Think Like an Owner

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

In this episode of Think Like an Owner, I sit down with Hill Hamrick, Co-CEO of Central Storage & Warehouse, to explore how he and his team run a complex, high-volume cold storage business that ships hundreds of millions of frozen food products across North America every year. We dive into how Hill and his co-CEO, Sam, transitioned from first-time owners into strategic leaders of a 24/6, labor-intensive operation. Hill shares how they learned the business from the ground up, why building trust with frontline employees was critical in the early days, and how his experience in the Marine Corps continues to shape his leadership approach. We also get into: How EOS helps align a 200+ person team across multiple locations Why data is the backbone of operational decision-making Lessons in pushing ownership and problem-solving to the front lines The difference between wartime and peacetime CEO mindsets Strategies for scaling culture and priorities while still in motion Hill also opens up about the challenges of system migrations, prioritizing as a CEO, and the discipline required to avoid shiny-object distractions when building long-term value. This episode is a masterclass in leading through complexity and creating alignment in fast-moving, blue-collar businesses. Links: Hill on LinkedIn - https://www.linkedin.com/in/hill-hamrick-094807a0/ Central Storage and Warehouse Co. - https://www.csw-wi.com/ Pacific Lake Partners - https://www.pacificlake.com/ Trilogy Search Partners - https://trilogy-search.com/ Topics: (00:00:00) - Intro (00:06:55) - Introducing CSW and Hill (00:08:45) - Priorities Frameworks (00:12:23) - Most Effective Ways to Build Trust with a Team (00:18:52) - Challenges in Creating a Synchronous Team (00:22:37) - Making System and Software Migrations (00:27:04) - Moving Decision-Making Down the Org-Chart (00:33:48) - Matching CEO Mindsets with Organizational Needs (00:44:23) - Board Member Advice (00:47:42) - Prioritization Evolutions (01:02:10) - Lessons from the Military

From Episode 262 of Think Like an Owner. Watch the full episode here.

In this episode of Think Like an Owner, I sit down with Trey Bryson, an aviation industry veteran with deep experience across business aviation, commercial MRO, and aircraft completions. Trey shares how his career has spanned everything from customizing luxury VIP jets—including designing in-air hot tubs and modular gyms—to founding Jet Works, an independent MRO business. We dive into: The major differences between commercial and business aviation maintenance How speed and efficiency drive profitability in aircraft operations The complexities of aircraft modifications, from dance floors to structural repairs Lessons learned from building and selling an MRO business through economic downturns Trey also offers advice for ambitious CEOs, emphasizing the importance of financial strategy, team-building, and adapting to industry shifts. Whether you're in aviation or simply love hearing how businesses are built and scaled, this episode is packed with insights, stories, and hard-earned wisdom. 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: Aviation Technical Services Trey on LinkedIn Topics: (00:00:00) - Intro (00:02:18) - Trey's Career Journey in Aviation (00:03:47) - Differences Between Business and Commercial Aviation (00:06:02) - Unique Requests in Aircraft Interiors + Challenges and Innovations in Aircraft Maintenance (00:36:57) - The Impact of Economic Downturn on Business Aviation (00:46:25) - Advice for Ambitious CEOs (00:47:34) - Conclusion

In this episode of Think Like an Owner, I sit down with Eric Legvold and Trey Darr of Davinci Jets to explore the business of private aviation management and MRO (Maintenance, Repair, and Overhaul) services. We dive into how Davinci Jets was built from the ground up, the evolution of private jet management, and why the company has remained profitable every year since its founding. Eric shares how the company pivoted from its original single-seat charter concept to full-service aircraft management, bootstrapping the business while maintaining a lean and disciplined approach to growth. Trey brings insights from his experience in aircraft maintenance and explains how Davinci is balancing fleet management with third-party MRO services, ensuring efficiency while expanding their customer base. We also discuss: Why more Fortune 500 companies are turning to third-party flight management How vertical integration in aviation can reduce costs and increase control The challenges of hiring and scaling in the MRO industry How Davinci has stayed profitable in an industry where many companies struggle If you’re interested in private aviation, business strategy, or the complexities of running a capital-intensive operation, this episode is full of insights from two experienced operators navigating an evolving industry. 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: Davinci Jets Trey Darr on LinkedIn Eric Legvold on LinkedIn Topics: (00:00:00) - Intro (00:03:58) - Starting Davinci Jets (00:09:09) - Growth constraints (00:11:44) - Ventures before Davinci (00:13:46) - The upside to MRO (00:17:31) - Prioritizing your own fleet vs. external customers (00:18:28) - Growth plans (00:20:56) - MRO & Management compliments (00:22;59) - What do you do differently to maintain profitability? (00:27:16) - The Charlotte market (00:29:22) - MRO Growth (00:31:46) - Process improvements (00:33:30) - Market growth (00:40:29) - The slowdown in Jet Cards (00:43:35) - What are you most excited about in the industry?

