Green Industry Pros March 2021

PAGE 34: CULTIVATING THE DIGITAL MARKETING LANDSCAPE

MARCH 2021

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TABLE OF CONTENTS Volume 33, No.2 | March 2021

THE MANAGEMENT RESOURCE FOR LANDSCAPE CONTRACTORS AND EQUIPMENT DEALERS

08 Cover Story

COVER STORY

Why Landscaping Business Software Matters Learn how software acts as a tool to enable more efficient operations.

DEPARTMENTS

06 Through the Grapevine 24 New Products

08

40 The Dirt Green Industry News 42 Advertisers Index

FEATURES

14 Equipment Focus Living On the Edge

Taking a look at those crisp edges and what to buy to get them.

18 Special Report Taking Charge With Battery-Powered Equipment The battery-powered OPE market will match the gasoline market in the not-too-distant future

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32 Lawn Care 8 Tips for Safe Use of Lawn Care Chemicals Safe chemical use is always important in lawn care

34 Beyone the Blade Cultivating the Digital Marketing Landscape Tips on finding new customer leads.

37 Dealer Success Guide Data Drives But Gut Decides

Picking the software that empowers your business..

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THROUGH THE GRAPEVINE

ICING ON THE CAKE

F

or landscape contractors edging is often viewed as the icing on the cake of that beautiful landscape.

Done right, edging makes a property look much more appealing. It is a sign of quality work and attention to detail.

If not done or done incorrectly, it often makes a job appear incomplete.

Homeowners and some contractors occasionally use string trimmers turned on their sides to create an edge. However, for a true, crisp, clean line, a dedicated edger is the best solution.

Use of the string trimmers can sometimes be attributed to cost of yet another tool that is only used minimally over the course of a day.

Spending that few hundred dollars and using the tool to put those finishing touches on a property can actually lead to more revenue. Sure, you’re selling the overall product to those potential customers but sometimes it’s the edging, the completeness of the work, that sells them on your service.

It’s true, edgers aren’t flashy like a string trimmer, chainsaw, or a mower.

Let’s be honest, how often do you hear the primary manufacturer’s touting a new edger? The models that debuted a few years ago are the same ones the dealers are still carrying, mainly because they work effectively.

For the contractor who is performing a service for their customer and wants to impress Ryan Whisner (920) 542-1238 with a clean rwhisner@acbusinessmedia.com edge, there

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MARCH 2021

are multiple edger options to choose from including walk-behind (wheeled), handheld or stick edgers or multi-use tools with an edger attachment. Check out our equipment focus article on edgers on page 14 for more details on what to look for.

In the end, use of an edger is what customers are often looking for. A mower will keep the grass looking good but cleaning up the edges makes it look unique and clean and shows that your service is on the cutting edge.

Keep in mind, to be on the cutting edge, limited maintenance will help extend the tool’s life and make that additional investment worthwhile.

Maintaining an edger is much easier than recutting an edge every year. Rent a walk-behind edger to set a good base and then purchase a stick edger or multi-tool attachment for ongoing maintenance purposes.

Keeping up with general maintenance on an edger, can lead the tool to having a long life. As most are going to be gaspowered, maintenance includes checking the air filter, greasing the shaft and gear heads.

Operators also should regularly check the blades for wear as well. Worn blades will not cut as efficiently forcing the unit to work harder and putting extra stress on the engine. Changing the blades and lubricating them will allow the tool to last three to five times longer.

When balanced with the expense of the new mower you just bought, adding an extra few hundred to your expenses to finish a job with an edger is well worth it.

Published by AC Business Media 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538 (800) 538-5544 Volume 33, Number 2

ADVERTISIN G

Publisher ................................................................................... Eric Servais eservais@acbusinessmedia.com Sales Representative ...................................................Megan Perleberg mperleberg@acbusinessmedia.com Sales Representative ..........................................................Sean Dunphy sdunphy@acbusinessmedia.com Sales Representative ..........................................................Nikki Lawson nlawson@acbusinessmedia.com Sales Representative ............................................................Kris Flitcroft kflitcroft@acbusinessmedia.com National Automotive Manager .......................................... Tom Lutzke tlutzke@acbusinessmedia.com

EDITORIAL

Editor ...................................................................................... Ryan Whisner rwhisner@acbusinessmedia.com

CIRCU LATION

Audience Development Manager .................................. Angela Franks

PRODU CTION

Senior Production Manager ................................................Cindy Rusch crusch@acbusinessmedia.com Art Director .................................................................................Willard Kill wkill@acbusinessmedia.com

AC Business Media Chief Executive Officer .................................................. Barry Lovette Chief Financial Officer ............................................... JoAnn Breuchel Chief Digital Officer ...................................................... Kris Heineman Chief Revenue Officer .................................................. Amy Schwandt VP Audience Development ........................................Rhonda Hughes Director of Digital Operations & IT ............................... Nick Raether Director of Digital Strategy............................................... Joel Franke Group Content Director.................................................... Jon Minnick Change of Address & Subscriptions — P.O. Box 3605 Northbrook, IL 60065-3605 • (877) 201-3915 Fax: (847) 291-4816 • circ.greenindustrypros@omeda.com List Rental — Bart Piccirillo, Sr. Account Manager Data Axle • (518)339-4511 bart.piccirillo@infogroup.com Reprints & Licensing — Eric Servais eservais@acbusinessmedia.com Green Industry Pros [USPS 003-763 and ISSN 2168-121X (print), ISSN 2168-1228 (online)] is published seven times a year: January/ February, March, April, May/June, July/August, September/October and November/December by AC Business Media. Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Green Industry Pros, P.O. Box 3605, Northbrook, IL 60065-3605.

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COVER STORY

By Ryan Whisner

F

WHY LANDSCAPING BUSINESS

SOFTWARE

MATTERS 8 GREEN INDUSTRY PROS

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or the professional landscaper contractor, the goal is always to be successful as a business owner. Undoubtedly, there’s a lot of complexity in reaching that success.

“Landing sales, scaling growth and achieving profitability are all obviously essential, but effective customer communication, an excellent local reputation and a solid marketing plan are also crucial,” says Beth Berry, vice president of software business development Real Green Systems.

As suggested in part by Aspire Software Company founder Kevin Kehoe, a few key points for a landscape contractor to find success are: • Building an organization and brand that delivers a good product with excellent service. as loyalty and retention are essential to profitability.

• Building an organization where people can earn a good living and feel excited about going to work every day as their loyalty and retention are essential to profitability, too.

• Understanding your numbers and where they are trending every day.

• Understanding your customer’s experience.

• Building a culture of accountability and success.

“Landscape business owners need to be prepared to systemize their business and improve business operations and functions to become more efficient and eliminate waste,” says Adam Morka, marketing manager, LMN. “With the skilled trade labor shortage reaching an all-time high, owners will be challenged to increase their company work capacity without adding staff and retaining current employees by creating a company culture where employees are in it for the long haul.”

Also, it is important for landscapers to manage their money well and have a good understanding of the difference between cash flow statements and profit and loss statements.

Another of the most important aspects of running a landscaping business, as Shawn Cadeau, chief revenue officer at Jobber suggests, is staying connected with customers. Every interaction is an opportunity to demonstrate professionalism and build a good relationship with the customer, potentially

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resulting in repeat business and positive word-of-mouth reviews.

“It’s essential for any serviceoriented business to identify and quantify the inefficiencies in its processes and put together a plan to address these issues,” says Joyce Pegler, WorkWave service product owner.

In today’s world, using good business management software will help businesses with all these things, streamlining their processes and making their jobs easier.

“By using the right business software to manage prospects and leads, schedule and carry out services efficiently, and engage with customers more effectively, lawn and landscape professionals can position themselves for greater success,” Pegler says. “The end result simultaneously reduces costs and drives new revenue to increase profits.”

There has been a noticeable shift toward technology adoption among contractors in recent years.

Cadeau says the trend has been accelerated by the COVID-19 pandemic.

“Over the past year, we have seen a growing need for technology to facilitate interactions between service professionals and homeowners,” he says.

“Now more than ever, consumers expect a professional, seamless, and contactless technology-enabled service experience.

In fact, many of our landscaping customers complete jobs without ever meeting their customers face-to-face.”

Via technology, contractors can keep customers up to date on progress and ensure consistent communication WorkWave

Among the key features to consider is a dashboard interface that provides easily accessible essential metrics at a glance for better decision-making.

Jobber

The right software will improve all aspects including scheduling customer appointments, routing and easier billing.

throughout the entire job process.

For example, Jobber has features including automated quote followups, appointment reminders, and two-way texting to help increase communication touchpoints.

Modern Investment

WorkWave

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best investments you can make in your business, far beyond any individual piece of equipment.

“If you believe in equipping your team with the best tools for the job, then you need to also equip them with the best business management software available,” he says. “It can be used to grow revenue with sales and marketing tools, gain efficiencies like time savings by automating manual and tedious processes, and grow profitability by giving you deep insight into critical metrics on your business. It really is a gamechanger and gives your company a significant competitive advantage.”

Morka says

Relying on pen-and-paper or software that wasn’t purpose-built for your type of business such as Google docs and spreadsheets is no longer a viable way to run modern businesses, especially as you scale.

Landscape businesses are complex, with multiple business functions and people to manage at all times.

The right tool for the job will always improve business operations and ultimately lead to more profits.

“Business software acts as a tool to enable more efficient operations at every stage of the business life cycle,” Pegler says. “Having a system that not only documents daily operations but assists in the automation of business processes will have a significant impact on efficiency and transform the way they do business for the better, from saving time on jobs and minimizing expenses to helping them secure new customers and improve satisfaction among existing customers.”

