Landscape Trades September 2018

September 2018 VOL. 40, NO. 7

landscapetrades.com

Construction bonds: The details Specific and real opportunity paths attract new talent National award winners announced

Retailers explore

Contracting Sales advantage in place, garden centres branch into design/build

6 PM40013519

Tips to target seniors

22

Believe in the next generation

38

Hans de Jongh teaches respect

FOCUS on RETAIL 2018

Seville with EliteFinish™ SMOOTHER. FINER. TIGHTER

CLOUDBURST

FENNEL

OCHRE

TWILIGHT

SRI 29

MATRIX FINISH, RAVENSTONE BLACK

SEVILLE The new Seville paver with its modern proportions and clean lines combined with EliteFinish™ delivers richer and more vibrant color and a harder wearing, more durable and smoother textured surface. Subtly chamfered edges, random lengths, two widths and reduced joint spacing to comply with wheelchair access specifications, make these 80mm (3.15”) thick linear paving stones suitable for light vehicular and pedestrian usage.

With a Matrix washed aggregate finish exposing the natural beauty of granite and quartz, Seville Rectangle is suitable for applications where superior slip and skid resistance is a must.

Durable, aggregate base for a strong foundation

OAKSpavers.com | 1.800.709.OAKS (6257) |

Contents

SEPTEMBER 2018 VOL. 40, NO. 7

EDITOR AND PUBLISHER Lee Ann Knudsen CLM | lak@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 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 LANDSCAPE ONTARIO STAFF Darryl Bond, Amy Buchanan, Tony DiGiovanni CHT, Denis Flanagan CLD, J. Alex Gibson, Meghan Greaves, Sally Harvey CLT CLM, Heather MacRae, Kathy McLean, Linda Nodello, Kathleen Pugliese, John Russell, Ian Service, David Turnbull, Lissa Schoot Uiterkamp, Tom Somerville, Myscha Stafford, 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 2018. 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.

FOCUS ON

Retail FEATURES

6 Selling to seniors

A little understanding yields a lot of market opportunity with the Baby Boom generation.

BY DIANE STEWART-ROSE

12 Retail explores installation

Garden centres across Canada are finding success with design/build divisions.

After all, the trust is already in place.

BY LORRAINE FLANIGAN

COLUMNS

18 Management solutions

Line out specific paths for employees to gain responsibility and recognition; it’s a proven strategy to fight the labour shortage.

BY MARK BRADLEY

22 Road to success

Complaining about Millennials’ slouchy work habits? Take a look in the mirror!

BY ROD McDONALD

26 Legal matters

What landscape contractors need to know about performance bonds, Part 1.

BY ROBERT KENNALEY AND JOSH WINTER

38 Mentor moment

Hans de Jongh of Paridon Horticultural reflects on a 40-year career.

INTERVIEW BY ROD McDONALD

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

DEPARTMENTS GREEN PENCIL 4 INDUSTRY NEWS 28 CNLA NEWS 32 NEW PRODUCTS 35 ADVERTISERS 37 COMING EVENTS 37

SEPTEMBER 2018 | LANDSCAPE TRADES |

3

greenpencil Competence testing is going electronic

Opportunity knocks G

reen industry skill certification, like ev-

erything else, is changing. Over the next several months, some modules of Canadian horticultural certification programs will migrate away from practical and written exams, to an online system. Affected modules include Hardscape and Softscape Installation, and Ornamental and Turf Maintenance.

The U.S.-based National Association of Landscape Professionals (NALP) made this decision, and Canada needs to consider its options as the current program in Canada is currently licensed from NALP. This move can be a good news story for the green trades, while also causing concern.

Everyone realizes that online training is great — but for the practical aspects of being able to prove that you can fix an

By Hedy Dyck irrigation head, or splice a line, or that you can make those pavers go in a straight line, it’s hard to beat a ‘live’ test. As the LIC program is the only practical test currently available, its loss will make proof that the candidate knows how to splice that line ‘in real life’ very hard to determine.

On the other hand, with NALP putting its program online, it WILL reach a broader audience, and potentially bring in more recruits, which the industry desperately needs. So the reason for the program may shift to one of an introductory course to landscaping, rather than to prove skills. However, NALP still has the new program under development, so it may be that they can anticipate where the issues might be.

All of us in the industry — associations, educators, employers and employees — should reassure those currently working to achieve certification that their efforts are worthwhile. Continue to collect your cre-

4 | SEPTEMBER 2018 | LANDSCAPE TRADES

dentials! Written and practical tests under the current system will be offered across Canada through the end of 2019. In-progress and potential new candidates should check with their provincial association for upcoming test dates.

In discussions with Jeff Foley, CNLA Professional Development Committee Co-Chair, CNLA is looking at options to integrate aspects of the current model into a ‘Canada only’ LIC accreditation delivery and testing. This will require dedication and commitment on the part of industry, to support the new model while working it out collaboratively with educators, employers and workers to transition it to what the program needs to be.

Regardless of how this situation progresses, employers can be assured that the program still provides a benefit to industry. The process of ‘earn while you learn’ is even more relevant for people today, with the high levels of financial responsibilities that are burdening many young people. This program will continue to enable them to increase their earning power and build a career with online learning. The key piece will be building and integrating a new testing format for the important practical modules that can be broadly used and accessible — perhaps even portable — to build on the interest of the online graduates.

The CNLA’s Professional Development Committee has smart directors and support staff who will work collaboratively to make this transition benefit the industry, with the potential for an increase in numbers from a broader group of recruits from online training to build a skilled and competent workforce. In the LT end, that is what matters.

Hedy Dyck is Chief Operating Officer of the British Columbia Landscape and Nursery Association.

STIHL BR 700 BACKPACK BLOWER

BR 700

DO MORE IN LESS TIME WITH A PROFESSIONAL-GRADE STIHL BLOWER Designed for the needs of landscaping professionals, municipal workers and clean-up crews who require a blower that delivers power, durability and no-fuss ease of use. The BR 700 is equipped with the advanced STIHL 4-MIX ™ engine to provide lower fuel consumption and reduced emissions.

The switch position on the control handle is conveniently always in the “on” position for a quick and simple start. The BR 700 is ergonomically designed to reduce vibration and increase comfort when gathering up leaves, clippings and litter. The blower tube and handle can be adjusted without the use of tools. The BR 700 is a first-class choice and a necessity when you’re blowing all day, every day.

• Simplified Starting Procedure – Automatic choke reset (choke lever returns automatically on accelerating) • Infinitely Variable Lockable Throttle (cruise control) – Convenient locking of throttle trigger • Increased Blowing Force – More cleaning capacity per hour • Lightweight – Physical strain reduced • Infinitely Variable Blower Tube Length – Simple and easy to adjust

64.8 cc 2.8 kW 10.6 kg/23.4 lb 35 Newtons 75 dB(A) 912 cfm 166 mph/267 km/h

Displacement Power Output Weight † Blowing Force Sound Level Air Volume Air Velocity Excluding fuel.

†

PRO-FLEET COMMERCIAL LANDSCAPE PROGRAM STIHL’s Pro-Fleet Commercial Landscape Program is designed to provide commercial landscapers a volume discount on major purchases of 5 or more landscaping power tools. Visit your STIHL Dealer today to find out more and take advantage of the savings!

QUALITY AT WORK FOR OVER 90 YEARS. For over 90 years, STIHL has been a world market leader and innovator in outdoor power equipment. German engineered products featuring the latest pioneering technologies make STIHL the preferred choice for professionals, consistently providing uncompromising quality. STIHL products are only available at independent STIHL Dealers who provide personal advice and expert service. Thank you for the continuous support and for making STIHL the brand you trust.

*

* “#1 Selling Brand in Canada” is based on an independent market share analysis of gasoline-powered handheld outdoor power equipment from 2017. Source: TraQline Canada.

NG

OUTDOOR LIVI YOU CRE ATE. LIZE. YOU PERSONA YOU RELA X. ®

STIHLCanada

GIVEAWAY

VISIT WWW.STIHLCLUB.CA FOR FULL CONTEST DETAILS.

www.stihl.ca

Selling to seniors

BY DIANE STEWART-ROSE

Senior customer inspired by a colourful entranceway display is ready to shop in the garden centre.

6 | SEPTEMBER 2018 | LANDSCAPE TRADES

More diverse and active than ever, retailers find a generation well worth targeting.

it

was a cold, frosty morning in spring 2018, around the time spring should have arrived, except Mother Nature had a different plan. The garden centre’s morning staff are assembling at the time clock. I have always appreciated that this workplace includes colleagues cutting across all generations. Younger workers arrive early, ready to do the heavy lifting, unloading trucks and stocking the soil yard. Older folks arrive just before opening to provide reception and sales assistance, often advising on best garden practices for both beginning and experienced gardeners. Energetic middle-aged folks arrive later, to guide the business with their accumulated experience and management skills, balancing all the short- and long-term requirements of a busy garden centre.

