Green Industry Pros November/December 2024

P. 27 WINTERIZING BATTERY-POWERED EQUIPMENT NOVEMBER/DECEMBER 2024

EQUIPMENT TRAILER AND SHOP ORGANIZATION

P. 21

STRIVIN’ AND THRIVIN’ Top landscape companies provide insight into how they’ve found their groove and attained success in recruitment, technology, customer relations and more.

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TA B L E O F C O N T E N T S VOLUME 36, NO.6 | NOVEMBER/DECEMBER 2024

THE MANAGEMENT RESOURCE FOR LANDSCAPE CONTRACTORS AND EQUIPMENT DEALERS

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COVER STORY

10. Strivin’ and Thrivin’ Top landscape companies provide insight into how they’ve found their groove and attained success in recruitment, technology, customer relations and more.

IN EVERY ISSUE

10

04. E DITOR’S NOTE 05. DIGITAL HITS 08. F RESH CLIPPINGS 29. PROJECT PROFILE 30. N EW PRODUCTS 34. CONTRACTOR PROFILE

DEPARTMENTS

21. EQUIPMENT | EVERYTHING IN ITS PLACE Organizational solution providers offer up advice for the best ways to organize your shop.

22. BUSINESS MANAGEMENT & TECHNOLOGY | SCHEDULED TO A “T” Experts explain how landscape pros can successfully onboard scheduling software and how to overcome potential learning curves.

24. LAWN CARE & ORNAMENTALS | HOW TO MARKET ADD-ON SERVICES One marketing guru provides advice on the best ways to market add-on services.

27. MOWING & MAINTENANCE | WINTERIZING EQUIPMENT It’s time for pros in many parts of the country to winterize their machines, including battery-powered equipment. Manufacturers explain how to do it.

28. IRRIGATION + WATER MANAGEMENT | TRENCHER SAFETY 101 Trenchers are key on many irrigation jobsites, but using them properly is imperative. Here are tips on how to implement them safely.

27 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, November/December by IRONMARKETS, 201 N. Main Street, Ste 350., Fort Atkinson, WI 53538.

Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Green Industry Pros, 201 N. Main St. Ste 350 Fort Atkinson, WI 53538 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 2024 IRONMARKETS. 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.

www.greenindustrypros.com ❙ NOVEMBER/DECEMBER 2024 ❙ GREEN INDUSTRY PROS 3

EDITOR’S NOTE

BY SARAH WEBB

SURVIVING

T

ANOTHER YEAR

he days are getting darker, and in many parts of the country, the landscaping season is coming to a close. For those companies who don’t deal with snow (or who don’t live in warmer climates), there may be a feeling of malaise or the desire to slack off a bit, recoup from the 2024 season and coast into the holidays and new year.

While that feeling is understandable, especially given how hard landscape pros continue to work year after year to grow their businesses, many successful landscape pros use those winter months to figure out not only how to keep the lights on, but how to optimize their companies for the future.

Successful landscape professionals are still hard at work, keeping new ideas sparking on items such as how to implement new technology, how to navigate the ever-increasing pressure of inflation, how to better customer relationships and, of course, how the heck to attract and retain star employees.

I’ve recently returned from Equip Expo in Louisville, and while the talk of products was strong, the topics above shone brightly in almost every conversation I had with manufacturers, landscape pros and others.

That’s why the topic of this issue is so timely. For the first time, Green Industry Pros is presenting its Business Survival Guide, where each of the above topics will be covered via a case study that showcases a company that has excelled in that area.

The goal of this editorial package is to pull landscape contractors out of the “day-to-day” grind and allow them to improve their systems and processes so that they can propel their businesses to the next level. You can find the full story on p. 10.

In addition to the Business Survival Guide, you will also find articles on best practices for organizing shops and trailers (p. 21), marketing add-on services (p.

24), how to properly winterize batterypowered equipment (p. 27), trencher safety (p. 28) and much more.

What about you? Have you implemented any new processes or technology that have made your company run smoother and helped you sleep better at night? Is there a topic we missed in putting together this year’s Business Survival Guide? I’d love to hear your thoughts—and I’m sure your fellow readers would, too. Email your ideas to swebb@iron.markets or connect with me on LinkedIn by scanning the QR code below.

Looking ahead, make sure you check out next month’s issue, where we will cover the current state of the green industry, delving into the top challenges, trends and much more.

Until next time! gpros.co/SarahWebb

EDITORIAL Editor.................................................................. Sarah Webb swebb@Iron.Markets

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IRONMARKETS Chief Executive Officer...........................................Ron Spink Chief Revenue Officer..................................... Amy Schwandt VP, Finance........................................................... Greta Teter VP, Operations & IT.............................................Nick Raether VP, Demand Generation & Education.................... Jim Bagan Corporate Director of Sales............................. Jason DeSarle Brand Director, Construction, OEM & IRONPROS............................................. Sean Dunphy Content Director...............................................Marina Mayer Director, Online & Marketing Services..... Bethany Chambers Director, Event Content & Programming........Jess Lombardo

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DIGITAL HITS

THE LATEST ONLINE NEWS YOU CAN USE

Would you like to stay up to date on the latest happenings across the green industry but can’t wait for the next print issue of Green Industry Pros magazine to come out? Be sure to subscribe to our e-newsletters—including The Pro Report, SnowPRO and The Lawn Care Report just to name a few—using the QR code, so you can stay informed on what’s going on around the industry. https://gpros.co/y668un @goir.stock.adobe.com

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By now, you’ve likely heard about Green Industry Pros’ and Turf ’s Up Radio’s partnership, where once a month, Green Industry Pros Editor Sarah Webb and Turf ’s Up Radio founder and CEO Darren Gruner host a monthly installment of Turf ’s Up Radio News (The TURN). Do you have an interesting story that you’d like to talk about on the TURN? 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 Webb at swebb@iron.markets, and you may be featured in an upcoming broadcast. And, while you’re at it, be sure to check out our vibrant archive of past conversations with industry experts using the QR Code. https://gpros.co/vfp51zrd

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FRESH CLIPPINGS

NALP’s Elevate 2024 Sees Record Attendance The National Association of Landscape Professionals (NALP) Elevate conference, held in Charlotte, N.C., from Nov. 3-6, broke its record for attendees. Additionally, through events at the conference, the NALP-PAC raised $115,000, and the NALP Foundation raised more than $158,000.

“This year’s Elevate event was truly a success, breaking attendee records, blending high-caliber educational programming, inspiring discussions and the latest technology and equipment and extensive networking National Association of Landscape Professionals opportunities,” said Britt Wood, NALP CEO. “Our industry continues to evolve, and we are proud to help landscape professionals thrive in their businesses and careers.”

Next year, Elevate will be held in Phoenix, Ariz., Nov. 2-5, at the Phoenix Convention Center.

Learn more about what the event entailed by scanning the QR code. https://gpros.co/8p90fnhk

Kioti Tractor Partners with Huntington Distribution Finance Kioti Tractor entered into an agreement with Huntington Distribution Finance (HDF) to provide dealer floor plan lending solutions.

Through this agreement, HDF will offer proven, efficient floor plan financing options to Kioti dealers in the U.S. This partnership will streamline the floor planning and dealer onboarding processes, enabling Kioti to deliver more value to its expansive and growing dealer network.

HDF provides custom inventory finance solutions to dealers, distributors and manufacturers across North America. With a focus on delivering industry expertise, providing exceptional service and optimizing the dealer onboarding experience, the company is committed to supporting business growth. HDF enables its partners to succeed by offering comprehensive tools and services. https://gpros.co/iamyi00h

Turf’s Up Radio

Turf’s Up Radio: Live from Equip Expo 2024 Sarah Webb, editor of Green Industry Pros, met up with Wayne Volz (middle) and Darren Gruner (left) of Turf’s Up Radio at Equip Expo. They discussed industry trends and more.

Scan the QR code to listen to the full podcast. https://gpros.co/qs9yqfv8

8 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

Top Trends of Equip Expo 2024 These days, the landscape industry is evolving constantly, but one thing remains the same: Manufacturers are striving to create equipment to make landscape pros’ lives easier.

These are the top challenges manufacturers in the green industry are aiming to alleviate for landscape professionals.

1. Labor Milwaukee Tool

Updates from Senske, Milwaukee Tool and More: Green Industry Roll Call Milwaukee Tool Builds New Facility Milwaukee Tool opened its newest manufacturing facility located in Grenada County, Miss.

The new location will employ more than 800 people, marks Milwaukee’s eighth location in Mississippi and is the company’s largest manufacturing facility in the U.S. to date.

Milwaukee Tool invested more than $60 million into the more than 500,000-square-foot facility. Equipped with new technology and manufacturing capabilities, the Grenada location will initially produce Milwaukee’s robust line of accessories.

Filling the labor gap is a huge burden for landscape contractors.

To help with this, manufacturers have developed machines that allow them to do similar amounts of work in less time and also lessen machines’ maintenance requirements.

Going hand in hand with labor, landscape companies strive to make the crews they do have as productive as possible.

This is also where autonomous equipment can come into play.

To become more efficient in their everyday operations, many companies have also implemented software and technology. For example, some manufacturers have implemented tracking technology into their machines.

Other technology integration happens on the back end of the business, such as business management software.

