March 2016 Landscape Trades

March 2016 VOL. 38, NO. 2

landscapetrades.com

Bet your equity on quality, service Easy math to analyze expansion plans Sobering liability for jobsite accidents

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Contents

MARCH 2016 VOL. 38, NO. 2

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

ASSISTANT EDITOR Scott Barber | sbarber@landscapeontario.com

New products for Canada 2016

ART DIRECTOR Kim Burton | kburton@landscapeontario.com LANDSCAPE ONTARIO MAGAZINE EDITOR Robert Ellidge | rob@landscapeontario.com GRAPHIC DESIGNER Mike Wasilewski | mikew@landscapeontario.com

Suppliers prove new ideas never stop — new equipment, new hardscape products, new accessories and more.

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, Paul Brydges, Laura Catalano, Mark Fisher, Hank Gelderman CHT, Marty Lamers, Jan Laurin, Bob Tubby CLM, Nick Winkelmolen 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 Erin Agro, Darryl Bond, Myscha Burton, Rachel Cerelli, Tony DiGiovanni CHT, Denis Flanagan CLD, Sally Harvey CLT CLM, 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.

Subscription rates: One year – $46.90, two years – $84.74; three years – $118.64, HST included. U.S. and international please add $20.00 per year for postage and handling.

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.

COLUMNS

28 ROAD TO SUCCESS The box stores can beat us on price. Period.

BY ROD McDONALD 32 MANAGEMENT SOLUTIONS Some simple charts to analyze expansion plans.

BY MARK BRADLEY 36 LEGAL MATTERS Criminal liability exposure for workplace negligence

is sobering.

BY ROBERT KENNALEY 50 MENTOR MOMENT Brian Dougherty wants to treat people like family.

DEPARTMENTS GREEN PENCIL CNLA NEWS INDUSTRY NEWS COMING EVENTS CLASSIFIEDS WHERE TO FIND IT

4 38 42 46 48 49

ON THE FRONT COVER: 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

Coolfit canopy shade sails from Australia and New Zealand to Canada, thanks to Nesling.

Page 20.

MARCH 2016 | LANDSCAPE TRADES |

3

greenpencil Financials are deep secret top classified

None of your business I

happened to speak with a supplier

at Congress, who confirmed something I have known for years. That American business owners will freely disclose their exact revenues to anyone that asks, even strangers. And that Canadians universally will not.

My son-in-law Tomás is from Mexico; his framing crew works in the GTA residential construction sector. While differences between Canada and the U.S. can look dramatic to natives of either country, the canyon between cultures must seem far wider to him.

Tomás is currently teaching his trade to a 19-year-old from Brampton, Ont. Things are going well; Tomás has a talent for understanding and bridging

By Lee Ann Knudsen the culture gap. Always polite, open and good-natured, he uses the word “reserved” to describe Canadians.

Still wondering about the Canada/U.S. attitude split when it comes to numbers, I talked with J. Paul Lamarche. Now retired, Paul has financial consulting experience with hundreds, maybe thousands, of landscape companies in both Canada and the States. In fact, he served as a mentor himself to most of the industry’s current business management consultants.

Paul agreed that business owners are far more open about numbers south of the border. Why? He

4 | MARCH 2016 | LANDSCAPE TRADES

thinks Americans are more optimistic and hopeful.

That lower numbers are not any disgrace, because they know sales will improve. He described a financial roundtable at a SIMA show, where participants brought their actual numbers for a workshop — a scenario that could never take place in Canada.

When faced with low numbers, Canadians tend to be embarrassed, according to Paul. Many are incredible craftspeople, but not so talented in managing productivity or sales. He says far too many owners provide more income to employees than they receive themselves. They want the prestige of business ownership, but cannot support their success with real numbers. Hence the secrecy.

What about the successful players on the other side of embarrassment? Why are they also reticent? Again, Paul thinks it’s all about attitude, that Americans are more approving of success. “Say you buy yourself a big, fancy new car to drive around. In the States, you get a thumbs-up. In Canada, folks are more likely to think, ‘Look at that bozo, what an idiot.’” He believes successful Canadian business owners may avoid flashy new cars to avoid requests for raises.

Paul speculates that being so tight-lipped about finances might indicate lack of trust. He says the attitude comes at a big cost: it discourages mentorship.

Benchmarking can happen formally or informally, but there is no question that access to solid financial information drives prosperity for the industry. Could Canadian business owners profit from becoming a little more like Mexicans?

LT

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Air Velocity 323 km/h (201 mph) Air Volume† 712 cfm (1210 m3/h)

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Products

for productivity In a great partnership, suppliers are continually looking for ways to boost the landscape industry's profitability. After all, it's their marketing edge.

On the industry side, Landscape Trades readers consistently rank new product announcements as a favourite part of the magazine.

So here you have it —

2016's new product offerings for Canada.

Zero turn mower With the IKON-X z series, Ariens promises commercial quality zero turn mowers with performance and durability that well exceeds their class. Features include a commercial grade fabricated deck and height of cut adjustment with the turn of a dial.

Powered by Kohler 7000 series engines, the IKON-X mowers offer thirteen cutting heights from 1.5 to 4.5-in. on heavyduty tabular steel that is fully welded.

Ariens www.ariens.com

Track loader undercarriage With the new solid mount and roller suspension system undercarriages, Bobcat is looking to create a smoother, more comfortable ride for operators of its T550, T560, T650, T740, T750 and T770 compact track loaders. The redesigned undercarriages also provide more space between the carriage and the track, allowing for easier cleanout, additional ground clearance and increased fuel capacity of up to 45 per cent.

Bobcat www.bobcat.com 6 | MARCH 2016 | LANDSCAPE TRADES

Backpack blower The new EB7650TH MM4 backpack blower from Makita provides 200 mph air speed and 682 cfm air volume.

Powered by a 3.8 hp MM4 Makita mini four-stroke engine, the EB7650TH offers lower emissions and greater fuel efficiency over two-stroke blowers. The 76.5 cc backpack blower also utilizes an anti-icing valve, which allows the operator to simply turn a dial to supply warm engine air to the carburetor in cold conditions, as well as anti-static insulation between the grip and the nozzle to protect against static shocks.

Makita www.makita.ca

NEW PRODUCTS 2016 Flail mower attachment Available for Bobcat’s E63, E80 and E85 excavators, the 40-inch FMR flail mower attachment is designed to increase efficiency in a variety of land clearing and maintenance applications. With its triple-knife design and direct drive motor, the attachment provides smooth cutting through hard and soft woods, vines, grass and brush, and its compact deck allows the mower to manage varying ground contours and hard to reach places. The X-Change mounting system for the E63 model, and a choice between a pin-on and a pin-grabber system for the E80 and E85 excavators make equipping the attachment fast and simple.

Bobcat www.bobcat.com

Utility vehicle Kubota calls the new RTV-X1140 the most versatile utility vehicle on the market. The vehicle transitions from hauling cargo in its hydraulic dumping bed to transporting friends and family with a second row of seating. Powered by a 24.8 hp, three-cylinder, liquid cooled Kubota engine, the RTV-X1140 comes with standard 2-in. receivers on the front and rear and can carry up to 1,300 lbs. of gear.

Kubota Canada www.kubota.ca

Garden design guide The first annual colour-coded garden decorating design guide from Terra Nova Nurseries was created to educate brokers, growers, retailers and landscapers about the wholesaler’s plant and flower varieties. Inspired by the Pantone matching system, the guide’s wheel-shaped design groups plants by colour to allow for quick and easy colour blocking. The guide also features high quality, close-up photographs of each plant, and each plant card suggests two complementary varieties to make pairing by hue, texture and size simple.

Terra Nova Nurseries www.terranovanurseries.com

Spreader-sprayer The new Exmark spreader-sprayer introduces one-handed controls for steering as well as forward-reverse speed controls, freeing up the operator’s other hand to manage the spread and spray system controls or to perform spot spraying with an easy-to-access spray wand. Spray nozzles can be utilized to select narrow (5.5 ft.) or wide (11 ft.) spreads, and dual induction nozzles inside the tank provide aggressive agitation of spray mixtures to keep materials in suspension while maintaining maximum spray consistency, even when using wettable powders. The spreader-sprayer runs on a Subaru Ex27 commercial engine and utilizes a 20-gallon tank as well as a 175-pound capacity hopper.

Exmark www.exmark.com MARCH 2016 | LANDSCAPE TRADES |

7

NEW PRODUCTS 2016 Peer-to-peer equipment rentals Launched in late 2015, Dozr is an equipment rental platform that allows contractors to earn money from underutilized equipment by renting it out to verified contractors. Currently available in Ontario, equipment on the Dozr network can be rented with or without an operator and the terms of each rental are clearly defined by contract.

Dozr www.dozr.com

Snow removal equipment

Stand-on mower Hustler’s new SS stand-on mower line features the patented SmoothTrak steering system and a compact stance for precise handling in tight spaces. Available in four deck sizes, the SS mowers employ ergonomic controls and the toughest frame and deck in the industry, according to Hustler.

Caterpillar is launching a material handling bucket and a straight snow push that will convert the brand’s skid steer, compact track, multi-terrain, compact wheel, backhoe and small wheel loader lines into snow, slush and ice clearing machines. The 102-in. material handling bucket is the largest in its class, capable of moving up to 1.7 cubic yards of material at a time.

The attachment is suited for a variety of conditions and can be used to handle snow, dirt, mulch or stone. The straight snow push, available with steel or rubber cutting edges, offers a bolt-on back drag that can be used to pull material away from a structure.

Caterpillar www.cat.com

Hustler www.hustlerturf.com

Compost spreader The new ECO50 compost spreader by Ecolawn, incorporates numerous features typically only found in large spreaders into a lightweight, maneuverable design.

