Landscape Trades November 2019

November 2019 VOL. 41, NO. 9

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Selling snow?

Systems make all the difference Insurance claim case study Trends drive demand for landscape design

Green roofs COME HOME Contractors find new opportunity with smaller-scale clients

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Contents

NOVEMBER 2019 VOL. 41, NO. 9

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 ACCOUNT MANAGER Greg Sumsion | gsumsion@landscapeontario.com COMMUNICATIONS COORDINATOR Angela Lindsay | alindsay@landscapeontario.com ADVISORY COMMITTEE Gerald Boot CLM, Laura Catalano, Jeremy Feenstra, 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

Green roof maintenance

FEATURES 6 Green-roof opportunity trickles down

Small-scale projects multiply, thanks to legal, technical and market developments.

BY JORDAN WHITEHOUSE

14 Congress connects the community

Gear up for Canada’s landscape profession homecoming.

COLUMNS

LANDSCAPE ONTARIO STAFF Darryl Bond, Amy Buchanan, Tony DiGiovanni CHT, Denis Flanagan CLD, Cassandra Garrard, Meghan Greaves, Sally Harvey CLT CLM, Keri MacIvor, Heather MacRae, Kathy McLean, John Russell, Ian Service, David Turnbull, Lissa Schoot Uiterkamp, Tom Somerville, Myscha Stafford, Martha Walsh

18 Landscape design

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

Today’s successful garden centre managers understand drama.

BY ROD McDONALD

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Subscribe at www.landscapetrades.com Copyright 2019. 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.

Landscape designers must address trends, whether real or faux.

BY AUDRIANA VANDERWERF

20 Road to success 22 Legal matters

What contractors can do about insurance claim disputes.

BY ROB KENNALEY AND KIRK BROWN

24 Management solutions

Clear the way for a profitable snow sales strategy.

BY MARK BRADLEY

24 Mentor moment

Alan White evangelizes the green industry’s unique climate story.

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

GREEN PENCIL 4 NOVA SCOTIA UPDATE 16 NEWSSCAPE 26 NEW PRODUCTS 29 CNLA NEWS 32 COMING EVENTS 33 ADVERTISERS 33 CLASSIFIEDS 33

COVER PHOTO: Brian Wildman NOVEMBER 2019 | LANDSCAPE TRADES |

3

greenpencil When the staff tree needs pruning

Necessary endings One of the best feelings in management or ownership is hiring new people. It inspires new beginnings and new opportunities. We are always excited to bring people aboard the ship, to help sail in what we hope is the right direction. As with most ships, there are calm days and there are rough days. The companies that sustain the rough seas are generally those with much experience, that know the importance of having good plans in place. After all, this is when the team needs to work together the most.

Along with the anticipation of hiring new people, growing a business to

By Brent Ayles new levels, engaging with more people and expanding our centre of influence, we must also expect some necessary endings as well.

Necessary endings are simply part of maturing and growing as an organization. I often resort to a quote from John C. Maxwell, “Seldom if ever is it the people that get you there, keep you there.” In order to finish well, and make necessary endings as positive as possible, a few things help ease the burden when we are faced with the need to allow players in the game to move on to greener pastures. These are only a few things to consider.

Employment position contract: This agreement between the employer and employee attempts to set out clear expectations on what the employee is counted on to produce within the role. I always recommended ensuring the contract is reviewed, and signed by both parties, with copies for both the employee and his or her file. It is not the be-all end-all, but it is a great start to a formal working relationship. Set clear expectations and rules, with clear consequences. This will help manage the employment process.

Employee file: This process needs to be standardized. Items in this file should include position contract, on-boarding plan, employee handbook, behaviour guide (what is expected and what is not acceptable), non-disclosure agreement, copy of 4 | NOVEMBER 2019 | LANDSCAPE TRADES

Labour Standards Act, safety policy and agreement, vehicle waiver agreement, social media policy, workplace health and safety plan, and vision plan — an exercise which allows the employee to write out their life goals, as well as other articles such as performance review plans, criminal record check and drivers licence abstract. Create the file with a checklist on the inside cover. This is only the beginning, to help guide and manage the relationship between the new employee and the employer. If you do not have this template, just START. Necessary endings: Sometimes in life, there are things that need to end. Things that need to be pruned and removed. Things that need to be released, to allow them to find a better place in the world. It is always best to finish well under as many circumstances as possible. Ensuring you have a completed employee file with the documents listed above will help with making an exit or termination easier, as well as protecting the employer from legal issues that can arise from not following proper employment processes. The top three items to ensure this happens seamlessly — for both parties — are the employment contract, non-disclosure agreement and termination notification. The notification should be as precise and accurate as possible; ensure the reason or just cause is simple and clear. We can learn so much in the end by starting well, following a defined employment process and doing an exit interview.

This interview helps the organization learn from past experience. But experience is not enough. Evaluated experience is what brings us forward. We continue to learn and perfect our largest asset management process — our team — past, present and future.

There are bridges to cross. There are bridges to restore. There are bridges to remove. With a defined employment process, the bridges we must remove become much more advantageous to both parties. This is the START of ensuring our employment engageLT ments finish well.

Brent Ayles is president of Ayles Natural Landscaping, based in Riverview, N.B.

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Green

Contractors find growth opportunity in smaller-scale installations

BY JORDAN WHITEHOUSE

6 | NOVEMBER 2019 | LANDSCAPE TRADES

come home bout seven years ago, landscape designer Stephen Stewart was working on a garden in Vancouver when the client asked him about also installing a green roof on the house. He could do it, he told him, but there was one problem: there was no building code for green roofs in the province at the time. According to the city rep they talked to, meaning the roof couldn’t properly be inspected, and therefore couldn’t be insured. Project dead.

What a difference seven years has made. Take a walk around almost any neighbourhood in Vancouver, look up, and it’s clear most of those bureaucratic hurdles are a thing of the past. On a garage in East Van, you can see stonecrops, grasses, and hens and chicks. On a low roof on a new modern home in Kitsilano, groundcovers, common thyme, and Bowles’ golden sedge. “It’s still a pretty small market,” says Stewart, who owns Carrot Top Gardens, “but I’m seeing more interest. And because Vancouver is trying to be the greenest city in the world, [green roofs] are certainly one way to boost Rvalue on a house.”

Like every city in the country right now, most of the square footage of Vancouver’s green roofs is on large commercial, institutional, and residential properties. But according to all of the green roof professionals we spoke to for this story, there has been a growing curiosity in

A residential project by Stephen Stewart shown in three stages, right to left.

A residential project by Green T Design features native and ornamental forbs and a mixture of sedums.

It won the 2018 CitiesAlive award.

force new buildings to include green roofs. All of which begs the question: what’s the opportunity for smaller designers and contractors in Canada, the ones wanting to target those smaller residential and commercial clients?

A small but growing market

Extensive green roof from the Green T Design portfolio has mounded areas planted with sedums, ornamental grasses and flowering forbs.

green roofs from private homeowners and smaller commercial clients over the past five years across the country.

The reasons for that budding interest are many — from stormwater mitigation, to energy conservation, to aesthetics. There are also more local suppliers of the materials needed to install green roofs, which helps bring down costs. Plus, a few municipalities have, or may soon have, bylaws that 8 | NOVEMBER 2019 | LANDSCAPE TRADES

The answer to that question has a lot to do with what region you’re talking about, says Steven Peck, president of Green Roofs for Healthy Cities, a North American green roof and wall industry association.

