always doing what’s right.

Justin also introduces the Speed Flywheel: Decide. Execute. Debrief. Learn.... a simple cycle helping contractors build momentum and scale faster.

You’ll also hear:

• Why speed to lead is a contractor’s most powerful (and affordable) differentiator

• How companies are aiming for $1 million in revenue per employee

• The mindset shift from contractor to tech-enabled business

Plus, get a preview of EQUIP Expo in Louisville and why the Disruptors Social at Zeppa’s Greenhouse is the place to be.

This episode is for anyone looking to grow faster, work smarter, and get ahead in a changing market.

This week on Trades Talk, host Justin White sits down with Derek Clelan, founder of Your Haven Landscape Designs, to break down how one idea , a simple design service,  turned into a full-scale design machine supporting contractors across the country.

After going bankrupt at 24, Derek rebuilt from the ground up. Now, just over a year into launching Your Haven, he’s built a 44-person team, delivered over 1,000 designs, and created a recurring revenue model that’s changing how contractors sell work, reduce change orders, and deliver better projects.

In this episode, Derek shares: • The mindset shift that helped him bounce back and rebuild • How the Backyard Blueprint and Pro Memberships are fueling rapid growth • Why contractors need better design support to scale their business • The culture and execution strategies driving his team’s success

If you’re looking to sell more work, improve efficiency, and build something lasting, this episode delivers real, tactical insight from someone who’s doing it in real time.

This week on Trades Talk, host Justin White unpacks why the next three years will bring more change to the trades than the last three decades. As technology, capital, and automation reshape the industry, early adopters will create separation — and those who lag behind may struggle to catch up.

In this episode, Justin explores:

• Artificial Intelligence — How AI is transforming estimating, scheduling, communication, and leadership across the trades • Institutional Capital — Why private equity and corporate investors are flooding into the industry, and what that means for growth and exits • Automation — From autonomous mowers to AI-powered job sites, how robotics are changing how work gets done

He also shares what his team is doing to stay ahead and offers a framework to help you build your own future-ready game plan.

If you’re looking to future-proof your business, stay ahead of the next wave, and learn how top trade leaders are adapting, this episode is a must-listen.

In this episode of Trade Talks, Justin White sits down with Mark Sedgley and Taylor Gould to discuss one of the biggest moves in the green industry: the merger of LMN, SingleOps, and Greenius into Granum.

 

They unpack the story behind the new name, the marketing strategies that brought three powerhouse brands together, and why customer experience is the heartbeat of Granum’s future. From lessons learned in rebranding to the role of AI and technology in landscaping software, this conversation gives you an inside look at the trade secrets shaping the next era of the green industry.

 

Whether you’re a landscape business owner, a tech enthusiast, or simply curious about where the industry is headed, this episode is packed with insights on growth, branding, and bold decision-making.

Register for Denver, CO Lunch and Learn:

https://web.cvent.com/event/7bc1304f-be1e-4ecd-99f1-5cb9e3184495/summary?RefId=Designscapes

 

In this weekly update, Justin White shares personal reflections on recent events, including his excitement for upcoming travel and networking opportunities. He discusses the importance of speed in business growth, particularly in the landscaping industry, and highlights the value of peer learning and community support. The conversation also features insights from the Disruptor Group, recognizing members for their contributions, and emphasizes the significance of client experience in business strategy.

 

Key Take Aways:

business growth, networking, disruptive strategies, landscaping industry, client experience, technology, peer learning, community, speed in business, events

 

https://www.linkedin.com/in/justin-white-%E2%98%85-35b7a210b/

 

https://www.instagram.com/justinwhiteceo/

This week on Trades Talk, host Justin White sits down with Shantel Perez, Employee Success Specialist at K and D Landscaping, to explore how one person can completely reshape the culture of a growing company by showing up, listening deeply, and leading with humility. Shantel didn’t come from a traditional HR background; instead, she built her role from the ground up by staying close to the field and becoming a voice the team could trust.

