The New Jersey Landscape Contractor Magazine - Summer 2025
2025 Bowling Night Winners
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 Blvd, Ste. 2, Elmwood Park, NJ 07407
Smarter Landscaping - How Industry Pros Use AI to Grow Their Businesses
The Importance of a Strong Administrative Team and Excellent Customer Service in a Hardscape Company
Keeping Lawsuits from Ruining Your Business Through Proper Preparation
Welcome Members
It’s Good Business to Add Hardscapes & Natural Stone to Your Service Lineup
Negotiating Your Earnout
Protecting Investments and Avoid Avoidance - Focus on Deer Damage
Landscapers Guide to Selling to the Affluent
Understanding Payment Processing Fees
Ad Index
How to Get the Most Out of Reblooming Varieties
Associate Focus: Holder Farms
Contractor Focus: J & J Landscaping
Building a Profitable & Sustainable Future in the Green Industry
Boxwood Emerging Threats & Common IPM Targets
Landscape Achievement Awards Reprint
Jane Beggs-Joles | Greg Carpenter | Dan Carr |
Michael Crupi | Barry Draycott | Kevin Dulio | Bill Errickson, PhD | Joshua Ferguson | Richard Gaynor | Phil Harwood | Nicholas Hubner| Jack Jostes | Art Laster | Dan Mabe |
Merchant Compass | Outdoor Living Supply | Brian Severin | Timothy Waller, PhD | Gail Woolcott | Steven Yergeau
NJLCA Combined Board
President | Kevin Dulio
Treasurer | Adam Reisboard
Chairman of the Board | Bob Pedatella
Director | Taylor Corbett
Director | George Futterknecht, CLP
Director | Ben Heller
Director | Shawn Kukol
Director | Omar Vasquez
Associate Director | David Gaynor
Associate Director | Rawn Leegwater
Associate Director | AJ Tudda
Advisor | Dr. Steve Fischer, Bergen Comm. College
Advisor | Dr. James Murphy, Rutgers University
The New Jersey Landscape Contractor magazine is published triennially. 600 print copies are distributed to members and over 6,000 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 issue. New Jersey residents only, please add 6.625% 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.
As we wrap up the “100 days of hell” — or as I like to call it, “100 days of happiness” — I wanted to take a moment to reflect. I know it’s not easy to keep everyone happy in the world we live in. Amazon delivers the same day, and our clients expect the same kind of instant results. Competing with that kind of speed is no small feat! But I’ll get off my soapbox now…
April, May, and June brought more than their fair share of rain, making for wet and soggy landscapes. No matter what type of landscaping you tried to take on this spring, it was challenging — to say the least. But at the end of the day, we all pushed through, succeeded,
and made it to summer.
As General Colin Powell once said, “There are no secrets to success. It is the result of preparation, hard work, and learning from failure.” We’ve all learned from this wet spring, and those lessons will serve us well if — or when — it happens again.
It’s also been a very busy few months since I was elected President of NJLCA. Behind the scenes, this organization does a tremendous amount of work — from legislation and healthcare to 401(k) plans, education, pesticide training, and more — all to help set up your company and teams for long-term success.
Educate Your Customers
Explain the process, benefits of base prep, drainage, and why you charge more than “the guy with a pickup.”
Put Everything in Writing
Clear contracts, timelines, and payment schedules protect both you and your customer.
Provide Maintenance Tips
Help your clients keep their patios or properties looking good, and they’ll remember you for future work.
Thank you for your continued support of this incredible organization. The entire board and I are here for you, so please don’t hesitate to reach out with any questions or concerns.
Before I sign off, let me encourage you to attend our upcoming NJ Contractors Showcase Expo (NJCSE) on August 6th (rain date August 7th) at County College of Morris. It is free to attend and we provide free lunch! It’s a great day to visit with our vendors and demo the equipment in real life. Try everything before you buy! We hope to see everyone there and that you’ll support our vendors by coming out for a fun day outdoors!
Wishing you a fun, safe, and successful summer!
Warm Regards,
Kevin Dulio, NJLCA President
Letter from the Editor
As the summer sun settles in and landscapes across New Jersey come alive with color and growth, our industry kicks into high gear. From tackling mulch safety during fire season to navigating new labor laws, this issue of The New Jersey Landscape Contractor is packed with timely insight, practical strategies, and a healthy dose of inspiration.
You’ll find updates on the newly enacted NJ pay transparency law and what it means for your job postings, plus expert tips on protecting your business from lawsuits, deer damage, and even payment processing pitfalls. Our coverage on smarter soil care and the emerging threats to boxwood are must-reads for those who prioritize plant health and long-term landscape success.
Of course, no summer issue would be complete without touching on a hotbutton topic—yes, we’re talking about gas leaf blowers. Whether you’re for or against the ban, we invite you to dig into both sides of the conversation. And if you’re curious about how Artificial Intelligence can transform your business operations or customer service, we’ve got that covered too.
In this issue, we also shine a spotlight on hardscaping as both an art and a smart business move, share tips for selling to affluent clients, and highlight how having a strong administrative team can be a gamechanger in running a successful company.
As always, thank you for your continued support and dedication to this vibrant,
Welcoming Patrick Barckett to the NJLCA Team!
Welcome Patrick Barckett, a seasoned professional in the world of sales, marketing, and member relations. With a career spanning over three decades, Pat has become a familiar face in the construction and landscaping industry, known for his warm demeanor and wealth of experience.
Pat’s journey began at Montclair State University, where he earned his BS in Marketing. Fresh out of college, Pat cut his teeth at Wacker Corporation as a Factory Sales Representative. For seven years, he honed his skills in the field, learning the ins and outs of construction equipment and developing a knack for understanding customer needs. It was here that Pat discovered his passion for connecting people with the right tools for the job.
From 1992 until early 2025, Pat worked for Bobcat of North Jersey, first in a sales role, then became Director of Sales and Marketing. Here, he combined his love for heavy equipment with his talent for building relationships.
We’re excited to announce that Pat has now joined the NJLCA team as our Member and Vendor Relations expert.
What sets Pat apart is his ability to see the big picture while never losing sight of the individual. His career is a testament to the power of building relationships and the importance of adapting to an everchanging industry and the association knew right away we had to have him on our team!
As we welcome Pat to the association he has supported for so long, we’re not just introducing a member of the staff – we’re excited to have a friend of the industry, a mentor to many, and a true believer in the power of connection. Get ready to learn from Pat’s experiences and hear from him in the near future!
ever-evolving industry. Here’s to a safe, successful, and sunny season ahead.
We look forward to seeing all of our vendors and members at the upcoming NJ Contractors Showcase Expo on August 6th! Don’t miss out on a day of free food, fun and equipment!
Gail Woolcott, Executive Director Editor of The New Jersey Landscape Contractor
Pat has always been highly involved in all of NJLCA events!
This mulch season, New Jersey landscapers and property owners need to be acutely aware of new fire codes, especially when it comes to mulch placement near commercial and residential structures. Fire codes are getting stricter, and the landscaping industry must adapt, balancing compliance with aesthetics and function.
Luckily, a plethora of landscaping materials are available, in bulk and bags, to support innovative approaches that not only meet fire code requirements, but also enhance curb appeal, reduce erosion and boost plant health.
New Jersey Fire Code Update
Effective April 15, New Jersey’s fire code changed and now prohibits mulch from being placed within 18 inches of combustible structures to reduce the risk of fires associated with flammable landscaping materials. Again, this applies to commercial and residential properties, and includes attached structures such as decks, porches, and balconies. One- and two-family and attached single-family homes, and buildings made of concrete and other non-combustible materials, are exempt.
Landscape Solutions for Compliance and Aesthetics
Instead of viewing these fire code changes as a restriction, landscapers and contractors should consider it an opportunity to get creative with alternative, fire-safe solutions. Especially during mulch season, it’s time to rethink traditional landscape designs and ground cover applications.
Stone for Safety Near Combustible Structures
One solution is to use decorative stone in the 18-inch buffer zone around structure
perimeters. Stone is non-combustible so it’s the perfect material to prevent fire hazards while providing visual appeal. Products such as quarry stone, red stone and river rock offer beautiful color options that complement mulch-rich landscapes.
Mulch Beyond the Buffer for Functionality
While compliance is top priority, landscapers must also ensure the transition between stone and mulch is visually continuous. The key here is to blend decorative stone and mulch strategically to achieve a cohesive look. Coordinating colors, textures and materials creates a professional, seamless landscape.
Beyond the 18-inch non-mulch zone, a variety of high-quality mulches can be used to provide ground cover and assist with erosion control. For planted areas, triple-ground mulches are a great choice
as they help regulate soil temperature, retain moisture and prevent weeds.
Cohesive and Creative Design Elements
Mulch and stone can be a fantastic combination in landscaping, offering contrasts in texture and color while also serving functional purposes. Here are four ideas to amp up landscape designs while connecting mulch and stone under the new fire code guidelines:
1. Stone Pathways. Create visually striking stone pathways in larger mulched areas with stone that matches, or coordinates, with that in the 18-inch buffer zone. Stone is ideal for establishing clear, stable pathways, especially in wet areas.
2. Mulch & Stone Islands. Incorporate islands of mulch or stone into larger landscaped areas to highlight design
elements like formal gardens, sculptures or water features.
3. Stone Borders. Build borders of decorative stone around grassy areas and mulched garden beds that echo the stone used around buildings, decks and porches. Borders add structure and modernity, creating a visual impact.
4. Mulch & Stone Contrast Garden. Use contrasting mulch and stone colors— like dark mulch against light-colored stone—to create compelling geometric or organic patterns. Contrast gardens are ideal for corporate campuses or parks looking for an artistic edge.
Mulch & Stone: Pros and Cons
To optimize landscaping under the new fire regulations, understanding the properties of different mulch and stone types is paramount.
Mulch Options
1. Dyed Mulch – Offers color options like black, brown and red to match landscaping themes and coordinate
with stone and other hardscaping. Premium dyed mulches are specially formulated to maintain color vibrancy throughout the year.
2. Natural Mulch – Gives an organic look while enriching the soil over time. Natural mulch is the perfect choice for customers seeking an organic, all-natural mulch option.
3. Cedar Mulch – Provides insect repelling properties and a longer lifespan. While more expensive than other mulches, cedar mulch provides a pleasing aroma and upscale aesthetic.
Decorative Stone Options
1. Quarry Stone – A less-expensive, utilitarian stone that resembles bluestone.
2. Red Decorative Stone – A bold option that creates a dramatic look in landscapes. It is a great choice for modern designs.
3. River Rock – A natural-looking option that coordinates well with mulch and other hardscape materials.
A year in the making, New Jersey’s updated fire code encourages a shift in landscaping practices, prioritizing safety while allowing room for creative design. By integrating decorative stone within the 18-inch buffer and selecting the right mulch beyond it, landscapers can uphold regulations while continuing to create stunning outdoor spaces.
Dan Carr, a Penn State graduate with a Bachelor’s in Horticultural Science, has over 40 years of experience in the landscaping industry. A recognized expert in mulches and soils, he has spent decades consulting on product development and manufacturing best practices. He is currently focused on driving long-term growth for private and public sector clients across New Jersey and Pennsylvania.
Whether you are looking to buy new or used, rent equipment, or have your existing fleet serviced, Foley, Incorporated has what you are looking for. In addition to Cat equipment, we offer all types of allied products, such as air compressors, light towers, trenchers, wood chippers, heaters, small compaction equipment and more.
Serving all of New Jersey, Staten Island, New York, Eastern Pennsylvania, and New Castle County, Delaware
Most people in the industry or serious gardeners are keenly aware of the trend towards native plants. I think I might get myself in trouble here and my youngest son is not going to see this prior to publication. He’s the ultimate governor (Thanks Chase). I endorse, but can’t say I embrace the trend for natives. I have spent a lifetime in this industry and still remain passionate. A degree in horticulture from good ole Rutgers U., a professionally accredited nurseryman for the state of New Jersey, several other accolades and accreditations, but frankly it seems like I’m boasting. I’m not just establishing some credibility. More and more, I find myself asking “What is a native?” I’m sure I’ll get a gazillion opinions on this. I recently wrote a tree tip on a redbud cultivar ‘Northern Lights.’ So cercis canadensis is a true native (redbud).
