The Growing Concern October 2021

Growing Concern

The

O CTO B ER 2 0 2 1

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

Central Ohio Landscape Facility Tour October 12, 2021 / Yard Solutions (Groveport, OH) / PAGE 24

OLA Annual Meeting: Strategies to Accelerate Revenue November 18, 2021 / St. Michael’s Woodside (Broadview Heights, OH) / PAGE 7

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PR ES I DEN T’S COLUM N

THE NEXT GENERATION OF LEADERS NEEDED, NOW!

JAMES FUNAI, PhD

Cuyahoga Community College

If you’re an owner, or in upper management at your company… take this article, make copies, and hand it to everyone under 40 on your crews, because I’m talking to them today!

Back in the early 2000s, I was relatively new to the OLA. The company I worked for was heavily vested in the organization, so they would send me to clinics and meetings whenever it made sense. At the time, being in my younger 20s, I felt like a little kid next to most of our members. Most seemed to have been in the industry and a part of the organization forever, and they all knew each other. To that end, I would huddle in a corner with a few of my co-workers, doing my best to remain invisible.

What I share with you today, I share in hopes that you move a little faster than I did when it comes to getting involved with YOUR association. As an educator, I want you to realize your full potential. As OLA President, I want to tap into your expertise and experiences to help make this a better organization for everyone!

Looking back, I let my shyness and the feeling I had nothing to contribute get in the way of me furthering my career and my ability to give back to the industry – and association – that I was now a part of.

What I didn’t realize in my 20s, which I understand almost alltoo-well now, is that many of us allow ourselves to fall captive to a “mental prison” based on our age. What I mean by this is, we tend to build our realities based on our perception of “how things are” for the people who are most like us. Age is just one of those factors.

It wasn’t until my early 30s that I began to step up. I volunteered a little here, spoke up a little there... I was finding my footing.

And then, in my mid 30s, I jumped in headfirst. Eventually, I was asked to take a spot on the Board of Directors, and now – at the age of 42 – I’m serving as the organization’s president.

The trouble with this is, when our perceptions begin to balloon because we’ve surrounded ourselves with a bunch of like-minded/similar individuals, we tend to close ourselves off to alternate realities. For example, if I sit in a board meeting and say, “Americans don’t want to work these days,” and the continued on page 6 The Growing Concern | October 2021 | 3

TAB LE OF CON TEN TS O C T O B E R 2 0 2 1 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. REGULAR WRITERS Michael J. Donnellan, King Financial, Inc. Dr. Jim Funai, PhD., Cuyahoga Community College Shelley Funai, Stan Hywet Hall and Gardens Sandy Munley, Ohio Landscape Association Bobbie Schwartz, FAPLD, Bobbie’s Green Thumb COVER: Landscape Ohio! Merit Award winner, The Bremec Group, for their entry in the category of Landscape Lighting.

FEATURES

3 5 8 12 16 20 26 30 34 35

PRESIDENT’S COLUMN

The Next Generation of Leaders is Needed, Now!

NEW MEMBERS PERENNIAL FOCUS

Eragrostis spectabilis: Purple Love Grass

FISCAL FITNESS

Settling Your Spouse’s Estate

ADVERTISING INFORMATION Submission deadline: 10th of the month, prior to the month of publication. For advertising rates and ad specs, please call 440.717.0002, 1.800.335.6521, or email Rick Doll Jr. at rick@ohiolandscapers.org.

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 James Funai, PhD

OLA STAFF Executive Director Sandy Munley

PLANT OF THE MONTH

President – Elect Brian Maurer, LIC

Communications & Events Manager Rick Doll, Jr.

Operating Leaf Blowers Safely Euonymus Americanus & E. Atropurpueurs: Strawberry Bush & Eastern Wahoo

FEATURE ARTICLE

What to Do When a Customer Says, “Your Prices Are Too High.”

FEATURE ARTICLE

Pricing Models for Snow Removal Services

DIRECTIONS ADVERTISING INDEX

4 | Official Publication of The Ohio Landscape Association

Treasurer Stephanie Gray, LIC Immediate Past President Domenic Lauria DIRECTORS Brandon Barker Keith Clapper Ryan Drake Cameron Maneri Rob Morel Jeff Rupp, LIC

C AL ENDAR OF EVEN TS UPCO M I N G OLA MEETINGS , EDUC AT I ON SE MI N A R S, A N D OT H E R G R E E N I N D UST R Y EV ENT S

OCTOBER

DECEMBER cont...

OCTOBER 7 PLANT HEALTHCARE DAY

DECEMBER 16 STONE VENEER CLINIC (NE Ohio)

This full-day workshop combines all aspects of Plant Health Care (PHC) for both technicians and managers, with live demonstrations of PHC techniques and services based on the principles of Integrated Pest Management (IPM) and proactive tree care management. Held on the grounds of Secrest Arboretum, located in Wooster, OH. (Capacity Limited)

This hands-on clinic will teach the basics of mixing mortar, installing and grouting stone veneer. The techniques you will learn can be applied to both manufactured and natural stone. The demand for veneers has increased and this is a great opportunity to learn how to apply it in house. Sponsored and hosted by Valley City Supply in Valley City, OH. See page 25 for more information. (Capacity Limited)

OCTOBER 12 CENTRAL OHIO FACILITY TOUR (Yard Solutions) Established in 1990, Yard Solutions is an organization with a strong set of values and is dedicated to providing outdoor environments that enrich people’s lives. They are committed to employee development and the customer experience. Join us as we tour Yard Solutions’ facility, located in Groveport, OH. See page 24 for more information. (Capacity Limited)

NOVEMBER NOVEMBER 18 OLA ANNUAL MEETING (NE OHIO) Heidi Szeltner, Outreach Manager for Cuyahoga Community College and their Goldman Sachs 10,000 Small Businesses Partnership will discuss Growth Strategies to help accelerate revenue. Held at St. Michael’s Woodside.

