Green Industry Pros September/October 2022

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TA B L E O F C O N T E N T S VOLUME 34, NO.06 | SEPTEMBER/OCTOBER 2022

THE MANAGEMENT RESOURCE FOR LANDSCAPE CONTRACTORS AND EQUIPMENT DEALERS

COVER STORY

20. G reat Expectations: Equip Expo 2022

20 DEPARTMENTS

30. BUSINESS MANAGEMENT | THE DEAL WITH EARLY ORDER PROGRAMS The benefits of early order programs, how to participate in them and how to overcome common roadblocks to participation.

34. LAWN CARE | OFFERING DETHATCHING AND AERATION SERVICES

Equip Exposition organizers and exhibitors describe what attendees can expect from this year’s new and improved trade show in Louisville, Ky. IN EVERY ISSUE

06. E DITOR’S NOTE 08. D IGITAL HITS 12. FRESH CLIPPINGS 64. P ROJECT PROFILE 72. C ONTRACTOR PROFILE

Three approaches to identify, treat and offer business-growing turf rejuvenation services.

40. MOWING AND MAINTENANCE | SAFETY WITH HEAVY-HAUL TRAILERS For safe use of heavy-haul trailers, it comes down to the load and the road.

Follow these tips to ensure safe working conditions.

44. EQUIPMENT & TECHNOLOGY | THE 411 ON FIELD MANAGEMENT SERVICES Moving beyond core disciplines, software companies selling field service solutions are giving small contractors the help they need.

52. HARDSCAPES & DESIGN | END-TO-END DESIGN SERVICES A look at how expanding services can help design-build companies improve their bottom line.

56. LIGHTING & IRRIGATION | TRENCHER TALK By answering three key questions, contractors can select the right trencher for their landscaping jobsite.

60. SNOW & ICE | MELTING THE ICE The key differences between liquid de-icer versus traditional salt products to help snow pros decide which option is best for their applications.

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34 Green Industry Pros [USPS 003-763 and ISSN 2168-121X (print), ISSN 21681228 (online)] is published six times a year: January/February, March, April, May/June, July/August, September/October by AC Business Media.

Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Green Industry Pros, P.O. Box 3605, Northbrook, IL 60065-3605.

SUBSCRIPTIONS: Individual subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S., $35 per year; Canada/Mexico, $60 per year; and all other countries, $85 per year. All subscriptions payable in U.S. funds, drawn on U.S. bank. Back issues, if available, cost $10 prepaid. Printed in the USA. Copyright 2022 AC Business Media.

All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recordings or any information storage or retrieval system, without permission from the publisher.

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EDITOR’S NOTE

BY SARAH WEBB

LET’S GET

EQUIPPED A

re you as excited as I am about this year’s Equip Expo?

The former GIE+EXPO has a fresh face as it rebranded last year to Equip Expo, and the Green Industry Pros staff and I are here for it.

I spoke with Kris Kiser, president and CEO of the Outdoor Power Equipment Institute (OPEI), about the many additions to this year’s show (p. 20), and I am already anticipating it being a success on many fronts.

There are few other occasions in our industry when manufacturers, landscapers, suppliers and media all come together in one location to share stories, exchange ideas and rally together to make the green industry the best it could possibly be. Be sure to also check out p. 66 for a sneak peek at some of the products that will be showcased at Equip.

Not only am I eager to learn about and demo all the new products manufacturers have to offer, but I am also looking forward to connecting with you, our readers, about how this past year has been for you, what products you’re enthusiastic to try out at the show, what your challenges have been and how you’ve worked to overcome them.

The Green Industry Pros staff and I will be running around to cover as much of the show as we possibly can, but if you happen to see us, please stop us to say

EDITORIAL Editor.................................................................. Sarah Webb swebb@acbusinessmedia.com Managing Editor ................................................... Gigi Wood gwood@acbusinessmedia.com

hello or come by our booth (No. 9048).

We love to hear from readers and meet new faces. If we don’t get the chance to meet you in person, connect with us after.

We want to know how it went for you.

While we’re on the topic of “new faces,” I also want to use this column to introduce Green Industry Pros’ and SnowPRO’s newest addition: Alexis Mizell-Pleasant, who will serve as our associate editor, responsible for writing, editing, managing the awards programs, overseeing social media, managing the websites and more.

Alexis is an awarded U.S. Navy veteran and a communications practitioner with more than six years of experience in media and public relations through copyediting, copywriting, marketing strategy and social media management.

She holds a master’s degree in communication from Johns Hopkins University and has produced content in many sectors as a freelancer.

Alexis has already started off with flying colors, and I have no doubt she will help propel the Green Industry Pros and SnowPRO brands forward. You can connect with her via email at amizell@ acbusinessmedia.com And, as always, feel free to email your ideas to swebb@acbusinessmedia.com or connect with me on LinkedIn by following the QR code.

Associate Editor..................................................Alexis Mizell amizell@acbusinessmedia.com Technology Editor..................................... Charles Rathmann crathmann@acbusinessmedia.com

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

PRODUCTION Senior Production Manger.................................Cindy Rusch crusch@acbusinessmedia.com Art Director.......................................................... Willard Kill

ADVERTISING/SALES Brand Director................................................. Jason DeSarle jdesarle@acbusinessmedia.com Sales Representative................................... Megan Perleberg mperleberg@acbusinessmedia.com Sales Representative.........................................Sean Dunphy sdunphy@acbusinessmedia.com Sales Representative.........................................Nikki Lawson nlawson@acbusinessmedia.com Sales Representative.......................................... Kris Flitcroft kflitcroft@acbusinessmedia.com

AC BUSINESS MEDIA Chief Executive Officer...........................................Ron Spink Chief Financial Officer...................................JoAnn Breuchel Chief Revenue Officer..................................... Amy Schwandt Chief Digital Officer.........................................Kris Heineman VP, Audience Development.............................Ronda Hughes VP, Operations & IT.............................................Nick Raether Content Director...............................................Marina Mayer GM, Online & Marketing Services............. Bethany Chambers Content Director, Marketing Services............Jess Lombardo Director, Demand Generation & Education .......... Jim Bagan Director, Enterprise Sales..............................Kay Ross-Baker

CIRCULATION & SUBSCRIPTIONS P.O. Box 3605 Northbrook, IL 60065-3605 (877) 201-3915 | Fax: (847) 291-4816 circ.greenindustrypros@omeda.com

LIST RENTAL Sr. Account Manager........................Bart Piccirillo | Data Axle (518)339-4511 | bart.piccirillo@infogroup.com

REPRINTS & LICENSING Megan Perleberg mperleberg@acbusinessmedia.com

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SEPTEMBER/OCTOBER 2022

Equip Expo

To connect on LinkedIn, scan the QR Code https://gpros.co/bkgb3v

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Published by AC BUSINESS MEDIA 201 N. Main Street, Fort Atkinson, WI 53538 (800) 538-5544 • www.ACBusinessMedia.com

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Today’s forecast: perfect conditions for growing your business.

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DIGITAL HITS

THE LATEST ONLINE Green Industry Pros wants to highlight the landscaping projects you have completed in past seasons. Whether it’s hardscaping, irrigation, maintenance—introduce us to the projects that showcase your company’s landscaping talents. What are you most proud of? What challenges did you face along the way? What would you do differently? We want to hear it all! Reach out to Editor Sarah Webb at swebb@acbusinessmedia.com or Associate Editor Alexis Mizell at amizell@acbusinessmedia.com.

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8 GREEN INDUSTRY PROS

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Do you have an interesting story that you’d like to talk about on our podcast? Or, maybe you’re an industry expert and you’d like to share some of the best practices that can help fellow landscape companies grow their business? Email your ideas to Green Industry Pros Editor Sarah Webb at swebb@acbusinessmedia.com, and you may be featured in an upcoming episode of our Grass Roots podcast.

@greenindustrypros

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GREEN INDUSTRY PROS 9

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TAKE THE GUESSWORK OUT OF TRENCHING T oro’s TRX Walk-Behind Trenchers have been redesigned for simpler, smoother — and more intelligent — trenching performance. With three models available, the TRX-16 (14.5 hp), the TRX-250 (24.5 hp), and the TRX-300 (26.5 hp), the Toro Trencher lineup is sized for any trenching need.

The TRX-250 and the TRX-300 feature Intelli-Trench®, which optimizes hydraulic f low for the soil conditions, delivering higher torque while reducing trenching times. Track speed is also adjusted faster and more accurately, eliminating the need for constant manual adjustment of the traction controls.

Maneuverability is improved through a track design with a low center of gravity and independent track control. Additionally, the hydraulically enhanced boom moves smoothly with no engine

10 GREEN INDUSTRY PROS

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sag. Both trenchers are 82.5 inches long, 33.8 inches wide and 46 inches tall. They have a ground clearance of 4.3 inches.

The TRX-16 is a proven workhorse. The first walk-behind trencher to replace wheels with tracks for unparalleled maneuverability and zero-turn capability, its design increased stability on side hills and virtually eliminated tire ruts and flat tires. The TRX-250 and the TRX-300 build on the design to deliver more trenching power while still minimizing damage to surrounding turf.

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FRESH CLIPPINGS

Milwaukee

Milwaukee Tool Hosts Pipeline Event

Milwaukee Tool welcomed end users and influencers to its Brookfield, Wis., and newly opened West Bend, Wis., facilities for its 2022 Pipeline event on Aug. 10.

“Milwaukee Tool aims for disruptive innovation: investing in innovation that will disrupt the market of cordless technology,” said Shane Moll, president of power tools at Milwaukee Tool. “The future is cordless.”

Moll added that the answers to such innovation are out in the field, rather than inside Milwaukee’s headquarters and facilities, as he emphasized that Milwaukee’s product managers are always visiting end users to learn about their pain points and help resolve them.

The event revolved around product demos and presentations and hands-on time with several pieces of outdoor power equipment, some of which has yet to be released.

Products showcased at the event included: • The M18 Fuel 21-inch Self-Propelled Dual Battery Mower (This product was one of the winners of Green Industry Pros’ 2022 Editor’s Choice Awards.)

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• M 12 Fuel 8-inch Hedge Trimmer • M18 Fuel Quik-Lok Brush Cutter Attachment • M18 Fuel Quik-Lok Rubber Broom Attachment • M18 Fuel Quik-Lok Bristle Brush Attachment • M18 Fuel Dual Battery Blower • M18 Hatchet 8-inch Pruning Saw (Launch Date: October 2022) • M18 Fuel 12-inch and 14-inch Top Handle Chainsaws (Launch Date: January 2023) • M12 1-Gallon and 2-Gallon Handheld Sprayers (Launch Date: November 2022) • M12 Brushless Pruning Shears (Launch Date: Spring 2023) The event also featured behindthe-scenes tours of Milwaukee Tool’s Brookfield and West Bend facilities.

Attendees had the opportunity to see the West Bend plant, which manufactures screwdrivers and pliers, in action on the exact day it opened its doors on Aug. 10. The plant is the company’s first hand tool manufacturing facility in the United States.

©Mariusz Blach.stock.adobe.com

Davey Tree Acquires ClearWater Services of Tennessee

The Davey Tree Expert Co. acquired ClearWater Services of Nashville, Tenn.

ClearWater has provided installation and maintenance of residential and commercial irrigation systems and landscape lighting to customers in Nashville and the surrounding area for more than 25 years.

ClearWater and its eight employees will join Davey’s Commercial Landscape Services line, Davey reported.

Paul Lindquist, owner of ClearWater, said, “Joining Davey Tree will give ClearWater and our clients the advantage of Davey’s additional service offerings, extensive knowledge of the industry and added support from the Davey team. Davey values education and expertise, so I am excited to witness what our employees can learn from Davey’s leading diagnostic and research facility, the Davey Institute, and how this additional scientific knowledge will benefit our clients.”

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National Association of Landscape Professionals

RISE

RISE Discusses Advocacy At Cultivate ‘22

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Wichita Offers Rebate for Residents Who Buy Electric Mowers

As communities try to improve air quality and reduce emissions, communities are actively trying to incentivize residents to make the change.

KWCH 12 reported that the city of Wichita, Kan., earlier this month approved a measure to offer $50 rebates to people who switch to electric when it comes to mowers for their yards. The rebates are being paid for by health grants. According to the report, the Lawn Care Equipment Rebate pilot program is funded by $10,000 from a grant from the Kansas Department of Health and Environment for an air quality program and the city of Wichita’s required local match.

