Landscape Trades September 2019

September 2019 VOL. 41, NO. 7

landscapetrades.com

A design pro on retail layout Look out for Resulting Damage contract clauses Career reflection: Ellen Ruddick

MILLENNIAL

mindshift

Retailers embrace a thoughtful new cohort of staffers and customers

PM40013519

RETAIL FOCUS 2019

GREYFIELD, SMOOTH

NATURAL, SMOOTH

TIMBERWOOD, SMOOTH

Tame any tough space.

GREYFIELD, SPLIT

NATURAL, SPLIT

TIMBERWOOD, SPLIT

Steep, sloping terrain can be difficult to tame without the right materials for the job; and sometimes you just need a little help selecting the right product.

That’s exactly why Oaks Landscape Products developed the Proterra™ wall system. This engineered retaining wall ensures a stable structure, even in a true vertical installation with its patent pending M-Lock technology, while providing stylish options in colour and texture. When your design calls for steps, Proterra™’s modular units are the ideal choice or Oaks Aria Step system is designed to complement Proterra™ wall perfectly.

OAKSpavers.com | 1.800.709.OAKS (6257) |

Contents

SEPTEMBER 2019 VOL. 41, NO. 7

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

ASSISTANT EDITOR Scott Barber | sbarber@landscapeontario.com ART DIRECTOR Kim Burton | kburton@landscapeontario.com LANDSCAPE ONTARIO MAGAZINE EDITOR Robert Ellidge | rob@landscapeontario.com MULTIMEDIA DESIGNER Mike Wasilewski | mikew@landscapeontario.com ACCOUNTANT Joe Sabatino | joesabatino@landscapeontario.com ACCOUNT MANAGER Greg Sumsion | gsumsion@landscapeontario.com COMMUNICATIONS COORDINATOR Angela Lindsay | alindsay@landscapeontario.com ADVISORY COMMITTEE Gerald Boot CLM, Laura Catalano, Jeremy Feenstra, Mark Fisher, Hank Gelderman CHT, Marty Lamers, Bob Tubby CLM, Nick Winkelmolen, Dave Wright Landscape Trades is published by Landscape Ontario Horticultural Trades Association 7856 Fifth Line South, Milton, ON L9T 2X8 Phone: (905)875-1805 Email: comments@landscapetrades.com Fax: (905)875-0183 Web site: www.landscapetrades.com LANDSCAPE ONTARIO STAFF Darryl Bond, Amy Buchanan, Tony DiGiovanni CHT, Denis Flanagan CLD, Cassandra Garrard, Meghan Greaves, Sally Harvey CLT CLM, Keri MacIvor, Heather MacRae, Kathy McLean, Kathleen Pugliese, John Russell, Ian Service, David Turnbull, Lissa Schoot Uiterkamp, Tom Somerville, Myscha Stafford, Martha Walsh

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

Retail spotlight 2019 FEATURES

6 March of the millennial

Hiring and selling to a generation going its own way.

BY DIANE STEWART-ROSE

12 Design is a privilege

Atlantic designer, Ellen Ruddick reflects on her career.

INTERVIEW BY ANITA JACKSON CLD

18 Minor use priority update

Latest federal priorities on expanded pesticide labelling.

BY PETER ISAACSON

COLUMNS

20 Landscape design

A designer tweaks retail space toward promoting sales.

BY AUDRIANA VANDERWERF CLD

22 Road to success

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

We are all in sales, we all must improve closing skills.

BY ROD McDONALD

Copyright 2019. All rights are reserved. Material may not be reproduced in any form without written permission from the publisher. Landscape Trades assumes no responsibility for, and does not endorse the contents of, any advertisements herein. All representations or warranties made are those of the advertiser and not the publication. Views expressed do not necessarily reflect the views and opinions of the association or its members, but are those of the writer concerned.

Court ruling on damage coverage causes concern.

BY ROB KENNALEY AND KIRK BROWN

24 Legal matters

26 Management solutions

The value of clueing in potential clients on pricing.

BY MARK BRADLEY

34 Mentor moment

Drew Millard never compromises his standards.

INTERVIEW BY ROD McDONALD

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

GREEN PENCIL 4 CNLA NEWS 32 NEWSSCAPE 27 EVENTS 33 LETTERS 28 ADVERTISERS 33 NEW PRODUCTS 30 CLASSIFIEDS 33

SEPTEMBER 2019 | LANDSCAPE TRADES |

3

greenpencil Living tributes line the Highway of Heroes

More than just a tree Editor’s note: Mr. Piccini came to Landscape Trades’ attention as an outstanding consensus builder within the Ontario legislature toward furthering the Highway of Heroes Tree Campaign.

So we invited him to write a guest commentary.

“W

hen is a tree more than just a tree?”

This question started the conversation I had with Mark Cullen, campaign chair and co-founder for the Highway of Heroes Tree Campaign. As Mark shared with me their goals for 2019, to continue to honour each Canadian that has served in the Armed Forces by planting a tree in their memory, I knew I had to be involved and a catalyst in growing the movement.

The Highway of Heroes Living Tribute, in partnership with Landscape Ontario and the Ministry of Transportation, is planting two million trees along Highway 401 as a tribute to the men and women who fought for Canada in our wars, and a living memorial to the 117,000 who sacrificed their lives for

By David Piccini, MPP freedom.

In early 2018, the Ministry of Transportation contributed $1 million to support the Highway of Heroes Living Tribute initiative. To date, the campaign has raised $7.5 million of their $10 million goal and planted nearly 100,000 trees.

As the MPP for Northumberland – Peterborough South, I regularly travel the 170-km route between Trenton and Toronto. I am reminded each day of the Canadians that lost their lives while serving because of the newly planted trees that stretch along each side of the 401.

The tribute is made possible through the hard work of partners such as Landscape Ontario, Tree Canada, Every Tree Counts, and horticultural professionals across Ontario. The support of landscape contractors and garden centre owners, such as the Home Hardware in my riding, has been instrumental in promoting the Highway of Heroes. They generously donate their time and resources to plant trees as efficiently as possible, and make the most out of every dollar.

Collaboration at all levels is key, including with the provincial government. I was honoured to host a Highway of Heroes event at Queen’s Park in March 2019. Members of Provincial

4 | SEPTEMBER 2019 | LANDSCAPE TRADES

Parliament gathered to show support and learn more about getting involved in the tree campaign. We were privileged at the event to have Canadian military heroes and Silver Cross Mothers in attendance.

This event was not my first involvement with the campaign.

In October 2018, I was one of the volunteers planting trees in Cobourg, Ont. Communities across Ontario actively participate in these grass-root initiatives, and through their hard work, help raise awareness, funds and demonstrate support in building a living national memorial.

The landscaping along the 401, through the living memorial, provides a myriad of environmental benefits for generations to come. It increases the greening of highway, provides canopy cover and erosion control, helps reduce climate change effects, sequesters tonnes of carbon dioxide, cleans particulates from the air and naturally filters our water.

The impression visitors take away from a community is often shaped by their experience driving through it. The living tribute is cooling the environment and beautifying North America’s most travelled highway, all while honouring the brave men and women who serve and protect our country. We continue to work cooperatively with the Highway of Heroes Living Tribute to identify locations and coordinate plantings along the corridor.

Ontario values the bravery, commitment and sacrifice of the men and women of the Canadian Armed Forces. Respecting veterans is a non-negotiable principle of the provincial government. Our government introduced legislation that ensures all Ontario Royal Canadian Legion branches pay no municipal property tax. More than 270 legion halls across Ontario will benefit from property tax exemptions provided by amendments to Ontario’s Assessment Act. We are also committed to building a new memorial to honour Canadian veterans who served in the war in Afghanistan.

During the war, Canada lost 159 men and women in the conflict. The new memorial would join the Ontario Veterans’ Memorial, a 30-metre granite wall that lines the south lawn, in the legislative precinct at Queen’s Park. It would be great to work with the Highway of Heroes Tree Campaign and Landscape Ontario on the design, to incorporate the living tribute into the Queen’s Park memorial.

When is a tree more than just a tree? The answer is when the tree is a part of a memorial to honour Canada’s military heroes. LT

RB 400 DIRT BOSS® Pressure Washer

RB 400 DIRT BOSS®

SPARKLING CLEAN AGAIN IN NO TIME

Dirt and debris on a job site are as natural as shavings in a sawmill. The STIHL RB 400 DIRT BOSS® pressure washer brings the power you need to finish every job right – with spotless tools, machines, driveways, patios and walkways. The RB 400 DIRT BOSS® cleaning system is remarkably easy to use, with equipment features including the ergonomic professional wand, enables you to adopt a more comfortable working position that makes cleaning less strenuous and almost a pleasure. The RB 400 DIRT BOSS® pressure washer is the cleaning solution for your everyday dirty tasks around the house, garden, tractors or machinery equipment.

• • • • • • • •

Brass manifold design with stainless steel valves and ceramic-coated pistons 2-piece lance and gun assembly with ergonomic trigger handle and stainless steel nozzles Powerful engine delivers optimal performance High-quality durable components for tough cleaning jobs Easy start pump system allows for easy and smooth starts – no hard pulls or difficult starting Powder-coated, 1¼” welded steel tube frame with folding handlebar 10” pneumatic tires (tube and steel rim) Nozzles: 15°, 25°, 40°

196 cc 2,700 psi 10.3 L/min 25 ft

Displacement Working Pressure Flow Rate Hose Length

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 2018. Source: TraQline Canada.

IS A WITH

STIHLCanada

VISIT WWW.STIHLCLUB.CA FOR YOUR CHANCE TO

WIN HOUSEHOLD CLEANING FOR A YEAR

VISIT WWW.STIHLCLUB.CA FOR YOUR CHANCE TO

WIN HOUSEHOLD CLEANING

www.stihl.ca

Understand millennial customers and employees — by understanding their values

BY DIANE STEWART-ROSE

M

illennials comprise about a quarter of Canada’s population. Do they all really eat avocados on toast, live in their parents’ basements and spend all their spare time on smart phones?