See page 7 for more information.

DECEMBER DECEMBER 7 DORMANT PRUNING (Central Ohio) Dormant Pruning of landscape plants is a half-day, handson clinic and a timely training opportunity for you and your crews to learn the proper pruning techniques. Held at Premier Plant Services in Hilliard, Ohio.

See page 32 for more information. (Capacity Limited)

DECEMBER 9 DORMANT PRUNING (NE Ohio) Dormant Pruning of landscape plants is a half-day, handson clinic and a timely training opportunity for you and your crews to learn the proper pruning techniques. Held at Willoway Nurseries in Avon, Ohio.

See page 32 for more information. (Capacity Limited)

DECEMBER 17 25th ANNUAL LANDSCAPE OHIO! AWARDS DEADLINE Now is the time to start prepping your entries for this year’s awards program, as the entry deadline is fast approaching. For more information on how to enter, including rules and entry forms, visit www.ohiolandscapers.org/awards-program

JANUARY 2022 JANUARY 20, 2022 OLA MEETING Jarrett Herold / CEO of Electric Sheep Held at St. Michael’s Woodside. Sponsorship opportunities still available. For more info call the OLA Office at 440.717.0002.

Registration will open in Fall of 2021.

COMING IN 2022 (Tentative) JANUARY: Design Clinic / Sketch Up FEBRUARY: CPR Training MARCH: Foreman Training / NE & Central Ohio MARCH: NE Ohio Evening Meeting

OLA’s NEW MEMBERS

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

REGULAR MEMBERS

ASSOCIATE MEMBERS

Emerald Green Pro 5492 Sierra Drive Westerville, OH 43082 Vic Schroeder (937) 265-5580

Omega GPS Tracking PO Box 796 Aurora, OH 44202 Rachel Hays (216) 780-8499

The Growing Concern | October 2021 | 5

PR ES IDEN T’S COLUM N continued from page 3 board perceives the same “truth,” then we as a board will make decisions and take actions based on our shared (but distorted and unchecked) reality. This is just one of many examples of why YOUR VOICE is so important!

The highest level of functionality in our leadership will come when someone hears a statement similar to the example, stands up, and voices their difference of perception. They may say, “ALL Americans? Or just the pool you keep trying to tap into?” Challenging our ideas and perceptions is the absolute best thing we can do to grow this organization.

So, how do we begin to challenge the current ideas? It’s actually quite simple. We diversify the organization and its leadership.

The lowest form of diversity we have in our leadership, currently, is that it is mostly made up of company owners and/or high-level managers. Naturally, this occurs because they have the most time to allocate, as well as the experience to lead, which are both great traits. However, if leadership only consists of similar individuals in similar roles it becomes an echo chamber and will not grow.

That said, we need to diversify by encouraging crew members, crew leaders, office staff, etc. to step up and join in the conversations. We also need to diversify by gender, as while we used to be a male dominated industry, that is (thankfully) rapidly changing.

We also need to diversify by race, religion, orientation, you name it. We need different ideas and views to grow. We MAY even benefit from finding people who don’t understand that Yucca is the dumbest plant possible in our landscapes – if such a person exists!

What I am asking today, as you read this, is that you find the courage to step up and call or email Sandy, or Rick, at the OLA office and ask how you can start to make a difference. Your opinion is needed. Your vision of what this industry can be is needed. YOU are needed. We need members who can challenge the “way things are” to find a path to the way things should be.

We currently are not a very diverse (in all senses of the word) industry. Will you help lead us to a better green industry for tomorrow?

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FORE F EATUR

EVENT INFORMATION

DATE & LOCATION NOVEMBER 18, 2021 ST. MICHAEL’S WOODSIDE 5025 EAST MILL ROAD BROADVIEW HEIGHTS, OH AGENDA REGISTRATION / NETWORKING FOOD / CASH BAR 6:00 PM TO 7:00 PM OLA ANNUAL MEETING 7:00 PM TO 7:30 PM PROGRAM 7:30 PM TO 9:00 PM

SAR AFETY T IC L ESAKE

OLA MEETINGS SERIES

OLA ANNUAL MEETING

Growth Strategies to Accelerate Revenue To create a high growth company business owners need the mindset, tools, and resources iconic CEOs use every day to take their corporations to the next level.

Achieving high growth is a choice. Once the decision is made a new set of skills, focus and discipline are required to deliver and sustain high growth.

In addition to our Annual Business Meeting, Heidi Szeltner, Outreach Manager for Cuyahoga Community College and their Goldman Sachs 10,000 Small Businesses Partnership will discuss how small business owners can identify their most pressing barriers to growth within their businesses. She will be joined by Rhoni Thompson, CEO of R.L. Cole Enterprise and a Green Industry Business Owner (TBD).

