Issuu

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GRO UNDWORK

Plant of the Month— The Mighty White Oak Three Common Lake and Pond Management Misconceptions Time to Have Your Business Appraised? Frequently Asked Questions Lights On —GRAND AWARD— A Shady Retreat Fine Earth Landscape

M D•D C•VA

A P U B L I C AT I O N O F T H E L A N D S C A P E C O N T R A C T O R S A S S O C I AT I O N

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GRO UNDWORK

CONTENTS Calendar of Events

President’s Message

Plant of the Month—The Mighty White Oak: Keystone Species Throughout Time

2021 Grand Award—A Shady Retreat

Three Common Lake and Pond Management Misconceptions 14 Time to Have Your Business Appraised? Frequently Asked Questions

Lights On

Advertising Information

Native Perennials Benefit for MidAtlantic Landscapes Wednesday, June 8 12:30 pm–4:30 pm

PLANT OF THE MONTH

GRAND AWARD

See page 11 for more information

The Mighty White Oak Quercus alba

A Shady Retreat Fine Earth Landscape

Feature and Plant of the Month articles can also be found online for LCA members under the GROUNDWORK link in your profile home page at www.lcamddcva.org

CALENDAR MAY 2022 TBD

Paul Jester—President

J&G Landscape Design, Inc.—(301) 476-7600

Aaron Raines—Immediate Past President

Live Green Landscape Associates, LLC —(443) 763-8580

Ron Rubin—Vice President SavATree—(703) 625-4400

Jeff Rossen—Secretary/Treasurer JRossen Landscape—(703) 327-2284

DIRECTORS

Excellence in Landscape Awards Submission Opens

Krisjan Berzins

JUNE 2022

Matt Glover, CLT

Kingstowne Lawn & Landscape—(703) 921-9200 Wray Brothers Landscapes—(301) 906-1571

Native Perennials Benefit for Mid-Atlantic Landscape (see page 11 for more information)

Davidsonville, MD

Josh Kane, CLT

Kane Landscapes, Inc.—(703) 803-3146

Zack Kline

AUGUST 2022 12

2022 BOARD OF DIRECTORS

A.I.R.—(240) 772-1639

Robert Lehnhoff

Excellence in Landscape Awards Submission Closes

Lehnhoff’s Supply—(443) 921-5789

Kristen Mowery

McHale Landscape Design, Inc.—(240) 508-8056

Scott Pickett, CLT, CPH

Live Green Landscape Associates, LLC—(410) 833-9640

Barry Schneider

Surrounds, Inc.—(703) 906-7600

Jeff Waters

SiteOne Landscape Supply—(240) 375-7470

LCA STAFF Thérèse O. Clemens, CAE, Executive Director Matt Coffindaffer, MBA, CAE, Strategic Advisor Julianne Clarke, Membership Services Manager Meghan Maker, Marketing Manager Kimani Grandy, Marketing Specialist Lynne Agoston, Managing Editor Victoria Baltz, Production/Project Coordinator Barbara Bienkowski, CEM, Exhibits/Sponsorship Manager Tim Foley, Meetings Manager Dawn Rosenfeld, Director of Accounting Services Deryck White, Website Manager GROUNDWORK, the official publication of the Landscape

Contractors Association, MD•DC•VA, is published bimonthly by LCA, 1300 Piccard Drive, Suite LL 14, Rockville, MD 20850.

P: (301) 948-0810 F: (301) 990-9771 E: lca@lcamddcva.org W: www.lcamddcva.org. Office hours: Monday–Friday, 8:30 am–5 pm (EST). LCA is not responsible for opinions expressed and facts presented by contributing authors. Editorial Deadline: The deadline to submit copy is the 20th of the month for the following bimonthly issue and is on a space–available basis. Advertising & Classifieds: All ads must be high-resolution PDF and pre‑paid. Contact Barbara Bienkowski at bbienkowski@msp-amc.com for more information and the deadline schedule. Copyright © 2022: Landscape Contractors Association, MD•DC•VA. Reproduction of any material allowed only with prior written permission from LCA. LCA’s core purpose is to advance the success of its members and provide a community for green industry professionals.