The ECO50 has a wide base frame that improves stability and accommodates a wide conveyor system for increased surface contact; a quick adjustment agitator belt tensioner system; and an extra differential support was added to allow the spreader to handle more weight.

Ecolawn Applicator www.ecolawnapplicator.com 8 | MARCH 2016 | LANDSCAPE TRADES

RICHCLIFF® The modern, yet elegant, look of Richcliff® will add a touch of class to any landscaping project.

Its realistic embossed surface texture is cast from hundreds of natural stone surface textures to ensure a random natural appearance and it is up to four times stronger than ordinary poured concrete, making it an ideal choice for any application.

LARGE RECTANGLE 12 x 9 x 2 ⅜” 30 x 22.6 x 6cm

SQUARE 9 x 9 x 2 ⅜” 22.6 x 22.6 x 6cm

SMALL RECTANGLE 6 x 9 x 2 ⅜” 15 x 22.6 x 6cm

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DAWN MIST

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NEW PRODUCTS 2016 Light towers Atlas Copco Construction Equipment introduced a pair of light towers, the HiLight V4 and the LED HiLight V5+, both featuring the company’s patented HardHat canopy for durability in rugged applications. The HiLight V5+ minimizes operational costs with its longlasting LED bulbs, while the HiLight 4V utilizes four metalhalide floodlights to give contractors a dependable light source for a variety of job sites. Each tower is powered by a Tier 4 Kubota diesel engine.

Atlas Copco Construction Equipment www.atlascopco.ca

Nursery fork Granite products The ½-in. Muskoka granite for interior and exterior use is the latest offering from Keystone Granite. Blasted, cut and processed at a familyowned quarry in Huntsville, Ont., the Muskoka granite is custom made for flagstone, stair tread or block applications. Wire sawn, making the top and bottom sides of each stone exactly parallel for easy installation, this durable material is also suited for use in bathrooms, around fire places or for kitchen floors.

The nursery fork is the latest addition to John Deere’s selection of Worksite Pro attachments. Optimized to work with John Deere E and D series skid steers, compact track loaders and most competitive models, the nursery fork has the ability to transport and easily portion up to 44-in. balled or container trees and shrubs, along with rocks and light boulders. With one stationary arm and another capable of swinging open, the fork can carry up to 3,000 lbs.

John Deere www.deere.ca

Keystone Granite www.keystonegranite.ca

Battery powered outdoor equipment The new Husqvarna 500 series of handheld, batterypowered outdoor power tools includes the 562 XP chainsaw, the 525 HF3S fixed-pole hedge trimmer, the 580 BTS backpack blower and the 555 FX clearing saw. Powered by the fuel efficient, low-emission X-Torq engine, each product in the 500 series utilizes an interchangeable 40V Li-ion high-performance battery.

Husqvarna www.husqvarna.ca

Garden hose tap The Oasis Garden Hose Tap from Good Ideas creates a three-foot tall, stationary, fully pressurized spigot anywhere it’s needed. By attaching the end of a regular garden hose to the Oasis receptacle and the other end directly to a house spigot, the Oasis becomes a full pressure outlet. Placed in a convenient location, the Oasis prevents trampling and reaching around flowerbeds and shrubs. With an extra long hose installed underneath the frost line, the Oasis can be used as a long-term fixed spigot near remote or faraway gardens and lawns.

Good Ideas www.goodideasinc.com

10 | MARCH 2016 | LANDSCAPE TRADES

Bloomerang

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interview with Lloyd’s Landscaping

HITTING THE GROUND RUNNING “The LMN Team is always working to enhance the program, listen to ideas and suggestions and they’re available for assistance. We feel that the LMN and LMN Time programs have become an invaluable asset in helping our company improve and grow in the industry.”

From concept development and detailed design, to construction and maintenance, Lloyd’s Landscaping has made it their mission to become an expert in their field. By offering a full range of services and being capable of undertaking all aspects of a project, this Ontariobased company is constantly striving to develop new ideas, methods and products.

Here, Lloyd’s Landscaping shares their insight and talks about the success the company is currently experiencing at the present time: Q: Tell us the history of your family owned business.

A: Richard Sr. started the family business in 1963 in Scarborough, ON using a lawn mower and some small hand tools out of the back of his car…on a part-time basis. Over the years, the whole family participated in the growth of the company - starting with answering phones in the family residence, distributing flyer advertising during March break and other holidays, learning the field operations, office duties, etc.

Also, by employing family members (i.e. his wife Evelyn, daughters Kim and Louise and sons Rick Jr. and Paul -- as well as many extended family members over the years), he kept the business in the family and made it a growing venture.

Today, more than 50% of our year-round workforce is composed of family members including the additions of Brian Cotter (Kim’s husband) who is our President, three of Kim and Brian’s daughters and Scott and Dylan Lloyd (Paul’s sons) to name a few.

From humble beginnings we have grown in all aspects of operations and now gross sales in excess of $3.0M annually.

Q: Family-owned businesses can be as unique and distinctive as the families that own and control them. In saying this, how does being family-owned and operated work to your advantage, and how does it help set you apart from your competition?

no more

guessing

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A: Our company, being in business for more than 50 consecutive years, offers three generations of experience and knowledge. We provide stability and continuity in our Maintenance Division, we have dealt with some of our customers for 25+ years and in our Landscape Division, we have many repeat customers that Rick Sr. brought on board decades ago. When you hire our company, you get service provided by staff and owners that have a vested interest in the reputation and growth of our company. The family name IS our company name, which we take a lot of pride in. To solidify our future, we are constantly training the next generation, and utilizing our experiences and expertise in the industry as a foundation.

Q: Can you give us a specific example of how real-time technology has boosted your company’s success?

A: LMN has provided the tools for the creation of an accurate, workable budget. Something that, in our history, our company has never utilized. As well, estimating has become much more accurate and easier. Job costing each and every job is possible, instead of “guesstimating” if jobs are profitable. LMN Time, has greatly improved accuracy of time tracking on jobs, which has made weekly payroll easier and more efficient. Analytical reports are now automatically maintained as information is entered, streamlining several reports that we had formerly completed using 3 or 4 lengthy methods.

Q: Can you describe where LMN allowed you and your team to become more efficient?

A: We were estimating a commercial tree planting project. The client asked us if we could adjust our price to meet their budget. With LMN, it takes seconds to make this decision; as all the information is in front of you when an estimate is completed- including job cost/breakeven/ profit, etc. We decided to trim our profit, and meet the client’s budget – and as a result, we won the job.

Boston MA Feb 10 & 11, 2016

Chicago IL Feb 29 & Mar 1, 2016

Atlanta GA Feb 18 & 19, 2016

Raleigh NC Mar 7 & 8, 2016

San Francisco CA Feb 23 & 24, 2016

Detroit MI Mar 9 & 10, 2016

Miami FL Feb 25 & 26, 2016 Denver CO Feb 29 & Mar 1, 2016

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golmn.com Next, we reviewed the Job Planner with our Supervisor and asked him to ensure the specifications for hours and materials were strictly followed. This site has since undergone a second stage, which we were awarded at our full rate. To top this off, it has now become a full-service year-round maintenance account. The client decided we have the experience, knowledge and systems to react quickly when needed.

Q: And what type of challenges has LMN helped your company overcome?

A: In the past, utilizing a mostly manual system, it used to take office staff 2-3 days to authorize accuracy of time sheets, then calculate and issue payroll each week; however, with LMN Time synced to QuickBooks, it now takes a few short hours - an efficient cost savings regarding office staff wages, allowing office staff increased time to work on other projects.

landscape management network

And, of great value, budgets are now utilized to help in planning and implementing the operation and growth of the company, which has never been detailed accurately before.

Q: Your website mentions that your company has a strong dedication/ initiative for all employees to hold certification and attend landscape affiliated meetings, seminars, events. Please describe how this gives your company a strong advantage against your competition.

A: Attending industry meetings, seminars, etc. keeps our staff upto-date on changes and improvements in the industry, including legislative, equipment improvements, training methods, as well as, help in understanding the challenges in managing your own business and acquiring the knowledge and tools necessary to be successful.

We regularly attend and participate in Landscape Ontario Congress, LMN Seminars and workshops, Landscape Ontario Chapter meetings, Jeffrey Scott Peer Group Meetings and conferences, local Boards of Trade and Chambers of Commerce functions. We insist on attendance at courses and/or seminars pertaining to training in Health and Safety, First Aid/CPR, specific equipment operation, Pesticide Certifications, etc. and encourage staff participation in workshops and training that is offered, which is related to services we provide.

Q: If you could ‘forecast the future’, what do you see down the pipeline for your company? Is there any exciting news that you could share with us?

Staff management has improved greatly and become much more accurate and efficient with LMN Time. It allows us to better track and calculate hours on each task and/or job to facilitate adjustments to pricing and scheduling which aids in improving efficiency and profitability.

The LMN estimating function constantly emphasizes the accuracy of each and every estimate and makes it very obvious if an estimate goes sideways because materials, equipment and/or overhead were omitted and/or priced out incorrectly or the labour hours estimated was insufficient. In addition, no formal job costing was completed on a consistent basis prior to LMN implementation.

A: Recently, to encourage growth and better serve our customers, we moved and upgraded our head office and anticipate full-time operation out of two yard sites in the coming spring season. As well, the physical growth of our company is projected to increase this year with the addition of two new crews in our Maintenance and Landscape Divisions, as well increases in the acquisition of new equipment to help improve efficiency.

In addition, we have introduced a “Five Year + Where Do You See Yourself in the Company” discussion/plan to help anticipate, plan for and ensure the continuity of our family business.