McCormick says the ROI on business management software makes it one of the

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COVER STORY

Aspire Software

investment not a one-time expense. tech-enabled landscape companies Software Selection “First and foremost because will rise to the challenge when using When making any substantial technology obsoletes so rapidly, you software to manage and grow the investment, it is always wise to gather must realize you are purchasing business through measurable metrics. information and do some research. something that must evolve “Tech also enables a company to keep up,” Kehoe says. “In to shorten the sales cycle, other words, you are not buying improve customer service, a product, you have to buy make more informed decisions a partner. A good partner is using data, and improve re-investing in the product to employee engagement through keep it relevant and ahead of gamification,” he says. the pack, so you the buyer don’t “Business management have buyer’s remorse a few software such as Jobber not short years after purchase.” only helps you look more Aspire offers a downloadable professional but can also Communication is key to building lasting customer buyer’s guide on selecting provide insight into where relationships. Aspire’s quality audit report account business management software. time and resources are being manages to visually communicate the property’s status with their clients.

“You should look for software spent,” Cadeau says. “It equips that not only meets your you with the ability to see immediate needs but one that which crews are being most can scale with the growth of productive, what services are your business,” Cadeau says. growing in demand, where Morka says the number one you can improve scheduling question should be whether inefficiencies, and more.” the software can contribute Most of the software direct value to the company packages can be accessed and the customers they serve via computers, tablets, or and improve profitability. smartphones, allowing “It’s also essential to think contractors to run day-toScheduling projects on whiteboards and in long-term and seek out a more day operations from the field spreadsheets is a thing of the past. Aspire offers an comprehensive solution,” he while maximizing efficiencies easy-to-use, cloud-based scheduling system that ensures all departments are on the same page and says. “The last thing a company and decreasing the chance there’s no question about which version is the most wants to encounter 5-10 years of missing new business. recent. into their expansion plans is too In addition, jobs can be many software systems that don’t scheduled on the fly, client and integrate well with one another.” job information can be accessed Here are a few questions easily, and the time it takes for landscape contractors may want your crew to complete a job can to ask business management also be tracked from the field. software vendors when “Profit comes from either considering a purchase: increasing revenues or • Does this software help to improve decreasing costs, the best software lets you do both by my bottom line? ensuring you get the most • Will this software help me to win out of your investments in more jobs and gain more market Knowing at any given time whether a project is profitable is crucial to a landscape company’s success. both people and equipment,” share?

Aspire provides that visibility across the entire Berry says. For example, she • Can this system help to increase business, allowing owners, managers and account says Real Green users can cash flow during both my busy and managers to see a job’s hours and expenses with a few manage 18% more customers slow seasons? clicks. with their software. “That’s • Was your solution developed because they can do so much more in It’s important to understand the full specifically for the landscape/lawn care the same amount of time and without breadth of features that a software industry? having to hire additional staff.” solution can provide. Business • What size company typically uses your management software is a long-term software?

Aspire Software Aspire Software

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COVER STORY

Real Green Systems

system that works for you. And there’s quite a bit to consider.

“When choosing software to help run their business, lawn and landscape professionals need to focus on finding a solution that provides features to improve every stage of the business life cycle,” Pegler says. “The right choice will improve every aspect of their operations, from scheduling customer appointments and planning out routes to providing crews in the field with the information they need and making it easy for customers to pay. “ She says a must-have for any software package is an innovative dashboard that will provide essential metrics at a glance to drive better decision making, faster. “That dashboard defines the user’s experience with the software, so its importance can’t be stressed enough,” Pegler says.

McCormick says the list of features in business management software is long, and no one individual feature should determine a software purchase decision.

“Instead, you need to ensure that the software will function well with each segment of your business, from sales to production to accounts receivable to reporting,” he says. “One feature that does tie all these together is job costing, so strong job costing functionality is an indicator that the other features you need are present in the software. “ The advantage of job costing in business management software is that it can be done automatically, as all the data components of thorough job costing are already in the system (estimates, timesheets, material tracking, etc.). “You’ll be saving time while also getting actionable critical insights that drive profitable decision-making,” McCormick says.

Additional key features to consider include sales and customer

• Does your software integrate with other systems?

• How much time will be devoted to training our staff?

• What kind of support will be offered once the system is implemented?

• Does your company provide ongoing training and at what cost?

• What is included in your monthly fees?

• Who else is using your system and what results are they achieving?

Key Features

In the end, what you want is a software

Real Green Systems

Most software packages can be accessed via computers, tablets, or smartphones, allowing contractors to run day-to-day operations from the field.

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management features; production scheduling, purchasing and payroll management; and financial management and reporting features.

“All of the bells and whistles in the world won’t matter if the software lacks the essential functions your business will benefit from,” Berry says. “Your software needs the end-to-end functionality that will make your business more efficient.”

Finally, and this is a crucial consideration, is that the sofware has industry-specific experience and expertise.

“You don’t want a one-size-fits-all software that you have to bend to fit your business,” Berry says. “You want software that’s created, designed and supported by people who understand your business, understand how your business works and understand the challenges you’re working with. Real Green has its roots in lawn care, and our software was created specifically for the green industry. Our solutions work the way you do because we understand the way you need to work.”

Among the first considerations are basic functions, accessibility, and automations for routine functions such as routing, scheduling, billing or before and after service communications.

“Landscapers should look for a budgeting tool to help them make more informed business decisions,” Morka says. “A budget is the blueprint for the business and acts as a guiding light for sales goals, marketing plans, new hires, new equipment, and the list goes on. Beyond that, an estimating tool that’s professional and efficient reduces estimating time and improves the sales cycle to help a contractor win more work.”

Also, he says a CRM and Customer Portal should be high on the list as well.

“Both of these combined, streamline and reduce back and forth communications with customers providing better service, freeing up an owner’s time, and accepting payment through a Customer Portal is a massive win for company and customer,” Morka says.

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Pegler says an integrated payments solution also is crucial, especially as customer expectations continue to shift toward increasingly contactless services.

“Being able to keep customer payment info on file, provide customers with autopay options, and accept payment anytime from anywhere has an immediate impact on a business’s cash flow and saves operators time processing bulk payments for all your daily jobs,” she says.

Echoing Pegler and others, Cadeau suggests contractors should look for software that can provide advanced quoting features, such as the ability

to include images, create customized add-on options and present tiered choices for homeowners to consider.

“Based on data from Jobber customers, we’ve seen first-hand that quoting with add-ons has increased the revenues from approved quotes by an average of 35 percent,” he says.

“Service providers that added images on quotes saw nearly 2X more revenue than those who didn’t use images.”

Cadeau and Berry both say another area to consider is what other apps and tools your software will integrate with.

“Something else to think about is whether the software supports the types of integrations you’re looking for, how effectively and seamlessly it manages those integrations, and whether it will be able to support additional integrations as your business grows,” she says. “With Real Green, our customers have access to a complete portfolio of seamlessly integrated functionality for everything

they need to do to run their business, and we’re adding more all the time through exclusive partnerships like the ones we’ve just launched with Coalmarch Digital Marketing, Lawnbot and API functionality for Service Assistant 5.”

Lastly, as a long-term investment, it is imperative that any management software be scalable, so that it can grow with your business, whether that means adding new users as your business grows, offering new services, or creating new business units and divisions.

“Having to start the search for a new system every time your business grows, or changes can be extremely costly and adds an additional source of frustration for users as they’re forced to learn and implement new processes,” Pegler says.

“Considering the future and scalability when choosing a business software gives lawn and landscape professionals the confidence and flexibility they need to focus on growing their business.”

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EQUIPMENT FOCUS

 to pa

By Ryan Whisner

LIVING ON THE EDGE L

andscaping that features clean edges is a sign of quality work and attention to detail. For the homeowner, a string trimmer flipped on its side may produce a good enough edge for their standards, but for the landscape contractor, a dedicated edger is the best solution for a clean line.

“While it varies by property owner, our feeling is that most people prefer a clean, crisp edge to their sidewalks, driveways, and patios,” says Jerry Morgan, product manager, ECHO Incorporated. “With sidewalks, grass will grow and often ‘creep’ over the edge of the sidewalk, which makes the width of that sidewalk smaller over time. Edging keeps the sidewalk’s usable surface at the width it was intended for.”

A lot of consumers just choose to use their trimmer line to edge. You get somewhat of the same effect, but it is not as crisp and clean as an edger.

Lawn mowers make the grass look good and the edgers are the reason

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the property’s edges look crisp.

In the simplest terms, an edger is a manual or motorized (stick or walkbehind) tool that is used to create a defined boundary or edge between grass and pavement or pavement/non-grass.

They are commonly used for locations where grass meets a sidewalk, curb, or driveway, although they can be used at any consistent boundary point.

As with many of the handheld outdoor power equipment tools, there is a difference between a commercial and homeowner model.

“Commercial-grade trimmers are aimed at the professional, with features & benefits that meet their needs,” Morgan says.

Durability, build and power enough to get the job done are key characteristics professionals consider. Shaft shape (curved or straight) on the handheld models is more an ergonomic preference.

“On commercial products, you’ll notice visual differences as well

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ECHO

as differences while in use,” says Husqvarna product manager Jack Easterly. “Although they get less runtime than a string trimmer in most regions, some properties do require long hours of edging, and the

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ECHO

 Whether straight or curved shaft, it is important to keep your eye on the line to avoid damaging any pavers or other obstacles.

tool needs to be designed for that.”

For example, on Husqvarna commercial edgers (525ECS and 525ES), Easterly says there are extra guard plates on the gearbox to handle that commercial operation. “You want to look for a product that has been designed for commercial use with added protection where there’s key points of contact and friction,” he says.

In addition to the gearbox, contractors should look for models with a high-quality shield and roller wheel, two areas that are constantly making contact with the ground and flying debris.

For power, Easterly says you want something that will not get bogged down with what you are edging.

“Edging is running the motor at high speeds while hitting material constantly during operation,” he says. “It’s not like a string trimmer, where you’re just hitting grass, an edger is really tearing through dirt, rocks, hitting stationary objects and that is a very high impact on the gearbox and other parts of the tool.” As a result, gas-powered units are generally favored by the professionals in the commercial space due to the power, durability, and type of work.