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PRESIDENT’S MESSAGE

Paul Jester, PLA, ASLA 2022 President

“May You Live in Interesting Times”

In life, we come across phrases and mantras that help to shape our perspectives on the world and how we strive to live. I shared one at the beginning of the year, but I recently learned of another saying that is very applicable today, and I wanted to pass it along. “May you live in interesting times.” Some would consider it a blessing, and others might consider it a curse. Regardless of your perspective, I think we can all agree that the last few years have been “interesting times.” Outside of the obvious COVID-19 pandemic, many global events, including wildfires, social justice concerns, a new presidency, and wars throughout the world have been impacting our lives. Unfortunately, interesting times are historically associated with negative emotions and events, but much of these lead to momentous and positive changes for the future. While we can’t control these events, they still impact our daily lives and interactions. According to Forbes, psychology experts have predicted a “tsunami of psychiatric illness” in the wake of quarantining and distancing. And CDC studies have found that the percentage of the population reporting that they felt depressed

has quadrupled! Our industry has been fortunate to remain working through the pandemic, and we get to be outside in nature to experience biophilia and all the positive effects that come with it. But even with this in mind, I would ask that each of you do a self-check of yourselves and coworkers to ensure that our health and well-being is the best it can be. I know we are in our prime busy season, with ZERO time for anything else, but please make sure to take care of yourself and check on others. Here are a few simple ways for a little self-care throughout the year: •

Schedule self-care. Taking some time each day for yourself (5–15 minutes) can go a long way in filling your mental-health cup with positivity.

•

Don’t forget the essentials such as healthy food, water, and sleep. These are true necessities in your life, and making smart decisions will help you in the long run.

•

B e ac t ive ! Movement t h at increases your heart rate helps to relieve stress and releases feelgood hormones to keep you at your best. While it doesn’t need to be a full workout regimen, 10 minutes of activity a day can do wonders.

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•

Talk to a mental health professional. While we all have some bad days, please do not be afraid to reach out to a professional for help if you are ever struggling with stress, anxiety, or depression, or just need a judgmentfree zone to talk. Just like how people come to us for professional landscape advice, mental health professionals can help us learn to manage these overbearing emotions.

Let’s all remember to look after ourselves and each other, and sometimes a “just checking up on you” can mean a lot. We are a community of landscape professionals who strive to provide the best service we can, and LCA is here to help each of you achieve that goal. Please keep an eye out for the upcoming events. We are excited to see everyone in person and continue to build our community, making sure we are the standard of excellence in the landscape industry! A big thank you to each of you for your support of this organization. Stay busy and stay safe! Respectfully,

Paul Jester, PLA, ASLA LCA President 2022

Plant of the Month

The Mighty White Oak:

Keystone Species Throughout Time By Liz Harden and Lynette Scaffidi, Empire Landscape, LLC

White oak (Quercus alba) acorns.

Blotches of warm sun swim and swirl along the woodland earth, their pattern cast by the canopy of leaves swaying in the gentle late-summer breeze. The squirrels chatter overhead, collecting the acorns that have only just begun to drop to the ground. Whisps of campfire smoke drift a little too strongly into the air, and the small dancing flames are stomped out with urgency. Carefully, a small bundle is retrieved from the embers; its cornmeal contents meticulously wrapped in oak leaves are unfurled to reveal an “ash cake.” Steamed corn crumbs seem bland in comparison to the coveted venison steaks inspired by the deer browsing on the early acorns in the distance. It could be worse though, as an escaped slave hiding at a station on the underground railroad in 1850 … the less fortunate would be competing with the wildlife for the acorns. This is just a brief glimpse of one of the many ways that the native white oak (Quercus alba) has been present throughout Maryland’s history, serv-

ing a multitude of organisms within a diverse ecosystem. Ever since the mid-Atlantic region has been dominated by deciduous woodlands, the white oak has been a keystone plant species of our indigenous ecosystems. With its towering presence, countless lives have been influenced by the mighty white oak! White oaks and their relatives are hosts to 934 different caterpillar species that provide the energy that drives our local native food webs. Their abundant acorns act as nourishing fuel for blue jays, squirrels, chipmunks, deer, turkeys, and more. Ranging along the Atlantic from Maine down to Florida, and in the heartlands, from Texas to Minnesota, the indigenous people of the mid-Atlantic crushed the acorns to create a fine flour for their food. Continuously, the heartwood of white oaks has provided woodworkers with a strong, beautiful wood that enables them to create furniture, floors, utensils, and guitars. More GROUNDWORK

