Green Industry Pros September/October 2018 by GreenIndustryPros.com

GROWING YOUR OWN MANAGERS, PART 6 PAGE 42 SEPTEMBER/OCTOBER 2018

SPECIAL FOCUS Robotic Mowers & the Labor Shortage ❯Page 18

SUPPLIER PROFILE Deliver Better Customer Service by Texting ❯Page 14

ALL ABOUT THE EQUIPMENT

EB3Snowremoval, which offers landscaping and snow removal, is ready to branch out and grow, while owing its current success to the equipment. ❯Page 10

GIE+EXPO Preview

PRODUCT COVERAGE

BECAUSE TH UPSIDE TO D PUT A FORD COMMERCIAL

CENTER TO WORK FOR YO

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YOU.

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TABLE OF CONTENTS THE MANAGEMENT RESOURCE FOR LANDSCAPE CONTRACTORS AND EQUIPMENT DEALERS

Volume 30, No. 6 | September/October 2018

10 Contractor Profile

CONTRACTOR PROFILE

All About the Equipment

EB3Snowremoval, which offers landscaping and snow removal, is ready to branch out and grow, while owing its current success to the equipment.

DEPARTMENTS

7 Through the Grapevine

8 The Dirt: Green Industry News 41 Advertisers Index 42 Cutting-Edge Business

FEATURES

14 Supplier Profile Deliver Better Customer Service by Texting

Quiq allows businesses to corral their multi-channel, text-based conversations with customers, helping employees save time while customers enjoy a better experience.

18 Special Focus: Robotic Mowers and the Labor Shortage Is the Robotic Lawn Mower an Answer to the Green Industry Labor Shortage?

PRODUCTS

28 New Equipment: GIE+EXPO Preview

The green industry could be changing its attitude toward robotic mowers now due to the labor shortage.

26 Beyond the Blade Three Reasons the Cash Flow Statement Matters

Here are three ways the cash flow statement can help you proactively manage cash flow in your business and stay in the black.

38 Lawn Care Corner Using Late-Fall Fertilization to Win New Customers

The better you understand the advantages of late-fall fertilization, the better you can implement your own program, and market it to both potential and existing customers.

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20 38

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www.greenindustrypros.com

9/26/18 2:32 PM

Kaleb Metcalf Owner of Metcalf Land & Lawn Grasshopper Customer 21 years and counting

Committed to the Cut.™

WHEN YOUR LAND IS MY OFFICE, THE CUT IS MY

calling card.

Whether it’s an area with demanding terrain, tall grass and tough obstacles, or a lawn that requires delicacy and precision, I don’t back down from any challenge. And neither do my mowers. www.grasshoppermower.com

Visit www.greenindustrypros.com/10155935

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s O U P t EX 18 si + 31 Vi IE h# G t t A oo B

Without a

Honda Engine, your customers see this:

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Learn more at engines.honda.com Visit www.greenindustrypros.com/10155698 For optimum performance and safety, please read the owner’s manual before operating your Honda Power Equipment. ©2018 American Honda Motor Co., Inc.

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THROUGH THE GRAPEVINE

Pros The Management Resource for Landscape Contractors and Equipment Dealers

Published by AC Business Media 201 N. Main Street Fort Atkinson, WI 53538 (800) 538-5544 Volume 30, Number 6

ADVERT I S I N G

Publisher...................................................................................... Eric Servais eservais@acbusinessmedia.com Sales Representative.................................................................. Fred Ferris fferris@acbusinessmedia.com Sales Representative.......................................................... Amy Schwandt aschwandt@acbusinessmedia.com Sales Representative............................................................. Sean Dunphy sdunphy@acbusinessmedia.com Sales Representative............................................................. Nikki Lawson nlawson@acbusinessmedia.com Sales Representative............................................................... Kris Flitcroft kflitcroft@acbusinessmedia.com National Automotive Manager................................................Tom Lutzke tlutzke@acbusinessmedia.com

E DI TO R I A L

Editor......................................................................................... Carrie Mantey cmantey@acbusinessmedia.com Graphic Designer....................................................................Dave Haglund dhaglund@acbusinessmedia.com

C I R CU LAT I O N

Audience Development Director........................................Wendy Chady Audience Development Manager......................................Angela Franks

P R OD U CT I O N

Senior Production Manager................................................... Cindy Rusch crusch@acbusinessmedia.com AC Business Media CEO — Barry Lovette CFO — JoAnn Breuchel Editorial Director — Greg Udelhofen Digital Operations Manager — Nick Raether Digital Sales Manager — Monique Terrazas Change of Address & Subscriptions — P.O. Box 3605 Northbrook, IL 60065-3605 • Phone: (877) 201-3915 Fax: (847) 291-4816 • circ.greenindustrypros@omeda.com List Rental — Jeff Moriarty, Senior Vice President of Business & Media Solutions • InfoGroup (518) 339 4511 • jeff.moriarty@infogroup.com Reprints & Licensing — Erica Finger (920) 542-1230 • efinger@acbusinessmedia.com . Green Industry Pros [USPS 003-763 and ISSN 2168-121X (print), ISSN 2168-1228 (online)] is published seven times a year: January/February, March, April, May/June, July/August, September/October, November/ December by AC Business Media. Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Green Industry Pros, P.O. Box 3605, Northbrook, IL 60065-3605. Canada Post PM40612608. Return undeliverable Canadian addresses to: Green Industry Pros, P.O. Box 25542, London, ON N6C 6B2. Subscriptions: Individual subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S., $35 per year; Canada/Mexico, $60 per year; and all other countries, $85 per year. All subscriptions payable in U.S. funds, drawn on U.S. bank. Back issues, if available, cost $10 prepaid. Printed in the USA. Copyright 2018 AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recordings or any information storage or retrieval system, without permission from the publisher.

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Automation to Alleviate the Labor Shortage?

hey’re safer, quieter and more efficient. They improve the health and appearance of turf grass. They don’t degrade air quality, thereby reducing allergies. Some enterprising landscape contractors are starting to make a go of them in the U.S. The European lawn and garden market is Robotic already saturated. They’re robotic mowers and they may be mowers aren’t coming to a backyard near you. I always tell my husband that the Roomba (a robotic going to be the vacuum cleaner) is my best friend. I have a five-month-old, silver bullet we three furry pets and a full-time-and-then-some job. If there’s need to kill the one thing I’m constantly battling, it’s time management. I can sing you all of the praises of this miracle device for the time it labor shortage, saves me, but it’s not a vacuum replacement. You still have to but they can lift the furniture and maneuver around hard-to-access spaces help free up the Roomba can’t reach to achieve the ideal level of cleanliness. You still have to go in search of the Roomba when it gets labor capital. caught up on a tangle of power cords. You still have to empty it when it reaches maximum fur capacity. But the advantage of the Roomba is that it can be on the scheduled prowl with almost no intervention by me. Is it a perfect solution? No, but it’s enough to get me by until I have the time to do a more thorough manual cleaning—if you can call it that—with a real vacuum. A robotic mower is similar. You’re still going to need your crews to trim and edge and blow and spray and install. You’re just getting rid of the lowest common denominator of lawn maintenance. The mowing. Autonomous mowers are certainly not a replacement for landscapers, but they can help get you by if you’re short on labor. If you flip to the Special Focus article on Page 18, you’ll get a chance to delve into the world of the modern robotic mower. Green Industry Pros discussed the feasibility of using these autonomous mowers in the green industry with experts. Admittedly, at first I didn’t see much room for today’s landscape contractors using these mowers out in the field. But now that I get what the robotic mower can achieve, the last barrier I see to its adoption in the green industry is the guidewire underlying the system. To oversimplify, robotic mowers operate similarly to an invisible dog fence that uses an underground wire as a perimeter marker, except robotic mowers require more of them. If GPS, which works without wires, can get to a technological point that it can be precise within inches as opposed to feet (meaning it can safely guide your robotic mower between a flowerbed and your home—the difference between feet and inches) and is implemented in lieu of the guidewire, then we have a real possibility of helping to relieve the labor shortage with these robots. No, I don’t think robotic mowers are going to be the silver bullet we need to kill the labor shortage, but they could be the logical first step to automating the more mundane landscaping tasks, which could free up labor capital to perform the more complex duties and creative Carrie Mantey (920) 542-1238 projects. And that’s a future I can envision. cmantey@acbusinessmedia.com

www.greenindustrypros.com

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GREEN INDUSTRY PROS 7

9/25/18 12:14 PM

THE DIRT GREEN INDUSTRY NEWS

2018 Green Industry & Equipment Expo ALREADY BREAKING RECORDS Continuing the show's record-breaking trajectory, early-bird registration week for the 2018 Green Industry & Equipment Expo (GIE+EXPO) was the biggest ever. More than 3,000 attendees registered the week of September 3, setting a new weekly record and putting overall attendee registration 12 percent ahead of last year at this time. More than 24,000 participants are projected to be in Louisville, Kentucky, October 17 through 19 for the annual event. "Every indication points to the 2018 show being bigger than ever on all fronts," said Warren Sellers, show director. "Participation from all segments of the industry is going strong. Add to that the synergy that's being generated by the new Wednesday format, as well as exhibitors who are stepping up participation on the show floor—both indoors and out—and this is shaping up to be our best event yet!"

Indicators include: • The servicing dealer registration category is up 12 percent over last year at this time. The contractor categories are up 11 percent. • Attendee registration for Hardscape North America (HNA), co-located with the GIE+EXPO, is currently 11 percent ahead of last year. • Exhibitor participation is up with about 1,000 total GIE+EXPO and HNA exhibits, indoors and out. About 18 percent are new exhibitors. • The outdoor demonstration area is going to cover more than 20 acres. • More new product introductions are expected, with over 120 products in the New Products Spotlight and 21 exhibitors hosting press conferences. Exhibitors are contributing to the excitement with a wide variety of giveaways, including:

• The Fabulous Friday $10,000 giveaway sponsored by Mercedes-Benz Vans. • A $5,000 dealer giveaway by STIHL. • A utility terrain vehicle giveaway by one of the following participating manufacturers—American LandMaster; Gravely, an Ariens Company; Bobcat Company; Hisun Motors; Hustler Turf Equipment; John Deere; KIOTI Tractor; Kubota Tractor; ODES Industries; SnowDog or Yanmar. • A PRO Hydro Walk mower giveaway sponsored by Cub Cadet. • A Husqvarna V548 stand-on mower giveaway sponsored by Greenius. • And more. The annual event is sponsored by the Outdoor Power Equipment Institute, Professional Grounds Management Society and National Association of Landscape Professionals.

