August 2016 Landscape Trades

August 2017 VOL. 38, NO. 6

landscapetrades.com

Snow equipment, productivity and profitability Bob Wilton touts salesmanship

Snow and Ice SPOTLIGHT Double down on documentation New snowfighter products Parking lot research update

Court ruling comes down for the contractors

Canadian salt: A PORTFOLIO Page 12-13

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Contents

AUGUST 2016 VOL. 38, NO. 6

EDITOR AND PUBLISHER Lee Ann Knudsen CLM | lak@landscapeontario.com

ASSISTANT EDITOR Scott Barber | sbarber@landscapeontario.com ART DIRECTOR Kim Burton | kburton@landscapeontario.com LANDSCAPE ONTARIO MAGAZINE EDITOR Robert Ellidge | rob@landscapeontario.com GRAPHIC DESIGNER Mike Wasilewski | mikew@landscapeontario.com ACCOUNTANT Joe Sabatino | joesabatino@landscapeontario.com SALES MANAGER, PUBLICATIONS Steve Moyer | stevemoyer@landscapeontario.com INTEGRATED SOLUTIONS REPRESENTATIVE Greg Sumsion | gsumsion@landscapeontario.com COMMUNICATIONS COORDINATOR Angela Lindsay | alindsay@landscapeontario.com ADVISORY COMMITTEE Gerald Boot CLM, Laura Catalano, Mark Fisher, Hank Gelderman CHT, Marty Lamers, Jan Laurin, Bob Tubby CLM, Nick Winkelmolen, Dave Wright Landscape Trades is published by Landscape Ontario Horticultural Trades Association 7856 Fifth Line South, Milton, ON L9T 2X8 Phone: (905)875-1805 Email: comments@landscapetrades.com Fax: (905)875-0183 Web site: www.landscapetrades.com LANDSCAPE ONTARIO STAFF Darryl Bond, Amy Buchanan, Myscha Burton, Rachel Cerelli, Tony DiGiovanni CHT, Denis Flanagan CLD, J. Alex Gibson, Jeff Hicks, Jane Leworthy, Heather MacRae, Kristen McIntyre CHT, Kathy McLean, Linda Nodello, Kathleen Pugliese, Ian Service, Tom Somerville, Martha Walsh, Cassandra Wiesner

Landscape Trades is published nine times a year: January, March, April, May, June, August, September, October and November.

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Subscribe at www.landscapetrades.com Copyright 2016. All rights are reserved. Material may not be reproduced in any form without written permission from the publisher. Landscape Trades assumes no responsibility for, and does not endorse the contents of, any advertisements herein. All representations or warranties made are those of the advertiser and not the publication. Views expressed do not necessarily reflect the views and opinions of the association or its members, but are those of the writer concerned.

SNOW and ICE MANAGEMENT

Annual spotlight promotes success for snow and ice operators FEATURES

6 Data, details and defense

Snow professionals embrace technology to limit liability and support efficiency

BY SCOTT BARBER

12 A portfolio: Mining for safety

Views from the world’s largest salt mine in Goderich, Ont.

14 Parking lot research update

University of Waterloo effort quantifies the unknown: Off-road application rates

BY DR. TAIMUR USMAN

COLUMNS

18 Legal matters

Finally, a slip-and-fall case comes down for the contractor.

BY ROBERT KENNALEY

22 Road to success

Plenty of opportunity remains for independents — if you are alert.

BY ROD McDONALD

26 Management solutions

Snow equipment is expensive. The numbers reveal it is also key to better profits.

BY MARK BRADLEY

38 Mentor moment

Thoughts on salesmanship and reputation from Bob Wilton.

DEPARTMENTS

ISSN 0225-6398 PUBLICATIONS MAIL SALES AGREEMENT 40013519 RETURN UNDELIVERABLE CANADIAN ADDRESSES TO: CIRCULATION DEPARTMENT LANDSCAPE TRADES MAGAZINE 7856 FIFTH LINE SOUTH, MILTON, ON L9T 2X8 CANADA

GREEN PENCIL 4 SNOW PRODUCTS 30 INDUSTRY NEWS 32 CNLA NEWS 34 CLASSIFIEDS 36 COMING EVENTS 36 WHERE TO FIND IT 37

ON THE COVER: After a specialized continuous miner extracts salt from the Sifto Goderich mine, front end loaders take it to the crusher.

Portfolio on page 12.

AUGUST 2016 | LANDSCAPE TRADES |

3

greenpencil When business is drama, comedy and soap opera

Family ties

S

nowfighters work brutal hours guard-

ing public safety — everyone agrees. But beyond that heroic effort, insiders know that family businesses make up a huge portion of the snow sector. Essential family support just keeps coming through, winter after winter.

“Last year we had a ridiculous dump of snow. It went on for days and days; he had no sleep, and it got to where he was not even thinking so clearly anymore.”

Sherriann Dexter’s husband, Derek, manages The Grounds Guys of Winnipeg. She describes the challenge of supporting his snow removal responsibilities as “single parenting.” Carpooling

By Lee Ann Knudsen with a neighbour and coordinated phone calendars are ways the Dexters manage looking after their four- and six-year-old kids. On top of it all, Sherriann’s stressful and time-consuming profession is managing a mental health agency.

In response, she says the couple changed strategies and started being more careful about scheduling time for the family. The kids certainly miss their dad during snow season, she says, but it all balances out.

Regular family time featuring activities that have nothing to do with work is also key for the Tester family. The Testers operate TNT Property Maintenance of Kitchener, Ont. “When we moved, our son insisted we renovate the garage to house the busi-

4 | AUGUST 2016 | LANDSCAPE TRADES

ness, so we can close the door on it,” said Linda Tester. Snow is especially challenging for TNT, because the company also sells salt. Rob and Linda Tester’s children, Brian, Bobby and Missy, are key company supervisors. “The kids started working at 12, and they understand hard work. They come in to work, no matter what. Missy runs a sidewalk crew, has been since she was 16; we simply hired a driver for her.”

Missy is currently studying at Mohawk College in nearby Hamilton. A break from school means a bus ride, working her supervisor shift, getting five hours of sleep and catching the bus in time for school in the morning.

Linda Tester is proud of the business-family dynamic that has grown up; she calls it a different kind of relationship. That attitude extends to helping with groceries and around the house. She calls her children, “The most responsible people I have ever met.”

On top of my horticulture industry responsibilities, I moonlight in my own family business. Sometimes it feels like family businesses carry the full weight of driving Canada’s economy. We have to dot every I and cross every T, and figure out how to do it ourselves, without a legal department. Threat of postal interruption? The income delivery stream for many family businesses dries up. Family-owned companies do plenty of Canada’s heavy lifting, when it comes to signing the front of paycheques.

But the chance to tell your business partner and spouse “Well done,” on your own patio at sunset?

Priceless.

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We can

prove it Progressive snow and ice contractors embrace recordkeeping technology — the value is all in the details

BY SCOTT BARBER

Ken Ruddock, president of ULS Maintenance and Landscaping

6 | AUGUST 2016 | LANDSCAPE TRADES

Like the adage

about death and taxes, slip-and-fall claims are an unfortunate, yet inevitable, part of the snow and ice management industry. Whether the claims are frivolous, fraudulent or legitimate, it doesn’t matter how well service was performed if a contractor doesn’t have records to back it up.

Fortunately, technological advances are making it easier for snow and ice industry to document and track their services, prove they lived up to their contractual obligations and stop slip and fall claims in their tracks.

Massive data cache, no successful claims For Ken Ruddock, president of ULS Maintenance and Landscaping of Calgary, Alta., keeping insurance premiums down for his 100-truck fleet is critical. With 300-400 snow and ice clients in and around Calgary and Saskatoon, his risk exposure is high.

In business since 1989, ULS has never had a slip-and-fall claim go to past the discovery stage.

Investment in technology has been a big part of keeping that record clean. “Documentation is the centrepiece of everything we do,” Ruddock says.

The company stored countless files in 40ft. shipping containers for years, because they didn’t know where else to put them. However, several years ago, Ruddock decided to invest in a professional archive service to digitize the paperwork; when a specific document is needed for proof of service or to fight a slip-and-fall claim, it can be retrieved electronically in minutes. It is much easier than rooting through “those cold, dark and dusty containers,” Ruddock says with a laugh.