Learn more about Lloyd’s Landscaping at:

www.lloydslandscaping.ca

NEW PRODUCTS 2016 Plank pavers With their unique design, Cassara plank pavers by Permacon deliver a modern long and lean look. With a smooth texture and monochromatic tones, Cassara plank pavers offer clean lines reminiscent of modern hardwood flooring styles. The pavers are available in shaded grey, rockland black and amber beige.

Permacon www.permacon.ca

Flatbed body The Eazy2load aluminum flatbed body makes loading and offloading easier with its three removable sides.

Compatible with all pickup and light-duty trucks sold in Canada and the United States, the Eazy2load bed is 50 per cent lighter than the average stock truck bed body, allowing for bigger payloads and better fuel economy.

Eazy2load www.eazy2load.com

Walk-behind mowers Kubota’s new WG14-36, WH15-48 and WHF19-52 commercial walk-behind mowers utilize Kawasaki V-Twin engines that put out 14-19 hp. The 36-in. deck model employs a five-speed gear-drive transmission, while the 48- and 52-in. models use a hydro-gear variable displacement pump with Parker wheel motors. Each mower is equipped with a 125 ft.-lb. electric clutch and a fabricated welded steel deck that can be adjusted between 1 3/8-in. and 4 5/8-in.

Kubota Canada www.kubota.ca

Trimmer line system Oregon recently introduced the Gator SpeedLoad Cutting System, an integrated head and disc line system they promise will dramatically reduce the time it takes to replace trimmer line. With an integrated head and disc line system, Oregon has cut out the need for winding, spooling and cutting, simplifying the process. The system works with 95 per cent of trimmers on the market and is available in three sizes.

Oregon www.oregonproducts.com 14 | MARCH 2016 | LANDSCAPE TRADES

Stand-on aerator The new Lawnaire ZTS stand-on aerator from Ryan is the first of its kind from the turf renovation equipment manufacturer. The Lawnaire ZTS features an automatic chain tensioning system, a sturdy, shock-absorbing operator platform, a low centre of gravity for optimal maneuverability, a fast hydraulic tine lift and precise aeration depth stopping and can travel up to seven mph.

Ryan www.ryanturf.com

Authorized Bobcat Dealers

ONTARIO

Bobcat of Barrie

NEW VIDEOS. NEW MACHINES. NEW BOBCAT ADVANTAGE. BOBCAT TESTED THE COMPACT EXCAVATORS. NOW SEE THE RESULTS FOR YOURSELF.

Barrie

705-726-2228

www.bobcatbarrie.com

Bobcat of Brantford, Inc. Brantford

519-752-7900

www.bobcatofbrantford.com

Bobcat of Cornwall Cornwall

877-244-5593

www.casselmanfarmequip.com

Bobcat of Durham East, Ltd. Courtice

905-404-9990

www.bobcatofdurhameast.com

Bobcat of Hamilton, Ltd. Stoney Creek 905-643-3177

www.bobcatofhamilton.com

Bobcat of Kingston Kingston

613-546-3336

www.bobcatofkingston.ca

Bobcat of London, Ltd. London

519-455-4900

www.bobcatoflondon.ca

Bobcat of Ottawa Ottawa

613-745-5775

www.bobcatofottawa.com

Bobcat of Owen Sound Owen Sound

519-372-0937

www.bobcatofowensound.com

Bobcat of Parry Sound Nobel

705-342-1717

www.bobcatofparrysound.com

Bobcat of the Tri-Cities, Ltd. Kitchener

519-579-9100

www.bobcatoftc.com

Bobcat of Toronto Brampton

416-679-4172

www.bobcattoronto.com

Can-Am Tractor, Ltd. Chatham

519-351-4300

Carrier Centers Sarnia

519-770-7560

Windsor

519-737-7520 • 888-956-8785 www.carriercenters.ca

Casselman Farm Equipment, Ltd. Casselman

Bobcat tested 3-ton excavators from four different manufacturers in a neutral, two-minute digging challenge. When compared to other brands, Bobcat® excavators delivered up to 40 percent more cycles.

613-764-2033

bobcat.casselmanfarmequip.com

John’s Equipment Sales & Service, Ltd. Frankford

613-398-6522

bobcat.johnsequipmentsales.com

McDowell Brothers Industries, Inc. Sudbury

705-566-8190

Watch new head-to-head comparisons at Bobcat.com/New11

www.bmcdowell.com/bobcat

McGavin Farm Equipment, Ltd. Walton

877-887-6365

www.mcgavinequip.com

Stratford Farm Equipment (1983), Ltd. Bobcat® and the Bobcat logo are registered trademarks of Bobcat Company in the United States and various other countries. ©2016 Bobcat Company. All rights reserved. | 48648-19

Stratford

519-393-6162

www.sfe-sales.com

NEW PRODUCTS 2016 Demolition package JCB has introduced a demolition application package for its lineup of skid steers and compact track loaders, available for factory installation during the manufacturing of the machine. The specialty package is designed to enhance the durability and safety of JCB equipment through features like a fire extinguisher, Level Two FOPS guard, a twine cutter, front screen guard and heavy-duty rear bars. The package also includes JCB’s PowerBoom design, which boasts a single arm, rather than the conventional dual arm skid steer design. This enables the machine operator to enter and exit the equipment clear of the attachment and loader arm, regardless of the arm’s position. The PowerBoom design also allows for 270 degree visibility, which JCB says is 60 per cent greater than its competitors.

JCB www.jcb.com

Zero turn mower The latest addition to John Deere’s lineup of zero turn mowers, the Z960M, comes equipped with a 31 hp engine and is available in three deck sizes: 60-in., 60-in. mulch-on-demand or 72-in. The Z960M also comes with improvements that are new to John Deere for 2016, including front tie down points that make securing the machine easier and a toggle style switch to replace the push/pull PTO switch of earlier models.

John Deere www.johndeere.com/Mowpro

Isuzu Provides Choices that Deliver Outstanding Performance With a Lower Cost of Ownership

www.isuzutruck.ca 16 | MARCH 2016 | LANDSCAPE TRADES

Stone products Techo-Bloc has augmented the popular Brandon line of stone products with a matching cap as well as rectangular and square fire pits. The double sided interlocking walls come in two height options that stand alone or can be combined, while the associated masonry products are well suited for custom features or veneer applications. Colour options include: sandalwood, shale grey, champlain grey, onyx black and chestnut brown.

Techo-Bloc www.techo-bloc.com

Electric wheelbarrow Launched at Landscape Ontario Congress 2016, the Probarrow is a professional grade electric wheelbarrow designed, built and tested in Canada. With a 500 lb. capacity, a full-working day run time, variable speed control and heavy gauge steel construction, the Probarrow was designed to combine the power of a machine with the maneuverability of a manual wheelbarrow.

Powered by an 24v motor, the Probarrow easily switches between forward and reverse functions.

Probarrow www.probarrow.com

Atlas Polar QuAlity EdgE

It’s a challenge for some truck-mounted forklifts… for us, it’s just part of the job MoFFett truck-Mounted ForkliFts proven to outperForM and outlast anything on the Market.

Atlas Polar

IT’S ALL A BOUT QUALITY

TM

1.888.799.4422

Find the Moffett Forklift that’s right for your job MARCH 2016 | LANDSCAPE TRADES | 17 at www.atlaspolar.com

NEW PRODUCTS 2016 Paver roller The new Weber MT VPR 700 paver roller was specifically designed for compacting large slabs and pavers in a gentle and efficient manner. Easy to use and functional even in cramped, tight spaces, the machine moves smoothly atop rubber coated rollers, which Weber MT says are effective at protecting the surface of slabs and pavers while also preventing shifting, cracking and chipping.

Weber MT webermt.en/US/eng/

Paving stone Commercial engine line Briggs & Stratton recently introduced the Commercial Series V-Twin engine line, offering nine horsepower options from 16-27 across 656 cc, 724 cc and 810 cc displacements. The Commercial Series V-Twin engines also feature longer filter intervals, tool-less covers, debris inspection ports, drop-in air filters and a spring loaded snap.

Briggs & Stratton www.briggsandstratton.com

Flexible. Powerful. Profitable.

The soft colour and clean, even texture of the new Beacon Hill Smooth pavers from Unilock, creates a sleek look and feel. Available in almond grove, desert sand, granite, opal, sierra, sycamore or sunrise, the pavers come in three sizes: large rectangle (21 1/4 x 14 1/8 x 2 3/8-in.), square (14 1/8 x 14 1/8-in.) and small rectangle (7 1/16 x 14 1/8-in.).

Unilock www.unilock.com

Hitch adapters Worksaver introduces a pair of new adapters, the mini universal to standard skid steer and the three point hitch to skid steer, designed to increase the versatility of skid steer attachments.

The mini universal attachment for mini-skid steers and compact tool carriers allows standard size skid steer attachments to be connected to a variety of major brands, including Toro, Dingo, DitchWitch and Ramrod. The three point adapter fits category I and II hitches and is quick hitch compatible.

Worksaver www.worksaver.com

Software that’s flexible enough to design on any platform, powerful enough for any job, and created so that your profits are as beautiful as your proposals.

This is PRO Landscape. prolandscape.com | 800-231-8574 | sales@prolandscape.com

18 | MARCH 2016 | LANDSCAPE TRADES

18 | MARCH 2016 | LANDSCAPE TRADES

The best combination since these two got together.

Now GreenFleet discounts can be combined with national savings.

If you’re a John Deere GreenFleet Platinum member, you can now combine the standard discount you get on select John Deere self-propelled equipment with any national savings offer.

Reaching Platinum status is easy: all you have to do is purchase two John Deere selfpropelled vehicles in a 12-month period. With GreenFleet, loyalty now gets you even more rewards. For more, visit us at JohnDeere.ca/GreenFleet.

