This week on Trades Talk, Justin White sits down with Tim Hendricks, a 40 plus year California landscape industry veteran who built his chops at Valley Crest, Cagwin & Dorward, BrightView, Site One, and is now running high end residential design build on the Peninsula.

Tim walks through the lessons he absorbed from his mentor Roger Fisk, the three things Cagwin did better than anyone (and most still do not), and the playbook for landing and delivering custom estate projects where the budget is "cost plus" and the materials take six months to arrive from Portugal.

In this episode:

• Cagwin's three secret weapons: field-level financial transparency, real leadership training, and 8 percent compounding growth instead of 15-then-0
• Why "we sell hours" is the most important sentence in commercial maintenance, and what most owners get wrong about it
• The contrarian truth on prospecting: stop chasing dog properties and start qualifying out the wrong customers
• The long lead time and cash flow trap that crushes contractors trying to break into high end residential

Tim's biggest takeaway is simple. Don't sell yourself short, do not paint yourself into a corner to win a job, and there is the right contractor for every customer (it just might not be you).

If you are running a maintenance company stuck at 5 percent margin, eyeing high end residential, or trying to build the next great landscape company on the West Coast, this one is required listening.

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