March 2012 Landscape Trades by Landscape Ontario

March 2012 VOL. 34, NO. 2

landscapetrades.com

Follow the rules for sales success Structure your projects to minimize risk Manitoba update

PM40013519

New for 2012 Equipment, retail, grower and landscape products to promote prosperity

contents MARCH 2012 VOL. 34, NO. 2

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 Shawna Barrett | sbarrett@landscapeontario.com Advisory Committee Gerald Boot CLP, Laura Catalano, Hank Gelderman CHTM, Tim Kearney CLP, Marty Lamers, Jan Laurin, 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 Carla Bailey, Rachel Cerelli, Tony DiGiovanni CHTR, Denis Flanagan CLD, Sally Harvey CLT CLP, Helen Hassard, Jane Leworthy, Heather MacRae, Kristen McIntyre CHTR, Kathy McLean, Linda Nodello, Kathleen Pugliese, Paul Ronan, Ian Service, Tom Somerville, Martha Walsh

Special issue:

NEW PRODUCTS FOR 2012 Some of the new products for the landscape trades this year tackle gasless equipment operation, permeable paving solutions and high-tech tools for landscapers.

6 Equipment

12 Landscape products and tools 20 Retail products 21 Growing supplies

F EATURE 24 Five Ds of landscape sales Dreaming big helps close more sales BY JODY SHILAN

COLUMNS

30 MANAGEMENT SOLUTIONS | Ways to outprice your competition this year

Landscape Trades is published nine times a year: January, March, April, May, June, July/August, September, October and November/December.

BY MARK BRADLEY

Subscription rates: One year – $46.89, two years – $84.73; three years – $118.63, HST included. U.S. and international please add $20.00 per year for postage and handling. Please make cheque payable to Landscape Trades.

BY ROBERT ELLIDGE

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.

34 ROAD TO SUCCESS | Sage advice from veteran salesmen

26 COME ALIVE OUTSIDE | Green industry reclaims inner city park 39 SUSTAINABLE LANDSCAPING | Lessons learned from school projects BY SEAN JAMES

BY ROD McDONALD

32 LEGAL MATTERS | Risks that come with design responsibilities BY ROBERT KENNALEY

DEPARTMENTS 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

GREEN PENCIL PROVINCIAL NEWS CNLA NEWS INDUSTRY NEWS

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COMING EVENTS CLASSIFIEDS WHERE TO FIND IT

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MARCH 2012 | LANDSCAPE TRADES |

greenpencil

Golden rule good for green industry By now, who hasn’t seen

or heard about the People For Good campaign? Is this a sad commentary about society’s lowered expectations for human behaviour, or is it really a good thing?

For those of you in a media fog, People for Good is a Canadian initiative, launched in the summer of 2011, to make the world a better place, one good deed at a time. The creators are not asking for money — just a donation of generosity. A few well-known Canadian personalities have jumped on the bandwagon; and a current People for Good By Sarah Willis television commercial shows a man giving up his seat to a pregnant woman standing on a crowded subway car, while disinterested passengers lost in their phones and iPods, ignore her. The website www.peopleforgood.ca offers lots of suggestions in case one is at a loss for a good deed. Oh come on, seriously? Is it because I don’t live or work in a large metropolitan area, that I don’t see the need to be reminded to hold a door for someone, or let someone with one item move ahead of me in the grocery line when I have a full shopping cart? Or, is it because I work in an industry where good deeds and selfless actions are infectious, and are modeled every day in every business. There are no shortages of random acts of generosity in the horticultural trades. From competitors sharing operating or production tips, to planting

4 | MARCH 2012 | LANDSCAPE TRADES

trees in a school yard, to the complex multi-company projects coordinated for charities or people in need, the horticulture industry holds many examples of genuine, caring people modeling the golden rule. Furthermore, none of the provincial horticultural trade associations would operate without the efforts of dedicated volunteers, passionate about giving back to their association. While we’re demonstrably good at giving and sharing, we’re equally as good at hiding our light under a bushel. As I’ve heard Tony DiGiovanni, executive director of Landscape Ontario say countless times, “we need to do a better job of telling our story.” Landscape Trades reports on a good news story on page 26 of this issue. Over two days in December of 2011, almost 50 companies and 150 volunteers rehabilitated a public park in Toronto previously damaged by protesters in the Occupy movement. The generosity of the material donors and willing spirits of the labourers made the national news, and Canadians got to see an amazing demonstration of green industry volunteerism. This year, be sure to take credit for the good deeds you do. List your community involvement in your portfolio, on your website or company newsletter, or email me at sarah@landscapeontario.com. Show how much the green industry gives and cares. If you want to make it official, add it to the list at www.people forgood.ca. A final note, when I visited the People for Good website, the first example of a good deed on the home page was ‘Give Up the Remote.’ Despite my feelings about the necessity for the campaign, I will be passing LT this suggestion on to my husband!

NEW EQUIPMENT for 2012 Trimmer line

Power cell trimmer

Core Outdoor Power debuts its GasLess trimmer, the first product from its line of GasLess outdoor power equipment. It comes equipped with Core technology, a motor device capable of producing high-torque rotary motion at high efficiencies and power densities. This clean technology creates advantages over traditional motors and generators. The CGT400 trimmer is reliable, lightweight and will run just as long as a tank of gas. It’s perfectly balanced and features an instant trigger start, high-energy power cell, dual-mode controls for torque and speed, open view grass guard and a comfort grip handle. Core Outdoor Power www.coreoutdoorpower.com

Ice-melter spreaders

Platinum Gatorline from Oregon Products is designed to solve many of the problems that aggravate users of traditional trimmer lines. Platinum Gatorline has an armored exterior that shields a highly flexible co-polymer core, which provides greater resistance to cracking and breaking than the company’s standard nylon line. The SuperTwist shape provides less resistance, engine drag, vibration and noise compared to traditional round nylon lines. Platinum Gatorline is offered in a wide variety of sizes. Oregon Products www.oregonproducts.com

Fuel-efficient crossover The all-new 2012 Chevrolet Orlando is part MPV, part crossover, that makes a statement and stands out from the crowd. The Orlando can carry up to seven passengers, or can transform to carry large loads of cargo with seats folded flat in the second and third rows. Orlando’s cargo area is one of the most voluminous in the segment and the manufacturer claims it delivers best highway fuel efficiency of any seven-passenger vehicle. General Motors www.gm.ca

Hybrid engine converter kit SnowEx introduces two new ground-drive spreaders for use on sidewalks, parking lots and other off-road applications. Equipped with lawn-and-garden style hitches, they are designed to tow behind compact tractors, ATVs and utility vehicles. The SP-725G and SP-1225G offer 7- and 12 cu. ft. capacities, respectively. They feature corrosion-resistant polyethylene hoppers and 12-in., adjustable stainless-steel spinners. They spread up to 30 ft. wide at five mph, and are available with a deflector skirt kit for narrowing the spread width on sidewalks.

This is a finely tuned water injection system that can be used to covert engines to hybrid hydrogen vehicles. Burn water in the form of hydrogen in vehicles and the manufacturer claims equipment gains 30 per cent horsepower and fuel economy, emissions drop by 42 per cent and oil temperature by 20 degrees while remaining clearer. Available as an add-on for any gas or diesel motors.

TrynEx International www.trynexfactory.com

Colonial Brick & Stone www.colonialbrickandstone.com

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INNOVATION SPOTLIGHT The STIHL® 4-MIX ® engine technology is designed for the hardworking professional user like you. This innovative technology combines the proven benefits of a 2-stroke with the high torque of a 4-stroke engine. It is lightweight, powerful, quiet and super fuel-efficient. Plus, it is one of the cleanest, most environmentally friendly engines you can buy. The performance, quality and durability of the STIHL 4-MIX ® engine is a force to be reckoned with.

The FS 90 R is a lightweight powerhouse that accelerates quickly, while still achieving low emission requirements. The perfect choice for environmentally conscious users… the FS 90 R is the tool you need to get the job done!

Benefits: STIHL 4-MIX® low emissions 28.4 cc engine with advanced technology meets and exceeds CEPA emissions standards – better fuel economy and a better choice for the environment. Anti-vibration system makes the handles almost vibrationfree – the best choice for comfort and ease of operation. Lightweight making it easy to use for long periods of time. Solid driveshaft will allow use of a greater selection of metal blades and attachments. Unit comes standard with the AutoCut® 25-2 TapAction™ line head – a more reliable, longer lasting cutting head.

FS 90 R Trimmer

Displacement: Power Output: Weight:

28.4 cc 0.95 kW 5.3 kg (11.7 lb)

Innovation at work. For over 85 years, STIHL has been a world-class innovator in outdoor power equipment. German engineered products featuring the latest pioneering technologies make STIHL the market leader. STIHL products are only available at independent STIHL Dealers who provide expert advice and on-site service. Thank you for supporting the leading team and for making STIHL the Number 1 Selling Brand in Canada.

www.stihl.ca

* #1 Selling Brand in Canada is based on an independent market share analysis of imported gasoline powered handheld outdoor power equipment for the year 2010.

NEW EQUIPMENT for 2012 Hydraulic snow thrower New hydraulically driven snow-throwing attachments help achieve higher performance for sidewalk, driveway and subdivision applications. Reist manufactures three model ranges of single-stage snow throwers covering auger diameters from 16-, 24- and 30 in., and widths from 48- to 108 in.; all are available with a choice of PTO or hydraulic drives. According the company, Reist’s latest singlestage throwers require 20 per cent less horsepower than conventional two-stage snow blowers, which makes it possible to install hydraulic drive kits that operate efficiently on skid steers as small 35 hp. Reist Industries www.reistindustries.com

Quick-attach dozer blade

Leon’s announces the new Leon M775Q Quick On–Quick Off dozer blade series to fit John Deere 6000 D-series tractors. The company claims its patented mounting is the fastest and most innovative in the industry. Features include a powerful 23 degree left and right hydraulic angle, positioned to avoid contact with working terrain and ripple-formed blades for clean roll off and roll break to make pushing dirt and snow easier. Optional hydraulic vertical tilt is available for full six-way hydraulic control. Blade widths range from 9 to 12 ft., with side extensions available. Leon’s Manufacturing Company www.leonsmfg.com

Spreader sprayer

As a result of customer input over the past four years, Turfco introduces the next generation T3000 spreader sprayer, the T3000i series. The versatile new machine is still small enough to fit through a 36-in. gate, yet productive enough for large commercial properties. A speed-control pedal allows the operator to keep one hand free at all times to run the sprayer spreader. The new trim-speed lock speed feature allows operators to efficiently trim properties, whether using the four-foot trim spray or 15-food wand, and quickly switch back to a wider application to cover larger areas. Turfco www.turfco.com

Electric-powered push sprayer

TurfEx introduces its new TL-80 and TL-80SS electric-powered push sprayers for the turf industry. The TL-80 comes with a powder-coated frame, while the TL-80SS features a stainless steel frame. Both sprayers include 12-gallon tanks, which are constructed of lightweight, corrosion-resistant polyethylene. A frontmounted, adjustable-height boomless nozzle is capable of 48 and 72 in. spray widths. Each unit is also equipped with a professional-duty, variable-tip spray wand on an eight ft. hose. A convenient switch toggles between nozzle and spray wand operation. TrynEx International www.trynexfactory.com

Electric walk-behind mower A new breed of electric walk-behind mower, the zeroemission Mean Green WBX-33 electric mower, is capable of quickly mowing over one acre on a single charge. It has quieter, yet more powerful, performance. No gear shifting — features easy fingertip variable-speed control up to five mph forward, and two-and-a-half mph in reverse. Easily fits through 36-in. gates. Mean Green Products www.meangreenproducts.com

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Fertilec, landscapers’ choice. Fertilec, le choix des paysagistes. A specialist in organic fertilization Spécialiste dans la fertilisation biologique

MYCOMIX TRANSPLANT (1,5 kg)

High quality aluminum edging for pavers, asphalt, flower gardens or gardens. Come in many styles, colors and sizes. Permaloc is intended for landscapers and exclusive to garden centers.

