Advertise on podcast: Snowfighters Institute Podcast

Upcoming Events Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → GROW! Snow 2027 | September 14 to 15, 2027 in Madison, Wisconsin Registration is open now. Grow! Snow is built for snow leaders and their teams, with snow-specific breakouts, a facility tour, and content designed to drive real change at your business. The 2027 Shark Tank competition will return with another full-circle prize package, so if you want to pitch your growth plan to a panel of industry partners for a chance to win equipment, coaching, and weather data support, this is the year to start preparing. Claim your seat now: snowfightersinstitute.com Katie Roell, Senior Marketing Manager at BOSS Snowplows, joins Phil to recap the inaugural Shark Tank competition at Grow! Snow 2026 and share why BOSS wanted to go beyond equipment to support contractors in a more holistic way. From the full-circle prize package (equipment, coaching, weather data), to the Vancouver-based winner ParaSpace who took a 10-hour Uber from Chicago just to be there, Katie makes the case for why the next version of this competition at Grow! Snow 2027 in Madison, Wisconsin is worth planning for now. Key Learnings Contractors Need More Than Equipment - Snow pros rarely open conversations with equipment needs, they open with labor, salt, deployment decisions, and ROI on technology, so support packages should reflect what actually moves a business forward. Commitment Separates Winners - A 10-hour Uber ride from Chicago to Dayton with three teammates isn't a travel plan, it's a signal, and that kind of commitment is often what sets the winners apart. Full Circle Beats a Logo on a Screen - Bringing partners together to deliver equipment support, coaching, and weather data creates real impact for a contractor, while slapping a logo on a sponsor slide creates nothing. Pitch Clarity Wins Rooms - Two minutes is enough time to communicate how you'll grow if your message is clear, your plan is feasible, and you can show how a package like this changes your trajectory. Low Snow Markets Need Different Playbooks - A business expanding into snow in Vancouver needs different contract structures, staffing plans, and equipment mix than one in a traditional snow belt, and that's where coaching matters most. Prepare Your Pitch Early - This episode is the heads up, so if growth is on your 2027 roadmap, start building your two-minute pitch now and plan to bring your team. Reflection Questions If you had two minutes in front of a room of industry partners to pitch how you want to grow, could you deliver a clear plan today, or do you need to start working on it now? Where in your business are you investing in equipment when the real growth lever is coaching, data, or partnerships you haven't built yet? Chapters (00:00:00) - Start(00:00:21) - Welcome & Meet Katie with BOSS(00:01:11) - Inside the Shark Tank Idea(00:03:27) - How We Judged the Pitches(00:05:54) - Why BOSS Went Beyond Equipment(00:08:01) - Meet the Winner: ParaSpace(00:10:31) - Supporting a First-Year Snow Business(00:11:16) - What’s Changing for 2027(00:13:12) - BOSS at Equip Expo(00:15:00) - Grow! Snow 2027

