August 2017 Landscape Trades

August 2017 VOL. 39, NO. 6

landscapetrades.com

Simple strategies accumulate profits for snow Teambuilding, Lammers style Researchers fine-tune salt efficiency rates

SNOW'S got talent!

Operators navigate the recruiting challenge William Jordan PM40013519

SNOW AND ICE MANAGEMENT FOCUS 2017

Contents

AUGUST 2017 VOL. 39, 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 MULTIMEDIA DESIGNER Mike Wasilewski | mikew@landscapeontario.com ACCOUNTANT Joe Sabatino | joesabatino@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, 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

Snow and ice 2017

Special focus on winning the winter management challenge

FEATURES

6 The right stuff for white

Two operators share tips for finding the right talent to keep plows moving.

BY SCOTT BARBER

12 Parking lot research advances

Contractor input enhances the University of Waterloo’s unique SICOPS project.

BY DR. TAIMUR USMAN

LANDSCAPE ONTARIO STAFF Darryl Bond, Amy Buchanan, Rachel Cerelli, Tony DiGiovanni CHT, Denis Flanagan CLD, J. Alex Gibson, Meghan Greaves, Sally Harvey, Heather MacRae, Kristen McIntyre CHT CEM, Kathy McLean, Linda Nodello, Kathleen Pugliese, Ian Service, Tom Somerville, Myscha Stafford, David Turnbull, Martha Walsh, Alexandra Wennberg, Cassandra Wiesner

COLUMNS

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

22 Management solutions

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Copyright 2017. 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.

Maintaining standards is vital for all green sectors.

BY ROD McDONALD

Six practical strategies for improving snow removal margins.

BY MARK BRADLEY

26 Legal matters

Ontario pioneers a more efficient payment and adjudication law for contractors.

BY ROBERT KENNALEY AND JOSH WINTER

46 Mentor moment

Staff success, according to David Lammers, hinges on inspiration.

DEPARTMENTS

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AMP

APPROV

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GREEN PENCIL 3 CNLA NEWS 30 INDUSTRY NEWS 32 SNOW PRODUCTS 38 NEW PRODUCTS 42 COMING EVENTS 44 CLASSIFIEDS 44 WHERE TO FIND IT 45

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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

16 Road to success

GR

SALES MANAGER, PUBLICATIONS Steve Moyer | stevemoyer@landscapeontario.com

R I E N D LY

AUGUST 2017 | LANDSCAPE TRADES |

3

greenpencil Family business: The next generation

Passing the torch H

ow did you come to be self employed? Did

you inherit it? Start it yourself? Buy it? Your answer may explain your passion to keep the business going after you hang up your work boots.

In my case, it was 1981 and I was a Peel Region cop that wanted out of that fubarred judicial system, so as I patrolled Mississauga, I met and became good friends with Bill Inch, owner of Freemont Landscaping — a business he grew to be very big and successful. Bill bought it from a friend and local fireman, Bruce Wilson. Bruce then started Bruce Wilson Landscaping, and together with his son, has built that business into a very big and successful landscaping business. Because of these sucBy Brian Perras cess stories, I left the force and started BP Landscaping & Snow Removal, and grew it to 100 employees.

I knew that business stats said the first generation “Builds It,” the second generation “Grows It” and the third generation “Blows It.” Could I build a business, and at least get it to the second generation?

I immediately landed a very big sodding job. I went to Cookstown, where I met another family business owner, Mel Smilsky of M. Smilsky Sod. He had two sons; Larry worked in the office and was taking over running the business. His brother Jim preferred to be in the field and behind the wheel of an 18-wheeler delivering sod. It was a great family fit for all involved.

I was so impressed with their operation and equipment, big red trucks with yellow lettering, that I copied their colours for my trucks.

My first winter was not as busy as hoped, so I set up a camper trailer in a friend’s gas station lot, and sold Christmas trees for two weeks in December of ’81.

Good cash flow. During the days in that trailer I typed up letters on a Smith Corona to big local companies, looking for work in the coming summer. And I was pleasantly surprised with the success I had. The big-

4 | AUGUST 2017 | LANDSCAPE TRADES

gest came from another family-run business — Carlo and Orey Fidani, owners of Orlando Corporation.

I was told that 80 per cent of new businesses don’t make it to Year Five, so I was driven to make it past five years. How hard could that be? My experience was from what I did the day before, literally flying by the seat of my pants, standing on my head for every client. Then I put up our company slogan: “If we don’t take care of our clients, someone else will!” The next 10 years were controlled chaos, with challenging cash flow at best. At that time I was the father of two young boys who remember all the fun we had — like selling our family snowmobile and then my classic old car to meet payroll. Yep, the joys of being the owner. These are some of the best things my kids could have seen.

Brian Jr. and Jamie would help me on the weekend fixing equipment, checking on job sites... so they grew up very involved in this business.

Today, after being in business 37 years, my boys are now in it full-time. Brian prefers to work in the field with equipment, while Jamie chose to help in the office. Jamie remembers the issues I had when he was young, so he wants to, in his words, “Fix all the things you are not doing right.” I have to agree, he is doing just that.

Now, at 63, I am working 6 a.m. to 1 p.m. Jamie is 27, same age I was when I started the business, and he is working 6 a.m. to 6 p.m. He is married to a wonderful girl, Terri-Ann, and they have nine-month-old Jack, who, if this business continues, will be third generation — fingers crossed. Backing away from the business is certainly more difficult than I expected, so if you should call this company in three years, when we celebrate 40 years in business, it is quite likely this 66-year-old dinosaur may just answer the phone.

P.S.: I take my hat off to all family-run businesses.

LT Kudos to all involved.

Brian Perras operates Caledon, Ont.-based BP Landscaping & Snow Removal.

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for white Finding and keeping talented staff is an ongoing challenge across the landscape profession, but nowhere is it more severe than in the snow and ice sector.

Two progressive operators share their strategies.

BY SCOTT BARBER

“We’re working the toughest hours, on call, in the harshest weather conditions, and at the same time, the industry doesn’t get the respect it deserves,” says William Jordan, owner of Ayr, Ont.-based Urban Meadows Property Maintenance. “It’s always been difficult to recruit quality workers and to stay fully staffed through the winter, but now you add the fact so many people in the younger generation don’t seem to want to work hard, or they need to have their hand held, and it really becomes a problem.”

Operating heavy equipment or shoveling snow in icy, wintry conditions can be dangerous, even when you do everything right. You never know when a car 6 | AUGUST 2017 | LANDSCAPE TRADES

might fly by your plow, in a rush and seemingly oblivious to the slick or snow covered road conditions — clueless of course, until they clip your plow or spin out.

Snow staff must be able to keep their cool in the middle of the night through nasty storms. It’s not an easy skill set to recruit, but without it, it’s impossible to keep a crew safe and meet client expectations.

HIRING FOR VALUES Plowing snow came naturally to Jordan, who learned at age 18 he had a real knack for clearing the white stuff. Most people, however, even those with plenty of experience operating heavy machinery, don’t have the

The Tester family, Bobby, Brian, Linda and Rob, owners of TNT Property Maintenance and Your Salt Connection, Kitchener, Ont., have 20 years of knowing first hand the challenges facing snow and ice contractors.

passion or instincts to get jobs done efficiently.

“How to find people that are going to be the right fit for snow is the million dollar question,” Jordan says. “We have the same process that a lot of other companies use, which is to put out ads online. We also use a personality quiz that I put together (see sidebar), to get a sense of the kind of person they are.”

Linda and Rob Tester, owners of TNT Property Maintenance and Your Salt Connection in Kitchener, Ont., have been in the snow and ice business for more than two decades. Over that time, they have learned to “hire for attitude, rather than aptitude.”

“We look for people that share the same team- and communityoriented values that we do as a company,” Linda explains. “We’re also interested in the hobbies applicants have, because we have found over the years that people who enjoy team and outdoor sports or activities are a much better fit for our industry, than those who would rather watch movies and play video games.”

She adds, “Problem solving is another big one, for us. So for example, if you’re into tinkering with engines or woodworking, that’s a really good sign.”

The Testers and Jordan agree, it takes a certain type of personality to thrive in the snow industry. And while it’s difficult to nail down exactly what those personality traits are, after years of experience, they know it when they see it.

“It’s got to be somebody who enjoys working on a team to get a big task done, but at the same time, operators have to be able to be out on their own a lot,” Rob says. “It might sound contradictory, but it’s not when you look at the bigger picture. And that’s the kind of person best suited for what we do.”

