Green Industry Pros April 2018

GROWING YOUR OWN MANAGERS, PART 3 ❯ PAGE 42 APRIL 2018

SUPPLIER PROFILE

Streamlining Plant Procurement ❯Page 20

BEYOND THE BLADE

Seven Things You Need to Know About Mobile Marketing

REV YOUR ENGINES

Skepticism about electronic fuel injection technology is fading as more pros experience the benefits of today’s engines.

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PRODUCT COVERAGE  ENGINES  EXCAVATORS  LAWN CARE  BELTS, BLADES,

FUEL ADDITIVES & MORE

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TABLE OF CONTENTS THE MANAGEMENT RESOURCE FOR LANDSCAPE CONTRACTORS AND EQUIPMENT DEALERS

Volume 30, No. 3 | April 2018

12 Contractor Profile

CONTRACTOR PROFILE

The Gold Standard Goldenstate Landscapes strikes gold in the green industry by providing superior customer service and a company culture of continuous improvement.

DEPARTMENTS

12

6 Through the Grapevine 8 Industry Dirt

FEATURES

30 What’s on My Trailer?

16 Dealer Profile Long-Term Success Forged Through Multiple Fronts

42 Cutting-Edge Business

Turf Depot demonstrates its commitment to customers by offering a nationwide online parts service, four locations housing customer-requested equipment and an awareness of current technology trends.

20 Supplier Profile Streamlining Plant Procurement

Tech startup LandscapeHub seeks to make the buying and selling of landscaping materials a lot easier, and its three founders have the experience to make it happen.

41 Advertisers Index

PRODUCTS

24 Special Focus

Engines

22 Special Focus: Engines Electronic Fuel Injection Questions—Answered

32 Maintenance Equipment Belts, Blades, Fuel Additives & More

28 Beyond the Blade Seven Things Landscapers Need to Know About Mobile Marketing

34 Construction Equipment Excavators

Skepticism about the technology is quickly fading as more professionals experience the benefits of today’s electronic fuel injection engines.

With the global mobile Internet expected to grow almost sevenfold by 2021, it’s a marketing platform that you do not want to overlook.

40 Lawn Care Corner

38 Lawn Care Corner Understanding the Basics and Business Opportunities of Fungicide Today’s political environment may be creating a new niche of business from which you can expand your lawn care service offering.

20

12

16

34 www.greenindustrypros.com

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GREEN INDUSTRY PROS 5

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THROUGH THE GRAPEVINE

Pros The Management Resource for Landscape Contractors and Equipment Dealers

Published by AC Business Media Inc.

Giving Credit Where CREDIT’S DUE

D

o you ever just lean back and wonder: How did I get here? Many landscape contractors I speak with are surprised when they realize how long they’ve been in business or how far they’ve come to achieve a milestone—whether it be expanding to a new location, surpassing a certain sales target or launching a unique service. Often they don’t have or take the time to celebrate—or even contemplate—the little successes before moving on to the next obstacle.

While skill and good old-fashioned sweat equity help landscape contractors make if from day to day, it takes more than that to survive in the competitive green industry. According to a 2017 IBISWorld report, the $82 billion landscaping services market is shared by approximately 508,000 businesses. What makes one landscape contractor better than the rest?

First and foremost, standing out from the competiWhile skill tion requires good people to lean on, including you and good oldand your landscaping staff, supportive outdoor power equipment dealers and quality green industry suppliers. fashioned That’s why Green Industry Pros specifically profiles sweat equity these three segments of the market—in the Contractor help landscape Profile, Dealer Profile and Supplier Profile, respectively—in each issue because, like a puzzle, the whole contractors make doesn’t work without all of the pieces. it from day to day, Because I’m always on the prowl for a good story, it takes more than I’m giving you a chance to give credit where it’s due, acknowledging not only what got you to where you are that to survive in today, but also whom: the competitive • If you owe your success to pulling yourself up by your green industry. own bootstraps and putting together a dream team of green industry professionals who go above and beyond, then perhaps you are fit to be profiled in the Contractor Profile, such as the one on Page 12.

• If, over the years, you collected the best equipment and technology, and that’s your crowning glory, maybe it’s what you pack on your truck and trailer that deserves the spotlight, such as in the What’s on My Trailer? on Page 30.

• Or there’s one certain brand or equipment manufacturer or app developer that really sent your business into overdrive. Why not highlight the company for a Supplier Profile, such as the one on Page 20?

• If it’s your outdoor power equipment dealer who connects you with the right equipment to whom you owe your achievements, then give the dealership its due in an upcoming Dealer Profile like on Page 16.

Green industry gurus frequently credit their success to not only what they learn along the way, but also from whom. Who comes to mind when you reflect on your landscaping success?

Who is deserving of being profiled next? What is the next up-and-coming company or technology breakthrough that needs to be featured?

Let me know and you might see it pop up in Carrie Mantey (920) 542-1238 the next issue of Green Industry Pros. ❯ cmantey@acbusinessmedia.com

6 GREEN INDUSTRY PROS

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201 N. Main Street Fort Atkinson, WI 53538 (800) 538-5544 Volume 30, Number 3

ADVERTISIN G

Publisher.............................................................................Deirdre D’Aniello ddaniello@acbusinessmedia.com Sales Representative.................................................................. Fred Ferris fferris@acbusinessmedia.com Sales Representative..........................................................Amy Schwandt aschwandt@acbusinessmedia.com Sales Representative............................................................. Sean Dunphy sdunphy@acbusinessmedia.com Sales Representative............................................................. Nikki Lawson nlawson@acbusinessmedia.com National Automotive Manager ............................................. Tom Lutzke tlutzke@acbusinessmedia.com Vice Chair..................................................................................... Kris Flitcroft kflitcroft@acbusinessmedia.com

EDITORIAL

Editor......................................................................................... Carrie Mantey cmantey@acbusinessmedia.com Graphic Designer....................................................................Dave Haglund dhaglund@acbusinessmedia.com

CIRCU LATION

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PRODU CTION

Senior Production Manager................................................... Cindy Rusch crusch@acbusinessmedia.com AC Business Media Inc. Chairman — Anil Narang President and CEO — Carl Wistreich CFO — JoAnn Breuchel Editorial Director — Greg Udelhofen Digital Operations Manager — Nick Raether Digital Sales Manager — Monique Terrazas Change of Address & Subscriptions — P.O. Box 3605 Northbrook, IL 60065-3605 • Phone: (877) 201-3915 Fax: (847) 291-4816 • circ.greenindustrypros@omeda.com List Rental — Jeff Moriarty, Senior Vice President of Business & Media Solutions • InfoGroup (518) 339 4511 • jeff.moriarty@infogroup.com Reprints & Licensing — Erica Finger (920) 542-1230 • efinger@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, November/ December by AC Business Media Inc. Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices.

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INDUSTRY DIRT

The Green Industry & Equipment Expo Is Already Setting Records in 2018 GIE+EXPO management predicts another record year and the largest show floor ever to showcase new products.

S

how organizers predict another record year for the Green Industry & Equipment Expo (GIE+EXPO) as exhibit space sales soar. GIE+EXPO is set for October 17 through 19, 2018, at the Kentucky Exposition Center.

By the end of February, 413 companies signed contracts for exhibit space, compared to 315 at the same time last year. Twenty-one of those companies are new exhibitors. This, combined with space increases by returning exhibitors, is leading organizers to predict a 25,000-netsquare-foot increase in the show floor when it opens in October.

“We’ve reached 200,000 square feet faster than ever and the increase in square footage will bring even more new products to the show floor. Think of the addition as the equivalent of 12 basketball courts,” said Kris Kiser, president and CEO of the Outdoor Power Equipment Institute (OPEI). “This show continues to be the gathering place for the entire industry

to the growing attendance at the show and the desire to introduce more new products. STIHL, ODES Industries, Hurricane Power and ECHO are among the returning exhibitors that increased their exhibit space.

“For STIHL, GIE+EXPO has always been the right place to showcase new products and business news for our industry,” said Bjoern Fischer, president of STIHL Inc. “Given our significant product portfolio expansions into several categories, including lithium battery and high-pressure

“We’ve reached 200,000 square feet faster than ever and the increase in square footage will bring even more new products to the show floor. Think of the addition as the equivalent of 12 basketball courts. This show continues to be the gathering place for the entire industry and, thanks to its continued growth, this fall will be another must-attend event for landscapers, dealers, hardscapers and other industry professionals.”

– Kris Kiser, Outdoor Power Equipment Institute and, thanks to its continued growth, this fall will be another must-attend event for landscapers, dealers, hardscapers and other industry professionals.”

Returning exhibitors are attributing their decisions of reserving larger spaces

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cleaners, expanding our booth presence at the OPEI’s single largest annual trade show makes complete sense for 2018.”

According to Casey Slingerland, sales director for ODES Industries, the company, in its third year of exhibiting,

planned for a larger exhibit to display its new 2019 utility vehicles (UTVs) and allterrain vehicles (ATVs). “Each year, we have watched the attendance grow, which has allowed us to continually increase our exposure and brand awareness. We are looking forward to another trip to Louisville this October and continuing to grow with the show year after year.”

Jon Geer, senior operations manager for Hurricane Power, attributes much of the company’s growth to its participation in GIE+EXPO. “Over the past 10 years, Hurricane Power has been excited to share its tremendous growth and innovation at GIE+EXPO. What an incredible venue to connect and create a buzz.”

ECHO is another long-time exhibitor that is increasing its space. “With three brands active within our industry, we have found GIE+EXPO to be the best means to showcase key products and company developments,” said Wayne Thomsen, vice president of marketing and aftermarket for ECHO. “This year’s show profile changes to accommodate more visitor time on Wednesday. That change, plus increased demand for our products, has led us to outgrowing our footprint and requesting more booth space. Gratefully, show organizers were able to accommodate our request.”

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INDUSTRY DIRT CONFUSION, MIS-FUELING RISING AROUND BLENDED ETHANOL FUELS AND OUTDOOR POWER EQUIPMENT

“Higher blended fuels containing more than 10 percent ethanol have been shown to damage the equipment. Mid-level ethanol fuels are known to phase separate, further endangering equipment,” explains Kris Kiser, president and CEO of the OPEI, an international trade association representing more than 100 power equipment, engine and utility vehicle manufacturers and suppliers. If damaged, consumers may have to pay for costly repairs or replace equipment.

Kiser continues, “What goes in your car or truck may not be safe to put in your lawn mower, and consumers are not paying attention and making unintended mistakes. Yet pump labeling and consumer education are inadequate. As ethanol continues to be subsidized, more stations sell it. We’re concerned about consumer safety and choice.”

Americans are unsure about how to properly fuel outdoor power equipment and mis-fueling is occurring at increasing rates, says a new nationwide online research study of over 2,000 adults conducted by Harris Poll on behalf of the Outdoor Power Equipment Institute (OPEI).

According to the research, an escalating number of outdoor power equipment owners are using the wrong type of fuel in their products. In 2018, 11 percent reported using E15, E30, E50 or E85 to fuel their equipment, up from 7 percent in 2015.

Manufacturers of outdoor power equipment are warning consumers that most products are designed to run on E10 (fuel with 10 percent ethanol) or less. It’s also illegal to use fuel with more than 10 percent ethanol in any outdoor power equipment, according to the Environmental Protection Agency (EPA).

