Alex (@Aebridgeman) is joined by Richard Emery (@Richardemery2).

In this episode, my guest is Richard Emery, who has held various notable positions in business aviation sales at brands like Canadair, Bombardier, Gulfstream, and Hawker Beechcraft.

Richard shares his experiences in different sales cultures, managing high-performing teams, and participating in brand turnarounds. The discussion covers his leadership style, team management, and the skills relevant to CEOs.

Additionally, the episode includes entertaining stories about selling aircraft to unique clients, making it an engaging listen for anyone interested in business aviation and sales.

Links:

Richard on LinkedIn

Topics:

(00:00:00) - Intro

(00:01:31) - Richard’s career and background

(00:04:41) - How do you organize a high-performing sales team?

(00:14:00) - Identifying ideal customer profiles

(00:23:49) - Developing a customer outreach team

(00:27:44) - Having discipline and focus on a sales team

(00:38:28) - Leadership philosophies

(00:50:08) - What can CEOs do to make their sales teams more effective?

In this episode of Think Like an Owner, I sit down with Delray Dobbins, Director of Sales at Engine Assurance Program (EAP), to dive into one of the most overlooked yet essential components of business aviation: jet engine maintenance programs. With a career spanning Rolls-Royce, Pratt & Whitney, and now EAP, Delray brings a deep and practical perspective on the engine lifecycle—and what operators need to understand to avoid million-dollar surprises.

We talk about how engine programs work, why post-COVID supply chain issues have changed the economics of self-insuring, and what’s driving renewed demand for programs that cover scheduled and unscheduled events. Delray explains why AOG support is more critical than ever, how rental engine shortages are reshaping customer expectations, and the importance of proactive planning in a world where a blank check no longer guarantees a quick solution.

We also cover:

* Key drivers behind the rising costs of engine overhauls and rental coverage

* How EAP’s trust-based model compares to OEM programs

* Why older aircraft owners are underserved and how EAP fills that gap

* The business case for engine programs, including appraisal and resale value

* What to look for in life-limited parts and how they impact long-term ownership costs

* The growing technician shortage and efforts to build the next pipeline of A\&P talent

This episode offers a masterclass in aviation maintenance economics, with practical insights for owners, operators, and investors navigating the complexities of business jet ownership.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Engine Assurance Program - https://www.eap.aero/

Delray on LinkedIn - https://www.linkedin.com/in/delray-dobbins-ssbb/

Sponsor - Inzo Technologies - https://inzotechnologies.com/

Topics:

(00:00:00) - Intro

(00:01:22) - Sponsor - Inzo Technologies

(00:03:50) - Delray’s early career & and pivoting into engine assurance

(00:09:17) - What is an engine program?

(00:11:53) - How does the engine program save the customer money?

(00:14:04) - Where does a customer’s money go in an EAP?

(00:17:48) - How do you price an EAP?

(00:19:01) - How does an EAP make money?

(00:20:25) - The Customer Journey

(00:23:54) - Engine evaluations

(00:25:20) - Risk pricing

(00:27:03) - Tracking inventory

00:35:15) - Parts consistency

(00:36:22) - Who is doing engine overhauls?

(00:40:27) - Platform consolidations

(00:41:34) - Customer mixes

(00:43:23) - The industry technician shortage

(00:55:06) - What are you excited about over the next decade?

(00:56:48) - Electric Aircraft

Watch the full episode with Dave Whorton here - https://youtu.be/KPcgK3lm-mw

In this episode of Think Like an Owner, I sit down with Dave Whorton, founder of Tugboat Institute and author of Another Way, to explore a different path for entrepreneurs—one built on permanence, purpose, and long-term thinking. After an early career in venture capital and tech startups, Dave walked away from the high-growth, high-exit model to focus on what he calls “Evergreen companies.”

We talk about the origins of Tugboat Institute and the principles behind Evergreen businesses: profitable growth, deeply held purpose, people-first cultures, and a commitment to staying private. Dave shares stories from multi-generational companies that are thriving by building slowly, investing intentionally, and rejecting the pressure to sell.