U.S. DEPARTMENT OF LABOR TO HOLD LANDSCAPE CONTRACTORS’ FEET TO FIRE ON H-2B To ensure compliance with federal wage laws, the U.S. Department of Labor's Wage and Hour Division (WHD) is conducting a nationwide initiative to strengthen compliance with the labor provisions of the H-2B temporary visa program in the landscaping industry. The initiative includes providing compliance assistance tools and information to employers and stakeholders, as well as conducting investigations of employers using this program. "The H-2B visa program includes specific requirements employers must follow to participate," said Bryan Jarrett, WHD acting administrator. "This initiative demonstrates our commitment to educate employers about those rules and enforce them to safeguard American jobs, protect guest workers and level the playing field for law-abiding employers." Last year, WHD investigations found more than $105 million in back wages for more than 97,000 workers in industries with a high prevalence of H-2B workers, including the landscaping industry. A key

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component of the investigations is ensuring that employers recruit U.S. workers before applying for permission to employ temporary nonimmigrant workers. The H-2B nonimmigrant program permits employers to temporarily hire nonimmigrant workers from outside the U.S. to perform nonagricultural labor or services in the U.S. The employment must be temporary in nature, such as a one-time occurrence, seasonal need or intermittent need. The landscaping industry employs more H-2B workers than any other industry. Before employers can be approved to request guest workers under the H-2B program, they must file an application with the department stating that: • An insufficient number of U.S. employees are qualified and available to work. • The employment of nonimmigrant temporary workers is not going to adversely affect the wages and working conditions of similarly employed U.S. workers. For more information, please visit www.dol.gov/whd.

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BRIGGS & STRATTON ACQUIRES STAND-ON BLOWER PRODUCT LINE Briggs & Stratton recently announced that it acquired certain assets of Hurricane Inc. of Muskegon Heights, Michigan, a designer and manufacturer of stand-on leaf and debris blowers. Terms of the transaction, which accelerates the company's diversification into commercial products, were not disclosed. "Hurricane brings high-quality products with differentiated capabilities around airflow and handling, which make the lawn and turf care professional more productive, and able to tackle even the largest jobs more efficiently and easily," says Harold L. Redman, Briggs & Stratton's senior vice president and group president of Turf and Consumer Products. "The acquisition brings Briggs & Stratton and its family of brands one step closer to its goal of filling a landscaper's trailer with everything needed to start and finish a job in as little time and with as little effort as possible to maximize their profitability."

www.greenindustrypros.com

9/25/18 11:56 AM

THE DIRT ESTIMATED 2018 U.S. LAWN AND GARDEN TRACTOR PRODUCTION:

OTHER TOP NEWS

856,905

• City in Florida Votes in Favor of Voluntary

Ban on Lawn Fertilizers www.greenindustrypros.com/12429757

• Robotic Mower Owner Upset City Won’t

Compensate after Mower Ends up in Trash Truck www.greenindustrypros.com/12428196

• Appellate Court to Hear Arguments over

County Pesticide Ban www.greenindustrypros.com/12429755

• Signs of a Strong Economy: Hedges Are

Power Systems decreased nearly 6.5 Research estimates percent. Production that there will be is expected to gain 856,905 lawn and almost 10 percent garden tractors from 2017 to 2018. produced in the U.S. during 2018. Production of Lawn The drop can be credited to The garden tractor is designed and Garden Tractors unfavorable mowing condiin North America: tions and the saturation of for cutting grass, snow removal and small property cultivation. new products in the market. The distinction between a The forecasted gain can be lawn tractor and a garden attributed to the demand for Deere & Co. tractor is often hard to new fuel-efficient models Husqvarna make. Husqvarna leads in in the market, along with the production of lawn and the demand for new equipMTD garden tractors in North ment. Production is expected America with 42 percent of total increase up to 4 percent over the units produced. In second position, next three to five years due to the with combined plant totals, is MTD with lifespan of this product line that has about 29.5 percent. Third, also with combined a 10-year turnover. plant totals, is Deere & Co. with 23 percent. This data comes from two databases From 2016 to 2017, production of maintained by Power Systems Research: lawn and garden tractors in the U.S. EnginLink and OE Link.

23%

Overgrown and Lawns Need Mowing www.greenindustrypros.com/12427035

• Farm Bill May Void Local Pesticide Use Rules, Group Says www.greenindustrypros.com/12429142

• Despite Verdict, Courts Differ on Monsanto’s Herbicide www.greenindustrypros.com/12426006

• National Group Pushes to Protect Heat-

Exposed Workers www.greenindustrypros.com/12428935

• Landscaper Threatened with Gun after Grass Clippings Blow on Car www.greenindustrypros.com/12423771

• Experts Develop Allergy Guide for Picking

Landscape Plants www.greenindustrypros.com/12425883

• Mowing the Lawn Is No Sweat with Rentable Robotic Mower www.greenindustrypros.com/12429143

• Read Entire Label before Using Pesticide,

Especially in Hot Weather www.greenindustrypros.com/12425509

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• Man Charged 24th Time for Allegedly

Robbing Landscaping Crew, but GPS Saves the Day www.greenindustrypros.com/12425508

• Synthetic Grass Could Be a Bright

Landscaping Trend www.greenindustrypros.com/12425491

• City Council Proposes Limiting Times in

which Residents Can Mow Lawns www.greenindustrypros.com/12424970

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GREEN INDUSTRY PROS 9

9/25/18 11:56 AM

CONTRACTOR PROFILE

By Carrie Mantey

All About the

EQUIPMENT

EB3Snowremoval, which offers landscaping and snow removal, is ready to branch out and grow, while owing its current success to the equipment.

dwin Bublitz III started EB3Snowremoval in 2008 as a spontaneous snow removal business, but he now offers a full menu of landscaping services to keep him and his crew busy the rest of the year. His four current employees cover five or six property management companies during the landscaping season and around 50 customers. He has pockets of accounts in and around Madison, including his grandparents and five of

Company Name: EB3Snowremoval Owner: Edwin Bublitz III Location: Madison, Wisconsin Years in Business: 10 years Geographical Coverage: Madison, Baraboo and Randolph, Wisconsin Type of Clients: Primarily property management and residential Services Rendered: Lawn maintenance, landscape installation, lawn care, and snow removal and ice management

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their neighbors nearly 40 miles away in Randolph, Wisconsin, which he services all in one day to save on fuel costs. (Plus, he gets a free lunch from his grandma.) While EB3Snowremoval’s most popular service is snow removal, it’s an approximate 50/50 split between all of the services he offers in regard to landscaping versus snow management. His landscaping services menu includes: • Mowing and edging. • A weed and feed service, which includes a five-step fertilizer program. • Mulching. • Lawn installations. • Hedge and bush trimming. • Pruning. • Rock bed installation. • Hand weeding.

Equipment in the Limelight

Bublitz says his equipment is what differentiates EB3Snowremoval from its competitors. His stable of landscaping equipment enables him to take on more laborious landscaping jobs, such as installing mulch. Though he offers all of the services mentioned above, he says lawn installation seems to becom-

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ing the business’ niche. Some of these more labor-intensive jobs only take a day between his favorite piece of equipment—a Bobcat S185 skid-steer loader that he uses at least weekly— himself and one other employee. While he sometimes bids for larger jobs, he steers clear of retaining wall and tree installation. He’s done them before, but it’s not his focus now. Bublitz owns three Ford 3/4- to 1-ton trucks and just purchased a fourth, although it eluded him for a while. As soon as he found exactly what he was looking for, it was already sold. “Everybody wants a crew cab nowadays,” he says, then points to the Ford in the driveway of his home, “That one’s the extended cab with the short box. I didn’t want an extended-cab short box because I just kind of like them for plowing.” EB3Snowremoval is located across the street from Bublitz’s house, with some storage areas and room to grow amongst farmland. He gestures to all of the equipment in his garage at home: “All of this stuff over here is stuff I don’t like to share. Like this 2018 BOB-CAT, I

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CONTRACTOR PROFILE

WHAT’S ON YOUR TRAILER?

Go online to see a 360-degree view of one of EB3Snowremoval’s trailers now at https://bit.ly/2xNLFgX or scan the accompanying quick-response (QR) code. The interactive tour offers more information and insight on the equipment the company uses, how and why.

don’t like to share this mower.” Bublitz says he’s not necessarily brand-loyal to any equipment manufacturer. Rather he is often on the prowl for the best deal when it comes to purchasing landscaping equipment. That being said, he thinks BOB-CAT makes a great mower. On his 16-foot Sure-Trac trailer right now, Bublitz is packing a BOB-CAT 61-inch Predator-Pro zero-turn, two FastCat zero-turn mowers (a 52 and 61 inch) also from BOB-CAT, three 223L Husqvarna trimmers, a 130BT Husqvarna backpack blower, a 150BT Husqvarna handheld blower and more. While he prides himself on using the best equipment, Bublitz especially prizes the trailer itself. Without it, after all, he wouldn’t get very far. “It’s critical for what I can have and do,” he stresses. It’s outfitted with several racks and other organizational features, so he has an ideal place for everything. He uses a 12-foot Sure-Trac and a “little old dilapidated $500 Bobcat trailer that I put $500 into” as well. When EB3Snowremoval is in need of a new piece of equipment, Bublitz begins his online research by specifically looking for information on equipment functionality, repair

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costs, quality and longevity. Then he checks out some YouTube videos of equipment in operation. But he is also constantly observing what competitors are using when he’s out and about. While he doesn’t notice a lot of BOB-CATS around town, he notes, “Everybody has a Scag or Exmark. That’s all the big-box stores have. And Ferris has a very nice machine—its stand-ups are like the Cadillac of standing mowers—but it does actually come down to price because the BOB-CAT can still mow as well as a Scag.” Bublitz cares about the environmental sustainability of his equipment, too. He says he’s ready to go even greener “if and when the technology reliably reaches 8 hours of use. As soon as there is a lawn mower that I could go completely green with, I’d use it. I mean all of it. I’d replace everything if there were green weed whackers, blowers, mowers, whatever. I’m in.”