OTHER TOP NEWS › Landscapers Turning Down Spring Jobs

After Work Visa Restrictions www.greenindustrypros.com/12404828

› Robotic Lawn Mowers Get Voice Assistant, GPS Upgrades www.greenindustrypros.com/12404816

› Uber-for-Your-Lawn App Expands to

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› Herbicide Found in Urine of Pregnant

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› Moving from the Fridge to the Front Yard:

Another Organic Lawn Care Company Opens www.greenindustrypros.com/12404325

› Riding Lawn Mower Might Mow Backwards without Warning www.greenindustrypros.com/12404266

THE TORO COMPANY ACQUIRES L.T. RICH PRODUCTS

› Mowy Lawn Brings Augmented Reality Lawn

The Toro Company recently acquired L.T. Rich Products, a manufacturer of commercial zero-turn spreaders and sprayers, aerators, and snow and ice management equipment. Terms of the transaction were not disclosed.

L.T. Rich Products is known for its Z-Spray line of stand-on spreaders and sprayers for landscape contractors and grounds professionals. With five models designed to tackle properties of all sizes, these high-capacity zero-turn machines are built for productivity, durability and precise application. Other products include the Z-Plug stand-on aerator that is designed to convert to a slicer/seeder, snow plow or dethatching rake, and the stand-on Snowrator for snow and ice management.

“This acquisition builds upon many of our core strengths valued by professional contractors as we strive to help them drive greater productivity, profitability and efficiency in their operations,” said Richard M. Olson, chairman and CEO of The Toro Company. “The industryleading Z-Spray line complements

› Five Tips for Greener Landscaping This

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Mowing to Mobile www.greenindustrypros.com/12403788

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Spring www.greenindustrypros.com/12401253

› Landscapers Worried Immigration Changes Will Hurt Their Bottom Line www.greenindustrypros.com/12401714

› American Pride Hosts Contest to Help Young Entrepreneurs Start Mowing Businesses www.greenindustrypros.com/12403282

our current spreader/sprayer product offering to contractors, golf and grounds customers, while the innovative Snowrator is an exciting addition to our professional snow and ice management line. With our continued focus on innovation and technology, we believe these products have broad application across many of our professional markets.”

“With a shared commitment to innovation and serving customers, we look forward to having our products become a part of The Toro Company,” said Tom Rich, president of L.T. Rich Products.

“We believe that Toro’s strong history, market leadership and resources will further enable our continued growth in the market.”

› Court Reopens Case Linking Lawn Fertilizer to Mesothelioma www.greenindustrypros.com/12403275

› Trial Begins for Teen Suing over Lawn

Mower Injury www.greenindustrypros.com/12402420

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CONTRACTOR PROFILE

By Carrie Mantey

THE GOLD STANDARD

Goldenstate Landscapes strikes gold in the green industry by providing superior customer service and a company culture of continuous improvement.

R

obert Olsen founded Goldenstate Landscapes Inc. in 2008 in Camarillo, California, on the cornerstone of an empowered company culture, and on the principles of superior service and attention to detail.

As a result of his experience as an operations manager for three different companies prior to becoming Goldenstate president, Olsen says he “sought the opportunity to create a company culture based upon learning and self-improvement which—when implemented—would lead to a superior product and service for customers, as well as a positive workplace with good employee benefits and retention.”

Even though Olsen was armed with a good strategy, he admits the last decade was a learning process because the green industry is continually maturing and changing, as is his business. In 2008, Olsen led a crew of two employees

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with one pickup truck, three maintenance accounts and a small hedge installation contract. Fast-forward to today and he leads a management team staffed by five people dedicated to the daily operations of the business.

When the company was just getting off the ground, Olsen says it was easier to keep up, so as the business blossomed, he had to learn how to delegate.

“I had a lot of learning to do when our sales exceeded my ability to manage everything myself. That changed everything,” he says. “[That’s why] my relationship with Steven Cohen of GreenMark Consulting Group has been very valuable. I first contacted him in 2015 after reading one of his articles about developing systems to move your business to the next level. I was very adept at building and running a small business, but translating that success into a larger operation is not some-

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thing that I had any experience with.

“With his guidance, I’ve been learning how to help other people within the organization realize their own potential by providing them with very real career opportunities. Getting this growth transformation going was tough in the beginning, but what we are experiencing now—in the third year of the process—is that others within the organization are feeling empowered, and taking initiative to actually accelerate the growth and improvement process.”

Now Goldenstate Landscapes serves a client roster that’s divvied up between residential and commercial accounts with 45 employees and 16 trucks.

The company covers from downtown Los Angeles, Beverly Hills and Santa

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and disease management.

• Organic gardening.

• All phases of planting—from large trees to ground covers.

• Sod and turf installation.

• Landscape lighting.

• Vineyard construction for the wine enthusiast.

• Synthetic landscape turf installation.

Commercial services consist of: • New construction.

• Remodels.

• Irrigation installs and retrofits.

• Turf installation, including sodding and hydroseeding large turf areas.

• Greenskeeping.

• Parking lot and median strip maintenance.

• Color installation.

• Licensed and certified pest and disease management.

• Irrigation management for large (more than 15 acres) and complex systems.

According to Olsen, “We try to be a one-stop shop for our customers’ landscape needs. We want them to trust in our broad expertise when it comes to the landscape industry. This convenience is part of how we provide superior service. It also allows us to expand our sales revenue without having a huge customer list.”

High-End Service for a Sophisticated Client Base Monica to throughout the San Fernando Valley, Santa Clarita and Ventura County, California. Olsen expanded the original location in Camarillo from 10,000 square feet to 1 acre to help accommodate this geographical sprawl over the years. Plus, he plans to launch another location this year.

A One-Stop Shop

Goldenstate offers landscape installations, maintenance and enhancements for residential estates and commercial properties. Residential services include, but are not limited to: • Lawn maintenance.

• Greenskeeping.

• Irrigation management.

• Licensed and certified pest

Goldenstate Landscapes caters to a small, but sophisticated client base, which helps the company differentiate itself in the market as a purveyor of high-end landscape installations and maintenance. This, in turn, helps keep the customer pool small, but profitable. “In the Los Angeles area, there is a big demand for a landscaping company that can install and maintain premiumquality landscapes with specimen trees, and advanced irrigation and lighting systems. Our customers are willing to make sizeable investments in their gardens. We developed a reputation for being good stewards of those investments—sourcing the best available materials, and installing and caring for them with industry best practices.”

Because Goldenstate Landscapes is able to target high-end customers with

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a focus on superior quality, Olsen instituted a three-properties-a-day policy for his maintenance crews. He says, “From the beginning, the primary goal was to establish a clear qualitative difference between Goldenstate Landscapes and most other companies. If you’re going to be better than a mow-and-blow company, the first rule is that your customers have to be willing to pay for your crews to spend more time on their properties. That’s the first part of the commitment.

“The second part is that we have to make sure that our staff is doing more, and getting involved in the details and techniques that make our service superior. The end result is that all parties are more invested in the relationship. It takes courage and dedication to ask for more, promise more in return—and then deliver on a daily basis. We have very high retention rates, of both customers and employees. I believe that the heightened commitment level is the reason.”

Olsen says that he frequently finds himself bidding against competitors who are promising additional visits a week as if more visits equals better service.

But he warns that the only guarantee customers who agree to more visits gets is: “They will be paying for more drive time— more time spent sitting in traffic (a massive operational expense in Los Angeles) and less time getting work done. Fewer visits for longer durations is the fairest and most efficient way to serve our customers.”

A State That Cares About Sustainability

Olsen began his career working in a nursery while he was in college, so it’s only fitting that Goldenstate eventually created an on-site nursery to

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CONTRACTOR PROFILE

bring Olsen’s work life full circle.

The nursery houses all low-water plants, such as succulents, vines, and palo verde and fruitless olive trees, to satisfy the demand for more sustainable landscaping.

The nursery is not only logistically practical for business by cutting down on plant procurement and transportation, but also a sanctuary for Olsen and his employees. He says, “Our office staff loves the nursery. They often take strolls through the plants to clear their minds on their breaks—a stark contrast from the buzz of the nearby highway and the sterile cubicles of the corporate world. We haven’t opened it to the public and don’t have immediate plans for that. We are just growing for sales to our landscape customers when they have a need for what we are growing.”

Olsen explains that, because people move from all over the world to live in Los Angeles, many have their own ideas about what a landscape should look like, but they are not always sustainable in the southern California climate.

So he must educate his customers on the low-water plants from his nursery.

He says, “Southern California is mostly an arid Mediterranean region and yet you can grow just about anything here if you add enough water. The lesson is that, just because you can, doesn’t

mean that you should. We—as a community—are learning that our tropical gardens and sprawling manicured lawns are not always a good idea. Landscape design is undergoing a radical change in southern California right now toward lower water plantings, more efficient irrigation systems and smaller lawns. We at Goldenstate Landscapes are advocates for these changes.”

Meeting a demand for sustainable products and services is not just smart business for an increasingly eco-conscious population, but almost a necessity. Due to its systemic problems with a lack of water and drought, southern California is a hotspot for water conservationists. To better meet the demand, Goldenstate Landscapes distinguished itself as a sustainability-conscious irrigation and low-water plant expert.

“Irrigation installations, retrofits and maintenance are our specialty,” confirms Olsen. “The other side of that comes down to plant selection. We use lower water plantings and other water-saving techniques as much as possible. We also try to make a difference in other areas. For the sake of the bees, we don’t apply insecticides to blooming plants and trees. We recycle our green waste. We purchased several battery-powered leaf blowers.

And we also have a goal to eliminate the use of glyphosate before 2019.”

Other Differentiators That Make Goldenstate Shine

Goldenstate recently went digital in an effort to become even more efficient. “We started using GPS satellite technology in combination with Internet-based time-tracking software to allow us to know when and where our crews are—and how much time they are spending on jobs. It helps to eliminate guessing when it comes to

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crew management and job costing.”

Speaking of crew management, Olsen says the landscaping company is currently trying “a little bit of everything” to survive the tough labor market out there, including: • Employee referral bonuses (which only pay out after a new hire completes 90 days productively and reliably).

• Advertising on the Internet, in newspapers and even on bumper stickers.

• The use of staffing companies to help bring the company a steady stream of labor.

When the staffing companies find Goldenstate good employee matches, the company makes sure to hold on to them permanently and grows its ranks that way. “But we can’t rely on one method,” Olsen says. “We have to keep trying and looking for possibilities everywhere.”

Goldenstate conducts 30-, 60- and 90-day reviews for all new hires, and sets specific goals for their development. “In other words, the reviews are not just a formality for human resources purposes or behavior correction, but a valuable training tool,” according to Olsen. Like in the beginning—when it was just him, two others and a truck— Olsen is still committed to continuous improvement of his business, and one way he can do that is to continue to empower and educate his employees.

He concludes, “We are committed to promoting a culture of growth and opportunity for every team member.

We are explicit about this with everyone we recruit, repeatedly telling them that they can learn and improve themselves as they work for this company. It is a deeply personal approach in which we encourage everyone to share knowledge and train one another. As we grow, the preference is always to promote qualified individuals from within.

When our team members buy in and commit—the result is a shared victory for our staff and our customers.” ›

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DEALER PROFILE

By Angie Mellor

Long-Term Success Forged Through Multiple Fronts Turf Depot demonstrates its commitment to customers by offering a nationwide online parts service, four locations housing customerrequested equipment and an awareness of current technology trends.