Contains a growth stimulant (Glomus intra radices) developed exclusively for planting in flower beds, gardens and seedling contai ners, blended in a mixture of peat moss and humus and respectful of the environment.

Des bordures d’aluminium de qualité supé rieure pour pavés, asphalte, platesbandes ou jardins; offertes en plusieurs modèles, couleurs et dimensions. Permaloc est des tiné aux paysagistes et est exclusif aux jar dineries spécialisées.

Contient un supplément de croissance (Glomus intraradices) développé exclusive ment pour les plantations de platesbandes, jardins et contenants, incorporé à un mé lange de tourbe de sphaigne et humus et respectant l’environnement.

A complete range of 20 high quality ferti lizers for biodiversity of crops, designed for environmentally friendly consumers. OMRI certified. Une gamme complète de 20 engrais de qualité supérieure pour la biodiversité des cultures destinés aux consommateurs sou cieux de l’environnement. Accrédités OMRI.

100% Cedar Mulch Paillis de cèdre à 100%

Seed Protection Mulch Mat Tapis protecteur en paillis compressé

A cedar mulch made of 100% top quality natural cedar, which controls weeds and conserves soil moisture, thus promoting growth and health.

HydraCX2™ Extreme Slope Matrix™ is a highperformance hydraulic mulch designed especially for steep to severe slopes, 2:1 to 1:1

Un paillis de cèdre de qualité supérieure fait de cèdre naturel à 100%, qui contrôle les mauvaises herbes et conserve l’humidité du sol favorisant ainsi la croissance et la santé.

HydraCX2™ Extreme Slope Matrix ™ est un paillis hydraulique de haute performance spécialement conçu pour les pentes de abruptes à raides, 2:1 à 1:1

T : 1 888 831-1085

•

F : 1 888 836-1915

Guardian Seed Protection Mulch Mat does just what the name implies: it protects seed and soil from being washed or blown away and serves as mulch. Guardian is a better investment than other products because Guardian does it better! Guardian Seed Protection Mulch Mat est fidèle à son nom : il empêche la germination et le sol d’être emportés par l’eau ou par le vent et est utilisé comme paillis. Compara tivement aux autres produits, Guardian est le meilleur investissement puisque Guardian offre les meilleurs résultats !

•

www.fertilec.com

FOR ONTARIO AND ATLANTIC PROVINCES POUR L’ONTARIO ET LES PROVINCES ATLANTIQUES Contact / Contactez Michel Henri : 1 800 291-5229

NEW EQUIPMENT for 2012 UTV compatible plow The Boss Snowplow UTV Plows are now available for a wider selection of popular UTV brands. Newly compatible brands include Bobcat, Case IH, Club Car, Honda, Husqvarna and New Holland. These UTV brands join off-road vehicle brands John Deere, Kawasaki, Kubota and Polaris for The Boss’ growing UTV plow lineup. Boss UTV Plows are available in a 6-ft., 6-in. Power-V XT and the 6 ft. Poly Straight-Blade Snowplow. Its UTV plows are manufactured to the same professional-grade standards as the company’s full-size plows, while their smaller size allows access to hard-to-reach areas where a traditional plow can’t go. The Boss www.bossplow.com

Hedge trimmer

Heating blanket The Powerblanket Multi-Duty (MD) heating blanket provides an environmentally-friendly solution for curing concrete, thawing frozen ground and protecting construction materials and machinery from freezing. The MD heating blankets achieve desired concrete PSI levels quicker, speeding up curing time by almost three times. Frozen ground can typically be thawed to a depth of 24 in. The blankets are offered in several standard sizes ranging from 2- by 2 ft., to 11- by 23 ft., and custom sizes are available by request. Standard blankets are rated to -23° C, while Arctic versions are rated to perform in temperatures as low as -40° C.

Shindaiwa introduces the DH232 and HT232 hedge trimmers. Featuring a lightweight design for greater operator comfort, both hedge trimmers are powered by a 21.2 cc professional-grade, two-stroke engine that delivers plenty of power to cut through thicker branches. Both hedge trimmers also feature laser cut and precisionground blades, a vibration reduction system and a front exhaust system. The DH232, a double-sided model, is available in either 24- or 30-in. blade lengths. The HT232, a single-sided model, is available in either 30- or 40-in. blade lengths. Shindaiwa www.shindaiwa.com

Turf-friendly track Bobcat Company introduces new turf-friendly replacement track designed for the compact track loader. The track is designed to fit T250, T300, T320, T750 and T770 model compact track loaders. Ideal for landscaping and grounds maintenance applications, the flat, even profile of the Bobcat turf track prevents the tearing and cutting of lugs. The tracks create reduced ground pressure, a significantly lighter footprint than conventional tracks, minimal ground disruption and a reduced risk of damage to irrigation systems and underground utility lines. Bobcat Company www.bobcat.com/rubbertracks

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Powerblanket www.powerblanket.com

Oso Easy® Peachy Cream

Oso Easy ® Fragrant Sp reader

Oso Easy ® S trawberry C rush

Oso Easy® Honey Bun

Oso Easy® Cherry Pie

Looking for something new? we’ve got it. Oso Easy Paprika ®

Proven Winners® ColorChoice® has a complete line of hardy, disease-resistant landscape roses that are perfect for either residential or commercial landscapes. Proven Winners roses are selected for their ease of growth and exceptional disease-resistance. Your clients can rest assured that these beauties will flower for months without any spraying or deadheading. Whether your design needs true red or hot pink, buttery yellow or Mai Tai orange, we’ve got a rose that will bring your idea to life.

Oso Easy® Mango Salsa

Available from these fine growers: Greenleaf Nursery, Co. Monrovia Prides Corner Farms Sheridan Nurseries, LTD. Spring Meadow Nursery, Inc. (liners) Willoway Nurseries, Inc. Bailey Nurseries Bylands Nurseries, LTD. Canadale Nurseries, LTD. Clinton Nurseries Euro American Fisher Farms LLC Four Star Greenhouse, Inc. Hopewell Nursery Hackney Nursery Imperial Nurseries, Inc.

(800) 777-5172 (800) 999-9321 (860) 642-7535 (905) 873-0522 (800) 633-8859 (866) 934-4435 (651) 768-3373 (250) 769-4466 (519) 631-1008 (800) 399-3000 (760) 731-6029 (503) 985-7561 (734) 654-6420 (856) 451-5552 (800) 622-8605 (860) 653-4541

OK CA CT ON MI OH MN BC ON CT CA OR MI NJ FL CT

Leo Gentry Wholesale Nursery Loma Vista Mariani Nurseries Medford Nursery Midwest Groundcovers Mori Nurseries Overdevest Nursery Pleasant View Gardens Robert Baker Nursery Studebaker Nurseries Tri B Nursery Van Belle Nursery Van Essen Nursery Willowbend Nursery Wolke Nursery Zelenka Nurseries

(503) 658-6324 (800) 313-7010 (866) 627-4264 (800) 443-3314 (847) 742-1790 (905) 468-3217 (856) 451-3179 (603) 435-8361 (860) 668-7371 (937) 845-3816 (918) 772-3428 (604) 853-3415 (541) 258-3626 (440) 259-5472 (217) 844-3661 (616) 844-9414

OR KS IL NJ IL ON NJ NH CT OH OK BC OR OH IL MI

NEW LANDSCAPE PRODUCTS for 2012 Reflective hard hat band The Orbis is a stretchy reflective band that sticks to any hardhat by friction. Intense reflection provides night-time and low-light visibility, as well as identification with custom printing. Can be easily removed or exchanged; no adhesive is required. An additional level of visibility helps prevent accidents for those working roadside or around parking lots. Lynn Valley Manufacturing www.lynnvalleymfg.com

Estimating and pricing manual Contractors can improve their estimating skills with the new updated version of What the Market will ‘Bare.’ This manual is loaded with examples for calculating return on investment for all types of service companies so that funds are available for replacements. The manual includes a case study of a landscape design-build company that devises a very cost-effective sales program. Learn how to calculate your breakeven point and determine which jobs are lucrative and which ones lose money.

Natural stone fence posts These black limestone fence posts look great with rod iron. They don’t rot like wood does. The posts are 6-in. by 6-in. and 8 ft. long, proving it is possible to make a 6-in. stone post with an 8 ft. length.

Large precast pavers Permacon introductes Mondrian 800 pavers, a large-sized paver that mimics the richness of cut and chiselled stone. This clean-edged paver is reminiscent of the textures and finishes of elegant, top-quality materials. Permacon www.permacon.ca Colonial Brick & Stone www.colonialbrickandstone.com

Water-permeable pavers

J. Paul Lamarche www.jplbiz.ca

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Xeripave Pervious pavers, unlike traditional impervious pavers, are designed to allow water to pass through directly into the underlayment where it is naturally filtered, recharging groundwater supplies. At the same time, Xeripave performs the same core function as impervious hardscape pavers providing a durable hard surface where it is needed. Xeripave is an attractive and highly versatile alternative to hardscape products. Xeripave www.xeripave.ca

NEW LANDSCAPE PRODUCTS for 2012 Liquid bio-herbicide

Stone adhesive Xtreme Bond from Surefoot Edging is a long-lasting adhesive. It is a premium polyurethane adhesive designed for concrete and stone that is guaranteed to satisfy the highest of demands. Xtreme Bond is specially formulated to adhere to wet or frozen surfaces and works in all temperatures. Surefoot Edging www.surefootedging.com

Stop weeds before they sprout with the new liquid bio-herbicide corn gluten weed preventer. A new ready-to-spray corn based pre-emergent derived from corn grown and manufactured in Ontario. It works by releasing organic dipeptides (proteins) into the soil to prevent weed seeds from establishing. Liquid corn gluten is a concentrated patented formula which works on weeds such as dandelions, crabgrass, and clover. The product comes in a convenient attach-and-spray 2 litre bottle, and covers 2,000 sq. ft.

Recycled plastic furniture Made from recycled plastic, these comfortable outdoor chairs are environmentally friendly and maintenance-free. They won’t crack, split, rot or splinter, are U.V.-stabilized to prevent fading from sunshine, and are made with all-stainless steel hardware. The swivel Counter Chair’s height is 46 in., while the swivel Bar Chair is 51 in. tall. Available in seven solid colours, six two-tone colour combinations and five tropical colours. Bosman Home Front www.bosman.ca

Environmental Factor www.environmentalfactor.com

Document storage and protection Cabinet NG’s CNG-Online hosted document management software lets a business store its documents electronically. Retrieval is quick and easy, plus everything is protected in the event of a disaster. Users can access and upload documents via a standard browser or use the installed client interface. Company document retention policies and user security rights can be controlled and audited automatically. A CNG-Online subscription also includes training, backup and support services. Cabinet NG www.cabinetng.com

Precast wall The new Lafitt Tandem wall from Permacon can be used many ways; in retaining walls, columns, double-sided walls, benches, steps, etc. It comes in luminous colours that, more than ever, replicate the natural look of stone. The stone’s surface and edges have a chiselled look. Identical in appearance to Lafitt stone, used as exterior cladding. Permacon www.permacon.ca 14 | MARCH 2012 | LANDSCAPE TRADES

NEW LANDSCAPE PRODUCTS for 2012 Natural-textured pillar

Outdoor pin-point light BlissLights project an explosion of thousands of pin-points of light in unbelievable trajectories, transforming outdoor environments, sides of buildings and landscapes into magical fantasylands. BlissLights are used by outdoor lighting professionals who wish to create an innovative and unique lighting statement for their clients, and by consumers who want to transform the outside of their homes and backyards into a magical starry experience. Galaxy Illuminations www.galaxyilluminations.com

Horticultural Marketing offers soft golden-brown stone pillars with beautiful deep textured groves and holes. Available in angular pieces or with a sawn bottom to make upright pillar installation easier and more stable. Piece sizes range from one-man to five-ton based. Also available with holes drilled for bubbling rocks. Horticultural Marketing www.hortmark.com

Shade and insect protection The Bug Shade is a neck shade for outdoor workers that attaches to a ball cap or hard hart with a self-adhesive hook and loop system. It provides UV protection and repels flying insects with a strip of cotton that can be soaked in DEET. The cotton strip enables DEET to protect the wearer from insects without direct application of chemicals to the skin. Lynn Valley Manufacturing www.lynnvalleymfg.com

Sunshade structure The Casabox is a slimline box awning with an elegant design. It is ideal for shading small to medium-sized areas such as balconies and terraces. The design of the round or square box allows the awning to blend in harmoniously with the architecture â&#x20AC;&#x201D; as an additional design feature. The end profile provides a tight seal and protects the cover and folding arms from rain and dirt. Two outer brackets allow the equipment to be quickly and easily fitted to the wall, top or rafters. The incline angle can be easily adjusted.