Ruddock says the documentation and record keeping starts at first contact with potential clients, where they assess needs and wants, as well as the client’s understanding of snow and ice management and liability issues. Some clients are sophisticated and understand the importance of thorough contracts and record keeping, while others, “just think they need someone to come shovel the snow.”

ULS won’t take on such clients, “because from our perspective, it’s hazardous every single day of the year,” Ruddock explains. “You can slip and fall as soon as there’s even the smallest amount of snow on the ground. In fact, there doesn’t even need to be snow or ice for a slip

and fall, so we will only do business with a client that understands the need to set up some measurable standards for when it snows X amount, we’ll attend the site within a specific time period and continue to service the property until it’s clear and deemed safe.”

There is no room for vague language in a contract that could allow an aggressive lawyer for a slip and fall claimant to wriggle his way in, Ruddock adds. And that’s just the beginning.

“Every piece of paperwork that comes from our crews is scanned and uploaded into Microsoft SharePoint,” Ruddock says. “We’ve been working this way for the last three years so that any document we could possibly need, stating the times a property was serviced, what equipment was used and how much material was put down, is at our fingertips.”

Smart tracking on smartphones Mark Humphries, owner of Humphries Landscape Services in Oshawa, Ont., takes electronic documentation even further.

His crew members input service information into specialized software installed on their smart phones, and the data is automatically uploaded to the company’s online cloud storage.

“As fast as my guys are typing it is as fast as I can see it,” Humphries says. “That’s how I can tell in real time where my guys are and what work has been completed.”

With over three decades’ experience in the snow and ice business, Humphries has never been hit with a successful slip-and-fall claim.

He attributes the clean record to the quality of the service his company provides, of course, but also to their zeal for organization and record keeping. Now, the ubiquity of smart phones and developments in digital storage are allowing Humphries to step up his game even further.

All of Humphries’ service records are downloaded from the cloud service and stored within massive hard drives at the company’s meticulously organized head office.

“We pull everything because lawyers will never launch a slip-and-fall claim during the winter,” Humphries says. “They wait for the summertime, hoping you forgot what went on.

They’ll wait until the very last minute, which is two years, in hopes that the contractor doesn’t have good records, knowing they can bust you on that fact.”

continued on page 8 AUGUST 2016 | LANDSCAPE TRADES |

7

Mark Humphries, Humphries Landscape Services

Humphries knows the process well, having faced several big claims over the years.

And he’s proud he has been able to make “every single one of them go away.”

“Why haven’t I had a legitimate slip-andfall claim? Because we do our work,” he says.

“Insurance lawyers love me because I’ll fight the case for them by laying out our records and our documentation.”

Every important detail is accounted for, because, “the little details actually weigh a lot when you get to arguing at discovery and pretrial, where most of these things are settled.”

The truth wins Humphries has also beaten fraudulent cases by proving his company had done its work and catching a claimant in lies. “It’s due diligence on my part,” he explains.

In one case, Humphries was certain his

crew had done its job at a plaza where a man in his 60s claimed to have fallen. He knew the claimant’s address was across the street from the plaza, and that it had a sloped driveway that was likely to ice. So Humphries figured the claimant likely slipped on his own driveway, fractured his shoulder, and took himself across the street to the retail plaza before calling an ambulance.

When Humphries told his insurance company’s appointed lawyer his theory, the lawyer told him he’d been “watching too much TV.” And that it would be impossible to prove.

But the lawyer was wrong.

At discovery, Humphries suggested the lawyer interview the claimant’s wife, listed as a witness on the action. “I told him to keep on her and on her and on her and to get tougher and tougher,” Humphries recalled.

“I knew that she would break and admit they crawled across the street to the plaza.

And she did.

“I know that we have paperwork and records to back up our work, so where is the claimant’s proof? If they say they were coming out of a retail store, can they show what they went in to buy? Do they have the receipt? How did they pay for it? If it was on their credit card, can they produce the records to prove it?”

Record keeping can go both ways.

Compact - Productive - Versatile

Keeping clients in the loop Jessica Milligan is vice-president of Strathmore Landscape in Montreal, Que. After getting back into the snow-and-ice business five years ago, the company has landed some of the most high-profile commercial contracts in Montreal, including the Place Ville Marie.

That caliber of clientele requires zero-tolerance service, meaning as soon as it snows or ices, service must be undertaken.

“At a major client like the Place Ville Marie, our service starts from the first day of snow till the last where we’ll have a presence onsite every single day,” Milligan explains. “Every morning we have crews that go around and tour each property to look for any drifting, or to clean up any snow or ice that may have fallen from a rooftop the night before, and it’s all logged. And it’s the same for each snow event of course, where crews will service each property and record all of the times and services that were completed.”

Like Humphries’ company, Strathmore also utilizes smart phones for record keeping.

But instead of using customized software, staff members input information into Google Docs, which is accessible online by administrators and management at their head office.

And not only does Strathmore store all of that data, but they also export the information to their clients.

“Sending all of that information each month was a service that we decided to add for our high end clientele,” Milligan explains. “They weren’t necessarily asking for it, at first, but now it’s really becoming standard across more and more of our contracts.

I think it has sort of set the tone for the industry in Montreal.”

Location, location, location GPS tracking is another business management and liability protection tool all three companies have embraced.

Ruddock and his company ULS are new to the practice, having launched a pilot project this spring. “We have talked about how GPS will be a useful tool to document where our guys are and what they’re doing as it relates to snow, because while we all have the paperwork that says we were clearing snow at a certain place and a certain time, going forward we will be able to pull a GPS report that can actually put our trucks physically there,” he said. “It corroborates the paperwork.”

He added, “This is a conversation I’m go-

8 | AUGUST 2016 | LANDSCAPE TRADES

8 | AUGUST 2016 | LANDSCAPE TRADES

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ing to have with our insurers and certainly when I’m dealing with a lawyer on a slipand-fall case. They all tell me that every little bit helps. So while I don’t think that just having GPS in the truck is the be-all and end-all, because technically a claimant’s lawyer could argue that it only proves that your truck is on a site and it doesn’t prove that your guys are there and that they are actually doing the job while they are there, it does work to augment the records the crews made.”

Installing GPS tracking was never about “the Big Brother aspect,” Ruddock notes, but it is a useful fleet management tool when it comes to tracking statistics like speeding and idling.

During the first month of their pilot project, Ruddock says they quickly noticed how much fuel their trucks were burning by idling. The stats showed that across the whole fleet, idling rates would see some 20,000 litres burned over the course of a year.

Going forward, Ruddock says they will be working with staff to reduce those figures, and he believes they could save more than double the cost of the GPS system in that area alone.

Milligan at Strathmore is also in the midst of a GPS pilot project, looking at speeding and idling, as well as optimal routing for crews.

Humphries has been using GPS technology for even longer. “All of our crews are tracked by GPS, which is pinging frequently to the point where we can actually watch a crew’s progress across a site, going back and forth, if you were inclined to watch that closely,” Humphries said. “More importantly, if there was ever an issue, say a client complaint or a slip-and-fall claim, we can pull the GPS breadcrumb trail and say, ‘look, we know it started snowing at five o’clock, we were on site at quarter after five, we progressed across the site as quickly as possible, but the claimant slipped and fell at an area that hadn’t been plowed yet.’ It wasn’t that we didn’t do our due diligence; we did everything we could in a reasonable manner, but we aren’t magicians.”

Risk control, yes; cost control, maybe

businesses more efficient and protect against slip-and-fall claims, none of the three could connect those practices with lower insurance premiums.

Indeed, when asked how technological advances can mitigate slip-and-fall liability risk, the Canadian Nursery Landscape Association’s partnered insurance broker, Marsh Canada, did not take the opportunity to comment.

However it’s obvious: the ability to store records digitally makes it quicker and easier to pull files in the event of a slip-and-fall claim; and GPS tracking provides rock solid corroboration for those records.

Will insurance providers catch up and recognize the potential these practices can have on liability issues for snow and ice professionals going forward? That remains to be seen, though it’s certainly worth discussing at your next broker consultation. In the meanwhile, all three contractors interviewed strongly endorse detailed documentation as LT a defensive strategy.