For the contractor who is performing a service for their customer and wants to impress with a clean edge, there are multiple edger options to choose from including walk-behind (wheeled), E-Z Trench

handheld or stick edgers or multiuse tools with an edger attachment.

Walk-behind wheeled edgers

Walk-behind wheeled edgers were generally preferred for longer runs of edging, much larger properties and were generally higher-powered.

“Walk-behind wheeled edgers are older products,” Morgan says. “They are typically expensive and difficult to use.”

Morgan says the wheeled edgers are a rapidly declining category, currently being outsold by stick edgers by nearly a 2:1 margin.

However, when looking to first establish a clean edge or shape a landscape bed, a four-wheeled bed edger from Brown Manufacturing, E-Z Trench or Little Wonder is a good tool for the initial creation of a clean line.

“Usually, a lawn edger and sidewalk edger are terms used synonymously, commonly used for trimming the grass on hardscape borders to define the edge better and keep creeping grasses off the hardscape surface,” says Scotty Porter, E-Z Trench director of marketing. “There are ‘lawn edgers’ on the market that are used to define the natural edges of landscape flower beds.”

Porter says those machines are typically professional-grade products rather than something a homeowner is going to purchase. “They are constructed to be very durable and last for years of service,” he says.

Generally, those larger units, like the E-Z Trench Bedscaper BE400 are powered by 200cc gasoline engines and can have carbide cutting bits to dig through soils of various types, defining the turf and landscaping more than trimming grass.

In addition, Porter says these units can be used to pulverize grass and soil much like a tiller could and therefore create flower beds easily.

The four-wheeled bed edgers, such as the Bedscaper BE400 are ideal for edging around trees and flower beds.

Contractors do purchase them, but they  The four-wheeled bed edgers, such as the Bedscaper BE400 are ideal for edging around trees and flower beds. www.greenindustrypros.com

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also have options to rent such units when it is not needed for everyday jobs.

Relatively speaking, not as many of these units are sold, but dealers often have them available for purchase or rent.

 One benefit of the handheld or stick edgers is storage. Similar to a string trimmer, they tend not to take up a lot of trailer real estate.

Handheld stick edgers

Handheld or stick edger models are lightweight, easy to maneuver and appear to be the most utilized. With most brands, you will see two different types of handheld edgers, either a curved/offset shaft or straight shaft.

Morgan says the choice between curved or straight shaft usually comes down to user preference. For example, both ECHO’s PE-2620 (curved) and PE-2620S (straight) edgers continue to perform well.

“The straight shaft edger is usually about 1 in. longer, offers better maneuverability in small/tight spaces, and, according to most professionals, is easier to store in the trailer as it takes up less space,” he says.

Regardless of brand, the straight shaft edgers are generally more expensive due to the 90-degree angle at the gearbox. Taking cost and ease of use into consideration, it is not surprising that the curved or offset shaft edgers seem to be the most common.

“It’s really an offset shaft, giving the user a little bit better visibility to what they’re cutting versus a straight shaft,” Easterly says.

Whether straight or curved, it is important to keep your eye on the line.

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EQUIPMENT FOCUS Husqvarna

Most people prefer a clean, crisp edge to their sidewalks, driveways, and patios. Lawn mowers make the grass look good and the edgers are the reason the property’s edges look crisp.

as they fit into their landscape needs.

“We have a wide variety of multiuse tools including an edger,” Easterly said. “It’s a great idea and offers great versatility and storability especially with trailer real estate in mind.”

For example, Husqvarna has a 16-product option with its detachable tool line and ECHO has 14 attachments

ECHO

“It’s not just sidewalks, there can be pavers or other items you could chip and destroy immediately,” he says.

Some landscapers will just walk one-handed and go for a half-mile barely paying attention and just use the wheel to guide them. In some areas you need to be very careful around things like pavers or areas that are up near homes or the actual office building or wherever you are doing the work.

Everyone uses their tools differently.

Easterly says another benefit of the handheld or stick edgers is storage.

“Trailer real estate is a big deal,” he says.

“Keeping space open and determining how much you can haul is important.

Landscaping is a mobile operation and handheld edgers are much more versatile and storable than other models.”

to help companies handle nearly their landscaping and maintenance needs.

“We offer two size powerheads in this category a 21.2cc 225-series head which is designed for the homeowner, and the 25.4cc 2620-series head which is designed for the professional,” Morgan says. “These are perfect for companies that may do certain tasks (i.e., hedge trimming, edging, pruning, etc.) less often than their core tasks.”

Adoption of the use of multi-use tools with the edger attachment is increasing across both the homeowner and professional users.

Commercial cutters are usually the ones to purchase the units with various attachments. They want the versatility of having more options rather than having one complete unit where all it does is edge.

“With landscapers, we still find that the dedicated tools are the tool of choice,” Easterly says. However, he admits that there are some out there that are taking advantage of the multi-tool option. “For those commercial landscapers that do choose to go with detachment products, they see great benefits with storability and efficiencies,” he says.

Multi-tool attachments

Since stick edgers serve one purpose only, they are not always the best sellers. Some customers are looking for equipment that offers many uses in both landscape installation and maintenance solutions.

Many contractors and even homeowners are turning to multi-use tools. Power sources that accept different tool heads allow the user to buy different pieces

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The choice between curved or straight shaft edgers, such as this ECHO PE-2620S straight shaft usually comes down to user preference and ergonomics.

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SPECIAL REPORT

By Ryan Whisner

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market in the not-too-distant future.

In fact, STIHL’s battery sales to dealers were up double digits in 2020.

“In line with consumer expectation, battery technology has improved vastly as well, providing users a powerful alternative to gasoline-powered equipment while offering a host of benefits including ease of use, zero exhaust emissions, reduced noise, no fuel costs and reduced maintenance,” says Mike Poluka, STIHL Inc. product manager.

Still, many pros view this product category skeptically, as they do most new technologies and overall approaches to doing business. They have questions, and do not want to find out that the answers don’t suit them in the middle of the season.

“Our data shows that in the next five years, battery will grow expoA benefit of battery-powered equipment design is the nentially on the residential ability to to be more ergonomic and lighter than their side of the business,” says

he shift from gas to battery power is steadily gaining momentum in the landscaping industry.

There is no mistaking the convenience of battery-powered lawn equipment. The market for battery-powered equipment continues to trend upward, both in the consumer and professional segment.

Over the past few years, the batterypowered outdoor power equipment (OPE) market has grown significantly and will at least match the gasoline

gas-powered counterparts.

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Christin Wam, Briggs & Stratton Turf and Consumer Products director of marketing. With commercial landscapers, battery shifts will take longer to come to fruition, however there is growth within landscaper market as well.

The COVID-19 pandemic led to an increase in sales for this type of equipment, as homeowners were focused a bit more on home maintenance and other landscaping projects. “The sophisticated combination of batteries, motors, and electronics behind battery-powered equipment continues to advance, pushing the performance and adoption of battery-powered options especially within the professional market,” says Tony Buxton, Milwaukee Tool senior product manager. “We’re now at a place where many of the battery-powered options available are performing at the same level as gas options.”

There is also a system advantage for pros investing in battery-powered equipment. For instance, Milwaukee Tool’s OPE line is compatible with the M18 System which consists of more than 200

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The potential benefits of battery power have also made these tools more appealing for pros: easy start-up, zero emissions, lower noise, and there is no gas or fuel to mix while on the job.

“First and foremost, the idea of infinite power that battery-powered equipment provides coupled with less downtime is a key advantage,” Wam says. “We see some commercial customers who use our Snapper XD 82V Max chore tools keeping extra batteries charged on an inverter generator in the truck, so they never run out of power. A quick battery swap and they are back at it. “ The comment most people make when they first experience batterypowered lawn and garden tools vs gas is how easy they are to start.

EGO’s Director of Excitement Gerry Barnaby says the turning point (in a negative way) for gas-powered tools came with the introduction of ethanol. “If you don’t stabilize the gas right out of the pump it can start to go bad in 30 days, gum up your carb which will make starting your tool harder and harder,” he says.

To start up a gas unit, the user must prime and pull start and if the equipment hasn’t been used in a while or it’s being used in a colder climate, it can be harder to get up and running.

“With battery-powered equipment there is a very simple push-button start,

Many professional landscapers still approach the battery-powered equipment skeptically, despite the potential benefits of zero emissions, reduced noise and limited maintenance.

eliminating the time-intensive start-up process of a gas engine,” Buxton says.

Also, with no dirty air filters, spark plugs, snapped recoil starter or failing carburetors, there is no engine maintenance on battery-powered equipment.

There is no tune-up, there are no additives, there’s nothing except a ‘go’ button.

Lastly, is the significantly reduced noise and no emissions coming from battery-powered tools.

There continues to be pressure on the industry from different sources to reduce emission for professional end-users, it is not uncommon to hear that municipalities, homeowner associations, or campuses prohibit the use of certain gasoline-powered equipment. There could be several reasons for these mandates, such as exhaust emissions or noise levels, and it certainly attributes to the growth in the market on the professional side.

Battery-powered equipment is a great solution. “Due to the elimination of the gas engine, battery-powered equipment creates substantially less noise,” Buxton says. “Many landscaping crews focus on residential and commercial areas where there may be a need to create less noise, so they do not bother or distract occupants and neighbors.”

Additionally, he says the reduction in noise is beneficial on the operator’s long-term hearing because they are not exposed to high noise levels continuously throughout the day.

“Furthermore, battery-powered

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There is a system advantage for pros investing in battery-powered equipment. Many manufacturers have several tools that utilize the same batteries, such as Milwaukee Tool’s M18 System which consists of more than 200 products.