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so, coopers prefer to use oak wood as containment barrels for their product, which supplies distilleries worldwide. These magnificent trees can stand 50 to 80 feet tall for over 300 years when given the right conditions. Their oblong leaves have seven to nine rounded lobes and rounded sinuses. These emergent leaves sprout a beautiful red in the spring but quickly fade to silvery-green as the season progresses. As the weather cools, their late-summer bright yellow-green hue transforms into a vibrant deep red as autumn approaches, and their leaves will sometimes hang onto younger trees throughout the duration of winter. Once a tree reaches its sexual maturity at around 25 years, it will start to produce acorns. These acorns are rather plain with an obtuse shape that becomes smaller toward the cap. The bark of the tree displays light-gray scaly fissures with long narrow cracks moving vertically up

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Plant of the Month continued change, pathogens, and commercial harvesting pressures, which are leading to the decline of this beloved species. Like most native tree species, global warming is anticipated to cause a slow northward migration to colder climates, which, from an ecological standpoint, is a natural colonization occurrence over decades and centuries. Luckily, the species is very compatible and is predicted to adapt well to climate change, but it’s not exempt from some tribulation in the coming years. It’s been recorded that a sudden die-off of mature white oaks observed in 2019 may be related to weather extremes caused by climate change. The cause of this sudden dieoff of white oak species is still being studied, but the leading theory surmises that heavier than usual rainfall in 2018 followed by a dry, hot summer in 2019 played a part in the unusual mortality rate. Oak wilt has also accelerated the decline of the white oak but luckily has not yet made its way to Maryland. Commercial logging has come a long way in regenerative practices to replenish the species after harvesting; however, the lag time before the newly planted trees will produce acorns and provide canopy results in a supply shortage for wildlife for a few decades.

the canopy. This form is most notable, with a massive canopy and lower branches parallel to the horizon. Until recently, the oldest and largest white oak was the Wye Oak located in Talbot County, Maryland. A severe thunderstorm took down this iconic oak, which had been surveyed and noted as one of the first named champion trees. This tree, in particular, was believed to be over 450 years old with a circumference that measured over 31 feet and a crown spread of almost 120 feet. A tree of this caliper certainly played its part throughout centuries, producing an immeasurable number of acorns for the local wildlife. The energy from its leaves undoubtedly nourished thousands of caterpillars, which act as the base of most food webs. Like many champion oaks, this tree was mainly responsible for filtering CO2 from the atmosphere by sequestering carbon. Along with that responsibility, it also stabilized nearby soils, managed stormwater with its massive root system, and provided welcome shade from the hot summer Maryland sun for the local population of living organisms. Presently, the mighty white oak faces numerous threats and hardships. The species struggles with climate

Emerging white oak leaves. Photo credit: Lynette Scaffidi.

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Shreckhise Nurseries Grottoes, VA • 540-249-5761

Buds & Blooms Nursery Brown Summit, NC • 800-772-2837

Eastern Shore Nursery of VA Melfa, VA • 757-787-4732

Piedmont Carolina Nursery Colfax, NC • 336-993-4114

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Cohansey Nursery Bridgeton, NJ • 856-453-4900

