The Growing Concern December 2022

Growing Concern

The

DECEMB ER 2 0 2 2

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

The Entry Deadline for the Landscape Ohio! Awards is here.

Submit your projects by December 16th, 2022.

Central Ohio Evening Meeting

January 19, 2023 / NorthStar Golf Club (Sunbury, OH) / PAGE 7

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PR ES I DEN T’S COLUM N

BRIAN MAURER, LIC Brian-Kyles

THANK YOU! It feels like just yesterday I sat down on my couch, attempting to focus as much of my energy as I could on writing my first article. And, month after month, I’ve continued to look for inspiration to maintain that momentum, at times wondering if anyone was even reading.

most of them left they were in a management role of some sort, i.e., account managers, operations managers, branch managers, and so on. The common theme seemed to be that the majority of them had left their landscape careers to work for a supplier company, with a few leaving the industry altogether.

Approaching the end of my term as your OLA president, I’ve impressed myself by accomplishing something I never would have thought possible for me. I wrote twelve articles; twelve more than I have ever written in my entire life. And to my surprise, based on the feedback I’ve received from many of you, it sounds as if they were actually read! That being said, this is my last article and I hope that you’ve enjoyed reading them as much as I’ve enjoyed writing them.

When I asked each of them why they left, to my surprise, I got a multitude of different responses. But, as the conversations went on, almost all of them cited that a good work/life balance seemed nearly unattainable. When I asked them to elaborate on this, the responses ranged from problems with H2B, to hours worked vs. pay received, to overbearing clients and conflicting family schedules.

Throughout 2022, I’ve made it a point to reconnect with people I know who had worked as landscapers for years, yet for some reason had moved on. Many of them started off with littleto-no experience, some grew up in their company, and when

First things first; the turmoil with our seasonal worker program is not just an H2B Program issue anymore. It’s a labor issue.

When a workforce is depleted and/or consistency lacking, it puts stress on everyone else who shows up. In a perfect world, everyone would show up on time, do his or her share and we continued on page 6 The Growing Concern | December 2022 | 3

TAB LE OF CON TEN TS D E C E M B E R 2 0 2 2 WWW. OH I OLA N D SCA P E R S. OR G OH I O’ S P R OF E SSI ON A L G REEN I N D U ST R Y A SSOCI AT I O N OHIO LANDSCAPE ASSOCIATION 9240 Broadview Road Broadview Heights, Ohio 44147 Phone: 440.717.0002 Toll Free: 1.800.335.6521 Web: www.ohiolandscapers.org and www.myohiolandscape.com DESIGNER / EDITOR Rick Doll, Jr.

COVER: The 26th Annual Landscape Ohio! Awards are underway. Submit your company’s best work by December 16th, 2022 to be considered for this year’s program. (Photo courtesy: H&M Landscaping)

FEATURES

3 5 8 12 16 20 24 30 31

PRESIDENT’S COLUMN

REGULAR WRITERS Michael J. Donnellan, M3 Wealth Management Dr. Jim Funai, PhD., Cuyahoga Community College Shelley Funai, Stan Hywet Hall and Gardens Brian Maurer, LIC, BrianKyles Sandy Munley, Ohio Landscape Association Bobbie Schwartz, FAPLD, Bobbie’s Green Thumb ADVERTISING INFORMATION Submission deadline: 10th of the month, prior to the month of magazine publication.

For advertising rates and ad specs, please call 440.717.0002, or email Rick Doll Jr. at rick@ohiolandscapers.org.

FISCAL FITNESS

DISCLAIMER The Ohio Landscape Association, its board of directors, staff and the editor of The Growing Concern neither endorse any product(s) or attests to the validity of any statements made about products mentioned in this, past or subsequent issues of this publication. Similarly, the opinions expressed in The Growing Concern are those of the authors and do not necessarily represent the views of the Ohio Landscape Association.

FOR SAFETY SAKE

OFFICERS President Brian Maurer, LIC

OLA STAFF Executive Director Sandy Munley

PLANT OF THE MONTH

President – Elect Stephanie Gray, LIC

Communications & Events Manager Rick Doll, Jr.

Thank you!

WELCOME NEW MEMBERS PERENNIAL FOCUS

Perennial Garden Design: How It Has Evolved Year End Financial Checklist How To Develop A Wellness Program For Your Business Great Western Plant Explorers: Saving The Best For Last

FEATURE ARTICLE

How To Sell A Lawn Care Or Landscaping Business

DIRECTIONS

Milestones

ADVERTISING INDEX

4 | Official Publication of The Ohio Landscape Association

Treasurer Cameron Maneri Immediate Past President James Funai, PhD DIRECTORS Brandon Barker Ryan Drake Tina Graver, LIC Rob Morel Bob Ramser, LIC Kate Stone, OCNT

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DECEMBER

JANUARY 2023 cont...

DECEMBER 6 (NE Ohio) DORMANT PRUNING (SOLD OUT)

JANUARY 23 - FEBRUARY 2 SET-UP OF OLA DISPLAY AT THE GREAT BIG HOME & GARDEN SHOW

Dormant Pruning of landscape plants is a half-day, hands-on clinic and a timely training opportunity for you and your crews to learn the proper pruning techniques. Held at Willoway Nurseries in Avon, Ohio.

DECEMBER 8 (Central Ohio) DORMANT PRUNING (SOLD OUT) Dormant Pruning of landscape plants is a half-day, hands-on clinic and a timely training opportunity for you and your crews to learn the proper pruning techniques. Held at Premier Plant Solutions in Hilliard, Ohio.

DECEMBER 16 26th ANNUAL LANDSCAPE OHIO! AWARDS DEADLINE The entry deadline for this year’s Landscape Ohio! Awards Program is quickly approaching. All entries MUST be delivered to the OLA office, no later than 5pm on Friday, December 16th, 2022. For more information on how to enter, including rules and entry forms, visit www.ohiolandscapers.org/ awards-program, or call the OLA office at 440.717.0002.