ZTrakTM Z930R Savings Example:

Platinum 3 GreenFleet Discount

$980*

+

National Savings

$560**

=

Total Savings

$1,540*

JohnDeere.ca/GreenFleet

*To be eligible for the offer, purchaser must be or become a GreenFleet member and meet qualifying purchase levels. Amount shown above is based on level 3 savings. Qualifying levels and savings will vary depending on the quantity and combination of equipment purchased. See complete membership information and discount details at JohnDeere.ca/GreenFleet or a participating John Deere dealer. Cannot be combined with Government Direct, CBD, Special Discount, MUD, CWP Association/Segment Program and published Golf retail bonus programs. **Offer valid March 1, 2016 until May 2, 2016. Get $560 off the agreed upon purchase price of a new ZTrak Z915B. Attachments and implements sold separately. Some conditions apply. See your participating dealer for details. Offer subject to availability and may be discontinued or modified. Taxes, setup, delivery, freight and preparation charges not included.

66558

NEW PRODUCTS 2016 Light fixtures The 2016 lineup of light fixtures from Spectral LV Lighting Systems are all machined from corrosion resistant aluminum for extended performance and long lasting appearance. Available in a variety of styles and colours, the specification grade light fixtures are suitable for wet location installations.

Spectral LV Lighting Systems www.spectrallv.ca

Shade canopy Inspired by the shade sails common in Australia and New Zealand, Nesling’s new Coolfit canopy is made with high-density polyethylene that provides 95 per cent protection against ultra violet rays. Easy to install and clean, Nesling’s canopies are available in a variety of shapes, sizes and colours.

Nesling www.nesling.com

Mineralized mulch The new mineralized Gala Deko Stixx mulch combines the advantages of wood and stone mulch, Savaria Landscape Products says. Produced using a method developed in Europe, the mulch holds its shape and colour longer than traditional products, according to Savaria. Safe for plants, the mineralized mulch is also rot, fungus, rodent and fire resistant.

Savaria www.savaria.ca

20 | MARCH 2016 | LANDSCAPE TRADES

20 | MARCH 2016 | LANDSCAPE TRADES

NEW PRODUCTS 2016 Stand-on mower The QuickCat is the first stand-on mower from Bob-cat, who says its latest offering brings an intuitive design and unrivaled handling to the market. The QuickCat has a top mowing speed of 8 mph and a transport speed of 10.5 mph. The mower also has a 6.5 gallon tank with a low placement for improved balance on uneven ground, extra large drive tires for better traction and a true floating deck that maximizes cut quality.

Bob-cat www.bobcatturf.com

Plow/trencher The walk-beside, centre-articulated PTX40 plow/trencher from Vermeer is designed for installing fiber optic, electrical, gas and irrigation services.

The PTX40 provides greater maneuverability, traction and power over its predecessor (the LM42), Vermeer says, and it utilizes a 46.8 hp liquid-cooled Kubota gasoline engine.

Vermeer Canada www.vermeercanada.com

Utility vehicles Exmark introduces two new utility vehicles for 2016, the 500S and the 700S. Each machine can switch on-the-fly between two- and fourwheel drive, and both have two-in-one tilting cargo boxes that can transform from flatbed to box in minutes. The 500S is equipped with a 443 cc engine and has a maximum payload of 1,000 lbs., while the 700S is powered by a 695 cc engine and can carry up to 1,500 lbs. Both vehicles have 10-in. of travel at each wheel with 10-in. of ground clearance, and can traverse virtually any terrain, Exmark says.

Exmark www.exmark.com

YOUR PLAY SURFACE PARTNER Put your trust in Ontario’s #1 source for engineered wood fiber

IPEMA-certified EWF from Fibertop is the safe choice for your business and for your customers: • Compliant with highest standards • Recommended for all schools, playgrounds and daycares of play safety and accessibility • Dependable supply, quality• Low cost of material, controlled onsite by Fibertop installation and maintenance 067-003 LT Ad 7.125x3.25 4C.indd 1

www.fibertop.ca 905–203–0816 MARCH 2016 | LANDSCAPE TRADES |

21

2015-09-08 12:45 PM

NEW PRODUCTS 2016 Digital fleet services Husqvarna Fleet Services is a cloud based service that connects machine fleet and landscaping teams directly to an online portal, allowing landscape professions to monitor their operations at anytime, anywhere. By mounting a small wireless machine sensor to an outdoor power product, the fleet service system captures data such as engine-on time, engine RMP, distribution and temperature. The system can also be used to track a workday log, store user-manuals for equipment and set off alerts for maintenance intervals.

Husqvarna www.husqvarna.ca

Mini-skid steer With a rated tip capacity of 2,145 lbs. and an SAE operating capacity of 750 lbs., Vermeer’s S725TX mini-skid steer can efficiently lift and transport large loads of material in and around confined spaces. The S725TX is powered by a 24.8 hp Kubota diesel engine and utilizes a hydraulic system capable of providing 13.5 gpm (51.1 L/min.).

Vermeer Canada www.vermeercanada.com

Powered wheelbarrow New for 2016, the H-Max hydraulic power mini-dumper Muck-Truck from Domax can carry loads up to three times heavier than conventional wheelbarrows. Equipped with a 5.5 hp Honda GXV 160 engine, the H-Max has a maximum carrying capacity of 1000 lbs. and can climb slopes up to 38 degrees when fully loaded. Just 30-in. wide, the H-Max has a heavy duty, Peerless axle transmission and a top speed of 3.5 mph.

Muck-Truck www.mucktruckcanada.com

22 | MARCH 2016 | LANDSCAPE TRADES

NEW FOR 2016

WOODBRIDGE

UXBRIDGE

8821 Weston Rd. Woodbridge, ON L4L 1A6

63 Anderson Blvd.

Uxbridge, ON L9P 0C7

SUPERIOR QUALITY. TRUSTED SERVICE. CONTINUED INNOVATION.

NEW PRODUCTS 2016 Stand-on mower With the new SRS Z2 stand-on mower, Ferris unveils its patent pending operator platform with suspension technology the company hopes will set a new standard for comfort. With the option of either the Vanguard 810 cc or the Kawasaki FX801V engines, the zero turn mowers have three-speed controls and can reach a maximum of 10 mph. For cutting precision, the mower features the iCD Cutting System, equipped with ¼-in. Marbain steel blades that come in 52-in. or 61-in. mower deck sizes.

Ferris Mowers www.ferrismowers.com

Post pounders Deer Fence Canada has redesigned its post pounder, increasing pneumatic compression for enhanced efficiency. The new driver is powered by a four-stroke Honda GX35 engine and is available at 52-mm for tree stakes, ground bar and rebar, or the larger model which can handle posts or tubing up to 83-mm in diameter. Using feedback from industry professionals since its first model was released four years ago, Deer Fence Canada significantly reduced the number of external small parts on the new post pounder and enclosed the ant-vibration springs inside the machine, making it more rugged.

Deer Fence Canada www.deerfencecanada.ca

Plant liner Rocketliner is an improved version of the classic 4-in. young plant, Van Belle Nursery says. In-house researchers determined through multiple years of study that plant quality, fresh root weight, root training, and surface area could all be improved through the new design. Rocketliners provide 18 per cent greater surface area for roots, better drainage and oxygen delivery, and containers become retail ready faster.

Van Belle Nursery Vanbelle.com/rocketliners

Make Your Competitors Green with Envy.

A versatile machine for all types of jobs: • Over 150 attachments • Articulated, compact sized • Minimal turf impact • Excellent lift to weight ratio • Low operating and maintenance costs To learn how an Avant loader can help you work more efficiently, call us at

847-380-9822, or visit our website.

www.AvantTecnoUSA.com 24 AVT_002C | MARCH 2016 | LANDSCAPE TRADES LandscapeTrades-7,125x4.875.indd

1

All in One Solution 2/8/16 7:50 PM

Rear discharge deck

Battery powered outdoor equipment

The new 64-in. DR64-3 rear discharge deck from Walker is compatible with the company’s Model-H mowers. Developed from the DR52-3 design, the new deck is larger and is intended for high-production commercial applications. The DR64-3 features a footrest design that is integrated into the carrier frame, allowing for tilting without removal.

Walker www.walkermowers.com

Retaining wall The ultra-modern, sleek lines of the Belmuro Wall will complement any contemporary landscape design, according to Unilock. The new wall variety is an EnduraColor Plus product and features the same properties as the popular Umbriano series.

Dewalt’s new line-up of battery-powered outdoor power tools includes the 40V MAX Brushless blower and the 40V MAX Brushless Chainsaw. The new blower generates up to 450 cubic feet per minute of air volume at 140 mph and is available with one or two 7.5Ah lithium ion batteries. The 40V MAX brushless chainsaw’s motor achieves up to 100 cuts per charge using a DCB406 40V MAX 6.0Ah lithium ion battery or up to 70 cuts per charge with a DCB404 40V MAX 4.0Ah lithium ion battery. Dewalt has also added to its 20V MAX line with a new 5.0Ah hedge trimmer that features a 22-in. laser cut, hardened steel blade, providing ¾-in. cut capacity.

Dewalt www.dewalt. com/outdoor

Unilock www.unilock.com

Bark Mulch Organic • Textured • Consistent

® 1-888-GRO-BARK www.gro-bark.com MARCH 2016 | LANDSCAPE TRADES |

25

NEW PRODUCTS 2016 Tracked mini-dumper The new Camisa TP 500 hydraulic power minidumper from Domax Construction Equipment provides a variety of functions including: forklift, interlock stack transporter, mini-excavator, concrete mixer and concrete bucket.

