October 2017 Landscape Trades

October 2017 VOL. 39, NO. 8

landscapetrades.com

Contracts, drawings and the law Improving field labour ratios Protect yourself: Some clients should be fired!

Next spring’s

PLANT STARS Exclusive roundup of annuals, perennials, woody plants, roses and edibles coming to Canada in 2018

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Contents

OCTOBER 2017 VOL. 39, NO. 8

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 SALES MANAGER, PUBLICATIONS Steve Moyer | stevemoyer@landscapeontario.com INTEGRATED SOLUTIONS REPRESENTATIVE Greg Sumsion | gsumsion@landscapeontario.com COMMUNICATIONS COORDINATOR Angela Lindsay | alindsay@landscapeontario.com ADVISORY COMMITTEE Gerald Boot CLM, Laura Catalano, Mark Fisher, Hank Gelderman CHT, Marty Lamers, Bob Tubby CLM, Nick Winkelmolen, Dave Wright Landscape Trades is published by Landscape Ontario Horticultural Trades Association 7856 Fifth Line South, Milton, ON L9T 2X8 Phone: (905)875-1805 Email: comments@landscapetrades.com Fax: (905)875-0183 Web site: www.landscapetrades.com LANDSCAPE ONTARIO STAFF Darryl Bond, Amy Buchanan, Rachel Cerelli, Tony DiGiovanni CHT, Denis Flanagan CLD, J. Alex Gibson, Meghan Greaves, Sally Harvey, Heather MacRae, Kristen McIntyre CHT CEM, Kathy McLean, Linda Nodello, Kathleen Pugliese, John Russell, Ian Service, Tom Somerville, Myscha Stafford, David Turnbull, 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 2017. All rights are reserved. Material may not be reproduced in any form without written permission from the publisher. Landscape Trades assumes no responsibility for, and does not endorse the contents of, any advertisements herein. All representations or warranties made are those of the advertiser and not the publication. Views expressed do not necessarily reflect the views and opinions of the association or its members, but are those of the writer concerned.

NEW PLANT ROUNDUP 6 Perennials 14 Woody plants 18 Annuals 26 Roses 28 Edibles

COLUMNS

30 Management solutions

How to improve your profitablity by analyzing field labour ratios.

BY MARK BRADLEY

34 Road to success

The importance of watching out for Number One.

BY ROD McDONALD

36 Legal matters

Legal rights and responsibilities surrounding shop drawings.

BY ROB KENNALEY AND JOSH WINTER

46 Mentor moment

Q&A with leading nursery grower John Bakker.

EEN ST

APPROV

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ON THE COVER: Yellow Chiffon petunia, new to Benary’s Success series.

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

GREEN PENCIL 4 INDUSTRY NEWS 38 LETTER TO THE EDITOR 40 NEW PRODUCTS 41 CLASSIFIEDS 44 EVENTS 44 WHERE TO FIND IT 45

GR

DEPARTMENTS

R I E N D LY

OCTOBER 2017 | LANDSCAPE TRADES |

3

greenpencil Landscape architects and designers find common ground

Cooperation enhances safety andscape designers

and landscape architects are working together to provide better services and public safety. As many of you may know, the Ontario Association of Landscape Architects (OALA) has been actively supporting the work of Landscape Ontario (LO) for several years.

Specifically, for the first time OALA was a key partner of the 2017 Landscape Ontario Designers Conference. I addressed the conference, along with OALA Executive Director Aina Budrevics, and brought greetings from OALA. “For many years, our organizations have worked hard together to build a better, stronger and safer landscape industry in Ontario,” said Ms. Budrevics. “We have a unique opportunity to lead our country in showing we take our responsibilities very seriously.”

By Doris Chee, OALA has requested that the Ontario OALA President government introduce a Landscape Architect Practice Act to ensure landscape architecture is practiced in the public interest. To that end, both organizations have recently agreed on comprehensive comparison documents outlining their different skill sets. These included a skills matrix and a code of ethics and an entrance requirements comparison.

OALA and LO have had monthly joint meetings for over a year. “At these meetings, we reviewed the skills matrix to help assess the areas of commonality and differences between landscape designers and landscape architects,” said LO president Paul Brydges, who is also an OALA member. “This was a very helpful exercise and clearly illustrates that while there is a large overlap in skill set, landscape architects have developed specific expertise in the areas of research, report writing, obtaining approvals and project management,” said Mr. Brydges. “Overall, there was unanimous agreement that the matrix accurately reflected those skills generally practiced by Landscape Designers and Landscape Architects,” he said.

Landscape Ontario is actively supporting OALA’s request for a Practice Act while LO is actively preparing its request for a Name Act for Landscape Designers. As stated in a letter from OALA to LO in January 2017: Given the present situation, we are prepared to support your goal. By achieving our respective goals we will elevate the green industries to a higher calibre of respect and achieve an overall professionalization of the field. We are here to support you with your initiative for a landscape designer title act.

4 | OCTOBER 2017 | LANDSCAPE TRADES

Currently 47 of 50 U.S. states have a Landscape Architect Practice Act. A Landscape Architect Practice Act would meet many public interest goals such as enhancing economic ties with the U.S., building safer communities and addressing climate change. Ontario would be the first jurisdiction in Canada to have a Landscape Architect Practice Act. It would ensure public interest is paramount in the work of landscape architects.

As well, the results would benefit Ontario and continue its goal to be a leader on climate change, storm water management, prevention of flooding and pedestrian mobility and pedestrian safety, to name a few.

This summer, the OALA presented the Attorney General with a Risk of Harm document that outlines why there is public risk in not having a Landscape Architect Practice Act. This fall, OALA will also provide the Attorney General with the new letter of support from

Premier Kathleen Wynne MPP (Don Valley West), centre, had a chance to meet LO and OALA representatives at a reception in August 2016. From left to right are LO President and OALA Member Paul Brydges, LO Executive Director Tony DiGiovanni, OALA Practice Legislation Committee Chair Eha Naylor and OALA President Doris Chee.

Landscape Ontario as well as copies of new MPP letters of support, the updated proposed act, the new OALA/LO skills matrix and the code of ethics and entrance requirements comparison.

OALA’s plan of action and goal is to meet with the Attorney General’s office in the coming weeks to review the additionally submitted materials and ask for a commitment to introduce legislation and provide a timetable. We’re looking forward to the introduction of LT this legislation!

Doris Chee is President of Ontario Association of Landscape Architects.

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introducing PERENNIALS l ANNUALS l ROSES EDIBLES l WOODY PLANTS

new for 2017 This is Landscape Trades’ 22nd annual exclusive round-up of new ornamental plants available in Canada next season.

In this collection, you will find a wide variety of plants that strive to out perform their predecessors in ways that suit modern gardening trends: greater drought and disease tolerance; smaller, more compact habits; vibrant new colours; and reduced maintenance requirements. All in an effort to support green professionals, be it the nursery grower,

garden retailer or the landscape designer and contractor, to satisfy their customer’s wants and needs with lush, beautiful outdoor spaces.

Fresh and new is a powerful draw for consumers. We hope this selection of new plant introductions helps you take advantage, by promoting what’s new and exciting to your customers next season.