Does the introduction of a cultivar make it non-native? So many cultivars of clethra, hydrangea arborescens, why even blueberry. Cultivars come to market in several ways. Oftentimes, it is simply a reversion or sport on a plant that exhibits different characteristics than the original plant. If a plant is selected for flower, shape, disease resistance, etc., I believe a selection should still be considered a native. Keep in mind, these are “Art’s” rules. Frankly just my commonsense approach to life. Maybe there are those who declare “Just the native.” As my dad would say, “I got news for you,” these reversions happen in the wild as well as in
the nursery. So I’m sticking with my premise. I think we get a little murky when breeding comes into play.
So many attributes can be bred into plants. Flower size, color, fruit, ultimate height and width. Most importantly disease and insect resistance and even sterility to prevent invasive species. I could speak specifically about many plants but would find myself veering off course into non-natives.
Our native redbud achieves a height of 20-25’ or so. What if we wanted a smaller tree? Ace of hearts and little woody probably struggle to get to 10-12’. Flowers are the same, all the other attributes are similar, it’s simply the size. I believe these were selections, but I have not done a deep dive on this.
One of my heroes, Dr. Elwin Orton of Rutgers, spent a lifetime hybridizing plants. The emphasis was on hollies and dogwood, but there were other genus’ as well. Our native dogwood is susceptible to a myriad of maladies (my English teacher would be proud of me). Anthracnose, powdery mildew, borers, and a devastating vascular disease that is attacking redbud, dogwood, and certain maple cultivars, to name a few. This last disease is a serious issue, as there is no reasonable control as of now. I believe it is exacerbated by wet weather. I applaud the efforts to reduce disease and insect problems in dogwood through crosses of Cornus nutalli, and Kousa, but there is nothing like Cornus Florida relative to flowering. The Rutgers Hybrids (thanks Dr. Orton), i.e., Aurora, Stellar pink, Constellation, etc., are solid choices, but the flowers are just not the same. The last time I checked, most businesses exist to make a profit. If you are consistently losing half or more of your crop, you have to start thinking twice about growing that crop. I, for one, would hate to see the demise of Cornus Florida.
So I ask, to preserve a species, is it acceptable to breed disease resistance into Cornus Florida so we might continue to grow and enjoy this tree in our respective yards? Or is this not acceptable?
My last point, agree or not. If you could speak with Renoir, Monet, or Michelangelo and you told them that their palette could only have green and yellow, what type of response might you get? Many of us here have spent a lifetime being truly passionate about the industry. If it’s me, I want a full palette. I do not cast shade (yeah, I’m hip) on anyone who prefers to plant only natives. I truly support this movement, but as I said, I do not embrace it as I want the entire palette. Sid and Annette Laster would be very disappointed in me if I did not utilize my education and experience to the fullest. We regularly bring in special requests and often carry native plants, so I’m not negative, just like the broader choice. Always wanted to ask the purist if they eat wagyu beef, Nordic sardines, or do they eat maize in its original form?
Just a thought.
By most accounts, I offer good information and as a good friend in the industry once declared “you’re a great steward of the industry.” I try and I try to be extremely tolerant of differing opinions. I suppose there might be those who grandstand or strut their stuff, but one opinion (even laced in fact) is still just that. No slight intended to anyone, and if you might need Cornus canadensis (fantastic plant, super difficult to establish), we will make our best effort to find it for you. Truly appreciate you all…Art Laster, Plant Detectives
Plant Detectives was founded in 1996 by Art Laster in Ramsey, New Jersey. The operation moved to Chester, New Jersey in 2001 and has called its 10 acre location “home” since. Art’s original mission was simple, yet still guides the company today; provide highquality plant material.
PORCELAIN PAVERS
New Jersey Governor Phil Murphy signed Senate Bill 2310 into law, mandating pay transparency in job advertisements and the posting of internal promotional opportunities.
The law takes effect on June 1, 2025, and applies to New Jersey employers with 10 or more employees.
Pay Transparency Requirements
Under the new law, covered employers must disclose in each posting for new jobs and transfer opportunities, whether advertised externally or internally:
• The hourly wage or salary, or the range thereof; and
• A general description of job duties, compensation, and benefits the available position offers
Note that employers may increase the compensation identified in the posting when an employment offer is made.
Internal Promotion Requirements
Employers must make reasonable efforts to announce promotional opportunities to all current employees in the affected department before making a promotion decision, unless the job position has specific requirements such as years of experience or performance.
Penalties
Employers who fail to comply with the new law may be subject to civil penalties of $300 for the first violation and $600 for each subsequent violation.
What Employers Should Consider For This New Law Effective 6/1/25?
To be compliant with the law by its effective date, employers can take steps now, such as setting up compensation ranges paid for each job position, reviewing and updating job postings, doing a pay audit to identify and remedy any pay discrepancies or disparities, and get trained on the requirement to include compensation information in job advertisements and post promotional opportunities internally.
This is a good reminder to review your Employment Practices Liability Insurance (EPLI) AND Employee Handbook.
In 1979 Richard Gaynor joined Middleton & Company Insurance Agency after graduating The College of New Jersey/Trenton State, creating and marketing a variety of specialized insurance programs. Richard joined the Boards of many industry Associations. He attended most meetings and acquired a keen understanding of the protection needs and issues that each association faced. Richard assumed the presidency of Middleton & Company in 1995, continuing the commitment to provide business solutions to clients while maintaining strong profitable growth. He can be reached at (973)383-5520 or richard@middletonins.com.
For landscape professionals, plant health isn’t just about what’s visible above the ground. Strong, vibrant growth begins with the soil – and maintaining its health requires more than just routine fertilization. That’s where Integrated Nutrient Management (INM) comes in.
This thoughtful approach to soil care combines organic materials, synthetic fertilizers, and biological inputs to create a balanced nutrient system that supports healthy landscapes now and well into the future.
What Is Integrated Nutrient Management?
Integrated Nutrient Management is a strategy designed to supply plants with the nutrients they need – consistently and sustainably – by blending different sources of nourishment. It’s about building up soil fertility using a combination of natural methods and carefully chosen supplements rather than depending heavily on synthetic fertilizers alone.
For landscapers and lawn care companies, this means a shift
from quick fixes to long-term solutions. INM invites us to think more holistically, recognizing that the healthiest plants are grown in soils that are alive, dynamic, and well cared for.
Why Organic Matter Matters
Think of soil as more than a growing medium – it’s a living environment. Organic matter such as compost, mulch, or decomposed plant materials is essential in fostering this environment. These materials feed soil microbes, which in turn break down nutrients into forms plants can easily absorb. They also help improve soil texture and moisture retention, reducing erosion and compaction.
Incorporating organic matter doesn’t just feed the plants –it builds the soil itself. Landscapers using compost and similar amendments often see less need for synthetic inputs and fewer issues with plant stress, pests, or disease over time.
Rethinking Fertilizer Use
Synthetic fertilizers have their place, especially when plants need quick access to specific nutrients. But overusing them – or using the wrong types – can upset the natural balance of the soil. Integrated Nutrient Management suggests a smarter way: using these products only when necessary and pairing them with natural sources to improve overall efficiency and soil health.
For example, a landscaper might use a targeted nitrogen fertilizer to boost turf in early spring while also applying a compostbased topdressing to build up soil over the season.
The “Four Rs” of Nutrient Management
The framework for effective nutrient use – developed by the International Plant Nutrition Institute – is built on the “Four Rs”:
• Right Source: Choose nutrient forms that suit the specific needs of the plants and the soil.
• Right Rate: Apply only as much as needed, based on reliable soil testing.
• Right Time: Time applications to match plant uptake, so nutrients are absorbed – not lost.
• Right Place: Apply nutrients where roots can access them easily.
These principles help reduce waste, protect the environment, and ensure nutrients truly benefit the landscape.
Soil Health as a Climate Strategy
One of INM’s greatest strengths is its ability to improve the resilience of soil systems. Healthy soils act like a buffer against extreme weather. They retain water during dry spells, drain better after heavy rain, and maintain more consistent temperatures. In the face of increasing climate variability, INM helps landscapes stay strong.
Moreover, relying more on organic inputs and improving soil biology supports carbon storage in the soil and reduces the need for energy-intensive fertilizers. These benefits align with broader sustainability goals without sacrificing the quality of the landscape.
Cost-Effective, Long-Term Results
High fertilizer costs and growing pressure to reduce chemical use make INM a practical choice. By improving the soil’s natural fertility and microbial activity, landscapers often find they need fewer supplemental products and less frequent treatments. Healthier soil means fewer problems to solve later – whether that’s poor turf color, compacted beds, or runoff into nearby waterways.
• Start with a soil test to understand current nutrient levels and tailor your approach.
• Add compost or organic materials during key seasons to boost microbial life and soil texture.
• Use synthetic fertilizers sparingly and strategically, focusing on problem areas or seasonal needs.
• Monitor results and adjust over time – soil health is an ongoing process, not a one-time fix.
A More Sustainable Path Forward
Integrated Nutrient Management offers landscaping professionals a powerful tool: a way to grow healthy, thriving landscapes while improving the health of the soil beneath. It’s not about choosing between organic and synthetic, but rather using each wisely to create a stronger, more resilient foundation.
With thoughtful application and a commitment to soil care, INM delivers better results today – and builds landscapes that are ready for tomorrow.
Over time, a well-managed INM program can become more cost-efficient while delivering better plant performance and customer satisfaction.
How to Get Started
Getting started with Integrated Nutrient Management doesn’t require an overhaul – just a shift in thinking and a few strategic changes:
Barry Draycott is the President of Tech Terra Environmental (TTE) founded in 2005. His career however in the green industry began in 1977 as a pesticide applicator for a tree care company in New Jersey.
For decades Barry looked for ways to improve plant vigor and reduce pesticide usage. This led him to scientific research, which demonstrated the positive impact improving soil health has on plant vigor.
Barry continues to strive with his commitment to the company’s #1 goal, which is providing landscapers, schools and the agricultural industry with the knowledge and products that will help your business grow, all while protecting
Association Member Trust (AMT) group
health plans are designed to give small- to medium-sized businesses more options, better coverage, and can save you money.
AMT group health plans are designed to give small- to medium-sized businesses more options and better coverage and can save you money. We’ll review your needs and design the right plan for your organization to help keep your employees – and business – healthy.
Strong compliant benefit designs that limit employees’ out-of-pocket costs while providing unique plan features are offered through the Horizon Blue Cross Blue Shield network.
• Horizon Advocate – personalized information and support including connection with 24/7 registered nurses.
• Dedicated clinical advocates assisting members with both existing and emerging conditions.
• My Health Manager – trac k personal health information and find ways to reach your health goals.
• Virtual Care 24/7 through Horizon CareOnlineSM –urgent care, primary care, dermatology, and behavioral health.
• Mental health resources – face-to-face (in person or virtual visits).
• Blue365® – health and wellness discount program.
• S365® – healthcare navigation platform that makes it simple to find care and understand costs.
• Health maternity program.
• Diabetes prevention program.
• Cancer treatment support.
In addition to the exclusive benefits AMT has to offer, members will also recieve:
•Access to thousands of doctors and medical facilities across New Jersey and, with Blue Card, the United States.
•EDI (Electronic Data Interchange) feeds available.
•Dental, vision, and life insurance solutions.
•Integrated and no-cost HRA & HSA solutions.
•A dedicated service representative throughout the implementation process and ongoing member support.
•AMT will provide commission to brokers of record of groups with 51 or more eligible employees.
If you have a business with 1 – 499 employees, scan the QR code to visit https://www.amt-nj.com/quote.php and receive your free, AMT Health Plan Checkup.
Landscape AlterNATIVEs: A Guide to Native Landscape Plants
Native plants are an ideal way to incorporate sustainable vegetation into yards for clients who are environmentally minded. Native plants are adapted to local climate and soil conditions, requiring less water, fertilizers, and pesticides than non-native vegetation. For landscapers who have property owners looking for native alternatives to non-native vegetation, this column provides options to meet your client’s needs.