Senske Expands in Southeast Senske acquired Arbor-Nomics and Simply Organic Turf Care, both based in Georgia. This marks Senske’s entry into the Southeast.

Arbor-Nomics, founded in 1980 by industry pioneer Richard Bare, includes four locations across the Atlanta metro area. In 2014, Arbor-Nomics took Simply Organic Turf Care under its wing, further cementing its reputation for excellence. Although Richard Bare has since stepped back, the family tradition is alive and thriving under the leadership of his children, Josh Bare, president, and Tricia Houck, CFO.

Envu Appoints 2 New Account Managers Envu Turf & Ornamentals added Karlee Kitchel and Lindsey Hoffman Chappell, Ph.D., to its team as account managers.

Kitchel brings a wealth of experience from her previous role at Corteva Agriscience. Hoffman Chappell, who has been with Envu for the past three years, has been promoted to this new role, bringing her extensive background in sales and scientific research to the position.

Scan the QR code to learn more about these updates. https://gpros.co/e1vx073v

Equip Expo

2. Power concerns

Gas can be a large expense for landscape companies, so some manufacturers have put in effort to make their equipment’s engines more efficient.

For companies interested in battery-powered equipment, a wide variety of manufacturers have that covered as well.

3. Better asset utilization Jobsites are becoming smaller, but landscape pros still need to be able to go into those spaces with machines to perform a lot of work. Attachments used with compact equipment can also assist with the challenge of making machines more versatile.

Scan the QR code for the full article. https://gpros.co/yto0i8di

www.greenindustrypros.com ❙ NOVEMBER/DECEMBER 2024 ❙ GREEN INDUSTRY PROS 9

COVER STORY

BY SARAH WEBB

STRIVIN’ and THRIVIN’ Top landscape companies provide insight into how they’ve found their groove and attained success in recruitment, technology, customer relations and more.

@Avr Di.stock.adobe.com

Recruit and Retain Well, Be Rewarded

R

Larry Ryan describes how the company’s recruitment and retention efforts have led to big rewards overall.

ecruitment at Ryan Lawn & Tree, headquartered in Merriam, Kan., is a round-the-clock effort.

“If recruiting, hiring and keeping great people is not your No. 1 priority, you’ll never have a consistent No. 2,” says Larry Ryan, president of Ryan Lawn & Tree. “You need to just continue to look everywhere and never stop looking.

Oftentimes, you hire your very best person when you don’t need somebody. The reason is when you don’t need people, you don’t lower your standards on what you want.”

Colleges and career fairs, job forums, employee incentives— you name it, Ryan Lawn & Tree has probably done it.

Ryan details how the company achieves this and explains how it has bettered the company in the long run.

keep that person because they will hurt your recruiting,” Ryan says. “You have to be really selective on who you keep. If you bring somebody in and they are a misread, you cannot keep them. The right person tends to keep themself motivated. They have to like the work. If they don’t like the work, either you’ve got to move them to a different seat on the bus, or they can’t stay.”

Additionally, Ryan adds that having employees who get along well and who share common interests also keeps the company culture overall positive.

“If they don’t like each other, you’re fighting an uphill battle forever,” Ryan says.

Recruit the right people Ryan Lawn & Tree only accepts 6% of its applicants and prides itself on the happiness of its employees. A large part of that starts with recruiting the right people.

First, the company looks for hardworking leaders.

“When I say assertive, I mean that if they feel like something is right or wrong, they will share it, and introverts will do that,” Ryan says. “Introverts sometimes are the very best leaders because they’re good listeners.”

Qualities such as good people skills, continual learners, a hunger to succeed and a positive attitude also top the list of what Ryan Lawn & Tree looks for in future employees.

“Happy people who are our employees attract about half of our people. If you have a grumpy person, you don’t want to

Recruitment is continually a No. 1 priority for Ryan Lawn & Tree.

Ryan Lawn & Tree

10 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

Teach them well

When new hires are onboarded, they go through orientation and an apprenticeship program where they work in all the departments for a few weeks to a couple of months. Not only does this help the company, Ryan says, but it also makes for a more well-rounded employee.

“That way, they really find out what their gifts are, and we want them to grow in that area, but also if they have a little experience in other departments, they’ll cross-sell for us better,” Ryan says. “They’ll also be a better landscaper overall.”

Along the way, the company also makes use of learning coaches, who keep new hires on track and who check in on them to make sure they’re still doing well.

“We want them to continue to learn,” Ryan says. “You hear about burnout, but it’s due to boredom most of the time. So then it becomes how can we reinvent you on the job to get you excited.”

Provide feedback Ryan says receiving corrective feedback more than once a year in evaluations and seeing a clear career path are not just important—they’re huge.

“People are being evaluated today based on their goals,” Ryan says. “Then the managers work with our people to make sure they’re setting goals that are pertinent, goals that challenge the person, goals that, when you accomplish them, really make you put in a good day’s work.”

Ryan Lawn & Tree also grades team members with an A, B or C. For all of the C players, if the company doesn’t think they can become A or B players, it looks at replacing them.

“The more of your existing people that you upgrade into higher quality, the more you attract better quality in the future,” Ryan says. “Your A and B players ought to be helping you grow, and if they are, then you’re always going to have room for the next A and B player that you hire. We say if companies aren’t growing, they’re dying. So, if you’re not

growing because of your people, you’re probably not as good as you think.”

While some companies get rid of the bottom 10% of their employees, Ryan says he disagrees with that policy—the company only does so if the bottom 10% are bad players.

Feedback is a two-way street, and Ryan Lawn & Tree consistently also asks for feedback from its employees. The company administers a Gallup survey twice a year asking employees a series of 12 questions about their job, their satisfaction and more.

Ryan will be the first to admit that the company has areas that it can work on.

“The first time we took it, we were changing software, and the survey showed they were upset,” Ryan says.

The company also recently hired HR personnel who administered a nineblock system, a performance assessment tool that can help identify employees who are ready for promotions and other career advancements.

“It helps determine whether you’re promotable or if you can become the very best craftsman in the world,” Ryan says. “We need both. Some people think you aren’t important until you become a boss, but we work hard to break that attitude because a really great craftsman is just as important as the boss. They just have different jobs.”

Continue learning As employees grow, Ryan Lawn & Tree encourages them to continue learning.

The company creating opportunities for people to continue to learn, such as taking them to trade shows and conferences and providing them with continuing education, is one of the reasons people stay at the company, Ryan says.

For example, Ryan offers courses through its Ryan University program for continual education. If employees choose not to take them, that may disqualify them for a promotion.

In the wintertime, the field staff puts on Toastmasters meetings, where participants have to give talks, and then others will evaluate

Ryan Lawn & Tree continually works to develop the employees it has on board.

Ryan Lawn & Tree

them on their content, delivery, etc.

“The first year, they hate it, the second year, they tolerate it, and the third year, they step up and they feel better about themselves,” Ryan says.

Ryan laughs as he recalls his own Toastmasters experience in his 30s.

“A friend dragged me to a Toastmasters meeting, and when I found out what it was, I about had a heart attack because there were very few things in life that I was more frightened of than giving talks,” Ryan says. “I hung on for eight years, and if I wouldn’t have done that, our business wouldn’t be $83 million.”

Another example comes with the company’s terminology: The company doesn’t hire applicators, it hires agronomists.

“We hire people who want to be agronomists, somebody who really knows turf care inside and out,” Ryan says. “They take great pride with that kind of an attitude.”

Taking ownership

Finally, Ryan says being employee owned is another incentive that keeps employees caring about the company.

“Down the line, it will mean so much to them that they’re brought into the family,” Ryan says.

Get more of this story here. https://gpros.co/p6blqnhe

www.greenindustrypros.com ❙ NOVEMBER/DECEMBER 2024 ❙ GREEN INDUSTRY PROS 11

COVER STORY

BY SARAH WEBB

Top Qs on H-2B

An H-2B expert discusses everything landscape pros need to know about H-2B. @Hitesh.stock.adobe.com

N

ataly Mualem, managing attorney at Mualem Firm, sits down with Sarah Webb, editor of Green Industry Pros, to discuss the H-2B program and what landscape pros need to understand.

Green Industry Pros: Can you talk about the basics of the H-2B program and what landscape pros need to know?

Mualem: One of the most critical requirements for

landscaping companies to understand is that H-2B visas are specifically designed for seasonal businesses. Now, what counts as “seasonal” can vary. For some businesses, it means operations fully shut down for part of the year. Others fall under what’s called “peak load seasonal,” where the business operates year round but experiences a significant spike in demand during certain months. In those cases, the permanent workforce isn’t enough to handle the workload, so temporary workers are brought in to meet that peak demand. Another important factor is justifying the number of workers you’re requesting. When we file a petition, we must be precise about how many workers are needed, and that number has to align with your business operations and records. It’s not arbitrary; we need solid documentation, like contracts or other forms of justification, to support the request. Timing is also key. The application has to be submitted 75 to 90 days before your intended start date, but given the cap on H-2B visas, we always aim for the full 90 days. And, keep in mind that before you can even file, you need to obtain a prevailing wage determination—a process that typically takes about two months. So, planning ahead is absolutely essential.

GIP: Have there been any recent changes to the program?

Mualem: There are two significant updates: One is

permanent, and the other is discretionary. The permanent change is that once a company is approved for H-2B, they

are registered for three years. During this period, as long as the number of workers and the start and end dates remain relatively consistent, companies no longer need to prove seasonality or submit a statement of need annually.