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

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

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

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

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

Upcoming Events Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Finding & Managing Subcontractors | Tuesday, August 11, 2026 How do you find subcontractors who actually show up when it snows? Capacity Planning | Tuesday, September 8, 2026 How do you determine your true operational capacity? Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → In-Person Event GROW! Snow | September 22 to 23, 2026 An in-person event built for snow leaders and their teams. Two days of snow-specific breakout sessions, a facility tour, and content designed to drive real change at your business. Details coming soon. Scott Lesak, President of Kasel Rocks Facility Services in Allentown, Pennsylvania, joins Phil to share his journey from professional track cyclist to firefighter to president of a mid-sized industrial snow operation. From starting a business with his dad at 15 while racing bicycles, to pivoting from high-end residential design build into recurring-revenue commercial snow, to running roughly 45 loaders across the entire eastern half of Pennsylvania, Scott shares hard-won lessons on communication, culture, and the personal transformation that reshaped how he leads. He also opens up about his firefighting years, his recovery from PTSD and alcohol, and why the change you want to see in your business starts within you. Connect with Scott on LinkedIn Key Learnings Hire for Attitude, Not Experience - Skills can be taught, but the willingness to learn and show up upbeat is what actually predicts whether someone will grow into a great team member. Recurring Revenue Multiplies Your Selling Effort - Selling $1.5M in one-time design build work every year gets you $1.5M, but selling $1.5M in three-year contracts stacks to $4.5M in revenue by year three. 12-Month Billing Reduces Snow Risk - Guaranteed 12-month billing on seasonal contracts is what makes it safe to invest in the loaders, plows, and equipment growth requires. Relationships Beat Production in Sales - Clients don't care how you plow snow or cut grass, they care that it's done, so the relationship side of the sales process matters more than showing off your production process. Not Everyone Thinks Like You Do - The older you get, the more you realize your thought process is unique, which means clarity and repetition in communication matter more than you think. Communication Is a True Competitive Advantage - Sending weather forecasts, game plan updates, and real-time production updates keeps clients informed and separates you from every other contractor claiming the same service. Get Ahead of Damage Before Clients Find It - When operators chip a curb or hit anything on site, having a system that puts a photo in fr... Chapters (00:00:20) - Welcome and Introductions(00:01:04) - Growing Up in Farm Country(00:01:59) - From Pro Cyclist to Business Owner(00:06:47) - Penn State and the Early Hustle(00:08:00) - Living in a Firehouse(00:10:51) - Faith, Family, and Values(00:11:43) - Buying Out Dad(00:15:54) - The Pivot to Facility Services(00:19:39) - Hard Lessons in Sales(00:21:21) - DISC and Finding Mentors(00:23:07) - Inside the Snow Operation Today(00:24:15) - Damage Reporting in Five Minutes(00:26:37) - The Standardized Scope Advantage(00:27:30) - Aspire, WhatsApp, and Ops(00:29:08) - Salt, Liquids, and Sidewalk Gear(00:30:58) - 20 Years Without a Slip and Fall(00:33:09) - People First, Profits Third(00:36:21) - The Firefighter, the Bottle, and Recovery(00:41:39) - Get Plugged In and Look Inward

Upcoming Events Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Pricing & Estimating Review | Tuesday, July 7, 2026 Are you pricing for profit or just hoping to break even? Finding & Managing Subcontractors | Tuesday, August 11, 2026 How do you find subcontractors who actually show up when it snows? Capacity Planning | Tuesday, September 8, 2026 How do you determine your true operational capacity? Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → In-Person Event GROW! Snow | September 22 to 23, 2026 An in-person event built for snow leaders and their teams. Two days of snow-specific breakout sessions, a facility tour, and content designed to drive real change at your business. Details coming soon. Episode #57 Matt Delborrello, Commercial Insurance Consultant with Alera Group and an Accredited Professional in Risk and Insurance, joins Phil to demystify the world of business insurance for snow and ice contractors. From understanding how umbrella liability provides broader protection than raising general liability limits, to why being rated on payroll instead of sales can dramatically lower your premiums, to navigating the excess and surplus marketplace, Matt shares why responsiveness and relationships drive his work, how site selection affects insurability, and what every contractor needs to know before the next slip and fall claim hits. Key Learnings Umbrella Liability Beats Raising General Liability Limits - Umbrella coverage isn't auditable like general liability, so it gives you broader protection over auto and employer's liability without driving up your audit exposure. Sales vs Payroll Rating Changes Everything - Being rated on snow payroll instead of total snow sales gives carriers a more accurate picture of your true exposure and can dramatically lower your premiums. Guaranteed Cost Contracts Distort Sales Numbers - When clients pay $500,000 whether it snows 2 inches or 200, sales doesn't reflect actual risk exposure, which is why the payroll rating shift matters so much. Choose Your Clients Wisely - You can run a flawless snow operation, but if your client list is heavy on gas stations and big box retail, insurance carriers may decline to write the account because of slip and fall frequency. Site Type Matters More Than Industry Label - A local bank and a Walmart are both retail, but they carry completely different risk profiles, so generic application categories without conversation create real problems. Camera Footage Defends Against Bogus Claims - Forward-facing, rear-facing, and driver-facing cameras give carriers the evidence they need to fight inflated or fraudulent claims rather than just settling them. You Can Be Involved... Chapters (00:00:20) - Welcome and Introductions(00:01:55) - Inside Alera Group(00:05:49) - Insurance 101 for Contractors(00:07:47) - Why Umbrella Beats Higher GL Limits(00:10:24) - A Day in the Life of an Agent(00:14:54) - Why Carriers Don't Get Snow(00:20:18) - The Sales vs Payroll Shift(00:24:24) - The Clients Carriers Hate(00:28:15) - The Bogus Slip and Fall Story(00:31:29) - Who Really Decides Your Claim(00:38:32) - The Excess and Surplus Trap(00:43:16) - One Entity or Two(00:45:01) - How to Reach Matt