Nothing without Honesty and a Trusty Workforce

Bublitz also thinks tactfulness differentiates EB3Snowremoval from the competition, in addition to being able to reliably fulfill his end of the customer/service provider partnership. He says that, within his power, he gives his

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customers exactly what they ask for, striving to either meet or exceed their expectations. Oftentimes, that’s honesty. He says, “A lot of times, it’s telling them what they don’t want to hear. I’m honest with them if I can’t do something.” For example, his lawn care program functions as well as anyone else’s, but it’s not perfect, so he explains to customers that they’re not going to see an immediate result, but they are going to see a fantastic change for the

“Pay them what they’re worth. If you’re a greenhorn, I’m going to find out really fast if you make the cut or not.” – Edwin Bublitz III, EB3Snowremoval

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9/26/18 2:36 PM

better within three years. “I’m not True Green; I’m not Weed Man,” he emphasizes. Most of EB3Snowremoval’s lawn care regiment consists of preventing crabgrass, using a granular for weeding and feeding, applying fertilizer and spot spraying with a TZone broadleaf herbicide from PBI-Gordon. He follows a five-step lawn care program he learned about at Reinders, a regional distribution company targeting the green industry. Bublitz says he often hears about prospective employees “through the grapevine” and that he handpicks EB3Snowremoval employees. To that end, they have about 40 years of lawn care experience between the four of them. To retain his employees, Bublitz pays them well. “Pay them what they’re worth,” he advises. “If you’re a greenhorn, I’m going to find out really fast if you make the cut or not.” Of his management style, Bublitz says there’s no mistake he’s the boss, yet he likes to emphasize working as a team. “I took a lot of leadership classes. I don’t flex; I’m the boss. But I also say we’re a team. I might write the checks and hand them out, and give you the schedule,” but at the end of the day, he couldn’t do it without his employees. He suggests other landscape contractors drop their egos at the door, too. “This business seems to have a lot of them,” he jokes. Bublitz and his wife have five kids. His youngest is currently in training, working with his dad while he can. Bublitz concludes, “Just join me or get out of my way because I’m out to conquer. I’m not out to be a monopoly, but I’m out to grow.” His next goal is a storefront—preferably “a big old building with the neon sign” he’s dreaming of. He thinks it could be a reality within two years. ❯ For more information on the snow removal side of the business, please visit www.greenindustrypros.com/21023637.

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SUPPLIER PROFILE

By Gregg Wartgow

Deliver Better Customer Service by Texting Quiq allows businesses to corral their multi-channel, text-based conversations with customers, helping employees save time while customers enjoy a better experience.

ore consumers want to communicate digitally with the companies they do business with. Companies interested in providing great customer service naturally want to make this accommodation. The result, however, could prove to be an all-day onslaught of instant messages from a variety of sources, i.e., text messaging, Kik Messenger, Facebook Messenger, web chats, etc.

“Consumers want companies to be available at their moment of need rather than just when they have time to pick up a phone.” – Phil Wilcheck, Quiq

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The more sources a company has to check for messages, the more time spent checking. It’s also harder to manage conversations, likely resulting in slower response times. It’s a double-edged sword. Inviting customers to message you is designed to improve the customer experience. However, doing so can actually lead to a poorer experience if you don’t have a good system for managing these digital conversations. “Our research has found that 66 percent of consumers prefer messaging over making a phone call,” says Danielle Wanderer, chief marketing officer for Quiq, a software platform that allows businesses to funnel all text message conversations into a single place. “Because customer service agents can view all of the conversations in one spot, there is no cross-channel loss with a customer who is trying to reach out to the company,” adds Phil Wilcheck, a mid-market sales representative at Quiq.

How It Works

In addition to the prospect of improved customer satisfaction, there is a cost-saving component. Once signed up with Quiq, a company is given a unique URL. Employees or agents simply bookmark that URL, log on and start working. Quiq is designed for desktop computers, while a more mobile-friendly version is being explored for the future. For now, though, Quiq is ideal for stationary customer service agents who are working on a computer in an office environment. The subscription process works a bit differently than other cloudbased software. Quiq does not charge per user or per seat. It charges by conversation volume. Thus, if you would like several people in your company to have the capability of using Quiq to communicate with customers, you can—and you don’t have to pay more. From there, it’s up to the individual business to devise an internal process as to who responds to which conversations and when. “It’s pretty difficult to gauge Pictured how many indiat the bottom of the screen is an example vidual messages of how businesses you’re going to are encouraging exchange with customers to customers over a converse via text. period of time,” Wilcheck points out. “You just never know how chatty someone is going to be. We want to be more nimble for our customers—and we don’t want to penalize them for being conversational with their own customers.” From data Quiq collected in observing its current users, roughly 15 percent of a company’s annual phone

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“Our research has found that 66 percent of consumers prefer messaging over making a phone call.” – Danielle Wanderer, Quiq call volume could be deflected into the Quiq messaging channels, according to Wilcheck. That’s a good basis when trying to determine how much of a service level would be needed. Quiq offers annual contracts that can be paid upfront or monthly. Wilcheck says, in the event that conversation volume proves different from what was anticipated, Quiq works with its customers to check and adjust as they go, within reason, of course. For more sophisticated companies that are running back-end customer relationship management (CRM) software, Quiq offers seamless integration. In other words, information being generated in Quiq can also be downloaded into your primary CRM. “Quiq is already integrated with three popular CRM platforms: Salesforce, Oracle Service Cloud and Zendesk,” Wilcheck says. “Because of our flexible platform and open application programming interfaces (APIs), we can integrate with other systems as well.”

Determining if It’s Right for your Company

Quiq has customers in a variety of industries, ranging from retail and financial services to heating, ventilation and air conditioning (HVAC) and landscape contracting. Wilcheck, who used to have a landscape company earlier in his career, says the landscaping industry lends itself very well to text messaging with customers. “The landscaping business is very weather-dependent,” Wilcheck says.

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SUPPLIER PROFILE

“The inundation of phone calls that come along with a weather cancellation is huge. Think about how much more efficient it would be to send out a text notification, and have those clients handled via the SMS channel rather than having to spend a lot of time on the phone with them, and dropping or simply missing calls.”

Wearhouse and Jos. A. Bank. “Quiq has everything we want. Our customers and our team love how easy it is to use.” Quiq has been in business for three years and is already looking “A single agent could handle six to the future. Wanderer says to look for development in the way to 12 customers at once through of artificial intelligence (AI) and the Quiq platform, which greatly bots to help address some of the repetitive questions from cusincreases their efficiency.” – tomers. “We are by no means

Pictured above is a look at what a customer service agent sees when conversing with a customer.

To that point, it’s important to note that Quiq is a two-way messaging platform, meaning that customers can reach out to businesses and vice versa. Landscaping businesses may want to send out schedule updates to customers or promotions for discounted seasonal services. “What’s unique about Quiq is that customers can actually reply to those notifications from businesses,” Wanderer points out. “That’s something consumers can’t do with other brands like Amazon.” Thus, leveraging technology like Quiq to offer this convenient option to customers can give small businesses a valuable competitive advantage. Improved customer satisfaction is one way to measure a return on investment.

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Another way is phone call deflection into less costly text-messaging channels. “A single agent could handle six

Phil Wilcheck, Quiq

to 12 customers at once through the Quiq platform, which greatly increases their efficiency,” Wilcheck says. One landscape industry business that is using Quiq is Green Drop, a lawn care company operating six branches in Canada, as well as a seventh in the Chicago suburb of Naperville. Green Drop receives nearly 2,000 inbound text messages a month from customers. “It is so easy to text,” says Josh Noddin, general manager of Green Drop. “Even the most un-tech-savvy people can send a text because everyone’s phone is capable of texting.” Retail companies are also finding that customers want to communicate via text. “We wanted text messaging because we know our customers are using it,” says Melissa Porter, vice president of customer relations for Tailored Brands, which includes Men’s

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Pictured above is an example of what a customer service agent sees when using Quiq. The left-hand column is the message queue, prioritized by how quickly a given customer is responding back. In the middle is the conversation in progress. The right-hand column shows integration with third-party customer relationship management software.

looking to replace the live customer service agent,” Wanderer affirms. “But we can definitely use technology to help gather more basic information before a conversation is handed off to a human.” Here, too, the goal is to provide great customer service—better and faster than through traditional means. “Communication is changing,” Wilcheck says. “Consumers want companies to be available at their moment of need rather than just when they have time to pick up a phone.” ❯

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SPECIAL FOCUS: ROBOTIC MOWERS

By Angie Mellor

IS THE ROBOTIC LAWN MOWER AN ANSWER TO THE GREEN INDUSTRY LABOR SHORTAGE? T The green industry could be changing its attitude toward robotic mowers due to the labor shortage.

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hree manufacturers of robotic mowers—Honda, Husqvarna and STIHL—spoke to Green Industry Pros to weigh in on how automation can assist landscape contractors facing the lack of labor over most of the country. While each machine has its own distinct specifications and features, they also have some common technology and goals between them. In addition, each company believes the robotic mower can be a great tool in helping landscapers stay successful during the labor shortage and sees this moment as an opportunity to change landscapers’ perception of their products. Brian Manke, a product manager at STIHL Inc., believes that there are more factors at play in the labor shortage than just the H-2B visa. From his perspective, different areas of the country are more likely to feel the effects of the labor shortage than others. “Some areas are experiencing the labor shortage a lot more acutely than others, especially in stormravaged areas like Texas. When these big storms come through, a lot of people that used to mow lawns are finding more lucrative careers in installing drywall and repairing houses,” Manke

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SPECIAL FOCUS: ROBOTIC MOWERS

says. And most recently, in the wake of Hurricane Florence, the Carolinas will soon join the ranks of rebuilding. Steven Uljua, the product manager of robotics for North America at Husqvarna, notes that the robotic lawn mower could help make up that shortfall in human labor, and be the positive difference that makes or breaks a landscape contractor. “This is what the landscapers need right now. They can retain their workforce, even though it’s not what it used to be, because

the lawn can be automated. When you look at the total amount of human labor needed, you can supplement that with a robotic lawn mower.” The human labor once spent on mowing grass can be spent elsewhere on other jobs to keep the landscape contractor profitable. Elisha Lipscomb, the senior marketing strategist at Honda Power Equipment, also acknowledges that robotic mowers can be an ideal tool to better reallocate human resources for crews that are coming in to maintain yards. While a

“Since [robotic mowers] cut little snippets of grass each time, they actually act as a fertilizer, breaking down those clippings into the root system of your lawn, providing a better quality and better-looking lawn over time.” — Elisha Lipscomb, Honda Power Equipment

all of the other work still needs to be done—the trimming, the blowing, the hedges,” he says. With the majority of a company’s workforce focused on those duties and other jobs, “They need help mowing the grass,” Uljua states. Manke agrees, drawing a parallel between the automated mower and the use of robots in manufacturing, “Similar to robotics on the production line, the kind of monotonous task of just mowing back and forth across

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robotic mower takes care of the task of mowing the lawn, the other landscapers can focus on the rest of the work that needs to get done. Using this method, smaller crews can tackle the same amount of lawns in the same amount of time or quicker, she believes.