Turf Depot boasts locations in Portsmouth, Londonderry, Manchester and Salem, New Hampshire.

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oe Chevalier and Bruce Yennaco, partners and co-owners of Turf Depot, don’t credit just one business strategy to their longstanding success. They cite a multi-pronged approach of service to their customers, employees and vendors.

In the Beginning, There Were Two

Turf Depot of New Hampshire is the result of combining Chevalier and Yennaco’s family-owned businesses, Still’s Power Equipment and Granz Power Equipment. Both companies can date their ownership back to the 1930s and attest to many changes over the years. “My wife’s grandfather founded Still’s Power Equipment in the 1930s. I took over in 1975. In the beginning, Still’s was a nursery that sold plants, trees and all related nursery supplies. Over the years, we started to sell and service power equipment,” Chevalier says.

Similarly, Yennaco’s grandfather founded Granz Power Equipment and carried items ranging from gas to hardware. In the late 1950s, Yennaco’s father took over, then in 1990, the third-generation Yennaco began operating the business. Through the years, Granz Power Equipment sold out-

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board motors, boats, snowmobiles and power equipment before merging with Still’s in 2007 to become Turf Depot.

Turf Depot added new locations in Portsmouth and Londonderry, New Hampshire, while also operating Still’s and Granz from their original two locations in Manchester and Salem, New Hampshire, respectively. “While we still use the Granz and Still’s names at the original stores, Turf Depot is our four-store name. We still use Granz and Still’s in our ads, along with Turf Depot, because the history of the names,” Chevalier explains.

A Variety of Products for a Variety of Customers

Regardless of the business merger, both Chevalier and Yennaco’s primary goals remain the same, one of which is the importance of their customers. Turf Depot is careful not to target just one consumer group, rather it caters to homeowners, commercial operators and municipal customers. Chevalier credits this approach with keeping customers happy: “We feel that our success comes from providing a wide variety of products to several customer groups. We sell 28 different brands of products to several types of customers.”

Some brands Turf Depot carries include Toro, Exmark, Scag, Walker,

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Wright, Snapper Pro, STIHL, ECHO, Cub Cadet, Ariens, Gravely, RedMax, Honda and Simplicity, to name a few. “We carry these brands because our customers requested them over the years,” Chevalier notes.

Furthermore, Turf Depot understands the needs of its customers. “Landscapers need to keep their equipment running to make money,” Chevalier states. “We make sure they can keep working by stocking the parts they need when they need them, offering one-stop-shop service in our service departments and having rental units available if necessary.”

With 50 percent of its customers

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Some brands Turf Depot carries include Toro, Exmark, Scag, Walker, Wright, Snapper Pro, STIHL, ECHO, Cub Cadet, Ariens, Gravely, RedMax, Honda and Simplicity.

working in the landscaping industry, Turf Depot takes pride in not just working to see things from its customers’ perspectives, but also in striving to be a reliable solution for any equipment problems. “We understand they need to keep mowing lawns to make money. We understand that’s what makes landscapers profitable and we work to make sure we can be part of their success,” confirms Chevalier.

ProParts Direct

Turf Depot prioritizes this type of service to its customers by keeping over $1 million of replacement parts in stock.

“If we do not have a part in stock, we order that part the same day to ensure our customers receive the part they need as quickly as possible. Parts ordered by 3 p.m. are shipped the same day from our warehouse,” Chevalier mentions.

Providing a wide array of parts options for all customers is a specialty of Turf Depot. Not only does the company serve locally in New Hampshire, but Turf Depot also owns and operates ProParts Direct, a national business supplying parts to consumers all over the country.

According to Chevalier, “ProParts Direct started in 1993 as a parts

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catalog business selling commercial parts and accessories to commercial cutters in New England. Over the years, ProParts expanded in geography to cover most of the U.S.” With the rise of technology and Internet orders, ProParts Direct expanded again by making the parts catalog available online. “About 10 years ago, we started selling parts online through www.propartsdirect.net,” Chevalier says. “Today, ProParts is a major part of our business. We have a staff of people who work in our call center answering calls and updating our website.”

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DEALER PROFILE

Good Help Is Key

Finding, training and retaining a good staff is a large part of keeping customers satisfied. For Chevalier and Yennaco, quality staff is key in providing good customer service. “We hire employees through several sources, but the most successful has been through current employees,” Chevalier claims. “We have a referral program that works well.”

Chevalier credits the referral program and a positive work environment to the success and longevity of his employees. “We have several employees that have worked for Turf Depot for 10, 20 and 25 years,” he says. “We try to create a culture that encourages employees to make good decisions and feel like part of our team.”

Additionally, Chevalier and Yennaco invest heavily in training employees. “We have an orientation process in which we spend time explaining our history, expectations, direction, etc.,” Chevalier notes. Potential Turf Depot employees are trained one on one instead of in large orientation groups. Trainees also shadow veteran employees for several weeks to learn the tips and tricks of the trade.

Above all, employee training focuses on forming bonds and helping customers achieve success.

“Our philosophy is to service customers based on their needs,” Chevalier explains. “Our team has to understand our customers’ goals. Once we understand the goals of the customers, we can better meet their needs.”

Meeting Customer Needs via Equipment and Innovation The needs of Turf Depot customers range far and wide, partially due to the multiple locations the business offers. Though having several Turf Depot locations is convenient to customers, it doesn’t come without its growing pains. The unpredictable New England weather is just one logistical challenge Chevalier and Yennaco face. “We build all of our equipment in our Salem, New Hampshire location

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Turf Depot also owns and operates ProParts Direct, a national business supplying parts to consumers all over the country.

and move products to the other locations every day,” Chevalier states. “This can be a challenge when a store needs product in the middle of a snowstorm or in the peak of the season.” Despite the distance between store locations, a high demand for equipment, especially in the middle of a nor’easter, is evidence of Turf Depot’s success.

As a result of a larger customer base, Chevalier and Yennaco are also able to cultivate closer relationships with vendors. “The additional volume helps us with vendor programs and yearend rebates,” Chevalier says. “Our vendors do a great job supporting our needs, and we, in turn, try to support their programs and promotions. We always take advantage of pre-season parts programs and our vendors help us with things like inventory returns.”

Vendors also contribute to keeping Turf Depot on the cutting edge of equipment by supporting its biannual open house events. “We have a spring and fall commercial open house each year, and the attendance is excellent,” says Chevalier. “We usually have 300 to 400 landscape and municipal customers attend.”

Chevalier also emphasizes the importance of staying up to date with equipment innovation. For example, one of his preferred products is the Toro Dingo because it’s “a great piece of equipment with more than 50 attachments that can make a commercial operator’s job much easier and more profitable.”

Turf Depot’s commitment to helping customers succeed includes a focus on equipment technology. In an age of artificial intelligence-based tools, there are new and improved products on the

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market every day. “We need to be up to speed on electronic fuel injection, and propane and battery-powered products. We now have a full line of STIHL and Makita battery-powered products in all of our stores,” Chevalier says.

Communication Is Another Key

Technology doesn’t just impact the equipment Turf Depot carries, it also changes its communication with customers. Whether promoting battery power, open houses or a plethora of parts, Chevalier and Yennaco rely on a variety of methods to reach their audience. “We now communicate by text and social media when, years ago, it was a phone call. We send flyers and email blasts as well as [using] Facebook and Twitter,” Chevalier admits.

Regardless of the medium used, both owners know the value of quality communication with their customers.

Demonstrated by a nationwide online parts service, four store locations housing customer-requested equipment lines and an awareness of current technology trends, Chevalier and Yennaco listen to their customers’ feedback and work hard to meet their needs. “We pride ourselves on the relationships we have with our customers, vendors and employees. We feel all three are important to our success,” Chevalier concludes. “Most importantly, we have a great team at Turf Depot who work very hard to make sure our customers are treated like family.” › Angie Mellor teaches communications and writing classes at Western Technical College in La Crosse, Wisconsin, while freelance writing and editing.

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SUPPLIER PROFILE

By Gregg Wartgow

Streamlining Plant Procurement Tech startup LandscapeHub seeks to make the buying and selling of landscaping materials a lot easier, and its three founders have the experience to make it happen.

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hopping for materials is one of those tasks that can be classified as non-value-added. It has to be done, but the customer isn’t willing to pay more for extra time spent doing it. It stands to reason, then, that time-strapped, profit-conscious landscape contractors would seek to streamline this part of their business.

That is exactly what LandscapeHub is banking on and investors are beginning to line up in agreement. The Chicagobased tech startup recently secured $4.4 million in seed funding led by Chicago Ventures, along with an additional $1 million in venture debt from Silicon Valley Bank. LandscapeHub plans to use the fresh capital infusion to continue building out its technology platform, and to support marketing, sales and logistics initiatives.

LandscapeHub is an online marketplace and its model is fairly straightforward. Material suppliers upload their inventory details for landscape contractors to shop from.

Then all transactions run through LandscapeHub, allowing both the contractor and supplier to streamline their ordering, invoicing and billing activities, as well as logistics.

Equal Parts Technology and Horticulture

With an online tool like LandscapeHub, there is naturally a lot of emphasis on technology. That said, there is just as much emphasis on horticulture. In fact, the company’s three cofounders have the perfect blend of experience to leverage both to their maximum potential.

“I’ve always been passionate about providing solutions for people, even going back to when I was a landscape contractor in Indianapolis for 30 years,” says Ed Rockhill, LandscapeHub cofounder and vice president of sales.

“I know how difficult the procurement process is—because I’ve lived it.”

On the other hand, one of Rockhill’s partners, CEO Lisa Fiore, understands the supply side very intimately.

She grew up in a family nursery business, Fiore Nursery & Landscape Supply in Chicago. The pair knew each other for years and Rockhill actually ended up working at the nursery for a while. That’s when the idea for LandscapeHub started to germinate.

Rockhill and Fiore then connected with Chad Cooper, LandscapeHub’s chief technology officer, to explore whether or not their idea could fully blossom. Cooper had a proven tech track record from his involvement with Apartments.com, Cars.com and Grubhub. He saw tremendous potential in the concept of LandscapeHub, spurring Fiore and Rockhill to leave the nursery and dedicate their time to this new venture. LandscapeHub was officially founded in 2017.

Streamlining the Procurement Process

LandscapeHub currently showcases more than 6 million plants from more than 85 suppliers in a dozen states. Future plans call for a much broader offering.

“We started with plant material because, logistically, it’s the most difficult thing to move,” Rockhill says.

“We have a firm hold here and feel good about where we’re going. We’re now bringing on some hardscaping products. We’ll eventually become a full product supply platform, offering plants, hardscaping, soils, mulches, ice melt, irrigation and drainage supplies, lighting and even tools. We want to help contractors find everything they need for a project, purchase it through one consolidated platform, and then allow us to manage how and when to get the product to them.”

LandscapeHub currently lists 6 million plants from over 85 suppliers.

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Pictured is an example of a site search on the online marketplace.

Suppliers are vetted by LandscapeHub. The founders’ background is helpful here, too. “We started with suppliers we worked with for decades,” Rockhill says. “We know they can deliver. We’re not looking to open this up to anybody and everybody who is growing plants. We’re interested in supplier partners who provide value, maintain good horticultural practices in how they grow material and have a reliable supply chain.”