NEW

perennials Achillea millefolium ‘Ritzy Ruby’ Yarrow

Naturally compact yarrow with flowers that begin ruby-red then mature to pink; a repeat bloomer beginning in late May to early June.

Mounding habit, 25-35 cm tall and wide. Hardiness: 4a-8b.

Must Have Perennials

Dendranthema ‘Firedance Igloo’ Garden mum

Hardy chrysanthemum that has fire-engine-red daisy blooms with a hot yellow eye; covered with loads of 2-in. blooms atop a rounded plant habit. Grows 45-50 cm tall and wide. Hardiness: 4.

Must Have Perennials

6 | OCTOBER 2017 | LANDSCAPE TRADES

NEW

perennials Cephalanthus occidentalis ‘Bailoptics’ Fibre Optics With creamy white, compact flowers, this buttonbush tolerates wet conditions well and is native to Ontario and Nova Scotia. Hardiness: 4.

First Editions

Salvia nemorosa ‘Rose Marvel’

Large, rich rose coloured sage with a long flowering window and reblooming without being cut back. Hardiness: 4a.

Darwin Perennials

Dianthus hybrid ‘Mountain Frost Pink Pompom’

Double rose-pink flowers rebloom consistently from early spring until fall, this china pinks has a tidy mounding habit and is tolerant of wet conditions. Part of the Mountain Frost collection which includes six colours. Grows 15-20 cm tall and 25-30 cm wide. Hardiness: 5a.

Darwin Perennials

Armeria pseudarmeria ‘Armeria Dreameria Sweet Dreams’

Heat tolerant and easy to grow, this thrift provides frost-tofrost lavender-mauve flowering with a tidy habit.

Hardiness: 6a. Darwin Perennials

Verbena peruviana ‘Balendluim’ Endurascape Blue improved

The Blue Improved verbena is one of eight colour selections in the Endurascape series. Hardy on the hottest days of summer, these verbenas can also withstand cold spring nights. Grows 20-30 cm. tall and 46-61 cm wide with better center flower fill and a more upright habit. Hardiness Degree: -17.8 Celcius. FloraPlant OCTOBER 2017 | LANDSCAPE TRADES |

7

NEW

perennials Dianthus x barbatus interspecific ‘Rockin’ Red’

‘Rockin’ Red’ dianthus overwinter in zone five and feature striking red, lacy flowers. Grows 46-61 cm tall and 25-30 cm wide. Hardiness: 5a. PanAmerican Seed

Schizachyrium scoparium ‘Smoke Signal’ Little bluestem

This selection features sturdy, tight, upright stems in blue-green and offers an amazing fall colour when it turns deep red-purple. Grows to a height of 1.2 m with a spread of 60 cm. Hardiness: 3.

Hillen Nursery

Hibiscus ‘Airbrush Effect’ Rose mallow

This new rose mallow has vibrant pink flowers with salmon tones that have an airbrushed central white halo and a small dark red eye. Overlapping petals create a three dimensional look to the flowers, and the rich, dark green foliage forms a compact habit.

Hardiness: 4. Walter’s Gardens, Sheridan Nurseries

Schizachyrium scoparium ‘Twilight Zone’ Little bluestem

Twilight Zone stands out among little bluestems for its iridescent, silvery mauve colour that appears in midsummer and intensifies in the fall when bright purple highlights appear. Winter colour is a tawny gold. Grows to a height of 1.5 m with a spread of 60 cm. Hardiness: 3.

Hillen Nursery 8 | OCTOBER 2017 | LANDSCAPE TRADES

Salvia pratensis ‘Midnight Model’ Fashionista Sage

The new Fashionista collection of salvia from Walters Gardens features big, bold blooms and bold colours. The series includes ‘Ballerina Pink’ and ‘Pretty in Pink.’ Hardiness: 3. Walter’s Gardens, Sheridan Nurseries

Oso Easy® Pink Cupcake

Oso Easy® Double Red

Oso Easy® Lemon Zest

Oso Easy® Cherry Pie Oso Easy® Peachy Cream

Rebels

Oso Easy® Mango Salsa

Oso Easy® Landscape Roses Oso Easy® roses are the rebels of the rose world: disease-resistant, long-blooming, and very easy to grow. With the broadest color range of any landscape rose series and superb hardiness, it’s a win-win. Showy blooms with dark green glossy foliage and tidy habits make them perfect for gardens and mass plantings.

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NEW

perennials

Echinacea ‘Kismet Intense Orange’ Coneflower

Intense orange blooms that remain attractive for weeks and great bloom size on an upright, compact habit. Hardiness: 4.

Terra Nova Nurseries

Heucherella ‘Onyx’ Foamy bells

True black, glossy, deeply cut leaves on a dense medium-sized mound make this a great landscape plant. Hardiness: 4.

Terra Nova Nurseries, Valleybrook – B.C.

12 | OCTOBER 2017 | LANDSCAPE TRADES

Hosta ‘Munchkin Fire’

This new miniature yellow hosta is ideal for fairy gardens or smaller landscapes. Plants grow 20 cm tall and form a clump about 50 cm wide.

Hardiness: 2. Valleybrook – Ont., Walters Gardens

Echinacea purpurea ‘Green Twister’ Coneflower

Lemon green petals with increasing carmine-red centres give these blooms their ‘twister’ look. Count on an abundance of summer flowers on sturdy stems when grown in full sun in average soils. Hardiness: 3.

Grows to 100 cm tall with a spread between 60-100 cm.

Valleybrook – B.C. and Ont.

Paeonia lactifolia ‘Kiev’

Dwarf peony

Large, single, bright pink blooms that soften towards a centre of creamy yellow stamens. Hardiness: 4.

Willowbrook Nurseries.

Hemerocallis ‘Spacecoast Freaky Tiki’ Daylily

This reblooming daylily has flowers that are a mottled medley of red, yellow and orange. Plants grow 50 cm tall. Hardiness: 3. Valleybrook – Ont.

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OCTOBER 2017 | LANDSCAPE TRADES |

13

NEW

woody plants Syringa ‘BailBridget’ Virtual Violet

Lilac with shiny violet new leaves, deep purple stems, raspberry-purple buds and fragrant violet flowers. Leaf petioles remain violet well into the summer. The dense, upright habit makes it a great choice for a hedge.

First Editions

Malus ‘DurLawrence’ Courageous Ornamental Crabapple

The Courageous ornamental crabapple has pink flowers and bronzy green leaves that emerge a maroon colour during original flush and second growth in mid-summer.

A small number of very tiny fruit appear in late summer, and they contain no seed and discreetly dry up and drop.

Grows to 6-8 m in height and 4-5 m in width. Hardiness: 2.

Bylands Nurseries

Diervilla splendens ‘El Madrigal’ Firefly Nightglow Bush Honeysuckle

Intensely yellow flowers from spring through summer glow bright against the dark red foliage, becoming more intense as the season progresses. Grows to a height of 1 m with a spread of 1 m. Hardiness: 4. Hillen Nursery, J.C. Bakker, Van Belle Nurseries

Magnolia x ‘Cameo’

14 | OCTOBER 2017 | LANDSCAPE TRADES

Blooms are reddish purple exterior and a clean white flushed red-purple interior. It has a pyramidal- round habit and prefers full sun. Grows to a height of 4 m and a spread of 3 m.

