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With roughly eight working weeks left in the year, there's still time to make meaningful improvements to your pet care business's profitability. But rather than trying to overhaul everything at once, Michelle Kline shares three practical areas to focus on before the end of 2026: holiday pricing, reengaging former clients, and improving operational efficiency. In this episode, Michelle explains how to evaluate your profit margins against industry benchmarks, why retaining existing clients can be more profitable than acquiring new ones, and how seemingly insignificant amounts of wasted employee time can add up to substantial costs. Whether you're running a small dog walking company or scaling a larger pet sitting operation, these strategies can help you make better use of the time, team, and client relationships you already have. 🧠 Key Takeaways - Understand your profit benchmarks: Michelle recommends a 20% to 30% profit range for team-based pet care companies where the owner is out of the field, with higher margins potentially achievable depending on the business model. - Review your holiday fee structure: Consider applying smaller surcharges to services surrounding major holidays and higher fees on the holidays themselves. - Protect your existing bookings: Honor fees already agreed upon with clients while evaluating pricing for new Thanksgiving and Christmas bookings. - Reengage former clients: Reach out personally to clients you haven't served this year. Some may simply need a friendly reminder that you're available. - Prioritize retention over acquisition: Reconnecting with existing clients can reduce the marketing and onboarding costs associated with bringing in new customers. - Keep outreach personal and low-pressure: Focus first on restarting the relationship rather than immediately pushing clients toward recurring services. - Manage employee time carefully: If you pay your team hourly, monitor routing, visit durations, and the time spent on activities that aren't directly billable. - Recognize the cost of small inefficiencies: A few extra minutes per visit may seem insignificant, but across a large team, those minutes can add up to dozens of hours each week. - Think about long-term profitability: Improving operational efficiency can help your team serve more clients without proportionally increasing your labor costs. 🚀 Ready to Grow Your Pet Care Business? DogCo Launch helps pet care business owners build more profitable, sustainable companies through practical strategies, systems, and coaching. Explore the program and learn more about growing your dog walking or pet sitting business at dogcolaunch.com. -M

If you're trying to grow your pet care business but keep hitting a wall, your first instinct might be to focus on getting more leads and attracting new clients. But what if lead flow isn't actually the problem? In this episode, Michelle Kline explains why many dog walking and pet sitting businesses struggle with hidden operational bottlenecks that prevent them from growing, increasing profit, or creating the freedom their owners want. Michelle breaks down why there is no universal formula for scaling a pet care business and how to start identifying the real constraints holding yours back. From administrative processes and standard operating procedures to staffing and day-to-day logistics, she shares two practical ways to recognize when your business may have a deeper operational issue rather than a lead-generation problem. 🧠 Key Takeaways - Business growth isn't always about increasing revenue. It can also mean greater profit, more control over your schedule, or more freedom from day-to-day operations. - There is no single formula for scaling every pet care business. The right strategy depends on your goals and your business's specific constraints. - Operational bottlenecks are often hidden beneath the surface, making them easy to overlook. - Many pet care businesses assume they need more leads when their actual constraints involve administration, team structure, standard operating procedures, or execution. - Pet care is logistically complex, requiring the right person to be in the right place at the right time while managing unpredictable variables. - If you're afraid to market because you don't know whether you can handle additional business, lead flow may not be your primary bottleneck. - If you've had to turn away work because you couldn't staff it, it's worth investigating the operational constraints behind that limitation. - Identifying the real bottleneck is the first step toward dismantling it and moving your business in the direction you want. 📣 Free Webinar: Identify the 12 Core Bottlenecks in Your Pet Care Business What is actually constraining your business right now? Michelle has identified 12 core bottlenecks that commonly affect pet care business models, and she's hosting a free webinar to explore them in greater depth. 📅 Date: October 22, 2026 🕕 Time: 6:00 PM Eastern 🔗 Registration: https://www.dogcolaunch.com/breaking-through-bottlenecks You can also find registration information through Michelle's social media or the Grow Your Daily Dog Walking Business with DogCo Launch Facebook group. https://www.facebook.com/groups/917885736018212/  -M

