Think Like an Owner

Zach Jones discusses his experience acquiring and growing a gastroenterology practice in the Washington, DC area as the final episode of Think Like an Owner's Right to Win series. Alex Bridgeman and Zach explore how search entrepreneurs can build successful healthcare platforms through organic growth rather than M&A, and why this strategy creates unique competitive advantages against both physician-owned groups and private equity platforms.
They discuss:
- Why organic growth works better than acquisitions in provider-based healthcare businesses
- How searchers can position themselves as credible partners to physician sellers who must stay post-transaction
- The supply-demand imbalance in specialty care that makes physician recruitment more important than competing for patients
- Why provider retention depends on preserving clinical independence and treating physicians as true partners
- How private credit funds that focus on enterprise value creation enable more aggressive expansion than traditional bank lenders
This episode offers practical insights for search entrepreneurs evaluating healthcare opportunities, particularly those interested in specialty care, ABA therapy, ambulatory infusion centers, or behavioral health.
Topics:
(00:00:00) - Intro
(00:00:42) - Why physicians resist private equity partnerships
(00:04:36) - From finance to healthcare entrepreneurship
(00:06:19) - Why healthcare fits the search model
(00:08:08) - Playing a different game than private equity
(00:10:13) - Building trust with physician sellers
(00:14:07) - Organic growth as competitive advantage
(00:15:58) - Why M&A doesn't work in healthcare
(00:18:11) - The supply-demand imbalance driving growth
(00:20:04) - Capital efficient center expansion
(00:29:11) - Hiring and retaining top physicians
(00:34:33) - Learning the clinical business as CEO
(00:39:09) - Expanding across multiple states
(00:40:40) - Best healthcare subsectors for searchers
Links:
Zach on LinkedIn - https://www.linkedin.com/in/zacharydjones/
Pacific Lake Partners
Trilogy Search Partners

Alex Bridgeman and Rob Southern sit down with Trevor Nix, a third-generation garage door business owner in Portland, to explore what it takes to build and sustain a multi-generational family company. Trevor shares how his grandfather nearly quit after the first difficult year—until his grandmother convinced him to give it one more shot—and how that decision shaped nearly four decades of business. The conversation covers the evolution of the company through three name changes, the challenge of modernizing operations inherited from previous generations, and the strategic rebrand that cut down on costly misdirected leads.
They discuss:
- Why his grandfather almost walked away after year one and what changed his mind
- How each generation pushed the business forward through technology adoption and fresh ideas
- The expensive but essential rebrand from All About Doors to All About Garage Doors
- Training technicians to balance technical skill with genuine customer service
- Why he prioritizes employees who connect well with people over those who already know garage doors
Trevor explains his incentive-based pay structure designed to reward quality work without commission pitfalls, the value of building team camaraderie through company-sponsored events, and why supporting his employees' families drives much of his daily work. This episode offers practical insights for anyone running or considering a service-based business where customer relationships and employee culture define long-term success.
Topics:
(00:00:00) - Intro
(00:02:09) - How the family got into garage doors
(00:03:37) - Starting the business and year one struggles
(00:06:09) - Dad joins and business phases begin
(00:08:09) - Business name changes and phone book to digital
(00:10:30) - Rebranding with Kickcharge Creative
(00:12:00) - Modernizing technology and multi-gen advantages
(00:14:03) - Big decisions and working with family
(00:19:21) - Implementing new systems and efficiency focus
(00:23:28) - Training techs and customer interactions
(00:46:01) - Tech compensation and incentive structure
(00:56:51) - Why Portland's market supports many garage door companies
(01:04:12) - Building company culture and employee events
Show Platforms:
  YouTube — https://www.youtube.com/channel/UC66QVDcbPlPO4IDG6eXbk1Q
  Apple Podcasts — https://podcasts.apple.com/us/podcast/think-like-an-owner/id1445929750?uo=4
  Spotify — https://open.spotify.com/show/3Fbv9d4HpDwuO4MOPvgdvO
Speaker Profiles:
  Alex Bridgeman
    LinkedIn — https://www.linkedin.com/in/alex-e-bridgeman/
    Twitter / X — https://twitter.com/aebridgeman
    Website — https://tlaopodcast.com/about/
  Rob Southern
    LinkedIn — https://www.linkedin.com/in/robsouthern/
Companies:
  All About Garage Doors - https://callallabout.com/