Domax Construction Equipment www. domax.ca

Mulching heads With a pair of new mulching heads, Caterpillar has added three tooth options to its lineup, along with a colour coded gauge system that will allow operators to monitor how effectively their tools are running. Available in standard or high flow, the C-Series works with all Cat mulchers. The standard flow model is equipped with a new adjustable multi-tooth push bar, designed to help redirect tree placement while laying them on the ground. The high flow model is now 72-in. wide, and comes with single bolt retention that allows for a quicker replacement time.

Caterpillar www.cat.com

Plank pavers

AUTHORIZED DEALER

905.939.8491 allstonequarry.com /allstone.quarry 26 | MARCH 2016 | LANDSCAPE TRADES

The new Melville plank pavers from Permacon have a clean, modern look, complemented by sharp edges and a smooth texture. Installed in a linear pattern, the plank pavers fit the long and narrow trend and can be paired with the wide variety of existing Melville products. Available in five colours (margaux beige, scandina grey, rockland black, newport grey and savannah beige) and two widths, the plank pavers offer a lean, contemporary appearance.

Permacon www.permacon.ca 26 | MARCH 2016 | LANDSCAPE TRADES

LT

roadtosuccess

Quality, service and selection The keys to competing with box stores

When I was 16 years old, my aunt Ivy got a job for me, washing dishes at the Hudson’s Bay Company restaurant. It was 1967 and the restaurant was a very busy place. On Saturdays, it was packed and customers had to wait for a table.

From the dish room, I worked my way up to being a short order cook on the grill. If you wanted a cheeseburger, I was your guy. I know I shouldn’t brag.

From the grill I moved to the parkade. I loved that job. There was another student and we were supposed to walk around from level to level to ensure no tampering with the customer’s cars. There was no tampering, so we became self-appointed customer service representatives; assisting elderly customers with backing out, finding cars on level four that the customer thought was parked on level two, opening cars when the keys were locked inside and so on. We received many compliments for our service. As an aside, the other student who worked with me was John Hobbs, the brother of Thomas Hobbs, the well known owner of Southlands in Vancouver. Sometimes Canada is not such a big place.

BY ROD McDONALD

At that time, the Bay was a highly organized store, with customer service in abundance. In menswear there was a tailor working full-time, altering customer purchases.

A customer in any department rarely had to wait more than a minute for a competent sales person. It was, in essence, the way I learned to do business. I learned there are no unimportant jobs in any business. What does it matter how gourmet the chef is, if the cutlery is dirty? I learned the importance of details and I was proud to work there.

Flash forward some 47 years and it was time for me to revisit my past. The Bay had a flyer in our newspaper, and two items appealed to me. I headed downtown for one of my rare shopping expeditions. It was two weeks before Christmas, and I assumed there would be many customers and lots of seasonal staff to assist the regular employees.

How wrong could I have been?

I wanted to replace my non-stick frying pan that had quit being non-stick several years ago. I could not find the pans. There were several customers in the kitchen area but no staff members. I crossed over to the Christmas shoppe, which was quite large, and there were no staff there or in the bath shoppe. Back to the kitchen shoppe and after another go round, I found them — at the cash register were two employees, and that was all I could find for the entire floor.

Providing quality plants in a wide selection with great customer service will keep the independent garden centre successful.

28 | MARCH 2016 | LANDSCAPE TRADES

I thought back to when I bought my first house in 1973 and I needed a set of pots. I was greeted by a saleswoman upon arrival at the kitchen area who asked how I cooked and what I liked to cook. She dissuaded me from purchasing what I thought I should buy, instead selling me a set of cookware that she assured would meet my needs in a much better fashion. That pot and pan set was indeed the right choice for me, even though I did not know it at the time. That is a memory of excellent service. I had been well looked after.

My next acquisitions were a couple of dress shirts. Menswear was on the second floor, so up I went. Unfortunately, no matter how many times I searched the dress shirt area, I could not find the advertised products I wanted. Again, I could not find a single staff member to help me. I had given up and was headed towards the exit when lo and behold, there were the shirts I was looking for. Now, why hadn’t I thought to look for dress shirts in the aisle adjacent to the jeans and parkas?

I picked out my shirts, headed to the cash register and was greeted with the standard, “Did you find everything you were looking for today?” My response was a simple “I found everything except a staff member to assist me. Do you have anyone working on this floor, besides yourself?” He assured me there was. From his cash stand, we had a wide spectrum of the floor. We were able to see nearly the whole store and he was unable to point out a single staff member. He was embarrassed and so was I.

Race to the bottom accelerates...

Just when I think the race to the bottom has found its bottom, I am surprised, yet again.

I have been in a box store garden centre and

roadtosuccess watched as a customer pushed the call button because there was no one to assist her.

Someone eventually arrived from plumbing.

I leave you to figure that one out. The customer wanted to know if spireas grow in the shade. The plumbing guy reads the tag as the woman shouts “I know how to read!” It was a truly priceless moment.

Besides the tag readers and the no-staffavailable scenario, there are the staff members who really don’t know, so they improvise. I often tell of a box store garden centre manager who thought strawberry dianthus was two separate plants. At another store, a plant manager could not comprehend that all plants have a common name and a botanical name. To her, there was only one name for a plant, because after all, “I have been here for two months,” she lectured.

We know this because we have all heard similar stories from our customers, our staff and our family members. The bottom is continually being reinvented. We have now moved from poor service to no service.

What a brilliant way to save money!

The question needs to be asked and answered: Should we follow? If you have a keen desire to go out of business, then of course the answer is yes. Most of us have a strong desire to avoid bankruptcy and to thrive. For us, the answer is simple.

Inevitability of change The marketplace is a living entity, constantly evolving and changing. From the 1900s until the 1960s, every neighbourhood had its own family-run grocery store. Every home

in the area had a credit account that the dad would address every two weeks when he was paid. There were over 100 stores like that in Regina, and today only one is left. The supermarkets have dominated for the last 40 years and even the smaller supermarkets are being replaced by the mega supermarkets.

Good or bad, that’s the way it is. In our wildest dreams in the 1970s, we could have never envisioned a grocery store as large as Costco.

Among us, there has always been those greenhouse and garden centre retailers, when witnessing a downturn in sales, became creative writers to explain the event.

In Regina in the ‘70s, one greenhouse owned the market place. They were the ‘go to people’ for plants. As their market share grew, their quality and service decreased. Their sense of entitlement and arrogance allowed them to believe they could get away with anything. It did not take long for that stinky (I could have used a fancier word but that one fits perfectly) attitude cost them their business. Their explanation to me was that “people are no longer loyal.” They could not comprehend that loyalty is earned, not given unconditionally. The golden goose was gone, at least for them.

As the quality of plants improved, both in breeding and growing procedures, there were those who refused to change. They were still growing the same old varieties in peat pots and mud. A dozen tomato plants would often weigh three pounds. It took a strong employee to lift a flat. Those who refused to change were swallowed up by marketplace evolution.

Understanding our niche Where do we fit in this market place evolution? Our future lies in realizing there are four components to each and every sale: quality, service, selection and price. We can never be price leaders but we have always been the leaders in the other three areas.

That is where the box stores cannot compete. I have preached from the pulpit on the quality issue before; the box stores do not know how to define quality, let alone sell it, but we do. We invented quality. The box stores do not know how to define service or how to sell it, but we do. We invented service.

The box stores do not know what selection is, but we do. We understand that there is more than one shade of yellow marigolds and so do our customers.

Our game is quality, service and selection. We know not everyone wants to shop at Walmart. We look after those customers who want services the box stores cannot offer.

That is our game and we stick to that plan to keep ourselves 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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www.propowercanada.ca 30 | MARCH 2016 | LANDSCAPE TRADES

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managementsolutions

Taking the guesswork out of change

BY MARK BRADLEY

In the last issue of Landscape Trades, we looked at how a company’s overhead changes during traditional growth phases. Countless dollars can be saved by understanding those phases and avoiding periods where it is very difficult to make a consistent profit.

Now, with the start of a new year, we’ll examine how to use some simple numbers to manage expansion or contraction of your company and how to better ensure profits in times of change.

Start with a budget Without a budget, you’re bound to learn how to manage growth and change from your mistakes. Those hard lessons sharpen your gut instincts, but it’s senseless to suffer through mistakes and financial hardship – or even just the stress of not knowing – when it could be avoided with a simple plan.

Let’s use an extremely simplified budget to look for ways to make better decisions

when it comes to growing or changing companies. We’ll use our old friend “Dan” from Danscaping as an example (Dan is a fictional character and any resemblance to an actual company of this name is purely coincidental).

Dan’s financials at the end of the year are summarized below.

By all accounts, Dan had a strong year. He had a nice profit, lots of work, and is already booked up to July for the following year. He can’t wait to get started, but he can’t help but think that he’s got enough work coming in to keep another crew busy. There are a number of concerns Dan should consider, since adding another crew is a major investment that involves: l Hiring more staff. l Equipping another truck and trailer for this crew. l Purchasing machinery. l Adding administrative staff to handle the increase in bookkeeping.

YEAR END FINANCIALS ACCOUNT

DESCRIPTION

AMOUNT

PER CENT

Sales Income from jobs $500,000 Field wage costs Wages paid to crews (including labour burden) $125,000 25% Equipment costs Equipment depreciation, fuel, repairs, insurance $50,000 10% Material costs Material expenses for jobs $150,000 30% Subcontractor costs Subcontractor expenses $25,000 5% Overhead costs Overhead/operating expenses $50,000 10% Overhead wages Overhead/office wages $50,000 10% Net profit $50,000 10%

COST OF PURCHASING NEW EQUIPMENT Truck Trailer with tools Skid steer Fuel and repairs License, insurance, misc.