Brown limestone Brown limestone guillotined drywall has crisp and clean edges in 2- to 8-in. heights. Easy to lay with a guillotined bed depth of 8 in. This beautiful stone is also available with a tumbled finish and regular building stone or thin veneer so you can match landscape walls with buildings. Smooth natural split bed seams make laying this drywall quick and easy for a polished look. Horticultural Marketing www.hortmark.com

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Stobag www.stobag.com

NEW LANDSCAPE PRODUCTS for 2012 Automatic gate with hidden motor Ultra Aluminum introduces its Revolution gate, with a motor that is hidden within the upright. It provides reliable, whisperquiet operation, but does not detract from the look of the gate. The powerful motor can operate the largest gate the company produces, and is compatible with virtually any access control accessory, including solar. Made in USA. Ultra Aluminum Manufacturing www.ultrafence.com

Energy efficient pump According to the manufacturer, EcoStar is the industry’s most energy efficient variable speed pump, and tests show that EcoStar can save pool owners up to 90 per cent on energy costs, compared to ordinary single speed pumps. EcoStar can match pump flow to a pool’s needs, rather than running at full power 100 per cent of the time. Hayward Pool Products www.haywardnet.com

Atlas Polar QuAlity EdgE

It’s a challenge for some truck-mounted cranes… for us, it’s just part of the job HIAB truCk-mounted CrAnes Are CAnAdA’s FIrst CHoICe.

Atlas Polar

IT’S ALL A BOUT QUALITY

1.888.799.4422

Find the HIAB Crane that’s right for your job at www.atlaspolar.com 11-3137 AP_HIAB_LandscapeTradesAd_2012Lighter_FIN.indd 1

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NEW LANDSCAPE PRODUCTS for 2012 Pumice hand cleaner Gojo Cherry Gel Pumice Hand Cleaner, a heavy duty hand cleaner with pumice scrubbers, quickly cleans the heaviest dirt while leaving skin feeling refreshed. With a unique combination of skin conditioners, it is pH balanced for skin comfort. The cleaner’s innovative gel formula spreads evenly and clings to hands and arms to deliver maximum cleaning power on heavy dirt, grease and oil. It also provides a quick, easy and complete rinse. Available in portable and pro-dispensing sizes. Gojo Industries www.gojo.com

Permeable pavers The new Inflo permeable paving system from Techo-Bloc interlocks vertically, horizontally and rotationally, and was specifically developed for large industrial, commercial and institutional areas with heavy traffic. The system was designed to provide solutions for efficient storm water management and LEED projects, and the manufacturer claims it is a costeffective solution and more durable than asphalt. Techo-Bloc www.techo-bloc.com/inflo

Paver edging Surefoot Edging is the only edging that can be cut on the ground, without lifting, during installation. Installation is quick, effortless, and saves time — no need to pre-measure and pre-cut before installation; just snip from above. One piece works for straight or curved applications. No clips needed, comes with a sturdy built-in connection system. Surefoot Edging www.surefootedging.com

Pre-built natural stone waterfall These new units are pre-built at Colonial Brick & Stone with sizes ranging from 2- by 3 ft., to 150 ft. long, and can be built with a winding cave inside, bringing the viewer out behind the falling water. Pre-building the waterfall in the shop allows the selection of each piece from a large stone inventory. Installers may adjust the falls during the initial build, so there are no surprises. Colonial Brick & Stone www.colonialbrickandstone.com

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Large precast slabs Modular and modern, the large-scale Lexa slabs from Permacon, with their clean, straight lines, will help contractors create trendy projects. They come in monochrome colours, with a granulated finish. Permacon www.permacon.ca

NEW for 2012

RIVENSTONE™ NEW for 2012

THORNBURY™ NEW for 2012

Enhanced Colour Processes Outstanding colour wear performance resulting from the use of exclusive manufacturing techniques using proprietary formulations.

Enhanced Colour Processes Beyond the concentration of traditional wear resistant materials on the surface, this process utilizes a proprietary blend of nature’s highest performing minerals to deliver an unparalleled colourfast and wear-proof finish.

Insist on EnduraColor™! Unilock is the only manufacturer with EnduraColor which renders the colour and textural beauty beyond what standard paver surfaces offer.

TOWN HALL™ NEW for 2012

EnduraColor™ Cross Section Premium Wear Resistant Mix Design Standard Concrete Paver Mix Design

TREVIA™ NEW for 2012

RIVERCREST WALL ™

Landscape Trades March 2012- ver 5.indd 1

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Living wall panel Smartwall is an art piece that can be customized into various textures and colours. Whether the artwork is green or has seasonal colours, Smartwall gives you choices and flexibility, for a look that will comfort and impress. Imagine a living wall where you create whatever you please by mixing and matching plants into one-of-a-kind murals. Smartwall is self-watering, and its plant material can be easily replaced, making endless possibilities for great design. It’s a smart solution for bringing low maintenance natural beauty into almost any location.

Stem cutter The Flower Power stem cutter enables a professional 45-degree angle cut each and every time. Easy to use, safe and acts as a perfect complement to any fresh flower sale. The stem cutter displays well and offers retailers significant profit. Makes an ideal impulse purchase, as it retails for under $10.

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Natural Stone Planter These ancient troughs are newly available. Carved by hand from solid pieces of stone many years ago, so animals could have a drink, the troughs have been salvaged by Horticultural Marketing to be used as planters. Great conversation pieces for any garden. Available in small, medium, and large. Horticultural Marketing www.hortmark.com

Retail pricing guide A new edition of the retail pricing guide proves your mathematical break-even point for all products and services you offer from your retail store. Learn how to benchmark, your overhead costs, manage labour smarter, and exact productivity from your team. This book addresses the difficulty in today`s marketplace and how to counter these with strategies based on your budget and merchandising plan. Change the way you do business, know your breakeven costs and market smarter. J. Paul Lamarche www.jplbiz.ca 20 | MARCH 2012 | LANDSCAPE TRADES

Affordable greenhouse

GrowCamp

Grow Camp offers an innovative combination of three components; a raised bed, plastic and net covering and the ability to function as a greenhouse. TheYour raised bedvegetable provides garden a comfortperfect able working height, eliminating bending and stooping. It boosts yield up to four times due to excellent soil, temperature and light conditions. The insect net protects against slugs, insects and other nuisances, including wildlife. With transparent plastic covers, the Grow Camp functions as a greenhouse offering longer growing seasons with several harvest times. Vanhof & Blokker www.vanhofandblokker.com

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NEW GROWER PRODUCTS for 2012 Root zone heater Power Plant root zone heating is a durable series of panels that may be installed either directly on benches or on floors. Hot water is pumped through tubes, heating plant root zones allowing the overall ambient temperature to be reduced, thus saving heating costs. The flexible, modular design can be sized to fit any configuration. Product is durable, expandable, low maintenance and easy to install. Enersol Solar Products www.enersol.com

Hanging basket with reservoir A.M.A. Plastics announces an new, consumer-friendly hanging basket. The Nora Easy Pot, from The Netherland’s E-Pla, offers a 1.5 litre (1.42 qt.) reservoir, making it easy for consumers to maintain adequate watering throughout the season. Over watering isn’t a problem either. These hanging baskets use water more efficiently than standard baskets. Sell beautifully finished, or empty for easy-to-assemble DIY sales. A marketing package is available for retailers. A.M.A. Plastics www.amaplas.com/growingcontainers

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MARCH 2012 | LANDSCAPE TRADES |

1/25/12 11:35 AM

DREAM BIG: A new approach to selling landscape projects

FIVE D $ for successful sales A tighter economy has made homeowners cautious, increasing competition for design-build sales. BY JODY SHILAN

The good news is, there is still plenty of profitable installation work out there, along with clients who are willing to pay for it. However, you may need to revamp your sales process, along with your thinking, if you want to be successful in the new economy. Truth be told, the new economy is the same as the old one. The only difference is, now you actually have to work to make your sales. Anyone who has ever taken a sales seminar or read an article on selling has learned that people buy based on emotions. If you can get somebody excited about your product or service, there’s a very strong possibility that they will buy from you, even if you are more expensive. Think about your own buying experience. Do you always buy the cheapest products for yourself, or are you often willing to pay more for something that you really want, instead of settling for something that is just okay? Create excitement with a dream plan Well then, it should be no surprise that homeowners feel the same way when it comes to landscaping their property. If you show them a poorly written and boring proposal with confusing terminology and a big scary dollar amount, chances are you’re probably not going to get any work. What if instead, you presented a dream plan for their property, and showed how they could achieve it? Chances are, it’s going to be a very different story, with a much better outcome. Believe it or not, you can do this — and I’m going to show you how. You just need to follow the process that I am going to describe and pay close attention to the details. Now some of you may be thinking that I’m blowing smoke or that I’m just plain arrogant, but I can promise that I am neither. I can say this because I have sold tens of millions of dollars of landscape design/build work throughout my career, working for myself as well as both large and small landscape contractors. Some of the ideas will seem familiar, but if you just say, “Yeah, yeah, yeah, I already know this,” then you are going to miss out on 22 | MARCH 2012 | LANDSCAPE TRADES

the nuances that make this approach more successful than what you are probably doing now. But hey, if you already know it all, by all means please feel free to skip the rest of this article and keep doing things the way you’ve always done them. It’s fine. I don’t mind. I’m sure your competition will be happy to take my advice. To simplify things, I have broken the design/build sales process down into what I have coined the Five Ds for a successful sale. The concept makes perfect sense, is easy to do, yet it took me over 20 years to figure it out. Fortunately, I am going to save you two decades, and break it down right now. The Five Ds stand for: 1. Develop the program 2. Decide on the priority 3. Discuss the budget 4. Design the dream 5. Do the deal In a nutshell, what you want to do is first walk the property with your clients to develop a list of things they want to achieve. Next, let them decide what the first phase of work will be. After that, you should discuss the budget, or how much they want to spend, on this first phase of work. Once we have all of this information, we need to design their dream landscape plan and finally, just “do the deal” — sign the proposal and get a deposit. I can tell right now that many of you think that this is exactly what you are doing, but I can guarantee that you are not. The rest of you are thinking, I wish it were that easy. 1. Develop the program A program is a written list of goals and objectives that a client wants to achieve with his property. This list can contain items that need to be completed in the near future, or ideas that can be addressed later. A goal could be something simple, like replacing the front steps, to

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deck or a formal garden with statues, sculpted hedges, fragrant roses and a fountain — just draw it in. Maybe their dreams are less dramatic but still quite important, like installing mature evergreens to screen out loud and annoying neighbors, immediately. Or maybe your clients have very limited space and their dream is to have a pond with fish that reminds them of their childhood. Whatever it is, give it to them, and please make sure that you colour-render their dream or this will all be for nothing.