That day, a senior customer rushed through the gate, as two long-term maintenance people were vacuuming a caged heater dubbed “The Squirrel Cooker.” The heater, mounted along the upper gutter of the greenhouse, had recently been scouted for a squirrel nest; bits of dried leaves and insulation were scattered on the floor underneath. As a result of maintenance, the heat was shut off.

The senior shopper was not deterred. She leaned heavily on a shopping cart, manoeuvred around a knocked-over seed rack and selected several pairs of slip-on gardening shoes, to take advantage of the 15 per cent Seniors’ Day discount.

Seniors won’t let anything stand in the way of a discount!

I asked George Stavropoulos, the good-humoured Nursery Department manager at Lowes, Scarborough West, Ont., to share a story about seniors in the retail environment. He recalls an instructional seminar attended by an excited group of seniors. One speaker was an author, who produced his book for autographs at the end. While a lady waited to get her signed copy, her husband felt unwell and an ambulance was summoned, “Oh, he’ll be fine!” she declared, not at all flustered as she continued to hold her place in line.

Seniors are committed to attending targeted special events!

zenning and zoning out As Boomers age, they will continue to “vote with their wallets,” for services and products that enrich their lives through fitness, while adding meaning to their environment. This is good news for people in our industry!

Evidence points to a future where the largest disposable income percentage increase in will come from the Baby Boom generation. Garden centres and landscapers would do well to maintain a strong roster of experienced sales people and mangers, to offer high levels of service for installation and maintenance to capture their portion of this lucrative market.

This writer, too, spends time in both the garden centre and the garden, celebrating the physical aspect, the sense of achievement and the meditative quality of focusing on work at hand. Fresh air and exercise are an added bonus. We Baby Boomers understand that as we age, we may experience physical challenges that could affect garden maintenance. We will continue our valued relationship with the natural world, but may seek to redefine or limit

A cheerful senior checks out from an accessible facility.

our level of physical participation. Examining attitudes and societal trends can lead to capturing opportunities for growth and future sales in our industries.

spotting the trends In her excellent article on the broad subject of current and future trends in the gardening world, industry trendwatcher Kathy Wood observes that time spent in the garden has intergenerational appeal.

“People are looking for deeper, more positive relationships, and relaxation and self-care techniques. Tending to our homes and gardens can be just the answer.” Surely this offers a strong appeal to both young and older folks alike.

Kathy observes in an April 2018 Muskoka Life article that in a new trend, “Flexitarians” enjoy a more plant-based diet. They consume less meat protein and by growing their own vegetables, “get exercise and fresh air, adding to personal wellness.”

This pursuit would certainly cut across generational lines, being of broader interest to both Millennials and seniors, too. In an interview, I asked Kathy (a member of GWA, Association for Garden Communicators) about other differences or similarities that define generations in the garden.

Kathy shared that her great-grandfather was a farmer, “who understood the land and the rhythm of the natural world but with the passage of time, we have moved away from this understanding. There is currently a movement to SEPTEMBER 2018 | LANDSCAPE TRADES |

7

l

Special events that attract seniors with leisure time.

Garden centres can choose shoulder seasons and off-peak sale days to manage traffic and build sales.

what does “garden” mean to seniors?

Homeowners of this beautiful property are seniors who seek to minimize garden maintenance and maximize the time they spend relaxing and taking in the view.

reconnect with nature through technology. There is a resurgence of interest as people become more aware of issues like climate change and its effects on the world of nature.

“Seniors are downsizing, moving to smaller homes, and in some cases to condominiums. Some are giving up their gardens but many are still interested in gardening. Horticultural societies are full of seniors who still love gardening, and are there for social engagement, entertainment and information sharing. Through these groups, they can participate and share their skills in community gardens. Seniors are becoming interested in 365-day indoor gardens, aquaponics to produce fresh food indoors and may introduce their own grandchildren to gardening.”

Kathy’s view is also that, “In the garden centre, good signage, display gardens and knowledgeable staff will always cut across the generations.”

To Kathy’s focused list, I encourage garden centres to add: l Value-added services that appeal to seniors, whether this means accessible and barrier-free shopping, or accommodating customers’ reduced physical activity through combined purchase and planting service. l Products that ease the burden of physical work in the yard. l Full service for the design and planting of custom-planted containers and other space-efficient gardening, for people with smaller homes who maintain a continued interest in gardens. l Yard and garden maintenance packages aimed at travelling seniors. l Advertising featuring native species and other selections that offer reduced maintenance.

New to the Seniors’ Club, Toronto realtor Robert (Bo) Fleischman has been heard to brag about his freshly discounted public transit fare — more proof that seniors love their discounts!

Although Bo recognizes that lawns may be “falling out of favour,” he confesses that he loves his lawn. He claims to like his oxygen, preferring grass over hardscaping. He knows some “religious” senior gardeners who are out weeding early in the morning with coffee in hand. These folks “are possessed of the joy of gardening,” but will happily contract the heavy work of pruning and grass cutting.

As a working senior, Bo sets sensible limits on physical work around his own property, but seems to really enjoy the contemplative experience afforded by a well-maintained garden. He was recently spotted treating weeds in his lawn to a dose of vinegar from a spray bottle. His wife plants up accent containers with the latest annuals, around their city home and the family recreational property in the Laurentians, and takes great pride as the mixtures unfold through the growing season.

My colleague Paul Zammit is a photographer, lecturer, educator and Director of Horticulture at Toronto Botanical Garden. I asked him to remind me what brings seniors into the garden.

“In my experience through the public garden world and from traveling across the country speaking to horticultural societies, I have found Baby Boomers look to gardening for physical activity, peace of mind, a way to beautify their living space, as a hobby and as a social outlet. Regardless of age group, I believe it is important that we become more aware of the power of gardening, not only for its proven health benefits, but also as an opportunity to be responsible land stewards and do our part to nurture nature.”

reimagining retirement Having formed a call-and-response relationship with both the private and public sectors, the massive Baby Boomer cohort is poised to move into retirement, which they will reshape and re-craft with longevity, better health and ample disposable income in their favour.

Other exciting trends will reveal themselves over time as the Baby Boom and Millennial generations interact and form new relationships, both in the world of gardening and through their social and business circles. Opportunities to capture their interest exist in our industry, and as we all change and adapt, we can continue to search for developing opportunities. Watch for my upcoming article on LT Millennials in the garden.

Diane Stewart-Rose is a Toronto-based freelance writer.

Freshly stocked displays with inviting product and good signage.

8 | SEPTEMBER 2018 | LANDSCAPE TRADES

OPEN FOR BUSINESS Introducing the new John Deere 1R Cab Tractor – until you don’t need the cab. That’s when the new 1R is truly open for business. Removable doors and nearly 90-degree extension of your front and rear windows let you work in total comfort to get after those lawn and landscaping jobs.

And just think, when green season starts to give way to autumn, you can close up shop in a nice, heated cab. Now that’s versatility you can depend on with the new 1R Cab from John Deere.

JohnDeere.ca/1Family

Super software.

Super profit.

The dog days of summer are here! With all those hours spent in the field, sometimes it’s tough to enjoy a little sunshine. Don’t worry, we’ve all been there.

Luckily we’ve developed a way to maximize your profit AND free time!

LMN is a software solution that has changed the way top landscape professionals manage their business. Thousands have made the jump so far – it’s your turn.

Find our more & start your Free Trial today!

Visit golmn.com

Don’t just sell it —

Design it and build it!

BY LORRAINE FLANIGAN

Garden centres add value with design/build services

I

12 | SEPTEMBER SEPTEMBER 2018 2018 | LANDSCAPE TRADES

n a climate of increasing competition, garden centres have been diversifying in an attempt to extend the seasonal nature of sales as well as to offer complementary add-on products and services. Several garden centres have boosted revenues and added value to their customer experience by establishing a design/build division.

The keys to their success are remarkably similar even though their operations span the country.

For this story, we talked to Audriana VanderWerf, lead landscape designer at Bradford Greenhouses Garden Gallery in Springwater, Ont.; Kim and Paul Olson of Broderick Garden Centre in Outlook, Sask.; and Greivin Eli Gonzalez Chaves, head of the landscape design division of GardenWorks in Vancouver, B.C. Here’s what they have to say to garden centre operators considering a move in this direction.