Now in her fourth year with the company, Shantel shares how her journey from maintenance admin to company-wide culture leader has helped bridge the gap between production crews and management. Along the way, she has:

• Helped implement Aspire and streamline team operations

• Developed bilingual communication systems across departments

• Reduced turnover from over 40 percent to just 12 percent

• Spent hours in the field listening to crews and validating their experiences

• Replaced rigid HR policies with an employee-first, trust-based approach

This episode dives into what it really means to lead with heart in a high-growth company. From walking job sites at 6 AM to attending every department’s L10 meeting, Shantel has become a pillar of consistency and care. If you’re building a team, growing a business, or rethinking what HR can be, this is one you won’t want to miss.

On this Weekly Update of Trades Talk, Justin White kicks off 2026 with part one of a powerful new series: The Disruptor’s Advantage. After reflecting on the wild ride of 2025, Justin sets the tone for the year ahead by exploring what it truly means to be a disruptor in the trades. From AI to electrification to mindset, he lays out why this moment is built for bold thinkers ready to challenge the status quo.

He makes a strong case that trades are not just alive and well. they’re thriving. With tech leaders spotlighting skilled labor and facilities requiring landscape design by law, landscapers and builders are positioned to win. Justin draws from Harvard’s Innovator’s Dilemma and his own experience going all-electric to show how innovation, not price, is now the dealbreaker. The episode previews major 2026 bets from K&D and invites listeners to a year of transformation.

• The trades are positioned for massive growth in 2026 and beyond

• AI may threaten office jobs first, but hands-on trades remain essential

• Being different and innovative beats being just better or cheaper

• K&D’s move to all-electric maintenance is already paying off

• Disruptors make bold bets, measure, learn, and evolve

This is the first of a three-part series on the disruptor mindset, with live events and exclusive workshops already on the calendar. Get ready for a year of change and choose to lead it.

This week on Trades Talk, host Justin White celebrates a major milestone; the 100th episode of the show. What started as a simple idea between Justin and co-founder Maggie Wymore has grown into a platform that champions leadership, learning, and real conversations across the trades.

After nearly 80 interviews with landscape industry professionals, Justin reflects on the most impactful lessons shared by business owners, operators, and disruptors. From mastering the numbers and empowering teams to staying humble and serving others, this episode brings together the most powerful takeaways from two years of deep conversations.

In this episode, Justin shares:

• The core traits that separate top leaders in the industry

• Lessons on scaling without losing your soul

• Why financial literacy is non-negotiable

• How to build a resilient company culture that lasts

• What he’s learned about consistency, service, and growth

Whether you're new to the industry or building your legacy, this one is packed with hard-earned wisdom. Tune in and help us celebrate the journey so far, and get ready for what’s next.

This week on Trades Talk, host Justin White sits down with Ron McCabe, a former tech executive turned digital marketing specialist for the landscaping industry. After working 120-hour weeks in the tech world and surviving a life-threatening health crisis, Ron made a dramatic shift; losing over 270 pounds and dedicating his career to helping landscapers grow smarter through strategic marketing with Everbearing Services 

In this episode, Ron shares: • How he transitioned from a patent-holding technologist to a marketing expert in the green industry • Why local SEO, Google Business Profiles, and visual content drive the highest quality leads • How to create consistent branding that generates 6 to 9 impressions before converting a client • Why focusing on long tail keywords and niche services beats broad targeting • His approach to work life balance, using tools like Whoop and CGM to track stress and performance

Ron also breaks down the importance of daily non negotiables, five day work weeks, and continuously improving both personally and professionally. If you’re a landscaper looking to level up your marketing without burning out, this episode is packed with real world strategies and inspiration.

In this weekly update, Justin White shares insights from recent conferences, including the Leanscaper and Ignite events, discussing key takeaways on goal setting, team management, and the future of the landscape industry with AI integration. He emphasizes the importance of strategic one-on-one meetings and the potential for technology to transform business operations. Additionally, he shares personal updates on his backyard project and encourages listeners to stay connected for future podcasts.

