The New Jersey Landscape Contractor - May 2018

THE NEW JERSEY

Spring 2018

Landscape Contractor

The Official Publication of the New Jersey Landscape Contractors Association

• The Next Level of Deer Resistant Plants • Reasons You’re Not Getting Paid • The History of Reclaimed Cobbles and Pavers • No Money, No Sale • And much more!

Made in AMERICA We are changing America’s Landscape with Pavingstones and Wallstones!

We want towns all over the United States to upgrade their sidewalks, downtown areas and municipalities with products that will outperform concrete and asphalt. We are allowing people to extend their living space beyond their four walls so that they can enjoy time with family and friends throughout the year. This is about something larger than a pretty driveway or patio. It is about an investment that makes people feel good about coming home or taking a walk in their local community. Our mission is to encourage positive change in the environments we utilize each and every day. We are proud to be a part of this change, one paver and one wallstone at a time.

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Published By

The New Jersey Landscape Contractor magazine is the official publication of the New Jersey Landscape Contractors Association, dedicated to the professional landscape industry of New Jersey. NJLCA was founded in 1966 as the Bergen County Landscape Contractors Association, and is today comprised of over 550 member companies throughout New Jersey.

New Jersey Landscape Contractors Association 465 Mola Boulevard, Elmwood Park, NJ 07407 Phone | 201-703-3600 -- Fax | 201-703-3776 E-mail | info@njlca.org Visit our website at www.NJLCA.org Publisher/Editor Gail E. Woolcott Contributing Writers Jane Beggs-Joles | Joe Bolognese | Greg Carpenter, CLT Kenneth Cerullo, Esq. | Patrick Donovan | Ed Dugan Eric Gilbey | Bob Hibler | Jeff Korhan | Nelson Lee Matt Moskowitz | Jill Odom | Jim Paluch | Bill Silverman Kara Sliwoski | Scott Smith | Danny Wood | Gail Woolcott NJLCA Combined Board President | Nelson Lee Vice President | Richard Goldstein, CLT Treasurer | Greg Carpenter, CLT Director | Anthony Agudelo Director | Jeff Baker Director | Joe Bolognese Director | Justin Flatow, CLT Director | John Freitag Director | George Futterknecht, CLT Director | Dan Kindergan Director | Michael McMorrow Associate Director | Tom Barillo Associate Director | David Gaynor Associate Director | Gregg Straffin Advisor | Dr. Bruce Clarke, Rutgers University Advisor | Dr. Steven Fischer, Bergen Community College Advisor | Dr. James Murphy, Rutgers University The New Jersey Landscape Contractor magazine is published triannually. 600 print copies are distributed to members and over 4,000 digital issues are sent to professionals in the Green Industry of New Jersey, as well as educational and governmental institutions. Subscription rates: $45.00 per year; $15.00 per copy. New Jersey residents only, please add 7% sales tax.

To advertise in The New Jersey Landscape Contractor, please contact Gail Woolcott at (201) 703-3600 or e-mail gwoolcott@njlca.org.

Article and photo submissions are encouraged and may be sent to NJLCA at the above address. Publisher assumes no responsibility for safekeeping or return of photos or manuscripts, and reserves all rights to edit material submitted for publication. © 2018 New Jersey Landscape Contractors Association. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher.

PUBLISHED May 2018

Cover Photo: Monello Landscape, 2018 Landscape Achievement Awards Winner

contents Spring 2018

FEATURES

9 The Next Level of Deer Resistant Plants 12 Reasons You’re Not Getting Paid

15 Using 3D Modeling to Analyze and Sell

17 The Magic of Deadlines

18 Mulching Permanent and Temporary

Seeding Sites in NJ

21 A Review of Insurance Policy Exclusions

to Save Time, Money and Aggravation

26 The History of Reclaimed

Cobbles and Pavers

28 What Do Alligators in the Swamp Have...

32 A Pro Answers Common Lake

and Pond Questions

35 How to Make Marketing that Gets

the Job Done

38 No Money, No Sale

40 Evaluating the Alternatives to Gasoline

IN EVERY ISSUE...

NJLCA News Briefs

4 President’s Message

4 Upcoming Events

5 Letter from the Editor

14 Landscape Industry Certified Exam

23 Welcome New Members

24 Contractor Focus: Lincoln Landscaping

25 Associate Focus: Hionis Greenhouses

34 NJLCA/IANJ Golf Classic

36 Is Entering Industry Awards Programs

Worthwhile? Yes!

45 Landscape NJ 2018 Photos

46 Advertiser Index Columns

5 The Buzz: Industry News

7 Turf Talk

31 Making Cents

37 The [Safety] Culture Club 38 Certifiable NJLCA.ORG

3

President’s Message Mother nature has really given us a rough start this year. Between three Nor’easter snow storms in March to what feels like the never-ending rain in April and May, we just can’t catch a break. This is the life in a seasonal business in New Jersey though.

This year’s trade show in February was a great success, thanks to all of you who exhibited and those who attended. There was so much to learn and do at this year’s show that many of you stayed most of the day to do it all.

There have been many hits to our industry this year, other than the weather. Labor is a huge issue (as it always is), but more so than ever, with the cap on H-2B visas and the government changing them to a lottery system. Many of our members didn’t receive visas for employees, some who have been work for them seasonally for 15 or 20 years. NJLCA has been hard on the phones, email and social media talking to our legislators about this issue.

As new leadership in our great state has come in, so has the notion that increasing the minimum wage to $15.00 per hour will help NJ residents. Although we agree that everyone should make a living wage, increasing the minimum wage will do more harm than good when it comes to small businesses like ours that are already paying well above the minimum wage. Everything from the cost of food and fuel, to entertainment and insurance rates will rise with this increase in the minimum wage. Salaries of unskilled employees, who may currently make $12 per hour, will be raised to $15 per hour, forcing higher level employee salaries to increase along with them. It will lead to a loss of jobs, as more employers turn to automation to handle their needs. Less hiring will occur, as small businesses will no longer be able to hire as many employees. And the very thing that raising the minimum wage is

U

meant to do, help those who are in or near poverty, will be hurt the most! The skilled workers will be applying for the same minimum wage positions as the unskilled workers, pushing those unskilled workers right out of the market. The NJLCA, along with the support of the NJ Green Industry Council, the NJ Cultivated Sod Association, the NJ Nursery and Landscape Association, the Commerce and Industry Association of NJ, the Irrigation Association of NJ, the NJ Pest Management Association and the Golf Course Superintendents Association of NJ, sent a strongly worded letter to the Governor explaining just that and copied every other legislator in the state.

Finally, we are getting our first real wind of the latest pest to invade, the Spotted Lanternfly. Although it has not been found in NJ yet (other than a few sightings of insects that came in on materials from PA), it is expected that our state will be next.

The Spotted Lanternfly loves the Tree of Heaven, but it will lay its eggs on trees, bricks, stone and other smooth surfaces.

While feeding, the SLF produces an excretion called honeydew. As the honeydew drips down the tree, it produces sooty mold at the bottom. There are more than 70 species of plant that the SLF makes use of, including fruit and ornamental trees, vegetables, herbs and vines. NJLCA has been working with the USDA APHIS and the NJDA to get information out about these destructive pests. If you see egg masses or signs of infestation, call 833-223-2840 (BADBUG0) or email slfplantindustry@ag.nj.gov.

Please keep a lookout for these pests and know that the NJLCA is working for you in all facets of the industry. Have a great summer and hope to see you all soon!

Nelson Lee, President

PCOMING EVENTS:

June 14th - Member Meeting at SiteOne in Mahwah June 21st - Branching Out Webinar July 12th - Membership Meeting at Lincoln Technical in S. Plainfield (AmsOil Sponsoring) July 26th - Branching Out Webinar August 9th - Membership Meeting at Terre Company in Clifton August 23rd - Branching Out Webinar August 30th - NJLCA Night at the Yankees September 11th - NJLCA-IANJ Golf Classic at Fox Hollow Golf Course September 13th - Membership Meeting at York Trailers in Butler September 27th - Branching Out Webinar October 1st - NJLCA Landscape Achievement Awards Entry Deadline October 6th - Landscape Industry Certified Technician Exam at Bergen Community College October 11th - Membership Meeting Bobcat of North Jersey in Totowa October 18th - Membership Meeting at Site One in Mahwah October 25th - Branching Out Webinar

4 SPRING | 2018

The Buzz

I

n April of this year, we lost another of our Charter Members, Skip Gallione. He was everyone’s grandfather and an honestly genuine man. We will miss him and his wisdom terribly.

Frederick “Skip” William Gallione Jr. Frederick William Gallione, Jr. “Skip”, August 28, 1935 - April 5, 2018. A life well lived, well loved. Joining the US Army at the age of 19, began Skip’s deep commitment to hard work and success that would follow him all of his life. He began Gallione Landscaping Service, Inc. in 1958, and even recently could be spotted checking out jobs with his son, Fred, with whom he shared the business.

Joining a few landscape friends back in 1966, they began the Bergen County Landscape Contractors Association, which has grown to include all of NJ and hundreds of members. Serving as President several terms, the association was a large part of Skip’s business and social life.

A young Skip Gallione - front and center Flanked by Rich Fry, Ed Rolando, Skip Powers, Jack Caldwell, Roger Dammer Devoted to his faith, he was a lifelong member of St. Cecilia’s Church. Survived by his 7 children; Frederick Gallione III, Kenny (Susie) Gallione, Tim (Isabel) Gallione, Tom (Linda) Gallione, Roeman (Bobby) Deyoe, Katherine (Art) Robin, Joseph (Caryn Lynn) Gallione, and their mom, Marie, whom he shared years of marriage and parenting. His grandchildren; Nicole & Tim Jr., Jan, Andrew & Sara, Gina & Joey, Olivia, Anthony & Hope, Max & Nate; and 2 great grandchildren Benjamin and Ellie. Loving friend and partner of many years, Rose Gallione. Skip also shared long standing, meaningful relationships with his niece Judi, cousins, and Gloria Gallione. As well as many other dear friends and family. Preceded in death by his parents and sister, Miki. The family would like to thank Visiting Nurse Association of Englewood for their services.

Letter from the Editor

H

opefully by the time this issue is in your hands, the sun is shining and you are nearly caught up on your projects.

Most of you don’t know that in offering the Association Master Trust health plan options to our members, that NJLCA is a trustee of what is called a MEWA (multiple employer welfare arrangement), where a group of trustees (in this case, associations) pool employees (members) together to acquire group benefits. In our case, the providers are Horizon Blue Cross Blue Shield and Delta Dental. If you haven’t had an opportunity yet, take a moment to go on their website and get a quick-quote. (The advertisement is on page 6). The reason I bring this up is that I’m very proud to announce that the AMT Board (of which I sit on as your representative) voted to give our subscribers a 2.5% rebate of premiums this year (similar to what we do each year). So not only are you getting great benefits at a very competitive rate, but what other insurance company do you know that will give you back some of your premiums!? There’s no obligation, so give it a shot, get the quote. Even if you are not a member, they will give you a rate quote and then you can decide to join if you think it is right for you.

On a separate note, we are already starting to gear up for the next Landscape New Jersey Trade Show in 2019. But to help us with that, as well as our meetings, webinars, and even the articles we include in the magazine, I want to hear from you about what topics you are most interested in learning about! Please take a moment to email me at gwoolcott@njlca.org, call us at 201-703-3600 or complete our one question survey (anonymously) at https://www.surveymonkey. com/r/ednjlca.

I hope you enjoy this spring issue of The New Jersey Landscape Contractor magazine! We have everything here, from mulching to marketing, 3d modeling to deer resistant plants, insurance to the history of pavers, and how to get paid to alternatives to gas powered equipment. See our Contractor Focus on Lincoln Landscaping and how organics are working for him and our Associate Focus on Hionis Greenhouses, a family run business for many years. Check out our columns, which cover the issues you most ask about, from safety to seeding, running your business the right way to news in the NJLCA. Finally, take some time this spring and summer to prepare for the 2018 Landscape Achievement Awards by taking those “before, during and after” pictures, so you can enter your amazing work in this year’s competition and become an award winning landscaping company! Hope to see you at a meeting soon!

Sincerely,

Gail Woolcott Director of Operations Editor in Chief

NJLCA.ORG

5

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Turf Talk

S

o it’s April 9th and 29 degrees at 5am. Normally my clean ups are over, I have spread most of the 1000 yards of mulch and am looking forward to my first cut by now.