ENHANCE CUSTOMER EXPERIENCE

From a consumer perspective, garden centres offering complete design and installation services may come as a relief. “Customers love to wander down colourful aisles, imagining their homes to be as lovely. But for most, that’s where it ends. They may try this plant or that but are not as pleased with the end result as they thought they’d be,” says Audriana VanderWerf.

And, rather than searching for a designer who can help them, and then finding a contractor to do the installation, clients can deal with one person from a garden centre they’ve learned to trust. “Clients love that they can deal with just me, and the designing, estimating, product selection and installation is taken care of,” she adds. “One name, one number to call.”

GardenWorks’ Greivin Gonzalez Chaves

TRANSIT AND TRANSIT CONNECT

THE RIGHT SIZE FOR EVERY BUSINESS. When you have the cargo capacity that  ts your business, there’s no limit to where you can go. Ford Commercial Vehicles have the right one for yours. The full-size Transit offers two wheelbases, three heights and three lengths. The compact and versatile Transit Connect delivers a car-like drive with cargo space to spare. Ford has something more: specialists who can help make choosing and uptting the van you need for your business easy. We’re sure you’ll like the sound of that.

FORD.CA/BUILTFORBUSINESS

2018 TRANSIT CONNECT

2018 TRANSIT

• Max. cargo space 128.6 cu ft‡ • Max. payload 1,630 lbs‡‡ • 2 side door & 2 rear door options • Cargo & passenger congurations

• Max. cargo space 542.2 cu ft* & max. towing 7,500 lbs** • Available 3.5L EcoBoost® & Power Stroke® Diesel engines • 2 wheelbases, 3 heights & 3 lengths • Up to 64 cargo & passenger congurations

Vehicle(s) may be shown with optional equipment. *Maximum cargo volume with front passenger seat removed on Transit Long Extended Wheelbase High Roof Van. **Maximum conventional hitch trailer towing capacity (when properly equipped) for Transit 150 RWB Low Roof Van / 250 RWB Low Roof Van / 150 RWB Medium Roof Van / Transit 250 RWB Medium Roof Van, with 3.2L I5 Diesel engine, 3.73 ratio, and 13,500 lbs GCWR. ‡Maximum cargo volume behind rst row with no 2nd or 3rd row seats on Transit Connect Van. ‡‡When properly equipped. Maximum payload with Transit Connect Van. Cargo and load capacities limited by weight and weight distribution. ©2018 Ford Motor Company of Canada, Limited. All rights reserved.

GardenWorks Gonzales Chaves offers an in-house design service that helps customers achieve their goals.

might buy from, he’ll negotiate the contracting fee to make it more financially equitable overall for the contractor. That may mean a lower revenue stream to the design division, but it benefits the company’s total revenues by keeping plant sales in-house.

MANAGE THE PROJECT

agrees. An in-house design service helps customers achieve their goals from beginning to end, he says. And although his design department created 180 designs last summer and installed only 20 to 30 of these, he maintains it’s just as important to build a relationship with the DIY design customers. That’s why GardenWorks offers a 50 per cent-off coupon for plants these customers buy from the garden centre to complete their GardenWorks designs. And although that revenue flows through the garden centre tills instead of the design department, he regards the transaction as another important step in building a relationship with customers.

At Broderick, the dynamic is reversed.

Landscaping was the main family business, and the garden centre has expanded, partly to supply the burgeoning landscaping business, which now accounts for half of overall

Broderick’s Paul and Kim Olson created a retail offering to supply their expanding landscaping business.

14 | SEPTEMBER 2018 | LANDSCAPE TRADES

revenues from the combined garden centre and crafts and quilting departments. “It works both ways,” Kim explains. Garden centre customers may come in for plants and find out about landscaping services, while customers who come in to talk about laying a stone patio or installing an irrigation system may discover how much plant material is available in the garden centre. So, customers of one part of the business often become consumers of the other, providing growth for both sectors. “When we can offer that full service deal,” says Kim, “it makes it more attractive for people.”

Whether a garden centre has its own crews, like Bradford and Broderick, or it contracts out to local landscaping companies, as is the case with GardenWorks, our experts agree that managing projects well is vital to their success. “If the designer isn’t a project manager,” explains VanderWerf, “perhaps the foreman is, or a third person, but it’s a necessary role.” When an experienced 14-year employee left Broderick this summer, Paul Olson couldn’t have managed all the projects the company had on-the-go without software he discovered at a trade show earlier in the season. It handles work orders, quotes, work crew assignments and timesheets, al-

SUPPORT RETAIL OPERATIONS

Overall operations are enhanced through synergies between the garden centre and design/installation businesses. Although Audriana at Bradford isn’t restricted by what’s in stock at the garden centre, she works closely with buyers to find the right plants for her clients’ designs. “But it works both ways,” she says. “If a section is overstocked, I can help move the product through my designs.”

At Broderick, Paul has expanded the scope of supplies sold through the garden centre, especially the hardscaping materials he needs for his landscaping projects. “Because we have a retail operation and we’re in a small market, the suppliers set us up not as a contractor but as a distributor,” Paul explains, which has the advantage of higher markups.

Greivin at GardenWorks encourages sub-contractors to purchase plant material from the garden centre. When prices fall short of the wholesale sources contractors

Audriana VanderWerf, lead landscape designer at Bradford Greenhouses Garden Gallery, says the crew needs to be experienced to bring the design to life.

lowing Paul to oversee operations from his smartphone. “It’s been a huge savings,” he says. “Having the right tools, whether mechanical or electronic, makes such a difference in your production.”

The second key to operational success is quality workmanship, says Audriana. “The installers need to effectively bring the design to life, and this means the crew should be experienced and diligent to represent the design and the company well.” For Greivin at GardenWorks, where the installation is contracted out, this means being very selective. He interviews prospective landscapers, examining three of their projects and talking to their clients. Once on the approved list, installers have an opportunity to bid on

TM

Nepeta ‘Cat’s Pajamas’ PPAF CPBRAF

Purr -fection

This new Catmint hybrid is purr-fect. Compared with ‘Cat’s Meow’, this perennial blooms about 2-3 weeks earlier and is about half the size. With blooms all the way to the ground and exceptional rebloom, ‘Cat’s Pajamas’ is perfect along the front of the border. Zones 3-8.

See what’s new at WaltersGardens.com today.

P: 888.WALTERS (888.925.8377) | F: 800.752.1879 | E: sales@waltersgardens.com © 2018 Walters Gardens, Inc.

At Broderick, social media has proved a successful marketing tool, with one design receiving 1,600 views on Facebook.

GardenWorks projects. Greivin may receive eight to 15 bids, depending on the size and nature of each project. From these bids, he presents three to the client. “Customers always want the lowest cost,” he says, “but I try to recommend companies based on comfort with the project and the client.” Once selected, Greivin oversees the project, ensuring that all aspects are carried out to the satisfaction of both the client and the installer.

“I build relationships. We become a family.”

GET THE WORD OUT

DELIVERING SUPERIOR SOD AND QUALITY SERVICE #1 Kentucky Bluegrass • Low Mow • Extreme Fescue • Premium Bentgrass * Custom grown sod available * Large or small rolls

Marketing the design and installation service takes many forms, from targeted e-blasts and social media to more conventional printed flyers and in-house signage. At Broderick, social media has been the best method by far.

“We posted a photo of a firepit on Facebook that we designed for a private residence at a nearby cottage resort and got 1,600 views,” says Kim. “That’s very significant in a town with a population of 2,500.”

At GardenWorks, free 20-minute instore consultations offer a way for customers to get to know the company and its services. “Be friendly, be you, be trustful,” says Greivin. “People need to feel safe and see what you can do.” Building this trust is key to success, he says.

DO THE RESEARCH

REAL GRASS IS BETTER! HEALTHIER!

Before launching a design/build service, our experts’ advice is to do your research. “Go to landscape shows where you can rub shoulders with suppliers to see what’s new,” advises Broderick’s Paul Olson. Read magazines and look at Pinterest, he says, to find out what people are looking for. Bradford’s Audriana VanderWerf recommends asking, “What is the demand? What are the demographics?”

Just as important is hiring the talent. Are knowledgeable and experienced designers and installers available? “You can’t do it all yourself,” says Kim Olson. But the seasonal nature of the business may be one of the toughest hurdles to a successful operation.

Once you have the talent, think about how to handle the down times of the winter months.

Rather than bemoaning the challenging retail environment, all three of our companies are generating new sales by expanding service, and putting customers first. LT

Phone: 877-727-2100 17525 Jane St. | Kettleby, Ontario | L7B 0J6

16 | SEPTEMBER 2018 | LANDSCAPE TRADES

www.zandersod.com

Lorraine Flanigan is a Toronto-based garden and horticulture industry writer.