Suppliers provide LandscapeHub with a list of products they want to make available on the platform. They provide price and availability, and both the botanical and common name.

One unique feature of the online marketplace is that it builds commonality into the plant nomenclature. “Different suppliers sometimes refer to the same plant a bit differently,” Rockhill says.

“We make sure it’s all classified the same way on our platform. When a contractor places an order, our system then talks back to the supplier using the plant name it is accustomed to. So building orders is standardized and simple on both ends of the transaction. We vetted the nomenclature on thousands of plants and continue to add more.”

The company also continues to vet its buyer users. LandscapeHub is designed to be a business-to-business (B2B) platform for professionals in the green industry, not a retail outlet for weekend warriors and do-ityourselfers (DIYers). “When buyers request to join, it’s helpful if they have a website so we can validate them pretty quickly,” Rockhill says.

“Beyond that, we do ask for a federal employer identification number.”

Once granted access, the landscape contractor can enjoy several key benefits of procuring materials through LandscapeHub, according to Rockhill, as opposed to procuring materials the traditional way.

Using the traditional method of procurement, you would send several suppliers your plants/materials list for a project, then wait several days to get pricing back. Then you would sort it all

out or put it in a spreadsheet to analyze, create an estimate, and send the estimate to the client. Then, if you get the job, you would go back to the suppliers to start placing orders and arranging deliveries. Then you would pay several supplier invoices later.

Using the LandscapeHub approach to procurement, in contrast, you would search pricing and availability from several suppliers all on one screen. Then you would create an estimate and send it to the client. If you get the job, you would go back on LandscapeHub to place a single order, regardless of how many suppliers are on that order. You would pay one invoice.

“We stress that it’s important to look at more than just unit pricing,” Rockhill adds. “You want to look at

“We want to help contractors find everything they need for a project, purchase it through one consolidated platform, and then allow us to manage how and when to get the product to them.” – Ed Rockhill, LandscapeHub the total acquisition cost, including logistics. Our platform allows you to do that quite easily.”

Logistics and Efficiency

Speaking of logistics, LandscapeHub helps with that, too. Some suppliers have their own delivery fleets, while others do not. The company partners with various fleet providers to make sure there are no gaps.

Another important benefit to suppliers is improved cash flow. Rather than having to chase invoices sent to several landscape companies, suppliers are paid promptly by LandscapeHub. The online marketplace works out a simple transaction fee with its suppliers. There are currently no subscription

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fees on either side of the transaction.

One more advantage of using the platform is order consistency. Orders come in the same way every time, allowing suppliers to gain additional administrative efficiencies. “Now the supplier gets a focused group of buyers all coming through one funnel in LandscapeHub,” Rockhill explains. “That saves a lot of time.”

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Saving time is indeed the primary benefit of using a platform like LandscapeHub. Nobody knows that better than Rockhill and Fiore, each of whom grew up in the green industry. Add a tech guru like Cooper to the mix and you have what looks to be a recipe for streamlining success.

“We’re confident that LandscapeHub is the first end-to-end solution for the green industry and that’s pretty exciting,” Rockhill says. “We’re dedicated to streamlining this procurement process on both sides of the transaction. It gives people an opportunity to focus on other aspects of their business, whether that be growth or operations or whatever. We are looking forward to helping them realize those opportunities.” ›

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SPECIAL FOCUS: ENGINES

By Tom Billigen

Electronic Fuel Injection Questions

—Answered

Skepticism about the technology is quickly fading as more professionals experience the benefits of today’s electronic fuel injection engines.

The buzz of fuel savings as high as 25 percent with electronic fuel injection caught people’s attention.

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n the late 1970s, electronic fuel injection (EFI) and power windows were both high-end options in the automotive industry—available only on products that could justify the added cost. Like many high-end options, their price and reliability eventually reached a point where they became standard on most vehicles. By the late ‘90s, nearly every passenger vehicle in the world was powered by an EFI engine and power windows could be found on all but the lowest price-point models.

While EFI replaced carburetors as the standard for automobiles, it took off rather slowly for small engines due to the cost of the initial EFI systems and the lack of a proven track record.

When something works adequately for decades, as carburetors did, talk of change is often met with skepticism. As cost-effective EFI enters the market, however, skepticism is quickly fading as more professionals experience the benefits of today’s EFI engines.

What Are the Benefits?

In recent years, the buzz of fuel savings as high as 25 percent with EFI caught people’s attention. By creating a nearly perfect air-fuel mixture, and adjusting the ratio based on load, throttle response and air intake, EFI optimizes fuel efficiency and power in ways a carburetor cannot match. And while fuel savings vary by industry, application and engine family, the 25 percent mark makes the reality of a return on investment (ROI) more tangible. On commercial turf, where engines run for hours on end at a relatively steady RPM, the opportunity to reap the benefits of these fuel savings becomes real fast.

Another enticing benefit of EFI engines is reliable choke-less starting.

While seasoned operators may argue that starting equipment is not a significant problem, contractors tasked with training inexperienced employOn commercial turf, the opportunity to reap the benefits of electronic fuel injection fuel savings becomes real fast.

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This training board was designed to mimic a fully functional electronic fuel injection system; educators can input data to prompt real trouble codes to train dealers.

ees may disagree. Difficulty starting machines, flooded engines and the downtime associated with both result in decreased productivity and profits.

Does Basic Service Change?

For decades, carburetors served their purpose. They are inexpensive, they do not require a computer for diagnostics and, most importantly, every good mechanic is equipped with the tools and knowhow to service a carburetor.

While this may sound like an argument against embracing the newer technology, carburetor repairs are the leading cause of downtime for small engines.

Additionally, most engine components, aside from the fuel system, remain unchanged between carbureted and EFI engines. Comparing apples to apples— similar horsepower models from the same engine family—the fuel filter is often the only difference as EFI engines require more advanced filter media and occasionally have a second filter to prevent any impurities from reaching the fuel injectors. This is necessary because EFI systems force fuel through a high-pressure injector that atomizes the liquid into a fine mist, creating a more volatile mixture while using a lower concentration of fuel.

Is Stale Fuel a Problem?

In addition to being mechanically similar to their carbureted counterparts, EFI engines are also more resistant to stale fuel. In EFI engines, fuel is exposed to far less oxygen, which helps prevent fuel degradation. EFI engines are more capable of burning degraded fuel, too. Their high-pressure injectors atomize the fuel into a mist to create an ideal blend that burns even when the fuel is highly degraded. In a carbureted engine, low-volatility fuel is less likely to burn and attempts to start

the engine can result in flooding.

As a general rule, however, if equipment is going to sit longer than 30 days, treat the engine with a fuel stabilizer. Despite being more resistant to the adverse effects of stale fuel, it’s still best to stick with the 30-day rule.

Unlike carburetors, which can be disassembled and cleaned, the main components of an EFI system need to be replaced if damaged. If properly treated, though, both EFI and carbureted engines can sit for extended periods of time without any issues.

What About Getting Knowledgeable Service?

What’s Next?

Currently, EFI is more prevalent on commercial equipment. However, consumer EFI does exist and manufacturers are working to develop less expensive consumer options, as well as improve open-loop versions, to help EFI further expand beyond commercial markets.

For instance, some consumer versions being developed feature fewer components to simplify the system as a whole, while offering comparable performance in a more cost-effective package.

Eventually, EFI—in one form or another—is going to find its way into nearly every product segment. But

As EFI gains traction in the smallengine market, it requires dealers and technicians capable of servicing the engines, and the need for specialized training is a common concern. To successfully address this, manufacturers developed EFI training programs to educate and equip dealers with the necessary resources.

Traditionally, hands-on experience works best for engine training, but is problematic with EFI engines for a number of reasons. Working on actual engines limits instructors since they cannot prompt the engine to generate specific trouble codes. Additionally, transporting and running engines limits where training can take place.

One manufacturer engineered a fully functional and If treated properly with fuel stabilizer, both electronic fuel responsive training board injection and carbureted engines can sit for extended to mimic a live, fully operaperiods of time without any issues. tional EFI system. It responds as if it were attached to a live running unlike the automotive industry, the engine without the transportation carburetor is probably never going to hassles of actual engines. With this disappear entirely from outdoor power program, instructors can input data equipment. Instead, it is going to likely to prompt real trouble codes, creating be relegated to equipment with a lower a fully operational system that’s easy price point, and eventually—similar to transport and can run indoors. to hand-crank windows—carbuSome manufacturers also have dealer reted engines are going to be the training requirements and certificaexception, not the standard. › tions in place to ensure EFI engines are backed by the support and parts necesTom Billigen is a customer education sary to keep them up and running. As training manager at Briggs & Stratton.

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more dealers become trained to quickly diagnose and repair EFI engines, customers are going to have nothing to lose and a lot to gain in terms of efficiency and reliability. And as sales of equipment with EFI engines increase, it appears as though more contractors are willing to give EFI a chance.

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SPECIAL FOCUS

Engines

A Workhorse for Light-Duty Commercial Applications Briggs & Stratton recently upgraded and expanded its line of Commercial Series V-Twin engines to include nine models, ranging from 16 to 27 gross horsepower. The light-duty commercial engines also boast: • A global three-year commercial limited warranty that covers the non-propane components of the engines, while the propane power system’s warranty covers the fuel system.

A Convenient Kit to Maintain Your Toro Zero-Turn Engine In an effort to encourage customers to effectively service Toro zeroturn mowers equipped with Toro engines, the company now offers simple and convenient Toro Engine Maintenance Kits that include synthetic oil, fuel treatment pouches and replacement components.

The all-inclusive Toro Engine Maintenance Kits are available for: • Single-cylinder Toro engines, which are featured on select TimeCutter zero-turn mowers. The single-cylinder kit includes one Toro fuel treatment pouch, which keeps fuel fresh and prevents corrosion caused by ethanol, an air filter with a pre-filter, an oil filter, a fuel filter, a spark plug and Toro synthetic engine oil.

• Twin-cylinder Toro engines, which are featured on select TimeCutter models, as well as the new TimeCutter HD and TITAN HD 1500 Series zero-turn mowers. The twin-cylinder kit includes everything offered in the single-cylinder kit, plus an additional spark plug and an additional quart of Toro synthetic engine oil. www.greenindustrypros.com/12349460

Everything Needed for an Easier Tune-Up Kawasaki tune-up kits not only bring performance to your Kawasaki engine, but also help avoid having to find the right size and capacity of oil filter, the right viscosity of engine oil, the right canister or cartridge of air filter, and the right size and type of spark plugs. According to the company, the kit already contains everything you need for easy engine-specific tune-ups, including: • A high-efficiency oil filter designed for your pressurized lubrication system.

• An integrated cyclonic system for air handling that stands up to high-debris applications.

• A rotating debris-chopping screen that cuts debris into smaller pieces, while a fan forces debris particles away from the engine.

• An ejector chute and series of baffles that prevent dirt and large debris from reaching the air cleaner housing by ejecting dust and fine debris through a duckbill-shaped valve.

• 250 hours of operation on the air cleaner filter.

• A commercial-grade liquid sump gasket and a third dowel pin to ensure a lasting seal at the sump joint.

