What It Really Takes to Succeed in Rental Sales with Michael Harwood

How Construction Companies Can Save $50K–$100K with Erika Giuggio

Most construction and rental businesses don’t have a revenue problem. They have a leakage problem. In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott are joined by Erika Giuggio, a Business Optimization Specialist at Schooley Mitchell, to uncover where construction and equipment rental companies are unknowingly losing money and how to claw it back. What You’ll Learn: * How to identify your ‘boat's hidden holes’ immediately after tax season * Why negotiating merchant services fees is non-negotiable * How to break through operational drag caused by micro-cracks * Why marketing to construction trades must appeal to what they're missing * How to design solutions that stay hands-off after implementation Erika Giuggio is a business optimization specialist who helps construction companies uncover hidden expenses and put real money back into their operations. Through her work at Schooley Mitchell, Erika helps contractors reduce costs in areas such as telecom, software, shipping, fuel, facilities, and more, without changing vendors or disrupting daily operations. Previous guests include: Ben Bradshaw of Genie, Lindsey Trent of Next Generation in Trucking Association (NGT), Alex Poe of Chambr, Mike Murphy of Ally Fuels Inc., Galiano Tiramani of Boxabl Check out our three most downloaded episodes: * How This Ex-Hollywood Writer Is Disrupting a $100B Industry  [https://beyondthebuildpod.com/e/q80v1zw8-ex-hollywood-writer-100b-industry] * From Equipment Washer to EVP with Ben Bradshaw [https://beyondthebuildpod.com/e/5nz7zw68-equipment-washer-evp-ben-bradshaw] * Don't Put Lipstick on a Pig: Trey Griggs on the Marketing Mistake That's Costing You Millions [https://beyondthebuildpod.com/e/5nz7z278-trey-griggs-marketing-mistake-millions] Beyond the Build: Innovation in Construction is handcrafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=fame-client] This podcast is brought to you by FERO [https://feronow.com/].

What It Really Takes to Succeed in Rental Sales with Michael Harwood

What does it really take to succeed in equipment rental sales? In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott are joined by Michael Harwood, an Outside Sales Representative at Sunstate Equipment, to discuss how relationship-driven sales strategies, organizational discipline, and authentic leadership transform performance in the rental industry. What You’ll Learn: * How to leverage your liability as your strength * The single-priority task management system that maximizes field productivity * Why the construction industry dialect rewrites professional communication norms * How to navigate friendships with customers without compromising professionalism * The third-party solution model that solves customer problems while protecting relationships Michael Harwood is an Outside Sales Representative at Sun State Equipment, specializing in relationship-driven sales within the high-demand equipment rental market. With a background in pharmaceutical sales and a foundational understanding of kinetic learning principles, Michael has built a reputation for strong people skills, a relentless work ethic, and results-oriented problem-solving in fast-paced rental environments. Previous guests include: Ben Bradshaw of Genie, Lindsey Trent of Next Generation in Trucking Association (NGT), Alex Poe of Chambr, Mike Murphy of Ally Fuels Inc., Galiano Tiramani of Boxabl Check out our three most downloaded episodes: * How This Ex-Hollywood Writer Is Disrupting a $100B Industry  [https://beyondthebuildpod.com/e/q80v1zw8-ex-hollywood-writer-100b-industry] * From Equipment Washer to EVP with Ben Bradshaw [https://beyondthebuildpod.com/e/5nz7zw68-equipment-washer-evp-ben-bradshaw] * Don't Put Lipstick on a Pig: Trey Griggs on the Marketing Mistake That's Costing You Millions [https://beyondthebuildpod.com/e/5nz7z278-trey-griggs-marketing-mistake-millions] Beyond the Build: Innovation in Construction is handcrafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=fame-client] This podcast is brought to you by FERO [https://feronow.com/].

Building High-Performance Rental Teams That Customers Trust with Mark Miller

Why are the construction rental industry’s most successful companies ditching transactional sales and rebuilding around relationships, and what does it mean for your bottom line? In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott are joined by Mark Miller, Director of Sales, Marketing, and Business Development at Complete Equipment Rentals, to discuss how strong leadership, intentional culture-building, and relationship-driven sales transform rental operations. What You’ll Learn: * How to shift your team from transactional to consultative selling * Why starting training at "zero point zero" dramatically improves team performance * The ‘flashlight in the dark tunnel’ principle for recruiting and retaining top talent * How to turn equipment failures into retention opportunities and brand ambassadors * Why smaller, agile organizations win on customer service where larger competitors can't Mark Miller is an accomplished sales leader, strategist, and team builder, bringing over 25 years of expertise in the construction and equipment rental industries. With a proven track record at industry leaders including Hilti, Makita, and Durante Rentals, Mark specializes in transforming organizations through relationship-driven sales strategies, process optimization, and cross-functional leadership. As a board member of the American Rental Association, he actively shapes industry best practices and advocates for progressive change in rental operations. Previous guests include: Ben Bradshaw of Genie, Lindsey Trent of Next Generation in Trucking Association (NGT), Alex Poe of Chambr, Mike Murphy of Ally Fuels Inc., Galiano Tiramani of Boxabl Check out our three most downloaded episodes: * How This Ex-Hollywood Writer Is Disrupting a $100B Industry  [https://beyondthebuildpod.com/e/q80v1zw8-ex-hollywood-writer-100b-industry] * From Equipment Washer to EVP with Ben Bradshaw [https://beyondthebuildpod.com/e/5nz7zw68-equipment-washer-evp-ben-bradshaw] * Don't Put Lipstick on a Pig: Trey Griggs on the Marketing Mistake That's Costing You Millions [https://beyondthebuildpod.com/e/5nz7z278-trey-griggs-marketing-mistake-millions] Beyond the Build: Innovation in Construction is handcrafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=fame-client] This podcast is brought to you by FERO [https://feronow.com/].