This streamlines the process significantly and reduces the administrative burden on landscaping companies. This change stems from a class action lawsuit, which highlighted the unnecessary strain placed on businesses by requiring them to repeatedly prove seasonality. It’s a game-changer that was implemented just last year. The discretionary change involves the supplemental cap. Over the past few years, additional visas have been made available on top of the annual limit of 66,000. The current trend is that these supplemental visas are released early in the fiscal year, covering the entire year. This is a departure from the previous approach, where supplemental visas were released at an unpredictable future date, causing delays and uncertainty. Now, the main cap of 66,000 visas is split into two batches: one released on October 1, marking the start of the fiscal year, and the other on April 1, for the second half of the year. Knowing when these supplemental visas will be available has brought much-needed predictability and stability to the program, making it easier for businesses to plan ahead.

GIP: Are there any challenges associated with the program?

Mualem: The biggest challenge with the H-2B program is

the cap on visas. The demand far exceeds the supply, and that creates significant hurdles for many businesses. Overcoming this often requires creativity and strategic planning. For example, workers who entered the country after October of the previous year and are still in the U.S. can be cap exempt.

In-country transfers are another option—if a company has completed their seasonal work and no longer needs their workforce, those workers may be available to recruit.

Businesses can also take advantage of the fall cap by bringing in workers as early as October of the previous year. Those

12 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

workers can then serve as a cap-exempt workforce for the following season. Another challenge is the inconsistency in how cases are processed. Unfortunately, there’s a lack of clarity and standardization in decision-making because many officers aren’t fully trained. The Department of Labor itself is dealing with labor shortages and high turnover, which contributes to these inconsistencies. This is where having an experienced attorney is invaluable. A skilled attorney can navigate the nuances of the program, ensure legal standards are met and significantly improve your chances of a favorable outcome.

GIP: Are there any misconceptions about the H-2B program?

Mualem: One of the biggest misconceptions about the

H-2B program is the belief that it takes away American jobs.

The reality is quite the opposite. To qualify for H-2B visas, companies are required to actively recruit within the U.S. first and demonstrate that their efforts have not yielded any workers. This process involves significant expense and effort, so companies only pursue H-2B workers when they genuinely cannot find local labor. Additionally, the Department of Labor mandates that any U.S. applicants for the position must be interviewed, and any rejection must be backed by a legally valid

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reason. Another misconception is that the program allows employers to undercut American workers by paying lower wages to foreign workers. In truth, employers are required to pay the prevailing wage, which is determined through a survey of the local job market. This wage represents the minimum standard for that role in that area, and companies cannot pay less. The program is a response to labor shortages, not a tool to reduce labor costs. There’s also the perception that the program is exploitative to workers. In reality, the vast majority of companies treat H-2B workers fairly, providing the same benefits and workplace standards as they do for their domestic employees. Most employers using this program are deeply invested in ensuring their workers are treated with respect and dignity. Finally, there’s confusion between the H-2A and H-2B programs, especially around housing requirements. The H-2A program, which is for agricultural workers, mandates that employers provide housing. That’s not the case for H-2B. Some companies voluntarily offer housing, but if they do, the cost is typically deducted from the See the full Q+A here. paycheck. https://gpros.co/flsk7hhn

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COVER STORY

BY SARAH WEBB

Know Your Numbers

A landscape company owner and consultant explains how landscape companies can navigate inflation and rising prices. @ Andrey Volokhatiuk .stock.adobe.com

T

hey say a picture is worth a thousand words, but perhaps the numbers are worth a million.

That line of thought coincides with what Wayne Volz, president of Wayne’s Lawn Service and Profits Unlimited in Louisville, Ky., and host of Profit Time on Turf’s Up Radio, means when he says that landscape companies need to know their numbers and know their breakeven point.

“When you understand your cost, what you charge for those services is much easier to sell to the right client, but until you know what the selling price has got to be, you’re guessing, and when we’re guessing, we’re putting ourselves out of business,” Volz says.

In fact, Volz says knowing his numbers is what saved his company, when, after nine years in the business, he wasn’t making any money.

“Look at what our statistical failure rates are for our industry.

It’s not because we’re lazy. They probably didn’t sit down and calculate their cost,” Volz says. “As an industry, we’re very weak on having price increases and navigating through those price increases as frequently as we should.”

Volz digs into what factors may be affecting landscape professionals’ rising costs and how they can combat them.

The causes First up, labor costs and insurance costs have quickly accelerated since COVID, Volz says.

“Especially as it relates to snow and ice management services, insurance has escalated for most contractors,” Volz says. “We received a notice that our anticipated increase is 32.55% next year, and that’s without any claims. I think insurance has gone crazy for contractors.”

Another side effect of price increases resulted from COVID: supply chain disruptions.

“As we saw material costs go high, it had to do with trucking

issues, but now that availability has gotten under control again, and the distribution is not as bad as it was, once that price went up, I didn’t really see it go down much, though it did decline some,” Volz says.

Combatting the causes In order to combat rising prices, Volz says landscape companies will have to shift from reactive thinking to proactive thinking.

“I’ve been in this industry 45 years, and things don’t generally go backward from a cost standpoint,” Volz says. “In price, things got fixed a little after COVID, but the reality of it is, generally, year after year, we’re going to see some increases in our cost.”

Volz suggests having targets and goals in place so that from a budgeting standpoint, companies can slowly change their budgets, so they don’t have big price increases all at once.

“Pricing has got to be adjusted annually and maybe within the season,” Volz says.

When it comes to talking to customers about price increases, landscape companies can adhere to a few strategies.

First, landscape companies should understand that certain customers will be loyal regardless, and for those that aren’t, it may be time to move on.

“When I was a contractor, I was scared to have a price increase because I thought I’d lose my customers,” Volz says.

“We may outgrow our customer base that got us started a lot of times. We have to readjust who we’re going after. We feel bad as business owners sometimes firing customers, but the success of your company is relying on you as a business owner when it comes time to change pricing and reevaluate.”

In addition to reevaluating customers, companies may need to reevaluate what services they offer.

“Look into the more profitable services like fertilization or weed control, lighting, holiday lighting, irrigation, things that

14 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

are going to be more profitable for us on the landscaping side of the business, versus spending all of our hours doing the mowing,” Volz says. “Even if you’re a one-truck operation, don’t sell five or six days of mowing services. Use a few days for mowing and then transition into higher profit margin services.”

When it comes to addressing upcoming price increases with customers, Volz found that doing it at the end of the season and using a personal letter to do so works best.

“Don’t put it off,” Volz says. “Ours go out in the early part of January each year, and we send it out with an evaluation and a notice of our pricing for the following year.”

This works for several different reasons, Volz says.

First, the customers are coming out of the last season and are generally pretty satisfied with the company’s service.

Second, the customer likely hasn’t yet been targeted by any other companies with mailers and emails.

In that letter and evaluation form, Wayne’s Lawn Service gives customers the opportunity to prepay the season or month to month.

“The residential market is the most susceptible to transition during the winter or spring—I call it the ‘customer carousel’ when customers hop from business to business,” Volz says. “If we can get them committed to us during the month of January by offering them a small percentage of prepaid discount, that’s a good way to get customers to buy more from you as well.”

Finally, Volz says, if possible, consider programs such as early order programs.

He recalls a time two years ago when this method paid off: When herbicide prices spiked, his company had already early ordered, so instead of having price increases of 25%, his company didn’t have to deal with that.

“The best way to stay ahead of that is to know where your company’s at, where you want to be and what it’s going to take to get you to that

point so you can be proactive on early order programs or securing equipment for something that you’re going to be offering new next season,” Volz says.

Overall, Volz encourages landscape contractors to not be complacent about pricing.

“If our industry wants to change, we need to understand our pricing,”

Volz says. “Know that none of us like price increases, but we absolutely can’t stop it.”

Find the full story here. https://gpros.co/9bedlyzx

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COVER STORY

BY SARAH WEBB

FORWARD to the FUTURE

How one landscape company’s use of technology is giving them a head start on tomorrow, today.

K&D Landscaping

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or anyone who says old dogs can’t learn new tricks, K&D Landscaping, a 40-year-old company in Santa Cruz, Calif., is out to prove them wrong.

As of Jan. 1, 2025, K&D Landscaping is transitioning all handheld equipment and the majority of mowers to battery power, says Justin White, CEO of K&D Landscaping, which provides 50% maintenance services and 50% construction services to a 30% residential, 70% commercial clientele.

“First and foremost, it’s an edge against our competition when it comes to efficiencies and finding how we can give our crews the tools that they need to get the work done as quickly, efficiently and effectively as possible,” White says.

In the interest of staying ahead of the curve, the company also wanted to plan for California’s new rule about emissions.

“When the state of California passed the regulation that they want to move to electric and battery power over the next five years, that really opened our eyes,” White says. “We know the writing is on the wall, and we wanted to stay ahead of it.”

K&D also started to ask customers how big of an impact it would be if the company went all electric on their properties.

“It was pretty clear that the majority of our clients really

wanted an option for battery and an option for no gas on-site,” White says.

Beginning in early 2023, the company started trying out different brands, garnering feedback and measuring key performance indicators before deciding on Kress.