We're coming off the DogCo Business Summit, opening enrollment for 2027, and heading into the final stretch of the year. In this episode, Michelle Kline shares a different approach to finishing the year well: instead of chasing another big goal or launching something new, what if you focused on the small, consistent actions that actually move you forward? Michelle breaks down her approach to building momentum through the end of the year, from identifying the daily inputs that support your biggest goals to tracking your consistency and protecting time for reflection and rest. She shares examples from her own health and business goals, including how to turn a long-term vision into specific daily commitments. Whether you're feeling energized by everything you want to accomplish or overwhelmed by how quickly the year has gone, this episode is a reminder that you don't necessarily need a new strategy. You might just need to execute the one you already have. 🧠 Key Takeaways - Why the final quarter of the year doesn't need to be about launching something new - How to identify the daily actions that will move you closer to your biggest goals - The difference between measuring outcomes and tracking the inputs that create them - Why consistent execution can be more powerful than constantly setting new goals - How to build accountability by tracking your daily commitments - Why entrepreneurs need to resist the temptation to abandon consistency when it starts feeling boring - How to plan meaningful end-of-year reflection and rest before setting goals for the year ahead - Why your next year's goals should reflect a genuine commitment to the work required to achieve them 🚀 Ready to Scale Your Pet Care Business in 2027? DogCo Launch is now open for 2027 enrollment! If you're looking to grow your pet care business alongside a community of ambitious owners, learn more about the program and explore whether it's the right fit for you. The enrollment process includes a complimentary scaling audit conversation with an experienced DogCo client, giving you an opportunity to discuss your business, explore potential solutions, and learn more about the program. Learn more at dogcolaunch.com/mastermind -M

Running a pet care business can be so independent that we get used to working without much connection to other owners. As the DogCo Business Summit begins, I’m sharing why bringing people together matters to me beyond the visibility or business opportunities a conference creates. In this short episode, I talk about the community gap I see among pet care business owners, how meeting in person can deepen relationships we’ve built online, and why those connections have become such a meaningful part of my own experience with DogCo. My encouragement is simple: get out of your comfort zone and spend time with people who understand your day-to-day life, share your goals, or are further ahead on the path you want to take. 🧠 Key Takeaways - Independent work can make it easy to overlook the need for community - The value of an industry event goes beyond its immediate business return - Digital community and in-person connection can support each other - Spending time together can deepen relationships with fellow owners and teammates - Those relationships are worth nurturing throughout the year, not just during a conference - Seek out people who understand the day-to-day realities of your business - Make time for owners who are further ahead or working toward similar goals - Getting out of your comfort zone is part of making meaningful connection a priority 🚀 Join Me at the DogCo Business Summit As this episode goes live, we’re kicking off the 2026 DogCo Business Summit. If you’re not joining us this year, I hope to see you in 2027. Keep an eye out for next year’s event and make room for time with people who understand what you’re building. Learn more about the Summit 👉 dogcosummit.com -M

