Tuesday, 31 October 2017

The Importance Of Site Documentation

Files on computer

So many times, I gather with snow contractors from around the country and the topics discussed are rather predictable. Low-ballers, finding good help and getting sued. Those, in my experience, are generally the top three. Everybody moans and groans about them, and ideas get kicked around, but no real resolutions come to the forefront.

I generally talk about what can occur to snow contractors if they get sued. Now, just so we’re clear — most of the lawsuits brought about involve liability and whether or not the snow contractor did what was prudent in some particular circumstance that may have led to someone experiencing a lost-time or lost-wage accident (translation: slip-and-fall accident).

How can this be avoided? Of course, everyone knows that in today’s litigious society, anyone can sue anyone for just about anything. As I have said often, it isn’t a matter of if you’ll get sued as a snow and ice management contractor, it’s a matter of when. Once the suit occurs though, it then becomes a matter of protecting yourself as best you can under the circumstances. It does happen where the snow contractor makes mistakes that create or exacerbate an unsafe condition. In those instances, having insurance is a blessing. However, if you have done as you should and can prove it — the risk of a substantial payout can be mitigated even if not eliminated.

Recent statistics indicate that contractors who follow and abide by the ANSI/ASCA A-1000 System Requirements for Snow and ice Management find their insurance carriers’ pay-out substantially less than contractors who don’t abide by any standards whatsoever. Even the SIMA Best Practices are a better bet than following no standards, or following your nose. Those contractors who say “I’ve been at this for 30-plus years and I know all there is to know about plowing snow and melting ice” are often fooling themselves into thinking that makes them an educated snow contractor.

Process, products, materials and equipment change over time as enterprising individuals and organizations come up with new ways to approach the business. Additionally, nowadays a decent contractor will document some, if not all, of their activities on any given site.

Keep Details Of Every Site, Every Day

I’ve heard the question asked: “If I don’t document what I’ve done on a site, does that make me a bad contractor?” Not necessarily. However, if you think about it — to say “I remember exactly what I did on this particular site 4 years, 2 months and 6 days ago at 11:15 a.m. in the back corner of the lot” is suspect, at best. Memories are fallible, especially to a snow contractor who might be up for days fighting a storm, or a series of storms. Documentation can attest to reality and give the wise contractor an edge on actually being able to accurately verify or testify to the events of any particular day and time.

Documenting does not make you a great snowplower, but it does mean you can attest with some authority as to what transpired on any given day on any given site.

Follow recognized standards. Read the trade magazines. Get educated. Document what you do. Be a professional who recognizes that “things change” and keep up with those changes. This is a very good step toward avoiding costly lawsuits — and to keep sites you are responsible for maintaining safe for vehicular and pedestrian traffic.

Read more: Client Relations: Proof of Service

Visit PlowSite.com for more forums on equipment, business management and technical information. Join the conversation in the largest community of snow and ice business professionals.

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Why You Need Millennials On Your Team

Why You Need Millennials On Your Team

The millennial generation passed the baby boomer generation in living members several years ago. This is a big deal for our economy and, of course, our green services industry.

Numbering anywhere from 75 to 90 million individuals, millennials are emerging as the largest workforce in the U.S. They’re also the most mobile, the most technologically savvy, the most educated and, consequently, the most in debt.

But to the point of this article, millennials are not looking for, nor are they committed to, having “just a job.” The educated ones, the motivated ones and especially the entrepreneurial ones want more. Otherwise, they’re not interested in what employers have to offer. This includes working for landscape, lawn care and irrigation company owners.

Before we get into what this generation wants in terms of employment and what makes it unique, let’s define it.

Acknowledging disagreement on the years when the millennial generation begins and ends (the reason for disagreements over its size), let’s use the 2016 Pew Institute report that defines millennials as being born between 1981-2004.

Digital, on-the-go generation

This generation grew up with the internet, and it views human civilization emerging only after humans adopted widespread use of smartphones. Millennials, male and female, separate the modern era into two distinct historical periods — pre- and post-Facebook.

Facetiousness aside, viewing millennials as being fundamentally different from members of previous generations — especially in terms of ambition, work habits and desire to succeed — is a mistake. And this is even though Gallup’s “How Millennials Want to Work and Live” survey points out that they have the highest rates of unemployment and underemployment in the U.S., and only 20 percent of employed millennials are engaged in work.

Yes, they do have unique employment preferences that set them apart, but don’t write them off, especially if you want to grow your company into the future ‘because’ they are the future. By 2020, this generation will be 50 percent of the global workforce.

For this and other reasons, Steve Coughran, director of strategy for Colorado-based Coltivar Group, advises companies to find ways to attract, train, advance and do what they can do to retain them.

“I don’t think millennials are necessarily lazy or entitled or have all of these negative connotations which are put on them,” says Coughran. However he does admit they do approach career opportunities differently than previous generations.

Valuable skills — but different needs

Because the younger members of the millennial generation typically approach their first employment opportunities with more debt than previous generations, they require higher pay than most employers are willing to offer. Beyond that — and a defining characteristic of the entire generation — most of them are not content to do the same tasks day after day. Rather they seek continuous learning, regular feedback and a defined path to career advancement, says Coughran.

“Millennials offer a huge opportunity to propel companies into the future,” he adds, citing their technical know-how and their ability to communicate and make decisions in the field as great fits for on-the-go service companies.

“The question is not will millennials make it in our business world, but rather will we make it in a millennial work world? That’s a key difference to understand,” continues Coughran. “We have to change our businesses to fit this up-and-coming generation.”

Coughran is a former landscape company owner himself. At 16 he founded a landscape company in his sister’s garage, which he ultimately grew into a successful, high-end design/build operation in and around Denver. Subsequently he earned degrees in accountancy and financing and an M.B.A. at the Fuqua School of Business at Duke University. Today he offers consulting and management work for clients in the construction and landscape industries. (Editor’s note: Coughran shared the comments included in this piece in his recent webinar, “Fueling Strategic Powered Growth,” offered by Texas A&M University Extension.)

Conditional employment loyalty

One of the issues for employers hiring millennials is their lack of loyalty — at least for companies that do not provide them with adequate and consistent employment satisfaction.

Deloitte’s Millennial Survey 2016 revealed that during the next year, if given the choice, one in four millennials would quit his or her current employer to join a new organization or to do something different. It added that by the end of 2020, two of every three respondents hope to have moved on, while only 16 percent of millennials see themselves with their current employers a decade from now.

And this is true even for those individuals who have risen to management. “While many millennials have already attained senior positions, much remains to be done. More than six in 10 millennials (63 percent) say their “leadership skills are not being fully developed,” says the survey. It adds that 71 percent of those likely to leave in the next two years are unhappy with how their leadership skills are being developed.

For all their real and perceived employment preferences compared to previous generations, nevertheless, millennials’ personal goals are fairly traditional.

The Deloitte’s Millennial Survey revealed they seek a good work/life balance, they want to own their own homes, they desire a partner for life and they strive for financial security that allows them to save enough money for a comfortable retirement. The ambition to make positive contributions to their organizations’ success, and to the world in general, also rates highly.

5 Key Millennial Take-Aways

Millennials in the Deloitte survey identified the following five key areas where they feel a sense of purpose at a business should be far greater than is currently the case:

  • Provide a good income to employees
  • Be the best possible place to work
  • Improve workforce skill sets
  • Provide services/goods that make a positive difference to people’s lives
  • Generate and support jobs

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Top 7 2018 Landscape Trends

Top 7 2018 Landscape Trends

By 2030, the World Health Organization predicts anxiety will be the No. 1 health issue, outranking obesity, according to Garden Media Group’s Katie Dubow. In fact, analysts report that the global wellness economy — wellness tourism and real estate, the spa industry and workplace wellness — reached $3.7 trillion in 2016 and is expected to grow 17 percent over five years. Generation Y is suffering the most — 81 percent of 13- to 34-year-olds are making mental health a priority and want new ways to balance physical and mental wellness and clear their heads, according to research from Ypulse.

