NHLA announces new board

MIAMI, Fla. – The National Hispanic Landscape Alliance (NHLA) has announced its new Board of Directors for the 2015-2016 term.

The NHLA’s new leadership reflects the diversity of the landscape industry, including a variety of national origins, both Hispanic and non-Hispanic. This year’s board of officers includes:

• President - Juan Torres, founder, Next Step Solutions, East Haven, CT

• President-Elect- Pam Berrios, president, Alexandria Lawn Service, Alexandria, VA

• Secretary - Jose Arroyo, president, Jose's Landscaping, Lyman, SC

• Treasurer - Domenic Chiarella, 7 of 7 Best Business & Life Strategies, Southbury, CT

• Immediate Past-President - Raúl Berrios, Principal, Rulyscapes, Centreville, VA

Ralph Egües will continue to serve as executive director of the National Hispanic Landscape Alliance. Additional directors that will make up the NHLA Board this year include:

• Stephanie Carrillo of Ruppert Landscape (Garner, NC)

• Omar Cordero of LC Landscape (Denver, CO)

• Josh Denison of Denison Landscaping (Fort Washington, MD)

• Rafael Díaz of Diaz Group (Chicago, IL)

• Ivan Giraldo of Clean Scapes Landscaping (Austin, TX)

• MJ Macias of Gachina Landscape Management (Menlo Park, CA)

• Mari Medrano Mejia of CoCal Landscape (Denver, CO)

• Ken Taylor of John Deere (Cary, NC)

• William H. Walton III of Honda Power Equipment (Alpharetta, GA)

“It is such an honor to take on this role as president of the NHLA. During the last couple of years, the organization has made tremendous strides, implementing unique educational programs and facilitating beneficial peer-to-peer interaction, while effectively advocating for the best interests of our members and the industry,” said Juan Torres, president of the NHLA. “Our board looks forward to continuing to develop programming that meets the specific needs of Hispanics in the landscape industry and helps them become more successful and grow as industry leaders. We also look forward to continuing to help the broader industry better engage the growing number ofHispanics in our industry.”

In addition to developing new educational programs and announcing new equipment discounts for members, the National Hispanic Landscape Alliance in 2015 has been busy promoting the environmental and human health benefits of turf grass use and opposing turf grass limitations. The NHLA has simultaneously been working to support those who employ seasonal workers through the H-2B visa program by opposing the Department of Labor, which has continued to burden that program and make it too costly for many landscape companies to use.

The organization not only advocates on behalf of Hispanics in the industry, but also creates training programs and offers resources to ensure their success and that of business owners that are strengthening the U.S. economy and creating jobs. The NHLA plans to continue amplifying educational offerings that focus on the upward mobility of the Hispanic workforce and bridging the cultural gap that exists between those in leadership positions and their laborers.

Juan Torres, the newly elected NHLA president, is the founder of Next Step Solutions, an operations consulting firm in East Haven, Connecticut. The nationally recognized speaker, presenter, instructor and workforce development consultant has more than 25 years of experience in the tree care and landscape industry. He began as a laborer in 1987. Since then, through hard work and a keen interest in learning, implementing and sharing industry best practices, he ascended through a variety of leadership roles and helped others in the industry reach their potential.

The NHLA has experienced a sharp increase in membership enrollment in 2015 as leading manufacturers have extended members-only discounts and forward thinking dealers have leveraged these incentives and worked with the NHLA to better engage Hispanics in their area.

“The National Hispanic Landscape Alliance will continue to pursue opportunities to further provide resources for the upward mobility of Hispanic Americans across the nation. We will continue to educate the industry, policymakers and the community at large about the importance of natural grass and managed landscapes,” said Ralph Egües, executive director of the NHLA. “Our 2015 board is composed of individuals that come from reputable companies and they are well-versed on issues that are adversely affecting the industry. They are also passionate about sharing what has helped them succeed and about supporting the broader success of Hispanic Americans in the landscape industry.”

Bellantoni Landscape receives license rights

PITTSBURGH, Pa. – White Plains-based Bellantoni Landscape~The Art & Science (Bellantoni Landscape) has become Powered by LandOpt, expanding the growing national network of landscape contractors to New York. Bellantoni Landscape now has LandOpt license rights within central Westchester County, N.Y. and Greenwich, Conn.

As a LandOpt contractor, Bellantoni Landscape will incorporate the discipline of the LandOpt System into their day-to-day business in order to streamline operations and improve business processes, with the goal of more quickly achieving growth and expansion goals. At the same time, they hope to further refine the customer service experience through enhanced professionalism and efficiency. Established in 1963 by Michael Bellantoni Sr., the company has grown to serve commercial, municipal and residential accounts within their region, incorporating training, technology and science in every aspect of the business. The ownership team has also expanded to include sons Michael Jr. and Matthew.

While Bellantoni Landscape has enjoyed tremendous success in their 50+ years of business, they have also had to deal with the challenges that come with defining responsibilities for a growing team, and navigating the stumbling blocks that inevitably appear when trying to take the next significant growth step.

“Everyone on our team wears multiple hats, so to speak,” said Michael Jr. “That’s why we were intrigued by the LandOpt System – we liked the concept of defined roles and HR processes that will create career paths for our team and ultimately aid in retention. Our goal is to reduce the ‘hats’ and, at the same time, grow and improve our bottom line.”

