Summary

In this episode, Adam Skorstad shares his extensive experience in the trades industry, from technical roles to leadership and coaching. He discusses the importance of systems, leadership development, and strategic growth for contractors aiming to scale their businesses successfully.

Key Topics

Adam Skorstad's background and journey in the trades industry

Importance of systems and processes in business growth

Leadership development and team management

Strategies for overcoming business plateaus

The role of coaching and mentorship in contractor success

Financial management and reinvestment strategies

The value of training and continuous learning

Insights on franchise opportunities and startup capital

Chapters

00:00 Introduction and Adam's background in the trades

01:58 Adam's journey from college to trades

03:59 Early career and transition into management

07:00 The importance of continuous learning and growth

09:53 Leadership development and reinventing yourself

15:03 Common pitfalls in contractor business management

20:07 Managing growth and overcoming plateaus

25:03 Financial fundamentals and reinvestment strategies

29:56 Starting a new business and startup capital

34:58 Franchise vs independent startup considerations

39:57 The importance of training, systems, and processes

45:00 Building a strong team and retention strategies

50:11 Coaching, mentorship, and continuous improvement

55:01 Final advice and closing thoughts

Connect with Adam:

https://www.linkedin.com/in/adam-skorstad-5530b98a/

https://www.bdrco.com/

Connect with Us:

https://thebluecollarrecruiter.com/

https://www.linkedin.com/company/the-blue-collar-recruiter-virtual-trade-school/

In this episode of The Blue Collar Trades Show, Troy Latuff, Chad and Jim sit down with Ben Hansen, known as the Profit Doctor, to talk about what really drives profitability in a blue collar business.

Ben shares practical insights on identifying and patching profit leaks, understanding the numbers behind your business, tracking project profitability, and making smarter decisions about the customers, projects, and markets you pursue.

Troy, Chad, Jim and Ben also dig into common misconceptions about profit margins in the trades, the impact of owner compensation on the numbers, and why generating more revenue doesn’t always mean making more money.

Chapters

00:00 Introduction to the Profit Doctor and his background 04:07 The importance of understanding profitability in blue-collar trades 06:07 The three buckets of profitability: top, middle, and bottom thirds 08:03 Debunking profit margin myths in construction and the trades 09:59 Average net profitability in trades businesses and industry benchmarks 11:55 The importance of accurate financial data and accounting methods 14:56 Common profit leaks and how to patch them 17:59 The impact of owner compensation on perceived profitability 21:12 Customer selection and its effect on business profitability 23:51 Strategies for improving profit through leak detection and patching 27:00 Project and customer selection as key profit drivers 29:53 The importance of choosing the right projects and markets 34:06 How to evaluate project profitability and avoid costly mistakes 37:00 The significance of project selection and its impact on the bottom line 37:56 Final thoughts on improving profitability in trades businesses

Connect with Ben Hansen Website: https://profitdoctor.com/ LinkedIn: https://www.linkedin.com/in/benhansen/

Follow The Blue Collar Trades Show Website: https://thebluecollarrecruiter.com/ LinkedIn: https://www.linkedin.com/company/the-blue-collar-recruiter-virtual-trade-school/

In this episode, Matt Fishbune, CEO of Duke’s, shares his journey from sports to underground infrastructure, the importance of character in hiring, and the fascinating world of trenchless sewer repair. Discover how innovative techniques are transforming city maintenance, what it takes to build a successful business in this niche industry, and how AI, sensors, drones, and other emerging technologies could shape the future of underground infrastructure.

Key Topics

· Matt Fishbune's background in sports and transition to infrastructure

· The importance of character in hiring for trades

· Techniques and innovations in trenchless sewer repair

· Challenges of aging infrastructure and solutions

· Building a successful business in underground infrastructure

· The role of technology in city maintenance

· Character over competency in team building

· Historical insights into sewer systems and materials Underground water and sewer systems

· The role of gravity and pump stations in water flow

· Infrastructure maintenance and capacity issues

· Impact of AI on inspection and assessment

· Future technologies like drones, sensors, and laser lidar

· The importance of skilled trades and workforce development

Takeaways

· Character and attitude are more important than technical skills in hiring.

· Always be hiring to stay ahead and avoid scrambling for talent.

· Ask specific questions about past failures to assess accountability.