In seasons past it was tshirts, and early suntans on everyone’s faces. Not this year! Flannel-lined pants, LL Bean snow boots and the look of wind burn on our faces are the attire of this season. Actually, it isn’t all bad.

Cold weather holds the perennials down. If we are lucky we won’t see a Hosta until May 15th. No such luck. Maybe you will get ½ the mulch done before they open.

As far as the turf goes, it isn’t all bad news. I would suggest Dimension fertilizer with acelepryn insecticide. It has been damp and cool way too long. I’m predicting air conditioning by May 1st and an end to this cool and damp weather.

If you load up the Dimension with accelyprin, you can not only stop the new crab grass from growing, but also kill the newly germinatChinch Bug ed crab grass seeds. The Photo: David Shetlar, acelepryn will take out The Ohio State Univer- the chinch and grubs – sity, Bugwood.org I have seen more than a few doing beds this spring. Don’t fret, it is an uphill battle. We will get a break after Labor Day! Good Luck and Keep Growing!

Greg Carpenter, CLT is co-owner of American Beauty Landscape Design since 1983. He attended the SUNY Farmingdale Turfgrass Program and is the Treasurer of the NJLCA. Greg also serves on the Rutgers Turfgrass Advisory Board and the Bergen Community College Horticultural Advisory Board.

News Briefs

Bergen Community College Announces New Landscape Certificate Program Bergen Community College in Paramus, NJ has recently been approved to offer their new Landscape Certificate program. Students enrolled in the Landscape Certificate program are exposed to the plants and construction materials utilized to transform a new or existing site for functional and/or aesthetic needs. Students study a site, prepare a plan, and implement a project on campus as one of the laboratory components. They demonstrate the design principles they have learned to resolve problems in the everyday world of landscaping (drainage, topography, exposure, sustainability, etc.). The most exciting part of the program is that many of the classes will be held in the evening. Below is a sampling of those classes: Summer 2018: Landscape Contracting-This course is a study of the basic requirements for developing landscape contracts and the writing of detailed specifications. Ethical practices and professional relationships among the client, consultant, contractor, other allied professions, and employees are also studied. Project costs and fee determination procedures are represented and simulated in the labs.

Horticulture Marketing & Sales-This course introduces the student to concepts relating to preparation for a career in horticulture. Field studies into horticultural businesses, group discussions and consultations with industry professionals assist in formulating effective strategies and planning for a profitable business. Included are discussions of basic principles of marketing, current industry trends and sales.

Fall 2018: Arboriculture/Plant Health Care-This course is the study of the care of trees and woody plants. Emphasis is placed on pruning, pest control and proper cultural practices including planting procedures and fertilization schedules. Other important topics to be covered are the safety practices involved with tree climbing, pesticide application, and tree removal. The course will provide an understanding of the basic functions of woody plant systems.

Landscape Plants & Materials 2-This course places emphasis on the identification, culture and use of both native and cultivated herbaceous materials used in the landscape and further continues with the identification and use of more specialized and unique woody plant materials.

Laboratory and field exercises include studies and demonstrations of their applications and uses in both natural and designed settings.

Fundamentals of Horticulture-This course is designed to acquaint the student with the multifaceted field of ornamental horticulture. Topics for examination include the historical role of horticulture from both the artistic and scientific perspectives, as well as its commercial and aesthetic significance and applications for the future. Discussion of current employment opportunities, trends and practices will be emphasized. Noted guest lecturers from all fields of horticulture will share their views and experiences.

We recommend anyone interested in taking classes at BCC Horticulture, speak specifically with BCC Horticulture at (201) 447-7955 or horticulture@bergen.edu.

NJLCA.ORG 7

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Feature Story

The Next Level of Deer Resistant Plants

by Jane Beggs-Joles, Director of Landscape Marketing, Spring Meadow Nursery, Inc.

idwinter can be tough. Many of us packed on a few extra pounds over the holidays and are struggling to take them off; the days are short and the weather is cold, so we’d rather curl up with some comfort food rather than hit the gym. You know who else has the midwinter munchies? Deer.

Deer have eaten well through fall, gorging themselves on the really choice offerings like hosta and rhododendron. By February they’re not nearly as picky.

However, you can select plants that are less desirable than others. That’s not to say that deer will never browse on these plants, but they will typically pass them by if there’s anything else available.

Hibiscus syriacus (Rose of Sharon), Deutzia, and Hypericum (St. John’s-Wort) are all useful landscape plants that are

less desirable to deer. New introductions offer some new options in color and habit that are especially nice for smaller residential sites.

Thuja plicata (Western arborvitae) is a relatively deer-resistant evergreen. Though not as hardy as T. occidentalis it should be fine in New Jersey. The species can get quite large, but plant breeders have been selecting for smaller size and different colors. There aren’t as many color and size options as there are for T. occidentalis, but breeders are working on it.

But what if these suggestions just aren’t working?

If hungry deer are browsing on your Syringa and Spiraea, you need to look at the next level of unappetizing landscape plants.

Buddleia (butterfly bush) and Caryopteris are two reliably deer-resistant genera. They bloom on new wood, so even if they are damaged overwinter by cold temperatures (or deer) they will rebound by midsummer with plenty of colorful flowers. If you’re concerned with Buddleia getting too large for a small lot, check out some of the new dwarf varieties. They will fit nicely into most landscapes, and many are sterile so your clients don’t need to worry about unwanted seedlings. Just try to plant these new dwarf selections earlier in the season rather than in fall to give them time to establish. One note of caution: both Caryopteris and Buddleia need full sun and well-drained soil. If they get too wet, particularly over winter, they won’t be happy. That place where the plow truck dumps snow? Not a great place for butterfly bush.

Berberis, or barberry, is another good choice for sunny areas. Deer don’t care for these durable, thorny plants, and neither do humans. Strategically placed barberry can also

Proven Winners Sambucus Lemony Lace

Proven Winners Buddleia Pugster Pink

Fluffy Arborvitae

M

NJLCA.ORG 9

SNOWFIGHTERS INSTITUTE

EVENT DATES NEWARK, NEW JERSEY September 7, 2018

This one-day seminar will feature comprehensive information about how you can set your company apart from your competion. Without sales, nothing happens. Snow and ice management is not an optional service for any commercial property. Whether you are the owner, the operations manager, or a sales person, you need the right attitude if you are going to be successful.

30 DAYS P U N G I S O THIS T R O I R P 0 GET $20 O T T N EVE ISSION! M D A F OF

SALES STRATEGIES

INTERNAL OPERATIONS

How to successfully bridge the gap of turning “suspects” into prospects is one of the focal points of this event.

Attendees will learn how to successfully navigate all the excuses various prospects have to avoid making a decision. The role play exercises are designed to force you to “think on your feet” in order to achieve a successful conclusion to your quest to bring more business to your company.

Poor office management can lead a company to poor cash management, poor record keeping and unacceptable management practices. Attendees of the Internal Ops Event will discuss HR issues as well as concerns surrounding service providers. They will be introduced to best practices for keeping the company positioned for efficient and effective management of “back office” operations.

July 16 - 19, 2018

August 13 - 16

For more information call us, visit our website, or email us at: www.snowfightersinstitute.com (814) 455-1991 info@snowfightersinstitute.com *All NJLCA members receive $500 off our in house events. Put in code: NJLCA when registering online or call (814) 455-1991. *Cannot be combined with any other offers. *Please call (814) 455-1991 when registering multiple attendees.

Feature Story

Deutzia Yuki Cherry Blossom

keep unwanted human visitors away from swimming pools, etc. But don’t think that it’s the thorns that keep deer from eating Berberis; they will happily feast on roses.

There are also some choices that will tolerate either full sun or partial shade. Potentilla is a very cold hardy, tough little plant that will flower all summer long. Yellow or white flowers are the most common, although there are some pink flowered forms available. In New Jersey’s hot, humid summers, however, the pink varieties may fade to white. While older varieties had a tendency to get kind of ratty looking, newer selections have fuller, more compact habits. A good shearing in early spring will help to even out the shape and encourage flowering through the summer.

If there’s space for something larger, Viburnum dentatum is an excellent choice. White spring flowers will produce blue berries in fall; songbirds will enjoy the fruit. Remember that you will need to plant more than one variety of this native plant to ensure fruiting.

Although deer do not care for Sambucus racemosa, its nectar-rich flowers and bright red fall berries are a smorgasbord for other wildlife. As with V. dentatum, there will be better berry set if more than one variety is planted in the same area. Newer varieties, however, have colorful foliage that provides plenty of ornamental appeal even without fruit.

While Buddleia and Caryopteris demand well-drained soils, red elderberry will grow in moist or even wet conditions.

This is a delightful native plant for woodland settings.

But it’s winter, right? You need some evergreens in the landscape to keep it from looking completely desolate. Buxus is a classic choice for formal landscapes, or really any landscape with the dual threat of deer browsing and deep shade.

But if you’re looking for something lower growing, consider Microbiota decussata, or Siberian Cypress. It won’t grow in as deep a shade as boxwood, but will take a fair amount of shade. It does best in drier conditions. The feathery texture

and warm russet color it takes on in winter is very attractive.

Another alternative to Buxus is Ilex glabra. Newer varieties have more compact habits and maintain their foliage all the way to the ground for a full, boxwoodlike effect. While not quite as resistant to deer browsing as Buxus, according to Rutgers Cooperative Extension this native plant is seldom severely damaged. Rutgers has an excellent reference for checking the deer-resistance of landscape plants: https://njaes.rutgers.edu/ deerresistance/. This site is used by horticultural professionals around the country when considering plantings that will be under deer pressure.

Remember that there’s no such thing as a deerproof plant. The best we can do is deer-resistant, and that’s dependent on what else is available for them to eat, particularly during the hungry winter months. If the neighbor’s yard is slightly more appealing than yours, it’s a win for you.

Remember, too, that deer repellents can work if applied regularly. If you’re not already offering this service to your clients, consider trying some of the products on the market today.

Jane Beggs-Joles, Director of Landscape Marketing for Spring Meadow Nursery, Inc. has a B.S. in Horticulture and an M.S. in Agricultural Economics, both from Michigan State University. She has over twenty years of experience in the wholesale nursery industry, and as part of the Spring Meadow Nursery team has had the pleasure of introducing hundreds of new woody ornamental varieties under the Proven Winners® brand.

Buxus Sprinter Boxwood

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Feature Story

Reasons You’re Not Getting Paid and.... tomers mind, the business may have part of the blame when it comes to not getting paid on time. Nevertheless, there are many reasons for not getting what you are rightfully owed.

Can’t pay versus won’t pay? First things first, there are times when a customer has truly fallen on hard times (i.e. medical issues, lost employment, etc.) and the goal here would be communication. Most of our clients are more than willing to work with and even pro bono some work when they know the customer is having difficulties. All our clients ask is that they communicate as opposed to ignore the bill.

Secondly, and the most frustrating, is that they won’t pay!

Some of the reasons customers won’t pay on time:

L

et’s get right to one of the biggest frustrations when it comes to being in business; not getting paid for the work that you do. Nothing makes business owners more upset than when they work tirelessly for a customer, go above and beyond to maintain that relationship and then, no payment.

For whatever reason, you tried to get that customer to pay and you’re still checking your mailbox for the check.

In many cases, it is just a simple oversight but in some other circumstances, it’s much more than that. And as someone who has spent well over 25 years in the collection industry, I like to think I’ve heard it all when it comes to reasons for non-payment. But every now and then, a new excuse comes along.

You might think that the only reason you’re not getting paid is solely the customer’s fault. After all, they do owe you the money for what you provided them, and they should pay you. But that’s not always the case. Sometimes, in your cus-

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Bad Customer: First, let’s state the obvious. There are, unfortunately, people out there that are just looking for freebies! You are probably NOT the only company that they owe and are delinquent with. They know how to play the “no-pay game” and take advantage of businesses! Luckily, this is not the vast majority of what we see. Whew!

Priorities: Well let’s see…They have mortgage, car, utilities, food, etc., etc. etc. Where does lawn care and landscaping fall on the priority list? I am not saying this is the right way for them to look at their bills, but that is the fact. In most cases, lawn care and landscaping are voluntary, luxury services. And, in some cases, your bill doesn’t take top priority for payment because they have over-extended themselves. In most cases, these people will eventually pay, but why should you be made to wait for your money?

Dissatisfaction: Your customer still hasn’t paid you, despite numerous attempts to get them to meet their obligations. Maybe it was an oversight or maybe it’s more than that.