Professionalism has always been a hallmark for Bellantoni Landscape. The LandOpt processes and systems will help further raise the bar in that regard, something that Michael Jr. believes is critical for the industry as a whole. “The green industry has long struggled with its image, and that is due, in part, to inconsistent regulations and a relatively easy entry point,” he said. But, with increased certifications and other methods of establishing professional practices and standards, the owner is confident that the situation can improve. “As a landscape contractor, our team understands that improving the image of our industry begins with educating our clients. Without question, a well-educated client understands the value that a highly professional contractor brings.”

Looking ahead, the Bellantoni Landscape ownership team sees growth in their future. “Our goal is to both grow the company and expand to additional locations, while still providing first-rate service for our clients. The key is to build a good functioning model – which LandOpt will help us do. From there, it’s fairly easy to replicate that model.” Michael Jr said.

LandOpt President and CEO, Tim Smith, agreed. “A proven system creates a solid foundation on which any business can confidently grow and expand. Instead of the guess work or trial and error that often accompanies growth, there is predictability which yields tremendous confidence at all levels within the business,” he said. “We are excited to work with the Bellantoni family as they strive to achieve their business growth goals.”

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NALP event receives top honors

HERNDON, Va. – The National Association of Landscape Professionals has earned a 2015 Power of A Gold Award from ASAE, the national center for association leadership, for its Renewal & Remembrance initiative, the largest single day of service for the nation's landscape industry. Each year, hundreds of volunteers who are members of the association come from across the nation to Arlington National Cemetery to spend the day giving back to their country.

“Congratulations to NALP for helping make the world a better place,” said Hugh “Mac” Cannon, MPA, CAE, executive director of ACEC of Metropolitan Washington, and chair of the Power of A Awards Judging Committee. “Their program exemplifies how associations make a difference every day – not just to the industry or profession they represent, but to society at large.”

Through the Renewal & Remembrance initiative, volunteers provide arborist services such as cabling and providing lightening protection, landscape plant installations, lawn care including liming and aeration, and irrigation installation. This event, which began in 1997 as a small, one-day event, has grown to involve more than 400 individuals, 100 companies and 50 children. As the day of service has grown, more and more NALP members bring both their families as well as their company employees (click here for photos).

“We are proud to honor America's veterans and leaders during this day of service,” said Sabeena Hickman, CAE, CEO of NALP. “Renewal & Remembrance is an opportunity for NALP members to come together and reaffirm their pride and patriotism working alongside their industry peers by dedicating manpower and equipment to enhance the beauty of Arlington National Cemetery.”

The Power of A Awards are ASAE’s highest association honor, recognizing the association community’s valuable contributions on the local, national and global level. The Power of A Awards reward outstanding accomplishments of associations and industry professionals for their efforts to enrich lives, create a competitive workforce, prepare society for the future, drive innovation and make a better world.

Visit the website for information about volunteering at this year's Renewal & Remembrance event which takes place on July 20.

Crush crabgrass problems

Battling crabgrass is a constant struggle for lawn and landscape companies throughout the U.S. whether you’re dealing with warm- or cool-season grasses.

The summer annual weeds germinate as the weather gets warmer and while a pre-emergent herbicide can stop them in their tracks, post-emergent products are a viable option as well. Warm weather and wet conditions in many parts of the country are facilitating crabgrass germination, and the rains reduce the efficacy of pre-emergent applications.

Crabgrass germinates at about 56 degrees, growing throughout the summer and setting seed in the fall. While the first hard frost of the fall or winter will destroy many plants, the seeds will pop up again the following year, so a pre-emergent is a good option in the spring to stop crabgrass before it starts. If you haven’t used a pre-emergent, or if the heavy summer rains have thwarted your efforts, post-emergents can save your customers’ lawns.

To find it fast, look in thinner or shorter grass areas since they warm up first, making it easier for crabgrass to take over, according to Michigan State University Extension. Look for plants with coarser and wider textured leaves that are lighter green than the turfgrass, and look for matted areas. “The color difference is especially pronounced in cool-season lawns,” says Dr. Jim Brosnan, associate professor of turf and ornamental science at the University of Tennessee in Knoxville. “Both smooth and large crabgrasses grow via stolons and thus can form mats within a lawn.”

The earlier you can treat it, the easier it will be to control because as it matures, more applications will be necessary. “Being aware of the growth stage and life cycle is important,” Brosnan says. “The larger plants grow in size, the harder they become to control.”

While MSMA is still allowed on golf courses, it’s no longer available for residential or commercial lawns. Quinclorac, fenoxaprop-ethyl and mesotrione are all effective options, MSU says. But beware that removing a mat of crabgrass will leave a bare spot in the lawn where other weeds will invade. “Once plants are removed, something needs to be done to introduce plant competition in these bare areas,” Brosnan says. “This is particularly true with annual weed species like crabgrass that produce an abundance of seed.”

Researchers are the University of Tennessee study options for crabgrass treatments every year, looking not only at new active ingredients, but also integrated approaches that can control the weeds in an environmentally friendly way. They’ve even come out with a new mobile app to help landscapers choose an herbicide at mobileweedmanual.com.