Up the efficiency Since implementing the technology, K&D has noted improved efficiency in several areas. First, crews no longer have to fill up the gas and oil.

“Most of our gas-powered equipment has to be refilled three to four times a day, and those small gas cans have to be filled up once a day from the big gas tank,” White says. “That mixing of gasoline and oil on a regular basis slows down crews.”

Less maintenance has proven to be another positive side effect of implementing the equipment.

“Our equipment was constantly going in for maintenance, whether it was an oil change, an air filter, or it just wouldn’t start,” White says. “Now all we have to do is grab the equipment, put the battery in and go.”

White notes that between less maintenance and gas, this

16 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

saves about 10 minutes per employee per day.

“If you have 100 employees, now you’re saving 1,000 minutes, and if you do that every day for over 250 working days, the math starts to add up and you may have just saved the worth of three fulltime employees,” White says. “If you’re a company with five employees, it’s harder to see that ROI, but it’s still there.”

Return on investment When it comes to return on investment ROI), White says he expects about a three-year ROI. “Between gas, oil and maintenance over three years, that will recover the added expense of the batteries and the battery-powered equipment,” White says.

The other two ROI factors may be harder to measure, White says, but they’re just as important: employee retention and client retention.

“Employees have newer tools that have less vibration and less fumes and less noise,” White says. “For client retention, I believe as we get more of our clients over to electric, it’s going to be harder for them to leave because of the value that we provide.”

White says he’s seen that play out already with customers. In fact, in the homeowner’s association in which the company tested out the equipment, the

K&D Landscaping has touted a variety of benefits for its employees by switching over to battery-powered equipment.

K&D Landscaping

company’s crews are referred to as “the landscape ninjas” because homeowners can’t hear the work being done.

“It actually became an issue because we got complaints from people saying we didn’t do their yard,” White laughs.

“We actually did, but they didn’t hear the blower, so we instituted a system of door hangers to let people know that we maintained their property at this time.”

Training time

While some employees liked the nostalgia and reliability of gas that they’ve become accustomed to over the last 30 years of working in the industry, the company believes that eventually everyone will come around.

“There still is pushback and there’s some holdouts, but we believe that over time, the product is going to speak for itself, and as people get more and more familiar with it and use it more, they’re going to see that the equipment does provide a little more of an efficient platform and an easier utilization,” White says.

So far, White says K&D Landscaping the company has not had any employee To stay ahead of regulations in California, come back after a K&D Landscaping made the move to switch week and say that it to battery power.

won’t work for them.

White adds that companies should engage in safety training to ensure batteries aren’t becoming too hot, and other training to help employees make the most of the equipment.

For example, battery-powered blowers will work best when used differently than gas-powered blowers.

“Most people will just grab a blower and go full throttle, nonstop, but with battery, you actually feather the trigger and use different settings,” White says.

“You don’t need all that power all the time.”

Words of advice For other companies looking to implement new technology—whether it’s battery power or software or something else—White says finding the right partner should be a No. 1 priority.

In doing so, White recommends keeping an open mind and trying out many products from many different providers.

“Pick your partners wisely and test drive a lot of different ones,” White says.

“When you find the one that you really commit to, that you feel their values and products are in alignment with what you need, go all in with them.”

See the full story here. https://gpros.co/mxleckbq

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COVER STORY

BY SARAH WEBB

CUSTOMER COMMUNICATION How Landscape Solutions in Nashville keeps its customers engaged and satisfied.

@Suriyo.stock.adobe.com

L

andscape Solutions in Nashville, Tenn., knows that providing quality customer support and service will lead to customer satisfaction and company success.

“We typically do larger-scale jobs, where we’re working with these customers for several months at a time, so establishing a good relationship with them goes a long way throughout the life of the project,” says Cliff Jones, founder of Landscape Solutions, which is a full-service design-build firm, focused on residential clients.

Stay true to your word

app for taking project photos to send to the customer.

“They can go in and look at the progress that we did on their site, even though they see it in real time,” Jones says. “They love having that trail of the project.”

Jones says that the addition has not only worked wonders on the customer side, but also on the employee side. For example, a crew member can do a walk-through video and create a to-do list for other other crew members.

“This gives them a detailed visual so they can go back and reference it on the jobsite,” Jones says.

A final key to customer communication is responding to customers and potential customers in a timely fashion.

“We have an in-house policy that we always respond within 24 hours,” Jones says. “The faster you can reply to people, the less they can stew over a problem.”

First, Jones says it’s important that landscape companies do what they say they’re going to do.

“We try and gain their trust right off the bat of doing what we say when we turn the estimate over or when we’re going to start the project or how we’re going to Keep them engaged start the project,” Jones says.

To further build the foundation When the company is not actively of trust, Landscape Solutions holds working on a customer’s site, a preconstruction meeting on the it still makes an effort to keep The Landscape Solutions team ensures it gets back project site with all subcontractors, them engaged. Taking a page to clients in a timely and friendly manner. and it will ask the homeowners to out of the old-school book, the Landscape Solutions come if they’d like to. company sends out fliers detailing “Before the project starts, we upcoming service offerings. have open communication with Otherwise, the company uses our team and with the customer,” Jones says. e-newsletters and social media like Instagram. It’s important If, for some reason, crews run behind, Jones says they always that the social media posts are timely and posted frequently communicate that in advance to the client. and consistently.

“It’s the communication and courtesy of our staff,” Jones “We have someone who handles our social media, and she says. “Customers also talk about how our crews are always nice. posts at least once a week, if not two to three times,” Jones It’s also an easy thing, but we try to look clean and presentable says. “It could be something as simple as Earth Day or one of on-site, and our crews all wear the same shirts on-site.” our projects.

It keeps the Communication is key customers See more of this story here.

To further assist with transparency and communication, really https://gpros.co/ep5ql3yc Landscape Solutions recently implemented Company Cam, an engaged.”

20 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

EQUIPMENT

BY SARAH WEBB

EVERYTHING IN ITS PLACE Companies that provide organizational tools offer up advice for the best ways to organize your shop.

E

fficiency is everything in the landscaping industry. An organized trailer and shop can significantly reduce downtime and maximize productivity, says Tanner Mascarenas, Milwaukee Tool product manager of hand tools.

“Time spent searching for tools is time lost that could be spent completing jobs,” says Mascarenas. “Maintaining an organized trailer is vital for effective inventory management.”

Mascarenas, Jordan Howard, marketing officer at trailerracks.com by Green Touch Industries, and Tom Trzepacz, vice president of sales and customer relations for Performance Advantage Co., discuss the best ways landscape pros can better their organizational strategies.

Professionalism also results from having a clean trailer.

“If you come up to a job and your trailer is not organized, that’s like your rolling business card or billboard,” Howard says. “Keeping it organized helps with great presentation.”

Strategies

When deciding how to organize a space, Mascarenas says safety should be a top priority.

“This can significantly reduce dangers such as tripping, exposed blades and falling materials,” Mascarenas says.

In the name of safety, Trzepacz says for mounting brackets, landscape pros should ensure they’re placed in a Why do it secure location that will Keeping an organized bear the weight of whatever shop and trailer can ensure is placed on them. the safety and security of From there, Howard tools and equipment as recommends landscapers take well as the personnel using stock of what kind and how them, Trzepacz says. much equipment they have “With the tools and and whether they need a highequipment securely mounted, security system that locks if it’s going to preserve the they’re in a higher-crime area. longevity of the tools and not They should also determine damage equipment, and the an organizational system, landscape professionals using whether it’s labeling by color Landscape pros should choose a storage system that put the them are not going to get or number or organizing by pieces of equipment they use most easily within reach. injured when they’re opening brand or piece of equipment.

Milwaukee Tool the trailer or grabbing a tool Mascarenas recommends and having equipment falling identifying which on them,” Trzepacz says. tools and materials Mascarenas adds that with battery-powered are used most frequently in day-to-day operations. equipment, organization is especially crucial.

“Organizing your storage system around these key items “Having easily accessible and organized batteries makes them easily accessible and identifiable,” Mascarenas says. and chargers ensures that charged batteries are always Finally, landscape pros should maximize the space available. available, and utilizing a modular storage system for “We get a lot of calls with landscape professionals not battery storage and power management will prevent knowing where they want to mount their tools,” Trzepacz any unnecessary downtime,” Mascarenas says says. “It’s up to the individual person on how often they’re In the long term, organized shops and trailers can going to use something, but try to figure out the layout also help minimize maintenance, Howard says. before mounting, using some kind of tape, so you can “A lot of our customers will get the racking systems get a better understanding of how to organize your tools. in the offseason and mount them in a garage for It’s really important to have a nice, clean layout and have easy storage,” Howard says. “It gets everything everything in front of you before you get going.” off the floor, and it also decreases damage.”

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BUSINESS MANAGEMENT & TECHNOLOGY

BY SARAH WEBB

HARD COPY TO SOFTWARE

Are you still doing scheduling the old-fashioned way? Here is what to look for when onboarding a scheduling software and how to overcome potential learning curves.

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or landscape pros still using hard copies to schedule their crews, the idea of switching to software can feel daunting.

However, it doesn’t have to be.

“With the right scheduling software, nearly every single time-consuming, annoyingly repetitive daily task can be done automatically (while also making you more money),” says Lisa Marino, vice president of field service marketing at Xplor Technologies, which produces the FieldEdge software platform.