As the baby boom generation works to understand what motivates generations that follow, we need to examine our attitudes. Societal trends can lead to opportunities for growth and future sales.

Harnessing attention can ensure future profitability.

According to a CBC news report, “Millennials, the age cohort loosely defined as being born in the 1980s and ’90s, are increasingly important to retailers — and those who aren’t able to capture the attention of the tech-savvy generation tend to struggle. Millennials don’t gravitate to car-ownership as much as their parents did, making them less likely to drive to a mall and more likely to shop online or stick to local stores. They also prefer to spend more money on experiences, such as travel over material things; forcing retailers to reinvent their spaces to attract shoppers.”

Marketwatch writer J. Settembre says millennials are sometimes, “blamed for killing industries such as housing, soap, diamonds and automobiles. A new study from the Federal Reserve finds millennials have simply fallen behind on making money, seeing as they grew up during

6 | SEPTEMBER 2019 | LANDSCAPE TRADES

of the

MILL

the Great Recession of 2008 and faced a scarce job market once they graduated.” Settembre further notes that, “Millennials do not have less of a taste for consumption than members of earlier generations; they just have less money to indulge those tastes.”

But all that is about to change, as a whole generation of gardeners is set to redefine themselves, retire (or pre-tire) and reallocate their discretionary spending. The resulting effect will be both openings in employment positions and opportunities for retailers to convert a whole new generation into a committed group of garden consumers.

MEDITATE ON THAT THOUGHT Offering both connection to natural surroundings and opportunities for relaxation, exercise and meditation, gardening will have a strong appeal to millennials suffering from generational angst and searching for meaningful activity.

Garden communicator and trend watcher, Kathy Wood observes that time spent in the garden has an inter-generational appeal which should naturally extend to millennials, since “people are looking for deeper, more positive relationships.” Wood also observes, “There is a resurgence of interest as people become more aware of issues like climate change and its effects on the world of nature.” Communicators, such as Wood, are intent on

ENNIAL I enjoy the physical aspect of work in a garden centre.

SEPTEMBER 2019 | LANDSCAPE TRADES |

7

capturing the attention of the younger generation through social media, blogs and websites, sharing information in a new way.

In the garden centre, sales coaches and mentors can work to develop relationships with new communication technologies, knowledgeable staff and good signage to prepare young folk to be the next generation of dedicated gardening consumers.

The focus could be on practical, short-term gardening pursuits, such as working toward a more plant-based diet by growing herbs, small fruits and vegetables. A step-by-step approach to individual projects, and handouts with detailed instructions, support the newbies as they move towards larger projects with longer horizons.

My colleague Paul Zammit, horticulture director at the Toronto Botanical Garden, agrees and observes, “Those that have the space and actually choose to garden, appear to be more focused on using outdoor spaces for potential food production.”

Millennials are aware of international issues such as climate change that may influence their purchasing habits, helping all of us to pursue collective goals and become, as Zammit observes, “More aware of the power of gardening, not only for its proven health benefits but also as an opportunity for us to be responsible land stewards and do our part to nurture nature.”

DEFINE “GARDEN” I asked Toronto realtor Robert (Bo) Fleischman to share what he has learned or overheard in his professional career, that began in 1975. I wanted to know how millennials define and value their garden space.

Based on Bo’s experience, many millennials “will take next to nothing that may be described as a garden according to the more traditional definition. They want a place to put a barbeque and a patio or deck, and perceive that everything else in the yard is just work — when they would really rather be out enjoying and experiencing what life has to offer.”

Also at issue is the affordability of a home with a large lot. “Whether by choice or by situation,” Bo states, this generation “is not as much about landscaping.” In Toronto, at least, some millennials urbanize to smaller downtown properties and are satisfied with a yard that provides them with a place to sit outside.

Condominiums may in Never going back clude a balcony space where to the food service growing herbs, vegetables in industry. containers, vines for privacy or shade and possibly annuals to complement the plantings may be the primary focus.

Bo cites examples of millennial couples, just starting their families, moving out of urban areas and into older and established suburban regions or satellite cities. Homes here come with larger 8 | SEPTEMBER 2019 | LANDSCAPE TRADES

properties, lawns, outdoor living space and parking — all of which make life easier for families. Bo explains that senior grandparents may offer coaching on maintenance practices such as pruning, planting, experimenting with perennials and privacy plantings. Bo also observes that, “When growing marijuana is legal, millennials may all start to enjoy landscaping!”

FRESH TALENTS AND ATTITUDES Millennials challenge the post-second world war work ethic, searching for engaging, meaningful employment that allows them to express their passions and create work/life balance. They are a much more fluid workforce, bringing fresh attitudes and talents to their employers. Capturing their varying strengths will reveal a future with a strong working relationship.

In an excellent article that rethinks negative stereotypes and offers new analysis and insight into millennial workplace expectations, author Shelanne Augustine explores how this newest working generation of young adults is changing the way businesses offer service. “Millennials may be feared, but many experts agree: They’re a powerful generation that is bound to transform the way businesses Waiting to make operate.” Augustine observes, a career move.

“While communicating and fostering community are key to keeping millennial employees, employers should also look for ways to tap into their unique set of skills. Millennials also thrive on clear communication; they want to receive constructive feedback and clear instructions on how they can improve, and they want to feel like their opinions matter to the company.”

In a separate interview, Augustine adds, “Gardening and landscaping can be very fulfilling work, especially for millennials that have grown up with greater environmental awareness. It is evident that older generations tend to view millennials as lazy or uncommitted. In the future, I’m certain we’ll see a shift in that line of thinking. As older generations retire, younger generations will play a greater role in the workplace. Their style of work may appear different from prior generations, but that’s okay. In fact, because millennials are driven by their desire to make a difference, they will likely serve their workplace with greater fervour. The more that baby boomers and gen-Xers recognize the outside elements that have shaped the way millennials behave, the easier it will be to work alongside them until retirement.”

Searching for meaningful work that inspires passion, with an impact that satisfies the entrepreneurial spirit, are worthy goals for the millennial generation. But will these goals conflict or align with retiring baby boomers demanding full service in the business of gardening? continued on page 10

UNLIMITED OPTIONS CONTACT YOUR LOCAL UNILOCK TERRITORY MANAGER TODAY FOR A HANDS-ON DEMONSTRATION. 1-800-UNILOCK | UNILOCK.COM/UCARA US Pat. 9,453,341

Inspiration

BY MILLENNIAL OTIS X Millennials garden until their thumbs go green from using PS4 controllers playing Elder Scrolls online.

Whereas elders use rules for green-thumb gardening.

Guru secrets, passed down through the millennia in scroll or oral form.

GENERATIONAL CHANGE AND ADAPTATION In service industries, generations learn to carve new relationships in the pursuit of common business goals. The physical demands of landscaping offer obvious opportunities for training and mentoring new young recruits. Parklane Landscapes of Beaverton, Ont., has created an environment that works well for multiple generations.

Rachel Castellano is a millennial sales assistant at Parklane Landscapes. I asked Castellano to describe this owner/operator business, which celebrated 60 years of service in 2018.

“The business was founded by Casey van Maris and was then taken on by his daughter Anna. It is now operated by Anna and her daughter Cassie (Casey’s granddaughter). Parklane offers homeowners all the pleasures of a beautiful outdoor space as well as the good feeling of knowing they’re taking care of our world in the process. As experts in sustainable landscapes and beautiful outdoor living, we offer people thoughtful, responsible, entertaining and enjoyable green living spaces — spaces that address our lifestyle and comfort as well as contribute to the health and beauty of the environment. Our mission is to lead people back to a sensitive, sensible approach to our outdoor spaces. We’re interested in pushing and growing ourselves, our clients and perhaps an entire industry to enjoy ALL that our landscape has to offer and be even better caretakers of the spaces we live in.”

In this forward-thinking, multi-generational workplace, coaching and mentoring is part of the process and repeated with practical application every day.

“The staff at Parklane Landscapes is made up of over 50 per cent millennials,” Castellano says. “Each group of generations at Parklane

Millennials ask: Can I help the next customer in line?

10 | SEPTEMBER 2019 | LANDSCAPE TRADES

interacts with ease on a daily basis. We work together to train and coach and supervise to ensure quality and consistency. For example, my main responsibility is sales-related, so I work very closely with the company president, to learn from her and be trained by her. When it comes to the construction side of things, Goal: Pursuing a I work directly with the passion with project manager, who is the engaging work. same age as me. From sales to design to construction, we all get the opportunity to learn from the different generations and for different reasons.”

Parklane has created a working environment which adopts a variety of practices, allowing them to attract the brightest and best of the younger generation. The owners take the time to really get to know their employees, inviting their contributions and uncovering their individual paths to success. Regular opportunities for feedback encourage improved performance and active contributions.

“Many staff members are millennials. One is in sales, a few are project managers and site supervisors,” says Castellano. “They are essential to our company. Millennials don’t just want a pat on the back.

They want to know what they can do better. They want to improve, grow and help their businesses to succeed.”

NEW GENERATION OF RETAIL SERVICE STAFF In Garden Gallery Bradford Greenhouses of Bradford, Ont., on a Sunday morning in November, 2018, I join a sea of enthusiastic consumers touring carefully co-ordinated holiday displays. Almost everyone is armed with a shopping cart, and they are almost all baby boomers accompanied by their family entourage. Early in the day and with ample staff on hand, I meet a handful of young service workers busily tending to displays and awaiting customer requests. I pose a single question: How do you like working in a garden centre?

The response is uniformly enthusiastic, highly practical and familiar to me as the reasons for starting work in this industry.