Excite your clients with a plan that fulfills their idea of a dream backyard.

2. Decide on the priority Now that you have them excited about all of the things that they could do with their property, you want to help them narrow their dreams into priorities. Decide what’s most important through to what’s least important. To put it another way — if your client could pick just one project or area to start with, what or where would it be? Since most people realize that it is financially impossible to do everything they want all at once, you want them to focus on what’s most important, their first priority. Is it the front walkway, steps, landing and foundation plantings? Or would it be a new patio with a fire pit or fireplace? Or maybe it is an intimate shade garden with a gravel path. Maybe it’s the swimming pool project with all of the desired amenities. Let your clients decide, and tell you. 3. Discuss the budget Now that your clients are dreaming about their fantasy landscape, and have decided what they would like to do first, there is only one step left — putting a dollar amount to the project. It’s not as hard as you think, and if you have done this correctly they are less guarded about giving you a price range. As we all know, clients don’t like to give us a number and will do every thing they can to avoid telling how much they want to spend. They will say things like, “We don’t know 24 | MARCH 2012 | LANDSCAPE TRADES

what things cost,” or, “We’ve never done this before,” or “We’re not sure.” If any of these excuses were really true, why is it that when we come back with a price, it is always more than they wanted to spend? How could it be more than you wanted to spend, if you had no idea what you wanted to spend? The best way to do this is to just give them price ranges: $0-5,000, $5-10,000, $1025,000, etc. They will jump in and stop you when you’ve reached their comfort zone. I’ve written entire articles on this topic; I can promise you that if you do not get a budget number before you leave, everything that you do moving forward will be a complete waste of your time, and theirs. 4. Design the dream Whether you work on a computer with a program like SketchUp or Dynascape, or design old school like I do and draw by hand, this is where the fun really begins. With a laptop or drafting table in front of you, along with the list of your client’s dreams, it’s time to start designing — and designing “big.” It doesn’t matter if their dream is an inground pool with waterfall, hot tub and sunJody Shilan

something more involved, like renovating the entire property. Like all of us, your clients will have goals that are both wants and needs. Wants are things that they would “like” to have, and needs are things that “have” to be done. An example of a want could be a new swimming pool, while a need would be to stop water from getting into the basement. I encourage all of my clients to tell me all of their wants, so that we can create a program that includes everything.

A hand-coloured rendering of the client’s dream garden should only show generalities. Details, such as paving materials and plant sizes should be specified in the contract, which is tailored to the homeowner’s budget.

5. Do the Deal Finally, it’s the moment we’ve all been waiting for. It’s show time. Armed with a landscape plan in one hand that contains everything your clients have ever wanted, and in the other a proposal for Phase 1 that meets their agreed-upon budgetary needs, all that is left to do is get a couple of signatures and you’re ready to schedule the project and start building. Voila! So instead of letting clients limit themselves to projects that lack enthusiasm and excitement, help them dream. Ask them, “If you could have anything you wanted, what would it be?” I’ll bet no one has ever asked that question before. You will be amazed at the ideas that develop. I promise you, that if you follow my Five Ds for a successful sale, you will do larger installations, more profitable projects and have happier clients. Who knows, this might be the year that you finally break into this lucrative market and enter your client’s dream project into your provincial awards of excellence proLT gram — and win!

Jody Shilan is an award winning designer and former landscape design/build contractor. He now uses his 30+ years of experience to teach other landscape contractors how to increase sales and improve processes. He is currently president of the New Jersey Landscape Contractors Association (NJLCA) and can be reached at jshilan@gmail.com or 201-783-2844.

comealiveoutside Just a few weeks after the Occupy movement was removed from Toronto’s St. James Park, another occupation took place. This time it was over 150 volunteers from the landscaping industry who descended upon the park for two days to restore the original beauty to the three hectare site.

Green gift to Toronto

By Robert Ellidge

Landscape Ontario members restore St. James Park Member companies of Landscape Ontario and the Nursery Sod Growers Association (NSGA) generously donated their time, materials, equipment and professional expertise to put green back into the Toronto park. In just two short days, Dec. 7 and 8, 2011, the park was cleaned, compacted soil was aerated and amended, mature trees and shrubs were pruned and mulched and fresh sod was laid throughout the entire park. The approximately $60,000 in materials and labour were all generously donated by companies and individuals from the landscaping industry. An idea that grew The offer from LO came about after a casual conversation between two of its members. “This is a classic example of a small idea that just blows up into something massive,” says Kyle Tobin, president of LawnSavers Plant Health Care of Concord, Ont. “We’re the true green people in the world. This was the perfect opportunity to showcase the professionalism of our industry. In less than two days, it actually got built and it got built 26 | MARCH 2012 | LANDSCAPE TRADES

right. This place is going to flourish for years and years to come.” After a few phone calls and some group emails, the call to action was put out to members of the landscape and sod industries. They soon joined forces and acted quickly to pull off a two-day clean-up and restoration of the park. Alan White, owner of Turf Systems, Burlington, Ont., who was also part of that initial conversation with Kyle Tobin, was at a loss for words when trying to describe the state of the park upon his first visit a few days before the restoration. “It was similar to seeing a forest that has been cut down,” says White. “This park had no green at all. There was no significant damage to the trees, but the carpet of living turf was destroyed. That was the biggest shock. It was beyond the point of bringing it back, so there was only one solution.” Gift of nature After the word was put out to the industry, within a few hours momentum rapidly grew

for the project. Claus Zander of Zander Sod, Kettleby, Ont., was one of the many volunteers whose company also donated material to the project. “As a member of the Nursery Sod Growers Association, we donated a trailer-load of sod, just as many growers did to help restore this park and bring nature back into the city. Turfgrass is great for the environment and it was great to see so many volunteers out donating both the product and all the labourers helping to restore the park.” The ripples of this incredible volunteer effort have spread out across the continent. Apart from getting great coverage on the local news, this good-news story was picked up by Canadian Press, The National Post and CBC. Landscape Ontario has received dozens of emails and thanks from Toronto residents and industry associations proud to see LO members giving back in such a big way. For a complete coverage of this event, including a time-lapse video of the park’s transformation from brown to green, visit www.landscapeontario.com/st-james-park. LT

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Five ways to outwit and out-price your competition in 2012 BY MARK BRADLEY

Many of us witnessed a shift in customer spending last year. Customers were more price-sensitive, got more quotes, shaved their budgets, delayed their projects and pitted contractors against each other more often when quoting their projects. It’s likely that this is the new norm. The recent boom in real estate and home upgrades was fueled by several factors, but that level of spending was not sustainable and we’re probably facing a return to a new normal, where there are more contractors than customers ready to spend money. So… Get the right equipment for the job Despite the stereotype that landscape contractors are equipment junkies, I’ve met far too many that are under-equipped. The idea of fixed monthly payments scares many owners off, especially those who are struggling to maintain a healthybottom line. The right equipment and work tools allow your crews to do more work in less time. This has two very positive effects on your business. First, you can do the job in less time, enabling you to reduce your costs of production. Now you’re in the driver’s seat; you can choose to improve your profit or reduce your price. And second, by reducing time on jobs, you can do more jobs in a season. This is an effective way to grow your business and, in many cases, grow it without increasing your overhead expenses. When you reduce your overhead as a percentage of your sales, you also have the ability to lower your prices. Consider the following strategies to use equipment more effectively: l Don’t be cheap on equipment. Focus on the productivity gains you will get. Savings on 30 | MARCH 2012 | LANDSCAPE TRADES

labour can easily outweigh a few hundred dollars in equipment payments. Standardize your equipment — equip your crews with standard models and work tools. Equipment standardization makes it easy to stock spare parts, filters, etc., and it’s easier to train employees on the use and care of your equipment and tools. Choose equipment dealers who offer excellent support. Parts availability and quick repair turnaround times have a big impact on your crews’ productivity. You may find cheaper sticker prices at “lesser” dealers, but you’ll regret the small savings when you’re waiting a week or more to get your equipment back.

Know your company I can’t overstate how critical it is to know, with confidence, exactly where your prices need to be. You need to understand your costs of production (crew costs per hour, equipment costs per hour, material costs), your overhead costs (company operating expenses) and the profit margin you have in each job. If you’re using a best-guess pricing system, or using numbers that are several years old, then you’re certainly under-pricing and over-pricing work. An operating budget and an overhead recovery system will ensure you know where you stand on each job, and how much room, if any, you have to move on price. There are also situations where you can afford to lower your price and make even bigger profit margins! I’m talking about the ‘super-profit’ you can make by having an overhead recovery system and beating your

sales goals. Your overhead recovery system is based on a specific sales goal — if you hit that sales goal, price your work with your overhead recovery system, and manage your spending. Then any work over and above your sales goal doesn’t need to recover any overhead. Knowing exactly when we can get either very aggressive pricing or very profitable work has allowed me to bid jobs lower than I would normally price them, but at a higher-than-normal profit margin, since my overhead was paid down on other work. It’s also allowed me to get extra-aggressive on pricing when I felt the need. Train and motivate employees The easiest way to reduce your costs and prices is to reduce the time it takes to do the job. If you are only reducing your prices to get work, you are cutting into your profit margins — and as we all know, profit is already scarce in the landscape industry. If you want to get more productivity from your crews, they need: l Systems and training to help them get the work done efficiently l Incentive and motivation; a system that rewards employees who drive up productivity and, in turn, make the company more profitable. Many owners in the landscape industry struggle with both these problems. I can’t count the number of times I’ve been asked in workshops if I’m afraid my guys will start their own companies after I’ve trained them. I’m not. I’m far more concerned that I’m losing potential profit because we’re paying for mistakes, downtime, customer service problems, accidents/incidents, repairs and

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managementsolutions warranty work. Eliminate these problems by investing in training, and you won’t have to worry about your employees starting up competitive companies… you’ll be 10 years ahead of them. Improving productivity and company profit are noble goals — but not if they only benefit the owner. Most employees are paid hourly. This means the longer they take, the more they stand to earn. The less time they take, the less they stand to earn. Your calls for greater productivity and efficiency are going to fall on deaf ears unless you demonstrate how your crews will share in the rewards. You can see an example of a system using your field labour ratio on YouTube, here: http://bit.ly/employeeincentive. A process for eliminating waste We all have problems and we always will… but have you resigned yourself to accepting the same problems over and over again, or is

your entire company committed to finding and solving problems so that we can prevent the same problems happening again? I read a quote a long time ago that has stuck with me, “Amateurs work until they get it right. Professionals work until they can’t get it wrong.” Average companies work and work hard, and they’re happy when things go right and frustrated when things go wrong. Great companies recognize that many of those problems can be fixed — permanently — by coming up with systems that prevent each problem from ever happening again. When you build a company where all employees are actively engaged in identifying, fixing, and committing to systems that eliminate these mistakes and waste, everyone benefits. Less waste means more money available for rewards, but it also means there are fewer day-to-day problems, making for a more enjoyable, less stressful work environment. Fewer problems mean happier em-

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ployees, happier owners, and happier customers who are paying less for service that exceeds their expectations. Technology You can disregard technology as a bunch of (expensive) fancy toys, or you see technology for what it can really do for your business. With tools such as smart phones, GPS systems, tablets, electronic time keeping, customer relationship management programs, websites and even social media, we are able to do so much more, with so much less. The bottom line is that a landscape company that puts technology to work, can do more work with less overhead staff to manage it. Smart phones make communication in the field instantaneous, reducing the valuable time it takes to move information back and forth. Electronic time-keeping applications now give us the ability to take time records right from the field and drop them directly into accounting without the need for tedious data entry. And the emerging technologies of today, specifically tablets, offer our companies an enormous opportunity to put information directly in the hands of the people doing the work, who can then send it back to the office, eliminating cumbersome paperwork. Imagine an era where designs, project goals, material lists, time tracking, route lists, maps, site maps, repair orders, attendance tracking, health and safety information and training videos are all available at the touch of a finger on a 8- by 10-in. screen, in the hands of every foreman. Expensive? Sure, but it’s a fraction of the cost of the overhead salaries these technologies can eliminate. With less overhead and greater productivity, you’ve found one more way to out-price and LT out-think your competition. Mark Bradley is the president of TBG Landscape

