What if “just sod” was the secret to dominating a niche landscape market? In this episode, Tommy Cole sits down with Tom and Dana Groh of Minnesota Sodding Company (MSC) to uncover how they turned a teenage side-hustle into one of the most respected specialty contractors in the Midwest. From firing up equipment on commercial job sites to building pro-level athletic fields—even tackling the legendary Minnesota Twins’ Target Field—the Grohs share how a relentless focus on relationships, a data-driven approach to pricing, and a true team mentality have powered their growth. If you’re looking for real talk on running a people-first business, out-coaching the competition, and navigating the unique challenges of working with your spouse, this is an episode you can’t miss.

THE BIG IDEA: 

Protect relationships; build success through strong teams.

KEY MOMENTS:

[06:06] Career Growth Through Early Experience [07:31] Preferred Day: Fieldwork Team Spirit [10:54] Local Challenges, Distant Successes [13:21] "Breaking Into Target Field Construction" [18:55] "Challenge Accepted: Hotel Duck Photo" [22:30] Discovering Element: Streamlining Operations [26:04] Adjusting Markets for Profitability [29:53] "Focus on Work, Not Profit" [31:48] Impactful Bonus Programs Boost Performance [36:50] Building Team Relationships [37:24] Longtime Team as Family [43:03] Navigating Marriage and Business Together

QUESTIONS WE ANSWER

1. What are the keys to building strong client and vendor relationships in the landscaping industry?

2. How can you find your niche in the landscaping or lawn care business?

3. What is the importance of revenue per hour as a KPI in landscaping businesses?

4. How do commercial and residential landscaping projects differ?

5. What are effective bonus and profit sharing programs for field crews in service businesses?

6. How can technology and software transform operations and efficiency in landscaping companies?

7. What are some challenges and solutions for bidding on projects outside your local area?

8. What steps should you take to grow a landscaping company from a small startup to handling major commercial contracts?

9. How can you create a culture of teamwork and low turnover in a small or medium-sized service business?