CONSTANT COMMUNICATION WITH STAFF Recruiting the right people is hard enough, but making sure they are ready to go when an event hits might be even tougher. How do you ensure team members are going to show up, alert and motivated, to work in the early morning hours — potentially having been idle for days or weeks?

“Teaching staff how to watch the weather is a big part of our training,” Linda says. “We also try to communicate with our team as

much as possible, so they know what’s coming. Even though things can come pretty well out of nowhere sometimes, or it goes the other way and a big system changes course at the last minute, we do our best to communicate with our team so they can prepare and be ready to work.”

Jordan has a similar system at Urban Meadows. “24 hours out, we’ll send a text message to our staff letting them know it looks like a storm is headed our way,” he says. “They just want to be kept in the loop about what’s going on with the operations. And I always ask them to respond to let me know they got the message.”

He adds, “There’s no question the biggest complaint we get from staff: they don’t know when their shift is going to be. We try to stay in constant communication before an event and during the storm as well. Another thing that helps is the app we use, which lets everybody know which sites have been serviced and who is scheduled to work each location.”

CULTURE OF HONESTY AND RESPECT At TNT, company culture and camaraderie is developed through fun staff events. This year, the team went paintballing, and staff members got a real kick out of taking on their bosses.

“The staff had an absolute blast,” Rob says. “The teams were a little lopsided, let’s say, against the boss. Our staff aren’t shy and they had a lot of fun with it. And now they keep asking us when we can do it again.”

Rob and Linda also emphasize the importance of being open and honest with staff members. And crucially, fostering an environment where staff feel like they can be honest with management.

“We need to be able to trust that when a staff member comes in to work a storm, they haven’t been out drinking or doing anything else that might compromise their safety and ability to do the job,” Linda says. “So we’re frank with our team: we tell them to let us know when they have plans to go out partying, and we make sure they know that we don’t care about what they do on their off time. We aren’t going to judge them, we just need to know that we are going to have staff that are fit to work when we need them.” continued on page 8 AUGUST 2017 | LANDSCAPE TRADES |

7

PAY STRUCTURE THAT WORKS Having a strong company culture is crucial, but money talks, and if employees can’t survive from on-call hours, they aren’t going to stick around for long.

TNT has implemented a bonus system to give employees an incentive not to miss shifts during the winter season.

“If you come out for every shift that you’re called for, you get a $2 bonus for every hour you work at the end of the winter,” Brian Tester, son of Rob and Linda and employee at TNT, explains. “Of course if there’s a legitimate reason why someone can’t make it in for a shift, that doesn’t count as a strike, but otherwise, you have to come in to work. When you consider that some guys can put in over 500 hours in a busy winter, it’s a pretty sweet deal.”

At Urban Meadows, Jordan recently started a new compensation system. “We are moving towards a structure that will guarantee staff a fixed weekly pay for standby and operations,” he says. “It will help our staff live better, because they know they will get a fixed amount regardless of Mother Nature. There will be stipulations to receive the pay, but it’s pretty simple. Be on call, show up on time and operate the equipment safely and efficiently.”

RISK AND REWARD: Attracting and identifying snow talent William Jordan successfully pre-selects applicants with brashbut-intriguing job postings. He is not afraid to differentiate his company with statements such as: “Of course, there is hard work, but with hard work there is reward.

I want to reward you. But first you need to earn it.”

“You need a valid G license with no BS charges. What’s a BS charge? If you don’t know then keep on walking...”

“If you’re going to work with us, you had better have both eyes open.”

“It’s time to find some people that have the same positive attitude and drive as I do, for the long run. I want all of us to come to work each day and go — yeah — these guys are fun to work with!”

After he attracts an applicant, and before he schedules an interview, Jordan asks the prospect to complete a short personality quiz. It consists of about 40 lines with four words on each line, such as Listener, Loyal, Leader and Lively — applicants select the character trait from each line they feel is most descriptive of their personality.

The result is a profile grouping responses into four personality types: sanguine (enthusiastic, active, and social); choleric (short-tempered, fast, or irritable); melancholic (analytical, wise, and quiet); and phlegmatic (relaxed and peaceful).

“My accountant actually put the questionnaire together a few years ago, based on some similar quizzes online,” Jordan said.

“I’m interested in finding out which types of personalities are the best fit for the industry, and have been collecting data. So far, it seems like people who are well rounded, with some traits that fit each temperament, are ideal.”

8 | AUGUST 2017 | LANDSCAPE TRADES

William Jordan, owner of Ayr, Ont.-based Urban Meadows Property Maintenance.

SAFETY IN A HAZARDOUS ENVIRONMENT Even if you do everything right as an owner in terms of hiring and training, accidents can still happen.

Last season, an experienced operator at TNT suffered a serious injury to his hand and arm after reaching into a drop salter that was still running. It was a devastating incident, and one that occurred despite the employee having operated the piece of equipment for several years, and receiving machinery and lockout procedure safety training every season he had been with the company.

“We had colleagues coming to us after the accident saying, ‘how could this happen, you’re the safety people?’” Linda says, noting she has undertaken years of safety management training through Landscape Ontario and the Grand Valley Construction Association. “But that’s why it’s called an accident.”

The on-call, nighttime hours, heavy equipment and brutal weather conditions make vigilance with safety even more important.

It also means snow and ice contractors need to find staff who can handle the challenge and keep their wits about them, even when fatigued and under stress.

“I try to make sure our staff knows they’re not alone when they are out in the field, plowing,” Jordan says. “The app helps, because they can see where everyone is at and they can see everyone is doing their part to service all of our properties. But sometimes, especially with rookies, they can use a little positive reassurance to let them know it’s going to be OK, and we’re going to get through the event together.”

BOTTOM LINE Snow and ice maintenance is a tough business, but it’s very rewarding. It’s an essential service and workers should take pride in helping clear roadways and parking lots, allowing emergency services to get to where they need to be and help people get to work or medical care.

It’s not easy to find the right people, but when you do, it’s critical to create a positive work environment and a solid compensation strucLT ture to encourage them to stay.

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SICOPS project research update:

BY DR. TAIMUR USMAN

Snow and Ice Control of Parking Lots, Platforms and Sidewalks Safe and efficient

surface transportation systems are essential for the economic and social vitality of Canada. As a critical part of the total transportation system, pedestrian facilities such as parking lots, transit platforms, and sidewalks play a vital role in providing the public the mobility and accessibility they need in their day-to-day life. However, in Canada, the safety of these pedestrian facilities could be significantly compromised due to adverse winter events.

According to Health Canada Report (2008) and Morency et al. (2012), occurrences of slips and falls in winter are the main contributor of over 2,000 deaths and 100,000 hospitalizations each year in Canada. To alleviate the hazards to pedestrians and drivers, various forms of maintenance operations such as plowing, deicing, and anti-icing are conducted to remove snow and ice from these facilities. While winter snow and ice control operations are essential to ensure the safety and mobility of the traveling public, they are also costly, both monetarily and environmentally. For instance, over $1 billion is spent annually for snow and ice control in Canada, which includes the use of over 5 million tons of salts (Environment Canada, 2004; TAC, 2001). The application of excessive amount of salts has raised concerns among environmental and regulatory agencies as well as the public about their detrimental effects on the environment and corrosive effects to infrastructure (e.g., pavement, roadside structures) and vehicles (NCHRP 577). A sensible

salting strategy is therefore necessary in order to reduce the harmful effects of salt while keeping the various transportation facilities safe.

The maintenance of parking lots, sidewalks and platforms take a significant share of the costs and salt application (Environment Canada, 2012).

Sample image data from a test site, generated by the monitoring equipment.

12 | AUGUST 2017 | LANDSCAPE TRADES

Developing sensible salting strategies is a multi-step process; one of the first steps is the development of facility-specific snow and ice control guidelines that prescribe the best methods, materials and salt application rates for various specific snow events. It is generally understood that developing the best guidelines for specific facilities requires a quantitative understanding of the snow melting performance of the materials being used and the effect of different factors within the usage environment of these facilities (e.g., roadways vs. parking lots vs. transit platforms).