Total equipment costs

Depreciation (per year) Depreciation on trailer, tamper, saws, tools (per year) Depreciation (per year) Per year Per year Per year

32 | MARCH 2016 | LANDSCAPE TRADES

$4,700 $4,900 $4,400 $16,000 $2,000 $32,000

Dan is faced with a really big decision: does he bite the bullet and grow now while the market is hot and the opportunity is there? Or does he not mess with success and sacrifice growth and opportunity for what he knows is a decent business; smaller than he’d like, but familiar and profitable?

Dan doesn’t have to just dive-in and hope. There is a story behind his numbers that will help him make the right decision.

Step 1: Assess the company Dan wants to grow, but he wants to be conservative as well. He figures he could sell another $200,000 worth of jobs next year, conservatively, if he had the crew to do the work, so he starts his plan with a $700,000 sales goal; the same $500,000 he did last year, plus an additional $200,000.

Step 2: Assess the cost to hire Dan’s crews are maxed-out right now, so he’s going to need to hire. He figures another two-man crew could do the $200,000 worth of work. He also figures he would need a foreman at $40,000 and a labourer at $25,000 for his new crew. After adding payroll taxes, workers compensation, unemployment insurance and other deductions, his total wage estimate is $75,000 for the new crew.

Step 3: Assess the cost of purchasing new equipment Dan’s new crew is going to need a truck, a trailer and bunch of tools. He also might want to look into buying a second skid steer for them to use. Here is what his equipment is going to cost: (note, costs are realistic for typical trucks, trailers and skid steers, but are not guaranteed accurate for your company). continued on page 34

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managementsolutions Step 4: Estimate material costs

STEP 5: ASSESSMENT

Dan can use his material numbers from last year to help him predict whether his plan is going to work. Last year (see chart), he spent 30 per cent of his sales on materials.

If he is going to do more of the same work with the new crew, he could expect to spend about the same. (Materials would change if his new crew was doing strictly maintenance, but in this case, Dan is doing more construction jobs). If Dan is going to add $200,000 in sales, he could expect to spend 30 per cent of that, or $60,000, on materials.

ACCOUNT

DESCRIPTION

Sales for new crew Field wage costs Equipment costs Material costs Subcontractor costs Overhead and profit

Jobs completed by new crew (revised!)

Wages paid to new crew (including burden) Equipment depreciation, fuel, repairs, insurance Material expenses for jobs Subcontractor expenses Amount remaining for overhead and profit

The short answer is that an additional $200,000 in sales is not going to cut it. He needs to sell more work for this crew to continue to grow his business as profitably as it is now.

Step 5: Assess the new plan

Step 6: Make a new plan

Dan can use his material numbers from last year to help him predict whether his plan is going to work using just the numbers for his new crew.

Dan shouldn’t like how this is shaping up.

His labour and equipment are significantly higher than his current averages. Last year, he had 30 per cent of his sales left over for overhead wages (10 per cent), expenses (10 per cent) and profit (10 per cent). With his new crew, he’s showing only about half of that number, 16 per cent, left over.

The fastest way to give Dan a good forecast of what his new crew should do to make a profit is to use his labor ratio from last year.

Labour ratio is the percentage of sales spent on field wages. (In this example, we are including payroll taxes, etc. to simplify the example. Be sure you understand which ratio you are using). Last year his labour ratio was 25 per cent. So, to get a good sales goal for his new crew he simply divides their wages ($75,000) by .25 (25 per cent, his field labor ratio). $75,000 divided by .25 is $300,000.

STEP 7: REASSESS THE NEW GOAL ACCOUNT

DESCRIPTION

Sales for new crew Field wage costs Equipment costs Material costs Subcontractor costs Overhead and profit

Jobs completed by new crew Wages paid to new crew (including burden) Equipment depreciation, fuel, repairs, insurance Material expenses for jobs Subcontractor expenses Amount remaining for overhead and profit

34 | MARCH 2016 | LANDSCAPE TRADES

AMOUNT

PER CENT

$200,000 $75,000 $32,000 $60,000 $0 $33,000

37.5% 16% 30% 0% 16%

AMOUNT

PER CENT

$300,000 $75,000 $32,000 $90,000 $0 $103,000

25% 10% 30% 0% 34%

Step 7: Reassess the new goal Dan makes a new plan. He does not forget that with more sales he is going to need more materials.

That looks a lot better. His labour and equipment will absorb their usual percentages of sales. He has increased his materials to $90,000 (a realistic figure) and he still has money left over for growth in overhead and profit. In fact, he’s now confident he can hire some part-time administrative help for the office.

Had Dan proceeded with his gut instinct of $200,000 in sales, he’d have set his business up for failure. With profit figures and labour costs from last year and a forecast budget for this year, he was easily able to calculate a profitable sales target without the stress of guessing, or any lessons learned the hard way. Can he sell $300,000 more? You’ll have to ask Dan. Mark Bradley is president of TBG Landscape and the LMN, based in Ontario.

legalmatters

Workplace accidents: A sobering case In the fall of 2009, Metron Construction was repairing the concrete balconies of an 18-story apartment building in Toronto.

On Christmas Eve of that year, six Metron workers (including a foreman) boarded the swing stage, although lifelines were in place for only two. As a matter of Occupational Health and Safety legislation, of course, every person working on a swing stage must be protected from falls – which in this case meant each worker was to be attached to a separate lifeline. On the day in question, one worker attached his lanyard to one of the lines, while none of the others (including the foreman) tied-down to the other. The platform collapsed, sending four of the five workers not tied down to their deaths. One

BY ROBERT KENNALEY

worker miraculously survived the fall, as did the tied-down worker.

Passed in March of 2004, Bill C-45 established new legal duties for workplace health and safety, and imposed serious penalties for violations that result in injuries or death.

The bill provided new rules for attributing criminal liability to organizations, including corporations, their representatives and those who direct the work of others. It added section 217.1 to the Criminal Code of Canada, which provides: “Everyone who undertakes, or has the authority, to direct how another person does work or performs a task is under a legal duty to take reasonable steps to prevent bodily harm to that person, or any other person, arising from that work or task.”

Responsibility for prevention

Canadian employers must know that negligence can result in criminal prosecution and jail time — as happened to Metron Construction after this workplace accident.

36 | MARCH 2016 | LANDSCAPE TRADES

Metron had retained a project manager for the project, who had “the authority to direct how another person does work” and was thus required pursuant to s. 217.1 of the Criminal Code “to take reasonable steps to prevent bodily harm to that person… arising from that work…” The project manager was charged personally with five counts of criminal negligence and at trial, the Court found the project manager was aware, well in advance of the stage’s collapse (perhaps for as long as eight hours), that there were only two lifelines available for the six workers on the stage.

The court rejected the project manager’s argument that he had discharged his duty under s. 217.1 by asking the foreman about the absence of the lifelines. The Court also rejected the argument that because the workers who boarded the stage were experienced and aware of the need for fall protection, the project manager should be

absolved of responsibility. In addition, the court rejected the argument that the project manager should be partially absolved because he did not coerce the workers to ignore safety protocols.

In this regard, the Court held that to even partially absolve the project manager on the basis of the victims’ awareness of the danger or the absence of overt coercion would ignore the reality that a worker’s acceptance of dangerous working conditions is not always a truly voluntary choice. It would also tend to undermine the purpose of the duty imposed by s. 217.1 of the criminal code, which is to impose a legal obligation in relation to workplace safety on management.” [Emphasis original] The court further stated that this is not a case in which “liability for criminal negligence is based on a failure [to recognize] an obvious and serious risk to the lives and safety of his workers. Rather, it is a case where he did [recognize] the risk but decided that it was in Metron’s interest to take a chance. As a consequence of his decision to put Metron’s interests ahead of his duty to protect the safety of the workers under his authority, four men died and a fifth suffered grievous harm.”

The court found the project manager guilty on all five counts of criminal negligence causing death and bodily harm and stated that once he became aware that fall protection was lacking, there was a duty to take steps to rectify the situation under s.217. 1 of the criminal code.

Imprisonment reflects seriousness The project manager is 40 years old, had no prior criminal record and is married with three young children. The court found

Post a job.

Find a job. him to be of good character, hardworking, devoted to his family, involved in his community, remorseful and quite unlikely to commit further criminal offences of any kind. It was not even suggested that a term of imprisonment was required to deter the project manager from committing further offences. Notwithstanding this, the court held (and the defence agreed) that a term of imprisonment was necessary to adequately denounce the criminal conduct and to deter other persons with authority over workers in potentially dangerous workplaces. The project manager was sentenced to 3½ years in prison.

The moral in this story hardly needs to be summarized here: work safe; prioritize safety; meet your occupational health and safety obligations; have proper policies in place to meet these obligations, and have policies in place to make sure those policies are being followed. Never look the other way, and

make sure your workers and subcontractors don’t either; have zero tolerance for those LT that do.

Robert Kennaley of McLauchlin & Associates practices construction law in Toronto and Simcoe, Ont., and speaks and writes regularly on construction issues. He 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 in relation to any particular fact situation.

Readers who have concerns about any particular circumstances are encouraged to seek independent legal advice in that regard.

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cnlanews New career website launched Landscape Ontario, in partnership with the Canadian Nursery Landscape Association (CNLA) and Fanshawe College, has recently launched the Green Careers Canada website for students, teachers and job seekers. It is a valuable resource for anyone exploring a career in the green industry. Explore the different career paths, discover realistic salary expectations, hear from students in horticulture programs and more! Or, if you are an educator, join the discussion, download resources and see what programs are available to your students. While the information is Ontario-focused at the moment, more information is being added for other provinces as it becomes available. The Green Careers Canada website is the starting point for anyone interested in this burgeoning industry.

Visit www.greencareerscanada.ca.

