Epic Entrepreneurs

Great Merch Starts With Better Questions And Better Process with Eliza Webster

Most people think a print shop makes money by “just printing shirts”. The truth is a lot more human and a lot more useful if you’re trying to grow a business without betting everything on one giant client. I’m joined by Eliza Webster, Sales Director at Cotton Street Apparel, a Winston-Salem, North Carolina screen printing and embroidery shop that helps everyone from local events to nationwide organisations build merch lines, uniforms, and promotional products that actually get worn.  We talk about how Cotton Street evolved from band merch roots into a professional custom apparel company, and what they’d do differently starting from scratch: tighter SOPs, clearer team standards, and better early conversations with customers. Eliza shares how asking “Where are we going with this?” turns a once-a-year order into steady, predictable revenue, and why chasing a single “white whale” account can quietly put your cash flow at risk.  Eliza also breaks down one of the biggest myths in custom T-shirt printing: markups aren’t about yachts and Bugattis, they’re about skill, equipment, quality control, and getting the details right when it matters. We get into outreach and sales habits like cold calling, planning with a printing-specific CRM (Sales Inc.), and building relationships across the industry instead of treating everyone like a competitor. You’ll also hear a simple mindset reset for overwhelmed leaders, plus what’s next for Cotton Street, including their community partnership with Camel City Goods and upcoming local events.  If you got value from this, subscribe, share it with a business owner who needs steadier growth, and leave a review so more entrepreneurs can find the show. What part of the merch and sales process do you want to improve first? Contact info: eliza@cottonstreetapparel.com https://www.cottonstreetapparel.com/ [https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fus-west-2.protection.sophos.com%2F%3Fd%3Dcottonstreetapparel.com%26u%3DaHR0cHM6Ly93d3cuY290dG9uc3RyZWV0YXBwYXJlbC5jb20v%26p%3Dm%26i%3DNjg3Nzk0ZDQ1YWQ3NjEyOTEyMDYxOWVh%26t%3DMjJDWm9UWFZqcWQ1VUZOeUdNMHhBaFNHekpiUnJvOVRUZWw4NDFpZExubz0%3D%26h%3Dbb9f4a92b77e4976809a58a031d87424%26s%3DAVNPUEhUT0NFTkNSWVBUSValwTbFzBg9EN2Vrmw4HxtuTRTjfJvlVMT4QlHLWlFpvw&data=05%7C02%7Ccyndimadden%40actioncoach.com%7C1b947ff4709d4347247a08de7ec3ea12%7Cfc563d52023b4149bb900a3df1a524f0%7C1%7C0%7C639087580018838598%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C60000%7C%7C%7C&sdata=F6zCQktqg0v0Oru8ZkXAmTJAC7c5I8Y%2BBxR8UA4Po3I%3D&reserved=0] https://www.instagram.com/cottonstreetapparel/ [https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fus-west-2.protection.sophos.com%2F%3Fd%3Dinstagram.com%26u%3DaHR0cHM6Ly93d3cuaW5zdGFncmFtLmNvbS9jb3R0b25zdHJlZXRhcHBhcmVsLw%3D%3D%26p%3Dm%26i%3DNjg3Nzk0ZDQ1YWQ3NjEyOTEyMDYxOWVh%26t%3DUnFZZ2VteTc2SnJkelhhM1RLallLR25jcW4wcHlwdnFRL0xuQnpTb1o5cz0%3D%26h%3Dbb9f4a92b77e4976809a58a031d87424%26s%3DAVNPUEhUT0NFTkNSWVBUSValwTbFzBg9EN2Vrmw4HxtuTRTjfJvlVMT4QlHLWlFpvw&data=05%7C02%7Ccyndimadden%40actioncoach.com%7C1b947ff4709d4347247a08de7ec3ea12%7Cfc563d52023b4149bb900a3df1a524f0%7C1%7C0%7C639087580018871112%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C60000%7C%7C%7C&sdata=yufpuHdCPNQgHQGcE9vSb%2FTeXOFgKFCsHBHW2jYzSSU%3D&reserved=0] Thanks for Listening. You may contact me or our team at https://billgilliland.biz/ All the best! Bill Please hit the subscribe button, leave us a 5 star review,  and share this podcast. You can reach me at williamgilliland@actioncoach.com or at https://billgilliland.biz/

Behind the Cabinets: The Real Work of Building a Trades Business with Brandon Laney

