HydroPoint promotes Charles Zaher

HydroPoint, makers of WeatherTRAK and EPA WaterSense Manufacturer Partner of the Year, has announced the promotion of Charles N. Zaher to regional vice president of channel sales. Zaher’s proven success is founded on consistently providing timely and appropriate solutions that achieve both environmental and financial objectives, and is an instrumental force in HydroPoint’s channel strategy and success. He joined the HydroPoint team in 2007 with 35 years of irrigation experience in sales, marketing and business development. Charles holds a Master of Science degree in irrigation and soil management from the American University of Beirut, Lebanon and currently resides in Orange, Calif. with his wife Kohar and three sons. He frequently speaks on the topics of irrigation design, system components and water management strategies to both technical and business audiences.

In his new role as regional vice president of channel sales, he will continue to serve as the primary sales executive for several distribution partners, including John Deere Landscape, Sprinkler Supply, CPS, Ewing and Hydro-Scape. Additionally, Charles will be spearheading the strategic growth and strategies of partnership programs to achieve the best practices across all preferred networks.

Win-Win: How to Score a Municipal Tree Care Contract

Pursuing a municipal tree care contract is very different from selling your tree care services to a homeowner. Municipal bidding involves specific rules and procedures that govern both the agency and the bidders, and tree care company owners need to understand this process to improve their chances of landing a contract.

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Bayer names key account manager

RESEARCH TRIANGLE PARK, N.C. – Environmental Science, a division of Bayer CropScience LP, announced the appointment of Mike Dzurenko as the newest key account manager for the North American turf and ornamentals (T&O) business. In his new role, key account manager for the Lawn & Landscape division at Bayer, Dzurenko is responsible for developing and building relationships with national accounts in the lawncare and landscape industry.

“Bayer is fully dedicated to meeting the evolving needs of its customers,” said Jose Milan, head of Bayer’s T&O business. “With more than 30 years of experience in the lawncare business, Mike is deeply knowledgeable and highly skilled in building the key partnerships that will drive Bayer and its customers toward continued and future success. We are thrilled to welcome him into the turf and ornamentals division.”

Dzurenko most recently served as director of strategic parternships at U.S. Lawns in Orlando, Fla., where he managed innovative solutions for business development, strategic selling to national accounts, process improvement and customer service operations. Prior to U.S. Lawns, Dzurenko worked with TruGreen Companies out of Atlanta, Ga., where he led major account business development for TruGreen Landcare and was responsible for prospecting and developing multi-property and national account sales for its landscape division nationwide.

“Bayer is a professional organization and a great company from both a product and a relationships perspective,” Dzurenko said. “I’m looking forward to getting out into the field, meeting customers and developing multi-tiered relationships with customers ranging from headquarters to local sales teams.”

Dzurenko has a diverse educational background with professional experience in advanced sales training, professional selling, selling to federal government, relationship selling, Six Sigma, CRM (customer relationship management), sales management leadership as well as interviewing, recruitment and selection. He completed undergraduate courses at Youngstown State University.

For more information on Bayer solutions for green industry professionals, visit www.BackedByBayer.com.

Greenscape supports community effort

FUQUAY-VARINA, N.C. – Greenscape team members will join in and volunteer during the build process of the new Sun Sprouts Fort at the Marbles Kids Museum. The Fort is being built with the help of volunteers, donations from a crowd funding campaign and supporters, and a matching grant from Moe’s Triangle.

“The Sun Sprouts garden is a learning tool that helps kids understand where food comes from,” says Daniel Currin, president and CEO of Greenscape. “They get their hands dirty while having fun and enjoying the outdoors. We think it’s important for children to have a meaningful connection with the outdoors and we hope this helps facilitate that. We’re proud to support this community effort to add another great outdoor space in the Triangle. Green Team members will assist with site prep, removing the sand from the old dig pit and filling it in, replacing worn path materials and relocating existing plants while the construction takes place. Learn more about the Museum by visiting www.marbleskidsmuseum.org.

Abby Wambach wants real grass

NEW YORK, N.Y. – The 2015 Women’s World Cup final match became the highest-rated and most-watched soccer game ever to air in the United States. Not only did it turn the world’s attention to women’s soccer, it also put a spotlight on a concern many people don’t think about – playing on artificial turf.

For Abby Wambach, co-captain of the World Cup Champion U.S. Women’s National Soccer Team, well-maintained grass under her soccer cleats isn’t a luxury. It’s a necessity for playing aggressively and reducing risk of injury. Wambach’s appreciation for playing on grass has been front and center since the International Federation of Association Football (FIFA) announced the games would be fielded on artificial turf in July 2014.

“There is nothing better than playing the sport I love on a real grass field,” said Wambach. “The ball moves quickly and I’m required to react fast and with precision. Real, well-maintained grass helps me anticipate the ball’s movement and feel better about going all-out.”

Wambach’s appreciation for playing on grass created a perfect partnership with RISE to raise awareness about the value of real grass fields and the products and processes needed to care for them.

As part of the partnership, Wambach conducted media interviews from New Jersey Red Bull Arena on July 29. Her voice helped carry RISE’s messages to today’s parents and tomorrow’s next generation of soccer stars.

“Soccer is a great foundational sport, and I want kids to someday be able to experience everything I have,” said Wambach. “That all starts with a natural, healthy playing field.”

“The benefits of real turf playing surfaces bring to life the importance of healthy grass in all the places we live and play, which gives us the opportunity to show the value of products used to maintain healthy turf,” said Karen Reardon, vice president of public affairs for RISE. “Abby’s media interviews and the content shared through social media highlight her professional athlete’s perspective, though the benefits she describes are well known to athletes, parents and communities across the country.”

During the interviews, Wambach told athletes and parents of athletes to think about the following elements before stepping on a playing field:

1. Natural turf is the optimal playing surface: Natural turf provides athletes with an optimal playing surface – real grass. Practice and competition on natural grass creates softer, and up to 40 degrees cooler, fields with less risk of knee and ankle injuries and skin abrasions.

2. Turf care is an integrated game plan: The best playing fields showcase the results of an integrated pest management (IPM) approach to managing weeds, insects and diseases that harm grass. Well maintained grass offers thick, reliable play; otherwise, grass can become patchy with weeds or dirt, creating tripping and other hazards.

3. Groundskeepers need a complete toolbox: Professional groundskeepers and sports turf managers need access to effective pesticide and fertilizer products that help keep grass healthy. Turf managers use these products judiciously to solve or prevent specific problems.

4. Natural turf is personal: Natural grass fields vary with region, soil type, weather patterns, field use and more. The approach for all fields should be specific to those conditions to keep the field in great playing shape. With proper maintenance, natural grass fields do not have a fixed life and can be used for more than 20 years without replacement.

To learn more about RISE’s work with Wambach, visit www.debugthemyths.com/naturalturf. You can also follow Debug the Myths on Facebook at https://www.facebook.com/debugthemyths and Twitter @DebugTheMyths.