JCB honored with award

SAVANNAH, Ga. – JCB North America in Savannah, Ga. has been presented the 2015 Savannah Chamber of Commerce Environmental Awareness Award. Annually, the Savannah Chamber of Commerce recognizes businesses that excel in various areas including: environmental awareness, community involvement, safety and international business. The awards ceremony was held on June 11 in historic downtown Savannah.

The Environmental Awareness award honors a corporation that has demonstrated outstanding performance in its efforts to continuously improve environmental quality. JCB North America was nominated by several business partners due to the recent sustainability projects focusing on waste stream reduction and energy conservation.

Partnering with Nexeo solutions, a global leader in environmental services, JCB has been able to reduce its waste stream by 92 percent since the program’s implementation. In order to reach this achievement, several areas of waste were addressed including wood that at one time amassed two million pounds annually and was sent directly to a local landfill. Since the program’s introduction, scrap wood from pallets, crates or loose lumber is ground into mulch then sold across a variety of markets.

“Sustainability and the reduction of our environmental footprint is something JCB values” said Stuart Hughes, executive vice president of manufacturing operations. “Our facility has undergone several environmental initiatives led by our Facilities Manager Roger Myerly. We’ve not only been able to reduce our waste streams but have also turned these streams into a source of revenue for the company.”

JCB’s most recent environmental improvement project included replacing a 240 ton air cooled chiller that served the office’s HVAC needs. JCB worked with Johnson Controls to develop a new system which utilizes the natural cooling source of JCB’s man-made/well fed lake. The new chiller uses the fountains from the lake as a means of natural evaporative cooling along with the natural geo-exchange of the lake for chiller heat transfer, resulting in an energy consumption reduction of approximately 2,900,000 kWh, reducing peak consumption by more than 60 percent.

“Finding new ways to positively impact the environment is one of the most exciting things in my role here at JCB,” said Roger Myerly, JCB North America facilities manager. “I’m proud to be able to lead the company in these efforts as well as share our successful methods with other companies in our area.”

NHLA expands seminar program

LOUISVILLE, Ky. – Attendees at GIE+EXPO will have the opportunity to attend Latino Link – a series of seminars presented by the National Hispanic Landscape Alliance (NHLA). GIE+EXPO, scheduled for October 21-23 at the Kentucky Exposition Center in Louisville, draws more than 18,000 participants to see the latest innovations and attend first-rate education programs.

The number of Hispanic Americans working in the landscape industry is growing. With that in mind, NHLA has expanded its seminar offerings during the tradeshow to include: a breakfast session for dealers, three seminars for owners and managers of landscape businesses and two Spanish-language sessions for members of the Hispanic workforce.

Wednesday, October 21

8:30 - 10:30 a.m.

Latino Link dealer breakfast

Growing your business by better engaging local hispanics – in english

Pre-registration is required. $25 includes breakfast.

The growing wave of hispanics in the landscape industry is the opportunity that wise dealers are riding to achieve higher sales and profitability. Dealers will learn why landscape industry jobs are appealing to U.S. hispanics, why the significant landscape industry market penetration by hispanics is likely to grow, and what hispanics most value in a dealer relationship. In addition to the presentation, this seminar will include small group discussions.

Presenter:

Juan Torres, principal and consultant, Next Step Solutions and president, National Hispanic Landscape Alliance

Thursday, October 22, 2015

Seminars for lawn and landscape contractors - Free to GIE+EXPO attendees

9:45 - 11:15 a.m.

Building business by developing the latino workforce - in english

Wondering what it takes to get members of your team to the next level? Want your employees to take greater ownership of jobs and to motivate each other? In this panel discussion, landscape contractors will learn what skills and experiences Latino leaders believe are keys to advancement. Participants will have the opportunity to ask questions and gain advice.

Moderator:

Raul Berrios, owner, RulyScapes, Centreville, VA

Panelists:

Rafael Diaz, vice president, Diaz Group, Chicago, IL

Robert García, account manager, Heaviland Enterprises, Vista, CA

Mari Medrano Mejia, human resources director, CoCal Landscape, Denver, CO

Domenic Chiarella, consultant, 7 of 7 Best Business & Life Strategies, Southbury, CT

1:30 - 2:45 p.m.

Staffing up for success – in english

This panel discussion will offer landscape contractors advice on:

• How to read body language.

• Hiring employees locally for full-time or part-time needs, including college graduates, via referrals, at community organizations, etc.

• Meeting seasonal needs through the H-2B Visa program.

• Recognizing the keys to hiring smart by using the right interview questions.

• Understanding the benefits of using pre-employment testing and background checks.

• Using referral/retention bonuses to get the whole company involved in recruitment.

Moderator:

Pam Berrios, owner, ALS Services, Alexandria, VA

Panelists:

Mari Medrano Mejia, human resources director, CoCal Landscape, Denver, CO

Carmen Zayas, VP, human resources, Clean Scapes Landscaping, Austin, TX

Josh Denison, vice president, operations and HR, Denison Landscaping Inc., Fort Washington, MD

Juan Torres, Next Step Solutions, East Haven, CT

3:00 - 4:15 p.m.

