April 2013 Landscape Trades by Landscape Ontario

April 2013

VOL. 35, NO. 3

landscapetrades.com

Old fashioned customer service: Never out of style Top-dollar pricing strategy Plan contracts to prevent payment headaches

CANADAâ&#x20AC;&#x2122;S

Cultivars Sheridan looks back on a century of high-profile plant introductions

26 PM40013519

Plans promote water conservation

Manitoba industry celebrates

Incentive programs that work

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contents APRIL 2013 VOL. 35, NO. 3

PUBLISHER Lee Ann Knudsen CLP | lak@landscapeontario.com Editorial Director Sarah Willis | sarahw@landscapeontario.com Editor Allan Dennis | adennis@landscapeontario.com Web editor Robert Ellidge | rob@landscapeontario.com Art Director Kim Burton | kburton@landscapeontario.com Graphic Designer Mike Wasilewski | mikew@landscapeontario.com Accountant Joe Sabatino | joesabatino@landscapeontario.com Sales Manager, PUBLICATIONS Steve Moyer | stevemoyer@landscapeontario.com COMMUNICATIONS assistant Angela Lindsay | alindsay@landscapeontario.com Advisory Committee Gerald Boot CLP, Laura Catalano, Hank Gelderman CHT, Jan Laurin, Warren Patterson, Bob Tubby CLP

Landscape Trades is published by Landscape Ontario Horticultural Trades Association 7856 Fifth Line South, Milton, ON L9T 2X8 Phone: (905)875-1805 Email: comments@landscapetrades.com Fax: (905)875-0183 Web site: www.landscapetrades.com LANDSCAPE ONTARIO STAFF Shawna Barrett, Darryl Bond, Rachel Cerelli, Tony DiGiovanni CHT, Denis Flanagan CLD, Sally Harvey CLT CLP, Helen Hassard, Jane Leworthy, Heather MacRae, Kristen McIntyre CHT, Kathy McLean, Linda Nodello, Kathleen Pugliese, Paul Ronan, Ian Service, Tom Somerville, Martha Walsh

Landscape Trades is published nine times a year: January, March, April, May, June, July/August, September, October and November/December. Subscription rates: One year – $46.90, two years – $84.74; three years – $118.64, HST included. U.S. and international please add $20.00 per year for postage and handling. Subscribe at www.landscapetrades.com Copyright 2013. All rights are reserved. Material may not be reproduced in any form without written permission from the publisher. Landscape Trades assumes no responsibility for, and does not endorse the contents of, any advertisements herein. All representations or warranties made are those of the advertiser and not the publication. Views expressed do not necessarily reflect the views and opinions of the association or its members, but are those of the writer concerned.

ISSN 0225-6398 PUBLICATIONS MAIL SALES AGREEMENT 40013519 RETURN UNDELIVERABLE CANADIAN ADDRESSES TO: CIRCULATION DEPARTMENT LANDSCAPE TRADES MAGAZINE 7856 FIFTH LINE SOUTH, MILTON, ON L9T 2X8, CANADA

FEATURES 6 100 years of plant spotting Keen eyes at Sheridan Nurseries pick out worthy introductions BY LAWRENCE SHERK

10 Growing by numbers Imperial Nurseries CEO explains his planning philosophy BY ALLAN DENNIS

12 The growth in green retailing Hort industry has an inherent advantage BY JOHN STANLEY

14 Strategic motivation

Rose ‘Sunsation’

Used properly, incentives are a powerful tool BY JEFFREY SCOTT

COLUMNS 26 SUSTAINABLE LANDSCAPING | Easing the need for water in the landscape BY SEAN JAMES

28 MANAGEMENT SOLUTIONS | Charge what the market will bear BY MARK BRADLEY

32 ROAD TO SUCCESS | Old-school service leads to success BY ROD McDONALD

40 LEGAL MATTERS | Planning ahead helps manage receivables BY ROBERT KENNALEY

DEPARTMENTS Green Pencil New Products Industry News Coming Events CNLA News Provincial News Classifieds Where to Find it

4 18 34 36 38 40 41 42

On the cover: ‘Ivory Silk’Japanese lilac Photo: Reggie D. Millette

APRIL 2013 | LANDSCAPE TRADES |

greenpencil

Margins are built one cent at a time

Penny wise

etailers have come out the

winner in every cash transaction I’ve made since February 4. Now that the Canadian government has pulled the penny from circulation, I’ve yet to experience a cashier who rounds a sale in my favour. A regular stop on weekends costs $2.78 at Tim Hortons and $1.58 for a paper at the convenience store next door. I can’t help feeling ripped off when I am required to involuntarily give away four cents at the cash register. Granted, I used to regularly throw my spare pennies in the jar by the till, but that was my choice. Pricing increments by cents can still be found everywhere. It now By Sarah Willis costs 63 cents to mail a letter in Canada. Obviously, the penny is still important to corporations, who see its worth on company balance sheets. The insignificant penny can help make or break a bottom line for green industry operators, as well. Examples pop up throughout this month’s issue: Mark Bradley, in his Management Solutions column, observes that nearly every contractor rounds out labour costs, rather than calculating them to the last penny.

4 | APRIL 2013 | LANDSCAPE TRADES

Bradley advocates determining exact charge-out rates from cost-based formulas. Charging a few cents more per hour will only make a tiny difference on each job, but over the course of an average year, the pennies add up to a nice sum. He adds, if you are called upon to explain your rates, the detailed itemization will gain your client’s confidence. Even publicly-traded companies watch their pennies. Greg Schaan of Connecticut’s Imperial Nurseries recently mentored a group of nursery growers looking to improve their financial reporting. Schaan’s nursery devotes a great deal of time and resources keeping track of, and analyzing, production and labour costs — all to understand and improve the company’s profitability. The company drills down over 145 production categories, and doesn’t overlook the importance of pennies when evaluating specific costs. The same goal applies with Jeffrey Scott’s realworld insights on how to build effective incentive programs. When done right, recognizing employee commitment with tangible rewards, cash or otherwise, enhances in your margins. Just because the lowly penny is no longer circulating, doesn’t mean we should dismiss its importance. Today, the penny may lack buying power, but its LT value can’t be disputed.

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Mountbatten juniper

[1940s]

Barberry – Sheridan’s first woody plant introduction ‘Sheridan’s Red’ barberry

[1940s]

Karl Stensson chrysanthemum

[1950s]

Canadian contributi Since its inception in 1913, Sheridan Nurseries has had an extraordinary influence on the plant palette available to Canadian gardeners. In recognition of the nursery’s 100th anniversary, Larry Sherk takes a look back at some of the notable cultivars Sheridan growers have introduced in the last century. The year 1940 saw Sheridan Nurseries introduce seven hardy Chrysanthemums with names such as Carl Borgstrom and Mrs. Dunington-Grubb. Eight were introduced in the 1941 catalogue and nine more over the next 20 years. They were developed by a Sheridan nurseryman, Gus Sparre, who came to Sheridan in the 1920s from Denmark. Although he left and went to Clarkson Greenhouses (later Clargreen) in 1943, he continued to release garden mums through Sheridan Nurseries until 1959 (Karl Stensson) and 1960 (Sheridan Bronze). Some of these mums were last listed in the 1965 catalogue. U.S. rights to at least one mum was sold to Wayside Gardens, then in Mentor, Ohio, and renamed Mme. Chiang-Kai-Shek. It was introduced in their 1945 catalogue, which noted “We consider it the finest chrysanthemum in our collection, if not the finest in the country.” 6 | APRIL 2013 | LANDSCAPE TRADES

Several other herbaceous perennials have been selected and introduced by Sheridan Nurseries over the years. These included the Sheridan shasta daisy (1941); Sheridan Pink phlox (1946); Sheridan Purple phlox (1951); Sherway phlox (1958); Viola cornuta ‘Sherway Perpetual’ (1970); Mrs Cornell shasta daisy, described as hardy and semi-double (1975); and the Springsyde daylily in 1973. Only the Springsyde daylily, a compact yellow cultivar, is still grown today. Most of these perennials were selected by Jim Herod, who prided himself as a grower of quality herbaceous perennials. The first Sheridan selection of a woody plant to be named was Sheridan’s Red barberry, first introduced as a cultivar of Berberis thunbergii but subsequently listed only as a cultivar without a species epitate, as it was probably a hybrid of the Japanese barberry and the common barberry, It was described as being taller

Glenleven linden

Ivory Silk Japanese tree lilac

Green Gem boxwood

[1960s]

ons

[1970s]

A century of new plant selection by Sheridan growers BY LAWRENCE C. SHERK

and having much darker purple foliage than the redleaf Japanese barberry. This hybrid parentage would lead to its downfall as Agriculture Canada banned many deciduous barberries as being alternate hosts of black stem rust on wheat. It was last listed in 1965. Ornamental evergreens The next major Sheridan selection was to become much more successful: Juniperus chinensis or ‘Mountbatten’ selected from a field of seedling Chinese junipers. It was introduced in the 1949 catalogue, and described as having a “compact pyramidal habit” without trimming, rapid growth, attractive silvery green colour, and hardiness. Lord Mountbatten had opened the Canadian National Exhibition C.N.E. in August 1948 and graciously consented to the use of his name when approached by Fred Stensson. Other prominent evergreens included two cedars selected from a population of seedlings. One was the Unicorn cedar, released in 1980 as a denser selection of the Pyramidal Cedar, a popular hedge plant. At the same time, a much narrower cedar was selected by Constant DeGroot, and named DeGroot Spire cedar by Sheridan Nurseries. It found favour with West Coast nurseries because of its extremely narrow growth habit.

