March 2017 Landscape Trades

March 2017 VOL. 39, NO. 2

landscapetrades.com

PRODUCT

‘Culture shift’ actually cuts legal costs

Roundup

Seasonal sales: Nail down the numbers

Supplies, equipment and merchandise up the landscape game in 2017

Canada’s trade adapts to 150 years of change

Tools

PM40013519

Equipment

Décor

discover...

eterna

DOVER

NICKEL

ONYX

Eterna is the most modern and advanced paving system from Oaks, featuring our Elite Finish™ and ColorBold™ technologies to deliver the ultimate blend of aesthetics and performance in a sleek pavement system. Eterna is manufactured in a 100mm (3.94”) thickness, and its three modular sizes and individual packaging offer vast patterning possibilities, for a complete solution in a dependable interlocking pavement system.

OAKSpavers.com | 1.800.709.OAKS (6257)

SEE ETERNA ONLINE >

Contents

MARCH 2017 VOL. 39, NO. 2

EDITOR AND PUBLISHER Lee Ann Knudsen CLM | lak@landscapeontario.com

ASSISTANT EDITOR Scott Barber | sbarber@landscapeontario.com

New product roundup

ART DIRECTOR Kim Burton | kburton@landscapeontario.com LANDSCAPE ONTARIO MAGAZINE EDITOR Robert Ellidge | rob@landscapeontario.com GRAPHIC DESIGNER Mike Wasilewski | mikew@landscapeontario.com ACCOUNTANT Joe Sabatino | joesabatino@landscapeontario.com

Landscape Trades corrals new product and productivity solutions, to help drive profits for 2017.

SALES MANAGER, PUBLICATIONS Steve Moyer | stevemoyer@landscapeontario.com INTEGRATED SOLUTIONS REPRESENTATIVE Greg Sumsion | gsumsion@landscapeontario.com COMMUNICATIONS COORDINATOR Angela Lindsay | alindsay@landscapeontario.com ADVISORY COMMITTEE Gerald Boot CLM, Laura Catalano, Mark Fisher, Hank Gelderman CHT, Marty Lamers, Jan Laurin, Bob Tubby CLM, Nick Winkelmolen, Dave Wright 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 Darryl Bond, Amy Buchanan, Rachel Cerelli, Tony DiGiovanni CHT, Denis Flanagan CLD, J. Alex Gibson, Meghan Greaves, Heather MacRae, Kristen McIntyre CHT CEM, Kathy McLean, Linda Nodello, Kathleen Pugliese, Ian Service, Tom Somerville, Myscha Stafford, Martha Walsh, Alexandra Wennberg, Cassandra Wiesner

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

Subscription rates: One year – $46.90, two years – $84.74; three years – $118.64, HST included. U.S. and international please add $20.00 per year for postage and handling.

Subscribe at www.landscapetrades.com Copyright 2017. All rights are reserved. Material may not be reproduced in any form without written permission from the publisher. Landscape Trades assumes no responsibility for, and does not endorse the contents of, any advertisements herein. All representations or warranties made are those of the advertiser and not the publication. Views expressed do not necessarily reflect the views and opinions of the association or its members, but are those of the writer concerned.

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

Permacon’s Provence slab

COLUMNS 32 ROAD TO SUCCESS

Canada’s 150th birthday is a time to reflect on change, and strength of Canada’s green industry.

BY ROD McDONALD

36 MANAGEMENT SOLUTIONS

Simple spreadsheets put valuable numbers on seasonal swings.

BY MARK BRADLEY

40 LEGAL MATTERS

Finally, the courts endorse a common-sense solution to burgeoning legal costs.

Stihl battery-powered trimmer

BY ROB KENNALEY

50 MENTOR MOMENT

Mentor Dearborn designs for clients’ lifestyles.

DEPARTMENTS INDUSTRY NEWS 42 CNLA NEWS 46 COMING EVENTS 48 CLASSIFIEDS 48 WHERE TO FIND IT 49 ON THE COVER: Unilock Mattoni paver Empire Level tape measure Bobcat mini track loader Nesling balcony awning

Exmark zero-turn mower MARCH 2017 | LANDSCAPE TRADES |

3

greenpencil Improvement, value, perception and confidence

What are you worth?

H

ave you ever wondered why some people can charge large for their work while others can’t? Believe it or not, much of it has to do with pure boldness. My late Uncle Leslie Solty once said to me, “It is better not to work than to work for free!” He was ohso-right. Your attitude and belief in your self-worth have a huge impact on your financial success.

This of course does not give license to charge pie-in-the-sky rates, but another 10 per cent would mean a lot, if you could get it. The only way to get it is to try charging more where you can. Proof of this is a company I mentored who was giving away designs for free. After

By George Urvari I convinced them to charge for drawings, they added $20K to their bottom line — just in designs.

Of course you need to know your costs to figure out breakeven and what you need to charge. Still, the ‘Why choose me?’ has a lot to do with your attitude. If you are priced higher than your competition, you must believe you are worth more. Customers can sense confidence and they can also sense weakness. Do you see yourself as “The Best?”

I know I have a penchant for nice people, places and things, and recognize deals are usually someone else’s misfortune. Finding deals all the time is a lot of work, and sometimes it can blow up in your face. Of course I am an opportunist and will pick the low-hanging fruit, but I do not like risk. Therefore, I will pay more for lots of things, knowing that I am getting value. Service is something I do not commoditize because I know you usually get what you pay for! You have to believe this in your heart of hearts, or you will be constantly chasing the deal and believing everything can be done for less!

So let’s get some practical things out of the way. Or in economic terms, let’s make some assumptions.

Your designs are different and creative Your build is superior Your customer care is amazing You cannot stand mediocrity and strive to continually improve If the above statements are true you have the foundation to price on reputation.

How well is your business run? Try scoring yourself from one to 10 in these areas: l Finance: Do you know your numbers? l Sales and marketing: Are your trucks shiny and nice, does your staff wear uniforms? Do you have cool signs in front of your projects? Are your sales presentations concise and comprehensive? l Operations: Are your people on-site Monday to Friday, 7 a.m. to 5 p.m.? Do your leaders represent you well?

Do your crews have the information they need? Do you have the equipment to get it done? l Human resources: Do you have smart, thoughtful, caring and well-trained staff? l Technology: Do you have great communication with staff and customers via smartphones, software etc.?

If you score less than 85 per cent, your foundation for confidence will be tenuous at best. You will have so many problems and your time will be stretched so thin, you will not exude the confidence you need.

My advice in this case? More is not necessarily better, but better is better. If you keep it tight and simple, it’s easier to be less stressed and more confident. If you want to build an empire, make sure you charge enough to fix your problems and pay for your mistakes along the way.

If you want to stay small and keep it simple, that’s okay, too — but insist on making a good living. The confidence to say ‘I am worth it’ will help create the reality. LT

George Urvari is president of Toronto, Ont.-based Oriole Landscaping.

4 | MARCH 2017 | LANDSCAPE TRADES

NEW STIHL RB 400

Pressure Washer

RB 400

CLEAN AGAIN IN NO TIME

The STIHL RB 400 pressure washer brings the power you need to finish every job right with spotless walkways, patios, driveways, machines and tools. The RB 400 cleaning system is remarkably easy to use, with equipment features including the ergonomic professional trigger, enables you to adopt a more comfortable working position that makes cleaning less strenuous and almost a pleasure. The RB 400 high pressure washer is the cleaning solution for your everyday dirty tasks.

• • • • • • • •

Brass manifold design with stainless steel valves and ceramic-coated pistons 2-piece lance and gun assembly with ergonomic trigger handle and stainless steel nozzles Powerful commercial-grade engine delivers optimal performance Easy start pump system allows for quick, easy starting - no hard pulls or difficult starting Powder-coated, 1¼” welded steel tube frame with folding handlebar 10” pneumatic tires (tube and steel rim) Nozzles: 15°, 25°, 40° Mi-T-M pump

Displacement Working Pressure Flow Rate Hose Length

196 cc 2,700 psi 10.3 l/min/2.7 gpm 25 ft /7.6 m

NEW PRO-FLEET COMMERCIAL LANDSCAPE PROGRAM STIHL’s NEW Pro-Fleet Commercial Landscape Program is designed to provide commercial landscapers a volume discount on major purchases of 8 or more landscaping power tools per sales transaction. Visit your STIHL Dealer today to find out more and take advantage of the savings!