Fair View Nursery Wilson, NC • 252-243-3656

Riggins Nursery Bridgeton, NJ • 856-455-2459

The Ivy Farm Locustville, VA • 757-787-4096

David’s Nursery Exmore, VA • 757-442-7000

Huber Nurseries Manheim, PA • 717-898-9115

Sepers Nursery Newfield, NJ • 856-691-0597

Zirkles Nursery LLC Bridgeton, NJ • 856-207-3548

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Plant of the Month continued The desire to help repopulate this great species of oak is a noble and worthwhile endeavor that will pay off for generations to come. Individuals who have the room to satisfy the requirements of this keystone species should plant one today to experience its impact over their lifetime. A landscape with limitations might be a great candidate for smaller oak species like the dwarf chinkapin oak (Quercus prinoides), a relative of Q. alba within the white oak family. White oaks are often available at local garden centers in large containers or as field-dug nursery stock. Dedicated native nurseries will often have these trees available in a range of sizes spanning from tubelings to larger caliper sizes, as this is a popular species for restoration, reforestation, and mitigation planting projects. Oaks in general have a deep tap root, which results in a higher viability when planting smaller or container-grown oaks that have not had their root system disturbed or cut. Placement is the key for success when choosing a location for any plant. White oaks prefer moist but well-drained sites in full sun. Make sure to routinely water for the first year and add some mulch to keep the water-sucking weeds at bay. To provide extra nutrients, add a little leaf compost when planting. This additive will go a long way to give this natural beauty a leg up in the landscape. Inspiration comes in all shapes and sizes; let today’s spark be a small smooth brown nut with a fancy cupule hat that you happen to stumble upon during your next walk. One person can make a world of difference with enough determination. Just look at Harriet Tubman—born in Maryland and determined to brave countless dangers in pursuit of her beliefs. Tubman is an American icon who saved the lives of countless people through her heroism and purpose, which is now celebrated as a national holiday, Juneteenth. As we take the time to recognize and celebrate the end of slavery in June, let’s consider how we each can contribute to make a positive difference in the lives and ecosystems around us. To quote Doug Tallamy, renowned entomologist and author, “In the past, we have asked only one thing of our gardens: that they be pretty. Now they have to support life, sequester carbon, feed pollinators and manage water.” We have the survival of food webs right outside our doors, and we can rise to this challenge by nurturing the mighty white oak! (Source: https://homegrownnationalpark.org)

Unique bark of the white oak. Photo credit: Lynette Scaffidi. GROUNDWORK

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Photos courtesy of Mt. Cuba Center, www.mtcubacenter.org

Native Perennials Benefit for Mid-Atlantic Landscape Presented by researchers from the Mt. Cuba Center

Wednesday, June 8, 2022 • 12:30 pm – 4:30 pm Homestead Gardens Horticulture Supply 1238 Governors Bridge Road | Davidsonville, MD Sponsored by

Homestead Gardens perennial supplier Cavano’s Perennials has partnered with the Mt. Cuba Center to provide the local market with native plants that have been tested in their trial gardens for outstanding use in the garden in the mid-Atlantic region. These native plants are as beneficial to homeowners as they are to landscape contractors. As more homeowners search out native plants that are helpful to the environment and the local pollinator population, LCA members need to be the first to know how to find these vital plants and, more importantly, be familiar with the research behind them. Join your fellow LCA members for an evening of networking and education as we learn more about how native perennials benefit mid-Atlantic landscapes! Refreshments will be provided, and all attendees will receive: •

Giveaways from our generous sponsors

•

A complimentary ticket to visit the Mt. Cuba Center

•

Complimentary research reports to take home

•

A first look at Carex trial results

•

A sneak peek at ongoing and upcoming trials

•

A chance to participate in a raffle, and more!

LA CES Credits*: 2 credit hours *ASLA members are required to sign in on site. If you do not sign in, you will not be eligible to receive credit.

Registration Fees: LCA Members, $39 | ASLA Members, $49 | Nonmembers, $59 GROUNDWORK

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2021 Grand Award A Shady Retreat Fine Earth Landscape

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The owners asked for a complete outdoor living area that would include a swimming pool with an attached spa, pool house, and fireplaces, as well as beautiful and extensive plantings. The owner wanted to retain the existing mature forest. The major challenge was dealing with the elevations and drainage. Our design minimized the use of retaining walls by incorporating slopes, a turf swale, and catch basins. The pool was designed with an elevated spa with a water spillover. We did all the exterior stonework on the pool house and constructed the fireplace and chimney. The pool decking and the patios are all travertine. Hundreds of perennial plantings bring the area to life through the summer swim season. GROUNDWORK

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Three Common Lake and Pond Management Misconceptions By Trent Nelson, SOLitude Lake Management

As an aquatic specialist with more than a decade of experience, I’ve assisted hundreds of property managers, golf course superintendents, and other stakeholders with their lake and stormwater pond needs over the years. Despite the diverse types of lakes and ponds they oversee, I’ve noticed that many clients have the same set of concerns or misconceptions about their waterbodies. These often come to light as we work together to design a freshwater management program. Let’s take an in-depth look at some of these common assumptions.