• A wide range of muffler options. www.greenindustrypros.com/12404742

Engines Specifically Designed for Commercial Landscape ZeroTurn Mowers Yamaha specifically designed its all-new MX775VEFI, MX800V-EFI and MX825VEFI engines for commercial landscape zero-turn mowers with a focus on power and torque. The MXV-EFI Series combines Yamaha’s quality with durability, while further featuring: • Improved fuel efficiency.

• Availability in 825-, 800- and 775-V configurations.

• Low vibration and noise.

• Reliability and ease of serviceability.

• Increased zero-turn run times.

• An air filter designed using high-quality polyurethane, media and seals to meet original equipment manufacturer (OEM) standards for dust-holding capacity.

• A Delphi electronic fuel injection (EFI) system.

• Spark plugs matched to your engine for optimum performance.

• A three-year warranty.

• Three formulas of K-Tech oil designed specifically for Kawasaki engines.

• An optional Yamaha stainless steel muffler, tuned for optimal sound and performance.

www.greenindustrypros.com/12370618

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• Ball bearing-supported power take-off (PTO).

• An industry-standard air filtration system.

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RISE TO THE OCCASION

Ride SRS™ Series mowers for more speed, comfort and agility than ever.

Stand-on mowers give your commercial cutting crew a significant advantage, with increased maneuverability and step-on, step-off versatility.

Soft Ride Stand-On mowers from Ferris®, featuring the new Z3X, take stand-ons to the next level.

Each model features an adjustable suspension operator platform for a smoother ride, a center-mounted fuel tank that provides more balance and stability, and advanced speed controls for more confidence on any terrain. Choose from a variety of powerful engine options and deck sizes to take on any challenge.

It’s time for your operation to step up. Reach a new level of productivity with Soft Ride Stand-On mowers, only from Ferris.

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Vanguard™ 810 EFI with Oil Guard Kawasaki® FX730V EFI or FX801V

Vanguard™ 627cc Kawasaki® FX691V or FX600V

Cutting Width Options: 61" or 72"

Cutting Width Options: 52" or 61"

Cutting Width Options: 36" or 48"

Visit: Ferrismowers.com to locate a dealer near you

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SPECIAL FOCUS

Engines

SingleCylinder Engines That Improve Productivity Vanguard developed a line of single-cylinder, horizontal-shaft commercial gasoline engines around key areas of performance for improving productivity, including starting, maintenance intervals, service and support, and total cost of ownership. The new line spans from 5 to 13 gross horsepower to meet power requirements for a wide range of commercial applications. The engines additionally deliver: • A four-season starting system, which allows the engine to start at temperatures as low as -20 degrees Fahrenheit.

• A special corrosion- and stale fuel-resistant plating on all surfaces inside the carburetor that contact fuel.

• The TransportGuard single ignition and fuel shutoff to prevent oil dilution during transport.

An Engine in Command with Electronic Fuel Injection Kohler integrated an electronic throttle body into its Command PRO electronic fuel injection (EFI) 999cc engine to electronically control intake airflow to optimize power and load response. The electronic throttle body, combined with Kohler’s EFI system and the latest in engine cooling technology, delivers a range of benefits that include quick and easy starting, fuel economy, improved durability and an enhanced response to challenging mowing conditions. Other features include: • Availability in models between 35 and 38 HP. • Large-capacity filters, high-performance spark plugs, hydraulic valve lifters and a fully integrated oil cooler.

• A closed-loop system that utilizes an oxygen sensor in the engine’s muffler to continuously monitor the amount of fuel injected.

• The elimination of carburetor-related issues and repairs—including the buildup of damaging residue and carburetor corrosion that can occur when using ethanol-blended gasoline.

• A three-year commercial warranty. www.greenindustrypros.com/12404920

• An oil management system that allows the engine to run efficiently for up to 200 hours between oil changes.

• A fully cyclonic air filtration system to reduce downtime by extending recommended air filter replacement intervals to 600 hours. www.greenindustrypros.com/12395718

All Engine Oils Are Not Created the Same While other oil products may not meet the specifications required for your Kawasaki engine, K-Tech oils are formulated for constant-speed air- and liquid-cooled engines for performance in heavy commercial use. The company says its Kawasaki 4-Cycle Engine Oil, which is offered in four formulas, also offers: • A zinc additive that prevents excess wear on engine parts.

• Protection from excessive viscosity decrease at high temperatures.

• Anti-foaming and anti-shear agents.

• Shear stability to ensure stay-in-grade performance.

• The latest additive technologies to provide optimal performance in both diesel and gasoline engines. www.greenindustrypros.com/12370620

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Power for Commercial Turf Products and Heavy-Duty Applications Honda’s GX120, GX160 and GX200 mid-sized engines are single-cylinder, horizontalshaft models that provide power for commercial turf products and heavy-duty applications, including agricultural equipment, construction/industrial equipment, generators, pressure washers and water pumps. The engines incorporate a number of elements to improve performance, such as: • Changed valve timing, compression ratio and carburetor settings, as well as cooling system modifications to improve fuel efficiency.

• Upgrades to proprietary components to help ensure compliance with more stringent emissions standards.

• A better muffler structure design, breather valves, push rod materials and crank case cover rigidity to reduce noise levels.

• A carburetor chamber coating, an improved recoil rope design and an added carburetor filter.

• A lighter engine piston to reduce operating vibration. www.greenindustrypros.com/12405360

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BEYOND THE BLADE

By Izaak Crook

SEVEN THINGS Landscapers Need to Know About Mobile Marketing With the global mobile Internet expected to grow almost sevenfold by 2021, it’s a marketing platform that you do not want to overlook.

M

obile marketing is not just beneficial for certain business owners; it’s an invaluable tool in our modern business world and definitely one that every business can benefit from—especially landscapers.

Let’s take a closer look at the benefit of mobile marketing for landscapers.

Landscaping business owners are constantly looking for ways they can

improve their visibility, attract new customers and build their reputation. This is exactly where a solid marketing strategy comes in.

One of the most important questions to ask yourself is whether your website is your Number 1 sales and marketing tool for your landscaping business.

People are searching for the services you offer and you don’t want to lose out on

Desktop computers, as well as tablet devices, still play a very important role in Internet traffic, but mobile devices are fast becoming the platform of choice.

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an opportunity to gain new customers.

That is one reason why mobile marketing for landscapers is so essential.

Why Mobile Marketing Is So Important

Traditional advertising is not only expensive, but it’s also not as easy to measure effectively. Internet marketing is replacing many of these channels and offering businesses a chance to be seen by a larger audience. People go online to search for the information they want, so it’s important for you to ensure that your business is visible and in front of your target audience.

With the global mobile Internet expected to grow almost sevenfold by 2021, it’s definitely a marketing platform that landscapers do not want to overlook. Mobile Internet traffic accounts for more than 50 percent of total global online traffic—an impressive statistic.

Keep in mind that about 92 percent of people who search for a product or service with their mobile phones make a related purchase. Moreover, it’s important to know that more than 50 percent of mobile users say they wouldn’t recommend a business with a poorly designed mobile website.

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7.

60 Percent of Advertising Is Going to Be Mobile

Mobile users spend as much as 70 percent of their social media time on their mobile devices.

Here are a few other interesting aspects of mobile marketing that landscapers need to know:

1.

Mobile Users Are Rapidly Increasing Worldwide

Statista estimates that, as of 2017, there were more than 3.5 billion mobile users. Europe and the Americas have the highest rate of mobile broadband subscription penetration, around 76 and 78 percent, respectively. The global average in 2016 stood at 50 percent.

2.

Mobile Users Spend Almost 70 Percent of Their Social Media Time on Mobile Devices

Mobile users spend as much as 70 percent of their social media time on their mobile devices, according to comScore. This shouldn’t come as a big surprise, as most people are quick to jump on a social media platform when they want to check in on a friend, see what’s happening around them, or quickly share something interesting with family and friends.

3.

Mobile Devices Are Going to Drive 80 Percent of Global Internet Usage

Data from Zenith suggests that mobile devices are going to account for about 80 percent of global Internet usage in the near future. This percentage increased significantly from 40 percent back in 2012 to 68 percent in 2016 and is estimated to reach 80 percent in 2018.

4.

50 Percent of the Time Mobile Users Spend on Digital Media Is on Mobile Apps

According to a comScore study, 50 percent of digital time spent comes from mobile, with desktops and tablets following behind.

This shows that desktop computers, as well as tablet devices, still play a very important role in Internet traffic, but mobile devices are fast becoming the platform of choice.

5.

Almost 50 Percent of Online Searches Come from Mobile Users

It is estimated that almost 50 percent of online searches come from mobile users, making mobile a dominant platform for search traffic. Almost 48 percent of users employ a smartphone to start searching for products and services with a search engine.

6.

70 Percent of Consumers Between the Ages of 18 and 39 Use Mobile Devices to Research Products

Aumcore states that around 70 percent of people between the ages of 18 and 39 use their mobile device to do a product search before they buy. This shows just how big the potential target market for a landscaping business can be.

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According to Zenith, mobile advertising expenditures are going to increase to around $134 billion in 2018, which is more than the total spend on magazine, newspaper, outdoor and cinema advertising put together.

What does it mean for your landscaping business?

When you make the Internet your main platform for advertising, your landscaping business is going to be able to attract potential clients more than ever before. You are making information available to them wherever they are, and they can easily view your company and services online when they are looking for a landscaper in a specific area.

Mobile marketing focuses on putting your landscaping business in front of the right customers by using a combination of digital marketing services.

These services can include social media, pay-per-click ads, your company’s website, business reviews, listings and more—all optimized for mobile users.

With around 88 percent of consumers who search for a type of local business calling or visiting that business within 24 hours, it’s a marketing tool that is perfect for service-based businesses such as landscapers. That’s why your website should be one of your strongest marketing tools.

Mobile marketing is ideal for landscaping businesses that want to grow their online presence and put their products in front of target customers.

With the rapid growth in technology and the shift to mobile usage, mobile marketing can no longer be ignored. ❯ Izaak Crook is a digital marketing executive at AppInstitute, a softwareas-a-service (SaaS) app builder platform that allows anyone to create their own iOS or Android app without writing a single line of code.

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WHAT’S ON MY TRAILER?

By Carrie Mantey

Landon Wise, president of Wyscape, strives to provide the best equipment to his crews.

Company Name: Wyscape LLC

Type of Clients: Residential and commercial clients, as well as homeowner’s associations

Owner: Landon Wise Location: Niceville, Florida

Services Rendered: Landscape, hardscape and irrigation services

Years in Business: 13 years Geographical Coverage: Okaloosa and Walton counties, Florida

A Wise Selection of Equipment

Wyscape of Niceville, Florida, carries a nice array of equipment on its hardscaping-specific trailer.

W

yscape LLC of Niceville, Florida, continuously strives to be the best the Sunshine State has to offer. Landon Wise, president of the landscaping company, also strives to provide the best equipment to his crews to cover the needs of its landscape, hardscape and irrigation service customers.

Because of the scope of its services and the size of its client base, the business runs more than one crew and trailer. In fact, one of the company’s trailers is intended specifically

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As you can see, there is a place for everything and everything is in its place on this trailer.

for landscape and hardscape installation projects. Although the trailer is packed with a lot of essentials, there is a place for everything and everything in its place. According to Wise, this trailer carries: • An iQ Power Tools iQ360 dust control saw, which eliminates most of the dust produced cutting pavers and stone for a healthier and cleaner work environment.

• A Spectra laser and stand for leveling and grading.