16 | SEPTEMBER 2018 | LANDSCAPE TRADES

Unleash your

CREATIVITY Your clients rely on you to show them what’s possible.

UNLEASH YOUR IMAGINATION with Unilock pavers and walls to create brag-worthy, one-of-a-kind outdoor spaces that build your company’s reputation for style and quality.

The stunning driveway and front entrance pictured above features Richcliff ® Dawn Mist, Courtstone ® Basalt and Senzo™ star accent.

Only Unilock offers EnduraColor™ Plus Architectural Finishes.

The modern, yet elegant look of Richcliff® will add a touch of class to any landscaping project. Its realistic embossed surface texture is cast from hundreds of natural stone surface textures to ensure a random natural appearance and is up to four times stronger than ordinary poured concrete, making it an ideal choice for any application.

Learn more about how Unilock products can help your projects stand out - Local territory managers in your area are only a phone call away.

UNILOCK.COM

|

1-800-UNILOCK

Download our 2018 Design Ideas Catalogue UNILOCK.COM

managementsolutions

Looking for motivated staff?

Define opportunities

Now, more than ever, attracting and keeping good people is the #1 problem for landscape owners. Work is everywhere, but there are just not enough experienced, skilled people to meet the demand. It’s more important than ever to break your traditional hiring cycle, and build a company that creates opportunities.

BY MARK BRADLEY

be an extremely powerful competitive advantage, if you can turn an industry weakness into one of your company’s greatest strengths.

“ If opportunity doesn’t knock, build a door.”

— Milton Berle

The problem Our industry faces significant labour challenges. Our average wages are lower than other trades. We don’t attract enough good, young talent out of schools. Most companies are small businesses working without a plan, with no clearly articulated opportunities for advancement, and no formalized training. Many can guarantee steady pay for only eight months of the year. Turnover is high. The work is hot, cold, wet, and dirty — sometimes all at once. No wonder it’s hard to find people who want to commit their futures to our industry.

Most companies lie down and play victim to labour problems, but every company has a choice. A select few seize this opportunity to differentiate, and improve themselves. The “labour problem” can

Build a door of opportunity During performance reviews at our own company, it became obvious we lacked a system for employees to envision how they fit in.

We commented on things they did well, and things they needed to improve. Then came questions we did not have good answers for: “When will I be re-evaluated? What can I do to get to the next level?

What kind of pay range does this position make? Where can I get training?” There was motivation to improve, but we had no structure in place, so that motivation quickly turned into frustration.

We set to work to create a career ladder system that defined opportunities and the criteria required to move up the ladder. There

$24/hr.

$22/hr.

$20/hr.

$18/hr.

$16/hr.

$14/hr.

Incoming new employees Use an opportunity tree chart to help staff visualize paths to grow in their careers, and how taking on more responsibility will affect their wages.

The wages and positions in this sample are meant to illustrate, not as a model.

18 | SEPTEMBER 2018 | LANDSCAPE TRADES

THE WORLD’S BEST-SELLING GARDEN HYDRANGEA. BOOM. (Or should we say bloom.)

managementsolutions were five main steps to implementing the system.

STEP ONE: Define the roles. Identify positions within your company as an opportunity tree. Even if you had no formal positions before, draw out what they would look like. If they are not clear to you, imagine how your staff feels about opportunities with your company. Make it look like a flow chart or an org chart — something people can visualize. Use it for new and current hires to illustrate opportunities available to them.

STEP TWO: Define responsibilities for each role. Clearly spell out the responsibilities owned by each role or employment level. Level B labourers must have these skills/training in place, Level A laborers require these additional skills. Put the company’s expectations in writing, to give staff a clear roadmap to success. This will serve your staff and your company well. If there is a cost to some of the training, ensure you articulate how training expenses will be covered. For example, you might pay for the course, but not the time spent. Specify circumstances, such as successful completion of the course.

STEP THREE: Set a pay grade for each role. Set fixed wage floors and ceilings for each role. Ceilings motivate employee development better than seniority. An A-Level labourer should eventually hit a wage ceiling. In order to earn a raise, it will be clear they must develop the skills necessary for the next role up the ladder. This is far more effective than raises based on tenure or, even worse, based on an ultimatum.

“ To create a Destination Company (that attracts and retains great employees), it’s critical to allow employees to have ownership in your company, of their roles, and in their day-to-day tasks. I call this Shared Leadership. It is as simple as letting employees set their own schedule and can be more strategic, such as involving them in setting up an incentive program and deciding on future direction. The more ownership they feel, the more pride they will have — and the more personal accountability they will display. When it feels like their company, they will fight to win!” — Jeffrey Scott STEP FOUR: Align your goals. I believe strongly in employee incentives, especially at the foreman level. Hourly wages are necessary, but if we really want to inspire performance, we must create incentive systems that reward staff for achieving company goals. Keep your goals objective. Bonuses given without transparent calculations are forgotten faster than they are spent. Objective goals are based on criteria such as beating sales or production targets, beating estimated hours or beating a target Sales-to-Wages ratio (total sales divided by total wages).

STEP FIVE: Stick to it. You need regular feedback and reinforcement. Schedule performance reviews at least once a year with writ20 | SEPTEMBER 2018 | LANDSCAPE TRADES

ten objectives, and give your staff a copy. Review wages only during scheduled performance reviews, which helps stop spontaneous raise requests! Share information, like how the company is doing relative to bonus or incentive goals. Discuss it in meetings. Put a chart on the wall at the shop. Without regular reinforcement, this will be just another change that didn’t work.

The results Better hiring. Your opportunity tree diagram is a great tool when you’re hiring! Pull it out and show prospects the opportunities for growth in your company. You will excite the right kinds of employees, and drive the wrong kinds to find work at less serious companies.

Better motivation. Without an opportunity system, staff will lack drive and motivation. Visible opportunities, clear criteria, incentive systems and wage ceilings work together to provide strong incentives for improvement.

Better culture. Raises and promotions are earned on objective criteria, not subjective feelings. Expectations and results are clear.

Better accountability. You’re putting responsibility on your employees to develop themselves. You have provided the framework, and it’s up to your staff to take advantage of it.

Better responsibility. Delegate work more easily by making certain roles and responsibilities part of your opportunity criteria.

Inspire others to sweat the small stuff, so you can focus on the big picture.

Better profit. Worried about higher costs due to raises? Consider this: A raise of $1 per hour costs about $12 a day after taxes, etc.

If that employee is 10 per cent more productive as a result of their training, your culture, their experience and attitude, they’ll add between $40 and $100 more revenue each day. That’s a great return on your $12 investment.

Defining opportunities for your staff is not just an investment in your people, it’s an investment in a sustainable and consistently profitable business for you. Hiring for key positions off the street is like handing the keys to your business to a stranger. It’s how so many businesses get stuck making the same mistakes and having the same problems all over again. It’s why so many owners have difficulty pulling themselves out of day-to-day operations.

If you want better, more motivated staff, give them something to get motivated about. Hourly wages and random raises won’t cut it for this generation. Show your staff the opportunities available to them. Help them take on more responsibilities and more important roles. Build better staff, a better company, and turn an industry LT weakness into a competitive advantage — all at once.

Mark Bradley is president of Ontario-based TBG Landscape and the Landscape Management Network (LMN).

a ys w l a nd a l l i t S d to e t a d edic

Learn more about how Fafard products can help you stand out.

Sales representatives are only a phone call away 1. 800. 561. 5204 / www.fafard.ca

Ž TM used under license by Scotts Canada Ltd.Š 2018 Scotts Canada Ltd. World rights reserved.

Ga

s e r t n e C n e d r

roadtosuccess

Young people and our trade

BY ROD McDONALD

I have no worries about our young people today. Our future is secure with them. That is a very strong statement, and yet it is one that I stand by.

For as long as we have existed, as the human race, there have been those who predicted dire times ahead as, “Young people just don’t want to work hard anymore!”

Similar phrases have been continually mouthed, about the next generation. My mother, when frustrated by her children (read me), would mutter, “When I was your age I didn’t dare talk back to my parents the way you do today.” At the time, she did not hold out much hope for my future. Lippiness aside, I somehow managed to start a business, work hard, buy a house and raise a family.

I tried, somewhat unsuccessfully, not to let my mother’s voice be reincarnated into my body as I raised my own children. On one occasion the boys would not settle at bedtime. I shouted up the stairs, “If you are not in bed within the next two minutes, I am coming up there and you don’t want me coming up there. This is your final warning!” My five-year-old’s voice came back, “That is the fourth time you said it was your final warning.” Sigh. Big sigh.