But it was not put into production at Sheridan Nurseries until the late 1990s, when its narrow stature meant it was very useful for smaller patio gardens that were becoming more widespread. Garden-worthy trees The Sheridan Spire dawn-redwood, Metasequoia glyptostroboides, was found by Constant DeGroot in a row of the original seedlings obtained from the Arnold Arboretum and introduced in 1976. Its width is half that of the species. The increased use of mechanized tree planting and digging necessitated the production of uniform budded or grafted crops. Previously, seed-grown trees were rarely uniform and required individual digging of the trees. The year 1962 saw the introduction of one of Sheridan’s most successful tree selections, Tilia flavescens ‘Glenleven’. It was originally described as a selection of the littleleaf linden, Tilia cordata. It was originally described as developing into a broad pyramid; however specimens planted 40 years ago are now 20m high but only 6 to 7m wide at the base — only narrowly pyramidal and very narrow for its height. It is one of the best trees for narrow inter-city use. continued on page 8

APRIL 2013 | LANDSCAPE TRADES |

Sheridan Gold euonymus

[1970s] Another linden selection from the original evaluation program at Sheridan Nurseries is Tilia cordata ‘Sheridan’ 1966, a cultivar that forms a dense and full tree, very formal in appearance, with very fragrant but inconspicuous, light-yellow flowers in June. It was originally selected by Joe Pokluda, who often mentioned that the dried flowers are reported to make the best linden tea. Another highly successful introduction has been the Ivory Silk Japanese tree lilac, a cultivar of Syringa reticulata selected in a field of seedlings by Joe Pokluda. Its smaller stature and fragrant, creamy-white flowers in late June have made it one of the most popular smaller trees for use on city and suburban streets. In 1995 Ivory Silk received a Pennsylvania Horticultural Society’s Gold Medal Plant Award and in 1997 the Society of Municipal Arborists selected Ivory Silk as their Urban Tree of the Year. Sheridan employees were always on the outlook for desirable specimens of native trees growing in the wild. Joerg Leiss spotted two specimens of the white ash Fraxinus Americana. These were propagated and named Kleinberg (1973) and Manitou (1976); one green ash, Fraxinus pensylvanica, was named Waverly (1973). Production of these ash has been discontinued because of problems with emerald ash borer. The last major Sheridan tree selection was the Sheridan silver maple, Acer saccharinum, introduced in 1980. In 1968, one hundred seedling silver maple were set out in a specimen block for observation. From these, 10 were selected and more than 100 of each budded. From these, the best grower with a strong straight trunk and a vigorous, broad head was selected and named. 8 | APRIL 2013 | LANDSCAPE TRADES

Sunsation rose

DeGroot Spire cedar

[1980s] Hardy boxwood The most extensive evaluation program conducted by Sheridan Nurseries was that for boxwood. Howard and Lorrie Dunington-Grubb wanted better and hardier broadleaf evergreens for use in the gardens they planned. From its introduction in 1918 by the Arnold Arboretum, the Korean boxwood showed great promise. Extensive trials were conducted by Sheridan’s horticulturists and in 1967 three improved cultivars, Winter Beauty, Tall Boy and Pincushion, which had been selected by Constant DeGroot, were named and released. At the same time these improved Korean boxwood were released, Sheridan Nurseries was carrying out an extensive evaluation of more than 40 hybrid seedlings from a natural cross in the nursery of English and Korean boxwood. More than 5,000 plants of each were grown, with some sent to Ottawa and Montreal for testing. Four selections were made with the hardiness of Korean boxwood and the brighter green foliage of the English boxwood. Green Gem and Green Velvet were introduced in 1973, Green Mountain in 1975 and Green Mound in 1976. Again Constant DeGroot is credited with their introduction. They are now the standard hardy boxwood used in much of eastern Canada and the northern United States and form a significant part of Sheridan Nurseries’ overall plant production. Another broadleaf evergreen, Sheridan Gold euonymus, with sunshine-yellow spring foliage, was selected by Joerg Leiss in 1956 and introduced by Sheridan Nurseries in 1973. It is still grown today. Sheridan Nurseries has also introduced cultivars selected by others. These include the two Juniperus horizontalis cultivars, Blue

[1980s] Acres and Green Acres, selected by the late Ted McNinch from Guelph, and the two large-flowered, French hybrid lilacs, ‘Agincourt Beauty’ and Slater’s Elegance, selected by the late Len Slater from Agincourt. The Sheridan family of roses In the 1970s, Sheridan Nurseries started an evaluation program to test new rose cultivars from such European and British rose breeders as Kordes, Poulsen and McGredy. This gave Sheridan Nurseries access to many new cultivars as soon as they were released and after they had been successfully tested in the trials at Sheridan. Sheridan Nurseries was allowed to put a name on many of these cultivars. Some the breeders did not release in other markets, and some Sheridan was allowed to put their own names on for the Canadian market. Many are still available today including Sunsation, a multicoloured grandiflora rose introduced for Sheridan Nurseries’ 75th Anniversary in 1988. Others still grown today include TENTEN, a hybrid tea rose introduced for the 60th anniversary of CFRB Radio, Toronto, in 1987; City of Welland (1993); Parkwood Scarlet (1995); Rita MacNeil (1996); and Rainbow Niagara (2001). The tradition continues in 2013 with the introduction of Sheridan’s Anniversary LT Blush, a fragrant, floribunda rose.

Larry Sherk has been a member of the Garden Writers Association for 43 years. He is the senior author of Ornamental Shrubs for Canada. He retired in December 2001 after 32 years as Chief Horticulturist for Sheridan Nurseries.

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Numbers for nurserymen U.S. grower implements successful control regimen

BY ALLAN DENNIS

Greg Schaan, president and CEO of Imperial Nurseries, Granby, Conn., says, “Growers need to look at their business, as much as they do their nurseries.” Recently Schaan gave a presentation, titled Improving Financial Health for Growers, to more than 60 Landscape Ontario growers. He talked about a system his company developed over 15 years. “This system allows us to really know our business.” That business is located on 450 acres, supplying retailers, wholesalers, and landscaping businesses of all sizes throughout the northeast, mid-Atlantic, Midwest, and southeast U.S. markets. Imperial Nurseries began operations in 1955 as part of the American Sumatra Tobacco Company, and became a publicly traded company in 1997 after its purchase by Griffin Land and Nurseries. “When we became a publicly traded company, it forced us to understand both how the money is spent and profit is accumulated,” said Schaan. He reflected that being a public company is unusual in the nursery industry, but the system used at Imperial can apply to any grower. As a result, Imperial undertook an ambitious financial management system, based on detailed, regular documentation and analysis of production costs, labour costs and sales performance. Because of the nursery industry’s unique challenges, collecting data in the field was especially daunting — but Greg Schaan, president and CEO management emphasized the efof Imperial Nurseries. fort’s importance from the beginning, creating a culture of cost management throughout the company. The system is based on a good awareness of cost management, allowing growers to understand exactly what is going on in their company. Collecting production cost data improves accuracy of operating budgets, provides tangible metrics for job performance evaluations and product line profitability evaluation. “Labour is the nursery industry’s biggest expense,” says Schaan. “When we began the program, we realized that developing a tool to 10 | APRIL 2013 | LANDSCAPE TRADES

measure our labour costs was essential.” Using standard two gallon-equivalent pots allows cost comparison across product lines. The performance evaluation data allows establishment of cost management goals. In turn, the cost management information is used to measure performance for individual managers. Schaan warned that the system won’t work unless all members of the staff are committed to collecting data. “For some supervisors and managers, the idea of collecting labour activity will not be popular, but it is up to owners and management to show them how important it is to collect the information regularly, and to be accurate.” “When the system works, it allows us to look forward to make good production decisions,” says Schaan. The system is so specific, that Imperial can determine not only the sectors that did well, but which plants did well. “The product planning worksheets are used to decide what to grow,” says Schaan. He cited spirea as an example; the numbers may show the plant is not profitable, but the nursery might decide to provide it to satisfy customer demand. “Our numbers would tell us that only a small number of spirea should be grown.” According to Schaan, staying on course to accurately track costs will ease the habit of depending too heavily on sales history when determining which plants to grow. The system also shows a plant’s profitability by industry sector. “For instance, we will know that we make money on a certain plant in the garden centre sector, but not the landscape sector.” Greg Schaan revealed his company’s philosophy on pricing: “Most people use cost as the gauge to determine price for their product, but that’s a mistake. The way to determine the price is by deciding what the market will bear.” He also believes that growth should be measured not only by volume, but also by price. The nursery CEO said that he sees little signs of improvement in the economy. “It’s been a long slog, but I’m looking at between two and five per cent annual growth between now and 2020.” Schaan says he sees new demands on the industry from the 25- to 40-year-old demographic. They want plants that are compact, offer LT seasonal colour, low maintenance and are decorative.