We also cover:

• Why Dave left venture capital after working on companies like Amazon and Google

• The seven core values that define Evergreen companies

• How to create long-term alignment between family, founders, and leadership

• The role of independent boards in creating accountability without outside capital

• Why purpose-driven companies often outperform over the long haul

• How to resist short-term thinking in a culture obsessed with exits

This episode is a must-listen for entrepreneurs who want to build something enduring—not just successful. Dave’s framework offers a powerful counterpoint to the dominant startup narrative, with practical takeaways for anyone playing the long game.

Dave’s new book, Another Way, is available now.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Another Way by Dave Whorton and Bo Burlingham - https://www.tugboatinstitute.com/anotherway/

Dave on LinkedIn - https://www.linkedin.com/in/davewhorton/

Tugboat Institute - https://www.tugboatinstitute.com/

Topics:

(00:00:00) - Intro

(00:00:44) - Sponsor - Inzo Technologies

(00:03:02) - The Tugboat Institute and Evergreen Companies

(00:03:50) - Dave's Journey in Technology and Venture Capital

(00:08:46) - The Value of Long-Term Family Businesses

(00:29:15) - Governance and Family Harmony in Business

(00:33:13) - Lessons from Multi-Generational CEOs

(00:33:52) - Estate Planning for Founders

(00:35:29) - Curiosity About G3 and G4 Leaders

(00:37:36) - Industry Selection in Evergreen Companies

(00:40:09) - Challenges of Transitioning to a Family Business

(00:43:08) - Alternative Paths to Business Growth

(00:49:36) - Innovative Practices in Evergreen Companies

(00:59:13) - Northgate Markets: A Success Story

(01:02:59) - Concluding Thoughts on Evergreen Companies

My guest today is Henry Schuck, founder and CEO at ZoomInfo, one of the most successful data businesses in recent times with a market cap today around $12B. I’ve been looking forward to this podcast for a long time because Henry has proven to be an effective founder, acquirer, and public CEO capital allocator, which is a rare combination of skills to find in a single CEO. He’s thought very deeply about building high performing organizations, sales functions, and how his own role needs to evolve as the company grows.

We talk through lessons learned building vs acquiring capabilities, M&A and integration lessons learned, fixing problems with a process vs culture approach, and how data businesses will succeed in the future

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

I want to tell you about the audience survey we are currently running. These surveys help us create the best content for listeners and better understand your needs and interests. Thank you in advance for sharing your feedback, we greatly appreciate it. 

Take the survey here: https://bit.ly/3QLBB1N

Links:

Zoominfo

Henry on X

Topics:

(00:00:00) - Intro

(00:03:49) - What would you focus on if you were running Boeing?

(00:07:26) - How have you seen other CEOs solve culture vs. process problems?

(00:12:47) - How do you approach hiring?

(00:20:28) - How can you incentivize employees to buy into company values?

(00:23:11) - What have you learned working with investors and other CEOs to be a great founder and M&A executive?

(00:26:52) - How do you incorporate new tools or partners into Zoominfo?

(00:33:53) - What have you learned about integrating acquired companies?

(00:36:24) - How do you get a conviction when doing due diligence on a potential acquisition?

(00:38:49) - What skills around M&A are you looking to improve?

(00:41:19) - How will data companies in the future succeed?

This episode was originally released on April 9th, 2024

From Episode 265 with Erika Armstrong. Watch the full video on YouTube here: https://youtu.be/Nc2vgTLhbYA

In this episode of Think Like an Owner, I sit down with Erika Armstrong, a pilot, author, and aviation expert whose career has taken her from corporate jets to major airlines to the university classroom. Erika shares stories from her early days in aviation, from sleeping on crash pads with seven other pilots to flying charter flights into some of the most challenging airports in the country.

We dive into what it was really like working in aviation in the 1980s and 90s, how pilot training has evolved, and the importance of standard operating procedures and safety culture in modern aviation. Erika offers insight into how pilot mindsets are shaped by training environments, and how she’s working to help the next generation of pilots think beyond rote memorization and develop real-world decision-making skills.