They could have an issue with your service, you didn’t do

Feature Story

What To Do About It

by Matt Moskowitz, American Profit Recovery what they thought you were going to do for them. “There are weeds”…. “My yard has brown spots”…. “The tree or bush is dying” …or many other reasons that we hear daily from consumers here at APR. The key again, is for them to communicate and not just ignore the bill. EVERY single one of my clients has been willing to stand by their service and if they just knew there was an issue, they would fix it and get paid.

Mistake in billing: You may have on occasion, made a mistake in your billing. The customer either doesn’t owe you the money or the invoice has an incorrect amount. Because there may be a mistake, the customer decides not to pay it, ignoring your requests and failing to deal with the issue.

Late Invoices: Many times, we blame the consumer for not paying but if you haven’t sent your customer an invoice for what you provided them, well, that could be why you have not gotten paid. For whatever reason, a late invoice somehow puts in the customer’s mind that it’s alright to wait to pay you.

After all, you billed them late, it must not be that important.

What can you do to get paid on time?

Invoice on a regular basis: Time management experts tell us to manage by calendar. What they mean is instead of relying on to-do lists, put important tasks right into your calendar. If getting paid is important to you and your business, then make sure invoicing is in your calendar. Whenever you plan to invoice, weekly, biweekly or every month, make sure its in there.

And don’t let anything take its place on your schedule.

Be up front: Educate the customer, they do not like surprises. Explain the work, the terms and the keys to success (i.e. need to water x times per day/week, etc.) The better you are up front, the less issues later on.

Follow up with tact: Emotions can run high when you don’t get paid. You think you have a great relationship with that customer and then suddenly, you’re not getting paid. As mentioned earlier, sometimes it’s an oversight and in some cases, its more than that. Whatever the case may be, you can’t let your emotions get the best of you. Getting angry solves nothing and in fact, can create more issues for your business, including a lost customer and an even longer wait period for that payment. If you need to follow up by phone, be pleasant, diplomatic, understanding but, be firm that you need to see payment.

ABC Lawn: “I’m calling to see how the service has been?” ** Helps identify any dissatisfaction Customer: “It’s been great, no problems” or “Well actually, our yard ………”

ABC Lawn: “Great to hear, let us know if anything else we can do, and by the way…. I show a balance of $xxx.xx, how would you like to take care of that, I can do a check or credit card” or “ I am so sorry to hear that, we’ll have a technician out right away to take care of that…. By the way…….”

Get help: Chasing down customers that have not paid you does take a fair amount of resources. You either need to take time out of your busy schedule to try and get customers to get current on their obligations, or pay your staff. It takes time, money in the form of payroll if you have others doing it in your office, and it can wear you down. Having a reputable collection agency by your side in your business can make a world of difference. But you need to find one that shares your values, understands diplomacy and will treat every customer fairly. Not all collection agencies are the same, so you need to do your homework. Research their reputation, ask them their thoughts on respecting your customers and find out if they know anything about your industry.

Cash flow is king when it comes to managing your business.

And we all know what happens when your cash flow goes into the negative. You start to be the one who can’t pay the bills. So, pay attention to how and when you are invoicing, when it’s clear someone is not going to pay and take the appropriate action to ensure your business is not sitting their unable to pay its own bills.

Matt Moskowitz is one of four partners who founded American Profit Recovery in 2004. Since that time he has helped the company grow from a one office organization to an accounts receivables management firm with offices in Massachusetts and Michigan. APR specializes in the collection of third-party debt in industries such as medical/dental, banking, trades, heating oil delivery, lawn care and other professional services.

The firm serves approximately 3,500 clients. 1-800-711-0023 The firm’s web address is http://www.americanprofit.net.

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Proud Partner

Proud Partner

Be Outstanding In Your Field

Certification Facts What is Certification?

The Landscape Industry Certified Technician Exam is an internationally recognized hands-on testing program exclusively administered by the New Jersey Landscape Contractors Association in New Jersey, in conjunction with the National Association of Landscape Professionals (NALP). Certification seeks to recognize proficiency in the landscape workforce, upgrade the status of the landscape contractor, and provide the public with a means of identifying qualified landscape professionals.

Who is Eligible?

There is no prerequisite for taking the exam; however, to become Landscape Industry Certified, NALP recommends that you have a minimum of 2,000 hours of work experience in the green industry.

Preparing for the Exam Register well in advance so you have plenty of time to study.

Upon receipt of paid registration, the candidate will receive a copy of the exam test book that contains information on what knowledge will be required to pass. Study Guides are also available for purchase, which are highly recommended.

Exam Day Info Each designation is created to be completed in one exam day. The Certification Committee will assign each candidate test times based on scheduling requirements. Most hands-on test problems require candidates to install or maintain sample landscape projects. At the end of each timed test problem, the candidates rotate to the next module on their schedule. Translators are available on the test site to assist those whose primary language is Spanish.

Note: Certification is not a substitute for any state-issued pesticide, licenses, fertilizer applicator license, nor the Home Improvement Contractors Registration.

For more information and to register visit www.NJLCA.org, call (201) 703-3600 or email info@njlca.org

Feature Story

Using 3D Modeling to Analyze and Sell

by Eric Gilbey, Vectorworks

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ontractors today are embracing 3D modeling to communicate their intentions to clients, which ultimately helps them sell their work. In addition to winning clients through powerful presentations, a 3D modeling tool can help you make informed design decisions and demonstrate to clients the effectiveness of your designs during early stages of a project. If you haven’t taken advantage of this technology in your own business yet, problem-solving analysis may be the most important reason to include 3D modeling in your workflow.

One example of analysis that can be performed with 3D modeling software is testing your design for sun/shade.

Many customers request shady and sunny places within their landscape. Solar analysis/study tools can test your solutions for meeting their requests during the design phase. Not only can the ability to show this type of analysis help you win new business, but solar studies can also help prove to your clients that your solution achieves the sun/shade requests they made. By combining 3D solar studies with the high-quality visualization capabilities of today’s technology tools, you will be able to demonstrate the professional and aesthetic skills you are using to meet each client’s explicit and implicit needs.

Once you make the decision to integrate solar studies or other analysis tools into your designs, you’ll need to make sure you’re using the right software. One solution that offers solar studies within the landscape design application is Vectorworks Landmark. A useful characteristic of this 2D and 3D design tool is the ability to easily place a geo-referenced heliodon object in your design. You can also create solar animation movies for any day of the year.

Testing for sun/shade is only one aspect of analysis that is made easier by 3D modeling. Regardless of the tool you

Image courtesy of Vectorworks, Inc.”

use, if you want to see how a site will be improved by your design, then the most efficient way to do it is by enlisting 3D site-design technology to run the calculations for you, so you can spend more time bringing your design vision to life. The ability to analyze your designs provides you with the proof that your solution works and the confidence that you’re offering clients exactly what they want.

Image courtesy of McGregor Coxall

Eric Gilbey, PLA, ASLA, Prof. Member APLD, is product marketing manager — landscape at Vectorworks, Inc. Vectorworks is a global design and BIM software developer serving over 650,000 professionals in the architecture, landscape and entertainment industries. Headquartered in Columbia, Md., Vectorworks is a part of the Nemetschek Group. Find out more at vectorworks.net.

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Feature Story

The Magic of Deadlines

by Jim Paluch, JP Horizons

T

here is something very rewarding in starting and finishing a project . . . no questions asked, on time, without fail, no excuses or more important priorities; it just gets done.

Productivity and energy increase when we know what needs to be done and we do it to our best standards and expectations. Why is it that no matter how busy we are, when there is a strict deadline with defined criteria we can always get the job done? Whether it's writing a report or proposal, getting a huge client project done or preparing your home or office for important company, the work will get done.

There is, in fact, an interesting theory that work expands to meet the designated deadline. For example, a person working full time and taking classes at night manages to get the laundry done, shuffle children to various activities and still clean the house in the same amount of time that someone else who isn't working might need to accomplish the same tasks. If you have two hours to clean the house, you move faster and more efficiently than if you have five hours to do the same amount of work. If the project is due at the end of the week, we can meet that deadline; and if the same work is due within 24 hours, we can generally do that too. Focused attention to the task at hand gets the job done and there is something very satisfying in finishing one thing to completion and our standard of performance before moving on to the next.

Consider what we could each feel like at the end of the day if we took what we know about meeting deadlines and put it to use to develop the skill to work with the same energy and direction on everything we do. Remember, deadlines can work either for or against us. It is our choice if they will create a positive energy that helps us perform at our best or cause us to freeze under pressure and shut down from frustration. Why not let the magic of deadlines work for you?

WHY DEADLINES WORK •

You know the project is worthwhile.

• • • • •

A timeline exists with no options to deviate.

Because there is no choice, you stay on task to completion.

Productivity increases when we have a definite purpose and direction.

ENERGY comes from getting something completely done.

We all enjoy the feeling of sticking with a project until it is right and until it is done.

JOB JUMPING

You are probably not guilty of this, but there are plenty of us who do indulge in the habit of JOB JUMPING, a dangerous way of working that can kill momentum and productivity. It often happens when you have several projects that are very important and another batch of things that come crowding in, screaming of their own importance. It is very easy in this situation to start the day with an organized plan and clear priorities and quickly get off task. After all, it is important to devote a few minutes to our email before digging in, but unfortunately it often isn't until two hours and a few phone calls later that we shift to the priority list and attempt to focus on the most important tasks at hand. Sometimes we can fool ourselves into thinking, "I'll just get a few of these little things out of the way and then I can focus on the "Big Stuff."

Stop! The "little stuff " will undoubtedly be there when you finish, and will be much easier to plow through when the burden of neglect is off your shoulders from putting off the most important projects until last. At the end of the day it is clear that Job Jumping is exhausting and the discipline to stay focused is ENERGIZING! Do yourself a favor and stick to one thing at a time. Plan, execute and move on, feeling GREAT about what you have done!

Jim Paluch, president of JP Horizons, has been a speaker and consultant to landscaping and snow professionals for over 30 years. You can email him at jim@jphorizons.com.

NJLCA.ORG 17

Feature Story

Mulching Permanent and Temporary Seeding Sites in NJ

2

018 marks the 42nd year of service to New Jersey by the Soil Erosion and Sediment Control Program, administered by the Department of Agriculture and the New Jersey Soil Conservation Districts. Since the inception of the idea to apply conservation practices to urban development in 1976, New Jersey has significantly evolved in its approach to erosion control. From simple hay bales for filtering runoff, to advanced computer simulations which model watershed runoff, New Jersey’s erosion control practices have taken advantage of developing technologies. Periodically, the Department and Soil Conservation Districts update the “Standards for Soil Erosion and Sediment Control” to reflect the ongoing emergence of science and technology.

The Standards for establishing vegetation on bare areas is outlined in the Soil and Water Conservation Districts (SWCD) guidelines. The SWCD provides support as well as review and approval of sites for compliance with the vegetative standards. These standards apply to any disturbed soil areas. Vegetating disturbed areas fall into two categories, temporary seeding and permanent seeding.

Temporary Seeding applies to bare areas that will be disturbed in the near future, cannot be permanently graded or when seeding falls outside the optimum seeding season.

This type of work involves seed types and rates different from permanent seed mixes.

Permanent Seeding, as the name implies involves the use of seed varieties that will make up the permanent vegetation for the site. For landscapers, this usually involves new construction lawns, athletic fields, repaired lawns from septic replacements or work performed on right of ways. Since NJ has many different soil structures, seed recommendations can vary from county to county and are available from your local SWCD. After seeding the “mulching process” is the same for all areas.

Mulching the newly seeded area is important. It protects

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the newly graded and seeded areas from erosion caused by rain, wind and runoff. Mulching also helps to maintain moisture levels in the soil ensuring an optimum growing environment for the seed to germinate and the new seedlings to thrive. The mulching process can be accomplished with 3 major methods, Straw Mulching, Hydroseeding and Rolled Erosion Control Products (RECPs).

Straw or Hay

Unrotted small grain straw, hay free of seeds, to be applied at the rate of 1-1/2 to 2 tons per acre (70 to 90 pounds per 1,000 square feet), except that where a crimper is used instead of a liquid mulch-binder (tackifying or adhesive agent), the rate of application is 3 tons per acre. Mulch chopper-blowers should not grind the mulch. Hay mulch is not recommended for establishing fine turf or lawns due to the presence of weed seed. A typical straw bale weighs approximately 40 – 50 lbs. which translates to 40 to 50 bales/acre depending on rate.