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other products that use the exact same batteries. “This means that when pros invest into Milwaukee’s OPE, they’re also investing in a system that will benefit them more than just during their landscaping work,” Buxton says. Other manufacturers have similar benefits as one battery-style fits multiple tools.

“In the long term over the next few years, we expect the adoption of battery power in the professional space to gain more momentum and for it to shift over,” Buxton says.

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Total run time for the various batteries may vary, but generally, for the commercial products, a single battery gives a comparable run to a tank of gas on the same style of tool.

Making the switch between batterypowered or gas equipment comes down to the contractor’s needs and the task at hand.

equipment has no exhaust system so users do not have to deal with emissions blowing into their face or heat build-up on exhaust pipes, both commonly noted frustrations,” Buxton says.

In the Running

Despite their growing popularity, many landscape contractors are reluctant to give up their gas-powered equipment for rechargeable ones, having concerns about their initial cost, performance, and run time.

“The argument still exists, but as we see batteries taking over in other sectors, I think we’ll hear it from fewer and fewer landscapers,” Wam says.

“We’re seeing commercial jackhammers operated by battery, whole home

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SPECIAL REPORT

EGO

 The force of many battery-powered blowers is efficient enough to complete most jobs.

EGO

 This trimmer is one example from EGO, that has an external connection allowing operators to shift the battery weight from the unit to their back or hip.

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sional gas-powered machines, but they also offer equal or better performance levels which is what professional customers expect from STIHL,” he says.

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Rechargeable Solution

With lithium-ion battery packs, the idea of reduced power is a myth.

Equipment powered by lithium-ion batteries will perform the same with a full charge as it will at the end of a charge.

“That’s why there are ‘fuel gauges’ on all of the lithium-ion battery packs,” Wam says. “Since there is no indication for the contractor that the battery is at the end of a charge, it doesn’t get quieter or lose power slowly, we need to give them a visual cue, so they know before they climb a tree with a chainsaw or cross several acres of a field with a piece of equipment that the battery is low.”

Additionally, when gas-powered equipment is not in use and idling, the engine continues to run and uses up gas. With battery-powered equipment, when a user is not on the trigger, no power is being used, conversing energy.

However, batteries are unlike gas engines in that you can’t just pour energy into them. They need to be recharged.

“When choosing a line of batterypowered lawn and garden equipment you want to pay attention to the listed run times and also the time it takes to recharge a battery,” Barnaby says, touting EGO’s Power+ and com-

Snapper

batteries and obviously battery-powered cars are now commonplace. If battery can power all these things and more, then I think landscapers will come to appreciate the role battery can play in their equipment line-up.”

Indeed, it appears that most manufacturers are closing the gap on gas-powered tools.

“We expect the power and runtime of battery powered products to eclipse gas handheld products in the next few years,” Buxton says. “We have proven through our battery-powered technology, that we can deliver users the ability to complete applications faster than small gas engines up to 40cc.”

Many battery-powered equipment models today run longer with the same amount of power as their popular gasoline-powered counterparts.

“Battery technology has improved vastly over the years,” Poluka says.

There are a multiple battery-power OPE manufacturers whose equipment is suitable for a professional contractor as would a gas equivalent.

This is primarily due to the engineering of the batteries, the voltage of the battery and the amp hours.

“EGO’s 56V Arc lithium battery technology gives the handheld 650 CFM blower, for instance, more power than any gas handheld blower,” Barnaby says.

In addition, he says EGO was the first manufacturer to earn dual certification for pro crews from American Green Zone Alliance for its Power+ (residential/ prosumer) and commercial lines of tools.

Other brands, such as STIHL, which introduced its first battery-powered product in 2010, continue to offer diverse lines of battery-powered products built for long run times and professional performance while also improving existing gasoline-powered products.

Poluka says STIHL’s AP Battery Series uses the same proven drive shaft and/or cutting components as their gas counterparts. In this product category, he includes just about every hand-held product a landscape contractor would want, everything from hedge trimmers, handheld blowers, and chainsaws to string line trimmers, a walk-behind lawn mower, pole pruners, and extended-reach hedge trimmers.

“Not only do these battery machines look similar to some of our profes-

 Unlike gas engines, you can’t just pour energy into a battery, they need to be recharged. Initial investment may include purchase of multiple batteries to get through a day.

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 ab

mercial lines run time, charge speed and lifespan. “EGO’s batteries charge quickly enough where you can charge one battery while you’re using another and then swap them,” he says.

Total run time for the various batteries may vary, but generally, for the commercial products, a single battery gives a comparable run to a tank of gas on the same style of tool. To get through an entire day effectively with batterypowered tools, you may have to invest in a few batteries to get the job done.

“As for run time, yes, a landscaper using battery powered equipment will have to replace the battery during the course of the day,” Wam says. “That’s why we see our commercial customers keeping extra batteries charged on an inverter in the truck. That way they have infinite power, and a battery is always charged at the ready.”

Savings on fuel costs makes the ROI on the initial investment swift.

“It can cost pennies to charge a battery fully vs the cost of a gallon of gas,” Barnaby says.

Most companies have different battery options, with some having larger backpack batteries for users for longer runtimes or external connections to shift the battery weight from the unit to the user’s back or hip for optimal weight distribution and user comfort during long workdays.

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Flipping the Switch

It really depends on the contractor in terms of a decision to make the switch to battery-powered equipment or maintain a balance between battery and gas. There is no question that many landscape contractors, big and small, are adding batteries to the mix.

“Any company that has invested in gas-powered equipment is going to be resistant to making a wholesale switch over to battery power because of the investment they’ve made in gas-powered tools,” Barnaby says.

Wam agrees, suggesting that several contractors will still prefer certain gaspowered tools for the time being.

“I just don’t see gas going away anytime soon,” she says.

However, especially in the aftermath of 2020 and the COVID-19 pandemic, it appears there is a competitive advantage to having a battery-powered component.

“Given the increase in the number of people working from home, more consumers are noticing how disruptive gas-powered lawn and garden crews are to the neighborhood,” Barnaby says. “If you can offer quiet, effective batterypowered lawn service to a neighborhood at a competitive price you may be able to land multiple accounts in a small radius, thereby maximizing your time/profit.”

Any decision to switch or add in a mix of battery-powered equipment really depends on the contractor’s

Snapper

Snapper

 Cost-savings in fuel is among the top considerations for contractors thinking about using battery-powered equipment. www.greenindustrypros.com

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needs and their tasks at hand.

“Battery-powered technology has evolved to the point where certain battery outdoor power equipment either meets or exceeds their gasoline counterparts in terms of power and performance,” Poluka says. “They offer many benefits such as ease-of-use, low noise, reduced vibration, no exhaust emissions, reduced maintenance costs, and no fuel related issues. These benefits are quickly appreciated for the users who operate them – especially when operating for an extended period.

While STIHL offers many battery powered tools comparable in power and performance to their gasoline counterparts, Poluka acknowledges there could still very well be a need for gasoline equipment in their fleet. For instance, if a contractor finds themselves providing heavy leaf cleanup services in the fall, he suggests one of STIHL’s gasoline backpack blowers (STIHL BR 600, STIHL BR 700, or STIHL BR 800) would certainly be the tool of choice to get the job done quickly and efficiently.

“Despite advances in batterypowered handheld outdoor power equipment, many professionals prefer to operate gasoline-powered equipment,” Poluka said. “As a result, there have been a number of new technologies that enhance these tools to reduce emissions and noise output as well as provide greater fuel efficiency.”

In the short term it is practical for small contractors to have a mix of battery and gas options, given the level of performance and advantages currently seen in the market with battery-powered equipment over gas.

“We expect this trend to continue in the future as the capabilities of battery-powered equipment continues to advance,” Buxton says. “The shift from gas to battery power is steadily gaining momentum in the landscaping industry. In the near future, batterypowered handheld solutions will deliver the capability to be full gas replacements. Until then being prepared with a mix of battery-powered solutions and gas equipment makes sense.”

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ADVERTISEMENT

3

KEYS FOR SPRING CLEANING YOUR CLIENT LIST

BY KEVIN KEHOE

youraspire.com

When March rolls around, it’s difficult to resist the urge to throw open the windows for some fresh air and declutter your belongings. There’s nothing like a basement or garage purge to make a homeowner feel lighter and more productive. It’s no wonder the idea of spring cleaning is universally appealing.

Then why don’t we approach our businesses the same way? Let’s take the opportunity to spring clean our customer roster — and continue doing it year-round.

Consider this example: It’s the end of landscape maintenance renewal season and spring work is about to commence, when you hear from a client that they aren’t going to renew your contract. You’ve been fired.

Before you grovel or beg to keep the work — or make price concessions to maintain the relationship — consider this vital question: Was it a profitable account in the first place?

My definition of a profitable landscape maintenance customer is one that meets the following requirements:

1. Is loyal (100-percent retention); 2. Delivers a targeted profit margin (gross-profit percent) for the service provided; and 3. Purchases additional work (upsell percent).

Back to the example, was the client you lost profitable? If so, then losing the work is obviously a negative thing for your business. If not, then it’s not so bad. You can replace it with a more profitable account. If you’re not sure whether the client was profitable or not, then that’s the biggest problem of all. How many of your other accounts are you in jeopardy of losing? Or worse – how many are you currently losing money on?

Follow these three steps to ensure your landscape maintenance client relationships are squeaky clean moving forward.

Keep in mind, you shouldn’t scrutinize only the low-profit relationships.

It’s important to address high-profit relationships as well. If you’re making far above your target margin on any given account, then you’re at risk of losing that work to a lower-priced competitor.

1.Analyze the data.

account manager’s activity. Make sure to monitor the activities that drive relationship profitability, including seeking renewals, doing site inspections, and proposing upsells. A simple report will provide the information you need to work with your account manager effectively.

Before you renew any accounts, understand each customer’s profitability.