New HDD Advisor released

PERRY, Okla. – The Ditch Witch organization, a Charles Machine Works Company, has released a web-based Horizontal Directional Drilling (HDD) Advisor tool. Customers can use the advisor to quickly determine the right tooling configuration for their Ditch Witch or Vermeer directional drill string.

“Time is money for our customers. That’s why we developed this easy-to-use, interactive tool,” said Jaime Wines, director of parts sales and marketing, Ditch Witch.

“It gives drill operators the confidence to quickly and correctly select downhole tool options – everything from the SaverLok to the drill pipe to the backreamer – to match the drill unit they’re using and soil conditions on the job.”

Historically, identifying the proper tooling for job sites was time-consuming, cumbersome and paper-intensive. The new HDD Advisor gives operators and dealers an intuitive tooling-product roadmap, and quickly recommends configurations and solutions based on a few questions.

The new HDD Advisor also includes the option to save drill string configurations for future reference and streamline ordering of replacement parts. Operators can share their drill string configurations with their dealer of choice, and print or email summaries from a PC or mobile device.

To increase the value for operators, both Ditch Witch and Vermeer drills can be selected within the tool. Visit www.hddadvisor.com to see HDD Advisor in action.

Teaching vs. presenting

Marty Grunder

My banker recently sent me a story about Urban Meyer, the football coach at The Ohio State University, the 2014 NCAA football champions. It can’t be argued that Meyer is one heck of a coach. The story focused on Meyer’s debate on whether his sister, vice provost for Undergraduate Affairs at the University of Cincinnati, was a presenter or a teacher. Meyer spoke of the importance of being a teacher instead of a presenter. He said a teacher makes sure that their students truly understand the information and take action with it. A presenter just dumps information and doesn’t pay any attention to whether it’s understood or not. Teachers make a difference and change people’s lives. Presenters are often forgettable as they aren’t engaged enough to make that big of an impact. Talk to any successful owner of a landscaping company and they will all tell you that training and education are important parts of their success. You will only realize your team’s utmost potential by training, educating and equipping your team so they can effectively handle all sorts of tasks without your involvement. Growing a landscaping company happens when you teach your team to follow procedures and systems. Presenters don’t move this agenda forward; only teachers do. A presenter is someone who just reads from a piece of paper or just demonstrates, without having a feel for if the audience or the student is actually grasping the concepts. He shares his presentation and walk away, failing to engage the audience by asking questions and to get those present excited about the knowledge or information. A teacher is someone who has lesson plans and strides to the front of the class to actively share a lesson with her class. She doesn’t turn her back on the class. Instead she pauses as she teaches to make sure her students are following along, grasping the concepts. Great teachers make learning fun and focus in on details when needed and seem to make difficult subjects palatable. Let’s talk about how you might be a teacher rather than a presenter in front of your team. Let’s say you are talking to your team about how to weed eat properly. I know what some of you are thinking – that’s silly, everyone knows how to weed eat. Wrong! Smart landscapers train and educate their teams on how to weedeat. Think about how much weedeating you do. Think about how much time can be lost by not doing it efficiently. Think about all the windows you could break if you don’t do it correctly. Think about how many edges won’t look right if your team doesn’t do it correctly. A teacher would have an outline that detailed everything she wanted to get across and have the highlights of that outline on a handout for everyone. A teacher would systematically go through the outline, stopping along the way to ask questions. Ask the group to share what they have learned so far. A teacher would demonstrate, ask others with experience to demonstrate and then when done, ask the class to demonstrate what they learned to make sure everyone now knows how to weedeat properly. A teacher would go over even the simplest of all details and not be afraid to point out the obvious because she realizes details matter. A teacher would hand out a quiz and grade them. A teacher would frequently check on her students days, weeks and months later to make sure they are weedeating correctly and praise those who are in front of the whole team. Think about the teachers in your life that you liked the most, think about the ones who helped you improve. Work to be that kind of teacher. Don’t be a presenter who just gets up in front of everyone, dumps a bunch of information and leaves. Be a patient, detail-oriented teacher who gets his students involved and excited about learning. Your team will appreciate your efforts and your profits will improve as a result of some properly equipped teammates. Marty Grunder is a speaker, consultant and author; he owns Grunder Landscaping Co. See www.martygrunder.com; mail mgrunder@giemedia.com.

NCNLA awards horticulture scholarships

RALEIGH, N.C. – NCNLA has awarded scholarships to three students through the NCNLA Horticulture Scholarship program for the 2015-2016 academic year.

Committed to recognizing and rewarding future industry leaders around the state, NCNLA developed the NCNLA Horticulture Scholarship to provide full-time students enrolled in 2- or 4-year horticulture programs the opportunity to receive education financial assistance.

This year’s recipients of the NCNLA Horticulture Scholarship are:

– Anna Gragg, Mayland Community College

– Lucas Yanders, North Carolina State University - Agricultural Institute

– Katherine Miller, North Carolina State University

Scholarship recipients are determined through a competitive application process, administered by the NCNLA Board of Directors. Applicants are evaluated by numerous factors including scholastic aptitude and industry potential. Work experience within the industry, leadership ability and financial need are also considered when determining scholarship winners.

For more information on the NCNLA Horticulture Scholarship program, please visit www.ncnla.com/ncnla-scholarships.

Porous Pave adds new distributors

GRAND RAPIDS, Mich. – Porous Pave has added three new distributors in the U.S. and Canada for Porous Pave, the company’s pour-in-place pavement material. The new distributors are Napa Valley Materials (California), Brico Services (British Columbia, Alberta and Saskatchewan), and J&J Porous Pave (Ontario).

“Our distributors are committed to training and certifying installation contractors,” said Dave Ouwinga, president and chief executive officer, Porous Pave, Inc. “To help ensure excellent results, they also provide expert technical support during project planning and installation.”

An eco-friendly green building product, Porous Pave infiltrates stormwater on-site, reduces the volume and slows the velocity of peak stormwater flow into storm drains and storm sewers, decreases erosion from runoff, filters out water pollutants and recharges groundwater. Engineered with 29 percent void space, Porous Pave allows water to permeate through its surface, filter down through the compacted aggregate base on which it is poured, and then seep into the soil. Porous Pave XL consists of 50 percent recycled rubber chips and 50 percent stone aggregate with a moisture-cured binding agent. Porous Pave XLS is 100 percent recycled rubber chips with a more elastic binder.

“One of our goals is better utilizing recycled materials to reduce construction’s environmental footprint. With its recycled rubber content, Porous Pave projects have re-used a total of six million pounds of rubber from 200,000 scrap tires,” said Scott Atkinson, president, Napa Valley Materials, Calistoga, Calif. “We care about improving water quality through stormwater management. Porous Pave has been proven in a decade of permeable installations,”

“There is a strong demand in Western Canada for permeable and pervious paving surfaces for retaining stormwater,” said Brian Pirot, owner, Brico Services, Calgary, Alberta. “As a supply and distribution company specializing in landscape and building supplies and equipment, we offer products that provide superior performance. Porous Pave is engineered to achieve greater permeability than other paving products.”