Bridging the cultural gap – in english

In this session, landscape contractors will learn how to bridge the cultural gap. Topics of discussion will include:

• Avoiding misunderstandings by training groups to respect and accept others' ways.

• Examining how technology is helping or hurting the cultural gap.

• Learning how to clarify uncertainty regarding cultural behaviors that can be confusing.

• Learning what companies are doing to assist employees in becoming more fully bi-lingual.

• Recognizing and successfully sharing important cultural norms.

Presenters:

Julio Ramos, owner, Ramos Power Equipment Repair, Baltimore, MD

Carmen Zayas, VP, human resources, Clean Scapes Landscaping, Austin, TX

Friday, October 23, 2015

Spanish-Language Seminars - Free to GIE+EXPO attendees

9:45 - 11:15 a.m.

What owners want from their latino leaders – in spanish

In this session, participants will learn the keys to becoming successful leaders. Topics of discussion will include:

• Displaying confidence - "Fake it 'til You Make it."

• Leading and disciplining crews fairly.

• Why accepting and supporting company changes is important.

• The keys to positive assertiveness and gaining the comfort to speak to customers and senior managers.

• Using motivational skills to build enthusiasm and keep morale high.

Presenters:

Ivan Giraldo, president, Clean Scapes Landscaping, Austin, TX

José Arroyo, president, Jose's Landscaping, Greenville, SC

1:30 - 2:45 p.m.

Winning over challenging customers – in spanish

Everyone has experienced the frustration of customers with difficult behaviors. You can learn ways to win them over by communicating in an assertive yet empathetic way. The more you improve and strengthen relationships, the less conflict you will encounter. This session will cover:

• The magic of empathetic listening and validation.

• The extreme importance of body language and positioning.

• Persuading customers to see what you want them to understand by using "I statements."

• Understanding how to conceal your emotions and manage anger.

• Using open-ended questions to get to the bottom of the customers' issues.

Presenters:

Raul Berrios, owner, RulyScapes, Centreville, VA

Angel Mora, production coordinator, Mariani Landscape

For more information on these seminars, as well as NHLA membership registration, visit: masverde.us

Marty Grunder announces webinars

Hello! I hope you are all doing well this summer and working hard at making sales.

I am excited to announce our new webinar series. Please watch this short video for all the details.

Join us this summer for three webinars brought to you in part by Bartlett Tree Experts!

Make friends, make sales on June 30 4 p.m. EST

I will share the steps it takes to implement relationship selling at your company. I'll show you how this plan can and will help your bottom line if you cultivate your relationship with your clients.

Attain, train, retain, and entertain a modern-day green industry workforce on July 30 4 p.m.

We will dig deep into a topic every landscaper in America ought to be focused on. I'll give you everything possible on attaining, training, retaining and entertaining your team.

How to better leverage subcontractors on Aug. 25 4 p.m.

Here I'll explain how you can better leverage your relationships with subcontractors and create a “win-win-win”. You’ll be happy, your subcontractor will be happy, and your clients will be happy.

Click here to sign up today! You'll be glad you did.

Cordially,

Marty Grunder

Buyers Products appoints COO

CLEVELAND, Ohio – Buyers Products has appointed Brian T. Smith as its chief operating officer. Smith will lead Buyers’ enterprise leadership initiatives, focusing on key areas, including supply, financial performance and attracting and developing talent.

Smith develops and delivers the company’s mission and strategies to Buyers’ employees, implements awards and recognition practices that reflect the company’s goals, plans organizational requirements for customers and employees, maintains and monitors staffing levels and drives performance measures for operations.

In addition to his new role in the company, Smith continues to serve as the chief procurement and resource officer for Buyers Products, a position he has held since 2014. In his career, Smith has assumed a number of different roles for companies, including Whirlpool, Electrolux North America, Medtronic and the Lear Corporation.

“We are confident that Brian’s experience will help our organization establish repeatable processes that will deliver value not only to Buyers Products, but also our customers,” said Mark Saltzman, president and CEO of Buyers Products Company. “In the past, Brian succeeded in developing operations and strategies, and we’re excited to see him bring those talents to this new position.”

Smith earned a bachelor’s degree in integrated supply management from Western Michigan University.

JCB recognizes top sales personnel

SAVANNAH, Ga. – JCB recently hosted construction equipment dealer sales personnel from the United States and Canada at its North American headquarters in Savannah for a “Power Up” training event and awards dinner. During the awards dinner, JCB recognized its top-performing construction dealer sales personnel with the company’s exclusive Superstar Ring program.

“2014 marked our best year in JCB’s North American history,” said Dallas Reeves, JCB North America’s vice president of sales. “That wouldn’t be possible without the hard work that our dealers and their sales personnel put forth every day in the field. The Superstar Ring program gives us the opportunity to recognize those individuals who have taken their sales efforts to the next level in a given year.”

Based on a point-scoring system, JCB’s Superstar Ring program recognizes and rewards the efforts of JCB’s top ten dealer salespeople in North America. During their first year in the program, members receive a JCB Superstar ring. Salespeople who continue to excel in subsequent years receive diamond additions to their rings.