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32 | MARCH 2012 | LANDSCAPE TRADES

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roadtosuccess

Selling by the rules BY ROD McDONALD

There is an adage, and regular readers know I love adages, that one rarely hears today. “Skid row is filled with salespeople who couldn’t close the deal.” Harsh and oldschool, but it makes a point. A person who sells products or services for a living, such as those of us within the green trades, survive on successes, not on, “I came really close.” None of us are paid for the sales we almost got. Before I launch into the positive side of selling, allow me to tell about one of the many ways you can screw a sale up. Rest assured, there is more than one. I have a broker/financial advisor with whom I am very comfortable. I have been a client for twenty years; she takes good care of me. I recently sold off a chunk of my stocks and I wanted to invest this money into a conservative debenture. I listened to her advice. I also thought it might be time to listen to someone else’s advice. I contacted the vice president of my financial institution, and he referred me to one of their sales advisors. We made an appointment for a one-hour consultation, but I left after 15 minutes. Why? Because he spent it telling me how smart he was, and how, due to his clever financial advice, he had made great money for his clients. So what’s wrong with that? Well, not once did he ask me who I was, what my goals were, if I had any experience in investing or any other relevant question. Not one question did he ask. My instinct told me he was not nearly the outstanding salesperson he held himself out to be, and that he would not be a good choice for my account. Good salespeople don’t need to announce how brilliant they are. They are more confident than that. He broke one of my first rules of selling and that is: Rule #1: Listen more than you talk. The best salespeople know that the difference between being good and being great is to meet and then exceed customer expectations. The only way to understand what the customer expects and hopes to have as the end result is to listen. Listening requires 34 | MARCH 2012 | LANDSCAPE TRADES

patience, and it requires interpretation. A good salesperson learns through experience how to interpret what a customer requires and how to meet and exceed those needs. Rule #1: Listen more than you talk. A story that has been around for years describes the importance of listening. It goes like this. A new salesperson returned to the office after his first day in the field, making cold calls. His manager asked how many he had made and he replied “10.” The manager was both surprised and impressed, as most salespeople made only six cold calls in a day. The rookie told the manager, “I could have made two more, but people kept interrupting me, asking what it was I was selling.” Rule #1: Listen more than you talk. One of my best Christmas tree sellers would ask each new arrival two basic questions. What did you have last year, and Were you happy with it? The answers to those two simple questions gave him a starting point, and usually the sale. A young trainee was not near as successful, because he was too busy showing people how much he knew, when he should have been listening to what they wanted. My top perennial salesperson would sell people based upon her enthusiasm. She would introduce new and different perennials and she was able to find the words to describe how beautiful the foliage or the blooms were. Her selling technique was to create desires, and then she fulfilled those wishes. Her positive attitude, filled with enthusiasm for what she was selling, was contagious. Rule #2: Be positive, no one wants to know that your dog died. Rule #3: Talk to successful sales people, and ask them how they do it. I have often encouraged people within our trade to reach out of their own narrow parameters and talk to successful people from other businesses. It is easy to do, it is rewarding and more importantly, it costs nothing, which makes my Scottish heart skip a beat. There are all of these talents out there, just tap into them.

For the benefit of my readers, I called up Don Rae, a man I have known for many years. Don is one of the owners of a local stereo and television shop called Audio Warehouse. Locally, as in your community, we are surrounded by massive box stores specializing in electronics. Their buying power and advertising acumen is phenomenal. Don’s company holds its own in this highly competitive field, something we should note the next time we complain about Walmart being in the plant business. I asked Don for his secrets to success and how he competes in such a cutthroat business. Here are his synthesized answers. Don told me that he started selling when he was 17, and was trained by some incredible salespeople. That’s very important — to have an experienced person to guide and to mentor you. One of those who guided Don would always say, “It is your job to ask 20 questions. Customers don’t even know what questions to ask. You have to ask questions, listen, and narrow their choices down to the ones they will be the most happy with.” Forty years later, this is a golden rule that Don still follows. Don also attributes his success to his willingness to go out of his way to do extra things for customers. “Those little things that don’t take much of your time go a long way in establishing a relationship with a customer.” Rule #4: If you look after the customer, the customer looks after you. Don’s reputation for service is legendary. He points out that too often, salespeople believe once the sale is made, it is finished. Don believes that the sale is just the beginning. I asked Don, after 40 years of selling, if he finds that he is more of an order-taker now, than a salesperson. He understood the question. “My dance card is full with regular customers, their adult children and now their grandchildren. I run, just to keep up.” Don’s customers phone him and simply say, “I need a new TV. Drop one off at the house, will you?” No one ever expects

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roadtosuccess Don to tap dance for a sale. I doubt if that garden centre business as well. happens at Best Buy. As to one-on-one selling, Colin believes My second call went out to Colin Perkow- his foremost asset is a positive attitude itsch, who owns a high-end men’s clothing framed with a big smile. “A customer who store. There were 14 men’s clothing stores in believes he is important to your store is aldowntown Regina at one time, each an in- ready sold.” On a busy Saturday, I watched dependent. Now, there are two left. Colin’s the customers parade into his shop. It was store is not only open, but it is a thriving clear to me, they are his customers. They business, and there is a distinct difference might not be certain what it is they are after, between existing and succeeding. but they know they will be buying it from Here are some of his tips: “You can’t run him. Rule #5: The best customer is the prea business today on an outdated business sold customer. model. There are stores that are in trouble Remembering names, likes and dislikes, and they blame the box stores, but in real- being a strong community supporter and ity, they have done nothing new to excite keeping things exciting are the ingredients their customer base in years.” Colin has an that contribute to Colin’s success. excellent, well trained staff and he would One of my rules for selling in the garden rather be slightly overstaffed than to have centre/greenhouse business is: Rule #6: Educustomers go without service during busy cation is a major part of being a great salestimes. As his is a fashion business, it is im- person. Most of our customers do not know portant to have new releases, to push the en- that a bed of hostas planted under their mavelope. “Even if customers are not cutting- ture mountain ash tree would look lovely. edge, they still enjoy looking at what is new.” Or, that in a smaller lot, a Thunderchild Somehow, that phrase rings 1true2012/02/03 for the flowering crabPage is more LandscapeTrades:Layout 3:56 PM 1 suitable than a 75 ft.

Northwest poplar. I have written this here before, and I do not hesitate to write it again: nothing helps to promote your sales and to cement your reputation in the community as does providing regular seminars. Selling is more about teaching than it is about pushing product, though I never forget, product sales is what pay our bills. Listen, teach, develop relationships, maintain a positive attitude and do those intangible little things for your customers, and I guarantee you will stay on the road LT 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.

Prohibition on Propagating Plants Susceptible to Plum Pox Virus

Interdiction de propagation de plantes sensibles au virus de la sharka

A ban on propagating all species of plants that are susceptible to plum pox virus is in effect for the Niagara Quarantine Area. Under the Plum Pox Virus Infested Places Order, 2008, this measure is being taken to prevent the spread of this virus.

Une interdiction de propagation de toutes les espèces de plantes sensibles au virus de la sharka est en vigueur dans la zone de quarantaine de Niagara. Cette mesure, adoptée en vertu de l’Arrêté – lieux infestés par le virus de la sharka, 2008, vise à prévenir la transmission du virus.

Propagation includes producing new plants from seed, cuttings, grafting or any other method.

La propagation comprend la production de nouvelles plantes à partir de graines, de boutures ou de greffages ou selon toute autre méthode.

Susceptible species include peaches, nectarines, plums, apricots, almonds and ornamental varieties such as purpleleaf sandcherry. The Canadian Food Inspection Agency (CFIA) will inspect rural and residential properties in the Niagara Region in order to verify compliance with the propagation ban. For a listing of the regulated plants and more information about the quarantine area please call the CFIA at 905-938-5060 or visit www.inspection.gc.ca.

36 | MARCH 2012 | LANDSCAPE TRADES

Parmi les espèces sensibles figurent les pêchers, les nectariniers, les pruniers, les abricotiers, les amandiers et des variétés ornementales comme le prunier pourpre des sables. L'Agence canadienne d'inspection des aliments (ACIA) inspectera des propriétés rurales et résidentielles dans la région du Niagara afin de vérifier la conformité à l'interdiction de propagation. Pour obtenir une liste des plantes réglementées ou pour obtenir de plus amples renseignements au sujet de la zone de quarantaine, veuillez téléphoner à l’ACIA au 905-938-5060 ou consulter le site Web www.inspection.gc.ca.

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legalmatters

Risk management and project structure A project’s structure

is generally determined by the form of contract(s) entered into between an owner and either the contractor or the trades who are going to undertake the physical work. In the next couple of issues we will review, in a general way, how the choice of project “structure” impacts significantly on how risks are allocated between the parties to the contracts and subcontracts. The most commonly used form of project structure involves a general contractor, whereby the contractor enters into a contract with an owner to perform the physical work in accordance with drawings and specifications provided by the owner. Often, the drawings and specifications are actually prepared by an architect or engineer who acts as the owner’s consultant for the purposes of project. In this model, the contractor’s primary obligation is generally to build to the drawings and specifications provided by the owner. If it turns out that the drawings or specifications are in error, the contractor will generally not be responsible for the failure of the work. In some circumstances, the contractor under such a model may nonetheless be held responsible for a design error. First, depending on the circumstances and what the contract says, the contractor may be held responsible to warn the owner of errors in the design of which the contractor knew or ought to have known before performing the work. Many contracts also expressly require the contractor to review the drawings and specifications and point out any errors of which he or she is aware. Take design role with caution In addition, even if they appear to have been retained to install someone else’s design, contractors can nonetheless assume design

38 | MARCH 2012 | LANDSCAPE TRADES

responsibilities in at least two different ways. First, a contractor might inadvertently give design advice to the owner. In this regard, where a problem arises in the field, contractors might suggest a solution which involves a design change. In doing so, the contractor might often assume the designer’s role in relation to the solution and, ultimately, become responsible if the design choice fails. Secondly, a general contractor might also assume design responsibilities in relation to certain components of the work, through the shop drawing process. For example, the contract might call for HVAC equipment which meets certain performance criteria. In other circumstances, the contractor might be required to provide further, more detailed, particulars of the work. Where a precast retaining wall is specified, for example, the contractor might be required to provide “shop drawings” stamped by an engineer, which detail the wall’s actual design, inclusive of unit dimensions, drainage tile and tiebacks, etc. Accordingly, even where the contract appears to require the contractor to simply build the work to someone else’s design, the contractor can (and often will) nonetheless assume design obligations. These obligations can be imposed by the contract itself, through the contractor’s negligence in failing to warn of design errors it should have been aware, or through representations made by the contractor which are collateral for the contract. Responsibility of design-build The design-build project model, as the name implies, requires the contractor to both design and build the physical work. In these circumstances, of course, the contractor assumes the obligation to ensure that the physical work performs as intended.