Upcoming Events Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Contract Review | Tuesday, June 2, 2026 Internal review and update of sales contracts and subcontractor agreements. Pricing & Estimating Review | Tuesday, July 7, 2026 Are you pricing for profit or just hoping to break even? Finding & Managing Subcontractors | Tuesday, August 11, 2026 How do you find subcontractors who actually show up when it snows? Capacity Planning | Tuesday, September 8, 2026 How do you determine your true operational capacity? Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → In-Person Event GROW! Snow | September 22 to 23, 2026 An in-person event built for snow leaders and their teams. Two days of snow-specific breakout sessions, a facility tour, and content designed to drive real change at your business. Details coming soon. Joe and Carla Policastro, co-founders of Cycle CPA, join Phil to discuss why financial clarity is the foundation of a healthy snow and landscape business. From managing the cash flow challenges of seasonal work, to benchmarking your numbers against industry peers, to why your bank balance only tells part of the story, this husband and wife team shares how proactive accounting and advisory work help contractors make confident decisions instead of operating on gut feel. They also open up about the personal journeys that drive their mission to serve hardworking business owners in the green and snow industries. Key Learnings Your Bank Balance Is Only Part of the Picture - Checking your account daily tells you what you have right now, but future cash flow forecasting shows you what is coming and what to watch out for. Seasonal Businesses Must Build Cash Reserves - Snow and landscape operations need enough cash saved during busy months to carry them through slow seasons and economic downturns. Get Your Numbers Fast to Decide Fast - The earlier you receive accurate monthly financials, the quicker you can make confident business decisions. Benchmark Against Industry Peers, Not Just Last Year - Comparing your numbers to industry averages reveals problems like labor costs running higher than competitors, pointing you toward what needs fixing. Make Decisions on Data, Not Gut Feel - Business owners without timely, accurate information are operating in the dark, while knowing your numbers lets you plan the future with confidence. Track Labor Hours Against Each Job - In a labor-intensive industry, knowing how many hours are budgeted toward a specific job and tracking time against it is critical to protecting your margins. Outsource What... Chapters (00:00:00) - Start(00:00:20) - Welcome and Intro(00:01:59) - Why Most Owners Avoid the Books(00:03:55) - The Seasonal Cash Flow Trap(00:08:27) - How Cycle CPA Got Started(00:12:46) - Packages and the Numbers That Matter(00:16:23) - Building a Remote Team of 30(00:19:17) - Splitting the Work as a Couple(00:22:35) - Why Carla Chose Landscapers(00:24:59) - An Immigrant’s Resilience(00:27:07) - Joe’s Story: Angela’s House(00:32:07) - Who They Serve Best(00:35:56) - What Actually Sets Them Apart(00:38:12) - Making Your Software Talk(00:41:20) - Learn More About Cycle CPA(00:43:17) - Final Advice for Contractors