Application - Spread mulch uniformly by hand or mechanically so that at least 85% of the soil surface is covered.

For uniform distribution of hand-spread mulch, divide area into approximately 1,000 square feet sections and distribute 70 to 90 pounds within each section.

Anchoring shall be accomplished immediately after placement to minimize loss by wind or water. Most common methods for anchoring is mechanically with a crimper or with an application of a liquid Tackifier.

Crimping involves the use of a straight disc implement which is driven over the strawed area impregnating the straw into the soil. Tackifier comes in a number of formulations requiring the tacking agent to be mixed with water and then sprayed at the recommended rates over the area, binding the straw to itself and the soil. This application is best accomplished with a small hydroseeding unit.

Hydroseeding Flurry

Credit: Northeast Bowie Sales

Feature Story

by Ed Dugan, Northeast Bowie Sales enous slurry which is then applied at recommended rates.

This one step method provides for a fast and labor saving method of seeding. The SWCD guidelines do not approve of blending the seed into the slurry and requires that it be applied mechanically. The guidelines also limit the time of year and slope conditions that hydroseeding can be used. These specifications are shortsighted and are contrary to both test results and in the field success rates. In fact, a number of SWCD districts have updated their own seeding guidelines to approve the use of hydroseeding.

Hydroseeding equipment can be an expensive investment but its capabilities of seeding large areas in short time with a minimum crew makes it an investment worth investigating.

Residential Application

Credit: Northeast Bowie Sales

A Straw Blower can significantly reduce the labor and time required for mulching. Straw Blowers can come in various sizes with smaller units blowing 100+ bales an hour and larger units blowing 5 tons or more per hour. Mulching by hand is time consuming with two men taking up to 2 hours to spread by hand. It is also an unpopular job in hot and humid weather. The same job can be accomplished with two men in less than 30 minutes with straw blowing equipment.

Besides being much faster straw blowing equipment chops the straw during application creating a more even distribution and coverage over the area. With man power shortages a common problem in the industry, equipment that is more efficient and saves critical man hours is always a smart investment.

Hydromulching is another effective method for anchoring straw, a wood or cellulose mulch is blended into a slurry using a specialized piece of equipment referred to as a Hydroseeder. The mulch slurry is than sprayed over the area at a rate of 1,500 lbs/acre or at manufacturers recommendations.

Often a tackifier is added to insure greater holding results and improve equipment performance.

Hydroseeding as an Alternative Seeding Method

Despite documented proven results for hydroseeding and its approval for use on State and Federal Projects and its approved use in other states, the NJ SWCD does not recognize hydroseeding as a viable seeding method. NY State has even approved grant money for its NY SWCD districts to purchase and use hydroseeders for county seeding and erosion control projects. The NJ guidelines continue to ignore technological advances in the hydroseeding industry and cling to less efficient but no more productive methods of seeding.

Hydroseeding requires the use of specialized equipment that can blend seed, fertilizer and fiber mulch into a homog-

Rolled Erosion Control Products (RECPs)

RECPs are engineered “blankets� manufactured from both organic - straw, coconut or excelsior products and engineered poly fiber configurations. They are designed and tested for specific slope and flow conditions and are used primarily to control erosion on critical sites. The type of product used is dependent on various conditions such as degree of slope, flow within a channel or anticipated needed longevity. RECP use is most often designated on the Erosion Control Plans submitted for the site or as required by an engineer.

RECPs can vary greatly in cost and require a great number of man hours as anchoring of the products require the use of individual staples driven through the blanket into the ground at specific manufacturers rates.

A copy of the current NJ Soil and Erosion Control Specifications can be downloaded at: www.nj.gov/agriculture/divisions/anr/pdf/2014NJSoilEr osionControlStandardsComplete.pdf Ed Dugan is the owner of Northeast Bowie Sales LLC. The company specializes in the sale of Bowie Hydromulchers and Straw Blowers as well as hydroseeding supplies and erosion control products. He currently serves on the Board of Directors for the International Association of Hydroseeding Professionals. More information on hydroseeding and straw blowing can be found on the company website at www.nebowiesales.com

From bare soil to lush lawn

Credit: Northeast Bowie Sales

NJLCA.ORG 19

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Feature Story

A Thoughtful Review of Your Insurance Policy Exclusions May Save You Time, Money and Aggravation in the Long Run

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very business owner should make and take the time to review the policy exclusions in his or her insurance program, and landscapers are no exception. Although some companies are known to offer “cheap” and “inexpensive” premiums, those policies often come with serious limitations in the form of policy exclusions. There is usually a trade-off between coverage and price, but sometimes landscapers can get the best of both worlds – low premiums and better coverage. That being said, landscapers should be advised of their options so they can make educated decisions as to what kinds of business risks they are willing to take. In that respect, it helps to work with an independent agency that has a direct relationship with the “top” insurance companies offering coverage to landscapers. If your agent only represents one company, the chances are you may not learn about the exclusions and limitations of the policy (or at least the impact of those exclusions is minimized) because the captive (as opposed to independent) agent only represents one company and that agent needs to make the sale! When an agent represents various carriers, that agent can provide more choices and better serve his clients (and the agent can still maintain the business).

It goes without saying that an uncovered insurance claim can put your business at serious risk and potentially put you out of business. Moreover, the time spent worrying about the uncovered claim can be emotionally draining and seriously impair your ability to carry on your normal business operations.

Exclusions are often attached to insurance policies by a form called an endorsement. An endorsement is a policy form that amends or modifies coverage in some way. An endorsement that restricts coverage is often referred to as an “exclusion”. Here are just a few policy exclusions landscapers should try to avoid.

Examples of Exclusions that Require Careful Review

Exclusion Designated Work – This endorsement may exclude specific types of work or locations of work that you may perform. For example, you may be a landscaper and this form excludes work involving grading, hardscaping, irrigation, or lighting work. Additionally, the endorsement may prohibit work in the State of New York. You need to be

by By Kenneth F. Cerullo, Esq. very careful with this exclusion and review the form carefully with your insurance agent so you are not doing work outside the scope of coverage.

Damage to Work Performed by Subcontractors on Your Behalf Exclusion– This endorsement excludes damage to “your work” caused by work done by your subcontractors. Maybe you hire subcontractors to do your lighting or irrigation work? If so, this endorsement should cause you concern.

Multi-Unit And Tract Housing Residential Exclusion – This endorsement excludes coverage performed at locations that would be considered either “multi-unit” or “tract” housing. If you are doing work at a local condominium complex, this is a critical exclusion! We have seen policies that include snow plow coverage, but include this exclusion. This is a serious problem because the insured may not be covered in the case of the inevitable slip and fall claim at the condominium complex.

This above-referenced list is not comprehensive. There are many other exclusions attached to general liability policies including those for employment practices, professional design liability, pollution, continuous or progressive injury, exterior insulation and finish systems, earth movement, etc. The point is that you need to review your policies for exclusions before it is too late (not after a claim already occurs). You ultimately may want to take a calculated business risk and sacrifice some coverage for a better price, but that should be your decision and not the decision of your insurance agent. Your agent should educate and empower you!

The information set forth in this article is general in nature and no insurance or legal advice is being given. Insureds are recommended to speak with their own insurance agent and attorney to discuss their own particular risk exposures and needs.

Kenneth F. Cerullo, Esq. is the President and an Owner of The Commercial Agency, Inc. in Park Ridge, NJ along with his brother Steve. He is also a Co-Founder of the New Jersey Agents Alliance (NJAA) – a limited group of select agents spread throughout the State of NJ with over $200 Million is premium volume. Ken currently serves as the Legislative Chairperson for the NJLCA and can be reached by email at kennethc@thecommercialagency.com or (201)391-1324.

You can also visit the Agency websites at www.thecommercialagency. com or www.bergensnowplowinsurance.com.

NJLCA.ORG 21

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Nursery Division-

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“We are not just another garden center, we are a destination.�

96 River Road, Montville NJ 07045 Phone: 973-263-8814 Fax: 973-263-2614 www.Condursos.com

News Briefs

A warm welcome to our newest and returning members...

AmsOil Karen Romeo Piscataway, NJ

Greenleaf Lawn and Landscape, Inc. Charles Bacon Pennington, NJ

M. Palmiere Services, LLC Mike Palmiere Lake Hiawatha, NJ

Borderline Nursery, LLC John E. Friedemann Califon, NJ

Hartman Landscaping, LLC Jesse Hartman Whitehouse Station, NJ

Mapleshade Landscaping, Inc. Matthew Fierman West Nyack, NY

BTS Landscaping, Inc. Brian Shernce Randolph, NJ

J. Campos Landscaping, LLC Jonathan Campos Stirling, NJ

Copper Creek Landscape Mgmt.

David DeFrange Frenchtown, NJ

Jason Shapiro New York, NY

North Grounds Landscaping and Design, LLC Joe Fabijanczuk Clark, NJ

Countywide Enterprises, LLC Daniel Dix Flemington, NJ Earth Scapes Landscaping, LLC Nick Baughman Wall Township, NJ Executive Lawn Service, Inc. Joe Anastasio Jackson, NJ Feilon Brothers Landscaping Kyle Feilon Flanders, NJ Fullerton Landscape Silvana Antoniello Succasunna, NJ Garden State Koi and Aquatic Center Thomas Smith Warwick, NY GPS Fleet Consulting Corey Fongemie Portsmouth, NH Greener Solutions Landscaping Charles Geiger Rahway, NJ

JBA Custom & Outdoor Living Arthur Szproch Wayne, NJ Joint Meeting of Essex & Union Joe Altman Elizabeth, NJ JSA Landscape Construction Bobby Arruda Lafayette, NJ Kubs Properties, LLC Wayne Kubs Rutherford, NJ Land Design Network, LLC Scott Montgomery Bedminster, NJ Landscape Communications, Inc. George Schmok Tustin, CA Lawn Doctor Chris Sherrington Holmdel, NJ Lynch Outdoor Services, LLC Ed Lynch Jersey City, NJ

Pro Performance Landscaping Mike Frins Washington Twp, NJ RPM Landscape Contractor, LLC Robert Miller Absecon, NJ Seasons Matter Anna McPeek Matawan, NJ Shupe Services, LLC Randy Shupe Morris Plains, NJ Skytop Lodge David Parker Skytop, PA Sweet Briar Lawns, LLC John LaBianca Clark, NJ Tenna, LLC George Heck Edison, NJ Urban Farms Landscape & Design Duncan Shaw Franklin Lakes, NJ Victory Gardens, Inc. Wendy Gale Warminster, PA

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News Briefs

Contractor Focus: Lincoln Landscaping, Inc.

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ichael E. Kolenut, President of Lincoln Landscaping Inc., grew up in Hawthorne, NJ. His first experiences in the industry were when he worked for Goffle Brook Farms and Garden Center, working retail, the landscape crew, and of course Christmas, where he handmade all the wreaths for over 10 years.

The oldest of six, Mike’s work ethic was set in early.

Mike attended William Paterson University, graduating in 1977 with an Economics degree. He started Lincoln Landscaping in 1974, to pay for is college expenses and in part to overcome a great physical challenge. Mike was paralyzed in an accident and after two years of intensive therapy, he started the company to get back into the shape he was in prior to the accident.

Incorporated in 1981, Mike’s wife Colleen came on board to manage the finances of a growing company.

Environmental stewardship and learning how to manage the landscape, has long been a passion of Mikes. He first became interested in Organics after his association with Blue Meadow Farms owner, John Meeks. Shortly thereafter, Barry Draycott, owner of Tech Terra Environmental, began a series of workshops educating landscapers on the Organic process and how to make it work. As a friend and mentor, Barry began Mike’s journey of a cross country mission to take every worthwhile class at colleges throughout the country and countless workshops with the top educators in the field. He honed his craft and is now considered to be one of the top “Pure Organic’ companies in the NY, NJ metro area. Lincoln Landscaping is a NOFA registered Organic Company and Mike has the distinct honor to teach a portion of the NJ Organic Land Care program at Rutgers University, where he helps other landscapers who are trying to learn a better way to serve their clients. Mike’s passion has also taken him into athletic field management.

Mike’s son, Kris Kolenut is now the General Manager of Lincoln Landscaping. He too grew up in Bergen County, NJ and has been helping his dad for as long as he can remember.

Kris says, “In high school I had some other job experiences (supermarkets, restaurants, etc.) but none of those ever felt right. Once summer hit, it was back to landscaping.” After high school Kris spent a few more years working with his

24 SPRING | 2018

father, and really got an opportunity to learn how it all works.