In this episode of Think Like an Owner, I sit down with David Neeleman, one of the most accomplished entrepreneurs in aviation history. With a track record that includes founding five airlines—Morris Air (sold to Southwest), WestJet, JetBlue, Azul, and now Breeze Airways—David has built transformative companies across three different countries and reshaped the industry at every step. Given my work at Airframe Group focusing on aviation service companies, I wanted to understand the core principles that drive his success. We explore how he approaches founding and scaling airlines, the nuances of customer service across different markets, and why hiring great people is his most consistent strategy for building lasting businesses. Other highlights include: How David has adapted to different market dynamics and competitors The importance of customer experience in aviation and beyond Advice for ambitious CEOs looking to build high-impact companies A wild personal flight experience that shaped his views on the industry I recorded this episode in David’s office in Salt Lake City after a fascinating tour of his company, making this an especially exciting conversation for me as a lifelong aviation geek. I hope you enjoy this episode as much as I did! 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/ Topics: (00:00:00) - Intro (00:03:32) - David’s principles for building an airline (00:07:27) - Covid and other impacts on profitability in recent years (00:08:38) - Changes in service expectations from flyers (00:12:25) - Setting up an IT infrastructure (00:15:38) - Scaling an airline to profitability (00:20:24) - Philosophies around varying customer experiences (00:29:05) - Building a company around a market or niche (00:32:46) - Generating new demand via new routes (00:37:16) - When do you decide to pull out of a city or cut a route? (00:39:15) - Leadership philosophies (00:42:03) - Team building practices & communication styles (00:45:12) - Broader airline challenges (00:47:42) - Advice to CEOs (00:48:54) - Key challenges ahead for Breeze (00:49:37) - Closing thoughts

Watch the full episode on YouTube: https://youtu.be/bmq6URHPLJ0

In this episode of Think Like an Owner, we’re tackling one of the most critical elements of scaling a business—building a world-class talent engine. Joining me are Jake Dancyger and Cyrus Symoom, co-CEOs of Clariti, who have spent the last five years growing their company from 20 employees to over 120. We break down the entire talent lifecycle, from sourcing and hiring top performers to coaching, retaining, and structuring career growth for long-term success. They share the hard lessons learned, including early hiring mistakes, the art of title progression, and how they shifted from scrappy startup hiring to a structured, high-performance talent strategy. We also dive into: - How to identify rising stars within your company before looking externally. - The right way to leverage your board to attract top-tier talent. - Why transparency in compensation and equity is key to long-term retention. - The "swarm approach" they use to close top candidates with peer and board involvement. - The biggest interviewing mistakes they’ve corrected over time. If you’re a CEO or leader looking to build and scale an elite team, this episode is packed with practical takeaways you won’t want to miss! 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: Clariti Software - https://www.claritisoftware.com/ Jake on LinkedIn - https://www.linkedin.com/in/jakedancyger/ Cyrus on LinkedIn - https://www.linkedin.com/in/cyrus-symoom-68a90450/ Topics: (00:00:00) - Intro (00:04:44) - Introducing Cyrus and Jake (00:06:25) - Talent development, acquisition, and integration (00:13:29) - Common objections from talented prospects (00:17:07)- Role/Title Guidelines and structures (00:21:06) - Involving boards and investors in recruiting (00:23:51) - What tends to win talent in 2025? (00:27:08) - Interview processes (00:29:42) - Setting outcomes (00:32:28) - How should CEOs involve themselves in interviewing? (00:34:46) - Crafting Culture questions (00:39:42) - Closing on a candidate (00:43:54) - Comp plans (00:46:34) - Onboarding and performance measurements (00:52:14) - Designing career paths (00:57:18) - Communication styles