At the recent awards dinner in Savannah, JCB recognized the following Superstar Ring members for their achievements:

First-time winners: Clayton Frost, JCB of Alberta, Red Deer, AB; Robert Heck, Darr JCB, Oklahoma City, OK; Jeff Mackinley, JCB of Alberta, Calgary, AB; and Chris Schnur, Moore JCB, Toronto, Canada.

Repeat winners: Chris Shea, JCB of Georgia, Savannah, GA (eight-time winner); Doug Taylor, Earthborne JCB, Warrington, PA (six-year winner); Mark Sievers, Sievers JCB, Hamel, IL (three-time winner); Mike Fay, Casey JCB, Arlington Heights, IL (two-time winner); Shawn Larcombe, JCB of Alberta, Edmonton, AB; and Ted Mallard, AES JCB, Sabina, OH (eight-time winner).

“These dealer sales personnel are truly dedicated to selling JCB machines and promoting the JCB brand in their respective sales territories,” Reeves said. “We sincerely thank them for their efforts in 2014, and we look forward to their future accomplishments.”

Follow the current

Water expert Richard Restuccia gives us a first-hand account of the impact of the drought in California, and what it means for the national landscape industry in the future. Landscapers need to take advantage of the opportunity and present themselves as the solution to the drought, not the cause.

Click here to check out this podcast.

For more podcasts in the Lawn Care Radio Network, click here.

Dwyer Group acquires Grounds Guys

WACO, Texas – Dwyer Group has acquired The Grounds Guys of Canada. Terms of the deal were not disclosed.

“This is an exciting time of growth for Dwyer Group and a natural extension of our commitment to offer the premier grounds care services to customers across North America and around the world,” said Mike Bidwell, CEO and president of Dwyer Group.

Originally founded by 10 brothers in 1987 as Sunshine Grounds Care in Canada, the company became a successful family business operated by the van Stralen family, offering landscape management services. Sunshine Grounds Care began franchising the concept in Canada and looked at ways to expand the business.

In 2010, Dwyer Group entered into an agreement to market the franchise in the United States under a new brand name – The Grounds Guys – which was also adopted across the Canadian locations. The brand was a perfect fit for Dwyer Group’s growing organization of service trades and quickly became an award-winning franchise network with growth across the U.S.

“We developed and expanded The Grounds Guys across the domestic United States in record time over the last five years,” Bidwell said. “Today, the business is an industry leader, and we see great opportunities to propel it even further.”

The full acquisition of the Canadian franchisor includes 34 franchisees representing 40 locations across Canada. They join 194 locations across the United States under the direction of Chris Elmore, president of The Grounds Guys. Last year, Lawn & Landscape sat down with Elmore. You can read the feature here.

“This is a tremendous achievement for our maturing network as we welcome our Canadian franchisees and look to the future from a dominant position,” Elmore said. “In return, our Canadian franchisees will benefit greatly from the collective family of service brands they now join across Dwyer Group, and the buying power, marketing expertise, training and support it brings.”

Dwyer Group will maintain an office for The Grounds Guys in Canada. In addition, the van Stralen family will remain consultants for the brand and stakeholders in the company as equity investors with Dwyer Group. Peter van Stralen will also become a director of Dwyer Group Canada.

“Our expertise in franchise development and support across our service trades continue to blend perfectly with the landscape management skills that the van Stralen brothers have established for The Grounds Guys,” Bidwell said. “Now we look forward to taking this brand to the next level with continued growth and the new addition and support our Canadian locations.”

Senator to speak at NALP event

HERNDON, Va. – The National Association of Landscape Professionals (NALP) announced that Senator Kelly Ayotte R-N.H. will address the volunteers gathered at Arlington National Cemetery on July 20, for the annual Renewal & Remembrance volunteer service event.

Renewal & Remembrance is the association’s signature volunteer service event, which is part of the annual three-day legislative conference in Washington, D.C. which includes legislative training and briefings, a state association legislative meeting to discuss regional issues, coordinated visits to legislative offices, receptions and networking.

Partners for Renewal & Remembrance include Professional Grounds Management Society (PGMS) and the National Hispanic Landscape Association (NHLA). Partners for Legislative Day on the Hill include Accredited Snow Contractors Association (ASCA) and the NHLA.

The event is made possible with the help of industry sponsors including Platinum sponsors Caterpillar, Inc. and New Holland Construction; Gold sponsors Dow AgroSciences, IMERYS, John Deere and Nufarm; and Silver sponsors Bartlett Tree Experts, Bayer, Calcium Products, CNA, L.T. Rich Products, FMC Corporation, PBI/Gordon Corp., Schiller Grounds Care, STIHL, Syngenta and The Toro Company.

For more information about these events or to register to attend, visit landscapeprofessionals.org, contact Betsy@landscapeprofessionals.org, or call the NALP office at 800-395-2522.

Registration is free for both events, but space is limited for participation in the Renewal & Remembrance event. The registration deadline is July 8, but early registration is encouraged.

SherrillTree selects Vendor of the Year

GREENSBORO, N.C. – SherrillTree in Greensboro, North Carolina has honored its first ever Vendor of the Year: Samson, based out of Ferndale, Wash.

In mid-May SherrillTree hosted a vendor’s summit – gathering representatives from its top 12 vendors to discuss the ways SherrillTree can partner with each company to grow the business and explore new markets that can be served in the future. The last topic discussed was the recognition of the vendor that had been selected as Vendor of the Year.