Takeaways

Weekly one-on-one meetings are life-changing for teams. Focus on how to achieve goals, not if they can be achieved. AI will significantly impact the landscape industry. The future workforce will be more automated and efficient. Networking is crucial for support and growth in the industry. Leanscaper is an operating system for business management. Technology will change how we communicate and operate in landscaping. Personal projects can be fulfilling and exciting. The landscape industry is filled with great people working towards common goals. Stay tuned for future podcasts with valuable insights.

 

Chapters

00:00 Weekly Update and Exciting Events 05:17 Leanscaper Insights and Future of Technology 09:20 Aspire Ignite Conference Highlights 12:43 Networking and Community in Landscaping 13:18 Personal Projects and Closing Thoughts 14:25 NEWCHAPTER

This week on Trades Talk, host Justin White sits down with Ryan Markewich, a Canadian landscape entrepreneur, coach, and early adopter of open book management, to unpack his journey from mowing lawns to building a business that now operates with employee ownership and long term vision at the core.

Ryan started his company in Kelowna, British Columbia in 1994, going door to door to pay rent while dreaming bigger. Over time, he scaled to a multi million dollar operation, but not without burnout and hard lessons along the way. Influenced by personal development legends like Jim Rohn and John Maxwell, Ryan leaned into learning, coaching, and building a company around transparency and shared success.

In this episode, Ryan shares: • How he used open book management and the Great Game of Business to build real accountability • Why he sold 85 percent of his company to his employees and how the structure works • What it means to run a company focused on long term thinking and consensus based leadership • Why teaching employees how business works is the key to building great teams • What he is planning next with R-Mark Coaching and the first landscape retreat in Mexico

Ryan also talks about spending months each year in Mexico to reflect, challenge his thinking, and reconnect with what matters most. If you are interested in employee ownership, values based leadership, and scaling a business that puts people first, this episode is packed with wisdom and real world experience.

This week on Trades Talk, host Justin White shares real-world strategies for using AI and ChatGPT to boost productivity, streamline operations, and shift from manual work to smarter systems. What used to take four hours, Justin now does in thirty seconds, thanks to custom AI tools designed specifically for the green industry.

The episode opens with a story about helping a friend estimate a fence project using a custom GPT called Landscape Intelligence. The tool generated pricing, materials, permits, and layout suggestions instantly. This is just one example of how AI is transforming time-consuming tasks into fast, repeatable workflows.

In this episode, Justin shares: • How to build a Master Prompt that gives ChatGPT consistent, high quality answers • Why custom GPTs are changing the game for landscapers, marketers, and operations teams • How to use the Projects feature in ChatGPT to track documents, collaborate, and maintain context • Why AI has allowed him to go from a biweekly podcast to twice per week • What to expect at Lean Scaper Dallas and Aspire Ignite Anaheim

Justin also explains how AI is driving a major shift in labor, freeing up teams to focus on higher value work while machines and software take on the repetitive. He encourages listeners to start experimenting now, lean into new tools, and build systems that will drive the next generation of business growth.

This week on Trades Talk, host Justin White sits down with Eli Zevin, General Manager of Aspire Software, to explore the power of technology, implementation strategy, and what is coming next for the landscape industry.

Eli joined Service Titan in 2016 with no background in trades or software and spent nearly a decade helping contractors succeed before taking on his new role at Aspire. From startup culture to scaling enterprise systems, Eli shares what he learned about change management, software adoption, and the importance of delivering real value during implementation.

In this episode, Eli shares: • How early startup culture at Service Titan shaped his leadership style • Why great software implementations focus on outcomes, not checklists • How Aspire is helping contractors track labor variance and upsell opportunities • What role software plays in supporting mergers and acquisitions • Why the green industry is poised for massive professional growth and wealth creation

Eli also shares a preview of what to expect at the upcoming Ignite conference in Anaheim, where Aspire will dive deeper into its product roadmap and how it plans to support the evolving needs of the industry. If you are looking to scale your systems, improve processes, or understand the next evolution of business technology in landscaping, this conversation is a must listen.

On this weekly update on Trades Talk, host Justin White shares a personal reflection recorded on his father Kendel’s birthday. Kendel co-founded K & D Landscaping nearly 40 years ago, and his legacy still shapes the way the company operates today.