The program’s goal is to reduce ozone emissions in the city. Through air quality modeling, the public works department determined that between 25 percent to 36 percent of local emissions come from nonroad mobile sources.

Mowers and other lawn equipment are estimated to account for 50 percent to 90 percent of nonroad mobile sources.

Other communities are trying out rebates, too, such as Bowie, Md., and various towns in Texas.

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Responsible Industry for a Sound Environment (RISE) hosted its annual Industry Issues Update over breakfast at Cultivate ’22 in Columbus, Ohio, where attendees discussed the benefits of advocating for the specialty pesticide and fertilizer industry on the local, state and national level.

“We have to show up for the specialty industry,” said Blaine Pinkerton, vice president of Turf and Ornamental Sales, Nufarm, and treasurer, RISE Governing Board. “That could mean going to a local hearing on a bill that would affect what pesticide products you can use; engaging with your neighbors about the benefits of pesticides in our world; or getting more involved with RISE or American Hort. Getting involved in these kind of issues really makes a difference and supports the work all of us are a part of.”

Megan Provost, RISE president, encouraged attendees to advocate for the industry and emphasized the importance of engaging with RISE’s Grassroots Network and other industry grassroots networks to get the word out about bills that would affect the specialty pesticide and fertilizer industry.

“If you know about the bills that could affect you, it’s easy to step in and contact your elected representatives and share your voice,” Provost said.

“Advocacy is a critical tool that does work. It’s important to keep using this tool and continue to engage with elected representatives so we can all have our voices heard for the specialty pesticide and fertilizer industry.”

New Holland Construction, NALP Team Up for Renewal & Remembrance

The National Association of Landscape Professionals (NALP) teamed up with New Holland Construction on July 18 to host its 26th Renewal & Remembrance.

This year’s event was noteworthy as the NALP, New Holland Construction, the Trust for the National Mall and the National Park Service joined forces to celebrate the 100th anniversary of the dedication of the Lincoln Memorial.

To commemorate the anniversary, the NALP, New Holland Construction and a team of volunteers created landscape beds around the existing plants that surround the memorial.

“The annual Renewal & Remembrance event is an important day for our industry. We get to play a role in preserving important reminders of history and sacrifice,” said Tyler Mills, head of New Holland Construction North America. “It’s also a day of appreciation, community and reflection that we are privileged to share with our colleagues and neighbors.”

In support of the day of service and project at the Lincoln Memorial, New Holland Construction brought in skid-steer loaders and compact track loaders from partner dealer Forrester Farm Equipment to haul and move mulch and materials.

During the landscaping process at the memorial, 100 New Holland and other volunteers spread 320 yards of mulch around the full 360 degrees of the Lincoln Memorial. New Holland Construction also provided supplies, including wheelbarrows, rakes, edgers, blowers and safety equipment, for the event.

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GREEN INDUSTRY PROS 13

FRESH CLIPPINGS

Green Industry Pros and SnowPRO added Alexis Mizell-Pleasant as associate editor, responsible for writing, editing, managing the awards programs, overseeing social media, managing the websites and more.

Mizell, a decorated U.S. Navy veteran, is a communications practitioner with more than six years of experience in media and public relations through copyediting, copywriting, marketing strategy and social media management.

She holds a master’s degree in communication from Johns Hopkins University and has produced content in many sectors as a freelancer.

In her most recent role, Mizell served as marketing and community engagement manager for a South Carolina nonprofit organization, coordinating internal and external communications during a $4 million capital campaign, and has been a published author for publications such as Pearson’s Final Draft writing guide and the Medical University of South Carolina’s news journal.

Alexis resides in Moncks Corner, S.C., with her family. She can be reached at amizell@acbusinessmedia.com.

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Bayer Environmental Science Professional Business to be Renamed Envu Bayer’s Environmental Science Professional business will become Envu as a standalone company, contingent on the successful close of Cinven’s acquisition of the business from Bayer.

Pronounced “ehn-VIEW,” the name is derived from “environment” and “vision.”

“The fact that our new company will be focused solely on environmental science will allow us to solve problems faster, smarter and more efficiently,” said Gilles Galliou, president of the Environmental Science Professional business at Bayer and future CEO of the new standalone company. “That’s why Envu will be dedicated to bringing customers innovative solutions to help them push their business forward and tackle the toughest challenges our environments face today.”

From now until the divestment transaction officially closes, the organization will remain the Environmental Science Professional business of Bayer, but it will fully launch its new corporate identity upon the successful close, which is on track for later this year. The business will also continue to proudly collaborate with Bayer as a standalone company.

BrightView Holdings bought Hawaiibased firm SGS Hawaii, a commercial landscaping company headquartered in Wailuku that has additional operations on Maui, the Big Island and Kauai.

According to BrightView, SGS Hawaii is a resort landscaping company with a loyal customer base in the resort industry. Founded in 1995, the company employs more than 100 landscape professionals and boasts a predominantly electric fleet. SGS focuses primarily on the hotel and resort sector, with services ranging from grounds management and lawn maintenance to irrigation, tree trimming, arbor care, soil testing and fertilization.

“SGS Hawaii has established a reputation across Hawaii’s resort industry for using battery-powered lawn equipment to minimize noise and emissions and for our wide use of effective organic fertilizers,” said Sidney Sparkman, RME, president of SGS Hawaii. “BrightView offers our company a national stage to demonstrate that landscape management can and should be stewards of the environment —this is SGS’s platform and BrightView’s vision! The BrightView Ohana brings significant opportunities and resources for our staff, which in turn will further enhance the client experience.”

SGS Hawaii is the second Hawaiian landscaping firm BrightView has purchased this year, joining Honolulubased Performance Landscapes, which was acquired in January.

https://gpros.co/inp100 SEPTEMBER/OCTOBER 2022

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SGS Hawaii

ACBM Staff

Bayer Environmental Science

Green Industry Pros and SnowPRO Name Alexis MizellPleasant as Associate Editor

BrightView Acquires SGS Hawaii

https://gpros.co/6bga1b

FRESH CLIPPINGS

Service Edge Conference Brings Growth to Field

Xplor Technologies will host the 2022 Service Edge Conference (SEC) Nov. 16 to Nov. 18, 2022 at the Renaissance Dallas at Plano Legacy West in Plano, Texas.

Put on by Xplor Service Autopilot and Xplor FieldEdge, the event was created for field service businesses by field service businesses. The SEC program is tailored to streamline and improve all areas of field services businesses.

Attendees will uncover insights on how to improve operations, marketing, CRM, sales tactics, strategic planning, financials and develop future growth plans.

@NaMaKuKi.stock.adobe.com

LMN and Horizon Distributors Team Up To Help Contractors Access Materials Landscape Management Network (LMN), a B2B landscape business management software company, and Horizon Distributors, a distributor of landscape, equipment, outdoor living and irrigation supplies across the U.S., have partnered to connect the Horizon product catalog inside the LMN Marketplace.

“The addition of Horizon to the LMN Estimating Marketplace bolsters our commitment to contractors throughout North America who each day need access to accurate and timely material costs to ensure they are pricing their jobs correctly, which helps to provide the best possible service to their customers,” said Dave Chalmers, chief revenue officer at LMN. “We know how critical it is for contractors to price every job accurately. Through our partnership, we will be able to provide contractors with seamless digital access to the most up-to-date and verified material information they need to close the deal.”

With the initial launch in Washington

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and Oregon, the integration will allow contractors to easily add supplies and equipment to job estimates at the click of a mouse, ensuring accurate pricing in estimates and overall efficiencies.

Landscape business owners in the Seattle, Spokane and Portland markets that use LMN as their business management software will now have access to tens of thousands of product SKUs with the most up-to-date pricing to add to jobs and can arrange for easy pickup at a Horizon store closest to each job. The data integration will ensure real-time inventory of products and pricing for contractors at the nearest available store to their jobs.

Horizon will be integrating products green industry professionals quote and use every day into the LMN platform, in an effort to save time and reduce the chance of errors from disconnected systems.

Xplor Technologies

Keynote speakers include: • Steve McClatchy, New York Times bestselling author and founder of Aleer Training and Consulting • Chad Willians, bestselling author and former U.S. Navy SEAL • Jonathan Pototschnik, the Lawn Care Millionaire Attendees will have access to: • Vendor and partner showcase • Actionable workshops and sessions • One-on-one support lab sessions for Xplor FieldEdge and Xplor Service Autopilot • Special hotel room rates, “welcoming reception” and breakfast and lunch on days two and three.

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MANUFACTURER PROFILE

EXPERIENCE ECHO PERFORMANCE!

F

or over 50 years, professional landscapers and arborists have trusted the ECHO name as “The Professionals’ Choice™”. Equip Exposition is all about experiencing the newest equipment and ECHO is pleased to say we’ve introduced 127 new models since 2017 with just about every one of them debuting in Louisville.

Stop by our Indoor Booth #5112 to see what’s new along with the recently introduced ECHO eFORCE™ 56V Battery System and our legendary ECHO X Series lineup with equipment that is Powerful, Light Weight, and provides professionals with Greater Productivity. But don’t just see them, visit our Outdoor Demo Booth #7451D and experience the performance yourself!

ECHO Incorporated 400 Oakwood Road Lake Zurich, IL 60047

847.540.8400 | echo-usa.com

EXPERIENCE ECHO

PERFORMANCE!

For over 50 years, professional landscapers and arborists have trusted the ECHO name as “The Professionals’ Choice™”. Equip Exposition is all about experiencing the newest equipment and ECHO is pleased to say we’ve introduced 127 new models since 2017.

Stop by our Indoor Booth #5112 to see what’s new along with the ECHO eFORCE™ 56V Battery System and our ECHO X Series lineup with equipment that is Powerful, Light Weight, and provides the professional with Greater Productivity. But don’t just see them, visit our Outdoor Booth #7451D and experience the performance yourself!

STOP BY OUR BOOTHS INDOOR #5112 & OUTDOOR #7451D

ECHO-USA.COM www.greenindustrypros.com

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GREEN INDUSTRY PROS 17

product in a uniform distribution thanks to a newly re-designed spreader impeller.

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COVER STORY

BY SARAH WEBB

GREAT EXPECTATIONS:

EQUIP EXPO Equip Exposition organizers and exhibitors describe what attendees can expect from this year’s show.

Equip Expo

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ith a new name, increased exhibitor space and a recordbreaking number of expected attendees, the 2022 Equip Expo is sure to meet the great expectations that precede it.

Formerly GIE+EXPO, the show was renamed in 2021 and is now under complete control of the Outdoor Power Equipment Institute (OPEI).

“We reimagined the show in its entirety,” says Kris Kiser, president and CEO of OPEI. “OPEI took full ownership of the show for ’22, so the management shifted after nearly 40 years. We wanted to look at it as a whole and to take into account what our attendees have asked us for. We want it to be experiential. We’ve created everything at the show to house them, educate them, feed them, etc.”

Kiser and exhibitors at this year’s show dig into what attendees can expect from the new and improved Equip Expo.

By the Numbers This year’s show will boast nearly 1,000 exhibits and, with an expanded outdoor area over last year, 30 acres of outdoor demo space.

“Right now, we’re running right with last year’s show as far as attendance numbers,” said Kiser in mid-August. “This will be the largest show ever. We’ve sold the most indoor square feet and most outdoor square feet in the history of the show, and Hardscape North America, our co-locating partner, has sold out their block as well.”

Overall, the show is almost 40 years old and in 2019 was the sixth largest show in the country. The show has also doubled down on its location in Louisville, Ky., committing to the city for years to come.

“It’s easy to get to in that we are not a Vegas show. We’re not bringing people to an entertainment venue. This is a business show,” says Kiser, who recently relocated to Louisville himself. “Folks are here to do work and to learn about the machines. Perhaps most important is the outdoor demo yard—it’s the only facility of its kind in the country that allows attendees to mow, cut and dig, and it’s 30 acres. We take advantage of that.”

Several manufacturers agree with Kiser’s sentiment.

“We’re excited about the ‘family reunion’ feel for the industry and a great place to reengage with end users, dealers and the media,” says Ken Osberg, director of marketing for Echo. “Equip is a must-see event for everyone, but it’s also a one-stop shop for pros to see new products and, more importantly, try them out in the demo area. Attendance outside seems to increase year after year, and Echo is excited to get our product in their hands.”

Other manufacturers discuss how the show gives them a chance to meet with and listen to end users.

