00:00 – Stacey’s Journey as a Female Leader in Snow Sales
Jack Jostes:
You’re one of the few female directors of sales that I’ve met in the snow industry. What’s that like, and what was it like getting to this point?
Stacey Hinson:
At the beginning, when you meet certain people, you go through hurdles—especially if you’re walking a site with a potential customer. They might assume the office sent a secretary or admin and that you don’t actually know anything about plowing. Once they realize I do, and we start talking through operations, the conversation turns quickly. It’s actually easier to earn their trust once they see you know your stuff.
It’s not a problem anymore. I don’t feel awkward sitting at the table with mostly men—it just is what it is.
00:52 – Starting at Snow Systems During the 2008 Recession
Jack Jostes:
Welcome back to the Landscaper’s Guide! Today I’m joined by Stacey Hinson, Director of Sales at Snow Systems, who’s sold over $50 million in commercial snow contracts. Stacey, tell us about your background—where are you from, and how did you get into the snow business?
Stacey Hinson:
I grew up in the Chicago suburbs. Snow Systems was actually a customer of mine when I worked for a small business during college. When the economy crashed in 2008, I came over to Snow Systems as the office manager.
I started learning about sales, became a sponge, and absorbed everything I could. Within a year, I sold my first major account—and it’s just grown from there.
02:12 – From Criminal Justice to Commercial Snow Sales
Jack Jostes:
Where did you go to college?
Stacey Hinson:
I went to Columbia College and majored in criminal justice with an emphasis on death investigation.
Jack Jostes:
That’s quite a leap! I’ve met several people who studied criminology and ended up in sales. How are they similar?
Stacey Hinson:
Honestly, it’s just coincidence. I wanted to work in a coroner’s office, but the pay wasn’t great. When I joined Snow Systems, it was a better opportunity. I didn’t plan this career path—it just happened—but I love it now.
03:38 – What Snow Systems Does and How It Operates Nationally
Jack Jostes:
For people who don’t know, what is Snow Systems, and what do you do there?
Stacey Hinson:
We started in Chicago but now operate in 44 states. I manage everything customer-related—from sales to communication to client retention.
We’re one of the few national snow companies that self-performs more than we subcontract. We’ll partner with local service providers where needed but often provide the heavy equipment ourselves. It’s a hybrid model that keeps quality and control high.
06:37 – How Honesty and Communication Win Long-Term Clients
Jack Jostes:
What sales tips do you give your team that really work?
Stacey Hinson:
First—don’t lie to the customer. Don’t tell them one thing to make a sale and flip the script later. If they have unrealistic expectations, talk them through it.
For example, some say, “I don’t want the snow to ever hit the ground.” That’s not realistic—you can’t catch it in the sky! So I explain exactly how the process works.
If your crews are delayed during a storm, communicate. Tell the client what’s going on. They’ll respect you more for being upfront than for hiding problems.
Jack Jostes:
I love that. There’s a saying I share with my team—“Bad news gets worse with age.” The sooner you tell the client, the better.
Stacey Hinson:
Exactly. That applies to any industry. Be honest early, fix the problem, and your clients will stay loyal.
09:18 – Scaling Snow Systems From Chicago to 44 States
Jack Jostes:
You’ve helped drive $50 million in sales. What do you think made that possible?
Stacey Hinson:
A lot of it comes down to reputation. Snow Systems has been around since 1979 with the same ownership. The company’s reliability and equipment make my job easier.
When a customer needs something special—like unique equipment—we’ll provide it if it makes sense. That kind of support builds trust and long-term partnerships.
Jack Jostes:
Are you self-performing everywhere?
Stacey Hinson:
Almost. We still use service partners where labor is hard to find, but even then, it’s a hybrid model—we supply the equipment, and trusted partners handle operations. That control helps us maintain quality nationwide.
11:18 – Jack’s Story: How Ramblin Jackson Grew Through Niching Down
Stacey Hinson:
Jack, how did you start Ramblin Jackson and grow it to where it is now?
Jack Jostes:
We started like many landscape companies—doing the work. I freelanced doing marketing and SEO, and over time built a team. I became what I call an “accidental employer” and learned the hard way about hiring, taxes, and leadership.
A business coach helped me find my niche—landscaping. I’d worked at Pesche’s Flowers in Des Plaines for years, so I already understood the green industry.
That niche focus helped us grow nationwide, just like Snow Systems, and now we specialize in helping snow and landscape companies grow through marketing.
14:19 – Why Snow Sales Are About Service, Not Selling
Stacey Hinson:
When I started selling snow, I didn’t want to be a salesperson. But I realized—it’s a service business, not a product push. Every property needs snow removal, so it’s about relationships and reliability, not hard selling.
15:23 – Final Takeaways: Loyalty, Pride, and Relationships That Last
Jack Jostes:
What’s your biggest takeaway for snow and landscape pros?
Stacey Hinson:
Have pride in what you do and be loyal. Business success comes from relationships, honesty, and communication. When clients know they can trust you, they often skip the bid process and renew automatically.
16:38 – Why Basic Follow-Up and Integrity Still Win in Sales
Jack Jostes:
Why do so many people fail at the basics—like returning calls and following through?
Stacey Hinson:
I don’t get it. Some think they can lie or skip details without getting caught. But it always surfaces—maybe it’s an unplowed area or a broken promise.
When issues happen, be honest. Fix it. Pay for it if needed. That’s how you keep clients. It’s always easier to retain them than replace them.
17:33 – Connect With Stacey Hinson
Jack Jostes:
How can people get in touch with you?
Stacey Hinson:
You can share my contact info:
Jack Jostes:
Thanks, Stacey. I love working with companies like Snow Systems that are doing great things in the industry.
If you want to grow your sales and marketing, book a 15-minute brainstorm at landscapersguide.com/brainstorm.
Connect With Today’s Guest:
???? Snow Systems: https://www.snowsystems.com
???? Connect with Stacey Hinson: https://www.linkedin.com/in/stacey-hinson-39440957
???? stacey.hinson@snowsystems.com
???? (847) 808-7800
???? Instagram: https://www.instagram.com/snow_systems_nationwide/
???? Facebook: https://www.facebook.com/snowsystems
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