“I found out about Porous Pave when I was looking for an alternative to concrete and asphalt for my own driveway. We installed Porous Pave in September 2014, and it came through one of the coldest Canadian winters in a long time in great shape,” said Jim Roth, president, J&J Porous Pave, Stratford, Ontario. “I was so impressed, I started a company to distribute Porous Pave.”

Porous Pave XL is a hard material with the compressive strength to support vehicle as well as foot traffic. Applications include parking lots and driveways, walkways and trails, and golf cart paths. Porous Pave XL is also a sustainable and non-slip alternative to metal grates for tree surrounds in urban streetscapes. Porous Pave XL can be installed on slopes up to 30 degrees.

Porous Pave XLS is more impact-absorbing and provides a safe, slip-resistant surface for playgrounds and areas around swimming pools and spas. In addition, contractors can over-pour XLS on patios to re-surface cracked concrete. Its 100 percent rubber content and light weight (six pounds per square foot at two inches deep) make it a sensible solution for paved surfaces atop roofs, including rooftop patios and green roof walkways and borders.

Porous Pave, Inc. will present Porous Pave XL and XLS at the National Recreation and Park Association (NRPA) Annual Meeting, September 15-17, 2015 at the Mandalay Bay Hotel and Convention Center, Las Vegas, Nev. Celebrating its 50th year, the NRPA is a non-profit organization dedicated to the advancement of public parks, recreation and conservation. Bringing together more than 7,000 park and recreation professionals, conservation experts and citizen advocates, the NRPA Annual Conference is the premier annual meeting of the park and recreation community. Porous Pave will be located at booth #727.

ETwater launches SmartClub

NOVATO, Calif. -- ETwater has announced the launch of SmartClub, a new pilot program that enables sustainability-minded individuals to become ETwater ambassadors and directly assist in the placement and activation of the ETwater Smart Irrigation service. This new business model gives SmartClub members the opportunity to promote water conservation and efficiency while also participating in a share of the revenue from every subscriber they activate. To apply, go to ETwater.com/SmartClub.

Over 60 percent of water use nationally is for outdoor or irrigation uses, and 50 percent of that is wasted due to overwatering. ETwater’s Smart Irrigation service solves that problem and saves more water, time and money than any other solution available in the market. The new SmartClub is designed as a partnership program with an affinity model for selling this innovative and important service.

SmartClub members leverage their personal networks to sign up and activate subscribers. They raise awareness about the environmental and financial benefits of ETwater’s Smart Irrigation service, answer questions and provide interested customers with all the information they need to make a decision. A SmartClub member can sign up as many customers as they want to the subscription service. Each customer gets a low-cost device for their sprinkler and irrigation systems, an embedded wireless network account on ETwater’s 3G/4G wireless service, access to a cloud-based scheduling platform and concierge-level support.

“If you believe in water savings, or want to help others save our natural resources, you need our Smart Irrigation service and technology,” said Lee M. Williams, COO from ETwater. “The sharing economy has erupted over the past few years as individuals seek out flexible new ways to earn extra income from work they are passionate about. We realized there was a huge opportunity to apply this peer-based model to the smart irrigation space, so every resident and business in the country can get access to the capabilities of our platform and technology.”

The American workforce is now 34 percent freelancer, according to a study from the Freelancers Union and Upwork. Companies such as Uber, Airbnb and TaskRabbit have broken open the freelance landscape, and increasing numbers of workers are looking for alternative ways to generate and supplement their income. At the same time, California is facing a historically bad drought, underscoring the need for more efficient water systems. In addition, smart home technology is rapidly gaining momentum. BI Intelligence estimates that there are 1.9 billion devices today, and there will be 9 billion by 2018. The ETwater SmartClub program sits at the nexus of all these trends.

SmartClub members can ensure the devices are installed and running smoothly, and can also pick up other install, landscape survey or maintenance jobs in the SmartClub marketplace. In order to become a SmartClub Pilot member, individuals must participate in ETwater’s online training program and adhere to a professional and friendly code of conduct. They are entitled to $20 on activation per site, as well as 10 percent of the recurring monthly subscription fee for up to one year of the subscription term that any subscribers activate. Members also receive ETwater’s service free for one year.

Extreme choices

DT: Autumn Sage

Salvia greggii is one of the most reliable and easy-to-grow drought-tolerant perennials. There are many varieties of the species available and bloom colors range from pure white to pink, to coral, to deep red. As plants become semi-woody, they are often used as small shrubs in warm climates. Plants can grow approximately 3 feet tall and spread to 5 feet wide. Autumn sage begins blooming in early spring and continues until a hard frost. There are also many S. greggii hybrids with S. microphylla and other species, which are referred to as “Salvia greggii types.” Plant in a sunny location with well-draining soil. Hardiness zone varies by varieties and typically ranges from Zone 5-10.

DT: Sedum

As a group, Sedums can be relied upon to be sturdy performers in hot and dry landscapes. These hardy succulents are available in assorted sizes, shapes and foliage colors. ‘Blue Spruce’ is a variety particularly good for use as a low-maintenance groundcover along sidewalks, driveways, retaining walls and containers. This variety offers up a unique silvery-blue foliage color. Plants require a full sun location with well-draining soil. Once established, plants require little supplemental water and are highly tolerant of reflected heat. There are sedum varieties available for just about every hardiness zone.

DT: Mexican Feather Grass

Nassella tenuissima, commonly referred to as Mexican feather grass, is a species of grass native in the U.S. only to West Texas and New Mexico. Unlike many other ornamental grasses, this species is compact in size, growing to only 30 inches tall in bloom, in clumps 1 to 2 feet wide. Foliage is threadlike and adds a soft texture to the landscape. The spring and summer inflorescence have a feathery appearance. Plants require a sunny location and well-draining soil, and do not tolerate any excess soil moisture. They are also excellent in containers and cold hardy to USDA Zone 6.

DT: Rosemary

Known as one of the most popular culinary herbs, rosemary also performs as a lush, evergreen landscape shrub or cascading trailer. Plants are drought-hardy once established and very tolerant of intense reflected heat. Can be used in very low-maintenance plantings without supplemental irrigation. Plants bloom sporadically throughout the growing season, but timing will depend on climate. There are many varieties of rosemary available; some grow upright to 6 feet tall, while prostrate varieties will trail over retaining walls and containers. Some varieties are cold hardy to USDA Zone 6, while others are more suited to Zone 8 or higher. Provide a sunny location with well-draining soil.

DT: Bearded Iris

This stunningly beautiful “bulb” also happens to be one of the most reliable drought-tolerant garden plants. The large rhizomes produced by bearded iris plants allow them to not only survive, but thrive under extended periods of drought. Once established, bearded iris do not require supplemental water. However, a bit of supplemental water now and then will result in more flowers. Bearded iris are available in a seemingly unending array of colors, shapes and sizes. There are iris varieties suited for any climate in the U.S. Some perform better in southern soils, while others are more tolerant to cold northern temperatures. Rhizomes should be planted shallowly in loose, well-draining soil in a sunny location. They are hardy to Zones 3-10 in drier parts of the country, 3-8 in wetter parts.