AI Isn’t the Solution to Construction. Custom AI Is: Insights from Nick Bartella & Agostino Mastroianni

AI’s out here being thought of as the magic solution to every problem under the sun; construction included. But the real game-changer is custom AI. In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott welcome Nick Bartella and Agostino Mastroianni of Revalate AI Studio, to explore how customized AI processes can transform your bottom line and turn construction’s biggest operational headaches into competitive advantages.  What You’ll Learn: * How to shift from "nice-to-have" AI features to mission-critical agents that actually perform work * Why simplicity and customization drive adoption in a notoriously slow-to-change industry * The estimating agent framework that cuts research time from hours to minutes * How to maintain human control while leveraging AI intelligence * The generational productivity divide and how to bridge it * Why labor shortages make operational AI a competitive advantage Agostino is a Co-Founder at Revelate Studio, bringing over 20 years of experience as a licensed electrician, former project manager and electrical inspector. His deep construction industry expertise informs the development of AI agents designed to automate tedious workflows in construction management.  Nick is a Co-Founder at Revelate Studio with a background in process engineering and product development. He brings a systems-thinking approach to construction technology, focusing on identifying and automating the tasks construction professionals avoid or lack time for.  Previous guests include: Ben Bradshaw of Genie, Lindsey Trent of Next Generation in Trucking Association (NGT), Alex Poe of Chambr, Mike Murphy of Ally Fuels Inc., Galiano Tiramani of Boxabl Check out our three most downloaded episodes: * How This Ex-Hollywood Writer Is Disrupting a $100B Industry  [https://beyondthebuildpod.com/e/q80v1zw8-ex-hollywood-writer-100b-industry] * From Equipment Washer to EVP with Ben Bradshaw [https://beyondthebuildpod.com/e/5nz7zw68-equipment-washer-evp-ben-bradshaw] * Don't Put Lipstick on a Pig: Trey Griggs on the Marketing Mistake That's Costing You Millions [https://beyondthebuildpod.com/e/5nz7z278-trey-griggs-marketing-mistake-millions] Beyond the Build: Innovation in Construction is handcrafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=fame-client] This podcast is brought to you by FERO [https://feronow.com/].

Why Construction Is 1% Gains and a Thousand Cuts with Brad Robinson

In construction, there’s no silver bullet. Real progress comes from death by a thousand cuts: small, relentless improvements in systems, processes, and leadership. In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott are joined by Brad Robinson, a Founding Partner of Bradford Custom Homes & Remodeling, to discuss how operational excellence, intentional team leadership, and disciplined process improvements transform construction businesses from reactive to strategic. What You’ll Learn: * How to structure separate business entities for different construction verticals * The preconstruction planning phase as your margin insurance policy * How to hire for cultural fit and expertise simultaneously * Why your field teams need subject matter experts * The psychology of estimating and time allocation Brad Robinson is a visionary builder, investor, and entrepreneur redefining what it means to create lasting value in the construction industry. As Founding Partner of Bradford Custom Homes & Remodeling, Rover Construction, and several other ventures, Brad leads with precision, craftsmanship, and a forward-looking approach that blends tradition with innovation. Previous guests include: Ben Bradshaw of Genie, Lindsey Trent of Next Generation in Trucking Association (NGT), Alex Poe of Chambr, Mike Murphy of Ally Fuels Inc., Galiano Tiramani of Boxabl Check out our three most downloaded episodes: * How This Ex-Hollywood Writer Is Disrupting a $100B Industry  [https://beyondthebuildpod.com/e/q80v1zw8-ex-hollywood-writer-100b-industry] * From Equipment Washer to EVP with Ben Bradshaw [https://beyondthebuildpod.com/e/5nz7zw68-equipment-washer-evp-ben-bradshaw] * Don't Put Lipstick on a Pig: Trey Griggs on the Marketing Mistake That's Costing You Millions [https://beyondthebuildpod.com/e/5nz7z278-trey-griggs-marketing-mistake-millions] Beyond the Build: Innovation in Construction is handcrafted by our friends over at: fame.so [https://www.fame.so/?utm_medium=podcast&utm_source=bcast&utm_campaign=masters-of-community-with-david-spinks?utm_medium=podcast&utm_source=bcast&utm_campaign=fame-client] This podcast is brought to you by FERO [https://feronow.com/].