Furthermore, there are differences in service requirements (e.g., desirable bare pavement regain time) and traffic characteristics (e.g., only vehicular traffic vs. pedestrians-vehicle mix vs. only pedestrian, speed differences, etc.) between these facilities. A large research project entitled “Optimum Snow and Ice Control for Parking Lots and Sidewalks� was initiated five years ago by the Innovative Transportation System Solution (iTSS) Lab in the Department of Civil and Environmental Engineering of the University of Waterloo in Ontario, aiming at developing a quantitative understanding of the snow melting per-

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MILTON, MASS. SNOW EVENTS FOR 2017

BUFFALO, EVENTS FOR 2017 Figure – 3: Winter 2016-17: WeatherN.Y. data SNOW between January 1 and March 30, 2017 for two cities in U.S.

The project collected snow thickness and temperatures for two sites between Jan. 1 and March 30, 2017.

formance of various deicing materials in a these guidelines to account for a variety of real world setting. New guidelines for selec- real world conditions and operating contion of snow and ice control methods, ma- straints. terials and application rates were developed on the basis of over 5,000 tests conducted The methodology employed for field validaover 100 snow events (See Landscape Trades, tion consists of collecting salt application data for parking lots and platforms of a variAugust 2016, page 16).

Subsequently, the second phase of the ety of functional classes under a wide range Figureproject – 3: Winter 2016-17:aWeather 1 and March 2017 for two of 30, weather conditions, illustrated in the started coupledataofbetween yearsJanuary ago, with cities in U.S. the objectives of implementing and moni- accompanying chart. Salt application and toring the field application experience of camera data for the winter season 2016/17 these guidelines, and if necessary, refining was provided by Viaesys, a company that Winter Season 2016/17

5

Contractor 1

Site 1 .....

Contractor 2

Site n

.............

...............

Salt Application Data

Image Data

Salt Application Data Processing

Image Data Processing

Merging and Reprocessing Data

Comparing from models Comparing results results from BPRT Bare Pavement Regain Time

Validation and fine tuning Results

Recommendations

Figure – 2: Methodology Employed

14 | AUGUST 2017 | LANDSCAPE TRADES

4

Contractor N

Site 1 .......

Site n

Weather Data

Weather Data Processing

The project is based on reports from many contractors; the chart at left shows how the information flows.

offers commercial, automated salt tracking equipment, site cameras and software solutions for5 the winter maintenance industry.

Data was processed for 94 site events covering 24 different sites from two cities in Milton, Mass. and Buffalo, N.Y., which were selected based on availability of image data from fixed cameras. The data has been integrated and the results from our preliminary analysis are very encouraging, confirming the validity of our previous efforts as summarized in a number of technical papers and past issues of Landscape Trades. The research team is currently working on investigating major factors affecting the observed performance deviations and developing adjustment factors for the application rates obtained from our previous research. These results are expected to boost the confidence of maintenance industry professionals in usLT ing the salt application guidelines.

Dr. Taimur Usman is a post-doctoral fellow at the Innovative Transportation System Solutions Lab, Department of Civil and Environmental Engineering, 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 30 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), Viaesys Inc., and a number of private contractors from across Ontario.

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roadtosuccess

The spring rounds: Change, and staying the same

BY ROD McDONALD

I am writing this at the end of June; the spring rush is wrapping up. I have made my rounds of the independents and box stores.

I have talked to the growers, the landscapers, the chain store clerks who know nothing about plants, the gardeners of average ability and the super gardeners. I never tire of talking to people from our industry. This trade is an addiction, one that I have had for many years.

My wife complained, “You will spend three hours, walking through a nursery field with the grower but I can’t get you to spend 15 minutes in a shoe store!” Okay. She had her say and got that off of her chest, so what is her point? This is one of the few places where I can write or say something along these lines and be understood.

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The box stores continue to move a lot of product. They are good at that part of the business. They are not so good at looking after that product — but that is not a new story.

All the box stores in my area were poorly run except for one. The one that was in good shape; you could tell, immediately, upon arrival. Three staff members in their 50s and 60s were watering. They were watering carefully, ensuring those plants needing attention received it and those that were fine were passed over. Why I even mention this is the traditional method of watering in ‘chain store city’ is to ignore everything for two or three days, then flood everything for the next few days. These staff members were being conscientious and I assume their manager was cut from the same cloth or he/she would not have hired them. I was as surprised as you are to find one store that was being decently operated.

The independents had appearances ranging from excellent to embarrassing. I have no idea why an independent would allow dead or dying plants to remain on its benches. Customers do not buy sick plants. That is a dictum that needs to be posted in every greenhouse and in every employee’s handbook. I realize when busy times are upon us, those little details can be overlooked. However, little details such as removing the dead and the dying must be right up there with watering. A quality control officer needs to be appointed, even if the greenhouse only has one staff member. This is not optional.

Some plants are not ready for prime time. They need a couple more weeks before being set out. These should always be in another greenhouse, not open to the public. If that is not possible, they should be at the back of the retail house signed ‘still growing’. Independent customers are more sophisticated than most. They understand if a plant is not ready, just yet, but they don’t understand when a small plant is being passed off as saleable. They expect poor quality plants to be on display at the box stores, but we are held to a higher standard, and rightly so.

I can share a story about higher standards. I carried out a major flower planting job for a homeowner. After finishing the job, a maintenance crew was supposed to take over. They were not doing a job equal to my standards. I spoke to their supervisor and he responded, “The customer said everything looks fine.” Being a little hot headed when it comes to plant maintenance, I shot back, “My standards are higher than the customer’s and those are the standards I want met.”

I know why I am so insistent on high standards for plant mainte16 | AUGUST 2017 | LANDSCAPE TRADES

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roadtosuccess nance. It is quite simple. If maintenance slips, it takes the planting bed time to recover. Meanwhile, the customer is noticing and rightfully complaining. I have always believed that we head off customer complaints in advance. I detest fighting a rear guard battle.

Writing regarding maintenance, I am struck by the number of people, often students, who have a half-ton truck, a lawn mower and are now in the lawn care business. Or at least the truck sign reads ‘lawn care,’ even if all they do is mow. I am quite cognizant that our industry has always had the occasional mower and landscaper. Some of these operators do not even fertilize, let alone control weeds or work on shrub or flower Customers are saavy enough to know what a healthy plant looks like, and beds. When asked, they have no idea what NPK is. expect to purchase quality products.

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Without regulation and licensing, there will always be these types. They exist from year to year as they low-ball their way through the market place. Some customers are quite satisfied with them, but they really do nothing to improve industry standards, let alone our reputation.

The painting industry has the same problem. Every year, the market place is populated with house painters who have no idea what they are doing, but they do it quite cheaply. It shows in their work. My mail box is filled with flyers advertising their services.

Moving along, there is an adage “At times we have more brains in our feet than in our heads.” One of our local landscapers has relearned that lesson. The landscaper does excellent work and charges accordingly. Last year, he provided a quote to a homeowner.

The homeowner didn’t want to pay for a first-rate job. He wanted something cheaper and for whatever reason, the quality landscaper agreed to carry out the lower priced job. This story writes itself. This spring, the customer is not happy. He wanted a much nicer looking yard. The landscaper’s side is, “You got what you paid for.” The argument is in full swing.

As I am close to the landscaper, I had to tell him where he went wrong. He should have walked away from the job, never started it. This conflict was foreseeable and it is a costly lesson for any company. These bargain, low cost jobs have a nasty habit of coming back to bite you. My beloved mentor would often say, “If you charge enough up front, you never mind going back to fix a problem or to replace a plant.” In essence, I could, you could, write this story every season. It is not a new one. We need to use the brains in our feet.

I continue to be impressed with companies from the trade who operate good vehicles and quality equipment. A truck need not be new, but it does need to be clean, in good repair and well painted. A truck is a mobile advertising board seen by thousands of people, including potential customers.

No one is impressed with machinery breakdowns on the job site or with junky trailers.

There continue to be a few fellows in my city who operate vehicles with broken signal 18 | AUGUST 2017 | LANDSCAPE TRADES

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roadtosuccess lights and other issues. The truck will often be riding low to the ground, as they insist on loading more material than the truck can handle. In their world, they believe they are saving money. They cannot explain the cost of blown tires and worn-out shocks, but it

“ A truck is a mobile advertising board seen by thousands of people, including potential customers. A truck need not be new, but it does need to be clean, in good repair and well painted.” really does not matter as they seldom replace those parts anyway. Let them do what they do, as you continue to impress people with what you do.

I was asked to share two stories from the old days during my spring visits. I was helping to train a young crew for a local company regarding maintenance. I told them

the first and most important tool they need to load onto the truck is the broom (or leaf blower). They thought I was joking. I told them we are not in the landscaping business; rather, “We are in the beauty business.