JANUARY 2023 JANUARY 19, 2023 CENTRAL OHIO EVENING MEETING Rachel Shepard, Executive Chairperson and CEO at LonaRock, LLC, will discuss how your company can become an ideal business banking client, how to understand key credit parameters and what role your bank plays in your company’s succession plan.

See page 7 for more information.

If you are interested in volunteering to help construct this year’s OLA garden please contact the OLA at 440.717.0002 This is a great opportunity to work along side others in the industry, as well as contribute to the association.

FEBRUARY 2023 FEBRUARY 3 - 12, 2022 OLA DISPLAY AT THE GREAT BIG HOME & GARDEN SHOW This is a great opportunity to help promote the industry, our association, and your company. If you are interested in volunteering to help staff the garden during show hours, please contact the OLA at 440.717.0002 as soon as possible. Spots fill up quickly.

FEBRUARY 15, 2023 OLA COMMITTEE MEETINGS Joining an OLA committee is a wonderful way to get involved - not only within the association - but in the industry you love. It is also a great way for a potential board member to get a feel for the association’s work and needs. Join us for our kick-off meeting.

RSVP required. Call the OLA office at 440.717.0002.

FEBRUARY 15, 2023 NE OHIO EVENING MEETING Running a business is about figuring out how you do things and getting those things done. But, as your business grows, systems might accidentally fall into place that aren’t scalable. Join us as David Gallagher (Spiritus Business Advisors) discusses how to intentionally systematize your business and what exactly you should systematize.

WELCOME NEW MEMBERS The Ohio Landscape Association is delighted to welcome the following new members to the association:

REGULAR MEMBER Northern Territory Lighting P.O. Box 82 Burton, OH 44021 (440) 724-1648 Nick Rundo

ASSOCIATE MEMBERS Irrigreen 6030 E. State Road Newcomerstown, OH 43832 Jeff Jurin (410) 279-8030 Meadowood Enterprises PO Box 602 Madison, OH 44057 Tom Roth (440) 307-4033

MARCH 2023 MARCH 9 (NE OHIO) (tentative) CREW LEADER TRAINING (Formerly Foreman Training) Crew Leaders work side by side with employees while having to direct and motivate them. They will learn how to effectively manage their team, handle tight deadlines, all while increasing customer satisfaction. Held at Indiana Wesleyan University in Independence, OH. Registration opens Jan, 2023

MARCH 10 (Central OHIO) (tentative) CREW LEADER TRAINING (Formerly Foreman Training) Crew Leaders work side by side with employees while having to direct and motivate them. They will learn how to effectively manage their team, handle tight deadlines, all while increasing customer satisfaction. Held in Central Ohio (Location TBD). Registration opens January 2023 The Growing Concern | December 2022 | 5

PR ES IDEN T’S COLUM N continued from page 3 could all go home at a decent hour. I started with the labor problem, as this complex problem is generally the culprit for the other problems; hours worked, and overbearing clients eating into people’s personal time.

Moving on, and I’m sure I’m not saying anything foreign here, but with most managers being salaried employees, when they are asked to work more than 40 hours, generally they are making less per hour. Interestingly enough, there is still a mentality that we must work Monday through Saturday, beginning in April and ending when the spring rush is over.

I keep going back to an evening meeting this past year when Denise Kestner said “Know your audience.” If your workforce wants to work every Saturday there is nothing wrong with that. Just be mindful of the impact that it may have on a manager who may view this as mundane, or may not enjoy the requirement of having to work more for less.

Overbearing clients have been around for decades. Amazon made this phenomenon worse with the ability to order an item at 5:00pm and have it on your doorstep by 7:00am the next day. As people have become more accustomed to this, the text messages beyond 7:00pm have increased. To an extent, this tirade

6 | Official Publication of The Ohio Landscape Association

of increased messages – if someone doesn’t reply immediately – becomes overwhelming. We are a service industry, and people expect the best in service, even if it means no respect for our personal boundaries. I think COVID put a pause on this but magnified other issues with clients working from home.

As I’ve mentioned often during my tenure as OLA President, I’ve been blessed with a platform from which to speak. I didn’t want to waste the opportunity. In fact, I wanted to embrace it!

And while some of what I wrote about this year may not have impacted me in my small corner of world, it has affected the industry within which I operate. You may agree with the content I’ve provided, and you may not; either is perfectly acceptable.

In closing, hopefully I’ve helped enlighten a few of you out there whose perspective is limited to that of your own business, because that is what is at the core of being a part of being associated such as The Ohio Landscape Association. We’re all in this, TOGETHER! I appreciate the opportunity to serve you as your president and I look forward to networking with you in the future at upcoming OLA events!

OLA MEETINGS SERIES

EVENT INFORMATION DATE & LOCATION JANUARY 19, 2023 NORTHSTAR GOLF CLUB 1150 WILSON RD. SUNBURY, OH 43074

AGENDA REGISTRATION / NETWORKING FOOD / CASH BAR 6:00 PM TO 7:00 PM PROGRAM 7:00 PM TO 8:45 PM COST TO ATTEND MEMBERS: NO CHARGE NON MEMBERS: $50 REGISTER TO ATTEND BY JANUARY 12, 2023

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OLA CENTRAL OHIO MEETING

Becoming an Ideal Business Banking Client If you want to expand your business, pass it on to an heir, or possibly even sell it, one of the most important people you’ll need in your corner is your banker.

Building a relationship with your banker means establishing trust on both ends. Your banker trusts you to meet your financial obligations, and you trust them to meet your financial needs. The stronger the bond of trust, the more financially beneficial that relationship becomes for both parties, sometimes even opening doors to the banker’s own network in the business community. In fact, owners who fail to maximize these relationships may miss a variety of opportunities that could support their business’s success.