On the Wire

While each company has its own robotic mower with specific features (Honda’s Miimo, Husqvarna’s

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Automower and STIHL’s iMow), some technology between the mowers, such as their basic functions and navigational systems, are similar. For example, each mower works with a buried line or boundary wire. Manke explains why a robotic mower must use boundary wires instead of GPS. “All robotic lawn mowers work on a boundary wire. Of course, everybody says, ‘Well, why doesn’t it just use GPS?’ because we’re all used to GPS in our cars, and we think it’s super accurate and works really well. GPS in your car only has to place you on the road. It’s not too hard for the GPS system to figure out if you’re on a road or not, but if you’re in a yard, a few inches could be the difference between going around a flower or a tree, or mowing it down,” he says. Manke says it’s a common misconception that GPS is precise enough to use in a robotic mower, but with the technology as it stands today, using the boundary wire is “the only way to make it exact.” He adds that yards not only have trees and other landscaping, but other houses nearby as well, all of which can disrupt the GPS signal. While homeowners or landscape contractors may be concerned about the extra upfront cost of installation, Uljua explains that the process is a one-time expense that pays for itself over time. “The boundary wire is installed with a cabling machine,” he says. “The average install is two to three hours, and the cost of the wire is not that expensive.” As with any shift toward automation, the upfront cost of robotic equipment is a concern. According to Davis Adams, the communications manager at Honda Power Equipment, “At first, it sounds like a fair amount of money, but then you look at the fact that there’s very little maintenance. It’s battery-powered, so there’s obviously no oil to change or gas to worry about. It’s ideal for customers looking for that convenience and flexibility,” he says. “The return on investment could very well be time spent with their family,” Adams concludes.

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SPECIAL FOCUS: ROBOTIC MOWERS

“I can’t stress this enough, but there is a look that you get with a robotic lawn mower that just can’t be matched with a traditional mower because, when a robotic mower is set up properly, and it’s all dialed in and working the way it’s supposed to, the grass looks exactly the same every day. It looks perfect.”— Brian Manke, STIHL Furthermore, proper installation of the boundary and guide wires is key for any robotic lawn mower. “It doesn’t matter how well we build the product or how good the quality is,” Manke says. “If it’s not installed right, it won’t work correctly.”

Each Robotic Mower Is Unique

While each robotic mower model relies on some of the same technology, their features vary for each manufacturer. For example, Husqvarna’s Automower is able to learn the property over time. According to Uljua, “Every time it goes out and mows, it’s learning” and taking into account the different features of the lawn. The Automower also has a weather timer, which helps it determine if the lawn needs to be mowed. If mowing is unnecessary, the mower docks itself and sends a notification to the owner. Husqvarna is also hard at work on an application called Fleet Services, which allows landscape business owners to locate and manage all of their equipment on their phone. “I can keep track of my machines and I don’t have to visit every location to find out what’s going on. Adding Fleet to this now opens up a whole new way of looking at landscaping,” Uljua says. Additionally, the Automower is able to cover a lot of ground on its own. “We’re starting to get into residential neighborhoods where there are many homes all together in a very close area and right now we have one machine mowing eight homes,” Uljua states.

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Robotic mowers like the Honda Miimo offer benefits beyond simply cutting grass, including fertilization. “Since they cut little snippets of grass

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each time, they actually act as a fertilizer, breaking down those clippings into the root system of your lawn, providing a better quality and better looking lawn over time,” Lipscomb says. “It is a more uniform cut and, over time, the grass is more lush and thicker because it’s being fertilized essentially all the time.” One of the biggest benefits Manke sees from using the STIHL iMow is also the appearance of the turf. “I can’t stress this enough, but there is a look that you get with a robotic lawn mower that just can’t be matched with a traditional mower because, when a robotic mower is set up properly, and it’s all dialed in and working the way it’s supposed to, the grass looks exactly the same every day,” he says. “It looks perfect.”

“The landscape industry looked at robotics as a threat to its way of life. Now, two years later, with the huge shortage in the workforce, it’s looking to us as the cure because the Automower, in its most simplistic form, just mows grass, which frees up labor and provides new opportunities.” — Steven Uljua, Husqvarna

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Uljua thinks that the green industry’s attitude toward robotic mowers is changing now due to the labor shortage. “The landscape industry looked at robotics as a threat to its way of life. Now, two years later, with the huge shortage in the workforce, it’s looking to us as the cure because the Automower, in its most simplistic form, just mows grass, which frees up labor and provides new opportunities,” he says. It’s clear that robotic mowers could play an important role in the labor shortage. Manke believes their use could not only help fill current labor needs, but also eventually create even more jobs. “I think as manufacturing moved toward using more robotics, we needed more people to build the robots and maintain them,” he says. “As we move to using more robotic mowers, yes, we are going to need less labor hours, but we are going to need more people who have the technical understanding to be able to install and maintain these pieces of equipment. There is more work to be done than there are people to do it; robotic mowers are just another tool to help get the job done,” he concludes. ❯

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GIE+EXPO PREVIEW

Conquer a Variety of Complex Landscape and Irrigation Jobs Ditch Witch recently updated a line of mini skid steers with the versatility to conquer a variety of complex landscape and irrigation jobs, and constructiongrade durability to handle small- to large-scale projects. The company says the SK600, SK800, SK1050 and SK1550 now deliver: • Engines ranging from 24.8 to 44 HP with the ability to direct up to 34.5 HP to the attachment, depending on the model.

Mowing Power and Performance in a Compact Package Take advantage of the power and performance of a Grasshopper MidMount mower in an economical and more compact package that fits into tighter spaces. The 200V-G4 Series MidMount mowers moreover feature: • A manicured cut every time thanks to 5.5-inch-deep cutting decks in either 52- or 61-inch widths. • An 810 cc Vanguard engine on the 226V-G4, while a Kohler Confidant 747 cc engine powers the 225V-G4.

• The capability to maintain hydraulic flow to the attachment with an auxiliary control foot pedal.

• 12 cc piston pump Hydro-Gear transaxles. • A scuff- and tear-resistant, and breathable CoolTemp Corduracovered seat with lumbar support and padded armrests, so you can ride comfortably all day long.

• Improved stability and a smooth ride for comfort during long hours. • An ergonomic operator platform with dual-lever ground drive controls for precise mobility.

• An iso-mounted footrest to absorb shock for added comfort.

• A narrow frame for easy maneuverability in tight spaces on the compact SK600, while the SK1550 boasts a 1,559-pound-rated operating capacity to lift heavy loads and complete tasks typically suited for traditional skid-steer loaders. GIE+EXPO Booth #1096 www.greenindustrypros.com/12388949

• An optional PowerVac collection system that can deposit clippings or leaves into an 8-cubic-foot twin mesh bag collector. GIE+EXPO Booth #9136 www.greenindustrypros.com/12428003

Tailored Fleet Management for Landscaping Businesses GPS Insight can give you more insight into how employees are spending their time and using company vehicles, in addition to the overall productivity of your fleet. According to the company, GPS Insight Standard provides:

Lift More and Move Faster While Comfy

• Fleet visibility, so you can see when and where your landscaping vehicles and trailers are moving in real time. • The ability to manage your mobile assets better, while viewing realtime and historical activity from any desktop or smart device.

The John Deere 344L compact wheel loader combines speed, precision and optimal lift capacity to reach peak productivity yearround. The 344L not only helps move faster and remain comfortable while increasing machine uptime, but also offers:

• The power to reduce overhead costs, increase overall productivity, enhance customer service, and quickly recover stolen vehicles.

• A full-turn tip load of 12,650 pounds, so you can lift heavier loads and keep more material in the bucket without adjustments.

• The receipt of automated alerts when your vehicles speed, move when and where they shouldn’t, and are due for maintenance.

• A faster speed with smooth auto shift technology up to 25 MPH.

• Simple setup and use, so you can easily access all of your landscaping fleet’s information from one simple platform. • Tailored GPS vehicle and asset tracking, fuel card and electronic logging device technologies to tackle your business challenges. GIE+EXPO Booth #585 www.greenindustrypros.com/12427954

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• An Articulation Plus steering system that allows operators to lift more during turns than comparable machines. • An articulated frame plus rear-wheel steer for a tighter turning radius, improved stability and additional lift capacity. • A cab with an air-ride, high-back seat and heating. GIE+EXPO Booth #1110 www.greenindustrypros.com/12419232

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9/28/18 8:26 AM

HUSQVARNA ® AUTOMOWER 450X

PERFECT RESULTS FOR YOUR LAWN. From the world leader in robotic mowing, the Husqvarna Automower® 450X works quietly, efficiently, and autonomously to give you a better finish than any other mower. With the ability to handle large lawns up to 1.25 acres, it features GPS assisted navigation and X-line design with LED headlights. Automower® Connect lets you control the mower with your smartphone and includes GPS theft tracking. The 450X works day and night leaving you more free time, while being able to enjoy a beautiful, perfectly cut lawn. HUSQVARNA.COM

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GIE+EXPO PREVIEW

Working in More Places on More Days More Comfortably

Zero-Turn Zeroes in on Maximum Performance and Minimal Downtime

ASV says its large-frame, radial-lift Posi-Track RT-75 compact track loader comes with a Posi-Track undercarriage, which provides good traction and a long track life. The Posi-Track additionally provides: • An operating capacity of 2,650 pounds and tipping load of 7,571 pounds.