WF: Gooseneck Loosestrife

As with many plants well-suited to a rain garden, Gooseneck Loosestrife, Lysimachia clethroides, can be an aggressive spreader depending on your location. However, if you have room to spare, they make quite an impressive display. Their long racemes of small white flowers curve as they mature, creating a gooseneck-like appearance. Plants establish easily in a rain garden and perform best in moist to wet soils. They don’t tolerate extreme heat or soils that stay dry for extended periods. In cooler climates plants perform well in full sun locations, while they’ll prefer some afternoon shade in southern regions. Each plant creates a clump about 3 feet wide and can be used in mass plantings or mixed borders. Cold hardiness ranges from USDA Zones 3-8.

WF: Yellow Flag

Unlike bearded iris, Iris Pseudacorus is a water-lover. Yellow flag is used to clean waterways as it absorbs heavy metals. Plants can spread aggressively, creating dense clumps of foliage. However, when planted in rain gardens that periodically dry out, their spread will be slowed. Plants produce bright yellow blooms in spring or summer atop sword-like foliage. Plants can tolerate very acidic soils but are also adapted to soil with a high pH. While plants bloom heavier in sunny locations, they will also bloom in shadier locations. Yellow flag can be grown in a variety of conditions throughout USDA Zones 3-9.

WF: Maiden Grass

Some plants have the ability to perform double duty in the landscape by tolerating both drought and wet conditions. Maiden grass, a species in the genus Miscanthus, have that ability. This makes them perfect for use in rain gardens that may experience big swings from very wet to very dry and back again. There are many varieties available that offer up different foliage types, colors and plant sizes. Some varieties of maiden grass, such as ‘Cosmopolitan’ can grow up to 10 feet tall while dwarf varieties such as ‘Adagio’ top out at 3 feet tall. There’s a maiden grass for almost any type or size of landscape space. Plants perform best in a sunny location, but can tolerate some shade. Maiden grasses are typically cold hardy to USDA Zone 4 and are grown through Zone 9.

WF: Calla Lily

While not true lilies, Zantedeschia spp., are very elegant flowers for the spring and summer garden. Plants grow from tubers that are best planted bareroot in the fall. Container specimens can be planted any time in the growing season. Once mature, each tuber will produce a plant that offers up 10-30 flowers. The classic white calla lily is Zantedeschia aethiopica, but there are other species and cultivars in a variety of colors. Callas grow best in consistently moist soils with a sun to part shade exposure. Afternoon shade is recommended in very hot climates. Calla lilies are best suited to warmer climates and are marginally cold hardy to USDA Zone 7.

WF: Spiderwort

Spiderwort will brighten up shady spots in rain gardens and along streams and ponds. If there is soggy soil, this plant is bound to thrive. Tradescantia spp. grow in spreading clumps that can spread and seed quickly given the right environment. Choose sterile hybrids for smaller areas or if spreading is a concern. Plants grow to about 2 feet in height. The unique flowers appear in intense shades of purple, violet, pink and even white. Individual blooms last only a day, but are continually replaced by new flowers from spring through summer. Spiderworts are cold hardy to USDA Zone 4 and grown through Zone 9.

Don't forget about turf

While many homeowners are looking to replace lawn areas with drought-tolerant plants or rain gardens, lawns still offer important benefits to the urban dweller and ecosystem. For areas that need to support regular foot traffic and playtime for kids and pets, turfgrass is still a good solution. Lawns can be made more sustainable if the right variety is selected and a proper maintenance regimen is established.

According to Jack Karlin, program director for the Turfgrass Water Conservation Alliance, water-efficient turfgrasses use 30 percent less water than conventional varieties and provide a whole suite of ecological benefits. Dense fibrous root systems nearly double water infiltration rates while high plant density is excellent at securing and protecting topsoil. Turf also sequesters carbon into the soil and produces oxygen at a tremendous rate.

Turf also lowers the ambient temperature of an urban area, helping to mitigate the urban heat island effect, Karlin says.

“Beyond ecological services, turf has been correlated to increased mental and physical wellbeing, especially in children, and provides an affordable, attractive groundcover that enhances any landscape,” he says.

USDA Plant Hardiness Zone Map
The USDA hardiness zone map is the standard by which landscapers can determine which plants will thrive in different locations across the country. The map is based on the average annual minimum winter temperature, divided into 10-degree F zones. Download one at bit.ly/LLusdamap.

JCB recognizes technicians

SAVANNAH, Ga. – JCB has recently introduced the ‘Master Technician’ program to all dealerships in the North American network. The Master Technician program is designed to continue to build the skills of JCB Service Technicians and recognize technicians that are at the top of their class.

To be considered for the program, service personnel must be nominated by their dealership and pass an entry exam. Once those qualifications have been met, participants must pass a series of training programs and hands on skill challenges at 100 percent, as well as all distance learning classes, JCB systems efficiency testing, Core Product Component Testing and other service based tests to earn the designation of Master Technician.

Rick Papalia, senior vice president of corporate operations for Northland JCB states, “We feel it is very important for any technician to understand all training opportunities that are available, and how they can continue to learn and grow with the company and advance their career. Not only does it provide an opportunity to expand their understanding of the product, but it helps them to keep up with rapidly changing technology, some of which can be quite advanced. The Master Tech Program training structure will also result in the highest levels of service people possible. Most importantly, it will give our service technicians a means to recognize their accomplishments.”

All those who successfully complete the Master Technician Program earn the special Master Technician designation. They then compete annually in a competition where the best performing Master Technician in each of JCB’s 12 regions earns a special “Master Technician Ring” to acknowledge their expertise.

“Service technicians are often the unsung heroes of a dealership, yet they are vital to its success and support of the JCB brand, that’s why we are proud to introduce this prestigious program to honor those technicians who represent the best of the best in our North American dealer network”, says Chris Giorgianni, JCB vice president of product support and government & defense.

The 12 Regional Master Technician competition winners will compete annually in a National Master Technician contest where the champion will win an all-expense paid trip to JCB’s global headquarters in the United Kingdom.

To learn more about JCB visit www.jcbna.com.

Fiat Chrysler to recall trucks

At the insistence of federal regulators, Fiat Chrysler is recalling about 843,000 pickup trucks because slamming the door too hard could set off the airbag meant to provide head protection in a side-impact crash, according to a report by the automaker posted Saturday on the regulator’s website.

The recall includes about 667,000 vehicles in the United States and covers the Ram 1500, 2500 and 3500 from the 2013-15 model years. In addition to the United States vehicles, about 153,000 are being recalled in Canada, 8,300 in Mexico and 15,000 outside North America, a spokesman for Chrysler, Eric Mayne, said in an email.

For the full story, on nytimes.com, click here.

OTF/OSU Field Day scheduled

COLUMBUS, Ohio – The Ohio Turfgrass Foundation and The Ohio State University Turfgrass Science Team recently announced their sessions for the upcoming Turfgrass Research Field Day being held on August 11. Field Day will take place at the OTF Research and Education Facility located at 2710 North Star Road in Columbus, Ohio.