You’ll come away with practical hands-on action steps, new tools and resources, and a plan to put into motion that will effect change immediately in your organization.

COST TO ATTEND MEMBERS: NO CHARGE NON MEMBERS: $30

Heidi and her guests will discuss: • The mindset that might be holding your company back.

• Why different perspectives are necessary.

• How to ensure that you are keeping your best employees.

• How to ask your accountant the right questions.

• Why negotiation is key.

REGISTER TO ATTEND BY NOVEMBER 11, 2021

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Heidi Szeltner is the Outreach Manager for the Goldman Sachs 10,000 Small Business program at Cuyahoga Community College (Tri-C®). She recruits small business owners that strive to grow their business, create jobs, and provide economic opportunity in Northeast Ohio. The Goldman Sachs 10KSB curriculum focuses on practical skills that business owners can immediately put into action within their company. Over the course of the program, owners gain the skills needed to recognize new opportunities, embrace practices that increase business growth, and ultimately develop a customized growth plan for their business Prior to joining Tri-C, Heidi worked at Cleveland State University managing the CFO’s office and the Supplier Diversity Initiative for the University. Prior to working in higher education, Heidi worked in business development in the insurance industry, as well as a marketing specialist in the non-profit sector. She is a two-time alumna of Cleveland State University, having received her Master’s degree in CSU’s Diversity Management Program, as well as her Bachelor of Business Administration degree in Marketing.

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SPONSORSHIP OPPORTUNITIES FOR THIS YEAR’S MEETING SCHEDULE ARE STILL AVAILABLE. CALL 440.717.0002 FOR MORE INFORMATION.

REGISTER ONLINE AT OHIOLANDSCAPERS.ORG/MEETINGS

PEREN N I AL FOCUS

BOBBIE SCHWARTZ, FAPLD Bobbie’s Green Thumb

Eragrostis spectabilis in bloom.

ERAGROSTIS SPECTABILIS

PURPLE LOVE GRASS

Eragrostis spectabilis is a sorely underused ornamental grass.

Native to the U.S. and Canada, it can perform as part of a matrix in a meadow or prairie planting, but also works well in a perennial garden to provide textural contrast, as long as it is in full sun. Although very drought tolerant (once established), it is quite adaptable to moister sites, as long as the soil is well-drained.

delicate inflorescence create an airy, halo effect above the loosely mounding, bluish-green foliage which is usually about a foot high and wide. The inflorescence reaches roughly another foot high, but is see-through. As the seeds mature in October, the inflorescence usually detaches from the plant and blows along the ground like a tumbleweed, distributing seed as it goes. You can prevent seeding by pruning the inflorescence at that time.

Eragrostis spectabilis is a dense clumper that is rhizomatous.

When blooming (late summer and fall), the pinkish-purple,

The toughness of this grass is demonstrated by its resiliency in pavement edges and in parking lots. It is both salt and continued on page 10

8 | Official Publication of The Ohio Landscape Association

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continued from page 8 deer tolerant, as well as drought tolerant. Happily, it can also be grown near Black Walnut Trees. It would be quite useful in controlling soil erosion, or as a tall lawn substitute.

Amazingly, this grass is also used in rain gardens, usually at the top or on a slope. In 2015, while on a PPA tour of gardens near Annapolis, I visited several gardens on properties abutting the Severn River, which drains into the Chesapeake Bay. Construction regulations specified the need for drainage intervention, since the area tends to flood periodically.

Large beds between the houses and the river were designed with grasses and perennials that could withstand very wet conditions, as well as very dry ones. Eragrostis spectabilis was used on all of the sites we saw.

heavy clay soil found in Cuyahoga County, so we amended it heavily with Turface MVP. The Eragrostis is thriving and looks spectacular in late summer, when both it and the Verbena bonariensis – with which it is interplanted – are in bloom.

Purple Love Grass has so many attributes that I’m sure you will now start including it in your 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 is a Past President of the Association of Professional

I’m not sure why Eragrostis is described as short-lived, but I suspect that it is only short-lived where the drainage is not good. I included it in a suburban Cleveland xeriscape that was installed in the spring of 2020. The site had the usual

10 | Official Publication of The Ohio Landscape Association

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The Growing Concern | October 2021 | 11

F I SCAL FI TN ESS

MICHAEL J. DONNELLAN M3 Wealth Management

SETTLING YOUR SPOUSE’S ESTATE Settling an estate takes time and patience. For many families, it may be two years before the entire estate is settled completely. If you are the surviving spouse and executor of the estate, it’s important to prepare for the time this process takes.

WILL VERSUS TRUST

GETTING STARTED ON ESTATE MANAGEMENT

Many families have a will because they’re quite simple to set up. If you’re the executor of a will, it controls how you’ll distribute assets. A will must first go through probate court, which is a legal process formally appointing you as executor to administer the deceased’s estate.

Organize important information. Collect documents such as life insurance policies, birth certificates, military discharge papers, marriage certificates and real estate titles. Gather financial records such as bank, brokerage and retirement account statements. Also collect any documents stored in a safety deposit box or personal safe.

A revocable trust is similar to a will in that it guides you in how to distribute assets, but it skips the probate process. Clients with larger and more complex estates with multiple properties in different states often choose revocable trusts, for privacy and probate avoidance.

While trusts don’t require court oversight, as the trustee, you do have a fiduciary duty to administer the assets listed in the trust as specified in the document.