Having grown up in the ’60s and listened to Richard Nixon and Spiro Agnew decry the youth of the day as being a mass of unwashed hippies, their predictions of imminent doom were left unfulfilled.

The unwashed mass actually got jobs, started businesses, bought houses, had families, and life carried on as it always has. Sadly, after having been denigrated by the old fogies 50 years ago, my generation feels it is now our turn to complain. We have become the next set of old fogies, in spite of our proclamations it would never happen.

God help us.

My point is simple: The laments and the predictions should be shelved. And if any, by chance, prove to be true, we have failed in our responsibility to teach and to pass along skills and knowledge.

To shift gears from us humans, but staying along the generational issues, I was watching a National Geographic show on killer whales.

It showed a pod of adult killer whales teaching a juvenile how to hunt. The adult hunters actually dislodged a seal from an ice floe and then promptly returned the same seal back to the ice. The killer whales did not kill the seal. It was strictly instructional, teaching the next generation hunting techniques. Wow! These techniques are not innate. Rather they are learned behaviours that require instruction.

My point is still simple: If killer whales need to teach the next generation, then so do we.

At my garden centre, we employed 15 high school students each 22 | SEPTEMBER 2018 | LANDSCAPE TRADES

I am teaching 12-year-old Ashland how to maintain flower beds. Her parents own Cedar Creek greenhouse, where I work part time. She is an excellent worker. When she cleans the greenhouse, it is up to my standards.

roadtosuccess spring season. We tried to keep it balanced with five Grade 10s, five Grade 11s and five Grade 12s. Each year students were with us, we increased their responsibility, and part of the Grade 12 responsibility was to teach the Grade 10 students. We used the high school students as our runners, our quick feet. They were great at customer carryout service, they were excellent at running to the back of the compound to restock an item and so on.

I got compliments from customers on the service they received from our high school students. I love compliments. One woman asked, “Where do you find such polite students?” My answer surprised her.

I said: “We don’t find them. We train them to be polite.”

People do not automatically know how to work in retail, any more than a juvenile killer whale knows how to hunt. They have to be taught. The students received instruction on how to talk to customers. The basics, such as saying, “Allow me to carry that to your car for you,” instead of asking, “Do you want carry out service?” To me, carry out service is not an option. Everyone sells products. We, us independents, sell service, something that people are starved for in this age.

We instructed our high school students that “huh” was never an appropriate response. We insisted on a “pardon me?” Teaching is part of our job as older members of this trade, this tribe. I get it, especially after the time a student, his first day on the job, said to me “okay dude.” Uh…I won’t suggest that I threatened a 16-year-

“ Attitude is everything. Skills can be taught but attitude, especially a positive one, is either there or it is not. That statement applies to all employees at any age.” old, but I was quite implicit that he never call me “dude” again. And he didn’t. He was a good kid, only needing the rough edges ground down. Students need training on how to work retail. It is foolish to think that young people, on their first day of work, can be thrown into the line of fire with no guidance.

When I was 15, one of the things I detested about working for some adults was being treated as nothing more than a strong back and a weak mind. As an adult, I resolved to explain to young people how important they were to the garden centre’s operation. “When you carry out a customer’s purchase to his or her car, you are being our good will ambassador. You are the last impression they will have of our place, so make it a good one.” Most of the students got it that I valued their work. A few didn’t, and sometimes they were just not 24 | SEPTEMBER 2018 | LANDSCAPE TRADES

ready. Attitude is everything. Skills can be taught but attitude, especially a positive one, is either there or it is not. That statement applies to all employees at any age.

In the last five years, I have been working with a handful of young people, training them in the world of horticulture and gardening.

They have been as young as 12 (a friend’s daughter) and as old as 25. Each one has talent and ability. I teach them the basics, those important lessons, and I ask them the next day, to repeat what they had been taught. I smile as a 16-year-old tells me, “The broom is the first thing we load onto the truck, as we are in the beauty business, not the landscaping business.” Cleaning up after ourselves is important to the customer, and greatly appreciated. Once young people understand that sweeping is not a chore, rather a part of creating beauty, then they will carry that task out with diligence.

Each young person we train needs to understand the why of each task, not just the how. As we teach students how to dead-head geraniums, we should also explain how the task will enhance blooms in a week’s time.

Training young people in the work process, how to serve customers and how to maintain flower beds, is important for them and it is important for us. We need skilled and talented employees. If trained properly, young people will not only make our lives easier, but they will make our businesses more profitable. If we water the plants in our greenhouse, fertilize them and generally take good care of them, then we should take good care of our young employees. After all, they are an asset, a value to us.

My beloved mentor taught me life lessons as well as horticultural lessons. Lessons that have stayed with me for 40 years, and have helped me be successful in this trade of ours. Pass along your lessons to the young people, and those students will help you to stay on the LT 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.

Back to Back in the Battle Against Weeds

The fast-acting duo for landscape weeds

Lawn Weed Killer For Turf and Lawns

Grass Weed Moss Algae Killer For Hard Surfaces

NeudorffPro.com © 2016 Neudorff North America

legalmatters

Bonds in construction, Part 1

BY ROBERT KENNALEY AND JOSH WINTER

Bonds are used in construction to provide the recipients of the bonds (and others) with security that certain obligations will be met. It is important to understand, as a starting point, that bonding agreements differ from insurance contracts. Insurance contracts are between two parties (the insurer and the insured), while bonding agreements involve three parties: the “surety” (the bonding company), the “obligee” (usually the owner of the project) and the “principal” (the contractor or subcontractor who posts the bond).

Where bonding requirements are in place, the principal is required to provide a bond to the obligee as a condition of bidding for or entering into a contract or subcontract for a project. Upon approved credit worthiness, the principal obtains the bond from a surety in exchange for the payment of a premium and some form of security. The bond in turn secures some or all of the principal’s obligations under an underlying tender document, contract, subcontract or payment obligation.

SCOTIABANK CONVENTION CENTRE

NIAGARA FALLS OCT 3&4 2018 @CdnGreenhseConf

www.CanadianGreenhouseConference.com

26 | SEPTEMBER 2018 | LANDSCAPE TRADES

Contractors and subcontractors who wish to obtain bonding support from a surety must apply in much the same way a company would apply for credit from a bank. In assessing the application, the surety will establish the credit worthiness of the applicant. The surety will set up a credit file, perform credit checks with banks and suppliers and underwrite the financial statements for the applicant, usually looking back at least three years.

The surety’s underwriter typically requires the applicant to provide detailed information about the company and its operations, including an organizational chart, financial statements of the major shareholders of the company, financial statements of companies related to the applicant, the contractor’s budget for the current or forthcoming year, a listing of accounts receivable and payable, work-in-progress reports, the applicant’s plans with respect to continuity and succession, the résumés of key personnel within the company, the terms and conditions of loans, leases or lines of credit held by the applicant.

In reviewing the application, the surety will generally consider the quality, quantity and frequency with which the applicant keeps and maintains its financial records, the profitability of the company, the ratio of the company’s debt to equity and any financial changes which have occurred over the last several years. In addition, the surety will generally consider the applicant’s general reputation in the industry, how long the applicant has been in business and the extent to which the applicant has been successful on previous projects. The surety will also generally look at the quality of the applicant’s field superintendents and at the health of the projects that the applicant has on the go at the time of the assessment.

The surety will then usually require the applicant to provide security for the bonding support. Generally speaking, the surety will require the applicant provide personal indemnities from its related companies and/or shareholders. The surety will also generally require that the applicant (as principal) allow the surety to step in under a performance bond to claim the balance of contract funds owed to the principal in the event of a default. The type and value of the indemnities required may be changed by the surety over time, as the credit worthiness and general financial health of the applicant changes.

Once the surety determines the applicant is credit worthy for bonds and has acceptable indemnities in place, the surety will generally set up a program for the applicant based on single job limits. If a $5 million single job limit is established, for example, the applicant would be entitled to support for a contract of up to $5 million. The next stage in the bonding support involves aggregate limits, which place a limit on the total value of work that the applicant may undertake at any one time and still be entitled to bonding support. The limits may, of course, change over time.

26 | SEPTEMBER 2018 | LANDSCAPE TRADES

Where a surety makes payment further to a claim under a bond, the surety will have the right, subject to certain defences, to recover those amounts paid, plus costs, from the indemnitors. Indemnitors may then raise defences to the surety’s claim, which defences might include: that the surety failed to mitigate its losses, that the surety has breached some duty owed to the indemnitor and that the surety has not properly proven that the amounts paid under the bond were necessary or in accordance with the bond in question.