Hardiness: 5. Hillen Nursery

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2017 SUPER DUTY

NEW

woody plants Hydrangea arborescens ‘NCHA5’ Invincibelle Wee White

Dwarf hydrangea with white mophead flowers that age to shades of green and pink. Grows to a height of 75 cm with a spread of 75 cm. Hardiness: 3. Proven Winners, Canadale Nurseries, Byland Nurseries, Hillen Nursery, Sheridan Nurseries

Weigela ‘WoF/R’ Datenight Strobe

Bright pink flowers against green and bronze - then orange - then crimson red foliage. Grows three feet tall and wide. Hardiness: 4.

J.C. Bakker & Sons, Bloomin’ Easy

Hydrangea arborescens ‘NCHA7’ Invincibelle Mini Mauvette

Unique purple blooms on sturdy stems that bloom from summer through frost. Grows to a height of 1 m and a spread of 1 m. Hardiness: 3. Proven Winners, Hillen Nursery, Bylands Nurseries, Canadale Nurseries, Sheridan Nurseries

Physocarpus opulifolius ‘Little Angel’ Eastern ninebark

A very dwarf form of ninebark, Little Angel has orange-red foliage in spring that darkens to burgundy in summer.

White flowers bloom in summer, followed by dark fruit.

Grows to a height of 60 cm with a spread of 30 cm.

Hardiness: 6. Hillen Nursery 16 | OCTOBER 2017 | LANDSCAPE TRADES

Exochorda ‘Magical Snowdrops’ Pearl bush

This compact pearl bush promises a reliable flower display from one year to the next. In late spring, white flower buds swell from the soil line to the tips of every branch – opening to bright, cup-shaped flowers that continue blooming for three to four weeks. Grows three to four feet tall and wide. Hardiness: 4.

Plants Nouveau

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ACS KUBOTA PRO DECK The airflow inside the ACS Kubota Pro Deck has been optimized for faster, more efficient cutting and discharge resulting in reduced power consumption, and increased fuel efficiency, which means you’ll get better work performance—up to 27% better.** **Kubota in-house test results

annuals NEW

Alternanthera brasiliana ‘Purple Prince’ Brasilian joyweed

The first compact seed joyweed, Purple Prince has ruby-rose undersides and stands tough in heat and humidity. Grows 25-41 cm tall and 46-51 cm wide.

PanAmerican Seed

Hibiscus rosa-sinensis ‘Ivory Wind’ Tropical hibiscus featuring a dark pink eye and yellow buds, which open into creamy white 4.75-in. blooms. Aris Horticulture

Pentas lanceolata ‘Lucky Star’ Starflower

The Lucky Star series of pentas features vibrantly colored blooms on lush, full-looking plants.

Common Name: Egyptian Starcluster, Starflower The Lucky Star series are bred for the fastest follow-up blooming of any pentas on the market, according to PanAmerican Seed. Available in dark red, pink, deep pink, lavender, violet and white. Grows 30-41 cm tall and 30-36 cm wide. PanAmerican Seed

Petunia x hybrida ‘Colorblitz Glow Blue Stardust’

Medium vigor petunia that blossoms into lush, bi-colour, flower-filled plants. Grows to 20-25 cm tall and 41-56 cm wide. FloraPlant 18 | OCTOBER 2017 | LANDSCAPE TRADES

Dahlia hybrid Dalaya Yellow

The Dalaya series are medium-vigor beauties with excellent branching, exceptional habit and superior mildew resistance.

Selecta One

Phlox ‘Gisele Hot Pink’

Large flower clusters make a great presentation and fill landscapes with tons of color. The Gisele series also includes pink, light pink, light violet and white. Selecta One

Begonia x tuberhybrida ‘Nonstop Mocca Red’

Osteospermum ecklonis ‘Daisy Falls’ Cape Daisy

Daisy Falls is a breakthrough series that grows and blooms as a traditional osteo on a more vigorous trailing frame. Available in Pink, Purple, and White Amethyst. Selecta One

Tuberous begonia

Mocca Red is a new addition to the Nonstop series, and features huge, full flowers in striking deep red. Benary

Calibrachoa Neo Pink Strike

Mini petunia

The large, early flowers of the MiniFamous Neo series offer a semi-trailing habit and medium vigour for basket or mixed displays. New Pink Strike brings an extra-large, punch-type eye to the series. Selecta One

OCTOBER 2017 | LANDSCAPE TRADES |

19

NEW

annuals Pennisetum glaucum ‘Copper Prince’ Ornamental millet

Copper Prince begins as a light caramel colour, deepening to copper as it sends up rosy, foxtailtype panicles. Grows 71-91 cm tall and 46-61 cm wide. PanAmerican Seed

Begonia interspecific ‘Megawatt Red Bronze Leaf’

Red Bronze Leaf joins the large, easy to grow Megawatt lineup for 2018. Grows 51-71 cm tall and 41-61 cm wide.

PanAmerican Seed

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THE POWER OF THE PURPLE POT. Regional assortments, retail appeal and battle tested.

First EditionsÂŽ has an outstanding assortment of plants that are well matched to your markets.

The purple pots are easily recognized and add instant value to your selections.

First EditionsÂŽ plants are rigorously tested for performance in production and in the landscape.

For more information, visit FirstEditionsPlants.com

NEW

annuals

Antirrhinum majus ‘Snapshot Appleblossom’ Dwarf garden snapdragon

Osteospermum ecklonis ‘Akila Grand Canyon Mixture’ African daisy

Grand Canyon Mix is the first multicolour segregating African daisy mix that includes yellow, magician-style blooms and rose-reds, as well as purple, lavender, creams and whites. Grows 41-51 cm tall and 41-51 cm wide.

PanAmerican Seed

Appleblossom is a clean white colour brushed with soft yellow and rose tones. The habit and timing match the other bicolours in the series Snapshot series of drawf garden snapdragon. Grows 15-25 cm tall and 25-30 cm wide. PanAmerican Seed

Viola x wittrockiana ‘Cool Wave Raspberry’ Spreading pansy

Zinnia marylandica ‘Zahara Raspberry Ripple’

For 2018, Cool Wave adds Raspberry, a rich, velvety rosy-purple spreading pansy with white around its flower centre. Grows 15-20 cm high and 61-76 cm wide. PanAmerican Seed

Raspberry Ripple is a new bicolour in the Zahara series of zinnia; its colour can vary under different environmental conditions, with cooler temperatures accentuating the rose and heat making the white more prevalent. Grows 41-51 cm tall and wide. PanAmerican Seed

Petunia cultivars ‘Headliner Pink Sky’

The Headliner series of mounded petunia boasts early flowering and a fast finish with a dramatic colour range.

The new Pink Sky blooms are primarily pink/rose with speckles of white/cream. Grows 25-41 cm tall and 51-76 cm wide.