12 | Official Publication of The Ohio Landscape Association

Get help. Engage a team of professionals to help you. A lawyer can help with probate court and getting the estate tax ID or EIN number established for the trust.

Contact affected parties. Notify financial institutions, government agencies and billing companies (like utilities) about the death. This will help you manage and close continued on page 14 accounts as appropriate.

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continued from page 12 Collect assets. You’re responsible for managing those assets as guided by the wishes listed in the will or trust until distribution.

Distribute assets. Emotions often escalate when it’s time to distribute property, especially in larger families. For assets not specifically identified in the trust or will, it’s a good idea to have all family members agree on the system used to distribute assets. It could be simple, like drawing a name out of a hat for items one at a time, and then reversing the order when finished, or providing all family members with numbered cards they can attach to household items prioritizing their interests. Everyone agreeing on a system helps move the process forward.

Request documentation. Ask for plenty of original death certificates from the funeral home or county where the person passed away to assist with anything requiring a title change. It takes time and money to get them later, slowing the process.

Pay estate taxes and expenses. If your spouse was retired and paying estimated taxes on a quarterly basis, as executor of the estate you’ll now be responsible for managing those payments up until date of death.

14 | Official Publication of The Ohio Landscape Association

Determine step-up value, if applicable. Assets in the estate may benefit from a step-up value. If securities or real estate are in your spouse’s name, you have two options to set a new valuation for those items: the date of death, or an alternative valuation date of six months after the date of death. Keep in mind, if the market values change significantly between the two dates, it may affect the value of the asset and possibly estate taxes. Work with your attorney and CPA to determine the best plan for the estate.

Understand your obligation to the estate. You have a fiduciary duty to follow the word of the will or trust. Relatives may not agree with decisions you make, and legal action is a possibility. Negotiation and mediation are two ways to help family members reach an agreement.

Consider using professionals. Establishing and managing a trust can be very complex. You may want to consider partnering with a seasoned, professional trustee who has the experience and resources necessary to handle the details and requirements of trust administration, as well as the objectivity to make impartial decisions.

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F OR SAFETY SAK E

OPERATING LEAF BLOWERS SAFELY Leaf blowers are extremely useful in our industry. They allow us to clean leaves, grass clippings and small debris from driveways, sidewalks, patios, parking lots, and other areas five times faster than using a rake or broom. While they might not seem dangerous, leaf blowers can turn rocks, sticks, mulch, glass shards and other debris into projectiles that can cause cuts and eye injuries.

Leaf blowers can also damage your hearing and cause ergonomic injuries, electric shocks, and respiratory hazards if you don’t operate them correctly and take safety precautions.

The most common safety-related mistakes people make when operating leaf blowers are failing to wear the personal protective equipment they need, not paying attention, and using leaf blowers for unintended purposes.

THINGS YOU SHOULD NOT DO WITH A LEAF BLOWER • Spread or mist fertilizers, chemicals, or any toxic substance.

• Move dusty materials.

• Clean up large amounts of gravel, dust, construction dirt, plaster, cement, or dry topsoil.

• Indoors or in a poorly ventilated area.

• From a ladder, rooftop, tree, or other unstable surface.

16 | Official Publication of The Ohio Landscape Association

WHAT PPE YOU SHOULD WEAR • Pants and long sleeves, hearing protection (ear plugs or earmuffs), goggles or a face shield, heavy-duty work gloves, sturdy work boots with non-slip soles, and a respirator or dust mask (if you are working in dusty conditions).

WHAT TO DO PRIOR TO BEGINNING WORK • Inspect the leaf blower and any wires, plugs, and extension cords and bring damage/wear/defective safety devices to a supervisor’s attention. Check the condition of the air filter and clear any debris from the air intakes.

• Clear the work area of bystanders, crew members, and pets.

People and animals should be at least 50 feet away.

• Remove any loose debris (trash, tree limbs, rocks, etc.). continued on page 18 • Wet down dusty areas.

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continued from page 16 WHAT PRECAUTIONS TO TAKE WHILE OPERATING

AVOID ERGONOMIC INJURIES

• Stop blowing if someone steps inside the 50-foot boundary.

• Pay attention at all times. Never point the nozzle toward people, pets, vehicles, or open windows or doors.

• Wear the shoulder harness or strap that comes with your hand-held leaf blower.

• Keep your back straight while operating the leaf blower.

AVOIDING SHOCK WHEN USING AN ELECTRIC BLOWER

Finally, before using leaf blowers, always read the instruction manual provided by the manufacturer. If you do not have an instruction manual, you can get one by contacting the manufacturer, or your local retailer. Many manufacturers have them available on their websites. You need to know how the leaf blower works and how to use it properly before you start a job.

• Make sure it is plugged into a ground-faulted outlet, or is used with a ground-fault-circuit interrupter.

• Don’t use an electric leaf blower in a wet area, or let an extension cord drag through water.

• Don’t adjust or service the blower without unplugging it.

AVOID FUEL-RELATED ACCIDENTS • Don’t spill fuel when refilling the machine. If you do spill, wipe the leaf blower dry before using it.

• Don’t smoke while handling fuel or operating the machine, at any time.

• Refuel before starting the engine. If you must refuel during work, turn off the engine and allow it to cool.

• Start the leaf blower at least 10 feet from the area that it was fueled in.