Lakes and Ponds Are Permanent Fixtures in the Landscape While lakes and ponds can be longlasting features in our communities,

they are not permanent. They fill with sediment that erodes from the shoreline or flows in during rainstorms. Weed growth and decomposition may lead to the development of muck. And trash, tree branches, and other pollutants can build up over time. The aging of a lake or pond is a natural phenomenon, but it can be highly accelerated through human activity and industry, reducing a waterbody’s life by decades. If left unmanaged over the years, your waterbody could eventually fill up until it becomes a marsh or puddle. This is a process called lake and pond succession. The best way to prevent this inevitable decline is through proactive, ongoing management aimed at reducing erosion, nutrient pollution, muck development, and nuisance

Herbicides are safe and sometimes essential tools for the elimination of nuisance and invasive aquatic weeds, but the results can be short-lived unless they are followed by proactive management strategies to prevent further growth. GROUNDWORK

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aquatic vegetation. These benefits are two-fold. In addition to prolonging the depth and overall lifespan of your lake or pond, you’ll also help prevent algae buildup, toxic cyanobacteria growth, bad odors, murkiness, invasive species infestations, fish kills, and other problems.

Herbicides Pose a Danger to Nontargeted Plants and Animals The most eco-friendly and longlasting lake and pond management programs lean on holistic, natural solutions, but sometimes herbicides and algaecides are necessary to set your waterbody up for success. Herbicides tend to be a point of concern for stakeholders, but I’ve found that once they better understand the strict scientific processes surrounding the use of herbicides, their fears are alleviated. Herbicides used in the lake management industry are designed to exclusively target specific weed and algae species without impacting desirable plants and animals. They do so by interfering with the unique growth mechanisms identified in nuisance species that are not found in beneficial ones. Likewise, the concurrent use of eco-friendly compounds called surfactants helps confine herbicides and algaecides to the affected area without migrating elsewhere.

Three Common Lake and Pond Management Misconceptions

continued ence, pollution, and weather, just to name a few. Likewise, every stakeholder has different goals and budget requirements. That’s why freshwater management programs are most effective when customized for your unique aquatic environment.

All lakes and ponds will eventually fill in with muck and sediment, leaving stakeholders very few options beyond physical removal to reverse the accumulation.

No two waterbodies are the same, which is why professional lake and pond managers tailor solutions designed to support both the environmental and budgetary needs of the stakeholder.

Historically, herbicides have been applied by licensed professional ground crews, but new industry technologies like drones are making it possible to remotely apply products with more accuracy and efficiency, particularly in areas that are hard to reach or unsafe to navigate by foot. All herbicides must be evaluated and registered by the Environmental Protection Agency (EPA). In addition to collaborating with scientific authorities throughout the United States, the EPA also carries out bilateral cooperative programs with the World Health Organization and many other countries around the world. Once approved, all herbicides are subject to compliance monitoring and peri-

odic reevaluation processes to ensure lasting safety and success.

All Freshwater Management Programs Are the Same It’s not uncommon for a property manager or golf course superintendent to assume that the solutions used on a friend or colleague’s waterbody will work on theirs. Unfortunately, there’s no one-size-fits-all approach to lake and pond problems because no two aquatic ecosystems are the same. Your waterbody’s unique makeup and the way it responds to different treatments can be dictated by hundreds of factors, including water use, location, surroundings, plant and animal presGROUNDWORK

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Typically, the program design process begins by establishing a baseline of your waterbody through a visual survey of the property and comprehensive water quality testing. Your aquatic specialist should work with you to identify the challenges your aquatic ecosystem is facing and determine the best course of action based on your needs and limitations. Because all these factors can change over time, these conversations should continue on a regular basis. The management of la kes and ponds is truly a science and should be treated as such. When considering a management program, look for a freshwater management firm that prioritizes getting to know you and your aquatic ecosystem before implementing any services. Seek out an aquatic specialist who is educated about the responsible use of herbicides and is capable of sharing that knowledge with you in a clear manner. Our lakes and ponds are valued features that our communities rely on every day. If you oversee the management of these water resources, make sure you’re investing in both the present and its future. Trent Nelson is an aquatic specialist at SOLitude Lake Management, the nation’s leading freshwater management firm specializing in the management of lakes, stormwater ponds, wetlands, and fisheries. Learn more about this topic at www.solitudelakemanagement.com/ knowledge. Photos courtesy of SOLitude Lake Management.

