Episodes

  • ACE Coaches Roundtable: Mow Money, Less Problems by Mastering your Finances

    ACE Coaches Roundtable: Mow Money, Less Problems by Mastering your Finances
    Feb 19 2026
    Financials don't have to be intimidating and in this episode of Roots of Success, you'll learn why! Join hosts Jason New, Chris Psencik, and Jim Cali as talk with fellow ACE facilitator Jennifer Murray, a former banker and finance professor, and Ian Hanemann, ACE Peer Group financial analyst, to break down the essentials of financial checkups, valuations, and benchmarking for landscaping professionals. Discover the real stories behind business transformations, tips for leveraging KPIs, why "live" numbers matter, and how team involvement turns financial goals from solo stress into company-wide wins. Whether you're planning for growth, exploring acquisitions, or just want the confidence to make smarter business decisions, this episode is the episode for you. THE BIG IDEA:  Let numbers drive decisions KEY MOMENTS: [00:00] "Financial Insights for Business Growth" [05:14] "Ian: The Voice of Confidence" [08:08] "Learning Business Beyond Landscaping" [10:22] Peer Group KPI Analysis Process [14:00] Business Financial Health Checkup [18:36] Critical Business Planning Insights [20:43] "Shifting Trends in Business Acquisitions" [24:58] "ACE Program: Master Your Financials" [27:23] "Mastering Business Financial Language" [29:41] "Tracking Cash Flow Strategically" [35:01] "Valuing Businesses via EBITDA" [38:06] "Working Smart, Not Hard" [41:27] Importance of Live Financials [43:30] "Client's Breakthrough with Finances" QUESTIONS WE ANSWER What are some of the key financial metrics that companies should focus on to drive their business forward? How does understanding trailing 12-month numbers help landscaping businesses mitigate the effects of seasonality? Why is benchmarking considered a valuable tool for business owners in the green industry? Can you describe the process and impact of conducting a financial health checkup for a business? What is the significance of having a proactive plan regarding cash flow when taking on new contracts or expanding capacity? In what ways do team members beyond the finance department contribute to improving a company's key performance indicators? How can companies benefit from knowing the difference between direct, indirect, and overhead expenses? What are some real-world examples of how businesses have used financial benchmarking or evaluations to inform acquisition decisions? Why might maintenance revenue streams be valued higher than installation services during a business valuation? What practical steps can a business owner take to ensure their financial reporting is both timely and actionable for operational decisions?
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    46 mins
  • Strengthening Roots: Introducing our new CEO – Scott Wallingford

    Strengthening Roots: Introducing our new CEO – Scott Wallingford
    Feb 5 2026
    Step behind the scenes with McFarlin Stanford as Jim Cali, Jason New, and newly-appointed CEO Scott Wallingford share the story of a pivotal leadership transition. Discover how long-standing friendships, trust, and a forward-thinking approach are driving growth and innovation at McFarlin Stanford. Hear firsthand how Scott's expertise will help the team scale, serve clients better, and lead the green industry into an exciting new chapter. Whether you're passionate about leadership, business evolution, or the roots of true partnership, you won't want to miss this episode. THE BIG IDEA:  Leadership evolves, but vision unites McFarlin Stanford KEY MOMENTS: [03:21] "Scott's Clever Business Strategies" [09:26] "Driving Growth with Expert Support" [10:56] Improving Operational Efficiency [13:17] Planning for Long-Term Success [17:27] "Effective Leadership Launch Strategy" [22:15] Transforming Business with Expert Support [26:24] Expanding Expertise for Client Needs [27:01] Scaling Success with Expert Insights [33:37] "Excitement for Green Industry Growth" [34:06] Innovating Green Industry Consulting QUESTIONS WE ANSWER How does a company benefit from hiring a leader with an outsider's perspective in a specialized industry? What challenges arise when a business grows rapidly and needs to maintain high-quality service for its clients? How important is it for team members to have direct communication with leadership during periods of organizational change? Why might operational discipline be crucial for scaling a business effectively? In what ways can a company's culture impact its ability to adapt to growth and change? What role does client feedback play in shaping new services or areas of expertise within a business? How can a business ensure that new initiatives are successfully implemented rather than just planned? Why might it be valuable for a company to focus on building strong internal communication tools and processes? How does having a diverse team with expertise in various functions help when tackling industry-specific challenges? What are the benefits of regularly assessing and adjusting the company's long-term goals and plans?
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    36 mins
  • Why Irrigation is the Missing Revenue Stream to add to your Business in 2026