Should you pay your dog walkers and pet sitters per visit or by the hour? I’ve used both models, and while I prefer hourly pay for most team-based pet care businesses, there are situations where I would leave a working per-piece model alone. In this episode, I explain how pay structure affects labor costs, the applicants you attract, and compensation for training and additional responsibilities as your company grows. I share what changed when I moved my own team to hourly pay, plus what to consider before changing yours. These are general business principles, not legal or state-specific HR advice. Please verify the requirements for employee pay, time tracking, and mileage reimbursement in your state before making changes. #PetCareBusiness #EmployeeCompensation #DogWalkingBusiness ⏱️ Timestamps 0:00 - Hourly vs. per-piece pay and important considerations 2:12 - A hiring resource for owners starting to build a team 3:20 - My experience moving from per-piece to hourly pay 4:52 - When I would leave a working per-piece model alone 5:58 - Comparing per-visit payouts with hourly labor costs 8:27 - How pay structure can influence the applicants you attract 9:44 - Anchoring compensation to time instead of individual tasks 10:55 - Paying trainers for assessments and follow-up work 11:55 - Building a pay structure that supports employee progression 12:46 - Digital Summit tickets close September 30th 🧠 Key Takeaways • Evaluate your pay model through labor costs, compliance, hiring quality, and employee retention • Switching to hourly pay reduced labor costs by about 12% in my own business • A compliant per-piece model that supports healthy labor costs and a stable team may not need changing • Compare per-visit pay with its hourly equivalent, accounting for drive time and service volume • Consider how your compensation structure communicates the type of job you are offering • Clear expectations around availability help you understand staffing capacity and plan for new clients • Hourly pay anchors compensation to working time rather than a separate payout for every task • Additional responsibilities should come with additional pay, including when employees become trainers • Training assessments and follow-up work need a clear place in your compensation model • Think ahead about how field, trainer, admin, and management pay fit together as your team grows 🚀 Join Me Digitally at the DogCo Business Summit In-person ticket sales are closed, but digital tickets are available until September 30th for the DogCo Business Summit, October 2nd-4th, 2026, in Winston-Salem, North Carolina. I’d love for you to take advantage of the education and bring new ideas back to your pet care company. Explore your digital ticket options 👉 dogcosummit.com -M

Getting your money’s worth from business education doesn’t mean consuming every lesson or implementing every idea. I’ve seen pet care companies get more out of a program by focusing on a specific problem they need to solve, rather than trying to absorb everything at once. With the DogCo Business Summit approaching, I’m sharing three ways to get more value from conferences, coaching, and workshops: define the changes that would make the investment worthwhile, build relationships you can keep nurturing, and learn what not to do. I also explain why I recommend choosing three implementation priorities after an event, how ongoing relationships with other entrepreneurs have helped me, and what your experience as a customer can teach you about running your own pet care business. #BusinessEducation #EntrepreneurNetworking #PetCareBusiness ⏱️ Timestamps 0:00 - Getting more value from business education 1:40 - Why consuming everything isn’t the goal 2:39 - Solving a specific problem instead of absorbing every lesson 4:33 - Turning conference notes into three priorities 5:54 - What would make the investment worth it? 7:57 - Building one or two lasting business relationships 10:13 - Finding nearby entrepreneurs through your community 11:02 - Learning what not to do 11:55 - What being a customer can teach you about your business 🧠 Key Takeaways • Define the specific changes that would make an educational investment worthwhile • Use coaching programs as ongoing resources rather than a checklist to finish • Take good notes during a conference, then choose three implementation priorities • Trying to implement every idea can create overwhelm instead of progress • Focus on one or two relationships you can realistically nurture after the event • Follow-up conversations can extend the value of your business connections • Learn from what did not work for other owners, not just their success stories • Pay attention to the clarity of the communication and service delivery you receive • Study other businesses with curiosity rather than becoming overly critical 🚀 Join Me at the DogCo Business Summit If you’re ready to turn business education into a clearer plan for your pet care company and connect with other owners, I’d love to have you join us at the DogCo Business Summit. Digital tickets available 👉 dogcosummit.com -M

In this throwback episode, I am sharing three honest truths that I wish I could tell coaching clients when they are deep in the struggle. These are insights I hold closely in my own business, and they shape how I coach, how I lead, and how I navigate hard seasons. Some of these truths are not always easy to hear in the moment, but they absolutely transform how you show up in your business long term. If you ever feel like you are carrying too much, worrying about things you cannot control, or frustrated by slow progress, this episode is for you. I hope it gives you a sense of grounding, power, and clarity for the road ahead. ✨ Key Takeaways • If it is outside your control, it is not worth the time and energy you are giving it • You have more control than you think, and extreme ownership can change everything • The work has to get done regardless of how you feel about it • Your mindset is one of your strongest business assets • Avoidance feels safe in the moment but creates more pain in the long run