Turfgrass professionals from all sectors, including golf, sports and lawn care, are encouraged to attend to learn about the latest advancements in technology, enhance their diagnostic skills, network with their peers and more. Registration is $40 for OTF members and $60 for non-members. Attendees will have the opportunity to earn commercial recertification credits from the Ohio Department of Agriculture (ODA) in categories 8 and CORE. GCSAA members may also receive 0.35 education points.

Topics being addressed at this year’s event include forecasting gray leaf spot, updates in utilizing ground penetrating radar on putting greens, herbicide and pesticide fate, herbicide efficacy during spring and summer seeding and more.

For a complete list of topics and additional event information, visit www.ohioturfgrass.org.

NALP extends deadline

HERNDON, Va. – The National Association of Landscape Professionals (formerly PLANET), has announced that the deadline for entries for its 2015 Awards of Excellence is being extended through August 10, and this year’s newly launched online portal makes it much easier, faster and more efficient when applying for your award-winning project.

The Awards of Excellence program is the largest awards program in the industry, showcasing projects that exemplify professionalism in landscape design/build, installation and contracting, landscape management, lawn care and interior maintenance as well as erosion control and ecological restoration, special events and interior plantings.

“Winning an award is a great marketing tool for companies and it helps demonstrate the professionalism in the industry, so we encourage every company to show off their best work through the award process,” said Sabeena Hickman, CAE, CEO of NALP. "It is not just the big companies that win awards, many small companies win awards for their work and are able to share that with current and future customers."

For information about applying for this year’s Awards of Excellence, click here, email Pamela Moore at awards@landscapeprofessionals.org or call the NALP office at 800-395-2522.

The awards will be presented in person at the awards dinner, Thursday, Oct. 22, during the annual education convention, LANDSCAPES 2015 (formerly the Green Industry Conference) in Louisville, Ky.

Outside in

Part design, part horticulture and all customer service, interiorscaping is taking off as the idea of incorporating natural elements into interior design gains popularity. Architects and interior designers are starting to include some green in their designs, and interiorscape companies are diversifying, branching into furniture, art and more.

In Irvine, Calif., Julie Farrow has been installing indoor plants for more than 30 years, working with designers and architects to raise awareness of the benefits of adding plantings. And now designers are putting green space in their plans.

“We’re being specified where we weren’t before,” says the president and founder of Plantscapers. “We give them the tools to actually put in living walls in their CAD designs and we speak to them a lot. It’s a really hot topic right now. People are actually starting to listen.”

For Plantscapers, working with the designers is crucial to a great product. Not only does the endorsement of the architect help sell the client on planters or green walls, but knowing the design helps Farrow’s team complement the office environment.

“There’s nothing worse than having a design that’s very traditional and then you go in there and you disregard it and put in chrome pots,” Farrow says. “You really have to be respectful of what they’re doing.”

At Hoffman Design Group in Folcroft, Pa., the team does it all, from furniture to artwork to outdoor planters and window boxes to weddings and holidays displays for nearly 400 clients in an 85-mile radius of Philadelphia. The company has been doing so well that it moved to a larger, 50,000-square foot facility in June.

The goal is to create a happy and healthy environment to improve people’s well-being. “A company that is going to succeed now in this day and age needs to be more focused on plants and their effects on the office as well as how they relate to the interior design of the office,” says Bryan Hoffman, founder and owner of Hoffman Design Group. “Plants by themselves – anyone can do that. You really need to be able to figure out a way to provide a whole environment for the people in the office.”

Stay on your toes Trends move much faster inside than they do outside, says Julie Farrow, founder and president of Plantscapers in Irvine, Calif. Customers want more than just the standard pots and planters, so interiorscapers need to keep up to date with the latest design trends to keep their customers happy. Plantscapers is always expanding its design horizons, using cutting-edge elements like preserved grasses, replica equisetum, character plants, unique pottery and contemporary lines of squares. Cool tones and steel elements like gunmetal pottery are big in California right now, so Farrow incorporates them into her work. “We’re really paying attention to what the architect and design movement is right now and if we can keep on that and complement that, I think we’re going to do really exciting things,” she says. Bryan Hoffman, founder and owner of Hoffman Design Group in Folcroft, Pa., keeps his customers intrigued by surprising them with elements like pop-up gardens and found object planters. From parking lot gardens to temporary displays, the company is always trying to keep clients guessing. “We’re looking at these ways that we can incorporate changes into the accounts and surprises because the whole idea of surprising people and capturing people’s attention is a big trend right now,” Hoffman says. Inspiring creativity and interrupting routines in surprising ways is Hoffman’s goal, and he says that’s what sets his company apart. Hoffman gets his inspiration from some of the latest movements in street art like seed bombing where someone will throw a handful of seeds into an open lot and see what grows. Hoffman Design Group is always trying to find new ways to display plants beyond the green wall and green roof, looking at ways to combine art and horticulture in ways no one has seen before. Capitalizing on the popularity of biophilia (the idea that there is an instinctive bond between human beings and other living systems), Hoffman and his group create a natural office environment. “Why would people want to use us if we didn’t have the newest, latest innovations to share with them?” he asks. “They could just go to Home Depot and buy some pots and plants and do it themselves.”

Strictly business.

Plantscapers and Hoffman Design Group both service mostly corporate clients like hotels, retail centers, offices and other public spaces, with Hoffman’s clientele 100 percent commercial, and Farrow’s 80 percent commercial and 20 percent high-end residential.

Both companies employ 18 fulltime workers, and Hoffman also has 30 to 40 seasonal employees. While Plantscapers is all interior, Hoffman’s landscape services make up about 45 percent of the company’s total revenue. That includes interiorscapes and outdoor planters. The rest comes from displays and design.

Plantscapers’ goal for net gross profit is 55 percent with a 2014 revenue of $2 million.

Each department at Hoffman Design Group has its own goals with an overall ideal of 15 percent profit margin.

Last year, the interiorscape department had a goal of 45 percent net profit and exceeded it by 2 percent.

“Interior landscapes has a lot of reoccurring revenue so it’s easier to predict what revenue is going to be coming in every month and as long as the routes are managed efficiently and there’s not a lot of turnover, things can move along nicely according to plan without too many surprises,” Hoffman says.

Both Hoffman and Farrow got into the industry for their love of plants, but stress that it’s a business, not a hobby. Since interior landscaping is a luxury service, she stresses that it’s important to be a perfectionist and a professional at all times. And if you don’t know how to do something, find someone who does.

“Hire people to do the things that you don’t do,” Farrow says. “So if you’re not good at accounting; if you’re not good at business, then hire people who can help you with those things because you can’t be great at everything.”

Kawasaki partners with NHLA

GRAND RAPIDS, Mich. – The Engines Division of Kawasaki Motors Corp., U.S.A. has joined in a partnership with the National Hispanic Landscape Alliance (NHLA), becoming one of the organization’s Supporting Members and helping it to facilitate and promote the advancement of Hispanic-Americans as landscape industry professionals and leaders.

“Kawasaki is proud to join forces with the NHLA as it broadens efforts to reach out and deliver substantive tools that will ultimately improve the contributions made by members of our industry,” said Rodger Howe, vice president.