Often confused with ragweed (Ambrosia species) which has small, inconspicuous flowers, seaside goldenrod (Solidago sempervirens) is a native, perennial flower of the aster family, Asteraceae. It can grow up to 6 feet high at maturity and spread up to 3 feet across the landscape. Seaside goldenrod is topped by numerous, showy yellow flowers that bloom from late summer through October (Photo 1). Its flowers are used by native pollinators (Photo 1) and are an important food source for the fall migrating monarch butterfly (Danaus plexippus).
Seaside goldenrod prefers dry, well-drained soils in cultivation, especially soils that are acidic to neutral (pH of 5.5–7.5). It requires full sun, is slightly drought resistant, and can tolerate salt and salt spray. Seaside goldenrod grows well when planted with switchgrass (Panicum virgatum) and American beachgrass (Ammophila breviligulata). These characteristics make it an excellent choice for coastal gardens and plantings on sand dunes (Photo 2).
While mature, seaside goldenrod
requires little maintenance, the first year of establishment is critical for successful growth. Irrigation is important during dry periods when establishing seaside goldenrod in garden beds.
Native to North America from Canada in the north to Florida in the south and as far west as the Mississippi River and Texas, seaside goldenrod is a wildlife-friendly option to use in yards with drier conditions. Seaside goldenrod is an excellent choice to use instead of many non-native flowers for attracting pollinators, like lilacs (Syringa species) and especially the butterfly bush (Buddleia davidii).
You can find nurseries in New Jersey that sell native plants by visiting the Jersey-Friendly Yards website at http://www.jerseyyards.org/ jersey-friendly-plants/where-to-buynative-plants/
Steven Yergeau, Ph.D. is the County Agent for Rutgers Cooperative Extension of Ocean and Atlantic Counties. He is also an Associate Professor in Agriculture and Natural Resources. For more info visit https://ocean.njaes.rutgers.edu.
Photo 1: Seaside goldenrod blooming in fall with a painted lady (Vanessa cardui) (Photo Credit: Steve Yergeau).
Photo 2: Seaside goldenrod mixed with dune grasses along a beach in fall (Photo Credit: Steve Yergeau).
Showcase Your Work
Post before-and-after photos and time-lapse videos on Instagram, Facebook, and Houzz. Visuals sell hardscape projects better than words.
Request Reviews & Referrals
Ask satisfied clients to leave reviews on Google and refer you to neighbors. Consider offering a small incentive for referrals.
Brand Your Crew & Equipment
Uniforms, vehicle decals, and yard signs on job sites help build local brand recognition.
Pieris
Azaleas
Perennials
Nature’s
Roses
As bans on gas-powered blowers sweep across the U.S., landscapers like Francisco Luna of New Valley Gardening Services in Los Angeles face a hard choice — invest thousands in electric equipment without guarantees, or risk fines and lost business.
“It’s hard to imagine spending three or four thousand dollars without knowing it will work for the business,” he says.
This tension between environmental goals and economic realities is at the heart of the gas blower debate. The American Green Zone Alliance (AGZA), a leader in sustainable land care solutions, argues that successful transitions require more than legislation. Their experience across dozens of municipalities demonstrates that a combination of effective policies and supportive measures — including training, equipment trials, community engagement, and financial support for the industry — is crucial for long-term success.
Challenges and opportunities
Bans on gas-powered blowers can significantly impact local landscape businesses, particularly small operations. The costs of acquiring battery-powered equipment, training staff, and adapting business models are substantial. Without adequate support, these businesses may struggle to remain viable, leading to community pushback and enforcement.
The question is not simply whether to ban gas leaf blowers but how to do so in a way that maximizes benefits and minimizes potential harm. The most successful transitions combine clear policy direction with comprehensive support for all affect-
ed parties. By prioritizing collaboration, education, and phased implementation, municipalities can achieve quieter, cleaner, and healthier communities without sacrificing economic vitality or industry participation.
Case studies
AGZA cites several examples of the supportive and unsupportive approaches municipalities have taken to bans.
Unsupportive model:
Tens of municipalities have implemented a strict ban, with fines of up to $ 1,000 per offense, relying on punitive enforcement and multi-agency oversight. While effective in curbing gas blower use, this approach has presented significant challenges for landscapers and small businesses, who face high costs and limited support in transitioning to electric equipment. Industry resentment and the feeling of being unappreciated are prevalent in communities with unsupportive bans and restrictions in place. Unsupportive models typically lack meaningful financial resources or offer a minimal benefit to small business operators.
Moderately supportive model:
This approach emphasizes early and broad stakeholder engagement, including retailers, nonprofits, landscapers, and local associations. Cities usually make the switch to electric operations to set an example and send a message: do as I do, not as I say. However, this model does not fully implement training and educational programs, nor does it provide cost-reduction programs for community gardeners and industry, which AGZA identifies as critical for successful adoption. The moderately supportive model demonstrates the importance of collaboration with stakeholders and highlights the need to support local industry more effectively.
Supportive model: South Pasadena, Calif.
The city of South Pasadena shines as a model for a supportive transition. Years before enacting a ban, the city became AGZA Green Zone Certified, verifying the practicality of electric equipment on all city properties. AGZA facilitated workshops, equipment demonstrations, and cost-reduction programs, ensuring that landscapers and city staff were prepared for the transition. This proactive, education-driven approach led to high acceptance and minimal disruption.
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Turf talk
Well, it looks like I was right. We’ve had mix of hot and dry and cold and wet! I hope you got your Crab Grass killer down early enough. Now, as we head into the next application, it is always a toss-updo you do another round of Dimension or jump into Acelyprin? If it’s dry, you will have extra Crab Grass; but, if it’s dry, the sod web worm may be out earlier than ever. So, what do you do? I usually pray my 1st round of pre-emergent was sufficient, and I jump into insecticide.
The insect damage can be worse than the weeds ever thought of being. Don’t
by Greg Carpenter, CLT, American Beauty Landscape
forget weed killer, you must do that too. The clover seems to be harder and harder to kill. I think it is the post-application irrigation that I’m wary of, as I am always paranoid about burn. I think that watering too close to the application time just takes the edge off, it makes the application half-hearted, but you have to weigh the pros and cons.
This is my favorite time of year. People call day and night complaining that they have too many weeds in their lawns...same scenario every Spring. The grass is going to seed. I point out that it’s seed, and then
I thank them for wasting my time; I have so much free time that it couldn’t possibly matter.
Regarding what seems like almost every plant is dead, I have had some people with more knowledge help to confirm my thoughts on plant decline. The plant damage was caused by drought. I was waiting for my Boxwood to bounce back, but they are not bouncing back at all. I have started replacing Boxwood. I believe I’m up to 50 Boxwood replacements thus far. Keep an eye on your plant material, and before you go spraying, have them checked out by an arborist to determine the reason for the decline. If it’s drought damage, don’t waste the insecticide.
Good Luck and Keep Growing
Real-world applications
Luna brings a small-business perspective to the issue. His company’s journey into electric equipment began through direct engagement with AGZA, which provided tools for real-world testing. This hands-on approach allowed him to avoid costly mistakes.
“We sent the equipment out into the field and got a bit of pushback on some of the tools, but for the most part ... the hedge trimmers were great and weed whackers were great. Now we have the chance to try different brands and see what’s going to work for us.
Luna observed that while electric equipment reduces ongoing costs — essentially, no repairs for the most part — the initial investment and operational changes are significant. There is also a learning curve, particularly with managing battery charging and electrical loads for crews. But Luna says leaning on AGZA can help make the transition smoother.
East coast perspective:
Richard McCoy, owner of McCoy Horticultural and Northeast AGZA rep, understands that many small and midsized landscaping companies may face financial hardship due to the high cost of new battery-powered equipment, as well as the need for upgraded charging infrastructure, especially in urban and suburban areas with limited access to reliable charging stations.
Additionally, we need to examine the seasonally appropriate use of gas equipment or consider exemptions for essential services, such as storm cleanup, public spaces, institutions, and private properties. Richard contends that we should support industry by including:
• Creating and funding educational programs for landscape professionals.
• Establishing a rebate or point-of-sale incentive program to help offset costs for commercial users, similar to the financial support given to the solar and EV sectors.
• Phasing in the adoption of battery backpack blowers gradually to allow businesses time to adapt.
• Developing a robust battery recycling infrastructure to ensure environmental responsibility.
The American Green Zone Alliance challenges our industry to understand the significant noise and air pollution created by gas operations. We need to actively work with communities and seek solutions to minimize impacts and become exemplary stewards of the land. We also challenge governments to explore ways to ease the transition to battery electric technologies and understand the challenges many businesses face when investing, setting up, and maintaining electric operations.
Dan Mabe – Founder, CEO of the American Green Zone Alliance® (AGZA) started as an operator in the gas-powered landscape maintenance industry. Seeking a safe and responsible transition solution for lower-impact operations of lawn and garden equipment, Dan has devoted over two decades to developing and applying clean battery technology for the grounds maintenance industry.
The landscaping industry has always balanced hands-on work with creativity and business savvy. Now, artificial intelligence (AI) is adding a new dimension to how landscaping professionals design, manage, market, and grow their businesses. From improving customer engagement to automating timeconsuming tasks, AI is quickly becoming an essential tool in the landscaper’s toolbox.
Here’s how landscaping professionals can take advantage of AI—and the specific tools that can help.
1. Design Smarter Landscapes with AI
AI-powered design software allows you to create professional landscape plans faster and with greater accuracy.
• DynaScape Design: This CAD-based software uses smart tools to streamline drafting and design.
• VizTerra: Offers 3D landscape design capabilities with an intuitive drag-and-drop interface. AI speeds up rendering and plant placement.
• iScape (for iPads): Great for quick mock-ups with clients. Use AI to visualize installations in real-time.
Pro Tip: Combine drone mapping with AI-powered design software to generate site plans and topographical maps automatically.
2. Automate Your Office Tasks
Running a landscaping business means juggling estimates, scheduling, invoices, and more. AI can take over repetitive administrative work.
• Jobber and ServiceTitan: These field service management platforms use AI to automate client communications, estimate generation, routing, and job scheduling.
• QuickBooks with AI-powered insights: Helps forecast cash flow, categorize expenses, and send smart reminders.
• ChatGPT: Generate email responses, edit proposals, draft client communications, or brainstorm marketing copy in seconds.
3. Predict and Manage Your Workload
AI can help you make better business decisions by identifying patterns in your operations.
• Aspire Software: Offers business intelligence dashboards powered by AI to show which services are most profitable, where your crews are most efficient, and when to hire or scale back.
• HindSite Software: Tracks historical data and uses predictive analytics to forecast future workload, sales trends, and customer needs.
4. Enhance Marketing and Customer Engagement
From email campaigns to social media posts, AI makes it easier to stay connected with your customers.
• Mailchimp with AI content assistant: Generates email subject lines and content based on past engagement.
• Canva’s Magic Write: Helps generate captions, flyers, and social media content tailored to your brand.
• LocaliQ or Podium: AI-driven tools for managing reviews, local SEO, and advertising strategy for service businesses.
VizTerra
5. Improve Plant Health and Job Site Monitoring
AI is now being used to detect plant diseases, track weather conditions, and monitor job sites.
• Taranis or Plantix: Apps that use AI to identify plant health issues and pest damage through photos.
• Arable Mark: A smart weather and crop monitoring tool that gives real-time site conditions and helps schedule irrigation and fertilization more precisely.
6. Stay Ahead with AI-Powered Training
AI is changing how landscapers learn new skills and train their teams.
• YouTube + AI-enhanced search: Tools like Searchable. ai can help you find very specific techniques or training topics quickly within video content.
• SkillBuilder.ai or LinkedIn Learning: Offer AI-curated learning paths based on your role or goals.
AI isn’t here to replace landscape professionals—it’s here to make them more efficient, competitive, and creative. By embracing AI, landscapers can free up time, cut costs, wow their customers, and ultimately grow their businesses smarter.