In this episode of Think Like an Owner, I’m diving into one of the most crucial aspects of scaling a business—building and optimizing high-performing sales teams. To bring you the best insights, I’ve pulled together wisdom from past conversations with some of the sharpest minds in the game, including Tim Strickland, Mahesh Rajasekharan, Michael Coscetta, Dennis Dresser, and Ben Tagoe. We’re breaking down the strategies behind structuring and growing a powerhouse sales organization, hiring and coaching top-tier sales talent, crafting valuable sales contracts, and exploring how CEOs can play a hands-on role in driving revenue. Whether you're leading a fast-growing company or fine-tuning your sales approach, this episode is packed with actionable tactics and expert advice to help you take your team’s performance to the next level. 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: Ep.155: Michael Coscetta Ep.181: Ben Tagoe Ep.195: Mahesh Rajasekharan Ep.206: Tim Strickland Ep. 214: Dennis Dresser Topics: (00:00:00) - Intro (00:04:22) - Tim Strickland on Sales Team Structure (00:07:42) - Mahesh Rajasekharan on Scaling Sales Teams (00:18:56) - Michael Coscetta on Pricing and Sales Contracts (00:25:40) - Dennis Dresser on Cross-Team Collaboration (00:26:17) - Effective Strategies for Involving Executives in Sales (00:28:06) - Understanding the CRO Role and Responsibilities (00:31:40) - Hiring the Right Salespeople: Insights and Strategies (00:35:17) - Characteristics of a Good Sales Hire (00:38:32) - From Good to Great: Identifying Top Sales Talent (00:41:44) - Keys to Effective Sales Management (00:46:26) - Coaching Salespeople for Success (00:50:21) - CEO Involvement in the Sales Process (00:53:05) - Conclusion and Final Thoughts

From Episode 257. Watcht the full episode here: https://youtu.be/x1utcQzmxjI

Ep.257: Alex (@aebridgeman) is joined by Steuart Botchford (@Botchford) and Sam Hyde. In this episode, I sit down with Sam Hyde and Steuart Botchford to dive into their journey of acquiring and growing Northstar Fertility, a leading surrogacy and egg donation agency. Sam and Steuart share their insights from building and managing the business, including how they identified value levers early on and prioritized investments in sales and marketing to drive growth. They also discuss their innovative pricing model, which offers clients greater certainty and simplifies the surrogacy journey. We explore the challenges of balancing long-term and short-term initiatives and the lessons learned from experimentation. Sam and Steuart candidly share stories of successes and missteps, including how they refined their strategies by embedding themselves in the sales process, adapting to client needs, and fostering a culture of transparency and growth within their team. Whether you're navigating the complexities of business growth, considering acquisition opportunities, or looking for leadership insights, this episode provides a thoughtful and engaging discussion on creating value through experimentation, client focus, and dynamic organizational culture. 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: Northstar Fertility - https://www.nsfertility.com/ Steuart on LinkedIn - https://www.linkedin.com/in/botchford/ Pacific Lake Partners - https://www.pacificlake.com/ Trilogy Search Partners - https://trilogy-search.com/ Topics: (00:00:00) - Intro (00:04:34) - Steve and Stu’s acquisitions (00:11:31) - Spending time in Sales and Marketing (00:15:48) - Experimenting with new concepts (00:27:08) - Working with the board to make decisions (00:31:07) - Dealing with failed experiments (00:37:30) - Implementing systems (00:40:57) - Designing incentives (00:46:11) - Employee rating scales (00:49:47) - Team management principles (00:53:50) - Balancing short and long-term payoffs

From Ep.256 with Corgy Bengtzen. Get the full episode here.