“Attending Equip Expo gives us the opportunity to connect with the incredible green industry business owners and operators to hear firsthand

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COVER STORY

Equip Expo

the challenges they are facing and how we can partner to help them exceed their goals,” says William Chaney, FieldRoutes CEO. “We hope to learn more detail about the challenges, opportunities and goals facing businesses in the current economic environment. We look forward to showcasing how our platform can provide solutions to counter the effects of high fuel prices, inflation and labor shortages.”

While some items at the show will remain the same, new additions to this year’s show include: • Complementing registration kiosks available on-site at the KEC in the South Wing lobby registration area, kiosks are also available at select hotels and the airport. Additionally, there’s free parking to cut down on traffic at the KEC entrance gate.

• The Welcome Reception will be held at Louisville Slugger Field on Tuesday, Oct. 18, from 6:30 p.m. to 9 p.m. and will include free food and fireworks and a chance to meet colleagues before the show kicks off the next morning.

• A new coffee shop, sponsored by Ego, will be set up in the South Wing Lobby C, adjacent to the new Equip retail store. Freedom Hall, KEC’s food hall, will offer food trucks and three days of themed buffets (Taste of Kentucky, Southern BBQ, Little Italy).

The Outdoor Food Yard will feature food trucks and tented spaces

“We reimagined the show in its entirety. We wanted to look at it as a whole and take into account what our attendees asked us for. We want it to be experiential. We’ve created everything at the show to house them, educate them, feed them, etc.”

— Kris Kiser, OPEI

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COVER STORY to sit and relax.

• The Outdoor Demo Yard will include an expanded UTV Test Track, allowing licensed drivers over age 16 try the newest models.

• The inaugural Mulligan’s Fun Run/ Walk 5K, sponsored by Ariens Co., will benefit the Kentucky Humane Society. Participants can run or walk across the Ohio River on the city’s Big Four pedestrian bridge and in sight of Louisville’s Great Lawn on Wednesday morning, Oct. 19 at 7 a.m.

• Lucky’s Mutt Madness, sponsored by the TurfMutt Foundation in partnership with the Kentucky Humane Society, brings rescue dogs available for adoption to Freedom Hall on Thursday from 11:30 a.m. to 2 p.m. One lucky family who adopts a dog will not only receive a yard makeover but will also be a featured on a TV series surrounding Expo that will be broadcast on CBS. • The Concert Series at 4th Street LIVE! will feature American country music singer and multiplatinum icon, Trace Adkins at 8 p.m. on Thursday night, plus Expo favorite and house band, The Crashers at 8 p.m. on Wednesday night.

• A new closing keynote breakfast will feature National Geographic’s Photo Ark

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creator Joel Sartore.

Attendees can add “We’re excited for the ‘family this event to their reunion’ feel for the industry registration for $15.

Topping off this and a great place to reengage year’s new programs with end users, dealers and and events, Kiser also emphasizes the media. Equip is a mustthe importance see for everyone, but it’s also of the show’s a one-stop shop for pros to educational sessions to help landscape see new products and, more pros effectively run importantly, try them out in their businesses.

“Now, a lot of the demo area.” landscape contractors are trying to figure out ‘how do I keep my — Ken Osberg, Echo employees year round?

How can I keep my employees engaged?

How can I get some diversification?’

So, whether it’s tree care, light irrigation, trenching, people invested in their outdoor spaces. holiday lights, hardscape or pool and “COVID was actually very good for spa, we’re bringing all those people in the business because people reconnected to help us educate our attendees who to the outdoors and are tailoring that want education in those spaces.” outdoor space for their needs. That looks to be a trend that’s holding,” Kiser says.

Trends to Keep an Eye On “Our big manufacturers have looked at While COVID wreaked havoc that and done a lot of research to tailor on many other industries, that outdoor space for their needs.” the green industry While COVID was good for weathered the business, the green industry is still storm as contending with some challenges, namely labor shortages and new, expected emissions regulations.

With that in mind, batterypowered and autonomous products will garner a lot of attention at this year’s show.

“Like any new technology, battery-powered professional lawn maintenance equipment has been slowly becoming more popular, and we’re now at the point where crews are ready to incorporate these smart, connected solutions into their fleets,” says Jared c om Nuessen, product marketing be. o ad ck . s to manager at Toro. “This trend i n. i nW @W is being driven by three things: enhanced technology supporting

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MANUFACTURER PROFILE

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he Robin Autopilot mission is to make lawn care eco-friendly and reliable while improving the health and appearance of commercial and consumer lawns using the power of autonomous lawnmowers. By enabling its member companies to provide a 5-star customer experience and an innovative alternative to their traditional lawncare , we’re empowering businesses powered by Robin to become more profitable, competitive and sustainable in the long term.

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COVER STORY

Make the Most of Your Show

1. Plan your stops. Use the map in the app to figure out the best route.

2. G ive yourself enough time to attend the education sessions and visit the booths you’d like to see.

3. Wear comfortable shoes and clothing. There’s a lot of ground to cover. Check the weather ahead of time so you know what to wear outdoors.

CONNECT WITH US!

W

hat are you most excited about for this year’s Equip Expo show? Are there any tools or equipment that you are anxious to try out?

What issues are you eager to talk about with manufacturers and fellow landscape professionals?

We want to know it all. Stop by our booth (No. 9048), send your thoughts via email to Editor Sarah Webb at swebb@acbusinessmedia.com or Associate Editor Alexis Mizell at amizell@acbusinessmedia. com, or connect with us on our social media channels below. Who knows—you may just be spotlighted!

Additionally, be sure to stay tuned to our social media channels during the show week. We will be posting live updates throughout the show, and trust us, you won’t want to miss a thing!

@ walipix.stock.adobe.com

truly commercial grade mowing equipment, government programs driving electric adoption and customers requiring use of battery-powered equipment on their property.”

Aaron Griffith, national sales manager of professional products at Cub Cadet, agrees.

“While gas-powered mowers continue to dominate the commercial space, market and regulatory forces are driving manufacturers to concept and develop electric-powered machines to respond to growing landscaper demand,” Griffith says. “Autonomous technologies are also shaping the future of mower design, especially with landscapers grappling with widespread labor shortages and increased overhead.”

In addition to autonomous and electric products, attendees are also looking for products that will up their efficiency and productivity.

“Over the years, we’ve seen people asking for more power and performance out of their machinery, and I don’t see that trend stopping any time soon,” says Brant Kukuk, compact equipment product manager at Ditch Witch. “The labor shortage is a real problem in this industry, and green industry professionals demand equipment to be extremely versatile, reliable and strong.”

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@Production Perig.stock.adobe.com

@GreenIndustryPros @GreenIndPros @GreenIndustrypros Green Industry Pros

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BUSINESS MANAGEMENT

SAVE TIME AND MONEY with Early Order Programs

The benefits of early order programs, how to participate in them and how to overcome a couple of common roadblocks to participation.

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ost suppliers and vendors have early order programs (EOPs). These programs save lawn care operators (LCOs) time and money. We’ll explore the benefits of EOPs, what to know about participating in them and how to overcome obstacles to participation.

What is an Early Order Program?

Early order programs are just what they sound like: Companies can place an order well before the coming season. Most vendors and suppliers offer these programs because they want to ensure they have a stream of orders for the coming season.

Similar to a “prepay discount” when customers pay for the entire year in advance, early order programs are essentially the same; the manufacturer is offering a significant discount as an incentive to place your order now for next year’s products.

So why participate in these programs?

now is just smart business. The actual chemicals that so many of us use on a regular basis, like bifenthrin, glyphosate, permethrin and chlorothalonil, are all going up in price. Buying them early and saving money will only help you meet your goals for 2023.

That’s money you can save for a rainy day or reinvest into additional staff, pay raises for existing employees or new technology and equipment to help you run the business more efficiently.

Save Time Most companies in the green industry have experienced supply chain issues or long wait times for products they needed this past year.

Taking advantage of EOPs means lawn care and landscape companies will have the supplies they need throughout the year. They may need

to wait on some unknowns, but for many services, especially with lawn care programs, companies should be able to forecast their needs and save a lot of time by having these products available within arms reach.

How Do I Take Advantage of Early Order?

Have a list of all materials that will be needed throughout the season.

Once you have that list together, the best approach is to contact your suppliers and vendors and ask, “Do you have an early order program?”

If they do, ask for all the details.

Create a spreadsheet of the vendors who offer these discounts. It doesn’t have to be elaborate, but it should be functional. Record the discount offered, the minimum order size and any deadlines for ordering.

Save Money Savings are the most obvious reason to participate in EOPs. Discounts can run from 5 percent to 15 percent in many cases, so there’s a tremendous potential to save money. This is especially relevant in today’s marketplace.

Prices on things like fertilizer aren’t going down any time soon (Russia is the world’s largest producer of ureabased nitrogen), so locking in prices

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@Siam.stock.adobe.com

If you’re unhappy with the discount amount a particular vendor offers, either go back and ask them for a better discount or shop it around.

You might find another vendor offering a deeper discount for early orders on a product you use frequently.

ticipating in EOPs. Let’s examine a couple of them and discuss solutions.

Finances Early order program bills are a hefty bill to receive at a time of year when your cash flow is winding to a close.

Company owners can ask about financing. Many suppliers will likely offer you terms, and if that’s viable for you, go ahead.

A better option is to forecast material needs for this year, add your growth targets and get an idea of what early orders would look like for the following year. Start squirreling away that money for next year’s early orders, so you’re not adding debt to the business.

Overcoming Roadblocks There are common roadblocks to par-

Storage @Celt Studio.stock.adobe.com

Some company owners say they can’t participate in EOPs because they “don’t have anywhere to store it.”

There are workarounds for this, too.

Company owners can rent storage from a competitor; many landscapers and lawn care companies are in facilities built

www.greenindustrypros.com

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for growth, but they aren’t at capacity yet. Or, they can try leasing legitimate warehouse space if they’re uncomfortable with approaching a competitor.

Another option is shipping containers. One can often buy these enclosed steel structures second hand and have them delivered directly to your property. They are built-in storage that’s a one-time expense, relatively inexpensive and often avoids permitting requirements (you’re not adding a permanent structure, so no building permits, stormwater concerns, etc.).

Be sure to carefully follow all the OSHA, EPA and state guidelines for the proper storage of whatever products you stock up on via EOPs. All in all, EOPs are worth the time, effort and money because they make a significant impact in helping you improve efficiency and profitability.

SEPTEMBER/OCTOBER 2022

Jay Worth

Marketing Manager SingleOps

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GREEN INDUSTRY PROS 31

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MANUFACTURER PROFILE

POWERING THROUGH FALL CLEAN UP JOBS

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he ability to extend seasons is becoming increasingly important to landscape contractors looking to expand revenue opportunities beyond the growing season. Like spring and summer lawn maintenance, the key to profitability in the fall is productivity and the right equipment.

While backpack-style blowers are popular with many contractors, including a stand-on debris management unit on the trailer is critical for landscapers looking to increase productivity and profitability.

A powerful stand-on unit can clear a yard more quickly or with fewer employees than a crew outfitted with backpack units. The time savings means eliminating operator fatigue and being able to tackle more jobs. This makes the investment in a stand-on unit worth it.

In addition to the time savings, the power from a stand-on unit makes it easier to clear those wet heavy leaves in late fall.

What to look for in a stand-on blower: • Contractors in suburban areas will want a compact unit (about 35 in.) that can fit through gates easily. Contractors in rural areas with bigger lots should look for a bigger unit.

• Power is the name of the game when looking for a stand-on blower. Look for a unit with at least 18 HP from a reliable commercial engine.

• Operator comfort is key. Everything from padded thigh rests to a well-constructed platform engineered to minimize the bumps of the job will reduce operator fatigue and increase comfort.

• Convenient, simple and ergonomic controls will also improve the operator experience.

Ferris offers a line-up of stand-on blowers to meet any landscaper’s needs including its newest compact offering, the FB1000 Hurricane.

Visit Ferrismowers.com to learn more.

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FAST FALL CLEAN-UP.

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L AWN CARE

Dethatching & Aerating: When, Why and How to Treat Turf

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Three approaches to identify, treat and offer business-growing turf rejuvenation services.

fter the heat of summer, turf often needs to be rejuvenated. Fall is a great time to boost turf health by dethatching and aerating. Knowing how to recognize thatch and when to do something about it allows lawn care operators (LCOs) to make recommendations to their customers that not only keeps their lawns healthy, but helps LCOs grow their business by proposing added services.