“Wellness is no longer just about being healthy,” Dubow says. “It goes deeper, embracing positivity, relaxation and self-care. A happy mind leads to a happy body.”

Being in and around nature and around water shifts our brain toward hope and compassion and away from stress and anger, says Wallace J. Nichols, an evolutionary ecologist and research associate at the California Academy of Sciences.

In revealing Garden Media Group’s top seven trends for 2018, Dubow says, “Being surrounded by air purifying plants, finding a quiet place to meditate or eating a plant-based diet are all reflections of wellness trends that have become status symbols for people who make health a priority.”

1. Make a splash.

“Water, it’s not just a small ‘sound’ feature. Everyone seems to be going for big pools. There are a lot of reflective qualities, and that’s what people are looking for,” says award-winning garden designer Alan Rudden. Recent garden shows featured elements of water, from smooth-sided stepped plunge pols and spiral metal chutes to more subtle water features in black stone dishes.

Rainscapes were trending at the North Carolina Green Industry Water Symposium 2017. Capturing rainwater where it falls and soaking it in recharges local groundwater and saves water. The trend by some utilities to pay homeowners to save water is taking root. For instance, Montgomery Country provides up to $2,500 per garden to motivate homeowners to recycle rainwater.

“Wonders of the Water,” the theme of the 2018 Philadelphia Flower Show, reflects the same message of humans impact on water and waters impact on humans. From tree canopies to ground covers, slowing water down, filtering it with plants and creating areas to capture water before it hits the ground is essential to healthy water management, says Sam Lemheney, chief of shows and events at the Pennsylvania Horticultural Society.

2. Climate controlled.

Sixteen of the last 17 years have been the warmest on record, so it’s no surprise that unpredictable climate conditions are challenging the way people landscape. And drought isn’t the only concern. Intense rain storms, floods, hail, tornadoes, heat waves, mild winters and wildfires are stressing ecosystems.

“To reduce worry and work, gardeners are looking for resilient, weather-hardy plants that stand up to extreme weather conditions,” Dubow says, sharing four climate controlled landscape types.

1. Gone with the wind. High winds break and uproot plants, increase water loss and spread disease. Wind-resistant gardens include plants with flexible stems and small, narrow leaves such as native grasses, evergreen trees, lavender, yarrow and stonecrop. Plant trees and shrubs as wind blocks, add small retaining walls and an extra mulch layer.

2. Gardens that rock. Dry, arid conditions create hot and thirsty plants with wilted or scorched leaves. Desert gardens include drought and salt-tolerant plants, such as date palm, euphorbia, fennel, irises and poppies. Plant tall plants for shade, such as acacia, mesquite and desert willow. Cacti and succulents are slow growing and provide native focus in the landscape.

3. Don’t get bogged down. Excessive rain saturates soil, suffocates roots, breaks plants and attracts pests. Rain gardens include water-resistant natives, such as black chokeberry, meadowsweet shrubs, Joe-Pye weed, Colorado blue spruce, bayberry, ferns and winterberry. Improve drainage by using absorbent soils and pervious surfaces, edging puddles and creating paths through low-lying areas with sand or stones.

4. Ice, ice baby. Freezing can cause branches to break and limit water to roots. Frost may cause leaves to appear water-soaked, shriveled, or brown or black, but plants may still be saved. Freeze-proof gardens include cold hardy trees, such as Douglas fir, spruce, birch and maples as well as hellebores, sedge and hostas. Add a blanket of mulch, compost and leaves to protect roots. Gently shake snow-laden plants and avoid using salt near garden beds.

3. Social network.

The big shift in horticulture will be from thinking about plants as individuals to communities of interrelated species, explains Thomas Rainer, landscape architect.

“Instead of seeing plants as objects in a sea of mulch, think of gardens as social networks,” Dubow says. “Walk through a forest and you’ll see that every square inch of soil is covered with a mosaic of interlocking plants.”

This changes how people manage gardens, focusing on management instead of maintenance. “When you plant in communities, you manage the entire planting, not each individual plant,” Dubow says.

Plants in combinations “solve challenges that many of us have: beds that aren’t quite working visually and garden areas that don’t function without lots of maintenance,” adds Margaret Roach in a recent New York Times article.

4. Imperfect gardening.

Wabi-Sabi is an ancient Japanese practice that appreciates imperfections in life and the ability to age gracefully. Wabi-sabi gardens imitate nature in a way that allows one to relax and appreciate their humble and imperfect forms.

People are creating imperfect gardens with natural, sustainable and locally sourced organic materials, according to designer Julie Blakeslee at Big Red Sun.

Homeowners are also turning to quality, natural materials, such as metal, stone or wood, over plastic, HGTV reports.

“Repurpose objects such as old iron gates or gardening tolls that will change over time and weather with the seasons,” Dubow suggests.

5. Breathing room.

The stress of being connected 24/7 is resulting in a craving for quiet. Since plants naturally help clean the air and bring peace. As a result, people are creating breathing spaces, using plants that clean the air and clear the mind. These spaces enable people to connect with nature and create a small oasis in today’s fast-paced society.

6. Grow your own protein.

Livestock uses more environmental resources to feed, grow and harvest than non-animal based proteins. As a result, yearly consumption per person has fallen 15 percent since 2006.

Where isn’t the beef? Plant-based foods. They require less land, water, fuel and other resources to grow, making them more eco-friendly than their animal-based counterparts.

Plant eaters are the new consumers. People are incorporating more high-protein foods into their landscaping, particularly edamame, peas, quinoa, broccoli, corn, asparagus, spinach, kale, millet and sunflower seeds.

7. Purple reign.

According to Whole Food’s annual trend advisory, “richly colored purple foods are popping up everywhere: purple cauliflower, black rice, purple asparagus, elderberries, acai, purple sweet potatoes, purple corn and cereal will be favorites among customers.”

In fact, the USDA calls purple the new color of health. Purple antioxidants, or anthocyanins, help fight cancer, have anti-aging benefits, reduce obesity and protect the heart. Many consumers are requesting pops of purple herbs and veggies in their landscape beds. Purple is showing up in borders and pots with lavender, catmind and rosemary. Ornamental shrubs are being replaced with thornless blueberry and blackberry plants. Eleven purple foods more consumers are incorporating into their landscapes include acai berries, beets, black raspberries, blackberries, blueberries, goji berries, eggplant, plums, purple cabbage, purple carrots and purple sweet potatoes.

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Monday, 30 October 2017

19 Ways To Empower Employees

19 Ways to Empower Employees

For any business (and this is certainly true in the landscape industry), it’s the frontline employees who clients see most often. A good interaction or a bad experience with your employees can instantly create an overall impression of your company, so it’s essential to carefully select and train employees, says Alex Pratt, director of human resources at the renowned Omni Parker House in Boston. After that, empower those employees to create happy customers.

Omni Hotels & Resorts gives its employees a list of ways they can create memorable stays for guests. The Power of One concept is introduced to new Omni Parker House employees immediately at orientation.

The thinking is that “one extra gesture, one kind interaction, one example of going that extra mile to help someone with something he or she needs — all these and more are small events that can add up to a profound change in perception and experience.”

