In this episode, I sat down with Will Bailey from Avid Landscape to talk about building a solid landscape business. Will shared his journey from working in his dad's mechanic shop to running operations at some of Seattle's top landscaping companies. We covered what it takes to grow without losing quality, the real experience of going through a business acquisition, and how to think about your exit when the time comes.

Will and I also spent time talking about his late father, Rod Bailey, who was a true pioneer in bringing financial discipline to the landscaping industry. Rod's influence shaped not just Will's career but the entire Pacific Northwest landscape community. We got into the details of project management, the role of technology in scaling a service business, and what it means to build something that lasts.

Chapters:

• 00:06 - The Impact of Retirement on Life
• 04:53 - The Legacy of a Landscape Business
• 08:34 - The Influence of a Legacy: Rod Bailey's Impact on the Landscaping Industry
• 14:50 - The Legacy of a Pioneer: Lessons from a Life in Business
• 19:32 - Navigating Business Partnerships and Changes
• 31:02 - Navigating Business Transitions: Insights on Selling and Succession Planning
• 33:44 - The Importance of Staying Engaged After Retirement

Takeaways:

• The line between retirement and active life is thinner than we think, with many folks still having much to offer post-retirement, as highlighted in the discussions.
• Investing in landscaping isn't just about aesthetics; it represents a growing business opportunity that can lead to significant financial returns and personal satisfaction.
• The importance of personal integrity and accountability in business is paramount, as learned from the experiences shared about Rod Bailey's legacy in the industry.
• Navigating business acquisitions can be complex, and understanding the motivations of buyers is crucial for a successful transition, as shared through personal experiences.
• Technology is revolutionizing the landscaping industry, streamlining operations and enhancing customer service, which is vital for future growth and efficiency.
• Considering different options for business transition, such as employee stock ownership plans (ESOP), can provide opportunities for legacy preservation and financial security for business owners.

Companies Mentioned

Avid Landscape

Evergreen Services Corporation

Trugreen Landcare

Signature Landscape Services

Monarch

University of Washington

Washington Association of Landscape Professionals (WALP)

Aspire

Websites Mentioned

landscapebusinessgrowthlab.com

Guest Information

Will Bailey is the owner of Avid Landscape in Edmonds, Washington, with over 34 years of experience in the landscaping industry. He spent seven years at his father's company, Evergreen Services Corporation, followed by 15 years as a partner at Signature Landscape Services, and four years with Monarch after the acquisition. Will completed the Executive Development Program at the University of Washington and now runs Avid Landscape with his business partner.

Managing cash flow is a tricky beast, especially for landscaping businesses navigating seasonal fluctuations. In this episode, we dive deep into how growth can sometimes strangle your cash flow if you're not keeping a tight grip on your numbers. We chat with Joe and Carla from CycleCPA, who emphasize the importance of tracking fixed assets like mowers and trucks to ensure you’re getting your money’s worth. They lay out key performance indicators that every landscaping business should monitor as they scale up, including return on fixed assets and fixed asset turnover. If you’re looking to grow without falling into the cash crunch trap, we break down strategies to keep your operations running smoothly and your finances in check.

Chapters:

• 00:13 - Understanding Cash Flow Challenges
• 08:41 - Understanding the Financial Metrics for Landscaping Businesses
• 11:13 - Starting a Landscaping Business: Financial Fundamentals
• 24:26 - Navigating Cash Flow Challenges in Growing Businesses
• 29:28 - Navigating Cash Flow Challenges in Landscape Businesses

We explore the challenges that seasonal companies face, highlighting how growth, while typically seen as a positive, can actually strain cash resources if not handled correctly. The speakers emphasize the importance of understanding key performance indicators (KPIs) like return on fixed assets and fixed asset turnover, which can provide valuable insights into how effectively a company is utilizing its equipment and resources. They underline the necessity of tracking these numbers to avoid costly mistakes, especially in an industry where equipment can represent a significant investment. By discussing the various stages of business growth, they also provide practical advice on how landscaping businesses can position themselves for success, ensuring that they remain financially healthy even during off-peak seasons. Ultimately, the episode serves as a wake-up call for business owners to keep a close eye on their financials and to develop robust systems for managing cash flow, ensuring sustainable growth in the long run.

Takeaways:

• Cash flow management is crucial for seasonal businesses, as growth can complicate finances significantly.
• Utilizing machinery and equipment efficiently can directly affect profit margins in landscaping businesses.
• Tracking key performance indicators like gross margin helps landscape companies understand operational efficiency better.
• Staying consistent over time is key to long-term success in the landscaping industry, even amidst challenges.

Companies mentioned in this episode:

• Everbearing Services
• CycleCPA

Links referenced in this episode:

• cyclecpa.com
• landscapebusinessgrowthlab.com
• everbearingservices.com

I had an incredible conversation with Justin White, CEO of K&D Landscaping, and it reminded me why I love this industry so much. Justin took his parents' small family business and scaled it from $1.5 million to $20 million in revenue in just nine years. But what really struck me wasn't just the numbers; it was his vision to create generational wealth for his entire team through a potential IPO by 2035. That's the kind of thinking that's going to change the industry forever.

We dove deep into the realities of growing a landscape business in today's market, including why 2025 has been tougher than expected for so many of us. Justin opened up about the adversity he's faced, the importance of leadership mindset, and why he created The Disruptors community to help other contractors accelerate their growth. If you're ready to stop playing small and start building something that outlasts you, this episode is packed with actionable insights you can implement right away.

3:04 - Growing Up in a Family Landscape Business: The Real Story

8:23 - The Turning Point: From $1.5M to $20M in Nine Years

14:19 - Adversity & Leadership: When Your Business Doesn't Love You Back

19:42 - Why 2025 Has Been Challenging for Landscapers Nationwide

26:34 - The Billion-Dollar Vision: Creating Generational Wealth

32:31 - Inside The Disruptors: Building a Community of High Performers

43:08 - Who Thrives in The Disruptors & How to Get Involved

48:07 - Take Action: Set an Unreasonable Goal Before Year-End

Justin White & K&D Landscaping:

• Website: jwhitegroup.com
• LinkedIn & Instagram: @JustinWhiteKNDLandscaping

The Disruptors Community:

• Learn more at jwhitegroup.com

Landscape Business Growth Lab:

• Website: landscapebusinessgrowthlab.com

Everbearing Services:

• Website: everbearingservices.com

Landscape Companies:

• K&D Landscaping - Justin White's company, scaled from $1.5M to $20M in 9 years
• BrightView (formerly ValleyCrest & Brickman merger) - Publicly traded landscape company
• Jensen Landscape - Led by CEO John Vallee, inspiration for Justin's growth vision
• Kachina Landscape - Top landscape company mentioned in industry research

Technology & Software Partners of The Disruptors:

• Aspire - Landscape business management software
• Greenius - Training platform for landscape teams
• Team Engine - Employee engagement and communication tool
• Bob Yard - Landscape business software
• Capsidata - Data and analytics platform
• Cres Software - Landscape management solution

Industry Associations:

• NALP (National Association of Landscape Professionals)
• CLCA (California Landscape Contractors Association)
• ALCA (Associated Landscape Contractors of America)
• WALPOLE - Regional landscape association

Other Peer...