Over the last decade, K & D has grown from 1 million to 20 million in revenue. After a big jump from 15 to 20 million last year, this year is about holding steady and breaking even—but the focus has never been just financial. Justin highlights the incredible growth of team members like Shantel, Jamie, Blanca, Jake, Tony, Alejandro, and Juan, and what it means to build a company that truly develops people.

In this episode, Justin shares: • Why growth is about people, not just revenue • The leadership lessons passed down from his father • What happens when leaders delegate too much or take shortcuts • Why showing up, listening, and giving more is the only way through hard times

If you are in a season of reflection or navigating challenges at the top, this episode is an honest reminder that leadership is not about ease; it is about energy, effort, and showing up when it matters most.

This week on Trades Talk, host Justin White shares a powerful episode with Jeff Harkness, CEO of 3PG Advisors, focused on mergers, acquisitions, capital access, and the mindset shifts required to scale and create long term wealth in the green industry.

Jeff brings nearly three decades of experience in M&A, with deep expertise in landscaping, tree care, and turf care services. What started as a private training for the Disruptors community is now being shared publicly for the first time. Whether you are just beginning to explore capital options or already in growth mode, this conversation breaks down what is possible when you stop thinking like an operator and start thinking like an owner.

In this episode, Jeff shares: • Why private equity and mezzanine capital are flowing into the landscape industry • How to position your company for investment or acquisition • What banks, investors, and equity firms look for before writing a check • The benefits of multiple liquidity events and long term wealth creation • How to move from slow, one customer at a time growth to scalable value creation

Jeff also addresses common fears around giving up control, explains why ownership is often less important than upside, and outlines how landscape companies are using institutional capital to go from regional players to market leaders. If you want to understand how the game is really played at the next level, this episode is your entry point.

This week on Trades Talk, host Justin White shares Weekly Update 13, covering how contractors are preparing for 2026, what happens when leadership systems break down, and why mindset matters long before you reach eight figures.

With January 1 on the horizon, contractors are focused on budget planning, rate increases, and multi year enhancement programs. Some are holding pricing for loyal, high margin clients, while others are raising rates up to 10 percent for underperforming accounts. Justin explains how sharing operational improvements like route efficiency, crew training, and the adoption of electric equipment can build trust and justify pricing.

In this episode, Justin shares: • How to think with an eight figure mindset even at five or six • Why systems collapse when leadership turns over without a plan • What it takes to rebuild accountability and support frustrated teams • How a new Leadership Accelerator Sprint is training mid level leaders • What to expect from Aspire Ignite and Lean Scaper this September

Justin also gets real about challenges inside his own company and how leaders can create structure and support without burning people out. If you are growing fast and working to build a more stable operation, this episode is full of insight.

This week on Trades Talk, host Justin White sits down with Todd Zimmerman, Head of Sales and Product Development at Kress Outdoor Power Equipment, to talk about how one company is reshaping the future of landscaping through battery innovation, robotics, and a relentless focus on contractor feedback.

Todd brings nearly 30 years of experience in power tools, robotics, and commercial landscaping solutions. At Kress, he has led a product development journey that started more than a decade ago and has resulted in some of the most advanced battery and robotic equipment in the industry.

In this episode, Todd shares: • How Kress’s CyberPack batteries charge in under 12 minutes and last over 3,000 cycles • Why durability testing to gas equipment standards sets Kress apart from other cordless brands • How Kress is launching the first fully autonomous commercial robotic mower in the United States • What contractors are doing to cut costs, reduce labor, and increase efficiency with Kress equipment • Why early adopters will have a major edge as electric equipment becomes the new standard

Todd also explains how Kress involves crews in the change process, supports contractors with charging infrastructure, and helps owners track performance data to drive smarter decisions. Whether you are exploring battery powered tools or preparing for the rise of robotic mowing, this episode gives you a front row seat to the next generation of landscape innovation.

This week on Trades Talk, Justin White sits down with Scott Hutcheon, founder of Hey Flora, to explore how AI is reshaping the landscape industry. From field crews to business owners, Scott shares how Hey Flora serves as a full operating system, not just a chatbot, designed specifically for the challenges of trades companies.