• Make sure the spark-plug boot is secure to avoid sparks and possible ignition of fuel vapors.

18 | Official Publication of The Ohio Landscape Association

This article was provided by the National Association of Landscape Professionals (NALP) as part of its Tailgate Safety Training Manual.

The NALP believes good safety practices set your company apart from the competition, make your company a place where employees want to work and it helps your bottom line. Find more helpful safety resources from OSHA and from NALP safety experts – in English and Spanish – at https://www.landscapeprofessionals.org/ LP/LP/Safety_NALP

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The Growing Concern | October 2021 | 19

PL ANT OF TH E M ON TH

JIM FUNAI, PhD

Cuyahoga Community College Euonymus americanus.

SHELLEY FUNAI, LIC

Stan Hywet Hall and Gardens

EUONYMUS AMERICANUS & E. ATROPURPUREUS

STRAWBERRY BUSH & EASTERN WAHOO

This month, Bill shares two awesome, native-Ohio plants, which we both enjoy in our home landscapes. If we’re being honest, Shelley and I never put a lot of thought into the common names of these plants until a certain Cleveland baseball team changed its name, compelling us to dive a little bit deeper.

To begin, we often speak of native plants without giving much thought to those who lived here before us and – subsequently – had already named them. The Native tribes of North America had names for the plants they lived among, and when European settlers began to exchange languages with them, a lot of common names either went unchanged, or morphed over time from their Native root.

“Wahoo” is one of these names, used by Siouan-speaking tribes, which included the Sioux, Crow, Dakota, Hidatsa, Lakota, Mandan, Omaha, and Yankton tribes. While these tribes had different dialects, the main root, “wa,” translates to

“arrow,” and “hu” translates to “wood.” So, the Natives called Euonymus atropurpureus, “arrowwood,” because of its straight stems which were used for making arrows.

Sticking with our history lesson, don’t get too excited to claim that this means the name “Chief Wahoo” was chosen out of respect. While Cleveland’s baseball team (Spiders) was the first in the majors to roster a Native American (Louis Sockalexis of the Penobscot Tribe) in 1897, he wasn’t really welcomed as part of the team. Cleveland fans greeted the “First Indian” with boos, racist slurs, war dances, and by mocking his addiction to alcohol.

In 1915, the team’s name (Cleveland Naps) was changed to the continued on page 22

20 | Official Publication of The Ohio Landscape Association

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PL ANT OF TH E M ON TH continued from page 20

Euonymus atropurpureous.

Indians, who later adopted “Chief Wahoo” from a shockingly racist comic book, titled “Big Chief Wahoo.” While this may anger some of you, the fact is the history of the name was based in racism, not honor. Calling our plant of the month Wahoo IS born of honor though, as it is the very name given to it by those Native American tribes. So, let’s focus on the plants!

Both plants this month are commonly called “Burning Bush,” much like the non-native/noxious weed, E. alatus, that we see EVERYWHERE. Our natives are not suitable substitutes for the evil Burning Bush, which tends to be planted en masse at every commercial landscape this side of the Mississippi. They don’t have the bomb-proof toughness that has made the nonnative so popular. Rather, these are woodland/shade plants that add great charm to the mixed border.

Starting off with the shorter of the two, E. americanus is a shrub in the 3 to 6 foot tall and wide range. It will colonize some, with suckers spreading slowly. One great trick up this plant’s sleeves, as Bill points out, is that it holds onto the green of its stems through winter. The only other two plants out there that can pull this off are Japanese Kerria and Hardy Orange (Poncirus).

Bright green stems through winter stand out surprisingly well and are certainly a feature during the leafless time of year.

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Strawberry Bush, as its common name, derives from the beautiful fruits set by this shrub. Like all Euonymus, the flowers are unnoticed in early summer, but the fruits are a crimson-red, warty-looking capsules, just under an inch.

When ripe, the capsules split open to revel 5 bright-red, shiny fruits that hang on for some time. They eventually fall out, or more than likely, are eaten by birds. Each fruit capsule resembles a strawberry, hence the common name.

Another common name is “hearts-a-bursting,” based on the way the red fruits burst out of the capsule.

Use this shrub in the middle of a mixed border where some fall color interest from fruits and soft yellow leaves is welcomed.

We’ve found that it tolerates full sun but performs best with a little reprieve in the later afternoon. Well drained soils are best, being sure to not plant in heavy clay.

This leaves the taller of the two plants, E. atropurpureus, otherwise known as the Eastern Wahoo. Able to reach tree size, this large shrub is between 10 to 15 feet tall –(sometimes up to 25) with a spread around 15 feet. Like its cousin, keep it out of heavy/wet soils and it will forgive nearly everything else. Flowers, like all euonymus, are not noticed but we do get another fun, fall fruit display.

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With Wahoo, the capsules are not warty, yet smooth. They still hold the deep crimson-red color that pops against the green leaves. As the leaves turn shades of yellow and pink, the capsules will split open and reveal similar bright-red, shiny fruits from within. The stems will not hold the bright-green color of E. americanus, but they do like to sucker a little and will always try to form a multi-stem clump. We have seen this pruned into a tree form, but keep in mind, there will be annual sucker pruning to perform.

Both native “Burning Bush” are great for supporting local bird populations, and you will often find our state bird, the Northern Cardinal visiting in late fall to early winter to gather the fruits for winter energy. In the right location, as part of a mixed border, let these September/October stars shine and do their part to diversify your gardens!