• A tree watering gun that the crew uses to remove air pockets around root balls.

• A STIHL demo saw for cutting pavers and stone.

• A PaverPACKER 50 plate compactor from PAVE TECH to compact base material on smaller projects, setting pavers in bedding sand and compacting sand in joints.

• An angle grinder for detailed cuts of pavers, pipes and more.

• A Bosch jackhammer to break up concrete in small areas.

• A STIHL backpack blower to clean up the jobsite when done working.

• A chain saw for cutting trees and wood.

• A paver extractor to remove pavers.

• A paver grabber to stack and load pavers.

• A QuickDRAW paver scribe to precisely mark pavers for cutting.

• A paver pounder to compact the base in small areas and tight corners where the paver compactor doesn’t fit.

• A paver adjuster to push pavers in a straight line.

• Irrigation equipment.

• Safety equipment.

The iQ360 dust control saw is Wise’s favorite. He says, “It’s a powerful piece of equipment. It can cut stone, brick, pavers and tiles—all while collecting their dust,” but it’s the Spectra laser he couldn’t live without due to its fast leveling and grading. Regardless, he looks for the same three qualities before he makes an equipment purchase— ease of operation, low maintenance and good customer service. And that’s a wise decision on his part. ❯

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MAINTENANCE EQUIPMENT

Belts, Blades, Fuel Additives & More

A Stable of Fuel Stabilizers to Choose From Rotary’s 2018 master parts catalog includes a complete line of small-engine fuel stabilizers and treatment additives, such as STA-BIL, Ethanol Shield, PRI-G and pre-mixed VP Fuels. The fuel stabilizers and treatment additives additionally offer: • Suitability for lawn mowers, chain saws, snow blowers, generators, and other two- or four-cycle engines.

Premixed Fuel Acts Like a Sports Drink for Your Engine STIHL MotoMix premixed fuel eliminates the hassle of mixing your own oil and fuel for twostroke engines. Specially blended for optimal performance and lubrication, the patented premixed fuel also provides: • A 50:1 mixture that combines premium non-aromatic, nonethanol, high-octane motor fuel and STIHL HP Ultra oil, which is a fully synthetic, highly biodegradable engine oil.

• No ethanol, so it maintains stability for up to two years after the seal is broken and stays fresh in your equipment during long storage periods.

• A doubling of the limited warranty of your power tool purchase when you also buy MotoMix. www.greenindustrypros.com/12403489

• The ability to help prevent corrosion, and gum or varnish buildup from ethanol-blended fuels.

• The flexibility to use for prolonged storage or at every fillup to remove moisture, and clean carburetors, fuel injectors and intake valves for improved engine performance and fuel economy.

• Availability in a variety of sizes—from 4-ounce bottles to 1-gallon bulk containers. www.greenindustrypros.com/12404013

Going Green with Bio-Based Outdoor Power Equipment Lubricants

Enhancing the Output and Extending the Life of Husqvarna Products Husqvarna reformulated its line of machine oils with premium additives and semi-synthetic base oils to specifications that exceed industry standards, enhancing the output and extending the life of Husqvarna products. The improved machine oils and lubricants boast lower operating temperatures and greater detergency inside engines. More specifically, according to the company:

Dynamic Green Products recently added ISO hydraulic fluid to its NV EARTH line of high-performance bio-based outdoor power equipment lubricants. The company says the hydraulic fluid delivers:

• Husqvarna XP+ two-stroke oil maximizes engine performance by balancing engine lubricity, detergency and exhaust output.

• The ability to replace conventional petroleum in over 200 million pieces of equipment in North America—everything from riding mowers to farm tractors to construction equipment.

• HP Synthetic Blend two-stroke oil optimizes lubricity and detergency, resulting in a lower operating temperature and less deposits in the crankcase.

• A formulation made from renewable content that’s biodegradable and compatible with mineral oil.

• Husqvarna X-Guard Premium bar and chain oil protects against wear, reducing the friction of metal parts under high loads.

• The reduction of carbon emissions and unnecessary pollution.

• XP+ Two-Stroke Fuel + Oil protects the fuel system, saving carburetors, and helping to avoid costly rebuilds and downtime.

• The capacity to surpass original equipment manufacturer standards, vane pump tests, dielectric safety requirements and the ASTM D943 turbine oil test for oxidation stability in the presence of water. www.greenindustrypros.com/12404020

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• Husqvarna Four-Stroke Fuel contains high-octane fuel stabilizers to enhance the performance of Husqvarna air-cooled four-stroke engines. www.greenindustrypros.com/12404026

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MAINTENANCE EQUIPMENT

No More Scraping Grass Clippings from Your Mower Deck

Thousands of Belts for Outdoor Power Equipment Over 50 new belts for outdoor power equipment are highlighted in Rotary’s 2018 catalog. Replacements for popular brands are included in a 65-page section that features photos, illustrations and descriptions. The belts boast: • Heavy-duty reinforced designs with high-strength aramid fiber and two-ply construction.

Quit wasting time scraping the grass clippings off your lawn-mower deck.

Apply GEMPLER’S Grass Shield to the underside of your mower deck—and even the blades themselves—so the colorless silicone coating leaves a thin slippery layer to repel freshly cut grass.

GEMPLER’S Grass Shield additionally grants:

• Engineering that meets operating standards for heat, oil and abrasion resistance.

• The ability to dry in 30 minutes and not wash off.

• Belt idlers, flat idlers and V-idlers, as well as belt, spindle, idler and transmission pulleys.

• Simple application by spraying, brushing, swabbing or rolling the coating onto the metal to be treated.

• Accessories, such as a belt measuring tool.

• The power to mow more efficiently and burn less fuel.

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Mulching Blades Engineered to Last Commercial-strength mower and edger blades, including an assortment of Copperhead mulching high- and low-lift models, are among more than 9,500 different outdoor power equipment parts in Rotary’s 2018 catalog. The Copperhead mulching blades come with: • A centrifugal air lift design with an extended, precision-sharpened cutting edge and teeth for improved mulching and cutting performance.

• ISO 9000 compliance to ensure the blades are engineered for quality, durability and efficiency.

• A high carbon steel makeup for better performance and extended blade life.

• Vertical teeth to improve cutting efficiency. www.greenindustrypros.com/12403536

A Quicker Way to a Sharper Looking Lawn Cub Cadet recently launched its FastAttach blade technology to allow you to change your blades faster, safer and easier. The company says you can remove your dull blade and install a sharp new blade in minutes without tools. FastAttach blade features also include: • Secure-Lok technology that ensures blades are properly positioned and stay secure until the next blade change.

• Sharp blades to cut grass even and clean, leaving behind a green healthy-looking lawn.

• Three-step blade removal and installation.

• The ability to recycle grass into fine clippings with the FastAttach Xtreme mulching blade, while the FastAttach sand blade lasts longer in sandy conditions. www.greenindustrypros.com/12404896

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CONSTRUCTION EQUIPMENT

Excavators Fast and Safe Excavator Attachment Exchanges KINSHOFER presents the X-LOCK coupler as a safe and quick way to exchange excavator attachments from within the cab. Features include: • A wedge-locking design that allows the coupler to connect to the attachment in two separate places.

• Easy pairing with buckets, rippers, rakes and mechanical grabs, as well as demolition, recycling and railroad attachments.

• Two pressure relief valves, which lock at 1,730 PSI and unlock at 3,455 PSI, to operate the wedge, ensuring the hydraulic circuit is not over-pressurized and minimizing wear in the locking area.

• A rear lock safety device to ensure the wedge does not retract and disconnect the attachment if a hydraulic failure occurs.

• An X-LOCK safety knuckle that immediately and automatically engages onto the front pin when connecting.

• A self-adjusting wedge that locks the second pin as soon as the lock switch is deactivated, safely securing the attachment.

• Control and monitoring of the attachment exchange in the cab.

• Availability for excavators with 2,200- to 220,000-pound operating weights.

Increased Raw Digging Power John Deere recently upgraded its Worksite Pro PA15B and PA30B planetary auger attachments with: • Suitability for John Deere skid steers, compact track loaders, compact excavators and compact fourwheel-drive loaders.

• Hydraulic motors with a higher rated operating pressure for increased raw digging power.

• An integral motor and planetary gearbox housing that brings the planetary gear set closer to the motor, decreasing motor stress.

• A five-gear gearbox with an updated input shaft and shaft seal.

• A maximum torque rating of 4,500 feet-pounds on the PA30B. • Reverse rotation for quick back-outs and shedding dirt from the auger when working in wet conditions.

• A self-cleaning Quik-Tatch system to switch from one type of attachment to another in seconds.

• Compatibility with a variety of auger bit styles and diameters. www.greenindustrypros.com/12402812

www.greenindustrypros.com/12402465

Excavators That Escape Commercial Driver’s License Requirements Caterpillar reduced the weight of its Cat 303E CR mini hydraulic excavator to accommodate customers who require a maximum 10,000-pound transport weight. In most states, a loaded trailer of more than 10,000 pounds requires the tow vehicle driver to have a commercial driver’s license (CDL).

The 303E CR weighs 6,750 pounds when loaded with a canopy, full fuel tank and 24-inch bucket, avoiding the need for drivers to obtain a CDL. The Cat excavator also comes equipped with: • A profile that transports easily, while working efficiently in small spaces and on congested jobsites.

• A 60-inch width across the blade and zero-radius tail swing.

• Less weight, so the excavator can accommodate trailer weight and ancillary equipment while keeping its total weight less than 10,000 pounds.

• Availability of an optional 588-pound counterweight for heavy-duty applications, and when using heavy attachment configurations that include couplers and thumbs. www.greenindustrypros.com/12374228

Vacuum Excavators for Compact and Large-Scale Jobs Ditch Witch recently released its HX-Series vacuum excavators to boost operator productivity and versatility in a range of applications—from compact urban projects to large-scale excavation, slot trenching and microtrenching applications. This line of Ditch Witch vacuum excavators includes three models—the HX30, HX50 and HX75—that provide: • A Kubota Tier 4 Final engine with a range of 24.8, 49 and 74 HP to the HX30, HX50 and HX75, respectively.

• A low-profile design and compact footprint to facilitate navigation without compromising ground clearance.

• A cyclonic three-stage filtration system for maximum protection of key components.

• More fuel capacity for longer jobs.

• Optimal suction, water pressure and air flow.

• Advanced sound-reducing technology to minimize disturbance in noise-sensitive areas and contribute to operator comfort.

• A choice of a 500- or 800-gallon debris tank in a standard or heavy package with various freshwater tank sizes and trailer weights available.

• National Association of Trailer Manufacturers-compliant trailer configurations. www.greenindustrypros.com/12401754

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CONSTRUCTION EQUIPMENT

Do You Know Where Your Excavators Are? The Hi-Mate remote management system is now standard on four Hyundai compact excavators, including three crawler models—the R55-9A, R60CR-9A and R80CR-9A—and one wheeled model—the R55W-9A. Hi-Mate uses GPS technology to track Hyundai construction machines at any time and in any location, while monitoring key machine components, such as the engine, hydraulics and electrical system. The system also delivers: • The ability for users to view and manage complete real-time operating information, select and activate alarms, and call up reports, such as alarm incidents and maintenance status.

• The flexibility to monitor any specific machine or combination of machines.

• Greater preventive maintenance to reduce equipment downtime.