· Most of the sewer infrastructure in the US is past its useful life.

· Innovative trenchless methods can fix infrastructure without digging up streets.

· Understanding the history of infrastructure helps appreciate current challenges.

· Building relationships and reputation is key in niche industries.

· Technology and proactive maintenance extend the life of infrastructure.

Chapters

00:00 Introduction and guest background

02:02 Matt's sports background and transition from athletics

03:56 Introduction to trenchless sewer rehabilitation

06:58 Character in hiring and team building

10:57 Interview questions to assess accountability

14:59 The importance of always being in hiring mode

19:59 Matt’s family and their athletic achievements

21:59 History and evolution of Dukes and trenchless technology

25:03 Chemical solutions and service offerings

28:02 Service areas and industry growth

29:59 Longevity of infrastructure and historical systems

34:00 Water quality, safety, and infrastructure challenges

Connect With Our Guest

Learn more about Duke’s and connect with Matt: Duke’s LinkedIn: https://www.linkedin.com/company/duke's-root-control-inc./ Matt Fishbune on LinkedIn: https://www.linkedin.com/in/mattfishbune/ Duke’s Website: https://www.dukes.com/

Jamie Gerdsen, founder of G5 Ventures, shares his path from third-generation HVAC roots to sales leadership, business ownership, private equity, and building his next chapter with G5 Ventures. We dig into what actually drives growth in the trades: hiring, lead flow, culture, cash flow, and putting people first.

Jamie also breaks down why great sales still comes back to trust and follow-up, what owners underestimate about scaling, lessons from a near payroll crisis, and why he ultimately chose Main Street entrepreneurship over corporate life.

Timestamps

00:00 - Opening and women in the trades 01:52 - Why technicians underestimate business ownership 04:07 - Jamie’s third-generation HVAC roots 07:18 - Residential sales and lead generation 09:32 - Building a systematic sales process 13:42 - Hunger, responsibility, and sales performance 15:06 - Authenticity and trust in selling 18:12 - Making it easier for customers to buy 21:55 - Growing up in the trades 24:36 - Hiring, apprenticeships, and scaling 29:11 - Fixing culture and putting employees first 33:04 - Leadership lessons from rowing 36:51 - The cash flow scare 38:50 - Why Jamie sold his company 41:45 - Moving into private equity and Turnpoint 45:40 - Launching G5 49:44 - From operator to systems architect 53:24 - Why perceptions of the trades are changing 59:06 - G5’s five-year vision 63:03 - Wealth, freedom, and defining “rich”

65:11 - Advice for young people 68:12 - Giving back and learning from failure 69:24 - Apprenticeships and the future of the trades 72:16 - Closing remarks

Connect with Jamie Website: https://g5ventures.com/ https://www.jamiegerdsen.com/ LinkedIn: https://www.linkedin.com/in/jamiegerdsen/ https://www.linkedin.com/company/g5ventures/

Connect with us Facebook: https://www.facebook.com/thebluecollarrecruiter Instagram: https://www.instagram.com/tbcr_vts LinkedIn: https://www.linkedin.com/company/the-blue-collar-recruiter-virtual-trade-school

Have a question, an idea for the show or know someone we should have on? Reach out, we’d love to hear from you!

Key topics

· Why field experience alone doesn’t prepare you to run a business

· Old-school sales habits that still work: curiosity, objection handling, notes, and follow-up

· Why authenticity beats pushing the most expensive option

· Hiring ahead of growth and building a people-first culture

· The cash flow mistake that nearly created a payroll crisis

· Lessons from selling his company and moving into private equity

· Why Jamie returned to entrepreneurship and launched G5

· The growing career opportunity in the skilled trades

· Building businesses that create long-term opportunity for employees and families

In this episode of the Blue Collar Trades Show, Troy, Jim, Marissa, and Jason Luo, CEO of Newo AI, explore how AI is changing customer communication for home service businesses.

Jason shares how Newo AI helps HVAC, plumbing, electrical, and other service companies answer inbound calls, follow up with leads, and manage customer conversations using human-like voice AI.

The group discusses the cost of missed calls, after-hours coverage, multilingual support, natural conversations, and how AI can be trained on a company’s website, FAQs, and internal knowledge.

They also explore outbound uses like lead nurturing and recruiting, plus Newo’s pricing and trial options.