While Ruddock, Humphries and Milligan have each combined scrupulous record keeping with leading-edge tech to make their

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Mining

Canadian salt mines supply the snow and ice management industry

The Siftco Goderich mine is 533 meters deep, the height of the CN Tower, and stretches under Lake Huron for seven km.

12 | AUGUST 2016 | LANDSCAPE TRADES

for safety Canada is home to some of the world’s largest and purest salt deposits.

Interested in learning how the crucial de-icing material makes its way from those ancient deposits to our

roads, sidewalks and parking lots, Landscape Trades recently spoke with Gerry Rogers, vice president of operations for the Siftco mine in Goderich, Ont. — the largest operating salt mine in the world.

Drill-and-blast mining begins by cutting into the rock salt face using specialized equipment. Holes are then drilled into the face, and explosives break the salt into small rocks. Front-end loaders and trucks haul the salt to a crusher, where it is loaded onto a conveyor belt and transported to a mill.

A Great Lakes freighter is loaded with salt.

The Goderich mine produces up to nine million tons of salt each year; the vast majority of output is used for de-icing.

AUGUST 2016 | LANDSCAPE TRADES |

13

RESEARCH UPDATE:

Snow and ice control in parking lots

BY DR. TAIMUR USMAN

I

n countries with severe winters such like Canada, winter snow storms are a source of concern for transportation officials and the general public alike. Snowfall and ice formation on pavement surfaces deteriorate driving conditions, causing significant reduction in pavement friction and thereby causing safety and mobility problems. Pavement surface conditions are restored using winter road maintenance activities such as plowing and salting. However, winter maintenance operations also incur significant costs and negative environmental effects.

Every year, Canada spends over $1 billion to clear snow and ice on public and private roads, parking lots and sidewalks. This includes the use of over five million tonnes of salts for deicing and anti-icing operations. These estimates do not include signifi-

14 | AUGUST 2016 | LANDSCAPE TRADES

cant indirect costs such as damage to the environment, road infrastructure, and vehicles due to salt use. The environmental impact of salting has also been widely recognized, and research by Environment Canada concludes that salting for maintenance at high concentrations poses a risk to plants, animals and aquatic systems.

Because of these significant financial, environmental, and social implications, considerable research and development efforts have been devoted to the improvement of winter maintenance methods, products, and technologies over the past decades. However, most of the past efforts have focused on roadway maintenance, with little research on parking lots and sidewalks — which account for up to 30 per cent of all salt usage.

Though we do have guidelines and stan-

dards for winter maintenance when it comes to roads, none was available for parking lots or sidewalks.

Given this background, a research project was initiated by a request from the Snow and Ice Sector Group of Landscape Ontario, recognizing the need for a systematic study to address common questions facing every winter maintenance contractor: what is the right deicing or anti-icing material, and how much should be applied under a given condition?

The first step in the process to gain was an understanding of the current practice of parking-lot maintenance contractors; over 200 municipalities in Canada and the U.S. were surveyed. Building on this knowledge, a comprehensive testing strategy was developed by Dr. Liping Fu (the principal investigator for this project) and his research

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AVERAGE AVERAGE PAVEMENT AVERAGE PAVEMENT PAVEMENT TEMPERATURE TEMPERATURE TEMPERATURE (°C) (°C) (°C)

SNOW DEPTH .5 cm DURATION PLUS DESIRED PRECIPITATION

BASE PAVEMENT RECOVERY TIME (HOURS)

PRECIPITATION SNOW DEPTH .5 cm DURATION PLUS DESIRED BASE PAVEMENT RECOVERY TIME (HOURS) PRECIPITATION DURATION 1 2 3RECOVERY 4 PLUS 5DESIRED 6 BASE PAVEMENT TIME (HOURS)

7

1

2

3

4

5

6

7

8

7

85 1

702

55 3

454

30 5

15 6

70

08

-57 -3 -57 -31 -5 0 -31

70 85 60 70 85 45 60 70 40 45 60 40 45

60 70 45 60 70 30 45 60 25 30 45 25 30

45 55 30 45 55 15 30 45 10 15 30 10 15

30 45 15 30 45 150 30 0 150 00

15 30 0 15 30 0 150 0 00 00

150 0 150 0 00 0 00 00

00 00 0 0 00 0 00 00

00 00 0 0 00 0 00 00

10

0

0

0

0

0

10

0 DEPTH 40 125 SNOW cm

8

AVERAGE AVERAGE PAVEMENT AVERAGE PAVEMENT PAVEMENT TEMPERATURE TEMPERATURE TEMPERATURE (°C) (°C) (°C)

SNOW DEPTH 1 cm DURATION PLUS DESIRED PRECIPITATION

BASE PAVEMENT RECOVERY TIME (HOURS)

PRECIPITATION SNOW DEPTH 1 cm DURATION PLUS DESIRED BASE PAVEMENT RECOVERY TIME (HOURS) PRECIPITATION DURATION 1 2 3RECOVERY 4 PLUS 5DESIRED 6 BASE PAVEMENT TIME (HOURS)

7

8

1

6

7

8

2

3

4

5

7

90 1

752

60 3

454

30 5

20 6

75

08

-57 -3 -5 7 1 -3 -5 0 1 -3 01

75 90 65 75 90 50 65 75 40 50 65 40 50

60 75 50 60 75 35 50 60 30 35 50 30 35

50 60 30 50 60 20 30 50 15 20 30 15 20

35 45 20 35 45 5 20 35 0 5 20 05

20 30 5 20 30 0 5 20 050 00

205 0 205 050 000 00

50 050 000 000 00

00 000 000 000 00

0 DEPTH 40 1.5 30 cm 15 SNOW

0

0

0

0

0

PRECIPITATION DURATION 1 2 3RECOVERY 4 PLUS 5DESIRED 6 BASE PAVEMENT TIME (HOURS)

7

8

1

2

3

4

5

6

7

8

7

85 1

702

55 3

454

30 5

15 6

70

08

-57 -3 -57 1 -3 -5 0 -31 01

70 85 60 70 85 45 60 70 40 45 60 40 45

60 70 45 60 70 30 45 60 25 30 45 25 30

45 55 30 45 55 15 30 45 10 15 30 10 15

30 45 15 30 45 0 15 30 0 150 00

15 30 0 15 30 0 150 00 0 00

150 0 150 00 0 00 0 00

00 00 0 00 0 00 0 00

00 00 0 00 0 00 0 00

0

40

25

10

0

0

0

0

0

AVERAGE AVERAGE PAVEMENT AVERAGE PAVEMENT PAVEMENT TEMPERATURE TEMPERATURE TEMPERATURE (°C) (°C) (°C)

SNOW DEPTH 1.5 cm DURATION PLUS DESIRED PRECIPITATION

BASE PAVEMENT RECOVERY TIME (HOURS)

PRECIPITATION SNOW DEPTH 1.5 cm DURATION PLUS DESIRED BASE PAVEMENT RECOVERY TIME (HOURS)

16 | AUGUST 2016 | LANDSCAPE TRADES

PAVEMENT TEMPERATURE, TIME AND RATES The tables show that if the average pavement surface temperature is -3° C, then to melt 1 cm of snow, reaching bare pavement within four hours, the minimum application rate should be around 20 lbs. per 1,000 sq. ft. All data for regular snow with a density of 100 kg per cubic meter.

team, and over recent years data from more than 100 sites have been used to model bare pavement recovery time as a function of salt application rate and other weather variables.

The modelling results are shown in the accompanying table.

Later on, different adjustment factors were developed to account for different snow types, traffic levels, alternative salts, effects of pre-wetting and pavement types.

These tests were, however, conducted more or less in a semi-controlled environment.

To validate the results from the previous years, data from the winter of 2015-2016 will be used. Data has been collected from 14 sites across Kitchener-Waterloo, Ont., for different parking lots (in terms of area and functionality) for this past winter season. The main objective is to field-validate

the models developed earlier and fine tune the adjustment factors under real world environments. The research team is currently working on compiling and organizing the data from winter 2015-2016, following which a detailed analysis will be carried out.