He estimates that the entire North American green roof market is about $500 million per year, and says there are lots of relatively small projects happening in Canada, particularly in Toronto, but that it’s still a fraction of the total. “We’re not seeing many individual homeowners doing green roofs overall, and that’s because the cost is disproportionately high. There’s a lot of economies of scale with bigger projects. If you go from 5,000 to 50,000 square feet, you can come down [in cost] by 10, 15, 20 per cent.”

Peck estimates that Toronto alone represents about half of the green roof market in Canada right now. A lot of the growth happened after 2009, when the city became the first in North America to pass a bylaw requiring green roofs on new commercial, institutional, and residential developments that have a minimum gross floor area of 2,000 square metres. The city also has an Eco-Roof Incentive Program that offers $100 per square metre of green roof installed and up to $1,000 for a structural assessment.

Costa Pavlou, the principal and contractor at Toronto’s SkySpace Green Roofs, says that the incentive program is definitely leading to more interest from homeowners. “Homeowners often look at a roof as a missed opportunity for development,” he says.

“Adding green and amenity spaces is a great way to hide an unattractive black roof, but it’s also a sensible investment. Definitely a bonus if you wish to resell your house in the future.”

In the west, the City of Vancouver is considering a bylaw similar to Toronto’s that would require new commercial, institutional, industrial, and multi-family residential developments to have green roofs. In Alberta, there is a growing interest in green roofs as well, and that’s partially because of the increased awareness and need for LEED certification, says Kerry Ross, the principal and founder of Calgary’s Green T Design. “But cost continues to be a barrier here,” she adds. “And with municipal agents and just other trades

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Small green roof sites without laneway access can cause logistical challenges for hoisting materials to the roof All three projects on this page are by Green T Design.

and contractors, there seems to be an inordinate amount of education and convincing that’s needed. They won’t look at the research data from other jurisdictions. They want to see the numbers from Alberta.”

The green market on the east coast may be the most underdeveloped in the country, but Shaman Ferraro, the principal of Atlantic Green Contractors in Charlottetown, P.E.I., says he’s definitely seeing more interest from smaller residential and commercial clients. The increase in large green roofs across Atlantic Canada is likely driving that, he adds. “People are looking for information right now, and that’s always a good sign, because when we see more interest, they will start buying in as well.”

Getting in on the green floor So, green roofs are on the rise across the country, and more homeowners and small commercial clients are dipping their toes. But where do you start if you’re a contractor wanting to tap that smaller side of the market?

Step one should be properly educating yourself about green roofs. “It’s not just like two guys with a wheelbar-

A vegetated cover of sedums, grasses with mounded areas for deeper-rooting native and ornamental flowering plants is perfect for this three-car garage rooftop.

row and a truck can jump into the green roof business,” says Peck. “There are lots of considerations and specialized training you need. Membrane protection, for example, safety is big.” One training option is with Green Roofs for Healthy Cities, which has a number of courses for first-timers. Another is at the British Columbia Institute of Technology, which has a couple of three- and fourweek courses.

From there, it’s all about marketing yourself and getting your name out there to designers and contractors, says Stephen Stewart. One way to separate yourself could be with your plant palette, he suggests. As the number of smaller green roofs increases, so does the need for a specialized knowledge in the plants best suited for different roofs and climates.

Trade shows could also be a good place to make connections, says

This rehabilitated condominium rooftop garden consists of sedum with mounded areas for wildflowers.

Maintenance is important for controlling growth.

10 | NOVEMBER 2019 | LANDSCAPE TRADES

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Ross. And, she adds, because the green roof market is still in an education phase, she has found that when she has volunteered her time to educate people about green roofs and living architecture, sometimes those efforts have translated into jobs.

However, before starting those first jobs, you should speak with your insurance provider, because you might need specialized coverage, says Peck. “The liability for someone doing landscaping versus roof-scaping is a lot higher. If you punch a hole in a membrane by accident, for example, now you may have to close the building for 10 days while they fix a leak. That could lead to lawsuits.”

You also have to think about the physical and logistical challenges you might come across on the job, says Costa Pavlou. “Residential streets are often narrow, making deliveries with a truck and hoisting material with a crane very challenging. It can be more labour intensive to a certain degree, and also tying off in terms of fall protection is a challenge since houses are not equipped with roof anchors. Fall protection and safety is very important, so finding suitable anchor points is always a problem when working with residential clients.”

Almost everyone agrees, however, the biggest challenge with entering the market right now is the same as it’s always been: how to convince smaller clients that the relatively high cost of a green roof is worth it.

Environmental awareness is certainly helping with education, and the increase in local green roof suppliers is decreasing installation costs, but another option is to target clients who already have green roofs and need them maintained. “You don’t own an office building and not have the windows cleaned. You don’t buy a house and not mow the lawn. Everything is maintenance, and I think that’s where one of the biggest values is,” says Shaman Ferraro.

Back in Vancouver, Stephen Stewart is in his backyard, talking about the green roofs he has installed since that confusing run-in with the city seven years ago. When he did his first green roof, he had

12 | NOVEMBER 2019 | LANDSCAPE TRADES

This green roof system was installed by Atlantic Green Contractors on a high school in Eastern Passage, N.S., providing students with opportunity to care and maintain the demonstration project, along with teaching about the environmental health benefits of a green rooftop.

to import the system from Germany. It’s not that way now. Today, just like in many Canadian cities, you can find green roof suppliers across Vancouver. Meanwhile, that bylaw requiring green roofs on new developments in the city winds its way through council just as similar ones get passed in multiple cities south of the border.

Yes, green roofs are still in their infancy in this country, but what LT a difference seven years has made indeed.

Jordan Whitehouse is a Kingston, Ont.-based freelance writer.

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A vibrant trade-fair tradition:

CONGRESS 2020

T

he best thing about Congress, according to Ed Chanady, owner of Avalon Landscaping in Holland Landing, Ont., is, “new, innovative equipment and materials.” Chanady is a second-generation contractor who has faithfully been attending Congress for more than 35 years.

Exhibits cover acres of show floor at Congress; over 600 suppliers will participate this year. Congress has a respected reputation with suppliers from North America and beyond. It is known as a must-exhibit show; an ideal launch pad for new offerings. Visit the New Product Showcase to scan new products, and then visit booths to get their in-depth stories.

While many professionals spend two or three full days on the Congress floor, others make time for its outstanding Conference program. Topnotch speakers deliver sessions that are tailored to green industry success.

Many business owners support staff members with Conference passes. Beyond the individual sessions, half- or full-day professional development

14 | NOVEMBER 2019 | LANDSCAPE TRADES

events are offered on business leadership, Integrated Pest Management and landscape design.

Congress action is complemented by its Live series, free showfloor demos on hardscape, transportation compliance and everything to do with trees. A new feature area is Recruit Live, offering a job board and space for employers and potential hires to meet. Just drop by any of the Live areas, rest your feet and pick up some new ideas.

Wednesday night is time for social energy. Every delegate is invited to Congress After Dark, where making new connections mixes with relaxing fun. The Congress venue is the Toronto Congress Centre, convenient to Pearson Airport and hotels.

Parking is free.

When asked if he had ever found productivity solutions at Congress, Ed Chanady answered, “Absolutely. We used a new vacuum lift for the first time last month — we couldn’t have done the job without it. Without the show, you don’t know new equipment exists.”

Congress 2020 takes place on Jan. 7-9. Visit www.LOcongress.com LT for information.

golmn.com/LO-FREE

novascotiaupdate Landscape Trades runs occasional updates on the activities of Canada’s provincial trade associations. This issue features Landscape Nova Scotia.

