099 | Sales, Superintendents and Golf's Workforce Problem with Paul Hurst

BOOK A STRATEGY CALL In this episode of Leadership on the Links, we sit down with Paul Hurst, founder of Greens Pro and one of the golf industry's most recognizable voices in independent distribution. Paul shares his unlikely path from aspiring lawyer to university golf course assistant, and how that foundation shaped his passion for the sales and distribution side of the turf industry. Known for his sharp humor and unfiltered takes on X (formerly Twitter), Paul opens up about why he started creating content, what it really takes to build genuine partnerships with superintendents, and why the price-first approach kills relationships before they start. We also dig into one of the industry's most pressing challenges: the growing divide between well-funded clubs and the rest of the market, and what that means for recruiting, training, and long-term sustainability in golf course operations. Plus, Paul doesn't hold back on the PGA Tour's use of vendor volunteers, the culture conversation nobody wants to have honestly, and what separates truly great golf operations from average ones. If you're in turf, sales, or anywhere in the golf industry ecosystem, this is a conversation you won't want to miss. What You'll Learn in this Episode: How Paul went from a seven-year college journey to building Greens Pro into a respected independent distributor in the Midwest. Why leading with price is the fastest way to get ignored by a superintendent and what actually builds lasting vendor relationships. The growing talent and workforce crisis in golf, and why smaller facilities are getting squeezed out of the recruiting pipeline. What separates great golf course operations from average ones: it's not budget, it's presentation, detail, and a tight-knit staff. Paul's candid take on PGA Tour volunteer expectations for vendors and why he believes the model is fundamentally flawed. How a COVID-era music side hustle on Twitter helped Paul build a community, grow his business, and create content that resonates across the industry. Why culture is more than mission statements, and what real team culture actually looks like on the ground. Links and Resources Paul Hurst on X (Twitter): @GreensPro Greens Pro: greensproturf.com Bloom Golf Partners: bloomgolfpartners.com