Upcoming Events Snowfighters Institute Webinars: Join us live for monthly webinars built to help snow pros run stronger, more profitable operations. All sessions run 10:00 to 11:00 AM. Contract Review | Tuesday, June 2, 2026 Internal review and update of sales contracts and subcontractor agreements. Pricing & Estimating Review | Tuesday, July 7, 2026 Are you pricing for profit or just hoping to break even? Finding & Managing Subcontractors | Tuesday, August 11, 2026 How do you find subcontractors who actually show up when it snows? Capacity Planning | Tuesday, September 8, 2026 How do you determine your true operational capacity? Recruiting | Tuesday, October 13, 2026 Why can't you find good people to hire, and what can you do about it? Incentive Compensation & Rewards | Tuesday, November 10, 2026 Are your bonuses and rewards actually driving the results you want? Client & Employee Appreciation | Tuesday, December 8, 2026 Are you truly appreciating your clients and employees, or just going through the motions? See the full webinar list → In-Person Event GROW! Snow | September 22 to 23, 2026 An in-person event built for snow leaders and their teams. Two days of snow-specific breakout sessions, a facility tour, and content designed to drive real change at your business. Details coming soon. This week's episode is a little different. Phil Harwood joins Marty Grunder on The Grow Show to discuss the strategic partnership between Snow Fighters Institute and The Grow Group, share his 40 years of industry experience, and explain why snow removal can be the most profitable part of a service business. From his early days running printing equipment in the family business to his current role as a consultant and attorney, Phil reveals the leadership principles that have served him throughout his career, the trends shaping the future of snow operations, and why building a sellable business benefits every owner regardless of exit plans. Key Learnings Snow Fighting Is Emergency Service Work - Snow removal is comparable to firefighting because crews are on call all winter and must drop everything when activity starts, requiring a mindset that embraces the calling rather than resenting it. Find Companies That Love Snow - The best operators love snow not because they enjoy leaving their families for three days, but because they understand they're providing valuable emergency services that make a real difference. Degrees Don't Equal Smartness or Success - Education provides knowledge, but you have to apply what you learned and surround yourself with smart people to actually succeed in business. Outsiders Get Heard More Than Insiders - The same advice from an internal team member often gets ignored but is celebrated when delivered by an objective outside consultant with no skin in the game. Do What You Say You're Going to Do - The basics like answering your phone, being respectful, and following through on commitments sound like cliches but remain the foundation of successful business relationships. Be Great at What You Want Your Team to Be Good At - Leaders are always being... Chapters (00:00:00) - Start(00:02:00) - Strategic Partnership - Snowfighters + Grow Group(00:02:30) - Snowfighters Origins(00:04:54) - Why Your “Why” Matters(00:07:01) - From Family Business to Consulting(00:09:24) - Why Law School at This Point(00:10:20) - The Atrium Disaster(00:12:26) - When Core Values Backfire(00:13:57) - The Leap to Consulting(00:15:37) - Why Outsiders Get Heard(00:17:01) - The Basics Nobody Do(00:18:08) - Be the Example(00:23:06) - Tech That’s Changing Snow(00:26:05) - You’re the Hero at Night(00:27:05) - Build a Business You Can Sell(00:28:41) - Why Snow Wins on Profit

Josh Ferguson, Partner at Freeman Mathis and Gary LLP and 22-year insurance defense attorney, joins Phil to share legal insights from defending snow and ice management contractors nationwide. From handling salt shortages with proper contract language, to navigating multi-tier liability claims, to why lost text messages can sink a defense, Josh reveals why documentation is the foundation of legal protection, why the red pen approach works on client contracts, and why proactive general counsel work delivers the best ROI for contractors who want to avoid expensive litigation down the road. Snow Fighters Institute Snowfighters Youtube Channel ⭐️ Leave us a review! Key Learnings Document, Document, Document - Documentation is the single most important defense in any lawsuit, from preseason site maps to in-event records to follow-up ice watch notes. Force Majeure Clauses Need Salt Specificity - Generic act of God clauses aren't enough; specifically identify salt shortages in your contract to limit liability when supply issues arise. Red Pen Every Client Contract - Mark up every client contract you receive because even rejected markups help you understand your risk exposure points. Detach Your Contract as an Addendum - When clients have rigid contracts, propose attaching your scope of work and protective language as an addendum, which works more often than expected. Lost Text Messages Sink Defenses - Communications stored on personal phones disappear when employees leave, creating spoliation charges that work against you in court. Use Platforms with Built-In Texting - Systems like Team Engine store communications by company rather than personal phones, protecting you when seasonal employees leave. Document Subcontractor Capabilities - Negligent hiring claims require proof that subcontractors had the manpower, equipment, and history to service sites properly. Mirror Client and Subcontractor Agreements - Gaps between your client contract and subcontractor agreements create exposure points that plaintiff's attorneys exploit. Stay Involved in Insurance Claims - The squeaky wheel gets the grease; staying involved with carriers and defense attorneys leads to better outcomes over your career. Personal Injury Lawyers Are Targeting Snow - Big law firms now handle slip and fall cases with more experts, ramped-up injuries, and multi-defendant strategies for bigger payouts. Multi-Tier Liability Creates Multiple Pots - Plaintiff's counsel add negligent hiring claims to reach property owners, managers, contractors, and subcontractors for more money sources. Emergency Response Within Hours Matters - Getting attorneys and experts on-site quickly protects privileged conversations and preserves evidence before witnesses change their stories. Proactive General Counsel Beats Reactive Defense - Working with attorneys before claims happen provides better ROI than dealing with lawsuits after they're filed. Salt Shortage Documentation Required - When experiencing supply shortages, document the actual shortage with proof from suppliers in addition to having protective contract language. Reflection Questions How are you managing electronic communications between your team and clients, and would your text message records survive a lawsuit two to four years down the road? Do you have documentation proving your subcontractors are capable of servicing the sites they're assigned to, or could a negligent hiring claim catch you unprepared? Are you treating contract review and legal counsel as a proa... Chapters (00:00:00) - Start(00:00:20) - Meet Josh Ferguson(00:01:12) - Josh’s Legal Practice Overview(00:03:17) - Why Josh Became a Lawyer(00:05:23) - Life Outside the Office(00:07:36) - Salt Shortage Contract Tips(00:12:03) - Handling Client Contracts(00:15:28) - Regulation and Environmental Trends(00:16:50) - Winning Claims With Documentation(00:18:58) - Defense Ready Documentation(00:21:11) - Subcontractor Risk Transfer(00:23:08) - Emergency Response Playbook(00:25:14) - Outside General Counsel Value(00:27:01) - Why Industry Events Matter(00:29:10) - Plaintiff Trends and New Claims(00:33:44) - The Risk with Text Communication(00:35:19) - Tech Solutions(00:35:45) - Please Like, Share & Subscribe!