Here are three steps to identify, treat and offer businessgrowing turf rejuvenation services to your customers.

Identifying Thatch Buildup Let’s start by understanding what thatch is and why it can be a concern. Unhealthy grass has a layer of buildup between the grass blades and the soil, called thatch, that needs to be removed when it becomes too thick. A lackluster lawn can be a sign of too much thatch—discoloration, thinning, weeds, etc. Looking at a soil sample can confirm if thatch buildup is the issue. LCOs can check thatch thickness by simply digging up a small section of the lawn, about 2 or 3 inches wide, and measuring the thatch layer. Anything thicker than 0.5 inch means it’s time to take action.

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L AWN CARE and recover quickly from the stress of aeration. Aerating cool-season grass in the fall will lead to stronger rejuvenated turf. On the other hand, warm-season varieties should be aerated during its rapid growth period in late spring or early summer.

Follow aeration with fertilization— preferably a starter fertilizer high in phosphorus. Phosphorus is essential to grass seedlings since they require more of this nutrient for establishment.

The perforated soil will accept nutrients more easily, and the turf will become stronger and thicker.

SiteOne Landscape Supply

Thatch is made up of organic matter, like grass clippings and dead roots, that accumulate faster than they can break down. It often builds up naturally over time due to over or underwatering, cold soil temperatures and poor drainage.

It’s important to note that a small layer of thatch is beneficial as it helps conserve moisture and penetrate nutrients into the soil. However, a thick layer of thatch prevents proper watering, blocks pesticides and nutrients from doing their job and creates shallow root systems— all causing customers’ turf to suffer.

Dethatching and aerating are the two most common ways to repair a thatch problem, and they’re often used together for optimal results.

Dethatching Dethatching is the first step to healthier turf. The process involves removing excess thatch by using a rake or tool that cuts into the soil and pulls out dead grass blades.

Manual rakes, power rakes and verticutters are popular dethatching tools. Which one to use will depend on the size and severity of the project. A manual rake works best for moderate thatch buildup on smaller lawns. For commercial customers with larger square footage or a more

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severe thatch buildup, it’s best to use a power rake or verticutter.

LCOs will need to dethatch whenever the layer of thatch becomes too thick.

This could be every few years or every year. Monitor customers’ turf annually to determine how often to perform dethatching services.

Aerating A well-textured soil profile is necessary to achieve healthy turf.

Aeration is the process of removing small plugs of soil to allow air, water and nutrients to penetrate the soil.

Regardless of how often LCOs dethatch a customer’s turf, aeration should generally be performed annually.

Similar to dethatching equipment, aerators come in a variety of options.

Manual aerators are available, but these aren’t recommended for business/ commercial use because they are much more labor intensive. Walkbehind aerators are more efficient, and stand-on aerators are the most efficient option as they get the job done quicker and require less labor, saving LCOs money in the long run.

Whether aeration should be part of fall turf renovation depends on the turf type. Cool-season varieties grow vigorously in the fall

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Overseeding After dethatching and aerating, LCOs can recommend overseeding as an added service. Overseeding is especially prevalent in the Transition Zone because tall fescue turf needs to be rejuvenated after periods of high heat. Depending on the region and customer’s needs, overseeding could be a great way to help lawns remain thick and healthy all while growing the business.

Select the right variety of seed for the best results. Don’t forget to apply a good starter fertilizer with appropriate levels of NPK to aid in germination and strong root development.

Managing Customer Expectations

It’s important to recognize that performing any of these services does not yield instant results. Be sure to manage expectations with the customer prior to dethatching and aerating so they understand there will be a waiting period before they start seeing new growth and a beautiful green lawn.

Keep in mind that the question of when to perform dethatching and aeration is a matter of location and grass type. Understanding how to address thatch buildup and properly preparing for the growing season will aid in business growth.

www.greenindustrypros.com

Nick Schomer

Director of Category Management SiteOne Landscape Supply

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MANUFACTURER PROFILE CURTIS INDUSTRIES, LLC., EXPANDS ITS PREMIUM AIR-CONDITIONED CAB LINE WITH OFFERINGS FOR THE JOHN DEERE Z994R & FERRIS ISX3300, ZERO TURN MOWERS.

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hese cabs feature state-of-the-art, lightweight aluminum design, complemented by tinted, hard-coated, scratch-resistant polycarbonate windshields and doors. The cabs include our highperformance air conditioning system, which incorporates a belt-driven, automotive-style compressor.

The Curtis Premium Air-Conditioned Cab offers users the ultimate operator comfort with protection from the sun, heat, rain, dust, and insects.

PREMIUM CURTIS CABS BOAST: • High-performance Air Conditioning, to keep you cool on the hottest of days • Tinted, hard-coated polycarbonate windshield & doors • Large clear doors and windshield offer exceptional visibility • Lockable, rear pin-hinged doors for easy entry and exit

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• Doors remove easily - without tools • Drop-on cab design reduces installation time and complexity • A/C System comes pre-charged from our factory Curtis Cabs are available from your local authorized Curtis Dealer.

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©2022 Briggs & Stratton. All rights reserved.

One booth. All brands. Discover the latest products and power solutions our portfolio has to offer turf professionals. From lithium-powered stand-on mowers and trailer-mounted debris loaders, to swappable lithium battery packs and next-gen EFI V-twins, see how we’re helping make your work easier and more productive.

Visit booth #5016 and learn more at BRIGGSandSTRATTON.com/EquipExpo

MOWING AND MAINTENANCE

@Lost_in_the_Midwest.stock.adobe.com

TRAILER SAFETY TIPS

S

Tips to ensure safe working conditions with heavy-haul trailers.

afety is a top priority on any jobsite. Moving loads from one site to another comes with a great deal of responsibility, as does does loading and offloading equipment. How can safety be ensured? It all comes down to the load and the road. Here are a few things to consider.

contractors looking to move larger-capacity equipment, such as small dozers and excavators, opting for a 10- 30-ton selfcleaning tag-a-long trailer or wood deck beavertail trailer design with ramps or a lift and deck style is a common choice.

These trailers are capable of carrying multiple pieces of equipment, and the ramps provide easy loading and unloading. It can also handle rough road conditions, like those found in new developments and remote areas, and offer safety ratings.

Choose Wisely A landscaping contractor’s first safety consideration should be choosing a trailer that’s built for their operation’s specific load requirements, especially if multiple pieces of equipment are being transported on the same trailer. A trailer designed to handle the load safely eliminates the risk of structural failure as well as associated accidents and injuries.

To ensure safe operation, it’s best to start with a trailer from a high-quality manufacturer that emphasizes safety and durability from engineering through production. For landscape

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SEPTEMBER/OCTOBER 2022

Consider the Load Another safety feature to consider is the trailer’s center of gravity to maintain load integrity and securement with each haul. For example, some trailer manufacturers offer a loaded deck height of 32.25 inches, which is up to 2 inches lower than other models. This design provides a lower center of gravity, allowing operators to safely transport

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their equipment under low clearances and maneuver around tight corners in urban and residential areas.

Don’t Overlook Safety Ratings

It is an unfortunate reality that it only takes one accident to pay for a trailer. A trailer’s safety rating helps paint a more comprehensive picture of load capacity and indicates how much stress a trailer can safely handle. That stress comes from driving over uneven ground or off the road, hitting chuckholes, bouncing over bumps and crossing railroad tracks. Historically, the magnification of payload weight on a trailer due to road dynamics is a 1.8:1 ratio.

It’s important to keep in mind that the 1.8 multiplier is only an average.

On any given haul, the stress placed on the trailer can go above that level multiple times. If no cushion is built into the trailer to handle those spikes in stress, there will be more potential for long-term, progressive structural damage, which can lead to trailer failure off or on the road and diminish the life of the trailer. Since there is no universal measure for safety ratings, they vary from manufacturer to manufacturer, from no margin to an industry high of 2.5 to 1, which is considered ample cushion.

Overall, it’s important to take trailer capacity seriously and to be cautious to not overload a trailer. Each time it’s overloaded, the dynamics of the steel change, much like a rubber band.

Eventually, the steel, and therefore the trailer, will break, increasing the risk for damage, accidents and injuries.

Purchasing the right trailer can be complicated, but many manufacturers know capacity from top to bottom and can help contractors select the best trailer for their application.

Conduct a Pretrip Inspection

Whether it’s a custom trailer or a standard unit, once it’s matched to the load, a pretrip inspection is in order and should be done before taking off with each load.

Talbert Manufacturing

Talbert Manufacturing

Walk around the trailer and ensure there are no damages or cracks in the unit’s frame. Look for visible damage, such as chafed hydraulic hoses, which could spring a leak and cause the system to fail. Inspect tie-down equipment, such as chains, binders and straps, for broken parts and pieces and make sure they are rated appropriately. These ratings can be found on the equipment being hauled. Also, ensure the trailer isn’t leaning or sagging to one side.

Check brakes and confirm the tires are inflated to the recommended psi.

Overinflated or underinflated tires won’t have the proper load rating, inhibiting them from carrying the weight like they should, which adds stress to the trailer. Additionally, traveling with improper tires can cause a blowout when hauling heavy loads. Drivers can

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find the psi, size, ply and load rating on the manufacturer’s VIN tag.

For a detailed list of inspection requirements refer to the Federal Motor Carrier Safety Administration’s part 396 webpage and the DriverVehicle Inspection Report. The Motor Carrier Safety Compliance also outlines pretrip inspection guidelines as does FleetClean USA.

On the road Including hard hats and load concentration, safety doesn’t stop at the jobsite.

To ensure a successful project every time, you must also consider the load, the road and everything in between.

SEPTEMBER/OCTOBER 2022

Troy Geisler

VP, Sales & Marketing Talbert Manufacturing

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GREEN INDUSTRY PROS 41

SPONSORED CONTENT

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EQUIPMENT & TECHNOLOGY

BY CHARLES RATHMANN

on Field Management Services Moving beyond core disciplines, software companies selling field service solutions are giving small contractors the help they need to win in the market.

F

Blitzz

 In Blitzz, a user can select markup from the menu bar at the bottom of the Blitzz Desktop to take a picture from the video stream for markup.

Once the image appears, either party can mark up the image.

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ield service management software is an essential tool for contractors that visit multiple customer sites every day. This ensures the right technician with the right tools is at the right site at the right time.

It is even more important when work is being performed on an annual service contract where effective and efficient operations can lead to higher margins than per-service billing.

Some vendors are augmenting their solutions with professional services, business support or delivering communication tools that will give their customers capabilities they often otherwise could not access, including marketing help, financial services, video-enabled remote support and the ability to connect the customer or field service tech to the back office.

Here’s a look at what software companies like Jobber, WorkWave, Blitzz and Streem offer.

Jobber Offers Marketing, Finance

Finding the business and then hiring the people to do the work are two fundamental challenges for lawn care and landscape companies.

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“We are here to help people run these small home service businesses,” says Jobber Senior Director of Marketing Nick Keyko. “The majority of what we do is operations, but business financing and consumer financing are an important offering for us.”

The Edmonton, Alberta, Canadabased software company adds a number of service offerings and partnerships to its product that give even a oneman-band contractor access to a whole orchestra waiting in the wings.

In 2020, Jobber partnered with Stripe Capital to secure financing for equipment to plug a gap in cash flow to meet payroll or ramp up and accept more jobs. Jobber added consumer financing service in 2021 by leveraging a partnership with Wisetrack. This gives the customer the ability to pay for a project over time while ensuring the contractor still receives a lump sum payment.

Through Jobber, consumer financing can be automatically offered on residential quotes between $500 and $25,000. To apply for monthly financing, homeowners fill out a short application and receive a decision instantly. Annual percentage rates range from 0 to 29.9

www.greenindustrypros.com

percent, and there are no prepayment penalties, origination fees, late fees or compound interest applied to the homeowner’s account. This is essential to appeal to younger homeowners. A Jobber-sponsored survey found that among respondents ages 25-34, 80 percent would pick a home service provider over another because they offered monthly financing—18 points above the overall average. Seventyseven percent of homeowners in this age bracket would also take on more expensive projects if they could pay in monthly installments. More than half (53 percent) have put a home service project on a credit card so they could pay for it over time.

Younger customers also prefer digital communication methods rather than phone calls, and Jobber provides help for this as well.

“The average home buyer is a millennial,” Keyko says. “They don’t like calls. They want to use Facebook messenger and other more disparate messaging options. The changing expectations are something contractors need to account for.”