Selecta One 22 | OCTOBER 2017 | LANDSCAPE TRADES

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NEW

annuals Impatiens x hybrida ‘SunPatiens Compact Purple’

Purple joins the Sunpatiens line, which is known for disease resistance, vibrant colour and easy garden success. Sakata

Petunia x hybrida ‘Success Yellow Chiffon’

Calendula hybrida ‘Lady Godiva Orange’

New to the Success petunia series, Yellow Chiffon features light yellow blooms that don’t relax or fade. Benary

English marigold

Its unique double, golden orange flowers have greatly reduced seed set which encourages blooming throughout the season. Proven Winners

Plectranthus scutellarioides ‘Main Street Ruby Road’ Coleus

New to the Main Street coleus series, Ruby Road features a vibrant mix of hot pink, burgundy and chartreuse. The Main Street series also added La Rambla for 2018. Dummen Orange 24 | OCTOBER 2017 | LANDSCAPE TRADES

Salvia farinacea ‘Farina Arctic Blue’ Sage

The Salvia Farina series have huge full flower spikes, which grow to 18-in. tall and hold their colour all season. Available in Arctic Blue, Bicolour Blue, Blue, Silver Blue, Violet, and White. Benary

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NEW

roses Rosa ‘WEKdereroro’ Hybrid tea rose Neil Diamond

It is a true ‘diamond’ bloomer producing numerous sizeable flowers and attractive buds on long cutting stems. Novel pink and white striped flower colouration. Grows four feet tall with a three foot spread. J.C. Bakker & Sons

Rosa ‘Meiradena’ Floribunda rose icecap

Displays a dense flush of pure white flowers.

Excellent repeat-blooming and resistance to many common rose diseases such as black spot, mildew and rust. Grows two feet tall with a spread of three feet. J.C. Bakker & Sons

Rosa ‘WEKsusacofloc’ Groundcover rose Sunshine Happy Trails

Yellow-gold flowers are produced in abundance even in the fall on medium-sized clusters, which hold their yellow colouration until the end. Grows two feet tall with a four foot spread. J.C. Bakker & Sons

Rosa x ‘HORCOGJIL’ Rose At Last

Rosa ‘WEKpurmebep’ Grandiflora rose Miss Congeniality

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Improving your field labour ratio Last issue we focused on benchmarking a company’s field labour ratio. To recap: that number is the cost of wages for field (non-overhead) staff divided by your sales revenue. The lower this number, the better — because it indicates you are spending less on labour for each dollar of sales earned.

The field labour ratio is one of the most important key performance indicators for any landscape company because labour has more impact on profitability than any other cost in your company. You might come up short on some material estimates occasionally, but I’ll bet your two-gallon hostas have never backed your skid steer into your client’s swimming pool.

Managing labour, and getting the most out of your labour, will have the single biggest impact on your profitability. Yet it seems that every owner I meet struggles to find, keep, manage and motivate their single most important asset. So here’s the massive obstacle facing just about every company: labour is both your biggest determinant of profit AND your biggest headache. Even if you never solve the labour problem, you can double your company’s net profits with just a few strategies that any company can apply.

SELL JOBS THAT MAXIMIZE REVENUE PER HOUR Revenue per man-hour is a really simple, really effective number. It tells you how much total revenue (including revenue earned form materials, equipment, overhead markups and profit) is produced each man-hour.

To calculate your company’s benchmark revenue per man hour: l Figure out your man-hours available.

Add up all the anticipated payroll hours for your field staff only. Don’t include overhead staff.

Example: 8 field staff x 1,700 hours each = 13,600 man-hours l Next, subtract ‘unbillable’ hours. These are payroll hours where staff is paid, but aren’t producing any revenue (e.g. drive time, shop time, training time, mechanical work, etc.)

Example: 13,600 hours @ 80 per cent productive time = 10,800 man-hours l Last, divide your sales goal by your productive/billable man-hours Example: $850,000 (sales goal) divided by 10,800 man-hours = $78.70 per man-hour

BY MARK BRADLEY

EXPERT TIP: Create unique revenueper-hour goals for each division in your company. Maintenance work has lower revenue-per-hour vs. install work, because there is very little material.

Once you know the benchmark revenueper-hour you need to hit your sales goal, simply divide each estimate’s selling price by the number of man-hours estimated to get that estimate’s revenue-per-hour. If it’s higher than your benchmark, great — that estimate is going to help you beat your sales goal. If it’s lower than your benchmark, then it might not be the best job for your company. Remember: your most precious resource is good field labour staff. You don’t want to tie them up on jobs that don’t produce much revenue.

SELL JOBS THAT MAXIMIZE THROUGHPUT PER HOUR What’s “throughput?” you ask. It’s a number that is even better than revenue-per-hour.

Throughput is the money left in your company after you pay your external vendors. To calculate throughput on a job, simply take the job’s revenue and subtract your vendor’s costs — such as materials, subs and rentals. continued on page 32

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managementsolutions The money left over is called throughput.

Throughput is better than revenue-perhour, since revenue-per-hour can be misleading if you do a lot of work with subs, or you sell high-priced materials at very little markup. Your revenue looks great, but if most of the sales revenue goes to pay vendors — it doesn’t help your company a whole lot. Throughput fixes that problem by showing you how much money is left in

your company after you pay your vendors.

Divide each job’s throughput by its estimated man-hours to calculate throughputper-hour. The higher this number, the better the job, and the lower your labour ratio will be.

USE MORE AND BIGGER EQUIPMENT Equipment is a fantastic way to reduce your field labour ratio. Your field labour ratio (and revenue-per-hour) go way up when

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equipment is used to speed up jobs. Not only does each job’s revenue-per-man-hour increase with increased speed or less people, but the time saved on each job can be spent earning revenue on a new job. You get benefits to your revenue-per-hour on both sides!

Trucks: Larger trucks carry a bigger monthly payment, but if you are hauling or delivering materials using larger payloads can save a lot of delivery hours.

Skid steers: Tracked skid steers carry a heftier price tag, but do less damage than wheeled machines in a wet spring or fall.

With an average monthly lease of about $750 per month, a three-person crew needs to save only one half-day per month for this machine to pay for itself!

Power wheelbarrows: They cost 100 times more than your standard two-handle, one-wheel version, but everyone I’ve ever met who bought one says they can’t remember how they did work without it.

Mini-excavators: Combined with a few work tools (augers, hammers, grading buckets, thumb buckets), mini-excavators are the Swiss Army knife of landscapers. They get into tight places, dig 20 times faster than humans, and most contractors I know rarely see them … because they are always out on-site.

EXPERT TIP: Replace old equipment that’s unreliable! You might feel good having no payments, but breakdowns cause extra labour hours, lots of downtime fixing and transporting the equipment — all of which increase your field labour ratio.

UPSELL EASY-TO-INSTALL MATERIALS Whether you do design/build or maintenance, there are no profit margins like upsell margins. Look for materials that get installed with very little labour (patio furniture, lighting kits, decorative structures, art pieces) and work them into your sales processes. These material types typically have strong markups and drive your revenue up LT with very few labour hours.

Mark Bradley is CEO of LMN, based in Ontario.