Here is the list Omni gives its employees as ways it can ensure guests feel comfortable and appreciated:

  1. Think! Use common sense.
  2. Know and satisfy our customers’ expectations.
  3. Greet customers immediately with our undivided attention.
  4. Smile and make eye contact.
  5. Make the first and last 30 seconds count. Ask our external customers about their stay and invite them back.
  6. Be natural and appropriately friendly.
  7. Use our customers’ names whenever possible.
  8. Promptly answer telephones with a “smile” in our voice.
  9. Determine the needs and wishes of our customers and make decisions that benefit them. Bend the rules sometimes.
  10. Take ownership of our customers’ needs and wishes and personally follow through on their complaints.
  11. Escort customers whenever possible.
  12. Stay up! Be energetic! Take good care of ourselves!
  13. Wear our uniforms and name tags in an immaculate manner.
  14. Take personal responsibility for cleanliness and safety.
  15. Be ambassadors for our hotel and promote it enthusiastically.
  16. Be a team player.
  17. Protect and maintain all hotel assets and equipment — we all earn a living here.
  18. Always remember that we are hospitality professionals.
  19. Always maintain your smile even though your customer may not.

Read more: Empowering Employees: The Power Of One

Editor’s note: This article was originally published in December 2015.

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Are You Operating On A Path Toward Burnout?

How Do You Deal With Stress?

As a landscape business owner, you know the importance of a detailed and well-executed business plan. But what about a plan for ensuring your own peace of mind as an entrepreneur?

“Having an understanding of the who, what, where, when and why of your business is a pivotal part of creating something sustainable and successful,” explains Panache Desai, a speaker and faculty member at Omega Institute, at LifeHack.com. “Even if your business is thriving, if you’re stressed to the point of unsustainability, then what’s the point?”

Unfortunately, Statistic Brain reports the No. 1 leading cause of chronic stress in American adults is too much pressure at work — from personnel issues to tight cash flow to continual employee hiccups, to name a few. And PsychCentral says this chronic stress is linked to the top six leading causes of death — heart disease, cancer, lung ailments, accidents, cirrhosis of the liver and suicide.

Not great reasons to continue operating in a high state of stress.

Think you’re on the path toward burnout? A few signs that you may be overdoing it, according to Blare June, a physician specializing in psychiatry in Halifax, include:

  • Feeling edgy or keyed up. In addition to endless worrying, this level of anxiety can also come with muscle tension, disrupted sleep, recurrent headaches and panic symptoms (shortness of breath, chest tightness, etc.).
  • Isolation or a need to withdraw from previously pleasurable activities and relationships. These can be signs of depression.
  • Lack of focus or concentration.
  • An increase in absenteeism from work or work avoidance.
  • Difficulty remembering things because you’re so overwhelmed.
  • Insomnia; less than six to eight hours of sleep a night.
  • Loss of appetite.
  • Increased mood swings.

“If you continue going at the pace you’re going, there may be serious complications down the road,” June explains. “It’s best to detect these signs as early as possible so you can prioritize and evaluate what needs to be done now and what can wait until later.”

Running a business is stressful, but coping with that stress is the key to finding balance. “Success is more than making money,” Desai says. “Success means thriving, and that includes your state of mind.”

Desai recommends starting each day with intention. “When you set the intention to have a productive day, you’re much more likely to achieve that outcome,” he explains. “Setting intentions is all about planning and directing your energy in a focused manner. In business, there will always be ups and downs, things that work and things that don’t. Maintaining a successful business is a process of constant refinement. You can allow the ebbs and flows of your business to pull you along with them, or you can set the intention to remain stable and collected, even when the ideal outcome isn’t met.”

When anxiety builds, he recommends the following stress reduction strategies:

  • Focus on your breath when your mind is scattered.
  • Release tension through exercise and movement.
  • When you’re triggered by something someone says, don’t take it personally; practice letting go.

And, finally, track your success. “Just as you track everything in business, do the same in your personal ability to cope with chaos,” Desai says. “Look at the events and circumstances that arise in your business every month and analyze whether or not you met those events with hostility and stress, or peace and acceptance.”

Read more:

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Sunday, 29 October 2017

Empowering Employees: The Power Of One

The Power of One

What does hotel management have to do with landscaping? In both cases, success is based on satisfying — and surpassing — the customer’s expectations. Alex Pratt, director of human resources at the renowned Omni Parker House in Boston, gave landscapers at the National Association of Landscape ProfessionalsDBI Symposium a look at how Omni Hotels uses a “Power of One” approach to empower each employee to give customers the best possible experience.

The Power of One in action

For any business (and this is certainly true in the landscape industry), it’s the frontline employees who clients see most often. A good interaction or a bad experience with your employees can instantly create an overall impression of your company, so it’s essential to carefully select and train employees, Pratt says. After that, empower those employees to create happy customers.

The Power of One concept is introduced to new Omni Parker House employees immediately at orientation. “The idea is that if we talk about it as we go through the orientation program, and then it’s shared again by their department managers, they are really going to get it,” Pratt says.

Through the Power of One, new employees are taught that they are personally empowered to solve problems and to make sure guests have a positive experience at the hotel. If a guest has to wait for a room, for example, an employee can offer him or her a free drink in the lounge. If they hear that there’s a birthday or anniversary, an employee can send that group a bottle of champagne. The key is that employees need to be able to act quickly—on their own. “The person making that decision might be a waiter or a busboy or a bellman,” Pratt explains. “They don’t have to get permission; all they have to do is arrange for the delivery of whatever they want to deliver.” (They do have to make a record of their Power of One action later on so the company can track how much it is spending.)

Pratt also described various ways that Omni Hotels & Resorts employees are involved in day-to-day operations. At Omni Parker House, every morning starts with a stand-up meeting. “It may be fun or it may be serious, but the idea is to stimulate interest among employees,” Pratt explains.

With employees, there is a big difference between job satisfaction and engagement, he stresses. Employees who are engaged will go above and beyond to help, Pratt says, citing as an example a housekeeper who checks under the bed when cleaning, even though nobody else is going to check under the bed or an employee who stays to help resolve an issue a guest is having even though his or her shift is over. “Only by engaging employees will you have workers who go the extra mile,” Pratt emphasizes.

Regular monthly meetings further the mission of keeping employees engaged by asking them how to solve specific problems/challenges that have come up. Asking for their suggestions lets them know that their input is valued. Employees are also included on committees that decide which charities the company will support, giving them a say in this decision making.

Growth from within

At Omni Hotels & Resorts, promotions are made internally, when possible. “There is an emphasis on growing from within,” Pratt says, noting that there are benefits to the company from this approach because the employees already know the company culture, and that this keeps employees engaged rather than just punching the clock.

“If there’s someone in your business who wants to get ahead, how do you help them to do that?” asks Pratt. At Omni, employees who express an interest in advancing within the company are given a written training program that includes specific skills the employee must learn and be able to demonstrate. Once a manager has signed off that these key competencies have been met, then that employee is eligible for advancement into that particular role.

Job shadowing is another way that Omni helps to develop employees. This gives employees a chance to see what other types of jobs within the company are like, so they can decide if there is another position they would like to pursue.

Keeping employees engaged in their jobs also requires fairness; they need to know that everyone is being held to the same standards, and that the pay structure is also fair.

Beyond the benefit of ultimately creating a better experience for customers, Pratt says all of the focus that Omni puts on its employees also results in incredibly low employee turnover, especially given that the hotel industry (like the landscape industry) often experiences high turnover.

Repetitious reinforcement

The Power of One is not something that can be done just at trainings or special meetings. To be successful, it should be a regular part of the way a company does business.

“How many of you tell your staff that they do a great job?” Pratt asked the landscape professionals attending the event. He said “repetitious reinforcement” is what’s needed to get employees engaged.