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The

greener consumer BY JOHN STANLEY

Consumer profiles are constantly changing. A few years ago we focused on customer profiles based on age. The focus was on Gen Y, Gen X, Generation Jones, Baby Boomers, and Greying Tigers. These demographic groups are still important, but we also need to consider how we market to new and emerging consumer segments whom we are told may be overweight, mobile, multicultural, value shoppers, and eco-friendly. One of the fastest growing segments is the eco-friendly segment. These consumers are still looking for value, but are prepared to put sustainability above price. One of the big challenges urban communities will face over the coming months and years is biodiversity, with legislation being instituted around the world to stop agricultural land and natural areas being used for urban development. This will change the way cities look and make consumers more aware of the need for biodiversity. For example, in Paris, France, city planners intend to double the amount of green roof space by 2020. The green consumer Not all consumers are interested in sustainability and saving the planet, but it continues to be a growing segment of the community, and a sector we all need to be aware of. In recent years we have seen major growth in farmers’ markets and ethical retailing, and I see that continuing over the next few years. That said however, while growth in organic food retailing has increased, sales of organic food have stagnated. I believe there are a 12 | APRIL 2013 | LANDSCAPE TRADES

number of reasons for this. For one thing, the consumer is more price conscious and organic food is perceived as expensive. Organic advocates have continued to buy, but many consumers cannot justify the extra cost. Second, in my experience, consumers are confused by the term “organic.” In my own community a lot of consumers do not know the difference between “organic” and “local.” Local is important Consumers are starting to search out products made or grown in their own country, and preferably locally grown. This means there is an opportunity to promote local products. An example of this is “Good Eggs,” a website in San Francisco that promotes local growers. Consumers can search out local farmers on the website and find where their produce is sold. You cannot get more local than manufacturing and growing in your own community. Community gardens are appearing around the world and some supermarkets are considering growing some produce instore. This would be easy with produce such as lettuce. You have to be “clicks and bricks” savvy when communicating with the new-age local consumer. To help retailers, I produce a monthly Clicks for Bricks webinar that looks at a new clicks marketing subject each month. You can get involved with this webinar at http://www.clicksforbricks.com.au

Telling the story is important The green consumer wants to know the story of the product she is buying. Suppliers and retailers need to combine forces to tell this story effectively, from start to finish. It can be told in numerous ways: on packaging, via links to YouTube, or a mural in the store that explains the process. Nostalgia is important A lot of green consumers want to reflect on earlier days, which they believe were happier, more harmonious times, when life was more simple. Whether they were or not is not for me to say. The fact is, nostalgia sells at present. A very successful ad campaign by John Lewis department stores in the U.K. focused on nostalgia and old-fashioned values. This can be a marketing opportunity for any retailer. What products do you sell that promote nostalgia, and how can you use them to generate sales? Even your sales team could get involved in playing the nostalgia game and providing “good old-fashioned service”— something most customers now think is lacking. LT

John Stanley is a conference speaker and consultant specializing in perishable retailing. In 2012 he was awarded the WA Small Business Exporter of the Year. He works in 35 countries and is one of the world’s sought-after garden retail and marketing presenters.

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FOUR REASONS

INCENTIVES CAN BACKFIRE

BY JEFFREY SCOTT

...and what to do about it Incentives — rewards meant to encourage and motivate employees to be more productive — all too often backfire and create unintended consequences: internal squabbles, cynicism, distraction and diminished performance. However, when used correctly, they can produce wonderful results. The trick with incentives is avoiding the common pitfalls and common myths. Myth 1: Incentives should be focused only on what an employee can control. While this makes sense at face value, it ignores a huge factor in motivation: peer pressure. Many managers and contractors think that an employee needs to have full and complete control in order for an incentive to be effective, but this just isn’t the case. You can create a very quick and dramatic improvement in your company with the use of a peer-based incentive program. For example, an entire division or company can share in a bonus (e.g., when everyone comes to work on time all week, 14 | APRIL 2013 | LANDSCAPE TRADES

the entire company gets free coffee and donuts the following week). Think about the corporate world where stock options are awarded to employees as incentives; yet the entire company has to perform in order for the stock value to rise. Peer-based incentives can be used to create change in many different areas such as getting crews out on time, reducing equipment loss and vehicle damage, and improving client retention. Explain the rules clearly, as well as why the incentive is being applied company-wide (or division-wide),p as opposed to individually. Treat your employees like adults and explain the reasons clearly and simply, and you may be surprised at how well your employees will enjoy the peer-based approach. Myth 2: An incentive should be holistic. Some business owners try to wrap up all the critical success factors into one incentive, but this can be confusing to track and can send mixed signals to the incentive recipient. For example, I recently worked with a contractor who

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thought up a comprehensive incentive for his office staff. It was very artful in engaging his office manager and addressing all the key aspects of her job, except it was too complex. It covered too many facets of her job, and thus made it hard to prioritize what was important. Incentives should be straightforward, easy to memorize and easy to calculate. If your incentive recipient cannot remember her incentive when she wakes up in the morning, it is probably too complex.

Myth 3: Incentives will create a change in behavior. This is not true. Unfortunately, managers often put incentives in place expecting them to be a silver bullet and magically fix all that ails their companies. The important truth is that an incentive is merely a mechanism for how you measure change, i.e., improvement. But, in order to motivate change, you need to give employees consistent feedback and engage them in discussions on how the

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company is performing in relation to the goals you have set. Most employees want to do a good job, but they often lack the tools or understanding needed to do their job well. Throwing money at them is not a replacement for explaining why it is important to hit the company’s goals. Incentives will not automatically create accountability. Just as an incentive is not meant to replace a job description, so too it is not meant to replace the company operations manuals or handbook. Myth 4: Incentives must pay out monetary rewards in order for employees to buy in. This myth further states that monetary rewards should be significant in order for employees to really care. Neither is true. I have seen incentives programs with no money at all attached to them work wonders. Take, for example, a company with four crews, and imagine that these crews compete against each other, each week, to see who can finish their jobs most efficiently and under budget. Each crew is rated on how well it performs compared to its budgeted time. The results are shared in percentages; for example, 100 per cent means they met budget, 90 per cent means they beat budget by 10 per cent, and 105 per cent means they were over budget by 5 per cent. Whichever crew ends the week with the lowest percentage, wins. It may make sense to do a dry run of a money-based incentive, and execute it with no money attached. This will allow you to work the bugs out of the system, and then later, if you wish, you can add a monetary reward. If you do create an incentive based on money, it should be self-funding. The incentive should be paid out based on incremental profits earned by the company, based on the incremental results achieved. When incentives are self-funding, everyone wins. LT

Jeffrey Scott, MBA, consultant, author, grew his landscape company into a successful $10 million enterprise and is now devoted to helping others achieve similar success. He facilitates Peer Group for landscape business owners who want to profitably grow their businesses.

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Cobbled paver The Old Mission Paver is reminiscent of the cobbled roadways and walks of Europe that have endured for centuries. The Old Mission Paver can transform designs into an elegant escape where clients can enjoy the slower pace that such a space creates.

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Browns Concrete Products

www.brownsconcrete.com

Excavator Ditch Witch introduces its XT855 excavator-tool carrier, a compact,multi-function machine that features an excavator with a 260-degree swing plus a tool carrier that can drive up to 70 compact utility attachments. The XT855 is equipped with a powerful engine (net 30 hp/22.4 kW), directs up to 18 hp (13.4 kW) to the attachment, and provides outstanding lift capacity. The XT855 also offers optional extension legs for leveling support in difficult digging conditions. Ditch Witch

www.ditchwitch.com

Prefabricated pergolas Bosman Home Front prefabricated pergolas can be assembled by two people in a matter of hours. Available in maintenance free vinyl (white or clay) and hand-selected top grade southern yellow pine. Pergolas are made of vinyl reinforced with wood for structural strength. Consumers are invited to design their pergolas in four easy steps: choose a size, shade style, post style and colour. Bosman Home Front

www.bosman.ca 18 | APRIL 2013 | LANDSCAPE TRADES

Compatible with all Core products, the Quad Power Pak functions as both a backpack and a mobile charging system. It offers four times the run-time and can charge up to four power cells simultaneously, using a 12-volt vehicle power outlet or a typical AC wall outlet. Great for commercial users spending long days in the field, this charger offers an auto-balancing feature that redistributes the power across all four power cells evenly, when a dead cell is inserted, so they remain at the same charge level. Core Outdoor Power

www.coreoutdoorpower.com

ExTEnD EvEn FurTHEr.

Reach for more with the extendable arm—the industry’s only clamp-ready offering. This Hydraulic X-Change compatible attachment extends 30 inches, letting you reach for more without having to upsize your machine. It’s now available on the E32, E35, E42, E45 and E55 models. Visit your local Bobcat dealer to see how the extendable arm can help you do more.

Authorized Bobcat Dealers

Bobcat of Brantford, Inc. Brantford

Bobcat of London London

Can-Am Tractor Ltd. Chatham

Matthews Equipment, Ltd Etobicoke

Bobcat of Cornwall Cornwall

Bobcat of Ottawa Ottawa

Casselman Farm Equipment, Ltd Casselman

McDowell Brothers Industries, Inc. Sudbury

519-752-7900 • 866-337-3306 bobcatofbrantford.com

519-455-4900 bobcatoflondon.ca

877-840-4182 bobcatofcornwall.com

613-745-5775 • 877-660-9086 bobcatofottawa.com

Bobcat of Durham East, Ltd Courtice

Bobcat of Owen Sound Owen Sound

905-404-9990 bobcatofdurhameast.com

519-372-0937 • 888-865-5782 bobcatofowensound.com

Bobcat of Hamilton, Ltd Stoney Creek

Bobcat of the Tri-Cities, Ltd Kitchener

905-643-3177 bobcatofhamilton.com

519-579-9100 • 866-214-3939 bobcatoftc.com

519-351-4300 canamtractor.com

613-932-2034 • 877-244-5593 casselmanfarmequip.com

Jacobs Farm Equvipment, Ltd Essex 519-776-5238 jacobsequipment.com

John’s Equip Sales & Service, Ltd Frankford 613-398-6522 • 888-803-9244 johnsequipmentsales.com

Matthews Equipment, Ltd Barrie Bobcat ® and the Bobcat logo are registered trademarks of Bobcat Company in the United States and various other countries. ©2013 Bobcat Company. All Rights Reserved. | 0213755

705-726-2228 matthewsequipment.com

416-679-4172 • 888-803-9244 matthewsequipment.com

705-566-8190 bmcdowell.com

McGavin Farm Equipment, Ltd Walton 519-887-6365 • 888-699-1022 mcgavinequip.com

Stratford Farm Equipment Stratford 519-393-6162 sfe-sales.com

newproducts Paving system Permacon introduces the Esplanade line; this line with a slate-finish look and vivid colours offers contractors a wide variety of items from slabs to walls and coping. Permacon

www.permacon.ca

Compact zero-turn mower Euro-look paving stone Rich texture gives San Marino its old-world character and timeless appeal. Two available widths can be combined for a natural, random pattern. Alternately, for the more orderly, linear effect shown here, install San Marino in single-width lengths.