QUALITY AT WORK FOR OVER 90 YEARS. For over 90 years, STIHL has been a world market leader and innovator in outdoor power equipment. German engineered products featuring the latest pioneering technologies make STIHL the preferred choice for professionals, consistently providing uncompromising quality. STIHL products are only available at independent STIHL Dealers who provide personal advice and expert service. Thank you for the continuous support and for making STIHL the brand you trust.

*

* “#1 Selling Brand in Canada” is based on an independent market share analysis of gasoline-powered handheld outdoor power equipment from 2016. Source: TraQline Canada.

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NEW PRODUCTS for 2017

PRODUCTS 2017

Whether it’s equipment with increased power and efficiency, or a beautiful accent sure to catch your client’s eye, the assortment of new products for 2017 highlighted over the following pages will help landscape and horticulture professionals make Canada’s landscapes greener and more environmentally friendly in the years ahead.

Zero-turn mowers Gravely has partnered with Yamaha to launch the first-ever Yamaha V-Twin EFI engines for the outdoor power equipment industry. The Yamaha EFI engines will be available in the market first on select models in Gravely’s ProTurn 200 and 400 lines.

Gravely www.gravely.com

Compact excavator The new KX033-4 compact excavator from Kubota features a Tier IV final diesel engine without the need for DOC or DPF along with a choice of a deluxe factory cab with A/C or four-post ROPS/FOPS canopy.

Kubota www.kubota.ca

Wall system and pool coping Travertina Raw mimics the texture of natural travertine in a concrete material.

Techo-Bloc has extended the collection to include a double-sided, structural retaining wall system, two wall caps and pool coping.

Techo-Bloc www.techo-bloc.com

6 | MARCH 2017 | LANDSCAPE TRADES

Tractor The Steiner 450 tractor boasts an articulating frame, giving it a tight turning radius of only 43.5-in. and the Quick-Hitch System, making it easy to switch between more than 20 attachments.

Steiner www.steinerturf.com

NEW PRODUCTS for 2017

Slab paver Permacon’s new Provence slab is the first product to be enhanced by Satura, Permacon’s new proprietary colouring technology. Easy to install, Provence slabs have a smooth, natural finish and offer dimensional stability due to a dry concrete manufacturing process.

Permacon www.permacon.ca

Tape measure Empire Level has upgraded its tape measure lineup to introduce a new series of autolock and chrome tape measures that will offer upgraded performance in the key areas of durability and functionality.

String trimmer The battery powered M18 Fuel string trimmer from Milwaukee reaches full throttle in under a second and provides up to an hour of run-time per charge.

Empire Level www.empirelevel.com

Milwaukee www.milwaukeetool.com

Stone steps Garden Steppers by Indiana Limestone Company are rugged and durable and are available in grey or full-colour blend, genuine Indiana limestone.

Indiana Limestone Company www.indianalimestonecompany.com

Zero-turn mowers Kubota expands its zero-turn mower lineup with the addition of the Z400 Series, which bridges the gap between the company’s residential Kommander series and the larger commercial Z700 series, both in terms of product features and price.

Kubota www.kubota.ca MARCH 2017 | LANDSCAPE TRADES |

7

NEW PRODUCTS for 2017 Hose reel The HardCore hose reel by Valley Industries is available in manual- and electric-drive units, each made with lightweight aircraft grade aluminum.

The electric-drive units utilize an ultra-heavy duty gearbox system that can be disengaged for easy unspooling.

Valley Industries www.valleyind.com

Compact wheel loader The new John Deere 244K-II compact wheel loader is equipped with a 70 hp, Final Tier IV emission-certified engine that delivers more power over previous models.

John Deere www.deere.ca

Wall system Walk-behind brush cutter The new 28-in. hydro drive brush cutter from Toro is selfpropelled, and has durable components. It can handle nearly any brush up to six feet tall and most saplings up to two inches in diameter.

Toro www.toro.com

The new Modan wall system from Oaks Landscape Products has a smooth surface, faintly beveled edges and a palette of subtly-blended colours, making it ideal for contemporary designs.

Oaks Landscape Products www.oakspavers.com

Waterfall kit Aquascape DIY Backyard Landscape Kits make creating pondless waterfalls and fountains easy. The self-sustaining, low-maintenance and energy efficient backyard waterfalls store water in a sub-surface reservoir and utilize a pump to send water up, and over the waterfall or stream.

Aquascape www.aquascapeinc.com 8 | MARCH 2017 | LANDSCAPE TRADES

Unleash your

CREATIVITY Your clients rely on you to show them what’s possible.

UNLEASH YOUR IMAGINATION with Unilock pavers and walls to create brag-worthy, one-of-a-kind outdoor spaces that build your company’s reputation for style and quality.

Only Unilock offers EnduraColor™ Plus Architectural Finishes.

From the sleek modern lines of Umbriano®, to the historic street paver feel of Town Hall®, this exclusive collection sets a new standard for everlasting beauty.

Learn more about how Unilock products can help your projects stand out - Local territory managers in your area are only a phone call away.

UNILOCK.COM

|

1-800-UNILOCK

The stunning driveway pictured above was created by Kozak Custom Landscapes in Burr Ridge, IL, and features a mix of Umbriano Winter Marvel and Midnight Sky. The linear shape of Artline™ produces a pixelated effect, set off by a border of Series 3000 ® Black Granite and softened by a curved design at the apron.

NEW PRODUCTS for 2017

Telescopic tool carrier

Medium duty truck

Bobcat recently launched the V519 VersaHANDLER telescopic tool carrier for applications that require a compact machine. The units feature a two-stage boom with a reach of more than 10 ft., lift height of 19 ft., and the ability to lift up to 5,500 lbs.

Isuzu www.isuzutruck.ca

Coming to market this summer, the 2018 Isuzu FTR Class-6 medium duty truck is powered by the 4HK1-TC 5.2-litre turbocharged four-cylinder diesel engine, a first in its segment.

Bobcat www.bobcat.com

Compact track loader ASV introduces the large-frame, radial-lift Posi-Track RT-75 compact track loader.

The RT-75 features efficient hydraulics and an innovative, high capacity cooling system while delivering superior serviceability.

Round point shovel The Stanley Fatmax Fiberglass Round Point Shovel features patented ControlGrip technology that offers comfort in any position imaginable, as well as AntiVibe technology to reduce vibration and shock.

ASV www.asvllc.com

Stanley www.stanleytools.com

Lawn care sprayer Valley Industries recently introduced its new Master Manufacturing 200 gallon space saver sprayer for lawn care professionals.

The sprayer features a plastic coated Comet APS41 triple diaphragm pump with exclusive DURAphragm Technology and an oversized Honda GX200 engine.

Valley Industries www.valleyind.com

10 | MARCH 2017 | LANDSCAPE TRADES

Hybrid excavator The new TB216H compact excavator — the first hybrid excavator from Takeuchi — features both an electric motor and diesel engine with its own pump group to power the machine’s hydraulics.

Takeuchi-US www.takeuchi-us.com

Spring May be Right Around the Corner, But This Offer is Right Here Now.

0% APR FOR 48 MONTHS1

AND $

400

OFF2

+

UP TO $

560 with GreenFleet

OFF3 ™

Get $400 off 2 plus 0% APR FOR 48 MONTHS1 Financing on a New ZTrak™ Z930R or QuikTrak™ 652R. Not only is spring in the air but so is a great deal on a new ZTrak 930R or QuikTrak™ 652R mower. Because right now, we’re offering $400 off 2 these incredible mowers. And we’re combining this savings with 0% APR financing for 48 months.1 Better yet, if you’re a GreenFleet Platinum 1 member, you can get an additional $560 off 3 instantly. See your John Deere dealer today for a deal on two great mowing machines.