Another related concept that is stressed to employees at Omni Hotels is the “mirror image” concept: Whether working with customers or other staff, treat them as you would want to be treated. This is exemplified in the Omni Circle fund, which provides financial assistance to employees impacted by accidents/disasters through no fault of their own. It is the company employees who contribute to the fund (along with the company owner), and it is company employees who decide which Omni Circle petitions to fund. Because of the responsibility that is given to them, “it’s the ultimate Power of One,” Pratt says. Knowing that this type of emergency support is available to them also helps to keep employees engaged in their jobs.

Bringing the Power of One to the landscape industry

Pratt and his team at the hotel brainstormed some thoughts on how the Power of One approach might look at a landscape company. Their ideas included:

  • Leaving a bag of plant seeds for a customer to plant
  • Giving customers a garden flag
  • Planting a complimentary shrub
  • Supplying birdhouses to new customers
  • Providing dog bones for pets or pinwheels for children
  • Giving customers free branded ice scrapers during cold weather months

The goal of a Power of One campaign should be to find a way to leave a lasting impression on clients when they get home at the end of the day.

Omni Hotels & Resorts gives its employees a list of ways they can create memorable stays for guests.

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Why Leaf Removal Is A Profitable Service

Fall leaf cleanup

Money may not grow on trees, but it does fall from them — right on schedule every autumn. At least that’s the feeling of landscape contractors who offer leaf removal services. James Michael, owner of Landscape Solutions in Blue Ridge, Virginia, started offering leaf removal (and pickup) services nearly 15 years ago. “The municipalities around the Roanoke area, both the county and the city, had offered leaf pickup as part of their services, but they were looking to downsize. So first the county stopped doing curbside pickups, and I saw an opening there,” says Michael. “I thought it would be a good way to fill in the void between lawn care and snow removal.”

Even more fortuitously, shortly after the city stopped doing curbside leaf pickups, Michael was able to purchase two large leaf vacuums (ODB LCT650 units) at a municipal auction. “It’s worked out quite well for us. A lot of the other landscapers who I interact with in this area absolutely despise leaf removal, and I think, ‘My gosh, you’re missing a tremendous opportunity.’ There’s just tons of money to be made in leaf removal,” he says. (In fact, he makes money on the leaves twice, by composting them at his landscape supply yard and selling the compost.)

Michael says that buying his big leaf vacuums at auction dramatically lowered his costs of getting into leaf removal. “The machines paid for themselves that first year,” he says.

Alex Nickens, owner of Nickens Lawn & Landscape in New Athens, Illinois, got into leaf removal in his second year in business. “We were getting real slow in the fall, and just not having much work,” he recalls. “I saw that other companies were running all around and they had the leaf vacuums, so I ended up investing in one.” Nickens purchased a preowned unit, “and we never looked back – now we’re busy all the way through the fall.”

The machine pretty much paid itself off immediately, says Nickens. There was another investment required, as well. “We started using a regular open trailer and just emptying leaves by hand, but before we knew it we had to get a dump trailer because we were using it every day. It was one of those things where we bought equipment and didn’t really even think about it because we didn’t have a choice – we were so busy with work that we had to keep going.”

He says that being able to offer leaf removal helps Nickens Lawn & Landscape stand out. “It makes us more of a full-service company … and we’re taking care of other lawn care companies’ customers because they don’t have a vacuum. So, for us, it’s been a great way to pick up new customers and just stay busy during a time of the year when it’s hard to stay busy.” You never know for sure how things are going to work out when you add a new service, but Nickens says that leaf removal has been a huge net positive: “For us, there’s not one part of leaf removal that’s not good; it’s a win-win no matter what way you look at it.”

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Saturday, 28 October 2017

I Am A Landscaper: Scott Neave

Scott Neave

Scott Neave basically grew up in the green industry. In 1973 his father, Bill Neave, founded Neave Landscaping, headquartered in Wappingers Falls, New York. As demand grew, the company branched out to offer other service options including Neave Pools and Neave Décor, and ultimately rebranded as Neave Group Outdoor Solutions in 2011, a comprehensive company offering a range of outdoor services.

In 2004, Scott became owner and president, giving him the opportunity to combine his business acumen with a passion for design. Though his father had originally created the company as primarily a landscape maintenance firm, Neave says his favorite aspect has been the creative side, and he has focused more strongly on design/ build. Turf recently caught up with Neave to find out what’s kept him so passionate about the green industry since childhood.

One of the biggest challenges I’ve faced in the green industry is unprofessional competition. We get a lot of lowballing that really lowers the bar. It’s like competing on an unfair playing field. We separate ourselves through excellent customer service and professionalism.

I’ve always been a bit of a tech geek. As a business, we make a point to keep up with the latest technology, and that’s another differentiator for us. Technology is something that landscape companies seem to shy away from, but we embrace it. We’re always looking to stay ahead of the curve.

I think whatever you do, you should try to be great at it. In my mind, that’s how I try to operate. I try to go above and beyond and exceed clients’ expectations — every time. That’s something I believe in business, but also how I live my life. I don’t like to do things if I’m not going to be great at them. I challenge myself even in my hobbies.

We charge a fair price for what we do but when competition comes in and charges prices so low that they probably aren’t even making a profit, it hurts all of us. I’ve seen a lot of competitors come and go over the years and a lot of them probably weren’t profitable because they didn’t know how to price a job. That puts them out of business but also hurts us by setting an unfair expectation on the client’s behalf. We have to counter that with a lot of education.

I want to grow my company but I want to be great the whole way. I don’t ever want to sacrifice quality or service because of growth. I think it comes down to company culture and hiring good people who fit that culture. It’s just not worth hiring someone who is the wrong fit. That’s something we put a lot of emphasis on as we grow. We’re continuing to work on strengthening our company culture.

I have a lot of hobbies, but the problem with having a lot of hobbies is finding the time to do them. It comes back to not enjoying things as much when you don’t have the time to be good at them. But I do love to golf, play tennis and go target shooting. I also play guitar in a band. There are six of us in the band and we all struggle with the same thing — finding the time to practice. Fitting it in with life and with work is tough.

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Friday, 27 October 2017

5 Must-Read Stories For Fall

Machine Fertilizng Lawn

Adding on fall services is a good way to increase revenue as the typical mowing season comes to an end. Do you have fall cleanup packages established? Do you show up for the final mow and then just say goodbye until spring?

The Importance Of Fall Fertilization
Fall fertilization services are the foundation for a successful turf fertility program. Now is the time to fertilize to strengthen plant and turf roots so they survive the winter ahead.

4 Ideas To Increase Fall Revenue
Fall is a great time to promote services clients want done before winter arrives. Leaf removal is a big opportunity in many areas, and the cooler weather is ideal for planting everything from trees to grass.

8 Fall Landscaping Services To Market To Your Clients
Adding on fall services is a good way to increase revenue as the typical mowing season comes to an end. If you want to start offering a new service this season, choose something that you would be comfortable providing.

Introducing Fall Color To Clients’ Landscapes
As the growing season ends, trees, shrubs and grasses often shift into dormancy with a brilliant splash of color. In some regions, the extreme heat takes a break, sparking a similar but less dramatic shift in hues.

Win Big With Fall Cleanup
Begin educating clients about what goes into fall cleanups. You have to let them know everything you will be doing for them apart from just removing leaves from their properties for this property management service.

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Like A Boss: Persistence Pays Off When Hiring

How to show your employees you care

Dealing with losing just one employee can be a big challenge for a small business that relies heavily on each of its people. But losing multiple employees can be catastrophic. Mark Marias, owner of Sherwood Landscape, Lighting & Design in Medford, New Jersey, says that’s exactly what happened to him when two employees suddenly quit, another was injured (off the job), and an employee with a bad attitude had to be let go. That left him with just one employee — and there were jobs in queue that needed to be completed. But instead of panicking, Marias put energy into multiple avenues to find new hires in an effort that he calls an employee renovation process. He says that it was ultimately his persistence that paid off.