But Kris wanted to learn more.

After moving around the country and experiencing the northwest and southwest, he found himself just outside of Asheville, North Carolina where he was fortunate to get a job at a therapeutic wilderness program for teenagers. This incredibly challenging and rewarding job opened Kris’ eyes to the power of our spiritual connection with nature.

For the next few years, Kris became dedicated to helping people get out and form a bond with their environment. He guided canoe, kayak, extended backpacking/camping trips, fly fishing, you name it.

During that time, he also attended Brevard College and graduated with a degree in Wilderness Leadership and Experiential Education. After school he was still guiding, but also spent a lot of time working as a landscaper, farmer, and doing invasive species management in some of the most beautiful terrain in the country.

Kris says, “I had been very proud of my dad for all the great work he had been doing for a while. I was working at a large brewery down in North Carolina on their grounds crew and was able to get them set up with a composting system, a 250 gallon compost tea brewer, and a turf management plan.

My father helped me along the way with advice and put me in touch with his community of people and I was just so inspired by all the work they are doing.”

Lincoln Landscaping offers complete integrated pest management and weed control strategies, offering Organic application models that result in dense, vibrant turf. In addition to organic lawn care, maintenance and consulting, Lincoln Landscaping offers landscape design/build and hardscaping to residential, commercial and municipal clients.

For more info, visit www.lincolnlandscapinginc.com.

News Briefs

Associate Focus: Hionis Greenhouses

H

ionis Greenhouses, located Whitehouse Station, NJ has six acres of state of the art glass facilities, as well as 3 acres of quonset greenhouses (I had to look this one up and it is a building made of corrugated metal and having a semicircular cross section). In 2017, Hionis opened up 4 acres of gutter connected greenhouses to increase their growing operation under cover to 14 acres. Their outdoor production has expanded to over 65 acres.

In 1970, Spiros and Angeliki Hionis opened their first growing operation in Greenbrook, NJ. In 1985, they moved to Bridgewater and then to the current Whitehouse Station

location in 1997. Today, the Hionis’ four sons Pete, Tim, Spiros and Gerry run the family business.

In 2005, Hionis added a retail garden center to their 15-acre wholesale operation in 2015 to offer a wide range of annuals, perennials and holiday plants fresh from their greenhouses to the gardening public.

In 2012, Hionis Greenhouses began selling the first “Jersey Grown” labeled annuals and bedding plants.

They arguably offer the largest selection of annuals, hanging baskets, designer container gardens, exciting new perennials and plants. They work with garden centers, nurseries, landscapers, landscape architects, distributors and distribution Centers, super market chains, corporations, designers, municipalities, florists and floral designers, set designers, universities and colleges, hospitals and more!

Hionis Greenhouses has been an active member of the New Jersey Landscape Contractors Association for many years, supporting our trade show, magazine and membership. They consistently donate plant material to NJLCA’s various functions and volunteer projects throughout the year.

For more info, visit www.hionisgreenhouses.com.

NJLCA.ORG 25

Feature Story

The History of Reclaimed Cobbles and Pavers

H

olding an item that was fashioned more than a century ago by skilled craftsmen always makes me pause and think about what it has witnessed — the people and events.

The wear and discoloring are testaments to its history. Such was the beginning of my passion for reclaimed hardscape material, which I’m pleased to share with you in this article, the first in a three-part series. The next two installments will cover the unique installation requirements and creative uses of these versatile materials.

120 year old Medina Cobblestone Street

Granite Cobblestone

Most granite cobblestones in the United States originated from the other side of the pond. During the late 1800s, the U.S. shipped large quantities of lumber, cotton, tobacco, furs and other goods across the Atlantic to Europe. After ships unloaded their cargo, they needed to be weighed down to ensure safe passage back to America. Cobblestones were a popular choice for ballast.

When these ships returned to America, the cobblestone was offloaded and used for street paving in port cities from St. Augustine, Florida, to Bar Harbor, Maine. In addition, some European cobblestones were reused as ballast in canal boats traveling west to weigh them down to pass under low bridges along the canal. As a result, you’ll often find cobblestones in former canal ports, like Buffalo, New York, and Pittsburgh, Pennsylvania.

Technically, cobblestone pavers are small, naturally rounded rocks, not the quarried granite stones often referred to as cobblestone. The rectangular cut stone generally used for paving roads is actually a sette, commonly known as Belgian block.

Original cobblestones/settes are a piece of history that will not be re-created. While the settes’ original split face was worn

26 SPRING | 2018

down over time by the steel-banded wagon wheels and horseshoes that traversed them, modern cobblestone would not be worn smooth in the same manner by vehicles’ rubber tires.

Historic cobblestones are available in a variety of colors, each with their own unique story to tell. The color you see on a stone today combines its original color with the patina it has acquired over generations in the road. Often, stones that initially appear similar in color are actually quite different when the patina is removed, or they’re split to reveal the bare stone.

Cobblestones generally come in four sizes. The smallest are cubes, four inches on each side. Regulation cobblestones are somewhat larger—5 inches wide, 9 inches long and 5 inches thick—with a relatively flat top, despite being worn.

Meanwhile, at 4-6 inches wide, 10-15 inches long and 6-8 inches tall, jumbo cobblestones were produced in a cruder manner than other cobbles. As a result, their worn tops are more rounded than refined regulation stones, and their sides often have protrusions that prevent tight joints when laid as pavers. Once the tops were worn smooth, they became slippery when wet. Therefore, to help pedestrians and drivers gain better traction, jumbo cobbles were sometimes removed from the road, split in half and reinstalled with the rough split side facing up. These are, appropriately, known as half jumbos.

For crosswalks, builders would often use large stone slabs to provide a smoother pathway for pedestrians, particularly ladies in heels.

You also may see cobblestones with notches cut into the top on one edge. These stones were typically placed along the inside edge of a trolley rail; the notches allowed the flange of the wheels to pass without interference.

Bricks Stacked in a Kiln

Feature Story

by Scott Smith, Experienced Brick & Stone Street Paver Brick

The first documented brick street was built in a small West Virginia town in 1875. A doctor was tired of the muddy street in front of his office and petitioned the town to pave it with bricks. When the town board declined his proposal, the doctor simply paid to have the street paved himself. The project was a success, and bricks streets became all the rage, replacing wooden planks and loose stone.

Over the next few years, street paving brick technology improved from the hand-pressed clay brick used in buildings, particularly with the discovery that pulverized shale mud with a minimum amount of entrained air created a strong, durable paver.

At first, pavers were hand-formed in brick molds, but by 1890, they were cut from extruded logs and repressed to create spacing lugs. The newest pavers were extruded through a die that created the lugs on the sides of the logs, and the wire cut face became the wearing surface. Original Brick Street You’ll often find fingerprints on older bricks from being hand-stacked before going into the kiln.

Occasionally, you may even see a paw print, initials or another imprint.

The top of the bricks was worn smooth by steel-banded wagon wheels and horseshoes. Eventually, however, the smoother ride and lower installation cost of asphalt won out over street pavers, which saw their last use in the early 1930s.

Granite Curbing

Granite curbing has been used for roadways for more than 120 years. Quarried mostly from Vermont, New Hamp-

Metropolitan Paving Brick Co.

shire, North Carolina and Georgia, granite curbing is found in an attractive array of colors, including light to dark gray, red, brown and white.

Over the past century, the tools and methods used to create granite curbing have evolved, resulting in three distinct generations of historic curbing. The 1800’s curb is the most rustic. At this time, granite was roughly split to create curbing that ranged from 4-8 inches wide and 1224 inches in height. The top and street-side face were hand-tooled to create a flatter surface, while the remaining sides were left rugged and uneven.

To split the stone, a mason repeatedly hit a hand drill—or star drill—with a hammer to bore a hole in the granite, into which he inserted a plug and feather set. Workers then struck the plugs with a small stone maul in sequence, pausing between each series of strikes to allow the stone to react to the pressure. Eventually, a crack appeared, and the stone split apart.

Marks from the drills, and the tools used to flatten two sides, are often still visible today.

Second generation curbing is distinguished by its sawn top. As quarry tools became more sophisticated in the early 20th century, large 12- to 18-inch-thick slabs were cut from rough blocks using a wire saw and then split vertically into curbing such that the top was an even saw cut and the remaining five sides were rough. Boreholes from splitting the large slabs are often visible on the bottom of this curbing.

Finally, the third generation of curbing is the most recent and features a saw-cut top and bottom. In this era of curbing, the sawn granite slab was split with a guillotine, leaving no boreholes or other distinguishing marks.

Medina Curb Tool Marks

NJLCA.ORG 27

Feature Story

What Do Alligators in the Swamp Have to do with Your Business Success this Spring?

I

ts springtime! And for most landscaping contractors that I know – especially the ones that live in areas that have cold winters – the 2nd quarter of the year is the beginning of the crazy busy season. This is when your customers come out of hibernation and this often creates a tsunami of work so big that it’s hard to keep your head above the water.

There’s a great quote that I think perfectly sums up the situation at this time of year for many owners and for their management teams:

“When you’re up to your a** in alligators, it’s hard to remember that your original intent was to drain the swamp.”

I had a “When you’re up to your a** in alligators” coaching call with one of my clients recently to help keep him focused on what he needs to do to keep his business moving forward and himself sane during this crazy busy time of year. I thought that you might benefit too.

Here are the key points of our conversation:

Narrow your sights, but keep your priorities a priority

When it’s alligator season, even your best laid plans tend to get put on the back burner. All of the ideas that you want to

28 SPRING | 2018

implement that you learned at conferences and at the NJLCA meetings - who’s got time to implement them now, right?

But don’t drop your plans completely. Focus your limited time on one (or maybe two) key priorities that are absolutely critical to your success this year and keep moving them forward. Give yourself and your team permission to let the other priorities slide until the tsunami passes and you have time to pick them back up. Focusing on one, or maybe two priorities will free up time and relive stress for you and your team.

Consistently manage your management team

As a best practice, I strongly recommend that my clients manage their management team through weekly 1-on-1 meetings. It’s an efficient way to monitor their managers’ results, to help them solve their problems and to coach and motivate them to ensure that they produce consistent results.

If you’re not having weekly meetings with your management team members, you should!

It’s like being a plate spinner in the circus. You meet with each manager and spin them in the right direction for the week and proactively head off problems and fires in the process. You’ll both save time because you won’t need to interrupt each other during the workday and you’ll have the peace of mind knowing that each of your managers are headed in the right direction for the week.

Feature Story

Many of my clients try to put these meetings on hold during this crazy busy season. Bad idea! This is the time of year when your managers need your support and guidance the most. And each meeting you have will save you 5x the time in interruptions, problems and fires you’ll prevent, so keep doing these meetings… or start them if you’re not doing them now!

Be good to your team

If you’re stressed out and working extra hard, it’s a good bet that your team is too! Be good to them. Let them know that you appreciate them, their hard work and all that they do.

Appreciation doesn’t have to take up a lot of your time.

A client of mine, for example, recently handed out jumbo Snicker’s bars to all of his field employees and attached a thank you note from him and his managers. It was like he had handed out gold bars instead of Snickers bars! Another one of my clients bought breakfast sandwiches for everyone to eat before they left them shop.

The point is that finding good people is hard these days.

These random acts of kindness and appreciation, especially when the going gets tough can help ensure that the tough don’t get going to another job somewhere else!

by Bill Silverman, Springboard Business Coaching

Follow up with your prospects and customers

Many of my clients, and other landscaping company owners that I talk to, find that they and their sales people struggle to follow up with the torrent of leads they get in the springtime.

But dropping the ball on your leads can cost you thousands.

Research shows that the faster you respond when a lead comes in and the more consistently that you follow up after you deliver an estimate, the more likely you are to sell the job.

If you find that you or your sales team don’t have the time to contact customers in a timely fashion after the leads come in and follow up after the estimate, delegate these customer touch points to someone in the office or get a temp to help out. It’s that important.

Take care of yourself

You are the engine of your business. And if you run yourself into the ground by working 24/7 at 100 MPH then you’re going to be no good to anyone.

Take care of yourself. Get enough sleep, exercise, meditate, do yoga…do whatever you would normally do to care for yourself at other times of the year. You may not be able to do your self-care as frequently or for as long, but don’t drop it completely. Sleep in one day, go to the gym at lunch, take Friday afternoon off. These are all things that my clients do during the spring to care for themselves and recharge.