They dive into what makes landscaping so complex, why traditional tech adoption has been slow, and how AI-powered workflows can transform field communication, training, reporting, and even customer proposals. Scott reveals how property-level “intelligence layers” are being built through voice, photo, and video input—and why early adopters will pull ahead.

• Hey Flora offers bilingual, voice-first AI agents to support field crews and streamline operations

• Property-specific “graphs” compile notes, photos, and chat history to power proactive reminders

• Flora generates client-facing proposals and reports from daily crew inputs automatically

• Flora Docs and Vibe Scaping tools speed up design-build timelines and elevate sales

• LEAF framework ensures AI outputs meet OSHA and industry standards for safety and compliance

• Future tools may include AI safety glasses, digital twins, and procurement via simple chat

AI won’t replace leaders, but those who adopt it early will outpace those who don’t. If you're not building AI into your workflows, you're already falling behind.

Chapters

00:00 Weekly Update Kickoff 05:59 Insights from the M&A Webinar 11:32 AI and Future Trends

 

Use code "JustinWhite" with Greenius to get 10% off your membership! 

Summary

In this weekly update, Justin White discusses the launch of a six-week sprint aimed at achieving record revenue for K&D. He shares insights from a recent webinar with Jeff Harkness on business acquisitions and the importance of being selective in the buy-and-build strategy. The conversation also touches on preparing businesses for potential exits, highlights industry leaders, and emphasizes the growing role of AI in business operations. Justin concludes with a book recommendation that offers valuable insights for entrepreneurs.

Takeaways

K&D is entering a six-week sprint to boost revenue. Setting clear goals for September is crucial. Greenius is an effective tool for onboarding and training. Buy-and-build strategies should focus on quality and selectivity. Geography can impact business valuations significantly. Businesses should prepare to be exit-ready, even if they don't plan to sell. Building a valuable business involves focusing on key performance metrics. AI is becoming increasingly important in business operations. Networking and learning from industry leaders is essential. Reading valuable business literature can provide actionable insights.

Titles

Accelerating Growth: The Six Week Sprint Strategic Insights from Industry Experts

Sound bites

"K&D is on fast forward." "Set a September goal right now." "AI is a big part of our future."

 

This week on Trades Talk, host Justin White sits down with Tom Heaviland, a landscape industry veteran whose journey began in 1985 when he bought a small company in Carlsbad, California and turned it into one of the most respected operations in the region.

Tom started with just one truck, a few workers, and $11,000, billing around $14,000 a month. After weathering a major recession in the 1990s and learning hard lessons about risk and diversification, he grew the business by focusing on contract stability, recurring revenue, and strategic pricing. In 2019, Tom sold the company to Brightview, and went on to work with their M and A team identifying strong acquisition targets in underserved markets.

In this episode, Tom shares: • Why customer diversity and contract size were central to his growth strategy • How he prepared his company for sale and stood out to Brightview • What he looks for in a business when evaluating M and A opportunities • His current mission at Verde Property Services, targeting over $100 million in revenue • Why he leads with a servant leadership philosophy and puts team growth first

Tom also opens up about the challenges of performance management, the importance of financial literacy, and his goal to create $150 million in employee wealth by 2035. If you are in the trades and thinking about scale, exit strategy, or how to build a company with lasting impact, this episode is a masterclass.

In this weekly update, Justin White shares exciting developments in the landscape industry, upcoming events, personal reflections on travel and life lessons, and insights into the differences between residential and commercial services. He emphasizes the importance of financial planning, networking, and organizing business structures for success.   Takeaways

• It's a fun time to be in the trades.
• Get your financial mindset in alignment with your team.
• Attending industry events can provide valuable insights and networking opportunities.
• Disconnecting from technology can lead to personal growth and reflection.
• Planning ahead can help you achieve your personal goals and adventures.
• Understanding the differences between residential and commercial services is crucial for business success.
• Targeting the right customer profile can enhance marketing efforts.
• Creating dedicated leaders for commercial and residential services can improve operations.
• Organizing your company effectively is key to scaling and success.
• Continuous learning and adaptation are essential in the business landscape.

titles

• Navigating the Landscape Industry
• Embracing Opportunities in the Trades

Sound Bites

• "It's a fun time to be in the trades."
• "It's a must attend event."
• "If you can pick a lane, focus on one."