Every meaningful goal comes with a trade-off. That does not mean we should assume success has to be painful, exhausting, or destructive, but it does mean that the time, focus, money, energy, and attention required to build something meaningful have to come from somewhere. In this episode, I’m sharing something I’ve been sitting with in my own journey as a business owner: learning to acknowledge the cost of the things I want without letting that cost become a reason not to try. We talk about challenging the assumption that something has to be hard, why comfort may be one of the most expensive currencies of entrepreneurship, the role of healthy friction in growth, and how to decide whether the trade-offs your business requires are ones you are actually willing to make. 🧠 Key Takeaways - Every meaningful business goal will require some form of trade-off - Assuming success has to be difficult can become a limiting belief before you even begin - Asking “what if this were easy?” can change how you approach a challenge - You do not need to assume what success will cost, but you should recognize that there will be a cost - Trade-offs can show up through time, money, focus, comfort, relationships, or attention - The most expensive currency of growth may sometimes be your own comfort - Uncomfortable conversations and learning new skills can be part of moving toward the business you want - Healthy friction is not necessarily conflict and can be part of strong, authentic relationships - Entrepreneurship often moves in cycles where periods of struggle are followed by greater clarity and progress - Choosing a different path is not automatically the same thing as giving up - Decisions made purely from fear or burnout deserve a closer look - It is worth asking whether the trade-offs required by your business still align with the life you actually want 🚀 Join Me at the DogCo Business Summit If you’re ready to think more intentionally about what you want from your business, strengthen the way you lead, and build a pet care company that supports the life you actually want to create, I’d love to have you join us at the DogCo Business Summit, October 2nd-4th in Winston-Salem, North Carolina. In-person and digital tickets available 👉 dogcosummit.com -M

When I owned my pet care company, I put a lot of energy into bringing in new clients. Looking back, I would have focused much more on keeping them. A new booking is only the beginning of the relationship, and the real opportunity is becoming the company clients turn to again and again. In this episode, I break down how to build client retention systems that help your dog walking or pet sitting business grow without keeping you at the center of every relationship. We cover client-journey data, stronger onboarding, and consistent follow-up, including why your inquiry form shouldn't require everything you need to deliver the service. I also challenge the idea that staying in touch is “bothering” your clients and explain how to make it easier for them to keep choosing your business. #ClientRetention #PetCareBusiness #BusinessGrowth ⏱️ Timestamps 0:00 - Returning from time off and refocusing on growth 1:15 - Why I overemphasized new client acquisition 2:36 - The long-term value behind a client's first booking 5:18 - Three ways owners handle client relationships as they scale 8:30 - Strategy #1: Track your client journey and conversions 10:18 - Strategy #2: Build stronger client onboarding 12:12 - When a complicated process drives potential clients away 13:59 - An inquiry form is not an intake form 15:29 - Strategy #3: Create consistent client touchpoints 17:08 - Joey Coleman's client retention workshop at the Summit 🧠 Key Takeaways - A client's first few dog walks may not cover the time invested in onboarding - Stepping back as the owner requires systems that maintain the client relationship - Track where leads come from, how they move through onboarding, and what they book - Start with a few useful metrics instead of trying to measure everything at once - Strong onboarding sets expectations for the relationship that follows - Better onboarding does not mean making the process more complicated - Separate the information needed for an initial inquiry from what is required to provide care safely - Experience your own onboarding process before assuming a lost lead was simply a poor fit - Respectful follow-up belongs in your client experience, not just your new-client sales process - Map your client journey around the ongoing relationship and repeat bookings you want to build 🚀 Join Me at the DogCo Business Summit If you're ready to strengthen client relationships and build a pet care business that keeps people coming back, I'd love to have you join us at the DogCo Business Summit, October 2nd-4th, 2026, in Winston-Salem, North Carolina. Joey Coleman is returning for a half-day workshop focused specifically on client retention, with in-person and livestream ticket options. Learn more about the workshop and Summit tickets 👉 dogcosummit.com -M