Cub Cadet built the PRO Z 972 SD commercial zero-turn mower for maximum performance and minimal downtime. It offers:

• A Posi-Track rubber track suspension with suspended wheels and axles that allow it to manage every type of terrain at faster speeds.

• The flexibility to comfortably mow a straight line, execute zerodegree turns and operate on a hillside up to a 25-degree slope.

• Nearly 15 inches of ground clearance to permit work in more places on more days more comfortably.

• Optimal hillside confidence.

• 18-inch-wide tracks, resulting in a ground pressure of only 3.6 PSI. • Tracks that contain embedded co-polymer cords for extra strength.

• Oversized dual rear wheels for a high level of stability and precision for the perfect stripe. • A first-of-its-kind drive system with four-wheel steering for ultimate control. GIE+EXPO Booth #5116 www.greenindustrypros.com/12428294

• A 75-HP Cummins 2.8-liter turbocharged diesel engine. • A width of 70 inches with a 126-inch lift height. GIE+EXPO Booth #10134 www.greenindustrypros.com/12428588

Remote-Controlled Mowers Conquer All Terrains Dvorak’s Spider all-terrain mowers come in a compact profile with a low center of gravity to be maneuverable and productive. Because they are remotecontrolled, they negate any safety issues associated with mowing steep banks, plus they can work on slopes up to 55 degrees and—in the case of the Spider ILD02 and 2SGS—up to 60 degrees. More specifically: • The Spider ILD01 has a cutting width of 32 inches, an adjustable cutting height from 1 to 3 inches and a weight of 613 pounds. • The Spider ILD02 boasts a cutting width of 48.5 inches, and an adjustable cutting height ranging from 2.8 to 5.5 inches.

Alexa Is Now Compatible with the Automower Automower robotic mowers from Husqvarna are now compatible with the cloud-based voice service Alexa. According to the company, the new integration is highlighted by: • The ability to control the robotic mower by asking Alexa to start, park and pause it, as well as resume sessions. • The convenience to ask Alexa to run the Automower for a set number of hours and what the Automower is doing. • An additional way for users to interact with the robotic mower— beyond the existing mobile applications. GIE+EXPO Booth #9094 and 11094 www.greenindustrypros.com/12428938

• The Spider 3RIDER houses a 24.9-HP Kubota diesel engine. GIE+EXPO Booth #7188 www.greenindustrypros.com/12428005

The Drive behind Performance and Durability PEERLESS says its MST Series manual shift transaxles provide the performance, durability and ease of operation for residential walk-behind and riding mower needs. Other features include: • A vehicle brake that can • An output torque of 225 pound-feet. double as a parking brake. • Availability with up to six forwards speeds and one reverse. • Suitability for use in walk-behind mowers • A die-cast aluminum housing (which is sealed to prevent the entry of water and dirt, extending the life of its components) that maximizes heat dissipation and durability.

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and some commercial applications. GIE+EXPO Booth #12009 www.greenindustrypros.com/12428869

www.greenindustrypros.com

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Manufacturer Profile

The Productive Walker Model B is

LIKE NO OTHER T

he Model B is compact and fast. It is a Walker Mower designed to run side discharge and mulch decks on difficult properties with hills, uneven terrain, and obstacles, while leaving a beautiful cut. With four different models to choose from with horsepowers of 18, 19, 23 and 25, the Model B is configurable and versatile to meet the professionals’ expectations. Engines also include Electronic Fuel Injection (EFI) and propane EFI options. Like no other mower in the mid-size, zeroturn class, the Model B is productive and compact. The Model B possesses the distinct Walker characteristics of being agile, versatile, and easily maintainable while delivering the Walker beautiful cut. The Model B is light on the turf, which not only protects against rutting and other property damage, but also improves efficiency by reducing lost motion and maneuvering energy. With a low center of gravity and balanced design, the Model B is agile and demonstrates impressive hillside performance, allowing operators to mow more places with a single machine. Just like other Walker models, the Model B uses proven components like a high capacity, commercial engine air filtration system, Hydro-Gear ZT3100 transmissions and commercial-grade engines. Features like flexible deck carrier frames, low center of gravity and an unmatched operator view help set the Model B apart from the competition. While tilt-up decks and a tilt-open body make the deck underside and engine compartment easy to access. With interchangeable decks, attachments, and add-ons like LED headlights and a Utility Bed, the Model B is a productive and versatile year-round machine. Available in four unique configurations with a variety of power and fuel options, there is a Model B suitable for any situation. ■

See more at walker.com

Fast, Easy, Beautiful Mowing

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GIE+EXPO PREVIEW Mantis Goes beyond Gas Power Mantis 3000 Series tillers—including the 3550 electric tiller/cultivator and 58-volt 3558 cordless tiller/cultivator—bring enough power to tackle multiple gardening and digging tasks, without gas, fumes or noise. These compact digging machines also come equipped with: • Push-button starting and a two-speed motor to deliver the right power for the job. • A 120-volt electric motor on the Mantis electric tiller, whereas the Mantis cordless tiller features a 58-volt rechargeable lithium-ion battery that delivers up to 30 minutes of full power. • A 12-inch tilling width and 8-inch depth for fast results. • Two speed options, so users can manage the machine’s power.

Standing up to Commercial Applications Exmark recently launched a stand-on riding mower with the commercial-grade performance, durability, ergonomics and ease of service landscape pros need to maximize productivity and profitability. The company says its stand-on mower also boasts:

• 16 steel power-trowel tines that can be used to re-establish garden beds, cultivate and power-weed with ease.

• A low center of gravity to optimize weight distribution for increased stability and traction.

• Ergonomic loop handles with padded grips and an easy throttle.

• Availability of Exmark’s UltraCut cutting decks in a wide range of cutting widths, including a compact 32-inch model designed to fit through gates as narrow as 36 inches.

• A weight of 24 to 26 pounds. • Handles that easily fold down for storage and transport. GIE+EXPO Booth #3052 and A7 www.greenindustrypros.com/12428944

GIE+EXPO Booth #7080 www.greenindustrypros.com/12428941

Over 30 new blades for 2018

MOWER BLADES

is a highly engineered elastomeric product that absorbs more energy per unit of weight and volume than many known materials and is the perfect energy management solution for your lawn and garden equipment!

can be used for seating, deck and suspension applications! COME VISIT US AT BOOTH #12005

Scan to view Copperhead Blades video.

Visit www.greenindustrypros.com/21022977

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Visit rotarycorp.com or call 1.800.841.3989 Servicing dealers and distributors only.

Visit www.greenindustrypros.com/10155905

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www.greenindustrypros.com

9/28/18 8:26 AM

GIE+EXPO PREVIEW

Updated to Focus on Engine Technology

Changing the Way You Aerate

John Deere recently updated the 310L EP blackhoe and 210L EP tractor loader not only with a focus on engine technology, but also on adjustments to improve productivity and uptime, and lower daily operating costs. The 310L EP and 210L EP also offer:

RYAN introduces its first stand-on aerator as the Lawnaire ZTS. Designed to bring a new level of efficiency and profitability to lawn care pros, according to the company, the Lawnaire ZTS is further highlighted by:

• A loader lift capacity that increased from 5,342 to 6,340 pounds.

• A zero-turn drive at up to 7 MPH.

• Loader lift times that are 26 percent faster on the 210L EP and 210L tractor loaders due to increased hydraulic pump flow, and larger diameter hoses and tubes.

• An ergonomic and fast hydraulic tine lift, and precise aeration depth stop.

• A 69-HP Yanmar 3.3-liter interim Tier 4 diesel engine that complies with EPA FT4 emission regulations without aftertreatment.

• A low center of gravity for optimum maneuverability.

• A variable-displacement hydraulic pump for increased flow and power management— as the engine load increases, the pump modulates flow in order to balance the power split between hydraulics and the transmission.

• An automatic chain-tensioning system. • A sturdy shock-absorbing operator platform. • Intuitive drive controls and hassle-free access panels. GIE+EXPO Booth #3052 and A7 www.greenindustrypros.com/12429160

GIE+EXPO Booth # 1110 www.greenindustrypros.com/12428989

“The Next Gen PLUGR® offers the versatility of pulling plugs at the density suited for the turf condition- in a single pass - conserving the integrity of the turf and completing jobs with remarkably little effort.” – Matt LaMarsh, President, Atlanta Aeration, Atlanta, GA

0% DOWN & ST 1.99% INTERE FOR 48 MONTHS FINANCING*

Introducing the Next Gen 25” Hydro-Drive Aerator • Variable speed self-propelled rear wheel drive reduces fatigue & increases productivity • Variable aeration density (VAD) for 2-10x more holes than drums in a single pass • In-ground steering for unmatched maneuverability • Patent Pending EZ Lift N Drop™ tine system for uninterrupted aerationg • Reverse for ease of loading / unloading

Visit us at GIE +EXPO at Booth #5040 indoors & 6480D outdoors.

Call 1-800-776-7690 for a Demo to see how the next level of aeration can drive your productivity to the next level! Find your local Billy Goat Dealer at www.billygoat.com *See your local Billy Goat® dealer for financing details. Subject to credit approval.

Experience the next level of aeration productivity!

www.billygoat.com

Visit www.greenindustrypros.com/10155710

www.greenindustrypros.com

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GIE+EXPO PREVIEW

Fully Charged for the Next Workday Greenworks presents the 82-volt GC 420 two-port rapid charger as a way for the pros using its 82-volt commercial line of tools to recharge two batteries overnight without having to switch from one to the other on the charger, which ensures the crew has fully charged batteries to start the next workday. According to the company, its commercial-grade charger also offers: • Two charging docks, so you can charge any two Greenworks 82-volt lithium-ion batteries sequentially. • The power to charge two 6-Ah batteries down to expediently charging two 2.5-Ah batteries in a little more than an hour.

The Mean Green MICHELIN X TWEEL

• Rapid charging to reduce downtime on the jobsite.

