The Mulder Life Podcast – Ep 163: “Someone Else is Cheaper”: How to Respond Without Losing Your Mind

Host: Andy Mulder
Date: April 1, 2026

Episode Overview

In this lively live-recorded episode, Andy Mulder fields listener questions on landscaping, equipment, business practices, and even a bit of life advice. The episode centers on practical responses to one of the most common hurdles for contractors—clients shopping for a cheaper price. Alongside this main topic, Andy dives into his search for the perfect forklift, discusses experimenting with new hybrid edging products, offers wisdom on warranties, efficiency tips, and famously, shares stories about his newly acquired black swans.

Key Discussion Points & Insights

1. Live Show Vibes and Community Growth

Timestamps: 01:08–04:00, 06:00–08:00

• Andy expresses gratitude as live viewership grows: from just a few to well over a dozen on YouTube.
• Sets the tone for an open Q&A, emphasizing inclusivity for new and long-term listeners.
• Shares personal context: scheduling adjustments due to family and school events—highlighting the importance of work-life balance for business owners.

2. Experimenting with Edging: Moving Beyond Concrete

Timestamps: 08:15–13:20

• Responding to a question about his favorite non-concrete edge restraint for pavers, Andy reveals plans to try Pave Tool’s new hybrid edging.
• Details his experience with concrete edging, noting the rare issues seen during drought conditions.
• Expresses his philosophy on product testing:

  “I’m not going to, you know, get paid to tell you it’s the best thing you’ve ever seen in your life. That’s not how it works here at Mulder Outdoors, so we’ll see.” (09:54)

3. The Hunt for the Ideal Forklift

Timestamps: 13:20–20:30; 27:54–33:00

• Andy is in the market for a pneumatic forklift with side-shift and a three-stage mast, ideally Toyota or Hyster, with a 5,000–6,000 lb capacity.
• Explains his proactive purchasing approach ahead of his new shop build—buying key equipment now, before the big expenses hit.

  “What I’m trying to do is buy the things that when I get to the end of the build, I most likely won’t have the money for…” (13:33)

• Shares frustrations with construction permit delays:

  “There’s so many things that we’re… There’s one thing that we’re waiting on, and because of that, they won’t let me do anything.” (15:58)

• Discusses buying used equipment via Facebook Marketplace, both pros (great finds, deals) and cons (potential for regret, maintenance concerns).

4. Delivery vs. Pickup for Materials

Timestamps: 20:35–24:30

• Strongly advocates having materials delivered to maximize profit and efficiency:

  “We are not a delivery service… You make money on the job site. You don’t make money going to pick up materials.” (21:45)

• Emphasizes including delivery fees in job quotes, especially for plant materials—which require careful handling.
• Talks about establishing systems for inventory and restocking, considering QR code solutions for efficient reordering as the company grows.

5. Crafting Warranties That Protect (and Limit)

Timestamps: 24:32–27:45

• Details Mulder Outdoors’ five-year warranty for craftsmanship, after years experimenting (including a brief 10-year warranty period).
• Importance of clear contracts and explicit terms—settlement exclusions on new construction overdig, expectations on compaction depending on area practices.

  “I wish the contract was, you know, a half a page long, but it’s not the world we live in, unfortunately.” (27:39)

6. Business Expansion, Growth, and “Scaling”

Timestamps: 52:40–57:15

• Andy reflects on the concept of "scaling":

  “I feel like the word scaling is a big buzzword right now. I don’t know why, like everywhere: ‘Let me help you scale…’” (53:05)

• Highlights the crucial role of the right people in growing any service business, both in the field and in the office.
• Emphasizes that business growth is personal—don’t scale just because everyone else is.

7. How to Respond When a Client Says Someone Else Is Cheaper

Timestamps: 47:18–52:35

• Core advice: Be professional, accept graciously, and never negotiate solely on price.
• Andy’s script:

  “Honestly, the best thing that I have found over the years is just accepting it and say, okay, I understand, Mr./Mrs. Smith, I thank you for your time. And if you change your mind or something, just please let me know.” (47:36)

• Stresses not to get drawn into price wars or emotional arguments:

  “Don’t do that. Because the second you do that, then they know that they have you and then they think you are overcharging them…” (49:15)

• Suggests negotiation is only ever on scope, not on cutting into a fair price.

8. Building Projects and Personal Updates

Timestamps: 33:00–37:00

• Plans for a new shop: 60’x150’, possibly 18’ or 20’ walls, mezzanine and office space, uncertain due to ongoing county permit delays.
• Affirms focus: Let construction professionals handle the build; business focus stays on landscaping.

9. Swan Lake: The Mulder Swans

Timestamps: 37:00–47:00

• Lighthearted segment where Andy tells the story of his new black swans, bought to control geese and also “because they’re cool.”

  “And really, 50% of this is because they’re cool… and I think it’s just so cool to have swans. And I got black swans.” (39:26)

• Details: Swans kept penned initially, should keep geese out, might breed, and have their wings clipped so they don’t fly away.
• Playful banter with listeners who suggest names for the swans and joke about becoming a “swan dealer.”
• Andy’s self-reflective humor on making “extra” decisions as a middle child.

10. Favorite Equipment & Design Software

Timestamps: 33:00–36:00

• Andy recently purchased a ride-on floor scrubber from a reputable refurbisher.
• Recommends Unilock’s UVision software (Real Time Architect rebranded) for design work.

Notable Quotes & Memorable Moments

• “You make money on the job site. You don’t make money going to pick up materials. The delivery fee should…be built into the price of the job…” (21:45, Andy Mulder)
• On negotiating pricing:
  “I don’t price a job anticipating someone’s going to ask for it to be cheaper. Like, I don’t do it like that. This is the price to do the job.” (49:11, Andy Mulder)
• Joking about equipment therapy:
  “Anytime I would have an employee that quit or was a no call, no show… I would go out and buy a piece of equipment that same day and just replace them mentally…” (30:44, Andy Mulder)
• Regarding the swans:
  “My wife always jokes with me that I’m extra. I’m a middle child, and so I’m extra. That means I just—you know, I have three excavators, I have two swans because I’m extra. That’s what she would say.” (41:44, Andy Mulder)
• On growth:
  “The great thing about owning your own business is you can do it however you want to do it…” (54:22, Andy Mulder)

Important Timestamps

• Edging Experiences: 8:15–13:20
• Forklift/Purchasing Strategy: 13:20–20:30
• Delivery Efficiency Tips: 20:35–24:30
• Warranty & Contracts: 24:32–27:45
• Shop Plans & Building Delays: 33:00–37:00
• Swan Story: 37:00–47:00
• Handling "Cheaper" Clients: 47:18–52:35
• Scaling & People: 52:40–57:15

Tone & Approach

Andy keeps the tone warm, candid, and honest—never shying from sharing his own experiences, quirks, or lessons learned the hard way. The episode seamlessly blends hardscape tech talk, business wisdom, friendly humor, and his own personal journey, making it equally helpful for seasoned business owners and eager newcomers.

Summary

This episode delivers practical advice for landscaping contractors—centered on the right way to handle price-shopping clients—while also providing lively stories and relatable wisdom on equipment, contracts, warranty structure, and efficient job-site practices. Andy’s candor and humor shine, especially during the segment on his new black swans, rounding out a well-paced show full of learning and laughs for landscape pros.