Chapters 00:00Introduction and Exciting Updates 04:55Upcoming Events and Opportunities 10:01Personal Reflections on Travel and Adventure 14:55Insights on Business Structure and Strategy 15:23outro final final.mp3

This week on Trades Talk, host Justin White sits down with Paul Voresis from Delta Landscape, a second-generation landscape professional based in Sacramento, California, who shares the story of how his family’s business evolved and how he’s rethinking what leadership looks like in the green industry.

Founded by Paul’s father in 1980 after immigrating from Greece, Delta Landscape has deep roots and a powerful legacy. Paul grew up in the business but initially swore he’d never follow in his father’s footsteps. After studying construction management and briefly working in the construction industry, he returned home and took over the company in 2012, following his father’s passing. That experience, paired with a personal health scare, forced him to look at the business, and his role in it, through a different lens.

In this episode, Paul shares: • Why he shifted Delta Landscape from installation to maintenance in 2021 • How battery-powered equipment is exceeding expectations in real-world use • His thoughts on private equity, local expertise, and the future of the industry • Why work-life balance and life margin matter more than ever • The importance of vision, mission, and leading with purpose

Paul also reflects on the emotional weight of being the oldest son in a Greek family, the future of commercial landscape services, and why he believes the trades can, and should, attract top-tier talent. If you're in the green industry and thinking about where it’s going, what needs to change, and how to lead differently, this episode is a must-listen.

This week on Trades Talk, host Justin White checks in from Lake Oroville, California, where he’s kicking off a wake surfing weekend with a 7:30 AM podcast session and an already blazing 85 degrees on the deck. But before hitting the water, Justin shares three powerful insights that every business leader should be thinking about this August.

The episode opens with lessons from the Disruptors Live event featuring Ken Thomas, focused on helping landscape and service businesses scale toward eight figures. Justin breaks down three core pillars of growth: the importance of personal and team development, building strong systems like the Green Dot Operating System, and finding clarity around roles instead of simply hiring more people. The takeaway is simple but powerful: more people is not always the answer to chaos. Clean systems, smart hiring, and clear processes are.

In this episode, Justin shares: • How to implement a one page workflow to streamline your operations • Why clarity beats headcount when trying to scale • What ChatGPT 5 can now do for business leaders and teams • Why August is a make or break month for setting up the end of the year • How to stay ahead of seasonal slowdowns with smart strategy and execution

Justin also gives a quick demo of ChatGPT 5’s capabilities, including how he used it to generate a steak recipe by uploading a photo of his grill. With tools that now understand emotional tone, manage calendars, and write complex documents, the future of AI is not only here; it is business ready.

If you are leading a company and looking to finish the year strong, this episode is packed with real insights, new tools, and a sharp reminder to execute now or fall behind later.

This week on Trades Talk, host Justin White sits down with Nick Knight and Christian Padgett of Baldwin Group to explore how insurance can be more than a backup plan. For growing landscape companies, it can become a tool for strategy, stability, and even profit.

Nick comes from a family of insurance professionals, and Christian brings over ten years of hands-on landscape industry experience with companies like Valley Crest, Brickman, and ASI Landscape Management. Together, they explain how captive insurance programs are becoming more accessible, giving business owners the ability to share risk with similar companies, control claims, and potentially receive dividends on unused premiums.

In this episode, Nick and Christian share: • How landscape focused captives can help companies turn insurance into a strategic advantage • Why many companies are underinsured as they grow and what to do about it • The importance of quarterly reviews, detailed risk planning, and ongoing communication • How trends like electrification, noise control, and AI integration are shaping the future of the industry • What they will cover in their presentation at the Landscape Show in Orlando

If your company is scaling and you want a better way to protect your people, manage risk, and build trust, this episode will change the way you think about insurance.