The Mean Green Stalker stand-on zero-turn mower can be equipped with MICHELIN X TWEEL TURF 18-inch drive wheels, while the Mean Green CXR-60 ride-on zero-turn can be fitted with MICHELIN X TWEEL TURF 24-inch drive wheels. These electric mowers offer quieter operation, zero emissions, minimal routine maintenance and fuel savings, but the TWEELs upgrade further enhances them with:

• An LED indicator light for at-a-glance battery charge status updates. • The capability to power up landscape pros’ tools in a quick, energy-efficient way. • A two-year limited warranty. GIE+EXPO Booth #11192 www.greenindustrypros.com/12429215

• 13-inch caster airless radial tires for the front fitment to reduce downtime and maintenance. • A consistent hub height to ensure the mower deck produces an even cut. • Full-width polyresin spokes to optimize lateral stability for outstanding side hill performance. • A unique spoke design that helps dampen the ride, even when navigating over curbs and other bumps, for enhanced operator comfort. GIE+EXPO Booth #11080 www.greenindustrypros.com/12429222 Cordless vacuum lifter

StoneMagnet

Runs all day on one charge 1400The pound capacity standard Power tofor Move themodel Earth Radio control available Theremote Earthquake Power Auger package combines the E43 Earth Auger

Powerhead with a heavy-duty 8-inch www.stonemagnet.com auger with a fishtail point. Other features include:

StoneMagnet

• A ball-bearing alloy gear transmission to withstand the rigors of drilling into hard ground. • A large, block-style industrial air filter to keep dust and dirt out to protect engine.

» Cordless vacuum lifter » Runs all day on one charge » 1,400 lb. capacity with standard pad » Radio remote control available

• Earthquake’s Flex Coil shock absorber, which makes the tough job of drilling easier on the user. • Replaceable cutting blades. • A five-year limited warranty on the Earth Auger Powerhead. GIE+EXPO Booth #4030 www.greenindustrypros.com/12429217

www.stonemagnet.com (800) 639-2021

Visit www.greenindustrypros.com/21022970

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Manufacturer Profile

WORLD’S LARGEST SUPPLIER

of outdoor power equipment parts

ounded in 1957, Rotary is recognized as the world’s leading supplier of outdoor power equipment parts, serving customers in all 50 states and 75 countries around the globe. Altogether, Rotary offers over 9,500 different parts, tools and accessories. From minor mower repairs to complete engine overhauls, Rotary has the replacement parts it takes to get the job done. Air filters, oil filters, belts, tires, starters and internal engine parts are available for a wide variety of commercial and consumer mowers. Plus piston assemblies, carburetors, electric starters, idler pulleys, tune-up kits and much more. Backed by an exclusive warranty that ensures quality and performance, Rotary’s Copperhead brand features mower blades, trimmer line and chain saw bars and chain that are available from leading dealers nationwide. In addition, Rotary has a complete line of parts for trimmers, brush cutters, pressure washers, snow blowers, garden tillers and more.

pre-filters that are professionally designed to protect engines under extreme operating conditions while ensuring maximum efficiency and peak performance. With over 50 years of manufacturing expertise, Rotary parts are recognized around the world for unsurpassed quality.

Next Day Service to 85% of the USA

American Made, American Proud

As a family-owned business, Rotary takes exceptional pride in manufacturing guaranteed quality parts at its state-ofthe-art facilities in Georgia and Arizona. A longtime manufacturer of lawn mower and edger blades, Rotary produces one blade every four seconds or nearly 10 million blades annually including Copperhead brand commercial mulching blades and a variety of flat, high and low-lift blades. Rotary blades are engineered and tested to exceed all OEM standards for operation and are ISO certified for quality, durability and superior craftsmanship. The company’s blade division was one of the world’s first to become ISO certified for achieving high quality standards.

In 2017, Rotary acquired Desert Extrusion, a leading manufacturer of nylon copolymer trimmer line including its best-selling Copperhead Vortex brand. Each year, Rotary manufactures enough trimmer line to stretch around the world 10 times, utilizing a unique, quality-driven extrusion process that ensures maximum tensile strength and elasticity. The company’s filter division manufactures paper element, foam and

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Rotary has built one of the industry’s most advanced distribution networks. Most orders are processed and shipped the same day, ensuring next day delivery to nearly 85% of its customers in the continental U.S. from eight U.S. distribution centers. As part of a strategic plan to enhance its supply chain and distribution system, Rotary completed a major expansion and upgrade of its shipping and fulfillment operations a few years ago. The company’s fill rate is setting industry standards, exceeding 95% in 2017. ■

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GIE+EXPO PREVIEW

Zero-Turns Sport Fierce New Look

Here Comes the Boom for John Deere

BOB-CAT says its Next Generation Series ride-on commercial mowers include five new models—the Predator-Pro 7000, ProCat 6000MX, ProCat 6000, ProCat 5000 and QuickCat 4000— which come equipped with not only a fierce design, but also:

John Deere recently developed the EH Boom Performance package to enhance the productivity of its popular G-Series 330G and 332G large-frame skid steers, and 331G and 333G compact track loaders. Available as a factory-installed option, the package provides:

• A 19-MPH transport speed on the Predator-Pro 7000 with two-speed transaxles, while increased ground speeds up to 12 MPH can be accomplished on the ProCat 6000MX with 24-inch Zero-T drive tires.

• The power to trim cycle times and automate repetitive functions. GIE+EXPO Booth #1110 www.greenindustrypros.com/12429354

• The BOB-CAT AirFX mowing deck with a bullnose design for increased airflow and vacuum lift to maximize the quality of cut.

• An electronic self-level feature to automatically keep the bucket, pallet forks or attachment level, so you don’t need to adjust when raising or lowering the boom to prevent material spillage. • Updated joysticks with built-in detent positions to activate the operator programmable boom and bucket functions.

• A new hitch and a swing-away back bumper on the Predator-Pro 7000 and ProCat 6000MX to provide full access to the engine. • Operator controls angled toward the operator seat. • A Kawasaki FX1000V engine on the Predator-Pro 7000, while the ProCat 6000MX boasts a V-twin barrel Kawasaki FX850V engine. GIE+EXPO Booth #3052 and A7 www.greenindustrypros.com/12429228

Are You Ready To Begin or Enhance Your Business? The average annual gross revenue produced * by our franchise owners is , ,

® Chain Saw barS & Chain

$1 507 817

30 Years of Safer Lawn Care

Plus Mosquito & Tick Control Opportunities Entrepreneur‘s 2018 Franchise 500 - Rank #172 Military Times‘s 2018 Best Franchises for Vets - Rank #29 Franchise Business Review - Best 2018 Franchise Opportunity

Key Markets Available in Your Area! Contact Blaine Young Today!

(800) 989-5444 | NaturaLawnFranchise.com *Based on 34 owners and the 2016 gross revenue report. ©2018. NaturaLawn of America, Inc. A division of NATURLAWN® Services and Products. All rights reserved. Each office independently owned and operated.

Visit www.greenindustrypros.com/11396131

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• saw bars • saw chain • sprockets • springs • starters • carburetors • cylinder assemblies • tools & accessories

1.800.841.3989 for more info! Servicing dealers and distributors only.

Scan with Smartphone to view Copperhead chain saw video series.

Visit www.greenindustrypros.com/10155905

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GIE+EXPO PREVIEW

Getting a Handle on Arbor Work Greenworks recently released its GS 110 10-inch brushless top handle saw with all the versatility and reliability needed to perform the most challenging saw-at-height jobs in tight spots. The company says its GS 110 further offers:

Bulk Material in a 180-Degree Arc

• The power to ease precision limbing and one-hand cutting tasks with a compact design and lithium-ion battery power technology.

Ecolawn Applicator’s ECO 600T top-dresser attachment comes equipped with a Category 2 three-point hitch and a power take-off drive. These broadcast top-dressers also boast:

• User-friendly push-button start technology, so there’s no lost productivity from having to get out of the tree and down on the ground to restart a saw if it stalls or turns off.

• The power to broadcast bulk material in a 180-degree arc (with a 22-foot spread), making top-dressing quick, smooth and effortless. • Suitability for applying compost, sand, soil or a custom blend.

• 50 percent less noise and five times less vibration than gasequivalent products, reducing hearing damage and fatigue.

• A rear-delivery hopper with a capacity of 22 cubic feet.

• Steel bucking spikes to help prevent kickback out of the wood.

• A hydraulic flow-gate system for effortless adjustability directly from the driver’s seat.

• A lightweight and compact 10-inch bar and chain design for ease of use in tight spaces.

• The ability to make handling heavier products feasible without sacrificing maneuverability or ease of operation. GIE+EXPO Booth #27099 www.greenindustrypros.com/12429401

Reliable performance isn’t expensive to build. We’ve been proving that for decades. SDLG wheel loaders give you exactly what you need — simple operation and easy upkeep at the lowest prices in the industry.

• A chain brake for added safety while in use. • An automatic oiler to minimize maintenance. GIE+EXPO Booth #11192 www.greenindustrypros.com/12429442

LOWER COST. L918F

1.0 yd 3 / 74 hp

If you own an SDLG, you already know this. If you don’t, it’s time you did. To find your local dealer, visit sdlgna.com.

L938F

2.5 yd 3 / 171 hp

L948F

3.0 yd 3 / 184 hp

LG959

4.0 yd 3 / 241 hp

sdlgna.com

Visit www.greenindustrypros.com/12352784

www.greenindustrypros.com

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BEYOND THE BLADE

By Don Evans

REASONS

the Cash Flow Statement Matters

Here are three ways the cash flow statement can help you proactively manage cash flow in your business and stay in the black.

ave you ever been pleasantly surprised by the level of customer service you received? Maybe the representative at a utility company noticed an issue with your service and initiated a solution before you could even voice the problem. Maybe a bank teller upgraded your account without your asking because of your good standing with the bank. As a small business owner, you can demonstrate similar proactivity in the way you manage your business. One impactful way is through careful tracking and management of the cash that flows within and outside it. Cash flow management has one significant benefit you may not have considered: It positions you and your sales team to be in full control of the sales process. When you proactively manage cash flow, you can avoid reactively taking on customers who do not fit your ideal customer profile simply to bring in revenue to cover unexpected costs. PRODUCTIVITY, RELIABILITY A good place to start proactive cash flow management is with the cash flow stateAND PROFITABILITY. ment. As an accounting tool, the cash flow statement can help you get a solid handle on cash income and outflow before problems arise to ensure you always have ready cash to cover unexpected expenses and emergencies. Here are three ways the cash flow statement can help you proactively manage cash flow in your business and stay in the black.