No one had been advised ahead of time that the award was to be part of the agenda. SherrillTree’s purchasing department developed a system to compare the service received from its vendors. The vetting process scored all vendors on six facets of their relationship – quality, delivery, cost, sales support, innovation and training.

Christine Ricks, SherrillTree purchasing manager, was responsible for overseeing the selection process. "Samson has been a SherrillTree vendor since the very first catalog was distributed. In addition to extremely high-quality products, Samson is very easy to work with," Ricks said. "Jim Cass [sales] and Linda Hughes [customer service] are our Samson representatives. They always go the extra mile for us and our customers. Jim has even called one of our customers that had questions about climbing lines to review the products and specifications with him directly."

Samson has developed products with SherrillTree over the years. "Samson’s product literature really distinguishes it from the competition," Ricks. "It goes well beyond mere product specifications into the safe and efficient use of those products in a critical application."

John Deere launches TractorPlus app

CARY, N.C. – Committed to helping on the job, the John Deere TractorPlus application provides customers with easy access to information to help them learn more about their 3E, 3R, 4M and 4R compact utility tractors.

Intended to serve as a quick reference tool, the TractorPlus application offers a variety of features for convenience while working:

• Tractor setup – provides a step-by-step guide for setting up features, including the hitch assist and Final Tier 4 engines

• Icon glossary – allows users to familiarize themselves with the instrument panel

• Error code lookup –a searchable database of diagnostic trouble codes

• Notebook – a place for operators to save notes on the machine’s performance for future reference

“The TractorPlus application offers operators with access to frequently accessed machine information without needing to open the manual,” said Scott Schadler, product marketing manager for compact utility tractors. “It’s important to John Deere to make operation easier for our customers and the TractorPlus application is one of the many ways we hope to streamline the process for our customers.”

TractorPlus application is available for free download on iTunes, Google Play and the John Deere App Center.

IrriGreen selected as semifinalist

MINNEAPOLIS – IrriGreen was one of the Minnesota-based emerging companies chosen as a semifinalist for the 2015 MN Cup Competition. The MN Cup is the largest statewide new venture program in the United States. IrriGreen designed, developed and commercialized the IrriGreen Genius Irrigation System. Utilizing next generation digital technology adapted from high-tech commercial printers, IrriGreen reduces water use for lawn irrigation by up to 50 percent and cuts contractor installation time by up to 70 percent.

“This year’s entrants, competing for a total of $327,000 in capital funding, are among the strongest and most diverse we have seen in the 11 years of the competition,” said Scott Litman, MN Cup co-founder. “The 70 semifinalists, including IrriGreen and nine others in the Energy/Clean Technology/Water Division, were selected from a field of 1,300 entrants.”

“Applying software technology and nozzle design from the high-tech, commercial printer industry, IrriGreen Genius Sprinklers ‘print’ water in controlled patterns matching the shape of the lawn – no inefficient overlapping sprays, no overspraying onto sidewalks and streets,” said Gary Klinefelter, founder and chief executive officer, IrriGreen. “IrriGreen requires just one sprinkler head in the center of each irrigation zone, not a row of four to eight heads around the edges. Contractors save labor installing IrriGreen.”

Selection as an MN Cup Competition semifinalist is the most recent recognition of IrriGreen’s technology advancement. The June 2015 issue of BUILDINGS magazine showcases building products that deliver money savings to commercial building owners and facility managers. IrriGreen was the only lawn irrigation system that made the grade as a Money-Saving Product. In May 2015, the Minneapolis/St. Paul Business Journal named IrriGreen as a winner of a 2015 Eureka! Award. This competition spotlights the metropolitan region’s most exceptional companies and non-profits, inventive entrepreneurs and successful startups.

In November 2014, IrriGreen received a Product Innovation Award (PIA). Sponsored by Architectural Products magazine, the PIA competition aims to help architects identify and specify products that offer solutions for building design and construction challenges. IrriGreen was the only irrigation system awarded a PIA for exceptional technical innovation.

BOB-CAT launches new website

JOHNSON CREEK, Wis. – BOB-CAT has launched a freshly designed website at www.bobcatturf.com. The new site reflects changes in user experiences, while embodying all of the trusted qualities of the BOB-CAT brand.

Visitors will find enhanced navigation on the site’s homepage, including a large, scrolling deck that provides highlights of the company’s latest news, products and ownership options. A simplified drop-down menu provides customers with quick access to customer service, dealer information and a virtual showroom – allowing users to discover BOB-CAT products, spec’s, photos, 360-degree images, videos and more. The site is fully optimized for mobile users.

“In our 24/7 business environment, it’s important for BOB-CAT to provide its customers with quick access to products and dealers,” said Pat Cappucci, company president and CEO. “By streamlining navigation and adding even more product information to the website, our customers can spend less time finding a BOB-CAT mower and more time running their business.”

For further information about BOB-CAT, call customer service at 866-469-1242

Briggs & Stratton awarded by EETC

MILWAUKEE -- Briggs & Stratton has been named Manufacturer of the Year by the Equipment & Engine Training Council (EETC).