Time to Have Your Business Appraised? Frequently Asked Questions By Erik Ehrhart, CPA, ABV, CEIV, AM, and Heather Lyon, CPA, BEAR Business Valuation LLC

have very similar professional standards that govern the valuation processes and methods, so you know if you hire an accredited professional, the product will be reliable.

There are many reasons to perform a valuation of a landscaping business, but the most common is an ownership transition. Before the company proceeds with ownership transition—whether fractional interest buyouts, employee stock ownership plans (ESOPs), equity incentives, or outright sale—an accurate understanding of the company’s value is necessary.

In the United States, these are professional organizations and the credentials to look for:

We’ve gathered our answers to the questions we’re asked most frequently to help you get started.

How do I find a business appraiser?

The best way to find a business valuation expert is to ask for a referral from your tax accountant, attorney, or business broker. What you should be looking for are credentials and experience. There are several professional organizations for business valuators, and each offers rigorous accreditation programs. These organizations also

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Time to Have Your Business Appraised? Frequently Asked Questions continued •

American Society of Appraisers (ASA) – Accredited Member (AM) and Accredited Senior Appraiser (ASA)

•

American Institute of Certified Public Accountants (AICPA) – Certified Public Accountant (CPA) and ABV (Accredited in Business Valuation)

•

National Association of Certified Valuators and Analysts (NACVA) – Certified Valuation Analyst (CVA)

If you look online, you may find businesses offering free or very inexpensive valuations. If you are tempted, investigate carefully. These are usually not credentialled appraisers, but business brokers, lenders, or insurance companies hoping to win your business in their field.

How long will it take?

Generally 2–3 weeks, not including the time it takes you to gather your business information. Many firms charge extra rush fees if you need it more quickly, so don’t wait until the last minute.

What’s the difference between an appraisal and a valuation?

What kind of information will I need to provide?

No d i fference at a l l—t he word s c a n b e u s e d interchangeably.

What type of valuation report do I need?

There are two basic types of valuation reports, and the type you need depends upon your reason for needing a valuation. •

•

Conclusion of Value Report (also called an Opinion of Value Report). This is a formal report that includes all the elements needed if you will be filing your report with the IRS or a court. This is also used for ESOPs and incentive compensation plans. Calculation of Value Report (also called a Restricted Valuation Report). This report is shorter and more informal, and therefore is less expensive. It’s appropriate for management planning, estate planning, partners buying in or selling out, or for planning to sell the company.

How much will it cost?

Prices can vary quite a bit. The price will depend on the size of your business and the complexity of your situation. Remember to verify that you are hiring an experienced, credentialled professional.

Financial statements and/or tax returns going back 3–5 years, and interim financial statements up to date of the valuation if it’s mid-year.

•

The Partnership Agreement or Operating Agreement and a list of owners and their shares.

•

Projections of revenue and earnings for next one to five years, if possible.

•

Details of how the owners are compensated.

•

Details on any income or expenses that are nonrecurring, personal, non-operating or extraordinary.

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Details about your ownership or lease of your facilities.

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A breakdown of how much of your revenue is from recurring work, and how much is one-off projects.

•

We would also want to have a discussion about your workforce, including your worker’s compensation rating and whether your workers are documented.

Say I mixed some personal expenses in with my business expenses on my tax return. Will you report me to the IRS?

The Calculation of Value report is simpler and so you can expect to spend less for it. Rates vary, but a reasonable ballpark range is $3,000 to $6,000.