On this week's update, Justin White breaks down the realities of running a service-based business in today’s environment, covering AI, client accountability, and what it really takes to stay profitable.

From testing out AI agents in his inbox to planning an automated system for financial forecasting and zero-based budgeting, Justin shares how technology is becoming part of his day-to-day operations. He also talks about the risks and rewards of holding clients accountable, especially when delays start eating into revenue.

In this episode, Justin shares: • How AI agents are already handling tasks most companies still do manually • Why proactive client communication protects more than just the schedule • What financial performance really looked like month by month this year • The hidden risks behind private equity pricing and misleading add back math • Why staying profitable is about mindset, not just margins

If you're navigating growth, managing people, or trying to build a smarter, more resilient business, this episode offers a direct, honest look at what it takes to stay in the game.

This week on Trades Talk, host Justin White sits down with Cole Weller, co-founder of Weller Brothers Landscape Professionals, a company that started as a high school side hustle and grew into a multi-branch, multi-million dollar business serving the Midwest.

Headquartered in Sioux Falls, South Dakota, Weller Brothers now employs over 200 people and operates in Rochester, Minnesota and Des Moines, Iowa. The company offers a full range of services, from commercial and residential maintenance to residential construction, and recently expanded into pool construction and service—now accounting for nearly 20 percent of their revenue.

In this episode, Cole shares:

• How becoming a father shifted his approach to business and growth • Why the team prefers greenfield expansion over large acquisitions • What it takes to survive the early challenges of new markets • How they maintain premium pricing by delivering exceptional quality and communication • The company’s deep investment in career growth and maintaining a strong internal culture

Cole also reflects on the personal milestone of buying a home that was one of the first lawns he ever mowed as a teen. If you’re looking for real talk on scaling, team building, and staying grounded through growth, this episode is a must-listen.

This weekly update comes from Las Vegas, where Justin's at the Lawn and Landscape Technology Conference. The have brought together over a thousand professionals to explore the future of the industry. From robotic mowers to AI-powered estimating tools, the message was clear: technology is becoming a core part of how landscaping businesses will operate.

Robotic mowers were front and center, with manufacturers like Scythe and Kress showcasing autonomous machines that charge themselves and maintain perfectly trimmed turf. Experts predict they will make up 50 percent of the market by 2027 or 2028.

Artificial intelligence also took the spotlight. Tools like BobYard and Deep Lawn are already helping teams measure properties, automate takeoffs, and generate budgets with minimal input. The concept of fully autonomous AI agents handling tasks like reporting, budgeting, and scheduling is quickly becoming a reality.

In this episode, we cover: • Where robotic mowers are being used successfully • Which AI tools are already making an impact • Why most business software is still falling short • What leading companies are doing to stay competitive

If you're thinking about what technology your company needs to adopt next, this episode will give you a clear look at where the industry is heading.

This week on Trades Talk, host Justin White talks with Tiffany Peters, the newly appointed President of North by Northwest, a family-owned landscaping business in Austin, Texas.

Founded by her parents in 2003, North by Northwest started as a small residential mowing company with just 20 employees and $1 million in annual revenue. Tiffany grew up with the business—but wasn’t always sure she wanted to be part of it.

After college and a brief move to Houston, she returned home and found herself stepping into a crucial role: building office systems from the ground up. What started as being the sole admin turned into a leadership journey rooted in process, autonomy, and growth.

In this episode, Tiffany shares:

• How she evolved from “just helping out” to running the show

• The leap from family-run to structured and scalable

• The dynamic of working alongside her brother Jordan, who brought design and sales firepower

• The balance between family loyalty and business responsibility

• Why she’s driven to lead without micromanaging and how that shaped the company’s culture

Tiffany describes the business as a “gang” she was born into and ultimately chose to grow. If you’ve ever wrestled with joining (or staying in) the family business, this episode is for you.

This week on Trades Talk, Justin White sits down with Eric Triplett, better known as The Pond Digger, to talk about the power of podcasting, AI, community, and leadership. With decades of experience in the trades, Eric shares how his cancer diagnosis, personality awareness, and content creation journey transformed his life and business.