NJLCA.ORG 29

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Making Cents HOPE Spelled Backwards is EPOH kay, your objective is to make money, lots of it, retire early and maybe never look at grass or snow again. In retrospect, maybe there are other professions that would do that for you with less work (selling marijuana comes to mind), but no matter what you do there is risk and reward. How you go about getting to your end goal is what this is all about.

Think ahead. Make a decision when you want to, not when you have to. Don’t look back and say, “If only I had known...” because you really do know what the consequences of most acts will be. How? For starters, check out your competitors. The good ones are in business doing well and the bad ones aren’t.

Don’t be over-ambitious, try to be realistic. To grow you will need people and do I have to tell you how hard it is to get good ones? The really competent ones are already working for others or themselves. You may have to grow your own. Whatever, be sure you treat good employees well if you want to keep them. You cannot screw the help without it backfiring. Sometimes those pesky back pains pop up right after disability eligibility kicks in. Unemployment too.

Don’t over-extend yourself financially--the creditor’s bills will keep coming, even if your bills aren’t paid. Which brings up a related point. YOU ARE NOT A BANK! Keep up on collections, promises to pay you do not cover your bills.

You need customers and they need you, but there will come a time when it isn’t worth hanging on to some of them. Some people are never satisfied, will haggle you to death or be so demanding that not even God could make them happy. Needless to say you are not Him! Cut them off, do it politely, never burn your bridges, but the next time they want a price, just double it and require it be paid up front. That way they have a choice and you have a chance to make some money if they insist on your doing the work.

When you are trying to keep your head above water remember you can always do with a little less. That giant dual-lie will make you look good behind the wheel but if all you need is a truck, just get what will do the job. And while on equipment, don’t skimp on maintenance. Grease and oil are lots cheaper than a new engine. Brakes wear out too, so do tires and bad brakes and bad tires can make for some pretty unfortunate war stories.

Wrapping up this diatribe can be condensed into just a few words: “HOPE is not a strategy”!

O

Bob Hibler has been associated with the construction industry for over half a century and is still often mistaken for George Clooney. He claims that the gray in his hair is artificial, colored to get respect. A close confidant and associate of Captain Safety, who now resides in the Pia Zadora Rest Home just outside of Cleveland, Hibler maintains that never being seen together is just a coincidence. When asked why he does what he does Hibler emphatically states that is his enduring love and respect for the industry...and that he likes to eat regularly.

Feature Story Where do they find the time? They just block off their calendars and take it! Research shows that self-care will make you more effective as a result so it’s more than worth the time. “Just do it!”

Pay attention to your family

One of my clients a couple of years ago who was working 24/7 at this time of year said, “I need to focus all of my time on my business.” When I asked, “What do your wife and kids think about never seeing you?” His reply was “My wife and kids are more forgiving than my business.” If you’re thinking the same thing, be careful. Divorce rates are high and even higher among business owners. And do you really want to miss your kids growing up? Ok, I’ve said enough.

A final thought

I get it. There never seems to be enough time during “alligator season” to fit everything in that you want to do.

The six points that I laid out here are really about not trying to do it all, but instead about picking the right priorities and being effective with the time that you do have. If you follow my advice you’ll successfully the alligators while staying effective, calm and balanced. Then when things calm down, you can get back to draining the swamp! (No political reference intended!)

Bill Silverman, Contractor Business Coach of Springboard Business Coaching helps dedicated contractors with businesses larger than $1 million who want to up their game, become great business owners, and create businesses they’re really proud of. You can reach Bill at bill@ springboardbizcoaching.com.

NJLCA.ORG 31

Feature Story

Did You Know? A Professional Answers Common Lake

D

espite the beauty, recreational space and natural wildlife habitats that our nearby waterbodies provide, lakes and ponds are often plagued by various ailments that can detract from the aesthetics, health, and functionality of the aquatic ecosystems. The following are a few responses to common questions often asked by those who may own or manage a lake, pond or wetland property.

Why is the pond green?

Without proper water quality testing and analysis, it can be difficult to determine the exact causes behind a green pond, but the green you’re seeing may be algae. While algae look similar to some aquatic plants, they lack true roots, stems and leaves, and can be present in one of two forms, or both: microscopic or filamentous. Microscopic algae are single-cell plants suspended within the water column, usually resulting in a “pea-soup” look. Microscopic algae, specifically cyanobacteria (blue-green algae), are capable of producing toxins, which can be detrimental to human and wildlife health. Filamentous algae has a “stringy” look and often creates large mats on the water’s surface or along the bottom.

Additionally, some common floating green plants can also cover a waterbody’s surface, like watermeal, and duckweed.

Excessive algae growth is usually the result of an increased nutrient input, such as fertilizer or agricultural runoff; however, other causes are possible. A professional lake or pond manager can help accurately identify the source of the problem and develop an effective management plan.

ent sources, both internally and externally, is the first step in developing a successful algae management plan. The original nutrient source should be addressed, if feasible, to minimize the potential for future algae issues. Appropriate proactive management should follow to ensure long-term results. Nutrient inactivation treatment can be performed by a licensed professional to remove available nutrients from within the waterbody. In some cases, installation and use of an aerator can aid in algae growth mitigation. Aeration systems increase available dissolved oxygen within the water; this supports the breakdown of organic matter and consumption of excess nutrients present, potentially discouraging algae growth. Aeration systems are available as submersed diffusers or as floating fountain features. Algaecide treatments conducted by licensed applicators can occasionally be necessary, in combination with other efforts, to overcome an algae issue as well.

Why is the waterbody murky?

If the water is murky and a brown or tan-ish color, sediment particles are likely suspended within the water column.

This often happens after a large rain event, so shoreline areas should be inspected to identify places of erosion where sediment has been entering the water. Ideally, this sediment input should be addressed and minimized, as runoff sediments often carry nutrients too. In some cases, murky water can also be due to an algal bloom as algae is not always green.

Some algae species are actually red, brown, or golden, and can bloom at various times of the year.

How do we treat invasive aquatic plants like milfoil?

While algae is often blamed as the cause of a green pond, there can be many other explanations for the color change. Professional water quality monitoring and analysis can reveal data about the condition of a waterbody and be used to develop a comprehensive management plan to restore the health and beauty of the ecosystem.

How do we get rid of algae?

Algae blooms can be the result of various factors, but are usually due to excessive nutrient loading from fertilizers, sewage and animal waste. Identifying and quantifying nutri-

32 SPRING | 2018

Milfoil is a non-native, invasive plant that plagues many lakes and ponds throughout most of the United States. Milfoil plants have feather-like leaves, and are capable of thriving in wide ranges of aquatic habitats. Other common invasive species are: hydrilla, curlyleaf pondweed, fanwort, brittle naiad, purple loosestrife, and common reed. For all of these species, milfoils included, there are various management options available, but most common is aquatic treatment using EPA-approved herbicides. Treatment is usually performed via boat and subsurface injection to target growth areas. Physical removal using a mechanical harvester or hydro-rake can be used for some species (e.g. common reed); this is not recommended for species like milfoils as they spread through plant fragmentation. Smaller scale options, such as bottom barriers, are also available but have site- and plant-specific applicability.

Our pond has a lot of cattails – how can we manage that?

Cattails can either be beneficial or a nuisance, depending on the size of the waterbody where they are located. If in scattered patches along the shoreline of a larger lake, cattails can provide great habitat for wildlife and are often encouraged. However,

Feature Story

and Pond Questions

by Kara Sliwoski, SOLitude Lake Management

contiguous dense and encroaching growth can be a nuisance and a potential threat, especially to remaining open water habitat in small shallow ponds. Cattails can be managed through physical removal using a hydro-rake or aquatic herbicide applications by a licensed professional.

What about permitting?

As many states have heavy environmental regulations, aquatic management tasks are often subject to some degree of permitting. It is important to keep this in mind while considering appropriate options and always consult your lake or pond management specialist as well as your local municipality and state environmental agency before beginning any work.

There are various management options for ailments impacting our lakes and ponds, but the most important element is prevention through diligent, proactive attention to your waterbody. It is crucial to seek out professionals to conduct regular inspections, accurately identify problems and develop an ecologically responsible management plan for the aquatic ecosystem. Early detection of problematic aquatic plants and conditions can help prevent irreversible imbalances in your lake or pond while enhancing its health and natural beauty.

Many nuisance and invasive species, like Eurasian Watermilfoil, can be found crowding out native vegetation in nutrient-rich lakes and ponds across the Northeast. An Integrated Pest Management plan will comprehensively address the problem while minimally affecting native and beneficial wildlife.

Kara Sliwoski is an experienced Aquatic Biologist and Territory Leader at SOLitude Lake Management, an environmental firm providing sustainable lake, pond, wetland and fisheries management solutions. Learn more about this topic at www. solitudelakemanagement.com/knowledge.

Get all of your equipment ready for the season: Tires, equipment rubber tracks, mower tires, foam fill and mechanical repair

News Brief New Jersey Landscape Contractors Association Irrigation Association of New Jersey 7th Annual Golf Challenge Golfer Fees: $195 per golfer

Includes: Greens Fees, Cart, Bag Drop Service, Club Cleaning Service, Lockers, Lunch and Dinner

Special Foursome Price - $750 (save $30)!

Name: ___________________________________________________ Company: ________________________________________________ Name: ___________________________________________________ Company: ________________________________________________

(if you register by the Early Bird Deadline)

Name: ___________________________________________________

Dinner Only: $100.00 per non-golfer

Company: ________________________________________________

Early Bird Deadline: August 12, 2018 Registration Deadline: September 9, 2018

Company: ________________________________________________

Dress Code:

Golf casual, collared shirts. No cutoffs or blue jeans. Soft Spikes.

Name: ___________________________________________________

Total # Golfers

_______ x $195 =

$ ________

Total # Dinner Only _______ x $100 =

$ ________

Total Foursome __________ x $750 =

$ ________

(Before August 12, 2018)

Total Foursome __________ x $780 = (After August 12, 2018)

$ ________

Method of Payment: q Check # ________ q Credit Card

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Agenda Registration & Driving Range Lunch Putting Contest Begins Shotgun Start Cocktail Reception Dinner & Awards

A portion of the proceeds of the 7th Annual Golf Challenge will go to:

Scholarship Fund

Credit Card # __________________________________ Expiration Date: ____________ 3- or 4-Digit CVV: _____ Cardholders Name: _____________________________ Billing Address: ________________________________ City, State, Zip: ________________________________

Sponsorships Available!

Visit www.NJLCA.org for more info

September 11th, 2018

Online Registration: http://bit.ly/GolfChallenge18 34 SPRING | 2018

Feature Story

How to Make Marketing That Gets the Job Done

by Jeff Korhan, Author, Consultant

T

he purpose of marketing is to move an audience to action.

That’s marketing’s job.

It starts with attracting an audience. And that requires a deep understanding of who its members are, what they want, and everything that influences their experience of acquiring it.

Describe Your Audience in Writing

Start with the end in mind before you start investing in marketing.

Nearly every business has more than one audience. There are customers and future customers you wish to attract.

Those two audiences have different needs.

To serve these customers, your business must attract team members, some of whom are leaders and others followers.

That’s at least two more audiences, and there may be more, such as potential investors or business partners.

The trick is making marketing that shows you know them better than they know themselves. That’s not easy to do if you are casting a wide net. So segment your larger audience and create marketing for each group within it.

Describe each audience in detail so that it feels like a real person. This is what’s known as an audience persona, and it should be committed to writing so everyone instantly gets it.

The truer to life that audience persona is the better your marketing will attract the people it represents.

Nobody is going to buy a product or investigate a job opportunity if it’s not clear what the benefits are for taking action and what the risks are for not doing so.

This means your business has to be attractive. It’s dating 101 that starts with intimately understanding the target audience you want to attract. That must be reflected in all of your communications.

Of course, there is more to marketing than websites, so you have to break down your message so that it plays well on social media and the other marketing channels you use.

How do you want to be perceived? That is your business persona.

Your business persona is the counterpart to an audience persona and is better known as your brand. That brand is everything that is said about your business, including and especially what your customers are talking about.

You’ve probably heard that people don’t buy products or services, but the outcomes they promise. Ah, now we get to the brand promise and how that aligns with the outcomes your audience needs and wants.

Making a sale is one outcome, but there are many others that must happen to pave the way for it, such as estimates, proposals, and presentations.

This is where content marketing enters the picture.

Does Your Marketing Make Customers Happy?

Let’s keep this simple. Anything that promises to improve one’s life or lifestyle gets people to take action.