Keep Mowing

JohnDeere.ca/MowPro

1

0% APR purchase financing for 48 months on select new John Deere Commercial Mowing equipment. Down payment may be required. Taxes, set-up, delivery, freight, preparation charges and a $50 documentation fee will apply. Representative Amount Financed: $50,000 at 0% APR, Monthly payment is $1,041.67 for 48 months, total obligation is $50,000, cost of borrowing is $0. Monthly payments/cost of borrowing will vary depending on amount borrowed/down payment. MSRP cash price based on highest priced product in series as of January 23, 2017: $90,718 (includes $50 documentation fee). Cost of borrowing based on Representative Amount Financed not MSRP cash price. Minimum finance amount may be required; representative amount does not guarantee offer applies. The charge for amounts past due is 24% per annum.

Payments and cost of borrowing will vary depending on amount borrowed and down payment. Minimum finance amount may be required. The charge for amounts past due is 24% per annum. Taxes, set-up, delivery, freight, and preparation charges not included. Dealers are free to set individual prices. Additional fees may apply. Subject to John Deere Financial approval. See participating dealer for details.

Program subject to change, without notice, at any time.

2

Get $400 off the agreed upon purchase price of a new John Deere ZTrak 930R, QuikTrak 652R commercial mower. Attachments and implements sold separately. Some conditions apply. See your participating dealer for details. Offer subject to availability and may be discontinued or modified. Taxes, setup, delivery, freight and preparation charges not included.

3

Get up to $560 off on a new ZTrak 930R, QuikTrak 652R commercial mower with your GreenFleet account. To be eligible for the offer, purchaser must be or become a GreenFleet member and meet qualifying purchase levels. Amount shown above is based on level 1 savings. Qualifying levels and savings will vary depending on the quantity and combination of equipment purchased. See complete membership information and discount details at JohnDeere.ca/GreenFleet or a participating John Deere dealer.

NEW PRODUCTS for 2017 Drop deck trailer The new line of Drop Deck trailers from Miska Trailers features a convenient system that allows the deck to drop fully to ground level and always stays level to provide a minimal degree of entry for safe loading and efficiency.

Miska Trailers www.miskatrailers.com

Vertical lift compact track loader

Loader

The first mid-frame, vertical lift compact track loader from ASV, the Posi-Track VT-70 excels at lift, carry and load tasks as well as heavy digging in industries such as agriculture, construction and excavation.

Available spring 2017, the Avant 200 Series — the smallest loaders in the company’s lineup —will provide indoor/outdoor capabilities for material handling, property maintenance, ground care, landscaping, digging, construction and demolition.

Avant www.avanttecno.com

ASV www.asvllc.com

Paver The new Market Paver from Oaks Landscape Products provides a modern take on heritage. The re-engineered pavers have richly blended tones and are manufactured with ColorBold and EliteFinish technologies.

Oaks Landscape Products www.oakspavers.com 12 | MARCH 2017 | LANDSCAPE TRADES

Wheeled excavators The new F Series wheeled excavators from Cat have a compact radius design that expands versatility and enhances productivity in tight work areas.

Cat www.cat.com

NEW PRODUCTS for 2017 Chainsaw The new CS501P is the lightest professional grade 50 cc chainsaw on the market, according to Echo. Powered with an improved 3.4 hp engine, the 501P delivers 17 per cent more power than its predecessor, the CS500P.Â

Echo www.echo.ca

Backpack blower The new BR 700 from Stihl is equipped with a 4-MIX engine to provide lower fuel consumption and reduced emissions, and is ideal for areas requiring heavy-duty clean-up.

Stihl www.stihl.ca

Construction buckets Designed to take advantage of the improved performance and boom design of the large-frame 332G skid steer and 333G compact track loader, John Deere recently introduced two new 90-in.

Severe-Duty Construction Buckets. They are available with a serrated edge or as a tooth bucket.

John Deere www.deere.ca

Paver The new Eterna pavers from Oaks Landscape Products offer a sleek and modern look. Eterna’s three modular sizes and individual packaging provide vast patterning possibilities with each palette of core and special-order colours.

Oaks Landscape Products www.oakspavers.com

14 | MARCH 2017 | LANDSCAPE TRADES

IT TAKES A TOUGH MACHINE TO CARRY OUT YOUR VISION. Build a loader that’s tough enough to carry out your big ideas, and get a quote from your nearest Bobcat dealer.

Create a landscaping machine that’s perfect for you.

Bobcat.com/LTQuote Authorized Bobcat Dealers

ONTARIO

Bobcat of Kingston

Bobcat of Toronto

Bobcat of Barrie

Kingston 613-546-3336

Brampton 416-679-4172

www.bobcatbarrie.com

Bobcat of London, Ltd.

Can-Am Tractor, Ltd.

Barrie 705-726-2228

Bobcat of Brantford, Inc.

www.bobcatofkingston.ca

London 519-455-4900

Brantford 519-752-7900

www.bobcatoflondon.ca

Bobcat of Cornwall

Ottawa 613-745-5775

www.bobcatofbrantford.com

Bobcat of Ottawa

www.bobcatofottawa.com

www.bobcattoronto.com

McDowell Brothers Industries, Inc.

Carrier Centers

www.bmcdowell.com/bobcat

www.kuceras.com

Bobcat of Durham East, Ltd.

Owen Sound 519-372-0937 www.bobcatofowensound.com

www.carriercenters.ca

www.bobcatofdurhameast.com

Bobcat of Parry Sound, Ltd.

Casselman Farm Equipment, Ltd.

www.bobcatofparrysound.com

bobcat.casselmanfarmequip.com

bobcat.casselmanfarmequip.com

Courtice 905-404-9990

Bobcat of Hamilton, Ltd.

Stoney Creek 905-643-3177 www.bobcatofhamilton.com

Bobcat of Owen Sound

Nobel 705-342-1717

Frankford 613-398-6522

bobcat.johnsequipmentsales.com

Chatham 519-351-4300 • 888-294-8818

Sarnia 519-770-7560 Windsor 519-737-7520 • 888-956-8785

Cornwall 877-244-5593

John’s Equipment Sales & Service, Ltd.

Casselman 613-764-2033

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

Bobcat is a Doosan company. Doosan is a global leader in construction equipment, power and water solutions, engines, and engineering, proudly serving customers and communities for more than a century.

Bobcat ®, the Bobcat logo and the colors of the Bobcat machine are registered trademarks of Bobcat Company in the United States and various other countries. ©2017 Bobcat Company. All rights reserved. | 53144-12

Sudbury 705-566-8190

McGavin Farm Equipment, Ltd.

Walton 877-887-6365 www.mcgavinequip.com

Stratford Farm Equipment (1983), Ltd. Stratford 519-393-6162 www.sfe-sales.com

NEW PRODUCTS for 2017

Brushcutter The new 74 hp Bobcat T595 compact track loader features increased power and performance for pushing or digging applications. The T595 offers a 2,200 lb.-rated operating capacity and improved lift force.

The new Stihl FS 91 R brushcutter is more environmentally friendly than its predecessor, the FS 90 R, and has a larger fuel tank that provides 30 per cent longer run times.

Bobcat www.bobcat.com

Stihl www.stihl.ca

Compact track loader

Automatic mower The new Husqvarna Automower can manage up to 6,000 square metres of lawn in any weather, with rough terrain and slopes up to 45 per cent.

When it meets an obstacle it stops and redirects itself.

Husqvarna www.husqvarna.com

Pavers Unilock’s new Mattoni paver reinterprets classic Roman brick with a modern spin.

Available in a palette of deep, natural colours, the slim format is ideal for curved garden paths, authentic country gardens and classic herringbone patterns.

Unilock www.unilock.com

Battery charger The new 6-Pack Charging Station from Dewalt charges 40V Max series batteries in less than an hour. Once one battery is charged, the charger automatically switches to the next, choosing the battery closest to full charge.

Dewalt www.dewalt.com

16 | MARCH 2017 | LANDSCAPE TRADES

NEW PRODUCTS for 2017 Stand-on aerator The new Classen Pro-SA30 ensures high productivity for a variety of landscaping applications — from residential properties to golf courses — because of its high-quality components, speed and ergonomic controls.