Marino and Joseph Pascaretta, COO of WorkWave, parent company of RealGreen, explain why.

Why implement?

Key benefits of scheduling software, Marino says, are giving landscape pros back valuable time and ensuring peace of mind.

“Whether booking jobs more quickly by optimizing travel routes, using flexible scheduling to book recurring jobs more easily and being able to access client accounts from anywhere, including jobs, quotes, notes and more, the right scheduling software will give you more time back in your day,” Marino says.

Pascaretta agrees that the efficiency enhancements that come from using a scheduling software are significant.

“Having a software platform actually boosts efficiency around route planning, with the goal to maximize their daily job capacity,” Pascaretta says. “We found that

companies that actually use a software platform versus just paper can see anywhere from a 25% to 30% capacity increase just through efficiencies of that routing.”

He adds that scheduling software can also allow companies to plan for their future in a smarter way.

“Businesses that use software can actually get more intelligence around where their trucks are, where their people are going, whether they’re being the most efficient,” Pascaretta says. “It’s this idea of making datadriven decisions. If you have the software, you can get smarter on what’s going on in the business.”

Additionally, scheduling software also enables landscape pros to be paid faster, with same-day automated payments and bulk invoicing, Marino says.

While all of those benefits are internal, externally, the addition of software boasts many benefits as well.

“Customers like reliability and having landscapers show up on time and on schedule,” Pascaretta says. “By having this ability to have a scheduled route, you can have automated reminders, and you can do things that can enhance the customer experience and reduce the idea of no-shows, which really infuriates customers.”

What to look for There’s a wide array of software features available, but

22 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

WorkWave

that’s performed from the people side of the business • Reminder and notification options for customers, especially if a crew is running behind schedule

Timing is everything

several items to look for include: • Flexible scheduling for scheduling recurring jobs on the calendar for whatever timeframe is needed, whether it’s weekly, biweekly or monthly • Autorouting for automatically optimizing routes to save time • Client accounts for viewing all your clients’ account history (including jobs, quotes, invoices and important notes) • Easy integration with other software so all your data is automatically transferred between accounts • Instant invoicing for invoicing as many clients as needed, whenever, with one click • Optimized estimates, with remote measurements and automatic pricing, for creating an estimate, autopricing a job based on best numbers and sending it to the client • Automated payments for charging and crediting accounts the same day • A mobile app for operating more easily in the field, generating estimates on the go, adding client photos and notes and tracking jobs, crews and assets in real time • Job tracking for keeping tabs on the work

While sooner rather than later is the best time to integrate scheduling software, Marino and Pascaretta agree that the “offseason” is the best time to incorporate software.

So, for example, landscape pros can look to do so between the Christmas light rush and spring cleanups, Marino notes.

“The goal is to have minimal disruption to your daily operations, your customer experience and your cash flow. It allows you to really understand the software and get trained up on the software,” Pascaretta says. “We’ve found that there’s a 20% better adoption rate when companies do that in the offseason.”

Time to roll The most important thing to think about when getting buy-in from employees is making sure they understand exactly how the new scheduling software is going to make their life easier.

“That means showing them how much time it will save and explaining how easy it will be to do each task,” Marino says. “It’s also really important to show them how the software will also just work for them in the background by automating some of those admin tasks that they used to have to do manually.”

Pascaretta says the biggest thing is leadership reinforcing the need for change.

“It’s disruptive to employees day in and day out, but in a good way,” Pascaretta says. “There’s the what we’re doing and the why we’re doing it. Set very clear goals, and if you can quantify it, that helps employees understand and appreciate the what and the why.”

For smaller companies, Pascaretta says onboarding can usually happen at one time, but for larger companies, they may want to take a phased approach,

gather lessons learned and go from there.

Pascaretta also recommends involving a few supervisors or managers who can become subject matter experts.

One common pitfall, Pascaretta says, involves lack of training.

“The biggest failure point is around user adoption because they’re not trained on the system, and there’s confusion, disruption and frustration,” Pascaretta says.

Data migration can also be another challenge.

“These challenges can be easily avoided by making sure you gather and audit all your client data before you transfer it, and by running regular training sessions for your employees too,” Marino says.

Every scheduling software brand will offer a range of training options.

Pascaretta notes that some software brands also include video tutorials or user communities where customers can ask questions among themselves as well.

“We’re starting to see more and more companies go toward omnichannel training and support,” Pascaretta says.

Words of wisdom When it comes down to it, landscape pros should be sure to choose a software brand that has industry expertise.

“Don’t forget to check out the online reviews to see how other lawn care and landscaping businesses have found the software,” Marino says. “All the best scheduling brands have great customer reviews.”

Finally, Pascaretta notes that looking ahead, artificial intelligence will prove to be a key factor, so look for a vendor that’s investing in that type of technology.

“It’s not only automating the scheduling process, but AI gets smarter over time,” Pascaretta says.

“It’s going to learn weather patterns, employee mix, route complexity, project complexity, so you really want to look for a vendor that’s investing in true AI, not just a buzzword, but something that’s going to differentiate and bring that real level of intelligence.”

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L AW N C A R E & O R N A M E N TA L S

How LANDSCAPE COMPANIES Can Effectively Market ADD-ON SERVICES stock.adobe.com - Sergey Nivens

A guide on how landscape companies can boost sales through strategic promotion of add-on services.

I

n the highly competitive world of landscaping, offering more than basic lawn care is essential for business growth. Add-on services, such as seasonal plantings, irrigation system installation, hardscaping and pest control, can increase revenue, enhance customer satisfaction and differentiate a company from competitors. However, it’s not just about offering these services—the key is in marketing them effectively. Here’s how landscape companies can boost sales through strategic promotion of add-on services.

1. Understand your audience’s needs Marketing starts with understanding what your customers want. Use customer feedback, surveys and past service trends to identify common requests and gaps in your current offerings. For example, if many of your clients struggle with maintaining their lawns during summer droughts, offering an irrigation solution could be a valuable add-on.

Segment your customer base and create targeted campaigns for different groups. Commercial clients may be interested in snow clearing or parking lot maintenance, while residential clients might be more inclined to invest in tree care, seasonal garden designs or outdoor lighting.

2. Bundle services for convenience One effective marketing tactic is to bundle services into convenient packages that make it easier for clients to say yes.

For example, instead of only offering lawn care, create

a “full outdoor maintenance package” that includes lawn care, fertilization and pest control. Bundling makes the offer more attractive because it simplifies decisionmaking for the client while increasing the bottom line.

3. Leverage email marketing and CRM systems

Utilizing systems like ActiveCampaign or other CRM platforms is essential for staying connected with your existing customer base. Regular email campaigns can promote add-on services in a way that feels personalized and timely.

Send emails based on the season, such as promoting winter snow clearing services in the fall or reminding customers about fall aeration and fertilization in the summer.

Segment your email list to tailor messaging: Commercial clients receive different suggestions than residential clients, and those with ongoing maintenance contracts can be offered exclusive add-ons or early-bird specials.

4. Highlight success stories and showcase testimonials

Case studies and testimonials showcasing how your add-on services improved a client’s property can be powerful marketing tools. Show potential customers the transformation, whether it’s a before-and-after photo series of a hardscaping project or a testimonial from a client who saw significant lawn improvement with your irrigation system.

24 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

Make these stories part of your website, social media and even email campaigns. Highlight specific outcomes, such as water savings with an irrigation system or increased curb appeal with custom landscape lighting, to help prospective customers envision the value these services could add to their property.

5. Use social media and online reviews Social media platforms like Instagram, Facebook and Pinterest are ideal for showcasing the visual results of your landscape projects. Use high-quality photos and videos to show off your add-on services, and include brief descriptions about how the service enhances the client’s outdoor space.

This is especially effective for more creative services, like seasonal displays, landscape design or hardscaping.

Encourage satisfied customers to leave reviews on Google and Yelp and respond to these reviews to build trust and credibility. Positive feedback from existing clients can inspire others to try your add-on services.

6. Upsell during regular services Your crew members and customer service team are invaluable when it comes to upselling add-on services during routine visits. Train them to observe opportunities and make suggestions. For instance, if a crew notices poor drainage in a customer’s yard, they can recommend a drainage system installation, or if a customer’s lawn is starting to brown, they can offer aeration and overseeding services.

Make sure your team is equipped with sales materials, such as brochures or digital presentations on a tablet so they can discuss these add-ons with the client on the spot.

7. Offer seasonal promotions and discounts

Seasonal services can be difficult to sell if clients don’t plan ahead, but offering promotions can create urgency.

For example, offer a discount on snow clearing services if booked before October, or give a package deal on fall cleanup and winterization services. Seasonal promotions

www.greenindustrypros.com ❙ NOVEMBER/DECEMBER 2024 ❙ GREEN INDUSTRY PROS 25

L AW N C A R E & O R N A M E N TA L S

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invest in print ads in local magazines that focus on home improvement and real estate. Being featured in local directories or sponsoring community events related to home and garden care can also increase your visibility.

Additionally, attend local home and garden shows or business expos. These events allow potential customers to see your work in person and interact with your team. Offering consultations or discounts for event attendees can lead to new clients and expand awareness of your offerings.

can also be a great way to upsell during quieter months when regular lawn care services may not be in high demand.