Join us, January 19, 2023, as Rachel Shepard - Founder and CEO of LonaRock, LLC and LonaRock Capital Group, LLC - discusses how your company can position itself as an ideal banking client by: • • • •

Understanding the key credit parameters used by banking institutions.

Recognizing the bank’s expectations regarding documentation and communication.

Learning how to proactively discuss capital expenditures and upcoming equipment purchases.

Knowing when to involve your banker in the succession planning process.

PRESENTED BY

RACHEL SHEPARD / FOUNDER & CEO LONAROCK, LLC & LONAROCK CAPITAL GROUP, LLC

GOLD SPONSORS

As Founder and CEO of LonaRock, LLC and LonaRock Capital Group, LLC., Rachel’s mission is to empower investors, executives and business owners by providing business debt solutions and macroeconomic research. Rachel has an ability to spot important economic trends and potential systematic risk and has merged fundamental analysis with technical analysis in order to obtain the highest returns for her clients while managing risks and maintaining a reasonable margin of safety.

Prior to LonaRock, Rachel spent 17 years in the banking industry working in various lines of business including Commercial Banking, IRE, Private Banking and Small Business. Her work focused on credit underwriting, risk management and deal structuring.

Rachel holds a B.S. in Accounting from the University of Akron and an Executive MBA from Kent State University. She currently resides in Northeastern Ohio with her husband and her two children.

SPONSORSHIP OPPORTUNITIES ARE STILL AVAILABLE FOR OUR CENTRAL OHIO MEETINGS SEASON. CALL THE OLA OFFICE AT 440.717.0002.

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PRESENTED BY REGISTER ONLINE AT OHIOLANDSCAPERS.ORG/MEETINGS

PEREN N I AL FOCUS

BOBBIE SCHWARTZ, FAPLD Bobbie’s Green Thumb

Jekyll drawing of perennial garden.

PERENNIAL GARDEN DESIGN HOW IT HAS EVOLVED When I first started designing perennial gardens in 1977, the guru of perennial gardens was Gertrude Jekyll, an English gardener and landscape designer of the late nineteenth and early twentieth centuries, who used the color spectrum in her particular way, cool colors evolving to hot ones and back.

Keep in mind that most of her clients had vast estates with long borders. Designing this way in our smaller gardens is possible but more difficult.

Her other signature principle was an unending succession of bloom. With careful selection, this is quite feasible.

I find that it helps to include smaller flowering shrubs as well. Depending on the weather, I have had color in my gardens from February/March with early bulbs until frost.

If the winter is mild, I even have hellebores that bloom in December and January as well as later ones.

If you look closely at the Jekyll design, you will notice that she always designed in blocks of color although the blocks were not rectangular; they were more like drifts. What we frequently see in municipal and institutional designs are actually blocks of color. Because of that, the gardens are often stiff. continued on page 10

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PEREN N I AL FOCUS continued from page 8 More interesting is a long border designed by Graham Stuart Thomas, a prominent English designer, in the 1950s with blocks of color that stretch or are intermittent.

I find myself drawn to gardens that have been using Impressionist art as inspiration. In these gardens, colors flow into each other and are repeated. I see this type of design as a modern interpretation of Jekyll’s drifts.

Some Impressionist artists were pointillists, meaning that they used dots of color instead of brush strokes. I’ve had fun doing this with bulbs and find that it’s easier than with perennials because the stalks are thin and the flowers are relatively small.

All gardens benefit from a bit of punctuation to keep things interesting. If the plant used as punctuation is repeated, one could also call this weaving.

This blocky type of design was still prevalent at Floriade in 2012 with stiff groupings of Calamagrostis and Agastache ‘Blue Fortune’

Probably the most striking difference in perennial garden design today is the inclusion of all parts of the plant palette: ornamental grasses, flowering shrubs, conifers, vines, and bulbs.

This broader plant palette makes a perennial garden into a mixed border and gives us more choices for color with both blooms and foliage. Perhaps you can incorporate some of these ideas into your perennial garden designs.

Bobbie Schwartz, FAPLD, owner of Bobbie’s Green Thumb in Shaker Hts., Ohio, is a landscape designer, consultant, freelance writer, and lecturer whose specialties are perennial gardens and four season landscapes. In addition to being an Ohio Landscape Association (OLA) member, she is an active member of the Ohio Nursery and Landscape Association (ONLA) and Perennial Plant Association (PPA). Bobbie

Mixed border at Wisley in which orange and white are repeated to create a sense of rhythm.

is a Past President of the Association of Professional Landscape Designers (APLD).

This Jekyll design for Hestercombe epitomizes the traditional English perennial garden with a tall background and enclosure of the garden.

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I have tried to mingle and repeat colors in this bed with asters and phlox.

The Allium nigrum and Allium atropurpureum have naturalized in this part of garden. If there are too many “dots”, I can always edit.

Here, I’ve used a bit of everything: a conifer (Picea abies ), perennials (Astilbe ‘Darwin’s Dream’ and Heuchera), vines (Clematis ‘Tie Dye’ and ‘Walenburg’), a flowering shrub (Hydrangea macrophylla Let’s Dance® Rhapsody Blue), and a rose (Rosa ‘Nastarana’).

Calamagrostis is used here as a weaver or punctuation instead of being massed in Piet Oudolf ’s experimental garden.

The Growing Concern | December 2022 | 11

F I SCAL FI TN ESS

MICHAEL J. DONNELLAN M3 Wealth Management

YEAR END FINANCIAL CHECKLIST As we wind down a rough 2022, here are some important considerations investors should work on as the holidays quickly approach. There are several reasons to make year-end financial and estate planning a priority, because when the year turns over there is no going back.

TAX ISSUES Probably the most complicated and time-consuming issue, but the one that can cost you, or save you, the most money.

Some clients may need to generate gains or losses this year while the tax environment is still favorable.

Another issue in this category is the Required Minimum Distributions (RMD) from qualified retirement accounts.

Clients over 72 years old must take their RMD this year or face stiff tax penalties of 50%. Also be aware of required distributions from Beneficiary IRAs.