“Not only did we have jobs on the board that needed to be completed, but we were halfway through a project at the time that we lost most of our crew,” Marias says, describing the moment when everything started to go haywire. “We didn’t want the customer to lose trust in our ability to complete the project to the high level of craftsmanship for which we were known.”

So, Marias went into action. He placed ads, he used his business Facebook page, and he even used his personal page to look for skilled labor. But it was in asking around, and word of mouth, that Marias ultimately found a new hire that would keep that existing project going. Then he started adding from there.

“We need skilled labor because our work is mostly high-end paver and block work,” Marias says. “I was relentless in calling my vendors and asking if they knew anyone. My fellow landscaping colleagues said there was a shortage of good labor in general right now but I wasn’t about to give up. I even asked the crew who they might know that would want to come work for us.”

All of that effort paid off. Marias says that he found an exceptional group that came together as a result of persistence. He also remained unwavering when it came to upholding a high standard. When the going got tough, he could have hired unqualified labor or even held onto that employee that had a bad attitude (and was spreading it around), but Marias says he was determined to stick to his guns.

“Now we have work lined up into December and then we will begin snowplowing,” he says. “I’m hoping to keep this great new crew working right into next season.”

Our Like a Boss series highlights some common business challenges landscape professionals face and how they conquer them. Discuss your biggest business challenges on LawnSite’s Business Management forum.

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Thursday, 26 October 2017

Phipps Conservatory Displays Vertical Gardening: This Week’s Industry News

Using Historical Weather Data To Lock In A Profitable Winter Season

Ruler in snow

As snow and ice professionals gear up to tackle another winter season, one of the biggest challenges they face is how to price their snow removal contracts. Weather can be one of the greatest wild cards for snow removal companies looking to make a profit each winter. However, understanding and analyzing your job location and its historical weather data may be one of the greatest assets in determining relationships between contract pricing and overall risk versus reward. So the big question becomes which source weather data is right for your company? That answer is not always easy and depends on various factors like the geographic region, the client’s needs and whether you are pricing the contract per inch, per push, time and materials or seasonal.

Inside this story, I have provided a thorough analysis of the different types of useful winter statistics for pricing out snow removal contracts (averages, extremes, median snowfall and event count). Diversifying your portfolio as you would in the stock market is one step to success, but understanding how to incorporate an extensive network of historical weather data will also allow you to professionally educate your clients and prospective clients during the process.

Boston, MA Rolling Snowfall Averages

Boston’s rolling 30-year average is significantly lower than its average from recent years. The more long-term data you analyze, the more realistic your predictions will be for the upcoming year. Photo: Kevin Hopler, WeatherWorks LLC

Know Your Location

The first step in determining your contract price point involves comprehensive research of your actual proposed work location. The nearest airport providing weather data may in fact be very reliable but it may not always be representative for your exact “work” location once you factor in distance, topography, altitude and seasonal extremes. One example illustrating this case was during the 2013-14 winter season in the Detroit metro area. The distance between Detroit Metro Airport (KDTW) and Dearborn, Michigan was only 11 miles but represented a seasonal snowfall difference of 32.3 inches. Other factors like rising altitude over a short distance can often yield a 10-percent to 15-percent difference in 5-year and 10-year average snowfall.

Philadelphia's Snowfall averages

Philadelphia’s rolling 30-year average is 15 inches less than its 5-year average. Photo: Kevin Hopler, WeatherWorks LLC

Average Snowfall

Some of the most common requests during the contract preparation period include 5-, 10- and 30-year averages for a particular location or zip code. Although a 5-year average will provide insight into the latest trends of snowfall data at a particular location, relying solely on this statistic can appear erratic and prove detrimental to a snow removal contract. A 10-year average, one of the more popular requests, will still contain some fluctuation but at least provides you with more data points to make a more educated decision. Thirty-year averages are also very common and often less influenced by recent trends but also typically have a lower bias than a 5- or 10-year average. There is no wrong answer to which average is best for your company, but one solution would be to use a moving average shown in the graphic above for the greater Philadelphia area. Keep in mind, if you were to use the 5-year moving average in 2013-14, you would be utilizing a total nearly 15 inches higher than the rolling 30-year average.

Median Snowfall

Only a small percentage of companies rely on this simple metric. The median snowfall is simply the middle point in the data set. This statistic can be very useful to snow and ice professionals in the planning stage of developing a new geographic market, especially when the average snowfall at a particular location is skewed by extreme snowfall seasons on either side of the spectrum. Median snowfall may offer a more realistic characterization of what is normal at locations that are often inundated with numerous smaller events in addition to some seasons with a few historic, large snowfall events.

Monthly Seasonal snow events

The monthly seasonal event count can help you determine your number of plow events versus deicing events. Photo: Kevin Hopler, WeatherWorks LLC

Event Count Statistics

Finally, determine the type, frequency and amount of snow at a given location over a number of years (10 years is most common). This involves obtaining the highest resolution data possible and breaking down each season into your proposed billing increments so that you have an idea of frequency of plow versus deicer events and the risk for extreme snowfall events. Is the location susceptible to sleet or ice storms? If so, you may approach the bid differently and account for time and material.

So, before you jump into another season or new geographic region, make sure that your company is equipped with the most reliable and accurate weather data for your proposed work location. Avoid the pitfalls of relying on historical data too far from your job site and use more than just the nearest airport. Most meteorological consulting firms can prepare a detailed, site-specific snow climatology to assist with your preseason bid preparation process. The snow climatology report should then be used to test your pricing model. The outcome should provide the confidence needed to service your client in the most efficient manner and maximize your potential for a profitable snow season.

Visit PlowSite.com for more forums on equipment, business management and technical information. Join the conversation in the largest community of snow and ice business professionals.

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Wednesday, 25 October 2017

Choose The Right Attachment

Choose the Right Attachment

The bucket and the pallet fork are almost like a landscape construction professional’s right and left hands. You basically have to have them; without them, you’re pretty useless. Those are the two attachments most landscape construction professionals need, at a minimum, to make their skid-steer or loader that much more versatile at a job site.

“Every landscape job site would have those at a minimum,” says Gregg Zupancic, product marketing manager for Deere Construction and Forestry. “Forks for unloading materials off trucks for installation jobs, for example blocks for retaining walls. And buckets would be for shaping the land or simple excavation in preparation for installation.”

Tharen Peterson, construction equipment marketing manager for New Holland, says the forks have other uses, too. “Some guys use them to move tree balls. There is a slide that goes over top of the forks that are triangle-shaped, so you don’t rip the tree ball apart.”

There are different designs of buckets and forks, too. So, when buying a skid-steer and deciding what kind to get, the landscaper and the dealer both should have a good understanding of where the landscaper’s primary income streams come from.

“You have mulch buckets, which are larger capacity because it’s a lighter material, and that can sometimes translate into snow buckets because snow is lighter, too,” Peterson says. “In winter, landscapers are the same guys pushing snow, so having a higher volume bucket allows them to move more snow.”

An auger, like the one from Bobcat above, is a common attachment landscape design/build professionals may need on a job site.

If doing installation work, a landscaper might want a tooth bucket if they want a way to get down through harder ground. This will allow them to break it up so they can start moving material.

A rake from Caterpillar.

Outside of buckets and pallet forks, the most common attachment for landscape construction jobs is an earth auger.