Start by collecting the following information for each customer going back at least three years, if possible:

• Actual revenue • Actual annual revenue increase (%)

• Actual gross profit (%) • Target gross profit (%)

This report should include: • Site inspections – planned and completed (monthly); • Proposed upsells – actual and target (monthly); and • Sold upsells – actual and target (monthly).

3.Manage profitability.

• Actual gross profit (%) • Target gross profit (%)

• Actual sell rate (%) • Target sell rate (%) • Actual revenue

2.Monitor account activity.

The final step is taking action to manage the relationship profitably. Use the information you’ve gathered about each account and adjust the price or scope accordingly, or consider letting a customer go. Managing profitability account by account is essential to managing your net profits, and dropping unprofitable clients will make room for selling more lucrative work.

Unprofitable relationships hurt your margins, but they also hurt your morale. Letting go of a customer may sound like a difficult decision—and it is— but I can assure you your people will thank you for purging that kind of customer.

Adopting a spring-cleaning mentality when it comes to client relationships will ensure you’re working with customers who appreciate your work and respect your need to make a profit. And there’s no better time of year to start than now!

While it’s the account manager’s responsibility to oversee the relationship, it’s your responsibility as an owner or executive to oversee your

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In today’s market, you can either lead—or get left behind:

Join the Aspire R [ Evolution ].

As the landscape industry continues to evolve and competition increases, it’s becoming harder and harder to get—and stay—ahead.

With technology helping companies run smarter and more profitably, it’s crucial you invest in the right business management system—and, more importantly, one that’s leading the way.

Aspire offers the end-to-end functionality to revolutionize how your business operates:

» CRM » Estimating » Scheduling

» Purchasing » Equipment » Invoicing

» Reporting » Mobile Time » Accounting Integration

Aspire. There’s a reason it’s the #1 business management software for landscape contractors.

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NEW PRODUCTS

NEW TECH Slingshot Platform

The Slingshot platform helps home services providers, including landscape contractors, adapt to the on-demand economy through its 24/7 answering service and technology. With 74% of customers choosing the provider that responds first, Slingshot’s specialized team of lawn care agents are there to answer first and answer fast, for less than the cost of a single employee.

Slingshot agents can qualify potential customers, sell customized lawn service packages, and manage scheduling, payments, and customer support. The platform allows contractors to engage with customers through webchat, web lead response, text, social media, and phone making it easy to track and evaluate every interaction.

Service is available after business hours, weekends or full-service. Users can analyze performance, new contracts sold, customer support issues and other metrics through the platform dashboard. Also, Slingshot integrates with many industry CRMs or works directly with a contractor’s specific lawn or customer management software.

Find out more at www.getslingshot.com. www.greenindustrypros.com/21283017v

Aspire Landscape Business Management Platform Aspire Software offers a highly scalable, cloud-based business management software built specifically for companies in the landscape and snow/ice removal industries. The Aspire platform replaces manual processes and siloed or incomplete solutions with a single, centralized system that allows contractors to easily capture and utilize their real-time data.

The Aspire platform provides the true end-to-end functionality, from sales to estimating and invoicing to accounts receivable, that landscapers need to keep their businesses running smoothly and profitably. In Aspire, all information originates from the estimate and flows through the system to ensure no details are lost in the day-to-day shuffle. Based on industry best practices, Aspire’s workflows and processes help ensure field and back-office operations run seamlessly, jobs are completed correctly and on time, and invoicing and accounts receivable activities are conducted in a timely manner.

Aspire makes a real impact on landscaping businesses by helping company owners and managers gain visibility into every aspect of their operations: each division, service, customers job, ticket, sales rep, manager, and/or crew. With the ability to query their company’s real-time data in any way, contractors can understand what’s impacting their bottom line so they can make proactive, informed decisions and ultimately increase their profits.

For more information, visit www.youraspire.com www.greenindustrypros.com/21282995

Toro Swivel Mud Buggy The Toro Swivel Mud Buggy features a redesigned tub that enables it to swivel 180 degrees, allowing users to dump materials anywhere between the 180-degree angle.

• 3/8-inch polyethylene tub material 25 hp Kohler Confident engine • 16 cu. feet tub volume • Carries up to 2,500 lbs • Swivel switch travels with right-hand control handle, allowing operation while swiveling • Auto-return dump feature • Transport speeds up to 6 mph • Endless Kevlar reinforced tracks www.greenindustrypros.com/21201624

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Makita 18V X2 (36V) LXT Brush Cutter (XRU16)

Honda My Generator Bluetooth App

Makita’s 18V X2 (36V) LXT Cordless Brush Cutter delivers power needed for commercial applications.

The Honda My Generator Bluetooth App allows users to start (electric start models only), stop, and monitor operations of a portable Honda generator remotely from a smartphone through Bluetooth. The app operates within a 75-foot line of sight, allowing the user to start (electric start models only) and stop the generator, monitor information such as output power, engine operating hours, oil life, (fuel level EU7000iS only), estimated run times based on power usage, as well as receive warnings and maintenance reminders.

Features of the app include:

• Bike-handle design • 9-inch Star Blade, 4T (B-14118), constructed with steel for efficient cutting of grasses, shrubs, underwood and thicket • Three speed options (4,600/5,500/7,000 RPM) • Automatic Torque Drive technology mode • Reverse rotation function allows operator to quickly clear trimmer head of entangled grass and weeds • Extreme Protection Technology (XPT) for operation in harsh job site conditions www.greenindustrypros.com/21173825

John Deere Smart Connector Tractor maintenance is simplified through the new John Deere Smart Connector and TractorPlus App for compact utility tractors. The Smart Connector establishes a connection between your tractor and your smartphone via Bluetooth technology for easy access to tractor information, like service intervals, diagnostic codes, fuel level, engine hours and maintenance information.

• TractorPlus App uses data from the Smart Connector to recommend service intervals, view diagnostic codes and access maintenance information • Access to how-to videos on Fronteir Tips Notebook for step-by-step information on maintenance, property projects and more.

• Provides an extended dashboard to tractor by displaying real-time machine and job information • Coverage mapping via your smartphone’s location tracking system • Plugs into service advisor port on tractor • Compatible with most 2-, 3- ane 4-Series John Deere compact utility tractors www.greenindustrypros.com/21200759

• Operates with selected Apple devices and Android smartphones • Compatible with the majority of iOS devices introduced during the last four years, including iPhone 6, 6S, 6 Plus (and newer), along with the iPad Pro 13.3 (and newer)—Apple devices using iOS versions 11.0 (and newer).

• Compatible with Android smartphones using software versions 9.0 (and newer).

• Easy to install and operate: the owner simply downloads the app and follows the pairing instructions. www.greenindustrypros.com/21194280

Husqvarna T540i XP and 540i XP Husqvarna T540i XP and 540i XP batterypowered chainsaws were developed specifically with professional users in mind. The new chainsaws have capabilities equivalent to professional 40cc petrol chainsaws, making them ideal for tree removals and smaller felling tasks.

• X-Cut chain, SP21G • X-PRECISION bar • User-friendly interface for quick control • Zero exhaust emissions • Battery status is easily visible www.greenindustrypros.com/21196888

www.greenindustrypros.com

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NEW PRODUCTS

Hunter Stake Kits Native plant restoration projects and subsurface drip irrigation systems often require temporary overhead watering to support delicate plants.

Designed for use with any water-efficient Hunter Industries MP Rotator nozzle, MP Stake kits come preassembled for simple installation.

• Standard kit includes a 26” stake • Nozzle adapter • 0.345” tubing • ½ inch threaded male fitting • Upgradeable to a 40 PSI pressure regulator and Hunter Check Valve Kit www.greenindustrypros.com/21233014

Oregon BLH120VX Handheld Blower Oregon’s BLH120VX handheld blower makes landscaping maintenance clean up a breeze in any weather with Oregon’s IP56 ingress protection rating and a full 18.5N of blowing force.

• Max air speed: 166 mph • Air volume: 530 CFM • Weight: 7.3 lbs • Run Time: Up to 90 minutes in stealth mode • Sound rating: 56 db(A) max www.greenindustrypros.com/21202530

Artillian ROPS-Mounted Attachment System Artillian Tractor modular ROPS-mounted tool system attaches to most rectangular ROPS profiles on tractors and zero turn mowers. The tool bar mounts using adjustable metal brackets and U-bolts and each attachment comes with two pre-installed cam level latches.

• Chainsaw mount holds chainsaws with bar lengths over 14-inchs/ under 4.5 width • Tool box storage containers with internal tool tray • Open top basket with grab handles for carrying tools, chains, pins, etc.

• Tool rack holds up to 4, long-handle tools • Bucket holder accommodates a standard 5-gallon bucket • Beverage cooler holder has cam buckle strap to secure cooler in place

Rotary Lawn Mower Blades Rotary’s professional-grade lawn mower blades are now available in the Copperhead Six-Pack, a box of six value-priced blades that’s ideal for landscape professionals.

• Tested for uniform hardness and heavy-duty performance • ISO certified for quality, durability and superior craftsmanship • Made exclusively in the USA with premium grade American steel • Precision-formed, strengthened and sharpened www.greenindustrypros.com/21232357

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Makita 18V LXT Couple Shaft Power Head The Makita 18V LXT Couple Shaft Power Head offers users more versatility. It is designed for use with a variety of Makita attachments.

• Powers up to 13 different attachments with tool less installation • All kits come with 13-inch string trimmer attachment • Loop handle for comfortable grip and hook for shoulder strap • Extreme Protection Technology (XPT) for dust and water resistance in harsh conditions • Variable speed control • Brushless electric motor www.greenindustrypros.com/21233118

STIHL FSA 135 and FSA 135 R Trimmer STIHL says its FSA 135 and FSA 135 R batterypowered trimmers deliver professional cutting performance comparable to STIHL gas units.