Whether you’re a small business owner, designer, or crew leader, AI tools can help you focus more on the outdoors while it takes care of what’s behind the scenes.
Want to explore how AI could work in your business? Start with one tool, test its impact, and build from there. You don’t need to be a tech expert to put AI to work in your landscaping business—you just need to start.
AI Pest Management Tools
Yes, there are AI tools specifically for pest management, and they’re becoming increasingly useful for landscaping, agriculture, and horticulture professionals. These tools use image recognition, environmental data, and predictive analytics to help identify pests, monitor their spread, and suggest treatments—saving time, reducing chemical use, and improving plant health outcomes.
1. Plantix
• What it does: Identifies pests, diseases, and nutrient deficiencies by analyzing a photo of the affected plant.
• Best for: Quick diagnostics in the field using a smartphone.
• Key Features:
• Supports over 30 crops.
• Provides treatment suggestions.
• Tracks outbreak trends in your region.
2. PEAT’s “CropDoctor” (powered by Plantix)
• What it does: Uses AI to diagnose plant issues from photos.
• Best for: Landscapers and growers working with turf, flowers, trees, or shrubs.
• Key Features:
• Real-time feedback.
• Can integrate with farm or landscaping apps.
3. Taranis
• What it does: High-resolution aerial imaging paired with AI to detect early pest infestations and crop stress.
• Best for: Large-scale landscaping and commercial nursery operations.
• Key Features:
• Scouting maps and alerts.
• Pest and disease identification from above.
• Integrates with drone technology.
4. TrapView
• What it does: AI-powered insect traps that remotely monitor and identify pests using cameras and machine learning.
• Best for: Nurseries, greenhouses, and sensitive outdoor landscapes.
• Key Features:
• Sends alerts when pest populations reach threshold.
• Tracks pest migration trends over time.
• Helps optimize pesticide timing.
5. OneSoil
• What it does: Combines satellite data and AI to monitor plant health and detect anomalies—including pestrelated stress.
• Best for: Lawn care and larger green spaces.
• Key Features:
• Vegetation health maps.
• Can guide pest scouting.
6. CropSafe
• What it does: Uses AI and satellite data to detect early stressors on vegetation, including those caused by pest damage.
• Best for: Landscape maintenance at parks, campuses, golf courses, etc.
• Key Features:
• Save the insects you identify to your collection
• Check for Poison or Bites
7. Bug ID: Insect Identifier AI
• What it does: Identify over 14,000 species of insects and spiders with an impressive accuracy rate of 92%, with more than two-thirds of results appearing in the top 3.
• Best for: Landscape and lawn care.
• Key Features:
• Mobile-friendly.
• Integrates with team alerts.
Bonus: Use AI Assistants (like ChatGPT or Bard)
You can use AI assistants to:
• Interpret pest control regulations.
• Draft pesticide application notices.
• Translate safety sheets or customer instructions.
• Create scouting forms or checklists for your crews.
AI doesn’t replace your horticultural knowledge—it enhances it. With the right AI pest management tools, you can catch problems earlier, reduce chemical use, and provide more ecofriendly, data-driven service to your clients.
AI Tools for Hardscaping
While AI tools specifically branded for hardscaping are still emerging, several AI-powered and machine learning-enhanced tools are being used by hardscape professionals to improve design, estimating, material planning, and jobsite efficiency.
Here’s how AI is starting to show up in hardscaping—and the tools worth watching:
Image credit: Amir Mueller Landscape Architects; landscape architect Liran Drorry using Revit.
1. Structure Studios (VizTerra / Pool Studio)
• Use: 3D landscape and hardscape design.
• AI Features:
• Automatically calculates materials and dimensions.
• Intelligent object snapping and design suggestions.
• Speeds up 3D rendering of patios, retaining walls, pavers, steps, etc.
Bonus: Clients can “walk through” designs in VR before you start.
2. DynaScape Manage360
• Use: Business management for landscape and hardscape companies.
• AI Features:
• Automates estimating and proposal generation.
• Uses historical job data and productivity rates to optimize future quotes.
• Forecasts job timelines and helps reduce over- or underbidding.
3. Autodesk Revit / Civil 3D (with AI plug-ins like TestFit or Spacemaker)
• Use: Complex site planning, grading, and drainage for large hardscape jobs.
• AI Features:
• AI-driven layout and grading suggestions.
• Clash detection and automated surface modeling.
• Can optimize layouts for sun exposure, slope, and drainage.
4. Jobber / LMN / Aspire
• Use: Operations management (estimates, time tracking, scheduling).
• AI Features:
• Smart routing for hardscape crews.
• Predictive analytics for material use and labor costs.
• AI-generated follow-ups, reminders, and customer communications.
5. ChatGPT (for office support)
• Use: Quick content creation for hardscape businesses.
• AI Features:
• Draft contracts, estimate templates, maintenance guides, and client emails.
• Generate jobsite safety checklists, equipment maintenance logs, and blog posts about hardscape trends.
6. Paver Design & Layout AI Tools (Emerging)
Some companies are developing AI plug-ins or add-ons that:
• Automatically generate paver patterns based on space constraints and aesthetic preferences.
• Calculate optimal cut layouts to minimize waste.
• Simulate drainage flow over hard surfaces. These tools aren’t yet widespread, but Autodesk, Belgard, and Techo-Bloc have expressed interest or are investing in smarter design integrations.
What’s Coming Soon in Hardscaping AI:
• AR/AI measuring tools (like RoomScan or MagicPlan) are evolving to measure patios and retaining walls via smartphone with near-perfect accuracy.
• AI-integrated drone mapping will help create grading maps and cut/fill plans.
• Machine control AI (already in earthmoving) may extend to paver-laying machinery and robotic compactors in the future.
While AI in hardscaping is still developing compared to landscape design or pest management, it’s already making an impact in:
• Design speed and realism
LMN Estimate Analysis
• Estimating and takeoff accuracy
• Labor and materials planning
• Customer communications
If you’re looking to stay ahead in hardscaping, start with smart design tools (like VizTerra or DynaScape) and pair them with AI-enabled business software. Want a visual chart or checklist of recommended tools? I can make one.
AI Tools for Bidding and Estimating
AI tools for landscape bidding and estimating are becoming increasingly popular, especially for streamlining proposal generation, improving accuracy, and saving time. These tools use data from past jobs, current materials costs, and crew productivity to create smarter, more competitive bids.
Here are some of the top AI-powered or AI-assisted tools landscapers are using today:
1. DynaScape Manage360
• Best for: Full-service landscape companies (design/ build + maintenance).
• AI/Smart Features:
• Tracks historical job costs and productivity to build accurate future estimates.
• Automatically calculates labor, equipment, materials, and overhead.
• Adjusts bids based on real-time supplier pricing.
• Built-in proposal builder.
• Bonus: Integrated CRM and scheduling.
2. LMN (Landscape Management Network)
• Best for: Small to large contractors focused on maintenance, snow, or construction.
• AI/Smart Features:
• Smart estimating based on service packages and real production rates.
• Suggests pricing using your cost data and markup goals.
• Predicts crew hours and resource needs.
• Templates for common jobs like patios, walkways, sod, etc.
• AI Bonus: LMN AI Assistant (beta) helps answer business performance questions using your own data.
3. Aspire Software
• Best for: Larger commercial landscape companies or those managing multiple crews.
• AI/Smart Features:
• Uses historical job data to refine estimates.
• Forecasts job profitability during the bidding process.
• Tracks labor hours vs. actual for continuous estimate improvement.
• Bonus: Integrates with accounting software and automates workflows.
4. Attentive.ai
• Best for: Landscape maintenance and snow contractors needing fast site measurements.
• AI/Smart Features:
• Uses satellite imagery and AI to instantly measure properties (turf, beds, hardscapes).
• Generates estimates in minutes with full site maps.
• Streamlines sales proposals with branded visuals and pricing.
• Ideal For: Bidding multiple properties quickly, especially commercial work.
5. Go iLawn / Go iPave (by Aspire)
• Best for: Lawn care and paving bids.
• AI/Smart Features:
• AI-assisted property measuring.
• Saves time on takeoffs with aerial mapping and smart drawing tools.
• Auto-calculates square footage for turf, beds, mulch, and asphalt.
• Best for: Small to medium residential landscaping businesses.
• AI/Smart Features:
• AI-enhanced estimating templates.
• Quick quote building based on service packages and optional add-ons.
• Tracks quote acceptance and auto-follows up with clients.
Add-on AI Tools You Can Pair:
• ChatGPT or Notion AI: Generate proposal language, upsell descriptions, and customer-friendly service breakdowns.
• Google Sheets + GPT Plug-ins: Build smart estimating spreadsheets that explain pricing logic or flag errors in inputs.
• Canva Magic Write: Create sleek, branded bid documents using AI-generated content and layouts.
What to Look For in AI Estimating Tools:
• Integration with historical job cost data
• Real-time supplier price updates
• Crew productivity tracking for labor forecasting
• Proposal templates with upsell features
• Scalable for design/build or maintenance
The list above is by no means exhaustive and every day, new AI tools are being introduced. The above are just samples of some of the tools you can use in the industry. If you’re still manually handling every aspect of your business, AI-powered tools can save hours per week, reduce errors, and win more jobs. Start with a solution that fits your business size and services. Then slowly learn how to use each tool and integrate it in your day to day. AI can be helpful, but should never replace your knowledge and experience. Using AI responsibly can help grow your business and give you more time in your day.
In the hardscape industry, where precision, quality craftsmanship, and design expertise are at the forefront, it’s easy to focus primarily on the tangible aspects of the business. However, behind every successful hardscape company lies an equally important, often overlooked, foundation: a top-tier administrative team and exceptional customer service. These elements are critical to ensuring a company not only survives but thrives in this competitive field.
The Backbone: An Exceptional Administrative Team
A hardscape company’s administrative team serves as the backbone of the organization, managing the behind-thescenes operations that keep everything running smoothly. From scheduling consultations and managing projects to coordinating with vendors and ensuring compliance with contracts, their responsibilities are extensive. Here’s why having
the best administrative team is essential:
1. Streamlined Operations: A skilled administrative team ensures that timelines are met, resources are allocated efficiently, and communication across all departments flows seamlessly. This level of organization minimizes delays, avoids costly mistakes, and maximizes productivity.
2. Client Relationship Management: Administrators often serve as the first point of contact for clients, setting the tone for the entire customer experience. Their ability to manage inquiries, provide updates, and address concerns builds trust and establishes a professional reputation.
3. Accurate Financial Oversight: Budgeting and invoicing are critical in hardscaping, where projects often involve substantial investments. A strong administrative team en-
sures that all financial details—estimates, payments, and reconciliations—are handled accurately, avoiding misunderstandings or disputes with clients.
4. Adaptability and Problem-Solving: The hardscape industry frequently encounters unexpected challenges, from weather delays to supply chain disruptions. A well-trained administrative team can pivot quickly, find solutions, and keep projects on track without compromising quality.
The Face of the Business: Excellent Customer Service
While the administrative team works behind the scenes, customer service forms
The C. Vargas Construction Team
the face of your company. Excellent customer service is vital for building long-term relationships, securing repeat business, and fostering positive word-of-mouth referrals. Here’s how it makes a difference:
1. Client Satisfaction and Loyalty: Hardscaping projects often require significant time and financial investment from clients. Providing outstanding customer service reassures clients that their concerns are valued and their satisfaction is a priority.
Satisfied customers are more likely to recommend your company to others and return for future projects.
2. Conflict Resolution: Even the best hardscape projects can encounter hiccups, whether due to miscommunication, unexpected design changes, or unforeseen challenges. A customer service team that handles these situations calmly and professionally can turn potential conflicts into opportunities to strengthen relationships.
3. Reputation Building: In today’s digital age, clients often turn to online reviews and testimonials before selecting a hardscape company. A reputation for excellent
customer service can differentiate your company from competitors and establish trust before clients even pick up the phone.
4. Enhancing the Overall Experience: Hardscaping is about more than just installing patios, retaining walls, or outdoor kitchens— it’s about creating an experience for your clients. A team that prioritizes communication, listens to client needs, and goes the extra mile ensures that the process is as enjoyable as the end result.