These past twelve months have proven very busy for Landscape Nova Scotia, as we set our sights on growing the association and becoming more involved with the public.

In November 2018, Landscape Nova Scotia partnered once again with neighbouring friends at Landscape New Brunswick (LNB), for the 2018 HortEast Conference and Trade Show.

The conference and trade show was held Nov. 27-28 at the Rath Eastlink Community Centre in Truro, N.S., and featured great speakers and exhibitors.

A good turnout and great hosts spelled success for this year’s LNS Summer Social.

As the winter of 2019 was roaring in Nova Scotia, Landscape Nova Scotia held its Annual General Meeting and Awards of Landscape Excellence on Feb. 22 at Casino Nova Scotia.

There was good member representation at the meeting, and the following members were elected for 2019 and 2020 terms. President: Lauren Fry, Down to Earth; Vice President: Chris Janes, Clintar; Treasurer: Steve Smith, NutriLawn; and Past President: David Thompson, Weed Man. Additional board members elected were Matt Giles, Nova Turf; Laura Coupar, Elmsdale Landscaping; Paul Doggett, Battlefield CAT; Andrew Palmer, Blomidon Nurseries; Dave Smith, Wilson Equipment; and Barry Stone, IrriPlus. Landscape Nova Scotia hosted a cocktail hour following the AGM which gave everyone an opportunity to relax and catch up before the Awards of Landscape Excellence Gala began.

This year at the Awards of Landscape Excellence, Landscape Nova Scotia presented eight awards in the following categories: Residential Installation Under $25,000, Down to Earth Landscaping for the Bentley Residence; Residential Installation Over $75,000, Joe Bidermann Landscape Design for the Watchman’s House; Commercial Installation Over $100,000, Trim Landscaping for BIO Courtyard; and Speciality Feature Natural Stone, Joe Bidermann Landscape Design for the Watchman’s House. Merit awards winners included Industry Champion Award, Christene LeVatte of Highland Landscapes for Lifestyles; and Rookie Company of the Year, Green Peak Landscape Professionals. Elmsdale Landscaping received the Safety Award, and the Environmental Stewardship award went to Joe Bidermann Landscape Design. Landscape Nova Scotia also recognized

The LNS Awards of Landscape Excellence program recognizes outstanding craftsmanship and leadership.

16 | NOVEMBER 2019 | LANDSCAPE TRADES

the 2018 National Skills Landscape Gardening Gold Medal Award Winners from Nova Scotia, Diana Davison and Chad Merrett.

As spring started to appear, Landscape Nova Scotia hosted the 2019 Garden and Patio Show in late March at the Ideal Home Show at the Halifax Exhibition Centre. Participation from members was good, and attendance for the show was on par with previous years. Seed Survivor was a big attraction with children and their parents. Landscape Nova Scotia has signed a new contract with Master Promotions for the 2020 Garden and Patio Show, which is taking place March 27-29.

With the arrival of a new landscaping season came the Skills Canada National Competition, which was held May 28-29 in Halifax, N.S. After two days of intense competition, 7,000 visitors, and over 1,000 participating in the Try-A-Trade Paver Puzzle and Plant ID Challenge, the event was declared a huge success. Nova Scotia delegates Diana Davison and Chad Merrett took home the Skills Canada Landscape Gardening bronze medal. Landscape Nova Scotia sends a huge thank you to all of the volunteers and sponsors of Try-A-Trade.

July 26 proved to be a perfect day, as Landscape Nova Scotia held a Summer Social, hosted by member Nutri-Lawn. Our host provided great food and refreshments. Members had the opportunity to socialize and participate in some games and win prizes. Each year, a member company will be given the opportunity to host the Landscape Nova Scotia Summer Social.

At this time, Landscape Nova Scotia is once again gearing up for 2019 HortEast Conference and Trade Show, Nov. 20-22, which is being held at Casino New Brunswick, Moncton.

With almost a year under their belts, new Landscape Nova Scotia staff members Christine Finn, Executive Director, and Jan Loner, Associate Executive Director, are keeping themselves busy. Prior to joining Landscape Nova Scotia, Christine had been part of the team at the Canadian Nursery Landscape Association for over seven years. During her time at the CNLA, she worked with Member Service Programs, Government Relations and Landscape Saskatchewan. Christine is currently working

Diana Davison and Chad Merrett made Nova Scotia proud at Skills Canada.

as Executive Director of Landscape Nova Scotia and Landscape NL Horticultural Association.

Jan joined Landscape Nova Scotia with various skills and years of experience that has proved to be a wonderful asset to the association. Jan’s previous work included working with boards of directors, marketing initiatives, preparing budgets and communications.

LT

NOVEMBER 2019 | LANDSCAPE TRADES |

17

NOVEMBER 2019 | LANDSCAPE TRADES |

17

landscapedesign

This just trending...

BY AUDRIANA VANDERWERF CLD

It is amusing to see gardening magazines on the tables at doctors’ offices, with the covers inevitably claiming the most current garden is inside. Curiosity turns the pages … what is the public finding out that I don’t know? But more often than not, these magazines explore ideas long used by landscape design professionals, or detailed ‘must-have trends’ that simply couldn’t last the test of time. Remember railway-tie retaining walls? Oh, the creosote!

However, the idea of trends persists, and finding that right combination of classic and contemporary elements to complement the home’s architecture is often our task.

Len Hordyk, Director of Landscape Design at Cedar Springs Landscape Group, Oakville, Ont., agrees. “Over the last number

of years, landscape style has been trending towards a cleaner, more modern look and feel.” This contemporary linear look, with clean shapes, is not appropriate for every property, however. Architecture and ambiance play a very large role in which trending style to incorporate, just as they do with the overall design. “Since most of the homes in the areas we work are not modern, we can’t go completely modern, so we have to adopt what we call a transitional style, which incorporates modern elements and materials into the design,” says Hordyk.

Architecture aside, there are other integral landscape design style influencers: the client, the budget and … the designer! I have often pulled back the reins on homeowners anxious to undertake the sleek lines of concrete and rows of manicured boxwoods they saw at their friends’ homes. Instead, I open their eyes to the custom potential that their own property is bursting to reveal. As a representative of a profession people now seek not only to beautify their homes, but to actually help decrease their ‘footprint.’ I love the look in their eyes when my descriptions seep in and they can share my vision.

Some designers forego the very idea of trends altogether. “Many years ago, I became quite weary of the constantly changing trends and fads that so quickly came and then went out of style,” says Randy Tumber, principal, Tumber International Landscape Training. “Because of the transitory nature (of fads), I determined to sidestep as much of it as I could by gaining a more accurate understanding and appreciation of the elements and natural processes found in creation, which I have always maintained don’t really ever go out of style.”

Linear designs contrast soft and irregular living plants with modern angularity.

18 | NOVEMBER 2019 | LANDSCAPE TRADES

While Randy admits his approach appeals to a more narrow niche market, it’s the big picture and sustainability that encourages his passion.

Why would his market be narrower?

Clients who call upon us are interested in

“ I look to gain a more accurate understanding and appreciation of the elements and natural processes found in creation, which I have maintained don’t really ever go out of style.” sustainable designs, are they not? Or is it the prevailing trend that sells the design?