People pay us to make their residences look nice and that means cleaning up after ourselves.” I told them about the landscaper I knew, in the ‘70s, who bragged he didn’t own a broom. If a homeowner asked him about the dirt left from digging out their yard or installing the topsoil, he would bluntly say, “If you want it cleaned up then do it yourself.” I just cannot get my head around that attitude.

The second story is from 1980. One of our local landscape supply yards asked me to tell their staff this one. Crusher dust is used in our area for the base under brick work and paths. It costs $46 per yard plus delivery.

In 1980, few had heard of crusher dust. A man who operated a trucking company told me he used it in his yard, and it held up in all weather. “It’s a great product and the trucks pack it down and make it even harder.

It is an all-weather surface.” He was sold on its use.

He gave me a phone number to call.

Crusher dust, being a by-product of crushed rock, was considered a waste product. If you wanted it, you could have it for the cost of the hauling, which was three bucks a yard at

the time. Thirty-six dollars got you a 12-yard gravel truck of crusher dust delivered anywhere in the city. As I am telling the younger staff this story, they are laughing. They are not certain if I am really old, making it up or if I am taking too much medication. What can I write? Nothing stays the same.

Keep your vehicles clean, your equipment in good shape, your broom always close by and you will stay on the road to success. LT

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.

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managementsolutions

Profit strategies for snow

BY MARK BRADLEY

With more competition in the snow and ice industry, companies look for new ways to reduce labour and increase profit margins.

Competition is ramping up in the snow industry. The number of contractors getting into snow and ice is growing, and yet the number of events — and their severity — seem to be declining. With supply up and demand down, your company is going to have to up its game to win in the snow industry.

In our travels across North America teaching snow and ice business workshops, we’ve met thousands of snow contractors and thought we might share some of the trends and business practices emerging among industry leaders.

22 | AUGUST 2017 | LANDSCAPE TRADES

Sell the right jobs Net and gross profit are tempting numbers to zone-in on, but they don’t tell the whole story. You can make good gross and net profits on labour rates in snow. Your true cost of labour is roughly half the billing rate — so the margins look great. But don’t forget that labour is the single hardest factor to manage in snow. Turnover is high, availability is spotty and the work is challenging.

SOLUTION: Successful companies are targeting

jobs that use less labour, more equipment, and more salt. Your margins may not look as strong, but any time you can increase job

revenues with fewer people, you are headed in the right direction.

Estimate and sell route density The more unbillable time you have, the smaller your margins. Even if you priced all your work for profit, if you have too much prep and drive time, you will have little left over at the end of the year. And for plow trucks and on-road equipment, you can’t underestimate the cost of this unbillable time. It includes: l Inspecting and prepping equipment at the yard. continued on page 24

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managementsolutions l Loading with salt.

Recover equipment costs

Train and enforce best practices

l Driving to first site.

It is not unusual to see a plow truck with up to 40 per cent of its time doing ‘unbillable’ tasks. Some of this time is necessary, so we want to make every improvement we possibly can. One of these improvements is reducing drive time.

All too many contractors try to keep staff ‘busy’ during the winter, and apply the same logic to their equipment. However, staff get paid with a regular payroll cycle — you don’t forget those costs — but it’s easy to forget, or ignore, the costs of trucks and equipment when estimating. The irony is, snow and ice is hard on equipment, causing more wear and many more repairs compared with summer work. You simply cannot afford to give your equipment away when bidding snow work.

My own analysis shows that good, experienced snow operators clear lots up to 30 per cent faster than new or inexperienced operators. Why? They have a better “plan of attack” for the site. They start in the right place, proceed through the site in a logical order, minimize reversing and avoid going over the same areas twice. Imagine if your entire operation could execute like your best operator…

SOLUTION: Estimate and sell for route density.

SOLUTION: Learn the cost of your equipment

Give your estimators and sales staff a means of estimating ‘on the road.’ Drive to areas with current sites, and bang out estimates for neighbouring, non-client sites. Reach out and ask if it’s okay to drop off a proposal.

By selling work close to existing work, you will reduce your unbillable time and drive more profits with fewer man hours.

and estimate for it. Even equipment you own still has a cost — you’ve made all the payments! Snow is going to beat your equipment up, and like it or not, a day will come where it needs to be replaced. And don’t forget the cost of fuel, repairs, maintenance and insurance. Your current bids must cover those basic costs, and ensure you are saving for your next, replacement piece.

l Driving between all subsequent sites. l Refilling with salt (if

necessary).

l Driving back to the shop. l Salt unload, cleanup, parking, paperwork.

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24 | AUGUST 2017 | LANDSCAPE TRADES

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SOLUTION: Start with site maps. Make sure

every site has a clear site map that shows operators areas they should plow, and where they can pile. Add basic notes, tips or warnings to these maps. Then take your maps one step further. Sit and review the site maps with your best operators before the snow falls. Identify the right plan of attack for each site and draw it on the map. Simple numbers showing order of operations, and arrows showing direction of pushes, are enough to improve productivity for even the

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newest of operators.

Savvy contractors are taking mapping to the next level and going mobile/electronic.

Why print, hand out and maintain 15 maps, when you can put one site map online for everyone to share? No more lost maps, no more getting everyone the latest version, and no more spending days or weeks printing and assembling maps into binders.

Calibrate and manage salt use Over-salting is far more common than most of us want to admit. Over-salting happens, and it happens often. Crews want to do a good job. They don’t want to get called back, and they don’t have any real method of measuring salt, unless your trucks are equipped with scales.

to get pounds per minute. Once you have that number, simply divide the number of pounds you estimate for your sites by your salt application rate (lbs./min.) to get how long you should be salting the lot, in minutes. Times do not have to be accurate to the second, and events are different based on temperature and type of snow or ice. Giving your crews salt-time guidelines can knock 10 to 20 per cent off your salt use, which is money in the bank.

again to update them on your response plan.

Perhaps you email reports after every event, or even better, give clients live access to a site or app where they can check on the status of their own sites! The technology and systems are out there, and if you want to get paid like a professional contractor, you are going to need tools that show clients you do what you say you’re going to do. For most clients, it’s really that simple. If you charge a fair price, and live up to your commitments, you earn LT clients for life.

Boost transparency and accountability Clients are tired of guessing who is going to do the best job, for the best price. Since we all ‘say’ we do the best work, clients simply go for price and hope for the best.

Mark Bradley is CEO of TBG Landscape and LMN, based in Ontario.

SOLUTION: Increase communication with SOLUTION: Calibrate your salters and give

crews salting targets in time (minutes) instead of pounds or tons. Simply weigh how much salt comes off your truck’s salters in 15 seconds and multiply that by four

5206W Max Operating Weight 40,000 lbs

your clients during events, and sell this communication when you sell your bids. Maybe you use e-blasts — or even something like Twitter — to reach clients to let them know of a coming weather system. Then connect

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Hydraulically powered, the Meteor Snow Blower can be matched hydraulic flow of most skid loaders. Available in a variety of widths the chute is offset to improve the operators visibility.

For more information contact MK Martin or visist us online.

AUGUST 2017 | LANDSCAPE TRADES |

25

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legalmatters

Payment and adjudication legislation comes to Ontario

BY ROB KENNALEY AND JOSH WINTER

In April of 2016, the Ontario Minister of the Attorney General and the Minister of Economic Development, Employment and Infrastructure were delivered a report entitled Striking the Balance: Expert Review of Ontario’s Construction Lien Act. From that report, Bill 142, Construction Lien Amendment Act, 2017 was created. On May 31, 2017, the First Reading of Bill 142 was carried. Barring any hiccups during the second and third readings (including the potential for the forthcoming Ontario provincial election to intervene), the Construction Act may well roll out by 2018. The question to be asked within the construction industry is, what does this mean? The answer is: potentially quicker payments and a new mandatory adjudication process to resolve disputes. If nothing else, the new legislation will certainly change the construction industry as we now know it.

26 | AUGUST 2017 | LANDSCAPE TRADES

The proposed Construction Act will follow the United Kingdom’s model, which has been in place since 1998. The theme here, and the aim of what is to be entitled the Construction Act, is and will be promptness, and efficiency. That is, the Construction Act will require contractors and subcontractors to be paid in a more timely manner, and will also require a mandatory adjudication process for all disputes.

Under the new regime, the triggering event for payment from owner to contractor, and from contractor to subcontractor, will be delivery of a “proper invoice.” Once a proper invoice is delivered, payment must be delivered from owner to contractor within 28 days, and once that has been delivered, from contractor to subcontractor within seven days.