Growth is usually treated as the obvious goal in business, but sometimes pushing for more revenue, more clients, and a bigger team is exactly the wrong move. If the foundation underneath your pet care business isn't healthy, adding more volume can amplify the problems you already have instead of solving them. In this episode, I break down five situations where I would recommend easing off the gas and fixing what's happening inside the business first. We talk about profitability, client capacity, client retention, hiring pipelines, and employee turnover, plus how to recognize when growth is actually creating more chaos, expense, and unnecessary effort. The goal isn't to stay small. It's to build a company that's actually ready to handle the growth you're asking for. 🧠 Key Takeaways - More revenue does not automatically solve a profitability problem - A small business can be highly profitable while a much larger business can still lose money - Growth tends to magnify weak margins rather than repair them - If you cannot confidently onboard additional clients, capacity needs to come before marketing - Client retention is a direct growth lever, not just a customer service metric - Understanding why clients leave helps separate preventable churn from unavoidable churn - A healthy hiring pipeline should exist before you desperately need another employee - Waiting until you're understaffed to begin recruiting puts your business on the defensive - High employee turnover creates unnecessary training costs, operational chaos, and lost momentum - Sustainable growth should feel supported by the business underneath it, not like you're constantly trying to outrun problems 🚀 Join Me at the DogCo Business Summit If you're ready to build stronger foundations, improve profitability, strengthen your team, and grow a pet care company that's actually prepared for its next stage, I'd love to have you join us at the DogCo Business Summit, October 2nd-4th in Winston-Salem, North Carolina. In-person and digital tickets available 👉 dogcosummit.com -M

The more I’ve learned and grown as a business owner this year, the more clearly I’ve been able to see everything I still want to improve. What I didn’t expect was how easily that awareness could turn into insecurity, hesitation, and even a desire to become less visible inside my own business. In this episode, I’m peeling back the curtain on one of my biggest lessons from 2026: learning that two seemingly contradictory things can be true at the same time. DogCo can be creating meaningful, life-changing results for pet care companies AND still have areas where I want to become a better leader, improve our systems, and create even more impact. If you’ve ever struggled to celebrate how far you’ve come because you’re hyper-focused on how far you still have to go, this episode is for you. #EntrepreneurMindset #BusinessLeadership #PetCareBusiness ⏱️ Timestamps 0:00 - My biggest business mistake of 2026 0:55 - A year of growth and a completely new DogCo model 2:02 - When learning more makes you realize how much you don’t know 3:21 - The insecurity that started affecting how I showed up 5:32 - What an outside review of DogCo revealed 7:10 - Learning how to hold two truths at the same time 8:29 - Celebrating impact while still seeing opportunities to improve 10:20 - Why new clients need quick wins before the hard work 11:12 - The biggest mistake I made this year 12:09 - My commitment for the rest of 2026 🧠 Key Takeaways - Growth often reveals how much more there is to learn - Becoming more skilled does not automatically make you feel more confident - Seeing opportunities for improvement does not erase the progress you have already made - Two seemingly contradictory truths can both be true at the same time - Your business can be deeply impactful and still have areas that need work - Constantly focusing on what is wrong can make it difficult to protect what is already working - Business owners need enough perspective to recognize both their strengths and their blind spots - New clients often need tangible early wins before they are ready for deeper, more difficult work - Better leadership does not require believing that everything you have done before was wrong - Insecurity can quietly reduce your willingness to market, lead, create, and be visible - You can honor how far your business has come while continuing to push yourself toward what it can become 🚀 Join Me at the DogCo Business Summit If you’re ready to become a stronger leader, see your business more clearly, and build a pet care company capable of creating greater impact without losing sight of what is already working, I’d love to have you join us at the DogCo Business Summit, October 2nd-4th in Winston-Salem, North Carolina. In-person and digital tickets available 👉 dogcosummit.com -M

