“Once you get your pricing model right, you’ll see how much you’re losing on jobs that looked profitable.” — Mark Tipton

Resources Mentioned in This Episode:

Aspire – Business management software for landscape contractors, streamlining everything from job costing to invoicing. Aspire Website
Service Titan – Platform supporting a wide range of trades, including landscaping, to improve operations and growth. Service Titan Website
Seth Godin’s Books – Insights on culture, leadership, and how to stand out in your industry. Seth Godin Books
John Goal’s Leadership Insights – John’s contributions to Aspire’s culture, particularly his famous "We never walk alone" mantra. Aspire Blog
Aspire Blog – Industry insights and reports on landscape business management and growth. Aspire Blog

Topics Discussed:

[00:00] Meet Mark Tipton and Whitney Griffin
Leaders at Aspire, a business management software company for landscape contractors.

[01:30] Mark’s Journey from Software to Aspire
Mark shares how he transitioned from custom software development to founding Aspire, which serves the landscape industry.

[04:00] Aspire’s Core Focus: Job Costing and More
How Aspire’s software helps landscape contractors with everything from sales to invoicing and reporting.

[07:30] Aspire’s Growth and Industry Impact
How Aspire has grown to serve over 1,000 contractors, revolutionizing how the industry handles business management.

[11:30] The Industry’s Primary Growth Constraints
Mark reveals that the biggest challenges now facing landscape contractors are growth and marketing underinvestment.

[13:00] Marketing Investment vs. Growth
The correlation between spending on marketing and business growth—contractors need to invest more.

[16:00] The Importance of Overhead Recovery
How contractors must account for all overhead costs in their pricing model to avoid losing money on jobs.

[18:00] Managing Labor Inefficiencies
How improper labor management and underbidding are limiting growth for many landscape businesses.

[21:00] Materials Management and Change Orders
Why managing materials costs and change orders is crucial for keeping margins intact.

[23:00] Using AI to Improve Efficiency
How Aspire is integrating AI to help contractors automate tasks like measurements, emails, and sales coaching.

[26:00] Aspire’s Role in Helping Contractors Grow
How Aspire’s platform offers visibility into profitability, making it easier for contractors to manage labor and overhead.

Actionable Key Takeaways:

Accurate job costing is essential for profitability. Understand all costs—including overhead—before bidding.

Marketing matters. Contractors need to invest in marketing to generate leads and grow their businesses.

Time management is key. Labor is your most expensive cost—stop wasting it on inefficient processes.

Track all costs, including overhead. Make sure your pricing covers everything, or you’ll end up paying to work.

Use AI to improve workflow. Automate repetitive tasks like measurements and email writing to save time and increase efficiency.

Build a culture of transparency and accountability. Use systems to track and manage labor and job costs effectively.

Adapt to economic changes. Be flexible with your pricing and inventory management to accommodate changing costs.