    Why Irrigation is the Missing Revenue Stream to add to your Business in 2026
    Jan 22 2026

    On this episode of Roots of Success, Chris Psencik welcomes Lex Mason from Weathermatic for a candid conversation on the systems, strategies, and tech elevating the landscape industry. Discover the secret to hitting the coveted 20% revenue mark for irrigation repairs, streamline your inspection processes, and learn direct-from-the-trenches tips to boost productivity and retain top talent—even in a labor crunch. Plus, hear how team development and focused innovation are shaping the road to 2026, and get a sneak peek at SmartCon—a premier industry event. For business owners ready to maximize resources and drive results, this episode delivers both motivation and a practical roadmap.

    THE BIG IDEA:

    Focus drives profitability

    KEY MOMENTS:

    [03:37] "Streamlining Irrigation Operations Efficiency"
    [07:49] "Evaluating Operations Beyond Controllers"
    [09:41] "Irrigation Revenue and Maintenance Insights"
    [15:59] "Measure to Manage Effectively"
    [18:20] Streamlining Repairs with Kit Pricing
    [20:49] "Improving Performance Through Simplicity"
    [25:14] "Be a Champion of Initiatives"
    [29:28] "Driving Engagement Through Alignment"
    [33:45] "Evaluate, Question, Align, Maximize"
    [34:18] "Consultative Sales and Training"

    QUESTIONS WE ANSWER

    1. What strategies can be used to grow pre-approval limits for irrigation repairs, and why does it matter for field efficiency?
    2. How does upgrading operational processes in an irrigation division impact labor productivity and business profitability?
    3. What role does technology, especially automation and API integrations, play in streamlining the workflow from field inspection to billing?
    4. Why is tracking the penetration rate of irrigation repairs in relation to maintenance contract value considered a "golden metric"?
    5. What are the main benefits of implementing monthly irrigation inspections compared to seasonal startup and shutdown practices?
    6. In what ways can standardizing the inspection process and utilizing field management dashboards lead to better accountability and team performance?
    7. How has repair kit pricing improved efficiency for irrigation departments, and what parallels exist with the automotive industry?
    8. What are the risks for landscape businesses that delay adopting technology to optimize their operations and preserve profit margins?
    9. Why is champion development within a team critical for implementing new initiatives and advancing career growth in a landscape business?
    10. How does participating in industry events, peer networks, and cause-driven initiatives add value to both business performance and community impact?
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    37 mins
  • Silent Service, Big Impact: Winning with Electrification and Automation

    Silent Service, Big Impact: Winning with Electrification and Automation
    Jan 8 2026
    If you've ever considered adding robot mowers and battery powered equipment to your operations tune in to this episode of Roots of Success, as host Kevin Keim from McFarlin Stanford sits down with Bob Carey of Kress Outdoor to talk electrification and autonomous mowing in the landscape industry. They bust common myths on power and reliability, break down the business drivers behind electrification, and reveal practical steps for piloting new equipment. You'll hear about how data-driven decisions maximize ROI, how robots are tackling large and small properties alike, and why the future of landscaping is as much about logistics and analytics as it is about green thumbs. Whether you're curious about new regulations, competitive edge, or labor-saving tech, this episode arms you with the knowledge to modernize your operations and plan for 2026 and beyond. THE BIG IDEA:  Your business is a logistics business and data from automation drives profitability. KEY MOMENTS: [06:05] Balancing Retention and Client Value [09:30] "Personalized Financial Growth Strategies" [12:57] "Optimizing Labor Through Digitization" [14:47] IoT Insights for Efficiency [17:20] "Team Planning and Workflow Optimization" [21:38] Energy Consumption Analysis for Battery Needs [23:56] "Proper Tools, Proper Application" [29:37] Landscaping Labor Shortage Solutions [32:47] Robotics Security and Reliability Concerns [36:00] "Plan, Measure, Align, Execute" [38:34] "Have a Plan for Change" QUESTIONS WE ANSWER What are some of the biggest myths surrounding battery-powered landscaping equipment? How have advances in technology addressed earlier limitations of autonomous lawn mowers, such as functioning under tree cover? In what ways can a landscaping company benefit from approaching their business as a logistics operation? Which factors are most influential in driving the transition toward electrification in landscaping—regulation, customer demand, or economics? How does data collection from new equipment help landscaping companies improve profitability and site-level efficiency? What are some best practices for rolling out electrification in a landscaping maintenance division? Where can landscaping businesses typically find the fastest return on investment when switching to battery-powered equipment? How does automation with autonomous mowers impact labor allocation and overall service quality for large properties? What are some common misconceptions or concerns clients have about deploying autonomous lawn mowers, and how can they be addressed? Why is it important for a landscaping company to have a written plan and an integrator for implementing new technologies or automation strategies?
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    41 mins
  • What Budget? How to Create a Budget You and Your Team Can Understand Like a Scoreboard