Marketing plays a large role in helping people believe what they want to see, as does “Keeping up with the Joneses.” As Steve Adcock writes, “Keeping up with the Joneses means we’re keeping up with our vision for success, and it usually revolves around our neighbor.” We cannot dismiss the idea that trends in landscaping are just darn aesthetically pleasing to many people!

Internationally, there is a consumer movement to be more environmentally

A redesigned and reconstructed sustainable ecosystem designed by Randy Tumber features biological filtration, floating wetlands technology and waterfalls, surrounded by many natives including cedar, birch and dogwood — with some ornamental embellishments, of course.

aware; a trend we can only hope is not temporary. Locally, landscape professionals can design gardens according to the new Fusion Landscaping program. According to a story in Landscape Ontario magazine, “Fusion landscapes are on trend, and thrive from rainwater. Fusion landscaping aims to use this valuable resource on-site through the installation of Low Impact Design (LID) technologies such as rain gardens, bioswales, infiltration trenches and permeable pavers.

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19

roadtosuccess

Showtime Retail is theatre and no one has been a more aggressive advocate of that adage than professional sports teams. When you walk into a Raptors game in Toronto, or a Saskatchewan Roughrider game out west, your senses are overwhelmed. There is loud and vibrant music playing, cheerleaders and dance squads and rock or country bands at half time. Always something to ensure you are entertained besides the actual game.

Many years ago, there was entertainment at games, but not to the degree nor intensity that exists today. I have walked into stadiums and sports arenas and felt as if I had been transposed into a Studio 54 disco. All of this is designed to allow the customer to experience the event.

The reason behind the multimedia explosion at sporting events was, and is, to put more people in the seats, especially the 20-somethings.

My lead into this column asks the question: What are we, the greenhouse, garden centre and landscape companies, doing to create a showtime experience for our customers? I am not suggesting we have cheer-

Great displays entice customers to make purchases and continue to visit during slower times.

20 | NOVEMBER 2019 | LANDSCAPE TRADES

BY ROD McDONALD

leaders, overpowering music with a bass line that emulates an earthquake, or a PA announcer that insists we “give it up and make some noise!”

I am suggesting the days of putting product on the shelf and then leaving the customer to shop is no longer the best approach.

That worked in the ‘50s, ‘60s and ‘70s, and it worked fine for customers and owners alike.

In the ‘80s, things started to change, as did consumer expectations. I was a part of that experience, as I upgraded my presentation. I had an old-school greenhouse operator drop by to visit around 1990, and he complained vehemently that I had become too fancy.

“You are now expected to take off your muddy boots before coming into your store.” He was right. I definitely did not accept muddy boots being worn in my clean store, and the good news was, neither did my customers.

The days of greenhouses and garden centres being a rather dirty shopping experience began to disappear in the ‘80s, and it was uncommon in the ‘90s. I remember quite clearly, another greenhouse operator ran his place as a bit of a pig sty. He and I would chat about the changes in retail, and he admitted he was confused by how his sales were decreasing. He could not comprehend that consumer expectations had evolved in the last 20 years. His lack of comprehension and adaptation ensured the demise of his business.

The days of no signage or information on what was being sold, no sales staff on the floor and no sense of retail theatre were finished.

Those operators who had tired businesses suffered a slow and sad finale. There was a garden centre I would visit, where every product had the same assigned shelf space for 20 years. No new displays, nothing exciting, no shelf talkers, just the same old/same old product on the same old shelf. Not surprisingly, sales were stagnant.

Nicky’s, my favourite local diner and

coffee shop, upgrades menus to accommodate changing tastes. The days of the hot beef sandwich with fries and overcooked peas are in the past. Today, the consumer wants a quesadilla, a sundried tomato dressing and a celery juice. Times changed and Nicky’s adapted. They kept the basics that sell well, and you can still get my favourite liver and onions (don’t judge me), or their Ukrainian platter. When we change, we don’t throw out the baby with the bathwater, but we do change.

We need to adapt. One of the local garden centre operators is now offering a corn maze, a petting zoo and hay rides to increase business in September. He has also been renting out his greenhouse for events such as barbecues and even a wedding or two. The words ‘event marketing’ do apply here.

Getting customers out for the long weekend in May is the easy part of our job. Getting customers to return, again and again, is a bit more difficult. We already know that to increase traffic we have to offer new, and more importantly, exciting changes to our menu. We have to give our customers a reason to visit during those traditionally slower times, if we want to increase our sales.

In 1979, I was chatting with a well-respected business person I still admire to this day. I was pretty new at the time, and his advice was to try to find more ways of being of service to my customers. He said, “We are always trying to find new customers and yet it is easier to sell more goods and services to existing customers. People who already do business with you are more than willing to look at new items, so let them.” His advice remains valid to this day.

One area where we can always outshine the box stores is with our displays. The box stores have very few ideas on building displays, and even less ability to maintain them. It is one thing to build an attractive display, but it is another to keep it looking

good. Nothing is more discouraging than a once-lovely display that has been picked over, leaving customers with the belief that “all the good stuff is gone.”

I have written this previously and I write it again: It is our job to ensure the customers say, “Wow!” when they enter our greenhouses. The entry way, while being spacious to accommodate a landing zone feel, should be filled with colour and lots of it. Nothing sells like colour.

Along the same lines, there is no room for a mess or a junky appearance in any independent’s greenhouse. I see the racks of neglected plants at the box stores, but why should I see the same at a local greenhouse?

I know that you, the reader, have seen the same situation in your locale and you probably scratch your head asking the question, “Why?” Distressed and dead plants do not sell the good plants. The customer sees plants that are in poor health and truly believes that if we, the professionals, cannot grow a

variety, then neither can they. Many gardeners, especially the entry level ones, lack confidence and we have an obligation to assure them “anyone can garden.”

Along with our obligation to assure our new gardeners that they, too, can be successful, we have another obligation. That is to provide new and exciting varieties and products. Customers love trying new things and we not only need to have new things for sale, but we need to promote them.

I am always surprised when I see a greenhouse growing and selling new varieties, but not featuring those plants. I ask, “Where are the signs that announce the award-winning rose, the new petunia colour or the heritage tomatoes?” As you already know, heritage vegetables have been selling quite well for several years, and yet a few greenhouses mix the heritage plants in with the hybrids. That does not meet the minimum requirements for Marketing 101. Heritage varieties should have their own benches and be labelled as

such. Signs sell product, and as I wrote at the beginning of this column, the days of shelf stocking with no information are long gone.

We need to be so much more than what we once were. We need to create the garden centre experience that only we can create.

We need to offer an entertainment value to attract customers. We must ensure the customer says “Wow!” That is how we stay on the road to success.

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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NOVEMBER 2019 | LANDSCAPE TRADES |

21

legalmatters

An insurance claim case study

BY ROB KENNALEY AND KIRK BROWN

Enduring the process of filing an insurance claim can often be a frustrating task. From estimates and assessments to conversations with an insurer who may not be keen to settle your claim, it can be quite the ordeal. Not to mention when you disagree with the amount your insurer has proposed to settle. The following case illustrates potential issues, and the importance of legal advice, when a dispute regarding the quantum of loss arises between you and your insurer.