Jobber provides support for digital and offline means of reaching out to current customers, finding new ones and hiring the workers required to satisfy the demand. The customer relationship management (CRM) elements of Jobber integrate with multiple inbound sources of opportunities, including the Thumbtack marketplace and recruiting marketplaces like Indeed. An integration with the MailChimp email marketing application and ready-to-run marketing campaigns helps small contractors roll out big-company promotional, outreach and drip programs.

WorkWave Brings a Human Touch to Field Service Management Tech While Jobber relies on integrations and partnerships to help its customers access marketing, finance and other help, WorkWave takes a more consultative approach.

“We are looking at helping them leverage their labor force,” WorkWave COO Tim Robinson says. “We give them CRM and enterprise resource planning solutions, but also help them recruit talent, retain talent and operate more efficiently. That includes scheduling, routing and helping them leverage our scale and become more efficient at maximizing their cash flow with payment and financial solutions. We regularly ask our customers where they think we should be adding more value.”

The marketing services group does more than help contractor customers build a pipeline— WorkWave also harnesses its capabilities to help customers recruit staff in a tight labor market.

“We are trying to help getting talent in the door,” says WorkWave Vice President of Product Rick Agaganian.

“We have a marketing services group that knows how to write content, do search engine optimization (SEO), execute paid strategies and perform other talent management work.

Today, you have to position your business so people want to go work for you. We have an applicant tracking solution that sits underneath that.”

These areas of added value from WorkWave include a digital marketing services function that helps customers with everything from custom websites, SEO and email templates to offline advertising and media.

In April of 2022, the company also launched WorkWave Financial Services, a collection of financial offerings including low-interest credit cards.

This service offering augments an integrated payments platform,

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launched in 2019, that delivers level 1 compliance with the Payment Card Industry Data Security Standard. Also in 2021, WorkWave launched mobile terminal payments so contractors can increase cash flow by enabling customers to pay at time of service using a mobile point-of-sale device that is fully integrated with its back end software.

“The people who use our software in a lot of the industries we work with are front-line workers themselves,” Agagananian says. “They don’t know the technology pieces out there. About 70 percent prefer to use one solution rather than having to plug solutions into other stuff to market themselves.”

WorkWave is also selling some financial products through in-app purchases, such as a business builder card where customers can buy in to it, designed for smaller customers to help them establish credit and distinguish business from personal credit, according to Robinson.

Blitzz for Remote Visual Support

While field service management operations applications like WorkWave and Jobber streamline transactional  WorkWave Route Manager automates dispatch and route planning using artificial intelligence.

WorkWave

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GREEN INDUSTRY PROS 45

We are all getting See all our updates in person at Equip Exposition this October in Louisville, KY, booth 7080

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EQUIPMENT & TECHNOLOGY communications with the customer, remote visual support companies like Blitzz digitize and transform customer interactions in ways that can reduce the need to visit a site and extend the productivity of supervisors or experts.

For example, a contractor can use Blitzz to gain real-time insight on progress, determine if customer requirements are met, approve warranty claims and more. Blitzz Concierge enables a contractor’s customer, with no need to download an app to their device, to initiate a video interaction to seek resolution to an issue or share insights on project requirements.

Construction contractors of all sizes and disciplines use Blitzz for quality assurance and inspection work, home inspections and home repair, heavy machinery training and repair, safety training and checks, audits and to avoid mistakes and costly rework.

“Supervisors can then resolve more calls in less time since they don’t have to be at each location,” says Blitzz CEO and co-founder Rama Sreenivasan.

“Our live, remote video support and inspection platform provides significant benefits for contractors,” Sreenivasan says.

“We deliver increased capacity because experienced small and medium enterprises can field more calls per day by remotely leveraging their expertise with on-site personnel to verify and validate a construction step. We deliver increased efficiency

because more calls are resolved virtually for a reduced need for trucks to be dispatched. A smaller truck fleet translates into lower spending on gas, maintenance and other expenses, which can reduce operating and capital expenditures.”

Blitzz is a fit for contractors with between 10 and 20 people in the field working at overlapping projects on multiple sites.

Streem Embeds Remote Assistance in the Workflow

Owned by FrontDoor, which also owns American HomeShield, Streem brings more enterprise resources to bear on remote assistance technology than Blitzz, including deep integration to popular CRM software and other features to embed the technology in a broader digital workflow.

“Any time you can help a customer remotely, you reduce truck rolls and can ensure you are prepared with the tools and whatever parts you need before you go to the site,” says Streem Lead Sales Engineer Claudio Vacalebre. “For a smaller project, you can work with an end customer to diagnose a project or understand their requirements.”

The Streem Platform and the StreemCore live video platform are designed to drive efficiencies and deepen customer relationships. Apart from the ability to

Any time you can help a customer remotely, you reduce truck rolls and can ensure you are prepared with the tools and whatever parts you need before you go to the site.

@Urupong.stock.adobe.com

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immediately share visual context and communicate, Streem also includes optical character recognition capabilities that can capture serial numbers and other alpha-numeric data and use it to drive work flows and tracking of work, products and parts.

Streem also offers not only an application programming interface to support integrations, but standard integrations with Salesforce, Zendesk, Genesys, Kustomer and Five for out-of-the-box process automation from Streem to top CRM and service platforms. Blitzz offers a beta Salesforce integration, integrates with Zendesk and has standard integrations with popular analytics, security, case management and authentication and storage services.

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GREEN INDUSTRY PROS 49

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MANUFACTURER PROFILE

T

urn to Toro for durable, high-performing landscaping equipment. Whether you’re a homeowner, landscape contractor, or golf superintendent, Toro has the tools you need to conquer the task at hand. The innovations and smart connected technologies in our products help create healthy lawns and properties while saving you time and energy.

Revolution, the exciting line of commercial zero-turn mowers and handheld tools, is empowering landscapers’ tomorrow using 100% battery power. Revolution products are changing the way professionals care for lawns, with the same high-quality performance you expect from Toro, minus the gas. The lineup includes the GrandStand Revolution, Z Master Revolution, HD 21” Revolution and a group of professional 60V battery handheld tools. These commercial-grade machines are built to perform all day on a single charge, keeping up with you and your crew through every job.

Horizon360 allows you to work smarter, not harder. A software platform built for you, by contractors like you, Horizon360 injects business intelligence into your operations. It seamlessly integrates every aspect of your business, pulling data from your business operations and presenting them in an easy-to-understand way.

These powerful analytics allow you to implement changes that increase efficiency and therefore, increase profit. Horizon360 also enables automated communications, accurate remote job costing, virtual timecard management, route optimization, simple scheduling and more.

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Experience Revolution and Horizon360 at Equip Exposition, October 18-21, 2022. The international landscape, outdoor living, and equipment exposition is the largest trade show of its kind.

Locate us inside at booth #7148 and outside at booth #7600D.

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E M P O W E R YO U R T O M O R R O W Welcome to the Revolution! Toro’s commercial-grade Revolution™ Series equipment is built to perform all day, every day and is backed by industry-leading warranties.

Stop by our booth to learn how you can improve your monthly in-season operating costs thanks to low cost, highly efficient battery powered machines and see the newly expanded lineup of Revolution Series mowers and handheld equipment.

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HARDSCAPES & DESIGN

FROM START TO FINISH

How expanding services can help design-build companies improve their bottom line.

 Services that make landscapers more efficient can help them make their clients’ backyards come alive.

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good time to explore how expanding services could impact your business.

Consider Becoming a Full Design-Build Firm

The benefits of design-build projects are centered around a collaborative, unified team environment. Implementing an efficient workflow, decreasing potential risk and animosity and funneling all

problems/solutions through one source eliminates pain points for designers, contractors and clients across the board.

Transitioning into this cohesive work environment takes patience along with dedicated training and investment in new tools, resources and staff. While this may seem taxing, the success that comes with implementing this strategy can be well worth the

Belgard

A

s the outdoor living industry continues to see record growth, in conjunction with record labor shortages and supply chain challenges, it’s essential to take a step back and evaluate what efficiencies may be lacking and where there is room for opportunity in your business.

One popular trend the industry is experiencing is the shift from individualized work to larger cohesive projects as firms expand their services to provide end-to-end solutions for their clients. Those thinking strategically have taken advantage of this growing market and capitalized where they could. We’ve seen this with expanding to maintenance work like landscaping or lawn care services or developing new skills such as specialized pool or fence installation.

Homeowners have continued requesting larger, higher budget projects encompassing all components of the backyard. To stay ahead of the industry, it’s critical to consider your limitations and where it could make sense to expand your offerings so you can boost profits and further build your expertise. For example, homeowners are more inclined to hire a contractor who can design and execute both their outdoor kitchen and pool projects for simplicity and efficiency rather than hiring separate contractors. Similarly, homeowners see the benefit in hiring a contractor with the technology to complete their project in half the time —even if they have to pay a premium.

With concerns of a soft economy and high demand, now is an especially

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investment when executed properly.

If you’re considering taking a step to becoming a full design-build contractor but not yet ready to take the leap, finding a good partner and establishing a consistent relationship is a good place to start. Whether it’s a lighting specialist or vendor for accessories, forming these trusted partnerships multiplies your capabilities, which in turn increases overall revenue.

Leaning on these teams during the busy season can exponentially increase your productivity and allow more time for additional projects. However, building more efficient teams also requires improving technology and equipment to keep up the pace.

Integrate Technology & Efficiencies In a world of instant gratification and growing expectations, the speed of installation has become a primary concern for clients.

With new equipment, crews can get work done in days rather than weeks, which is invaluable to a client —as well as your business. Not only will clients perceive a greater value with such specialized equipment, but they will also likely

@toa555.stock.adobe.com

pay more for that efficiency. As part of this, however, contractors may have to rethink how they bid on certain projects, as completion may be faster than if it had been done manually. However, this can even out, as they will be able to take on more projects and clients if they can minimize the time at each jobsite.

It’s no secret that hardscape installers want updated tools and equipment, but it requires specialized training that quickly becomes overwhelming to schedule as calendars are booked out for months. However, with the increase in popularity of larger projects that require complex installations of materials of all shapes and styles, the investment in training to gain the efficiencies is well worth the spend.

Not only does expanding services and technology improve business operations and increase profits, but it also is key to recruiting and retaining employees.

As an industry with a traditionally manual history, it’s essential to adapt to new ways of working and implement new technology to attract younger generations, while also keeping older generations of workers healthy and able to work as long as they like.

Joe Raboine

Director of Residential Hardscapes Belgard www.greenindustrypros.com

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GREEN INDUSTRY PROS 53

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VERSATILE, DURABLE FAMILY OF DITCH WITCH STAND-ON SKID STEERS

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he newly enhanced line of Ditch Witch® stand-on skid steers offers construction-grade durability and versatility to conquer a variety of complex construction, landscape and irrigation jobs. The SK600, SK800, SK1050 and SK1550 units make up Ditch Witch’s mini stand-on skid steer sect. They are equipped with powerful engines ranging from 24.8-hp to 44-hp, and offer up to 34.5-hp directed to the attachment, depending on the model. The Ditch Witch family of stand-on skid steers also contains the industry’s only full-size stand-on skid steer, the SK3000, which has a 59-hp engine and can direct up to 51-hp to the attachment.

As the largest and most powerful unit in the Ditch Witch family of stand-on skid steers, the SK3000 brings greater convenience, maneuverability and 360-degree visibility to a variety of jobsites. Built with power, lift capacity and stability, the SK3000 delivers 5,500 pounds of breakout force to boost upt i me a nd help

contractors stay efficient on the job.

From small- to large-scale projects, the enhanced line of Ditch Witch stand-on skid steers provides power and productivity to complete a wide range of complex jobsite tasks. The compact SK600 features a narrow frame for easy maneuverability in tight spaces, while the SK3000 has an industry-best 3,100 lb-rated operating capacity, allowing it to complete tasks typically reserved for traditional, cabbed units.

With a variety of attachments available for the Ditch Witch stand-on skids steer fleet, operators can efficiently jump from one project to the next simply by changing the attachment. From a trencher to a bucket, auger or fork, operators can stay nimble and handle countless tasks with ease, offering ultimate versatility and increasing overall ROI. For more information, visit https://www.ditchwitch.com/ stand-on-skid-steers.

www.DitchWitch.com (580) 336-4402 54 GREEN INDUSTRY PROS

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THE MOTHER OF ALL MULTITASKERS.