MUTUAL FUND DISTRIBUTIONS As a general rule, don’t buy a mutual fund near the end of the year, without first checking when, and if, the fund will be paying out a capital gain for the year. If you buy Fund

12 | Official Publication of The Ohio Landscape Association

ABCDX on December 5th and they distribute a capital gain for the year on December 15th, you are responsible for the tax on this year’s whole capital gain, even though you held the fund for only 10 days. Remember, a tax-sheltered account, such as an IRA, SEP, 401(k), etc. will not have this tax consequence.

REVIEW YOUR WILL, BENEFICIARIES & INSURANCE POLICIES Double-check that any changes or updates are not needed on your existing accounts. It’s all too common to leave an exspouse, for example, assigned accidentally. Also, make sure you have the right amount of insurance for your needs. The insurance industry has become quite competitive, and you can easily compare rates and possibly save hundreds, if not continued on page 14 thousands of dollars.

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F ISCAL FI TN ESS

continued from page 12

BUDGET/GOALS The holidays can be a busy time, but also a good time to set a budget. This is the time of the year when lots of your money is being spent. No better time to look at your finances than now. Think of ways to cut down on some of your expenses and/or plan on contributing more to retirement or college savings plans.

Set financial goals, but also personal, professional, entertainment and educational goals. This is a great time to do that.

ANALYZE PORTFOLIO This is important because any mix of investments will get out of whack over time. One stock may have had a spectacular run and is now a large percentage of your portfolio. Your bond investments/funds won’t grow at the same rate as your stock, your U.S. and foreign investments will post differing returns, and funds following different investment styles will behave differently from each other, too.

That shifting mix matters. You had a reason for dedicating a certain portion of your portfolio to U.S. growth stocks, blue chip stocks, fixed income, a certain portion to foreign, and so on. You built your portfolio to reflect your investment

14 | Official Publication of The Ohio Landscape Association

goals and the level of risk that you’re comfortable with. But if your portfolio has drifted far enough away from that original mix, it will no longer be the same fit for you.

And now with interest rates dramatically higher than just one year ago, it might be time to look at U.S. Treasuries to grab some yield and provide some stability to a portfolio.

At the most recent auction on October 31, 2022, the 2-year Treasury Notes annual yield was 4.46%.

ROTH IRA CONVERSION If you are unable to contribute to a Roth IRA directly because you don’t qualify, you may benefit from contributing to a Traditional IRA, and then converting the funds to a Roth IRA. Another option is to convert your existing IRA assets to a Roth IRA. The conversion amount is considered income for the year, so a tax professional could run scenarios to determine when a person will bump into a higher tax bracket and determine the proper amount. Another thought is to plan to spread conversions out over several years to minimize the tax impact.

Many times, when markets drop significantly, savvy investors convert these tax-deferred assets to tax-free.

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CHARITY/GIVING If you itemize your deductions, you can claim the money you have given to charity. Donating highly appreciated stock can give you the full deduction and avoid the Capital Gains Tax.

SCHEDULE REVIEW Arrange meetings with your financial professional. Make it a priority and prepare by creating a list of topics to help get the most out of your discussion. As always, talk to your financial advisors, to determine your specific needs and goals.

Scenarios illustrated are hypothetical in nature, results may vary. Investing is subject to risk which may involve loss of principal. Past performance is not indicative of future results.

The M3 Wealth Management Office does not provide legal or tax advice. Consult an attorney or tax professional regarding your specific situation. The information herein is general and educational in nature and should not be considered legal or tax advice. Trust services are provided by third parties. Neither our firm nor our financial professionals can serve as trustee Michael J. Donnellan specializes in stock selection and retirement planning. Feel free to contact him with any questions or comments at the M3 Wealth Management Office at 17601 W. 130th Street – Suite 1 in North Royalton, Ohio.

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The Growing Concern | December 2022 | 15

F OR SAFETY SAK E

HOW TO DEVELOP A WELLNESS PROGRAM FOR YOUR BUSINESS Landscaping company owners are in a unique position when it comes to assessing and helping their employees manage their health and wellness. Landscaping is difficult, demanding work, and having employees at the top of their game both mentally and physically is crucial.

The firms are also often small enough for company owners to be able to pinpoint a need for specific health initiatives—quitting smoking, for example. A health and wellness program could go a long way toward increasing productivity and reducing absenteeism, and it doesn’t have to be expensive to implement.

However, older workers dislike change, and can be resistant to programs they consider intrusive, or invasive. With an aging workforce, landscaping companies might find a wellness program to be a tough sell. Still, that doesn’t mean you should just give up on the idea; investing in your employees’ well-being shows you are concerned for them.

16 | Official Publication of The Ohio Landscape Association

If you’re interested in implementing some type of health and wellness initiative, here are some ideas to get you started.

GAUGE INTEREST Don’t assume your employees will be (or won’t be) interested in participating. You need to find out up front how many of your employees would like a wellness program, and what kind of program they’d like to be a part of. Define exactly what a wellness program means to you; a weight loss challenge is quite different than simply offering risk assessments, for example. Once you’ve outlined what you have in mind, ask your employees if they continued on page 18 would participate.

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FOR SAFETY SAKE

continued from page 16

GET PEOPLE INVOLVED If you find some of your employees are interested, ask them to meet with you informally for coffee (on company time, of course). If you involve them in the decision-making processes, your employees will be more personally invested in the program. Have them brainstorm low-cost initiatives to implement during working hours. The suggestions might be anything from forming exercise groups to simply replacing junk-filled vending machines with healthier options.

OFFER SMALL INCENTIVES Your program will most likely include assessment tools such as cancer screenings and stress assessments. Contact your insurance company (or go through a vendor) about the possibility of using personal online assessments. They’re inexpensive, voluntary and confidential. When employees complete an assessment, give them a small reward, such as a gift card for lunch. For bigger wins, such as quitting smoking, consider a bonus.