• Support of theft prevention through geofencing capabilities and alarm notifications.

• Free use for five years on the standard cellular configuration, which sends and receives data from machines in the field via cellular networks, though configuring Hi-Mate-equipped machines with satellite connectivity requires the purchase of additional hardware and a subscription.

Tight Tail Swing Ideal for Tight Spaces Kubota designed its U27-4 compact excavator with a tight tail swing to better maneuver and work in tight spaces. Moreover, the U27-4 offers: • A digging depth of 9 feet, 5 inches and a bucket digging force of 7,014 pounds.

• A well-balanced arm and bucket design that allows for faster, deeper and more efficient digging.

• A third-line hydraulic return system that allows oil to flow directly to the tank while working with one-way hydraulic attachments.

• A Kubota Tier 4 Final diesel engine, minimizing noise and vibration.

• Auto-shift functionality to automatically shift travel speed from high to low, depending on traction and terrain.

• Two variable displacement pumps to distribute oil flow, and allow simultaneous operation of the boom, arm, bucket and swivel.

• A user-friendly front meter panel for convenience at your fingertips. www.greenindustrypros.com/12405378

www.greenindustrypros.com/12405732

NOW AVAILABLE!

A Compact Excavator Worth its Weight The 18,775-pound 85V-4 zero-tail-swing mini excavator from KATO comes standard with an additional 900-pound counterweight for added stability. The machine further boasts: þ No Maintenance

• A compact size with a 7-foot, 3-inch width that’s beneficial when working in tight spaces.

þ No Downtime þ Up to 3x Longer Life

• A 15-foot, 1-inch digging depth and 14,730pound bucket breakout force.

SAY GOODBYE TO FLATS, SEALANTS, PATCH KITS, AND SPARE TIRES

THE MICHELIN® X® TWEEL® TURF™

• A 59.4-HP water-cooled diesel engine.

Airless Radial Tire Family for zero turn radius mowers

• Two-speed travel.

• Auxiliary hydraulics, hydraulic pilot controls and a backfill blade.

• A rollover protective structure (ROPS) certification.

LEARN MORE!

• Variable displacement pumps.

Sunbelt Outdoor Products Phone: 1-800-438-0660 www.sunbeltparts.com A&I Products Phone: 1-800-657-4343 www.aiproducts.com

Pair the best tires on the market with the strongest blades on the market for maximum machine uptime. XHT™ and Predator™ blades with patented Marbain™ technology last longer and require less sharpening than competing products.

• Rubber or steel tracks. www.greenindustrypros.com/12405725

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CONSTRUCTION EQUIPMENT

Excavators The Reach and Dig Depth of a Heavier Excavator Kubota Tractor introduces its KX033-4 compact excavator with an extendable dipper arm. The machine weighs in at 3 tons, yet boasts: • The reach and dig depth of a heavier weight class.

Two Excavator Thumbs Up Solesbee’s designed its manual and hydraulic excavator thumbs for excavators of any size and model. Features include: • The flexibility for operators to move from one application to another, such as moving dirt or material, without changing attachments.

• An extend height of up to 31 inches, boosting productivity and efficiency, especially in hard-to-reach areas.

• Excavator bucket and/or coupler optimization to provide an ideal fit, enhancing versatility and extending the thumb’s longevity.

• A digging depth of 12 feet, 2 inches and a digging reach of 18 feet, 3 inches.

• Quick and easy material handling and placement, including trees, pipes, rocks and scrap materials.

• A Kubota direct-injection diesel engine with the power to maximize digging and lifting performance, while minimizing noise, vibration and fuel consumption.

• The ability to fold the thumb down to use the bucket.

• Auto-downshift functionality to automatically downshift from high to low, depending on traction and terrain, allowing smooth operation when dozing and turning.

• Compatibility with 32- to 78-inch tip radius buckets.

• An auto-idling system that engages when control levers are in neutral for more than four seconds, lowering noise, exhaust emissions, operating costs and fuel consumption.

• Easy access points for maintenance efficiency, including engine components that are consolidated onto one side. www.greenindustrypros.com/12402846

Reduced Machine Length and Added Maneuverability Doosan designed its DX140LCR-5 crawler excavator with a shorter tail swing, allowing operators flexibility in minimal space without sacrificing performance.

The excavator further offers: • A digging reach of 27 feet, 11 inches and digging depth of 19 feet, 7 inches.

• A bucket digging force of 24,471 pounds of force and an arm digging force of 13,288 pounds of force.

• A loading height of 23 feet, 2 inches and an operating weight of 34,987 pounds.

• Power+, power, standard and economy power modes.

• Dig, lift, breaker and shear work modes.

• A 7-inch liquid-crystal display screen, allowing operators to monitor excavator parameters, while viewing the rear-view or optional side-view camera image.

• An automatic shutdown to help owners save fuel, with the flexibility to configure the idle time from 3 to 60 minutes.

• A 113-HP engine.

• A roughly two-hour welding time to attach the thumb to the bucket and book arm or bucket and coupler.

• Alloy steel manufacturing to withstand demanding conditions.

• Suitability for a variety of applications, including land clearing, site preparation, demolition and recycling.

• A two-year warranty. www.greenindustrypros.com/12402824

A Hydraulic Excavator Fit for a Range of Customers Takeuchi recently launched the TB235-2 compact hydraulic excavator to meet the needs of a wide range of customers, including landscapers. The 3.5-ton compact hydraulic excavator comes equipped with: • An operating weight of 7,474 pounds; a dig depth of 10 feet, 7.7 inches; a maximum reach of 17 feet, 3 inches; and a breakout force of 9,127 pounds.

• A multi-information display to keep the operator informed of machine status.

• A 24.4-HP Yanmar engine.

• A Takeuchi Fleet Management telematics system, with free access for the first two years of ownership, to provide a variety of data, including the machine location, health, condition and run time.

• The ability to be easily transported.

• A spacious operator’s station with an automotive-styled interior.

• Optional air conditioning and heat in the cab to provide yearround operator comfort in varying climates and conditions. www.greenindustrypros.com/12404000

www.greenindustrypros.com/12403986

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CONSTRUCTION EQUIPMENT

360-Degree Continuous Rotation A Compact-Radius Excavator with a 52-Cubic-Yard Capacity Hyundai’s HX130LCR compact-radius excavator provides: • A 52-cubic-yard capacity and a 30-inch-wide bucket.

• An 18-foot, 4-inch maximum dig depth; a 27-foot maximum digging reach; and a 22,860-pounds-of-force bucket digging force.

• A 73.6-HP Perkins 854F Tier 4 Final diesel engine.

• An overall fuel efficiency improvement of up to 10 percent.

• An advanced hydraulic system with a boom float mode for better grading control, fine swing mode for improved load control when swinging and up to 13 percent faster cycle speeds.

• Intelligent Power Control computer-aided power optimization, which is based on load demand.

• An 8-inch interactive, adjustable touchscreen cluster monitor in the cab.

• Availability of a dozer blade. www.greenindustrypros.com/12405730

KINSHOFER says its NOX-Tiltrotator comes with a universal joint that offers 360-degree continuous rotation and tilting angles of up to 2-by-55 degrees, in addition to: • Time savings as attachments can rotate and tilt, so there’s no need to move excavators much to access key areas.

• Suitability for slopes as its ability to grade at an angle improves productivity compared to top-to-bottom grading.

• An elliptical piston for performance in a variety of tight areas and applications.

• A compact design to move more freely in tight spaces.

• Reduced turf damage, making it ideal for landscaping applications.

• An integrated hydraulic system that provides ample protection for industrial valves, increasing equipment longevity.

• A 3- to 25-ton carrier compatibility.

• Availability of a gripper, which mounts to the Tiltrotator, to easily grasp and position posts, tubes, rods, pallets, rocks and more. www.greenindustrypros.com/12404709

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GREEN INDUSTRY PROS 37

4/6/18 1:51 PM

LAWN CARE CORNER

By Matthew Weaver

Understanding the Basics and Business OPPORTUNITIES OF FUNGICIDE Today’s political environment may be creating a new niche of business from which you can expand your lawn care service offering.

O

ver the course of a year, lawn care operators tend to worry most about labor, equipment and keeping their customers satisfied. If you ever have a chance to think about turf grass, it is usually fertilizers, herbicides and cultural practices that consume most of your thoughts. However, in nearly every part of the country, turf-grass pathogens can negatively impact your customers’ turf quality. In some cases, you can grow the turf out, but in others, it may make more economic sense to apply fungicides to help prevent lasting damage.

This article discusses what types of fungicides are available, in addition to how the political environment is creating a new niche of business from which you can actually expand your business offering.

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Where to Start

Let’s look at fungicides as a whole.

Usually, the first question is: When does it make economic sense to apply a fungicide? In a proper integrated pest management (IPM) program, one of the first things you need to do is determine a threshold. In agriculture, it is very simple to determine the threshold—it’s where the cost of the crop yield loss exceeds the cost of the application. In turf, it is a bit more subjective, but ultimately, it is when the damage exceeds your customers’ expectations.

You should also include the cost of the fungicide application compared to the cost to repair or rectify the damage sustained. The cost to repair damage may include multiple applications of pesticides, seeding, labor, etc. This becomes an even easier decision on sites where there is history of disease occurring on a regular basis.

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3

Types of Fungicides

The three basic types of fungicides include: • Contact fungicides.

• Systemic fungicides.

• Plant activator fungicides.

Contact fungicides essentially create a protective barrier on the outside of the plant. They usually protect turf for seven to 14 days.

Systemic fungicides actually go inside of the plant to defend it from within, protecting the plant for up to 28 days.

If turf grass is under attack when you make an application, it is generally thought that systemic fungicides are the way to go. Systemics also have an advantage when it comes to root diseases like take-all patch and spring dead spot.

In contrast, plant activator fungicides trigger the plant to boost its defense response and protect the plant for up to 28 days. By triggering the plant’s defense

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As applicators begin to understand how to use biofungicides effectively, they are reducing their reliance on traditional chemistries and, in some cases, getting away from those chemistries altogether. response, they are often associated with other side benefits for the plant like drought, wear and cold tolerance.

Resistance Risk

Another thing you should consider is proper fungicide rotation, especially when using systemic fungicides.

Every fungicide is assigned a Fungicide Resistance Action Committee (FRAC) mode of action (MOA) code. These are often listed in a black box with a letter or number on the front of the label. The code represents a fungicide group determined by the FRAC, and it is very important to rotate between these FRAC groups so that plants and turf grass do not develop fungicide resistance over time.

Many fungicides are blends of multiple FRAC-code products. You may think you are rotating chemistries because you are using different brand names or even chemical names. If unaware, you may very well be using the same group of chemistry repeatedly, which increases the likelihood that

fungicide does not work as well in the future. Much like penicillin for humans, the repeated use of the same type of chemistry develops resistant strains.

Times Are Changing—You Can, Too

Many state and local governments are starting to legislate against fertilizer, and increasing chemical restrictions in certain areas. This is mostly done to protect drinking water, but increasingly is done out of concern for public health.

Applications to institutional grounds are especially under scrutiny. Some areas are banning pesticide use altogether, particularly on public property.

This trend is expanding its way across America: Lawn care operators with an eye on the future are looking at ways to address this issue with biofungicides.

There are a variety of biofungicides available on the market and most are Organic Materials Research Institute (OMRI) listed.