Cheerfully accepting of the seasonality of the business, they point out that: l This is a great place to work. l Garden centre work offers the opportunity to work part-time through the school year and full-time in the high season. l The positions offer physical activity and the enjoyment of “being on my feet all day.” l Their department managers are really great, really organized. l I worked in soul-less industry before (food service), and I am never going to do that again. l Unbidden, one even described an upcoming special event.

Here come the millennials!

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

LT

TAKE YOUR BUSINESS TO NEW HEIGHTS AND LENGTHS.

With the dependable versatility of Transit, plus the power and capability of F-150, Super Duty® and F-650/F-750, Ford’s lineup of commercial vehicles makes achieving your ultimate business goals possible.

2019 SUPER DUTY

2019 F-150

2019 TRANSIT CONNECT

KEY FEATURES • Super Duty has max* payload of 7,640 lbs • F-150 has available class-exclusive^ features like Pro Trailer Backup Assist • Transit has 3 lengths, 3 heights and 64 cargo congurations • Transit Connect has a compact footprint, and a maximum cargo space of 145.8 cu ft†

2019 TRANSIT

Vehicles may by shown with optional features. *When properly equipped. Maximum payload of 7,640 lbs on F-350 DRW Regular Cab 4x2 with 6.2L gas engine. Class is Full-Size Pickups over 8,500 lbs. GVWR based on Ford segmentation. ^Class is Full-Size Pickups under 8,500 lbs. GVWR based on Ford segmentation. Some driver input required. Driver-assist features are supplemental and do not replace the driver’s attention, judgment and need to control the vehicle. †Cargo and load capacity limited by weight and weight distribution. ©2019 Ford Motor Company of Canada, Limited. All rights reserved.

design IS A PRIVILEGE An interview with Ellen Ruddick, CLD

BY ANITA JACKSON, CLD

ANITA: What is your first memory of being

ANITA: How did you come to work

ELLEN: My favourite place to go when I was little was an area we called the swamp. I remember sitting on the rocks, just watching the water and the tadpoles and the green plants.

ELLEN: I worked in farm marketing after graduation, and when working at Kredl’s in Hampton, N.B., I wanted to continue my knowledge in landscape design, so I went to a design sales course in Moncton. The owner of Price Landscaping Services and his staff were there. They are one of the larger landscape firms in New Brunswick. We had to do a small design on the first day and go home and complete the design that night. The next day we had to present to a client. So, I did the design and I went in, and who do you think my client was? It was the owner of Price Landscaping Services. With any type of presentation, you get a little bit of jitters, but it was okay. He did hammer questions to me, but I seemed to have had the answers because after lunch he returned with an application form for a design position to me. The funny side of the story was that I really wanted this job. It was what I had trained for. Landscape design jobs were very few and far between. In those days, a company that was hiring designers was a rare thing. Thirty-one years later, I’m still working there and living in Moncton.

interested in gardening and landscaping?

ANITA: How old were you?

ELLEN: Not very old, probably preschool. Once we got into school, we loved hanging out in the woods close by. We would hang from the trees by our knees, upside down.

ANITA: How did you find your way

to study landscape design at Dalhousie Agricultural College?

ELLEN: After meeting a horticulturalist from the Niagara Parks School of Horticulture in southern Ontario, I decided to study horticulture and design. Although I did not have the science background, I applied as a mature student and studied the ornamental horticulture program, graduating in 1980.

for Price Landscaping Services?

continued on page 14 12 | SEPTEMBER 2019 | LANDSCAPE TRADES

REPUTATIONS

BUILT A RE

FRO M

T H E

GROU N D

U P.

F R O M S TA R T T O F I N I S H . The Toro® Z Master® 7500-D was designed for those who know that getting the job done right is the only option. With the legendary TURBO FORCE® rear discharge deck and a cutting width of 96 inches, it’s built for productivity.

The 37 HP* Yanmar® diesel engine and fuel-saving Horizon® Technology maximize efficiency. Plus, wing decks flex to follow the contours of the terrain and fold up for easy transport and storage. It’s performance you can depend on every day.

AVAILABLE AT YOUR LOCAL TORO DEALER

| TORO.COM/7500-D

*As configured to meet safety, emission and operating requirements, the actual engine horsepower on this mower may be significantly lower. © 2018 The Toro Company

“ And I have had clients come back several times if they moved, and they will say, It worked out so well the first time, I want to have you back to do our new property.”

ANITA: What’s the advantage of working with

one company for that length of time, in terms of developing your design skills?

ELLEN: Well, during the time I was there, half was spent as an employee and half the time as a business owner; so there were two different chapters of my work history. After the first 15 years, the owner decided to retire, so he asked myself and two other managers if we were interested in buying his company. We were, so the three of us went in as equal partners. It was interesting to take on a new role.

It was good because in my first 15 years I was learning so much from the people I worked with, especially on the construction side. I was not a designer who had worked out in the field. A lot of companies promote someone from the field crew to go into design, but it was different in my situation. I had a lot to learn about construction.

I had a great opportunity to work with a man who I called ‘the Guru of Landscaping.’ He and I would go on a site together, and he would see issues right away. I learned about site drainage and over construction. When you are dealing with landscapes, there are already buildings and structures in place that would have issues that play into the design. Whenever we had a large project, we would work through the whole site seeking solutions for everything the client’s property required to function properly rather than just the aesthetics; it was so much deeper than that.

ANITA: Were you involved with lighting, carpentry,

wall construction, hardscape and planting design?

ELLEN: Yes, we do all those things. I work on the design, but really, it’s a team effort. As a design-build company, I would be working with the same people. It is great because you get to know everyone’s strengths. If you can bring out people’s strengths and work as a team, you can bring a great service to clients. I think it’s a benefit to work in a company that does installation as well as maintenance, because you get to see the project through to its conclusion. You can see how the landscapes continue to evolve over time. I can still see projects we worked on 30 years ago, and some we still maintain. As for being a designer working on their own, I think it would be challenging getting all the information one needs on construction issues. I was just fortunate to have a lot of knowledge around me.

ANITA: When did you get involved with the Atlantic

Association of Landscape Designers (AALD)?

ELLEN: John Higgins, former instructor of Landscape Horticulture at NSAC, came to see me as a follow-up after graduation. I asked him, “How do we continue to connect to other landscape designers to network and help each other?” He said there were provincial associations, but nothing specifically for designers. He went back to the college and thought about it and soon there was an invitation to all landscape alumni to come to a meeting about setting up a trade association for landscape designers. There was a large group at that original meeting.

I think we had 25-30 people, and I got involved right from the beginning. continued on page 16

14 | SEPTEMBER 2019 | LANDSCAPE TRADES

“ Whenever we had a large project, we would work through the whole site seeking solutions for everything the client’s property required to function properly rather than just the aesthetics; it was so much deeper than that.”

ANITA: Do you have a unique design style?

ELLEN: I work on applying the design to the owner’s lifestyle, as well as the home’s architecture. There is such a variety of gardening styles, and I do not to want put myself in one box. We must be able to work with different clients. If you can educate yourself on the different styles it helps your career. Follow trends and be able to keep up with change.

ANITA: Is there a designer you particularly admire?

ELLEN: I admire landscape architect and author Julie Moir Messervy from Vermont. I met her when she came to speak in New Brunswick and I heard her speak in Ontario.

I have always appreciated her philosophy towards design and creating meaningful and creative outdoor spaces.

ANITA: What specifically did you like

about your work?

ELLEN: I love working with clients to create landscape spaces to suit their lifestyles. My goal is to create landscapes that are meaningful to them.

ANITA: How do you charge and set up contracts

with the clients?

ELLEN: I always set up a contract with clients. I make sure they are very aware of the process, estimated hours required and the design rate. The project may only require a quick sketch perspective or a consultation, or a full set of plans drawn to scale, lighting or irrigation plans and 3D renderings. When I meet with clients the contract is set up once the scope of work is determined. It is so important to be very clear with this to avoid any confusion later on.

ANITA: How many designs would you do

in an average year?

ELLEN: It varies. I would say 25-30 full designs in a year.

Remember, as a business owner I was wearing many hats.

Most of the time there would be myself and another designer, so I would oversee the design department.

16 | SEPTEMBER 2019 | LANDSCAPE TRADES

ANITA: That’s quite a few.

ELLEN: There were lots of small designs in between as well.

ANITA: Did you have a favourite project?

ELLEN: It’s hard to say. We do a lot of residential work. It’s nice after 30 years to see the properties are still looking good and they are lasting the test of time. That’s so important.

And I have had clients come back several times if they moved, and they will say, “It worked out so well the first time, I want to have you back to do our new property.”

I have developed good relationships over time with clients.

That’s a nice thing about working with people; it’s all those relationships. It’s a privilege.

ANITA: At our recent AALD meeting you mentioned

mentorship as a theme moving forward.

Why do you feel this is important?

ELLEN: The young people that are receiving training in our industry could benefit from the experience and knowledge of our AALD members. I find amongst our members there is a desire to help others and to keep the industry going forward. We look forward to starting our mentorship program.

ANITA: Do you have any advice

for new landscape designers?

ELLEN: My advice would be to remember that what they are doing is a very valuable and professional service. We, as landscape designers, are creating outdoor spaces for people to live in and to enjoy with their families, plus we are working with nature to create landscapes that are healthy environments. I think that is so important right now. It’s not just about aesthetics. It’s about bringing people out into nature and designing wonderful green spaces for our clients. LT

Anita Jackson CLD, runs a design consultancy from Seabright, N.S., and is an enthusiastic garden history researcher.

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

Minor use priority update

Report form the 2019 AAFC minor use priority setting meeting BY PETER ISAACSON Agriculture and Agrifood Canada’s Pest Management Centre (PMC) held its latest minor use pesticide priority setting meeting in Ottawa last March, to establish its 2020 minor use priorities. For priorities selected, AAFC agrees to conduct efficacy and crop tolerance trials in support of minor use registrations or screening studies for A-priority cases without solutions.

pests. All research projects will be conducted by AAFC in 2020.