Even if you find most of your employees won’t actively participate in an ongoing wellness program, as a responsible employer, you should still have some tools available for them to use. You can offer yearly health screenings at a reduced cost—or even no cost—through your insurance carrier.

Always have a variety of health information and tools available.

You can download information to have posted in the break room; many sites offer free resources.

And speaking of the break room—although you may have vending machines loaded with soft drinks and potato chips—consider supplying water, juice and fruit at no charge to your employees. A proactive attitude will go a long way in showing your workers that you want and need them healthy and happy.

FOCUS ON YOUR EMPLOYEE POOL Tailor your screenings to your employees by reviewing your insurance claims data and targeting problem areas. Since you’re likely to have a majority of men on your workforce, concentrate on areas that would be of interest to them, such as stress tests, heart health, high blood pressure and prostate health, etc.

18 | Official Publication of The Ohio Landscape Association

This article was written by Amy Masterson, managing editor for Equipment World.

It appeared on the Total Landscape Care website, in their Business blog, located at https://www.totallandscapecare.com/business. Total Landscape Care delivers project ideas, insights and news related to the landscaping industry.

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The Growing Concern | December 2022 | 19

PL ANT OF TH E M ON TH

JIM FUNAI, PhD

Cuyahoga Community College Frank Meyer in China in 1910.

SHELLEY FUNAI, LIC

Stan Hywet Hall and Gardens

GREAT WESTERN PLANT EXPLORERS SAVING THE BEST FOR LAST As 2022 comes to and end, we found it rather difficult to decide who should wrap up our year-long series highlighting Western plant explorers. That being said, we’re pretty sure our last explorer has had the largest impact on all Americans. Frans Meijer, an immigrant from Amsterdam, brought many ornamental plants to the U.S. More notable perhaps, he brought us many of the daily food crops we know and use today.

Born in 1875, Meijer worked from a young age in nurseries across Europe, as he had a wanderlust that could not be satisfied. He went from nursery to nursery, traveling on foot through England, Germany, France, Switzerland, Italy, and Spain, learning as much as he could about ornamental plants not known to the Western world.

At the age of 26, Meijer returned home aboard the S.S. Philadelphia, arriving in New York City. He quickly found a job with the USDA and made his way to Santa Ana, California, where he worked in the Plant Introduction

20 | Official Publication of The Ohio Landscape Association

Station. In 1908, he applied for U.S. citizenship, adopting the “less immigrant name” of Frank Meyer.

Meyer’s explorative spirit quickly earned him a position which allowed him to travel to China to discover plants of economic value to the U.S. His first voyage was focused on finding crops suitable for dryer conditions, like those found in the central states. After landing in Peking (now Beijing), this expedition would last two and a half years, as he traveled north to “Manchuria” (NE China), south to Korea, and then back north, into Mongolia and Siberia. continued on page 22

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PL ANT OF TH E M ON TH

continued from page 20 Along this route, Meyer was lead through the Amur River watershed – the 10th largest in the world – which you may recognize as the namesake of plants such as Amur Maple and Amur Honeysuckle. He sent back Shantung Maple (Acer truncatum), which has some of the best fall color you can add to your garden, as well as a columnar Juniper (Juniperus chinensis ‘Columnaris’). He also discovered a beautiful shrub in a garden near Beijing, which we plant all the time today, now known as Syringa meyeri (Meyer Lilac) – we exclusively plant the modern cultivar ‘Palibin’.

By voyages end, Meyer had sent back Scion Wood and seeds from over 2,500 plants, including Pistachio (Pistacia chinensis) and the first commercially-viable soybean, which was hybridized at the Arlington Farm Experiment Station in Virginia – now the site of the Pentagon. At the time, Americans had no idea how valuable the soybean could be, but he interacted with locals to learn of such culinary offering as soy milk, tofu, furu (fermented tofu), and soy sauce. Colleagues at the USDA were skeptical of the value of this plant – now a $4.5 billion industry and Meyer noted, “...it will take some time for the white races to acquire the taste of the very large majority of these products.”

22 | Official Publication of The Ohio Landscape Association

Artisitic renderring of Frank Meyer via Tastecooking.com

Other Meyer-inspired culinary additions include most of the peaches we eat today, as well as a much larger version of our native Persimmon (Diospyrus virginiana), known as Diospyrus kaki.

He also discovered a small, potted lemon tree at the doorstop of a farmer’s house which was loaded with large lemons. The local village’s farmers had crossed three citrus species (Citron, x mandarin, and x pomelo) to create a less acidic, sweeter lemon that Meyer knew would be of culinary value. Today, we call this plant Citrus x meyeri, or the Meyer Lemon.

In 1909, Meyer set off on a second voyage, traveling by way of Europe through Crimea into (modern day) Azerbaijan, Northern Iran, and on to Turkmenistan, Kazakhstan, and “Turkestan” (Xinjiang Provence/Western China) collecting many specimens of Parrotia persica and Parrotia subaequalis.

He ran into political unrest though and was forced back to the Volga River, then to St. Petersburg, eventually returning to the U.S. on the RMS Mauretania, one day after the Titanic sank in April 1912.

On his third trip, Meyer’s was tasked with determining if Chestnut Blight (Cryphonectria parasitica) was of Asian

origin. He discovered that, indeed, this fungus was of East Asian origin, but to no avail. By 1940 the disease had nearly wiped out our native Chestnuts (Castanea dentata.). He then continued to travel, mostly southwest to Tibet and back collecting more plants and seeds along the way.

On his fourth and final trip, Meyer’s was asked to find Fireblight (bacteria, Erwinia amylovora) resistant pears. Unfortunately for us, he found this Pyrus calleryana. He had traveled up the Yangtze River, in late 1916, in search of this pear, eventually sending back over 5,000 pounds of fruit from the trees.