Jason closes with his vision for AI in the trades… not replacing technicians, but helping owners and teams save time, improve operations, and focus on the work and customers that matter most.

Chapter Breakdown

00:00 Intro and light banter

03:03 Jason introduces Newo and explains the company’s focus

05:56 Jason’s background in technology and home services

10:40 Why missed calls are such a big problem for trades businesses

14:26 How Newo’s AI receptionist works

17:16 Measuring call success and routing intent

18:36 How the AI handles pushback and awkward caller moments

19:32 Why Newo’s speech-to-speech system is different

23:34 Integrations, orchestration, and reducing hallucinations

27:30 Caller recognition, success rates, and missed revenue

32:40 Outbound calling, lead follow-up, and prospecting

35:28 Multi-channel support: voice, chat, email, and SMS

41:13 Recruiting use cases and candidate follow-up

44:38 Pricing, free trial, and enterprise options

49:55 What’s next for AI receptionists

56:54 Final thoughts and closing pitch

Key Takeaways

· Missed calls are a major revenue leak for home service businesses.

· Voice AI can answer and route calls faster than traditional IVR systems.

· Newo uses speech-to-speech AI for more natural conversations.

· The system can support inbound, outbound, chat, email, and recruiting workflows.

· AI may soon become a daily operational advisor for small businesses.

Topics

· Home services

· HVAC, plumbing, and electrical businesses

· AI receptionist technology

· Missed call revenue

· Call routing and lead management

· Outbound prospecting

· Recruiting automation

· Voicemail detection

· Customer experience

· Future of AI in small business

In this episode, Chris Buttenham, co-founder of REINS, shares his entrepreneurial journey from growing up in a blue collar family in small-town Canada to building and exiting successful businesses. Chris dives into the realities of entrepreneurship, the mindset required to succeed, and the massive opportunities emerging as baby boomer business owners prepare to retire. Whether you're an aspiring entrepreneur, business owner, or someone interested in business acquisitions and employee ownership, this conversation is packed with practical insights and hard-earned lessons.

In This Episode:

· Chris shares how his father's security business influenced his entrepreneurial mindset

· The story behind launching his first company as a teenager and later building a software business

· Lessons learned from selling a company and what came next

· Why Chris believes entrepreneurship is often an innate trait

· The inspiration behind founding REINS and helping business owners implement employee ownership programs

· A discussion on the challenges entrepreneurs face that most people never see

· Insights into the business succession crisis impacting retiring baby boomers

· Real-world examples of how ownership incentives transform employee behavior and company performance

· Why entrepreneurs should focus on solving problems and spotting trends before others do

Timestamps:

00:00 - Introduction and welcome 02:15 - Chris's upbringing in a blue-collar family 05:08 - Learning entrepreneurship through his father's business 08:42 - Starting his first company at age 15 12:16 - Flunking out of business school and finding another path 16:03 - Building and scaling his first software company

20:44 - Selling a business and what's next 24:18 - The opportunity behind the "Silver Tsunami" 29:37 - Why retiring business owners create opportunities for entrepreneurs 33:54 - Are entrepreneurs born or made? 39:42 - How employee ownership improves retention and profitability 45:10 - Real examples of employees thinking like owners 50:28 - The misconceptions and sacrifices of entrepreneurship 56:17 - Advice for aspiring entrepreneurs 60:34 - Final thoughts and key takeaways

Resources & Links: www.thebluecollarrecruiter.com www.BCRecruits.com

Connect with Chris: REINS: www.myreins.com LinkedIn: Chris Buttenham Facebook: https://www.facebook.com/myreins Instagram: https://www.instagram.com/reinstechnologies

Jenny Benbrook joins The Blue Collar Trade Show to unpack one of the biggest money pits in the contracting industry: software that gets bought but never gets used right. From her journey through the skilled trades industry to co-founding Powerhouse Consulting Group, one of the first consulting firms built to help contractors get real value out of platforms like ServiceTitan, Jenny breaks down why technology investments fail and what it takes to make them pay.

The conversation digs into the unglamorous foundation of every successful software rollout: data hygiene. Jenny explains why dirty data quietly kills ROI, why most contractors only scratch the surface of what their platforms can do, and why a well-structured price book is the backbone of pricing, sales, and reporting. She also covers the most common challenges businesses hit with ServiceTitan and why expert guidance during implementation saves contractors months of frustration.