The final findings will be made available at www.sicops.ca before the winter 2016-17. LT

Dr. Taimur Usman is a post-doctoral fellow at the Innovative Transportation System Solutions Lab, University of Waterloo. A large number of researchers have contributed to the success of this project, including two post-doctoral fellows, four full-time graduate researchers, and over 24 co-op students. This project has been made possible with the financial and logistic support of many organizations from both the government and the private sectors, including Landscape Ontario, GO Transit, Toronto Region Conservation Authority (TRCA), Natural Sciences and Engineering Research Council of Canada (NSERC), Ontario Ministry of Transportation (MTO), Snow and Ice Management Association (SIMA), and a number of private contractors from across Ontario.

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legalmatters

A recent slip-and-fall case: One for the contractors

BY ROBERT J. KENNALEY

Justice Cornell released his decision in Cannon v Cemcor Apartments Inc., 2016 ONSC 2828 (CanLII) on April 29 of this year. The case involved a slip and fall on a large parking lot in Sudbury, Ont., where a contractor had a verbal agreement with the landlord to ‘sand when required’ with sand treated with salt. The contractor was also required to clear the lot when 10-15 cm of snow accumulated. The plaintiff, Cannon, allegedly slipped and broke his leg. He sued the landlord, who was responsible as the Occupier of the premises in question. The landlord defended the claim on his own, and did not add the contractor as a third party.

The Court ultimately dismissed the plaintiff’s claim. Justice Cornell decided the landlord had a reasonable policy for winter maintenance in place and the contractor had, in fact, reasonably followed that policy on the day of the heavy snowfall in question.

His Honour also referred to, and followed, a number of cases which limit the obligations of the Occupier to that of ‘reasonableness.’ His findings are worth repeating, here: “[46] The introduction of the Occupier’s Liability Act, R.S.O.

[47]

1990, c. O.2, significantly changed the law in this area.

In McErlean v. Sarel 1987 CanLII 4313 (ON CA) it states at p. 6, para. 39, the “rigid and formalistic common law classifications of trespassers, licensees and invitees…” was replaced with the requirement that general negligence principles be applied including the test of reasonableness.

To paraphrase s. 3(1) of the Occupier’s Liability Act, I pose the question “Did the occupier landlord take reasonable care to see that persons using the parking lot were reasonably safe while doing so?” This is simply a restatement of the principle established in Waldick v. Malcolm, 1991 CanLII 71 (SCC) at para.

32 where the court indicated that the examination must involve whether the occupier has “… a reasonable system in place to ensure users will be reasonably safe from slipping and falling due to weather conditions.”

18 | AUGUST 2016 | LANDSCAPE TRADES

[48]

The standard expected of an occupier has been considered and clarified in a number of cases. I agree with the law as stated in the defendant’s factum:

• “. . . neither perfection nor unrealistic precautions against known risks” are required; see Kerr v. Loblaws Inc., 2007 ONCA 371

(CanLII) at para. 19

• “. . . does not extend so far as to require the defendants to remove every possibility of danger.

The test is one of reasonableness and not perfection.” see Garofalo v. Canada Safeway Ltd., 1998 CarswellOnt 339 (Ont. Gen. Div.) at para. 28

• “The positive or affirmative duty that is imposed upon the defendant does not extend to the removal of every possible danger. It does not require the defendant to maintain a constant surveillance or lookout for potential danger.” see Garofalo, at para. 31

• “Occupiers are not insurers.” see Salman v. Desai, [2015] ONSC 878 at para. 39

• A winter maintenance system and its implementation does not need to be “foolproof”. see Gardiner v. Thunder Bay Regional Hospital, 1999 CarswellOnt802 (Ont. Gen. Div.) at paras. 34, at p. 8; upheld on appeal at 2000 CarswellOnt124 (Ont. C.A.) [49] I conclude that given the realities and conditions that are experienced in Northern Ontario in the winter, the landlord did have in place a reasonable policy to provide proper winter maintenance for the parking lot.”

It would certainly concern us that a winter maintenance contractor was performing work on the basis of a verbal contract, for reasons which we have set out in numerous articles previously. It would also concern us that the contractor in this case might not have kept the best of records, to track the work it performed. Nonetheless, the

decision is a good one as it reiterates the principle that, at least in Ontario, neither the occupier nor the contractor he hires is responsible to guarantee against slips-and-falls. Rather, what is required is that a reasonable system be in place to guard against such falls — and that the system be followed. The approach recognizes that slips and falls can, and will, occur and that no one will be at fault, if a reasonable policy was put in place to reasonably guard against them.

(We understand that this law is generally the same across Canada, although it would have to be reviewed in each jurisdiction, in relation to each circumstance, in that regard).

Although the Court found in favour of the landlord in this case, it is worth remembering a few points: l The occupier will generally be expected to have a reasonable system in place to guard against slips and falls; l the occupier will generally be expected to follow that system, in order to avoid liability; l it is, accordingly, very important that both the system itself and the details of how and when it was followed be documented, in sufficient detail to prove these points;

l this generally means a detailed contract that clearly sets out the

scope of work, along with detailed site and weather records will show the contract was followed; and l contractors can be hired to perform less than what someone might say (or decide) was reasonable. In this case the person hiring the contactor should be responsible for the short-fall in service, so long as the contractor did what he or she was hired to do. This later fact, of course, makes the need for clear, detailed LT contracts and good site records all the more important.

Rob Kennaley practices construction law in Toronto.

He speaks and writes regularly on construction law issues and can be reached for comment at 416-368-2522 or at kennaley@mclauchlin.ca. This material is for information purposes and is not intended to provide legal advice. Readers who have concerns about any particular circumstance are encouraged to seek independent legal advice in that regard.

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7/7/16 3:18 PM

ADVERTORIAL

A Great Canadian Success

BY CHRIS O’DONOHUE | President

E

very business has certain values, goals and expectations that drives each and every member of the team. A plan for profit, great work ethic and customer satisfaction are common factors for business owners. One factor that is often overlooked is a sense of community – and for The Great Canadian Landscape Company, a locally owned and operated business in North Vancouver, community is a driving force for long-term success.

to be more accurate and in the end, more profitable – thanks to the software’s detailed and accurate timesheet, estimating, and scheduling capabilities.

“Our community supports us each and every day, and to be successful you have to do the same,” explains Chris O’Donohue, President and Founder of The Great Canadian Landscaping Company Ltd. “Our team is the final key. They are the face of our business and provide the great service to our clients that led to our success.”

So, what was the driving force that led the company to try this software in the first place?

The Great Canadian Landscaping Company was found in 2000. Focusing on Design, Build and Maintenance, this company proudly services residents of North Shore, Vancouver and Burnaby. “As a locally owned and operated business we have been able to be successful with great work, award recognition, and with enthusiastic presence,” says O’Donohue. “Our team is the face of our business and they provide great service to our clients, which we are known to have.”

Real Time Management Nearly six years ago, The Great Canadian Landscaping Company started using LMN – a popular landscape estimating software that has obtained thousands of active users across the globe. With budgeting software, estimating capabilities, rapid scheduling and a mobile timesheet application, LMN has been able to provide O’Donohue and his team with the groundwork to continue on the road to success.

“In the first two years using LMN we made it mandatory that our staff use the LMN Time module and we saved over $120,000 on time theft alone.” explains O’Donohue.

He added that LMN has allowed his company

“LMN has allowed us to provide detailed job planners to our staff and project managers before they set foot on one of our client’s properties. We also can easily provide material lists to our crews – which ensures that nothing is missed.”

Simply, The Great Canadian Landscaping Company wanted to price projects successfully and implement future growth.

While there were plenty of similar software applications to choose from, LMN stood out.

“A lot of software solutions are not current or do updates as often as LMN. Being current and providing up-to-date tools and solutions is important to our success long term,” said O’Donohue. “Earlier this year, LMN released their CRM module which we use to track close ratios and sales of our estimators. It keeps the entire team focused!”

Three Steps for Success Every company needs a recipe for success.

The Great Canadian Landscaping Company relies on a three-step process: Design, Install and Maintain.

According to O’Donohue, the best way to begin a new landscape renovation project is with a Design. At The Great Canadian Landscaping Company, 2D and 3D renderings are available, which help each and every client envision their dream. This phase not only determines the client’s wants and needs, but also their elements of the project, and overall budget. “LMN comes into play after this first meeting, where we prepare a budget for the initial design work. When the design is completed and accepted, we use LMN to prepare a professional quote for review and approval that shows cost of goods

sold, breakeven points and an accurate profit margin,” explains O’Donohue.