NHLA has developed plans and activities that inform, encourage, empower and support its members so that they can become successful professionals, better-engaged leaders and more effective industry advocates. The organization is also involved in ongoing dialogue with elected officials and policy-makers whose decisions affect the landscape industry and the livelihood of landscape company owners and their employees.

“The objectives of the organization match the goals of most industry professionals and Kawasaki looks forward to cooperating with NHLA and its membership in the furtherance of those objectives,” said Howe.

Ralph Egües, executive director of the NHLA said, “We are delighted to welcome Kawasaki as a member of our fast growing association. Kawasaki’s values and emphasis on diversity align perfectly with the empowering work of the NHLA. We look forward to working closely with Kawasaki to increase outreach, programming, and member-to-member engagement, thus helping current and future members realize even greater success.”

Campaign offers tree-saving tips

SACRAMENTO, Calif. – The Davey Tree Expert Company has partnered with California ReLeaf, Save Our Water and a coalition of urban forest and other concerned organizations to raise awareness on the importance of proper tree care during this historic drought. Save Our Water is California’s official statewide conservation education program. California ReLeaf is a statewide urban forest nonprofit providing support and services to over 90 community nonprofits that plant and care for trees.

With potentially millions of urban trees at risk, this campaign focuses on a simple yet urgent message: Save Our Water and Our Trees! The Save Our Water and Our Trees partnership is highlighting tips for both residents and agencies on how to water and care for trees so that they not only survive the drought, but thrive to provide shade, beauty and habitat, clean the air and water, and make our cities and towns healthier and more livable for decades to come.

“While Californians cut back on water use during the drought, it is critical to community health to save our lawn trees by setting up alternative watering systems once you turn off the regular sprinklers,” said Cindy Blain, executive director of California ReLeaf.

Lawn trees can and must be saved during the drought. Here's what you can do:

• Deeply and slowly water mature trees one to two times per month with a simple soaker hose or drip system toward the edge of the tree canopy – not at the base of the tree. Use a Hose Faucet Timer (found at hardware stores) to prevent overwatering.

• Young trees need 5 gallons of water two to four times per week. Create a small watering basin with a berm of dirt.

• Shower with a bucket and use that water for your trees as long as it is free of non-biodegradable soaps or shampoos.

• Do not over-prune trees during drought. Too much pruning and drought both stress your trees.

• Mulch, Mulch, Mulch! Four to six inches of mulch helps retain moisture, reducing water needs and protecting your trees.

Trees in irrigated landscapes become dependent on regular watering and when watering is reduced – and especially when it’s stopped completely – trees will die. Tree loss is a very costly problem: not only in expensive tree removal, but in the loss of all the benefits trees provide: cooling and cleaning the air and water, shading homes, walkways and recreation areas as well as human health impacts.

“This summer it is vital that Californians limit outdoor water use while preserving trees and other important landscaping,” said Jennifer Persike, deputy executive director of external affairs and operations, Association of California Water Agencies. “Save Our Water is urging Californians to Let It Go – GOLD this summer, but don’t forget to keep your trees healthy.”

Save Our Water has been urging Californians to “Let It Go” this summer by limiting outdoor water use and letting lawns fade to gold, while preserving precious water resources for trees and other important landscapes.

Save Our Water’s website is available in both English and Spanish and is filled with tips, tools, and inspiration to help every Californian find new and creative ways to conserve. From tips on how to keep trees healthy during the drought to an interactive section allowing users to visually explore how they can save water both inside and outside the home, Save Our Water has a wealth of resources available for Californians.

Bandit Industries awarded contract

ISABELLA COUNTY, Mich. -- Bandit Industries is pleased to announce it was awarded an additional contract from the National Joint Powers Alliance (NJPA) contract for Medium Duty and Compact Construction and Maintenance Equipment with Related Attachments, Accessories and Supplies. (Contract No. 042515-BAN).

This was awarded in addition to Bandit’s existing NJPA contract for Landscape and Grounds Maintenance (Contract No. 031014-BAN).

“Bandit’s previous Landscaping and Grounds Maintenance contract with NJPA is a great tool for some of our customers to cut through red tape and buy the machines they need when they need them,” said Bandit Sales Manager Jason Morey. “This latest contract for Medium Duty and Compact Construction Equipment with Related Attachments, Accessories and Supplies will, without a doubt, expand the number of municipalities that can take advantage of the benefits of purchasing Bandit equipment through NJPA.”

This additional contract gives potential municipal customers an added incentive to purchase Bandit equipment. Buying through NJPA lets them avoid the lengthy and costly request for proposal process, so they can get right to buying the equipment they need.

The true price of a beautiful lawn

Guest commentary by Jake Johnson, son of LawnAmerica owner Brad Johnson

I’m only about two months into my lawn care career now, after leaving the Marine Corps two months ago after six years serving in 1st Battalion 2nd Marine Regiment. Two months is long enough to be able to experience some customers complaining about the price of their services and being chewed out by an unforgiving customer. However, after six years of being yelled at by drill instructors, being “gently reminded” by my superiors, along with the toils and stress of war, this experience of being chewed out by a customer, and for no particular reason, was really pretty lame.

I had the opportunity to attend the 2015 Renewal and Remembrance Day through the National Association of Landscape Professionals (NALP) earlier this week with my dad, who owns the place. This was his fourth time to come to Arlington and be a part of this, his first time being when President Reagan was in office. This was my first time to come to the D.C. area and to Arlington National Cemetery. This trip was personal to me because two of our Marine brothers from our 2010 deployment to Musa Qala Afghanistan were buried in Arlington, Kevin Cornelius and Tyler Griffin. We lost eight other brothers that summer out there with most of them buried in small cemeteries across the nation in places like Fayetteville, Ark., where our buddy Richard Penny rests.

That day, over 400 lawn care professionals, many of them owners, managers and equipment dealers, came to Arlington on their own dime in the middle of the July summer heat and a busy time of the year for most. They help treat, maintain and repair the hallowed grounds where our nation’s heroes rest. Some were veterans with friends and family buried there but most just wanted to give back to those who have given all. Pushing, sweating and working between those headstones was one of the most humbling experiences of my life. Normally my eyes just watch in front of me while I push the spreader but that day, I read the headstones as I passed. Decorated World War II veterans, Korean War and Vietnam War veterans, some even fighting in all three conflicts. I walked over Medal of Honor recipients, Navy Crosses and more Silver and Bronze Stars than I have ever seen. Uncommon valor really was a common virtue to these men. Most of the stones in our assigned work area, Section 65, showed most of these veterans buried here fought in one or all of the major wars and lived to see the turn of the century before passing away after a long life. They came home to build the America that we enjoy and love today. They are known as the Greatest Generation, a title earned in battles in lands far away and upon returning home to keep building and serving after their military service ended.