The Grasshopper Company has unveiled a new compact zero-turn mower: Model 126V-52. Features include a fully hydraulic, integrated pump-and-wheel-motor transmission; a 26-hp B&S commercial turf engine; a 52-inch wide, 5.5inch deep cutting deck with foot-pedal and drop-pin height adjustment; large turf-style drive tires; and a fully-cushioned Cordura-covered seat with padded armrests. Suited for maintenance of small-acreage and confined areas, as it provides the agility of a zero-turn mower with a compact size able to maneuver in tight spaces without the fatigue of a walk-behind mower. LT The Grasshopper Company

Techo-Bloc

www.grasshoppermower.com

www.techo-bloc.com

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roadtosuccess

Old school service, exceptional retailing Regardless of what the business gurus preach, no matter which next-best thing you read about in a magazine, the reality is: The basics of old-school retailing still work. I am the first to acknowledge that I have written about the changing face of business, the importance of web pages and an online presence; but the electronic age still needs an underlying, fundamental basis of service. I am different than the self-styled business gurus. I have spent my entire business life on the firing line, as have many of you. I know only too well the experience of having one customer walk through the gate praising you to the heavens and the next one wanting a pound of your flesh. I know how to keep a customer happy for 30 years and I know the feeling when you lose one of the same vintage because you screwed up. I wear my war wounds with great pride. All of us are starved for service. When we pull into a gas station that has a sign reading ‘full service,’ we expect nothing more than someone to pump the gas. If we get the occasional gas jockey who checks the oil, does a good job of cleaning our windows and carries out those duties with a smile, we are both surprised and impressed. Gone are the days when service station attendants carried pressure testers in their uniform pockets and checked the condition of your tires. Even though service stations are no longer service oriented, even though most grocery stores no longer carry out your groceries, there is still a place left in this world for retail outlets that provide great service. Not some service, but exceptional service. Exceptional service is a major part of old-school retailing, and it starts with the managers and owners of any operation. If service is not stressed on a daily basis, if it is not a part of the new employee training program, if managers do not ask staff how they can improve the customer experience, 22 | APRIL 2013 | LANDSCAPE TRADES

BY ROD McDONALD

then it is not exceptional. Exceptional customer service requires a level of dedication from the managers on down, not lip service. Stand behind your service promises Lip service is what many operations offer up as real service. When I am at my local Safeway, I will accept the offer to carry my groceries to the car, if there is a student worker close by. If Every customer deserves to be treated well and made to feel that no student is visible, I decline, as the her purchase, large or small, is of value to the retail shop. wait is just too long. I was in Rona last summer at the checkout, with a heavy item than happy to carry that for you. It’s part on a flat cart. Before my purchase was rung of our service,” needs to be a common exthrough, I asked for carryout assistance. The pression, even from a 16-year-old. I loved it cashier called for assistance; she called again when a customer would ask, “Where do you and she called yet a third time; still, no one ap- find such polite young people?” and I would peared. I finally took my purchase and loaded answer, “We don’t find them; we train them.” it into my car myself, not without a struggle. When I returned the cart I went back in and Little things count told the chasier, “I am pissed.” No ambiguity I mentioned this several years ago in a colhere. She told me they are supposed to pro- umn and it fits this one perfectly. I was in vide customer assistance on the first call, but North Vancouver at a major, full-service being stood up is a regular occurrence. Lip garden centre on a Saturday morning. I was playing the role of browsing customer. service. My idea of customer service, for any I watched a well-dressed gentleman, with store that is selling heavy goods, including a a heavy purchase, being escorted out to his garden centre, is a dedicated carryout staff high-end car by a student pushing the flat at the front, not the back of the store. I had cart. I followed them, sleuth that I am. They a duty manager at my place who expected get to the car; the customer opens the trunk, her students to return on the fly if they and the kid says as he walks away, “Just bring were paged to the front from elsewhere on the cart back inside when you are finished.” the property. She let them know that if they Oh, so close! Not every customer requires carryout wanted to live another day, they had better move fast. She was a petite person but car- service, but every customer needs to be rung ried a big stick. Again, no sense of ambiguity up and that person needs to be able to say here. When it comes to exceptional service, please and thank you and not be robotic. While writing this column, I took a break what is required has to be clear to all. Those carryout students need not only to to visit one of my favourite, high-end be able to fly when required, they need to be bakeries, with pastries and cakes to die for. trained in customer service. “Huh?” is not There was a new staff member waiting on acceptable, “Pardon me?” is. “I will be more me. She was 20, at the most, with a killer

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roadtosuccess smile. She told me about a new cookie with a raspberry preserve and got me to pay three bucks for it. Nice sale, seeing as I had already made my selection for home. Now contrast that with my buddy and I stopping into a new art gallery downtown last week. We walked in. A young woman sitting behind the cash glared at us. We walked around. As we left she muttered, “Come again,” but with just a hint of disdain and boredom. I wanted to say to her, “I am sorry that your life sucks and that you have this minimum wage job and that people come in and interrupt your day, when you would much rather be hanging out with people way cooler than my friend and me.” But I am Canadian, so I said nothing. If that’s your store, get rid of her and see if you can steal away the young woman working at the bakery. That is, if you want your sales to increase. Don’t make customers hunt for staff My friend runs a high-end men’s clothing store. He always has enough staff to handle

a busy spot in the day. His philosophy is simple. “I would rather have a staff member slightly underworked than a customer underserved.” We can learn from that man. Sometimes we have to spend a little more to make some decent money. Retailing has as much to do with how our customers feel as it does with the price we charge or how we set up a display. Retail is about the experience. Disney does this incredible job of developing the customer service experience. They are fascinated with how to do things better. Their employees go through training programs on how to deal with people without creating negative interactions. Let’s face it. Anytime you open your doors to the public, you are going to have the odd jerk walk in. You can’t stop them. Not even Disneyland can do that, but their employees do learn how to keep a jerk in check. Free is the most powerful word in the English language, and I do believe in offering up a few freebies at a retail garden centre. What’s free besides the fresh air? Free

Installation, renovation, and service of concrete, vinyl, fiberglass, and natural swimming pools Water-in-transit features Installation and service of rainwater harvesting and storage systems Locally owned & operated

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25 years of hands-on building

seminars, free delivery and set-up on certain products such as fountains, free delivery on minimum orders, free hot apple cider when selling Christmas trees, free handouts explaining the How To’s of gardening, and free smiles. Small rewards have large payoff I also believe in perks or freebies, dispensed with discretion, for premiere customers. Someone with a cart filled with two hundred bucks worth of geraniums deserves either you or your duty manager ‘comping’ them a container of fertilizer. That simple act builds store loyalty. A regular customer who spends in the thousands each year should receive free delivery, even on a small order of two bales of peat moss, if she requests it. It is obvious you do not make money off two bales of peat moss, but that is only a small part of the bigger picture. There are many opportunities in every business day to win customers over, creating loyalty and building your business, if you are willing to see them. There is the elderly customer who would enjoy a chair to rest on; the bewildered customer who needs assistance finding the right garden-care product; and the customer who is looking for a specialty product that you do not have but you can custom order, just for him. Need I go on? You do not need to have an MBA from Harvard to succeed in the world of business. You do not need to be the smartest person that God graced the green industry with, but you have to pay attention to the opportunities presented to you and your staff on a daily basis. Even in the electronic age, old-school service pays dividends on your investment. Maintaining old-school service LT will keep you on the road to success.

Rod McDonald owned and operated Lakeview Gardens, a successful garden centre/landscape firm in Regina, Sask., for 28 years. He now works full-time in the world of fine arts, writing, acting and producing in film, television and stage. 24 | APRIL 2013 | LANDSCAPE TRADES

13-03-04 1:44 PM

sustainablelandscaping

To the last drop –

Efficiency in landscape water usage BY SEAN JAMES

Last month we looked at what’s new and exciting in the irrigation industry and chatted with a couple of our industry’s leading eco-irrigation specialists. Landscape irrigation uses an enormous percentage of our processed water supply. Treating water costs money and resources. Water is a finite resource that we must use respectfully. For example we can use it so quickly that the water cycle collapses, leaving us with none, (Google what happened in the Aral Sea in Russia, if you need convincing.) So how do we reduce landscape water needs? Whenever we talk about reducing irrigation, we should look at ways to landscape using less water. Xeriscaping is a drought-

tolerant landscaping technique involving designing with plants that require little or no irrigation. Spot watering is another technique, but it involves more thought and input than most of today’s homeowners are willing to expend. Many landscapes designed primarily with prairie natives are inherently drought tolerant and also beautiful. There are native cacti and fascinating non-native plants such as catmint, sea kale and evergreen oat grass that add interest to the landscape while reducing water use. Perhaps one day grey water use, harvesting water from sinks and laundry for use in the landscape, will be accepted by municipalities, resulting in a reduction of potable

This xeriscape includes two invisible rain gardens, and looks beautiful all year, even in winter.