Classen www.classenturfcare.com

Tool storage bags Constructed with 1680D Ballistic Material, the new Milwaukee 18-in.

Jobsite and the 24-in. Hardtop rolling bags are designed to withstand jobsite environments.

Milwaukee www.milwaukeetool.com

Mini track loader Bobcat Company introduces the MT85 mini track loader, which boasts more power, increased lifting capabilities, additional stability and durable components to help operators work efficiently on limited-space jobsites.

Bobcat www.bobcat.com

WORK FASTER…LIFT HEAVIER…

REACH HIGHER DINGO TX1000 Toro.ca

Just try one

Wall system

NOW 2 LOCATIONS TO SERVE YOU

Unilock’s new ArchiTEXTURES wall system provides a sleek, linear aesthetic that blends well with both modern and traditional design. With clean lines and subtle edge details, ArchiTEXTURES is designed for contemporary spaces.

sales@WPEequipment.ca

Unilock www.unilock.com

MISSISSAUGA: 3165 Unity Dr., Unit 4, (Formerly Ashots Power Equipment) 905-569-2055 HAMILTON/DUNDAS: 368 Mill St. 905-628-3055

WPEequipment.ca 18 | MARCH 2017 | LANDSCAPE TRADES

18 | MARCH 2017 | LANDSCAPE TRADES

Because Time Counts Techniseal® Presents

A NEW JOINTING TECHNOLOGY

NO DUST†

NO HAZE

NO WASTE

We used NextGel™ at the Investors Group Field in Winnipeg on 50,000 sq. ft. I was so impressed with how little dust came out of the bags and how little residue was on top. We easily doubled our production.

– Colin Chapnick

J&D Penner Saving Stone, Winnipeg, MB

Very low dust, easy to apply and no haze whatsoever. I definitely recommend it.

– John Brightenstine

The Paver Company, Rancho Cordorva, CA

†

This product contains no dust from additives.

NextGel™ is a revolutionary technology that radically transforms the properties and behavior of jointing sand, resulting in the first ever true “no dust†”, “no haze” and “no waste” sand for a fast and clean installation.

For more information, please contact your Techniseal® sales representative (1 800 465-7325).

JOINTING MATERIAL • PAVER TREATMENT PRODUCTS

Download our free mobile app to watch the new NextGel™ videos.

NEW PRODUCTS for 2017 Loaders Bobcat recently launched the M2Series of skid-steer, compact track and all-wheel steer loaders. Every M2-Series loader is powered by a Bobcat diesel engine, which features a non-DPF design for simple operation, panoramic serviceability, better fuel efficiency and less engine noise.

Bobcat www.bobcat.com

Battery powered trimmer The new FSA 90 R professional battery powered trimmer from Stihl is designed for commercial applications, especially noise- or emissionsensitive areas like school grounds, business districts or hospitals.

Stihl www.stihl.ca

Natural stone The new Elite Blue Granite Mountain Blend from Colonial Brick and Stone is a dark grey to black granite with some lighter grey to white quartz veins throughout the stone.

The natural stone building product consists of 60 per cent ledge rock and 40 per cent squared stone.

Colonial Brick and Stone www.colonialbrickandstone.com

Zero-turn mowers

YOUR SLOPE

SOLUTION NOW 2 LOCATIONS TO SERVE YOU

MISSISSAUGA: 3165 Unity Dr., Unit 4, (Formerly Ashots Power Equipment) 905-569-2055 HAMILTON/DUNDAS: 368 Mill St. 905-628-3055

Introduced to the Canadian market at Landscape Ontario Congress ’17, the PRO Z Line from Cub Cadet is available in 54-, 60- and 72-in. cutting widths.

The zero-turn mowers feature cutting decks with three layers of 7-gauge steel and a rolled leading edge, as well as side reinforcements for additional strength.

Cub Cadet www.cubcadet.ca

sales@WPEequipment.ca

WPEequipment.ca 20 | MARCH 2017 | LANDSCAPE TRADES

20 | MARCH 2017 | LANDSCAPE TRADES

NEW PRODUCTS for 2017 Cobble pavers The new Tribeca Cobble pavers from Unilock have a natural cobble appearance, dimensional accuracy, and feature the EnduraColor Plus finish in Crystalline Basalt or Peppered Granite.

Unilock www.unilock.com

Jobsite speakers The new M12 and M18 jobsite speakers from Milwaukee utilize six full-range speakers and a 40W dual-channel digital amplifier. They can stream high-definition music wirelessly via Bluetooth connection from any electronic device up to 100 ft. away.

Milwaukee www.milwaukeetool.com

Sedum mats Sedum Minimats from Sedum Master are lightweight, easy to handle and offer an array of different sedum mixes. The Minimats can be used for green roofs, planters, living walls, arts and crafts, wedding or tradeshow décor or lawn replacement.

Sedum Master www.sedummaster.com

WPE LANDSCAPE

EQUIPMENT NOW 2 LOCATIONS TO SERVE YOU

MISSISSAUGA: 3165 Unity Dr., Unit 4, (Formerly Ashots Power Equipment) 905-569-2055 HAMILTON/DUNDAS: 368 Mill St. 905-628-3055

Mowing deck The Predator-Pro and ProCat mowers from Bob-Cat now feature the new 61-in. DuraDeck XF cutting deck.

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WPEequipment.ca 22 | MARCH 2017 | LANDSCAPE TRADES

22 | MARCH 2017 | LANDSCAPE TRADES

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NEW PRODUCTS for 2017 Remote irrigation system The new LNK WiFi Module is a small device that plugs into an accessory port on Rain Bird’s ESP-Me and ESP-TM2 controllers to provide remote access and control for residential and light commercial irrigation systems.

All season fuel Toro now offers ethanol-free, 92+ octane All Season Fuel to maximize lawn care and snow removal equipment performance and minimize wear and tear on internal engine parts.

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Balcony awning flex frame With the new flex frame from Nesling, you can change any Coolfit Roller Blind into a full awning. The legs of the flex frame clamp between the floor and the ceiling of any balcony so that no drilling is necessary.

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WPEequipment.ca 24 | MARCH 2017 | LANDSCAPE TRADES

24 | MARCH 2017 | LANDSCAPE TRADES

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NEW PRODUCTS for 2017 Loader The 755i loader from Avant is equipped with the Kohler KDI engine, which meets Tier IV Final emissions regulations without the use of a Diesel Particulate Filter (DPF) or the need for Diesel Exhaust Fluid (DEF).

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Pavers Best Way Stone’s new Trevista Smooth collection offers a smooth surface texture and clean, pristine lines ideal for contemporary designs. Available in 80- and 50-mm thicknesses, Trevista Smooth can be used in both vehicular and pedestrian applications.

Best Way Stone www.bestwaystone.com

Stand-on snow plow Toro recently introduced a snowonly model of the Grandstand Multi Force, which is designed to give snow-focused contractors access to stand-on machines, without having to purchase the mowing deck.

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NEW PRODUCTS for 2017 Turf vacuum The redesigned self-propelled TV35 turf vacuum from Harper Turf promotes time-saving and economical features such as a new cooling system, ergonomic operator station and smooth foot-pedal operation.

Impact wrench Milwaukee Tool recently introduced M18 Fuel 1/2-in.

Mid-Torque Impact Wrenches.

The new tools are similar in size and weight to compact impact wrenches, but deliver 450 ft. lbs. of fastening torque and 600 ft. lbs. of torque.

Harper Turf Equipment www.harperturfequipment.com

Milwaukee Tool www.milwaukeetool.com

Tractor attachments Gravely recently announced several new attachments for its Pro-QXT two wheel, walk-behind tractor. The new attachments include a 32-in. snow blower, 32-in. brush mower, and 36- and 48-in. finishing mowers.

Graveley www.gravely.com

Plank paver The new Manhattan plank paver from Best Way Stone provides a clean, contemporary look with long lines and a smooth surface texture. The 80 mm paver comes with seven different units, all packaged together, for easy linear installation.