In an ongoing action, a contractor filed a claim with his insurer for a stolen trailer. According to his policy, he was entitled to the value of the trailer at the time of the loss. Unfortunately, the amount the insurer proposed to settle the claim was far below the actual value of the trailer and thus a dispute ensued. In Ontario, when there is a disagreement between the insured and the insurer as to the value of a loss, the parties can take part in the statutory appraisal process if the option is provided for in their policy. The Ontario process is outlined in s. 128 of the Insurance Act R.S.O. 1990, c. I.8, whereby each of the parties is required to hire an appraiser. If the appraisers cannot agree, they are required to appoint an umpire who will ultimately determine the value of the loss based upon submissions made by the appraisers. In the present case, the insurer requested the contractor to submit an appraisal. Given the trailer was custom-built and the contractor being a layman to this process, he provided the insurer with a quote that reflected the cost to build a new trailer. The insurer chose to reject this quote as an appraisal document, which was within its rights. After more than a year of waiting for the claims process to play out with nothing to show for it, the contractor commenced an action against his insurance company with the hope of recovering the loss.

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There are two issues at hand that you should be aware of if you find yourself in a similar predicament: l Can the above-mentioned appraisal process contained in the Ontario legislation proceed despite commencement of an action against the insurer? l What limitation period would apply? The one-year period contained in the Ontario legislation, similar to legislation found in other provinces, or the two-year period contained in s. 4 of the Ontario Limitations Act, 2002?

Continuation of the appraisal process In a 2017 case known as 56 King Inc. v. Aviva Canada Inc., the Ontario Court of Appeal answered the question of whether the appraisal process was unavailable once an action against the insurer has been commenced by the insured. The trial judge found there was no timeline in either the insurance policy or the Ontario legislation that stipulated a deadline by which an election for an appraisal must be made, and further found that the election for an appraisal during the action did not prejudice the opposing party. The Court of Appeal agreed and found that the legislative intent was for the appraisal process to be utilized by the parties as a way to cut costs and save time. The Court of Appeal additionally found that the judge does have discretion to deny access to the appraisal process, but only in cases of abuse.

The one-year limitation period The Ontario Legislation sets out a one-year limitations period. If the one-year period applied to the above mentioned contractor’s claim, it would be statute barred and subject to dismissal. However, in a

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2003 case known as KP Pacific Holdings v. Guardian Insurance Co. of Canada, the Supreme Court of Canada considered whether the one-year limitation period contained in the Part IV British Columbia Insurance Act applied, or the general two-year period contained in Part II. The Court examined the legislative origins of the one-year limitation period and found it was created at a time where insurance policies were purchased in a piecemeal fashion. For example, fire insurance, theft insurance, business loss insurance, etc., were all purchased separately. Therefore, the one-year limitation period would apply to a specific area of insurance and certain exclusions were included to avoid absurdity. However, the majority of today’s policies are multi-peril policies, where one policy covers several areas of potential liability, allowing the insured the convenience of not having to carry multiple separate insurance policies. In the end, the Court found the one-year limitation period was never contemplated in relation to multi-peril insurance policies and therefore should not apply.

Lastly, it is important to be aware the Ontario limitations legislation allows a business to contract out of the statutory two-year limitation period. Therefore, if a business were to sign a policy that contained a one-year limitation period, it would be enforceable. De-

termination if an agreement can be considered a business agreement or consumer agreement is dependent on the parties to the contract.

In Ontario, if one of the parties is found to be a consumer in accordance with the Consumer Protection Act, the agreement will be considered a consumer agreement. However, this too is the subject of much debate. Also, the ability to contract out of limitations legislation varies from province to province. Suffice to say prompt legal advice can help to avoid the potential pitfalls that can arise in these types of situations. LT

Robert Kennaley practices construction law in Toronto and Simcoe, Ont. He speaks and writes on construction law issues and can be reached for comment at 416-700-4142 or at rjk@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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managementsolutions

Create a sales process for snow

BY MARK BRADLEY

Winter is coming and you should be out there actively selling and firming up your contracts before that first frost. The most successful snow contractors have a proven sales process that scales as their companies grow. In order to ensure you are setup for success, follow these guidelines from the snow pros to create a sales process that is sure to drive a profitable season.

Define your market segment It’s okay to turn down work. In fact, if you take every job that comes your way, you are likely losing money. Whether it’s because you want to keep your workforce employed year-round or because cash flow is tight, the reasons for saying ‘yes’ to everything may be completely understandable, but they aren’t profitable. Whether you like it or not, you need to define your market segment to maximize your profits.

First, decide whether your snow and ice business will be focused on residential, commercial, HOA (home owners’ associations), industrial, government or retail. There’s nothing stopping you from focusing on more than one market segment, but less is certainly more when it comes to making money. Drill down further into your market segment to find your niche (a subset of your market segment). This way, you will be able to evaluate whether a prospect is a ‘yes’ or a ‘no.’

Here are a few considerations when it comes to determining your niche: Preferred contract type: Whether seasonal, per push or time and materials (T&M), find your contract preference — or ratio of contract types, and ensure you select a mix of prospects who share those preferences or fill your ratio. Preferences can be based on geography or climate — areas with a high volume of precipitation tend to favour seasonal contracts, whereas in areas of low precipitation, T&M might 24 | NOVEMBER 2019 | LANDSCAPE TRADES

be king. You might need to be flexible here, but by being deliberate about your preference up front, you will be prepared to evaluate that potential customer.

Equipment and labour needs for each prospect can vary drastically. A wide open industrial lot versus an HOA with hundreds of driveways and walkways have completely different requirements in terms of service needs. You need to ensure that you are either already equipped (with your own fleet or equipment) or have the means to be equipped (via rentals or subcontractors) for the coming season. If you start bidding and winning residential jobs or jobs with lots of sidewalk shovelling, then you need to make sure you have a hiring strategy in place to find the labour.

Timing of service requirements: If a new prospect has strict requirements on when they need to be serviced, you need to ensure this falls within the scope of your current fleet, route and/or staffing.

For example, a hospital that is open 24/7 or a business complex that opens at 7 a.m. will both have specific, and perhaps

competing, expectations.

Site location: Contractors more focused on short-term cash flow than profit often make the mistake of taking jobs outside of their current routes. The additional time it takes to send a crew to that site can lead to costly inefficiencies. In these cases, it would have made more sense to actively sell neighbouring lots, versus take on random work.

The most efficient snow and ice contractors define their main market segment(s) and ensure they have the right equipment and staff to be the experts in their niche.

While it does take discipline to turn down work, it pays off in the long run, as accounts that don’t fit in your market segment could be siphoning profit.

Promote contract types We have already identified using your preferred contract type as a key criterion for evaluating leads, but contract types are also an excellent opportunity to close deals. Snow and ice contract types can generally be categorized as follows and are well understood

Snow and ice can be very lucrative for contractors who have a focused and well-defined sales process.

by those of us in the industry: 1. Seasonal or monthly: Base price for a select period of time.

2. All inclusive: This usually includes thresholds, caps and other stipulations.

3. Per event or per inch.

4. Time and materials: Growing in popularity as customers prefer to be billed only for work completed.

You have a huge opportunity to differentiate yourself by educating leads on the options available to them and the pros and cons of each. That said, before you begin presenting options, it’s important to understand your prospect.

Identify their existing contract style Are they satisfied with their current type?

What do they like or dislike about it?

Always be on the lookout for additional revenue opportunities. Could you land a year-round maintenance contract or an install project?

If you can make your prospect feel valued and present your contracts in a way that makes sense to them, you will increase your chances of closing that deal.

Establish and work your sales funnel Whether they are aware of it or not, every company has a sales funnel. It’s all the steps a prospect takes (or doesn’t take!) on the road to becoming your customer. Successful snow business operators document each stage in

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their company’s funnel, have supports in place to push prospects down each stage and know exactly where each prospect is in the funnel.