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 museum. She is Landscape Industry Certified in Ornamental Plant Care.

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OLA MEETINGS SERIES

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DATE & LOCATION OCTOBER 12, 2021 YARD SOLUTIONS 4830 HENDRON RD. GROVEPORT, OH 43125

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AGENDA (CLINIC 1) REGISTRATION 8:30AM - 9:00AM CLINIC 9:00AM - 12:00PM AGENDA (CLINIC 2) REGISTRATION 12:30PM - 1:00PM CLINIC 1:00PM - 4:00PM

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Please Note: (2) Identical clinics will be held on the same day. The morning clinic will be filled first, followed by the afternoon clinic. Each class will be limited to 25 participants. This event will sell out quickly.

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COST MEMBERS BEFORE 12/09/21 - $79 AFTER 12/09/21 - $109 NON MEMBERS BEFORE 12/09/21 - $79 AFTER 12/09/21 - $109

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2021 STONE VENEER CLINIC / REGISTRATION CLOSES 12/09/21 (Make checks payable and send to: Ohio Landscape Association, 9240 Broadview Rd, Broadview Hts., OH 44147) Company Contact Address City State Phone (______)

Zip

Fax (______) Email

NAME OF ATTENDEE

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$

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Charge to my:  MasterCard  Visa  AMEX  Discover

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F EATURE ARTI CLE

WHAT TO DO WHEN A CUSTOMER SAYS, "YOUR PRICES ARE TOO HIGH." This article was written and published by Adam Linneman, Professional Lawn & Landscape Business Consultant for The Green Executive. Together, Adam and his wife Sahra lead The Green Executive® team, helping lawn & landscape professionals reach their full potential. For more info, visit TheGreenExecutive.com.

Have you ever been faced with questions and/or statements from a customer like…. “Wow, your prices are higher than other landscape companies. Do you not research what your competitors are charging?!” OR “That’s really expensive. Do you offer any kind of discount?” OR “We’ve reviewed your estimate, but it’s too overpriced for us.”

When faced with these kinds of questions/objections, it can be easy to let your frustrations get the best of you. However, the right thing to do here is: 1.

2.

3.

4.

5.

Actively listen.

Take a moment (and breathe).

Repeat their reasoning back to them.

Ask a follow-up question.

Redirect their argument.

To better understand how each of these work, let’s break them down into actionable steps…

ACTIVELY LISTEN The number one rule to listening is don’t interrupt! The customer needs to be heard. As the business owner, you need to know what’s preventing them from booking your services.

This is your one chance to find out what’s holding them back.

TAKE A MOMENT When you take the time to listen to your customer’s concerns, then take a moment to take it all in by repeating their reasoning back to them, all while asking a follow-up question, you WILL be able to redirect their argument back to why YOU are the RIGHT CHOICE for their lawn care and landscaping needs.

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When hearing negative objections about a quote/proposal, it’s easy to get defensive. Give yourself a moment to take in all the information given to you by the customer and think about what you need to say in order to win the job (or move on). continued on page 28

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F E AT UR E AR T IC L E continued from page 26

REPEAT THEIR REASONING BACK Summarizing and repeating back what the customer has said to you shows the customer you’ve understood their issue. It also ensures that you are both on the same page. By doing this, it gives both you and the customer a moment to reflect on what’s really preventing them from accepting your quote/ proposal.

ASK A FOLLOW-UP QUESTION After listening to the customers concerns about the price, is there anything else you need to know about what’s preventing them from moving forward? This is your time to find out, so ask a question that will lead them down the path you want them to go.

Let’s take the 3 examples from the top and talk through some follow-up questions: “Wow, your prices are higher than other lawn care and landscape companies. Do you not research what your competitors are charging?!”

You could follow it up by asking/saying: • Have you ever paid for this service before?

• Our prices are high compared to what?

• We’re not trying to be the cheapest, our prices are designed to match the quality of service(s) we offer.

“We’ve reviewed your estimate, but it’s just too overpriced for us.”

Follow this up by stating:

Another way to approach this scenario is by explaining your value in detail and/or letting them know you’ve been told this before and provide them with an example from a client who booked even though they had the same objection.

“That’s really expensive. Do you happen to offer any kind of discounts?”

You could follow this up by asking: • We’d like to be able to make this work for you, is this a budget issue, or a cash flow issue?

• What were you looking to spend on this service/project?

This objection is truly all about money and the price they had in mind for this job. By finding out what they want to pay, you can find a way to meet in the middle (if possible).

28 | Official Publication of The Ohio Landscape Association

• Thank you for your feedback. We wish you the best of luck with your project. If we can help you in the future, please let us know.

• Thank you for letting us know. Please know that your estimate is good for X number of days, so if you change your mind please feel free to give us a call!

Remaining professional during a rejection like this is CRUCIAL for any business.

REDIRECT THEIR ARGUMENT When redirecting the customers argument, be mindful to not escalate the situation. What you are wanting to accomplish by countering their argument is to show them why your company is the best fit for the job (and essentially why the price is appropriate).

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FINAL TIPS TO HELP YOU WITH THESE DISCUSSIONS 1. Sell them on the value and quality of work your company offers BEFORE the estimate goes out.