• Loop or bike handle design • Zero exhaust emissions and low noise • Brushless motor • Same drive and cutting components as STIHL professional gas trimmers • Compatible with KMA 135 R KombiMotor www.greenindustrypros.com/21201531

Create beautifully shaped beds with zero-turn steering.

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www.greenindustrypros.com

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NEW PRODUCTS

ECHO EGi3600LN Inverter Generators The ECHO EGi-3600LN low-noise inverter generator provides quiet power, registering at only 63 dB(A). The EGi3600LN provides portable power for places such as home power outages, tailgating, camping, mobile field charging of batteries, construction sites and more.

• 3,600 maximum watts • Electric start with recoil backup • Folding handles and wheel kit • 212cc overhead valve 4-stroke engine with sound-insulating panels • LED Control Panel displays fuel level and power usage • Parallel capable to double power output • On-board storage for maintenance-related tools www.greenindustrypros.com/21233201

Kubota KX057-5 Compact Excavator

Mecalac Excavator Boom Update Mecalac, offers a new configuration of its innovative twopiece boom with offset for 6MCR skid excavators and 7MWR wheeled excavator models. The boom option allows customers to better tailor equipment for their specific needs.

• Optimized for excavation and truck loading applications • Wider working angle, faster movement and higher penetration force • Five axes for increased range of motion • Able to be tucked in close to machine even with full bucket • Allows for dexterity with multiple attachments www.greenindustrypros.com/21259813

Turfco’s T5000 Spreader/ Sprayer

The 47.6-gross-hp KX057-5 compact excavator replaces the KX057-4 in Kubota’s K Series of compact excavators and offers improved technology and ample cabin space.

• Digging depth of 12 feet 9 inches a • Available in canopy or cab models • Bucket breakout force of 10,172 pounds • Full-color seven-inch LCD screen • Optional keyless start with a four-digit code, and up to 10 user passwords can be set www.greenindustrypros.com/21259863

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Turfco’s T5000 Spreader/ Sprayer is a scaled up version of the T3100 design to tackle larger properties and increase productivity while maintaining the ability to fit through a 48-inch gate.

• 60-gallon sprayer • 325-pound spreader capacity • 22-hp engine, delivering speeds up to 7 mph • Steering wheel drive system • Two-nozzle boomless spray system, spray width of 10 feet • Optional 3-In-1 tank • Hydraulic spreader provides inifinite control up to 25 feet wide T5000 spreader/sprayerTurfco www.greenindustrypros.com/21244313

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Toro 60V Flex-Force Cordless Chainsaw The Toro 60V Flex-Force cordless chainsaw makes outdoor work a breeze according to the company and is ideal for Ideal for storm cleanup, tree trimming and log-cutting.

• 16-inch bar and chain • 60-volt battery • 50 cuts of a 6-by-6-inch timber on single charge • Brushless DC motor • Three-year full warranty www.greenindustrypros.com/21271044

Vermeer TR6450 Trommel Screen

Kubota U55-5 Reduced Tailswing Compact Excavator

Vermeer’s TR6450 trommel screen is capable of sorting up to three product sizes at once with adjustable front-fines, rear-fines and overs conveyor for efficient multi-product production. The TR6450 has a hopper infeed height of just 9 feet 6 inches from ground level at operating incline and capacity of 6.5 cubic yards.

• 120-horsepower Cat 3.6L Tier 4F diesel engine • 20-foot long, 6.5-foot diameter quick-change tension screen drum, • Sorts up to 180 cubic yards per hour with .5-inch screens installed and material with moisture less than 40% • Drum speed can be adjusted from 0 to 25 revolutions per minute • Vermer ACS control system provides conveyor height and drum speed adjustments from machine display or handle transceiver remote www.greenindustrypros.com/21244746

The 47.6-hp U55-5 compact excavator has a reduced tail swing to maneuver in any size jobsite and is available with a newly designed cab designed to reduce noise and vibration for increased operator comfort.

• Offers a digging depth of 11 ft. 11 in. and a maximum dump height of 13 ft. 2 in.

• Available in canopy or cab models • Redesigned cabin features a double adjustable seat and greater head and foot space • Thicker floor plate in cab reduces noise • Metal sash bars overhead removed from cab and a felt ceiling installed to reduce noise and vibration • Thinner cab pillars further reduce vibration and noise • Large full-color LCD screen provides all operational information • Optional rear-view camera and keyless start with 10 user passwords for customized control www.greenindustrypros.com/21271043

Toro 60V Flex-Force Stick Edger The Toro 60V Flex-Force stick edger is designed with the operator and ergonomics in mind.

• 8-inch blade • 1.75-inch adjustable cutting depth • Powered by a brushless motor • Durable, cast-aluminum head • Three-year full warranty www.greenindustrypros.com/21271046

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NEW PRODUCTS

Rain Bird ESP-LXIVM Series Rain Bird’s ESP-LXIVM Series are easy-to-use controllers for two-wire irrigation systems that provide large, challenging sites with advanced water management tools, advanced diagnostics and a host of new features. Standard model can support up to 60 stations with up to 10 independent programs, while the Pro model can manage larger sites with up to 240 stations and up to 40 programs.

• Integrated Valve Module (IVM), a” smart valve” that maintains constant communication with the controller for more efficient irrigation and advanced diagnostics • Advanced diagnostics including a self-healing feature that automatically detects fixes to wire path and splice issues and restarts irrigation without manual intervention • Two-Wire Mapping feature maps integrated devices to corresponding wire paths to quickly find and resolve issues • Supported field devices include the IVM-SOL, the IVM-OUT, the IVM-SEN and the IVM-SD • Advanced flow management tools include FloWatch, which alerts to high- and low-flow conditions, and FloManager, which manages hydraulic demand • Additional water management features include Cycle + Soak, Seasonal Adjust (by program or month), Station Delay. Rain Delay and more • Extra Simple Programming (ESP) with an extra-large, easy-to-read backlit LCD display. www.greenindustrypros.com/21201079

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STIHL KMA 135 R KombiMotor STIHL’s KMA 135 R KombiMotor has the potential to streamline operations.

The versatile battery-powered multi-task tool features performance comparable to STIHL gas-powered units with the same attachment compatibility.

• Powers up to 14 different attachments • Commercial-grade power with zero emissions and low noise • Variable speed throttle trigger on all 135 tools gives users control • Brushless electric motor offers optimal performance and a virtually maintenance-free service life www.greenindustrypros.com/21201529

ECHO PB-9010 Backpack Blower ECHO Incorporated’s PB-9010 backpack blower is ideal for heavy debris cleanup, and clearing large open areas during fall clean-up or after mowing.

• 79.9 cc professional-grade 2-stroke engine • 1,110 CFM of air volume at a speed of 220 MPH at the nozzle • Heavy-duty padded shoulder straps • 91 mm (3.6 inch) diameter blower pipes • 2-stage commercial air filtration system with heavy duty pleated paper air filter • Tool-less air filter access • Large 83.8 fluid ounce fuel tank • Ergonomic, rubber overmolded throttle handle (T model only) www.greenindustrypros.com/21233181

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LAWN CARE

8

By Michael Finati

Tips for Safe Use of

LAWN CARE CHEMICALS Maintain Safety Data Sheets (SDS)

©adragan - stock.adobe.com

L

andscaping crew members often work with chemicals, especially if the company is actively involved in lawn care using fertilizers, weed killers, and various pesticides that can often be considered hazardous.

Such chemicals can get on your skin, in your eyes or enter your body through inhalation, or be transported from your hands or the treated lawn to your mouth. The insecticides, herbicides and fungicides used by lawn care providers can be harmful if not handled properly. It is imperative to protect both your crew members and anyone else

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on the property from such hazards.

First and foremost, one of the most critical components is proper employee training. Adequate training should always include correct application methods as well as the following safety tips listed below. All new employees require company-specific safety training, and refresher courses help all employees, regardless of their skill level or time employed.

Here are few safety tips to keep your company safe when dealing with lawn care chemicals:

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A copy of current safety data sheets -- previously known as safety data sheets SDS -- is required in the workplace for any hazardous chemicals used by employees on the job site or around the shop. Safety data sheets align with the United Nation’s Globally Harmonized System of Classification and Labelling of Chemicals (GHS) and provide information on the safe use, handling, and storage of hazardous chemicals. Obtain SDSs through the chemical manufacturer; store them as a paper or electronic copy.

Follow Labeled Directions

Every chemical product used in the landscaping industry has explicit instructions on the label for mixing/ diluting the product and an application protocol. The label will include information on application, first-aid information, personal protective equipment requirements/recommendations and storage and disposal. Always follow label directions closely, never mixing the product stronger than recommended, or applying at a higher rate. This is one of those times where it is important to take the time to literally read the fine print.

Wear Appropriate PPE

Any time crew members are mixing, applying, or disposing of chemicals, wearing personal protective equip-

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ment (PPE) should be required. PPE protects the applicator from harmful inhalation or accidental contact with the skin or mucous membranes. At minimal, mandate the use of eye protection, chemical-resistant gloves, long sleeves and pants, boots, possibly a face mask or respirator.

Apply Only In Favorable Weather Conditions

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Minimize Personal Exposure

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Timing the applications of weed killers, fertilizers, and pesticides is a critical component in safety. Only apply chemicals to lawns or landscapes under fair climate conditions. Avoid application when there are strong winds or rainy conditions. Wind allows for product “drift”, which really doesn’t help the lawn and could expose people to the chemicals. Also, rain washes most applications from their intended surfaces. Both wind and rain can potentially contaminate neighboring plants or water sources.

When transporting chemicals in company vehicles, never transport them in the cab of the truck.

Ensure the lids are tightened and place them in the truck’s bed or equipment trailer for transport.

Protect chemicals from weather and secure containers to prevent additional movement.

ate safety concerns of the spill, switch focus to keeping the spill from spreading further or contaminating adjacent surfaces. Starting from the perimeter, spread absorbent material or neutralizing product on the spill, working towards the center. If possible, block access to the spill, preventing others from coming into contact with the hazardous substance.