A typical funnel (from top to bottom) for a snow business might look like this: Prospect: Winter is the best time to prospect for leads. And your employees are your best source for intel. They see visible opportunities in terms of adjacent or nearby lots and whether those prospects are being properly serviced.

Qualify: This is where you determine if those prospects meet your qualification criteria, i.e., match your market segment, preferred contract type and routing. If they don’t fit, take them out of your funnel and move on.

Fact-find: Get to know your prospect.

What is their current contract type? Are they satisfied? Why are they looking to switch? Gain as much insight as you can to increase your chances of landing the business, including face-to-face meetings.

Educate: It’s time to differentiate yourself. Listen to your prospects’ needs and educate them. Showcase your equipment to prove reliability. Explain your technology, like site maps and real-time job tracking, to demonstrate your commitment to quality. Also be sure to share referrals from satisfied customers.

Quote: Snow contracts can be confusing.

Keep things simple and ensure you have taken the time to understand their needs before presenting the options.

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Negotiate: Implement a dedicated follow-up process to ensure you stay on top of your leads. And when you are dealing with the decision-maker from the get-go, you speed up the contract signing.

Close: If you’re using an estimating system, you will know exactly what your costs and margins are to price work for profit, every time. So if a prospect comes back with an unreasonable counter-offer, you can walk away with confidence.

Pro tip: Using a customer relationship management (CRM) tool will ensure you never lose track of a lead and are able to stay on top of the process.

Snow and ice is definitely a high risk and high reward business. It can be very lucrative for contractors who have a well-defined sales process that is focused on identifying their ideal market, educating customers on contracts and establishing and managing a sales funnel. If you are looking for success this season, it’s never too late to get strategic LT about your snow sales.

Mark Bradley is CEO of LMN Software, and former CEO of TBG Environmental, both based in Ontario.

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25

newsscape GISC returns to Calgary The Green Industry Show and Conference returns to Calgary for 2019 at the BMO Centre at Stampede Park, Nov. 14-15. Run by Landscape Alberta, the annual event features a conference program “aimed to inform and inspire everyone from designers to arborists, owners to students, growers to contractors.”

Conference speakers include economist, Todd Hirsch, award-winning author, Christina Salwitz, and Vineland research scientist, Rose Buitenhuis. Visit greenindustryshow.com for full details.

Clintar founder Bob Wilton dies Bob Wilton, well-known and respected in the landscaping and snow removal professions, passed away in September following a battle with cancer. He founded Clintar Landscape Management in 1973, a company that grew to become one of the largest landscape management brands in Canada.

Throughout his career, Wilton worked alongside peers and Bob Wilton competitors in a collective effort to direct and protect the industry.

His involvement in trade organizations made him exceptionally respected in his field, earning multiple lifetime achievement awards.

Wilton was one of the founders of the Landscape Ontario Snow and Ice Management Sector Group, which has been instrumental in dealing with risk management issues through the Standard Form Contract, the Contractor Rating System and the successful effort to reduce the statute of limitations from seven to two years.

NALP hires new CEO The National Association of Landscape Professionals (NALP) has named Britt Wood chief executive officer. Wood brings more than 24 years of experience to the role, in which he will oversee an association that represents 1 million landscape, lawn care, irrigation and tree care professionals across the United States.

“After a comprehensive and thorough selection process, the board is confident we have 26 | NOVEMBER 2019 | LANDSCAPE TRADES

found the right person to lead our association into the future,” said Jeff Buhler, NALP president.

“Britt’s depth of leadership experience and proven track record of delivering results Britt Wood across various industries throughout his career will be huge assets as he focuses on building on NALP’s many successes and guiding our association into new areas of opportunity and growth.”

Andrew Ziehler, NALP’s incoming president, agreed, noting, “Britt’s extensive association background and industry relations experience will be invaluable in growing our membership, strengthening relationships with associations at the state and national levels and delivering innovative programs to landscape contractors and their business partners to help them grow.

We are fortunate we will have him at the helm.”

“It is truly a privilege to have the opportunity to serve an industry association that is a leader in programs and initiatives that support the business and operational needs of lawn and landscape companies across the country,” said Wood. “I look forward to working closely with our dedicated board and staff to continue to grow our membership by further enhancing NALP’s value to the lawn and landscape community.

We will work diligently to continue to enhance the good work that has been done in advocacy, education, standard setting and workforce development in an effort to make NALP even more valuable to our members.”

Prior to joining NALP, Wood spent more than two decades in trade association executive leadership roles, most recently as senior vice president of business development and industry relations for the Consumer Healthcare Products Association. Previously, Wood held positions with the International Foodservice Distributors Association, American Society of Civil Engineers, Loss Prevention Foundation and the Retail Industry Leaders Association.

Wood succeeds Carol Keeling, who served as interim CEO of NALP since February, following the departure of Sabeena Hickman, who led the organization for eleven years.

Yanmar finalizes ASV acquisition Yanmar Group announced the completion of its acquisition of compact equipment manufacturer ASV Holdings, a designer and manufacturer of compact tracked loaders and skid-steer loaders. The announcement is the final step in the acquisition, following from the June disclosure of a definitive agreement to acquire the company through the mechanism of a statutory merger.

Yanmar, a Japanese equipment manufacturer, acquired 100 per cent of ASV’s outstanding shares of common stock for total consideration of $70.70 million, or $7.05 per share. ASV’s independent dealer network throughout North America, Australia, and New Zealand will join Yanmar’s existing global construction equipment operations. The company also sells OEM equipment and aftermarket parts, and owns and operates a 238,000 sq. ft. production facility in Grand Rapids, Minn.

“We expect ASV to realize significant, channel and product synergies after joining the Yanmar Group,” stated Giuliano Parodi, Executive Officer of Yanmar Holdings. “In addition, the ASV Grand Rapids facility will continue as a center of excellence for compact tracked loaders and skid steer loaders, while benefiting from the global capacity and resources of the Yanmar Group.”

Toronto Botanical Garden hires CEO Toronto Botanical Garden announced the appointment of David McIsaac as chief executive officer, following five months in the role on an interim basis.

McIssac has held senior leadership roles as the CFO at TransUnion Canada and Northern Trust Canada, and senior fiDavid McIssac nance positions at Aviva, Manulife, CIBC and RBC. He has also held various community leadership roles with several not-for-profit organizations including the Arthritis Society, the Victorian Order of Nurses, Prostate Cancer Canada and Financial Executives International (FEI) Canada.

Harry Jongerden will continue in his role as the TBG’s Garden Director.

RootSmart is a wall-less, bottomless propagation system, which ideal root structure during the early stages of container plant production promotes.

Vineland launches RootSmart guide Developed through a partnership between Vineland and A.M.A. Horticulture, RootSmart, a research-based solution to root girdling, was introduced in early 2018. Vineland has now launched a guide to help growers incorporate the RootSmart system into their production practices for tree propagation.

The guide touches on various aspects of production including: Selection of proper growing media and tips on watering, handling and timing of the production cycle; instructions on transitioning to containers (shelf-life of shifting liners, root correction and container selection); and directions on transitioning to the field (soil preparation, weed management, irrigation and seasonal planting considerations).

RootSmart is a wall-less, bottomless propagation system promoting ideal root structure during the early stages of container plant production. The system helps growers increase their profitability by producing healthier trees.

The guide is available to download online at vinelandresearch.com.

Voting opens for NGB garden grant Voting is now open for the National Garden Bureau’s (NGB) Therapeutic Garden Grant. Consumers and industry are encouraged to visit the NGB website and vote for the most deserving therapeutic garden.