26 | APRIL 2013 | LANDSCAPE TRADES

water use and less stress on our infrastructure — but not yet, in most places. Not all landscaping can be drought-tolerant but it can all still have environmental benefits. While vegetable gardens are big water consumers, the benefits to the environment and to our own health offset the harm of their consumption. Mulching helps retain moisture in the soil, as does incorporation of organic matter such as compost. These also have the benefits of increased nutrient availability, better mycorrhizal health, and increased infiltration and moderation of soil temperatures. Composted pine mulch is the best of both worlds, utilizing bark off-castings from the lumber industry and mixing it with compost to help improve the success of the landscape in many ways. There are drought tolerant turf types such as perennial rye grass, and new varieties of rhizomatus tall fescue that reduce water use, repel insects and resist fungal attack. Look into these if turf is important in your customers’ landscapes. Over-seeding and topdressing is an excellent way to upgrade an existing lawn, since it requires minimal work and disturbance of the existing soil, yet allows improved varieties of seed to be incorporated into the lawn. Rainwater harvesting for any irrigation other than spot watering is viable only in places that have regular rain throughout the growing season. Many places simply don’t get enough rain to keep the rain barrel full for irrigation all season. Rainwater harvesting is more about delaying storm water from immediately flowing into the sewer system than storage for irrigation purposes. They

are not terribly good at communicating this to the public, but conservation authorities and municipalities rightly want us to use rain barrels to hold part of a rain event, so it can be released into the landscape between rainfalls, when the ground can absorb the water, instead of it flowing into the storm sewers. Rain gardens, bioretention cells, French wells and infiltration trenches are other excellent methods of infiltration. Modern development has created more impervious surfaces per square foot, which means more runoff to the storm sewers and less infiltration into the soil. This means more stress on our sewer systems and more damage and erosion to our creeks and rivers. Often, when customers are asked whether or not they are interested in eco-friendly options, the answer is, no. This might be because they don’t know what’s available and are self-conscious about admitting it, or they are feeling overwhelmed with options. On the other hand, when options are presented as part of a design or quote, and those options are clearly and enthusiastically explained, many customers are quite happy to move forward with such ideas. They even seem happy to be ‘doing the right thing’. Sometimes it just needs an explanation that the costs can be recovered over a certain timeline or the option will be equally as beautiful, or even more so, than traditional methods. It’s always worth a try and the reLT sults can benefit us all.

Sean James is owner of an Ontario-based, environmentally-conscious landscape design/build/maintenance company. In addition, he is an eco-consultant and a popular speaker.

APRIL 2013 | LANDSCAPE TRADES |

managementsolutions

Charge more. Sell more.

BY MARK BRADLEY

Landscape contractors don’t charge enough for their services. Recent benchmarks by the government of Canada say the average landscape company loses money each year. It’s also a sad reality that many contractors feel they’re trapped in this race to the bottom. If you’ve ever told yourself, “If I charge more, I won’t win any work.” “Clients are already telling me I’m too expensive.” “I just lost a big job to a competitor who won it for far less.” then you might well find your company already running in this race to the bottom. The provincial trade associations and CNLA are working to help educate and train the industry, but it will be a long time before anyone can shift an entire industry. Until we get there, here are a few different ways you can charge more this year and still thrive in this competitive industry. Know your pricing and refine the details Knowing exactly how much your company needs to charge is essential. Maybe you don’t need to charge more, maybe your crews need to do more work in less time. There are two more valuable benefits to pricing using your budget. First of all, small changes can mean a big difference. If I ask a group of 40 contractors, “What do you charge per hour for labour?” most will answer with a even, round number: $40/ or $50/hr. You’ll likely never encounter someone who says, “$52.45/hr.” The fact is, small changes can make a big difference. Just adding 50 cents an hour on a 10-employee, $1M company would increase your net profit by about $10,000 or one per cent, per year. It only makes a tiny difference on each job. But over an average year, for an average company, it could buy a great website, or a nice bonus for you or your key staff. The point is, you should know exactly how much you need to charge, because every little bit counts. If you’re worried about customer perception, remember, it’s not often we ever show our hourly rate on an estimate, so who is really going to care whether your rate is a nice round number? And if you do show your rate, you’ll have the confidence to explain how you arrived at that rate — and confidence wins negotiations. Landscape contractors need to ensure that they are charging enough for their services and not losing money on their jobs.

28 | APRIL 2013 | LANDSCAPE TRADES

The wallflower goes home alone The same scene has played out 1,000 times in the movies. The nice guy who’s smart, good-hearted and well-intentioned watches helplessly as the girl of his dreams is swept off her feet by a not-so-goodhearted, alpha male. In the movies, the good-hearted kid eventually wins the girl over, but if that happened more in real life, well, they wouldn’t be making movies about it. What does this have to do with the rates you charge? Your value isn’t just about what you do, it’s about how people perceive your val-

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TH E W R I G HT W AY TO M O W

managementsolutions ue and, as in so many things in life, perception is everything. Relying on the story that, “We do quality work.” is like the wallflower hoping his redeeming qualities will win over the girl. Here are a few tips to help you charge more and still get the customer: Create a killer website. A website is like your reputation. It shows your work, your brand. And it’s being checked out constantly without your knowing it. If you’ve ever said to yourself, “Our website could be better,” then make it better! If you’re saying that, your potential customers are likely saying it too and they are no doubt leaving your site to check out your competitors’. Impress your clients. Want to charge more? Look like you’re worth it. Show up on time (even a bit early) when meeting with potential clients. Dress well, drive a clean truck, have a folder of information to leave with the client. If you believe you’re worth more, you need to act like you’re worth more. Strut your stuff. Go out on a limb. Ask for the work with confidence. Re-frame what you’re selling Some customers are looking for the best value/lowest price. But most customers don’t actually buy that way. Nike doesn’t advertise that their shoes won’t fall apart after a year. That’s because, most customers don’t buy Nike shoes for durability — they buy them to look good and get compliments, or because they believe these shoes are going to increase their athletic performance. Shoes are marketed on these different levels. So are cars, watches, clothing, even something as simple and competitive as coffee. Why do people pay $5 for Starbucks coffee? Hint: It’s not that their caffeine lasts longer. There are hundreds of cars on the market. If ‘longest lasting’ was the customer’s biggest concern, then the most expensive cars would have the longest warranties. Ironically, it’s the opposite. Kia and Hyundai try to relieve quality concerns with the industry’s longest warranty, while high-end brands have some of the industry’s shortest. Only a 30 | APRIL 2013 | LANDSCAPE TRADES

few customers buy the industry’s ‘best value’ car. Most customers spend more money for different reasons. Here are some ways you might want to market your business to appeal to those reasons: You’re ahead of the curve — better/more efficient lighting, outdoor-sound systems, ‘green’ equipment, methods and products You’ll improve your customers’ social status — hot-tubs, seating/gathering areas, outdoor kitchens You’ll impress their neighbours — unique features/design, unique plant material, perfectly manicured lawns and gardens Your after-sale service is best-in-class — you can enhance their property after the sale by answering their questions about how to care for their garden; you can offer, in writing, help that your low-price competitors do not You will improve their quality of life — your designs or services will save your customers time (e.g., less household maintenance), enhance their lives (e.g., more family time) and reduce long-term expenditures (e.g., heating bills or water usage) You’ll improve their financial status — better looking commercial properties drive more sales and traffic, thus increasing profit for your customers’ businesses; safer conditions in the winter equal more customers and higher sales. Question: Which architect designs the most indestructible homes and buildings? Answer: Nobody cares. The top-paid architects command big dollars for creativity and innovation. People can buy a reliable house kit off-the-shelf at a hardware store. If you want to charge more for your services, there are many examples of companies that have created their own market that you can learn from. You also have an incredible opportunity to create this market, because people are actually interested in what we do. Gardening is a popular hobby. Nobody’s hobby is life insurance, building codes, or furnace repair. What we do interests people. Increase the value of your services by stroking their interest, and by reading your cli-

ent’s unspoken needs correctly. Nobody believes there is a high risk their patio will sink after two years, or that they’ll need your insurance. Don’t spend too much time competing over this. Shift their focus to something nobody else is talking about, something that will truly excite your customer. Easy as A-B-C, always be closing And finally, one more way to ‘sell for more’ is to up-sell your current customers. They’ve already bought into you and your company — now you need to help them increase their investment. Maintenance contractors should inspect properties regularly and send their customers reports. Check conditions of plant material, concrete, drives, signage, retaining systems, drainage and visibility. You shouldn’t be able to find a property that doesn’t need some enhancement. I recently met a contractor who challenged his supervisors to a contest — each would inspect properties and up-sell these improvements to their existing clients. The winner would be determined by who could generate the most invoiced revenue, based on these recommendations. The winner had more than $70,000 of work sold as a result of those inspections. Construction contractors shouldn’t try to up-sell everything up front. The initial budget may quickly exceed your customers’ comfort level; then they get scared off, or embarrassed (that they can’t afford your suggestions). Give them what they want up front. Then introduce some ideas once you’ve got the job and as the job progresses. Get the while-we’re-here incentive working for you. Share some ideas for some enhancements that would really benefit their yard, then explain how it would save them money and hassle to do it now rather than later. Like every other sophisticated marketing plan in the world, capture your customers with your initial offering, then make some good profit on up-sells. It’s a model that works. LT Mark Bradley is president of The Beach Gardener and the Landscape Management Network (LMN), in Ontario.