From here, the Install team of machine operators, hardscape and softscape leaders will set out with the plan and execute the project using the LMN Scheduling module.

Each site is overseen by a project manager who will be the liaison during the course of the project as the need arises. An estimator and designer will be available as well, to ensure the scope is completed as proposed – they have full access to the status of the job at anytime since LMN is a cloud based software.

As the job progresses, we use LMN Time data and compare the labour and material actual costs against what was estimated to keep the job within budget and stay efficient,” says O’Donohue. “The office can also leave notes for the field online so nothing gets missed!

This is especially useful in the winter for our snow maintenance.

Once the installation is complete, the company’s Maintenance Estimator will meet to discuss future maintenance needs and requirements. “Our team of experienced maintenance crews can now take over where our installation team left off. We offer weekly lawn and garden maintenance, fertilization programs, irrigation and landscape lighting services and garden cleanups as required.

We also have an entire snow division that handles both residential and commercial maintenance. LMN allows us to prepare a detailed service estimate and contract to be reviewed by our client.”

LMN changed the way The Great Canadian Landscaping Company looked at each and every maintenance and installation contract that came their way. Staff members were able to see estimated profit before sending it to a client - making the end result predictable and accountable.

“LMN has allowed us to become a better company, price jobs more successfully and make our company more profitable… which in turn allows us to be more successful and win future accolades. It allows us to get away from the ‘old fashioned’ square footage or linear foot method used even today by many of our competitors - who in the end, really don’t know their actual costs or profit. This has added to our bottom line impact on profit and our overall success,” said O’Donohue.

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Still room for us independents

BY ROD McDONALD

The story I am about to tell has very little to do with the following column, except to remind us of our ABCs, Always Be Closing.

My wife and I have season tickets for the symphony orchestra. After a concert we will meet up with friends at our heritage hotel for drinks. In Regina it is The Hotel Saskatchewan.

One evening, we do not feel up to ‘The Sask,’ so we head to our neighbourhood McDonald’s for a coffee. I know. That is one weird exchange of venues; we were checking it out.

Regardless, it was 11:00 p.m. on a Saturday night; we were dressed up in our finest and the only adults in the joint. The rest were kids, 14 and 15 years old, too young to drive. The table next to us contained a dozen boys and girls. A pretty, young female walks in and joins this table.

Seated next to her was a young lad who obviously, at least to me, had an interest. He inquires as to her relationship status and she replies, “I have been single for at least four months now.” An interesting choice of words at 15, but I am not there to teach English class.

We are not eavesdropping. No, we are too mature, we are merely overhearing. In these circumstances, I tend to regard myself as a social anthropologist, observing an indigenous species — scholarly research, of course.

The young man proceeds no further; he just stares at her, saying nothing. I whisper to my wife, as I am a dyed-in-the-wool salesperson, “Close the deal. Just close the deal.”

I wanted to take the young man aside to teach him the wisdom of his elders on how to always be closing. I would propose that his words to her be, “That is such good news to hear that you are not seeing anyone right now. I have always found you interesting and I have always wanted to ask you out.” Perhaps a bit old school but still effective, given the circumstances.

My wife is laughing at me, something she does with occurring regularity. “What would you have been like in this situation when you were 15?” she asks. I responded with great honesty: “Uh...uh...uh...uh.” I went on: “It was not until later in life that I became a gifted closer and quite smooth.” I was no

longer being my modest self.

“Really? On our first date, you told me that I smelled better than peat moss!”

With a gift for gab that included a statement such as that, she had to know that I was not only a true closer but that I was a dedicated greenhouse operator, through and through. I have absolutely no recollection of having ever uttered the peat moss line. I plead amnesia on anything I said in my 20s.

So here are some observations from this past spring. Once again, I toured all the box stores in my area. The good news: There is still a lot of room for independents. The box stores’ main weakness is their chronic inability to manage inventory. They are so used to handling inventory that does not require any maintenance. Products in boxes can just sit there, but plants must be cared for.

The plants at the back of benches or lined up along the fence line are always in terrible condition. The front stock will often be watered, but back stock is neglected. If there are racks of plants that are in good shape, they

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roadtosuccess

SELENA BECKMAN-HARNED

ROB BERTOLF

Fairy gardens and heirloom tomatoes were hot this year — two product categories compatible with independent retailers.

have just arrived from the grower.

It makes me think. Every greenhouse dad or mom instructs their kids from the time they can walk, to always ensure the inventory tucked away is cared for as well as the display inventory. “That is our profit,” they ingrain in every child.

When I walk into independent operations, seldom do I find stock that is not cared for. I know I could never go to sleep at night if I knew plants needed water, and I also know my readers are cut from the same cloth.

The next item is that box stores have upped their game in terms of selection. This has been happening for a few years. There was a time when all they carried were smaller and cheaper nursery stock.

We often remarked one could never complete a landscape job from a box-store garden centre. That statement is no longer true. I saw many trees and shrubs in 10-, 15- and 25-gallon pots. There were many speciality items, including weeping plants, grafted trees and even newer introductions. At one time, box stores were filled with only generic, one-gallon shrubs and the occasional two-gallon. Not today. That has changed.

However, the box stores have not been able to find knowledgeable sales staff. Once they graduate, most people do not aspire to working in a box store. During my visits, I usually play the homeowner, asking basic questions and receiving astoundingly poor answers. “Yes. This will grow in full sun. The tag says it will.”

At the independents, I observe customers rallying around staff members, peppering them with questions. They want to speak with someone who has grown plants in their neighbourhood, not a tag reader. Information continues to be our strongest selling feature, and a feature that sets us apart. This year, I led four seminars for a local greenhouse. They were well attended, as people want to learn how to become better gardeners. Showing people how easy it is to plant a container, along with some tips to make it look great, is what nouveau gardeners want. I know, I have preached the benefits of seminars for years and there is a reason. Seminars work.

Each year, there are surprises. I am still surprised at how strong the market is for heritage or heirloom tomatoes. I work part time at a local greenhouse. The owner grew 26 types of heirlooms this year, placing his own labels on the pot. They flew off the shelf, to use an established euphemism. Obviously, there is a strong market for heirlooms, much stronger than for ordinary tomatoes.

Also catching me by surprise was the popularity of the fairy gardens. I don’t get it. I was not one of those lined up at the till with my coveted purchase, but I don’t have to get it. I just have to notice it and record it. And what I noticed was the number of dollars that customers are spending on that particular line.

24 | AUGUST 2016 | LANDSCAPE TRADES

24 | AUGUST 2016 | LANDSCAPE TRADES

I like to remind people who are new to our trade: you don’t own a market forever. If any item or segment becomes quite popular, expect competition. Expect that one day, your top-selling category might not even make a dent on your gross sales.

In the early part of the ‘80s, I was the first in my area to carry top-of-the-line concrete fountains, birdbaths and statuary. My first order was for three fountains, 10 bird baths and a few ornaments, a small order indeed. My staff laughed at me and my enthusiasm.

They assured me no one would buy these products. All the items sold quickly and we placed a large reorder. Each year, our sales in this department climbed. I had to hire a summer salesperson to look after the area, as we sold phenomenal numbers for the next 15 years.

Then, I learned that you never own a market forever. My main supplier started selling to any greenhouse operator who wanted stock. They even sold product into a pet store! The other stores did not do a good job of selling the product line. Their enthusiasm quickly waned and fountains were left not working in corners. It devalued the product line, and discounts became rampant.

When the manufacturer decided to sell to box stores, it was time to move on. Margins fell and I was moving less and less, only a few specialty lines. Ironically, the manufacturer who had flooded the market paid a price as well, going into receivership. It is not as if the box stores are fond of letting their suppliers make money.

There is still room for the independent. There is still room to make good money in this trade, but you must offer something special. To succeed, an independent has to offer a shopping experience, not just a shopping cart. The quality has to be there. The plant maintenance has to be there, the cleanliness has to there, and the ‘we care about this place’ attitude must prevail at all times. This past spring and summer, I visited several independents who follow those rules, and all had line-ups at the till.

Usually a good sign, and I don’t have to preach that sermon from a mountain top. At least not to you, I don’t. There are those people who are staying on the road to success, and I am always pleased to LT write about success stories. I love success stories.