8. Invest in local advertising Local advertising can help reach new customers who may not know about your add-on services. Consider using Google Ads with location-based targeting, or

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After completing an add-on service, always follow up with your client. A quick check-in to ensure satisfaction can not only build trust but also provide an opportunity to suggest future services. For example, if a customer had landscape lighting installed, follow up a few months later to recommend seasonal upgrades or maintenance.

Build long-term relationships by maintaining regular communication through newsletters, holiday cards or seasonal service reminders. The more you stay top-of-mind, the more likely they are to consider your add-on services in the future.

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Help your customers understand the value of your add-on services through educational content. Blogs, newsletters and how-to guides can position your business as an expert in landscaping. For instance, writing about “Five Signs You Need a New Irrigation System” or “The Benefits of Hardscaping for Outdoor Living” can inform customers of the value of these services while subtly encouraging them to purchase from you.

Video tutorials or Q&A sessions on social media can also be engaging ways to show the benefits of your add-ons. You could film a crew installing an irrigation system, explaining each step of the process, or create timelapse videos of landscape transformations.

10. Follow up and build long-term relationships

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Marketing add-on services is a strategic way to grow your landscaping business, increase customer satisfaction and boost revenue. By understanding your customers’ needs, using digital tools for CRM and email marketing and leveraging testimonials, you can effectively promote these services. With the right approach, add-ons can become a significant contributor Adam Linnemann to your company’s President success.

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The Green Executive

MOWING & MAINTENANCE

BY SARAH WEBB

WINTERIZE BATTERYPOWERED EQUIPMENT It’s time for pros in many parts of the country to winterize their battery-powered equipment. Here’s how to do it.

A

s battery power becomes more popular, landscape pros need to understand how to winterize the equipment.

Here’s how to do so.

Before storage • Inspect the battery for any damage such as cracks in the housings, corrosion on the terminals and scuffs.

• Exercise care in handling batteries to avoid shorting the battery with conducting materials such as small metal objects that can make a connection from one terminal to another.

• Consider taking handheld battery tools for a checkup at a local dealer to ensure everything is functioning correctly, including necessary updates and component replacements.

Ensure service is performed by a qualified repair person using only identical replacement parts.

• On equipment such as mowers, check the cutting deck, blades and belts for any signs of wear and tear.

• Remove dirt, dust, grass clippings and other debris that build up during the busy months. Most battery-powered equipment can be cleaned by scrubbing with a soft-bristle brush and water or mild detergent. After cleaning, dry your tools completely to prevent rust and decay.

• Check for moisture in the motor and listen for odd noises.

• Inspect and tighten all the screws and nuts.

• Cover the battery compartment of the power head.

• Protect the charger from getting wet from rain and snow.

Be aware that some battery-powered equipment may be equipped with temperature sensors that prevent operation if temperatures are below zero degrees F.

Storage tips • Remove the battery from the charger and disconnect the battery charger from the power supply.

• Store the batteries in a dry, dust-free location, out of the reach of children. Store the battery in a temperature range of 41 degrees F to 77 degrees F to avoid extreme conditions that can impair performance. Steer clear of attics or unheated garages where temperatures can fluctuate dramatically. An enclosed space protects equipment from precipitation and provides protection against freezing. Covering with a drop cloth or a tarp can prevent dust and dirt buildup.

• Ensure the battery is charged to around half capacity, ideally between 40% to 50%, as this maximizes its lifespan. Most power tool batteries likely include a button to check the battery status. If storing the battery for longer than three months, the battery should be fully charged before storage.

Batteries should be charged from 60% to 100% before storing for extended periods of time, ensuring the battery will be ready to go for the spring season.

• Keep equipment separated from fertilizer or other corrosive materials that may be stored in the same space.

After storage • Charge any batteries that have been stored.

• Inspect batteries for corrosion.

• Clean surfaces that may have gathered dust or moisture.

• Consider taking larger equipment to a service center for a thorough checkup, especially if not done over the previous fall or winter. This is particularly important to ensure intricate mechanical parts are in top shape.

It’s important that batteries are stored in a dry, dust-free location, out of the reach of children.

Husqvarna

Sources: Jason Wilk, senior product manager for Echo; Chris Richert, product manager, handheld battery for Husqvarna; George Reister, director, residential product from Husqvarna; and Clint Briscoe, senior product manager at The Toro Co.

www.greenindustrypros.com ❙ NOVEMBER/DECEMBER 2024 ❙ GREEN INDUSTRY PROS 27

I R R I G AT I O N + WAT E R M A N A G E M E N T

BY SARAH WEBB

TRENCHER TACTICS Two product experts dig into why safety is so imperative when trenching and lay out safety tips.

A

s big pieces of equipment, trenchers should always be respected as such.

“Safety is paramount with trenchers because you don’t want to ever be in a position where you’re crossing paths with one,” says Sarah Barreto, marketing staff at Barreto. “We have a dig chain control lever on the unit that when disengaged, the chain automatically stops moving. Instructing people on how to give space and maneuver around the equipment is also important.”

Barreto and Brant Kukuk, product manager of compact equipment at Ditch Witch, dig in to how irrigation pros can ensure they’re operating trenchers safely.

Safe practices Before trenching, Kukuk advises operators call 811 or the local service in their area to ensure there are no existing underground utilities in the area. Operators will also want to understand the terrain and soils in which they will be working.

“Soft materials like sand could cave in, or hardpacked ground may require a bigger trencher with more horsepower,” Kukuk says. “If you’re working on an embankment or in a ditch, you need to understand the slopes that you’re going to encounter while trenching and understand what direction to trench those slopes.”

Other safety practices include: • Ensure operators never bypass the safety features of the trencher, such as the safety clutch.

• Always follow the instructions in the operator’s manual affixed to the machine.

• Park the units on flat ground when not operating.

• Communicate with the homeowner (if on a residential property) to ensure everyone is inside and out of the way. Create a visible barrier like cones to make sure people know you’re there.

• Long pants, eye and ear protection and protective footwear are essential when operating a trencher. Don’t wear jewelry or loose clothing.

Additionally, don’t force the trencher.

“You want to let the machine do the work,” Kukuk

says. “You don’t want to exert any physical force. The trencher is built to do the work by itself. There really should not be physical work done by the operator.”

Training tips Barreto and Kukuk note that many manufacturers provide safety and instructional videos to help irrigation and landscape companies train their crews.

Kukuk adds that everyone needs to understand the operator manual before using a trencher and that dealers can be an essential resource for contractors.

“Dealers can show customers how they need to configure the trencher based on their soil conditions and how much horsepower they may need based on the depth or width they need to cut,” Kukuk says.

Additionally, toolbox talks can help drill in the training that crews have undertaken.

Maintenance musts Finally, regular maintenance will ensure the trencher is ready to operate safely—and will help minimize downtime.

Daily checks can include: • Check the wear and tear on components that engage the ground.

• Ensure the chain is properly tensioned. Replace worn-out chains.

• Inspect teeth to see that they are sharp and still in place.

• Ensure bolts are tight, sprockets are still in the good shape and that pivots are not loose.

• Check oil and fuel.

• Ensure all drive components are working.

Finally, Barreto notes that cleaning mud and debris from the unit after each operation will ensure things run smoothly.

Operators should be sure to wear personal protective equipment before using a trencher.

Ditch Witch

28 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

PROJECT PROFILE

BY SARAH WEBB

Perfect HARMONY

W

hen a client contacted Kevin Minton of Coastal would bring perfect harmony to the space.

Source, asking for a contractor recommendation One of the main challenges involved the complex to install outdoor audio lighting, one name nature of the project, which Palimeno combatted rang a bell: Joe Palimeno, owner and landscape designer by keeping an open mind from the start. at Ledden Palimeno Landscape Co. in Sewell, N.J. “I worked with the client to find out about every part of “When I refer our contractors to projects, I try to match this project instead of just looking at it as being the landscape the right person to the job,” says Minton, who serves as the lighting installer,” Palimeno says. “We put together a very key accounts manager of national sales at Coastal Source, comprehensive landscape design proposal, and Coastal helped an outdoor lighting and audio provider. “There were huge us with the lighting schematic. All of the contractors on the site challenges on the project like the tight space and working were dancing around each other, but we made it work. A lot of around other contractors, but Joe’s team wants to be the challenges were handled before we even got to the site.” challenged. They embrace it—it’s incredible what they do.”

Because the house was in an area that was hundreds The client himself spent a lot of time outside, working of years old, when the company started to dig for during the day and unwinding there at night with a glass of the irrigation, it found old foundations, so it had to wine. He harbored a passion for music, which made the audio perform excavation work to install all the conduits piece of the project so crucial, and had also just invested a and then still have enough room for the plantings. lot of money into the property and wanted to show it off.

From start to finish, Ledden Palimeno completed “This space they were working in was very long and its portion of the project in about two weeks, with no narrow like a bowling alley, and the client had just rejoined more than three crew members on-site at a time. the bricks, so it looked fresh like a brand-new building,” “These are the kind of projects that excite us at Ledden Minton says. “It was on a corner lot, and the Palimeno,” Palimeno says. “The ones where not just any client had just spent all this money, contractor is going to be able to get in there and work so he wanted it to be a showpiece. within the tight confines, the historic nature Other things to consider were of the site and be respectful of that. In this that it’s in the middle of case, the goal was to bring more light to Philadelphia, so there’s all the building and bring attention to the kinds of other ambient architectural detail and historic nature lights and streetlights to of the house. It was a small project, compete with, making the but very exciting to be part of.” challenge even bigger.”