The system will not be without its potential problems. First, it appears subcontrac-

tors may be at the mercy of contractors, in so far as when the contractor elects to deliver a proper invoice to the owner. Also, the new regime has had to grapple with the fact that, at times, an owner or contractor may object that the person submitting the invoice is not actually owed the money they are claiming.

It is to address this problem that the concept of ‘adjudication’ arises. It is through adjudication, that the Act seeks to avoid long, protracted and expensive litigation.

Adjudication and prompt payment go handin-hand. The mandatory adjudication process will require disputes to be diverted to an adjudicator at an early stage in the conflict.

Disputes that were previously addressed through months or years of contentious litigation under the Construction Lien Act may now be amicably resolved by an expedited procedure.

A key to the regime is that the adjudication result is only binding on an interim basis. Parties can expect to obtain a determination on an interim binding basis: under the Construction Act the adjudication process is to be completed within 30 days, with the possibility that it may be extended in complicated cases by a further 14 days. The process is streamlined, and it is understood the adjudicator may not be in a position to make a final decision on the matters at issue. Nonetheless, an interim decision will be made, determining the extent to which funds will flow at that point in time. The parties are then free to revisit the dispute at the end of the project, if they believe the result of the adjudication was wrong or if they believe additional information or evidence should be brought to bear on the issue.

Consider, for example, where the owner objects to an invoice by saying, ‘There are deficiencies which will cost me hundreds of thousands of dollars to correct, though I have not corrected them and don’t even have 26 | AUGUST 2017 | LANDSCAPE TRADES

legalmatters quotes for that work.’ The new regime will not allow the owner to put off, until (potentially) the end of a trial, the question of what the contractor should be paid. Under the new regime, an adjudicator will decide, quickly, how much (if any) money should be held back from the contractor to cover the cost of deficiency rectification. While the owner is free to commence litigation to seek the cost of deficiency correction at the end of the project, the contractor will (in many cases) receive an interim payment.

The process will require the party who delivers a notice of adjudication to identify an adjudicator or proposed adjudicator in that notice. The other party in the dispute will have a couple of days to advise whether they agree or disagree with that adjudicator.

If they do not agree with the selection, the parties will have a few more days to agree on an adjudicator, barring which an adjudicator will be appointed from a roster by the Authorized Nominating Authority.

28 | AUGUST 2017 | LANDSCAPE TRADES

Although the process may result in conflict, and the need for counsel at an earlier stage than under the Construction Lien Act, the rationale is that participants will spend less money in dispute resolution than they would in protracted litigation and that many, if not most, of the interim determinations will not be challenged at a later date.

Indeed, we understand this is what has occurred in other jurisdictions where the process has been engaged.

At the end of the day, construction industry professionals want to feel confident that contracts will be honoured, and bills will be paid. The proposed Construction Act sets out to ensure that where this does not occur, remedies are available in a timely manner so that business can carry on as usual. It may very well be the end of the world as we know it. The important thing to remember, if the process comes to your jurisdiction, is that contractors and subcontractors will have to be prepared to embrace the process.

This is because, while the disputes will be

resolved quickly, if a participant is not prepared to ‘make his pitch’ at the adjudication table, with sufficient evidence to support his position, the adjudication may go against him and his entitlement to payment of the invoice may be lost until, at least, the end of LT the project.

Rob Kennaley and Josh Winter practice construction law in Toronto and Simcoe, Ont. They speak and write regularly on construction law issues and can be reached for comment at 416-700-4142 or at rjk@kennaley.ca and jwinter@kennaley.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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cnlanews CNLA to welcome 300 delegates to Niagara Falls This September, CNLA, in partnership with the International Garden Centre Association (IGCA), will welcome 300 visitors from around the world to take part in the annual IGCA Congress, in Niagara Falls, Ont. Delegates will spend the week touring local independent garden centres and nurseries, learning about the industry in Canada. This is the second time the international congress has taken place in Canada; in 2008 delegates had the opportunity to visit garden centres in Vancouver, B.C. This unique opportunity allows a diverse group of business owners to see a little bit of Canada, and allows Canadians to learn from them as well!

Have you visited any Canada 150 Garden Experiences?

In honour of Canada’s sesquicentennial, the Canadian Garden Council (CGC) designated 150 gardens and garden experiences as ways to celebrate Canada’s birthday. Supported by CNLA, the designations were awarded during the 2017 North American Garden Tourism Awards. A full list of experiences can be seen on the CGC website: www.gardencouncil.ca. Get in the celebratory mood and experience some of Canada’s great gardens!

Tracey MacKenzie receives teaching award The Canadian Association of Diploma in Agriculture Programs (CADAP) presents an annual Teaching Award to worthy recipients to show appreciation and to further the professional development of the recipient. Recipients should demonstrate an ability to attract and motivate students; use effective, innovative teaching methods; posess knowledge of subject matter, course and curriculum development and display professional integrity.

Tracey MacKenzie, Assistant Professor with the Department of Plant,

The Canadian Association of Diploma in Agriculture Programs (CADAP) teaching award was presented to Tracey MacKenzie.

Food and Environmental Sciences in the Dalhousie Faculty of Agriculture in Halifax, N.S., was chosen as the recipient of the 2017 award. Tracey has contributed his creativity and innovation to developing a range of courses and constantly updates his curriculum to meet industry certification standards. Tracey has consistently received “excellence” in teaching as seen from student ratings. His passion for teaching, combined with his industry involvement, brings real-world issues and solutions to the classroom.

MacKenzie has made significant contributions to the Landscape Horticulture discipline for over two decades. Hundreds of students have been inspired and trained by him over these years. Many former students now hold important positions as entrepreneurs, landscape architects, and

Two legislative gardens blooming thanks to CNLA members Members of both the B.C. Landscape and Nursery Association (BCLNA) and Landscape Alberta took part in building gardens for their province’s legislature buildings. Members of Landscape Alberta volunteered this past June to create a beautiful Canada 150-themed garden at the Alberta Legislature in Edmonton. Members of BCLNA entered a contest to design a pollinator garden on the grounds of the B.C. Legislature in Victoria. Mother Earth Gardens and Design of Port Coquitlam submitted the winning design, and attended the garden reveal in June.

Landscape Alberta members created a special focus on Canada’s 150th birthday.

Left, volunteers posed in the finished garden.

30 | AUGUST 2017 | LANDSCAPE TRADES

horticulturists, with both regional and national impact.

CNLA extends its sincere congratulations to Tracey on a well-deserved award!

CLD grandfathering provision The grandfathering provision is an alternate path for candidates, with extensive landscape design experience or membership in landscape design associations, to obtain CNLA’s prestigious Landscape Industry Certified Designer designation. Under this provision, candidates circumvent the written exam and rigorous portfolio submission required for normal CLD certification, rather presenting their body of work as proof of expertise as landscape designers. Achieving designation through the grandfathering process validates competence in site engineering and design, affirming proficiency in a modern industry driven by credentials and assures clients they can invest in you.

To apply, candidates submit details of relevant education and work experience, plus letters from two sponsors, validating their professional experience. The Review Board approves applications to proceed under the grandfathering provision. Approved candidates are invited to discuss pertinent details from three landscape design projects they played a primary role in creating. The review assesses presentations to determine whether the candidate’s level of competence is equivalent to, or higher than, that established by the normal CLD Certification program.

For more information, visit certifiedlandscapedesigner.com or listen to an online webinar at www.cnla.ca/learn/professional-development. If you have questions or are interested in applying for CLD under the grandfathering provision, contact Edith Oyosoro at CNLA, at 1-888-446-3499 ext. 8650, or email edith@cnla-acpp.ca.

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B.C.’s Legislature building is buzzing with delight at its new pollinator garden.

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industrynews New executives for Landscape Nova Scotia Landscape Nova Scotia (LNS) has named Sean and Sarah Kirby as executive directors of the association. “Sean and Sarah are government relations and communications consultants, as well as professional industry association managers who bring a wide range of experience and creativity to the role,” LNS president David Thompson said.

“Their experience includes running the Mining Association of Nova Scotia, and working with notfor-profits organizations such as the Pharmacy Association of Nova Scotia and the Multiple Sclerosis Society of Canada. They have also worked with a wide range of corporate clients, including Scotts Canada and Monsanto.”