Combining Forces for Success
When a hardscape company combines a stellar administrative team with topnotch customer service, the results are remarkable. Together, these teams create a seamless workflow that fosters trust, professionalism, and reliability. Here are a few tips for achieving this synergy:
• Invest in Training: Both administrative staff and customer service representatives should receive ongoing training to stay updated on industry trends, communication strategies, and the latest technologies.
• Encourage Collaboration: Open communication between the administrative and customer service teams ensures that clients receive consistent information and support throughout the project.
• Prioritize Technology: Tools such as project management software, CRM systems, and automated scheduling can streamline processes and improve the overall client experience.
• Foster a Customer-Centric Culture: Every team member should understand that the client’s satisfaction is the ultimate goal, from initial inquiry to project completion.
Conclusion
In the hardscape industry, delivering stunning, functional outdoor spaces is only part of the equation. A company’s ability to succeed in the long run depends on the strength of its administrative team and its commitment to exceptional customer service. By prioritizing these elements, hardscape companies can set themselves apart, build lasting client relationships, and maintain a reputation for excellence that stands as strong as the projects they create.
Cesar Vargas is the owner of C. Vargas Construction LLC, a family owned and operated business based in Seaford, Delaware, and has been providing custom stone and masonry services for residential homeowners and commercial businesses at the Delmarva area for over 10 years.
The founding fathers were as right then as now. In the current legal climate, a single lawsuit can have negative and long-term consequences for a wide variety of businesses, including those in the landscape, hardscape and snow and ice management industries. Risk reduction and reducing legal exposure through proactive risk management is key. Risk reduction also means proper preparation in the event a collection issue arises. This starts and ends with proper documentation to show every step of your process, including but not limited to bidding, contracting, performing and invoicing.
Understanding Risk: The First Line of Defense
Effective risk management begins with awareness. Contractors must assess risks at every stage of their operations— from initial bids to contract execution and service delivery. Ask yourself, “Have we done enough?” And remember prevention is more cost-effective than litigation. It’s virtually impossible to eliminate risk, but controlling risk should be at the forefront for each business owner.
Documentation: Building a Strong Defensive Record
Thorough documentation remains one of the most powerful tools in dispute resolution. Written records, especially those created contemporaneously with the services performed, hold significantly more weight in legal proceedings than verbal testimony from a witness. Put another way, it is often better to have a judge or third-party neutral rule on a document, rather than assessing the credibility and content of what a witness says. Companies should institute rigorous documentation procedures, including:
• Employee training and qualification records;
• Pre-site inspections with photographic evidence;
• Service logs detailing time, personnel, equipment, and materials;
• Post-event documentation and follow-up inspection reports; and
• Communications – even an email is better than having to explain a phone call
Visual documentation, particularly photographs taken before and after services—serves as compelling, time-stamped proof in defending against claims.
This also applies to your insurance company’s analysis of a claim against you. If there is documentation to back up what you say, they are more likely to deny a claim and allow the retained defense counsel to go to bat for you. However,
without documentation, the likelihood that your carrier is willing to pay to litigate a matter and then put it in the hands of 8-12 unknown jurors is unlikely, leading to payments at socially inflated settlement and verdict figures as compared to the past.
Training: A Foundation for Safety and Compliance
A robust training program equips employees to identify hazards, implement safety protocols, and operate within regulatory frameworks. Best practices include:
• A blended learning approach (inperson, digital, and hands-on);
• Regular training documentation and sign-offs; and
• Use of mobile training platforms for on-demand access
Companies should also ensure that employees are certified in any relevant industry accreditation and maintain active records of all training activities.
A safety-oriented company culture requires commitment from leadership and active employee involvement. Implementing safety committees, designating responsibility across teams, and performing regular worksite analyses are essential elements.
Contractual Safeguards: Clarity, Protection, and Accountability
Properly structured contracts are critical in allocating risk and defining responsibilities. Every agreement should clearly articulate:
• Scope of work;
• Payment terms and enforcement mechanisms;
• Termination clauses or rights to cure; and
• Force Majeure, Indemnification and hold harmless provisions
Poorly written contracts can expose companies to third-party liability, particularly when subcontractors are involved. As subcontractors and additional parties become involved, a comprehensive look at risk transfer is necessary. Whenever possible, contractors should use their own contracts or, if necessary, attach
protective addendums to client/customer-supplied agreements. Legal and insurance advisors can review all contractual language to identify and mitigate potential liabilities. Proper documentation, together with a strong contract, will form the basis for a better lawsuit defense or collection case.
Conclusion
Contractors who take a proactive approach—by documenting diligently, training thoroughly, and negotiating contracts carefully—significantly reduce their exposure to litigation. Protecting your business is not about eliminating all risk but about controlling it strategically. In the long run, such preparedness is not only good practice; it’s essential for survival.
Joshua G. Ferguson and Nicholas J. Hubner, attorneys at Freeman Mathis & Gary, LLP are skilled, experienced litigators and serve as outside general counsel for many contractors in your industry. This includes legal risk management audits, contract review/negotiation, and other legal questions that arise for every business. Please contact Josh or Nick for more information or reach out to your local FMG partner.
WELCOME MEMBERS...
A warm welcome to our new and returning members
C and S Landscaping Lawn Service, LLC
Daniel J. Sweeney Jackson, NJ
Fernbrook Nursery, Inc.
Kevin Fenning
Bordentown, NJ
Leed Supply
Zev Fischman
Toms River, NJ
Northeastern PMC
Edward Lindsey Clark, NJ
Pleasant Run Nursery, Inc.
Kate Irvine Allentown, NJ
The Todd Group, Inc.
Michael Todd Far Hills, NJ
Total Concepts
Ken Lerner Colts Neck, NJ
Vic Landscaping Corporation
Victor Oxlaj
S. Plainfield, NJ
White Tree Landscape Management
Ryan Cross
Great Meadows, NJ
As the demand for complete outdoor living spaces continues to grow, many landscapers and builders are finding new revenue opportunities by expanding into hardscaping and natural stone installation. If your business currently focuses on traditional residential or commercial landscaping, integrating hardscape services could open the door to higher-margin projects, increase customer satisfaction, and a stronger competitive edge.
The Market Is Growing—And So Are the Margins
Outdoor living isn’t just a trend—it’s a booming industry. Homeowners are investing in patios, walkways, retaining walls, outdoor kitchens, and fire features that blend design with functionality. According to industry research:
◊ The U.S. landscaping industry is valued at over $100 billion, and hardscaping is a key contributor to that figure.
◊ Hardscape projects often yield profit margins of 15–40%, significantly higher than typical soft scaping work (Gitnux, Horizon).
◊ Outdoor features like patios, decks, and stone walkways can recover 50–75% of their cost in home resale value.
Why Contractors Are Expanding Into Hardscaping
Here are a few reasons why forward-thinking builders and landscapers are integrating hardscaping into their services:
◊ Higher Project Value: A typical hardscape job commands more dollars than maintenance or planting work, boosting average project size and bottom-line performance.
◊ Increased Client Demand: Homeowners, multi-family residences, hotels and other businesses now expect the inclusion of outdoor spaces. Offering complete designbuild services makes you more attractive to clients.
◊ Cross-Selling Opportunities: Existing clients are more likely to invest in hardscape features when bundled with landscape design or home builds.
Natural Stone: A Smart Addition
Natural stone is one of the most sought-after materials in hardscaping, prized for its durability, elegance, and versatility. From flagstone patios and granite steps to stone veneers and boulder walls, stone adds both function and high-end appeal to residential and commercial properties.
Benefits of working with natural stone include:
◊ High perceived value among homeowners
◊ Long-lasting, low-maintenance performance
◊ Aesthetic flexibility to suit traditional, rustic, or modern designs
◊ Increased project prestige, setting you apart from competitors using only synthetic materials
Getting Started
Adding hardscaping or stone installation services doesn’t require a complete overhaul of your business. Many successful contractors start by:
◊ Training their crews in basic installation techniques (suppliers, vendors and industry associations provide educational opportunities)
◊ Partnering with experienced subcontractors while building in-house capabilities
◊ Sourcing high-quality materials from knowledgeable local suppliers
◊ Adding design and quoting tools to streamline client communication
It’s also important to build a reliable network of trusted suppliers and consultants who can provide the right materials, guidance, and technical support as you grow.
Contractors who diversify into hardscaping and natural stone position themselves at the forefront of the evolving outdoor living market. With strong demand, high profit margins, and the ability to provide full-service solutions to your clients, there has never been a better time to add this lucrative skillset to your business.
Whether you’re a landscaper looking to expand your design capabilities or a builder aiming to deliver turn-key outdoor environments, hardscaping is a strategic move that can pay dividends to your business for years to come.
If you’re thinking about selling your business, you may have heard of something called an “earnout.” What you may not have heard is that earnouts deserve special attention because of their nature. Please allow me to explain.
An earnout allows a seller the potential of a higher valuation if certain criteria are met. Let’s say the seller wants $10 million for their business and the buyer only wants to pay $8 million. Don’t let the numbers distract you in this simple example. My initial point here is that seller and buyer don’t agree on a selling price. As you know, this is very common.
“The buyer has doubts; the seller has hopes.” – Mark Gunderson
In an earnout, the buyer may offer the seller an opportunity for $12 million but with strings attached. The valuation is based on future projections, which may or may not be realized. The seller has the potential to earn more than the $10 million they initially wanted. But the seller also has the risk of earning less based on same criteria to be negotiated.
Some other initial benefits that may be obvious are that the seller agrees to receive some of the purchase amount over time. This means that the buyer needs less cash to close and may not need third-party financing. Also, this scenario provides the buyer a potential offset for indemnification claims.
Some of the risks may be fairly obvious as well. After closing, the seller may lose the control of the business, making it difficult to hit the earnout targets. If the seller stays on in a management role, they are self-interested and may not be on the same page as the buyer. In turn, the buyer may need to delay integration during the earnout period.
Looking more closely at the earnout itself, there are some questions that need to be answered. First, what is the earnout amount? Typically, the earnout amount is 10-25% of the total sale price. The buyer generally prefers a higher percentage while the seller generally prefers a lower percentage. Is the amount a fixed dollar amount or a percentage? Based on what? Is there an aggregate cap? How about a shortfall ramp-up?
Next, what’s the duration of the earnout? Typically, it’s 1-5 years. The buyer generally prefers a longer time period while the seller generally prefers a shorter time period. Keep in mind that the buyer generally gains more control over time, making it more difficult for the seller to control the earnout results. Longer time periods may be better structured with the seller as a creditor or preferred shareholder.
Next, what is the criteria? Typically, a buyer prefers metrics closer to Net Profit while a seller prefers metrics closer to Revenue. Common middle-ground metrics are EBIT and EBITDA. Non-financial metrics may include a new product or service launch, customer retention, or whatever is most meaningful to achieve during the earnout period. A best practice is to keep it simple. The more complex, the more potential for disagreement and litigation.
Now that the basics are covered, let’s look at some other considerations. Keep in mind that everything is negotiable. Negotiating the fine details of an earnout is probably one of the most overlooked areas of the transaction.
Accounting
Accounting integration impacts the ability to calculate the earnout amount. Buyers are often interested in integrating accounting systems during the earnout period. Of course, the seller prefers to maintain status quo so that their earnout performance may be properly calculated. Audits by a third-party to verify earnout results may be a good solution.
Transaction-Related Expenses
Transaction expenses include fee for attorneys, accountants, consultants, and more. The accounting treatment impacts financial results and so this should not be overlooked. Buyers prefer to include these expenses in current income calculations because they reduce net profit and the earnout if tied to net profit. Sellers prefer to exclude these expenses from earnout calculations.
Extraordinary Expenses
Aside from transaction-related expenses, there may be nonordinary gains or losses, insurance proceeds, tax implications, force majeure events, etc. that arise during the earnout period. If so, their accounting treatment may impact financial results and the seller’s earnout. Similar to transaction-related expenses, buyers and sellers have opposing motivations for treatment of these expenses.
