Clay Hudspeth of HudX Excavation takes us on a journey through his entrepreneurial evolution, sharing the wisdom gained from over 25 years in the blue-collar world. After building a successful landscaping business with multiple crews, Clay completely restructured his approach with his excavation company, focusing on quality over quantity and implementing a strategic business model designed with an exit strategy in mind.
Clay's refreshingly honest perspective cuts through typical business advice, revealing how keeping overhead manageable and maintaining a small, focused team allows his company to deliver exceptional service at competitive prices. "There are a lot of companies out there that have grown to a point where their overhead can equal almost what the job is going to cost very quickly," he explains, highlighting the sweet spot his company occupies between small operations and large contractors.
The conversation delves deep into the challenges of customer relationship management, with Clay offering remarkable insights on navigating the complex dynamics between contractors and homeowners. His approach to transparent communication, honest pricing discussions, and genuine follow-through has built HudX's stellar reputation. "Just asking them what they like and repeating it later makes them know you were listening," Clay shares, emphasizing how these seemingly simple practices put his company ahead of competitors.
Perhaps most valuable is Clay's perspective on perseverance through business challenges. "In the 25, 30 years I've been doing this, the things I can remember having major worries about are just water under the bridge now," he reflects, encouraging listeners to maintain their integrity through difficult situations. His experience shows that properly handled problems often transform challenging customers into your strongest advocates.
Ready to transform your blue-collar business approach? Listen now to gain actionable strategies from someone who's navigated decades of industry evolution and learned what truly matters for sustainable success.
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More About this Episode
The Art of Building a Profitable Blue-Collar Business: Lessons from 25 Years in the Dirt
The blue-collar world is full of grit, hustle, and hard-earned wisdom—and few embody that spirit better than Clay Hudspeth of HudX Excavation. In this episode of the Blue Collar Business Podcast, I had the pleasure of sitting down with Clay to talk about labor, legacy, and the evolution of blue-collar entrepreneurship. What came out of that conversation was a masterclass in managing growth, delivering quality, and staying profitable in an industry that's often more chaos than clarity.
Let’s break down some of the key insights from Clay’s 25+ years in the field and how he’s structured HudX to not just survive—but thrive.
From Landscaping to Excavation: A Strategic Pivot
Clay didn’t just fall into excavation. He spent two decades running a landscaping company, grinding through everything from design work to multi-crew coordination. But despite the success, something was missing: a plan. A vision for what the business would look like in five or ten years. And, crucially, a strategy for exiting with value.
That lack of structure led to a critical realization—if you’re going to pour your life into a business, it better give something back when you’re ready to step away.
So Clay shifted gears. HudX Excavation was born out of the idea that a leaner, more efficient, and more systemized business could deliver high-quality work without the burden of bloated overhead or complicated labor structures. Instead of multiple crews, HudX relies on a tight-knit team of three, including Clay himself.
Key Insight: Smaller Teams, Bigger Profits
A recurring theme in our talk was the power of simplicity. HudX operates with a small, skilled team that punches above its weight. Instead of constantly hiring and managing dozens of employees—a major source of headaches and burnout—Clay keeps his crew lean and efficient.
This low-overhead model allows him to:
- Deliver high-quality, personalized service
- Stay nimble and responsive
- Keep cash flow consistent
- Retain control of job quality and reputation
For any contractor who's felt overwhelmed by payroll stress or the revolving door of unreliable labor, this model offers a fresh perspective. As Clay put it, “The profitable sweet spot is you and five guys, doing a dang good job.”
Planning with the Exit in Mind
Too many contractors build their businesses like they’ll live forever—but without systems, processes, or long-term strategy, there’s nothing to sell when you’re done. Clay was honest about learning this the hard way.
Now, with HudX, he’s laying the foundation for a sellable asset. That means clean books, clear processes, defined services, and a sustainable client base. Whether he exits in five years or fifteen, HudX is built to outlast him.
This is a lesson worth shouting from the rooftops: If your business can’t run without you, it’s not a business—it’s a job.
Cash Flow is King (and So Is Communication)
We talked a lot about managing labor and finances, especially how critical it is to stay paid and stay flexible. Clay works with contractors who value transparency and don’t nickel-and-dime him. That allows HudX to work directly with homeowners once the build reaches the landscaping stage—giving him both flexibility and consistent income.
This dual-relationship setup is rare but powerful: trusted by contractors, respected by homeowners. How? Simple: communication.
From showing up when he says he will, to listening carefully to client requests, Clay has built a reputation on doing what he promises and staying in constant contact. That trust becomes currency—and in the contracting world, it’s worth more than gold.
Building Reputation One Job at a Time
Word of mouth built HudX, and Clay knows it. Every job is a billboard. Every interaction is a referral opportunity. From the $300 load of topsoil to the $50,000 pool dig, he treats every customer with the same care.
This isn’t just good business—it’s smart marketing. While others throw money at Google ads and SEO without a clear plan, Clay focuses on building long-term client relationships. And when the big jobs come along, he’s top of mind—not because he shouted the loudest, but because he delivered the best.
The Balancing Act of Labor and Overhead
Let’s face it: managing labor in today’s world is no joke. There’s a massive gap in the labor force, and too many contractors are stuck in a cycle of hiring and firing with little consistency. Clay’s solution? Avoid the mess altogether by building a business model that doesn’t require an army to run.
And that starts with keeping overhead low. Fewer trucks. Fewer machines. Fewer headaches. This allows HudX to weather the ups and downs—because feast-or-famine is real, and your business needs to be lean enough to survive the lean times.
When Things Go Sideways: Integrity is Everything
Let’s be real—stuff goes wrong on jobs. Materials fail. Weather hits. Clients change their minds. But it’s not the mistake that defines you—it’s how you handle it.
Some of HudX’s most loyal clients today are the ones where something didn’t go right at first. Clay owned it. Fixed it. Communicated. That kind of integrity travels fast in small towns and construction circles. It’s also what separates a fly-by-night contractor from a trusted brand.
The One Thing That Matters Most
Toward the end of our conversation, I asked Clay what advice he’d give to a guy stuck in the mud—whether that’s literally in a trench or mentally stuck in doubt and overwhelm. His response?
Keep moving. Don’t lose who you are.
Because, in the end, the days pass. The tough times fade. What’s left is your integrity, your relationships, and your reputation. The rest can be rebuilt.
Final Thoughts
Clay Hudspeth and HudX Excavation are proof that you don’t need to scale wide—you can scale smart. A smaller team, a clearer plan, and a bigger focus on doing the little things right—that’s the recipe for long-term success in blue-collar business.
So whether you’re running five crews or swinging a shovel solo, take a page from Clay’s playbook:
- Plan with the end in mind.
- Keep your overhead low.
- Communicate like a pro.
- Treat every customer like they matter—because they do.
This is what the Blue Collar Business Podcast is all about: sharing hard-won lessons from the field to help you build a business that works just as hard as you do.
Until next time, keep grinding, keep learning, and keep building something worth passing on.
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