No, we wouldn’t and couldn’t report anyone to the IRS. If your valuation report is going to be filed with the IRS, we can advise you on how to avoid causing problems for yourself. All credentialled appraisers sign on to a code of ethics that includes keeping all of your information strictly confidential. The only reason we would share it is if we were ordered by a court.

The Conclusion of Value Report is longer and more involved, so you can expect to pay $4,000 to $10,000, again depending on the size of your business and the complexity of your situation.

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Time to Have Your Business Appraised? Frequently Asked Questions continued

My brother-in-law knows a guy who said landscaping businesses are worth 50% of annual revenue. Why pay for an appraisal now that I know what my business is worth? There are “rules of thumb” out there that people use to estimate value. They’re not necessarily wrong in a very general sense, but each business has unique risks and features that need to be taken into consideration when you’re serious about planning or financial reporting.

I’m thinking about selling in a few years. How can I make my business worth more? •

Have your financial statements and tax returns prepared by professionals, and be sure that

all income and expenses are recorded properly. If a relative is doing your books, this is the time to hire a CPA firm. •

If your business is large enough, create a management team other than yourself, and work toward their being able to run the company without your daily efforts.

•

Shift toward contracted recurring work as much as possible. Long-term maintenance contracts are golden.

•

Set yourself apart from the competition. Create a brand and communicate it to your customers. Give your customers incentives for referrals.

BEAR Business Valuation LLC is a team of professional business appraisers working with businesses in all industries throughout the United States. In addition to valuations of entire companies, BEAR values stock options, preferred stock, corporate notes, land imited partnership interests, and provides fairness opinions for SEC reporting purposes. About half of BEAR’s valuations are for tax or financial reporting purposes, approximately 10% are for ESOPs, and the rest are primarily related to the purchase or sale of fractional interests or an entire business. Business Valuation is all we do, and we’re very good at it! www.bearvalue.com Reprinted with permission from The Landsculptor (October 2021) and the Michigan Green Industry Association.

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LCA 2022 EXCELLENCE IN LANDSCAPE AWARDS Online Awards Submission Open From Mid-May to August 12 Each year, LCA recognizes the best landscaping projects throughout the DMV through its Excellence in Landscape Awards program. The projects are judged by a group of leading landscape professionals who evaluate and acknowledge exceptional design, installation, and maintenance in residential and commercial projects.

Here’s why you should submit your company’s projects:

Show off your company’s talent. Start your entry by visiting www.lcamddcva.org/awards.

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Be associated with the best—when you win an award, you are positioned next to the leaders in our field—no matter your company’s size.

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Greater visibility—Not only are winning projects promoted by LCA on social media but winners are also featured in Home&Design magazine.

•

Added marketing opportunities—Being able to market your company as an Excellence in Landscape Award winner places you in a more favorable light with potential clients and helps you to stand apart from the competition.

E-Books Available on 6th edition

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Order THE PRINT VERSION Online Today: www.lcamddcva.org GROUNDWORK

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Lights On

Low-voltage landscape lighting is a growing add-on service as homeowners invest more in their outdoor living spaces. By Kristen Hampshire

It’s the icing on an outdoor living project and a way to “show off what you paid for,” says Mitch Birky, designer at Bellas Landscaping in Bloomington, Ill. He’s talking about low-voltage landscape lighting, which is a secondary service at the company—a growing one. As more homeowners invest in backyard features like expansive patios, outdoor kitchens, firepits, and pools, they’re recognizing that lighting extends the time they can enjoy it. Lighting becomes part of the outdoor living package deal. During the last year, Lucente Landscaping has seen a 100% increase in landscape lighting sales, from $23,000 in 2020 to about $50,000 so far in 2021. Dennis Lucente, president of the New Rochelle, NY-based firm, points to pandemic-inspired projects as a trigger for the heightened interest in lighting. “We are doing a ton of firepits, patios, pergolas, outdoor heaters, and we finished two pool projects with spas,” he says. “Along with that, landscape lighting is an easy sell because it’s beautiful and, surprisingly, isn’t a big cost in relation to these projects.” With today’s commercial-grade, easy-to-install low-voltage systems, landscape companies can add light-

ing to their service menus with minimal training involved. The aesthetic results add another layer of interest to projects, not to mention better security. And the service is one of the more profitable ones at Bellas Landscaping, even though it’s only an average of 10% of the cost of most outdoor living projects the company completes. “People drive around and see lighting at hotels, or they see pictures in magazines, and it catches their eye,” Birky says. “Lighting is a growing service for those with disposable income.”