The objective of this article is give general guidance on common financial numbers specific to the landscape industry. It is not intended to provide or act as professional financial advice.

©2017 Sakata Seed America, Inc.

32 | OCTOBER 2017 | LANDSCAPE TRADES

32 | OCTOBER 2017 | LANDSCAPE TRADES

roadtosuccess

Protect yourself at all times

BY ROD McDONALD

“Protect yourself at all times” is the last instruction boxers receive from referees prior to a bout. For those of you who are not boxing aficionados it means, “Keep your hands up even when a blow is not apparent.”

Simple, right? Boxers understand the cardinal rule: If you are not protecting your head, then who is?

As contractors, greenhouse people, garden centre operators, architects and all others associated with our green trade, this rule applies to us as well. If we do not protect ourselves from incoming blows, then who will?

Consumers have protection laws and The Better Business Bureau, as well as the courts.

Contractors and others in our business also have the courts but they are costly, time consuming and rarely does a victor emerge with much in the way of spoils. Many years ago I took a fellow to court for a $1,200 bill. I won and that was the good news. It cost me $1,300 to ensure my victory.

There is no Better Business Bureau equivalent where a contractor can call a number and find a report on a potential customer. Is the customer the type who demands extras for no charge? Does he pay bills promptly or drag payments out?

There are warning signs, sometimes easy to read and others a bit more difficult. What brings about this conversation was the following Facebook posting. Have a read: I’ve got the stone ready and no one seems to want to work on my garden bed walls.

I have had people out and either give me outrageous quotes or no quote at all. Then had someone lined up for work today and he’s a no show.

Would like someone to work on these stones and know what they are doing.

If you would like this job send me some pics of your work and come out to give me a quote and perhaps start working on this for me!

This is an easy one, filled with all the 34 | OCTOBER 2017 | LANDSCAPE TRADES

There are those who want reduced pricing. No legitimate reason, it is just what they want. Some argue that if you provide a sizable discount, they will tell many people and you will get more work from referrals.

These people are lying. They will not get you more work; if by chance they do, those referrals will be similar to the sender, demanding and cheap. Notice how polite I am regarding these people? Some customers will cost you money, not make you money. If this is your first year in business, you do not want customers who cost you money. After a year, everyone knows that statement to be true.

Warning signs are not always evident.

warning signs. Quotes are too high, some don’t bother to return with quotes and one agrees to work but does not show up. Something is going on within this situation that has consistently scared contractors away. I don’t know what it is, exactly, but both you and I have a pretty good idea.

Over the years I have learned, from quoting, that customers who complain vehemently about the last three contractors will include you as their fourth. I find it highly unlikely any person would have such a run of bad luck, with three bad contractors in a row.

Most customers are good to work for, but a few are the equivalent of the seedy contractor from the other side of the equation.

There are those who will never be happy, no matter what you do for them. One of my friends described his former steak house employer, “If God was her contractor, she would still not be happy.”

When starting out in business, I had no choice but to respond to all leads and requests for quotes. My phone did not ring continually at the beginning of my career. I had no guardian angel directing traffic and I went where I was asked to go. As time went by, I built up a customer base of regulars, and after a few years, the majority of my work came from that established customer base. I am grateful to this day that I had a list of loyal clients, because I didn’t have to put up with the grinders and bargain hunters any more. I had paid my dues.

Protect yourself at all times. Not all wolves wear wolves’ clothing. Some actually do hide in sheep’s clothing. We had the nicest pair of sisters shopping in our Christmas store. Polite, well mannered and they knew quality. I was flattered that such well-heeled customers recognized my place as the place for Christmas. They did not care for any of the trees displayed on the floor and they asked to see a catalogue. They carefully examined it, chose a very expensive tree and asked for it to be ordered without haste. Is this one of those stories that sounds all too familiar? The sisters were provided with a price, no problem, and a quick delivery date with me picking up that added cost. The tree arrives but “It is not really what we were looking for. It just doesn’t

have the panache.” Sigh, big sigh. I now have a very high-end tree on display that cost me a bundle with expedited delivery.

I am stressed and upset — or are they the same? One of my staff arrives for work, takes me aside and asks about the sisters. She had worked at Birks for many years, and informs me the sisters were well known for their stunts. She tells me Birks had to actually present the sisters with a letter informing them, due to their consistent returns, all sales would be final. Their return privilege had been suspended. According to my staff person, this was the only time Birks in Regina had done such a thing. No wonder my wellheeled sisters had left downtown, and were now playing in the outside edges amongst the garden centres. When I think back upon this event so many years ago, I smile. I was conned. They said all the right things to flatter me and I took it all in, sheep’s clothing and all. Protect yourself at all times.

After having been burnt on more than one occasion, I insisted on deposits for special orders, required payment for items being

held, signed contracts for landscape work, including notations on the scope of the work and screening of customers.

Asking for deposits on special orders is common practice, and for good reason; I have had people not show up to purchase special-ordered items. Most people have a credit card, and a telephone deposit is easy to conduct.

After having more than one person ask me to hold an order, and never seeing them again, I wrote a ditty: If it is on hold it has to be sold. My worst-case scenario was the fellow who had me hold eight large mugo pines. I called and called. Each time he assured me he would pick them up the following week. Soon it was fall, then winter, and the following spring he finally admitted he had purchased them elsewhere. If you hold an item for a customer that is not paid for, you have given him permission to shop elsewhere.

To quote landscape architect Joe Daly, who I enjoyed working with on projects, “I have had loose agreements and I have had tight agreements, and in the final analysis, I have always been much happier with tight

45 YEARS INDUSTRY

EXPERIENCE

agreements.” That sums up how I feel about landscaping agreements. The tighter the better, and a deposit demonstrates a commitment to you.

Asking other contractors about a potential customer is a good business practice.

Finding out who is trouble, and who is good as gold, is an important step in every relationship. Why not? Customers ask for references on contractors all the time; the goose and the gander sauce is equal. I had a good customer who was also an astute businessperson. In1982, he told me, “The first rule of business is to know who you are doing business with.” I have never forgotten that adage and it has kept me in good fortune when I have remembered to practice it.

Protecting ourselves at all times keeps us LT 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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OCTOBER 2017 | LANDSCAPE TRADES |

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legalmatters

A primer on shop drawings

BY ROBERT KENNALEY AND JOSH WINTER

Anyone involved in construction to any great extent will eventually come across shop drawing requirements. Shop drawings are typically required by the contract documents issued by the owner, in relation to prefabricated components and specialty installations. They are required where the drawings and specifications prepared by the architect or engineer are not detailed enough, and where only the supplier/fabricator has the expertise to detail what is actually going to be installed.

In landscaping, shop drawings are often required for a myriad of installations and components: from pre-cast retaining walls, to water features and splash pads, to lighting systems and other outdoor mechanical and electrical installations. Even outdoor playing fields can come with a shop drawing requirement, as the primary consultants rely on the suppliers to ensure they are installed to comply with league and sporting requirements.