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Handle more of your workload with a Ditch Witch® stand-on skid steer and our suite of powerful attachments. It’s like a fleet without the footprint—letting you dig, carry materials, trench and more with one, money-saving machine.

L I G H T I N G & I R R I G AT I O N

QUESTIONS TO ASK

When Choosing a Trencher

By answering three key questions, irrigation contractors can select the right trencher for their jobsite.

T

1. What Tasks Need to be Completed?

renchers are a staple piece of equipment on jobsites.

From digging and moving dirt to cutting through rock, contractors know that these machines allow them to install utilities and irrigation fixtures quickly and efficiently.

The most popular machines to cut a trench are walkbehind trenchers and stand-on skid-steers with a trencher attachment. With two different machines and an abundance of machine sizes, features and attachments, it can be overwhelming to know what trencher fits the jobsite best.

By answering three key questions, irrigation pros can be sure to select the right trencher for their jobsite.

When choosing the right equipment, it’s important to identify what tasks need to be completed throughout the process. Does your project require versatility, or would a single-purpose machine get the job done? If the latter, consider using a walk-behind trencher. This single-purpose machine is built with the features and power needed to make a cut quickly and efficiently.

The walk-behind trencher’s dedicated chain, teeth and

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Walk-behind trenchers work well to help contractors dig irrigation trenches.

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 A stand-on skid-steer with a trencher attachment allows end users to simply switch attachments through an automated latching system, providing more efficiency and versatility.

completed, eliminating the need for additional machines or personnel on the jobsite.

As a best practice when using a stand-on skid-steer, check that the plate is clean and the pins holding the attachment are engaged. This reduces the risk of the attachment falling off while in motion and unnecessary downtime.

Ditch Witch

sprocket combination are specifically designed to work together to make trenching as efficient as possible.

Additionally, the machine’s reliability minimizes unnecessary downtime to efficiently complete the installation of irrigation lines, water lines or pipes and move on to your next project.

To ensure jobsite success, it is also important to follow walkbehind trencher best practices. Go slow, never force a cut and let the machine do the work. Following these guidelines will increase efficiency by reducing machine wear and tear and minimizing downtime.

On the other hand, if you plan to use the machine to complete other tasks in addition to trenching, a stand-on skidsteer with a trencher attachment will be the right choice due to its versatility.

A stand-on skid-steer with a trencher attachment is an ideal fit for jobs that will have a range of tasks. With the ability to simply switch attachments through an automated latching system, users can efficiently jump from one project to the next. By using a trencher with a bucket, auger or fork, end users can benefit from the versatility these machines offer and handle countless tasks with ease. For example, if they need to install a sprinkler system, the stand-on skid-steer allows them to make the trench and then switch out attachments to relandscape once

hp, allowing for increased trenching speed and better cycle times.

3. What are the Jobsite’s Constraints?

Keep in mind the jobsite, as each has a mix of different conditions and constraints. For example, if contractors are working in space-restricted areas like residential backyards with fences, they may need to consider machine size above other characteristics. In this case, a walkbehind trencher will help them easily maneuver through fences or around sheds, gardens and other structures.

In contrast, if there are fewer space constraints, they will be able to select a larger machine that has more power.

A stand-on skid-steer offers maximum power and lifting capacity to help move heavy material on and off the jobsite more effectively. Additionally, its increased maneuverability and visibility provide an unobstructed view, helping boost productivity when working in residential areas where obstacle avoidance is necessary.

2. What are the Project’s Requirements?

When choosing between a walk-behind trencher or a stand-on skid-steer with a trencher attachment, it is important to understand the project requirements. A great place to start is by evaluating how deep the product will need to be installed. For example, if the product needs to be installed up to 250 feet long, 2 to 4 feet deep and up to 8 inches wide, a walk-behind trencher will do the trick. However, if the trench needs to be longer, deeper or wider, a stand-on skid-steer with a trencher attachment will be needed.

Identify how much power is needed on the jobsite. A walk-behind trencher provides up to 30 hp and is a costeffective solution to help you complete many landscaping trenches, while a stand-on skid-steer provides up to 59

Talk to the Equipment Experts

Once you have answered these three questions and have an idea of which trencher is best for your landscaping jobsite, make sure to talk to your local equipment dealer or rental yard. They are a great resource that can help you select the right trenching equipment to ensure jobsite success. @Gellax.stock.adobe.com

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Brant Kukuk

Compact Equipment Product Manager Ditch Witch

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GREEN INDUSTRY PROS 57

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MANUFACTURER PROFILE

THE INDUSTRY SHIFT TO BATTERY-POWERED EQUIPMENT

A

s landscape maintenance companies make equipment purchasing decisions, there is an increase in professionals starting to look towards battery-powered equipment to be their primary solutions. This trend is strongly influenced by both emerging requirements to use low noise and emissions-free equipment around the United States and user preference for battery-powered equipment due to ease of use. Milwaukee Tool is the industry leader in battery-powered technology with a line-up of outdoor power equipment that meets the performance needs of the landscape maintenance professional and allows businesses to get a head start on approaching requirements.

Designed to meet the demands of the professional, the M18 FUEL™ 21” Self-Propelled Dual Battery Mower delivers the best cut quality in mulching, bagging, and rear side discharge set-ups through an optimized steel deck and higher blade speed, leading to increased lift and superior airflow. Leveraging M18 FUEL™

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technology, Milwaukee’s POWERSTATE™ Brushless motor allows the mower to create more max torque than 200cc gas engines to take on demanding applications without bogging down or stalling. The advanced electronics package provides an instantaneous throttle response for blade and drive motors, increasing control and productivity. When removing 1” of grass at a 3 MPH self-propelled pace, a user can get up to 60 minutes of run time, or about ½ acre of cutting when paired with (2) fully charged M18™ REDLITHIUM™ HIGH OUTPUT™ HD12.0 Batteries. These features provide the landscape professional with the power, versatility and performance needed to finish the job.

There are major advantages for landscaping companies that start investing in battery-powered equipment, but not all manufacturers can give professionals the performance and capability they need. As a world leader in battery-powered solutions, MILWAUKEE® is committed to developing high performance, sustainable solutions for landscape maintenance professionals.

They will continue to leverage their extensive background in battery-powered job site solutions to provide game-changing outdoor power equipment solutions that increase safety and productivity.

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SNOW & ICE

A SAFER ICE MELT In the liquid versus salt showdown, which is the best option?

P

reparing for winter weather can prove to be a real challenge without the right products and techniques. Finding an option that works best for the situation is the ticket to a safer and more profitable winter. Below, find the key differences between liquid de-icer versus traditional salt products to help decide which option to go for.

Liquid De-icer

In the last couple of years, there has been an influx of people turning to a liquid de-icer when inclement weather rolls around. Liquid de-icer, although newer to the scene, is proving to have strong

melting powers while also improving sustainability. The primary purpose of a liquid de-icer is to prevent snow and ice from bonding to the surface, making it easier to remove. Liquid de-icer often sticks to roads and pavement more so than rock salt, which ultimately results in less bounce and scatter, making for a more precise application.

While many facilities use rock salt de-icer, it’s important to note a liquid agent is less likely to track chalky white residue into your business or home.

Using a liquid de-icer is recommended for people who experience a harsher winter because it can work effectively

down to about -25 degrees F (depending on the solution), whereas a salt de-icer won’t start working until it’s about 14 degrees F to 18 degrees F. Additionally, there is less waste when the agent is being applied. The liquid de-icer dries to the surface and won’t blow away or scatter with the passing of traffic.

Although liquid de-icers offer many benefits, there are some tradeoffs: • Compared to a granule de-icer, liquid agents do not work nearly as quickly and should primarily be used as a preventive anti-icing product versus a de-icing product.

• The timing of application because if

Karen Hartung

60 GREEN INDUSTRY PROS

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www.greenindustrypros.com

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SNOW & ICE

Theresa Smith

applied too soon before a snowfall, you run the risk of the product being worn or washed away.

• Liquid dei-cers require skilled drivers and expensive equipment that must be maintained. If it breaks down during an application, it’s not as easily replaced or repaired as a salt spreader. Be prepared to have a more difficult time finding liquid de-icer and paying more as it has a higher price point than traditional rock salt.

Salt De-icer

Salt de-icing agents are what most people are familiar with when it comes to treating inclement weather. Its ease of application and effectiveness in breaking down thick layers of ice and snow often make it the No. 1 choice for homeowners and businesses alike. Salting roadways, parking lots and walkways plays a huge part in building maintenance by reducing accidents. This saves the property managers from liability on slip and fall accidents because of its fastacting nature and ground coverage.

Another benefit to using a granular salt product is its ability to be used prior to and after a storm. Sodium chloride can be mixed with other ice melting agents to get lower melting temperatures, and many offer enhanced performance characteristics to initiate

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melting at lower temperatures, making them more effective than traditional rock salt. Angular pellets can stay where they are applied versus round pellets, which will roll and have less control. Among the other benefits of using a rock salt or blended product, it can be stored in a noncorrosive container in mild to low humidity when not being used, allowing you to keep it after the season ends.

Of course, nothing is perfect, so here are a few downsides to using a salt de-icer this winter: • Salt isn’t always the cleanest when it comes to application and can oftentimes hit cars and leave a white residue on vehicles.

• When being applied, salt de-icers tend to bounce and scatter, making it hard to apply before a storm as cars will displace it before accumulation even starts. Rock salt cakes and is easily tracked onto flooring and degrades wax finishes, leaving floors dull and depositing a white film that requires cleaning.

• Salt inventories can go quickly when an early winter occurs. Low availability can increase prices so if you notice it’s becoming hard to find, expect to pay a

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premium.

• The effect that salt has on pavement and other materials: Salt is corrosive and can cause damage to concrete, plants and vegetation if not applied correctly.

When preparing for the onslaught of wintry weather, it’s wise to prepare yourself for any and all conditions. Using a liquid de-icer should generally remain as a preemptive attack on snow and ice to ensure that the bases of surfaces stay protected and are less likely to become slick and icy. Liquid de-icers can quickly cover a large amount of surface area in a short amount of time. Granular ice melts can break down thicker layers of snow and ice before, during and after a winter storm.

If you’re thinking about which option is best, it’s likely that using a combination of both is the answer.

When paired together, liquid and salt de-icers form a powerhouse team to combat the snow and ice, ensuring everyone stays safe. Using liquid de-icers as a preventive measure followed by a solid ice melt will help tackle the already established sheets of ice and compacted snow, ensuring walkways remain clear.

It’s also important to keep in mind what kind of product you’re purchasing and whether it is safe for pets too.

Communication and education are key.

Both liquid and solid de-icers have benefits and drawbacks to maintaining safe sidewalks, streets and roadways this winter. Regardless of what type of ice melt works best for your situation, when Mother Nature calls, the best defense is having a solid snow and ice melting plan in place.

www.greenindustrypros.com

Karen Hartung

Purchasing Director NaturaLawn of America

ADVERTISEMENT

MANUFACTURER PROFILE

WORLD’S LARGEST SUPPLIER OF OUTDOOR POWER EQUIPMENT PARTS

C

elebrating its 65th anniversary in 2022, Rotary offers over 9,500 guaranteed quality outdoor power equipment parts for mowers, trimmers, chain saws, brush cutters, pressure washers, snow blowers, garden tillers and much more.

Copperhead Mower Blades Rotary manufactures approximately 12 million mower and edger blades annually at its state-of-the-art facility in Georgia including heavy duty blades, professionalgrade mulching blades, flat blades, high and low-lift blades plus edger and de-thatcher blades.

Engineered to perform better, last longer and cut with powerful force, Copperhead blades from Rotary are available for most any model and feature: • Premium-grade American steel, heated treated and tempered for uniform hardness.

• Precision formed, balanced and sharpened to ensure a cleaner, finer cut with less vibration.

• Superior cutting efficiency and extended blade life.

• ISO compliance for quality and superior craftsmanship.

FREE 2023 parts catalog for servicing dealers and distributors. www.RotaryCorp.com

Filters engineered for maximum protection and performance Rotary has all types of commercial-strength air, fuel and oil filters for mowers and small engines, professionally-designed to protect equipment under extreme operating conditions while ensuring maximum efficiency and peak performance.

Rotary air filters improve airflow, horsepower and overall engine performance. Oil filters feature a special blend of fibers and resin that create a filter media with exceptional dirttrapping capacity for maximum protection.

A full line of premium-quality filters are manufactured at Rotary’s world headquarters in Georgia.