• Clean: Collect the absorbent or neutralizing material, discarding it in a protective container such as a lidded pail or drum according to local laws or environmental regulations. Also, dispose of contaminated rags, gloves, brooms, dustpans, etc., used in the clean-up.

Appropriate Spill Response

Safe Disposal

Construct a company spill plan outlining the protocol followed in the event of a chemical spill. Include detailed information on product clean up, disposal, and decontamination. Also, specify in the spill plan when evacuations are necessary, how to conduct evacuations, and whom to contact when spills occur.

In the event of a spill, proper response and clean up are essential to prevent further danger to employees or the environment. The specifics of the steps vary depending upon the type of chemical spill, but address every spill in the following three-pronged approach: control, contain, and clean.

• Control: Place the lid tightly on the container, and upright the tipped container if possible. Don appropriate PPE and immediately shut off any ignition sources capable of creating a spark. This should prevent the situation from getting worse.

• Contain: After addressing the immedi-

Due to their chemical contents, liquid fertilizer, weed killer, and pesticide containers and their contents often require specific disposal methods. Never throw containers away without following label directions, local laws, and environmental regulations. Improper disposal of pesticides and other chemicals can be dangerous to the environment and cause health hazards. Never burn or incinerate chemical containers as the fumes are toxic. In many states, programs are in place to safely dispose of unused pesticides or empty pesticide containers.

Protect your crew members and clients’ health and avoid accidental harmful exposure to lawn care chemicals by following the tips above.

This article was written by Michael Finati, who serves as program manager for the LandPro program for the NIP Group.

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Secure Chemical Transport

Instruct employees never to eat, smoke, or drink while working with or applying chemicals. Avoid touching the face, mouth, or nose, especially when wearing gloves that may be contaminated. Once finished with the chemical application, thoroughly wash hands with soap and water to remove any residues.

Always assume any clothing or PPE used when applying, likely was exposed to the chemical and should be washed.

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GREEN INDUSTRY PROS 33

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BEYOND THE BLADE

By Joe Gardner

Cultivating the

Digital Marketing

Landscape B eing excellent at your trade is always critical to success, but what about excelling on the business side of things? The two don’t always go hand in hand and often present a challenge to those simply trying to do their job. Running a prosperous business in the landscaping industry requires a broad skillset, and savvy entrepreneurs know when to enlist expertise. You are the expert in landscaping, lawn care, even equipment, but how much do you know about digital marketing?

A key area of need in business planning should be customer acquisition. Every business needs customers, and yours is no exception. How do you find new customer leads and convince them to learn more about your business? How do you ensure you’re doing it in an environmentally friendly, sustainable, and affordable way? The following tips will show you how.

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Impacting Customer Research Online

Start when a potential customer begins researching a product or service. A customer’s journey to a purchase decision is different today than even six months ago.

More and more customers rely on online research to make purchase decisions, reducing the need for personal interaction. This change opens the door for local businesses to reach consumers anywhere by creating a comprehensive presence across multiple digital touchpoints.

According to recent data, about 93 percent of consumers research companies and products online before making a purchase. This means a business must bring its message to life at the local level. If the product is well presented to the right customers during their online research, the local retailer will stand out.

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Budgets are tighter than ever, making it critical to get the most value from your spend to generate actual sales returns.

A well-designed, comprehensive, and cohesive website that includes consistent, quality brand images, product information, and promotions is cost effective and ultimately results in sales. A microsite for a specific product can look like a full website with all the relevant information for customers to do their research. As one industry example, a Grasshopper mower can cost thousands of dollars, warranting prepurchase research for the best value.

Upon implementation of such a strategy, Grasshopper saw an increase in leads at both the brand and local levels: In the first year, they realized a tenfold increase in leads, and their online sales increased nearly 50 percent. Consumers had an overwhelmingly positive response to the presentation of quality information. The dealers who participated in the program were 55 times more likely to receive leads than those who didn’t use the platform.

A comparable plan could work for any small business to promote its brands.

Local retailers are doing many things right when it comes to their online experiences but providing current and relevant information on behalf of the brands they represent is an area that often falls short.

The information can range from seasonal promotions and updated pricing to the latest and

greatest competitive advantages.

Customers expect clear, reliable information when navigating a business’ online presence. A targeted, digital platform can send consistent messages across local websites to ensure they align with a national brand marketing campaign.

Even in a trying climate, this isn’t the time to reduce your digital spend.

It’s time to allocate your resources through better targeting more carefully.

Reaching the Right Customers

A potential customer must first find you to begin a business inquiry. You can stand out by ensuring your business is easily found when your products or services match a customer’s search through paid search advertising. Most consumers start the

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buying process by conducting an online search through tools such as Google; therefore, local businesses must run local paid search ads to capitalize on these highly qualified hand raises. People are actively looking to buy, so running local paid search ads places a business name, address, and phone number directly in front of those customers already expressing an interest in your product or service. Even in a trying climate, this isn’t the time to reduce your digital spend. It’s time to allocate your resources through better targeting more carefully.

An efficient digital program monitors its value by measuring the cost per lead (CPL), the cost per business site session and the percentage of new users in real-time. Traditional advertising generates awareness but doesn’t always translate directly to sales leads for a local business. An overall branded digital campaign tailored for use by specific businesses ultimately drives customers to purchase at a lower cost per lead.

There isn’t a defined blueprint for success when it comes to brand-tolocal online customer experiences and advertising. Still, there are essential best practices, including a well-defined and frictionless customer journey, advertising across many channels to meet customers in their moment of intent, and the ability to provide the desired information online quickly.

It’s estimated that a brand must reach a

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BEYOND THE BLADE

©Tierney - stock.adobe.com

customer seven times before earning a customer’s purchase. That sounds like a lot of contacts, but it doesn’t have to be overwhelming or cumbersome.

A local business owner or advertiser must be agile and think through the required customer journey touchpoints, from awareness and research to purchase consideration, to succeed.

Local digital marketing solutions include paid search advertising, local dealer retargeting, local rich media display, local social lead ads and more as part of scalable programs that allow retailers to bring brands

to life in local ads. A local business can’t be afraid of technology tool adoption and scalable advertising endeavors to connect with customers in today’s complex online ecosystem.

Small businesses should consider adopting an advertising investment philosophy playing by the rule of 70-2010. That means 70 percent of the budget goes to “tried and true” initiatives, the key marketing activities that have been proven to drive new business to a retail store; 20 percent of the budget allocates to “safe bet” activities, those that have a high probability of success; then,

Should Landscapers Hire a Marketing Agency?

U

nless you live in a totally offline world, you’ve probably at least thought about dabbling in the world of digital marketing. Digital marketing is an umbrella term that includes, but is not limited to, email, search engine optimization, Google AdWords, social media, content marketing and reputation manage-

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ment. Basically, digital marketing is any way you can use the Internet to find new customers and it can be effective for lawn care businesses.

If you’re thinking about digital marketing, you’re already ahead of the competition.

However, if you don’t have a background in digital marketing, you

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the remaining 10 percent is dedicated as an experimental budget to try new opportunities and see what sticks. This approach allows a retailer to be flexible and keep the business moving forward in today’s ever-evolving digital world.

This article was written by Joe Gardner, account representative for PowerChord, Inc. a provider of digital marketing solutions.

PowerChord is based in St. Petersburg, FL.. For more information, please visit For more information, visit www.powerchord.com.

might find yourself a bit overwhelmed.

Remember the following things: • Hiring an agency can lose you money, so you need to be careful about whom you work with.

• If you’re hiring an agency or doing any sort of paid marketing, you must be able to calculate your ROI. • There are a number of alternatives to hiring an agency, such as getting online reviews, buying leads or joining an ondemand platform.

• Always make sure you’re providing a great experience to your customers.

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DEALER SUCCESS GUIDE

By Jeff Winsper

DATA DRIVES,

BUT GUT DECIDES

©WEEDEZIGN@GMAIL.COM - stock.adobe.com

Pick the software that empowers you

I

n a world that often moves lightning fast, and a proliferation of data being created more today than yesterday, here are some fun facts to chew on: • Data volumes have skyrocketed. More data was generated in the last two years than in the entire human history before that.

• Statistics show big data adoption can increase retail sales by 3% to 4%.

• Moving to a cloud can improve a business’s agility (by 29%) and shorten payback times by 30%.

• Companies that harness big data’s full power could increase their operating margins by up to 60%.

• Yet, surprisingly, 99.5% of collected data never gets used or analyzed.

(Sources: Forbes, EMC, Wikibon, Statista, MarketWatch, BCG, Analytics Insight) With so much data available, and little of it being properly applied, sometimes it is healthy to take a step back and ask oneself, “What insight do I really need, derived from my data, to make smarter and faster

decisions for my dealership, employees, suppliers, and most importantly, my customers?

To be clear, raw data unto itself has little to no value.

When it is synthesized (combining different data sets), then be analyzed (critical thinking), and finally applied (process) does it then create solutions to solve a problem.

So, it is not a surprise with so much data available, not properly applied results in 99.5% of collected data are never getting used or analyzed. Like the adage, “product is what product does” is akin to “data is what data does.”

A chain saw cuts wood. But in the hands of a masters, firefighters can save lives in a burning house, or publicsafety officials can quickly clear traffic ridding of a fallen tree across the road during a storm, or some can carve masterful ice-sculptures. It takes both the “object” and the proper application to create a special outcome.

To convert data into something worthy, business reporting typically provides three types of learning: • Validation - Reinforces what I already inherently know.

• Enlightenment - Debunks a myth that I thought was true.

• Realization - Discovers an anomaly I never knew existed.