Sales Strategies From setting up temporary displays to sell the service to offering an introductory low-voltage lighting package, “wow factor” is the main attraction for clients who want to add lighting to their properties. Since low-voltage displays are relatively easy to set up by plugging in a transformer, Lucente likes to bring a kit to clients’ properties to show them what special effects illumination brings to the landscape. “We keep transformers and basic lighting in stock, so they are ready to set up and show people,” Lucente says. “I can show them how the lights look on their house after dark, GROUNDWORK

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so they understand what they are paying for and how exciting lighting is when it’s done the right way.” Another way Lucente sells lighting is by including it on the big checklist of outdoor living project components. “While we don’t get calls coming in for lighting itself, we go down a checklist and ask, ‘How will we light the area?’” he says. “Once we bring it up, the conversation usually transitions to how lighting will look, and we pick out fixtures.” Aside from selling beauty, emphasizing safety can seal the deal with some homeowners. “Illuminating anything adds more security,” Lucente says. To prevent after-dark stumbles and falls, he ensures that pathways are lit and changes in grade or surface are highlighted in a subtle, appealing way that improves visibility. “Lighting can steer a person to walk a certain direction,” he says. Birky also works lighting into design discussions, including it in the overall scope of projects. Sometimes, the budget runs thin by the time using lights to accent the architecture, plants and pathways is discussed. In those situations, he suggests an introductory low-voltage lighting package with a transformer and about 10 fixtures.

Lights On

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“I hate to say it, but sometimes lighting is the part of a project that gets cut out because they’d rather pay for a pizza oven or a fancy grill,” Birky says. “So, if a project is going over budget, we might suggest scaling back lighting and putting in a starter system they can add to later.”

Expanding the Service Whether you’re adding low-voltage lighting to your business or want to sell more of it, approach the service with knowledge of your market. “There are areas of the country where landscape lighting can be a standalone business, but our market is not big enough for that,” Birky says. “But, lighting is growing in some slower markets with the economy doing well and the housing market doing well.” Birky advises offering a high-quality lighting line and differentiating from the range of products consumers now can access online. And, learn about lighting effects and teach team members who will be installing the low-voltage systems. High-voltage projects usually require an electrician’s expertise. “You are creating a scene at night, so you want to use

the proper amount of lights without overdoing it, and you want to use a good, quality light,” he says. In other words, avoid a Clark Griswold display or airport runway effect on paths. “Lighting is growing in some slower markets with the economy doing well and the housing market doing well.” Mitch Birky, designer with Bellas Landscaping In Birky’s area, colored lights have not caught on as everyday “wear” for the landscape and home exterior, and the preference is soft architectural uplighting, branch uplighting, and pathlights that are placed thoughtfully. L o w-v o lt a g e l i g ht i n g h a s a n approachable learning curve, but lean on suppliers for guidance with technical and design-related skill building. “And cross-train key crew members and supervisors to suggest lighting opportunities,” Lucente says. “Our guys are trained so they can recommend ideas to clients when they are out servicing sprinklers or servicing a property,” he notes.

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Also, Lucente’s two sprinkler crews are cross-trained to install lighting since the wiring is similar, he says. All team members are schooled to offer the service. “We try to offer our maintenance customers everything possible,” he says, adding that this includes checking up on installed systems to see if upgrades or fixes are needed, whether or not his company initially put in the lights. In fact, repairing old or faulty systems can be a sales opportunity. “If we notice a broken light, we ask, ‘Would you like us to replace it?’” Lucente says. Lucente keeps up on trends so he can offer the latest systems to clients. The company is currently exploring color-changing LED systems that are controlled by a mobile app. “We’ll experiment with it before we start putting it out there for clients,” he says. Though in his area, “there is nothing like the traditional, beautiful, soft warm-white or cool-white lighting and its elegance.” Reprinted with permission from Lawn & Landscape magazine, September 2021.

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