BY ROB KENNALEY

Said another way, the contractor cannot (of course) blame workmanship problems on the design. More significant, however, are the damages which can flow from the failure of the design to perform as intended. By way of example, take the situation where a contractor constructs a waterfall/ water feature in accordance with the owner’s design. Where the design fails, the contractor is not responsible for the defect (subject to our comments, above). Where there is a workmanship problem,the contractor’s responsibility is to bring (or pay for someone else to bring) the workmanship into conformity with the design. Where the waterfall/water feature has been constructed by a design-build contractor, however, the design is the contractor’s responsibility. If the contractor advises that water will flow so as to avoid algae, that certain plant life or fish species will survive, that the construction will remain watertight through freeze-thaw cycles or that there will be a cascading waterfall effect, the contractor will be held to these performance requirements. Significantly, in the event of a failure the contractor’s potential liability goes well beyond the cost of the original work. If the contractor’s design cost $100,000 to install but was inadequate, for example, the contractor’s obligation might then include: (i) the cost of removing the contractor’s work; (ii) the cost of hiring someone else to design a waterfall/feature which will work; and (iii) the cost of hiring someone to install that waterfall/feature. At the end of the day, if a $250,000 design is required to meet the performance requirements of the contractor’s original design, the contractor faces liability in this amount, plus demolition, re-design and re-construction administration costs.

Insurance manages risk There are also insurance considerations to be taken into consideration. As discussed in a previous column, general contractors usually carry CGL liability policies which exclude errors of design. Accordingly, design build contractor’s must also carry E and O (or Errors and Omissions) insurance policies which will cover them for design errors. Contractors should accordingly not assume design responsibilities without having appropriate insurance in place and without understanding the risks associated with doing so. Where a general contractor is required to provide shop drawings in relation to portions of the work, they can, and should, generally obtain those drawings from design professionals who are insured in relation to the design work. Sometimes, these shop drawings will come from a supplier (such as the HVAC or pre-cast retaining wall suppliers used in our examples). In this case, the drawings will usually be stamped by an engineer who has insurance in place. Finally, contractors who are not undertaking design obligations as part of the work should avoid giving design advice, even where they are otherwise inclined to do so. There is, for example, a significant difference between saying to an owner, “There is a problem with this design, and this is how you fix it,” and saying, “There is a problem with this design and you have to tell me how to fix it, although you might want to consider this.” In the next issue, we will deal with project structures which involve construction manLT agers and project managers. Rob Kennaley of McLauchlin & Associates practices construction law in Toronto. He speaks and writes regularly on construction law issues and can be reached for comment at 416-368-2522 or at kennaley@mclauchlin.ca. This material is for information purposes and is not intended to provide legal advice. Readers who have concerns about any particular circumstance are encouraged to seek independent legal advice in that regard. MARCH 2012 | LANDSCAPE TRADES |

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manitobaupdate Landscape Trades devotes space in each issue to provincial association news. This month features Landscape Manitoba. A main focus of Landscape Manitoba (LMB) is to recruit new members and promote the benefits of being a LMB member. We are working hard to become more involved and visible in the horticulture community. Rebranding ourselves as landscapemanitoba.com has been very well received and an uptick in activity on our consumer site has been noticed, as homeowners search for information or a member in their area.

Manitoba Green Show It’s been a busy year for the Manitoba green industry. Landscape Manitoba’s annual Manitoba Green Show was held Feb. 8-9, 2011, in Winnipeg at the Victoria Inn. With more than 50 exhibitors and a strong attendance, it was a full house. We had a great line-up of speakers for all commodity groups and welcomed many new faces at the show. Our awards ceremony was a highlight of the Manitoba Green Show – thank you to all companies that entered into this year’s awards program. Three awards were distributed in 2011, all for landscape construction. An Award of Excellence for 365 Campbell (under $15,000), went to 3 Seasons Landscaping, while Alternative Landscaping took home Awards of Merit for their work at the Powell Residence (under $15,000) and the Glavin Residence (over $15,000). At the Awards ceremony, Colleen Zacharias was honored with the Project Evergreen award. This award is given to an individual whose actions have directly resulted in the betterment and sustainability of our environment, and who has also made a significant contribution to the green industry in Manitoba. Zacharias is a tireless advocate for garden education in Manitoba. She was Manitoba’s first Master Gardener and serves as president of the Friends of the Assiniboine Conservatory, a not-for-profit organization which promotes horticultural education. LMB has been very busy working on the 2012 Manitoba Green Show, Feb. 14-15, which promises to be a bigger and better than ever. At press time, people are still calling to exhibit, so members with large booths have been voluntarily downsizing to make room for more exhibitors. We have an excellent line-up of speakers and are pleased to have the ever-popular joint presentation by Vanstones, Jeffries and Aubins, featuring lo40 | MARCH 2012 | LANDSCAPE TRADES

The Enns Brothers team enjoyed a great day on the links

cal trends. A direction from the LMB board is to market the Manitoba Green Show to municipalities and parks departments across the province to increase our relevance.

Landscapers hit the links It’s not all work and no play in Manitoba. A great day was had by all at the 4th Annual Summer Golf Tournament held at Kingswood Golf and Country Club on August 3, 2011. Longest Drive, Men’s was won by Mark Peters; Longest Drive, Ladies went to Mel Michaluk, Tyson Link won Closest to the Pin and Bobby Enns won Low Net Individual. The Brandt Tractor team won Low Net Team. In all, $4,000 was raised, with part of the proceeds supporting LMB’s Horticultural Foundation. Many thanks to all our supporters, and see you at this year’s tournament on Aug. 7 in Carmen.

Manitobans celebrate National Tree Day Landscape Manitoba and Allscape Ltd. teamed up with students and staff at the La Salle School to take part in Canada’s first National Tree Day on Sept. 21. Jeffries Nurseries and Morden’s Nurseries also planted trees and gave presentations at schools in their areas.

Industry pioneer A member of LMB celebrates its centennial anniversary this year. Boughen Nurseries of Valley River has been family-owned and -operated for 100 years. Over the years, the nursery has introduced some well-loved hardy plants for Manitoba gardeners, including ‘Skybound’ cedar and ‘Charisma’ lilac, ‘Silver Charm’ dogwood, as well as the ‘Kirk’ apple and ‘Boughen’s Delight’ apple. Congratulations to the Boughen family!

Students gather round to help plant their new tree in Portage La Prairie.

IPM certification To apply pesticides in Manitoba professionally, applicators must first pass a written examination. To successfully obtain a Manitoba Pesticide Applicators licence, the applicator must also have passed an Integrated Pest Management certification course, or be working under the direction of somebody who has. This IPM certification teaches the latest in pest management techniques with the goal of using the least amount of pesticides to keep our landscapes strong and healthy. LMB president Dave Hinton and executive officer Kelly Tole sat on the IPM committee that developed the certification process.

Opposed to possible cosmetic pesticide ban Currently Manitoba is one of only four provinces that hasn’t developed some form of a ban on cosmetic pesticides. But that may soon change. This spring, Manitoba conservation minister Gord Mackintosh plans to release a discussion paper outlining how a pesticide ban might work before seeking input from the public and green industry. LMB is beginning to lobby the provincial government with a fact-based campaign.

Plastic recycling initiative LMB is supporting a Blooming Good Idea, a closedloop recycling initiative operated by HJS Wholesale. Bins have been set up in garden centres to collect no. 2 polyethylene, no. 5 polypropylene and no. 6 polystyrene lawn and garden plastics. This is true recycling; the recycled plastic item is made back into the very same product, rather than giving one or two more lives to material before it ends up in a landfill. Homeowners and landscape contractors can find garden centre depots LT at www.bloominggoodidea.com.

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Happy, hopeful faces BY SEAN JAMES

Every so often one has a chance to do something really good, fun and interesting. Last summer, through a friend who works at Aquafor Beech of Mississauga, Ont., a water resource engineering company, we got a chance to design a native garden on a challenging pure-sand site and install a bioretention cell. The project was a demonstration garden at a public school, initiated by Credit Valley Conservation Authority, to show the public a project like this could be functional and beautiful. You’ve heard, “Every time a door closes, another door opens.” I have another one for you: “Every time a door opens, several doors open beyond it. (Sean James, landscape philosopher!)” That particular project at Green Glade School in Mississauga introduced me to so many people and brought us on the radar of many I haven’t even met yet, as well as broadening my own horizons. A few weeks ago I received an email from a teacher at the school,

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asking if I could talk to her students about biodiversity and sustainability. This is the United Nations Decade of Biodiversity, and part of its goal is to make biodiversity a household word, so I jumped at the chance. I put together what I hoped would be an engaging presentation. I included tricks like including a hoverfly picture — a hoverfly is a bee-mimic which is a great pollinator and a fantastic predator of aphids. I could ask what they thought it was, and tell them what a cool insect it is. I prepared myself to be as enthusiastic as possible. Every aspect I could think of was touched on in a basic way ... but not too basic. There’s little worse than talking down to kids. Do not underestimate them. It turned out to be an amazing, inspiring experience. The students were glued and asked piles of great questions. “Is there a difference between the tomatoes you buy in the store and the ones you grow in your garden?” “Why do you like what you do?” “Are there actually good flies?” Each of the many questions gave me lots to work with, and told me the students were truly listening and interested. I let them ask questions all the way through, and wasn’t disappointed for a moment. To a degree, I let them guide the presentation. They even said, “I hope you’ll come back!” So many bright faces soaking up knowledge gave me faith in the future. I made a point of telling them about the power of carrying the message to their friends and family. I know they will. The teacher was very happy with the talk and the students’ reactions. A great teacher can foster so much curiosity! She’s even going to let others know so I can repeat the talk elsewhere and I expect I’ll be invited back. Granted, there’s no money in it, but it’s the Right Thing To Do, and anything that raises the company’s profile is good. How many of those students will talk to their parents about permaculture? Native plantings? Rain water gardens? How many will become involved in our industry as amazing contributors or even hire us for eco-landscaping in the future? All good things and a little change at a time adds up to a big change over time ... and it just LT makes you feel good.

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.

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cnlanews National Awards of Landscape Excellence winners The 2012 National Awards of Landscape Excellence were handed out at the 9th annual awards gala in Halifax. The Feb. 8 event showcased landscape expertise from across Canada. The room was packed with over 150 industry professionals, local government reps, educators and association staff. The RBC Grower of the Year was Sheridan Nurseries in Ontario. The winner of the Chrysler Garden Centre Inspection Award for the most improved garden centre was Sheridan Nurseries (Mississauga). Receiving the top achieving Garden Centre Inspection Award was Ontario’s Canadale Nurseries. The Dynascape Award of Excellence for Landscape Design went to Highland Landscapes for Lifestyle for Wentworth Park in Nova Scotia. Winning the Caterpillar Award of Excellence for Commercial Landscape Construction/Installation was Alpha Better Landscaping for Central Memorial Park in Alberta. The Caterpillar Award of Excellence for Residential Landscape Construction/Installation went to Daccord Webster Paysage for Panorama on the River in Quebec. A British Columbia company, Upper Levels Landscape Management, took home the John Deere Award of Excellence for Commercial Landscape Maintenance, for Royal Park Towers project. The John Deere Award of Excellence for Residential Landscape Maintenance went to Ontario’s Shades of Summer Landscaping and Maintenance for Attention to Detail. The event was hosted by Liz Klose, CNLA landscape priorities manager, and Niki Jabbour, writer, media personality and author of The Year Round Vegetable Gardener.

provincial trade shows and annual general meetings across Canada. Liz Klose is to return to CNLA in February 2013. She is the first female director at MUNBG, established in 1971 in St. John’s. The 110 acres are mostly a managed and interpreted nature reserve, featuring a large natural pond, fens, streams, mature boreal forest and an old forestfire regeneration area. Cultivated gardens take up over five acres.

C. buxicola found in Canada A tour of nursery delegates from Germany arranged by CNLA, resulted in the Canadian nursery industry put on alert for Cylindrocladium buxicola. Back in October 2011, CNLA made arrangements for the group from Germany to tour nurseries in B.C. and Ontario. The last stop the group made was a visit and lunch at Sheridan Nurseries in Ontario. The group’s organizer, Dr. Heinrich Losing, a noted extension specialist based in Ham-

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has been reported to occur on all Buxus species and cultivars. C. buxicola has been a serious pest of boxwood in the U.K., Europe and New Zealand since the mid-1990s. Following the tour, CNLA contacted the Canadian Food Inspection Agency (CFIA) immediately, providing information about the disease and a request that CFIA work with USDA-APHIS to put import restrictions in place. The matter was promptly referred by CFIA to the pest risk analysis unit.