Rod McDonald owned and operated Lakeview Gardens, a successful garden centre/landscape firm in Regina, Sask., for 28 years. He now works full-time in the world of fine arts, writing, acting and producing in film, television and stage.

AUGUST 2016 | LANDSCAPE TRADES |

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managementsolutions

Equipment could be your top snow and ice salesperson

BY MARK BRADLEY

Your equipment has a significant influence on your snow and ice sales. From the types of work, to the number of sites you can complete in a shift, right through to what you are charging, equipment plays a strong hand in the work you win each winter.

You could argue that your equipment is just as effective as a great salesperson. How? Let’s take a look at a couple of examples.

Let’s say two snow and ice companies are bidding on the same property: 2.25 acres of accessible asphalt. Its difficulty is average, with no particular tight spots or challenges.

For the purposes of a simple example, we are not including salting — just the plowing.

Their estimate, super-simplified for this example, looks something like the following:

ACME MAINTENANCE ESTIMATE Plow truck and driver 2.8 hours Cost per push $126 Overhead $68 Price per push $260 Estimated pushes per season 20 Seasonal price $5,200 Zappa Landscaping is also bidding on this same lot. They own some backhoe loaders; using their backhoe with a 14-ft. blade, they get better productivity, but are also spending

ZAPPA MAINTENANCE ESTIMATE

EQUIPMENT AFFECTS COMPETITIVE PRICING Acme Maintenance does mostly maintenance work. They don’t own any large equipment, but they do have a fleet of trucks and plows.

Using a plow truck with an eight-ft. blade, Acme comes up with an estimated time of 2.8 hours to plow the lot in an average event.

Backhoe loader and operator 1.5 hours Cost per push $95 Overhead $68 Price per push $163 Estimated pushes per season 20 Seasonal price $3,260

more on both equipment and operator. So, their equipment and labour costs are higher, but so too is their productivity. Using the exact same overhead and net profit margin as Acme, Zappa Landscaping’s bid is much lower as a result of the improved productivity.

Even if Zappa recovered more overhead and/or profit on their bid (if their costs are higher, they would likely recover more overhead), they still have thousands of dollars of wiggle room before they are competing with Acme’s price.

There is almost no scenario that Acme could compete and win this job, when bidding against Zappa. And Zappa is not giving work away for free either — they just found the most productive equipment for the job.

Now you might argue that Acme has the trucks — so if the job required salting, they might have the upper hand. Maybe. Let’s look at how equipment can affect salting operations in our next example.

continued on page 28

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managementsolutions MORE BILLABLE TIME We all want to control costs, but we should be more concerned with cost optimization instead of cost savings. What does that mean?

Think about it this way — the post office could save costs if it got rid of all mail sorting equipment. But if they got rid of that equipment, they would spend ten times (or more!) in labour, doing all that sorting far less efficiently.

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Cost optimization works the same way in our landscape and snow businesses. If you are trying to avoid equipment because it increases your monthly payments, or the equipment is an expensive payment, be sure to look at cost optimization before you make any final decisions.

Use Acme Maintenance again as an example. Imagine they have five ¾-ton pickup trucks with plows and salters on the road during each event. Each driver starts at the yard and loads with salt. They plow and salt, but during the night they return to the salt yard to wait, then load, then sign paperwork, then return to their route. They plow and salt a few more sites, then return at the end of their shift to clean up.

Acme could complete its routes more efficiently with a larger salt truck. Instead of all the pickup trucks salting, the larger truck is a dedicated salter. This could save money several ways: l Acme could eliminate or reduce the size of salters on its pickups l The pickup trucks would suffer less salt damage, requiring less time for washing and maintenance. l Acme’s drivers would spend a lot less time loading salt and driving to and from salt yards, and could spend more time plowing. With only one dedicated salter truck having to load salt, far less often, more employees are on billable time instead of unbillable time. l The pickup trucks could add one or more extra sites to each route, using time saved by not salting and loading salt during every event. l Acme could use the larger truck in the summer, especially when equipped with a hook-lift, for large material moving, equipment mobilization, bin or disposal moving and more.

Given all these savings, Acme runs a simple scenario. If they purchased a dedicated salt truck, they estimate each pickup truck driver would save at least one hour per shift on loading, driving, re-loading and unloading salt. The numbers are shown in the charts.

In just two events per month, Acme more than covers the cost of the salter truck lease with the extra billable time, generating more AUGUST 2016 | LANDSCAPE TRADES |

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revenue per event. In this example, and factoring all the other benefits above, it looks like a good business decision.

So as the snow season approaches, take the opportunity to study the equipment you have in your fleet. Where possible, optimize your spending instead of just controlling it for the greatest impact on your bottom line. LT

Mark Bradley is president of TBG Landscape and LMN, based in Ontario. As always, the numbers in this article are intended to project realistic examples, but not as actual costs or savings for any specific company. Be sure to run scenarios with your own costs, revenues and time-saved estimates.

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snowproducts Dozer blade

Tailgate spreader

The new Dozer Blade 2500 from Avant is designed for clearing snow from large areas such as industrial estates and parking lots. The blade is equipped with two 10-in., bolt-on extensions, which can be mounted as collecting or straight edge, and has a turntable blade with straight and icecutting edges. It also features a new floating system that allows the blade to float vertically, making work on uneven surfaces easier and more efficient.

The new SnowEx SP-575X and SP-1075X Tailgate Pro spreaders feature more compact controls with fewer wires for enhanced functionality and simpler installation. Offering hopper capacities of 5.75 and 10.75 cubic feet, respectively, the SP-575X and SP-1075X single-stage spreaders can apply salt and deicing materials to roads, driveways, parking lots and recreational paths. Allowing material spread width adjustment up to 40 feet, the new enhanced spreader control is more compact than previous models.

SnowEx www.snowexproducts.com

Avant www.avanttecno.com

Snow blower The new P-1080TRC high-performance, commercial snow blower from Pronovost is 108-in. wide and is compatible with tractors up to 200 hp. Mountable on the front or back of a three-point hitch, the snowblower has numerous options including telescoping truck loading chute, high-capacity reduction gear drop box, heavy duty ice auger and drift cutters.

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Meyer’s new Power Box Plow, which telescopes from eight to 12 ft. using in-cab controls, saves time and can be attached to almost any machine. Its patented multipurpose design dramatically increases the functionality and maneuverability of containment plows while keeping the benefits of high performance power units. The Power Box Plow has adjustable left and right hydraulic wings that move to the operator’s desired length, increasing maneuverability and easily clearing narrow areas or open lots. It attaches to skid steers, tractors and compact wheel loaders with a convenient free-floating mount, and flips over for more effective push and back drag of snow.

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Box plow

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For information on our all-new V-Plow, Wing Blade and QUIK*LINK® IV mounting system, or to locate the Arctic dealer nearest you, please visit www.arcticsnowplows.com APRIL 2016 | LANDSCAPE TRADES |

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industrynews Cullen awarded Order of Canada Gardening writer and personality Mark Cullen was named a Member of the Order of Canada on July 1. The selection committee wrote: “Mark Cullen is Canada’s most beloved gardener.

Through his varied media appearances, radio programs, newspaper columns and books he has helped and encouraged countless gardeners and farmers to grow sustainable, healthy produce.

Mark Cullen ... Notably, he is the founding chair of the Highway of Heroes Living Tribute, a tree planted for each of Canada’s fallen in times of war since confederation.”

CanWest announces education lineup The 2016 CanWest Horticultural Expo runs Sept.

28-29 at Tradex in Abbotsford, B.C. It will fea-

ture full-day sessions on landscape design, stone fire pit construction and urban forestry.

Workshops and power clinics address retail strategies, rain gardens, plant selection, fruit trees and more. For information and registration, visit canwesthortshow.com.

Hahn Oberlander receives landscape architecture medal The Canadian Society of Landscape Architects (CSLA) recently selected Cornelia Hahn Oberlander, O.C., MBCSLA, FCSLA, FASLA as the inaugural recipient of the Governor General’s Medal in Landscape Architecture. The CSLA wrote: “Many ground-breaking ideas, such as the importance of exposure to nature and the creation of opportunities for social interaction, formed the foundation of [Hahn Oberlander’s] design philosophy decades ago. She has played a seminal role in the evolution of modernism in the context of architecture, landscape architecture, and planning. Hahn Oberlander is a champion and continual advocate for landscape architecture, a teacher, and is considered a leader

by several generations of landscape architects in Canada and abroad.”