“The reason is because they’re so versatile,” says Peterson. “Landscapers can use them to plant trees or do fencing jobs, so it kind of increases revenue streams and allows them to use a skid-steer or mini excavator for other jobs to help pay for them.”

Which attachments you will need, such as those from Bobcat, will depend on the jobs you work most. Dealers can help you determine what’s best to own.

Power rakes are also useful on a landscape construction site “to remove unwanted material and create a smooth seedbed for seeding,” says Jorge De Hoyos, Kubota senior product manager, skid-steers and compact track loaders, and Dan Base, product manager for Kubota branded attachments by Land Pride. These rakes can also be used for gravel driveway and parking lot renovation, removing grass and weeds, as well as re-leveling and freshening up gravel.

Zupancic agrees that using a dealer’s expertise is critical when shopping for attachments.

“Not everyone who is trying to get into the business is ready to buy expensive, hydraulically driven attachments,” he says. “So the dealer will be able to provide that list of attachments you need, either for rent or having it in inventory so that when the day comes when a job comes up where you need it, you can go purchase it.”

Kubota

Zupancic says the dealer having the right inventory for your needs boils down to them understanding your business and your future business needs. This will help them respond with additional attachments down the road. Distance and location of your dealer is critical, too.

New Holland

“It’s important that the dealer is close by in case they need to come out to drop off some attachments on the job site, or maybe if your machine needs some maintenance,” Zupancic says. “Make sure your dealer has the trucks and trailers to bring equipment to your job site if you can’t bring the machine to them.”

Common Attachments At Job Sites

If the area still needs to be cleared, then the following may be used:

  • Brush and rock grapples to clean the area
  • Rotary cutters to mow vegetation and small trees
  • Tree pullers to pull trees that may not be replanted
  • Stump grinders to remove unwanted stumps from level ground
  • 4-in-1 buckets to grab and move or push objects out of the way and then scrape and grade the initial pass
  • Power rakes and rotary tillers to prepare or remove unwanted material and create a smooth seedbed for seeding
  • Post hole augers to aid in decorative posts or fencing

Once the area is prepared, then the greenery can be set with the use of:

  • Graders to do the final grading
  • Tree spades that can be used to relocate and plant trees
  • Seeders that can be used to lay down grass seed
  • Pallet forks to bring sod squares into the yard
  • Brooms to clean driveways and streets of debris created by the construction and normal maintenance of the property

3 Mistakes When Choosing Attachments

1. Not understanding where your revenue streams are coming from or what your growth plans are. Buying certain attachments can get very pricey very quickly. For example, if you’re not out clearing trees a lot, you probably don’t need to invest in a mulching head. Renting is probably smarter than spending $20,000 to $30,000 on something you’re rarely, if ever, going to use. Work closely with your dealer — explain to him or her: “This is what I want now because this is where I make my money.”

2. Not choosing the right attachment for the machine, especially when you consider hydraulic attachments. This is less of a problem with augers and trenchers and standard-flow-type attachments, but you want to make sure the hydraulic motor on the attachment can handle the flow and pressure coming out of the machine. If the hydraulic motor is too small, heat, which is the enemy of hydraulic systems, builds up. The machine starts running more inefficiently and the attachment starts wearing out more quickly. The actual machine, too, whether a skid-steer or loader, can be negatively affected, and that is more expensive to replace.

3. Using a bucket or a combo (4-in-1) bucket that doesn’t cover the wheels and slows down forward movement of the prime mover.

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Story Of A Landscape: Dual Prize-Winning Project Built On A Foundation Of Drainage

Floralis Garden Design

Sometimes, what the client wants and what the landscape architect addresses are two vastly different things. A good example is a residential project undertaken by Atlanta-based Floralis Garden Design.

The property buyers were looking to beat back the overgrown plant life and create a place for their children to play. However, for landscape architect Lucinda Bray, a big part of the job turned out to be about drainage.

Floralis Garden Design

Photo: Laura Negri Photography

Bray explains that the homeowners were referred to Floralis by Michael Ladisic of Ladisic Fine Homes, Inc., who was doing an architectural renovation of the home, and the property — a shoebox-shaped lot of slightly more than eight-tenths of an acre — was purchased with both renovations in mind.

The clients had some very specific desires, as well. Along with play space for their children, they wanted a pool and some outdoor entertaining spaces. And, they wanted the color scheme of the landscape to be predominantly green and white.

“Many of our projects tend to be on the green-and-white line,” Bray says, “People are looking for an evergreen basis to their landscape, something that’s a little more consistent year-round. When we do color, we like to use it in dedicated garden areas or containers for seasonal color.”

Floralis Garden Design

Photo: Laura Negri Photography

Bray and Floralis took on the landscaping for the entire property. She says work on the front and side of the house were tied primarily to architectural changes made by Ladisic.

“They changed the front door and the area directly surrounding it,” she says. “We rebuilt the front steps and did a new front walkway. The front foundation plantings were also outdated and overgrown and needed to match the rest of the project.”

The rear of the property wasn’t nearly as simple. Along with overgrown plant material, the landscape architect found a mix of grade changes, some low walls, and an abandoned pond. The rear terrace was in disrepair and the existing outdoor spaces suffered from poor transitions, as well.

Floralis Garden Design

Photo: Laura Negri Photography

Floralis’ design removed the rear landscape terrace, steps and pond. The area was also graded to create an extended space leading from the house. Not only did that provide room for a new pool, but also a large bluestone pool terrace, which was continued into the covered patio next to the house with a built-in grill and dining area.

A separate seating area done in pea gravel with a painted brick fireplace provides an additional entertaining area. The upper end of the property, which offers a flat, grassy play area for the children, is reached via stone steppers.

The plant palette for the project was particularly important given the clients’ desire for that green-and-white look. Not only did Bray work to pair architectural elements with landscape materials, but simplicity was key.

Floralis Garden Design

Photo: Laura Negri Photography

She explains that evergreen landscape components were grouped to frame and focus the architecture while providing balance to the overall look. Near the terrace, lines of hornbeams were also paired with low boxwood hedges to soften the hardscape and provide a sense of separation between outdoor spaces.

It’s the softscape that Bray says is her favorite part of the project.

“No matter what time of year you view it, it has a level of structure and stability,” she says. “Even in the dead of winter is reads so green and bright, and it really grounds the architecture of the house.”

Floralis Garden Design

Photo: Laura Negri Photography

Not that there weren’t a lot of challenges in getting the job done. One was an ill-timed rainstorm that ended up filling the swimming pool with mud from the bare hillside. A much larger one was managing the stormwater runoff for the whole property.

“As grading moved forward, subsurface drainage was installed,” Bray says. “There’s a fanned French drain system beneath the level play lawn on the uppermost level; a second, smaller French drain system beneath the formal lawn; strip drains along the stairs; area drains within the landscape planters and strip drains on the pool terrace.”

All of them pipe underground to a holding tank beneath the pea gravel fireplace terrace.

And, all this had to be done while keeping the logistics of the project in mind. Bray says that was the most-challenging aspect of the project, and she describes construction as being phased, with the architectural renovations being completed first, followed by the completion of the rear grading and upper lawn terraces.

“The last steps were the pool and lower wall being put in place,” she says. “This cut off all access to the rear of the property.”

Floralis Garden Design

Photo: Laura Negri Photography

Floralis utilized a general landscape contractor, Michael Jackson Landscape, to handle the grading, larger tree installation and lawn areas, while Ladisic folded some of the masonry work into his scope of the project, including the pool deck and the retaining walls.

“We also had an outside contractor, Irrigation Atlanta, come in to address the irrigation,” says Bray. “Otherwise, the landscape plantings, including the shrubs and hedges, were done in-house.”