Green City Conference happening this month Leaders in green infrastructure and urban green planning from around the world are gathering in Vancouver this month to discuss green cities. A one-and-a-half-day conference will teach delegates the latest innovations and theories in the green city movement, inviting all attendees into the discussion. The conference will be followed by a day-and-a-half of tours, allowing delegates to explore Vancouver, which aims to be the greenest city in the world by 2020. Highlights from the conference will be available soon.

Garden gift cards

Certification practical exams

Garden Centres Canada is into the second year of its national gift card program. Garden centres across the country have the option to offer the electronic Garden Gift card to their customers. This gift card is then redeemable at any participating retailer in Canada. The system is all online, so it’s easy to use. It also promotes and supports the independent garden centre sector. Check it out at www.gardengiftcard.ca.

Individuals interested in obtaining a Landscape Industry Certified designation may complete the practical portion of the exam at the Dalhousie Agriculture Campus in Truro, N.S., April 22-23.

As well, both Landscape Ontario and BCLNA will host exams in July. Check out www.cnla-acpp. ca/certification for dates and locations near you.

Already certified? Film a quick video of why you got certified and send it to CNLA for a chance to win $500!

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cnlanews Cash advances available Agricultural Credit Corporation (ACC) announced the application window is open for cash advances on all fall seeded crops, greenhouse floriculture and vegetable crops, and Christmas trees.

Producers looking for an advance on stored crops and livestock are also available.

ACC is reporting above average demand on cash advances for this time of year. “Producers are already taking advantage of cash advances on their stored commodities this year as we see an increased demand for storage. We want to make sure producers have access to cash and we are trying to make the process of getting an advance as easy as possible,” says ACC’s CEO, Jaye Atkins.

Demand for fall seeded crop and greenhouse applications are also on the rise. “What we are seeing in the marketplace is more demand for cash this year. With all the recent changes to our programs, producers are finding it easier to incorporate the programs to manage their cash flow,” Atkins says.

Agriculture and Agri-Food Canada’s Advance Payments Program provides producers access of up to $400,000 in operating capital, with the first $100,000 available interest free and the remaining balance at the bank prime lending rate. The Commodity Loan Program, an Ontario Ministry of Food and Rural Affairs program, offers producers up to $750,000 in cash advances, available at the prime lending rate. Both programs are administered through

Agricultural Credit Corporation. For more information, visit www.agcreditcorp.ca.

Newest Canadian-bred rose available The stunning Oscar Peterson rose is blooming across the country. This brand new introduction comes out of the Canadian Nursery Landscape

Volunteers needed for IGCA 2017 The international garden centre community is coming to Canada in 2017 for the annual International Garden Centre Association Congress. The event will be hosted by CNLA and local members in Niagara Falls and surrounding areas. Routes are being finalized, and the committee is looking for volunteers to help welcome this group of approximately 200 international guests. Contact Julia Ricottone for more information: Julia@cnla-acpp.ca.

Big equipment discounts with CNLA

The Oscar Peterson rose is the latest in CNLA’s rose breeding program.

Association’s rose breeding program. It is the latest rose in the Canadian Artists series and like its predecessors, is highly disease resistant, cold hardy and very beautiful. Creamy new petals transform to pure white, with dramatic yellow stamens and glossy green foliage. It was named after legendary Canadian jazz pianist, Oscar Peterson. The entire rose series can be found at www.canadianartistsroses.com.

Members in the market for new large equipment are encouraged to take advantage of CNLA’s member savings programs. As a member of your provincial association, you are automatically a member of CNLA, gaining access to many valuable affinity programs. For example, Kubota Canada offers up to 22 per cent off equipment purchases and Caterpillar offers an automatic $2,750 off new equipment, or 10 per cent off at the Cat Rental Store. Please visit www.cnla-acpp.ca/benefits to start saving. LT

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

Visit www.cnla-acpp.ca for more information.

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industrynews Dutchmaster Nurseries wins AIPH bronze Brougham, Ont.,-based Dutchmaster Nurseries earned bronze in the finished plants and trees category at the 2016 International Association of Horticulture Producers (AIPH) International Grower of the Year Awards. Winners were announced at a gala dinner as part of IPM in Essen Germany on Jan. 28.

Top prize went to Costa Farms, one of North America’s largest growers of ornamental plants, for its wide variety of “plants, including houseplants, orchids, indoor and outdoor cacti and succulents, tropical shrubs, annual bedding plants and perennial bedding plants.”

Majestic Trees of the U.K. won silver and China’s Dashun International Flower also won bronze to round out the finished plants and trees category.

Dutchmaster was described by AIPH as “one of the leading wholesale nurseries in Ontario producing trees, shrubs, and perennials for wholesale purposes and shipping throughout Eastern Canada and the Eastern United

Matthew (left) and Maklin Tillaart (right) of Dutchmaster Nurseries won bronze at the AIPH Grower of the Year Awards in Essen, Germany.

States. It prides itself in being the best it can be at growing and supplying its products, and knowing that there are many excellent growers in Canada and beyond, the company looks for ways to set itself apart.”

New JCB outlets in Alberta and Saskatchewan Tingley’s Harvest Center is partnering with JCB at its Lloydminster, Alta., head office and its North Battleford, Sask., satellite location. The

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Anemone ‘Honorine Jobert’ has been chosen the perennial plant of the year.

dealership will carry JCB articulated telehandlers, wheel loaders, excavators, agricultural and compact load-alls, fastrac high speed agricultural tractors, skid steers and compact track loaders.

Launched in 2002 by Shane Tingley as a full-service CLAAS dealership, Tingley’s Harvest Center will add JCB equipment to its existing line of combines, forage harvesters, balers, hay tools, and seeding and tillage implements.

widespread pale pink Anemone x hybrida, ‘Honorine Jobert’ has been around for about 150 years.

The first ‘Honorine Jobert’ sport occurred in France and was soon imported to England. At five ft. tall in bloom, the perennial has a double row of white petals, offset by a green centre surrounded by a corolla or bright yellow stamens.

Former AIPH president dies Dr. Doeke Faber, president of the international Association of Horticultural Producers (AIPH) from 2003-2012, died Jan. 4, 2016 after a long battle with cancer. A veteran horticultural lobbyist, Faber was also the chairman of the Dutch Association of Flower Auctions.

Current AIPH president Bernard Oosterom said, “Doeke Faber used his passion for the horticulture industry and his leadership and diplomatic skills to bring together grower associations from around the world. He was particularly effective at stimulating interest in international horticulture exhibitions in Asia and helped in guiding cities in China, Thailand, Chinese Taipei, South Korea and Turkey to Dr. Doeke Faber produce world-class exhibitions that raised the profile and importance of horticulture in those countries. He worked tirelessly for the greater good of the global industry and earned the respect and gratitude of industry representatives across the globe. He helped to build AIPH into a robust organization and laid foundations that we continue to build on today. AIPH and the industry as a whole will miss him very much and our sympathies are with his wife and family as they deal with this sad time.”

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Anemone ‘Honorine Jobert’ named Perennial Plant of the Year The Perennial Plant Association named the anemone ‘Honorine Jobert’ as its 2016 Perennial Plant of the Year. ‘Honorine Jobert’ is a tall, elegant, woody-based Japanese anemone that has dazzling white flowers, the association says.

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industrynews Strong turnout for Congress 2016 New products, services, suppliers and relationships were the main draws for more than 12,000 attendees at Canada’s largest green industry trade show.

Landscape Ontario’s Congress featured over 600 exhibitors at the Toronto Congress Centre Jan. 12-14, and continued its longstanding tradition as Canada’s premier green industry trade show and conference.

First time visitor Amanda Anderson, owner of Lipstick Landscaping in Fredericton, N.B., says she attended Congress on the advice of industry colleagues. She particularly enjoyed watching the HardscapeLive presentations. “They were all really good, especially for me because I am just starting out in that area,” she said. “There were a lot of good tips and a lot of good tools – some I have never even seen before.”

Congress also featured 57 education sessions with a wide variety of topics and speakers including a keynote by Eric Durden, the manager of the Epcot International Flower and Garden Festival at Walt Disney World in Orlando, Fla. The show returns to the Toronto Congress Centre Jan. 10-12, 2017.

Congress 2016 featured over 600 exhibitors at the January show.

Canadian green professionals to tour Israel John and Kelly Schroeder of Valleybrook Gardens in Abbotsford B.C., and Niagra-on-theLake, Ont., will host a horticultural tour through Israel from Oct. 24 to Nov. 7. The group will visit greenhouses, garden centres and nurseries to learn from a world leader in horticultural exports and irrigation technology. Held every other year

since 2001, the Schroeder’s have led tours through Chile, South Africa, Japan, Australia, New Zealand, Italy and India, among other exotic and interesting locales.

“The goal of these trips is to learn a few things about how other countries do horticulture,” Schroeder says. “There’s a light business component; we don’t tour operations all day, every day. We certainly enjoy taking advantage

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Group sizes typically range between 12-18 members of the grower and retailer industries.

For more information, contact John Schroeder at js@valleybrook.com.

Canada Blooms celebrates 20 years Canada’s largest flower and garden festival celebrates its 20th anniversary March 11-20 at Toronto’s Enercare Centre. Once again co-locating with the National Home Show, the theme of Canada Blooms 2016 is “It’s a party.”

Features at this year’s festival include: over 20 gardens designed and built by green industry professionals; floral alley, with the theme “the seasons of life;” grower’s lane, led by Bloemen Décor’s Albert Graves; the Pick Ontario flower market, with over 1,500 sq. ft. of flowers and plants from the province’s best growers; the plant and product showcase, which features new plant varieties and products for 2016; and hundreds of hours of garden seminars and workshops led by industry celebrities like Mark Cullen and Frank Ferragine.

For more information, to volunteer during the show or to purchase tickets, please visit canadablooms.com.