2. Pick up the phone and call, this is not a text or email.

3. Be confident in the value and quality of your work, and know your worth.

4. Evaluate whether or not you’d really like to work with the customer.

5. Don’t spend much time going back and forth, move quickly.

6. Always keep track of your correspondence with the customer.

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The Growing Concern | October 2021 | 29 3/1/18 2:13 PM

F EATURE ARTI CLE

PRICING MODELS FOR SNOW REMOVAL SERVICES Snow removal billing methods can vary based on contractors, but the biggest thing experts recommend is no matter what method you use, you have a system in place that allows you to manage billing efficiently, provide accurate estimates and collect data to allow you to forecast for your own business purposes.

Here are some of the pros and cons for general billing methods: Per push: Is exactly what it describes, charging each time you send a crew out to clear a lot. It can be beneficial if they want you to push multiple times during a single event. Mark Bradley, CEO of LMN, notes that these are also requests that come at the last minute in the event of a major storm and the customer may not have been prepared for it and has a significant need to clean up snow quickly (i.e., meeting, etc.). Because some of these are unexpected by nature, they can often pay well as you can set your price. However, if the customer didn’t plan for the event, they also may be late on payments. The challenge with per push orders is you cannot plan for these, and you also must quickly reallocate resources if you choose to take the jobs on, impacting other customers. In addition, on a regular per push contract, in a light snow season, it may not sit in your favor.

Per event: These are common throughout the industry, where for each storm, a fee is charged. Bradley says in some parts of the US and Canada, a per event cost can be challenging to be profitable on, especially in the event of large snow amounts.

In warmer climates where each snowfall may only 1-2 inches and can be more predictable, these may be beneficial to a landscaper. However, in areas where an event could result in one to two feet of snow, your crews would need to be onsite multiple times, impacting your equipment usage and labor costs, driving down profits. Neither are ideal if you’re in the business of earning profits.

Per inch: Another common model, especially if you’re in a region with high levels of snowfalls. Most companies will want to be locked into more regular cost structures, especially if they know a lot of snow will fall. The positives of this model is you continued on page 33

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The Growing Concern |

October 2021 | 31

FOROLA SAFETY SAK E EDUCATION SERIES

Sponsored & Hosted by

SPONSORED & HOSTED BY

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DORMANT PRUNING CLINIC The most important landscape maintenance practice is the control of plant size by the correct method of pruning to retain the natural branching characteristics of the plants and integrity of the landscape design. Dormant Pruning of Landscape Plants is a half-day, hands-on clinic and a timely training opportunity for you and your crews to get back to the basics and learn the proper way to prune in time for winter and early spring pruning.

GENERAL INFORMATION: This seminar will include a lecture as well as hands-on training. Attendees will need to bring their own notepad and pen, hand pruning shears, a small pruning saw, and long handle lopping shears, and will need to dress appropriately for outdoor practical training.

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CLINIC 9:00AM - 12:00PM COST MEMBERS BEFORE 11/23/21 - $79 AFTER 11/23/21 - $109 NON MEMBERS BEFORE 11/23/21 - $109 AFTER 11/23/21 - $139

Cancellations made 8 to 14 days prior to the course start date will be subject to a 30% cancellation fee. NO refunds, or credits will be issued for cancellations 7 days or less prior to the course, no shows, or cancellations on the day of the course. If, for any reason, the course is cancelled, enrollees will be notified, and fees refunded in full. Register early as class size is limited and will sell out quickly.

2021 DORMANT PRUNING CLINIC / REGISTRATION CLOSES 11/30/21 (Make checks payable and send to: Ohio Landscape Association, 9240 Broadview Rd, Broadview Hts., OH 44147) Company Contact Address City State Zip TOTAL DUE $ Phone (______) Fax (______) Email NAME OF ATTENDEE

FEE

 December 7, Hilliard, OH

 December 9, Avon, OH

$

 December 7, Hilliard, OH

 December 9, Avon, OH

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 December 7, Hilliard, OH

 December 9, Avon, OH

$

 December 7, Hilliard, OH

 December 9, Avon, OH

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TOTAL DUE

 Check No. (Enclosed) Acct. No. Name on Card

 MasterCard  Visa  AMEX  Discover

Charge to my:

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F EATURE ARTI CLE continued from page 30 can earn greater revenue based on the forecasts, which is great.

However, Bradley says there is the unpredictability of the model and to labor costs associated with it.

Seasonal contracts: A total price for the season, often paid out in monthly installment. These are also common across the industry, especially on a year over year basis. Bradley notes that it could be a business or homeowner that wants to try snow removal for this year or next, and then assess how much was used in each season. The benefits of these from a landscaping company is that you no longer need to sell or compete for this business as they are locked in, he says. However, depending on the structure of the contract and amount of snow, you could still lose money in heavier winters. Generally, there is a consistent amount of cash flow, which allows for better financial forecasting.

Multi season contracts: Longer term contracts allow for even more financial forecasting. Jeff DeLine, owner of J & R Property Services in Cicero, New York says planning, budgeting, and forecasting is easier and it provides better growth opportunity.

Bradley notes that these should be built carefully to account for rising costs of supplies and unexpected weather events.