With over 12,000 authorized Briggs & Stratton dealers in North America, the company implements a variety of training programs to ensure technicians are properly educated to service outdoor power equipment powered by Briggs & Stratton engines.

Founded in 1997, The EETC is a non-profit association made up of industry professionals, including manufacturers and dealers, that works to train and educate technicians in the outdoor power equipment industry. Each year the EETC recognizes a manufacturer who is an active partner in providing educational opportunities and resources to properly train technicians. This year, the Manufacturer of the Year Award was presented to Briggs & Stratton for their support of the EETC through ongoing membership, educational efforts and dealer engagement.

"Briggs & Stratton has done an outstanding job with education...I look at them as a model for their involvement in education for dealers and their commitment to quality for their customers," said Erik Sides, executive director for the EETC.

As one of the founding members of the EETC, Briggs & Stratton has always believed in providing education and resources to technicians. Whether it is through their annual updates on new product innovations and service related topics, providing hands-on training curriculum or online training through their Power Portal, or providing vocational instructors at high schools, tech colleges, and universities with curriculum to teach small engines classes, Briggs & Stratton provides a wide variety of training opportunities and resources.

Briggs & Stratton believes dealers, manufacturers and consumers of the outdoor power equipment industry need knowledgeable, qualified technicians to ensure power equipment is serviced properly. "As a manufacturer, you want to know that your product is in good hands, and consumers can be confident that these people (technicians) are the 'best of the best' and their equipment will be serviced correctly the first time around," said Tom Billigen, manager of customer education at Briggs & Stratton.

Ripe for the picking

Landscape companies from coast to coast had a great year in 2014, and while most say that the market has still not fully recovered to pre-recession numbers, things are looking good. Consumer confidence is on the rise, and coupled with a healthy housing market, jobs are really starting to take off.

Mirror Landscapes in Dixon, Ill., grew 10 to 15 percent last year, with most of the new work coming from the design/build side of the business.

“When we were looking at jobs and talking to customers, there was definitely a little bit more confidence – a little bit more willingness to spend more money,” says Operations and Sales Manager Jason Hemmer. “We actually had one very large job that probably wouldn’t have happened a couple of years ago with the way the economy was.”

A willingness to spend has led to comfortable backlogs and good profit margins for most, giving them a strong foundation for a great 2015. Of 160 respondents to our survey, 96 percent say customer confidence is either strong or average, and 26 percent have a backlog of five weeks or more.

Companies are still struggling to find and keep talent on their teams, and to educate customers about the value of the work they do in order to charge reasonable prices, but in general, things are looking up.

A strong market.

As the economy and the housing market recover, customer confidence is up from coast to coast. With more money to go around, projects are increasing in numbers and in scope.

“The area we’re in is very agriculturally based and so last year was a real good year for farm prices, so that always helps us,” says Dave Wright, president at Kimberly Nurseries Landscape & Irrigation in Twin Falls, Idaho.

A solid year for farmers, plus a generally improving local economy has his company already 10 percent ahead of budget for the year. Many contractors report that their customers are staying in their homes longer and investing in projects they’ve had to put off due to the financial crisis in 2008. Homeowners seem to be leaning toward backyard renovations to enjoy the time they spend at home.

ProGreen Lawn and Landscape in Birmingham, Ala., is up about 18 percent over 2014, which CEO Wade Horton says is due to increased consumer confidence. His company deals mainly in high-end residential accounts, and he says he sees people updating and investing in the homes they’re in. “They might have had a mediocre backyard before and now they want an ultimate backyard that’s as nice as can be because they’re going to stay there another 20 years,” he says.

Staying on trend.

Gone are the days of the basic hot tub and flat patio designs. Nowadays, homeowners want to bring the indoors out, and they’re asking for fire pits, outdoor kitchens and other elements to turn their backyards into more enclosed outdoor living areas.

“What we’re working on now is a lot of intimate home space for people, so things like fire pits, water features, pergolas – things that really add character to their outdoor living space,” Wright says.

For Bahler Brothers in South Windsor, Conn., patios, walkways and retaining walls have been the staple for 30 years, but landscape lighting has recently seen a lot of growth. The company added residential putting greens to its offerings this year and has gotten a great response.

“We had quite a few people requesting it last year, so we started doing some research and figuring out this might be a little niche we can carve out for ourselves,” says Jen Kloter, landscape designer and salesperson, noting that it’s a natural fit since the artificial turf goes on the same base as pavers. “It’s a good fit for the type of client that we’re going for.”

Younger customers are leaning toward low-maintenance and sustainable options like pollinator-friendly plantings. They don’t want their mom and dad’s garden. Instead, they’re looking for an easier option. “They feel like they’re contributing to a bigger cause and maybe that’s part of it,” says Kevin O’Brien, landscape designer with Lifestyle Landscaping in North Ridgeville, Ohio. “I think with that age group, they want to make sure that the money they’re investing is at least perceived as serving a greater good.”

In Colorado Springs, Colo., Matt Hiner, owner of Hiner Landscapes, says his company is putting in a lot less grass than before. “We’re high plains desert here so everybody is trying to follow xeriscape rules,” he says. “Long gone are the days when you put down grass because that’s what you do. Water is such a precious commodity here that people don’t want to waste it.”