Started in 2014, the Therapeutic Garden Grant is a philanthropic program of NGB that supports therapeutic gardens across North America. In 2019, National Garden Bureau, American Meadows and Sakata Seed America are partnering to provide $5,000 in grant money to be split among three therapeutic gardens

in North America. Corona Tools, a new sponsor of this program, will donate an assortment of garden tools to each of the three therapeutic garden finalists.

“Through the NGB Therapeutic Garden Grant program, we hope to expand the knowledge and benefits of gardening to everyone,” says Diane Blazek, NGB’s executive director. “These benefits are especially important to individuals suffering with physical, mental or emotional burdens. Gardens and gardening are therapeutic in the truest sense of the word,” Blazek adds.

Vote for this year’s grant recipient at www. ngb.org.

Proven Winners names scholarship recipients Since 2014, Proven Winners has supported horticulture students with an annual scholarship program. The plant branding company, founded by Four Star Greenhouses (Carelton, Mich.) and Pleasant View Gardens Ninway Aziz (Loudon, N.H.), received over 100 applications from students in the United States and Canada.

2019 recipients included Niagara Parks Commission School of Horticulture students Ninway Aziz and Kelvin Devries. LT Kelvin Devries

NGB Therapeutic Garden Grant program aims to expand the knowledge and benefits of gardening to everyone.

NOVEMBER 2019 | LANDSCAPE TRADES |

27

newproducts Insert plow system The new Razor XL system from Winter Equipment includes three interlocking Razor XL cutting edges that have pre-welded wear bars and abrasionresistant covers. The HammerHead carbide radius tip offers 30 per cent more carbide according to Winter Equipment, and allows for performance on multiple attack angles.

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Zero-turn mower Exmark announces the gas-powered, 96-in. Lazer Z X-Series zero-turn mower for 2020. Powered by a Kohler Command Pro EFI air-cooled engine and equipped with Exmark’s patented RED Technology, the new machine features an UltraCut Flex Wing cutting deck.

Exmark www.exmark.com

Floating sectional cutting edge SnowWolf introduces its new ActivEdge — a floating sectional cutting edge with proprietary composite springs the company says are new to the snow-removal industry. The ActivEdge is a patent-pending upgrade option for SnowWolf’s standard AR400 steel cutting edge on the QuattroPlow, QuattroPlow XT, QuattroPlow TR, UltraPlow and UltraPusher TE. Snow Wolf www.snowwolfplows.com

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newproducts Carbon fibre-toe work boots Keen Utility releases the Philadelphia line of carbon fibre-toe work boots, with eight models, including CSA approved options.

Keen Utility www.keenfootwear.com

Compact track loader ASV introduces the new compact RT-50 Posi-Track loader, which is positioned between the RT-40 and the RT-65 in the manufacturer’s lineup.

The track loader boasts a 1,400-lb. rated operating capacity.

Self-watering containers Proven Winners recently launched the AquaPots line of self-watering containers, in partnership with Michael Carr Designs Pottery.

Proven Winners www.provenwinners.com

ASV www.asvi.com

Tree care handler Sennebogen introduces its 738 M purpose-built tree care handler. Weighing in over 95,000 lbs., the 738 M is twice the size of the 718, and extends its reach to 75-ft., compared to the 43-ft. range of the 718.

Sennebogen www.sennebogen-na.com

30 | NOVEMBER 2019 | LANDSCAPE TRADES

30 | NOVEMBER 2019 | LANDSCAPE TRADES

Adjustable beam and lumen spot light

Powered by second generation Cree CXA series LED, the new adjustable beam and lumen spot light from Cast Lighting is IP65 rated, features a high impact glass lens and has a bronze finish.

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Electric mini excavator

Sub compact tractors

JCB announced the availability of the 19C-1E, the company’s first fully electric mini excavator, to customers in the United States and Canada. The 2-ton 19C-1E is suited to construction and excavation applications within enclosed or urban job sites, or noise- and emissions-sensitive environments such as hospitals and schools.

Massey Ferguson introduces the next generation of its GC1700 Series sub-compact tractors. The MFGC1723E (22.5 HP) and MFGC1725M (24 HP) are available as tractor only, tractor with loader or a tractor loader backhoe (TBL) combination.

Massey Ferguson www.masseyferguson.com

JCB www.jcb.com

RESTORE

ORDER

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cnlanews Petro-Canada program update Current and new Petro-Canada/CNLA program users will be offered an increased discount amount on gasoline and diesel, from 2.9 cents per litre to 3 cents per litre, when using the SuperPass credit card at Petro Canada’s retail network of locations. The 15 per cent off car washes offer will continue at participating locations.

To apply, complete and submit the online SuperPass application form at www.cnla-acpp.ca/savings. If you are a current Petro-Canada SuperPass customer, you can easily enroll in this program by sending an email to superpasscanada@suncor.com, to request your account be linked to the Canadian Nursery Landscape Association’s main link account. Please include your current SuperPass account number in your email request.

Charge-out rate survey Have you ever wondered if your company is competitive in today’s market? Are you starting up a new company, and curious about what others are charging? Setting your billable rates too high or too low could limit your business growth. Having a pricing strategy and profitable industry competitive rates is key to a successful business.

In order to assess our industry’s charge-out rates, the Landscape Canada Committee is asking members to participate in a very easy, quick and confidential survey. We do ask your location, knowing that charge-out rates could be slightly different in each province.

Please take a moment to fill out the survey at www.surveymonkey.com/r/S29YSYD. Thank you for helping us help you! These statistics will be shared to our members once we have a statistically valid sample size. If you have any further questions or concerns, please feel free to reach out to Anne Kadwell at anne@ cnla-acpp.ca.

Developing export markets for nursery products Over the past few months, CNLA has been working with an Executive MBA student team from Wilfred Laurier University to investigate export markets for nursery products in countries other than the United States. The team investigated many different countries around the 32 | NOVEMBER 2019 | LANDSCAPE TRADES

The Green Cities Foundation is a charity whose purpose is to connect plants and people for a greener, healthier urban climate.

world before narrowing in on three: France, the Czech Republic and Russia. These were chosen to represent three different risk levels: France, a low-risk market; Czech Republic, a medium-risk market and Russia, a high-risk market.

The MBA team researched the three markets and developed primers for each to help guide nursery sector members if they wish to investigate market opportunities in these countries. They also wrote a First Steps for Growers document that lays out the important steps before investigating any export opportunities.

There are cost-share opportunities for export development through CNLA (AgriMarketing) and the federal government (CanExport). If you would like more information on this project, on export development or on these cost share programs, or copies of the documents, please contact Jamie Aalbers, jamie@canadanursery.com.

Thank you from Green Cities Foundation In 2018, CNLA provided seed funding and Board support to establish a charity with the purpose of connecting plants and people for a greener, healthier urban climate. That charity is the Green Cities Foundation. Our goals are to restore, protect, and enhance the amount of healthy green space within our urban communities, while improving the quality of life for the 83 per cent of Canadians who call these cities home, and to engage the Canadian public in the

many benefits these living green spaces provide throughout Canada.

With our launch in 2019, we have laid the groundwork for the Foundation’s inaugural project in Hamilton, Ont. — the first of many to come. We want to thank the members, who are the very heart of CNLA through your provincial associations, for supporting this ambitious program, and for your continued belief that great cities are living cities, and our collective connection to this living landscape does have the ability to change people’s lives.