1 Liquidity and Solvency

The Z-MAX is our largest and most productive sprayer. It is large enough to handle commercial sites, but nimble enough for residential properties. The zero-turn maneuverability makes it simple to navigate the tightest and most challenging areas.

z-spray.com

How quickly can your business sell an asset with minimal loss of value? How able is the business to meet its long-term debt obligations with its available cash and cash equivalents? These two variables are what lenders and investors scrutinize as they investigate the cash flow statement. The better able your business is to meet its financial obligations and build up cash reserves, the lower the risk it presents. Effective cash flow management also ensures you can easily acquire avenues of financing when needed.

Visit www.greenindustrypros.com/10155867

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2 and Assets, Liabilities Equity

3 Future Cash Flows

Unless you know how specific transactions affect the performance of your business, you aren’t going to be able to accurately predict future performance or meet financial goals. When you increase assets without associating them with an expense, you increase your business’ overall worth. Conversely, when you increase your liabilities, your equity decreases. Having an accurate picture of how assets and liabilities impact the value of your business helps you to think strategically and proactively.

While not an exact science, forecasting cash flow is essential for ensuring the longevity and solvency of your business. When done daily, forecasting serves as an early warning system that allows you to quickly take necessary action. This ensures you have ready cash to pay team members, suppliers and subcontractors. Forecasting also allows you to identify slow- and non-paying customers, and mitigate cash shortages caused by delinquent payments. The cash flow statement itemizes and categorizes cash inflows and outflows over an accounting period, and provides a reliable picture of a business’ solvency, its fluctuations in assets and liabilities, and its ability to meet long-term debt obligations. Whether you are seeking a loan to fund the expansion or operation of your business, or whether you simply want to see how much available cash your business has to spend or reinvest, the cash flow statement is indispensable. Now is the perfect time to acquaint—or reacquaint—yourself with one of the most powerful proactive cash management tools available to you. ❯

Don Evans, president of LandOpt, offers a diverse range of experience leading teams to sustainable growth in the manufacturing and service industries. He is responsible for overseeing day-to-day operations, and providing leadership by establishing and implementing long-range goals, strategies, plans and policies. Evans began his career in the green industry at the age of 4, growing up on a 225-acre family farm in Virginia. He holds a bachelor’s degree in international affairs/economics from George Washington University and a juris doctorate from the University of Virginia.

 Tool Mounting For All Types Of Equipment  Lifetime Warranty On All PAC Products  #1 In Customer Service & Support  Made In The USA

Visit www.greenindustrypros.com/21022972

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LAWN CARE CORNER

By Jeff Fesko

Using Late-Fall Fertilization to

WIN NEW CUSTOMERS The better you understand the advantages of late-fall fertilization, the better you can implement your own program, and market it to both potential and existing customers.

ate-fall fertilization has been a best practice in the industry for decades. Most understand that cool-season turf fertilized in September, and again during October, November or December generally produces better fall and winter color than a turf that was not fertilized at that time. What’s not as well-known is why this fertility practice is integral to a healthy lawn, how to optimize the limited application window and all of the other benefits. The better you understand late-fall fertilization and its advantages, the better you can implement your own program, and market it to your customers and potential customers.

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Benefits

Turf grass that receives a late-season fertilization application enjoys numerous benefits, including: • Earlier spring green-up. • Better fall and winter color. • Increased late-fall and winter root mass and density. • Enhanced stress tolerance in the summer months. • Cost savings from applying less nitrogen in the spring. The most obvious benefit—and most enjoyed by customers—is that spring green-up may occur up to two to six weeks earlier than turf not fertilized during the previous fall. Most importantly, this rate of spring greening occurs without stimulating the excessive shoot growth that accompanies the early spring nitrogen applications called for in most turf fertility programs. The difference in color between latefall fertilized turf and turf that does not receive a late-fall application is the duration of consistent green color from fall through spring. The winter color of turf grass fertilized only during the spring and summer is typically inferior to that of turf grass that received an application or applications the previous fall. The slower rate of spring green-up for

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non-fall-fertilized turf means acceptable color is usually attained only after nitrogen is applied during the early-spring March or April timeframe. Although turf color eventually catches up to that of late-fall fertilized turf, the excessive shoot growth that accompanies spring fertilization is often undesirable. Root growth levels generally increase from late summer through fall and again in the early spring, while plant carbohydrate (energy) growth patterns typically reach their peak in the fall before declining. This decline can be significant when the turf receives a nitrogen application in March or April compared to turf grass that was not fertilized since the previous fall. The rapid decline occurs because carbohydrates, the plant’s energy source, are needed to support the increased shoot growth resulting from nitrogen applications made early in the season. The more slowly growing late-fall fertilized turf may possess a larger carbohydrate reserve during the spring period and has a greater energy pool to fuel growing turf grass. Turf grass that was fertilized in late fall accumulates carbohydrates during the fall and winter months, with levels reaching a peak during the September to December period. This turf’s ability to store energy during the spring is a result of the earlier greening realized through late-season nitrogen fertil-

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Manufacturer Profile

FRONTMOUNT™ 500V SERIES

Grasshopper’s most compact and economical FrontMount™ Solution.

rasshopper innovated the 500V Series FrontMount™ mowers – the fastest, most compact out front, zero-turn mower. While the rest of the competition matches each other and cranks out the same configured units, Grasshopper developed a small frame unit that increases forward visibility. Choose a 42-inch or 52-inch low profile cutting deck that reaches under and around obstacles to greatly reduce secondary trimming chores. The PowerFold® Electric Deck Lift is a standard feature that raises the deck to a near vertical position for easy underside access and space-saving storage in the garage, shed or on a trailer. The same cutting deck is convertible from side discharge to Down Discharge™ mulching or PowerVac™ Collection. Other brands require the purchase of a dedicated deck for each method of clipping handling. Because each mower is built from the blades up, Grasshopper is famous for

delivering a high-profile, manicured cut that is the envy of any neighborhood. Starting with 1/4-inch thick GrassMax™ blades made out MARBAIN® steel blades

that hold their edge longer. The superior airflow of these low-profile, 5.5-inch-deep decks handle a higher volume of clippings, leaves and other material at faster speeds without sacrificing the quality of cut. The front-mounted decks float independently from the power unit and follow the contour of the landscape for a better cut. Comfort is designed in the 500V Series

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mower beginning with the Ultimate Operator Station™ that includes an iso-mounted ComfortZone™ seat that eliminates the jostles and jolts associated with mowing. The seat is covered with breathable, scuffresistant CoolTemp Cordura® fabric that dissipates heat and keeps the operator cooler. A sixpoint weight distribution of the 500V Series mower contributes to an extra-smooth ride with a lighter footprint, low center of gravity and terrain-hugging traction in forward or reverse. More information and specs for the 500V Series FrontMount™ mowers: http://www.grasshoppermower.com/ mowers/frontmount-500v/. ■

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LAWN CARE CORNER

ization. Photosynthesis still occurs in the slowly growing turf plant, allowing it to accumulate carbohydrates. The higher carbohydrate reserves found in turf that received late-fall fertilization may offer advantages into the summer months. The higher levels of carbohydrates are desirable during the hottest times of the year since they provide the turf grass with greater stress tolerance and increased ability to recover from stress-induced damage. Another advantage of a late-fall fertilization application is the potential cost savings that may be realized by using less product (nitrogen) in the spring. Because turf fertilized in the late fall typically comes out of winter at a higher quality and with increased carbohydrate reserves, it usually requires less nitrogen in the spring. Depending on the agronomic condition of the turf, you may be able to put down less than the standard pound of nitrogen per 1,000 square feet of turf. This translates to healthier turf grass for your customers and cost savings for your business.

Timing

Late-fall fertilization is different than dormant and/or winter fertilization. The latter method implies fertilizer is applied after the turf has lost most or all of its green color, and has gone dormant. This is distinct from the late-season application, which requires nitrogen to be applied before the turf loses its green color. Therefore, it is essential that the turf be green when the late (October or November) nitrogen application is made. This means that approximately 0.75 to 1.0 pound of quickly available nitrogen should be applied during the latter half of August through midSeptember. This ensures that the turf grass remains green late into the season when the late fall application is made. It is also important that excessive shoot growth not be encouraged by over-application of nitrogen during the late-fall application. The production of lush, succulent growth may increase the chance of snow mold diseases during the winter and following spring.

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Implementation of cultural practices should also factor into your timing. Complete any aeration, seeding and dethatching before putting down your fertilization application. These practices provide year-round wide-ranging benefits, such as allowing the nutrients found in fertilizer to permeate turf, and are especially important in the late fall to promote healthy turf going into dormancy.

Fertilizer Formulation

Urea, ammonium sulfate, stabilized nitrogen, polymer-coated sulfur-coated urea (PCSCU) and polymercoated urea (PCU) are all ideal nitrogen sources for late-season applications. Although PCSCU and PCU are referred to as controlled-release nitrogen sources, the rate of nitrogen release from these sources is primarily dependent upon soil temperature or other factors, and not on soil microbial activity. Nitrogen-release mechanisms based upon soil microbes (i.e., methylene urea or MU, urea formaldehyde or UF, and organic sources) for lateseason nitrogen applications may not cause the desired fall or winter color response because they do not provide enough available nitrogen for plant use when temperatures are low. Because soil nutritional content varies widely by geographic area, consider implementing soil testing to discern your best formulation for late-fall fertilizer. Soil testing reveals nutritional deficiencies and enables you to tailor a fertilization program to meet the turf’s exact needs. A cost-effective way to implement this program is to randomly test samples from the same area. For

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example, if you have 500 customers in a 20-mile radius, taking soil tests out of 20 lawns should give you a good indication of which nutrients are needed for customers in that radius. You can then buy fertilizers that meet the turf’s needs without laying down any unneeded nutrients. Soil testing provides innumerable benefits and customers can be assured that your services are customized to their lawns’ needs.