The contract documents will also generally require that shop drawings be submitted by a certain time, or in accordance with a certain schedule. They will then also require the shop drawings be reviewed and accepted by the primary consultant before the work in question can begin. If the primary consultant has any questions or concerns about the shop drawings, he or she will request they be revised and resubmitted. Indeed, an instruction to ‘revise and resubmit’ a shop drawing to meet the requirements of the prime consultant is commonly given.

Generally, the contract documents will require the prime consultant(s) to simply review and accept, but not “approve” shop

drawings. This is because the owner and prime consultants wish to make it clear the suppliers of shop drawings are responsible for the design laid out in those drawings. This, of course, makes sense: the shop drawing supplier is the one that is expected to have the required expertise in the area in question.

From the owner’s and consultant’s perspective, the need to review and accept the shop drawings is based on the need to ensure the work described in the drawings will meet the needs of the overall design and integrate properly with the rest of the work. In addition to complaining when the shop drawings come with insufficient detail to allow them to confirm that design requirements are met, owners and consultants will also often complain that delays in the provision of shop drawings for review can have costly impacts on a project’s schedule.

On the other hand, contractors, subcontractors and suppliers often complain that prime consultants will over-step their bounds when it comes to the “revise-and-resubmit” process, by assuming responsibility for the actual design of the shop drawings themselves.

In addition, subcontractors and suppliers often complain that delays attributable to the prime consultants during the shop drawing review process can lead to project delays.

In our view, the two risks that need to be managed when it comes to shop drawings lie within design responsibility and with delays.

With design, those who supply shop drawings need to understand they are just that: design. Accordingly, the impacts of an error in design should be respected and understood. First, those who provide

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design should be insured for it. As we have discussed in other columns, the standard CGL liability policy will exclude errors of design.

Insurance for design errors generally requires ‘errors and omissions’ insurance. When a supplier provides shop drawings, you should ensure either you or the supplier is properly insured for errors in design.

Second, the impact of an error in design can be costly. If the design turns out to be incorrect, the purchaser of the design is entitled to be put in the position he or she would have been in had the design been correct. Damages for an error in design can include the cost of having someone else prepare a proper design, the cost of removing or remedying the work that failed, the cost of a completely new design, if necessary, and any impacts associated with delay.

In the event the shop drawings turn out to be wrong, the consultants will generally argue they were not “approving,” but only “reviewing,” them. Accordingly, those who are required to supply shop drawings need to be careful not to go beyond the scope of what they believe they were hired to provide, vis-à-vis design. This is particularly so where a consultant wants the supplier to solve a problem that goes beyond the supply and installation of the work of the supplier but, rather, is a problem the primary consultants themselves are responsible for. Where suppliers of shop drawings do not agree with a direction to ‘revise and resubmit,’ they should make their objections clear. If they do not believe the design being requested is their design responsibility, they should refuse to provide it (as far as possible).

As we have said before, there is a world of difference between recommending a design, and suggesting the other side might want to consider an option, while insisting the other side has to make the ultimate decision.

In regards to delay, suppliers of shop drawings should keep in mind that a failure to provide the drawings, or revised versions of them as required, can lead to delays. They should be aware of the submittal scheduling requirements, and either make sure they meet them or give notice, in writing, of why they cannot be met. For example, if a fabricator cannot commence shop drawing preparation until field measurements are obtained, timely notice of any potential delays in obtaining access to take them should be given. In addition, because fabrication and installation cannot generally start until the shop drawings are accepted by the consultant, notice of any delays in the turn-around of the shop drawings by the consultant should be flagged and followed up on, in writing. Where there might be an LT impact on schedule, this should be set out, in writing.

Rob Kennaley and Josh Winter practice construction law in Toronto and Simcoe, Ont. They speak and write regularly on construction law issues and can be reached for comment at 416-700-4142 or at rjk@kennaley.ca and jwinter@kennaley.ca. This material is for information purposes and is not intended to provide legal advice. Readers who have concerns about any particular circumstance are encouraged to seek independent legal advice in that regard.

OCTOBER 2017 | LANDSCAPE TRADES |

37

November 16 & 17, 2017 BMO Centre, Calgary, AB

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OCTOBER 2017 | LANDSCAPE TRADES |

37

industrynews GISC returns to Calgary Landscape Alberta’s annual Green Industry Show and Conference (GISC) will be held Nov. 16 -17, 2017 at the BMO Centre at Stampede Park in Calgary, Alta. Conference sessions focus on a variety of topics, with 32 one-hour sessions over two days. On Nov. 15, three full-day pre-conference workshops provide in-depth technical level professional development for greenhouse growers, landscape contractors/ estimators and winter container design. The trade show features leading suppliers, growers and dealers. For more information on the show, visit: greenindustryshow.com.

GISC will be three days filled with conferences, workshops and a tradeshow featuring suppliers, growers and dealers.

FIHOQ heads to Drummondville Quebec’s horticultural professions will converge at Centrexpo Cogeco in Drummondville on Nov. 15-17 for the 2017 Expo-FIHOQ. The event

gathers some 6,000 ornamental horticulture, green space and municipal professionals each year, as well as over 250 exhibitors. The event also offers conferences and workshops; visit www.expofihoq.com for more information.

Horticulture professionals tour Ball headquarters More than 1,000 industry professionals visited Ball Horticultural Company’s home office in West Chicago, Ill., on July 28 for Ball Seed’s annual Field Day and Landscape Day celebration. Attendees had the opportunity to see new plants in up-close-and-personal trials, engage with speakers and product experts, and enjoy fun and food with peers. In addition to The Gardens at Ball, Field Day is known for its wealth of education. Industry-leading speakers covered topics including: Expanding perennial sales with shoulder-season crops; top new garden performers; New flowering shrubs; and Container recipe ideas. Besides topic stations, product experts from key breeding partners were available all-day to talk about challenges and successes, and to recommend best-practices for all crops.

Ball Seed’s Field Day and Landscape Day provides attendees the opportunity to view trial gardens for new plants and meet and learn from industry experts.

38 | OCTOBER 2017 | LANDSCAPE TRADES

Tree sale aims to restore Vancouver’s canopy The Vancouver Park Board’s annual tree sale is underway. The board has 1,500 trees available online for $10 each. The tree sales are part of the board’s effort to help restore Vancouver’s tree canopy, which has been declining since the 1990s. Since the first tree sale in 2015, Vancouverites have purchased more than 9,000 discounted trees. With more than 60 per cent of Vancouver residents living in apartments, the sale now includes seven varieties of trees that thrive in pots and are suitable for balconies, a report by the Vancouver Courier says. In 1995, more than 22 per cent of the city was covered in trees. By 2013 that number had dropped to 18 per cent. The park board will measure the canopy cover again next year.

Garden centre employee sues Monsanto

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According to a report by the St. Louis Record, an employee of a garden centre is suing herbicide manufacturer Monsanto, alleging the company and “John Does” 1-50 “failed to ensure that Roundup will not cause harm to users.”

The plaintiff, Richard Miller, filed the lawsuit in Missouri alleging that while working at a garden centre he was exposed to Roundup, which contains the active ingredient glyphosate and a surfactant. The plaintiff developed non-Hodgkin’s lymphoma. The plaintiff claims the defendant knew full well the product was dangerous and failed to provide adequate warnings.