Again, Meyer found himself in the midst of political unrest and spent the first part of 1917 hunkered down in Yichang, China, until he could return to get his collection and continue exploring. In June of 1918, he returned to Shanghai – via the Yangtze River – on a Japanese riverboat named Feng Yang Maru.

On June 1st, he was last seen leaving his cabin at 11:20 PM. His body was found by a Chinese sailor five days later. There is no record of how he fell off the boat, with much speculation that it was an assassination carried out by people who did not want Chinese plants being exploited by Westerners.

A second theory of Meyer’s assassination is that, on his last trip, he was asked to collect 100 pounds of poppy seeds to make morphine for U.S. forces heading into World War I. He wrote back, noting that poppy cultivation was a serious offense in China, where farmers were beheaded for growing it. Chinese soldiers had already accused Meyer of being an opium smuggler and – perhaps – decided to take matters into their own hands.

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As we wrap up our year of sharing great Western Plant Explorers, we hope you found these to be interesting stories of people who risked their lives to bring us some of the best ornamental (and food) crops used by us, to this day. We love a good story behind a plant and we hope you share these with your clients, as it just helps to increase their appreciation for what it takes to get that beautiful plant into their landscape.

Jim Funai, PhD, is full-time faculty at Cuyahoga Community College, a NALP accredited associate of applied science in hoticulture degree program. He has a PhD in Landscape Engineering and Forestry and is a Licensed Arborist. Shelley Funai is Grounds Manager at Stan Hywett Hall and Gardens in Akron, Ohio, which offers a historic estate designed by Warren H. Manning and a beautiful manor house

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The Growing Concern | December 2022 | 23

FEATURE ARTI CLE

How To Sell A Lawn Care Or Landscaping Business With a lot of hard work and commitment, you’ve built a lawn care business from the ground up. Although your business is thriving and profitable, you’ve decided it’s time to sell. Selling a landscaping business can be quite lucrative, and it’s often easier than you may think. Here’s everything you need to know about how to sell a landscaping business:

WHY SELL YOUR BUSINESS? Creating your business wasn’t easy. You put a lot of time and effort into building a successful company. But, for many owners, letting go of the business is harder than creating it. However, keep in mind that selling your business does require some prep time. You’ll want to take a month or two to prepare your business before putting in on the market. Proper preparation makes the sale easier – and more financially lucrative.

Generally, business owners want to sell when they’re ready to retire and have no heirs interested in inheriting the business.

Additionally, they might want to sell their business if they need a large infusion of cash. Even if your business is profitable, you might find yourself in a situation where you need cash in hand.

Selling your business allows you to turn its value into real money you can use however you like.

Finally, you might want to sell your business if it’s performing poorly. If you’re unable to attract the clients you need to grow the business, it might make more financial sense to sell as soon as possible.

HOW TO PREPARE TO SELL YOUR BUSINESS Proper preparation is key to a successful sale. Your business should be a turnkey operation. That means it’s entirely ready for the new owner to use right away. Here are the initial steps to take before selling your business: Minimize Outstanding Account Balances You want as few outstanding invoices as possible. Potential buyers will be reluctant to buy your business if it has a long cash flow cycle. Clear up your accounts receivable as much as possible to increase your company’s total working capital. continued on page 26

24 | Official Publication of The Ohio Landscape Association

The Growing Concern | December 2022 | 25

F EATURE ARTI CLE

continued from page 24 Avoid Customer Concentration You want a diverse customer base. If the vast majority of your revenue originates from only a handful of customers, potential buyers will be wary about future profits, especially if many of your customers have a personal relationship with you.

Instead, diversify your customer base as much as possible.

While some existing customers might drop off with new ownership, having a large base helps reassure a potential buyer that your business will remain profitable in the future.

Focus on Commercial Clients Commercial clients are often the biggest moneymakers for a lawn care business. While you want residential clients in your company’s portfolio, make sure you have a robust assortment of commercial clients, too.

Keep Your Equipment Well-Maintained Make sure all your company’s gear is in tip-top shape. A new owner doesn’t want to replace outdated equipment. Although purchasing new equipment right before you sell your business might seem counterintuitive, doing so often makes your business easier to sell.

Establish Proper Documentation for Your Workers The landscaping industry attracts a variety of undocumented

26 | Official Publication of The Ohio Landscape Association

workers. Some potential buyers might not care if you have undocumented workers on your team, while others will.

Generally, if all of your workers are documented, you’ll have an easier time selling your business.

Encourage Long-Term Contracts Your business will appear more attractive to buyers if you have orders from customers already in place. Encourage customers to commit to long-term contracts. Potential buyers want reassurances your existing customers are unlikely to cancel service when you sell the business.

HOW TO MARKET YOUR BUSINESS FOR SALE Once you decide to sell, you need to get the word out. In many ways, marketing your business to sell it is similar to the marketing you’re already doing to attract customers, only with a slightly different focus. When marketing your lawn care business for sale, emphasize all the elements that make your business unique. The barrier to creating a landscaping business is fairly low. If someone is in the financial position to buy your business, they’re also capable of starting their own from scratch.

So, what is it about your company that’s the most difficult to replicate? The answer is also your main selling point. Generally, you’ll want to emphasize three components: Customers, Services, and Staff.

CERTIFICATIONS OFFERED CERTIFICATIONS CERTIFICATIONS OFFERED OFFERED Discover what a game-changer certification can be for your team and your business! Empower your team and give them the subject-matter expertise clients demand. Customers look for certifications as a way to validate your company’s skills and expertise.

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Discover what a game-changer certification can be • Rise above competition in the bidding process for your team and your business!

Empower your team • Demonstrate superior knowledge, dedication and professionalism them subject-matter expertisetoclients • Ensures that youand are give providing thethe best knowledge and expertise clients demand. what Customers look for certifications a way Discover a game-changer certificationas can be Discover what a game-changer certification can be to validate your company’s skills and expertise. for your team and your business! Empower your team for your team and your business!