If you want to grow your pet care business, you need to know exactly how much additional work your team can handle. Staffing capacity is one of the most important metrics in a team-based pet care company, yet most owners are still estimating it based on instinct instead of tracking it. In this episode, I break down how to calculate staffing capacity, why available team hours represent potential revenue, and how to match employee availability against actual client demand. We also talk about creating a healthy capacity buffer, knowing when it is time to hire, and eliminating the constant cycle of marketing for new clients while simultaneously worrying that you may not have enough people to serve them. 🧠 Key Takeaways - Staffing capacity tells you how much additional work your existing team can actually handle - Available staff hours represent potential revenue inside your business - Running at or above 100% capacity leaves no room for sustainable growth - Regular employee availability gives you a reliable bank of hours to plan around - Team availability should be compared against when clients actually request services - Tracking demand by specific days and time blocks makes hiring decisions significantly clearer - Capacity can become a measurable percentage instead of an educated guess - A healthy staffing buffer allows you to confidently market and onboard new clients - Knowing your capacity helps you anticipate hiring before your team becomes overwhelmed - Without this data, you risk trying to accelerate growth while hitting the brakes at the same time 🚀 Join Me at the DogCo Business Summit If you're ready to build stronger systems, make smarter staffing decisions, and create the operational capacity your pet care business needs to grow, I'd love to have you join us at the DogCo Business Summit, October 2nd–4th in Winston-Salem, North Carolina. In-person and digital tickets available 👉 dogcosummit.com -M

Most business owners collect feedback reactively. Something goes wrong, a client complains, or a team member brings up an issue, and suddenly everyone starts trying to fix the problem. But feedback can become one of your most powerful growth tools when you turn it into a consistent process. In this episode, I break down the exact framework I use for collecting and analyzing client feedback, including how to structure surveys, what questions to ask, how to get more responses, and how to identify the patterns that actually matter. We also talk about why you should not let one negative response change the entire direction of your business, how to use AI to identify themes across feedback, and why clients are often right about the problem even when their suggested solution may not be the best path forward. Whether you are looking to improve your client experience, strengthen retention, or simply understand what your customers value most, building a feedback system gives you the information you need to make smarter decisions. #PetCareBusiness #DogWalkingBusiness #BusinessGrowth ⏱️ Timestamps 0:00 – Why feedback needs to become a system 1:19 – How to structure your client feedback survey 2:55 – Turning client feedback into marketing statements 3:38 – How to increase survey responses 5:02 – How to analyze feedback without overreacting 6:10 – What I learned from DogCo’s own feedback process 8:18 – Turning feedback into operational improvements 9:47 – How transparency builds client trust 11:13 – Final thoughts 🧠 Key Takeaways - Client feedback is most valuable when it becomes a repeatable system instead of a reactive process - Keep surveys simple and focused. You do not need a complicated process to get meaningful insights - Questions that encourage clients to describe how you have helped them can create powerful marketing statements - Looking at overall themes is more valuable than reacting to individual comments - Negative feedback can be useful, but it should not outweigh the larger picture of your client experience - AI can help identify patterns and themes across survey responses before you analyze individual feedback - Clients are often correct about the problem they are experiencing, but their suggested solution may not always be the right answer - Feedback should lead to operational improvements, not just information collection - Sharing broad themes and improvements with clients can build trust and show that their opinions matter - A strong feedback process helps you continually improve your business as you grow 🚀 Join Me at the DogCo Business Summit If you got value from Dave’s story and sales strategies, you can learn from him in person at the DogCo Business Summit, October 2nd–4th in Winston-Salem, North Carolina. Dave will be speaking at this year’s Summit alongside other pet care business owners, educators, and industry experts. In-person and digital tickets are available 👉 dogcosummit.com -M