2013 Contractor/Landscape Prices F.O.B.

legalmatters

Managing construction debt collection BY ROB KENNALEY

at the negotiation stage Many contractors, subcontractors and suppliers address debt collection only when amounts are long overdue and owing under a contract. Yet thinking about debt collection from the first stages of a project can better assist them to get paid in the event that issues arise down the line. Contractors, subcontractors and suppliers should consider debt collection issues when they negotiate or bid for their contracts and subcontracts. As discussed in a prior article, you should first make sure you know with whom you are contracting. Is it a corporation, a partnership or an individual? If you are only provided with a business name (with no corporate identifier, such as Ltd., Limited, Corp. or Corporation) you might be dealing with any one of the above. You should make sure you get the full name of the individual signing the contract, and his or her position with the corporation or partnership, if applicable. You might also make sure the person you are contracting with owns the land you will be working on. (If you are dealing with a husband and wife on a residential job, both should sign the contract. This is because, in many circumstances, only one member of the couple owns the land.) In some circumstances you may also wish to make the agreement conditional upon a satisfactory credit investigation of your potential client(s). In negotiating the contracts you should 32 | APRIL 2013 | LANDSCAPE TRADES

also ensure that payment schedules, dates and amounts are clear and acceptable. If you wish to charge interest on accounts owing, the rate of interest should be set out and fixed at an actual annual rate, as clauses that set out daily or monthly rates may be unenforceable. If you are going to employ subcontractors of your own, you should dovetail the payment schedules. Create enforceable clauses You should also, if possible, avoid “paywhen-paid” and “pay-if-paid” clauses when contracting to perform work for others. These clauses provide, for example, that the general contractor need not pay you for your work until he has been paid by the owner for the work you did. These clauses may also apply to the relationship between subcontractors. Depending on the circumstances, these clauses may, or may not, be enforceable. Regardless, where the person above you in the pyramid relies on such a clause, he will take the position that you cannot stop work or terminate the contract for non-payment. This, of course, can be very difficult. If you cannot avoid these clauses, you might try to limit their impact by requiring a term that allows you to at least stop work if you have not been paid. Also, you might pass the same clause on to your own subcontractors, so you will only have to pay your subcontractors once you have been paid.

If you are a subcontractor, you may also want to require that, once you have completed your work, your subcontract be “certified complete” under the applicable construction lien legislation, if that option is available. This is because, where available, subcontract certification allows for the early release of holdback funds in relation to your work, so you do not have to wait to be paid in full until all the liens that might arise in relation to the holdback have either expired or been resolved. Where it is available under lien legislation, subcontract completion is not generally mandatory. Owners are also often reluctant to release funds unless they have to, given the leverage that contract funds provide in terms of deficiency rectification, etc. Accordingly, subcontract certification does not generally occur unless the contractor has required it as a term of the Prime Contract. Contractors do this, in turn, where they believe it will be difficult to retain subcontractors unless they can provide for the early release of holdback. As a subcontractor, you might consider requiring, if possible, subcontract completion certification under the applicable lien legislation (if available) as a term of the subcontract. Price according to risk Where you are bidding a contract that has been put out to tender you will not,

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the problem consultant in a later article.) Where it is a tender situation, subcontractors should be careful to understand all the terms they will be bound by. The terms of the Prime Contract may be incorporated into your subcontract such that, for example, pay-when-paid clauses and other provisions affecting payment will be relied on by the person who hires you, even if it is not expressly written in the subcontract document you have signed. Again, if the terms of the Prime Contract are incorporated into your subcontract, you should consider including them in the subcontracts you enter into with the subcontractors beneath you in the conLT struction pyramid.

I HATE grass... but I lovE rtf®!

Robert Kennaley has a background in construction and now practises construction law in Toronto and Simcoe, Ont. He speaks and writes regularly on construction law issues, including in his blog: kennaley-on-construction. com. Rob can be reached for comment at 416-368-2522, at kennaley@mclauchlin.ca, or on LinkedIn. This material is for information purposes and is not intended to provide legal advice in relation to any particular fact situation. Readers who have concerns about any particular circumstance are encouraged to seek independent legal advice in that regard.

Carson arthur lanDscape Designer & international t.V. personality

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of course, have the luxury of negotiating its terms. (This is because you are putting a price on the terms and conditions that have been put out to tender. As discussed in previous articles, your bid may generally be rejected as ‘non-compliant’ where you make a counter-offer on the terms.) If you cannot negotiate the terms, you should at least understand the risks associated with the job, and price it accordingly. If you have concerns about the application or meaning of the contract’s terms, you should consider raising a question (as opposed to a counteroffer, qualification or clarification) with the consultant during the tender period. (We will address the difficulties associated with

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industrynews Permeable pavers topic of IPCI’s latest tech bulletin The Interlocking Concrete Pavement Institute (ICPI) announces the newest addition to its popular technical bulletins, Tech Spec 18: Construction of Permeable Interlocking Concrete Pavement Systems. The new bulletin summarizes permeable interlocking concrete pavement (PICP) and provides guidance on best construction practices. The publication is for contractors and project inspectors, and assists design professionals in understanding construction requirements for project specifications. Tech Spec 18 covers PICP components, benefits, recommended sites and important characteristics, sites to avoid, functional descriptions for full, partial and no exfiltration systems, design considerations and a step-bystep description of the construction process, which is also summarized in a convenient check list. PICP is recognized by federal, provincial, state and municipal storm-water and transportation agencies as a best management practice (BMP) and low-impact development (LID) tool to reduce runoff and water pollution. In addition, PICP offers unique design opportunities for reducing combined sewer overflows with green alleys and streets, as well as with parking lots and pedestrian surfaces. Tech Spec 18 addresses a growing need to educate contractors on installation best practices for this sustainable pavement system. All Tech Specs published by the ICIP can be found at www.icpi.org.

Landscape professionals asked to comment on curriculum A standardized curriculum benchmark has been developed for landscape horticulture two-year diploma programs. The landscape horticulture diploma has

applied for accreditation through the Canadian Accreditation Board (CTAB). Its success relies on the accuracy of the content, and the validation and input from professionals in the industry. To this end, industry professionals should visit the Landscape Canada page of the CNLA website, www.cnla-acpp.ca. There, you can read the standardized curriculum, as well as comments from your peers. The public comment period has been extended to April 30. The objective of accreditation through the CTAB is to provide consistency among programs, raise the standards of education among colleges (internally for budgeting and externally for recruitment) and have industry input into the development of the final benchmark standard.

Canadian shrub grower partners with HGTV Home Plant Collection Willowbrook Nurseries of Fenwick, Ont., is the first Canadian grower to partner with HGTV for its Smart & Stylish shrub line. A container nursery and perennial grower, the company was chosen for its expertise in a range of ornamental shrubs from spruce and yews to cedars, as well as its excellent distribution network throughout Canada. Agricola Management Group developed the debut collection of Smart & Stylish shrubs in conjunction with HGTV. Plants will be available spring 2013 in select retailers nationwide as part of a soft launch rollout. This complements the full Expressions annuals’ rollout for 2013.

Grafting reference book updated R.J. Garner’s The Grafter’s Handbook is the classic reference book and revered encyclopedia on plant propagation by grafting — the only one of its kind.

The title has been favoured by orchardists and gardeners since its first publication in 1947. Now revised and updated for a new generation by respected horticulturist Steve Bradley, the alltime classic is back and better than ever. Everything the dedicated amateur, student and professional horticulturalist wants to know about grafting is here, clearly written in a concise and straightforward style, the distillation of a lifetime’s careful study and research. Chapters include information on compatibility and cambial contact, rootstocks and their propagation, tools and accessories, methods of grafting and grafting established trees. The Grafter’s Handbook is available at www.

chelseagreen.com.