    What Budget? How to Create a Budget You and Your Team Can Understand Like a Scoreboard
    Dec 26 2025
    Budgeting doesn't have to be a mystery—or a misery! On this episode of Roots of Success, host Kevin Keim sits down with Liz Helton and Steve Alley from McFarlin Stanford to walk through how budgeting can transform your landscaping business. The trio shares actionable strategies for starting a budget from scratch, using your company's historic data, and adapting budgets as realities change. They explain the differences between budgets and forecasts, why seasonality matters, and how to avoid common pitfalls (like not budgeting at all). You'll get inside tips on controlling costs, maximizing gross profit, and holding your team accountable—all with practical techniques you can use right away. If you've been putting off budgeting or want to help your business take the next step, this episode will provide good advice to get you started. THE BIG IDEA:  You can only manage what you measure KEY MOMENTS: [03:35] "Budgeting Based on Historical Data" [06:59] Seasonal Budgeting for Landscaping Businesses [11:55] "Three-Way Budget Tool Overview" [15:20] "QuickBooks Budgeting Benefits Explained" [19:50] "Importance of Classifying Business Costs" [21:08] Accurate Budgeting with Historical Data [26:00] "Planning Revenue with Hour Metrics" [29:29] "Focus on Major Cost Drivers" [31:56] "Cutting Costs and Smart Spending" [37:38] "Breaking Goals into Manageable Steps" [41:33] "Communicate the Score: Are We Winning?" QUESTIONS WE ANSWER Why is it important for businesses, especially in the landscaping industry, to create a budget before the year begins? What is the difference between a budget and a forecast in financial planning? How does historical data play a role when building an annual budget? What challenges might a company face if they don't break out expenses by class or division? How can industry seasonality impact the process of budgeting revenue? What are some basic tools or software that can help a landscaping company create a budget using their historical data? Why is labor considered the most critical cost to manage in landscaping, and how should it be budgeted? What are some common pitfalls businesses face by not reviewing recurring expenses, such as insurance and software subscriptions? How can reviewing actual results against the budget throughout the year help improve business performance? Why is it crucial to communicate budget goals and metrics to team members, and how can breaking down targets make them more achievable?
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    47 mins
  • Real Training for Real Landscapers: No Actors Needed

    Real Training for Real Landscapers: No Actors Needed
    Dec 11 2025
    Join host Chris Psencik as he sits down with Matt Crinklaw, founder of Greenius, for his view of the evolution of training in the landscape industry. From humble beginnings and funny translation mishaps to technological innovation and culture transformation, Matt Crinklaw shares how Greenius is helping thousands of contractors build efficient, happy teams and combat high turnover. Explore the power of prioritizing training, the lessons learned from trying to teach actors to be landscapers and a sneak peek at what's ahead for workforce development. Tune in for practical takeaways and memorable stories you can use in your own business journey. THE BIG IDEA:  Prioritization creates capacity KEY MOMENTS: [04:54] "Learning Landscaping Hands-On" [06:51] Why Landscaping Became My Path [12:03] "From Soil to Solid Rock" [15:38] "Building Tailored Company Systems" [20:04] Overcoming Biases and Language Barriers [23:40] "Effective Communication and Team Buy-In" [25:37] "Superior Tech and Expert Content" [30:58] "Engagement Drives Progress, Not Just Payment" [34:42] "Success Story and Future Plans" QUESTIONS WE ANSWER What inspired the creation of a systemized training platform for the landscaping industry, and what were the initial challenges faced? What are some of the key lessons learned from trying to train new employees in operating heavy equipment without adequate onboarding? In what ways has technology transformed landscape workforce training over the past two decades? How do personal relationships and camaraderie in the field influence long-term commitment to the landscaping profession? What role does employee career path mapping play in reducing turnover and increasing efficiency? How does a company measure whether their training solutions are effective and being utilized by their team members? What strategies are used to integrate customer feedback into software development and training curriculum updates? How is gamification and emerging tech like AI being used or considered for future workforce training in the landscaping sector?
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    37 mins
  • ACE Coaches Roundtable: What's the deal with McFarlin Stanford & The Grow Group?