Additionally, I will be working with AAFC and provincial minor use coordinators to include outdoor-grown ornamentals in three additional A-priorities chosen by related horticultural groups. These include solutions for canker diseases in hazelnuts and a pre-emergent herbicide for plum and peach.

MEETING RESULTS During the 2019 meeting, the ornamental horticulture industry obtained a total of five “A” pest priorities: mealybug, thrips and powdery mildew in greenhouse grown ornamentals, and broad mites and balsam wooly adelgid in outdoor grown ornamentals, including Christmas trees. The broad mite priority also included a paired biopesticide containing the entomopathogenic fungus, Beauveria bassiana. In addition, two “A” Priorities Without Solution (APWS) were selected for outdoor-grown ornamentals, including Christmas trees (balsam root aphid and siroccocus shoot blight on conifers).

These screening studies will be conducted on a number of potential products in order to find effective solutions for these hard-to-control

FINAL THOUGHTS We would like to thank AAFC for hosting another successful meeting. I am also very appreciative of the expertise that the ornamental sector, including Christmas trees, turf, floriculture and outdoor ornamentals, brings to the meeting. Thank you to Cary Gates (Flowers Canada), Matthew Wright representing Christmas trees and Gavin Dawson (Landscape Ontario turf sector) for their invaluable assistance and dedication to advancing the interests of ornamental horticulture. Thank you all for another successful year! LT

CROP

PEST

Peter Isaacson is CNLA’s National IPM / Minor Use Coordinator.

NATIONAL RANKING

PRIORITY PESTICIDE SOLUTION

ENTOMOLOGY

Ornamentals, greenhouse Mealybug A 1. Altus (flupyradifurone)

2. Ference (cyantraniliprole) Ornamentals, greenhouse Thrips A 1. Proud 3 (thyme oil)

2. Ecotro (rosemary oil) Ornamentals, Broad mites A 1. Magister (fenazaquin) outdoor including Christmas trees 1. Bd-Protec (Beauveria bassiana R444) biopesticide Ornamentals, Balsam wooly adelgid A 1. Altus (flupyradifurone) outdoor including Christmas trees 2. Closer (sulfoxaflor) Ornamentals, Balsam root aphid APWS outdoor including Christmas trees

PATHOLOGY Ornamentals, greenhouse Powdery mildew A 1. Gatten (flutianil) Ornamentals, Siroccocus shoot blight APWS outdoor including Christmas trees

18 | SEPTEMBER 2019 | LANDSCAPE TRADES

landscapedesign

Design with retail sales in mind

BY AUDRIANA VANDERWERF CLD

Sometimes when I’m walking through a garden centre with two or three trolleys in tow, I spy the admiration of passing shoppers.

Often, I’m stopped. “Oh, that looks so good together! What are they called? How did you choose all these?” It’s easy for me, certainly. But how can retailers create a setting that ensures their customers’ carts, and then their gardens, are admired?

Some garden centres are set up alphabetically. This is helpful if your client has a design and knows what she wants. What percentage of retail shoppers has this list? As opposed to wholesale clients, I would venture only a small percentage of retail patrons actually

Suggesting emotional connections to plants consistently promotes sales.

search for plants by name. Consumers roam; they deliberate. They pull an item into the aisle and check it out from all angles. They read the little card. This continues until they’re overwhelmed, which is about two minutes.

Some nurseries group by category: upright evergreens, spreading evergreens, flowering shrubs, full sun shrubs, full shade plants, etc.

This approach seems logical, as people can browse in the section they deem they need. However, using this strategy alone may leave money on the table. It omits focal point and companion plant offerings; options that complete a ‘look,’ gratify the shopper and add to your average cart numbers! A lot is to be gained by impulse sales.

Greg Petro on Forbes.com says, “Emotion plays a role in shopping behaviour. There is a human side of in-store shopping and shoppers crave that visceral experience. According to a survey from Clicktale, “impulse shopping is alive and well in-store, as consumers are still more likely to add to their cart once inside a location.” Assuming, of course, that the store is set up to be inspiring.

20 | SEPTEMBER 2019 | LANDSCAPE TRADES

Vignettes are a great way to clearly suggest plant groupings. Setting up mini ‘yards’ shows people what to group together. The caveat here: it requires a lot of square footage and even large destination garden centres may be too spatially-challenged to accomplish this.

Kevin Johnson is store manager at the Barrie, Ont., Bradford Greenhouses Garden Gallery location, and he is quick to advise there is no single methodology for set up. “For one thing, we must consider the position of the building and greenhouse. We are fortunate to have a large shaded area, so that’s where the shade plants go. But we also consider moisture requirements versus overhead sprinkler access, height and colour groupings,” Johnson says.

Even with Bradford Greenhouses’ 192,000 square feet, full vignettes are not possible, so Johnson’s employees create end caps and occasional displays, which are alternative opportunities to showcase a theme in a smaller way: plants that attract butterflies and bees, year-round interest, edible gardens, etc.

Opportunity Caps (hey, I just coined that! mini-vignettes in strategic locations) are informative and pretty. Used on aisle ends, middle spaces, and entrances, they can display a current theme and give customers a visual on companion plantings. This is especially helpful when staff hours are low. But most of all, this visual clue goes a long way in preventing Buyer’s Remorse. This remorse occurs when clients regret their purchases; should textures not match or the plant wilted in full sun. Are they going to blame themselves? Or YOU? Do you offer full refunds on living plants? Doubtful.

In retail, there are at least three main reasons people will continue to shop at a store: good customer service, good selection and ease of shopping, and no Buyer’s Remorse. All three of these are taken care of with a well-set-up garden centre that assists customers visually with design. Prevent BR by ensuring your customers feel confident in their choices. Have knowledgeable staff, a great layout, and Opportunity Caps in many locations.

Says Petro, “There’s nothing quite like the buzz of a compelling LT store experience fueled by exciting, new, must-haves.”

Audriana VanderWerf is an Ontario-based landscape design pro and a Certified Landscape Designer.

CONGRESS 2020 CANADA’S PREMIER GREEN INDUSTRY TRADE SHOW & CONFERENCE

JANUARY 7-9TH

TORONTO CONGRESS CENTRE, TORONTO, ONTARIO FEATURING GARDEN EXPO AND FENCECRAFT

10 ACRES EDUCATION NETWORK WITH OF PRODUCTS WITH INDUSTRY

& EQUIPMENT EXPERTS

15,000

SHOW ATTENDEES

LOCONGRESS.COM

roadtosuccess

Close the sale

BY ROD McDONALD

I was buying a new car in Saskatoon, chatting with the salesman who was looking after me. We started talking about closing sales and those times when we don’t. He told me last February, the temperature was so cold it brought shopping at the dealership to a halt. People were just not in the mood to test-drive a new vehicle when it was -36.

It was a tough month. There is not all that much difference between his situation and ours. If we don’t sell, we don’t eat.

When there is a week of rain, landscapers don’t work. When it is too cold, greenhouse sales slow down and the same situation applies at the nursery. As often as we take pride in how much business we generate because of our talents, in the final analysis, weather affects so much of our sales. Garfield Marshall, of Advance Nursery fame, was fond of saying, “Just when we think we are so clever, Mother Nature makes fools of us all.” A reminder to control our egos.

While we cannot do much about the weather, all of us can benefit from learning how to be better closers. When I started out in this trade, I was a landscape contractor.

The garden centre and greenhouses came later. I was in my 20s, and quite confident in my abilities both as a closer and a contractor. I took great pride in closing the sale for 30 per cent of the estimates that I provided.

Thirty years later, I closed over 90 per cent of the jobs I quoted. I had not become a better salesperson, as much as I had become more efficient at screening for serious customers.

I had learned to listen to what people were asking, and to calculate if I could meet their needs. Gone were the days when I would drop everything to drive across town, to quote jobs where customers planned on doing the work themselves, and only wanted ideas from me. I learned to avoid the

22 | SEPTEMBER 2019 | LANDSCAPE TRADES

customer who had contacted 10 other companies for quotes. Let me be clear: neither you nor I are afraid of competition. There is no doubt in our minds that we can hold our own, but why waste our time with someone who is not all that interested in our services?

We have only have so much time in the day, and we have learned to spend that time with our most valuable customers. The best hitters in baseball have learned not to chase a ball that is too high or outside the plate.

They have learned to swing at the pitches that offer the best chance for a hit. With us, learning to play the percentages makes us better closers — and the success follows.

In my second year of business, a customer asked for a quote to get her yard in order.

I arrived at the appointed time, big smile, business card in hand, tape measure and clip

board at the ready. She took me on a tour of her yard, which was absolutely gorgeous.

I kept asking, “What is it you want me to do for you?” and she kept giving me the tour.

She needed no work at all, as she was a master gardener. After an hour, I extricated myself from her grips.

Later that evening, I called an experienced contractor I trusted, described what had happened and asked if he might have an explanation.

He laughed. He told me, “She wanted to show off how good of a gardener she was and you were the audience.” I was dumbstruck by his answer. “Does this happen often?”

“Not too often, but it does happen every now and again. She will call someone else who is new next year. It was just your turn.”

Just my turn, eh?

Asking basic questions allows staff at garden centres to direct customers to plants and products they need, and close the sale.

This is not a unique experience. It happens to salespeople in other businesses as well.

My neighbour is a real estate agent, very reputable, and she told me there are people who have no intention of buying a house.

Yet, they call up new salespeople and are driven around to look at what is on the market. Veterans in the office try to warn rookies about the time-wasters, but the ‘tire kickers’ eventually find someone to reel in. Kind of like an urban fishing pond.

Working in a retail situation such as a nursery, greenhouse or garden centre also requires the development of good closing skills. Rest assured, closing sales is a skill set, and not luck. When I started out in this trade in the ‘70s, there was not a greenhouse in our area that actually sold plants to customers.