Depreciation
Depreciation treatment in an accounting system greatly affects financial results. Buyers prefer step-up in basis to gain more depreciation expense. Sellers prefer to maintain historical
depreciation treatment. Again, we have potential for conflict if not negotiated and agreed to up front.
Overhead Allocation
The accounting treatment of overhead clearly impacts overall financial results. Buyers prefer overhead to be recalculated as part of their integration. After all, this is most likely one of the primary reasons for buying the business in the first place. However, sellers prefer to maintain status quo during the earnout period with no changes to overhead allocation.
Business Integration
The integration of business operations may impact the seller’s ability to achieve and calculate earn-out performance. But delays in integration affect the buyer’s ability to benefit from integration. Buyers prefer faster integration while sellers prefer slower (or no) integration. Again, we have opposing interests.
Legal Considerations
In the agreement itself, it’s important to understand the disclaimers, representations, warranties, and remedies. Consider using third-parties to calculate earnouts and set-offs. Consider working with a qualified escrow agent to hold funds until disagreements are resolved.
Like I said earlier, all of these details are negotiable. But often overlooked in the rush to get the deal done. As they say, time kills all deals. While this may be true, it is also true that earnouts that are not well-designed and negotiated often result in litigation. By taking a few extra steps before closing to iron out the details of an earnout, there is a better chance for a smooth transition, which benefits everyone involved.
Now go forth.
Phil Harwood is a licensed attorney who helps business owners protect their legacies as they navigate exiting their businesses. Visit TamariskAdvisors.com to learn more.
A lot of us in the home service industry got to experience an upsurge in business during the early years of Covid when everyone was stuck at home trying to figure out new ways to entertain themselves. Not just that, but we also had a massive influx of new development and residents moving into the state. They were ready to spend, choosing to spend their free time reinvesting into the homestead. Last year, we wrote about certain trends in the industry that have contributed to the spending power of the average customer and many of those trends have persisted into this year. We can’t mitigate rising material costs or any other global factors, but we can address problems at a ground level and provide creative solutions that assure a potential buyer that the investment is still worth it. For the sake of example, I’ll talk about our own perspective on this challenge.
Prevention is a large part of our own business model and we put a lot of value in the avoidance of replacement costs. Since landscaping can already be seen as a luxury item, throwing in any added cost can be hard for some customers to rationalize. Especially when the lack of results is our real selling point. While this avoidance of cost has always been a major selling point of our service, I have seen it become the increasingly major focus in conversations we have with potential customers.
Let’s say we speak with a hesitant homeowner who has had their landscape destroyed in the past. They get an estimate but then decide to go with something they found on a blog from Google instead. If we simply thank them for their time, hang up the phone, and move onto the next possible client, what happens? Maybe they chose to do
natural fencing for the winter months using Emerald Green Arborvitae after they read that they are supposed to be deerresistant, with each row costing between $5,000 - $10,000. For some extra deterrent, they scrape some Irish Spring soap with a cheese grater over the lawn and around the base of the trees. The next night, the local deer herd comes through and browses all the green off the arborvitae. Some plants can recover after a season or two, but these trees are eaten down to their branches and will never return to their original fullness. A landscape professional’s work is now compromised, and the customer is out a sizeable amount of money before considering replacing the dead trees. The damage is already done; the buyer is burned. It may have been polite to end the conversation on their terms when they chose not to move forward with us, but that wasn’t the best outcome for that client. In past years, this person may have taken the hit and found a renewed interest in our service. There’s a possibility that person retreats from the market entirely, which is the last thing we want to happen.
What I’ve found is that the answer lies in improved communication. We have to leverage our knowledge and experience to communicate the most effective path forward for a customer before an issue can occur because our success is contingent on the success of others. If we wait
too long to win them over, they can be lost forever. We have to put ourselves out there, dive into difficult conversations, and show a client why it’s the right decision to move forward. Part of this includes the rising need for a healthy social media presence, especially if you can show your work with high-quality images. Examples of complete projects and a presence in the area helps validate your company as an option for the average customer.
People are scared to spend money, plain and simple. And while it’s not our job to trick them into spending it, it is our responsibility as industry professionals, working to build trust and maintain a healthy intake of business, to show them that they can still safely spend it. Cancellations are always going to happen, and you may lose more customers one year over the last, but there are strategies to keep them in the loop. As service professionals, sales may not be everyone’s strong suit, but practicing these conversational skills goes a long way toward your bottom line. Times change and so do the preferences of the client, so it is up to us to adapt to their needs to support our own. I encourage everyone to listen to your customers and industry peers more often. You may realize some problems are more widespread and there are already new solutions out there.
Michael has been with Deer Guys (formerly New Jersey Deer Control) for 3 years as their sales and marketing spokesperson. He can often be found at the many association functions throughout the year, giving a presentation at your local garden center, or wasting his own money buying Pokémon cards.
If you’re in the landscaping business, you’ve probably wondered: How do I sell to affluent clients? You might imagine sprawling estates and luxury pools, but the real challenge isn’t just landing these clients— it’s understanding what actually matters to them when making a buying decision.
After working with landscape companies nationwide, I’ve noticed that common myths about selling to affluent clients can keep you from landing high-value projects. In this article, I’ll bust these myths and share practical marketing strategies to attract, win, and retain more of your Hell Yes Clients in affluent service areas.
Myth #1: Affluent People Don’t Like to Read
Many landscape companies assume that wealthy clients just want pretty photos and brief descriptions on their website. The reality? Affluent buyers are avid readers and researchers.
These clients aren’t impulse buyers. They’re meticulous decision-makers who read detailed content, case studies, and even pricing guides before making a purchase. They want to know not just what you do but why they should choose you over the competition.
The Winning Strategy:
• Create long-form, descriptive website content that addresses common questions, pricing, and your unique approach.
• Include case studies with beforeand-after photos and detailed project breakdowns.
• Focus on educational content that helps them make informed decisions, like maintenance guides or seasonal landscaping tips.
Myth #2: Affluent Clients Don’t Read or Write Reviews
Many landscapers think, “Affluent people don’t bother with Google reviews.” Wrong. Not only do wealthy clients read reviews, but they also trust them. In fact, reviews can make or break your credibility, especially when your competitors have dozens more than you.
During a recent webinar, I shared a story about one of our clients from Bethesda, Maryland—one of the wealthiest areas in the U.S. Initially, the client resisted gathering reviews, believing that her affluent customers wouldn’t participate. But once she started proactively asking for reviews, they poured in— boosting her credibility and lead quality.
The Winning Strategy:
• Make review collection part of your client follow-up process.
• Highlight positive reviews on your website and social media.
• Regularly check your competitors’ reviews to understand what your target clients value.
Myth #3: Affluent Clients Only Want Visual Content
Sure, flashy photos catch attention. But when it comes to making a purchase, affluent clients look beyond aesthetics. They want to understand the process, pricing, and timeline. They’re not just buying a landscape; they’re investing in a lifestyle improvement.
A great website combines beautiful visuals with rich, informative content. Think of it as balancing Instagram appeal with LinkedIn credibility. Kelly Slater, a Ramblin Jackson client in Charleston, SC, found that her pricing guide was consistently one of the most viewed pages on their site—proving that affluent clients are willing to dig into the details.
The Winning Strategy:
• Include pricing guides and project breakdowns on your website with a dedicated page.
• Feature testimonial videos where clients explain why they chose you.
• Use high-quality photos and videos that showcase not just the project, but the lifestyle it enables.
Myth #4: Affluent Clients Don’t Use Google
Some landscapers think that wealthy clients only find contractors through referrals. While referrals are crucial, affluent customers still search online, especially when they own multiple properties or are new to an area.
A key insight from our webinar was the importance of SEO and local search optimization. Stuart
Ward, a Ramblin Jackson client who invests in our Wild Frontier Sales & Marketing Partnership in Buckhead, GA closed a $500,000 project from a targeted Google Ad. Imagine missing out on a large project because you assumed they wouldn’t look online!
The Winning Strategy:
• Build SEO optimized geographic landing pages for affluent neighborhoods.
• Optimize your Google Business Profile with professional photos and recent reviews.
• Run targeted online ads in affluent areas.
Myth #5: They Don’t Care About Price
Some people assume that affluent buyers don’t worry about money. Actually, many affluent clients are self-made— frugal, strategic, and value-conscious. They appreciate transparency and want to know the cost before committing to a large investment.
In fact, we found that pricing pages are one of the top 5 most-viewed pages on our clients’ affluent-targeted websites. Why? Because these buyers want to know whether your services align with their expectations before reaching out.
The Winning Strategy:
• Be transparent about pricing and explain what factors influence cost.
• Offer tiered service packages to give them options.
• Use comparison charts to help them see the value in choosing you over a cheaper competitor.
Lead the Conversation with Confidence
Selling to affluent clients isn’t about being flashy—it’s about being strategic. When you embrace long-form content, highlight social proof, and build trust with transparent information, you position yourself as the go-to expert in your area.
By implementing these strategies, you’ll not only appeal to affluent clients, but also set yourself apart from competitors who rely on outdated assumptions. Remember, affluent buyers are out there—they’re just waiting to find a landscaper who speaks their language.
If you want to learn more about marketing to affluent clients or need help optimizing your digital strategy, schedule a free 15-minute Marketing Brainstorm with our team at landscapersguide.com/ brainstorm. Let’s figure out how you can start attracting more of the right clients in the neighborhoods and affluent areas in your city.
Jack Jostes is the CEO of Ramblin Jackson, The Snow & Landscape Marketing Agency, and author of The Tree of Good Fortune, a book that helps landscapers attract more Hell Yes Customers through proven digital marketing strategies.
Jack regularly speaks at regional, national, and international business conferences and has presented at the NJLCA Landscape Tradeshow and numerous NJLCA webinars. He lives in the foothills of Colorado with his wife and two boys, where he enjoys homeschooling, playing bluegrass mandolin, fly fishing, bowhunting, and spending time in the great outdoors.
For many landscape service businesses, credit card payments are a necessity. They’re convenient for customers and help service professionals get paid faster. However, what often goes unnoticed are the costs associated with accepting those payments. Over time, credit card processing fees can quietly chip away at profits, especially for small, service-based businesses where margins matter.
Traditionally, these fees are absorbed by the business as part of the cost of doing business. But with fee structures becoming more complex and rates rising in some cases, many business owners are beginning to ask an important question: Is there a smarter way to handle this?
The Shift Toward Fee Transparency
In recent years, there’s been a growing trend toward more transparent payment models—ones that give customers a choice in how they pay, and allow businesses to offset the rising costs of card acceptance.
One such model is Dual Pricing. Unlike traditional surcharge programs or cash discounts, dual pricing presents two clear prices at the point of payment:
• A lower price for paying with a check, cash, or ACH.
• A slightly higher price for paying with a credit card, reflecting the true cost of that transaction.
This approach puts the decision in the hands of the customer. Just like at the gas pump, where different prices are displayed for cash vs. credit, dual pricing offers clarity and control—without awkward conversations or the need to tack on extra line items manually.
Why It Matters for Landscape Service Businesses
Landscape service professionals often operate in the field, use invoicing to get paid, and rely heavily on recurring customer relationships. That means efficiency, professionalism, and customer experience all matter. Manually calculating fees, updating invoices, or trying to explain added surcharges can create confusion—or worse, damage trust with longterm clients.
An automated dual pricing system can streamline that process. When properly implemented, it removes the need for manual adjustments and ensures compliance with card network rules and regulations. Most importantly, it clearly communicates payment options to the customer without disrupting their experience.
Taking the Next Step
For NJLCA members looking to reduce costs without compromising service, dual
pricing is worth exploring. At Merchant Compass, we work with landscape service professionals across the country to help them understand their payment options and implement compliant, customer-friendly solutions. We are proud to offer members access to tools like automated dual pricing, wholesale payment processing rates, no contracts, and free processing equipment.
If you’re curious about how dual pricing works or want to review your current payment setup, we’re happy to help. Reach out to us at info@merchant-compass.com or call 866-270-1635 to learn more. You can also schedule a call to learn more here: https://calendly.com/merchantcompass/ discoverycall
Q&A Spotlight:
Q: Will my customers push back if I use Dual Pricing?