Happiness is the way.

If you care about people and put what they want ahead of what you want you’ll get what you want too. That’s why content marketing is such an invaluable marketing practice.

What Are the Outcomes Your Audience Wants?

Now consider what gets these humans to take action.

Some buyers want a landscape company that is experienced, certified, and guaranteed. Others prefer edgier ones that are innovative and technology-based with exciting new offerings.

Which are you?

People today are doing their homework and checking you out from head to toe. Like you, they are fishing deep to get exactly what they want.

NJLCA.ORG 35

News Brief

Is Entering Industry Awards Programs Worthwhile? Yes!

E

very year, the NJLCA sponsors their Landscape Achievement Awards program and I am continually amazed by the quality of work our members produce. But I’m also surprised by how many of our members don’t enter, particularly because I see some of their outstanding work on social media.

Definitely award-worthy work out there! Our (and most other) awards programs are meant to recognize quality workmanship, attention to detail and the art of landscaping. But they also provide great ways to market yourself and your company and can have long-lasting positive results to your bottom line.

Marketing, Marketing, Marketing

Winning awards is obviously a marketer’s dream. When you win, your company has received an excellent endorsement from a third party. Include your “award winning” status on every advertisement, postcard, letter and even your business cards. If you have won for multiple years or awards, why not state “10time award winning landscape company” or “5 years of awards for our outstanding work”? Entering each year can help build your brand and your awards shelf for customers to see.

But even before you win, use the awards entry process as an opportunity. Run a social media campaign allowing your followers to vote on the projects you are thinking of entering to choose two or three of them. This gives them the opportunity to view the great work you do and makes them feel a part of your winning when you do! Tell your clients that you are entering their property for an awards program. This will make them so proud of the work and give you a reason to call them and check in, other than for billing issues. They will feel special as well. It keeps you top of mind the next time they need something or when talking to their friends who are looking for a contractor.

Involve Your Employees

There is nothing like winning to make anyone feel proud of their work and want to work harder. Make it a competition with some of your crews that whomever does the best job gets to attend the awards dinner with you. \Or maybe they can win a gift card if they take the best photos of their project (alleviating some of the photography on your behalf). The sense of accomplishment when they know that their hard work has won an award, and being recognized for it, can build loyalty and camaraderie amongst your employees.

It’s Not All About the Awards

When building your entries for an industry awards contest, you are also building a load of other items that can be used now and in the future. Use the photos to update your portfolio for your clients. Or add the before and after photos, along with descriptions of the projects

36 SPRING | 2018

by Gail Woolcott, NJLCA Director of Operations to your website. Everybody loves to see the transformations of a property! If you win an award with the NJLCA, we will feature your work in our triennial magazine, The New Jersey Landscape Contractor. We also have great relationships with some of the national and regional industry magazines, who look to us to send them some of the best projects to be featured in their publications. Of course, you’ll be able to post more on social media, maybe even documenting a project from start to finish and allowing people to be part of your process. Finally, your work, out there in the eye of the public, not only promotes your company, but the landscape industry and professionalism.

Ok, What’s Involved?

For the NJLCA awards program, it couldn’t be easier. In July, you will receive our Landscape Achievement Awards application by mail. Or you can visit NJLCA.org and download it. Make as many copies as you’d like, one for each entry.

Put your photos on a thumb drive or CD/DVD, fill out the brief application form and mail them in or email us. Make sure you describe the project well, have descriptions for each of the photos and make your best photos your first and last ones. All entries are due by October 1st at the NJLCA office.

We’d love to see more maintenance entries, as we only see a few each year. And no matter the size of the project, there is always a category that it will fit into.

Although you likely won’t be sending in your entries for a few months, make sure you take photos now through the time you enter. Before photos, during photos, after photos.

They are all important! Note anything that was difficult or unusual at each project to include in your entry.

On December 11, 2018, the NJLCA will host its annual Landscape Achievement Awards and Holiday Gala at The Venetian in Garfield. Register to attend and learn who won this year’s honors, including you. All winners are kept secret until the event. Bring the employees that helped you create those amazing projects, your significant others, etc. The dinner is a great time and a great way to thank the people that help you do what you love every day.

Good luck and make sure you enter the 2018 Landscape Achievement Awards this year…you won’t regret it!

Feature Story

The [Safety] Culture Club

T

he subject matter this month is a little lighter than previous months. Things will return to normal next issue, I can assure you.

As the snow season has come to a close, finally, I am going to share something I tried, which seemed to work quite well. Not very elaborate or technical I might add, but it did improve our safety while in the field.

I couldn’t help but notice with some of our plows, we did not have great or sufficient view of our plow end markers.

This was even more evident at night and in diminished light situations, such as driving snow, sleet and/or rain. Think about it and ask yourself, do I or my staff face this condition?

As you can see in the photo, we purchased glow sticks and wire tied them to the plow markers previous to impending weather.

When we noticed our visibility was less than perfect, we snapped the glow sticks activating the chemical reaction which illuminates the glow sticks. We found this to be extremely helpful and we believe it improved our level of safety.

This may be something you are already using in your snow operations, but I thought it was worthwhile to share.

Pat Donovan is the owner of Classic Landscaping and is a retired Port Authority of NY/NJ Police Officer. He is also the Chairman of the NJLCA Safety Committee.

Content marketing is the practice of consistently delivering marketing content that establishes authority, likability, and the capability to solve relevant problems, ultimately with products and services that earn profits.

For most landscape industry business, that content resides on its website. When the right people visit your website you want them to take one of five actions before leaving.

Buy

Try

Call

Email

Follow

Only a small percentage of your audience is ready to buy now. It’s your job to continue nurturing relationships with the rest by using content marketing to build your brand story in their minds with case studies and other stories that sell.

I’m now going to mention the word strategy because that’s what we are talking about here. I’ve waited until now because it’s a word most people associate with work and deep thinking.

Marketing is work, but it’s also a path to getting what your business wants by helping enough other people get what they want when they want it, and in the way that works for their budget or lifestyle or whatever.

Get to know your respective audiences and what they want and design a marketing experience to help them get it.

If you take anything away from this recipe for business growth, I hope it is the idea that marketing today is more than attracting leads and pushing them down a sales funnel.

Marketing nowadays is getting people to take an action that is right for them. Some people are afraid to take a leap, so just help them close a small gap and they’ll appreciate and remember you for it like a friend that did them an unexpected favor.

Marketing tools, such as CRM systems can help with this if you teach those systems how to guide the process that keeps people happy during their journey with your business.

Planning to make customers happier doesn’t have to be complicated.

• Make some lists.

• Prioritize everything.

• Get a few easy wins.

• Stay in there to get your share of the big fish.

I know you’ll get the job done.

Jeff Korhan is the author of Built-In Social and founder of Landscape Digital Institute.

He helps green industry owners, marketers and sales teams make distinctive customer experiences that ignite sales growth. Learn more at www.landscapedigitalinstitute.com.

NJLCA.ORG 37

Feature Story

No Money, No Sale

H

by Danny Wood, Sandler Training by Danny Wood Enterprises

ave you ever given a presentation to a prospect who seemed to be showing you green lights … until you came to the final page of your proposal?

Typically, that’s the page with the price. For some reason, when the prospect saw your price on the final page, all those green lights turned red. The sale died. No amount of fast talk could bring it back to life.

This is the point at which salespeople ask themselves: “What happened?”

What happened was simple: You didn’t qualify the prospect before you put all that hard work into preparing and delivering your presentation.

Before you make any recommendation, you must determine whether the prospect is willing and able to make the investments to obtain your product or service. Regardless of how great your product or service…regardless of the responsiveness, reliability, or reputation of your company…if the prospect is not willing or able to make the investment, the end results are going to be the same. You know what those results are: no sale; wasted time, effort, and energy; and, for you, disappointment and frustration.

Money issues must be addressed early in the selling process.

Without this information, you can’t present a best-fit solution.

Stalls and objections around price issues will develop during or after a presentation. At that point, you have two options: walk away (which may be the appropriate decision, but is difficult to make after investing all that time and effort), or arm wrestle over price (which usually means cutting the price). Dealing with money issues early in the process will help you avoid these unpleasant scenarios.

Before you begin to do your work on presentations and proposals, you must discover the prospect’s expectations or limitations to the costs associated with the product or service you might ultimately present.

You should be able to answer the following questions:

• • • • • • •

I s money currently available? (If it isn’t, when will it be available?)

What part does price and/or terms play in the final buying decision?

Must the prospect buy from the “cheapest” supplier or lowest bidder?

Under what circumstances would the prospect not buy strictly on price?

What are the investment limitations?

Does the prospect have any expectations regarding the investment? (If so, what are they?)

How will the size of previous investments for the same or similar products/services influence the amount invested for the current purchase?

Prospects typically do not make a habit of volunteering this information. You must ask questions about money before you present. This can be a challenge because some of us have “head trash” (unproductive ways of thinking) that prevent us from starting a money conversation.

The most straightforward strategy for beginning such a conversation is to ask: • • •

“ Do you have a budget set aside for this project?”

“Is the project funded?”

“Have funds been allocated yet?”

If the prospect gives you a clear, direct “No” answer to these questions, and the conversation continues to confirm that “No”, then you are certain there is no money for your services. You must disqualify the prospect. You can keep in touch. You can talk about referrals. But you should not project income from this opportunity, nor should you make a presentation. There’s no money! That means there’s no sale.

38 SPRING | 2018

Feature Story

CERTIFIABLE PUT A “STAKE” IN IT! So many times, I drive down the streets of countless neighborhoods and spot a reoccurring problem that seems to elude any hope of correction. All too often we see the replacement of trees along our sidewalk curbs that haven’t the appropriate support, reinforcement or safety precautions put in place to help the tree grow properly.

Proper tree planting requires proper staking as well.

Two stakes should be set perpendicular to the prevailing wind direction with strapping material that is secured just enough to keep the tree from falling over in high winds, but not so constraining as to stop any movement. The strapping should also be installed higher on taller trees or trees that have a large canopy.

When excavating the planting pit, make sure to remove 2 to 3 times the diameter of the root ball. Excavation should be no deeper than the depth of the root ball.

When planting the tree, the top of the root ball should be flush with the soil in the watering basin and the trunk flare should be visible. The wooden tree stakes or steel T posts should be against the edge of the root ball and into the undisturbed soil. A mulch layer at the top about 3 inches should also be kept away from the trunk of the tree about 6 to 8 inches. A berm around the perimeter of the planting pit 4 inches above the surrounding grade, will help to form a watering basin to assist in the trees growth.

Keeping these tips in mind can help these saplings achieve great success in establishing themselves in their new environment. But most importantly, always think safety when it comes to using any tools, equipment or even yourself. PPE is the most important first step in any project. I “stake” my reputation on it.

Joe Bolognese is the Office Manager and Construction Administrator for Kindergan Landscaping, LLC. He is a Past Vice President and currently a Director of the NJLCA. He is also Chair of the Education and Landscape Industry Certified Exam Committees. He has over fifteen years experience in the landscape and irrigation supply industry and can be reached at jbolognese@njlca.org.

On the other hand, if the prospect gives you a “Yes” answer to these questions, you can continue the conversation by asking: • • •

“ I don’t suppose you’d share the amount with me in round numbers.”

“In round numbers, at what amount are you looking?”

“Perhaps you could give me some idea of what we have to work with…just in round numbers.”

Hold off making a recommendation until after you’ve qualified the prospect – not only for budget, but for the existence of a problem you can solve and for a mutually workable decision-making process. You’ll find your closing ratios rising!

Danny Wood, owner of Sandler Training – Danny Wood Enterprises, works with individuals, entrepreneurs, and corporations providing training, coaching, and consulting services to develop market share, shorten sales cycles, and increase revenue. Clients look to Danny to help them develop and implement processes that create a sales-driven, client-centric organization. www.dwood.sandler.com | 201-842-0055 | mailto:dwood@sandler.com

NJLCA.ORG 39

Feature Story

Evaluating the Alternatives to Gasoline

by Jill Odom, Total Landscape Care

D

ue to the prevalence of gasoline, considering other fuel sources is not high up on most landscapers’ checklists when considering new mowers.

Yet the market for mowers powered by a fuel other than gasoline is growing, and as technology advances, some of these alternative fuels offer both financial and environmental benefits to companies that switch.

Diesel

Coming in second to gasoline in popularity is diesel. Although diesel and gasoline are both derived from crude oil, the two fuels have different molecular structures, and they also differ in how they burn and create energy.