Once a surety program has been set up for an applicant, the surety will require that the applicant under the program provide regular and ongoing financial disclosure as a condition of bonding support. This requirement generally includes, at a minimum, the provision of annual audited financial statements. Statements may also be required on a quarterly or monthly basis, depending on the needs of the surety.

The surety will generally consider each individual request for bonding on specific projects. In addition to determining whether or not the bond request exceeds the limits established for the program, the surety will also generally review the risks associated with the project in question. The surety will require information relating to the obligee, the type and location of the project, the projected completion date for the project, the maintenance warranties and holdbacks and the percentage of the applicant’s work that is to be subcontracted. The surety may also request, if available, the bid prices of those who were not successful in tendering the project.

In many circumstances the information which the surety requires in relation to a bonding request can be provided to the surety through

or on the advice of a broker who, like an insurance broker, acts as the liaison between the applicant and the surety. The broker receives a commission from the surety on the premiums paid by the principal.

The use of a broker can be very beneficial, as the broker is in a position to understand the applicant’s business and finances as well as the specific requirements of the surety. In addition, the broker may be able to put the applicant together with a surety whose products best meet the needs of the applicant.

Once the surety decides to provide a bond, the surety will determine the premium to be charged to the principal. The premium is generally determined as a function of the value and duration of the contract which is supported by the bond. In our next column, we will review the various types of bonds available, and their role in LT construction.

Robert Kennaley and Josh Winter practice construction law in Toronto and Simcoe, Ont. They speak and write 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.

Atlas Polar QuAlity EdgE

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

Atlas Polar

it’s all a Bout Quality

TM

1.888.799.4422

Find the Moffett Forklift that’s right for your job at www.atlaspolar.com SEPTEMBER 2018 | LANDSCAPE TRADES | 27

industrynews Alberta stages Green Industry Show Landscape Alberta’s Green Industry Show and Conference will take place on Nov. 15 and 16 in Edmonton. Over 140 exhibitors will participate in the trade show and organizers will deliver 24 pro-level education sessions.

Nursery producers are planning a live and silent auction on Nov. 14. Visit www.green industryshow.com for details.

Leadership transition at Sheridan Nurseries After five decades, Karl Stensson, CEO and President of Sheridan Nurseries, recently announced he will step down. Throughout his career, Stensson has been a passionate industry supporter, serving as president of both Landscape Ontario and the Canadian Nursery Landscape Association. Stensson will continue in a reduced capacity as Vice Executive Chairman

and Director of Brand Integrity for Sheridan.

“It has been an honour to have worked with so many talented and dedicated people at Sheridan to help the company grow into the leader that it is today,” Stensson said. Colin Cruji will succeed Stensson as President and CEO. He has served as Senior Vice-president of Canada Bread Co., and holds an Executive MBA from the Richard Ivey School of Business at the University of Western Ontario. Founded in 1913, Sheridan operates eight garden centres and is one of Canada’s largest nursery growers.

HortEast set for Truro, N.S. The annual HortEast Trade Show and Conference runs Nov. 27-28 at the Rath Eastline Community Centre in Truro, N.S. HortEast is geared towards people who have an interest in the landscape industry in Atlantic Canada and surrounding areas, focusing on seminars and exhibits for landscape design, maintenance and

construction professionals, greenhouse and nursery operators, municipalities, tree specialists, garden centre operators, lawn care specialists, turf producers, and golf course professionals. The event offers the opportunity to network with new and old friends at social events (including a welcome reception and kitchen party), learn at pre-show workshops and conference sessions, participate in industry exams and visit over 50 exhibitors from across Canada. For full details, visit www.horteast.com.

Dynascape acquired

by EverCommerce EverCommerce of Denver, Colo., has added Dynascape to its portfolio. Dynascape software is widely used by landscape professionals; Mike Bosch and Kirk Ware grew Burlington, Ont.-based Dynascape to over 3,000 users.

Sales and marketing manager Joe Salemi will continue with the company. EverCommerce is comprised of 19 companies, including 14 in the field and home service sector.

Industry recognizes Landry

Karl Stensson

Landscape New Brunswick and Landscape P.E.I. honoured executive director Jim Landry with a Lifetime Recognition Award during the National Awards of Landscape Excellence on Aug. 15, 2018 in St. Andrews-by-the-Sea, N.B. LNB/P.E.I. president Karen Carrier made the surprise announcement near the beginning of the 15th annual NALE presentation, drawing applause from the 100 guests in attendance

Colin Cruji

A wide selection of natural stone and precast concrete products • Flagstone • Aggregates

• Masonry products • Bulk/bag road Salt

• Interlocking • Retaining walls

• Cultured stone • Accessories

• In-Lite LED Lights • Kichler LED Lights

Your one stop shop for Natural Stone & Cultured Stone Veneers www.beavervalleystone.com

t: 905-886-5787 or t: 416-222-2424

Main Office & Yard: 8081 Woodbine Ave. SE Corner Woodbine/407 Office & Yard: 125 Langstaff Rd E., SE Corner Yonge/Hwy 7-407 Manufacturing Plant: 12350 Keele St., Maple

28 | SEPTEMBER 2018 | LANDSCAPE TRADES Date:

Jul 11, 2018

We Deliver!

Follow us on

Follow us on

@BVSLimited

beavervalleystone

CANADA’S PREMIER GREEN INDUSTRY TRADE SHOW AND CONFERENCE

JANUARY 8,9 & 10, 2019 TORONTO CONGRESS CENTRE, TORONTO, ONTARIO

FEATURING GARDEN EXPO AND FENCECRAFT

10 ACRES OF EQUIPMENT, PEOPLE AND PRODUCTS UNDER

ONE ROOF

ISYMPOSIUM P M DESIGNERS LANDSCAPE

TORONTO

CONFERENCE

CONGRESS CENTRE DELTA HOTELS TORONTO AIRPORT

WARMUP MONDAY JANUARY 7 LOCONGRESS.COM

industrynews and a shocked expression from Landry, who was on stage as a co-MC of the event.

“As ED for LNB/PEI, Jim Landry is well known for keeping the momentum going,” Carrier said. “He is always there to assist Jim Landry and even push us when we need that extra infusion of encouragement to keep moving our industry forward. In addition to lending an ear to member concerns and organizing events that bring our tradespeople and suppliers together, he has also been instrumental in promoting the Red Seal Apprenticeship program in our provinces. Even when we think a block may not move forward in a given year, Jim pushes on and returns to us with a big smile and a sigh of relief as he successfully exclaims that we have once again managed to secure enough “bums in seats” to run the program.”

Carrier also noted Landry’s involvement in numerous charitable causes, including the Vimy

30 | SEPTEMBER 2018 | LANDSCAPE TRADES

Oaks project, Pink Days in Bloom and National Tree Day.

Spring Meadow supports breast cancer research Spring Meadow Nursery has surpassed its $1 million fundraising goal for breast cancer research. The Grand Haven, Mich.-based company launched the Invincibelle Spirit Campaign in 2009, donating one dollar from every Invincibelle Invincibelle Spirit and Invincibelle Spirit II (pictured) hydrangea sold to the Breast Cancer Research Foundation.

The company also promotes Pink Day marketing events, hosted by independent garden centres across North America. Spring Meadow plans to continue fundraising for BCRF into the future through sales of the Proven Winners ColorChoice Invincibelle Spirit II hydrangea and special fundraising events.

AAS releases annual report All-America Selections (AAS) released its 20172018 Annual Report reflecting the group’s recent activities. For the past eight years, AAS has prepared a yearly statement of organizational updates including those of sister organization National Garden Bureau. Key points in this year’s report include implementation of the new Ambassador programs, continuing financial health of AAS, details of the newest AAS winners, social media successes and how the industry can utilize the platform, and an update on the NGB. View the full report at all-americanselections.org.

NGB announces plant promotions National Garden Bureau, the nonprofit organization promoting gardening in North America on behalf of the horticulture industry and its members, is pleased to announce the four plant classes that will be featured in the 2019 “Year of the” program: for the bulb crop, 2019 will be the Year of the dahlia; for annuals, 2019 will be the Year of the snapdragon; for edibles, 2019 will be the Year of the pumpkin; for perennials, 2019 will be the Year of the salvia (nemorosa and others).

The “Year of the” program chooses crops specifically for the North American market that are easy to grow, genetically diverse, and with a lot of new breeding to showcase.

Breeders, brokers, seed companies, growers and garden centers throughout the U.S. and Canada are urged to highlight these flowers and plants when planning their marketing for the 2019 season as the publicity generated from this program is substantial.

Both members and non-members are encouraged to take advantage of the publicity this program generates by using the attached logos in their 2019 catalogs, websites, advertisements and other marketing materials. Visit ngb.org for full details.