We also cover:

• Why aviation today is exponentially safer than in past decades
• How teaching methods are adapting to generational differences in students
• The impact of technology on flying, navigation, and safety training
• Why aviation needs to do a better job inspiring future pilots
• How simple changes, like more open houses at airports, could reignite excitement about aviation

Erika’s passion for aviation is infectious, and her practical experience offers an inside look at the challenges and opportunities facing the next generation of pilots and aviation leaders. This conversation is packed with lessons on leadership, training, and the importance of building strong, resilient safety cultures.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Erika on LinkedIn - https://www.linkedin.com/in/achickinthecockpitb727/

Advanced Aircrew Academy - https://www.aircrewacademy.com/

Support our Sponsor:

Inzo Technologies - https://inzotechnologies.com/

Topics:

(00:00:00) - Intro

(00:04:00) - Erika’s career on the road

(00:05:42) - Tips for packing lean

(00:07:34) - Erika’s favorite places she has flown

(00:11:05) - What made the 727 fun to fly

(00:15:02) - Erika’s transition from flying to teaching

(00:20:29) - The process of training pilots

(00:26:39) - Why aircrafts shake during a stall

(00:28:00) - How training regimens have changed

(00:30:56) - Safety cultures

(00:39:15) - Advice for aviation leaders

(00:41:07) - Common phrases from safety-focused CEOs

(00:43:18) - The pilot shortage

(00:55:07) - Electric planes

Watch the full episode here - https://youtu.be/GTxWeRXap9Q

In this episode of Think Like an Owner, I sit down with Kathryn Poehling Seymour, President and CEO of First Supply, a fifth-generation, family-owned distribution business with over 700 employees and 53 locations across the Midwest. We cover everything from leading a 128-year-old company through generational transition to building one of the largest distribution centers in company history.

Kathryn shares what it was like taking over as CEO during COVID, the insights she gained from touring every branch in the company, and how she’s leading First Supply through a major operational shift—from a regional hub model to a centralized distribution center strategy. We also talk about how customer expectations have evolved, especially around e-commerce and data transparency, and the company’s efforts to meet those demands while maintaining deep local relationships.

We dive into:

• The long-term thinking behind First Supply’s massive investment in infrastructure
• How family governance and values guide decision-making across generations
• Using AI and data tools to improve pricing, inventory, and customer experience
• The importance of culture fit in acquisitions and why they're not chasing growth at all costs
• Kathryn’s leadership style, influenced by her background in law, accounting, and family business

This conversation is a masterclass in thoughtful leadership, multigenerational stewardship, and building for the long haul—without losing sight of what matters most: people, relationships, and values.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Watch this episode on YouTube: https://youtu.be/GTxWeRXap9Q

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Kathryn on LinkedIn - https://www.linkedin.com/in/kathryn-poehling-seymour/

First Supply - https://www.firstsupply.com/

Support our Sponsor:

Inzo Technologies - https://inzotechnologies.com/

Topics:

(00:00:00) - Intro  

(00:04:00) - Becoming CEO and taking an in-person tour of all facilities to get a sense of the situation on the ground  

(00:07:25) - Customer feedback  

(00:09:56) - How larger distribution locations affect the direction of the business  

(00:15:22) - What are the keys to a good location for a massive distribution center?  

(00:17:33) - How does e-commerce sales impact data?  

(00:19:53) - AI breakthroughs  

(00:25:47) - Customer service evolutions  

(00:31:19) - Acquisitions  

(00:34:09) - Debt utilization  

(00:37:58) - Katie’s career before First Supply  

(00:41:52) - How do you describe your style as a CEO?  

(00:44:42) - Constructing a board  

(00:46:30) - Succession planning  

(00:49:33) - Lessons learned from other family-run businesses  

(00:52:43) - The next generation of the business  

Watch the full episode here: https://youtu.be/UTNl0xeSgZY