Initial work on the redesign began in January 2015, and construction began that April with tree removals and the initial clearing and grading. However, because the project included the architectural renovation, Bray notes that construction wasn’t completed until July 2016.

The project won recognition from both the National Association of Landscape Professionals for projects in the $100,000-$500,000 range, and from the Georgia Urban Ag Council for projects of more than $150,000. However, Bray says she’s most proud of her relationship with the clients.

Floralis Garden Design

Photo: Laura Negri Photography

“Certainly, there are some bumps along the way with any project,” she says. “I think it’s how you deal with them and get past them to make sure that things are done property and to a quality standpoint. At the end of the project, if you have a great relationship, it speaks volumes on how you’ve handled yourself during construction.”

She has plenty of evidence to back up that success. While a job transfer took the owners out of the Atlanta area less than a year after the project was completed, Floralis has developed a new relationship with the people who bought the property. And, the company is also landscaping former owners’ new home — in Ohio.

While enjoying the plaudits from the project, Bray says from the perspective of learning something, this one was still all about the drainage.

“You plan for your standard rain event, and you expect that when it rains the installed drainage will function as intended,” she concludes. “But, when you’re designing drainage, you have to think about that one rain you don’t expect, the one that will drop a few inches of rain in an hour; you have to think about what’s going to happen then.

“It opens your eyes a bit too, to development in the city,” Bray adds. “What happens when the neighbors develop their property? Every time someone builds something, it changes the way the water runs, so we had to make sure we can accommodate it or have the future capacity to do so.”

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Tuesday, 24 October 2017

What’s In My Truck: Bob Grover, Pacific Landscape Management

Bob Grover, Pacific Landscape Management

Based in Portland, Oregon, Pacific Landscape Management hasn’t always dealt with consistent snow as areas like the Midwest and Northeast do. In fact, oftentimes they find themselves dealing more with ice. But Bob Grover, president of the company, says this past snow season was probably the “craziest” in his 30-year career. With six separate events — the biggest being a week-long event with more than a foot of snow — Grover says the team amped up their efforts and pulled off a successful season. That’s quite the accomplishment considering the company primarily uses rental equipment and a network of subcontractors. With inconsistent snow events, Grover says it simply hasn’t made sense to invest in anything more permanent. To handle the variability from season to season, Grover says the team must be “creative and adaptable” — and that’s just what they were. He says that going into this past season they didn’t “feel prepared” but they figured out what they had to do — and got it done. Here’s how Grover handled the last snow season.

Thank heavens for 24-hour drive-throughs. I take a coffee cup with me on the road but I’m not good about taking snacks. I’ve been lucky enough to find the occasional 24-hour drive-through to quell my appetite.

I always have my mobile phone to take photos. We take pictures as we complete jobs and send them to the customers to verify the work was done and when. An update of the job being complete with a timestamp on the email in the middle of the night is impressive to them.

I have never had trouble staying awake while plowing — even in the middle of the night. You are so active monitoring the surroundings that you really don’t have an opportunity to fall asleep. I will sometimes buy coffee between projects but have to drink it right away as I’m too active while on site to touch anything other than the steering wheel and plow controller.

One of my biggest motivators in business is to help customers in difficult or crisis situations. I tell people all the time, “I just want to be a hero” — that’s my greatest motivation and keeps me going. Storms are a crisis and when we pull off a successful service, we truly are being heroes and there’s no better feeling.

The Essentials

Granular de-icer: To assist when even the plow truck slips.

Spare tires and jacks: Because a flat tire in the middle of the night can shut you down.

Extra Chains: So even when you lose one, you can stay in action.

Flashlight and tool kit: So you can see and fix small problems.

Mobile phone and charger: So you never run out of battery life or lose the ability to communicate with the team.

Travel mug: For coffee, of course.

Radio: I’m a product of the Rock’n’Roll generation so I listen to that.

Pocket change: For the 24-hour drive-through.

Pacific Landscape Management was named one of the best-run companies in the industry.
Read more: Best-Run Companies: Pacific Landscape Management

Visit PlowSite.com for more forums on equipment, business management and technical information. Join the conversation in the largest community of snow and ice business professionals.

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Robot Mowers Role To Grow For Commercial Cutting

Husqvarna

They don’t look like they could do a whole lot of work. After all, they’re small and they’re not particularly fast. But they’ve got their share of good points, many positives in fact. For starters they never work with a hangover and they work any time you want them to work, even at night. They’re also much quieter than their bigger brothers — the commercial mowers that now dominate America’s huge lawn maintenance industry.

We’re referring to robotic mowers, of course.

If you attended the record-breaking 2017 GIE+EXPO you may not have even noticed the few robotic models on display. Many of you likely spent most of your time checking out the ever-growing number of different brands (and models) of powerful and brightly colored zero-turns there. Almost surely you put some of them through their paces in the huge outdoor demo. The weather was perfect for testing equipment.

And if you did notice the few robotic mowers at the EXPO, perhaps you dismissed these squat, beetle-like units as something homeowners might buy if they have neither the time nor the desire to mow their own yards. Or perhaps, at-a-glance, you pegged them as something a consumer might buy to impress neighbors with their newest “toy.”

STIHL

Photo: STIHL

Make no mistake, today’s robotic mowers are not toys given the incredible innovation leading to their development. Regardless of brand, these are very sophisticated machines. They represent yet another solution for specialized mowing applications. Some of the biggest suppliers in the market feel robot units will emerge as yet another welcome solution — albeit it a specialized solution … at least at first – that contractors will embrace in the increasingly competitive, labor-stressed environment they are facing.

Evidence of this is the work being done by the Outdoor Power Equipment Institute (OPEI) to develop ANSI standards for robotic mowers. ANSI is the acronym for the American National Standards Institute, which coordinates the development of voluntary-consensus industry standards. The ANS (American National Standards) are developed as voluntary documents that are recognized by U.S. federal, state and local bodies for regulatory and other related purposes.

“The first ANSI standard is going to be an OPEI standard,” said OPEI President and CEO Kris R. Kiser at the recent EXPO. “We’re just about done with it,” adding it expects the standards to be completed next spring.

“One the standards is complete and it is final the manufacturers (of robotic mowers) will get a better sense of liability.”

Kiser added that he sees much greater adoption of robot mowers by both homeowners and commercial cutters.

“They are a big chunk of the future,” added Kiser. “You’re going to see landscapers buy them, put them at houses and let them do their work. They always show up for work, they run at night and they don’t call in sick.”

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Monday, 23 October 2017

6 Things You Need To Know From GIE+EXPO: October 20

GIE+EXPO 2017

Couldn’t make it to GIE+EXPO this year? We’ve got you covered. The editors of Turf Magazine are on the ground, covering everything you need to know at the show. At the end of the day, our editors come together and curate the top moments from the busy day’s events — from announcements at press conferences to inspiring advice from educational sessions. Here are some of the top moments from the last day of the show.

1. Top 4 Ways To Be More Efficient In Hardscaping

Belgard porcelein pavers

Photo: Nicole Wisniewski

Need to find ways to save more time during your hardscape installations? Joe Raboine with Belgard shared some ideas during the GIE+EXPO.

  1. Use an advanced dry mudset for concrete overlays. This enables you to eliminate the step of breaking up concrete before laying paving stones; instead you lay paving stones right on top of the concrete.
  2. Reduce your number of client visits and boost your close rate by using technology that showcases what the completed design will look like on the client’s site … or better yet offer this visual through a virtual reality tool.
  3. Use stones that can be laid in linear patterns, which are simpler to install, creating a cleaner, more contemporary look. The look is growing in popularity and is reflected not in the material of the stone but more in the lines used to create the pattern.
  4. Try using porcelain pavers on clients’ properties. While they cost more upfront (approximately double), they are quicker to install, requiring less of a base, and connect the indoors and outdoors more seamlessly. They are denser and impervious to stain so they look new and last longer.
JCB 2017

Photo: Nicole Wisniewski

2. Top Attachments Typically Purchased With Loaders

When landscape professionals purchase a skid-steer loader or compact track loader, these are the top four attachments they purchase with it, shared JCB’s Randy Tinley during the GIE+EXPO.