A: Most customers appreciate transparency. When they see both pricing options
clearly displayed, they understand the cost of convenience and often choose the lower-cost method without issue. It also removes the surprise of unexpected fees on their invoice.
Q: Is Dual Pricing the same as a surcharge?
A: Not exactly. A surcharge is an added fee for credit card payments, while dual pricing presents two total prices up front. It’s a more customer-friendly and compliant approach that eliminates confusion and manual calculations.
Q: How do I explain this new program to customers?
A: It’s simple and honest. Let your customers know that instead of raising prices across the board, you’re giving them a choice. If they prefer to pay by credit card, a small processing fee is added. But if they pay by check, cash, or ACH, they pay the standard service price with no extra fees. It’s a transparent way to keep your prices fair for everyone.
Did You Know?
• Did you know the average small business spends 3–4% of its monthly revenue on credit card processing fees? Over the course of a year, that can total thousands of dollars in lost profit.
• Did you know Dual Pricing is legal in all states and supported by all major card brands—as long as it’s implemented correctly? The key is automation and compliance.
Mission Statement
The New Jersey Landscape Contractors Association (NJLCA) is a proven resource to the landscape contractor, green industry service provider and supplier, as well as the consumer. We are a community of green industry professionals who are dedicated to advancing the integrity, proficiency and continued growth of the landscape and green industry. We do this through education, training and legislative advocacy.
New Jersey Landscape Contractors Association represents the entire Green Industry in New Jersey including landscape contractors, landscape architects, sod growers, nurseries, growers, garden centers, horticulturists, floriculture and the industries that supply them.
Through educational seminars, trade shows, social events, networking opportunities, membership meetings, magazines and professionalism in all that we do, the Association is able to fulfill its mission.
• Did you know that manual surcharge methods may violate card brand rules if not properly disclosed? Using automated tools ensures you’re protected and compliant.
Advertiser Index
Al D. Landscape, Tree and Garden Supply Stop aldlandscapingandtree.com......56 Association Member Trust www.amt-nj.com.....................18
Bergen Brick Stone & Tile www.bergenbrick.com...........12
One of the most popular features for new plant varieties is the ability to rebloom through summer. Many traditional favorites like lilacs and weigela typically bloom in spring and then have little ornamental value the rest of the season. Other plants, like hydrangeas, will sometimes fail to flower at all. The development of reblooming varieties makes it possible for homeowners to reliably enjoy flowers every year, all summer long. But what’s the best way to maintain these new plants?
Short answer, it depends.
It helps to understand how the plant is different from traditional varieties. Traditional lilacs, weigela, azaleas, and bigleaf hydrangea bloom on old wood. This is the previous season’s growth. Reblooming varieties bloom on both old wood, and on new wood (the current season’s growth). You’ll want to treat the reblooming varieties like you would older ones: don’t prune them back in fall or winter. Wait until the
plant starts to leaf out in spring, and cut back anything that was damaged overwinter. Don’t prune these plants heavily at any time. If you want to tidy them up, do so right after the spring bloom.
For best reblooming, keep the plants growing vigorously after that initial bloom. Try to avoid water stress, and consider giving the plant an additional dose of spring fertilizer.
While reblooming weigela, azaleas, and bigleaf hydrangeas don’t require pruning after their spring bloom, the reblooming Syringa will perform better if they get a light shearing in early summer. By trimming them back after the spring flowers are gone you will encourage the new growth that produces later summer blooms.
Sometimes homeowners are frustrated by reblooming hydrangeas that fail to bloom. If hydrangeas don’t bloom in early
summer, that’s likely due to a cold winter or late spring freeze. The early summer flower buds of most reblooming hydrangeas are just as vulnerable to overwintering damage as traditional bigleaf hydrangeas. If bigleaf hydrangeas in your area are often damaged overwinter, look for a new variety that has some Hydrangea serrata parentage. This will improve the bud hardiness of those “old wood” flowers.
There are a couple of reasons why a reblooming hydrangea may not bloom later in the summer. Sometimes deer damage the plants during the growing season and the flower buds never get a chance to appear. Just like old-fashioned varieties, too much fertilizer, water stress, and not enough sun can inhibit flowering of reblooming varieties. Too much sun can be a problem, too; Hydrangea macrophylla don’t like hot afternoon sun.
The other common reason for a reblooming hydrangea to not bloom is that
it just runs out of time. Some varieties take longer than others to produce the new growth flowers. Older selections often don’t rebloom until very late in the season. In a short summer the plant may not rebloom until almost fall. It’s worth comparing reblooming hydrangea varieties to choose one that is quick to flower on new growth.
There’s another group of reblooming flowering shrubs to discuss: the ones that
historically bloom on new wood. These include Spiraea and Hydrangea arborescens. Reblooming selections of these genera extend their seasons well into fall.
While older spirea varieties will usually bloom again if deadheaded, newer reblooming selections flower without any removing the spent blooms. This means that your clients will enjoy flowers all summer long without the extra maintenance of deadheading. If a customer doesn’t like
the look of the spent flowers, they can be removed, but it isn’t necessary.
An added benefit of reblooming Spiraea is sterility: the plant fails to set seed, which is what prompts it to flower again. It will keep trying all summer – which is why it reblooms. Be sure to check the label on your plant to make sure it has this feature.
Hydrangea arborescens is a rugged native species that flowers on new wood, so it will bloom reliably after even harsh
winters. It isn’t traditionally a reblooming plant, but some newer varieties will continue to produce new flowers from midsummer to frost. Not all H. arborescens rebloom; you’ll want to check the variety to make sure it does.
The reblooming smooth hydrangeas don’t require any special care. You can deadhead flowers in the summer if desired, but it isn’t necessary. Often the blooms transform in color as they age and are quite attractive. Note: if hydrangea flowers turn brown rather than the expected green or pink, that is because of water stress (too much or too little) or high nighttime temperatures. This is true for all hydrangeas, not just Hydrangea arborescens. While there’s nothing we can do about hot summer weather, we can plant a variety of hydrangeas with different bloom times so that at least some of them are blooming when it cools down at night. Reblooming varieties will help with this since they will produce new flowers all summer long.
Like other Hydrangea arborescens, cut the reblooming varieties back in late winter. While the plants can be pruned back in fall, they are can be quite ornamental all through winter so we recommend waiting until late winter to prune them.
Reblooming flowering shrubs are a great addition to the landscaper’s tool-
box. They will provide long-lasting, reliable blooms for customers, and allow popular genera to be used in projects where you may have hesitated to specify a plant with just a few weeks of ornamental interest. Maintenance for them is usually similar to that of traditional varieties, and may require less work. You’ll still want to follow best practices for each species. For example, don’t cut reblooming bigleaf hydrangea back in fall and stop fertilizing them by mid-August.
The category of reblooming flowering shrubs is growing, and there are new varieties released every year. Like every other input you use – irrigation, lighting, pavers – the “technology” of reblooming plants has improved. Invest some time in learning about new, upgraded options; you’ll see better landscape performance and happier customers.
Jane BeggsJoles has over twenty-five years of experience in the wholesale nursery
business and has had the pleasure of helping to introduce some fabulous plants to North American horticulture. One of the reasons she loves her job is that there’s always something new to learn about plants and the people who enjoy them. Jane has a B.S. in Horticulture and an M.S. in Agricultural Economics, both from Michigan State University. Jane and her husband live in beautiful West Michigan and enjoy exploring the natural wonders of their state and traveling to visit our National Parks. Sometimes their college-aged daughters still join them on their adventures!
ASSOCIATE FOCUS:
HOLDER FARMS LLC
Longleaf pine straw, prized for its rich color and resilient fibers, offers a host of advantages over traditional mulches.
Each needle, ranging from 8 to 18 inches in length, forms a thick, interlocking blanket that stays in place—making it an ideal choice for both flat landscapes and steep slopes. This natural mulch provides excellent erosion control, weed suppression, moisture retention, and insulation for plantings.
Unlike hardwood mulches, longleaf pine straw does not harbor artillery fungus or attract termites, making it a clean, low-maintenance option. Its slightly acidic nature benefits many common plants, and as it decomposes, it enriches the soil without creating a hardpan layer. One bale covers approximately 50 square feet on first application, and up to 75 square feet when top-dressed—making it not only effective, but economical.
The bales of pine straw are easy to place around your beds and does not require equipment for placement. Clean up is easy. With a blower one can blow the debris underneath the mulch and give the bed a neatly tucked appearance.
Pine straw stands out for its superior length, flexibility, and durability. Sourced sustainably, it’s a renewable resource that reflects the customer’s dedication to environmental responsibility. Whether you’re refreshing a flower bed, establishing a natural area, or enhancing curb appeal, longleaf pine straw delivers beauty, performance, and value.
Today, while traditional garden centers remain reliable retailers, home improvement stores are increasingly stocking longleaf pine straw to meet growing demand. And for good reason: with its clean look, lasting coverage, and unmatched performance, For over four decades, Holder Farms LLC has taken pride in delivering a product that not only meets expectations but exceeds them. Nestled in the heart of the Sandhills region of North Carolina, Holder Farms, LLC has been a trusted name in the longleaf pine straw industry for over 42 years.
With deep roots in tradition and a steadfast commitment to quality, this family-owned operation has become a cornerstone supplier for nurseries, landscapers, and homeowners seeking the best in natural mulch solutions.
It’s more than mulch—it’s a tradition of excellence. For more info call Jerry at 910-639-2200.
J & J LANDSCAPING & GARDEN CENTER
Jack George, President of J&J Landscaping, started the company in 1976 with his twin brother Jeff, when they were just seniors in high school. In 1979 the brothers moved into different areas, splitting the company. Jack moved into Hunterdon County, and took on landscaping full time. Jack has been a member of the Hunterdon County community for over 30 years. He has been involved in the youth coaching programs for over 25 years, coaching Pop Warner football, basketball, softball and baseball.
After marrying Jack in 1981, Patti took over the office manager position for J&J Landscaping. She was able to work at home while raising her four children. As the business grew, the office manager position grew into a full time job which is now operated out of the Garden Center. Patti also is one of the buyers for the garden center, which has been a fun bonus of the job!
J & J is now a full service landscape, design, lawn and flower bed maintenance company, as well as a garden center in Flemington, NJ.
For more info visit www.jandjscaping.com
The green industry — encompassing lawn care, landscaping, hardscaping, horticulture, and seasonal services like snow and ice management — plays a crucial role in shaping outdoor spaces across residential, commercial, and public properties. While it’s an industry rooted in nature and hands-on work, long-term success requires more than the right mower or mulch. It demands strategic thinking, operational discipline, and perhaps most overlooked: sound financial and retirement planning.
In this article, we’ll explore the pressing operational challenges facing green industry professionals and business owners while highlighting how investment and retirement planning are essential for sustaining both business health and personal financial security.
Industry Overview: A Growing but Competitive Market
The green industry continues to grow, fueled by consumer demand for outdoor beautification, environmental consciousness, and infrastructure development. According to the National Association of Landscape Professionals (NALP), the industry employs over one million people across more than 600,000 businesses, contributing billions to the U.S. economy annually.
Despite its growth, the green industry is intensely competitive and often seasonal. Profit margins can be thin due to rising labor costs, fuel prices, insurance requirements, and equipment maintenance. Many business owners are excellent technicians or landscape artists — but fewer excel in business strategy, financial planning, or future-focused investment.
Operational Pain Points: Labor, Equipment, and Seasonality
1. Labor Shortages
Finding and retaining skilled labor is one of the most critical challenges. Many landscaping companies report chronic understaffing during peak seasons. With the H-2B visa program under political scrutiny and domestic interest in manual outdoor work declining, business owners must offer competitive wages and benefits — which cuts into margins if not planned carefully.
2. Equipment Maintenance and Investment
From zero-turn mowers and aerators to skid steers and snowplows, equipment costs can be significant. Ensuring return on investment (ROI) requires strict maintenance schedules, operator training, and smart financing or leasing decisions. It’s also important to regularly evaluate the balance between owned and subcontracted equipment use.