The back half gets into the bigger picture: how the trades industry handles change, why intentional investment beats impulse software purchases, and how contractors should evaluate and plan their tech stack before signing another contract.

What This Episode Covers:

Jenny's journey through the skilled trades industry and into software consulting.

The founding of Powerhouse and how software consulting for contractors became its own category.

Why data hygiene is the silent killer of software adoption and ROI.

The most common challenges contractors face with ServiceTitan.

Why a well-structured price book matters more than most owners realize.

How technology drives real business growth when implementation is done right.

The role of change management in successful software adoption.

How to evaluate and plan a tech stack with intention instead of impulse.

Key Takeaways:

Buying software is step one. Implementation, training, and optimization are where the dividends come from.

Dirty data compounds. Clean it early or pay for it later.

Your price book is the foundation of pricing, sales, and reporting. Structure it right.

Change management is not optional. Your team adopting the tool is the whole game.

Intentional investment beats reactive purchasing every time.

Chapters:

00:00 Introduction and Location

06:11 Jenny's Involvement in the Founding of Powerhouse

13:59 Pioneering Software Consulting for Contractors

21:00 Data Hygiene and Software Adoption Challenges

26:15 Challenges with ServiceTitan

32:55 The Importance of a Well-Structured Price Book

43:34 The Value of Technology in Driving Business Growth

53:04 The Impact of Change in the Trades Industry

01:00:10 Tech Stack Planning and Evaluation

Want to learn more about Powerhouse Consulting Group?

LinkedIn: https://www.linkedin.com/in/jennybenbrook/

Website: https://mypowerhouse.group/

Looking to hire skilled trades talent or find your next opportunity?

Visit us at https://thebluecollarrecruiter.com and https://bcrecruits.com

In this episode, Spencer from Bradford White shares a deep dive into the evolution of water heaters, industry regulations, and innovative technologies shaping the future. Whether you're a trades professional or just curious about how these appliances impact energy efficiency and safety, this conversation covers it all.

In this episode:

• Spencer discusses Bradford White’s rich history dating back to 1881 and their pioneering Vitro glass lining in tanks
• Breakdown of efficiency metrics: AFUE standards, heat pump efficiencies, and the myth of over 100%
• The shift away from traditional atmospherically vented models toward condensing and hybrid units
• Regulatory impacts, including the 2015 DOE standards that set unrealistic efficiency goals
• Practical maintenance tips: checking anode rods, flushing, and component inspections
• The reasons behind water heaters being installed in attics in some regions and the dangers involved
• The rise of electric tankless water heaters and their limitations
• Insights into the manufacturing process and why Bradford White keeps sales wholesale-only

Timestamps:

00:00 - Introduction and overview of episode topic
01:07 - How many monitors do industry professionals use?
02:17 - Does having multiple monitors really boost efficiency?
04:03 - The impact of monitor setups on work productivity
05:06 - Water heater history from the 1800s to modern times
07:34 - How long do water heaters typically last?
09:30 - The origin of water heater technology and early models
11:37 - The introduction of vitro glass lining in tanks
14:22 - Comparing modern water heaters to simple pots over a fire
15:46 - Future innovations in water heater technology
17:02 - Government efficiency standards and their real-world impact
19:16 - The science behind heat pump efficiencies above 100%
21:41 - Cost comparisons: electric versus gas models
22:42 - The role of water softeners in extending water heater life
26:37 - Why anode rods are located under hot outlet nipples
29:37 - The dangers of water heater installation in attics
33:55 - The myth of water heater overpressurization incidents
38:59 - Key considerations for electric tankless water heaters
41:09 - Signs indicating water heater replacement time
46:58 - Routine maintenance and lifecycle expectations
55:42 - The evolution of water heaters and what's next in innovation
58:28 - Advice for young tradespeople considering a career in the industry
62:44 - Recognizing the vital role of trades as frontline workers
63:55 - Final thoughts, company resources, and contact info

Resources & Links:

• Bradford White Official Website
• www.thebluecollarrecruiter.com
• www.BCRecruits.com

Connect with Spencer:

• Bradford White LinkedIn

Dan Clapper of Interplay Learning joins The Blue Collar Trades Show to break down one of the most misunderstood ideas in the trades  the gap between experience and competency. A tech with ten years on the job isn't automatically better than one with two; what separates them is training, consistency, and the right learning modality. Dan walks through his own path from early exposure to the trades into his work helping businesses close skill gaps with smarter, data-driven training.