Steven Walus, President of Great Lakes Snow Systems in Elgin, Illinois, joins Phil to share his journey from shoveler to skid steer operator to business owner through a five-year seller-financed buyout. From starting with two trucks and all subcontractors to building relationships with municipal contracts, Steven reveals why asking about succession planning opened the door to ownership, why seller financing keeps both parties invested in success, and how networking with successful operators eliminates the need to reinvent the wheel in business growth. Snow Fighters Institute Snowfighters Youtube Channel ⭐️ Leave us a review! Great Lakes Snow Key Learnings Ask About Succession Planning Early - When the owner's kids showed no interest in taking over the business, expressing genuine interest in ownership opened the door to acquisition conversations. Seller Financing Aligns Interests - A five-year buyout structure where payments depend on business success keeps the seller invested in helping the new owner succeed. Municipal Work Provides Stability - City contracts for parking lots, cul-de-sacs, and dead ends create a reliable foundation around which to build commercial accounts. Opportunity Comes from Preparation - Being ready when the skid steer operator quit with the door open led to advancement from shoveling to equipment operation. Don't Reinvent the Wheel - Successful people in any trade are willing to share knowledge, so model their success rather than trying to figure everything out alone. Snow Is Recession-Proof - Unlike landscaping services that customers can delay, snow removal is a necessity and emergency service that remains stable during economic downturns. Start Where You Are With What You Have - Beginning as a shoveler without money or a business plan still led to eventual ownership through consistent effort and expressing interest. Network at Every Event - Industry conferences, symposiums, and networking events provide access to knowledge and solutions from people who've already solved your challenges. Trade Shortage Creates Opportunity - Fewer people willing to do the work means more opportunities for those committed to buckling down and growing in the industry. Equipment Expertise Matters - Understanding what works (like John Deere 244s for specific applications) helps others avoid research time and expensive mistakes. Small Challenges Have Been Solved - Problems that seem big to growing businesses are often small potatoes to established operators willing to share solutions. Stay Ahead of Industry Trends - Investing in liquids, metal-plus plows, active edges, and new technology keeps companies on the forefront of industry growth. Reflection  Have you had conversations with business owners in your area about their succession plans, and are you positioning yourself as a potential successor when they're ready to exit? Are you networking enough with successful operators to learn from their experiences, or are you trying to solve problems that others have already figured out? What challenges in your business seem overwhelming that might actually be simple solutions for someone with more experience who would be willing to share their knowledge? Chapters 00:21 - Welcome Steven Walus 01:40 - Great Lakes Snow Origins 05:12 - Structuring A Buyout 07:53 - Valuation Help From Snow...