  1. Bucket (standard bucket usually comes with the machine)
  2. Scrap grapple (popular for cleanup)
  3. Auger
  4. Mower

3. New Pollinator-Friendly Insecticide

Bayer’s Altus insecticide provides broad-spectrum control of sucking pests with flexible or drench applications that are made before, during or after bloom. Altus is very beneficial for pollinators and there are no restrictions on when to apply the product. According to Bayer, Altus features systematic and translaminar protection of existing and new plant growth and controls pests that include whiteflies, aphids, leafhoppers, mealybugs, psyllids, lace bugs and hard and soft scales. Bayer recommends wearing PPE: long-sleeved shirt and long pants plus shoes with socks and chemical resistant gloves. Foliar applications can last up to 28 days and drench applications can last up to 42 days.

4. Steps Toward More Comfortable Mowing

Mowers were all the rage on the GIE+EXPO show floor. Since landscape professionals spend roughly eight hours in a mower seat daily, comfort is crucial. Mike Simmon from Grasshopper shares some key trends in mower ergonomics.

  1. Look for a machine with more isolation points or vibration dampeners.
  2. Visibility from the seat is important.
  3. Make sure you’re not sitting too high off of the ground. If your center of gravity is lower, your weight is more evenly dispersed and you get better traction and cut quality.

5. Looking To Add Irrigation To Your Business?

Want to add irrigation to your service mix? Conserva Irrigation, the first conservation-based franchise irrigation company, launched in June and made its debut at the GIE+EXPO. Conserva Irrigation was founded by Russ Jundt, who became increasingly disturbed by the amount of water wasted by the typical irrigation system, especially considering there are 45 million residential irrigation systems across the U.S. As a solution, he developed a proprietary process to audit irrigation systems to rate water efficiency of a system based on a numerical scale. This allows homeowners to understand how much water their sprinkler systems are wasting and what improvements they can make in order to reduce water consumption and lower water bills. Today, Conserva Irrigation offers franchises in 32 licensed territories that cost roughly $43,550 to $80,250 each for the initial investment.

6. Leader In Propane

RCI, one of the largest, full-service landscape companies in the southeast U.S., won this year’s Propane Leadership Award from the Propane Education & Research Council, the organization shared at the GIE+EXPO. In 2011, the company changed one-third of its fleet to propane within a year. Now the company uses nearly 100 propane mowers, as well as close to 100 propane autogas-powered trucks. Owner Brandt Martin said the first propane mower he tried simply outperformed their existing gasoline or diesel mowers on operations, maintenance and dependability.

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9 Top Business Insights And Principals From GIE+EXPO

GIE+EXPO outdoor demo area

Couldn’t make it to GIE+EXPO this year? We’ve got you covered. The editors of Turf Magazine are on the ground, covering everything you need to know at the show. At the end of the day, our editors come together and curate the top moments from the busy day’s events — from announcements at press conferences to inspiring advice from educational sessions. Here are some of the top moments to help you run a better business.

1. The 4 Villains Of Good Decision Making

There are villains among small business owners. They are the four villains of good decision making. Avoid them at all costs to make better, smarter decisions in your business, said Gary Schwantz of Schwantz Inc. at his GIE+EXPO/NALP LANDSCAPES session “Decision Making Made Practical.”

  1. Narrow framing – unduly limiting the options we consider.
  2. Confirmation bias – seeking out information that bolsters our beliefs.
  3. Short-term emotion – being swayed by emotions that will fade.
  4. Overconfidence – having too much faith in our predictions.

2. Catch Your Team Doing Things Right

In his session “Soft Skills for Hard Work at GIE+EXPO, Marty Grunder says that catching your team doing things right is one of the greatest ways to motivate them. For example, he suggests using a private Facebook page just for your team to post things for them to see. Snap a photo of someone doing something great and post it to the page. Compliment one of your team members in front of everyone. Create a board in the office where you can post things that motivate employees such as photos of a job well done or quotes from a satisfied client. Focus on the positive. You will get a lot further with praise than you do with criticism.

3. Hire People With Complementary Skills

John Puryear, president of Puryear Farms in Gallatin, Tennessee, says that it doesn’t help your company to try to hire clones of yourself. During the CEOs “Unplugged Design/Build Session” at GIE+EXPO, he says that’s because everyone has different strengths and weaknesses, and you don’t want everyone to be the same. “I’ve learned that the best music is made by an ensemble of different instruments,” he says. “I encourage you to identify your own weaknesses and surround yourself with people who have strengths where you have weaknesses.”

4. Video: A Successful Marketing Strategy

Video is huge right now. Christopher Yates, president of Success Landscape Marketing, says that doing some authentic video that helps make a personal connection with your customers can have a huge impact. Create a video that talks about who you are and what you do. You want it to be compelling so they keep watching, but not too long that they lose interest. In addition to connecting your clients to you, video also helps with your bounce rate, which is how long someone stays on your site. It’s not enough for viewers to just stop at your site briefly, you want them to stay there — and video can create those opportunities.

5. Develop Success And Profit With Networking

There is great power behind networking. You need to have thought partners. Thought partners are the people you can call up when you need to troubleshoot a problem. How do you find a thought partner? Join a peer group, meet people at the trade shows, introduce yourself to peers. Nick DiBenedetto, of ND Landscape, Inc., shared these recommendations during the session “How to Develop Success and Profit with the Golden Trilogy at the GIE+EXPO.

6. Developing A Game Plan For A Successful Exit

Ron Edmonds, principal consultant for The Principium Group, presented on how to make a game plan for a successful exit if you are selling your business. A business owner has to be prepared for anything that might be thrown their way. Whether your business sells quickly or takes a while, here are eight business value factors to be aware of when putting your business on the market.

  1. Growth potential
  2. Financial performance
  3. Overdependence
  4. Cash flow
  5. Reoccurring revenue
  6. Unique value proposition
  7. Customer satisfaction
  8. Strength of management team

7. Jaws’ No-Brainer Principles

Ron Jaworski, NFL Pro Bowl quarterback, fondly known as Jaws, gave the keynote speech for NALP at the Opening Kick-Off and shared his seven no-brainer principles for businesses. Here’s what he had to say:

  1. You must really like people: how can you be a strong business person if you don’t like people?
  2. You must be a good example: that means do the little things that will make you successful
  3. Create an atmosphere where people enjoy coming to work
  4. Define the goal, delegate responsibilities, and lead
  5. Empower your people
  6. Build relationships within your business: technology has its place, but nothing tops face-to-face contact
  7. Be sincere: in other words, be yourself

8. Creating A Team Mentality

At his recent GIE session, green industry consultant Marty Grunder, founder and CEO of Grunder Landscaping, Co., in Miamisburg, Ohio, said that one way company owners can help lead their teams to success is to realize it’s not all about them. He says that it’s not about you but rather, it’s about your team — and how you work together. Grunder says that business owners need to recognize that fact in order to be better leaders.

9. Attributes Of Successful CEOs

Becoming a chief executive officer (CEO) is tough. They have to work through a lot of different problems and become master problem solvers to make their business the best they can be. How did they get there? Here are the four key attributes for successful CEOs:

  1. Be decisive
  2. Engage for impact
  3. Adapt proactively
  4. Deliver consistently

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