Diesel gets better mileage than gas, thanks to its higher Exmark introduced its new Lazer Z Diesel model at the 2017 density, meaning less fuel is required to generate the same GIE+EXPO and the company says it has been well-received by landpower. But diesel still may suffer from a perception problem. scapers. Photo: Exmark “It used to be you’d run along a highway and you’d see those There are some drawbacks to using diesel. Crews, used to trucks that were just spitting out black smog all over the place, using gasoline, may mistakenly put gas in a diesel tank. Anand that’s what people think about when they think about die- other limitation is the number of locations at which crews can sel,” said Mike Simmon, marketing coordinator for Grasshop- refuel. Simmon said while diesel outlets are becoming more per. “But diesel is the best alternative to gasoline.” common, they are still not as abundant as some would believe.

According to Simmon, power, fuel economy and emissions And a diesel-powered machine can cause sticker shock compliance can all be found wrapped up in the diesel package. to some landscapers since these models are $2,000 to $3,000 According to Jamie Briggs, an Exmark product manager, more than a comparable gas mower. there has been increased interest in diesel due to the produc“You also get a lot more power, fuel economy and longevtivity it offers. Exmark recently introduced its new Lazer Z ity,” Simmon said. “So over time you’re going to catch up that Diesel model at the 2017 GIE+EXPO and Briggs says it has higher cost of acquisition with your lower cost of ownership.” been well-received by landscapers.

Yet recovering the up front cost only makes sense for those “Fuel consumption is significantly less than gas-powered who plan to keep their equipment for four years or more. engines,” Briggs said. “And with their torque and power, they’re Those who trade their models in every two or three years won’t able to cut more grass in less time using the diesel.” be able to fully recoup their costs in that amount of time, acSimmon said that while landscapers may pay more at the cording to Simmon. pump or per gallon for diesel, they will use less of it over time “Usually the hesitation comes down to that cost of acquisicompared to gasoline or propane, which tend to burn a gallon tion and then the question (is) whether or not you are going and a half per hour. to own that machine and use it long enough to get your re-

40 SPRING | 2018

Feature Story turn on investment,” Simmon said. “Economics usually play a larger role in the decision making than the environment does.

Buyers have to balance their business needs with the environmental costs.”

According to Simmon, it is generally the business-savvy landscaping companies that will actually pull the trigger on diesel units because they have developed a strong customer loyalty.

“They don’t have the worry that they’re going to get undercut or underbid on a cost basis because they’re doing so much more for their customers and what they’re providing to them every month,” Simmon said.

business. Commercial clients, for example, are increasingly seeking environmentally friendly methods to support their own corporate sustainability efforts. Homeowners are also becoming increasingly attuned to the potential impact of engine emissions.”

Lawn Butler, based in Knoxville, Tennessee, made the switch to propane five years ago and converted almost all of its fleet. Since swapping his fleet, Seth Kehne, president of Lawn Butler, said his costs have decreased thanks to the ability to buy a certain amount of propane at the beginning of the year to lock in their rate.

“One of the biggest pros is from a budgetary standpoint,” Kehne said. “We’re able to be right on target with our budget as Propane gains popularity There has been a steady increase of propane mowers avail- opposed to fluctuating with gasoline like we do with our trucks.”

In addition, Lawn Butler doesn’t worry about theft or able from OEMs over the past few years.

More than 150 propane mower models are now produced spills with propane. “It’s clean burning, so guys riding around breathing it in are by 14 manufactursafe,” Kehne said. ers in a variety of “It’s sustainable and configurations, our engines live lonincluding zero-turn ger and we actually and stand-on units, can push our mainaccording to Jeremy tenance a little bit Wishart, director of longer between oil off-road business changes.” development for the Lawn Butler has Propane Education an on-site propane & Research Countank that a vendor recil (PERC). There fills regularly, making are around 20,000 it easy for crew memcommercial propane bers to grab a tank mowers in operation and go. Kehne says across the country, landscaping comwhich is about 5 panies would need percent of the total at least six pieces of commercial mower As John Deere sees increased interest from its customers in alternative fuels, it says the equipment running market. company is committed to providing the various fuel options to meet their needs. every day for this “Contrast that Photo: John Deere sort of investment to to 2012, when there were a few hundred propane mowers in operation — and be worthwhile.

Some of the biggest barriers for propane right now are the only a handful of models available by a few OEMs — and cost of acquisition, equipment resale values and landscapers’ you can see a market full of contractors who are buying into predisposition to gasoline. the benefits of propane,” Wishart said.

“Propane’s biggest challenge is competing with the status The pros of propane include lower operating costs, longer quo,” Wishart said. “You never hear contractors say they love engine life and cleaner burning fuel.

As John Deere sees increased interest from its customers in gasoline; they use it because it’s what they’ve always used, plain alternative fuels, it says the company is committed to provid- and simple. Getting contractors to think beyond how they’ve always operated and realize that there are other fuel sources ing the various fuel options to meet their needs.

“Compared with gasoline mowers, research shows that better suited for the work they’re doing will always be our propane reduces source energy use by 20 percent, greenhouse number one challenge and top priority.”

While some companies are reluctant to pay the higher pricgas emissions by 17 percent, NOx emissions by 19 percent and es for propane equipment, there are rebates offered by PERC’s SOx emissions by 16 percent,” Wishart said. “This is obviously better for the environment — a fact landscapers can leverage Propane Mower Incentive Program that offers contractors when marketing to environmentally-conscious clients to grow $1,000 for every new propane mower purchase and $500 for

NJLCA.ORG 41

Feature Story every mower conversion.

Yet, Wishart says the incentive is more of a perk than a necessity, and many contractors have made the switch without using the program and still experienced a positive ROI. Kehne felt it was important to be a good steward of the environment and had decided to switch to propane even if it was going to cost the company a little more.

“If we have the ability, where it’s close in costs, we’ll do the more sustainable option,” Kehne said. “Our employees really like it, as well.”

Both Kehne and Briggs say a disadvantage of propane mowers is the challenge of reselling the product into the secondary market due to the limited number of contractors looking to buy propane units.

Other manufacturers, such as Grasshopper, do not currently sell a propane mower. The company offered a propane model in the 1990s, but Simmon said it didn’t last.

“We didn’t see the advantages even back then,” Simmon said. “Even if the technology has advanced, the properties of propane don’t change. Propane is a dry fuel, which means there’s less lubrication than with gas or diesel.”

Yet, Wishart says propane technology has advanced.

“Propane engine and aftermarket conversion technology have made significant advancements to maximize performance and efficiency, so the cutting experience is identical to what contractors are used to with gasoline engines,” Wishart said.

Wishart also pointed to the number and type of contractors applying for the Propane Mower Incentive Program. “While we’ve always had healthy participation since the program first launched in 2012, we’re now seeing more second- and thirdtime applicants, reinforcing the belief that once a contractor converts to propane, there is no going back to gasoline.”

Other alternatives

While diesel and propane are the predominant gas alternatives, other fuels and power sources are available.

Whether or not these will gain a significant foothold in the mower market is still subject to debate.

Electricity

As battery power has slowly become more

Grasshopper offers a Tier 4 Final compliant diesel-powered model.

Photo: Grasshopper

42 SPRING | 2018

prevalent in handheld landscaping tools, mower manufacturers have begun monitoring and taking this power source for zero-turn mowers more seriously.

“Exmark is always watching the leading technology,” Briggs said. “It’s now a cost and productivity issue. Contractors need to be able to buy equipment that makes money, but they also need to be able to run for a full day without doing recharging.

Certainly, there’s an opportunity for electric to gain traction, but there still needs to be an advancement in the technology to get it there.”

Nick Minas, a product manager for John Deere Commercial Mowing, says while there hasn’t been an overwhelming demand for electric zero-turn mowers, there is still increased interest from landscapers.

“As technology advances, there could be more opportunities for electric mowers,” Minas said.

Simmon is skeptical battery power is the solution as an alternative to gas. While there has been advancement for electric power in the automotive industry, he isn’t certain how well it will transfer over to running a mower.

Electricity may not be up to the weight and power demands of today’s mowers, Simmon said. Electric-powered handheld equipment makes more sense, because they use smaller rechargeable batteries, and are used in spurts of time, he said.

Simmon doesn’t write off electric completely, noting batterypowered handheld equipment’s progress over the past 10 years.

Electric-powered commercial mowers could eventually reach acceptance, Simmon said, “but it would have to take some significant advancement in the amount of power a battery could provide.”

One landscaper is seeing a more immediate future for electricity, however. Lawn Butler’s Kehne believes electricity will eventually overtake gas, and his company is already planning to evaluate electric zero-turn mowers in the next two to five years.

Biodiesel

Biodiesel, considered a subset of diesel by some, currently has only 202 public fueling stations in the country, according to the U.S. Department of Energy’s Alternative Fuels Data Center.

Simmon noted most landscapers refuel their mowers either through contract fueling or at filling stations, and those are going to offer predominately gas and diesel. “Until we get to a point where biodiesel makes a good inroad in the vehicle market, then there’s going to be less demand for it in mowers,” he said.

Grasshopper offers a Tier 4 Final compliant dieselpowered model.

Biodiesel is typically sold to end users as a blend of biodiesel and petroleum-based diesel. The nomenclature includes a capital “B” (for biodiesel) followed by a number that indicates the percentage of biodiesel versus petro-diesel. So B5 is 5 percent biodiesel and 95 percent petro-diesel. B20, a common blend for commercial purposes, is 20 percent biodiesel/80 percent petro-diesel.

Feature Story Should you make the switch?

Pure B100 biodiesel by itself is more expensive to make than petro-diesel. But thanks to the Renewable Fuels Act of 2007, credits generated by renewable fuel production brought the price down to $2.68 a gallon for B20 last fall. What’s important to remember is that 80 percent of a B20 blend is diesel, so the price of the biodiesel is actually much lower than diesel.

For example, if the credit’s total value was $1.20 a gallon, the B100 price would be $2.18. It’s the diesel that brings the B20 price back up to $2.68, which is still lower than the straight diesel cost of $2.76.

B100 and B20 substantially reduce particulate matter, total hydrocarbons and carbon monoxide. Additionally, biodiesel is nontoxic, biodegradable and has none of the aromatics found in traditional diesel, which are considered carcinogenic.

While some mower models can handle biodiesel, John Deere does not advise using blends over B20, as these can harm the emissions control system.

Interest in biodiesel as an alternative fuel has been minimal right now, according to manufacturers.

There are several factors to consider when looking into going to the road less traveled.

First, of course, is the bottom line. Spiking gas prices can hurt your wallet but swapping to another fuel comes with a series of up front costs, including the new equipment and the possible need of setting up an infrastructure for refueling.

“With alternative fuels, it is important for landscapers to consider infrastructure to ensure they have access and storage for fuel,” Minas said. “The cost savings may not outweigh the costs to set up a business for alternative fuels.”

Another element to keep in mind is the change in maintenance procedures. Most alternative fuels simplify maintenance, but other processes will need to be learned for the different type of fuel and engine.

If your company is trying to win city or government contracts, switching to alternative fuels can give you a competitive advantage. Likewise, if your company has committed to being sustainable, using alternative fuels can enhance your ecological footprint and public perception.

“We’ve put it out there a little bit and people think it’s great,” Kehne said. On one public/private contract, Lawn Butler highlighted its propane use when quoting the job. “That added to our pros,” he said. “So, it’s definitely positive.”

Compressed natural gas

Boasting more filling stations than biodiesel, compressed natural gas (CNG) has currently 933 public fueling stations in the U.S. CNG produces lower amounts of carbon dioxide and other harmful emissions than gasoline. Unlike liquid fuels, CNG does not clog fuel systems during seasonal storage, but the trade-off is a lack of lubrication, according to Simmon.

It is the least expensive U.S. fuel and almost all of the natural gas consumed in the United States is produced in North America.

For a time, Simmon believed CNG was rising up in popularity. Dixie Chopper introduced the CNG-powered Xcaliber Eco-Eagle in 2009, but the model is no longer listed on the company’s site.

Despite its advantages, CNG is not perfect. It has a lower energy density than gasoline, giving it a limited range.

Romeo Enterprises Karen Romeo karomeo1@yahoo.com 732-874-3510

All trademarked names and images are the property of their respective owners and may be registered marks in some countries.

No affiliation or endorsement claim, express or implied, is made by their use. All products advertised here are developed by AMSOIL for use in the applications shown.

NJLCA.ORG 43

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