Once our work was done and Pops and I were worn out, we snuck away to visit the two brothers we lost in 2010. They were resting in Section 60, about a half mile away from where we worked that day. When we got there, it was much different than any of the other sections in the cemetery. This was where many of our brothers and sisters lost in the current war rest. Fresh dirt and new sod was on most of the graves in that section. There were more mementos, pictures and beer cans that would never be drank resting by the headstones. Three sharp cracks from a nearby 21 gun salute as a service member was laid to rest from a war forgotten by most people other than family and the ones there. The dates on the headstones in section 60 told a different story. 1990-2010, 1985-2003…..18, 19, and 20 year old kids. Lives cut short in the sand halfway across the world. Rows and rows of bleached granite stones, each one representing a folded American flag handed to a wife or mother. Each representing a father putting an old cardboard box full of trophies and baseball gloves up in the attic because the memory is too painful. Each representing kids growing up with a picture of a vaguely familiar young man in dress blues hanging in their living room that mommy refers to as "Daddy." These men and women volunteered during a time of war, knowing that there was a distinct possibility they wouldn't come home.

There is an old quote that nobody can agree who it's attributed to, but it's worth repeating. "They say a man dies two deaths, once when he stops breathing and once when his name is mentioned for the last time." If Richard Penny was still alive today, he could care less if some patch of soil in northern Virginia had the pH balanced or aerated. That's not what this day was about. If Penny, Cornelius, Griffin or any of the others were still here today, they would still be serving their country, community and the people around them. Just because my military service is over, it doesn't mean it's time to put it on cruise control and enjoy my free meal at Golden Corral every Veterans Day. These men made everything around them a better place every single day. Now that they have completed their service and are at rest, it's up to us to continue on the legacy that they left unfinished. It's up to us as veterans and as Americans to continue to serve long after Uncle Sam has chewed us up and spit us out.

There is some healing in giving back to others, especially for me in this situation. I think of those guys every single day and want to live a life full of meaning and servitude to honor their memory. By serving others and teaching the next generation about those who selflessly gave everything for this great land, we ensure that the names like Penny, Cornelius and Griffin will live on and be remembered for years and years to come. My three buddies, along with many others, paid the true price for us being able to enjoy a beautiful lawn, earn a living in this great business, raise a family and all the other freedoms we enjoy today. Let us never forget the true price they paid for us all to enjoy these blessings.

Kawasaki enhances dealer services

GRAND RAPIDS, Mich. – The Engines Division of Kawasaki Motors Corp., U.S.A. is enhancing its existing dealer services capability with the formation and staffing of remote Field Service Advisor offices in four regional centers. The offices will be located in Atlanta, Ga.; Fort Worth, Tex.; Eatontown, N.J. and at the division’s Grand Rapids, Mich. headquarters facility.

The new Field Service Advisor Program, intended to facilitate closer contact between the company’s highly-trained technical personnel and dealers selling and servicing Kawasaki’s advanced line of engines, is effective immediately.

Each location will be staffed by two field service advisors responsible for pro-active dealership visits, phone-based technical services, warranty review and questions, dealer training and in-person technical assistance as needed.

This program will complement the existing technical services team based in Grand Rapids, and will work closely with that group to assure the most complete and quickest flow of information and support to the dealerships.

Tom Moskwa, senior manager, engineering and technical services, said “This marks another of our continuing efforts to build on the relationships that exist with our dealer partners and offer a level of service that meets as many of their needs as possible.”

With four specialized offices supporting the company’s dealers, specific teams will have direct responsibility for dealers in selected states.

Atlanta will provide coverage for Alabama, Florida, South Carolina, North Carolina, Georgia and Tennessee.

Eatontown’s coverage area includes Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, New York, Pennsylvania, Connecticut, West Virginia, Virginia, Delaware and New Jersey.

States covered from the Grand Rapids office include Michigan, Ohio, Kentucky, Indiana, Illinois, Iowa, Wisconsin, Minnesota, North Dakota, South Dakota, Montana, Wyoming, Idaho, Oregon, Washington, California, Alaska and Hawaii.

Fort Worth will be responsible for dealerships in Texas, Louisiana, Mississippi, Arkansas, Missouri, Nebraska, Kansas, Oklahoma, Colorado, Utah, Nevada, Arizona and New Mexico.

ATS Joins PROKOZ

ALPHARETTA, Ga. – PROKOZ has announced that effective July, 2015, Advanced Turf Solutions (ATS) and its subsidiary ProGro, have become the newest owner to join the group.

PROKOZ President John Johnson said, “We are very excited about the addition of ATS Team to the PROKOZ family. Alex, Vic and the whole ATS Team align very well with our ownership’s values and they strengthen our national golf and lawn care footprints by bringing a great deal of local experience and knowledge to PROKOZ’s branded partnerships we represent, especially in the Mid-West.”

Alex Canon, CEO and Victor Garcia, president of ATS/ProGro said, “PROKOZ is a well respected group and we are excited to be part of such a well represented organization. We look forward to working with John Johnson and the PROKOZ family as well as its supplier partners.”

Lead your customers to water

The contractors doing the best job in water management today are contractors who are successful in explaining why customers should save water instead of spending time telling customers how to save water.

If a customer or prospect does not understand the importance of saving water, they simply will not care about how you will save them water. Make sure you have the following marketing tools in your tool kit and you are well on your way to explaining the why, not the how.

A simple leave-behind.

Saving water will save money, and if you are installing tools to more effectively manage water, you should have more time to focus on other key areas of their landscape, therefore saving the customer labor costs or time. Your leave-behind should convey this message.

The key concept you need to make answers the question: Why save water? Saving water saves money and improves the look of your landscape.

You need to show them, preferably with a picture, what a water-efficient landscape looks like. A simple call to action – “call me for more information on how to save water, save money and improve your landscape” – provides an opportunity to further explain why your customer should want to save water. Be sure to include your contact information and website.

Water use analysis.

This analysis should include a minimum three-year history of water use on your customer’s property. Most water agencies accept a letter from your customer giving you authorization to access their water bills. Do this first – do not ask your customer to get the information for you. Water agencies will be happy to tell you exactly what they require in the letter so you get the proper authorization the first time.

The next step is calculating the proper amount of water the customer should have used based on their landscape and historical evapotranspiration. If it is a current customer you should have the square footage information and breakdown of percentages of groundcover, shrubs and turf. If it is a new customer, you may have to measure or use Google Earth or Bing maps for square footage information. These web services aren’t always perfect, but don’t let perfection get in the way of progress. A solid estimate can accurately forecast water savings.

Once you have the square footage and plant material estimates, you will need ET data for the property. There are a number of websites providing ET data for cities or whole ZIP codes. You will also need to estimate or calculate the efficiency of the irrigation system. If this is for a current customer you should have a good idea of this already. With a new customer you should gain permission to turn the system on and take some measurements.

Once you have gathered all this information, you will be able to put together your water use analysis and have something that looks like the table above.

This is a simple example of a water use analysis, and you have the opportunity to make it more specific based on the data available and time you spend on the analysis.

I would also include a monthly bar chart of projected water use compared to historical water use and a discussion of water price trends.

ROI calculation.

Instead of selling water management as the “right” thing to do to protect the environment and ensure the long term aesthetic of your landscape, the industry decided to sell the dollar savings.

