Sam Light, owner of Lighthouse Machinery and a 25-year veteran of the heavy equipment industry, takes us behind the scenes of a market in transformation. With experience running dealerships across multiple states, Sam brings unparalleled insight into why he left the corporate world to create something that genuinely serves customers rather than shareholders.

The conversation reveals how the construction equipment industry has fundamentally changed over the last two decades. Experienced professionals with deep parts and equipment knowledge are retiring, while dealership networks increasingly departmentalize, preventing essential cross-training. When COVID hit, these structural weaknesses were catastrophically exposed, creating an opportunity for Sam to build a business addressing these gaps.

What makes Lighthouse Machinery truly unique is its approach to the parts business, creating a comprehensive database of parts availability across the continental US and becoming a crucial resource for the very dealerships they might appear to compete with. Sam shares how 60-70% of their parts business comes from dealers themselves, who often lack the experience or resources to source aftermarket solutions.

The discussion takes a fascinating turn when Sam details how restrictive dealership territories and proprietary diagnostic software are effectively holding equipment owners hostage. With service rates hitting $200/hour for often untrained technicians, the industry is ripe for disruption. Sam explains how recent tariff increases, sometimes jumping from 35% to over 100% overnight, are adding another layer of complexity to equipment procurement.

Whether you're managing a construction fleet, working within the dealership network, or simply fascinated by the mechanics of a changing industry, this episode provides a masterclass in identifying systemic problems and creating innovative solutions. Sam's parting wisdom for blue-collar workers feeling stuck will leave you inspired to push beyond artificial limitations.

Thumbtack
Stop spending all your time searching for weak leads. Book your personalized strategy session today!

Blue Collar Performance Marketing
Click the link above for a free marketing audit with insights to boost your blue collar business!

Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

Support the show

Follow and stay connected:

Website: bluecollarbusinesspodcast.com
YouTube: youtube.com/@BlueCollarBusinessPodcast
Instagram: @bluecollarbusinesspodcast
TikTok: @bluecollarbusinesspod
Facebook: Blue Collar Business Podcast
LinkedIn: Blue Collar Business Podcast

Never miss an update—follow, subscribe, and join the conversation!