505: Why Do New Contracting Companies Fail and What Does Justin Brach Recommend | The D2D Podcast

In this episode of The D2D Podcast, Hunter Lee sits down with Justin Brach, CEO of SubcontractorHub, to break down what new and struggling door to door reps often miss about the contracting world. Justin brings nearly two decades of experience building and rescuing large construction organizations.

Justin explains why so many contractors and solar companies collapse when they scale too fast, especially when teams chase volume without understanding cash flow, WIP timelines, and the dangers of becoming asset heavy. He also shares how SubcontractorHub solves this by connecting sales orgs and EPCs into one ecosystem, improving transaction speed and allowing reps to work with multiple installers under one roof.

Reps will hear timely perspectives on AI in sales, why it will never eliminate door to door, and how AI is reshaping permitting, project management, lending, and operational efficiency behind the scenes. Justin breaks down how the most sustainable companies grow by staying capital efficient, compressing timelines, and putting customer outcomes above quick wins.

You’ll find answers to key questions such as:

• What causes new contracting and solar companies to fail when trying to scale fast?
• How does being asset light and capital efficient protect a D2D sales business?
• Why will AI never replace door to door sales reps?
• How do WIP timelines and cash flow delays impact installs and commissions?
• How can reps benefit from a decentralized platform that connects them to multiple EPCs?

Connect with Justin Brach

Website: https://subcontractorhub.com
Instagram: @SubcontractorHub

🗓️ Mark your calendars: D2DCon 9 lands in Salt Lake City, Utah | Jan 22 - 24, 2026. Lock in your spot at
https://d2dcon.com/?el=pod-shownotes-ep505&utm_medium=organic&utm_source=podcast&utm_campaign=d2dcon9

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