Put It into Practice

With proper timing and nutrient formulation, your customers’ turf can be greatly enhanced by late-fall fertilization. Understanding all of its benefits can help you market to customers and effectively put it into practice, winning more business when your lawns are the first to green up in the spring. ❯ As the agronomics category manager for SiteOne Landscape Supply, Jeff Fesko is responsible for managing the fertilizer, ice melt, and pH and soil testing product lines. He has over 18 years of experience in the green industry and lives in Monclova, Ohio.

www.greenindustrypros.com

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Statement of Ownership, Management, and Circulation (Requester Publications Only)

Because soil nutritional content varies widely by geographic area, consider implementing soil testing to discern your best formulation for late-fall fertilizer.

1. Publication Title

2. Publication Number

Green Industry Pros

003-763

3. Filing Date

September 15, 2018

4. Issue Frequency

5. Number of Issues Published Annually

6. Annual Subscription Price

Jan/Feb, March, April, May/Jun, Jul/Aug, Sep/Oct, Nov/Dec

Free to Qualified Subscribers

7. Complete Mailing Address of Known Office of Publication (Street, City, County, State, and Zip+4)

Contact Person

AC Business Media 201 N. Main Street Fort Atkinson, WI 53538

Telephone

Angela Kelty

(920) 542-1259 8. Complete Mailing Address of Headquarters or General Business Office of Publisher

AC Business Media, 201 N. Main Street, 5th Floor, Fort Atkinson, WI 53538 9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor Publisher (Name and Complete Mailing Address)

Eric Servais 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538 Editor (Name and Complete Mailing Address)

Carrie Mantey 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538 Managing Editor (Name and Complete Mailing Address)

10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock . If not owned by a corporation, give the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.) Full Name

Complete Mailing Address

ACBM, LLC, Barry Lovette, CEO

201 N. Main Street, 5th Floor, Fort Atkinson WI 53538

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or more of Total Amount of Bonds, Mortgages or Other Securities. If none, check here.  None Full Name

Complete Mailing Address

12. Tax Status (For completion by nonprofit organizations authorized to mail at nonprofit rates) . (Check One) The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes:

 Has Not Changed During Preceding 12 Months  Has Changed During Preceding 12 Months

PS Publication Form 3526-R 13. TitleFacsimile

14. Issue Date for Circulation Data Below

Green Industry Pros

ADVERTISERS INDEX American Honda Motor Company . . . . . . 6 Billy Goat Industries . . . . . . . . . . . . . . . . . 31 Ferris . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 Ford Motor Company . . . . . . . . . . . . . . . 2, 3 Generac Power Systems . . . . . . . . . 13, 25 The Grasshopper Company . . . . . . . 5, 39 Husqvarna . . . . . . . . . . . . . . . . . . . . . . . . . 27 Kawasaki Engines . . . . . . . . . . . . . . . 22, 23 Kubota Tractor Corporation . . . . . . . . . . 11 L.T. Rich Products . . . . . . . . . . . . . . . . . . . 36 Miner Elastomer Products Corporation. . . . . . . . . . . . . . . . . . . . . . . . . 30 NaturaLawn of America . . . . . . . . . . . . . . 34 Performance Advantage Company . . . . 37 Rotary Corporation . . . . . . . . 30, 33, 34, 43 Schiller Grounds Care Inc./ Little Wonder . . . . . . . . . . . . . . . . . . . . . . . 21 SDLG . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35 STIHL . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 Sunbelt Outdoor Products Inc . . . . . . . . . 9 Verizon Connect . . . . . . . . . . . . . . . . . . . . 44 Walker Manufacturing . . . . . . . . . . . . . . . 29 Windy Ridge Corporation . . . . . . . . . . . . 32

Jul/Aug 2018

15. Extent and Nature of Circulation

Average No. Copies

a. Total Number of Copies (net press run) Outside County Paid/Requested Mail Subscriptions stated on

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

52156

60524

36854

41733

(1) PS Form 3541. (Include direct written request from recipient, telemarketing and b. Legitimate

Internet requests from recipient, paid subscriptions including nominal rate subscriptions,

Paid and/or Requested

employer requests, advertiser's proof copies, and exchange copies.)

(2) In-County Paid/Requested Mail Subscriptions stated on PS

Distribution

Form 3451. (Include direct written request from recipient, telemarketing and internet

(By Mail

requests from recipient, paid subscriptions including nominal rate subscriptions,

and Outside the Mail)

employer requests, advertiser's proof copies, and exchange copies.)

(3) Sales Through Dealers & Carriers, Street Vendors, Counter Sales, and Other Paid or Requested distribution Outside USPS. (4) Requested Copies Distributed by Other Mail Classes

36857

41736

14975

18614

Through the USPS. (e.g. first-Class Mail) c. Total Paid and/or Requested Circulation [Sum of 15b(1), (2), (3), (4)] (1) Outside County Nonrequested Copies stated on PS form 3541. (Include Sample copies, Requests Over 3 years old, Requests induced by a Premium,

d. Nonrequested

Bulk Sales and Requests including Association Requests, Names obtained from

Distribution

Business directories, Lists, and other sources.)

(By Mail

(2) In-County Nonrequested Copies stated on PS form 3541.

and Outside

(Include Sample copies, Requests Over 3 years old, Requests induced by a Premium,

the Mail)

Bulk Sales and Requests including Association Requests, Names obtained from Business Directories, Lists, and other sources.)

(3) Nonrequested Copies Distributed Through the USPS by

174

e. Total Nonrequested Distribution (Sum of 15d (1), (2), and (3))

15148

18620

f. Total Distribution (Sum of 15c and e)

52006

60356

150

168

Other Classes of Mail.(e.g. First-Class Mail, Nonrequestor Copies mailed in excess of 10% Limit mailed at Standard Mail or Package Services Rates)

(4) Nonrequested Copies Distributed Outside the Mail (Include Pickup Stands, Trade Shows, Showrooms, & other sources)

g. Copies Not Distributed h. Total (Sum of 15f and g)

52156

60524

i. Percent Paid and/or Requested Circulation

70.9%

69.1%

Statement of Ownership, Management, and Circulation

(15c / 15f x 100)

(Only for Requester and General Category Periodicals Publications) Average Number Copies

Number of Copies of Single

16. Electronic Copy Circulation

Each Issue During

Issue Published

If you are using PS Form 3526-R and claiming electronic copies complete below:

Previous 12 Months

Nearest to Filing Date

3,273

4,262

b. Total Requested and Paid Print Copies (Line 15C) + Requested/Paid Electronic Copies

40,131

45,998

c. Total Copy Distribution (Line 15F) + Requested/Paid Electronic Copies

55,279

64,618

a. Requested and Paid Electronic Copies

d. Percent Paid and/or Requested Circulation (Both Print & Electronic Copies)

72.4%

71.2%

 I certify that 50% of all my distributed copies (Electronic & Print) are legitimate requests. 17. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the September/October issue of this publication. 18. Signature and Title of Editor, Publisher, Business Manager, or Owner

Date

Barry Lovette, CEO

9/1/2018

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties).

PS Form 3526 -R Facsimile

GIP0918_38-41_LawnCareCorner CM.indd 41

9/28/18 8:34 AM

CUTTING-EDGE BUSINESS

By William Eastman

For more information, please listen to the associated podcast at: www.greenindustrypros.com/21024193.

Part 6: Stop doing other people’s work by determining who owns the problem and delegating it.

Growing your Own Managers

f you are doing the wrong things, doing them well is not smart and doesn’t fit the theme of growing managers. Plus, it’s a waste of time.

monkey farmers and wonder why they cannot get anything done. The real situation is employee jobs are interfering with their job.

The First Premise

The Fourth Premise

Doing the right thing wrong is better than doing the wrong thing right. The issue is the choice managers make on what receives their attention and what is ignored. Getting this right is essential. Even being less than competent is better than doing things you are good at that don’t matter. By the way, this decision starts with the owner and flows down the organization.

The Second Premise

Not every challenge that crosses your desk (or winds up in your voicemail or email) belongs to you. One force of organizational nature, however, is that problems always rise to the top. Think about a National Geographic movie in which a troop of monkeys is foraging for food on the ground. What happens when danger appears? They scurry screaming up the closest tree. The same thing happens in business. Problems quickly climb until reaching the owner’s office.

The Third Premise

Problems (or in our analogy, monkeys) don’t care which office they live in; they want attention. Ever lived with a monkey? They are noisy, dirty and clingy, making it impossible to work. Most unaware managers become

42 GREEN INDUSTRY PROS

GIP0918_42-44_Business CM.indd 42

❙

Most managers are their own worst enemy. They operate with the mindset that every employee should see an expert at work and make the transfer easier. How does this happen? An employee meets you in the hall and says he has a problem. He tells you enough about the problem to create concern, but not enough to solve it on the spot. So you say something like “I will get back to you on that.” Understand that, during the conversation, the monkey moved from their back to yours. Whoever has the next step has the monkey.

Four Rules to Fix It: 1. Determine its Owner Start by taking out a piece of paper and writing down your total compensation for the year. Given that a normal year has 2,080 work hours, divide your total compensation by 2,000; that is what you are paid per hour. Now you are in the right frame of mind to look at all the monkeys on your desk, in your email and on your voicemail. Which jobs are worth your time? You now have a list of things you should do and this is the perfect target for traditional time management. If it is not worth what it costs, move to the next step.

SEPTEMBER/OCTOBER 2018

❙

2. Provide Feeding Instructions This is all about bringing people into your office and handing their monkeys back. If you are certain they cannot do the job, provide them with feeding instructions on how, but never forget the fourth rule.

3. Shoot It If this task doesn’t provide value anywhere or isn’t worth the labor, decide not to do it. If that is the decision—shoot it in public to make sure everyone knows to stop work on it immediately.

4. Never Accept Responsibility for the Next Step Never allow an employee to leave a conversation with you having the next step. It leads to reverse supervision—employees checking with you to see if you finished their work. Hopefully this happened to you enough you can hold the line. Make sure when the conversation is finished, they have the next step and are reporting back to you. ❯

William Eastman is a senior consultant at GreenMark Consulting Group.

www.greenindustrypros.com

9/26/18 2:40 PM

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