Should you run paid ads to grow your pet care business? In this episode, I’m breaking down what I’ve learned from testing paid ads inside DogCo, why paid acquisition is not the easy lead-generation shortcut many business owners hope it will be, and what needs to be true before you start spending money on Meta or Google. I’ll walk through the reality of testing creative, monitoring performance, investing enough time and budget to actually learn something, and why I believe most pet care companies still have a lot of lower-cost, higher-leverage opportunities available before they need to turn to paid ads. 🧠 Key Takeaways Why paid ads are not “easy acquisition”What I learned from testing more than 40 ads for DogCoWhy you need to be willing to test for at least 90 daysThe organic and local marketing channels I would maximize firstWhy yard signs, referrals, partnerships, events, and social media may still outperform paid trafficWhat needs to be in place before paid ads can become a sustainable acquisition channel Paid ads absolutely can work, but they require time, education, testing, and money. If you’re going to commit to them, make sure you’re doing it as part of a long-term acquisition strategy, not because you’re panicking about lead flow. 🚀 Ready to keep growing your pet care business? Learn more about DogCo and upcoming opportunities at: http://dogcosummit.com -M

Dave Peterson bought Bethesda Dog Walkers at the end of 2023 and quickly discovered that the business had major structural problems. Payroll was too high, pricing was inconsistent, services were overly complicated, and despite strong revenue on paper, the company was not actually healthy. In this episode, Dave and I unpack what happened next: simplifying the business, restructuring payroll, losing staff and clients, watching monthly revenue fall from roughly $80,000 to around $19,000, and then rebuilding the company on a much stronger foundation. From there, Dave shares how focused marketing, better pricing, automated booking, clearer sales systems, and a willingness to test aggressively helped Bethesda Dog Walkers climb back to roughly $80,000 per month by the end of 2025. We also get into the next stage of growth, including why sometimes you actually need to take your foot off the gas, how customer lifetime value changes the way you think about marketing, why one decision per step makes your sales funnel stronger, and the simple sales mantra Dave brought into DogCo: answer the phone. #PetCareBusiness #DogWalkingBusiness #BusinessGrowth ⏱️ Timestamps 0:00 – Meet Dave Peterson of Bethesda Dog Walkers 1:21 – Buying a business with major structural problems 3:22 – Fixing payroll and losing staff 5:11 – Revenue drops from ~80Kto~19K 6:40 – Rebranding and rebuilding the business 9:11 – Why the business had to shrink before it could grow 12:33 – The turnaround begins 14:11 – Raising prices and creating a major revenue jump 17:17 – When growth becomes too fast 20:04 – Customer lifetime value and smarter marketing decisions 22:01 – How Calendly changed client acquisition 22:43 – Dave’s sales playbook 26:17 – “DogCo answers the phone” 27:29 – Dave at the DogCo Business Summit 🧠 Key Takeaways - High revenue does not automatically mean you have a healthy or profitable business - Simplifying services can make a company easier to manage and scale - Sometimes you need to shrink before you can rebuild sustainably - Payroll structure can make or break profitability in a team-based pet care company - Testing lots of marketing channels helps you discover reliable growth levers - Raising prices can dramatically improve revenue when the underlying value supports it - Growth should sometimes be intentionally slowed to protect operations and service quality - Customer lifetime value gives you a much clearer framework for marketing decisions - Automated booking reduces friction and can dramatically increase lead conversion - Your sales funnel should ask the client to make one decision at a time - By the time a qualified prospect invites you into their home, the selling may already be largely complete - Answering the phone quickly matters because every missed call may represent thousands of dollars in lifetime client value 🚀 Join Me at the DogCo Business Summit If you got value from Dave’s story and sales strategies, you can learn from him in person at the DogCo Business Summit, October 2nd–4th in Winston-Salem, North Carolina. Dave will be speaking at this year’s Summit alongside other pet care business owners, educators, and industry experts. In-person and digital tickets are available 👉 dogcosummit.com -M