Snowposium returns in September The Snowposium trade show and conference is set to bring top suppliers and industry leaders together at the Landscape Ontario home office in Milton, Ont., on Sept. 28. The event features a conference and outdoor demos, and displays

Montreal hosts SIMA Symposium North America’s professional association for snow contractors, the Snow and Ice Management Association (SIMA), held its annual Symposium in Montreal in June. An impressive contingent of delegates attended the four-day

Snowposium returns to the LO home office in Milton, Ont. Sept. 28.

of some of the latest equipment and technologies for the snow and ice management industry.

Snowposium will offer networking opportunities and educational programming focused on real-world business issues including managing risk, product innovations, insurance, cost control and slip-and-fall claims. Registration and a schedule of events is available at snowposium. ca. For more information contact Amy Buchanan, amy@landscapeontario.com or (800) 265-5656 ext. 2329. For exhibit space contact Darryl Bond, darryl@landscapeontario.com or (800) 265-5656 ext. 2366.

Bob Wilton, Clintar Landscape Management founder.

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event, which featured on- and off-site education sessions, a trade show, keynotes and an awards evening. This year’s symposium was SIMA’s 20th such annual event, and its firstever outside the U.S. Canadian participation was strong among attendees, speakers, sponsors and exhibitors. Bob Wilton, founder of Markham, Ont.-based Clintar Landscape Management, received SIMA’s Lifetime Achievement Award. SIMA’s Cheryl Highley said, “I love Bob. He served on the SIMA board for six years, and he is so proud of his family.”

The award is not presented every year; Wilton’s announcement produced a standing ovation.

In more Canadian recognition, David Lammers of Garden Grove Landscaping, Waterdown, Ont., received awards for Business Excellence and Safety.

The annual event highlights SIMA’s commitment to education. Board chair Justin Gamester announced membership dues have been structured to include a $200 training credit.

SIMA’s first event outside the U.S. featured education sessions, a trade show and keynote speakers.

STONE & BRICK FOR YOUR LANDSCAPING NEEDS

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Valleybrook Ontario sold to BTN John Schroeder, founder and CEO of the Valleybrook Group of companies, announced the sale of Valleybrook Gardens, located in Niagara-on-the-Lake, Ont. The company was purchased by Brookdale Treeland Nurseries, a family-owned corporation headquartered in Schomberg, Ont. This transaction affects only the Ontario-based Valleybrook nursery; the original nursery in British Columbia continues to be owned and operated by the Schroeders.

Valleybrook owner John Schroeder commented, “When my wife Kelly and I started the Ontario nursery almost 30 years ago on a little plot of rented land in Vineland, we didn’t know what the future held. What we did know was that we would only be satisfied by producing the highest quality plant material, and that innovative marketing and branding was going to be a key to success.”

Heritage Perennials, Jeepers Creepers, Colour Craze and Garden Gladiators are some of the plant brands which both the B.C. and Ontario nurseries produce under license from Valleybrook International Ventures. Valleybrook Gardens Ontario will continue to produce and sell these products under license to independent garden centres going forward.

When asked why he sold the nursery, Schroeder replied, “The nursery has an excellent reputation, an outstanding management team, a loyal AUGUST 2017 | LANDSCAPE TRADES |

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AUGUST 2017 | LANDSCAPE TRADES |

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industrynews workforce and customer base, and excellent performance on all levels. Knowing this combination made an attractive acquisition target, my goal was to find a buyer who understood the industry, valued our brands, and would keep the existing staff in place. I also wanted a buyer who would commit to maintaining the focus on high quality and service as the way to grow into the future. I believe we have succeeded with that.”

CanWest opens registration CanWest, Western Canada’s premier horticultural trade show, is set to bring green professionals and suppliers together Sept. 27-28 at Tradex, Fraser Valley Trade and Exhibition Centre, in Abbotsford, B.C. The educational program features design workshops, a dry stone course, an urban forester’s symposium and a tour of landscapes in the Fraser Valley. The trade show floor will be highlighted by a new product showcase, a greenhouse zone and new plant introductions from the province. For more information and registration, visit canwesthortshow.com.

Record landscape participation at Skills Canada ’17 The Landscape Gardening category had a record number of competitors at the 2017 Skills Canada National Competition (SCNC) held in Winnipeg, Man. in May. Eight teams represented British Columbia, Alberta, Manitoba, Ontario, Quebec, Nova Scotia, New Brunswick and Team Canada. This forum is the only national, multi-trade and technology competition for students and apprentices in Canada. The competition saw over 10,000 visitors gather at the RBC Convention Centre in downtown Winnipeg. Winning Landscape Gardening teams were, Gold: Adrian Sinke and Raymond de Kok of Alberta; Silver: Marie-Ève Brodeur and Vincent Pelchat of Quebec; and Bronze: Diana Davidson, Calum MacRae and Zachary Walsh of Nova Scotia. Sponsors Dynascape Software, Hank Deenen Landscaping and The Investment Guild contributed financial support that allowed awards to be given to all medalists, as well as a free certification exam. Over $4,000 was awarded to participants, including a $1500

sponsorship to Team Canada to support their training for World Skills 2017.

Communities in Bloom celebrates Canada 150 The 2017 Communities in Bloom National Symposium on parks and grounds and national and international awards ceremonies will celebrate Canada 150 Sept. 13-16 in Ottawa and Gatineau. The event will feature tours of parks and gardens in the region, an awards ceremony and a symposium. For full details, visit communitiesinbloom.ca.

Crawford wins award for SnowTracker app Crawford Compliance of Toronto received the 2017 Canadian Insurance Innovator of the Year award for its SnowTracker app, at the Insurance Nexus awards ceremony held on June 28 in Toronto. The award is given to the “stand-out player for achievements among innovative players arising across the insurance analytics landscape.”

Register now for ...

SEPTEMBER 28, 2017 LANDSCAPE ONTARIO MILTON, ON

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Master Plan

is excited to kick off the spring gardening season by showcasing our theme — ‘Let’s Go To The Movies.’” The festival is inviting landscape architects, design/build experts and floral artists to let their imaginations run wild to come up with unique and innovative interpretations of the theme. Canada Blooms 2018 takes place at the Enercare Centre in Toronto, March 9-18, 2018.

OPEI names communications VP

EdwardsTBG’s Gardens Toronto proposedand expansion reflects Botanical education as a Garden priority.

Scott Torrance Landscape Architect, a division of FORREC Ltd.

June 07, 2017

with W.Gary Smith, Lord Cultural Resources, Moriyama and Teshima Architects, Matrix Solutions, A.W.Hooker Associates Ltd., Blackwell Structural Engineers, Urban Forest Associates Inc.

Toronto Botanical Garden plans expansion Toronto Botanical Garden (TBG) has unveiled an expansion proposal developed by landscape architect W. Gary Smith, along with PMA Landscape Architects with the participation of renowned garden designer John Brookes. The proposal ties together the present four-acre TBG and the adjacent Edwards Gardens, with its parkland and ravine. Features of the pro-

posed expansion include an arboretum, space for community events and teaching gardens, reflecting education as a top priority of the plan.

Canada Blooms announces 2018 theme The theme for the 2018 Canada Blooms festival is “Let’s Go To The Movies,” in celebration of the grandeur of the silver screen. “From days of old to the newest blockbuster hit, Canada Blooms

The Outdoor Power Equipment Institute (OPEI) has named Chuck Bowen as vice president, communications. OPEI is an international trade association representing more than 100 power equipment, engine and utility vehicle manufacturers and suppliers. Bowen was formerly with Lawn & Landscape magazine.

Case celebrates anniversary Case Construction Equipment celebrated the 175th anniversary of Racine Threshing Machine Works, opened by Jerome Increase Case in Wisconsin. Since 1842, the company has been a part of major innovations in the construction equipment industry, including the introduction of the first portable steam engine in 1869, which led to the birth of road construction, and

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industrynews

Pictured here is an early example of Case Equipment’s 175 year history.

was created over a period of three days: two days of detailed surveying and one day mowing, using the company’s Spider 1 and Spider 2 mowers. It was filmed with drone technology by the motion picture and digital agency, Mustard, based in Prague. A scale drawing of the famous portrait was used to transfer reference points to the hillside using laser surveying technology and then the skilled Spider operators, including the company’s Managing Director, Lubomir Dvorak, mowed the 50,000 square metre image taking direction from the video producer.

the launch in 1957 of the industry’s first factoryintegrated tractor loader backhoe.