Most people see a finished kitchen and assume the business behind it runs like clockwork. We sit down with Brandon Laney of Progressive Cabinets to talk about what it really takes to run a high-end custom cabinetry company: the late nights, the constant problem solving, and the pressure of knowing your name is on every door, drawer, and install. Brandon shares how he grew up in a cabinet shop, pursued computer networking, then pivoted when the 2008 economy changed what felt “safe” to build a career on. We get into the nuts and bolts of small business growth in the trades, including outsourcing early production, deciding when to bring work in-house, and how a CNC upgrade can expand capacity. Along the way, he explains why word-of-mouth marketing is still the lifeblood of a custom cabinet shop, and why strong relationships with homeowners can be a competitive advantage you can’t copy. We also talk leadership and real-life balance. Brandon breaks down what he hires for (soft skills, reliability, attention to detail), how he keeps morale up by being in the trenches with his team, and why the myth of the “rich business owner with endless vacations” misses the point. He offers honest advice for anyone feeling stuck or overwhelmed: slow down, pray or pause, and call another owner who’s been through the same roller coaster. If you care about entrepreneurship, skilled trades, woodworking, custom cabinets, and building a business that lasts, subscribe for more conversations like this, share the episode with a friend, and leave a review so more builders and owners can find us. Contact info: progressivecabinetsllc.com [https://progressivecabinetsllc.com/]brandon@progressivecabinetsllc.com Thanks for Listening. You may contact me or our team at https://billgilliland.biz/ All the best! Bill Please hit the subscribe button, leave us a 5 star review,  and share this podcast. You can reach me at williamgilliland@actioncoach.com or at https://billgilliland.biz/

A Slow First Year Taught Him How To Price Jobs Hire Well And Keep Going with Joseph Johnson

People love to say “just start a service business” like the hard part is buying a ladder and printing a logo. Then the phone goes quiet, the insurance bill hits, an employee calls out, and a commercial client still expects the job done on time. That is why our conversation with Joseph Johnson from JMJ Painting and Maintenance LLC lands so well. Joe is a combat veteran and Chattanooga painting contractor who tells the truth about what it takes to build a legitimate, professional business that can actually last. We dig into the behind-the-scenes costs that customers rarely notice when they compare painting estimates: licensing, insurance, workers’ comp, scheduling risk, and the time it takes to price jobs fairly. Joe walks us through the marketing channels that bring real leads for local home services, including BNI networking, the Nextdoor app, Google Business Profile visibility, social media, and the simple power of finally getting a website. He also shares lessons learned the hard way about hiring, vetting, and adjusting leadership style so a team can meet high standards without burning out. The most eye-opening part is what Joseph hears from customers right now: painters taking large deposits then not showing up, changing numbers, and disappearing. He explains how he protects customer trust by communicating clearly and asking for payment when the job is complete, plus a review and referral discount system that turns great service into steady word of mouth. If you care about small business growth, local SEO, and building a contractor brand on integrity, listen through to the end for what’s next for JMJ and how to connect. Subscribe, share this with a business owner who needs it, and leave a review with your biggest takeaway. Guest Contact info: Email: honor1956.jj@gmail.com [honor1956.jj@gmail.com] Website: jmjpaintingandmaintenancellc.com [http://jmjpaintingandmaintenancellc.com] Thanks for Listening. You may contact me or our team at https://billgilliland.biz/ All the best! Bill Please hit the subscribe button, leave us a 5 star review,  and share this podcast. You can reach me at williamgilliland@actioncoach.com or at https://billgilliland.biz/

From Chemistry to Construction: Jim Box on Building JWB Remodeling

Jim Box of JWB Building and Remodeling shares his journey from a chemistry career and hazardous waste work into construction, where he has spent the last 25 years building a business around quality craftsmanship, adaptability, and word-of-mouth growth. He talks candidly about the challenges of entrepreneurship, the shift from print to digital marketing, the importance of insurance, planning, and discipline, and why being good at the work helps create your own luck. Guest contact info: sdbuilderguy@gmail.com Thanks for Listening. You may contact me or our team at https://billgilliland.biz/ All the best! Bill Please hit the subscribe button, leave us a 5 star review,  and share this podcast. You can reach me at williamgilliland@actioncoach.com or at https://billgilliland.biz/

From Franchise to Growth: Daryl Turner of Grounds Guys Boiling Springs

Daryl Turner shares how Grounds Guys of Boiling Springs, South Carolina has grown into a customer-focused, one-stop landscaping and yard services company built on communication, training, and quality work. He talks about the value of franchise support, hiring reliable team members, staying organized with planning and schedules, and growing steadily without sacrificing service. Guest contact info: daryl.turner@groundsguys.com Thanks for Listening. You may contact me or our team at https://billgilliland.biz/ All the best! Bill Please hit the subscribe button, leave us a 5 star review,  and share this podcast. You can reach me at williamgilliland@actioncoach.com or at https://billgilliland.biz/