Copperhead Trimmer Line Nothing cuts like Copperhead vortex line from Rotary. The choice of landscape pros, vortex trimmer line features a twisted aerodynamic design that produces more cutting power at impact – with less drag and reduced vibration.

This best-seller has superior tensile strength, excellent wear resistance and requires less operating power for improved performance in hot, cold, dry or wet conditions.

Made at Rotary facilities in Arizona and Georgia, Copperhead trimmer line is also available in diamond-cut, quad-tex and premium-quad varieties.

Your Partner for Success.

800.841.3989

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GREEN INDUSTRY PROS 63

PROJECT PROFILE

A before shot of the backyard space.

Multilevel terraced patios provided Lynch Landscape & Tree Service plenty of space to feature lush greenery and create usable entertainment space.

A DREAM BACKYARD

Chris Majors Photography

The story of how Sudbury, Mass.-based Lynch Landscape & Tree Service transformed an unusable space into a dream backyard.

F

rom the moment Brian Mulvehill and his design team were hired to transform a backyard in Wellesley, Mass., they were told to do virtually anything they needed to in order to ensure it became fully functional.

When Mulvehill, ASLA, design division manager and landscape designer at Sudbury, Mass.-based Lynch Landscape & Tree Service, began working on the project in April 2019, the yard only featured a small patio and a very steep, wooded area, leading to a lot of empty, unusable space, but he immediately noticed the property had considerable potential, as he knew his renovation options were practically limitless.

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SEPTEMBER/OCTOBER 2022

“Since the clients were so open minded, in terms of what their expectations were, it was a really fun project to flex our creative muscles on, as we strived to truly re-invent their backyard,” Mulvehill says. “Eventually, it became the ultimate space for entertaining and relaxing.”

In all, the project, which was built by six Lynch Landscape & Tree Service design team members and masons, was completed in five months. Utilizing crane and bucket trucks for tree work, along with excavators, skid-steers and dingos for construction projects, the team sought to achieve two key objectives. First, it was focused on converting a completely unusable backyard into

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Chris Majors Photography

“They fell in love with their formerly cramped, mostly unusable backyard,” Mulvehill says. “To see them utilize it the way we dreamed of—with a full outdoor kitchen space, firepit seating area and bocce ball courts, all complimented by beautiful plantings—was awesome!”

Chris Majors Photography

strategically reroute stormwater, which was heading toward the clients’ house, through a series of dry wells.”

While completing the transformation, the team’s craftsmen and operators had to navigate several machines of various sizes, often in tight spaces and amidst some precarious scenarios. In fact, after encountering some issues with the backyard’s terrain, the team members decided to create construction roads and switchbacks in the area in order to move materials in and out of it.

Furthermore, after removing all stumps and completing the subgrading, the team chose to finish the remainder of the renovation in a sequence of five zones, beginning with the bottom left of the backyard and then continuing the rest of their projects in a clockwise sequence.

“We were always thinking one, two and three steps ahead. With no access for large loaders, staging areas or tri-axle trucks, the goal was to reduce material import and export as much as possible throughout the project, outside of the necessary structural aggregates that were brought in,” Mulvehill says.

As the team members conducted a wall excavation, they would backfill the previous wall or use their materials for new switchbacks. All existing subsoils in the backyard were clean, freedraining and structural bank gravel, ensuring the team was able to complete its excavating projects without any concern of moisture trapping clay.

“Ultimately, once it was time to finish grading and preparing beds with composted loam, we still had to haul out some excess, but we were able to do so over the course of just a few 10-ton loads that we needed at another local project anyway,” Mulvehill says.

At the end, the clients’ open mindedness certainly  A bocce ball court is the main attraction on the top tier of the paid dividends.

 Lynch Landscape & Tree Service added several dimensions and levels to the project.

Chris Majors Photography

a dream outdoor living space, in which the clients could host and entertain their friends and family members.

The second objective was much more functional—to solve various drainage issues that the home’s builder had never addressed, which were leading to water damage in the basement.

“The biggest challenge for this space was also our greatest opportunity,” Mulvehill says. “Although the slope was significant, it facilitated the idea of a multilevel terrace vision for the backyard.”

Using the backyard’s topography to their advantage, the Lynch Landscape & Tree Service team members were able to carve new spaces into its hillside via a system in which they built retaining walls and steps. Since the spaces had a “tucked in” nature, so to speak, according to Mulvehill, they ultimately created a cozy and secluded experience for the clients, along with various vantage points that could be used to enjoy the backyard’s views. Additionally, the team utilized drought-tolerant plantings to cover all remaining slopes with masses of color and texture, thereby softening any of the backyard’s hardscapes.

“Functionally, these walls and plantings also became part of the solution to the clients’ drainage issues,” Mulvehill says. “By regrading, terracing and slowing down stormwater runoff, we were able to

 The multilevel design of Lynch Landscape & Tree Service’s project provides a private oasis, while also using every bit of room in the unique outdoor living spaces.

Chris Lewis

Freelance Columnist

project layout.

www.greenindustrypros.com

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GREEN INDUSTRY PROS 65

NEW PRODUCTS

Milwauke

 Milwaukee M18 Dual Battery Mower

Milwaukee Tool’s 21-inch Self-Propelled Dual Battery Mower delivers the power to maintain blade speed in demanding applications without bogging down, while also offering instantaneous throttle response on both blade and drive motors for ultimate control. Featuring three-in-one capability for

bagging, mulching and rear side discharge, the mower leaves behind fewer missed blades of grass and clumps. The mower is designed with a single point height adjustment to easily change between cutting heights and cover a wide range of grass species. Rear wheel drive paired with variable speed self-propelled functionality gives users more control during use.

Furthermore, front and side lights deliver 180degree visibility to increase awareness and precision while mowing in low light situations.

Other features include: • Maximum blade speed: 3,300 rpm • Delivers more torque than a 200-cc gas engine to meet the needs of the professional landscaper • Redlink Plus Intelligence allows the mower to reach instant throttle response for blade and drive motors, increasing control and productivity • 21-inch cut capacity and optimized steel deck design

https://gpros.co/bebuad

 Hilltip SprayStriker 2600

The Hilltip SprayStriker 2600 is a truck mounted sprayer for de-icing and anti-icing applications. It has a 265-gallon capacity with a polyethylene tank and powder-coated stainless-steel frame. It is equipped with a 6-foot, 7-inch-wide spray bar with 14 nozzles for high coverage, which can be flipped up when needed.

Dual 12-volt pumps apply liquid at rates up to 20 gallons per lane mile at a maximum speed of 20 miles per hour. GPS speed control automatically adjusts the flow according to the vehicle speed to consistently achieve the desired rate across the treated area. A color screen controller offers easy adjustment of application rates and other sprayer functions from the cab.

The 2600 includes Hilltip’s HTrack tracking software.

This system offers two-way GPRS capability, allowing users to create worksites, set customized application rates, monitor drivers and document all activities remotely using a computer, smartphone or tablet.

Other features of the SprayStriker 2600 include: • A 2-inch camlock inlet for filling the sprayer • An additional rinse tank for cleaning the spray system after each use • A built-in tie-down straps for strapping the unit to the truck

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Hilltip

SEPTEMBER/OCTOBER 2022

• An accessory wire for powering the optional beacon light • A manual spray nozzle with a 40-foot hose reel, adjustable leg stands and solenoids on the end nozzles

https://gpros.co/iwilwr

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 Western Impact UTV V-Plow & Straight Blade Snowplows

Western

Steel Green

The SG Rake allows lawn care operators to save time by preparing the soil and spreading seed in one pass.

It is easy to adjust the down pressure for overseeding an existing lawn or preparing bare ground to seed a new lawn. The SG Rake also functions as a dethatcher.

Double rows of tines make the SG Rake an efficient tool for a seeding or dethatching project. Each tine is removable without tools, making the SG Rake easily customizable to the needs of any project. The SG Rake is compatible with Steel Green Manufacturing models SG36, SG42, SG46 and SG52.

The Western Impact Heavy-Duty and Mid-Duty UTV snowplows are available in v-plows or straight blades. The v-plow is 6 feet wide, allowing it to handle 5-foot sidewalks and gates in angle, scoop or V mode. The heavy-duty 6-foot straight blade fits full-sized UTVs. The mid-duty straight blade works with mid-duty recreational utility vehicles. All models are feature high-strength, low alloy steel components and an easy-on/easy-off UTV mounting system with removable receiver brackets for ground clearance. The Impact heavy-duty UTV plows can attach to a wide range of sub-compact tractor models using the new Mount Kit.

https://gpros.co/vyqyy3

https://gpros.co/lqy7cf

 RYAN Lawnaire ZTS

 Steel Green SG Rake

Ryan

The Ryan Lawnaire ZTS stand-on aerator brings excellent efficiency and productivity to the toughest aeration jobs. It maneuvers easily thanks to its low center of gravity zero-turn drive and a top speed of seven miles per hour. The user is always in control with a precise aeration depth stop and a fast hydraulic tine lift. The intuitive controls of the ZTS also require less time and effort to operate. With a shock-absorbing operator platform, the Lawnaire ZTS gets results without taking a toll on your body.

https://gpros.co/ seh6qc

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GREEN INDUSTRY PROS 67

NEW PRODUCTS

 Steiner Flail Mower

The new Steiner Flail Mower attachment combines brush cutting with finish mowing to make a versatile and extremely productive machine to tackle the most challenging mowing tasks. It comes with two different knife options: The “Y” knife is used to cut tall, heavy grass and brush, whereas the “scoop” knife gives turf a more finished look. Attached to the powerful Steiner 450 tractor, the Flail Mower attachment can get jobs done on uneven terrain thanks to the tractor’s unique articulating and oscillating frame.

https://gpros. co/6umu2r Steiner

 Toro GrandStand Revolution

®

The Toro GrandStand Revolution standon mower is a powerful machine Toro designed for high performance and landscape professionals—it’s the same ride landscape pros know with its space-saving, flip-up platform, only now it’s powered by Toro’s durable HyperCell batteries.

Features include: • Built to the same specs as Toro’s gas-models, the GrandStand Revolution has a Turbo Force deck that features cast aluminum spindle housings, sevengauge cutting deck top sheet and a bullnose bumper built for the harshest elements. It helps stand the toughest grass up to eliminate double cutting.

• For all-day runtime, Toro developed the HyperCell battery system, so pros can expect to power through their day, every day.

• Instant power, superior handling and greater control of ground speed and blade tip speed deliver high quality of cut. It’s all controlled by innovative patent pending software that enables intuitive handling, powered by electric drive motors.

Saw barS & chain

Saw Bars • Chain • Sprockets • Springs • Starters Carburetors • Cylinder Assemblies • Tools & Accessories

Scan to view video.

Call 800.841.3989 or visit rotarycorp.com Servicing dealers and distributors only.

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 Stellar NXT18 Hooklift The Stellar NXT18 Hooklift is a strong but lightweight unit capable of loading, unloading and dumping various truck bodies.

This unit features a Z channel base design, a universal body latching system and a universal hydraulic reservoir. Completely manufactured in the United States, the NXT18 is an 18,000pound capacity hoist, built for a Class 4-7 chassis. It has a 35.63/54inch hook height and rectangular style secondary jib. This unit has approximately a 7.5-inch lost load height and is able to accommodate down to 4-inch subframe heights.

https://gpros.co/sd6jg0

Stellar

HOSES THAT WORK

AS HARD AS YOU DO This fall, tackle all your tough commercial and municipal leaf cleanup and landscaping jobs with a great selection of industrial hoses designed to handle the most difficult lawn debris.

Available in a wide selection of lengths and diameters.

Cub Cadet

 Cub Cadet PRO Z SurePath

Cub Cadet’s Pro Z SurePath units are outfitted with GPS technology and a category exclusive four-wheel steering system that is designed to help increase efficiency and productivity while minimizing effort and training. The operator simply needs to set the preliminary cut line and the SurePath auto-steer technology will hold near-perfect straight lines and automate the turning and steering.

https://gpros.co/ co56uw

• Extremely abrasion resistant • Excellent flexibility • High tear strength • Made in the USA • 5-Star Customer Service

holesale Hoses.com FAST & FREE SHIPPING!