Empower your and give them the subject-matter expertise clientsteam and give them the subject-matter expertiseasclients demand.

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Landscape FOCUS ONTechnician THE CORE PILLARS OF YOUR Customers Generally, the biggest moneymakers for a landscaping service FOCUS ON THE CORE PILLARS OF YOUR Your existing customer base is one of your biggest assets.

AfterTHESE are regular services provided to commercial clients.8/25/22 Emphasize BUSINESS WITH CERTIFICATIONS NALP 2022 Landscape Industry Certified Full Page Color Ad.indd 1 10:58 AM Business Manager WITH CERTIFICATIONS all, any new lawn care company willBUSINESS have to develop theirTHESE these profit leaders when marketing your business for sale.

Technician own client roster, a process that can Landscape take years.

Ideally, your THE BENEFITS OF CERTIFICATION Landscape Technician customer base will consist mainly ofBusiness repeat customers who Staff • Rise aboveManager competition in the bidding process Business Manager pre-pay and are committed to long-term contracts, superior as that’sknowledge, Finally, dedication potential buyers are often far more interested in • Demonstrate and professionalism the type of base most attractive to buyers. people than equipment.

After all, replacing equipment isn’t • Ensures that you areOF providing the best knowledge and expertise to clients THE BENEFITS CERTIFICATION THE BENEFITS OF CERTIFICATION particularly difficult, but replacing experienced employees is • Rise above competition in the bidding process Additionally, you’ve already done all• the logistical legwork. huge hassle.

Rise above competition in athe bidding process • Demonstrate superior knowledge, dedication and professionalism When someone buys your business, ••they’re not just getting Demonstrate superior knowledge, and professionalism Ensures that you are providing the dedication best knowledge and expertise to clients that you are providing the bestbuyers knowledge andwant expertise to clients your customers; they’re also getting •aEnsures ready-to-go dispatch Prospective typically assurances that most of your system that maximizes efficiency. existing employees plan to stay on-board after the sale. A longterm management team is a major selling point.

LANDSCAPEPROFESSIONALS.ORG/CERTIFICATION Services The services you provide are another selling point. Most You might find advice suggesting you require all your lawn care organizations provide a variety of general services. employees to sign non-compete agreements. However, nonNALP 2022 Landscape Industry Certified Full Page Color Ad.indd 1 8/25/22 10:58 AM LANDSCAPEPROFESSIONALS.ORG/CERTIFICATION While there’s nothing wrong with the basics, you also want compete agreements are generally more trouble than they’re LANDSCAPEPROFESSIONALS.ORG/CERTIFICATION to emphasize any specialized services you offer. worth. First, it’s difficult, legally, to prevent an employee from working in landscaping entirely. Also, restrictive non-compete NALP 2022 Landscape Industry Certified Full Page Color Ad.indd 1 8/25/22 10:58 AM Potential buyers also want a 1variety of off-season agreements often discourage qualified employees from NALP 2022 Landscape Industry Certified Full Pageto Colorsee Ad.indd 8/25/22wanting 10:58 AM services. It’s far easier for a new owner to earn a profit if to work with you in the first place. the business doesn’t have to shut down entirely during the NEGOTIATE WITH POTENTIAL BUYERS winter months. A lawn care company that also offers snow You’ve prepared your landscape business for sale and marketed removal services during part of the year often appeals to it successfully. Now you’ve made contact with a potential potential buyers. buyer. But you’re not over the finish line yet! The next step is to

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LEARN LEARN MORE MORE AND AND GET GET STARTED: STARTED:

continued on page 28 The Growing Concern | December 2022 | 27

F EATURE ARTI CLE continued from page 27 negotiate with the buyer to get the best deal possible.

First, don’t be afraid to walk away. If you’ve attracted one potential buyer, you can almost certainly attract more. If the deal doesn’t seem like a good fit, feel free to wait until you have an offer you’re more comfortable with.

Also, keep your emotions in check as much as possible. Selling your beloved company can stir up many mixed feelings. Don’t reject a solid offer by looking at your business through rosecolored glasses. It’s often helpful to hire an impartial expert, like an attorney, to negotiate on your behalf.

THE BENEFITS OF BUYING A COMPANY Don’t lose sight of why someone might want to buy your business. Keeping the benefits in mind can help you remain confident during any frustrating parts of the sale. First, landscaping is consistently popular. According to a survey from the National Association of Landscape Professionals, 44% of all U.S. adults with lawns hire a professional to maintain them. That’s just a little under half of all lawns. A lawn care business has the potential to generate steady profits for a long time.

Another benefit of buying an existing landscaping company is the opportunity for acquisition. Don’t be surprised if a competitor expresses interest in buying your business. They can expand their operation either by folding your company into theirs or operating the new company under the existing name.

HOW TO MAKE IT SO ANYONE CAN RUN YOUR BUSINESS If a competitor or other lawn care professional buys your business, they’ll likely have their preferences for how to run it.

However, lawn care doesn’t have a high technical barrier to entry.

Many prospective buyers might not have a ton of experience in the industry. You can appeal to these buyers by making your business as easy as possible to run.

We touched on this earlier when describing your business as a turnkey operation. The new owner should be able to run your business with minimal fuss from the first day. Understandably, this idea can feel insulting. You created the business. Its success is the result of your expertise and experience.

Unfortunately, your knowledge and skills don’t have a dollar amount you can put on the sale price. Instead, you’ll want to set up your business so your departure has a minimal impact on day-to-day operations.

An experienced management team helps make the new owner’s life easy. Empower team leaders to make decisions and implement ideas. Of course, this doesn’t happen overnight.

Turn responsibilities over to your team gradually during the life of your business.

Also, document your processes. Explain the rationale behind your decisions, such as pricing, wages, scheduling, and more.

Understanding what hasn’t worked in the past is often valuable information for the new owner.

FINAL THOUGHTS Building a successful business is an amazing accomplishment.