Joel Wollum, President of The Emerald Companies in St. Cloud, Minnesota, joins Phil to share his journey from dairy farm kid to newspaper press operator to lawn care entrepreneur. From starting with a $100 garage sale mower and manually lifting snowblowers into trucks 15 times per storm, to building a business that still serves customers from 28 years ago, Joel reveals why referrals are better than being the biggest, why daily podcast listening beats jamming music, and how waving at competitors keeps you positive even when they don't wave back. Snow Fighters Institute Snowfighters Youtube Channel ⭐️ Leave us a review! Episode Chapters 00:22 - Welcome & Guest Intro 01:41 - Joel’s Early Roots 04:23 - The First Snow Removal Hustle 07:25 - Overview of Emerald Companies 09:02 - Why Exit HOA’s? 11:00 - Going All In on Brine 13:01 - Scaling Brine Production 15:01 - Mentors & Brine Support 17:06 - Can You DIY Brine? 18:09 - Technology & Forecasting 20:16 - Joel’s Equipment Setup 24:23 - Cycle Times and Routing 25:59 - Industry Events & Education 28:56 - Peer Group Insights 30:06 - Advice for Newcomers 32:00 - Pride & Customer Referrals 33:15 - Please Like, Share & Subscribe! Key Learnings Referrals Beat Being the Biggest - Customer referrals create more excitement and satisfaction than being the largest company in town because they prove you're doing good work people want to recommend. Daily Learning Compounds Over Time - Listen to podcasts, YouTube, and educational content every day instead of just music because there are valuable lessons available everywhere. Problems Are Perspective Issues - When your truck transmission fails, remember you have a truck to repair while many people don't have that problem to worry about. Wave at Competitors Regardless - Keep a positive outlook by waving at competitors driving down the road, even if they don't wave back, because attitude matters more than their response. Nobody Is Smarter Than Anybody Else - Everyone has something to teach you, so keep your ears open and pick up lessons from whoever is willing to share. Fancy and Shiny Doesn't Matter - Focus on doing good work and getting positive customer feedback rather than having the biggest, fanciest, or shiniest equipment and operations. Figure It Out as You Go - You don't need to know everything before starting; Joel didn't know how to spell "retaining wall" when a customer asked him to build one, but he figured it out. Original Customers Prove Longevity - Still having customers from 28 years ago demonstrates the value of consistent service and relationship building over time. Peer Groups Provide Monthly Value - Regular peer group calls with contractors from different regions offer insights about equipment, routing, brine, and techniques you wouldn't hear otherwise. Industry Education Never Stops - Attend conferences like SIMA, engage with Snow Fighters Institute, and participate in educational opportunities to continue growing your knowledge. Simple Marketing Can Work - Hanging flyers at senior centers and creating colored handouts with your life story can generate business when you're starting out. Plan Equipment Logistics Better - Think through how equipment will load and transport before buying it; Joel learned this lesson loading snowblower tractors 15 times per storm. Reflection Questions Are you focusing more on being the biggest company in your market or...

Cam Roberts, President of Laser Pavement Solutions and host of "Stripe It Like It's Hot" podcast, joins Phil to share his journey from facility maintenance to running a pavement and snow removal business in British Columbia. From lessons learned hiring contractors in small towns, to bleeding money for the first three years, to building a podcast that's now 151 episodes strong, Cam reveals why leadership cannot be outsourced to AI, why exceptional people are essential for growth, and how business owners should focus on protecting culture and finding future talent rather than staying in the weeds. Snow Fighters Institute Snowfighters Youtube Channel ⭐️ Leave us a review! Episode Chapters 00:19 - Welcome and Cam Roberts Intro 01:26 - Laser Pavement Solutions Overview 02:47 - Moving North & BC Life 03:59 - Early Background and Roots 05:14 - Facility Maintenance Lessons 08:21 - Glass Trade and Accident Pivot 11:21 - Starting Line Striping Business 12:38 - Why Snow Wasn’t the Plan 14:40 - Snow Business Today and Fleet 17:23 - Tech and Customer Communication 19:31 - CRM That Scales Sales 21:28 - Fast Growth vs Profit 22:46 - Hiring an Accountability Leader 24:38 - EOS Self Implementation 26:31 - The Power of Snowfighters Institute 29:46 - Cam on Starting His Podcast 32:50 - Leadership in the AI Era 35:12 - The CEO’s Role According to Cam 38:25 - Visionary vs Integrator Key Learnings Unprofessional Contractors Create Market Opportunities - Seeing unprofessional contractors making good money in small markets can reveal business opportunities for those willing to operate with higher standards. You Cannot Outsource Leadership to AI - While AI can handle administrative tasks, leadership ability and solving human issues cannot be abdicated to technology regardless of company size. Exceptional People Are Essential for Growth - Natural talent and owner mentality will get you to a point, but you need exceptional people to help grow your business beyond what you can do alone. Protect Culture and Find Future Talent - Business owners should focus on two main things: protecting and reinforcing company culture, and actively seeking talent needed 2-5 years from now. Prime Future Talent with Regular Contact - Meeting with potential future hires quarterly keeps them engaged and ready when you need them, allowing you to grow with confidence knowing people are lined up. Working in Today Prevents Tomorrow Focus - When owners get pulled into daily operations, it creates internal frustration because their time needs to be spent worrying about tomorrow, not today. Small Town Experience Teaches Business Lessons - Working in facility maintenance in small communities exposes you to both good and poor contractors, teaching valuable lessons about professionalism and service standards. Podcasting Builds Authority and Focus - Starting with general content and evolving to focused education for specific audiences (pavement business owners under $1M) creates better results. Team Unity Requires Constant Focus - Building a team moving forward in a unified direction should consume 50-80% of a leader's thinking, energy, and focus. Know When You're in the Wrong Seat - Recognizing when you're doing work that isn't your proper role helps maintain clarity about where your time should be spent for maximum impact. Help Others Avoid Your Mistakes - Creating content and education to help others reach milestones without making the same expensive m...