The majority rely on certain strains of bacteria that affect fungal growth.

The newest and maybe most interesting OMRI-listed products are the plant activators. These compounds stimulate the plant to defend itself.

There are two major types. The first is often referred to as systemic acquired resistance (SAR), which means that it triggers the salicylic pathway. In a very broad sense, it defines which defense signal is turned on within the plant.

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The other is referred to as induced systemic resistance (ISR), which triggers the jasmonic acid pathway inside the plant. These two pathways can be important to understand which biofungicide to use for the problem at hand.

SAR is generally good for Pythium diseases, while ISR is more effective against diseases like dollar spot.

When using biofungicide compounds, it must be understood that they need to be used during low to moderate disease pressure, before things get out of hand. The plant can only defend itself when it is in good health—if the plant is already in survival mode, these products are often too little too late. In the case of the bacteria, applying them too late means they are outnumbered by pathogen spores and do not stand a chance. In short, to use these products effectively, you must treat for the disease beforehand—preventively.

The proper way to use biofungicide products is to apply them at least two weeks before disease pressure is underway. Many who successfully use them do it during low to moderate disease pressure, and then either tank-mix or alternate with traditional chemical fungicides as disease pressure increases. As applicators begin to understand how to use biofungicides effectively, they are reducing their reliance on traditional chemistries and, in some cases, getting away from those chemistries altogether.

Many of your customers may have a need for these biofungicide alternatives as a result of municipality or corporate mandates. You can spot these customers by being on the lookout for Leadership in Energy and Environmental Design (LEED)-certified buildings or local laws restricting what products are used on turf-grass areas.

While it’s always a challenge to adopt new technology, you can be assured there are products available to address these mandates in your operation.

Matthew Weaver is the senior technical services advisor at Intelligro.

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GREEN INDUSTRY PROS 39

4/6/18 1:46 PM

LAWN CARE CORNER

Efficient Spreading of a Variety of Materials Chapin recently unveiled its 8301C contractor turf spreader with: • An 80-pound large-capacity hopper supported by a powder-coated steel frame.

• Efficient spreading due to its T-handle and solid steel linkage gate control.

• Compatibility with fertilizer, seeds and more with simple gate adjustments.

• An adjustable rotary gate to accommodate a variety of materials.

• A cast zinc-plated agitator to help prevent clumping.

• Directional spread pattern control to ensure material is applied where it is needed.

• Metal gears that are enclosed to prevent debris interference.

• Heavy-duty features for longevity and precision.

• Wide-tread 12-inch pneumatic tires for professional use.

Sprayer and Spreader Offers Hillside Stability without the Risk of Turf Tear Z-Spray introduces its Junior 36ZX4 sprayer and spreader with: • A four-wheel-drive drivetrain that incorporates a skid steer system to offer hillside stability without the risk of turf tear.

• A 35.5-inch-wide chassis to allow gate access.

• A 24-gallon liquid capacity, 150-pound granular capacity and 5-gallon fuel capacity.

• A weight of 790 pounds, and dimensions of 35.5 (W), 70 (L) and 50 (H) inches. www.greenindustrypros.com/12399112

• A rain cover and hopper grate. www.greenindustrypros.com/12399991

Gain Traction Against Turf Disease and Algal Scum

Safe, Dependable Control of Bacterial and Fungal Diseases Nufarm recently received the Organic Materials Research Institute listing for Cuproxat FL copper fungicide, which safely and dependably controls bacterial and fungal diseases across more than 60 edibles, now including organics. The company says the fungicide also boasts:

Nufarm’s 3336 F broad-spectrum fungicide helps save time and gain traction against turf diseases and algal scum. The 3336 F further features:

• A formulation that combines the fast-acting power of copper hydroxide with the long-lasting control of copper sulfate.

• A systemic mode of action.

• Uniform, precisely sized particles that deliver better plant coverage, and better protection against fungal and bacterial diseases.

• Preventive and curative properties.

• A wide range of turf disease control, including anthracnose, brown spot, summer patch and dollar spot.

• A flowable formulation for easy use.

• Tank-mix compatibility with most common pesticides.

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• A broad label that allows for use on more than 60 different edibles, including berries, vegetable crops, tree crops and chives, as well as ornamentals in any setting. www.greenindustrypros.com/12388099

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• The ability to readily mix in water and stay suspended longer than many other liquid formulations.

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LAWN CARE CORNER

More Disease Control per Pound Kocide 3000-O copper fungicide/bactericide is approved for use in conventional crop production, and organic use on citrus, conifers, field crops, small fruits, tree crops, vegetables and vines. According to the company, the fungicide/bactericide additionally offers: • The maximum concentration of copper ions while preserving plant safety, contributing to a lower use rate and more active metallic copper fungicide.

• Increased bioactivity, delivering more disease control per pound.

• The capacity to instantly mix in water for optimum dispersion and low dust characteristics.

• Low-foaming sprayability.

• A high spray-tank stability to stay in suspension longer.

• Availability of 4- and 10-pound bags.

• National Organic Program approval and an Organic Materials Review Institute listing. www.greenindustrypros.com/12405308

Affirming a Strong Disease Resistance Program Nufarm’s Affirm WDG concentrated water-dispersible granule fungicide controls turf and ornamental diseases, while also delivering: • Protection against anthracnose, patch diseases, snow molds and many other diseases.

• Foliar and translaminar activity.

• Low use rates.

• Flexible tank-mix compatibility.

• Convenient packaging. www.greenindustrypros.com/12405331

Heavy-Duty Features for Longevity and Precision

ADVERTISERS INDEX

The Chapin 8303C contractor spreader comes equipped with heavyduty features for longevity and precision, including: • A 100-pound-capacity hopper with an enclosed gear system to withstand the elements.

• Suitability for fertilizers, seeds and more with simple gate adjustments.

• A rugged powder-coated steel frame.

• A solid steel gate linkage and adjustable rotary gate for spreading a range of product.

• Spread pattern controls that allow for precise control of the spread.

• Wide-tread 12-inch pneumatic tires for stability.

• A rain cover and hopper grate.

• Finger grips on the hopper for balanced lifting. www.greenindustrypros.com/12400537

Advertiser . . . . . . . . . . . . . . . . . . . . . . . . Page # American Honda Motor Company . . . . . . . . . . . . 11 Billy Goat Industries . . . . . . . . . . . . . . . . . . . . . . . . 31 Briggs & Stratton . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 Cub Cadet . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 Ferris . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 Ford Motor Company . . . . . . . . . . . . . . . . . . . . . . 2, 3 The Grasshopper Company . . . . . . . . . . . . . . . . . . 7 Kawasaki Motors Corporation . . . . . . . . . . . . . . . 19 Kubota Tractor Corporation . . . . . . . . . . . . . . . . . 44 Mean Green Products . . . . . . . . . . . . . . . . . . . . . . . 30 NaturaLawn of America . . . . . . . . . . . . . . . . . . . . . 37 Rotary Corporation . . . . . . . . . . . . . . . . . 9, 30, 37, 43 Snow & Ice Management Association . . . . . . . . . 27 Sunbelt Outdoor Products Inc . . . . . . . . . . . . . . . 35

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GREEN INDUSTRY PROS 41

4/6/18 1:44 PM

CUTTING-EDGE BUSINESS

By William Eastman

For more information, please listen to the associated podcast at www.greenindustrypros.com/12405874.

Part 3: What separates the elite 5 percent of fast-growth companies from the rest?

Growing Your Own Managers

I

n the last article, we asked which small-business group your company belongs to—the elite 5 percent, the successful 15 percent or the struggling 80 percent. (If you didn’t read it, please visit www. greenindustrypros.com/12400341.)

The elite 5 percent are the engines of job growth, making up 90 percent of the new jobs created.

But the real question is: How did the elite 5 percent become the elite 5 percent in the first place?

One outcome from our research on fast job creation was the determination of four charAll elements acteristics of the that separate customer’s the elite 5 experience percent from the herd. The are very following distinctive represents and unique the data with from the an undercompetition. standing that each organization pursued these four characteristics in ways unique to them.

year to build brand presence and reduce cold calling. The minimum threshold is 5 percent.

• Greater specialization is a bigger priority than new product development. A narrow focus on micro-segmentation (creating small differences from customer to customer) of existing products and services takes precedence over pursuing new markets.

2. Leadership’s Focus on Strategies

• A ll elements of the customer’s experience are very distinctive and unique from the competition. There is standalone branding of the company, of executives as thought leaders, and of products and services.

• T he focus on target accounts is narrowed. Define your offer with clients by the value provided.

• Specialized services are developed and built first for customers, then generalized into other markets.

• Marketing partnerships are used to gain leverage from the reach of your customers and suppliers.

3. Leadership’s Focus on Clients

1. Leadership’s Focus on Resources

• Specific and detailed descriptions of core clients are established, and market research is conducted into why your best accounts are your best accounts.

• Client research can trigger a 31 percent increase in growth rate and a 20 percent increase in profits. In

• Sales focuses on business development, achieving 100 percent of client spend on comparable products and services, with sales techniques that highlight education.

• Marketing spend equates to 10 to 15 percent of revenue per

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other words, understand before you build, never build on specification, and always codevelop with customers and suppliers.

4. Marketing and Sales

• Face-to-face contacts are leveraged.

Think partnering instead of formal distributorships, referrals instead of networking, the use of outside experts instead of cold calling and sales training of non-sales staff instead of spending on print ads.

This list of characteristics originates from meta-research on fastgrowth companies. The initial research was conducted between 2002 and 2004 on startups that grew from zero into market dominators, including $1 billion firms that went public. The research revealed 34 best practices containing 296 attributes that differentiated companies experiencing fast from average growth—separating the 5 percent from everyone else.

There is far more to building a business and joining the elite 5 percent, but it is beyond our scope here. If you would like more information, please visit www.greenindustrypros.com/12405874. ❯ William Eastman is a senior consultant at GreenMark Consulting Group.

www.greenindustrypros.com

4/6/18 1:43 PM

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Visit rotarycorp.com or call 800.841.3989.

Visit www.greenindustrypros.com/10155905 ©2018 Rotary Corporation. Rotary is a registered trademark of Rotary Corporation. Available through servicing dealers & distributors.

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Filters Filters

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Redefine a Full Day’s Work.

Kubota Z700-2 Series

The Kubota Z700-2 Series terrain-hugging, zero-turn mowers provide all the horsepower you need to get the job done.

This high-performing machine is Kubota’s fastest zero-turn mower, handling speeds up to 11.2 miles per hour.

The Z700-2 now features a standard factory-installed, adjustable, premium suspension seat and wide-stance rear tires for a comfortable ride all day.

$

0 Down, 0% Financing for 60 Months* A.P.R.

See your local Kubota dealer for details.

Offer ends 6/30/2018.

*$0 down, 0% A.P.R. financing for up to 60 months on purchases of select new Kubota Z700-2 Series equipment from participating dealers’ in-stock inventory is available to qualified purchasers through Kubota Credit Corporation, U.S.A.; subject to credit approval. Some exceptions apply. Example: 60 monthly payments of $16.67 per $1,000 financed. Offer expires 6/30/18. See your Kubota dealer or go to KubotaUSA.com for more information. Optional equipment may be shown.

KubotaUSA.com

© Kubota Tractor Corporation, 2018

Visit www.greenindustrypros.com/10155857

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