Hourly: A simple method of charging for time on the job by the crew for each event and each push. This can be very challenging for a landscaping owner to forecast for, because you’re at the mercy of storms to determine how much time it will take per storm and lot size, Bradley says. “A small storm in a small area could be a fast job, but the larger of either item, the more you can bill your customer but the harder it is to manage your resources.” Customers also likely won’t like the billing model if storms get bigger, because they will see higher prices. Also, Bradley says it is difficult to lock in regular customers through the hourly structure with multiple customers. A regular flat fee based on snow size is a much more effective way to manage these costs for both customers and your business.

No method is set in stone as the best pricing model as it can vary by client. To ensure a consistent cash flow regardless of the type of winter or number of snow events, it is best to have a diverse style of contracts among your customers.

This article appeared as part of a larger story, “Pricing Snow Removal Service for Profit,” written by Ryan Whisner for Snow Pro Magazine. Snow Pro Magazine is a national publication keeping snow removal contractors and equipment dealers on top of the latest products, trends and business strategies. See more by visiting www.greenindustrypros.com/magazine.

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Large selection of new machines year round The Growing Concern | October 2021 | 33

D I RECTI ON S

WE COULDN’T DO IT WITHOUT YOU! The OLA has been very fortunate over the years to have wonderful members! Each member finds their own unique way(s) to contribute to our organization and we need and value every single one of you!

As a reminder, it is time for membership renewal, and we hope that we have earned your trust and that you continue as a member. Our membership year runs from November 1 to October 31, so be sure to renew by the end of the month. Also, if you aren’t a member already, I encourage you to join! You can do so by visiting our website, located at ohiolandscapers.org.

For those of you who don’t know, the OLA is run by its members! Our board of directors is made up of OLA members who have your best interests at heart. They work with our committee members to pinpoint the issues that are most important to the future success of your business and look for ways the OLA can help address them. They also guide Rick and me in carrying out their ideas. If you would like to, you can take part in this process by joining a committee.

While there are numerous ways to find value in your OLA membership, one of my favorite benefits is the many networking opportunities that OLA provides throughout the year. These opportunities can lead to business contacts that result in a new business opportunity, or perhaps helps you solve a problem you’ve had in your own business. Why not tap into the years of experience of others? Often, you will find that you don’t have to reinvent the wheel and can save a lot of time and money.

We have great things in the works for the upcoming year!

Our programs committee is working hard to provide an evening meetings schedule that concentrates on today’s most relevant business topics. These meetings are a great time to meet others in the association because each of them includes a social hour for networking.

On October 12th, we will be holding an evening meeting in the form of a facility tour at Yard Solutions, located in

34 | Official Publication of The Ohio Landscape Association

SANDY MUNLEY

Executive Director / OLA Groveport, OH. Not only will you get to tour Yard Solution’s building, but you will learn how they run their company and why their employees are of upmost importance in everything they do.

November 18th is OLA’s Annual Meeting. We will learn strategies to grow your business from Heidi Szeltner, Outreach Manager for the Goldman Sachs 10,000 Small Businesses Partnership at Cuyahoga Community College.

We will also hear from a couple of her program’s alumni.

January 20th we’ll be holding an evening meeting focused on one way to help with the current employee shortage – the use of technology. Jerrett Herold, CEO of Electric Sheep, will discuss the use of autonomous mowers.

March 3rd, our meeting will focus on how to use your HR provider as an employee retention tool.

And finally, be on the look-out for an exciting announcement of a special event we plan to hold in Central Ohio in April. These are just a few of the events the OLA has coming up. Our education committee has some great clinics in the works, as well! You can find a full list of our education offerings at ohiolandscapers.org/education.

We hope we are hitting the mark and that you will continue your support and involvement with OLA. If you haven’t already, help us help you by taking a moment to renew your membership TODAY, by logging into your account at www.ohiolandscapers.org.

We look forward to seeing you at upcoming OLA events!

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Zoresco Equipment Company The Growing Concern | October 2021 | 35

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9240 Broadview Road Broadview Hts., OH 44147-2517

10/21

“This is the best Compact Loader available in the U.S. today, with more features than the competition. Reach new heights (111”) with the extendable lifting arm on this small telescopic wheel loader.” - Dave Nordgaard

TRY BEFORE YOU BUY - SCHEDULE D254SW TELE DEMO TODAY!

1-833-437-8479 | earthworXequipment.com A woman owned business affiliate of Ditch Witch Mid-States

Giant compact loader models run the gamut from 25hp–75hp,offering more visibility, higher lift and reach with X-Tra & telescopic booms, universal skid steer plates, turf friendly tire options, rugged steel body panels & more. The 25,000th Giant loader manufactured was all-electric:

1-888-DITCHWITCH ditchwitchmidstates.com

Columbus, OH Full Service Branch

Louisville, KY Full Service Branch

Pittsburgh, PA Full Service Branch

Erlanger, KY Service Branch

3660 Interchange Rd, Columbus,OH 43204 400 Sparrow Dr, Shepherdsville,KY 40165 Phone 614-443-9751 | Fax 614-443-9219 Phone 502-543-3309 | Fax 502-543-9613 9052 Marshall Rd, Cranberry Twp,PA 16066 3461 Piedmont Cr, Erlanger KY 41018 Phone 724-742-2844 | Fax 724-742-2877 Phone 859-263-5050 (by appt. only)

Cincinnati, OH Satellite Service Phone 513-672-3060

Cleveland, OH Satellite Service Phone 330-220-6585

Rochester, NY Satellite Service Phone 585-334-2920