Mike Bott, co-founder of Frost Solutions, joins Phil to discuss how mini weather stations are revolutionizing snow removal operations. From property-specific forecasting that outperforms local news and NOAA, to AI-powered alerts that eliminate middle-of-the-night property checks, to real-time pavement temperature readings taken every minute, Mike explains how technology can save money, improve sleep, and help contractors deploy crews only when actually needed. He also shares insights on product development driven by customer feedback and why evolving with your competition is essential for industry success. Snow Fighters Institute Snowfighters Youtube Channel ⭐️ Leave us a review! Episode Chapters 00:44 - What Frost Solutions Does 03:06 - Hardware: Size, Mounting & Setup 05:05 - Dashboard: Live Data & Alerts 06:27 - Hyperlocal Pavement Forecasting 09:14 - AI Frost Vision and Computer Vision 11:42 - Why Property-Specific Data Matters 13:23 - Company Origin Story 16:18 - FS at Pitch Events 18:20 - Why Enter Snow Tech 21:11 - Frost Vision Camera & New Sensors 22:26 - Customer Bases for Frost Solutions 26:16 - Commercial Customer Scaling 28:33 - Slip & Fall Defense Strategy 32:47 - Slip and Fall Defense Strategy 35:38 - Founder Life & Side Investments 37:19 - Where to Find Frost Solutions 39:01 - Keep Evolving! Key Learnings Stop Night Property Checks - Stop driving around at night checking properties when weather stations can do it for you. Property-Specific Beats General Forecasts - Property-specific forecasts beat general weather reports because different pavement types behave differently even on the same property. Pavement Temperature Trumps Air Temperature - Deploy crews based on pavement temperature, not just air temperature, since snow won't stick if pavement stays above freezing. AI Eliminates Constant Camera Watching - AI alerts can notify you when something important happens so you don't have to watch cameras constantly. Customer Feedback Drives Better Products - Customer feedback drives the best product improvements, so manufacturers who listen create better solutions. Minute-by-Minute Readings Prevent Misses - Taking temperature readings every minute prevents you from missing critical changes when conditions shift rapidly. Burst Mode Shows Real Accumulation - Burst mode photo sequences show whether precipitation is actually accumulating or just passing through. Five-Minute Forecast Updates Win - Forecasts that regenerate every five minutes using real site conditions are more accurate than static predictions. Move Stations When Surfaces Change - Moving weather stations when properties change surfaces helps maintain accurate temperature readings and forecasts. Evolve or Get Left Behind - Your competition is evolving, so you need to evolve too or risk being left behind. Reflection Questions Are you still making middle-of-the-night drives to check conditions when technology could eliminate those trips and let you sleep better? Do you understand how different pavement surfaces on your properties behave in winter conditions, and are you making deployment decisions based on actual pavement temperature rather than just air temperature? What feedback are you giving to your technology providers about what would make your job easier, and are you working with companies that actually listen and implement changes? Contact Information