Protocol at that time was to put plants on a bench and to allow gardeners to make their purchase. There were very few labels, prices were only available on a chalkboard at the front cash register and no one was around to assist customers with their needs. That is the way it was in the good old days, 40 years ago.

The trade’s attitude, at the time, was growers were doing customers a favour by letting them purchase plants. Customers were supposed to know what they needed and not bother asking the staff. Good luck with that

business model today.

Today, a good operator has all plants clearly signed and priced. We have learned that not everyone knows the difference between a perennial and an annual. We have learned to accommodate the novice gardener. We have learned to be information providers.

To close (or to sell), we must have visible staff members who can put on a big smile and ask someone if they are looking for plants for shade or sun? Gleaning information from asking basic questions allow us to direct that person to their best choices. The more successful we make our customers, the more successful we will be ourselves. We learn to offer the customer a minimum of two choices and a maximum of three. Offering a dozen choices usually leads to confusion, a mistake made often by rookie salespeople. It is our job to meet the customer’s needs, not to showboat how much we know.

Never, ever underestimate the power of a consumer-friendly approach to selling. The days of a gruff, “What do you want?” are long gone, or if they do still exist, they exist in an anachronistic, dying business. We had one of those greenhouses here in Regina, years ago. No service, no information, all questions met with disdain or indifference.

At one time, they got away with it. I don’t

know how or why, but they did. As the business model of the trade changed, they didn’t.

That refusal finished them off and no one mourned their demise.

We have learned our lessons when it comes to customer service. We have learned that our businesses thrive when we meet customer needs and it makes closing so much easier. Developing closing skills keeps LT us 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.

A WIDE SELECTION OF

NATURAL STONE AND PRECAST CONCRETE PRODUCTS

www.beavervalleystone.com t: 905-886-5787 or t: 416-222-2424 Main Office & Yard: 8081 Woodbine Ave. SE Corner Woodbine/407, Entrance off Miller Ave. Office & Yard: 125 Langstaff Rd E., SE Corner Yonge/Hwy 7-407 Manufacturing Plant: 12350 Keele St., Maple

We Deliver!

@BVSLimited

beavervalleystone

SEPTEMBER 2019 | LANDSCAPE TRADES |

23

legalmatters

A DAMAGE CASE STUDY:

Beware contract insurance provisions

In Jacobs v. Leboeuf Properties Inc., 2018 ONSC 4795, a homeowner retained the defendant builder to build a custom home for him in Toronto. He found aspects of the contractor’s work to be deficient. The contract required the owner to purchase insurance coverage and name the contractor as an additional insured. The language required the owner to purchase property and third party liability insurance, including builder’s risk insurance, for among other things, “damage resulting from defective design, workmanship or material.”

Jacobs sued the contractor for faulty workmanship and the defendant builder brought a motion to dismiss the action on the basis that the owner had a contractual obligation to insure the project against his own faulty workmanship, such that the owner’s only recourse for deficiencies would be to claim against his own insurance. The motion’s judge agreed.

The judge made her decision on a “Rule 21 Motion” which, in Ontario, is a motion based only on the pleadings, without any evidence from the parties about their intentions in agreeing to the clause or expert evidence on what a builder’s risk policy for damage resulting from defective design, workmanship or material would include in the insurance context. Our argument that the clause was not sufficiently clear that it could be interpreted in the absence of any such evidence was rejected. Rather, the motion judge found the clause to be clear.

Quoting from Geoff R. Hall’s Canadian Contractual Interpretation Law, the motion judge stated, “covenants to insure have

24 | SEPTEMBER 2019 | LANDSCAPE TRADES

been given a specific interpretation in the case law. They not only obligate one party to obtain insurance (the meaning apparent from the wording of the covenant) but also relieve the other party of liability for losses, subject to the covenant, even if such losses

“ The distinction between deficient work and resulting damage is an important one. If a door is hung incorrectly, the cost of rehanging the door is the cost of correcting the deficient work. If the mis-hung door continually slams against the expensive antique door frame around it, the damage to the door frame would be considered “resulting damage” or “consequential loss.” are caused by its own negligence….”. The motion judge also relied upon the decision in Madison Developments Ltd. v. Plan Electric Co. where a subcontractor was relieved from liability after negligently starting a fire that

BY ROBERT KENNALEY

AND KIRK BROWN

caused damage to the subject property. In Madison, the court found that the contractor’s failure to fulfil his obligation to acquire comprehensive fire insurance indemnified the subcontractor from any liability.

We had argued that, under a builder’s risk policy, a distinction must be drawn between damage resulting from faulty workmanship and the faulty workmanship itself. We argued that while the insurance obligation in this case was intended to cover damage resulting from defects, it was not intended to cover the cost of rectifying defects. To find otherwise, we argued, would be to say that a contractor could build a home out of tissue-paper-and-saliva and then walk away, taking the position that the owner’s only recourse would be to claim against his or her own insurance.

We noted that each case upon by the builder involved a claim for damage, which had resulted from the faulty workmanship, such as from a fire or a flood, rather than a claim for the cost of rectifying the work itself. The motion judge was not swayed by the distinction, stating that “the plaintiff accepted the risks of the very type of losses or damages that he alleges were caused to the residence. Accordingly, the plaintiff cannot pursue the defendant for such damages in negligence or due to breach of contract.”

The distinction between deficient work and resulting damage is an important one. If a door is hung incorrectly, the cost of rehanging the door is the cost of correcting the deficient work. If the mis-hung door continually slams against the expensive antique door frame around it, the damage to the

door frame would be considered “resulting damage” or “consequential loss.” The classic example used to describe the distinction is the retaining wall and the Volkswagen. If the wall falls over, the cost of correcting it is not resulting or consequential damage.

If the falling wall takes out a Volkswagen, however, the cost of repairing or replacing the Volkswagen is considered resulting or consequential damage. We argued that, traditionally, comprehensive liability and builder’s risk policies will cover for the damaged Volkswagen but not to rebuild the wall.

The case had potentially significant impacts in the law of construction and insurance in Ontario. This is because, if left to stand, the case would allow any contractor or subcontractor to require the party above them in the construction ladder to include and rely on a clause such as the one at issue in this case, and refuse to correct deficient work.

We appealed the decision to the Ontario Court of Appeal, which set aside the decision

and allowed the homeowner’s action to proceed. In the end, the Court of Appeal simply held that “this was not a proper case for the application of Rule 21” and that the clause in question “could not be properly interpreted in isolation from the contract as a whole, or in a factual vacuum.” The Court of Appeal declined to comment on the extent to which the covenant to provide a builder’s risk policy can or should be interpreted to include coverage for the builder’s own deficient work. It is worth noting, however, that the builder’s counsel was unable to point (when asked) to a single case where such an interpretation had been made by a court in Canada (other than in the underlying decision appealed in this case).

In the end, parties to construction contracts must carefully read the insurance requirements set out in their contracts carefully. If there is confusion over what a clause means, they should contact their brokers for clarity. Further, if a clause expressly requires the hiring party to insure the person they

hire against their own deficient or incomplete work, the court will most likely uphold that clause. Accordingly, parties should be on the lookout for such language. LT

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

This material is for information purposes and is not intended to provide legal advice.

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

JOIN US AT SNOWPOSIUM 2019!

A conference focused on relevant business issues and exhibitors with the latest equipment and technology makes this the snow event you don’t want to miss.

THURSDAY SEPTEMBER 26, 2019

LANDSCAPE ONTARIO’S NEWLY RENOVATED SITE 7856 FIFTH LINE SOUTH, MILTON, ON L9T 2X8

SNOWPOSIUM.CA

LANDSCAPE ONTARIO

SNOW AND ICE MANAGEMENT CONFERENCE AND EXPO Brought to you by SN && I CIEC E COGM MU I TPT E E SOW N OW RO

SEPTEMBER 2019 | LANDSCAPE TRADES |

25

managementsolutions

Price guidance wins better customers

BY MARK BRADLEY

It seems like every season, it’s getting harder and harder to compete. And that’s mainly because, in this digital age, the power has shifted to buyers who are gathering all the information they need online in order to make decisions. If you want to be one of the landscaping companies they reach out to, position yourself as a trusted provider the moment they hit your website.

And providing pricing guidance is a great way to do it.

There has been general hesitation in the industry when it comes to sharing landscape service prices publicly, i.e. online. In this article, you will learn why providing price guidance can help you generate more leads and land better customers.

Stand out from the crowd Chances are, the majority of your local competitors are not providing any form of pricing guidance. They are afraid a competitor will use their information as a benchmark to charge less and win business. But when it comes to price transparency, the pros far outweigh the cons. Price is only one factor a buyer considers when making a purchase decision, and by giving a prospect what they’re looking for (i.e. price ranges, guidance and/or expectations) you stand out for all the right reasons.

Think about it: As one of the only vendors providing pricing help, you are automatically building trust with your future customer. You are proving that you are willing to go above and beyond, well before you get an inquiry.

Pricing guidance can come in a variety of forms: from blog posts on how to evaluate fees, to vendor comparisons, and more.

When you post quality resources on price 26 | SEPTEMBER 2019 | LANDSCAPE TRADES

considerations, you increase your rankings when customers are Googling pricing for local landscape companies.

Give them valuable tools “There are just too many variables to quote an accurate price.” This is the most common excuse landscape businesses give for not offering any pricing information on their website, particularly for larger design/build projects. Though the statement may be true, most prospects are looking for guidance, not a finite price.

When it comes to the pricing page on your website, you have options. Chad Diller, Director of Client Success at Landscape Leadership, provides the following recommendations: Lawn maintenance is one of the easier services to price. Customers like choices, so think about offering three package levels. To avoid committing to a fixed price until you have learned more about a property, use language like, “Prices starting at $X based on a XXXX-size lawn.”