Patmore shuts its doors After 133 years in business, Patmore Garden Centre and Nursery of Brandon, Man., closed its doors in July. Patmore’s was founded in 1883

by Henry Patmore, an English immigrant from a family steeped in the nursery business. Inducted into the province’s Agricultural Hall of Fame in 1978, Patmore was known for his commitment

Patmore Garden Centre and Nursery of Brandon, Man.

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to greening Manitoba, particularly through his support of tree planting in urban streetscapes.

Star Roses buys BrazelBerries program Star Roses purchased Plants of Fall Creek’s BrazelBerries program, a branded collection of ornamental berry plants. Star Roses and Plants will purchase the comprehensive BrazelBerries program, including the brand and variety portfolio and will take over management of the grower network and all sales and distribution. “The BrazelBerries brand has grown tremendously from its inception a few years ago to a top retail berry brand in our industry,” says Steve Hutton, President of Star Roses and Plants. “It is exceptional in every respect, from the genetics to the brand design and execution to the first rate marketing.”

New England Grows is a great event in support of the green industry.

Fall dates for New England Grows New England Grows, the largest horticulture industry event in the northeastern U.S., takes place at the Boston Convention and Exhibition Centre, Nov. 30 to Dec. 2. The event connects nursery, landscape and tree care professionals with top experts and leading suppliers from across the country and around the world. Proceeds go directly back to the

industry to support the work of green industry organizations, including research grants to the region’s Cooperative Extension programs. For information visit NewEnglandGROWS.org or call 508-653-3009.

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The new Side Wing from HLA Snow backs up your angle blade by catching your windrow and further directing snow out of the way.

Fed program supports ag jobs Canada’s Agricultural Youth Green Jobs Initiative will provide $1.9 million to help farmers, non-profits and other organizations involved in the agriculture sector create jobs for postsecondary graduates who are 30-years-old or younger and want to work in agriculture. Green Jobs offer farmers funding of up to 50 per cent (up to $10,000 per worker) of the cost of hiring young interns for environmentally beneficial projects. Green Internships offer organizations up to 50 per cent of the cost of hiring young workers (up to $16,000 per intern) for environmental activities, services or research that will benefit the agriculture sector. Non-profits with five employees or less may be eligible for funding of up to 80 per cent. For both streams, projects must be completed before March 31, 2017. For more information on eligibility or to apply, visit canada.ca/agriculture-green-jobs or call 1-866-452-5558.

Davey Tree acquires Arbortech The Davey Tree Expert Company of Canada announced the addition of customers and employees of Arbortech Professional Tree Care, a southwestern Ontario-based tree care company that has served area residents for over 20 years. Arbortech, founded in 1994, provides tree care services to clients in Strathroy, Ont., and beyond, including the Lake Huron and Lake Erie areas. John Arico, regional vice president for Davey’s Canadian operations, said Arbortech is a welcome addition to Davey. “We are continually looking to align ourselves with companies who share our values. For that reason, Arbortech was a natural fit.”

AUGUST 2016 | LANDSCAPE TRADES |

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REAR HYDRAULIC The Side Wing can be easily separated from the loader without risking contamination of the hydraulic system thanks to its wedge style mount.

MOUNT ADAPTER The Side Wing is carried by the loader just like an attachment.

The front of its rack duplicates the adapter configuration allowing the easy connection of an angle blade.

SHELFING The Side Wing can be hydraulically raised up the mast so it’s parallel to the ground allowing you to push back tall snowbanks.

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cnlanews WWW.LRSHELTERS.CA 1-866-216-4113

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Quebec takes home national skills gold Moncton, N.B., hosted the Skills Canada event in June, which was a huge success for the landscape industry in terms of publicity and industry image. The seven participating teams built a backyard within 16 allotted hours, and the public loved watching every minute.

Marilou Morin and Brandon Di Sabato took home the coveted gold medal in the Landscape Gardening category for Team Quebec. Alberta’s Paul Kerpel and William Lloyd came in second, with B.C.’s Clair MacLean and Dan Strain coming in third.

This great industry publicity would not have been possible without the amazing Joe Bidermann of Joe Bidermann’s Landscape Design, Fall River, N.S., and Jim Landry of Landscape N.B. and P.E.I. Joe Bidermann and his staff helped move equipment and materials all day for the competitors. The Bidermann group also stayed after the competition to help tear down the event, despite a two-and-a-half-hour drive back to Halifax. Without this group taking time off of their “regular work,” the event would not have been able to happen, or at the very least, turned out to be such a massive success.

CNLA would like to extend a big thank you to Jim Landry, Joe Bidermann, Kyle MacDonald, Ed Benson, Grey McGuire and Spencer Callaghan for their support! Check out our YouTube channel for a video: www.youtube.ca/CNLA. Next year, Landscape Manitoba will experience the excitement, as SCNC 2017 will take place in Winnipeg from May 31 to June 3!

34 | AUGUST 2016 | LANDSCAPE TRADES

Certification card update CNLA has now successfully launched and sent out the new Certification ID cards. Please contact colin@cnla-acpp.ca with any updates or certification needs, as there were some bouncebacks. If you are certified in good standing with a CLT, CLM, CLD or CHT, and did not receive your wallet card, CNLA may not have your proper address on file.

EI service quality review The Employment Insurance Service Quality Review has been launched by the Government of Canada. It is a nationwide consultation process with key stakeholders and the public to seek input on ways to improve services to Employment Insurance (EI) claimants.

Feedback will be used to develop recommendations for ministers to consider in shaping future service delivery improvements that will best meet the expectations of Canadians. The review is focused on streamlining applications, reducing wait times and reducing administrative burden for employers.

If you would like to see CNLA’s submission, or to discuss this, please contact stacey@cnlaacpp.ca. Participation is encouraged by sending your comments in email to consultation@servicecanada.gc.ca. More information is available at www.esdc.gc.ca.

Save through vehicle discount programs General Motors Canada and FCA Canada member savings programs continue to be among

the most popular offered through the Canadian Nursery Landscape Association. Discounts on new trucks can be as high as $13,500 for GMC or $14,500 for Dodge Ram. Members simply inform sales representatives they qualify for competitive assistance or fleet assistance.

CNLA must send the sales rep a member confirmation letter, containing specific vehicle information for that purchase. There is an administration fee for the letter. Proceeds are shared with the member’s provincial association.

Due to confidentiality agreements, the discount lists are not published. Contact our Member Services team for the latest amounts when it comes time to buy your next vehicle.

IGCA coming to Canada in 2017 The Canadian Nursery Landscape Association is pleased to be hosting the 59th annual International Garden Centre Association (IGCA) Congress in the Toronto-Niagara region, Sept. 1722, 2017. This annual event attracts up to 250 delegates from around the world. As a 2017 event, it is important to us to embrace Canada’s 150th birthday and showcase Canadian culture and hospitality, along with innovative garden centres in the area. If your company markets products to Ontario garden centres (and across Canada), or if you sell products to other countries, this is the perfect opportunity for you!

Visit www.igcacanada2017.ca for sponsorship opportunities.

Plant options for ‘green’ gardeners Let’s face it, not everyone has a green thumb.

Daily life can get hectic, and a busy schedule coupled with a lack of plant knowledge can often mean dry and withered plants for some of your customers. But that doesn’t mean there aren’t plant options out there for gardeners on the greener end of the spectrum — pun intended. We all know that plants are a great option to brighten up both indoor and outdoor spaces, and by having the following options available at your garden centre, even hands-off gardeners can be proud of their green spaces.

Jade plants: This plant is a symbol of good luck, which is a great endorsement for a lazy gardener. Its compact size is perfect for customers that lack space.

Barrel cactus: If it can survive in desert climates, then it can definitely survive in the home of a forgetful waterer.

Rabbit’s ear: Cute name aside, its soft leaves, low-maintenance watering schedule, and love of sunlight make it a great windowsill or desk option.

LT

The Canadian Nursery Landscape Association is the federation of Canada’s provincial horticultural trade associations.

Visit cnla-acpp.ca for more information.