New staff member at Landscape Trades Scott Barber recently joined the Landscape Trades team in the role of assistant editor. Barber’s background includes experience with community newspapers, trade magazines and the National Post. He also spent nearly a decade working in landscape maintenance and construction in the Greater Toronto Area.

Scott Barber

Canada Blooms, March 11-20, 2016, is set to delight attendees once again with its gardens, seminars and celebrities.

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comingevents March 1-2, Michigan Green Industry Association Trade Show and Convention, Suburban Collection Showplace, Novi, Mich. www.landscape.org March 2-4, The Work Truck Show, Indiana Convention Center, Indianapolis, Ind. www.ntea.com March 11-20, Canada Blooms, Enercare Centre, Toronto, Ont. www.canadablooms.com March 14-18, International Green Cities Conference, Meetings and Tours, Vancouver, B.C. www.cnla-acppa.ca/greencity April 9-14, California Spring Trials, www.springtrials.com

June 17-19 Garden Days. www.gardendays.ca June 19-22, Garden Centres of America Summer Tours, Portland, Ore. www.gardencentresofamerica.org June 21-24, 19th Annual Snow and Ice Symposium, Rhode Island Convention Center, Providence, RI. www.sima.org June 23-25, CSLA 2016 Congress, Winnipeg, Man. www.csla-aapc.ca July 9-12, Cultivate ‘16, Columbus, Ohio, www.cultivate16.org August 2-4, The Eastern Show for IGCs, Greater Philadelphia Expo Center, Philadelphia, Penn. www.igcshow.com

April 29-May 8, Arbor Week June 16, Seventh Annual Canadian Water Summit, Toronto, Ont. www.watersummit.ca

46 | MARCH 2016 | LANDSCAPE TRADES

August 7-10, Toronto Fall Gift Fair, International Centre and Congress Centre, Toronto, Ont. www.cangift.org

August 8-12, ISA Annual Conference and Trade Show, Houston, Texas. www.isa-arbor.com August 12-19, Canadian Fertilizer Institute 71st Annual Conference, Fairmont Tremblant, Quebec, Que. www.cfi.ca August 14-17, Alberta Fall Gift Fair, Northlands, Edmonton Expo Centre, Edmonton, Alta. www.cangift.org August 16-18, Independent Garden Center Show, Navy Pier, Chicago, Ill. www.igcshow.com August 24-27, Plantarium, International Trade Centre, Boskoop, Holland. www.plantarium.nl August 25-27, Farwest Show, Oregon Convention Center, Portland, Ore. www.farwestshow.com

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A.M.A. Plastics Ltd 34 800-338-1136 ama@amaplas.com Allstone Quarry Products Inc 26 905-939-8491 info@allstonequarry.com Arborjet Inc 43 781-935-9070 ajinfo@arborjet.com Atlas Polar Company Ltd 17 888-799-4422 info@atlaspolar.com Avant Tecno USA Inc 24 847-380-9822 sales@avanttecnousa.com Bailey Nurseries 31 800-829-8898 Beaver Valley Stone Ltd 38 416-222-2424 info@beavervalleystone.com Best Way Stone Limited 23 800-BESTWAY info@bestwaystone.com Bobcat Company 15 infocenter@bobcat.com Coivic Contracting Ltd 48 905-878-9101 nursery@coivic.com Exmark Manufacturing Co Inc 33 402-223-6300 Fibertop 21 905-203-0816 sales@fibertop.ca Greenhorizons Group of Farms Ltd 45 519-653-7494 info@justsodit.com Gro-Bark (Ontario) Ltd 25 888-GRO-BARK keith@gro-bark.com Hino Motors Canada 29 905-670-3352 info@hinocanada.com Isuzu Commercial Trucks of Canada 16 905-612-0100 tony.parravano@isuzutruck.ca John Deere 19 800-465-9825 Landscape Management Network 12,13 888-347-9864 info@golmn.com Makita Canada Inc 46 b.collens@makita.ca Miska Trailers 51 800-306-2111 sales@miskatrailers.com National Leasing 42 888-599-1966 sales@nationalleasing.com Oaks Concrete Products by Brampton Brick 2 800-709-OAKS info@oakspavers.com PAO Associates 47 905-875-0055 info@paohorticultural.com Permacon Group Inc 52 800-463-9278 PJ Trailers 49 905-658-9905 briansauto@hotmail.com PRO Landscape by Drafix Software 18 800-231-8574 sales@prolandscape.com Pro-Power Canada Inc 30 800-361-0907 info@propowercanada.ca Proven Winners ColorChoice 11 800-633-8859 sales@springmeadownursery.com Rinox Inc 41 888-855-9999 info@rinox.ca Seal King 44 866-883-8806 Stihl Limited 5 519-681-3000 info.canada@stihl.ca Techniseal 35 800-465-SEAL info@techniseal.com Thames Valley Brick & Building Products 48 905-637-6997 info@thamesvalleybrick.com TIMM Enterprises Ltd 22 905-878-4244 sales@timmenterprises.com Unilock Limited 9 800-UNILOCK georgetown@unilock.com Wajax Equipment 39 780-851-9490 Walters Gardens Inc 27 888-925-8377 sales@waltersgardens.com Winkelmolen Nursery Ltd 20 519-647-3912 sales@winkelmolen.com Zander Sod Co Ltd 37 877-727-2100 info@zandersod.com

WEBSITE

www.amaplas.com www.allstonequarry.com www.arborjet.com www.atlaspolar.com www.avanttecnousa.com www.endlesssummerblooms.com www.beavervalleystone.com www.bestwaystone.com www.bobcat.com www.coivic.com www.exmark.com www.fibertop.ca www.justsodit.com www.gro-bark.com www.hinocanada.com www.isuzutruck.ca www.johndeere.ca www.golmn.com www.makita.ca www.miskatrailers.com www.nationalleasing.com www.oakspavers.com www.paohorticultural.com www.permacon.ca www.pjtrailers.com www.prolandscape.com www.propowercanada.ca www.provenwinners-shrubs.com www.rinox.ca www.sealking.ca www.stihl.ca www.techniseal.com www.thamesvalleybrick.com www.timmenterprises.com www.unilock.com www.wajaxequipment.com www.waltersgardens.com www.winkelmolen.com www.zandersod.com

We build each trailer with the attention to detail that has made PJ Trailers the trailer hard-working professionals count on to do their jobs.

Contact 905-658-9905 www.pjtrailers.com

MARCH 2016 | LANDSCAPE TRADES |

49

mentormoment

Top notch staff key to conquering rapid growth This month’s mentor is Brian Dougherty, general manager of Horizons Landscape Contractors in Langley, B.C. Dougherty joined HLC — founded by his brother Michael — over a decade ago after a stint in the restaurant business. He says that while the green profession is “10 times harder” than the hospitality industry, for him, being part of an an award-winning maintenance, design and construction company is much more fulfilling.

What are your biggest challenges?

Growth is definitely the biggest challenge and hurdle that we have had to deal with. We grew from a small company, to a medium company and now into a large company, all within a six-to eight-year period while at the same time (Michael) decided to take another career path and only be here part-time. Then my dad (who was also involved in the business) decided to retire. So there was a lot going on all at the same time we were experiencing 30-50 per cent growth year after year after year.

The key to meeting the challenge was finding the right people who fit into our family culture. We like to consider ourselves a Horizon family and even though we’re a big company, we don’t want to become too corporate. We still want to be able to have situations where we can Brian Dougherty, Horizon Landscape Contractors treat people like people and family, rather than ‘nope, I know this doesn’t make sense but it’s the policy so that’s the way it’s going to be.’ We want to be able to have some grey areas, but you don’t want too many grey areas, so it’s about finding a balance. But again, you need to find those people, and we did find those people at a younger age who could execute at a higher level of business and strategic thinking.

How do you avoid “problem” clients?

There are different approaches here between maintenance and the construction sides, as well as the residential and commercial ends.

50 | MARCH 2016 | LANDSCAPE TRADES

I can’t lie, we have definitely been burned in the past and that makes us a little bit more cautious. One of the things that we do on the residential side is charge a small consultation fee. It’s only a $75 fee, and of course, that $75 fee doesn’t cover the amount of time and effort it takes to go out for a meeting. But what it does do, is it helps eliminate having to deal with people who aren’t really serious about wanting to have landscaping done or maybe they are just looking to get some ideas from a professional and are planning to do the work themselves; or, the tire kickers and the people that are looking to get 15 different quotes. So that has helped and I would say that we are about 40-50 per cent successful in turning consultations into jobs.

On the general contractor and developer side of our business, I would say developing relationships is the key to avoiding problematic situations. It’s about building that trust and being able to hash things out because people are going to have differences of opinion.

Contracts can be worded with our lovely English language a certain way so that one person interprets the responsibilities one way and the other party might see it differently. So you need to make sure that you don’t go into a contract without making sure there isn’t any room for those kinds of problematic differences of opinion.

We also have a no-fly zone with developers and clients we have worked with over the years or that we have heard about through the industry. That’s something you learn over time through experience.

Everyone is going to get burned at some point, so you just have to hope you don’t get burned so bad that it sinks the company.

How do you find — and keep — quality employees?

We have been fortunate over the years in that our growth seemed to attract progressive, quality employees who wanted to be able to move up in a company that had a lot of opportunity. A fast growing company has a lot of opportunity and so you’re not just waiting for people to retire or to move on or quit; there are positions opening up that employees can move up into. So those personality types are attracted to working for companies like ours.

For the group of employees who want to take it to the next level, you want to be able to be a part of that. You want to find new opportunities for those individuals that give them the opportunity to better support their families and live the secure, prosperous lifestyle of their dreams. LT If you have a question to suggest, or a mentor to recommend, please e-mail editor@landscapetrades.com.

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