Provide an interactive calculator for estimates on design/build projects. Allow customers to select from elements like project type (backyard redesign, patio, deck, etc.), project size, basic or premium material quality and other add-ons. Depending on the elements selected, the tool will calculate a price range for the project. A dynamic feature like this may be an investment, but one that will deliver significant returns in terms of qualified leads.

Make it work for you, too. Protect yourself where appropriate with disclaimers such as, “The numbers provided are for illustrative purposes only. Please contact us for an accurate estimate.” Furthermore, you

can require prospects to provide their contact information in exchange for viewing pricing information or using an estimate calculator. Pass those leads along to your sales team for follow-up.

Weed out the bottom feeders Do you really want to be the cheapest out there? Prospects who focus solely on price as the determining factor in selecting a landscape business are usually the customers that want to stretch their dollars far further than they should go. You end up losing money (and your sanity!), ‘discussing’ every little detail of a job. If you are looking for fewer headaches and premium clients, your price guidance page will help filter out the bargain shoppers.

In fact, your pricing information page is one of the most important pages on your website, and when properly designed, it will be the highest-converting page. Price transparency will help to ensure you are dealing with qualified prospects.

For more best practices on pricing and examples of pricing pages in action, watch Chad Diller’s recorded webinar at https://bit. ly/2SS0gSV. When you are focused on building a better landscape business, your pricing information page will become one of your greatest lead qualification tools, helping you land lucrative local jobs and secure dedicated LT customers.

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

newsscape Bakker celebrates anniversary J.C. Bakker & Sons (Bakkers) of St. Catharines, Ont., is celebrating 70 years of business with an open house over the second week of September. “We look forward to hosting many customers and industry partners,” said general manager John Bakker III. “We are also delighted to concurrently host this year’s Landscape Ontario Industry Auction on Sept. 12.”

Founded in 1949, with horticultural roots as far back as the early 1900s, Bakkers began with John Bakker Sr., an immigrant from the Netherlands, who settled his family in the Niagara Region in 1948. John Bakker Sr. brought with him over 25 years’ experience as a grower in the Netherlands. The first 10 years in Canada were difficult – a few teenage boys, a few spades and hoes, an old cultivating horse, and $300 in the bank.

Brothers, Dave Bakker Sr. and John Bakker Jr. (d. 2012) continued growing the business, working closely with government, universities, the International Plant Propagators’ Society and crews in the field, supervising all aspects

of the work to grow some of Canada’s finest nursery stock. Today, third and fourth generations of family from both brothers are involved in the nursery’s daily operations. Bakkers began as a wholesale operation, but also catered to local consumers through an award-winning retail garden centre from 1971 to 1987. Today, Bakkers delivers nursery stock to garden centres and select mass merchants across North America.

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

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

Hort East heads to Moncton, N.B. The HortEast Trade Show and Conference is set for Nov. 27-28 at Casino New Brunswick, Moncton, N.B., with over 50 exhibitors and a packed lineup of speakers. The annual event 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.

Speakers include Landscape Ontario executive director Tony DiGiovanni, on-the-spot marketing guru Alyssa Light, Toronto Botanical Gardens horticulture director Paul Zammit and more. For full details, visit www.horteast.com.

#1 Kentucky Bluegrass | Low Mow | Extreme Fescue | Premium Bentgrass | Custom Grow Program | Large or small rolls

DELIVERING SUPERIOR SOD AND QUALITY SERVICE

NATURAL NATURAL GRASS IS GRASS IS COOLER! SAFER! BETTER!

zandersod.com

17525 Jane St., Kettleby, Ontario L7B 0J6

877-727-2100

SEPTEMBER 2019 | LANDSCAPE TRADES |

27

newsscape Dramm adds irrigation and sales specialist Dramm announced Peter Haakman has joined the company as an irrigation and sales specialist operating out of its Pelham, Ont., office.

Haakman’s responsibilities will centre on system design, Peter Haakman where he will work with growers to optimize their irrigation, air movement and water management systems, the Manitowoc, Wisc.-based company said.

Cullens win GardenComm award GardenComm recently announced the winners of the 2019 Media Awards Silver Medals, a special designation recognizing the top talent in more than 50 competition categories. Canadians Mark and Ben Cullen were among the recipients, for their newspaper column “When Gardeners Get Growing in Shared Gardens.”

Held annually for more than 20 years (Formerly the Garden Writers of America), the Garden Comm Media Awards recognize the top professional horticultural communicators in the areas of writing, photography, digital media, broadcast media, publishing and trade.

Syngenta buys Varinova cyclamen business Syngenta Flowers announced in June it has acquired Varinova’s cyclamen business. Varinova is a Dutch company dedicated to the breeding, production and commercialization of cyclamens. Syngenta Flowers produces seeds, cuttings and young plants in the pot and bedding plant markets. The company’s North American headquarters is in Gilroy, Calif.

Solasbee’s hires outside sales manager Solasbee’s, a Kinshofer company and manufacturer of heavy equipment attachments, announces the appointment of Lane Scroggins as outside sales manager. Scroggins will be responsible for bringing the brand’s years of global product expertise to local customers.

He will continue to oversee the sales depart28 | SEPTEMBER 2019 | LANDSCAPE TRADES

ment and will also manage dealer relationships across the country.

Scroggins brings more than 15 years of industry and sales leadership experience. Early on in his career, he led inside sales with Solesbee’s, where he established relationships with a long list of customers and dealers in the Southeast.

Solasbee’s is based in Winston, Ga.

ASV and Yanmar look to merge ASV Holdings announced it has entered into a definitive merger agreement with an affiliate of Yanmar Holdings (Yanmar). Under the terms of the agreement, which have been approved by both the ASV and Yanmar Boards of Directors, ASV stockholders will receive $7.05 (USD) in cash for each outstanding share of ASV common stock, for a total value of $70.7 million.

The transaction is subject to approval by ASV stockholders and other customary closing conditions and is expected to close in the third quarter of 2019. In conjunction with the Merger Agreement, a subsidiary of Terex Corporation, which owns 34 per cent of the outstanding shares of ASV, has entered into a stockholder voting agreement in support of the Merger.

ASV Holdings is a Grand Rapids, Minn.based provider of rubber-tracked compact track loaders and wheeled skid steer loaders in the compact construction equipment market. Yanmar is an equipment manufacturer based in Osaka, Japan.

GardenGenetics relaunches Dahlightul brand GardenGenetics (G2) announced the relaunch of its Dahlightful Dahlia brand through the GardenChoice group.

“These compact growers, with gorgeous blooms set off by deep chocolate foliage and exceptional tolerance to most powdery mildew strains, are now widely available as unrooted cuttings and rooted liners,” the company said in a media release.

GardenGenetics is Bellafonte, Pa.-based commercial plant breeding company that develops new varieties of ornamental, edible, and medicinal plants and licenses the plants to grower and broker companies around the world.

LT

letterstotheeditor Positive message appreciated It is a Wednesday evening, the first of a sixday family vacation at one of Ontario’s beautiful provincial parks. As a landscape contractor, it can be difficult to take time away from our busy schedule. But I have come to realize that it is a necessity, for the time spent with family pales in comparison with the time spent building and maintaining the many varied aspects of our businesses.

On this evening I picked up the August issue of Landscape Trades and sat back in my outdoor chair for a bit of reading before dusk sets in. I began with Tony Lombardi’s Green Pencil article, and was riveted. As I finished, the ambient light had faded, but another light was going off in my head — this guy gets it! He is saying all the same things I have been saying and thinking for years! I’m not alone!

Thank you, Tony, for an insightful and thought-provoking article. In a society as fast paced and self focused as it is, we also need to be aware that we are the professionals. We are the ones to whom the public turns to, and we need to stay professional, no matter what disparaging comment they may levy our way. It is easy to be sucked into the quagmire of negativity, and become doubtful in our own abilities and attributes. But when we focus on the positive, and recognize how blessed we are to be in an industry as diverse and distinguished as it is, then we can take pride in what we do for a career. That is how we can continue to promote and attract youthful prospects into our trade as well, by focusing on the positive aspects.

Besides, if it were easy, wouldn’t everyone be doing it?

Sincerely, Dave Heyink Lakeside Landscape Wainfleet, Ont.

Listen to the children The Green Pencil comment written by Tony Lombardi was an extraordinary story about perseverance and stamina, as well as one’s total belief in what one does in life.

When I joined the Canadian Nursery Landscape Association office in 1988 I had never worked in the gardening industry, run an association or lobbied government. After the 20-odd years I was there, it was the best job I ever had

letterstotheeditor following five different careers. gizing, healthy, needed desperately for world Tony Lombardi spelled it out perfectly — be- health and survival, wonderful and sometimes lief in oneself and what and how you do it. exhausting. But in the end, the results are all the I have always said that this industry has a same — Fantastic!!! — and that’s why the Mr. quality that is specifically unique, one that I Lombardis of the world work so hard and feel didn’t find anywhere else. so good about themselves. greenpencil The quality, just as Tony The industry has gone Ignorant, negative comments are real, but Lombardi stated, is with through a number of I don’t let them change me! changes over the deand within the people who have devoted their cades, from the hippies lives to growing, retailing through to the yuppies, and landscaping. I found who believed in a nice garamazing qualities in the den but not doing any of it members of the Canadian themselves so they hired sector; I found that all of the industry, through to the them are just like Tony millennials who seem to Lombardi in that they are do neither — but perhaps eager, fully knowledgethat’s a matter of better able, dedicated to quality, outreach to the population. very friendly and ready to But these new generations help whether it be through have had an effect on the association membership industry. or boards of directors or, and this one I emphaI find through my industry friends that willingsize, helping other business members when ness to help within the sector is still very strong, asked, whether those being helped are in dif- and I thank them for the time they spent eduferent sides of the sector or in the same side cating me to help them in their move towards and competitive. This doesn’t matter — they continued success. are ALL friendly and ready to lend a hand. This, I tip my hat to Tony Lombardi for his perseto me, is what makes the industry so special. verance, dedication to his company and his loyal I never found the willingness to help so strong staff, his belief in both and the obvious love for elsewhere. the industry that is reflected in the comments The examples he gave of negative comments from his children — the only ones to listen to. coming from areas one would never expect are Well done and good luck in your future years! common, in that “outsiders” don’t understand Chris Andrews what drives “insiders.” This industry is brilliant, Retired CNLA executive director beautiful, life-giving, colourful, satisfying, enerWoodbridge, Ont.