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46 | MARCH 2012 | LANDSCAPE TRADES

Within two to three weeks, CNLA began receiving emails and telephone calls about a new pest of boxwood that had been found in the U.S. At the same time that CNLA was requesting CFIA to consider regulatory action, positives were being confirmed in the eight U.S. states of North Carolina, Connecticut, Virginia, Rhode Island, Maryland, Massachusetts, Oregon and New York. On Jan. 6, the first evidence that the disease had found its way to Canada was confirmed with a positive find of Cylindrocladium buxicola at a B.C. nursery. It was reported that the grower quickly removed and destroyed all the boxwood plants at his nursery as a precautionary measure. CFIA said that further surveys would be conducted to determine the possible spread of the disease throughout Canada. As of the first of Feb., no reports have been received. CNLA is also working with growers across Canada to establish Best Management Practices for the control of this disease through the Clean Plants program. All growers are advised to be very aware of their sources of incoming boxwood shipments. Growers should also be aware that certain cultivars such as ‘Suffruiticosa’ (English boxwood) and B. sempervirens (American boxwood) appear to be highly susceptible. However, even those species that do not appear to be susceptible can carry the fungus and it is now believed that asymptomatic plants have been responsible for some of the spread of C. buxicola throughout nurseries and into garden centres and the landscape. The following links provide more information on C. buxicola: http://bit.ly/A82c5x (Journal of Plant Pathology) and http://bit.ly/AjNjZ1 Study on Control of C. buxicola. Boxwood growers are especially encouraged to download and view the webinar at http://bit.ly/xpoLr4 by North Carolina University Extension Services. In Ontario, OMAFRA nursery crops specialist Jennifer Lewellyn has recommended, “Garden and arboreta managers are strongly advised against introducing new boxwood plantings into landscapes or gardens where mature boxwood are already established until such time as further information on this disease, its spread and its conLT trol is better understood.” The Canadian Nursery Landscape Association is the federation of Canada’s provincial horticultural trade associations. Visit www.canadanursery.com for more information. 46 | MARCH 2012 | LANDSCAPE TRADES

industrynews Positive outlook at Congress More than 12,000 visitors attended Congress 2012, held at the Toronto Congress Centre January 10-12, marking a 12.11 per cent increase over last year’s attendance. Show highlights, including high-quality booth displays, hundreds of equipment and product introductions, sectorspecific symposiums, and a newly formatted

Visitors to Congress 2012 had a great opportunity to network with others in the green industry.

conference featuring owner-only workshops, industry-led roundtable luncheons and tools to sharpen their skills, left attendees feeling excited and inspired. Congress, staged by Landscape Ontario, is one of the top five North American horticultural, lawn and garden trade shows, and was a must-attend event for landscape professionals preparing for the 2012 season. Business owners and operators attend to learn best practices in achieving both personal and professional success, and how to build a profitable business. “Congress is a great opportunity to network with other people in the industry,” says Tony DiGiovanni, executive director of Landscape Ontario. “The show brings together people from all aspects of the lawn and garden industry, which presents a great platform for new business and new partnerships.” While most of the exhibitors and attendees of Congress are invested in improving outdoor spaces, this year marked a major shift in the effort to do so in an environmentally friendly way. “Congress this year definitely marked a significant movement towards the ‘going green’ trend in the lawn and garden industry,” said Congress 2012 show manager Paul Day, “More than 85 products and plant introductions were featured in the New Product Showcase at Congress this year, with many of them boasting the title ‘green’ or ‘environmentally friendly’.” This year, visitors to the Showcase were polled for the innovations that would help make their lives 47 | MARCH 2012 | LANDSCAPE TRADES

easier and businesses more profitable. Mark your calendars for January 8-10, 2013 to join the celebration of the show’s 40th anniversary.

Flower pouch marks 20 years A.M.A. Plastics is celebrating 20 years of success with Al’s Flower Pouch, one of the original vertical growing systems. Allen Monsma worked with growers to get the design right. Over the years, millions of Al’s Flower Pouches and Al’s Mini Flower Pouches have been sold around the world, often with instructions printed in the language of the destination country; French, Dutch, Japanese and Farsi. Today, Al’s Flower Pouch is made in A.M.A.’s Kingsville, Ont., facility. In Canada, Al’s Flower Pouch sales help A.M.A. support the Brain Tumour Foundation of Canada with whom it celebrates 10 years of working together to raise funds for patient support, research and general awareness about the BTFC.

Dates set for Pondemonium Aquascape has sets the date for its 12th anniversary of Pondemonium, the water garden industry’s

premier business and networking event. From August 23 - 26, distributors, contractors, and retailers can attend Aquascape’s training event designed to help grow their water feature businesses. Held in St. Charles, Ill., Pondemonium dovetails with the Independent Garden Center Show in Chicago, allowing participants the opportunity to attend both events.

Canadian plant reference site Michael Pascoe, professor, program coordinator and director of gardens at Fanshawe College in London, Ont., has turned his expanding plant ID course manual into an online plant encyclopedia. Visitors to www.canadaplants.ca can search for photos and information, as well as Pascoe’s opinions on woody plants, perennials, bulbs, annuals and tropicals, as well as wildflowers and weeds. Pascoe is a widely-travelled, passionate plantsman who has viewed all the plants featured on his website. It is not a collection of images and information collected from the internet and re-posted, but a resource of real experience. Bookmark this site, as it is continually being

MARCH 2012 | LANDSCAPE TRADES |

updated as Pascoe travels, discovers and photographs more plants. As he says, “There are no bad plants, only bad uses of plants.”

Canadian is Case rodeo champion

3.75%

Finance Rate

To learn more about the Wright Stander X,

Case Construction Equipment has crowned Octavio Miranda of Ancaster, Ont., as the Case Triple threat Rodeo North American Champion following an exciting day-long competition at the 2012 World of Concrete show in Las Vegas. Miranda competed against 59 of the continent’s most talented equipment operators. He won a 2012 Ram 2500 truck for himself, and a new Case TR270 compact track loader with Towmaster trailer for his sponsoring company, L.M. Enterprises. Also benefitting from the rodeo were Habitat for Humanity affiliates across North America. Case presented a corporate contribution of $5,000 to Habitat for Humanity Las Vegas at the championship event, one year after kicking off the program with an initial $5,000 donation. In addition, each participating Case dealership made a donation to its local Habitat affiliate, bringing the total raised during the program to $51,726. Miranda and other competitors proved their skills operating a Case F Series wheel loader, N Series loader/backhoe and Alpha Series skid steer through a demanding course of challenges that simulated some of the most difficult applications facing equipment operators in their day-to-day jobs.

New downloadable bench card signs from Ball Share the many benefits of trees and plants with DIY bench card signage. Let your customers know that flowers and plants are more than “just pretty.” As research is completed and the findings are made public, today’s consumers realize the many ways living plants can benefit their lives. Ball Horticultural Company and America in Bloom have collaborated to print some of these benefits on handy bench card signs. They are available for download at ballhort.com/benchcards. The card reveal such interesting facts as: Rooms that contain plants are cleaner (50-60 per cent fewer airborne molds); Plants in the office mean fewer sick days (14 percent reduction in sick days); and a tree in the yard saves money (8-12 per cent reduction in heating and LT cooling costs).

or to find a dealer near you, call 1-888-337-2199, or visit www.wrightmfg.com 48 | MARCH 2012 | LANDSCAPE TRADES

48 | MARCH 2012 | LANDSCAPE TRADES

comingevents March 6-7, Michigan Green Industry Association Trade Show and Convention, Suburban Collection Showplace, Novi, Mich. www.landscape.org/trade_show.cfm March 16-25, Canada Blooms 2012, Direct Energy Centre, Toronto, ON. www.canadablooms.com March 23-31, California Spring Trials, www.springtrials.com April 1-3, The Garden and Patio Show and Ideal Home Show, Exhibition Park, Halifax, N.S. Contact Pam Woodman, 1-877-567-4769. April 27-May 13, Arbor Week, www.arborweek.com May 3-4, Soils and Urban Trees 2012, University of British Columbia. www.ufis.ca/soil2012.php

June 20-23, 15th Annual Snow and Ice Symposium, Buffalo Niagara Convention Center, Buffalo, NY. www.sima.org

July 31-August 2, Penn Atlantic Nursery Trade Show, Greater Philadelphia Expo Center, Oaks, Penn. www.pantshow.com

July 5-6, Hydrangea 2012: international symposium for professionals and lovers of hydrangeas, Terra Botanica Park, Angers, France, www.hydrangea2012.com

August 11-15, ISA Annual Conference and Trade Show, Sydney, Aust. www.isa-arbor.com

July 4-10, 30th Annual Perennial Plant Symposium, Boston Park Plaza Hotel, Boston Mass. www.perennialplant.org July 14-17, OFA Short Course, Greater Columbus Convention Center, Columbus, Ohio. www.ofa.org July 30-August 3, Turf Producers International Summer Convention, Ashville, North Carolina. www.turfgrasssod.org

August 12-15, CGTA Fall Gift Show, International Centre and Congress Centre, Toronto, Ont. www.cgta.org August 21-23, Canadian Fertilizer Institute 67th Annual Conference, Niagara-on-the-Lake, Ont. www.cfi.ca August 21-23, Independent Garden Center Show, Navy Pier, Chicago, Ill. www.igcshow.com August 22-25, Plantarium, International Trade Centre, Boskoop, Holland. LT www.plantarium.nl

Markant by ACO HexaDrain

Brickslot

PointDrain

HexaDrain is an innovative plastic residential trench drain system. Ideal for use in residential driveways, patios, walkways or pools.

HexaDrain Brickslot provides a discreet slot drainage system for domestic paver installations. Ideal for use in residential driveways, doorways, patios, walkways or pools.

PointDrain is an aesthetic solution for small scale applications. Its polymer concrete construction offers excellent mechanical and thermal properties. Iron or galvanized steel grate. ACO Systems, LTD. (877) 226-4255 www.acocan.ca

Check with your local landscaping yard for availability or contact us for supply information

MARCH 2012 | LANDSCAPE TRADES |

classifieds BUSINESS OPPORTUNITIES Established Muskoka Landscape Maintenance Company For Sale Successful, respected company, locally owned and operated, is looking for a professional and dedicated purchaser. Well-maintained fleet of trucks and equipment. Dependable staff, loyal customer base. Year-round operation. For serious inquiries only, please reply in confidence by email to: MuskokaOpportunity@gmail.com

EMPLOYMENT OPPORTUNITIES GARDEN MAINTENANCE FOREPERSON Established residential garden maintenance firm located in Toronto, servicing Rosedale, Forest Hill and Lawrence Park communities, has a full time crew leader position. The following traits are required: 1. Minimum 5 years gardening experience. 2. Self motivated. 3. Able to lead others. 4. Organized. 5. Valid driver’s license with clean abstract. The successful candidate will earn between $20 - $25 per hour plus bonus. Please send resume to davidreeder@mrlandscape.ca

CLASSIFIED ADVERTISING INFORMATION

Payment: All classified ads must be pre-paid by VISA or Mastercard. Rates: $62.15 (includes HST) per column inch (Approx. 25 words). Min. order $62.15. Annual rates also available. Deadlines: The 10th day of the month prior to issue date. (eg: June issue deadline is May 10th). Jan. deadline is Nov. 10. If day falls on weekend or holiday, deadline is the next business day. Space is limited to a first-come, first-served basis. To place an ad: E-mail your name and phone number and your ad to Rob at classifieds@ landscapeontario.com. Also mention the ad is for Landscape Trades. 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.