Jiffy Products opens new manufacturing facility Jiffy Products of America plans to open a new substrate manufacturing location in Norton, Mass., later this year, with the purpose of offering a broader range of soil-mix options using various sources of peat. “The Norton facility follows, to an extent, our strategy in the Netherlands,” says a company spokesperson. “In Moerdijk, the Netherlands, Jiffy receives different kinds of peat from around the world, which is processed and combined with additional ingredients like Jiffy’s own RHP certified coir, to make various types of mixes specifically suited to a grower’s need.” LT

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comingevents April 6-11, California Spring Trials, www.springtrials.com April 26-May 12, Arbor Week, www.arborweek.com April 27-28, The Landscape & Garden Show, Jack Byrne Arena, Paradise, Nfld. www.landscapenl.com May 21-22, Grey to Green Conference, Evergreen Brick Works, Toronto, Ont. www.greytogreenconference.org June 19-22, 15th Annual Snow and Ice Symposium, Minneapolis Convention Center, Minneapolis, Minn. www.sima.org July 13-16, OFA Short Course, Greater Columbus Convention Center, Columbus, Ohio. www.ofa.org

July 21-27, 31st Annual Perennial Plant Symposium, Vancouver, B.C. www.perennialplant.org

August 20-22, Independent Garden Center Show, Navy Pier, Chicago, Ill. www.igcshow.com

July 22-25, Turfgrass Producers International Summer Convention and Field Days, Chicago, Ill. www.turfgrasssod.org

August 20-23, Canadian Fertilizer Institute 68th Annual Conference, Banff, Alta. www.cfi.ca August 21-24, Plantarium, International Trade Centre, Boskoop, Holland. www.plantarium.nl

July 31-August 1, Penn Atlantic Nursery Trades Show (PANTS), Pennsylvania Convention Center, Philadelphia, Penn. www.pantshow.com

August 22-24, Farwest Show, Oregon Convention Center, Portland, Ore. www.farwestshow.com

August 3-7, ISA Annual Conference and Trade Show, Toronto, Ont. www.isa-arbor.com

September 8-10, SPOGA GAFA 2013, Cologne, Germany, www.spogagafa.com

August 11-14, CGTA Fall Gift Show, International Centre and Congress Centre, Toronto, Ont. www.cgta.org

September 16-18, GLEE, Birmingham, U.K. www.gleebirmingham.com

August 18-21, Fall Alberta Gift Show, Northlands, Edmonton EXPO Centre, Edmonton, Alta. www.cgta.org

September 18-19, CanWest Hort Show, Vancouver Convention and Exhibition Centre, Vancouver, B.C. www.canwesthortshow.com

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cnlanews Employment Insurance update On January 31, 2013, Judith Andrew, commissioner for employers, Government of Canada, joined the CNLA Board of Directors and guests at the winter board meetings in Niagara Falls, Ont., to give an update on the Employment Insurance reforms. The presentation reviewed the government’s reasons for EI reform and the relevant policy changes, which many are already quite familiar with (see previous releases available at www.cnla-acpp.ca/news). Following are several key points of interest from this meeting: Leaving a temporary job to return to work is considered just cause, as workers are returning to their chosen career. Job Bank accounts for 20 to 25 per cent of all advertised jobs in Canada. Best 14 Weeks program is still open until April 6, 2013. Applying for EI currently requires a SIN, which means foreign workers cannot access the program. There should be no variation of interpretation of the new rules from office to office; we are to report any instances we come across to our regional EI office. Staff at local Service Canada offices are not ideal for dealing with EI issues. Employees are encouraged to speak to the regional EI office for clarity. The Supplemental Benefit program is still available and many employers and employees are already using it. Ms. Andrew’s role at the EI Commission is to represent the views and interests of employers. CNLA will be communicating with her in the coming months

to establish our industry’s point of view and ideas for combating seasonality. CNLA is also working on a guide to dealing with seasonality that will be made available to all members. In the meantime, please continue to provide testimonials regarding the changes (issues with administration, impacts on your employees and business) along with any ideas you have for combating seasonality to Joel Beatson, Manager of Industry HR, at 1-888-446-3499, ext. 8610 or joel@cnla-acpp.com.

Canada brand wows at international trade show Canada’s wholesale nursery sector was once again on display at the IPM Essen trade show, through CNLA’s Canadian Grown booth. Attended by more than 50,000 delegates over its four-day duration, IPM Essen is held every year in the last week of January in Essen, Germany. Ranked as the most important trade show in the world for the ornamental nursery stock and floriculture sectors, the show attracts trade visitors and exhibitors from around the world. This year’s Canadian representatives included John Bakker, Bakker Nurseries, Ont.; John Verbinnen, Verbinnen Nurseries, Ont.; Michel Touchette, Jeffries Nurseries, Man.; Sylvia Mosterman, Mosterman Plants, B.C.; Todd Boland, Memorial University, Nfld.; and Lana Culley and Rumen Conev, Vineland Research and Innovation Centre, Ont. Once again, visitors reported the Canada brand

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The delegates attending IPM Essen found a strong interest in the hardiness of Canadian-grown products.

was very strong in the areas of hardiness, quality and environmental concern. The delegates used the opportunity to make numerous connections with potential buyers, noting that most interest in Canadian-grown product came from countries such as Russia, where hardiness is an important factor. Delegates also noted continued interest in new varieties and edible ornamental plants. Of particular note was the strong interest in Canada’s new rose breeding program. The CNLA’s participation in the IPM Essen trade show is made possible through funding support from AAFC’s AgriMarketing program. All companies interested in participating in future export market development initiatives are requested to contact Rita Weerdenburg, rita@canadanursery.com (888-446-3499, ext. 8686).

Industry life-cycle assessment The Canadian Ornamental Horticulture Alliance (COHA) is working with the Interuniversity Research Centre for the Life Cycle of Products, Processes and Services (CIRAIG) to assess and develop environmental best practices for the ornamental horticulture sector. This study looks at the entire value chain and will help to address the industry’s most challenging environmental issues. It will identify what industry does well, and where improvements need to be made to ensure we continue to lower our environmental impact. 38 | APRIL 2013 | LANDSCAPE TRADES

The baseline for information is coming from a literature review. Researchers will also gather input from industry members through discussions with those involved in production, services, retail and wholesale sectors. CIRAIG has conducted life-cycle assessments for a number of companies, and has also developed e-learning tools for organizations on this topic. We are confident the results of this study will be beneficial to the industry, by providing members with the tools to demonstrate their commitment to the environment, and will support our objective to be a truly green industry. Results are expected to be available in early 2014.

IGCA Congress in Melbourne, Australia Coming October 6 to 11, 2013, the International Garden Centre Association’s annual Congress is an event you won’t want to miss! This year, the event will be hosted in Melbourne, Australia, where attendees will be treated to traditional Australian hospitality, while touring some of the best garden centres the area has to offer. Register online at www.igccaustralia2013.com.

Staff changes at CNLA This past March, CNLA said good-bye to Landscape Manager Liz Klose, as she accepted a full-time position at Memorial University of Newfoundland (MUN). Liz had been working at MUN for a year, while maintaining her role at CNLA, and it was with mixed emotions that she accepted the role of director of MUN Botanical Garden. In a farewell email to CNLA board members and staff, Klose said, “I am thankful for the many lasting friendships with colleagues all across Canada that have been made during my four plus years with CNLA. I truly admire and value the exemplary work of the committed volunteers, visionary board

governance and the dedication of all the staff for championing the ventures for betterment of our industry and its members.” Klose will remain on the Landscape Newfoundland and Labrador Board of Directors and continue to support the industry as a dedicated volunteer. CNLA is grateful to Klose for her years of service to the association and wishes her the very best in her role at MUN Botanical Gardens! As a result, Julia Riccottone will move from her current role in certification to work with Landscape Canada and Garden Centres Canada. Riccottone has been with CNLA for six years and has been an amazing part of the certification team. Her attention to detail and her determined attitude will serve her well in her new role. The position of certification coordinator is going to be filled by Laura Brinton, who has recently finished a contract position at Landscape Ontario. CNLA is very excited for her to join the team.

Reminders Don’t forget to register for the June garden centre inspection and consultation program with Eve Tigwell. Go to www.cnla-acpp.ca/retailers to download the registration form. For more information contact Julia Ricottone at 1-866-383-4711 or julia@cnla-acpp.ca. On-the-job training (OJT) workshops are being scheduled in every province throughout the spring. Learn, through in-class and interactive training practices, practical skills and best methods for improving your trainers. Contact LT your provincial association for details. The Canadian Nursery Landscape Association is the federation of Canada’s provincial horticultural trade associations. Visit www.cnla-acpp.ca for more information.

% of

Landscape Trades readers save their issues!* Marketers: Can you imagine a better setting for your ad message?

Steve Moyer

Sales manager, publications 416-848-0708 stevemoyer@landscapeontario.com *Landscape Trades 2012 reader survey APRIL 2013 | LANDSCAPE TRADES |

manitobaupdate Landscape Trades devotes space in each issue to provincial association news. This month features Landscape Manitoba.

Manitoba Green Show The 2012 Manitoba Green Show held Feb. 14-15, at the Victoria Inn in Winnipeg, proved to be our biggest show yet with 80 exhibitors and over 300 delegates taking in the educational seminars and strolling the tradeshow floor. Thanks to the Green Show Committee members Monique Rampton,

cial award called the Walter Shelmerdine Award. This award is presented to a member in recognition of leadership, contributions and achievements in Manitoba’s horticultural industry. This year’s recipient is Mr. Ron Boughen of Boughen Nurseries, Valley River, Man. in recognition of his achievements in leadership and business. Ron is the third generation to operate this family business which will be celebrating its 100th anniversary this year. As his grandfather did before him, Ron continues the families’ passion of developing hardy plant stock, including Flamingo and Cameo honeysuckle.

Manitoba’s got talent

Both exhibitors and attendees found this year’s show a great success.

chair, Kelly Tole, Terry Folkers, David Hinton and Gord Bone for their hard work, and our many sponsors, without whose support, the show would not be possible. Each year Landscape Manitoba hosts a live auction to raise funds for our charity; the LMB Horticultural Foundation. This Foundation supports education and research initiatives in Manitoba’s green industry. The year, a total of $5615 was raised!