They dive into how AI is already reshaping the contractor experience from property walkthroughs to client-ready reports in minutes, and why podcasting built trust, saved time, and created national exposure. Eric opens up about leading through grief, burnout, and what happens when you really know yourself, and your team.

• How Eric launched his podcast after a chance moment with his son

• Why AI walkthroughs are helping him close deals faster and deliver more value

• What personality tools like Enneagram and DISC unlocked in his leadership

• How he ended up working with Gary V

• Lessons from cancer, reinvention, and building a second act on a ranch

Eric’s story is raw, bold, and deeply human. You’ll walk away inspired to lead with more clarity, care, and confidence.

In this week’s episode of Trades Talk, Justin White delivers a direct and practical breakdown of what it takes to grow a landscaping business that is truly built to last. He challenges the common mindset that success in the trades is just about working harder and taking on more jobs. Instead, he introduces a bigger vision: one focused on building lasting value, creating systems, and developing a company that can thrive beyond the day to day grind.

Justin walks through five essential pillars that define a scalable and valuable business. These include setting a clear long term vision, building a strong company culture rooted in core values, implementing a thoughtful and profitable sales strategy, creating consistent operational processes through standard procedures, and maintaining full financial transparency. Each element is explained with clarity and purpose, giving business owners a real framework to evaluate and improve their operations.

This episode is a must listen for anyone serious about transforming their landscaping business into a long term asset. Justin offers a clear path from sweat equity to generational wealth, showing how to build not just a business, but a legacy. Whether you are just starting out or looking to scale, this conversation will help you rethink your approach and take the next step forward.

In this episode of TradesTalk, Justin White sits down with Christian Heaviland to unpack the evolution of a family landscaping business into a major acquisition by BrightView. Christian shares what it was like growing up in the green industry, the behind-the-scenes of selling a company, and how he’s navigating the current wave of private equity interest flooding the market.

They dig into the real challenges facing landscape companies today: labor shortages, tight margins, and the increasing pressure to operate as a low-cost provider. Christian breaks down why design-build services are gaining traction, how to position your business for exit, and why a strong M&A attorney can be your greatest asset.

Whether you're running a growing operation or planning your next strategic move, this episode is full of real-world insight on how to stay lean, stand out, and scale smart.

In this week’s episode of TradesTalk, Justin White shares what’s happening behind the scenes at K&D Landscaping as the company navigates Q3 of 2025. With $20 million in annual revenue, Justin breaks down how his team is aligning for continued growth, investing in people, and doubling down on strategic clarity.

He also previews two major industry events: The Lean Scaper Conference in Charlotte, where he’ll speak on Sweat Equity, and the Lawn & Landscape Tech Conference in Vegas, where the Disruptors will host the Disruptor Social on July 24th atop Old Red with live music, drinks, and a killer view.

Other highlights include:

• A behind-the-scenes look at quarterly planning and company-wide alignment

• Why “Speed over Perfection” is driving key decisions at K&D

• How the Employee Success Team is building internal leaders using tools like Green Yes

• An economic forecast and why Justin’s bullish on Q4 2025 and beyond

• A vision for scalable growth, onboarding excellence, and staying true to what K&D does best

This episode is a must-listen for anyone building a business, leading a team, or planning for long-term growth in the trades.

In this episode of TradesTalk, Justin White sits down with Mark Sedgley, CEO of the newly merged LMN and SingleOps, to unpack his unexpected journey from mowing lawns in high school to leading one of the largest software platforms in the green industry.

Mark reflects on a career that spans teaching English in Poland, building a 300-student academy, entering the tech world through startups, and eventually running high-growth companies backed by private equity. Along the way, he’s led multiple acquisitions, prioritized people over process, and scaled culture-first organizations.

They explore what makes the landscape industry so unique: its strong sense of community, opportunity for organic growth, and its massive tech adoption gap. Mark also shares his vision for LMN and SingleOps: a connected ecosystem of tools that helps landscape companies estimate, schedule, invoice, and manage reputation from one platform.

If you’re looking to lead with purpose, embrace growth, and understand what it takes to build real systems that scale, this conversation delivers.