I

have always enjoyed working outside.

As a little kid and now, I have always enjoyed digging a good hole, and planting a new shrub or tree, cutting a nice fresh lawn and admiring the lines in the grass, grafting cherry tree branches onto apple trees, pruning grape vines in my grandfather’s back yard, installing a water feature, installing a hedge, a footing for a gazebo, gravel for a patio … I love what I do.

A few years back, I was working in the hot sun and having a rough day. While working, my client came out of his house to talk.

He is a very long-standing client and we are friends, so after we exchanged a few of the issues with running our businesses, he said, “Look Tony, if owning and running a business was easy, everyone would do it.” At 78, he still runs his company with his son and daughter. I still work with that client and we still talk very often about business and it’s challenges. However, I will never forget that one line — “If owning a business was easy, everyone would

By Tony Lombardi do it.”

A lot of our work requires physical strength, but it also requires a great deal of mental strength. Physical strength can only can take you so far — you need your mental strength for problem solving, stress management, sorting client matters, staffing issues, and more problem solving. You really need to master a balance of your physical strength, combined with your mental strength to operate a good and sound business. Nothing is easy with the landscape business, but I still love what I do.

I have great clients, great staff and I get a lot of satisfaction in having the choice to do the right thing, and the right way. It’s why I have my own business — I can make my choices and I can enjoy the rewards of success. Success doesn’t come easily and in fact, it doesn’t always happen. I have to make a lot of sacrifices. I work long hours. I make mistakes. A lot of them. I have hired the wrong people, I have lost the right people, I have had client problems because of mistakes on- and off-site. There are things that I can control and a lot of things I can’t control — rain days, snow days, truck problems, labour issues, traffic, rain days, equipment problems, material shortages, scheduling issues … did I mention rain days? All these issues make for a lot of stress. They can test the most resilient of people and make them want to look over the fence and jump, to see if the grass is actually greener elsewhere. Well, I tried that also. I have done research work in a library, worked in

an office, worked retail, worked in corporate offices, etc. I even worked at another great landscape company and I can tell you with certainty — most of the time, you have to focus on your own lawn, and decide what you have to do, to make your lawn, the best lawn, for you.

Recently, Tony DiGiovanni wrote a piece in Landscape Ontario magazine that addressed some of the negative perception and stigmas of our line of work. Sometimes we have dirt under our fingernails, that won’t come out for days — even with a good nail brush. Sometimes, we can’t get the green off our hands, from cleaning wet grass out of a lawn mower. Sometimes, the dirt that tracks in our house, after a hard day slopping in the mud, makes your Mom, wife, parents or kids yell at you. Sometimes they tell you that you need to find a job in an office, so you don’t make this mess in their house.

Unfortunately, sometimes we create our own negative stigmas within our own industry. Sometimes, we have to look at ourselves in the mirror, give our heads a shake and make the decision to be better. We need to start with the person in the mirror.

Over the last couple of years, our industry has seen major challenges with labour, weather and issues related to growing cities, changing demographics and attitudes in the work force. We are faced with more problems of varying degrees and complexities than I have ever seen. I have seen several of my friends close their businesses, which have been running for over 30 years. For some, the challenges have been very hard to overcome. With all these challenges and negative issues, I still love what I do.

One issue I didn’t foresee were negative comments coming from areas I never would have expected. Some were pretty close to home. Some hurt really badly. Here are but a few, which are verbatim: “No offense, but don’t you think you should find a better line of work? Don’t you want your kids to have a better future?”

“Don’t you think having dirty nails is un-lady like?”

“I don’t want my son to come home with dirt on his boots; he should get a nice office job!”

“Tony, your business doesn’t belong here — there are better businesses that will take your space and pay more money”.

“Hey Tony, what kind of example do you want to give your kids?

Do you want them to do this kind of work?”

“Tony, I don’t see myself having a future with your company.”

“Tony, I don’t want my daughter to do this kind of work — she deserves better.” continued on page 35

4 | AUGUST 2019 | LANDSCAPE TRADES

August LT 2019 alternate gear guide layout added long green pencil.indd 4

7/25/2019 1:55:58 PM

Life has been good I wish to thank you for mailing me your Landscape Trades magazine over the many years I have been in the golf course business. It has been very useful and interesting and a real advantage when one was planning on spending precious dollars on supplies and equipment.

I have been out of the business for many years. However, at 91 years of age, I am still able to play some golf.

My interest in golf began when I was five.

In the Depression years, 1929 to 1939, I witnessed the construction of Rockway Golf Course, the “Course of Champions,” in the city of Kitchener, Ont. It was a make-work project to employ able men. It took two to three years, in 1933 to 1935, to move the soil and construct the greens, mounds and teeing areas — horses driven by teamsters, men shoveling soil in wagons and scoop shovels pulled by horses were able to build a gem of a municipal golf course, now in its 85th year. The city fathers and city engineer Stanley Shupe (whom I caddied for) had a vision into the future!

This experience drove me to carry on in life to put people to work at two courses: Merry-Hill, 27 holes mid-length; and Dundee Country Club, 18 holes par 72. My life has been blessed with good health, good associates and partners in several businesses. While my education went only to 8th Grade, life has been incredibly good. The golf pro at Rockway, Lloyd Tucker, was a father figure to us caddies during our younger years. My life experience through golf has proven valuable.

Thank you for Landscape Trades magazine.

Anthony J. “Tony” Matlock Waterloo, Ont.

HLA - Landscape Trades - H_Quarter

www.hlaattachments.com 1.866.567.4162

HLA Rotary Brooms are the ideal tool for year round clean up for the commercial landscaper.

Uneven surfaces and decorative concrete or block surfaces can be difficult to clean with traditional snow equipment, but the stiff pliable bristles of HLA brooms allow you to clean to the surface without marring it. As the gauge wheels roll along the surface the brooms forward and lateral float adjust to the surface providing a clean sweep.

SEPTEMBER 2019 | LANDSCAPE TRADES |

29

newproducts High lift option for compact loader John Deere announces a new high-lift option on the 344L Compact Loader. The 344L High-Lift offers operators increased height and further reach for dumping or stacking, general construction or landscaping and snow removal tasks.

John Deere www.deere.ca

Walk-behind mower Exmark has expanded its line of 30-inch walk-behind mowers with the new Commercial 30 X-Series model. The new series is an evolution of the Commercial 30 line, and comes equipped with a more powerful engine and an upgraded transmission, according to Exmark.

Capping and riser modules Permacon’s new Melville 50 capping and riser is a system designed to give a second life to concrete structures that lose their beauty over time.

Exmark www.exmark.com

Permacon www.permacon.ca

Snow pusher SnowEx has introduces Power Pusher snow pushers for skid steers, wheel loaders, backhoes and tractors. Available in 8- and 10-ft. wide models with large carrying capacities, the new snow pushers feature steel trip-edges to deliver cleaner scrapes and help operators get down to the pavement.

SnowEx www.snowexproducts.com

Turf wetting agent Target Specialty Products introduces Turf Fuel The Kraken wetting agent designed for turf surfaces that require the highest level of consistency and firmness. Turf Fuel The Kraken can be used at any time during the season, however, the company recommends users strategically employ Kraken in conjunction with its other products depending on seasonal and soil conditions.

Target Speciality Products www.target-specialty.com

Large frame standing mower Wright’s new Stander ZK 72-inch mower is equipped with dual wheels to distribute the large-frame mower’s weight more evenly with greater stability, even on steep grades. This weight distribution also reduces ground pressure, which is safer on soft ground, the company says.

The dual wheel package has four 23 x 10.5 in. tires, so the wheels do not extend beyond the Aero Core cutting deck. An extra hub is installed between the dual wheels to increase axle durability.

Wright Mowers www.wrightmfg.com

Battery powered pole saw Part of its 20V MAX System, Dewalt announces the new 20V MAX Pole Saw designed for yard care and landscaping. The pole saw’s 10-ft. standard length and up to 15-ft. reach, when using its extension pole, allows it to cut tall branches and shrubs.

30 | SEPTEMBER 2019 | LANDSCAPE TRADES

Dewalt www.dewalt.com

Walk-behind trenchers Toro announces two new walk-behind trenchers in the TRX family, the TRX-250 and the TRX-300. The trenchers feature Intelli-Trench technology, fewer hydraulic components and easy-to-use controls, according to Toro.

Toro www.toro.com

Tape measure The new Craftsman Pro-13 tape measure is a heavy-duty professional grade tape with 13 feet of standout. The tape measure features mylar blade coating and BladeArmor hook protection, as well as an extensive rubber overmold.

Other features include a belt clip, blade lock and a magnetic end hook.

Craftsman www.craftsman.com

Old-style paver line With its asymmetrical look consisting of chiseled stone with rounded corners, Permacon’s Vendome 60 paver line is designed to resemble the stone pathways of cities that are hundreds or thousands of years old.

Permacon www.permacon.ca

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

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 SEPTEMBER 2019 | LANDSCAPE TRADES |

31

cnlanews CAHRC meetings At the end of March, the Canadian Nursery Landscape Association (CNLA) participated in a number of meetings with the Canadian Agricultural Human Resource Council (CAHRC). Victor Santacruz, Anita Heuver and Leslie Sison travelled to Gatineau, Que., for two meetings.