Best Way Stone www.bestwaystone.com

Levels Empire’s new range of Next Generation Torpedo Levels consists of a nine-in. Magnetic Reinforced Torpedo Level, 10-in.True Blue Torpedo Level, 10-in.True Blue Torpedo Level with Dual Pitch, and 12-in. Magnetic Reinforced Tool Box Torpedo Level (also available in metric).

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We build each trailer with the attention to detail that has made PJ Trailers the trailer hard-working professionals count on to do their jobs.

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30 | MARCH 2017 | LANDSCAPE TRADES

NEW PRODUCTS for 2017 ProBarrow attachments and accessories New for 2017, ProBarrow has added a line of attachments and accessories to make its electric wheel barrow more versatile. The additions include a large flat deck, a high volume mega-drum, exchangeable battery packs and flat-free tires.

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Zero-turn mower Exmark’s Radius zero-turn mowers are available in three models: E-Series, S-Series and X-Series.

Each features a heavy-duty unibody frame that is fully welded of 2- by 3-in. rectangular steel frame tubes for maximum strength and durability. Exmark www.exmark.com

Wall system The new G-force wall from Techo-Bloc is a hollow-core wall block retaining wall system with a smooth texture and modern look.

The G-force wall is engineered to be light-weight, easy to install and structurally sound.

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LT

Porcelain tiles Mirage is a new line of porcelain tiles from Permacon that provide unique sizes, a nature stone finish and a rich wood-like appearance for residential hardscaping.

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MARCH 2017 | LANDSCAPE TRADES |

31

roadtosuccess

O Canada: To be Canadian I am Canadian. I love being a Canadian. I am proud to be Canadian. For 150 years, we, as a nation, have been struggling to define what it is that marks us as Canadian. In the ’50s and ’60s, so often, we defined ourselves as “not being American.”

Not being something does not define us. It only tells us what we are not, but does not tell us who we are. In the ’70s, we began to recognize our cultural birthright. Writers emerged who gave a podium to the Canadian voice and identity. So did musicians, artists and performers. No longer was our arts community relegated to an inferior status.

Stories began to be told describing who we were and where we had come from. A Canadian heritage became definable.

Most importantly for myself, we recognized the oddities that set us apart, and we learned to laugh at those quirks. We Canadians laugh at ourselves, our sense of humility, politeness and our winters. We even laugh at Canadian jokes. “How do you get 50 Canadians to leave the swimming pool? You ask them.”

Pierre Berton spent much of his time writing about Canada, and through his stories, a portrait of the country emerged.

One of my favourite Berton stories was set at about the end of the Second World War. I was yet to be born, but apparently some soldiers wanted to celebrate and the liquor stores were closed. The soldiers broke the front window of a liquor store and mayhem was the result. A Sergeant Major came along, ordered the men out of the liquor store, instructed them to form a line and allowed only three men to enter the store at a time.

He imposed one other caveat. No wholesale looting. Each soldier was allowed only two bottles each. When we loot, we do so in a civilized manner. I laughed and laughed when I first heard that story. It is such a Canadian 32 | MARCH 2017 | LANDSCAPE TRADES

story. We loot in an organized and polite manner.

What inspired me to write this introduction was an email I received from the editor of this magazine, Lee Ann Knudsen. Lee Ann wrote, regarding another person’s letter, “This is exactly what I want Landscape Trades to do — connect our horticulture community and its personalities across Canada.”

Canada is a vast country, but I don’t have to tell you that. You already know how long it takes to drive across your province, let alone our land. Trying to bring together, unite if you please, business operators from this many geographic locations is a tough proposition.

At one time, we could have started out by writing the one thing we have in common is plants — but that is no longer the strong statement it used to be. At one time, most of us were very much plant-focused. If not selling them, we were planting them, pruning them and maintaining them. While plants once dominated our business model, different products and approaches were added. Paving brick, vertical brick work, fencing, decking, xeriscape, water gardens and anything else that contributed to the landscape became our focus. We had entered into the ‘the outdoor living area’ age. We began to sell barbecues, awnings, deck furniture and fountains. Plants became less of a focus, to the point where I have met landscapers who know very little about ornamental horticulture and nothing about vegetable gardening. Their focus is ‘hard’ landscaping. Fair enough.

The garden centres moved away from a strong emphasis on plants to embrace clothing, purses, jewelry and other fashion items.

Again, fair enough. Each of us has to continually change in order to survive. The adage

BY ROD McDONALD

kicks in: If we do what we have always done, we have to expect that we are going to get, what we always got. Except today, if we do what we have always done, we have to expect that we are going to get a bit less every year.

This past year, I have seen products selling, and selling quite well, at garden centres, that I never thought would sell. If only I could read the future a bit better, I would be at the race track, betting on the winning horses. Think of the money any of us could make for so little work, if only we could read the future with such certainty.

Across the country, this trade of ours has adapted to change. Those who have not embraced change have often been left behind.

When I started out in this business in 1977, there were more than a few greenhouse operators who would not grow in soilless mix or plastic trays. They grew in mud-filled brown maché trays. One operator in my area did not allow customers into his greenhouse until the Victoria Day weekend; he thought customers interfered with his growing. The goal of most greenhouses was to be sold out by June 1. If a customer wanted plants after that date, they were hard to find. Laugh if you must, but that was the way it was back then.

Very few places are still operating in this manner and it is easy for the consumer to find garden plants into the fall. The season is now extended for most of us.

Another similarity that unites the trade across the land is customer service. The box stores and the chains have brought the need for customer service to the forefront. In every province, operators can tell stories of box-store customers calling for information regarding plants and products purchased from Home Depot, Rona, Superstore and Lowes. Gloria from Parkland in Red Deer

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roadtosuccess told me, years ago, about receiving a fax from a woman who had purchased boxed roses at Home Depot. She needed to know how to plant them and she wanted the answer right away. You see, she wanted to plant the roses that afternoon so time was of the essence.

Chop, chop. We laugh. We laugh because all of us have similar stories to share.

Until the 1960s, parents usually taught their children how to plant flowers and vegetables in the garden. Gardens were family efforts. I can remember my mother teaching me to plant onion sets in the ’50s, but that proverbial ship has sailed. Today, many people arrive at our places of business and we are required to go back to the basics. Not everyone knows to water marigolds after planting.

Not everyone knows to remove the plastic pot before planting their newly purchased apple tree, or to handle the root ball gently. Slamming a tree into its planting pit is not a good idea, but that must be explained. It is up to us to teach, to be a centre of learning. Those of us who do so regularly, tend to be more successful.

Customer service is one of those tasks all of us have in common.

Another shared experience for all of us is finding the right mix of staff. We need to find those people who can keep a set of books, those who can unload a truck, those who can deliver products and who can deal with customers. Most of us have learned that someone who is a good grower is not necessarily a good salesperson. Most of

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us have learned that we, ourselves, are not good at every task. One evening, I was in the greenhouse and a customer complained in the form of a question: “Why are your zinnias so small?” One of my staff, who had a very gentle touch to her voice, stepped in and replied, “This is the perfect size for transplanting. Any bigger and they will be set back for a week.” Just the answer to keep the customer happy, and yet I always find myself perplexed by those questions.

All of us have learned the benefits of finding not only good staff, but staff with the right skill set for their job description.

The frustration of dealing with banks and account managers, who either don’t take the time to get to know us or are incompetent, plagues our industry. Michel at High Q Greenhouse in Alberta had difficulties explaining to his lending institution that his greenhouse would grow plants that supplied other greenhouses, a plug operation. The bank just couldn’t fathom that concept. When I showed my account manager the blueprints for my retail store in 1989, his suggestion was that I have a large vehicle door installed at one end.

“That way, if things don’t work out, you can store your vehicles inside for the winter.” Yep. Nothing says retail like a 20 x 12 ft. overhead door.