Your contributions to building a greener, healthier, urban climate are part of this story. You can help by sharing our message on social media, by participating in a project, or by contributing financially to the Mission of the Foundation through your individual support at any dollar amount.

Whether you give $10, $15, $50 or more, every gift makes a difference. Visit GCFoundation. ca to learn more about the foundation. Together, we’ll make an impact in the lives of Canadians, with a greener future.

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

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

events

advertisers where to find it

Oct. 9 - 10 Canadian Greenhouse Conference, Niagara Falls, Ont. www.canadiangreenhouseconference.com

COMPANY

PAGE WEBSITE

Atlas Polar Company Ltd

23

www.atlaspolar.com

Oct. 16 - 18 Green Industry Show and Equipment Expo, Louisville, Ky. www.gie-expo.com

Beaver Valley Stone Limited

25

www.beavervalleystone.com

Bobcat Company

2

www.bobcat.com

Dutchmaster Nurseries Ltd

19

www.dutchmasternurseries.com

Nov. 14 Ontario Urban Forest Council (OUFC) Urban Forest Conference, Thornhill, Ont. www.oufc.org/upcoming-events/conferenceregistration-2019/

Ford Motor Company of Canada Ltd

11

www.ford.ca

Horst Welding

22

www.horstwelding.com

John Deere Limited

35

www.deere.com

LMN

15 www.golmn.com

Miller Compost

28

www.millercompost.ca

Permacon Group Inc

36

www.permacon.ca

PRO Landscape by Drafix Software

30

www.prolandscape.com

Spring Meadow Nursery Inc

9

www.springmeadownursery.com

Nov. 20 - 22 HortEast Trade Show and Conference, Moncton, N.B. www.horteast.com

Stihl Limited

5

www.stihl.ca

The Salt Depot

31

www.saltdepot.ca

Unilock Limited

13

www.unilock.com

Nov. 20 - 22 Fihoq Expo, Drummondville, Que. www.expofihoq.com

WPE Equipment (Windmill)

31

www.wpeequipment.ca

Windy Ridge Corporation

17

www.windyridgecorp.com

Zander Sod Co Ltd

21

www.zandersod.com

Nov. 14 - 15 LANTA Green Industry Show and Conference, Calgary, Alta. www.landscape-alberta.com/events/gisc/

Dec. 2 - 6 Irrigation Show 2019, Las Vegas, Nev. www.irrigation.org/2019Show Dec. 4 - 6 The Buildings Show, Toronto, Ont. www.thebuildingsshow.com

2020 Jan. 7 - 9 Landscape Ontario Congress, Toronto, Ont. www.LOcongress.com Jan. 8 - 20 MANTS, Baltimore, Md. www.mants.com Jan. 22 - 24 Tropical Plant International Expo, Ft. Lauderdale, Fla. www.tpie.org Feb. 5 Nursery Growers Short Course, Burlington, Ont., www.horttrades.com/ nursery-growers-short-course-2020 Feb. 20 Grounds Management Lecture Series, Milton, Ont., www.landscapelecture.ca Feb. 27 Lighting Conference 2020, Milton, Ont., www.lightingconference.ca

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classifieds PROFITABLE, ESTABLISHED GARDEN CENTRE FOR SALE 12 km from downtown Sudbury, 20,000 sq. ft., fully-equipped retail and growing greenhouses, irrigated nursery area, vehicles, attractive 4 bdr. house on 18 acres land. Room for expansion.

Owners seeking to retire, will assist with transition. Asking $820,000. azildagreenhouses.com.

For more information contact pandovanderkooy@gmail.com or 705-665-5220 CLASSIFIED ADVERTISING: All ads must be pre-paid by credit card. Rates: $62.15 (HST included) per column inch (approx. 25 words). Min. charge $62.15. Deadline: 10th day of the month prior to issue date. Space is limited to a first-come, first-served basis. To advertise: E-mail your ad to Robert at classifieds@landscapeontario.com.

Website ads: $67.80 for association members and $90.40 HST for non-members.

OUTDOOR KITCHEN BUSINESS FOR SALE This is a turn key opportunity to participate in a high growth market, selling to residential, commercial, landscape design and landscaping clientele.

Our product features a unique fabrication process that is robust and will customize easily to any application, no limitations. Our kitchens feature exclusive contemporary finishes that both residential and commercial customers love. The company has an established design clientele and development opportunities throughout cottage country and beyond.

All fabrication designs, processes and equipment included. Operating staff in place.

Contact us at info@gardenliving.com Serious inquiries only please.

NOVEMBER 2019 | LANDSCAPE TRADES |

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mentormoment

Give me a shovel Alan White, operator of Burlington, Ont.-based Turf Systems, has always been a passionate idea guy. His commitment to elevating the landscape industry has led him to volunteer extensively with Landscape Ontario and CNLA, where he currently chairs its Climate Adaptation Committee.

How do your efforts support the environment and health?

I see my role on the Climate Adaptation Committee as helping the landscape community understand that this is not only our greatest challenge, it is our greatest opportunity. My history with the pesticide debate, plant protection, drought, heat and air quality led me to the realization that our product – living plants – is the only real mitigator of environmental threats. Plants are Alan White the most effective CO2 mitigator; they close the carbon cycle loop. Only living things improve air quality, so living infrastructure directly supports our ability to breathe.

My new passion is the urban landscape, which I call the lungs of the city. I am looking to have the urban landscape recognized at the same level of importance as air and water security.

Does the landscape community understand this opportunity?

The leadership level embraces it. On my committee, the leaders of all our teams are sitting at the table, so nobody can pretend to be in a silo. I also use this good news story within my company. The landscapes we maintain generate enough clean air for 13,000 people!

Is the opportunity understood in the mainstream? No. By every single company? No. But the collective good-news story is not about me, it’s about us.

You obviously believe in a big picture: plants and the landscape profession as drivers of climate mitigation. Has your commitment helped your recruit young staff members?

Yes it has, they love the story and they believe the story. Things are different than they were 15 years ago. When I explain how

34 | NOVEMBER 2019 | LANDSCAPE TRADES

plants actually help us breathe, their spidey sense kicks in and they think, ‘Oh yeah, I knew that, why didn’t I know that? Could the answer really be that simple?’ They are inspired by the revelation that ‘turning on’ a plant is caring for it. Every benefit has an input.

What should young contractors be doing differently?

I think they should learn to articulate how plants provide life.

How they let us breathe. The local food movement was driven by chefs. We can do the same for plants.

Did you have a mentor?

I learn from everybody! If I have an Achilles heel, it’s that I don’t have one go-to person for advice. But those I meet in my journey with associations are all mentors. My customers are mentors. They all inspire me to act: If I don’t do it, who will?

Why do contractors fail?

I think you have to open your mind to see opportunity. Those that mistrust, feel lack of connection or powerless, are part of the problem. They don’t capitalize on the benefits of our profession, the ability of plants to improve our environment.

Every business book says you must differentiate to rise to the top. Our product has unique differentiation potential, but few are capitalizing on it.

Are you a leader in promoting green infrastructure?

You can’t argue with plant physiology. Plants provide pure oxygen. Why don’t we have more? Why don’t we look after them?

I see plants as the solution to heat and air problems, and they tie in with my economic responsibility to make the world better. It’s not somebody else’s problem, it’s ours. Leadership is motivating people to participate and engage. I have always enjoyed helping people participate. I don’t want a brochure on LT the environment, just give me a shovel.

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

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