LT 30 | SEPTEMBER 2018 | LANDSCAPE TRADES

CANADIAN SOLDIERS LIVE FOREVER

Join us in planting 2 million trees along the 401 Highway of Heroes, a tribute to the men and women who fought for Canada in our wars and a living memorial to the 117,000 who died for freedom.

CANADIAN SOLDIERS LIVE FOREVER

Joinour us in planting protecting 2 million treesthe along the 401 Highway Heroes, a tribute to the men and women You can participate in honouring military, environment andofbeautifying fought for Canada in our wars and a living memorial to the who died for freedom.

North America’s most travelledwho highway.

Visit hohtribute.ca or call 905-875-0021 to117,000 get involved.

You can participate in honouring our military, protecting the environment and beautifying North America’s most travelled highway. Visit hohtribute.ca or call 905-875-0021 to get involved.

Illustration by Rick Jacobson Illustration by Rick Jacobson

Proudly supported by

HoH_Magazine_vF.indd 1

Proudly supported by

12/20/17 3:48 PM

cnlanews CNLA salutes national award winners The 15th annual National Awards of Landscape Excellence took place on Aug. 15 at the Algonquin Resort in St. Andrews, N.B. Some 100 landscape and horticulture professionals attended to celebrate the 2018 national award winners, whose projects demonstrated the best of the best in landscape horticulture. Attendees CSL Group, Caterpillar National Award of Landscape Excellence had a chance to connect with the entire CNLA in Commercial Construction Board of Directors.

Awards were presented in five categories, along with the Garden Centres Canada award for Outstanding Retail Achievement, the Green for Life Industry award and the Green for Life Community Award.

The 2018 winners are: CSL Group of Ancaster, Ont., for the Caterpillar National Award of Landscape Excellence in Commercial Construction; Airo Landscapes of St. John’s, N.L., for the National Award of Excellence for Landscape Design; Aden Earthworks of North York, Ont., for the National Award of Landscape Excellence in Commercial Maintenance; Pro-Land Landscape Construction of Brampton, Ont., for the Caterpillar National Award of Landscape Excellence for Residential Construction; continued on page 34

Aden Earthworks, National Award of in Commercial Maintenance

Airo Landscapes, National Award of Excellence for Landscape Design

Great upcoming issues of Landscape Trades worth reading!

2017 NovemberNO. 9 39,

VOL. om etrades.c landscap

pping Process ma and empowers ms inspires tea Octob VO er

s Analyze job y bilit for profita

land L. 39, 2017 scap NO etra . 8 des.c om

pany Is your com t, an elephan ? or a mouse

Contr 7 draw acts, SPECIAL 201 and ings SS MANAGEMENT th BUS e laINE w Impr ov labo ing fiel ur ra d tios Prote Som ct yourse e clie lf: shou nt ld be s a fired! r crafted contracto

New daeyr, New own How one y transition l compan successfu

SS Jan. 9 e at CONGRE Up your gam

dd 1

November

ress.com -11 • LOcong

Nex PLAt spring’s NT

PM40013519

LT 2017.in

PM

400

19

201

7.in

dd

9:30:54

AM

STAR S

135

Octob

er LT

10/19/2017

1

Exclu pere sive ro u edib nnials, w ndup o f les c omin oody pla annuals , n g to Cana ts, rose da in s and 2018

9/20/2

017

12:32:

42 PM

October 2018 - NEW PLANTS November 2018 - BUSINESS ISSUE 32 | SEPTEMBER 2018 | LANDSCAPE TRADES

Landscape Excellence

Pro-Land Landscape Construction, Caterpillar National Award of Landscape Excellence for Residential Construction

Shades of Summer Landscaping and Maintenance, National Award of Landscape Excellence for Residential Maintenance

The Community Innovation Project at New Brunswick’s École secondaire Assomption and École secondaire de Rogersville was presented the Caterpillar Green for Life Community Award.

905-887-3404 / www.404stone.com / 2686 Stouffville Rd., Stouffville, ON L4A 2J4 SEPTEMBER 2018 | LANDSCAPE TRADES |

33

cnlanews Shades of Summer Landscaping and Maintenance of Waterdown, Ont., for the National Award of Landscape Excellence for Residential Maintenance; Dynascape for the Green for Life Industry Award; and Scott’s Nursery of Fredericton, N.B., for Outstanding Retail Achievement.

The Caterpillar Green for Life Community Award was presented to the Community In-

novation Project at New Brunswick’s École secondaire Assomption and École secondaire de Rogersville. Spearheaded by Claude Vatour, the CIP involves various student projects inside as well as outside of the schools in a variety of academic disciplines, including environmental science, woodworking, horticulture and landscaping, and industrial design.

These awards would not be possible without the help of sponsors. CNLA would like to thank

Want Superior Back Dragging Results?

WITH SCRAPE

MAXX

™

DOWN-FORCE.

Add the Scrape Maxx Down-Force Kit to any SnowEx® truck plow for maximum scraping power. It gives you the extra down-force to break through hard pack, especially when back dragging. Don’t cover the same ground twice—just double down with Scrape Maxx.

Available On All SnowEx Truck Plows.

Visit scrapemaxx.com

34 | SEPTEMBER 2018 | LANDSCAPE TRADES

Caterpillar, John Deere, Dynascape, Mark’s Commercial and Hort Protect for their support.

CNLA reviews LIC program changes The National Association of Landscape Professionals (NALP) has announced plans to reshape the Landscape Industry Certification (LIC) Technician exam for Hardscape and Softscape Installation, and Ornamental and Turf Maintenance modules. NALP owns the LIC program, and CNLA, via the provincial associations, is a licensee of the program. NALP is developing an online format that will replace the current hands-on and written testing formats.

Those who have already achieved certification will not be affected by these changes.

CNLA’s Professional Development Committee, with representation from the provincial associations, is evaluating the program change to determine whether it fits the needs of the Canadian landscape industry. CNLA and the partner provincial associations are committed to serving members by providing industry certification, and will continue to offer a certification program that is recognized and relevant going forward.

Current certificants, certification holders and certified individuals should continue to accumulate Continuing Education Credits (CECs) to ensure their certification does not lapse. For information on recertification, visit: https://cnla. ca/training/recertification/.

CNLA encourages in-progress candidates to participate in fall 2018 testing to continue on their path towards certification. Registration and a test schedule by province for the fall is available at https://cnla.ca/training/ exam-info/.

LT

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

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

newproducts Diamond grip tools Stanley Simulated Diamond Grip tools are made with industrial grade simulated diamond composite material, which helps reduce tool slippage and increases the life of the tool tips. The black phosphate coating adds non-corrosive protection while the ergonomic design and bi-material grips ensure comfort and easy manoeuvrability. The lineup includes pliers, screwdrivers and hex keys.

Stanley www.stanleytools.com

Jobsite jump-starter The Weego 66 delivers the power needed to get cars, trucks, tractors, and light-duty equipment moving again.

The four-in-one portable jump starter, made for 12 volt gas and diesel engine systems, jump starts with 2500 peak amps and 600 cranking amps. It is capable of bringing phones, tablets, laptops or other mobile devices back to life via 5 volt USB and 19 volt outputs, powers 12 volt portable accessories and provides ultra-bright lighting functionality with a 600-lumen dual LED flashlight.

Weego Portable Power www.myweego.com

Blade mounted dozer rakes New blade mounted dozer rakes from Solesbee’s offer an efficient solution for land clearing, raking brush, and piling trees and branches. The rakes’ c-curve design rolls brush and debris, making it easy to windrow material while minimizing the amount of dirt pushed with it. The rakes also feature an extended upright with multiple holes to easily mount on nearly any dozer blade without customization.

Solesbee’s www.solesbees.com

Mosquito protection system Compact articulating loader Designed for arborists, landscapers and snow contractors, Avant’s new 523 loader is smaller yet just as powerful, according to the company. The loader has lifting height of nine feet, a 1,750-lb. tipping load, optional heated LX cab and a new Kubota 22 hp engine with lower noise and less vibration.

NuTone has developed a permanent, odourless protection system called NuTone Haven, which provides a 440 sq. ft. zone of protection against all types of mosquitoes using four landscape fixtures.

NuTone www.nutone.com

Avant www.avanttechnousa.com

Shut-off valve for hand watering Dramm is replacing its lower-cost 35 Shut-Off with the new QAV Valve. The QAV improves durability and longevity, and the patent-pending single piece handle and ball design ensures the pieces can’t separate while providing increased strength.

