What does it take to grow a commercial vehicle company while building strong, lasting partnerships in a competitive industry?

In this episode, Kyler and John sit down with T.J. Matijevich, Chief Revenue Officer at Model 1, whose journey spans years of rapid expansion and industry shifts. T.J. shares insights on how Model 1 has built trust with dealers, tackled new market segments, and handled the challenges of transitioning into the non-passenger space.

Tune in to learn how Model 1 approaches dealer relationships, strategic acquisitions, and the evolving commercial vehicle landscape.

Key Takeaways:

1. Prioritize Rapid Problem-Solving to Build Trust: Resolve customer issues swiftly by taking ownership, regardless of the root cause, to minimize downtime and reinforce trust and loyalty with your clients.
2. Make Calculated Growth Moves through Strategic Opportunities: Embrace an entrepreneurial mindset by balancing planned acquisitions with seizing timely opportunities, enabling sustainable growth and diversification in product offerings.
3. Adapt and Expand into New Market Segments: Leverage existing infrastructure to enter adjacent sectors, streamlining processes and reducing vendor dependencies to meet evolving industry needs and ensure long-term growth.

Timestamps:
(00:00) Meet TJ Matijevich
(01:24) Model 1’s rebranding and growth story
(04:46) Model 1’s strategic decisions during the financial crisis
(08:06) Sales strategies across customer segments
(09:48) Model 1’s consumer market experiment
(14:59) Talent acquisition for new market segments
(16:41) Entering new product markets
(20:04) How partner support evolved as Model 1 scaled nationally
(29:08) The complexity of multi-partner vehicle service
(31:53) Learning from past mistakes in electrification
(34:46) Model 1’s strategic expansion in non-passenger markets
(36:27) Localizing upfitting services to enhance customer experience
(41:06) Model 1’s vision and future bets

What does it take to transform a seemingly unexciting product into a lifestyle brand?

In this episode, John and Kyler chat with Brendan Church, Chief Marketing Officer at Legend, to uncover how he turned van liners into a premium, engaging brand that connects with its customers in unexpected ways. Brendan shares the creative strategies that helped Legend stand out in a traditional market and how staying close to the details keeps his team passionate and ahead of the game.

You’ll also hear the power of storytelling in building strong customer loyalty.

Key Takeaways:

1. Leverage Storytelling to Drive Brand Loyalty: Focus on authentic storytelling to connect with your customers and build strong relationships. Consider highlighting real customer experiences to create a sense of loyalty that goes beyond just selling a product.

2. Balance Creativity and Strategy for Maximum Impact: While traditional marketing metrics matter, don’t let them stifle creativity. Encourage your team to take bold risks, experiment with new ideas, and prioritize action.

3. Stay Close to Your Product and Customer: Keep your marketing team closely involved with the product and the customer experience. Regularly engaging ensures your campaigns stay relevant, authentic, and aligned with real-world customer needs.

Things to listen for:

(00:00) Meet Brendan

(07:10) "Legends of the Road"

(08:32) Rebranding to Legend

(13:26) Be bold and try new things

(19:14) Tailoring messaging for different audiences

(25:20) Key roles every successful marketing team should have

(30:00) The power of visual storytelling

(32:21) How Legend plans and brainstorms content

(37:13) Ditching traditional marketing metrics

(38:46) The power of word-of-mouth marketing

(45:13) Advice for marketers seeking leadership buy-in

How do you shift from a single industry focus to dominating multiple markets?

In this episode, John and Kyler sit down with Jarod Lippert, Chief Marketing Officer at Lippert, to explore the company’s journey from manufacturing housing to becoming a leader in the RV, marine, and automotive industries. Jarod discusses how the shift from B2B to B2B2C has changed their marketing approach, the importance of brand recognition, even in OEM-driven environments, and how his team stays focused on what really moves the needle.

You’ll also learn about brand strategy, innovation, and the art of staying ahead in a fast-evolving market.

Key Takeaways:

1. Diversify for Long-Term Success: Embrace diversification to mitigate risks and expand into new markets. This way, you ensure your business isn’t overly reliant on a single industry or product line.

2. Focus on Brand Recognition in B2B2C Markets: In OEM-driven environments, consider building consumer brand recognition that helps your products stand out, even if your end customer isn’t the direct buyer.

3. Double Down on Innovation: Whether it’s products, processes, or culture, continuous innovation will set you apart in competitive markets and help maintain the lead.

Timestamps:

(00:00) Meet Jarod

(01:49) Lippert’s evolution from RV to diversified industries

(11:49) Brand recognition challenges in the RV industry

(15:04) Lippert’s acquisition strategies

(18:30) Leveraging brand equity from acquisitions

(20:19) Why brands can’t fake it anymore

(23:28) How Lippert prioritizes projects

(26:09) Learning from product failures and trusting gut instincts

(32:21) Lippert’s five pillars

(35:54) The importance of culture and leadership

(40:15) Managing employee expectations post-acquisition

(44:09) Brand architecture challenges with OEM commitments