The commonality that unites us from Newfoundland to Vancouver Island (start singing ‘This Land is Your Land’) is the number of decent people we have, from the irrigation contractor to the nursery grower. At conferences, I am always impressed with the kindness of other operators. They are, for the most part, willing to share what has worked for them and what has not. We have a population of experienced and knowledgeable leaders in this industry. Of course, every region has that one particular person who grates on your nerves, but thank God it is not a room full of those types. In Saskatoon, a group of us were seated together, listening to a lecture on hanging baskets by a grower from Ohio. She was brilliant. Every time she said something, a smart assed remark would be forthcoming from a grower seated in front of us. One of us, who had much more tact than I possess, tapped the opinionated member on the shoulder and asked “Why don’t you let her speak without commenting on everything?” His response? “I would, if she knew what she was talking about.” How rude. How presumptive and how unlike the majority of wonderful people that populate our trade. As I wrote, every area has one of these and I try to avoid them. No doubt, you do, as well.

From coast to coast, Canadian green trades people are so similar and Lee Ann’s magazine, Landscape Trades, helps keep us connected.

Stay connected here and you will stay on the road to success. LT

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.

5204 Trafalgar Rd., Milton, ON L9E 0Y7 Phone 905-878-4244 — Fax 905-878-7888 — Sales 1-888-769-TIMM (8466) www.timmenterprises.com — sales@timmenterprises.com

34 | MARCH 2017 | LANDSCAPE TRADES

34 | MARCH 2017 | LANDSCAPE TRADES

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managementsolutions

Monitor the pulse of your seasonal business

BY MARK BRADLEY

Tracking the progress of a landscape business is trickier than many others.

The landscape industry is highly seasonal.

Winters are unpredictable. Some companies earn no revenue at all during the winter. Then, in spring, sales boom. You’re signing jobs, cashing deposits — only then to hit the dog days of summer and watch things slow again.

It can be stressful and challenging to know if you’re on track, falling behind, or poised for your best year ever. Sure, you get a gut feeling, but do you really know? And are your expenses keeping pace with your revenue, or outpacing it?

Budgeting and monitoring a seasonal business, like ours, isn’t like many businesses where you can take your sales goal, divide by 12 and come up with monthly targets. But you can take measures to better predict success, and reduce stress, by spending a halfday gathering some history. With a few years of accounting data, you can develop trendlines that take the pulse of your company to ensure you’re on track — or to see problems while you still have time to fix them.

Although we can take the pulse of a lot of numbers, we’ve got just enough space in this article to discuss two of the most important

pulse-points to measure: l Whether you’re on track to hit your end-of-year sales goal, and l Whether field productivity is improving, holding steady, or falling off.

Tracking sales goals One of the most important, and simplest, numbers to watch is your sales goal. With a few years of sales history, you can build a benchmarking spreadsheet that will help you know if you’re on track.

Start with a spreadsheet like the one below.

Use your accounting software to pull

CUMULATIVE SALES

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36 | MARCH 2017 | LANDSCAPE TRADES Date:

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managementsolutions a sales history by month for last year, two years ago, and three years ago. Next, enter your cumulative sales by month in the cells.

By cumulative, I mean each month should equal its sales, plus the total of all months prior. (If Jan. sales were $50K, Feb. sales were $60K and March sales were $100K, your spreadsheet should show $50K in Jan., $110K in Feb. and $210K in March.)

Next, copy that table, but instead of sales by month use a formula to calculate each month’s (cumulative) sales divided by the total sales for that year. This will show you, historically, what percentage of your total sales you have earned by the end of each calendar year. (e.g. Jan. 5 per cent, Feb. 11 per cent, March 21 per cent, etc.) If you’ve done it right, each year will hit 100 per cent (your total sales) by the end of December.

Take an average of the last three years and you will know that — over history — you should have sold X per cent of your sales goal by the end of Jan., Y per cent by the end of Feb., Z per cent by the end of March, and so on.

If we know we average 35 per cent of our revenue by the end of April, then at the end of this April, we want to ensure we’ve sold 35 per cent of our sales goal for the year. If we haven’t, we know we need to get caught up!

Monitoring field productivity Nothing will make (or hurt) profit quite like field productivity, so it’s a critical number to watch. You can ‘guess’ at staff productivity by seeing how fast they get out of the yard, or seeing jobs being completed on time, but the numbers can tell you a more accurate story without any guessing. Here’s how we can monitor the pulse of your productivity.

If you’ve read other articles I’ve written, you’ll know I advocate your accounting should separate your field labour payroll from your overhead payroll expenses into different accounts. It allows us to quickly identify how much wages we’ve paid our crews — and it makes the following kind of management much faster and easier.

Use the same spreadsheet you used above.

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PERCENTAGE OF SALES USED FOR PAYROLL

JAN. FEB. MAR. APR. MAY JUN. JUL. AUG. SEPT. OCT. NOV. DEC. ALL 1 year ago 35% 32% 26% 20% 26% 25% 23% 27% 25% 24% 22% 25% 25%

This time, you enter your total field wages (no overhead staff), cumulatively by month.

You’re doing exactly what you did for sales, but this time you’re entering wages for your field staff. By the time you hit Dec., that number should equal your total field payroll for that year.

Just like the previous example, copy this table again, but this time, use a formula to divide last January’s field payroll by last January’s sales. This way, I’m going to see what percent of Jan. sales were spent on field staff payroll. Same for February, except February is going to show you the cumulative total of Jan. and Feb. payroll, divided by the total of Jan. and Feb. sales. Repeat this for the entire year. Then repeat for two years ago and again for three years ago.

Unlike the cumulative sales table, these percentages won’t (and shouldn’t) add up

to 100 per cent by December (you should never be spending 100 per cent of sales on payroll!). Instead, they might look something like the above chart.

This shows you something you already know… but with hard numbers. In January, you likely have more unbillable time, maybe giving the crews some hours around the shop to give them some income. So you spend a higher percentage of your sales on wages. By April, that percentage has dropped dramatically, as you’ve now invoiced a bunch of work (deposits, etc.) on jobs you haven’t spent a lot of hours on yet. That percentage climbs back up in May when crews are pulling a lot of hours getting out of the gates, then it starts to normalize again as the year goes on.

Now simply average each month over your last three years to see the average amount of sales you spend on wages by the

end of each month.

This exercise will help you shine a spotlight on your productivity. Referring to my example above, if you’re at 24 per cent by the end of this May, you are more productive and efficient than normal (you are spending LESS of your total sales on wages). If you find yourself at 30 per cent at the end of this May, you are not as productive/efficient as years past, and you need to start spotting and fixing those inefficiencies now, before it LT is too late.

Mark Bradley is president of TBG Landscape and LMN, based in Ontario.

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legalmatters

Embracing the common-sense ‘culture shift’

BY ROBERT KENNALEY

In a previous column, we discussed the Supreme Court of Canada’s recent call for lawyers and Judges in our country to embrace a ‘culture shift’ to make justice more affordable and litigation more efficient. We would now like to share a recent experience, which led to a Court deciding whether or not what we were doing fit properly within that shift.

In DeGrandis v. 1123951 Ontario Ltd., 2016 ONSC 4335 we acted for a small underpinning and shoring contractor who had been retained by an owner directly to underpin the existing foundations to her home, and excavate a new basement. In keeping with the ‘culture shift,’ we chose to have the wife of the company’s principal/president act as our ‘law clerk’ — taking on tasks such as preparing affidavits of documents, reviewing the documents of the other side and preparing accounting and other summaries of the evidence. We would

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normally have to charge $100 or $150 per hour for our own clerk to perform such tasks. We did so because, in our experience and so long as our new ‘clerk’ was up to the task, the option could save the client tens of thousands of dollars.

In this matter, we prepared for examinations for discovery (which are pre-trial processes in which each side is examined under oath to vet issues and obtain evidence) with the assistance of our client’s wife, who also then attended the discoveries to assist us in that process. When we arrived, however, the lawyer for the other side sharply objected to her presence, falling back on rather old case law precedents to argue that she was not entitled to be in the room as she was not a party to the litigation.

Rather than simply agreeing to the other side’s demands (and after we had reviewed the state of the law in Ontario on the issue), our client decided the incentive of reduced costs was enough for him to hold firm on his request that his wife (my clerk) be allowed to remain in attendance. We accordingly took the position, on the record, that because I needed the assistance of my client’s wife as my clerk, we would only continue with the examination if she were allowed to stay. In doing so, we expressly advised we would rely on the Supreme Court’s recent decision on the need for a culture shift. The other side maintained his objection, without setting out the basis for same. The discoveries did not proceed and the matter ended up in front of the Court for resolution. In its decision, the Court held as follows: “The defendant wishes to have a non-party present at discovery in order to assist counsel. The non-party in question is … the spouse of the principal of the defendant corporation. She is apparently not an employee, officer or director of the defendant. [She] has assumed the role of unpaid law clerk for this litigation in order to keep costs down. It also appears that [she] provides unpaid labour to the defendant from time to time apart from her role in this litigation.