Dramm www.dramm.com SEPTEMBER 2018 | LANDSCAPE TRADES |

35

newproducts Heated gloves Milwaukee Tool announces the new USB Rechargeable Heated Gloves. Powered by rechargeable Redlithium battery technology, the new gloves heat on-demand, providing up to six hours of run-time. Built to be worn both on and off the jobsite, the gloves are also designed with features to improve overall dexterity and mobility. Milwaukee www.milwaukeetool.ca

Jobsite cooler

Skid steer box snowplows

Dewalt expands its storage family with the addition of the ToughSystem Cooler. The new cooler has 27 quarts of storage space, five days of ice retention, and IP65 rating for protection against water and dust. The cooler can be stacked to any other ToughSystem module using the side latches, and is compatible with the ToughSystem Trolley, Dewalt Van Racking and Workshop Racking for stability and security during transit.

The durable, rubber-edged SK-R collection from Boss Snowplow offers quieter plowing operation and protection to sensitive surfaces. The SK-Rs offer the standard features of the SK box plow family with three new featured innovations: reversible rubber cutting edge, fixed attachment system that attaches easily to the skid steer attachment plate and articulating, heavy-duty wing shoes that maintain pavement contact on uneven surfaces and provide superior wear resistance.

Dewalt www.dewalt.ca

Boss Snowplow www.bossplow.com

LT

COIVIC

SPECIMEN TREES 5487 EIGHTH LINE

MILTON, ON

L9E 1A3

RESTORE

ORDER NOW 2 LOCATIONS TO SERVE YOU MISSISSAUGA: 3165 Unity Dr. 905-569-2055 HAMILTON/DUNDAS: 368 Mill St. 905-628-3055

sales@WPEequipment.ca

WPEequipment.ca 36 | SEPTEMBER 2018 | LANDSCAPE TRADES

AT COIVIC SPECIMEN TREES WE OFFER A WIDE VARIETY OF THE FINEST QUALITY PLANT MATERIAL. WE INVITE YOU TO VISIT OUR NURSERY AND SEE OUR HAND-SELECTED SPECIMEN PIECES.

T: (905) 878-9101

E: INFO@COIVIC.COM

F: (905) 878-9471

ONLINE AT: COIVIC.COM

events September 10-12, GLEE, Birmingham, U.K. www.gleebirmingham.com September 25, Snowposium 2018 Milton, Ont. www.snowposium.ca September 26-29, Communities in Bloom Seeds for the Future, Strathcona, Atla. www.communitiesinbloom.ca September 26-28, Canwest Hort Show, Abbotsford, B.C.. www.canwesthortshow.com October 3-4, Canadian Greenhouse Conference, Niagara Falls, Ont.. www.canadiangreenhouseconference.com October 16-18, The Green Industry Show and Equipment Expo, Louisville, Ky. www.gie-expo.com November 14-16, Fihoq Expo, Drummondville, Que. www.expofihoq.com November 15-16, The Green Industry Show and Conference, Edmonton, Alta. www.greenindustryshow.com November 27-28, HortEast Trade Show and Conference, Truro, N.S. www.horteast.com November 28-30, The Buildings Show, Toronto, Ont. www.thebuildingsshow.com December 3-7, The Irrigation Show and Conference, Long Beach. Calif. www.irrigation.org

advertisers where to find it COMPANY

Allstone Quarry Products Inc. 30

www.allstonequarry.com

Atlas Polar Company Ltd 27

www.atlaspolar.com

Bailey Nurseries 19

www.baileynurseries.com

Beaver Valley Stone Limited 28

www.beavervalleystone.com

Canadian Greenhouse Conference 26

www.canadiangreenhouseconference.com

Coivic Specimen Trees 36

www.coivic.com

Fafard 21

www.fafard.ca

Ford Motor Company of Canada Ltd 13

www.ford.ca

Hino Motors Canada 23

www.hinocanada.com

John Deere Limited 9, 39

www.deere.ca

LMN 10, 11

www.golmn.com

Neudorff North America 25

www.neudorffpro.com

Oaks Landscape Products

www.oakspavers.com

2

Permacon Group Inc 40

www.permacon.ca

PRO Landscapes by Drafix Software 32

www.prolandscape.com

SnowEx (TrynEx International) 34

www.snowexproducts.com

Stihl Limited

www.stihl.ca

5

Unilock Limited 17

www.unilock.com

Walters Gardens 15

www.waltersgardens.com

WPE Equipment (Windmill) 36

www.wpeequipment.ca

Zander Sod Co Ltd 16

www.zandersod.com

Post a job. Find a job.

landscape.jobs

Jan. 9-11, Mid-Atlantic Nursery Trade Show, Baltimore, Md. www.mants.com Feb. 12-14, National Invasive Species Forum, Ottawa, Ont. www.canadainvasives.ca

In partnership with

Jan. 8-10, Landscape Ontario Congress, Toronto, Ont. www.LOcongress.com

WEBSITE

www.404stone.com

Canada’s FREE online jobs website for the landscape industry.

2019

PAGE

404 Stone Limited 33

Jan. 16-18, The Tropical Plant International Expo, Fort Lauderdale, Fla., www.tpie.org LT

SEPTEMBER 2018 | LANDSCAPE TRADES |

37

mentormoment

The finest trade of all INTERVIEW BY ROD McDONALD

Hans de Jongh, president of Paridon Horticultural in Delta, B.C., is well known throughout Western Canada. Others in the trade describe him as sincere, personable and a true gentleman. He is all of those things and more. He is as sharp as a tack at assessing people and situations. His mind is always in full gear, trying to reinvent the wheel and make things better.

When you first meet Hans, you are impressed by his European charm and his positive attitude. Then you realize that you are talking to one of the finest salespeople within this trade — and this trade is filled with great salespeople.

Hans grew up in the horticultural business, working in the tulip fields near Alkmaar in Holland. His father was the legendary bulb salesman Bert de Jongh, who had travelled Canada extensively starting in 1948. Hans’s introduction to Canada was accompanying his father, and his dad Hans de Jongh would often say, “Canada is the land of opportunity.”

Arriving in Vancouver on his own in 1976, at the age of 21, Hans planned to stay only one year in Canada. Forty-two years later with an incredible career, a wife, two sons and hundreds of friends, he still lives here, just outside of Vancouver.

I met Hans at The Banff Trade Show in 1980, and we have been friends ever since. I asked him the following questions: Q. Do you have regrets for the life you chose in the horticultural trade?

A. Not at all. I started working in the flower bulb fields at age 13 and developed an interest in gardening at that time. It is still my number one hobby. I have a big yard and enjoy spending my spare time gardening. A large part of my job, nowadays, is looking for new products and searching for new suppliers. Being a gardener myself makes that job easy.

Q. In the insanity of the spring and the shipping/selling season, how do you keep your life balanced?

A. Two things: I decided I would not live on the nursery, and secondly, my wife insisted I would always come home at a decent time. It forced me to be a better manager by delegating more of my work.

Q. Do you ever see bulbs coming back into fashion as a fall seller?

A. I thought we would never sell air ferns or Tillandsias again, and here we are selling them. Right now bulbs are not in fashion. The typical garden consumer wants finished product.

They barely want to wait a few weeks to see results, let alone six months. Potted bulbs are still selling very well.

Q. What are your views regarding the box stores versus the independents?

A. When the box stores arrived in large numbers, starting in the 1990s, there was doom and gloom predicted. After the first year of Home Depot opening down the street from an independent, the small operator noted that whatever was special or new had sold well. The common varieties sat on the bench. An independent must continually find new products. Reinvent their stores.

At one time, my company sold bulbs as a mainstay and yet we have not sold a bulb for almost 10 years. We have had to find different niches in the marketplace.

Q. What are some of the ways you learned to handle difficult customers?

A. Don’t argue with them. Listen to their problems and find a quick solution. Why argue over $100, if the customer buys $10,000 per year? We only have a limited amount of customers.

Q. Do you agree that this is the finest trade of all?

A. I agree. After more than 40 years in this industry, I still enjoy going to work every day. It helps that we have great customers, many second- and third-generation. But above all else we have a great team, most of them being with the company for years.

In order to keep good people you have to treat them well. Treat LT people with respect.

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

38 | SEPTEMBER 2018 | LANDSCAPE TRADES

Come see the latest addition to our ZTrak Pro lineup, Booth 1110 at the Green Industry Expo, October 17–19, 2018.

Be among the first to know. Sign up at JohnDeere.ca/FirstToMow

74211

NE W A RRI VA L

TIMELESS MELVILLE COLLECTION

MADRIA SLAB TM

The new Madria slab, enhanced by Satura, perfectly combines the robustness of concrete and the delicacy of whitewashed wood grain with patina. Available in Cerus Grey and Nucari Brown, two nuanced colours in line with current and future trends in outdoor design.

To learn more, visit PERMACON.CA