AUGUST 2016 | LANDSCAPE TRADES |

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AUGUST 2016 | LANDSCAPE TRADES |

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25 words). Minimum charge $62.15. Deadline: 10th day of the month prior to issue date. January deadline is Nov. 15. Space is limited to a first-come, first-served basis. Paid ads are also posted to the website for the same month they appear in the printed magazine. To advertise: E-mail your name, phone number and ad to Robert at classifieds@landscapeontario.com. Website only advertising: Minimum cost is $67.80 HST included for association members and $90.40 HST included for non-members, up to 325 words. If over 325 words, an additional $20.00 fee applies. Website ads are posted for 31 days. For more ads and full details, visit www.landscapetrades.com/classifieds. Post employment ads for free at landscape.jobs.

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August 12-19, Canadian Fertilizer Institute 71st Annual Conference, Quebec, Que. www.cfi.ca August 14-17, Alberta Fall Gift Fair, Edmonton, Alta. www.cangift.org August 16-18, Independent Garden Center Show, Chicago, Ill. www.igcshow.com August 24-27, Plantarium, Boskoop, Holland. www.plantarium.nl August 25-27, Farwest Show, Portland, Ore. www.farwestshow.com September 12-14, GLEE, Birmingham, U.K. www.gleebirmingham.com September 21-24, IPPS Eastern Region Meeting, Hartford, Conn. www.ippseastern.org September 26-29, 12th Annual Canadian Urban Forest Conference, Laval, Que. www.treecanada.ca September 28-29, CanWest Hort Show, Abbotsford, B.C. www.canwesthortshow.com October 5-6, Canadian Greenhouse Conference, Niagara Falls, Ont. www.canadiangreenhouseconference.com October 19-21, Green Industry and Equipment Expo + Hardscape Expo, Louisville, Ky. www.gie-expo.com October 26-29, Communities in Blooms 2016 National Symposium on Parks and Grounds and Awards Ceremonies, Regina, Sask. www.communitiesinbloom.ca

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November 16-18, FIHOQ Expo, Drummondville, Que. www.fihoq.qc.ca November 17-18, Green Industry Show and Conference, Edmonton, Alta. www.greenindustryshow.com November 30-December 2, New England Grows, Boston, Mass. www.newenglandgrows.org 36 | AUGUST 2016 | LANDSCAPE TRADES

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where to find it COMPANY

PAGE

PHONE

EMAIL

WEBSITE

404 Stone Limited 14 905-877-3404 sales@404stone.com Arctic Equipment Manufacturing Corp 31 905-844-6902 sales@arcticsnowplows.com Avant Tecno USA Inc 19 847-380-9822 sales@avanttecnousa.com Beaver Valley Stone Ltd 22 416-222-2424 info@beavervalleystone.com Canadian Greenhouse Conference 28 905-892-9851 info@canadiangreenhouseconference.com Coivic Contracting Ltd 28 905-878-9101 nursery@coivic.com Daniels Plows 37 905-658-9905 briansauto@hotmail.com Eastern Farm Machinery Ltd 26 519-763-2400 sales@easternfarmmachinery.com Echo Power Equipment Canada 11 877-324-6660 info@echo.ca Ford Motor Company of Canada Ltd 9 905-845-2511 G & L Group 30 888-907-7258 seany@gandlgroup.com Greenhorizons Group of Farms Ltd 29 519-653-7494 info@justsodit.com Horst Welding 16, 33 519-291-4162 sales@horstwelding.com JCB Inc 23 John Deere 17 800-465-9825 L&R Shelters 34 866-216-4113 info@lrshelters.ca Landscape Management Network 20, 21 888-347-9864 info@golmn.com Neudorff North America 25 250-652-5888 tim.tripp@neudorff.ca Oregon Association of Nurseries 35 800-342-6401 info@oan.org PRO Landscape by Drafix Software 36 800-231-8574 sales@prolandscape.com Pro-Power Canada Inc 8 800-361-0907 info@propowercanada.ca Proven Winners ColorChoice 15 800-633-8859 sales@springmeadownursery.com Stihl Limited 5 519-681-3000 info.canada@stihl.ca Thames Valley Brick & Building Products 32 905-637-6997 info@thamesvalleybrick.com The Salt Depot 24 905-479-1177 info@saltdepot.ca Tillson Brands Inc 40 855-284-8508 Unilock Limited 2 800-UNILOCK georgetown@unilock.com Wajax Equipment 39 780-851-9490 WPE Equipment (Windmill) 28, 32 905-628-3055 sales@wpeequipment.ca Zander Sod Co Ltd 10 877-727-2100 info@zandersod.com

www.404stone.com www.arcticsnowplows.com www.avanttecnousa.com www.beavervalleystone.com www.canadiangreenhouseconference.com www.coivic.com www.danielsplows.com www.easternfarmmachinery.com www.echopower.ca www.ford.ca www.gandlgroup.com www.justsodit.com www.horstwelding.com www.jcb.com www.johndeere.ca www.lrshelters.ca www.golmn.com www.neudorff.ca www.oan.org www.prolandscape.com www.propowercanada.ca www.provenwinners-shrubs.com www.stihl.ca www.thamesvalleybrick.com www.saltdepot.ca www.tillsonbrands.com www.unilock.com www.wajaxequipment.com www.wpeequipment.ca www.zandersod.com

Look for these upcoming special feature issues of Landscape Trades: September 2016 - RETAIL ISSUE October 2016 - NEW PLANTS for 2017 November 2016 - BUSINESS MANAGEMENT

issue: feature Special

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www.danielsplows.com AUGUST 2016 | LANDSCAPE TRADES |

37

mentormoment

Build a reputation Bob Wilton retired from Clintar Landscape Management of Markham, Ont., in 2014, a company he founded in 1973. Clintar’s landscape franchises now operate coast-to-coast, and Wilton has been a respected contributor to industry promotion efforts across North America throughout his career.

Should young guys get into the snow business? What does it take?

Definitely, it’s a good business. It attracts people from the practical, technical point of view — but I see too many not watching, and not knowing, their numbers and costs. It’s mind-boggling. Then they wonder why they don’t have any money. I had the advantage of going to business school at Ryerson, where I had accounting, and the professors guided us. I knew I had better have a good accountant if I was to succeed at business.

What are the personality traits of a good snow operator?

For the fellows doing well, salesmanship is the Number One attribute; they are salesmen first.

Clintar was always looking for good salespeople in its franchisees. It is hard in the beginning Bob Wilton when you have no reputation.

You need the drive. And also, right from the giddy-up, you need to be able to work with a good bookkeeper, accountant or adviser.

Did you ever ask a competitor for business advice?

Never. That would be wonderful, but would you get the right answer? You might not. Join trade associations, rub shoulders, hear things and chat. There is also great software out there now to track costs; we did not have that 40 years ago. Pick a good program, and manage the details. I have been asked to help about six startups myself; I can’t help them all, they must be willing to learn.

38 | AUGUST 2016 | LANDSCAPE TRADES

What should young contractors be doing differently?

Don’t do what I did, which was start with no money. Lots of startups are out there with a loaded truck and nothing else. Overspending on fancy equipment is easy to do; a high portion of that cost is unnecessary. You need capital and a business plan to chart your future. You need a map to build your business. It’s hard to do.

Software and mentorship help, but your mentor needs to be in the industry.

Has snow contracting opportunity increased or decreased?

The approach has not changed that much; it is still emergency work. I see contractors caught in fixed contracts, with unknown costs. Put limits in your contracts. Customers don’t want to share the risk, but you must protect yourself, you must be able to charge for the events. A good salesman can sell the common sense of that approach. You need profits every year.

What is your top strategy to limit liability?

Slip-and-fall claims come out of a couple of customer types — retail malls are the worst. Most contracts give contractors unlimited liability, but you can negotiate responsibility for claims. It’s a tough trap. Be careful what you sign.

Any tips on hiring good snow operators?

Our hiring problems at Clintar decreased over time. You have to pay an attractive amount to operators. They will come back if you treat them properly, and pay them properly. We earned a reputation for dignity and respect, which did not come overnight. Otherwise, you have a plow sitting there in a storm with nobody in it. You LT certainly have to pay.

If you have a question to suggest, or a mentor to recommend, please e-mail editor@landscapetrades.com.

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