    ACE Coaches Roundtable: What's the deal with McFarlin Stanford & The Grow Group?
    Nov 26 2025
    Ever wondered how the partnership between McFarlin Stanford and The Grow Group got its start? On this roundtable episode of Roots of Success, Jason New, Chris Psencik and Jim Cali of McFarlin Stanford sit down with Marty Grunder and Vince Torchia of The Grow Group to recall how ACE Peer Groups began and how it has grown through over 10 years of collaboration. You'll hear the candid, behind-the-scenes tales of how a simple idea—born out of entrepreneurial struggle and a desire for community—blossomed into a nationwide network changing the lives and businesses of its members. Get the inside track on new ACE initiatives, the role of technology and team engagement, and what makes the partnership between these two companies so powerful. If you're looking for the blueprint on building a supportive, high-achieving community, this episode is for you. THE BIG IDEA:  Stronger Together KEY MOMENTS: [04:56] "Building World-Class Peer Meetings" [06:17] "Parenting and Limited Disclosure" [11:05] "Impromptu Presentation Success Story" [14:16] "Building Connected Peer Networks" [16:45] ACE Peer Learning & Growth [21:37] Rapid Industry Change and Growth [23:45] "Teaching Intentions and Growth" [27:21] "Outsourcing for Better Focus" [28:36] "Maximizing Business Leverage Points" [33:54] "Reflecting on Growth and Gratitude" [35:57] "Stronger Together in Collaboration" QUESTIONS WE ANSWER How did the idea for the ACE peer group program originate, and what gap was it intended to fill within the landscape industry? What are some specific challenges business owners face when it comes to finding accountability and honest feedback in their professional lives? What key features differentiate the ACE peer group program from other industry mastermind groups or networking events? How has the evolution of technology (like apps and webinars) improved the experience and value provided to peer group members? In what ways does the annual GROW event contribute to the professional development and culture of participating companies? How does offering specialized services, such as bookkeeping and recruiting, help landscape businesses focus more on their core strengths? What role does a strong sense of community play in driving long-term engagement and success in peer groups? What are some real-world examples of transformational outcomes seen among companies that consistently participate in these peer groups and educational events?
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    39 mins
  • Growing a $5 Billion Resort in the Middle East: Seedlings and International Teams

    Growing a $5 Billion Resort in the Middle East: Seedlings and International Teams
    Nov 13 2025
    How do you landscape a luxury island resort in the blazing heat of the UAE? On this episode of Roots of Success, Simon Smith, Director of Horticulture and Landscape for Wynn Resort, reveals the relentless pace and monumental scale of his latest project: an integrated resort requiring 500,000 plants, 7,000 trees, and an elite team of 9,000 employees. Host, Chris Psencik, digs into the inside story of Simon's journey across continents, the innovative strategies behind sourcing plants worldwide, and the transformative power of intentional team building and training. A must-listen for anyone who loves stories of growth, leadership, and landscaping on a breathtaking scale. THE BIG IDEA:  All big things start with small innovations. KEY MOMENTS: [03:50] Horticulture Career Journey [09:21] "Transforming Work in Ras Al Khaimah" [11:06] "Reflecting on Career Journey" [13:43] "Teamwork Drives World-Class Success" [17:24] Massive Plant Nursery Operations [22:36] Plant Quarantine and Recovery Process [26:28] Building and Managing Successful Teams [27:49] Preparing for Luxury Hotel Launch [32:50] "Sustainable Workshop Design Process" [35:58] "Building 'Win Way' from Scratch" [38:10] Starting Fresh for Excellence QUESTIONS WE ANSWER What are some challenges faced when managing landscape projects across vastly different climates and cultures? How can a team of landscapers effectively adapt Western business practices to projects in the Middle East? What strategies might be used for sourcing and transporting thousands of plants and trees from various countries for a large-scale resort project? How does the use of innovative equipment and data management systems impact large landscaping installations? What are the complexities involved in setting up irrigation systems in a region with limited natural water resources? What role does specialized training and certification play in maintaining high horticultural standards for an international workforce? How can landscape management approaches foster a strong and collaborative team culture on multi-year, high-budget projects? In what ways does integrating sustainability, such as battery-powered equipment and efficient water usage, shape modern landscaping on luxury resorts? How do you ensure smooth collaboration and communication among teams composed of various nationalities and languages? What is the importance of creating a dedicated off-site nursery and training center when preparing for a resort opening of unprecedented scale?
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    41 mins