Distinguished award winners Each year Landscape Manitoba recognizes members, businesses and corporations for their contribution to the horticulture industry in Manitoba. In 2012 the Life Time Member Award, and the Walter Shelmerdine Award were presented at Landscape Manitoba’s Awards of Excellence Gala, in conjunction with the 2012 Manitoba Green Show. Landscape Manitoba’s Life Time Membership Award was presented to Mr. Kurt Jensen of Jensen’s Nursery and Landscaping located in Winnipeg, Man. Kurt immigrated from Denmark to Canada in 1957 where he met and married Elsie. The couple started a small lawn maintenance company, operated out of their home, that rapidly grew into a landscaping business, and is now own one of the major garden centres, greenhouse and landscaping businesses in Winnipeg.. In 1983, Landscape Manitoba initiated a spe40 | APRIL 2013 | LANDSCAPE TRADES

This year’s Landscape Manitoba Awards of Excellence Gala was held on February 14, 2012, in conjunction with the 2012 Manitoba Green Show. The event was a huge success, showcasing professional workmanship and landscaping expertise of Landscape Manitoba members. The recipient of the Award of Merit in the Landscape Construction over $15,000 category was Dowhy Design & Landscapes, of Winnipeg. Pembina Landscaping and Irrigation of Altona, was presented the Award of Merit for Wolfe Residence in the Landscape Construction over $15,000 category. 3 Seasons Landscaping of Winnipeg, was the recipient of two Awards of Excellence; one for Landscape Construction over $15,000 category and for Landscape Construction under $15,000 category. Congratulations to our winners.

Landscape Manitoba promotes the benefits of hiring Industry Professionals In 2012, The Friends of Gardens Manitoba hosted its 5th annual Gardening Saturday and since its inception, attendance has more than quadrupled. Gardening Saturday, held at the Canadian Mennonite University in Winnipeg, is organized entirely by Friends’ volunteers and consists of a number of components — exhibitors/vendors, demonstrations, workshops, keynote presentation, displays, and a food market. An expert panel of Landscape Manitoba members participated in a panel discussion, and shared their expertise on the A-Zs of planning a landscape project, new trends and ideas as well as a offered

an opportunity for the audience to ask questions. The presentation also highlighted the importance and benefits to the homeowner of hiring industry trained professionals and true landscape professionals.

Changes at Landscape Manitoba The Landscape Manitoba Office underwent a few changes in 2012. Executive director, Kelly Tole moved with her family to Northern Alberta. LM members wish Kelly all the best in the future and thank her for her years of service and dedication to Landscape Manitoba. We are pleased to welcome Karen Velthuys, our new executive director. Karen brings with her numerous years of experiences in the non-profit sector. She has been busy meeting all of the members of Landscape Manitoba

Manitoba snags bronze at National Skills Competition The 18th edition of the National Skills Competition for Landscape Gardening took place from May 13 to 16, 2012, indoors, at Edmonton’s Expo Centre. A big shout out to our Alberta host committee, Olds College staff, for looking after all the logistics, materials and setup. Landscape Gardening is always the most challenging competition to stage among the 43 event field, and they made it look easy. Our Manitoba team this year was the same as last, with Greenspace Management students Colin DeWitt and Mack Harmon returning for a rare repeat appearance, especially considering they remained age-eligible (21 years or younger). Competing teams for 2012 included those from Alberta, Quebec, Nova Scotia and Manitoba, with a fifth player, B.C. welcomed back. Team Alberta came out on top, with Team Quebec winning silver, and Team Manitoba were proud to gain the last place on the podium with the bronze medal. It is perhaps most important to note this opportunity for a select few of Manitoba’s young up-and-coming landscape and horticultural professionals would not be possible without the significant financial support of Landscape Manitoba and Red River College – thank you very much! In addition we can’t forget the employers, who play a key support role in allowing their staff four or five days off at the worst possible time. This year our hats go off to Mack and Collin’s employers, Guy Dowhy, Dowhy Design and Landscapes, and Kevin Versteeg, Classic Landscapes, respectively. LT

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Get results with Landscape Trades classifieds Whether you need to sell, buy or hire, Landscape Trades classifieds offer your most cost-effective chance to connect with our prime, targeted audience. PLUS, your ad appears on the popular www.landscapetrades.com! TO ADVERTISE IN LANDSCAPE TRADES CLASSIFIEDS: Rates: $62.15 (includes HST) per column inch (approx. 25 words). Annual rates also available. Deadlines: 10th day of the month prior to issue date. (eg: June issue deadline is May 10th). Jan. deadline is Nov. 10. Space is limited to a firstcome, first-served basis. To place an ad: E-mail your name, phone number and ad to Robert at classifieds@ landscapeontario.com. You will be sent a proof/confirmation/payment form by e-mail. Online advertising: All paid ads are posted to our website at www.landscapetrades.com/ classifieds for the corresponding calendar month. Website only ads are available for $67.80 (HST included) and are posted for 30 days. Additional charge for ads over 325 words. Payment: All classified ads must be pre-paid by credit card.

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EMPLOYMENT OPPORTUNITIES SENIOR LANDSCAPE CONSTRUCTION ESTIMATOR We are a well established landscape construction company, located in Burlington. We require an experienced and highly motivated estimator to help us in 2013 and beyond. Excellent wages and benefits offered. The applicant must have 3-5 years experience in residential and commercial projects. Start Date: As soon as possible Wage: Negotiable Medical Benefits after 3 months Responsibilities: • providing estimates and negotiating contracts • meeting with clients to present estimates • site layout and supervision when required Qualifications: • excellent technical knowledge in all aspects of both hard/soft landscaping • good communication and organizational skills • able to work with clients and capture their needs • be self motivated and have the ability to meet deadlines • the ability to manage and provide direction to on site crews Please send a resume and a cover letter by email or fax to the contact information provided below. Email: decrastone@gmail.com Fax: 905-331-3169

EMPLOYMENT OPPORTUNITIES LANDSCAPE CONSTRUCTION We are a well established landscape construction company, working mainly on high end residential projects. We are looking for full time landscape stone mason crew leaders and labourers with a minimum of 3 years experience. Individuals who are diligent, hard working, responsible and are looking to join our team. We offer a competitive wage, and a medical package after a continuous full time employment. Start Date: End of March beginning of April LANDSCAPE STONE MASON POSITIONS • full time 5 days per week, +/-10 ½ hr. days • excellent technical knowledge in all aspects of hard landscaping • includes: flagstone, natural stone walls, precast pavers and walls etc. • experience in leading and directing a 2-3 person crew • ability to read and interpret landscape plan/drawings LANDSCAPE PLANTING FOREMAN • full time 5 days per week, +/-10 ½ hr. days • excellent technical knowledge in all aspects of both soft landscaping • includes: plant material knowledge, soil and mulch work, etc… • experience in leading and directing a 2-3 person crew • ability to read and interpret landscape plan/drawings LABOURER POSITIONS • full time 5 days per week, +/-10½ hr. days • experience in landscape construction 2-3 years in the following areas: - planting - grading - unit paving Please send a resume and a cover letter by email or fax to the contact information provided below. Email: decrastone@gmail.com Fax: 905-331-3169

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Exclusive listings: WHO sells WHAT for Canada’s green industry! APRIL 2013 | LANDSCAPE TRADES |

where to find it COMPANY

PAGE

PHONE

WEBSITE

ACO Systems Inc 38

877-226-4255

info@acocan.ca

www.acocan.ca

Atlas Block Co Ltd 27

800-461-0208

info@atlasblock.com

www.atlashardscapes.com

Atlas Polar Company Ltd 20

888-799-4422

info@atlaspolar.com

www.atlaspolar.com

Beaver Valley Stone 42

416-222-2424

info@beavervalleystone.com

www.beavervalleystone.com

Becker Underwood Inc 15

306-373-3060

request@beckerunderwood.com

www.beckerunderwood.ca

Best Way Stone Ltd 13

800-BESTWAY

info@bestwaystone.com

www.bestwaystone.com

Bobcat 19

infocenter@bobcat.com

www.bobcat.com

Caledon Treeland 34

800-268-9516

treeland@treeland.ca

www.treeland.ca

Chrylser Canada 23

519-973-2000

www.chryslercanada.ca

CORE Outdoor Power 36

406-883-2673

sales@coreoutdoorpower.com

www.coreoutdoorpower.com

Cut Above Natural Stone 31

888-557-7625

cutabovestone@live.ca

www.cutabovenaturalstone.com

Dixie Chopper 35

765-246-7737

www.dixiechopper.com

Eco-Pools Inc 24

855-326-7665

chris@eco-pools.ca

www.eco-pools.ca

Hino Motors Canada 25

905-670-3352

info@hinocanada.com

www.hinocanada.com

Hustler Turf Equipment 39

800-395-4757

sales@hustlerturf.com

www.hustlerturf.com

Kubota Canada Ltd 17, 43

905-294-7477

info@kubota.ca

www.kubota.ca

Navascape by Permacon 5

www.navascape.ca

NAVISTAR 37

www.navistar.com

Oaks Concrete Products by Brampton Brick 2

800-709-OAKS

www.oakspavers.com

Permacon Group Inc 44

800-463-9278

www.permacon.ca

Pro Landscape by Drafix Software 21

800-231-8574

sales@prolandscape.com

www.prolandscape.com

RTF Water Saver Canada 33

800-556-2722

ryan.streatch@gmail.com

www.rtfwatersavercanada.com

Stihl Limited 9

519-681-3000

info.canada@stihl.ca

www.stihl.ca

Unilock Ltd 11

800-UNILOCK

georgetown@unilock.com

www.unilock.com

Wright Manufacturing 29

888-337-2199

sales@wrightmfg.com

www.wrightmfg.com

Zander Sod Co Ltd 16

877-727-2100

info@zandersod.com

www.zandersod.com

Your one stop shop for Natural Stone & Cultured Stone Veneers

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