While Ledden Coastal Source Palimeno, a firm that provides 40 percent maintenance and 60 percent The house where the project design-build services took place lies in a Philadelphia for a mostly residential neighborhood, making the tight space clientele, was originally difficult to access. tapped to install landscape Coastal Source lighting and audio, after initial conversations, the company made a plan to install the irrigation as well.

“I started to ask a lot more questions,” Palimeno says. “There was no irrigation in the initial plan, so I talked to Drew (the client) about that, and we ended up developing a plan for irrigation and lighting because they had to be installed hand in hand.”

For the audio piece, Minton stepped in A primary goal of the project was to highlight the house as a showpiece. to do a demo and assist with what products www.greenindustrypros.com ❙ NOVEMBER/DECEMBER 2024 ❙ GREEN INDUSTRY PROS 29

NEW PRODUCTS

 Milwaukee Tool M18 PackOut Six Bay Rapid Charger The M18 PackOut Six Bay Rapid Charger simultaneously charges two batteries 40% faster than Milwaukee’s standard charger, then automatically moves to the next two so you spend less time charging and swapping batteries. Optimized for transportation and storage, it’s compatible and can be mounted in trailers or shops then transfered easily to the job. This new solution can charge six M18 RedLithium XC5.0 battery packs in just three hours.

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 Jobber Copilot Jobber Copilot is an AI-powered assistant that serves as a business coach, data analyst, marketing specialist and Jobber product expert. Jobber Copilot’s initial capabilities include the following:

• Marketing support: With context into a service pro’s customer trends and job history, Jobber Copilot can provide tailored marketing strategies to help businesses meet their marketing goals. Copilot can even write blog posts and social posts based on what’s relevant and interesting in their specific industry.

• Data analysis: Jobber Copilot goes beyond surface-level insights by using historical data within Jobber to analyze operational efficiency, cash flow, workforce performance and more. This means customers can access all their data instantly and receive suggestions on improving or highlighting areas of opportunity.

• Business coaching: Drawing on its expertise in home service and knowledge of the service pro’s business, Jobber Copilot can deliver highly relevant and personalized guidance based on a customer’s questions and prompts. Whether they need help with day-to-day challenges or want to work on long-term goals, Copilot provides tailored strategies with the business’ data and goals at its core.

• Jobber product expertise: As an integrated feature within Jobber, Copilot is highly knowledgeable about how to get the most out of the platform. Jobber Copilot will recommend features to help business owners achieve their goals and optimize their business operations. https://gpros.co/8jk0pw6p

 Greenworks Commercial 2025 OptimusZ Lineup Greenworks Commercial’s OptimusZ 9-Series Ride On Zero-Turn Mower can provide all-day cutting up to eight hours and up to 21 acres of mowing on a single charge. This mower operates with the equivalent power of a 65-hp mower. The 19K Constant Smart Cutting System and patented PowrTraq Smart Drive System ensure a precise and efficient grass-cutting experience to cover more acreage and allow pros to schedule more lawns per day. It provides high agility and traction control in any terrain and sheer power that easily handles slopes up to 20 degrees. Users save on maintenance time and money since the OptimusZ has no belts, no spindles, no oil or filters, making it a maintenance-free zero-turn mower for up to 2,000 hours. The retail price is $26,999. The OptimusZ lineup also includes 3 Series, 5 Series, and 7 Series models to meet end users’ diverse requirements.

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 Bobcat TL623 Telehandler Bobcat Co.’s TL623 telehandler is a telescopic tool carrier that offers the extended reach and high lift capacity of a heavyduty telescoping boom combined with Bobcat’s multiattachment versatility. The TL623 has a lift capacity of 6,000 pounds and a lift height of 23 feet for exceptional power and productivity with every demanding lift cycle. The advanced Tier 4, turbo-charged engine delivers powerful, high-torque performance, excellent efficiency and achieves emissions compliance without the use of a diesel particulate filter or selective catalyst reduction. Operators will also appreciate the engine’s reliable cold weather starting, along with a variety of features that make maintenance and service more convenient. Eco mode allows operators to maintain hydraulic performance without using the engine’s full power—working with lower rpm, less noise and lower fuel consumption. Smooth drive mode is ideal for maneuvering across jobsites with mild acceleration and deceleration while carrying loads.

Dynamic drive mode increases responsiveness of the telehandler’s acceleration and deceleration for traveling between tasks. Flex drive mode allows the operator to manage the engine speed independently from travel speed. Advanced attachment control mode allows for full auxiliary hydraulic performance.

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30 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

 Toro Dingo TX 1000 TURBO Limited Edition The Dingo TX 1000 TURBO, for a limited time only, will be available in an exclusive, textured matte black finish—offering a bold new look that matches its unmatched capabilities. The release of the Dingo TX 1000 TURBO Limited Edition coincides with the 10th anniversary of the Dingo TX 1000, the compact utility loader that changed the trajectory and history of the equipment category with a rated operating capacity of 1000 pounds. The Dingo TX 1000 Turbo is the next stage in that legacy with a turbocharged Yanmar diesel engine and the new patent-pending Smart Power feature to maximize engine, auxiliary and traction torque. The Dingo TX 1000 Turbo’s new turbo diesel engine delivers increased torque, significantly boosting productivity when using popular landscape attachments such as the trencher and auger. Toro engineers integrated the proven track system from the larger more powerful TX 1300 for improved track life and reliability. Available in both narrow- and wide-track models, the Dingo TX 1000 Turbo is built to suit operator and jobsite needs. The narrow-track model is 2,826 pounds and features a standard track with “B” style tread.

The wide-track version is 2,911 pounds. The Dingo TX 1000 Turbo Limited Edition model is available in wide track only.

 Caterpillar Next-Gen Cat SSLs and CTLs Caterpillar added eight new next-generation Cat Skid-Steer Loader (SSL) and Compact Track Loader (CTL) models. Four new Cat SSLs (the Cat 250, 260, 270, and 270 XE) mark the introduction of the next-generation design to the SSL line. Meanwhile, the new Cat 275, 275 XE, 285 and 285 XE mark the expansion of the next-generation design for the CTL line, joining the 255 and 265 announced in late 2023. The largest CTLs ever produced

by Caterpillar, the new Cat 285 and 285 XE compete in a new class size with greater lift height and lift and tilt breakout forces. The new SSL and CTL models carry on Caterpillar’s new machine nomenclature with the elimination of the series letter designation. All next-generation Cat SSLs are now identified by an ending model number of 0, while all CTLs have a model number ending in 5. Simplifying nomenclature, the middle number represents machine size with a larger number designating a larger machine. All next-generation Cat SSL and CTL models feature a redesigned engine compartment that places the engine and cooling package lower into the frame for improved stability, giving the operator confidence in handling heavy loads throughout all aspects of the work cycles. Meeting U.S. EPA Tier 4 Final/EU Stage V emissions standards, the four new CTL models are powered by the Cat C3.6TA engine, while the 250 and 260 SSLs are powered by the Cat C2.8T and the 270 and 270 XE by the Cat 3.6TA. These new engines maintain horsepower across a wider RPM range compared to the previous engines powering the D3 series and boast significant torque increases (13% for the 250 and 260, 35% for the 270 and 50% for the 275 and 285) for improved working performance.

With a vertical lift design, these machines feature significant increases in lift height, breakout forces and ROC.

https://gpros.co/ko1pyi5i

https://gpros.co/uj5qxf1y

 Yakta X-Frame Series Yakta will release the X-Frame series.

Available in early 2025, these mowers are designed to help operators do more with one unit and attachments.

Switching between tasks has never been easier, letting operators quickly and seamlessly disconnect their mower deck and connect to attachments. The X-Frame (XF), available on YXR 920 and 720 models, gives operators remarkable functionality and purpose-built equipment, all in one system. The range of upcoming attachments includes: snowblower, front-end loader with grapple and aerator. These attachments, plus more to come, turn the mower into an all-season powerhouse, allowing you to do more without needing multiple machines. Whether you’re mowing in the summer, clearing snow in the winter or prepping yards in the spring, the X-Frame has you covered.

https://gpros.co/84cd6p4n

www.greenindustrypros.com ❙ NOVEMBER/DECEMBER 2024 ❙ GREEN INDUSTRY PROS 31

NEW PRODUCTS

 Kubota SVL50x CTL Featuring a 48-inchwide frame, the new SVL50x is the smallest compact track loader in Kubota’s lineup and will be available at dealerships beginning in the first quarter of 2025. Available in four models ranging from an open (ROPS) station to a deluxe cab, the new SVL50x is powered by a 49.6 horsepower (SAE J1995 gross) Kubota diesel engine and features a working range that includes a rated operating capacity of 1,176 pounds at 35% of the tipping load, 4,900 pounds of bucket breakout force and a hinge pin height of 101.6 inches. Built for jobsites that require a tracked machine that can easily fit through narrow passageways and operate in confined spaces, the SVL50x is just 48 inches wide and measures 76.5 inches in height and 92.8 inches in length, with an operating weight of 5,620 pounds. The “x” in SVL50x stands for “extra” due to the number of additional features included in the new model. The SVL50x is available with a one-piece sealed cab that helps prevent dirt, dust, rain and debris from entering the operator space while providing a quiet operating environment. Another similarity to the SVL75-3 is a 7-inch color LCD touch panel that comes standard on the SVL50x. The SVL50x also includes an antistall system and an autoidling system that helps save fuel by reducing engine RPM when high engine speed isn’t needed and the control levers are in neutral for more than four seconds; a creep mode that slows the machine to a crawl when operating a trencher, snowplow and other similar attachments; and an undercarriage suspension with the midrollers suspended by torsion axles. Kubota Shockless Ride will also be available on the SVL50x to absorb shock when handling heavy loads.