This conversation gets into why career development is the real driver of retention, how to start with data to find where your team actually needs help, and why pairing hard skills with soft skills is what keeps good techs from walking out the door. Dan also covers what training actually costs versus what it returns, how technicians grow into managers and leaders, and where VR is starting to reshape hands-on training.

In This Episode:

• Dan's journey from early exposure to the trades into his role at Interplay Learning
• Why career development through training is essential for retention and growth
• How businesses should start with data to identify skill gaps before building a program
• The case for focusing on core knowledge and foundational skills first
• The real difference between experience and competency in HVAC
• The value of learning modality and what training actually costs versus returns
• The transition from technician to manager and leader
• The role of feedback, consistency, and how VR is shaping the future of training

Chapters:

• 00:00 — Challenges and Solutions in Training and Retention
• 27:46 — Experience vs. Competency
• 33:12 — The Impact of Training on Technicians and Staff
• 39:02 — The Value of Training and Learning Modality
• 45:28 — Transition from Technician to Manager and Leader
• 51:10 — Passion for Trades and HVAC
• 56:24 — Favorite Tools and Hobbies
• 01:02:37 — Use of VR in Training and Future Plans

Keywords: HVAC training, technician retention, experience vs competency, skilled trades development, VR training, learning modality

Connect With Dan Clapper:

Interplay Learning: https://www.interplaylearning.com

Linkedin: https://www.linkedin.com/in/danclapper/

Connect With Us:

https://www.thebluecollarrecruiter.com

https://www.bcrecruits.com

#BlueCollarTrades #HVACTraining #SkilledTrades #TechnicianTraining #TradesPodcast

Sales consultant Neil Glatt joins The Blue Collar Trade Show to unpack why so many tradespeople struggle on the sales side of their business — and why it almost never has anything to do with product knowledge. After a long career in B2B sales, Neil transitioned into consulting specifically for trades companies, and he's spent years studying what separates top closers from the techs who choke on the price conversation.

This episode goes deep on the role of self-limiting beliefs in sales performance, how a tech's personal philosophy about money and selling shows up in every customer interaction, and why most sales training fails to fix it. Neil also breaks down the underrated power of personalized gifting in customer loyalty, how to build a raving fan base inside your company culture, and why understanding individual strengths is the difference between a sales team that grinds and a sales team that compounds.

If you've ever wondered why your best technician can't seem to close, or why customers keep slipping away to competitors, this conversation gives you the actual root cause — and the playbook to fix it.

What This Episode Covers:

• Neil's journey from corporate sales into trades sales consulting
• Why most sales coaching in the trades misses the real problem
• The role of self-limiting beliefs and how to assess them in your team
• How personal philosophy shapes every sales interaction
• The math behind personalized gifting and customer loyalty
• Building a raving fan culture inside a trades business
• Why individual strengths matter more than universal sales scripts
• The digital calendar habit that separates top performers from the rest

Key Takeaways:

• Sales coaching only works when it addresses the underlying beliefs driving performance
• Self-limiting beliefs about money, worth, and selling kill more deals than any objection
• Customer relationships compound — small personalized touches drive outsized loyalty
• A raving fan culture starts inside the company before it ever reaches the customer
• Individual strengths beat universal sales scripts every time

Chapters:

• 00:00 — The Journey to Sales Consulting
• 05:49 — The Role of Sales in the Trades Industry
• 33:03 — The Role of Self-Limiting Beliefs in Sales Performance
• 58:39 — The Role of Digital Calendar in Sales Success

Connect with Neil Glatt:

• LinkedIn → https://www.linkedin.com/in/nealglatt/
• Website / Company → https://www.nealglatt.com/

Connect with The Blue Collar Trade Show:

• The Blue Collar Recruiter → https://thebluecollarrecruiter.com/
• Find Trades Careers at BC Recruits → https://bcrecruits.com
• Listen on Spotify → https://open.spotify.com/show/7IRt3IlB1m1pqOOpoLWtas