The first was a Labour Market Impact (LMI) Advisory Group Meeting and forecasting update. CAHRC ran an LMI survey a number of years back, but it was time for an update. This survey has been in the works for over a year and is near completion. A national LMI report is expected to be released this August, providing a forecast of labour needs into 2029.

The second day was CAHRC’s Board Meeting and LMI Steering Committee Meeting. This was the last official meeting with CAHRC chair Mary Robinson, who ended her term in June. CAHRC has continued to grow and expand the research, speaking engagements and tools they offer.

During these meetings, Santacruz and Sison set up a private meeting with CAHRC. CNLA has committed to supporting CAHRC for the next three years and will retain its current

status as a gold-level sponsor. CNLA is happy to announce there will be updated information for CNLA members regarding the HR Toolkit, which CNLA offered previously to provincial members at a discounted rate of $75.

members. To order the manual, or if you have questions about the certification program, contact the professional development department at CNLA, certification@cnla-acpp.ca, 1-888-4463499 ext. 8620.

Nursery worker manual now available

Protected Agriculture Stewardship Committee

The newly revised nursery worker certification manual is now available online as a training reference. For a nominal cost, nursery owners and their employees will have a repository of invaluable trade resources at their finger-tips.

The manual is comprised of 10 modules: Plant identification; Plant propagation; Integrated pest management; Soil fertility and cultural management; Field harvesting technique; Irrigation scheduling, equipment repair and maintenance; Staff management; Grading, shipping and receiving; Equipment operation and maintenance; and Maintaining nursery structures.

The nursery worker certification test is being revamped to make it more accessible. Meanwhile, provincial associations may use the revised manual to host training workshops for their

An industry-led committee is working to address recent findings of neonicotinoids in surface waters in agricultural regions of Ontario and British Columbia. The group consists of representatives from Flowers Canada Growers, Ontario Greenhouse Vegetable Growers, B.C. Greenhouse Growers Association, Mushrooms Canada, the Canadian Hort Council, CropLife Canada and the CNLA. This committee’s focus is to guide development of national standards that ensure drench-applied pesticides delivered through irrigation systems are not released into the environment.

Of importance to CNLA members is the committee’s “Protected Agriculture” designation.

The committee’s scope is not limited to greenhouse-grown crops, but includes hoop houses, high tunnels and mushroom growing systems.

Although impacts to CNLA grower members are expected to be minor, CNLA will maintain a seat on the committee and the Technical Advisory subcommittee to represent nursery systems deemed to be protected agriculture.

A cost-share funding application to Agriculture and Agri-Food Canada’s Ag Assurance program has been submitted through the Canadian Ornamental Horticulture Alliance (COHA) to help the Canadian ornamental sector address this matter proactively.

Training benefit The federal government introduced the Canada Training Benefit in the 2019 budget. This benefit will provide workers with money to help pay for training, offer income support during training and job protection during this period, so workers can take the time they need to keep their skills relevant or updated.

This benefit is an accumulated credit balance available to eligible workers between the ages of 25 and 64. They would build a credit balance of $250 per year, up to a lifetime limit of $5,000.

Full details of the program can be found at https://bit.ly/2YhvQiA. LT The Canadian Nursery Landscape Association is the federation of Canada’s provincial horticultural trade associations.

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

32 | SEPTEMBER 2019 | LANDSCAPE TRADES

32 | SEPTEMBER 2019 | LANDSCAPE TRADES

events Sept. 10 - 12 GLEE, Birmingham, U.K. www.gleebirmingham.com

advertisers where to find it COMPANY

PAGE WEBSITE

Sept. 25 - 26 CanWest Hort Expo, Abbotsford, B.C. www.canwesthortshow.com

Beaver Valley Stone Limited

23

www.beavervalleystone.com

Bobcat of Hamilton Ltd

15

www.bobcatofhamilton.com

Coivic Specimen Trees

31

www.coivic.com

Sept. 26 Landscape Ontario Snowposium, Milton, Ont. www.snowposium.ca

Ford Motor Company of Canada Ltd

11

www.ford.ca

Hino Motors Canada

19

www.hinocanada.com

Horst Welding

29

www.horstwelding.com

Oaks Landscape Products

2

www.oakspavers.com

Permacon Group Inc

36

www.permacon.ca

PRO Landscape by Drafix Software

32

www.prolandscape.com

Scotts Canada

17

www.fafard.ca

Stihl Limited

5

www.stihl.ca

The Toro Co

13

www.toro.com

Unilock Limited

9

www.unilock.com

WPE Equipment (Windmill)

31

www.wpeequipment.ca

Walters Gardens Inc

35

www.waltersgardens.com

Zander Sod Co Ltd

27

www.zandersod.com

Oct. 9 - 10 Canadian Greenhouse Conference, Niagara Falls, Ont. www.canadiangreenhouseconference.com Oct. 16 - 18 Green Industry Show and Equipment Expo, Louisville, Ky. www.gie-expo.com Nov. 14 - 15 LANTA Green Industry Show and Conference, Calgary, Alta. www.landscape-alberta.com/events/gisc/ Nov. 20 - 22 HortEast Trade Show and Conference, Moncton, N.B. www.horteast.com Nov. 20 - 22 Fihoq Expo, Drummondville, Que. www.expofihoq.com Dec. 2 - 6 Irrigation Show 2019, Las Vegas, Nev. www.irrigation.org/2019Show Dec. 4 - 6 The Buildings Show, Toronto, Ont. www.thebuildingsshow.com

classifieds LOST HORIZONS PERENNIALS NURSERY: Renowned throughout Southern Ontario and beyond as THE go-to source for rare perennials - over 3,000 varieties in-stock.

5.5 acres including 2.5 acre public display gardens and upgraded heritage residence.

Original owner will assist in the transition.

For detail, visit prosper.ca or call Steve Dawkins, Sales Representative, RE/MAX Real Estate Centre Inc, 1.855.95.REMAX

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

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

2020 Jan. 7 - 9 Landscape Ontario Congress, Toronto, Ont. www.LOcongress.com Jan. 8 - 20 MANTS, Baltimore, Md. www.mants.com Jan. 22 - 24 Tropical Plant International Expo, Ft. Lauderdale, Fla. www.tpie.org LT

As leaders Grow... Retention Grows... Business Grows l Take

action

l Make

changes l Transform your business Visit LandscapeLeadership.ca to gain Follow the pathway self-paced information and tools on strategy, to effective leadership. leadership and people development.

Join today!

SEPTEMBER 2019 | LANDSCAPE TRADES |

33

mentormoment

Doing it his way INTERVIEW BY ROD McDONALD

Drew Millard is an interesting man. He has operated a small, residential maintenance company in Regina, Sask., for 30 years. His clientele is high-end, and most customers have been with him for years. His schedule is so full that it is quite rare for him to accept a new customer.

That’s a nice position for any of us to be in.

In the trade, Drew is known for his attention to detail. He regards each property as if it were his own and ensures that everything is in good order. He works year-round, providing yard maintenance and snow removal.

He is also known as the contractor who fires customers who are not working out. And he makes no bones about getting rid of those who are not respectful.

Drew Millard For most of his career, Drew has been a one-man band. Here is what he has to say about his work and the green trades.

Why did you go into the landscape maintenance business?

I owned a carpet cleaning company called Mr. Carpet and after a couple of years I discovered I was highly allergic to the chemicals. For health reasons, I changed my company name to Mr. Caretaker and started mowing lawns. That was my basic entry into the trade. Even as a kid on the farm, mowing the lawn was my favourite chore.

Why are you a one-man band?

I have had employees in the past. Some were very good and some not so good. I did get tired of putting out fires, having to check up on what others had done or failed to do. I am incredibly fussy, and I want all my customers’ yards to look their best. Not everyone cares about quality the way I do, and I found that frustrating. Supervising others was not for me, so I reduced my customer list to what I could handle. I am much happier that way.

You are known for being the contractor who fires customers.

Are any of them upset when that happens?

Yes. Most do not take it well, but why would I want to work for anyone who does not value what I do? I just tell them it is not working out and they should hire someone else. I only work for people who treat me, and others, with respect.

What is your advice to a new person, starting out in the maintenance business?

Start small. Trying to service too many customers when you are entering the trade is not a good thing. It takes time to figure things out, and how to organize yourself and your route.

When offering a new service, be prepared to lose money the first time. Try to break even the second time and by the third time, you should be able to figure out if that service is something worthwhile for you.

Each customer is different. I had two customers who lived side by each. They could say the exact same thing, but each one meant something different. You have to develop your listening skills as well as your interpretive skills. I have had most of my customers for at least 20 years, so I have learned what each one means and what each one expects. Once you learn those things, you can keep the customer happy.

Another piece of advice is to start in the right neighbourhood. Not every neighbourhood can afford a maintenance company and then there are some people who think you should work for $10 an hour. What they really want is the kid after school with his dad’s mower, not me.

Don’t spread yourself from one end of the city to the other.

Keep your route fairly tight because you do not make money driving around.

Keep your truck clean, well signed, and by all means, look professional. Don’t be one of those guys pushing a mower with a coffee cup in one hand and a cigarette dangling out of your mouth.

Are you pleased to be in the landscape trade?

For the most part, yes. There are some days that are more difficult than others, especially when there are storms. I have made a good living and I do enjoy working for my customers. LT

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

34 | SEPTEMBER 2019 | LANDSCAPE TRADES

Home of Proven Winners® Perennials

‘Denim ‘n Lace’

Perovskia atriplicifolia

PP28445 CPBR5568

Perovskia have long been loved for their combination of color and texture. ‘Denim ‘n Lace’ provides both and offers them longer with a tight, compact habit that does not sprawl in the landscape. Zones 4-9.

Proven Performance.

TM

Premium Perennials. Rewarding Results.

NEW PRODUCT

Building innovation

Madria Wall TM

The new Madria wall, 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

Building moments