As a result, customers won’t invest in water savings unless they see a return on their investment in less than two years. I’ve worked with some customers who won’t make an investment in saving water unless the ROI is less than a year. I have met with several who accept three years, but almost none who will agree to make changes if the ROI is more than four years.

The exception to this has been customers in California who, due to the drought, are now willing to spend money to be sustainable, not because it is going to pay off for them in a short period of time. Your calculation should include historic water costs, the projected dollar savings from the recommended changes and the amount of time the changes will take to “pay off.” Below is a simple example of an ROI calculation.

Case studies.

When presenting water management concepts to our customers, it is important to remember that they are asking one question: So what?

Keep this in mind and you will never find yourself straying into the world of distribution uniformity, Water Use Classification of Landscape Species or crop coefficients when trying to make a sale. That “so what” often leads to questions like, Why should I save water? How much money will I save? Will I have a better-looking landscape?

Once the so-what question is answered, the next thing they say is: “Prove it.”

The committees, decision makers and HOA boards typically hear similar promises from all companies. “We do the best work, we care about our work more, we will do a great job for you, and here is our price … is it low enough?”

Promises are made to decision makers who have been lied to before. We don’t provide them with the proof they need to select a higher price and we get mad when they go with the lowest price. Often it is our fault for not providing enough proof for them to select a higher price.

Water management case studies are the proof you and your customers need. Every water management job you start should begin with a case study in mind. Water management provides objective measurement, allowing you to document the results of the changes you made to an irrigation system. Take pictures of the property before you start your work. You already should have water use information from your water analysis so you can compare water use to previous years.

Keep your case study simple. I prefer a three-part case study. Part one states the challenges the customer is having. For example: White Horse HOA is a 20-year-old association with steep slopes surrounding homes and many of the slopes were planted with turf.

Part two provides the information for the solution. For example: We removed 60 percent of the turf and replaced it with a more water-wise landscape including drip irrigation. For the remaining turf areas we installed smart controllers that adjust water schedules daily based on actual water requirements.

Part three provides the results: The first year we cut water use by more than 50 percent for a total of $63,000 annually in water cost. This project paid for itself in the first eight months.

A simple challenge-solution-result formula provides the answer to the prove-it question your customer is asking. It provides a solution to their specific problem in an easy-to-understand manner. It provides the justification the customer needs to say yes to a higher price.

If you don’t have a job with water management history, you can create a case study when you start a job. The formula is very similar, but instead of results you include expected results.

For example: Based on our water use analysis, White Horse HOA will save 50 percent on water the first year, which equals $63,000 in annual water costs savings. Then supply a reference name and number for the prospect to call to see how the savings are progressing at another job. It is not as effective as actual results, but much more effective than just a blanket promise to save water. You need a case study for all the customer segments you work with. Don’t forget to share these case studies on your website and social media.

Proposal.

Once you have your water analysis, ROI calculation and case studies assembled, writing the proposal will be easy. A clean cover page with a picture of the property helps convey that this proposal was designed specifically for the customer and is not just a generic template.

A proposal is your opportunity to show the customer how you are solving their problem, so mention that right away: “A Water Management Solution for White Horse HOA.” I am providing a solution, not a proposal.

The next page should be your summary. Start by thanking the customer for the opportunity to provide the proposal. Tell them what you are going to do without going into too much detail: We are converting spray irrigation to drip irrigation, which has proven to be a much more efficient way to apply water. We are also recommending smart controllers, which have been shown to save 20-25 percent of water on similar properties.

The next paragraph should explain that what your client is about to see is the scope of your services, and the final paragraph covers why they should invest in their irrigation system: saving water, saving money and improving the look of their landscape is critical for the investment they have in their property.

The next page is where you go into the specifics of recommended products, the time it will take to do the project and the cost. This is where you insert your ROI calculation. Use this page to present any type of financing program you have to offer. The next page should be what every customer wants – the case study provides justification to pay a higher price and peace of mind because the contractor has the necessary experience to deliver on his promises.

The author is vice president, landscape solutions at Jain Irrigation. He is also the former director of water management solutions at ValleyCrest Landscape Co.

To download a template to create your own sales proposals, click here.

Warning Signs of Embezzlement

Employee theft is something that no business owner wants to experience. But as small businesses, tree care companies can be vulnerable to embezzlement and related unethical employee behavior.

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Gone but not forgotten

There are only a few dates on the calendar when Americans are asked to remember what veterans have done for the country. But Jake Johnson thinks every day about those who have served.

Johnson, who works for LawnAmerica in Tulsa, Ok., and finished his active duty with the Marines at the beginning of June, specifically thinks about his three friends from his unit who died in battle. Two of them are buried in Arlington National Cemetery where Johnson, along with more than 400 other members of the National Association of Landscape Professionals participated in the 19^th annual Renewal & Remembrance.

“This trip is a good chance to give back to guys who gave everything,” said Johnson, who is visiting Arlington for the first time. “If they were still here, they would want to make the world a better place.”

Johnson’s father, Brad, who owns LawnAmerica, has volunteered at Renewal & Remembrance four times, but this one has a little more meaning.

“It’s a small way to honor our military,” Johnson said. “That my son is a vet makes it more meaningful, to me, especially since some of his unit is buried here.”

During Renewal & Remembrance, volunteers tended to 200-plus acres of the cemetery’s 624 acres. Volunteers mulched, pruned, aerated, and applied lime and gypsum to the grounds. Approximately 80 tons of lime will be applied to 182 acres of turf by the end of the day.

In addition, irrigation contractors performed audits and inspected and repaired irrigation systems as needed to various parts of the cemetery. Arborists installed lightning protection on seven of the cemetery’s historic trees and cabled two others for support.

Brion Moore, deputy superintendent of cemetery operations, said the grounds would be much more difficult to maintain without NALP members volunteering. “It will have effects throughout this season and into next year,” he said.

Jimmy Viars and his wife, Juli, who attended with the Professional Grounds Management Society, plan on leaving

two rocks that read “strength” and “heal” on the tombstone of his father, John, who served in World War II and the Korean War.

“It gives us a chance to take care of the people who protected us,” Jimmy said.

Along with NALP members volunteering at the cemetery, two children of association members placed a wreath at the Tomb of the Unknown Soldier. Fifty children ages 3-13 also planted perennial flowers on the cemetery grounds in the morning.

The morning began with a formal program with speeches from Moore, NALP president Scott Jamieson, John Deere Landscapes CEO Doug Black and New Hampshire Senator Kelly Ayote, who helped her husband, Joseph, who is a veteran, start landscaping company, Daley’s Outdoor Services.

“Your time and energy will make a big difference today,” she said. “I applaud the hard work you all do every single day.”

New Holland Construction and Caterpillar were platinum sponsors for Renewal & Remembrance.

On Tuesday, contractors will take part in NALP’s Day on the Hill, where they get face time with their local representatives. The points the contractors will address are:

· Comprehensive immigration reform

· The H-2B program

· Seasonal employee healthcare

· Waters of the United States

· Tick-borne diseases

· Pollinator stewardship

Check back to lawnandlandscape.com and check out our September issue for more on Day on the Hill.