“First, the case law relied upon by both sides establishes that the court has the discretion to permit the attendance of a non-party at discovery in order to assist counsel, depending on the circumstances of the particular case...

“I agree with the plaintiffs that the attendance of the non-party must not disrupt the examination process and the non-party’s role must be limited to assisting counsel. In my view, [her] attendance is appropriate in the circumstances of this case. A signifi-

40 | MARCH 2017 | LANDSCAPE TRADES

40 | MARCH 2017 | LANDSCAPE TRADES

cant number of documents will need to be organized and reviewed. The amounts of the claims are relatively modest but there are many discreet issues to cover.

I see nothing improper about her attendance so long as her role is limited to involvement similar in nature to a law clerk or articling student assisting counsel. It appears to me that this is a sensible way to reduce expenses and the overall cost of litigation. …

“I also agree with the submissions of counsel for the defendant with respect to a litigation ‘culture shift.’ The Supreme Court of Canada has made it abundantly clear that there needs to be a culture shift in how the parties, the bar and the courts approach the resolution of civil disputes.

This approach is reflected in Justice Karakatsanis’ observations in Hryniak v.

Mauldin, [2014] 1 S.C.R. 87 (S.C.C.) beginning at paragraph 23. …

We hope that the culture shift will continue to be embraced in the way we litigate disputes, and that creative ways of managing costs will be welcomed, as opposed to resisted, by all parties to the litigation process.

Time, of course, will tell. Our recent experience, however, gives us room for optimism. LT

Robert Kennaley is a former landscape design/build contractor and an Honorary Member of Landscape Ontario, who now practices construction law in Toronto and Simcoe, Ont. He can be reached at 416-368-2522 or at kennaley@mclauchlin.ca.

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“ It appears to me that this is a sensible way to reduce expenses and the overall cost of litigation.”

INTO EVERY ROLL

“The culture shift referred to by Justice Karakatsanis goes beyond summary judgment motions. It infuses all aspects of civil procedure including, I might note, the allocation of the court’s finite judicial resources. See Farmers Oil & Gas Inc. v.

Ontario (Ministry of Natural Resources), 2015 ONSC 223 (Ont. S.C.J.) at paragraphs 4-8.

“These principles are certainly applicable to the issue involving the attendance of the non-party at discovery.”

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Serving Ontario and Surrounding Areas HAMILTON: 905.389.1315 • CAMBRIDGE: 519.653.7494 GreenhorizonsSod.com MARCH 2017 | LANDSCAPE TRADES |

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industrynews Congress ’17 saw an increase in attendees for the over 600 exhibitors.

Strong attendance at Landscape Ontario’s Congress ’17 More than 13,650 green professionals attended Landscape Ontario Congress ’17, marking the second-largest turnout in the show’s 44-year history. Canada’s premier green industry trade

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show and conference featured over 600 exhibitors at the Toronto Congress Centre Jan. 10-12.

“To achieve modern gardens, landscapes, nightscapes, outdoor living space or to source the latest trends in gardening, our members and visitors need to have a one-

stop buying venue,” comments show manager Heather MacRae. “Congress’ popularity with our contractors makes us proud. Welcoming back retail suppliers and independent garden centre owners, our partners from Garden Expo, added excitement to the show after a 16-year hiatus.”

Congress ’17 was highlighted by the Landscape Ontario Awards of Excellence ceremony, the popular Tailgate Party as well as a fantastic lineup of industry leading speakers and conferences. Hardscape Live! returned for the second year, providing live ICPI hardscape installation demonstrations, and members of the Ontario Provincial Police took audience members through vehicle safety and inspection information on the show floor. Next year’s Congress takes place Jan. 9 -11, 2018.

Labour shortages expected to continue New research suggests that Canada’s horticulture industries are at risk of becoming increasingly vulnerable to labour fluctuations, as their dependence on foreign labour sources rises rapidly, the Canadian Agricultural Human Resource Council (CAHRC) says.

The CAHRC has completed a three-year study on Canada’s horticultural industries, which examined labour-related issues and provided labour market forecasts to 2025. The research revealed that in 2014, horticulture accounted for 107,700 jobs. However, an additional 5,800 jobs went unfilled as a result of domestic labour shortages, and these shortages cost $353 million in lost sales. As horticulture’s labour issues worsen, those costs are likely to rise.

Key factors affecting horticulture’s increasing dependence on foreign labour over the next 10 years include a high rate of retirement among current domestic workers, a shortage of domestic workers with the needed skills and experience, negative industry perceptions among domestic workers, and the tendency of horticultural operations to be located in rural areas where housing and transportation pose challenges. The Greenhouse, Nursery and Floriculture Report can be downloaded at www. cahrc-ccrha.ca/agriLMI.ca.

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Canada Blooms celebrates nation’s birthday There will be a whole lot of red and white at Canada Blooms 2017, as the country’s largest flower and garden festival celebrates the nation’s 150th birthday. With the theme “Oh! Canada,” the festival is inviting design/build professionals and floral experts to dazzle visitors with unique interpretations of the True North, strong and free. With some 30 gardens in the works, this year’s festival promises to one of the most beautiful and vibrant displays of the green professions to date.

“We are proud of the strong relationship we share with landscape professionals and sector groups and look forward to another fantastic show,” said Terry Caddo, general manager of

cultivar collections and a steady decline in the number of plant propagators and growers as consolidation takes place at many levels in the nursery industry,” COPF said in a statement.

“COPF is presently in a strong financial position as a result of strategic cost cutting and an increase in the royalty administration rate. We wish to phase out our activities in a manner that ensures that all commitments to breeders and growers will be met and that royalty administration and monitoring can be carefully transferred to other industry participants.”

Butterfly weed named Perennial Plant of the Year The Perennial Plant Association has selected Asclepias tuberosa the 2017 Perennial Plant of the Year. “With all the buzz about bees and butterflies, why not celebrate an excellent plant known for its ability to support insects and birds and serve as the primary caterpillar food for a beloved North American native butterfly?” the association said.

Commonly known as butterfly weed, the long-lived perennial is native to Ontario and Quebec as well as much of the Continental

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Display gardens at Canada Blooms will reflect sesquicentennial celebrations for Canada.

Canada Blooms. “One example of that connection will be the grower’s group plans to create a display promoting the benefits of using material grown in Ontario. The display will incorporate interactive apple tree grafting provided by Winkelmolen Nurseries, and a different grower will be on-site each day to meet the public and answer questions. It really is an exciting opportunity to get their message out to the public.”

The annual event is set for March 10-19 2017 at the Enercare Centre in Toronto, Ont. For more information, visit canadablooms.com.

COPF announces plans to dissolve The Canadian Ornamental Plant Foundation (COPF) has announced plans to phase out its royalty administration and monitoring services by March 31, 2018.

“The closure of COPF is a reflection of new industry realities including the offshore propagation of herbaceous plants, direct licensing by breeder companies, new germplasm being introduced and monitored by large branded MARCH 2017 | LANDSCAPE TRADES |

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industrynews

Butterfly weed is the 2017 Perennial Plant of the Year.

U.S. With vibrant orange, red and yellow flowers that seem to jump out, butterfly weed is a great addition to a sunny garden with average to dry soils. As the common name suggests, these plants are butterfly magnets. Butterfly weed is a member of Apocynaceae, or milkweed family, including plants with a milky sap poisonous to most insects.

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Hanes Geo Components acquires Terrafix

Chemchina-Syngenta deadline extended

Hanes Geo Components, of Winston Salem, N.C., announced an agreement to acquire Terrafix of Toronto, Ont. John Dowdell, President of Hanes Geo Components, commented, “Terrafix is a clear leader within the Canadian market in the distribution of geosynthetic products. Their expertise in manufacturing of geosynthetic clay liners and their experience in liner installations offer important market expansion opportunities to the Hanes family of companies.”