3. Seasonality and Diversification
Winter snow and ice services provide
a crucial revenue stream for many green industry companies, but it’s unreliable in warmer climates or during mild winters. Diversifying into holiday lighting, irrigation system maintenance, or commercial contracts can help stabilize cash flow.
Green Trends: Sustainability and Technology
Consumers are increasingly demanding eco-friendly solutions: drought-tolerant plants, battery-powered tools, composting, and pollinator-friendly designs. Meanwhile, tech adoption is rising with GPS-guided mowers, business management software, and drones for site assessment. Companies that embrace these trends can set themselves apart — but it requires capital and vision.
Business Management: Working On the Business, Not Just In It
While many green industry professionals wear multiple hats, sustained success often comes from transitioning from technician to CEO. Key areas to focus on include:
Track your gross margin, labor efficiency ratio, average job profitability, and equipment ROI. Many businesses underprice services or fail to account for overhead when bidding jobs.
• Client Retention
Recurring revenue from maintenance contracts or seasonal service agreements offers stability. Upsell enhancements (e.g., hardscape add-ons or seasonal color packages) to existing customers rather than focusing solely on new acquisition.
• Insurance and Risk Management
Proper liability, workers’ comp, and equipment insurance is essential, especially with the risks of operating machinery and performing snow/ice services.
Integrating Retirement and Investment Planning
Many green industry professionals — particularly small business owners — overlook personal financial planning until late in their careers. However, early planning can make the difference between a stressful exit and a smooth transition. Here’s how to integrate wealth management into your green industry business:
1. Establish a Retirement Plan
For small business owners, joining a pooled employer 401(k) plan can be a powerful way to save for retirement while reducing taxable income. These plans offer many advantages—such as high contribution limits and tax-deferred growth—while eliminating much of the administrative burden. Business owners can also benefit from features like Roth contributions and loan provisions, making a pooled plan an attractive, turnkey option for owner-operators seeking a scalable retirement solution.
2. Set Up Business Continuity and Exit Planning
Do you plan to sell your business, pass it to a family member, or wind it down? Developing a succession plan not only protects your employees and clients but maximizes your business’s value. Engage a financial advisor and CPA to evaluate your business structure (LLC, S-Corp, etc.) and guide strategic decisions.
3. Invest in Tax-Efficient Vehicles
Beyond retirement plans, use vehicles like HSAs (health savings accounts), brokerage accounts, or permanent life insurance for liquidity and tax planning. If your business is profitable, work with an advisor to evaluate asset protection strategies such as captive insurance or deferred compensation plans.
4. Emergency Fund and Equipment Reserves
It’s essential to maintain both a personal and business emergency fund. Unanticipated expenses like a broken loader or unseasonably warm winter can quickly drain reserves. Consider a reserve policy: e.g., save 10% of net profit for off-season overhead.
Merging Personal and Business Goals
The green industry often attracts passionate, hands-on individuals who love working outdoors — but personal wealth can’t be left to chance. Ask yourself:
• Are you reinvesting wisely in your business?
• Are you saving outside your business in case it cannot be sold or transferred?
• Do you have life and disability insurance in case something happens to you?
A financial advisor can help align your business cash flow with long-term personal goals like home ownership, college funding for children, or early retirement.
Final Thoughts: Planting the Seeds for Long-Term Success
Running a successful green industry business takes more than landscaping skill — it requires thoughtful strategy, financial literacy, and proactive planning. Whether you’re expanding your fleet, adding hardscape design, or bracing for an unpredictable winter, every decision should be made with your longterm financial health in mind.
Don’t wait until your knees give out or the market turns to think about retirement. Just as you encourage clients to plan their landscapes with the future in mind, your financial future deserves the same care and foresight.
By combining excellent service, efficient business operations, and smart investment planning, green industry professionals can build thriving businesses — and retire with confidence.
Brian Severin is a distinguished retirement plan expert with over 25 years of experience. He has worked with hundreds of Retirement Plan Sponsors to improve all aspects of the plan including participant engagement and is a firm believer of independence.
He is passionate about sharing his knowledge with business leaders, as well as with their employees as they look to save for retirement through their employer-sponsored retirement plans. His articles and commentary have appeared in Think Advisor, Retirement Daily, U.S. News & World Report, AARP and USA Today, among others.
This article will look at the most common issues impacting boxwoods (Buxus spp.) in New Jersey, as well as two inbound concerns; Box Tree Moth (Cydalima perspectalis) from the north and Boxwood Dieback disease (Colletotrichum theobromicola) from the south.
Emerging - Box Tree Moth (BTM) is an invasive caterpillar native to SE Asia, that is now a major pest of Europe. A federal quarantine is active in confirmed counties of NY, MI, OH, PA and the entire states of MA and DE. Outbound shipments from these areas must be certified pest-free following a federal compliance agreement. BTM leaves a trail of chewed leaves, webbing, and a generally messy appearance that is easily identified once plants are infested. There are no native caterpillars that feed on boxwood to this extent, so if a large caterpillar population is observed, it is likely BTM. If you suspect
this pest, PLEASE REPORT it to twaller@ njaes.rutgers.edu prior to initiating a pesticide application. Pesticides labeled for caterpillars will work on BTM. Preventative applications are not recommended due to the negative impact on beneficial predatory insect populations.
Emerging - Boxwood Dieback (not decline) is a fungus that infects the vascular tissues (and subsequently impacts foliage) of boxwoods in the southern regions of the USA…for now. The fungus readily sporulates in hot humid conditions. This disease can be confused for Phytophthora as zone-death is common, yet the roots appear healthy with Boxwood Dieback. The foliar symptoms are also readily confused with Volutella. English, Japanese, and Korean species have been shown to be highly susceptible.
Reducing plant stress. Boxwoods prefer a pH in the range of 6.5-7.5 and
are generally light feeders. Adventitious roots form when mulch is greater than 1”, leading to girdling and root and crown diseases. Deeper mulch beds also encourage Meadow and Pine Voles (Microtus pennsylvanicus, M. pinetorum, respectively) that can wreak havoc on crown tissues and roots closer to the soil line, ultimately stressing the plants and providing an opening for disease. Mulch should never be in direct contact with the crown of any landscape plants. Winter injury will occur annually if plants are not watered adequately during the spring and fall (1” water per week) followed by cold and windy desiccating winters. These issues coupled with stress caused by pests and diseases lead to a condition known as boxwood decline (not dieback).
Fungal foliar diseases. Avoid working with plants while they are wet, especially if known to be infected with disease. Clean and sanitize pruning equipment on a regular basis or per cut when disease is present. Fungicide options for these diseases may include these fungicide classes [M01] [1] [M03] [3] [M05], and premixed fungicide combinations such as specific [11]+[7] chemistries. Treatments should be made preventatively, prior to each disease’s favored conditions. Volutella foliar and canker diseases (Pseudonectria buxi) will begin to spread and become apparent as temperatures rise and hold for longer periods during summer. This pathogen is typified by infected leaves staying affixed for long periods, orange spores on the undersides of leaves during periods of warm and wet conditions, and cankers that lead to ‘flagging’ or the death of single branches. Pruning to increase airflow and removal of dead branches (3-6” from cankers), plants, and dropped leaves should be implemented during dry conditions. Macrophoma leaf
spot (Dothiorella candollei) is an opportunist pathogen, typified by orange/straw leaves covered in tiny black fungal spots (pycnidia). Although unsightly this pathogen rarely causes significant damage but does indicate that protective fungicides are warranted to guard against the other two pathogens. Boxwood blight (Calonectria spp.) is typified by infected leaves dropping shortly after necrotic lesions on the surface of leaves are visible (compared to Volutella blight that stay affixed) as well as the presence of black lesions on stems. This pathogen favors cool and wet periods in early spring and late fall, although infections can occur throughout the growing season. Treatments should be based on climatic factors or alerts provided by models such as the USPEST.org Boxwood Blight Risk Model. When incubated this pathogen produces fluffy white mycelium and, on the plant, produce sticky stalk-like spores and microsclerotia that can persist in the soil for years, thus removal of plants, surrounding soil, and dropped leaves during dry periods is recommended.
Crown and root diseases can be severe in some cases, with Phytophthora root rot (Phytophthora spp.) leading to flagging or whole plant death as well as Black root rot (Berkeleyomyces basicola) fungus that can come in on smaller transplants, leading to slower plant establishment or death after planting. Phytophthora is an oomycete (not fungus), thus requiring specific chemistries. Symptoms are a result of the plant’s roots being destroyed, disrupting its ability to acquire water and nutrients. This pathogen is known as a water mold, so excessive moisture, lack of drainage, or placement near a water drainage outlet will exacerbate the problem. Management includes drenching systemic oomycides (often citing these classes [4] [21] [40] [49] [43] [BM02]), and amphimobile phosphonate chemistries [P07]. Rouging infected plants and surrounding soil helps to safeguard future plantings as both root diseases can persist for years in soil due to various survival structures. Proper diagnosis is critical, contact the Rutgers Plant Diagnostic Laboratory for sample submissions (phone: 732-932-9140, email: rutgerspdl@ njaes.rutgers.edu).
Common arthropod pests. Most treatment efforts are centered around April-May timing in NJ (250-600 growing degree-days (GDD)) and require scouting to be the most efficacious with pesticide applications. Boxwood leafminers have 1 generation per year with small orange flies (adults) hatching around 250 GDD to mate then lay eggs in new leaves. Treatment includes removing infested leaves, targeting adults with contact insecticides, or treating maggots feeding on cells within leaves
with systemic organophosphates [1B] or diamides [28]. Boxwood spider mites have multiple generations per year and are most active in early spring, tapering off as the summer heats up (250-600 GDD). These pests can be observed with a paper test or visual aid and are found on both leaf surfaces. Management begins with dormant oil (2-3%) to suffocate overwintering eggs. Moderate populations can be effectively treated with summer oils (1-2%) and insecticidal soaps, whereas higher populations may be treated with many pesticide classes ([1B] [3] [5] [6] [10A] [20B] [23]). Boxwood psyllids overwinter as eggs and nymphs within buds and begin to feed early spring which causes leaf cupping as new growth begins to expand. Nymphs secrete a waxy protective covering which can be easily observed if scouting for this insect. Summer oils (1-2%) during early May, as foliage is expanding, suffocates unhatched eggs and nymphs. Although severe infestations are uncommon, contact insecticides ([1A][3]), systemic insecticides ([1B][28]), and reduced risk materials such insecticidal soaps, azadirachtin derived products, and entomopathogenic Beauveria bassiana may be utilized.
Stay Connected by subscribing to the free Rutgers Plant and Pest Advisory (web-based alert system) https://plant-pestadvisory.rutgers.edu/category/landscape-nursery-turf/.
Bill Errickson is the Agriculture and Natural Resources Agent for Rutgers Cooperative Extension of Monmouth County. His programmatic areas focus on sustainable practices to grow and maintain ornamental plants for the NJ nursery and landscape industries. Before joining Rutgers Cooperative Extension, Bill co-owned and operated a horse-powered vegetable farm and nursery in coastal Maine. He has led horticulture courses for commercial growers, home gardeners, and college students throughout New Jersey and New England in both hands-on and academic settings. Bill holds a Master’s degree in Soil Science from the University of New Hampshire and a PhD in Plant Physiology from Rutgers University.
Timothy J Waller, is the Commercial Nursery agent of Rutgers Cooperative Extension of Cumberland County. Tim has a Ph.D. in Plant Biology with a focus on fungal plant pathology and has been a licensed pesticide applicator since 2011. His research interests focus on pest management and pesticide use patterns towards pathogens, insect pests, and weeds. He utilizes systems approaches, such as IPM, to navigate multiple issues via single resource expenditures, while educating applicators on the basic scientific knowledge needed. He is keen to develop contemporary knowledge-based interfaces that will allow producers and applicators to quickly and accurately diagnosis, treat, and prevent on-going or newly arrived horticultural problems.
Please note that Parker Landscape Design is the correct designer for the Warren, NJ Outdoor Oasis Water Feature.
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