Briggs & Stratton expands manufacturing facility Briggs & Stratton announced it will be moving production of its commercial turf operations from its current facility in Munnsville, N.Y. to neighboring Sherrill, N.Y. in order to expand its current manufacturing capacity. The Munnsville, N.Y. facility currently manufactures zeroturn radius and commercial mowers under the Ferris and Snapper Pro brands, and homeowner zero-turn radius mowers under its Simplicity and Snapper brands. Briggs & Stratton expects some production to begin in spring 2018 and for the facility to be fully operational in the spring of 2019.

Monrovia hires marketing officer Monrovia, a U.S. grower of ornamental and landscaping plants, has announced the hiring OCTOBER 2017 | LANDSCAPE TRADES |

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OCTOBER 2017 | LANDSCAPE TRADES |

39

industrynews of Tristan Simpson as the company’s new Chief Marketing Officer. Simpson is based in the company’s Azusa, Calif., headquarters.

Simpson has more than 20 years of experience in consumer packaged goods marketing and has led brand strategies for Ready Pac Food, Frieda’s, Sun Pacific and others. At Monrovia, Simpson will be responsible for developing, implementing, and managing a comprehensive marketing strategy as the company continues its campaign to increase customer awareness and engagement with the brand.

Davey Tree promotes pair of managers Davey Tree Expert Company of Kent, Ohio has promoted Paul Milano to serve as its director of fleet operations. Milano served as corporate fleet manager since joining Davey in June 2015, and prior to Davey, spent more than 25 years in the automotive sales and service industry. He is a Navy veteran. The company also promoted Scott Bucciere to serve as fleet opera-

tions manager. Bucciere has served as Davey’s Kent shop manager since joining the company in October 2015. Bucciere has more than 30 years of experience in the automotive sales and service industry.

Roberta’s buys C. Raker & Sons Roberta’s Unique Gardens of Waldron, Ind., has reached an agreement to purchase C. Raker & Sons. The transaction is expected to close in the fourth quarter of 2017. The company is expected to retain the Raker name in some form. Roberta’s grows and sells finished perennials and annuals that are suitable for garden and home through on-line and televised shopping channels. Raker, based in Litchfield, Mich., is a leading producer and wholesaler of young plants, supplying more than 3,000 product varieties with containers to greenhouses and nurseries in all 50 states and internationally to Canada, Puerto Rico, Mexico, the Netherlands, Switzerland, and the Bahamas.

lettertotheeditor Hi Lee Ann, I just wanted to send a quick note to extend some praise. I have found many articles very, very helpful in the ongoing struggle to grow our business profitably. The articles by Mark Bradley and Rod McDonald have proven particularly helpful, especially those with a benchmarking or industry-standards focus.

I have an extensive background in human resources and process re-engineering prior to starting my gardening business, so having these business-grounded articles is so helpful.

Kate Seaver Kate’s Garden, Markham, Ont.

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newproducts Suspension undercarriage Bobcat Company introduces a new compact track loader 5-Link torsion suspension undercarriage, providing increased performance, operator comfort and serviceability. The undercarriage is designed with reliable components, including a new drive motor. The new motor is easier to maintain, and the outer bearing is more durable because it receives continuous lubrication from oil within the hydraulic system. M2-Series T870 compact track loaders are the first Bobcat loaders manufactured with the new 5-Link torsion suspension undercarriage.

Bobcat www.bobcat.com

Screwdrivers Milwaukee Tool recently launched its next generation of screwdrivers, the 11-in-1 Multi-Bit Driver with ECX and Demolition Screwdriver Set. The updated line has an ergonomic, trilobe handle design that’s optimized for high-torque applications and hardened magnetic tips to deliver maximum durability and fastener retention.

Articulated loader The new, fully electric, battery-powered, compact Avant e5 articulated loader is designed for indoor and outdoor use, but is especially suitable for indoor use where ventilation is limited or non-existent and there are strict noise requirements. The e5 has no emissions, minimal noise level, low operating costs, comes with an in-machine charging unit, and fits all standard Avant attachments.

Avant Tecno www.avanttecno.com

Milwaukee Tool www.milwaukeetool.ca

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Find the Moffett Forklift that’s right for your job at www.atlaspolar.com OCTOBER 2017 | LANDSCAPE TRADES | 41

newproducts Chainsaw The new CS-2511T top-handle chainsaw from Echo is light and the most powerful in its class, according to its manufacturer.

An innovative feature is the topmounted bar oiler, which allows for easy-access by the operator. This also prevents the oiler adjustment screw from getting clogged with wood chips and debris.

Echo www.echo.ca

Mounting bracket Earth & Turf Attachments has announced the latest mounting bracket for its SC-Series, 60-in. snow plows with 19.5-in. moldboard height. The new mounting is designed to fit Kubota BX-Series tractors. Features include manual angling, 30 degrees left and right; protective spring trip that can be locked out for light grading; and bolt-on, reversible edges.

Earth & Turf Attachments www.earthandturfattachments.com

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Hearing protection The new Worktunes wireless hearing protection from 3M uses Bluetooth technology to allow streaming from mobile phones and any Bluetooth enabled device.

3M www.3m.com

Utility vehicle plow The new UTV straight-blade plow from SnowEx measures 6-feet wide and can angle to 5 ft. 4 in. wide for narrower applications. The UTV straight blade contains four vertical ribs that provide additional reinforcement and stabilizing support. The blade is constructed of high-strength, low alloy steel components that are stronger and lighter than traditional steel.

SnowEx www.snowexproducts.com

Wrench set Milwaukee Tool recently introduced the new seven- and 15-piece combination wrench sets. These new wrenches offer higher torque due to an anti-slip Max Bite open-ended grip, as well as an I-Beam handle design so users can comfortably apply additional leverage.

Dust shroud The new DustBull dust shroud by Dustless fits Stihl, Makita, and Husqvarna cutoff saws. The wide mouth of the DustBull captures maximum dust and keeps it away from the saws’ filters, helping protect workers from inhaling harmful silica dust.

Dustless www.dustlesstools.com

Milwaukee Tool www.milwaukeetool.ca

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sales@WPEequipment.ca • WPEequipment.ca OCTOBER 2017 | LANDSCAPE TRADES |

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classifieds EQUIPMENT

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

CLASSIFIED ADVERTISING INFORMATION: All classified ads must be pre-paid by credit card. Rates: $62.15 (HST included) per column inch (approx. 25 words). Minimum 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 name, phone number and ad to Robert at classifieds@landscapeontario.com. Website only advertising: Minimum cost is $67.80 HST included for association members and $90.40 HST included for non-members. Website ads are posted for 31 days. For more ads and full details, visit www.landscapetrades.com/classifieds.

Post employment ads for free at landscape.jobs.

BUSINESS OPPORTUNITIES LANDSCAPE BUSINESS FOR SALE The owner of a long established landscape business in Nova Scotia is seeking a partner, (or a company) that would be interested in taking over or buying the business within a relatively short time-frame between six months to a year.