Spider mows massive Mona Lisa Dvorak, the Czech-based manufacturer of the Spider range of remote-controlled slope mowers, has launched its first global social media campaign featuring a giant version of Leonardo da Vinci’s famous Mona Lisa portrait, mown on a hillside at Dolní Kalná in the Czech Republic.

The portrait, on a grass canvas measuring 200 by 250 metres with a gradient of 45 degrees,

Drones helped mow a Mona Lisa portrait on a massive grass canvas.

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WPEequipment.ca 36 | AUGUST 2017 | LANDSCAPE TRADES

Re: Beautiful landscapes or water conservation?

April 2017 Landscape Trades Interesting article in Landscape Trades on Fusion Gardening. I think I can begin to see what the primary motivation with this program is; get people to embrace an alternative landscape approach that is less water dependant. However, I noted only a few native plants on the recommended plant list. I’m not a big fan of the all-native movement but there are a number of natives that could replace the exotics listed which would provide better support for the local fauna.

Ron Koudys Ron Koudys Landscape Architects London, Ont.

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snowproducts Salting system Compact snow plow The new Defender snow plow from Western comes standard with a high-carbon steel cutting edge that reduces wear and extends the life of the blade. It utilizes six vertical ribs to provide structural reinforcement and torsional strength.

Western www.westernplows.com

Boss Snowplow introduces a unique skid steer-based salting system; the QuickCube utilizes weather-proof, poly cubes (hoppers) that can be filled with solid deicing materials and staged at job sites in advance of wintry weather. Filled cubes replace the need for remote salt piles, tarps and temporary salt shelters.

Cubes can be stacked and are neutrally coloured to blend in with existing landscaping.

Material is fed to the spinner disc via gravity and the auger for reliability and ease of operation.

Boss Snowplow www.bossplow.com

Headlamps The new Storm Seeker halogen headlamps from SnowEx offer significant durability and illumination improvements for users of SnowEx truck plows. Storm Seeker headlamps are designed to deter water ingression. The reflector-to-housing seal features a built-in vent that allows moisture to exist, but not enter. In addition to fighting water ingression, an improved lens seal uses dual adhesive bead channels to ensure secure attachment of the lens.

SnowEx www.snowexproducts.com

YOUR SOURCE FOR HIGH QUALITY CLAY PAVING BRICKS • “Genuine Clay Brick Pavers”Hard fired, tested, proven to endure and enhance any landscape design.

• Available in over 100 colour ranges, 30 sizes, and thicknesses from 1” to 3” • NEW Permeable Clay Brick Pavers - For rainwater conservation and stormwater management.

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www.ThamesValleyBrick.com 38 | AUGUST 2017 | LANDSCAPE TRADES

Pusher for compact wheel loaders New for 2017, Pro-Tech has launched a rubber-edge snow pusher specifically designed for compact wheel loaders. The Compact Wheel Loader Sno Pusher features a reinforced quick coupler that uses a unique compact wheel loader chassis, built with the strength to be used with more powerful equipment. This new Sno Pusher will be available in 8-, 10-, and 12-inch sizes to meet a wide variety of property sizes and compact wheel loader types.

Pro Tech www.snopusher.com

Rotary broom The Fisher RB-400 walk-behind rotary broom helps get walkways cleaner by scraping and sweeping snow all the way down to the surface.

It’s also perfect for areas that are tight to buildings, curbs or edging.

Fisher www.fisherplows.com

Snow Happens.

Avant Cleans.

Avant Tecno has a variety of versatile machines that can handle all types of jobs, all year ‘round: Over 150 attachments • Articulated, compact size Multiple cab options • Excellent lift to weight ratio Low operating & maintenance costs Excellent for sidewalk snow removal To learn how an Avant loader can help you work more efficiently, call us at 847-380-9822, or visit our website.

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snowproducts Snow plow The new VersaTach Plow from Daniels Plows utilizes the hydraulics from your machine’s third valve. By connecting the third valve lines to the VersaTach, the hydraulic manifold allows the three-in-one plow to angle left and right 35 degrees and pivot the wings to the degree needed.

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

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LEAD TIMES IN THE FALL CAN BE UP TO 6 WEEKS – ORDER EARLY!

Hopper spreader

42x40 Truss $9550 12 oz tarp cover- open ends

Equipped with updated controls and enhanced material spreading features, the new SnowEx V-Maxx G2 hopper spreaders offer greater performance and operating efficiency for contractors and municipalities on large ice control applications. A new dual variable-speed control is more compact than previous models. This digital, self-diagnosing unit allows independent adjustment of spinner and auger speeds, while convenient buttons offer easy control of the standard vibrator and optional accessories.

SnowEx www.snowexproducts.com

30x80 $9150 with 7 oz tarp cover + back end cover

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Your customers want it, PRO Landscape lets you deliver it.

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LEARN WHY PRO LANDSCAPE DOES IT BETTER prolandscape.com | 800-231-8574 | sales@prolandscape.com 20x36 $3560 with 7 oz tarp cover + back end cover Tarp Covers Available In 7 oz and 12 oz 40 | APRIL AUGUST 2017 2017| |LANDSCAPE LANDSCAPE TRADES TRADES

Spreader Available for winter 2017, the Boss Forge is one of the few stainless steel spreader models in its class to offer both pintle feed and auger chain systems with the same hopper and a planetary gearbox designed to deliver high-efficiency performance across a wide range of ice control material.

Boss Snowplow www.bossplow.com

Snow thrower Ariens introduces the RapidTrak Sno-Thro, which combines the features of the Sno-Thro series with the all-new RapidTrak system. RapidTrak is designed to move fast, matching the speed of a non-track Sno-Thro model. The track design gives users the option of using a full track system for traction or to adjust to a setting that is similar to a wheel setting. In the wheel setting, it is easy to turn the RapidTrak machine at the end of a driveway or around obstacles.

Ariens www.ariens.com

Look for these upcoming special feature issues of Landscape Trades:

Don’t let salt slip your minD this winter. pre-orDer anD save now Call your Account Manager today!

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newproducts Chain saw The new Makita 16-in., 36 cc chain saw, model EA3601FRDB, combines a high power-to-weight ratio with easier starts and less vibration for a full range of applications. The engine delivers 2.4 horsepower and an engine speed of 12,800 RPM. Makita www.makita.ca

Sub-compact tractors Kubota is introducing four new sub-compact diesel tractor models in the BX80 series: the BX1880, BX2380, BX2680 and BX23S. Each tractor can be easily customized with a comprehensive range of versatile attachments for jobs such as lawn mowing, landscaping or snow removal.

Kubota www.kubota.ca

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Backhoe Updates to the John Deere L-Series backhoe lineup enhance the productivity and uptime for professionals looking to lift more and multitask on the job site. Key backhoe updates include the introduction of precision mode, enhanced pilot controllers, two new rear quick coupler offerings and a redesigned hydraulic thumb.

Lithium grease Lithium Grease from Exmark provides resistance to water washout and delivers increased protection in applications where moisture and condensation are a factor. Lithium Grease is designed for lubricating wheel bearings, steering linkages, ball joints, and chassis lube points.

Exmark www.exmark.ca

John Deere www.deere.ca

Job site WiFi Dewalt’s patented WiFi mesh technology provides access points built to withstand the harsh and variable conditions of a construction job site.

Dewalt WiFi enables general and trade contractors to collaborate in real-time across large-scale job sites and to easily access critical site information such as prints, schedules, budgets and RFIs. Dewalt www.dewalt.ca

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WPEequipment.ca AUGUST 2017 | LANDSCAPE TRADES |

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classifieds BUSINESS OPPORTUNITIES

BUSINESS OPPORTUNITIES

LOOKING FOR A NEW CHALLENGE? WANT TO OWN YOUR OWN COMPANY? Successful Muskoka landscape construction company, ($1.75M in sales) is looking for a specific individual. This person is entrepreneurial, honest, with landscape design capabilities or experience. Must possess a clean driver’s license and have a good credit rating. Individual will also have demonstrated team leadership ability. This position requires working at any time of the day, meeting clients and interacting with employees, including weekends.

Our successful partnership will eventually lead to ownership of the company, owner financed. A 10% equity position by you is expected.

We offer an exclusive client list, 29 years of experience in the Muskoka market, and well-known, established brand. We offer a five-part training experience, many of which you will have prior knowledge of: landscape design, sales, horticulture, hardscape installation, and how to make the business end of things work.

Growth opportunities exist specifically in the landscape maintenance field. Irrigation and lighting are also possibilities for growth.