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GREEN INDUSTRY PROS 69

NEW PRODUCTS  Ditch Witch PT37 Vibratory Ride-On Plow

 FieldRoutes Software

With FieldRoutes software, users can create service plans that bundle multiple services into discounted packages and charge customers by measurement. Digital property estimations and routing takes technicians’ skill sets and certifications into consideration when scheduling a service. You can route trucks by chemical capacity, which allows you to optimize routes by the amount of chemicals that can be carried by each vehicle, and route trucks for hazmat and same side of the street routing.

Ditch Witch

FieldRoutes Software

Ditch Witch’s PT37 vibratory ride-on plow brings durability and usability to a proven model while retaining the simple, mechanical design. The PT37 is a dedicated plow with an optional trencher, reel-carrier and hydra-bore configuration to meet various jobsite needs. Operator-centric features improve functionality, while design features ease use and storage. A Yanmar diesel engine provides gross 36.8 hp at 3,000 RPM.

https://gpros.co/vbrphe

https://gpros.co/worv9f

Guaranteed Quality

SNOWBLOWER PARTS & ACCESSORIES

35 NEW ITEMS FOR 2022!

Yanmar

• Scraper Bars

 Yanmar Mini Excavators

• Rubber Paddles

Yanmar Compact Equipment North America’s recently updated ViO17-1E offers a 4,023-pound operating weight and 14.5-hp engine and is best suited for residential work, landscaping and small general construction projects.

Like all ViO (Victory over Zero) models, the ViO17-1E features true zero trail swing technology for maximum workplace performance in tight spaces.

• Skids & Shave Plates • Belts, Shear Pins, Carburetor Kits • Tires & Tire Chains • Accessories

1.800.841.3989 or visit rotarycorp.com

https://gpros.co/5pt3sm

Servicing dealers and distributors only.

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Statement of Ownership, Management, and Circulation (Requester Publications Only)

1. Publication Title

2. Publication Number

Green Industry Pros

003-763

3. Filing Date

September 15, 2022

4. Issue Frequency

5. Number of Issues Published Annually

6. Annual Subscription Price

January/February, March, April, May/June, July/August, September/October

6

Free to Qualified Subscribers

7. Complete Mailing Address of Known Office of Publication (Street, City, County, State, and Zip+4)

Contact Person

AC Business Media 201 N. Main Street Fort Atkinson, WI 53538-1807

Angela Franks Telephone

(920) 542-1259

8. Complete Mailing Address of Headquarters or General Business Office of Publisher

AC Business Media, 201 N. Main Street, 5th Floor, Fort Atkinson, WI 53538-1807

9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor Publisher (Name and Complete Mailing Address)

Jason DeSarle 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538-1807 Editor (Name and Complete Mailing Address)

Sarah Webb 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538-1807 Managing Editor (Name and Complete Mailing Address)

10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock . If not owned by a corporation, give the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.)

Full Name

Complete Mailing Address

ACBM, LLC, Ron Spink, CEO

201 N. Main Street, 5th Floor, Fort Atkinson WI 53538-1807

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent

Echo

or more of Total Amount of Bonds, Mortgages or Other Securities. If none, check here.  None Full Name

 Echo DPAS-2600SB Powerhead

Complete Mailing Address

12. Tax Status (For completion by nonprofit organizations authorized to mail at nonprofit rates) . (Check One) The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes:

 Has Not Changed During Preceding 12 Months  Has Changed During Preceding 12 Months

PS Form 3526-R Facsimile 13. Publication Title

14. Issue Date for Circulation Data Below

Green Industry Pros

July/August 2022

15. Extent and Nature of Circulation

Average No. Copies

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

58,068

56,468

35,606

33,000

a. Total Number of Copies (net press run) Outside County Paid/Requested Mail Subscriptions stated on

Powered by Echo’s eForce 56V Battery System, the DPAS2600SB powerhead is compatible with 16 different attachment heads to deliver powerful performance and versatility, no matter how tall landscape professionals’ tasks may be.

Top features of the prouduct include: • Powerful brushless motor • Three speed settings for ultimate power control • Increased torque • Quiet and convenient operation

https://gpros.co/edfeb9

(1) PS Form 3541. (Include direct written request from recipient, telemarketing and b. Legitimate

Internet requests from recipient, paid subscriptions including nominal rate subscriptions,

Paid and/or

employer requests, advertiser's proof copies, and exchange copies.)

Requested

(2) In-County Paid/Requested Mail Subscriptions stated on PS

Distribution

Form 3451. (Include direct written request from recipient, telemarketing and internet

(By Mail

requests from recipient, paid subscriptions including nominal rate subscriptions,

and Outside the Mail)

0

0

1

1

employer requests, advertiser's proof copies, and exchange copies.)

(3) Sales Through Dealers & Carriers, Street Vendors, Counter Sales, and Other Paid or Requested distribution Outside USPS.

0

(4) Requested Copies Distributed by Other Mail Classes

0

Through the USPS. (e.g. first-Class Mail) c. Total Paid and/or Requested Circulation

35,607

33,001

21,371

22,311

[Sum of 15b(1), (2), (3), (4)] (1) Outside County Nonrequested Copies stated on PS form 3541.

(Include Sample copies, Requests Over 3 years old, Requests induced by a Premium,

d. Nonrequested

Bulk Sales and Requests including Association Requests, Names obtained from

Distribution

Business directories, Lists, and other sources.)

(By Mail

(2) In-County Nonrequested Copies stated on PS form 3541.

and Outside

(Include Sample copies, Requests Over 3 years old, Requests induced by a Premium,

the Mail)

Bulk Sales and Requests including Association Requests, Names obtained from

0

0

Business Directories, Lists, and other sources.)

(3) Nonrequested Copies Distributed Through the USPS by

0

0

117

3

Other Classes of Mail.(e.g. First-Class Mail, Nonrequestor Copies mailed in excess of 10% Limit mailed at Standard Mail or Package Services Rates)

(4) Nonrequested Copies Distributed Outside the Mail (Include Pickup Stands, Trade Shows, Showrooms, & other sources)

e. Total Nonrequested Distribution (Sum of 15d (1), (2), and (3))

21,488

22,314

f. Total Distribution (Sum of 15c and e)

57,095

55,315

g. Copies Not Distributed h. Total (Sum of 15f and g)

972

1,153

58,068

56,468

62.4%

i. Percent Paid and/or Requested Circulation

59.7%

(15c / 15f x 100)

Statement of Ownership, Management, and Circulation

(Only for Requester and General Category Periodicals Publications) Average Number CopiesNumber of Copies of Single

16. Electronic Copy Circulation

Each Issue During

Issue Published

If you are using PS Form 3526-R and claiming electronic copies complete below:

Previous 12 Months

Nearest to Filing Date

5,179

6,847

b. Total Requested and Paid Print Copies (Line 15C) + Requested/Paid Electronic Copies

40,787

39,848

c. Total Copy Distribution (Line 15F) + Requested/Paid Electronic Copies

62,275

62,162

a. Requested and Paid Electronic Copies

65.5%

d. Percent Paid and/or Requested Circulation (Both Print & Electronic Copies)

64.1%

x I certify that 50% of all my distributed copies (Electronic & Print) are legitimate requests.

17. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the September/October issue of this publication.

18. Signature and Title of Editor, Publisher, Business Manager, or Owner

Ron Spink, CEO

Date

9/15/2022

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties).

Lesco

 LESCO Pro-Aer 36

SiteOne Landscape Supply’s exclusive LESCO renovation products include the Pro-Aer 36, a highly productive commercial stand-on aerator, available both with or without a seed box, featuring a chain-free design to eliminate the cost and hassle of expensive breakdowns. The integrated seed box model eliminates the need for post-aeration seed application to complete projects in one easy pass.

https://gpros.co/tixv06

PS Form 3526 -R Facsimile

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GREEN INDUSTRY PROS 71

CONTR ACTOR PROFILE

LINDA SILICH & KIMBERLY HREN Partners, Groundworks Landscaping, East Hampton, N.Y. Green Industry Pros: How did you get into the green industry?

Hren: It was always in my blood. I grew up on the property, was at the nursery every day either working, playing or bothering my aunts and uncles who also worked here. I loved to see the sketches my father did at home in the evenings. I started to sketch and design and then followed my passion for that to college for environmental design.

Silich: I met Kim and worked for her family, and then we started our own company. I met Ed Hollander, a landscape architect who also had a past history working with Kim, so it was important that he liked her new partners.

Green Industry Pros: Tell me a little more about your company.

Hren: We started, just the three of us, in the basement of Linda and Andy’s home. We built our business from there, with a lot of referrals, Ed Hollander projects and our own networking. We have grown comfortably and have exceeded our expectations as far as what we have become. I think we always wanted a successful company. Who doesn’t when

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Groundworks Landscaping

BY SARAH WEBB

they are in business?

Left to right: Kimberly Hren, Linda Silich and Andy Silich.

However, this has become more than that to us. It’s a business, yes, Silich: One big challenge is being a but it’s family, and we all work very well woman in a male-dominated industry, together. We have come back to where especially when two women show up my life started; we are now in the same to the jobsite. Kim would say she’s in a location that my family had the garden man’s world, and it’s very difficult until center that started in 1939. We currently they hear her talk. She is so unbelievrun it as a design gallery and showroom ably, instinctively knowledgeable about and focus mainly on design, installaeverything. She really gained the respect, tion and property care management. and that helped me and paved the way.

That said, sometimes, I don’t necessarSilich: It’s very cool because we just ily feel like I get the same amount of celebrated our 20th anniversary. We respect either because of their perception went from just three of us to 50-plus or because I’m a woman or I have kids employees, three divisions (design and or they think I don’t take it seriously. install, property care and a planter diviOverall though, we’ve gotten over that. sion) and we grew from a $500,000 Additionally, we’ve had some issues firm to a nearly $8 million company. with not getting workers in time through Overall, we wanted to be a communitythe H-2B program, and the 2008 market driven company. Once the word got crash influenced us to start our mainteout that we did the smaller installanance division. Finally, we moved over to tions and helped people a lot, it grew.

Kim’s family’s location to take over the garden center. While that was fun and Green Industry Pros: What exciting, it wasn’t a huge money maker.

have been some of the challenges and successes you’ve encountered along the way?

SEPTEMBER/OCTOBER 2022

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CONTR ACTOR PROFILE

Green Industry Pros: How did you overcome the challenges?

Silich: Perseverance, teamwork, attending numerous trade shows, hiring Mary Grunder and The Grow Group; implementing key activities that have made us better such as our core values; Monday morning meetings with everyone; reviewing safety procedures; and ending with a physical warmup to get people psyched up for the week ahead.

Hren: This meeting has made our team more cohesive, and we are all working toward a common goal.

Green Industry Pros: What’s your favorite tool/piece of equipment to use?

Silich: Aspire. It really has helped our company and individuals to be

your favorite part about being in the industry?

accountable for actions and also helps serve as a history of activities in each account. It also helps to accurately estimate and cost for each job to stay on point during installations. Right before COVID, three or four years ago, we were looking around and were doing our numbers, and with Aspire, we realized we were not making as much money on certain jobs as we should be.

The other thing, being in the Hamptons (and it’s probably going to be a nationwide thing soon), is the low noise and environmentally friendly tool set that we had to really enforce.

Silich: I love the front end dealing with clients, figuring out the designs, strategizing with Kim about how each property has its own unique needs and then making the designs come to life for our clients.

Hren: I enjoy figuring out how to schedule and organize a project. From initiating the design through installation to the final product where we turn it over to our property care team, it is rewarding to work with our team in every aspect of each job.

Hren: Yes, (Aspire) takes us from the minute the client calls in with the CRM to the final invoicing and even site visits and equipment checks.

Green Industry Pros: What advice would you give someone just starting out in the industry?

Green Industry Pros: What’s

Silich: Take courses, get certified, learn about the entire trade on a general note and then identify various areas to study and learn even more about grading, irrigation, masonry, design, plant material, know botanical names and talk to similar companies to get ideas. Nail down processes with all facets of the business: operations, design, marketing, finances and keep up with the trends.

Green Industry Pros: Outside of work, what do you like to do for fun?

Silich: I love personal training others using TRX, working out, Sunday night pool volleyball games or playing cards with my family, entertaining guests and acting like a tourist in the Hamptons, spending time with my family, especially my grandchild and one on the way.

Groundworks Landscaping

74 GREEN INDUSTRY PROS

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SEPTEMBER/OCTOBER 2022

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Hren: I love being outside, playing tennis and camping. We live in such a beautiful location, and we are busy, so sometimes it’s just good to go sit at the beach and take it all in.

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