The present owner is seeking an exit strategy to concentrate on his consulting business, but would be willing to assist a new owner (or owners) for an agreed transition period. The company has been operating as a design-build landscape construction and maintenance firm for over 43 years and is best known for it’s horticultural expertise. The company has a unique expertise and equipment capability for transplanting large caliper trees. Over the past 10 years, the firm has established itself as the Maritime’s prime mover with an excellent reputation of preserving and relocation large trees successfully.

The firm presently operates out of Falmouth, N.S. in the Annapolis Valley but works throughout the entire province. Our emphasis has been on the Halifax Regional Municipality area, Valley and South Shore area. For more information, please check out our website at www.environova.ca.

Interested persons or companies should contact Stan Kochanoff of Maritime Landscape Services Ltd. at 902-456-2773 or e-mail at environ@eastlink.ca

events October 4-5, Canadian Greenhouse Conference, Niagara Falls, Ont. www.canadiangreenhouseconference.com October 5-25, The 2017 IFLA and CSLA World Congress and Summit, Montréal, Que. www.worlddesignsummit.com October 11-14, 2017 IPPS Eastern Region Conference, Grand Rapids, Mich. ena.ipps.org October 18-20, Green Industry and Equipment Expo + Hardscape Expo, Louisville, Ky. www.gie-expo.com November 6-10, International Irrigation Show & Conference, Orlando, Fla. www.irrigation.org November 14-16, FIHOQ Expo, Drummondville, Que. www.fihoq.qc.ca November 16-17, Green Industry Show and Conference, Calgary, www.greenindustryshow.com November 29-December 1, New England Grows, Boston, Mass. www.newenglandgrows.org November 29-December 1, The Buildings Show, Toronto, Ont. www.thebuildingsshow.com 2018 January 9-11, Landscape Ontario Congress, Toronto, Ont. www.locongress.com January 10-12, The Mid Atlantic Nursery Trade Show, Baltimore, Md., www.mants.com January 16-19, The Sports Turf Management Association Conference, Fort Worth, Texas, www.stma.org January 17-19, The Tropical Plant Industry Exhibition, Fort Lauderdale, Fla. January 22-24, The Great Lakes Trade Exhibition, Lansing, Mich., www.gtle.org

44 | OCTOBER 2017 | LANDSCAPE TRADES

Feb. 14 GreenTrade Expo 2018, EY Centre, Ottawa, Ont. www.greentrade.ca LT 44 | OCTOBER 2017 | LANDSCAPE TRADES

where to find it COMPANY PAGE A.M.A. Plastics Ltd 38

WEBSITE www.amaplas.com

Allstone Quarry Products Inc. 44

www.allstonequarry.com

Atlas Polar Company Ltd 41

www.atlaspolar.com

Bailey Nurseries 21, 48

www.baileynurseries.com

Beaver Valley Stone Limited 36

www.beavervalleystone.com

Bobcat Company 29

www.bobcat.com

Dutchmaster Nurseries Ltd 35

www.dutchmasternurseries.com

Ford Motor Company of Canada Ltd 15

www.ford.ca

Gateway Chevrolet Buick GMC 33

www.gatewaychevrolet.ca

Gravely 47

www.gravely.com

Greenhorizons Sod Farms 42

www.greenhorizonssod.com

Gro-Bark (Ontario) Ltd 20

www.gro-bark.com

JC Bakker & Sons Ltd 30

www.jcbakker.com

John Deere Limited 25

www.johndeere.com

Kubota Canada Ltd 17

www.kubota.ca

LMN 10, 11

www.golmn.com

Oaks Concrete Products by Brampton Brick 2

www.oakspavers.com

PRO Landscape by Drafix Software 39

www.prolandscape.com

Proven Winners ColorChoice 9

www.provenwinners-shrubs.com

Sakata Seed America Inc 32

www.sakataornamentals.com

Stihl Limited 5

www.stihl.ca

Thames Valley Brick & Building Products Ltd 42

www.thamesvalleybrick.com

Unilock Limited 23

www.unilock.com

Van Belle Nursery Inc 13

www.vanbelle.com

WPE Equipment (Windmill) 43

www.wpeequipment.ca

Walters Garden Inc 27

www.waltersgardens.com

Winkelmolen Nursery Ltd 39

www.winkelmolen.com

Zander Sod Co Ltd 40

www.zandersod.com

Get updated supplier info all year long at: www.LTSourceBook.com

OCTOBER 2017 | LANDSCAPE TRADES |

45

mentormoment

Let’s educate the trade John Bakker III operates J.C. Bakker and Sons, a St. Catharines, Ont.-based nursery in business for over 50 years.

Bakker’s grows a broad range of woody ornamental nursery stock, specializing in top-grafted standards, such as Caragana, weeping pussy willow, Euonymus, lilac, ginkgo, crabapple and catalpa. It also produces over 150 types of roses in addition to flowering shrubs, evergreens and shade trees, and is an industry leader in development and testing of the newest available genetics.

How has the grower sector evolved in recent years?

One thing that has changed over the last number of years is that a lot of the new introductions are being brought out by the large brand companies like Proven Winners, First Editions and so on. That has really changed things, John Bakker III from years ago when we used to do a lot of plant searching ourselves, finding new varieties and going through the efforts of introducing them. Now, a lot of the new varieties and breeders who have developed new plants are going to the branding companies because of the exposure and the sales that they can see working with many companies, as opposed to just giving it to one grower.

We always like to have new varieties to offer to the industry because it provides an edge on sales; people are always looking for something different, and something that nobody else has.

Now, with plants from the large branding companies, growers don’t get the exclusivity that they used to get when a plant was developed — and offered — solely by them. However, there are advantages because of the brands’ ability to market and get the promotion out there with their marketing dollars. The two go hand-in-hand, you have to have a great new product, and you have to get it known out there in the world, and it takes a lot of effort to promote something properly.

46 | OCTOBER 2017 | LANDSCAPE TRADES

What do you look for when adding a new plant to your lineup?

We work closely with the branding companies to see what fits our industry and what fits us as a grower. We look for material that is more hardy than most, because we’re shipping to a colder climate for most of our customers. We are also looking for things that are unique and different; there are a lot of things that come out that are new but aren’t necessarily so different these days. It becomes more and more difficult to find something that is going to set you apart, and something different from what is already offered on the market.

Plants that we look for, first of all, have to suit our climatic zone. It’s got to be either very unique or a significant improvement on something that we already have. In other words, the plant either has to be a step up, or it’s got to be extremely different.

Can landscape designers, architects and contractors better utilize new plants?

We’d like to see that area grow, and it is difficult because a lot of plant material that is specified in jobs leaves us thinking, ‘we have so much better things to offer,’ because they’re asking for old genetics and plant material. We know that there are other plants that would perform even better, and yet we’re forced to supply some of the older material. Part of it is that they want the tried-and-true. They put it in and it has to do what they want it to do or they may have an unhappy customer. So they tend to stick with what they know. Over time the trade does come around to newer products, but the process is very slow.

I think we need to see the schools where these professionals are being trained providing students with more awareness of new products. And this is something we try to get across when we connect with industry professionals at trade shows and othLT er events.

Do you have a question to suggest, or a mentor to recommend?

Please email editor@landscapetrades.com.

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