How to hire construction crews Good help is still hard to find (and to keep), but there are ways to do it. Look for a good attitude and a willingness to learn, landscapers say. Some experience is nice, but many say they would prefer not to hire employees that could bring bad habits to the shop. As a growing company, Hiner Landscapes had 100 percent turnover last year – twice. Owner Matt Hiner says it was the hardest year he’s gone through. Jobs that should have taken two weeks were taking four. The labor shortage in Colorado Springs made it easy for employees to chase that extra dollar an hour, and because Hiner was locked into contracts with existing labor rates, he was stuck. “This year, I just didn’t play around with it,” he says. “I raised my rates and I’ve since hired guys that are much more expensive than I’m used to but it’s what I had to do.” His bids have increased about 5 percent to deal with the increased cost. He built his budget around the increased labor costs, stuck to his guns on pricing and hasn’t seen an impact on sales because of it. Greg Omasta, founder of Omasta Landscaping in Hadley, Mass., has been in business for 36 years and says he never steals employees from other companies. He prefers to teach his crews the right way to do things from the start. And with the University of Massachusetts and the Stockbridge School of Agriculture right next door, he’s looking to hire more people with some college background. Mike Iatona, vice president of operations at Desperate Landscapes in Dunmore, Penn., goes through around a dozen employees a year, but now he has a good crew of four guys – all referrals – he can rely on to get the job done right. The crew is almost like family now. He’ll fire up the grill and throw a few steaks on after work on Fridays. “They are employees; that’s first and foremost,” he says. “But we treat them good and they treat us good so that’s really it.” Treating people the right way is also key for Rich Schipul, president of Designing Eden in Connecticut. He tries to make sure his estimates are realistic so he isn’t acting as a task master. And it’s crucial to show crews that they’re not only appreciated, but there are opportunities for them to grow with the company. “I think it’s important to see that there’s room to grow,” says Kevin O’Brien, landscape designer with Lifestyle Landscaping in Ohio. “It’s not a dead-end company; it’s not just a job.”

Educating the customer.

One of the biggest challenges for companies offering design/build services is showing potential customers the value of what they’re buying. With all of the do-it-yourself shows on TV, plus competition from “fly-by-nighters,” as Mike Iatona says, an emphasis on quality craftsmanship is key.

The biggest challenge right now for Iatona, vice president of operations at Desperate Landscapes in Dunmore, Penn., is customer perception. Potential clients either think a project will be too expensive for their budget, or people who think the price is much higher than it should be.

He gets around the problem by giving free estimates, then spelling out the price line by line with the client. “There’s really no way around it other than ‘Here’s the price,’” he says. “Education is the biggest key.”

Wright uses advertising and social media to show customers the value of what he does. Existing clients are all asked to take a survey once their projects are complete and Wright shares the results that show high satisfaction and good value for the dollar spent. He also shares written testimonials from happy clients with potential customers.

In Ohio, O’Brien also tries to show the care and passion he and his team have for their work. Rather than showing potential clients what his company does, he tells them why. He uses the company blog, social media and marketing to showcase his team and humanize the work, which helps the company find the right kind of customer – one who isn’t just focused on a cheap price.

“It gets people to get to know them so we’re not necessarily showing built patios anymore; we’re kind of showing our people and why our people are excited about what they do and that excitement kind of translates to the job,” he says.

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Design/build is on the rise

We asked 160 landscape contractors about the state of their design/build business this spring. The responses were overwhelmingly positive with good backlog and high levels of customer confidence in the market, as well as revenue growth in 2015. Top challenges include finding good, reliable employees, low-cost competition and managing customer expectations.

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Customers are focused on outdoor living and connection with nature. Their most-requested design elements include stone patios, walkways, firepits and water features.

Taking care of your clients

How good are you at taking care of your clients? What do people think when they contact your company on the phone? Take a look at the 11 questions below and be honest with yourself; no one will know your answers but you.

1. Do you return calls from clients or prospects first?

2. Do you fight hard for your client’s rights and always do what’s best for them?

3. When you meet with a client, do you listen more than you talk?

4. Are you always on time for meetings with clients?

5. Have you written your top 50 clients a handwritten thank you note in the last six months?

6. Would your clients tell a third party that they love you and your company and feel appreciated? (Remember, be honest)

7. When your clients ask you a question and you do not know the answer, do you fake it so to not make them think you don’t know what you’re doing?

8. Does your entire team know who your top 50 clients are?

9. If someone were to call your company right now, would they be impressed? Would you?

10. Do the people who answer your phones know the products and services of your entire company, inside and out?

11. Is your receptionist the lowest paid person at your company?

How did you score on this test? Do your clients really feel like you value them and always do what’s best for them? Or do your clients have legitimate reasons to be looking for someone else to work with?

No one said it would be easy to be successful in business, but there are a ton of little things you can do to set yourself apart from the competition. Look through the questions again and see if there aren’t some steps you can take to improve your company.

Rollout to revenue

We visited Southwest Landscape Management and Land Creations Landscaping in Columbia Station, Ohio to see how the Rak brothers, Steve and Jeff, keep their respective businesses running. The two companies operate out of the same building but while Southwest does lawn maintenance and snow removal, Land Creations is a design/build company.