https://gpros.co/rn8xekk8

 Vanguard CXi V-Twin with Oil Xtend System The CXi Series V-Twin engines are engineered for high-debris applications, featuring a patented Five-Step Debris Management System and cyclonic air filter for extended engine life. With the optional Oil Xtend System, these engines offer enhanced durability and extended maintenance intervals. Briggs introduced the Oil Xtend System on most CXi V-twin models. Oil Xtend more than doubles the 100 hour oil change to 250 hours. Oil Xtend aligns all maintenance internals for oil, filters and plugs to 250 hours. When it is time to change the oil, a top-mounted premium oil filter and an easy-drain oil hose make it easy and clean.

https://gpros.co/lnnhq7an

 Ferris Venture X Sprayer-Spreader The new Venture X features Ferris’ patented suspension system, a stainlesssteel platform and new comfort knee pads. It includes a speedometer and a 5-gallon fuel tank. Ferris has adopted toolless push-to-connect hoses.

The sump of the tank has been moved outboard of the frame rail which.

This, combined with the push-to-connect hoses, makes for easy tank removal providing ready access to the engine for service and maintenance.

https://gpros.co/25xv0uf8

 Stihl AZA 700 Series Powered by a 24 kWh lithium-ion battery, the Stihl AZA 700 Series includes the Stihl AZA 748, Stihl AZA 752, and Stihl AZA 760. Ranging from compact to large, with cutting deck widths of 48 inches, 52 inches and 60 inches, these mowers are tailored to each project’s needs. They have a 24 kWh battery built to go the distance with a run time of up to eight hours on a single charge. It can reach speeds up to 14 mph. Each mower converts from standing to walk-behind mode, giving operators total control over how they work. Equipped with an HMI (human machine interface) dashboard touchscreen display for users to access real-time data and LTE-mobile connectivity with GPS, these mowers offer remote communication.

Designed with ergonomics in mind, the AZA 700 Series also features cushioned knee and hip pads for all-day comfort, plus nonslip tread plates for standing stability. LED lights ensure enhanced visibility. With incredibly fast blade tip speeds, these mowers slice through even the toughest turf resulting in hours of nonstop, professional grade cutting performance. The AZA 748 offers precision and compact power with a 48-inch seven-gauge fabricated steel deck, perfect for smaller spaces and fine-tuning detail work. The AZA 752 steps it up with a robust 52-inch seven-gauge fabricated steel deck, ideal for medium-sized jobs with pro-level performance. The AZA 760 features a 60-inch seven-gauge fabricated steel deck, designed for those wide-open spaces that demand top-notch cutting power. Standard Features for AZA 748, 752 and 760 include front electronic takeoff port for future accessories; charging options for mobile devices with USB-A and USB-C ports in a secure storage compartment; a 250-pound front storage bin with tie-down points for added versatility; 17 adjustable cutting heights to get the perfect cut every time; and an automatic parking brake for seamless operation and time savings. It easily converts from standing to walkbehind mower depending on user’s needs.

https://gpros.co/f4q8v64k

32 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

 Exmark Turf Tracer Mower with XIQ Autonomous Tech Exmark’s Turf Tracer with XiQ. is designed to provide reliable supervised autonomy. The Turf Tracer with XiQ enables crews to do more, more efficiently, with the same number of people. The XiQ technology package is an integrated navigation and safety system. It leverages GNSS and RTK location technology combined with an ISO-certified radar detection system to identify obstacles and prevent collisions. Available with a 60-inch fullfloating UltraCut cutting deck and capable of mowing in autonomous or manual modes, the Turf Tracer with XiQ is the next-generation mower your business needs. The mower includes a 26-hp Kohler EFI ECV749 engine and 60-inch Ultracut Series 4 deck. The autonomous Tracer will be available in spring 2025.

https://gpros.co/3fq9yhqc

 Rehlko Command Pro 888 at Equip Expo

 OTR Engineered Solutions Grass Master XT Tire OTR Engineered Solutions expanded its line of Grass Master turf tires with the new Grass Master XT (GMXT) tire for riding, stand-on and zero-turn mowers, designed for customers who desire extra traction on hills, wavy surfaces or in wet conditions. Compared with the original Grass Master tire, the Grass Master XT has a higher tread-tovoid ratio to provide increased traction in challenging conditions. The new tread design also enhances the visual appeal for customers who prefer a more aggressive-looking tire on their mowers. Despite the tire’s enhanced grip, the Grass Master XT maintains a turf-friendly design that won’t damage lawns, even when making sharp turns or maneuvering on slopes. It’s available in eight different sizes.

https://gpros.co/i47odueo

SNOWBLOWER

Rehlko launched the new Command Pro 888, representing the next generation of Rehlko’s carbureted gasoline engines.

PARTS & ACCESSORIES

Features include:

• With an 888-cc displacement, this engine delivers exceptional power and torque density, all within a compact design that simplifies integration for OEMs. • Available in two distinct versions—the CV829 and CV832—the Command Pro 888 is purpose built to meet the demands of commercial users.

• With a focus on maximizing uptime and reducing maintenance costs, the engine delivers high net power while requiring less installation space.

• The Command Pro 888 delivers up to 32 net hp and 53 ft-lbs of torque in a compact design.

• The engine also features an excellent governor response, ensuring rapid power delivery with a new mechanical governor system.

• The Command Pro 888 engine is engineered to power a broad range of commercial ride-on and stand-on mowers.

• Its compact size and drop-in replacement capability make it easy for OEMs to integrate the engine into existing designs or new installations.

• The engine’s extended maintenance intervals significantly reduce downtime, resulting in maximum productivity and profitability. https://gpros.co/z8q75ux5

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

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www.greenindustrypros.com ❙ NOVEMBER/DECEMBER 2024 ❙ GREEN INDUSTRY PROS 33

CONTR ACTOR PROFILE

JEFF HELLER

BY SARAH WEBB

President, Innovative Maintenance Solutions Green Industry Pros: Can you talk to me about your journey in the green industry?

Jeff Heller: It was back in 2005. I was working for a

national maintenance company, doing all sorts of different types of maintenance, primarily landscaping and snow. I was with them for seven years, and then for a year, I was with a local landscaping company here in Indianapolis.

Then in 2012, I formed Innovative Maintenance Solutions and have been doing it for the past 12 years.

GIP: How has your company evolved?

Heller: It was grown totally organically. I did not purchase an existing business. I operate throughout the state of Indiana, doing virtually anything related to commercial maintenance, but landscaping and snow are roughly about half of my revenues. I started working with various businesses, and it was just a slow and methodical growth.

It was very pinpointed and structured. I knew where I wanted to go and what I wanted to stay away from, and we just built our reputation based on what we did well.

GIP: What have been your challenges?

Heller: Like most of the solid companies in our industry, we

are a service first company. We don’t chase price. We walked away from more business than we took on because we wouldn’t compete on price. So, in the last couple of years, when all of the COVID funding dried up, it’s been a challenge to be able to continue to sell and maintain our customer base with the value-add proposition, as opposed to just having to continually lower prices. It’s also always been a challenge to retain employees, but I think we’ve done that pretty well. We have been very purposeful when we brought employees on to give them a career path and integrate them into our culture so that they felt like they had a purpose, and it wasn’t just a paycheck.

GIP: What’s been your favorite part of the industry?

Heller: My background has always been in account

management across several different industries, and what I enjoy is taking an account from a prospect to a client and then

growing the services offered within that. I take great pride in being able to build and maintain relationships and not be a transactional type of company where we do a job, collect the pay and move on.

We like to build relationships.

GIP: What could the industry use more of?

Heller: We need more companies providing services

based on a value proposition, and not just not chasing prices downhill and and cutting corners to be able to maintain their margins and treating all their customers as though they are just a transaction. We could be a much stronger industry if more companies were providing value-add services, as opposed to just being the low price provider in their market.

GIP: What’s your favorite tool or equipment?

Heller: We’ve always been a big proponent of LMN. The

advent of software that’s been developed by somebody who has been in the industry and understands what the green industry and the snow industry need to run a successful business has probably been the biggest game-changer for me.

GIP: What advice would you give other landscape contractors?

Heller: Know your numbers inside and out. Understand

what your costs are, understand what your pricing structure needs to be to be profitable and understand and be able to read a profit and loss statement and a balance sheet.

GIP: Outside of work, what do you like to do in your free time?

Heller: I’m a voracious reader, and I’m a marathon runner.

I’ve done 12 marathons and probably about 60 half-marathons.

To read, I like anything self-improvement, autobiographies and anything business related. I’ll mix it up every once in a while and throw a John Grisham book in there to read.

34 GREEN INDUSTRY PROS ❙ NOVEMBER/DECEMBER 2024 ❙ www.greenindustrypros.com

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