This would be a year round salaried position, shadowing the owner for a number of years as > Continued

you get to know the clientele and employees.

You would be expected to work as a landscape construction foreperson as time allows, make your own sales, hire employees, and finish your own projects.

Salary $50,000-$80,000 negotiable depending on experience. Only those selected for interviews will be contacted.

Please reply with your resume to classifieds@landscapeontario.com and include Box #2017-06 in subject line.

Your confidentiality is assured, as we expect ours to be.

EQUIPMENT

FINN Hydroseeders & Bark Blowers New and Used • Flex Guard FRM • Soil Guard BFM • Erosion Control Blanket Seed & Fertilizer Prefilled and Unfilled Filter Sock Toll free: (888) 298-9911 • Fax: (905) 761-7959 www.fibramulch.com

events August 13-16, Toronto Fall Gift Fair, Toronto, Ont. www.cangift.org August 15-17, Independent Garden Centre Show, Chicago, Ill. www.igcshow.com August 23-26, Plantarium, Boskoop, Netherlands www.plantarium.nl August 24-26, Farwest Show, Portland, Ore. www.farwestshow.com September 11-13, GLEE, Birmingham, U.K. www.gleebirmingham.com Sept. 13-16, Communities in Bloom 2017 National Symposium on Parks and Grounds and Awards Ceremonies, Ottawa, Ont. www.communitiesinbloom.ca Sept. 27-28, CanWest Hort Show, Abbotsford, B.C. www.canwesthortshow.com October 4-5, Canadian Greenhouse Conference, Niagara Falls, Ont. www.canadiangreenhouseconference.com October 5-25, The 2017 IFLA and CSLA World Congress and Summit, Montréal, Que. www.worlddesignsummit.com

Maneuaverable, compact and built with durable stainless steel construction, the is the ultimate sidewalk snow plow and de-icer.

October 11-14, 2017 IPPS Eastern Region Conference, Grand Rapids,Mich. ena.ipps.org/ October 18-20, Green Industry and Equipment Expo + Hardscape Expo, Louisville, Ky. www.gie-expo.com

The SnowRator is Available in Peterborough Ontario at Trailers Plus!

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November 6-10, International Irrigation Show & Conference, Orlando, Fla. www.irrigation.org November 14-16, FIHOQ Expo, Drummondville, Que. www.fihoq.qc.ca November 16-17, Green Industry Show and Conference, Calgary, www.greenindustryshow.com 705-745-5732 seanbryan@trailersplus.net

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November 29-December 1, New England Grows, Boston, Mass. www.newenglandgrows.org LT

ge

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where to find it COMPANY

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EMAIL

WEBSITE

404 Stone Limited 28 905-877-3404 sales@404stone.com Allstone Quarry Products Inc. 33 905-939-8491 info@allstonequarry.com Arctic Equipment Manufacturing Corp 2 905-844-6902 sales@arcticsnowplows.com Atlas Polar Company Ltd 35 888-799-4422 info@atlaspolar.com Avant Tecno USA Inc. 39 847-380-9822 sales@avanttecnousa.com Beaver Valley Stone Limited 20 416-222-2424 info@beavervalleystone.com Bobcat Company 13 infocenter@bobcat.com Canadian Greenhouse Conference 31 905-892-9851 info@canadiangreenhouseconference.com Coivic Specimen Trees 42 905-878-9101 info@coivic.com Daniels Plows 29 905-658-9905 briansauto@hotmail.com Eastern Farm Machinery Ltd 45 519-763-2400 sales@easternfarmmarchinery.com Echo Power Equipment Canada 23 877-324-6660 info@echo.ca Ford Motor Company of Canada Ltd 15 905-845-2511 G & L Group 41 888-907-7258 seany@gandlgroup.com Gateway Chevrolet Buick GMC 27 905-791-7111 Greenhorizons Sod Farms 31 519-653-7494 Hino Motors Canada 21 905-670-3352 info@hinocanada.com Horst Welding 24, 25 866-567-4162 sales@horstwelding.com John Deere Limited 19 Kubota Canada Ltd 47 905-294-7477 info@kubota.ca L&R Shelters 40 866-216-4113 info@lrshelters.ca LMN 10, 11 888-347-9864 info@golmn.com National Leasing 36 866-984-5381 sales@nationalleasing.com PRO Landscape by Drafix Software 40 800-231-8574 sales@prolandscape.com Pro-Power Canada Inc 16 800-361-0907 info@propowercanada.ca Proven Winners ColorChoice 17 800-633-8859 sales@springmeadownursery.com Reist Industries 18 877-467-3478 Stihl Limited 5 519-681-3000 info.canada@stihl.ca Thames Valley Brick & Building Products Ltd 38 905-637-6997 info@thamesvalleybrick.com The Salt Depot 26 905-479-1177 info@saltdepot.ca Tillson Brands Inc 48 855-284-8508 Trailer Plus 44 877-703-5085 Unilock Limited 9 800-UNILOCK georgetown@unilock.com WPE Equipment (Windmill) 36, 43 905-628-3055 sales@wpeequipment.ca Your Salt Connection 38 519-465-1121 sales@tntpropertymaintenance.com Zander Sod Co Ltd 32 877-727-2100 info@zandersod.com

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Snowline spreaders offer over 70 models of spreaders in mounted, tow and walk behind models.

Both broadcast or drop style with removable cams and agitators. Capacities from 2 cu. ft. to 5 yards.

Hydraulic, Ground, PTO or electric drive. Available speed compensating rate controllers on hydraulic drive models.

RR3, 10 Nicholas Beaver Rd., Guelph ON N1H 6H9

P: 519-763-2400 • F: 519-763-3930

www.easternfarmmachinery.com AUGUST 2017 | LANDSCAPE TRADES |

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mentormoment

Work, learn, grow and inspire David Lammers launched Lammers Landscape in 1990 in Waterdown, Ont., adding snow operations seven years later and changing the company name to Garden Grove Landscape Management.

The company has won many Landscape Ontario Awards of Excellence, was named Canada’s first ISO and SN 9001 Certified Snow Management Company, as well as safety and business excellence awards from the Snow and Ice Management Association (SIMA).

How do you manage client expectations during major storms?

If we commit to have a property cleared at a specific time, we will make David Lammers sure it happens. But we won’t put something in the agreement that we can’t perform to.

It comes down to being upfront during the sales process, and clear in our communication; we are never going to lie. That’s part of our commitment to consistency, accessibility and expertise. But if it starts snowing at 5 a.m. and we’re committed to clearing a site by 6 a.m., that’s okay. They might not get cleared right away but they will get salted, for example. And it all comes down to communication; you can’t over-communicate during the winter season.

With the technology we use, we can ensure clients are getting live reports, so they know exactly when we have serviced them. So if it starts snowing at 5 a.m., they will see they received salt service by 6 a.m. The manager or property manager will get an e-mail document that has a GPS stamp saying a vehicle was there, with the GPS

46 | AUGUST 2017 | LANDSCAPE TRADES

coordinates, who the operator was, what was administered in terms of salt, any issues if there were any, and it’s signed off by the operator.

Clients also receive pictures from the operators, so they can see what their site looks like and the quality of the work. Another side benefit of the reports has been that our phone traffic is way down, because clients feel that much more connected to the service.

What is the biggest challenge of snow and ice management?

The toughest thing is getting ready for the season. Being in season and actually doing the work and executing, that’s the fulfillment. The real challenge is being a landscape, green season company and shifting gears towards snow and ice management. The meetings start in the middle of July for snow planning and scheduling. And so we just get finished with the spring push, and then we start into the winter startup. And it’s a challenge to manage all the components that need to come together for the success of that November 1 start. We use that date as a hard deadline because we feel that by November 1, we need to be able to pull the trigger.

Managing everything from the sales pipeline, to operations with equipment ordering and making sure that we’re meeting budget and staff certifications, there are a lot of processes that need to be in motion to make sure we are ready to go.

What are some strategies for achieving staff buy-in?

We believe firmly in hiring for character and teaching skills. We want people who are like-minded in terms of our values. We also have a company philosophy that we describe as work, learn, grow and inspire.

We want our staff to work hard and to really enjoy what they are doing. With that comes learning, because you can’t work and not learn; otherwise, it’s just a job for a paycheque. So we believe that if you are learning while you are working, you are going to grow as a person.

That’s exciting to us, to know that our people are growing their personal skills and their confidence as well. And that’s inspiring, and the LT result is that our staff have the ability to inspire each other.

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

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