View these ads and many more on our website at www.landscapetrades.com 50 | MARCH 2012 | LANDSCAPE TRADES

EMPLOYMENT OPPORTUNITIES

LANDSCAPE MAINTENANCE FOREPERSON Outstanding opportunity for a person with a strong horticultural background to work with a well-established, award-winning team of professionals located in North Oakville. Year round employment. Wages are based on experience. • High degree of Horticultural skills and knowledge. • Demonstrated supervisory and communication skills, • The ability to physically participate in day-to-day planting and maintenance • Demonstrated knowledge of trees and shrubs, perennials and annuals • The ability to identify insects, diseases and weeds and to recommend the most effective manner of treatment • Proficiency with turf and lawn care equipment • Positive, friendly manner to ensure excellence in customer service and productivity • Valid driver’s license is a must (D class is an asset)

Junior Landscape Designer Outstanding opportunity for a person with Landscape Design skills to join a well-established, award-winning landscape design, construction and maintenance company located in north Oakville. We are looking for an enthusiastic Junior Landscape Designer to join our established landscape company. This is a full time position. Wages based on experience.

LANDSCAPE MAINTENANCE TECHNIAN • Strong horticultural skills • Experience in all aspects of property maintenance • Must have valid driver’s license (Class D an asset) • Year round employment • Wages based on experience LANDSCAPE CONSTRUCTION TECHNICIAN • • • • • • •

Working knowledge of all aspects of landscape construction including Pre-cast concrete pavers and walls, natural flagstone pavers and walls, retaining wall construction One year experience required Machine operator experience preferred (both heavy and light) Carpentry skills an asset Valid driver’s license including Motor Vehicle Record with resume – D class is an asset Year round employment Please forward your resume to: Email: landmanagement@intland.ca admin@intland.ca Attention: Randy Price Fax: (905) 876-0400 Mail: International Landscaping Inc. 1114 Lower Base Line Hornby (Milton). ON L0P 1E0

We thank you for your interest in our company. Only those selected for an interview will be contacted.

Job Requirements: Working knowledge of all aspects of landscape design including: • 3-5 years design experience • Proficient in Dynascape Design & Colour • Working knowledge of Sketchup, AUTOCAD and Apple computer programs an asset • College diploma or University Degree in landscape related field required. • Demonstrated design ability and creativity • Able to follow direction and work independently • Working knowledge of plant material and hardscape materials • Ability to work in a team environment • Excellent graphic and written skills Landscape Design Technician Outstanding opportunity for a person with Landscape Design skills to join a well-established, award-winning landscape design, construction and maintenance company located in north Oakville. We are looking for a reliable Landscape Technician to join our established landscape company. This is a part time position – may lead to full time. Wages are based on experience. Working knowledge of all aspects of landscape design including: • 1-3 years design and construction experience • Proficient in Dynascape Design & Colour and working knowledge of Sketch-up an asset. • College diploma or University Degree in landscape related field required. • Preparation of landscape base plans, site inventory and analysis, site surveying. • Working knowledge of plant material and plant ID • Assist Design Team to prepare design presentations and planting plans • Ability to work in a team environment • Excellent graphic and communication skills Please send resume to: 1114 Lower Base Line Milton, ON L0P 1E0 T: (905) 876-3000 F: (905) 876-0400 Email: construct-develop@intland.ca www.internationallandscaping.com

classifieds EMPLOYMENT OPPORTUNITIES

EQUIPMENT

SEASONAL PLANTING TECHNICIAN Opportunity with a multiple award-winning, full service landscape company to help us plant annuals and seasonal displays for residential and commercial clients • Physical fitness • Excellent work ethic • Working on Saturdays • Love of the outdoors and seasonal planting • Creative and enthusiastic • Ability to work independently • Year round employment • Compensation: $10.25 – $12.25 per hour Please forward your resume to: Email: landmanagement@intland.ca admin@intland.ca Attention: Randy Price Fax: (905) 876-0400 Mail: International Landscaping Inc. 1114 Lower Base Line Hornby (Milton). ON L0P 1E0 We thank you for your interest in our company. Only those selected for an interview will be contacted.

NURSERY STOCK

FINN Hydroseeders & Bark Blowers New and Used • Flex Guard FRM • Soil Guard BFM • Erosion Control Blanket Seed & Fertilizer Toll free: (888) 298-9911 Fax: (905) 761-7959 www.fibramulch.com

ProLineGRABBER Ball & Pot handlers. Ideal for moving & loading trees & plants. Complete Line of Attachments for Skidsteers, Loaders, Excavators & Tractors. Toll Free: (877) 625-9677 Website: shawbros.ca

WHOLESALE TREE NURSERY Growing caliper shade trees and evergreens. Custom tree basketing. Contact us for availability and pricing. STAM NURSERIES INC. 593836 Hwy 59, RR 2 Burgessville, ON N0J 1C0 Ph. (519) 424-3350 • Fax (519) 456-1659 E-mail: info@stamnurseries.com www.stamnurseries.com FIRST NATURE NURSERY LTD. Wholesale supplier of native evergreens White Pine.......... 80-250cm........ 600+ White Spruce...... 80-250cm...... 2500+ White Cedar....... 80-250cm...... 2000+ Blue Spruce...... 150-250cm...... 1000+ Hemlock........... 100-200cm........ 500+ Potted, B&B and wirebaskets available Call (519) 647-0716 or (905) 973-3605 or wayne@firstnaturenursery.com

Advertise your products and services in

TREES FOR SALE Trees, 15-35mm 6’-9’ tall, Spring dug, bare root, Sugar maples, 12-15 foot Serbian and Colorado Spruce, in South east Wellington County. Contact: infotravellingtrees@bell.net

SERVICES AND SUPPLIES FIRST NATURE NURSERY LTD. Wholesale supplier of native branches. Looking for Willow, Dogwood, or Poplar stems? We supply native cuts from 1ft.-10ft. Live stakes, fascines, wattlings and fencing Native and ornamental species available. Call (519) 647-0716 or (905) 973-3605 or wayne@firstnaturenursery.com

Join us on Sat. June 16th, 2012 for our annual 'Ask the Experts Day' and No Tax Event!

Your one stop shop for pond and waterfall kits and accessories A wide selection of natural stone and precast concrete products • Flagstone • Interlocking • Cultured Stone • Masonry products

• Retaining walls • Aggregates • Accessories • Bulk/bag road salt

Office and yard: 25 Langstaff Rd. E., Thornhill, Yonge & Hwy 7-407 Manufacturing plant: 12350 Keele St., Maple 416-222-2424 or 905-886-5787 Fax: 905-886-5795

ne of Visit o’s largest a Canador displays outdo

www.beavervalleystone.com MARCH 2012 | LANDSCAPE TRADES |

where to find it COMPANY

PAGE

PHONE

WEBSITE

ACO Systems Inc 48

877-226-4255

info@acocan.ca

www.acocan.ca

AMA Plastics Ltd 48

800-338-1136

ama@amaplas.com

www.amaplas.com

Atlas Polar Company Ltd 17

888-799-4422

info@atlaspolar.com

www.atlaspolar.com

Beaver Valley Stone 51

416-222-2424

info@beavervalleystone.com

www.beavervalleystone.com

Becker Underwood Inc 21

306-373-3060

request@beckerunderwood.com

www.beckerunderwood.ca

Best Way Stone Ltd 13

800-BESTWAY

info@bestwaystone.com

www.bestwaystone.com

Bobcat 53

infocenter@bobcat.com

www.bobcat.com

Caledon Treeland 36

800-268-9516

treeland@treeland.ca

www.treeland.ca

Canadian Food Inspection Agency 24

519-837-5852

Echo Power Equipment Canada 39

877-324-6660

info@echo.ca

www.echo.ca

Exmark Manufacturing Co Inc 37

402-223-6351

www.exmark.com

Fertilec 9

888-831-1085

gosselin@fertilec.com

www.fertilec.com

Gravely 15

800-472-8359

info@ariens.com

www.gravely.com

Greenhorizons Group of Farms Ltd 45

519-653-7494

info@justsodit.com

www.justsodit.com

Hanson Hardscape Products 54

800-265-6496

hardscapes@hanson.com

www.hansonhardscapes.com

Husqvarna Canada Corp 23

800-HUSKY62

www.husqvarna.ca

Hustler Turf Equipment 41

800-395-4757

sales@excelhustler.com

www.hustlerturf.com

John Deere Limited 33

www.johndeere.com

Kubota Canada Ltd 5, 25

905-294-7477

info@kubota.ca

www.kubota.ca

Oaks Concrete Products by Brampton Brick

800-709-OAKS

info@oakspavers.com

www.oakspavers.com

Permacon Group Inc 27-29

800-463-9278

www.permacon.ca

Pro Landscape by Drafix Software 31

800-231-8574

sales@prolandscape.com

www.prolandscape.com

Proven Winners 11

800-633-8859

www.colorchoiceplants.com

Stihl Limited

519-681-3000

info.canada@stihl.ca

www.stihl.ca

Stone-Link Corp 35

800-854-0072

sales@stone-link.com

www.stone-link.com

Thames Valley Brick 46

905-637-6997

info@thamesvalleybrick.com

www.thamesvalleybrick.com

TIMM Enterprises Ltd 32

905-878-4244

Turf Tech Inc 47

905-636-0731

info@turftech.ca

Unilock Ltd 19

800-UNILOCK

georgetown@unilock.com

www.unilock.com

Zander Sod Co Ltd 49

877-727-2100

info@zandersod.com

www.zandersod.com

52 | MARCH 2012 | LANDSCAPE TRADES

www.timmenterprises.com

ONE VS MANY

COMPACT EXCAVATORS FACE OFF

Watch the videos. See compact excavators go head to head. Visit BobcatAdvantage.com/compare15 to see more and find out who comes out on top.

“Bobcat” is a registered trademark of Bobcat Company | 0112385

Authorized Bobcat Dealers

ONTARIO Bobcat of Brantford, Inc. Brantford • 519-752-7900 bobcatofbrantford.com

Bobcat of Cornwall

Cornwall • 877-840-4182

Bobcat of Durham East, Ltd. Courtice • 905-404-9990 bobcatofdurhameast.com

Bobcat of Hamilton, Ltd.

Stoney Creek • 905-643-3177 bobcatofhamilton.com

Bobcat of Huron

Walton • 519-887-6365

Bobcat of London

London • 519-455-4900 bobcatoflondon.com

Bobcat Of Ottawa

Ottawa • 613-745-5775 bobcatofottawa.com

Bobcat of Owen Sound

Springmount • 519-372-0937 bobcatofowensound.com

Bobcat of the Tri-Cities, Ltd. Kitchener • 519-579-9100 bobcatoftc.com

Casselman Farm Equip., Ltd. Casselman • 877-244-5593 casselmanfarmequip.com

Delta Power

Forest • 519-786-5335

Jacob’s Farm Equipment, Ltd. Essex • 519-776-5238 jacobsequipment.com

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

Matthews Equipment, Ltd. Barrie • 705-726-2228 Etobicoke • 416-679-4172 matthewsequipment.com

McDowell Brothers Industries, Inc. Sudbury • 705-566-8190 bmcdowell.com

Stratford Farm Equip., Ltd. Stratford • 519-393-6162 sfe-sales.com

out of the ordinary

Hanson Hardscapes provides modern and innovative solutions for an expanding world. Environmental solutions such as our AquaPave 速 permeable paving system and SmartCast速 Clean rooftop paving tiles reduce energy costs, conserve water and remove pollutants from our groundwater and air - an achievement that is truly out of the ordinary. Our entire line of interlocking pavers, architectural tiles and retaining walls are made primarily of local, natural or recycled materials and will last a lifetime, making all of our products inherently sustainable. Let Hanson Hardscapes inspire you to create extraordinary landscapes that support a healthier future.

Visit hansonbuildingproducts.com to learn more about our commitment to sustainability.

hansonhardscapes.com