For dealerships, there is treasure trove of data being collected each an everyday ranging from customer transactions, inventory min-max levels,

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GREEN INDUSTRY PROS 37

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DEALER SUCCESS GUIDE

Black_Ink_Technologies_Cross_selling_

you know. Segmenting them across purchase trends by time, by product categories, recency, frequency, and monetary profitability allows dealerships to see who is really driving the most volume and profit based on the 80:20 rule. You may think just because a particular landscaping company is your top volume buyer does not always translate into your most profitable customer. Not until the empirical facts are revealed will it debunk a myth.

Knowing how many of your customers, by profile type, drive by other local dealerships to buy from you can be very enlightening. Maybe even very satisfying and ideally profitable.

empower the staff, get more qualified service tickets, and AP/AR, to name people to your next open house, a few obvious examples. Most of this improve your digital footprint? data is collected, stored, and accessed You may be surprised to unearth these within their dealer management system opportunities by applying some of your (DMS). It is transactional in nature and current data currently at your fingertips, not too complex in structure. It helps like raw ingredients to a bake perfect make the apparent operational and cake. Perhaps it takes a combination of finance decisions possible such as profit your DMS plus outside third guidance, tax exposure, data and processing to credit concerns, Software does party deliver the results you need. inventory ordering, not define Let’s explore the canvas. floor plans, vendor strategy and displacement, and supplier management, Market analysis it cannot to name a few. This is replace human Maybe one objective is to the bread and butter understand to expand your experience. to keep the shop geographical reach to open But the right ones a new location or drive more humming along. From empower people traffic to your existing. such information, you to make smarter probably already have Key indicators to analyze a hunch at the end of potential growth would and faster the day or week the include current product decisions expected outcomes. and customer penetration “I betcha we by counties and zip codes are having a very profitable day. comparative to market size, population, Let me check. Yep, told ya so.” and income shifts. Slice that by buyer Clearly it is always comforting to types such as pro versus homeowners get information that supports your or male vs. female. Add in market hypothesis. Validation, just as it was penetration by homeowner single unit defined above, reinforces confidence. dwellings. Overlay it with dealer density But what if it went a step further, relative to other competitive brands such as delivering enlightenment within a certain drive time distance. and realization? What other types of An analysis such as this would output related to, and in combination determine if you were over saturated in with the obvious DMS data, starts to one area, underserved in another, and paint a broader picture? What frequent recognize which route to take to receive work streams exist at the dealership the greatest return on investment. where additional insight may help you generate more foot traffic, increase Customer analysis profits, mitigate hidden sunken costs, Customers come in many flavors, as

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Product analysis

You stock up with lots of different SKUs across lots of different product categories. It could be anything from paint to gas grills, to ZTRs. If you an OPE-centric dealership, the product lines are more akin, though some of the recent trends of adding powersports adds a new twist. Regardless of what you sell, understanding what to see next to the base of customers tends to drive up profitability.

Cross-sell is one simple exercise

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to conduct upside revenue and inventory flow possibilities.

Cross-selling occurs when you sell customers offerings that complement or supplement the purchases they have already made. For example, a customer has bought a chain saw. What next? Will it be a hedge trimmer, sod cutter, chaps, or safety glasses? This exercise is simply to understand the white space as to focus on promoting and selling the adjacent product. For example: “Show me all the customers who bought Product A, but not product B, C, D. Show me all the customers who purchased Product A, B, and C, but not D.” Software does not define strategy and it cannot replace human experience.

But the right ones empower people to make smarter and faster decisions.

Having the proper dealership software and analytical tools that are easy to use and can provide meaningful actions, can free people up to focus on what they do best: Merchandizing, servicing, and supporting their clientele. And maybe get them spend less time manually building reports and more time friends and family.

This article was written by Jeff Winsper, president of Black Ink Technologies, a provider of CRM analytics solutions for the OPE industry. Black Ink is based in Boston, MA. For more information, please visit http://blackinktech.com or info@blackinktech.com.

FRESH CUTS

KIOTI Tractor Announces New 2021 Product Additions ew products slated to hit the market in 2021 were recently revealed by KIOTI Tractor.

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Offering will include new NS Series of tractors, K9 2400 cab utility vehicle, the CX2510 CH cab tractor, field-option cab for the CS20 Series tractors and a line of grapples.

In addition, KIOTI announced the development of its plans to enter the compact construction market with a compact track loader and skid steer. Both will designed, engineered and manufactured by KIOTI’s parent company, Daedong-USA Inc. and include KIOTI engines and powertrains.

Five models ranging from 45- to 58-hp will be unveiled as the NS Series of KIOTI tractors. Preliminary information states that all models will feature highcapacity hydraulics and power steering, with the option for a synchro shuttle or HST transmission. Also, the NS Series tractors will feature both an adjustable three-point hitch and an independent PTO with auto and manual selections.

The latest addition to KIOTI’s K9 utility vehicle series, the all-new K9 2400 Cab will offer an audio system with speakers, air conditioning, heat and defrost, a tilt-opening windshield and four-wheel drive.

The UTV will also boast advancements to reduce vibration and noise in addition to a redesigned CVT with engine braking capabilities.

KIOTI highlighted the latest model in the CX Series tractor lineup, the CX2510 CH model. The new model will feature a 24.5-hp engine, heated /cooled factory cabin, cruise control and power steering. It includes an open platform design and a rear PTO with an adjustable three-point hitch.

The new CS20 Series field option cab will be available as an accessory to KIOTI’s CS20 Series tractors. The cab will come standard with a heater, defrost, front working lamps and wiper, with optional add-ons including a Bluetooth audio player, beacon kit and floor mat.

Finally, KIOTI is expanding its product selection with an all-new line of KIOTI grapple attachments ranging from 48 to 72 inches, and weights ranging from 198 to 476 pounds.

Doosan Bobcat Inks Multi-Year Agreement with Synchrony Providing access to competitive consumer financing options through it’s dealer network, Doosan Bobcat recently announced a multi-year agreement with Synchrony.

Under the new program, retail customers who purchase Bobcat equipment for personal or small business use with a Synchrony installment loan will benefit from flexible, fixed monthly payments that fit their budget.

Bobcat dealers will have access to Synchrony’s Business Center to help manage the installment loan application process and promote the available options.

“We look forward to this financing partnership with the Synchrony team to support our dealers with comprehensive, simplified financial options to help them build sales and deliver value and convenience for Bobcat customers,” said George Macia, president of Doosan Bobcat Financial Services.

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LMN, SITEONE INTEGRATE SYSTEMS

TO BENEFIT CUSTOMERS

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SiteOne

n integration of systems between LMN and SiteOne Landscape Supply is opening the world of e-commerce and direct landscape supply sales to landscape contractors.

“Landscape contractors need a comprehensive tool to operate their business as efficiently as possible,” says Adam Morka,

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marketing manager at LMN. “They also need adaptability and the ability to make changes quickly as customer needs change and seek new revenue streams or diversify their company’s services.”

Morka says LMN has been working to integrate with SiteOne for three years.

“We wanted to provide landscape contractors with the ability to order materials directly through our estimating software to create even more business efficiencies and shorten the contractors’ sales cycle,” he says. “Through this partnership, we have achieved it.”

The suggestion for the integration came directly from contractors using one or both systems.

“We regularly engage with our customers seeking feedback to better understand their needs and pain points,” says Sean Kramer, chief information officer at SiteOne Landscape Supply.

The desire from contractors to work with SiteOne through multiple channels, including integration with business management software spurred the interest in a partnership.

“We’re seeing more and more contractors leveraging business management software for better operations management and to boost their productivity,” Kramer says. “When

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we got to know the leadership team at LMN, it was clear they had a similar focus to ours.”

Both companies share the same ambition of making it easier for their respective customers to build an estimate and doing so while staying within a single platform.

“Our team viewed the integration with LMN as a logical next step to enable contractors to efficiently build a bid for materials on a prospective job,” Kramer says. “Creating a fast and accurate proposal increases the probability that our contractors win the business.”

Contractors are encouraged by the new options.

Caleb Auman, operating manager for Auman Landscape in Lancaster, Ohio has been using SiteOne for a long time and started using LMN two years ago.

“LMN definitely streamlines estimating and especially time tracking for our team members in the field,” Auman says. “We rely on SiteOne for our nursery and drainage products. SiteOne has what we need when we need it.”

He believes the integration of LMN and SiteOne will benefit purchase orders and more expedient pick-up and/or delivery of necessary materials for projects.

Consideration of the purchase process was among the priorities of making the integration happen.

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e.com

SiteOne

“We know that it’s a lengthy and relatively inefficient process when a contractor receives a call from a potential customer to close a sale and order supply and take delivery to the job site,” Morka says.

Annually, there are over a million estimates created through LMN from its customers.

“If we can make that process even slightly more efficient for them, they can be more profitable and increase their ability to get more work done annually,” he says.

The focus of the partnership is on the business benefit for the two brands shared customers, increasing accessibility to SiteOne product information.

“This provides easy access to the SiteOne product catalog through one view within LMN,” Kramer says. “Our intention is to continue to build the partnership with LMN and look for other opportunities to further integrate.”

With the LMN, SiteOne integration, users can access several new features that will create a seamless experience between both platforms.

impact on the industry.

“Historically, if a customer wanted to add data into a new platform, they would need to carve out time from their busy workday or upload it manually during off hours” he says. “Then any little change to that data would result in more time spent uploading it, resulting in less time with customers or on the job site. We’re breaking down these barriers by improving data accessibility and this is just the start.

There are many exciting possibilities we'll continue to explore to further enhance data integration for our customers.”

Materials uploaded from SiteOne to the LMN dashboard will be readily available for contractors to adjust the description, shipping, warranty factors, and markups to determine the price to charge customers and keep estimates profitable.

“It will undoubtedly help landscape companies improve their bottom and top lines while professionalizing the industry and helping free up staff bandwidth to get more work done in a day with fewer errors when ordering landscape supplies and creating estimates,” Morka says.

Kramer echoes that feeling, and suggests the integration tied with the specific customer profile will have a significant

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