However, there’s often a time to let go and sell. When preparing your landscaping business for sale, follow the steps above to maximize your profits and leave your business in the hands of someone who will make you proud.

This article first appeared on Workwave’s Landscape Industry blog, located at www.insights.workwave.com. based in Holmdel, New Jersey, Workwave is the leader in cloudbased field service and fleet management solutions for companies with a mobile workforce.

28 | Official Publication of The Ohio Landscape Association

Entries for this year’s Landscape Ohio!

Awards Program are now being accepted.

Help us celebrate your company’s great projects & the 26th Anniversary of the Landscape Ohio! Awards Program. We’re hoping to have record participation this year and NOW is the time to show off your awardworthy projects for consideration The deadline for entries is Friday, December 16, 2022. As always, winning projects will be featured in Landscape Ohio! Magazine, a supplement to Ohio Magazine and Cleveland Magazine.

For full details and tips on how to enter, visit www.ohiolandscapers.org/awards-program.r call 440.

D I RECTI ON S

MILESTONES It is that time of year again! With the holidays upon us, the OLA would like to thank all of our members for their continued dedication to the industry and our organization. At our annual meeting on November 17, 2022, we applauded members celebrating significant membership milestones. Additionally, the annual meeting is also when we announce the results of the election of board members who will serve in 2023.

Congratulations to all!

45-Year Member

20-Year Members

10-Year Members

Bedford Glens Garden Center

Designing With Nature Executive Landscaping, Inc. Greenkeepers Lawn Service & Landscaping Inc JTS Landscaping Minute Men OhioComp O’Reilly Equipment Rice’s Landscapes Redefined Smith Bros., Inc. Spencer Services, Inc. Tucker Landscaping, Inc. Wolf Creek Company

Baldwin Wallace University C & S Lawn Service and Landscape, Inc. Cenweld Corporation CK Stonescapes, LLC Clutch Landscaping & Snowplowing, Inc. College of Wooster Empaco Equipment Corporation Fairlawn Medina Landscape Supply Ground Works Land Design, LLC JC Lawncare, LLC Lakewood Lawncare, Inc. MVP Snow n’ Lawn Site Design Pros, LLC Ventrac Wolfscape, Inc.

40-Year Members Three-Z-Supply Working With Nature, Inc.

35-Year Members Bobbie’s Green Thumb Hemlock Landscapes, Inc. Klyn Nurseries, Inc. Second Nature Landscaping, Inc. Unilock Ohio, Inc. Yard Smart, Inc.

15-Year Members 30-Year Members Cahoon Nursery & Garden Center Don Mould’s Plantation, Inc. Eberhardt Landscaping & Lawn Service, Inc. Land Creations Landscaping, Inc. Medina Turf Farms, Inc. Modern Landscaping and Design, Inc. North Coast Perennials, Inc. Radick’s Landscaping, Inc.

25-Year Members AQUA DOC Lake & Pond Management Davis Tree Farm & Nursery, Inc. Hortica Sitework Developing, Inc. Southwest Landscape Management, Inc. Van Ness Stone, Inc.

A New Image Landscape, Inc. Acme Fence and Lumber APL Landscaping, LLC Chapin Landscapes Classico Landscapes, Inc. Landscape Design Associates, Inc. Miller Landscapes of Westerville, LLC Mumm Landscape Services, LLC Oakridge Landscaping Co. Power Equipment Distributors, Inc. Sajovie Brothers Landscaping, Inc. The University of Akron

30 | Official Publication of The Ohio Landscape Association

5-Year Members A & A Hydraulic & Equipment Ariens Company Blossom Earthworks & Design, LLC Buyansky Outdoor Supply Dave Demore Nursery Sales HLM Property Management J.F. Krizman Landscape/Meadow Beauty KTS Equipment, Inc. Mark’s Pro Services, LLC Nessley’s Lawn Care LLC Quality Yard and Home Maintenance Rush Truck Centers of Ohio Winter Equipment Yard Barbers, Inc. Young Truck Sales, Inc.

ADVERTI SI N G I N D E X

Additionally, we announced the results of the election of the 2023 board. The new board will be comprised of:

19

A-1 Power Equipment

19

Abraxus / Royalton Landscape Supply

9

Acme Fence & Lumber

2

Botson Insurance Group, Inc.

28

Buckeye Stone Works, LLC

9

Davis Tree Farm & Nursery, Inc.

32

Ditch Witch Mid States

15

Frank Brothers Landscape Supply

25

Kurtz Bros., Inc.

13

Lakeside Sand & Gravel

6

MRLM Landscape Materials / JTO, Inc.

15

O’Reilly Equipment

21

Premier Plant Solutions

13

Sohar’s / RCPW, Inc.

23

Valley City Supply

17

VanCuren Tree Services, Inc.

11

Zoresco Equipment Company

2023 OFFICERS

President - Stephanie Gray, LIC, BrightView Landscape Services President-Elect - Cameron Maneri, Wolf Creek Company Treasurer - Ryan Drake, J.F.D. Landscapes Corporate Secretary/Exec. Director - Sandy Munley, OLA Immediate Past President - Brian Maurer, LIC, Brian-Kyles

2023 DIRECTORS

Brandon Barker, J. Barker Landscaping Company Tina Graver, LIC, Bartlett Tree Experts Matt Malone, Kurtz Bros., Inc. Tim McCaskey, McCaskey Landscape & Design Bob Ramser, LIC, Turfscape Kate Stone, OCNT, Yard Smart Landscaping, Inc.

Congratulations to our officers and directors! I am looking forward to working with each of you in the coming year.

If you are interested in being more involved with OLA, we will be holding committee meetings prior to the commencement of our evening meeting on February 15th, 2023. If you would like to join a committee, please contact me so that we can talk about committees and find one suited to your interests.

You can call me at 440-717-0002 or send an email to sandy@ ohiolandscapers.org.

Happy Holidays to you and your families!

The Growing Concern | December 2022 | 31

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