Alex Bridgeman and Andy Felice explore the nuances of marketing in the garage door industry on Think Like an Owner. Felice explains how he transitioned from working with hundreds of clients across various industries to specializing exclusively in garage door companies after a consulting engagement with Tommy Mello's A1 Garage Doors. The conversation examines the operational realities of home service businesses and why specialization allows marketing agencies to deliver deeper value by understanding not just marketing tactics, but the underlying business mechanics that drive profitability.
They discuss:
- Why repair and replacement marketing require fundamentally different psychological approaches
- How rising lead costs from private equity competition force businesses to increase average repair tickets above $1,000
- The database reactivation system that triggers outbound calls when past customers open emails
- Why every technician should join a separate BNI chapter to generate consistent referral business
- What makes a garage door company valuable for acquisition beyond revenue numbers
This episode offers practical insight for anyone operating or investing in home service businesses where marketing success depends on operational excellence.
Topics:
(00:00:00) - Intro
(00:00:51) - From door-knocking to garage door consulting
(00:02:32) - Learning the industry through A1 Garage Doors
(00:03:49) - The case for vertical specialization
(00:07:23) - Understanding repair vs. replacement psychology
(00:09:04) - Beyond marketing: Operations and consulting
(00:12:20) - Sales training as lead conversion insurance
(00:14:57) - Deep dive: Marketing rabbit holes
(00:17:53) - Tommy Mello's sales process and recommended books
(00:18:46) - Books every garage door owner should read
(00:23:05) - The harsh truth about changing business models
(00:26:17) - Market dynamics and geographic differences
(00:30:40) - Evaluating acquisition targets
(00:34:06) - Database reactivation and retention systems
(00:38:37) - Join BNI: Andy's top advice
Speaker Profiles:
  Alex Bridgeman
    LinkedIn — https://www.linkedin.com/in/alex-e-bridgeman/
    Twitter / X — https://twitter.com/aebridgeman
    Website — https://tlaopodcast.com/about/
  Andy Felice
    LinkedIn — https://www.linkedin.com/in/andy-felice-7a38ba57/
    Website — https://gdmarketinglab.com/
People:
  Tommy Mello — https://www.tommymello.com/
Organizations:
  BNI — https://www.bni.com/

In this episode, Alex Bridgeman sits down with Kent Craford to unpack the evolution of SeaPort Airlines and the lessons learned from building and rebuilding a regional aviation business. Kent shares how a simple frustration with travel time between Portland and Seattle sparked the original idea, and how early missteps, capital constraints, and strategic pivots shaped the company's trajectory. The conversation explores the realities of operating in niche aviation markets, the pitfalls of government-subsidized routes, and how Kent applied hard-earned lessons from Alaska to relaunch SeaPort with a stronger foundation. Throughout, Kent offers a candid look at what it takes to build a durable transportation business in a challenging and highly operational industry.
We discuss:
How a commuter pain point led to the founding of SeaPort Airlines

Why the Essential Air Service program often leads operators astray

Lessons from scaling a regional airline in Alaska and rebuilding with better systems and capital

The operational and cultural advantages of small aircraft and localized air travel

What it takes to change customer behavior and build a new travel habit

Links:
Kent on LinkedIn - https://www.linkedin.com/in/kent-craford-2b070332/
SeaPort Airlines - https://flyseaportair.com/
Topics:
(00:00:00) - Intro
(00:00:51) - Kent's background and career
(00:10:53) - The Essential Air Service Program
(00:15:02) - Kent's experiences in Alaska
(00:18:58) - Applying learnings to SeaPort in it's second iteration
(00:26:27) - Customer feedback
(00:30:41) - Developing route design
(00:36:41) - The vision for SeaPort

In this episode, Alex Bridgeman is joined by Aaron Perrine and Chris Hendriksen to explore how boards can become a true competitive advantage for entrepreneurs. The conversation dives into the evolving role of boards within the ETA ecosystem, highlighting the growing demand for strong governance as the space expands. Drawing from recent industry discussions and their own experience, Aaron and Chris break down what separates high-performing boards from dysfunctional ones. They also share practical frameworks for building, managing, and evolving boards to better support CEOs over time.
They discuss:
Why board quality and CEO relationships are declining and how to fix it

What a high-performing board actually feels like in practice

How to think about board composition, roles, and timing during formation

The importance of trust, chemistry, and engagement between CEOs and directors

Why board evolution, feedback, and executive sessions are critical for long-term success

Links:
Boardroom Toolkit
Pacific Lake Partners
Trilogy Search Partners
Topics:
(00:00:00) - Intro
(00:02:11) - Conference feedback and the state of Boards
(00:07:19) - What are your goals for the next year regarding Boards?
(00:12:36) - What does a well functioning board look like?
(00:18:00) - How can Searchers effectively form a board?
(00:25:27) - Best practices for forming a Board
(00:35:34) - What are the personal reasons that you'd be excited to join a board?
(00:43:20) - Recruiting new board members
(00:45:57) - Closing thoughts