The Terrafix team will continue to operate as Terrafix. David Fuerth has been promoted from Vice President of Sales to President of Terrafix.

Fuerth commented, “We are excited to join the Hanes team. Our founder Dennis Hewitt built our company on a strong foundation of providing technical support and a high level of service to our customers. These are core values we see within the Hanes team as well. We anticipate a smooth operational transition followed by a renewed commitment to grow our position within the Canadian market.”

European Union anti-trust regulators have extended the deadline for a decision on the $43 billion takeover of Swiss seed and pesticide company Syngenta AG by the state-owned China National Chemical Corp (ChemChina), to April 12, 2017.

Already approved by United States securities regulators, the potential merger marks the latest development in the rapidly consolidating global chemicals industry. A recent report by Reuters media says a source close to the deal believes the two companies may need to sell off a number of minor assets in order to receive EU approval.

Toro acquires Regnerbau The Toro Company has completed the acquisition of Regnerbau Calw GmbH, a privately held manufacturer of professional irrigation equipment. Headquartered in Althengstett, Germany, Regnerbau Calw GmbH manufactures a variety of irrigation products under the Perrot brand,

lettertotheeditor Re: Mentor Moment, Sept. 2016, by Rod McDonald

Dianthus Supra Pink (above) and Zinnia Profusion Red (left) are two of the 2017 All-America Selections winners.

including retractable sprinklers for sports fields, impact sprinklers and coupling systems for agricultural fields, and rain guns for industrial applications.

AAS announces second group of 2017 winners All-America Selections presents 11 AAS Winners for the 2017 garden season. Each of the selections was trialed in North America by professional, independent, volunteer judges during one growing season. Each was trialed next to comparison cultivars that are considered best-inclass among those currently on the market.

The latest group of AAS Winners for 2017 includes Dianthus Supra Pink, Fennel Antares, Geranium Calliope Medium Dark Red, Penstemon Twizzle Purple, Pepper Mad Hatter, Tomato Chef’s Choice Yellow, Tomato Patio Choice Yellow, Verbena Endurascape Pink Bicolour, Vinca Mega Bloom Orchid Halo, Vinca Mega Bloom Pink Halo and Zinnia Profusion Red. These winners were announced in November of 2016, joining Celosia Asian Garden and four edible cultivars announced in July.

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Hi Rod: I just saw your article on Dieter Martin in the September Landscape Trades magazine and thought you did a great job. We were sitting around the lunchroom having some coffee when our shipper opened up the landscape magazine and noted a picture of Dieter Martin, and commented as to whether I knew him. I quickly added that I did, and mentioned how great and hardworking of a guy I knew he is, as he still spends a lot of time around the greenhouse with Nancy. I got to seeing the article after they were done and I banged my head as to who else could have written such a great article on Dieter.

Good job, I think the best point out of it was how we need to be honest with the customer — if you are not, it comes back to bite you.

Hope you have a great year.

Keith Carpenter Van Noort Bulb Company Langley, B.C.

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cnlanews Red Seal Occupational Standard Phase three of the Harmonization initiative has been launched and the Canadian Council of Directors of Apprenticeship (CCDA) is moving forward with an integrated process between the Red Seal Occupational Standard (RSOS) and the Harmonization initiatives. The workshop was in Ottawa the week of Jan. 16, and was two parts — one to build the RSOS and two to discuss the sequencing of training topics with industry tradespeople and training providers. The program is revamping the format and process for developing standards, collecting additional elements of information that can be combined in different ways for different audiences. Participants will be trade practitioners; employers in the trade and instructors training in apprenticeship. Thank you to all industry volunteers that contributed to this and to Richard Rogers for representing CNLA.

Gardening makes ParticipACTION list

Support the future through Skills Canada

To members of the horticultural profession it is obvious gardening has many benefits: it’s relaxing, a great way to spend time outdoors, and it’s aesthetically pleasing. However, the incredible, medically verifiable health benefits are often overlooked — until now.

The organization ParticipACTION, whose mission is to help Canadians sit less and move more, set up the 150 Play List, which is designed to celebrate Canada’s 150th birthday by identifying healthy activities that are integral to everyday life in Canada. Gardening is number 51 on the list, a great reminder to the average Canadian that what you sell at your garden centre, plant, or grow in your nursery is good for their physical and emotional health. Check it out at www.participaction.com.

Skills Canada hosts an annual skills competition for over 40 trades and Landscape Gardening is always one of the most popular events.

Although it moves from province to province, giving it a national platform, provincial competitions are held every year in your home province.

Gold medal winners move on to represent the sector and province at Nationals. The competition is considered to be the Olympics for the trades. No other forum engages industry, educators and competitors from all provinces. This competition has an absolutely incredible impact on youth who have the opportunity to participate. It is the only National Forum to introduce Landscape Gardening to elementary and high school students, parents, teachers and guidance counsellors.

Manager manuals get a facelift CNLA, in partnership with the National Association of Landscape Professionals, has recently updated and re-vamped the Landscape Industry

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sector to Niagara Falls this September.

Plan to take part in Garden Days this year — a 10 day-long celebration of Canadian gardens and gardening, tied into Canada’s 150th celebrations. The objective is to draw attention to our garden culture, history and innovations and to underscore the importance of public and private gardens, the values of home gardening and the promotion of environmental stewardship.

Find an activity or sign your activity up at www. gardendays.ca.

The Canadian Landscape Standard is the

single authoritative resource for landscape construction projects across Canada. This national guideline is the first to set the standard of landscape work in every province across the country. To order a copy, please visit www.csla-aapc. ca/standard.

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The Canadian Nursery Landscape Association is the federation of Canada’s provincial horticultural trade associations. Visit www.cnla-acpp.ca for more information.

A new look for the CLM manuals.

Certified Manager (CLM) manual series. These manuals are excellent resources for training your management team, as well as study material for the Landscape Industry Certified Manager exam.

There are seven modules to the CLM exam, along with seven corresponding training materials. Before challenging the exam, make sure you are up-to-date on your marketing and sales management, human resources management and corporate financial management knowledge — just to name three of the seven areas. Contact the CNLA Professional Development team to order your set of manuals and prepare to challenge the CLM exam and become a Landscape Industry Certified Manager.

Don’t forget There are a lot of things happening this spring and summer as the industry begins to gear up after the winter months. If you have not already registered to attend the International Garden Centre Association’s Congress, do so now!

Spaces are limited as Canada prepares to welcome nearly 200 delegates in the garden retail

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WANTED, LANDSCAPE DESIGNER /ESTIMATOR Preferably with your own business, to work with Bouwmeister Landscaping Ltd., an award winning company that has been in business in York Region and the GTA for over 36 years. Must have experience in design, sales and project management. Bouwmeister Landscaping is highly respected in the industry.

Please contact Gary at garyb@bouwmeiter.com

CLASSIFIED ADVERTISING INFORMATION:

All classified ads must be pre-paid by credit card.

Rates: $62.15 (HST included) per column inch (approx. 25 words). Minimum charge $62.15.

Deadline: 10th day of the month prior to issue date.

January deadline is Nov. 15. Space is limited to a firstcome, first-served basis. Paid ads are also posted to the website for the same month they appear in the printed magazine. To advertise: E-mail your name, phone number and ad to Robert at classifieds@ landscapeontario.com. Website only advertising: Minimum cost is $67.80 HST included for association members and $90.40 HST included for nonmembers, up to 325 words. If over 325 words, an additional $20.00 fee applies. Website ads are posted for 31 days. For more ads and full details, visit www.landscapetrades.com/classifieds. Post employment ads for free at landscape.jobs.

BUSINESS OPPORTUNITIES LAWN CARE BUSINESS WITH OVER 250 CLIENTS FOR SALE Due to a recent new job promotion, I’m looking at selling this business or the clientele list. We have already distributed our renewal forms and have renewals coming in. I’ve owned this business for 10 years. I have a really good reputation, but my career goals have taken me to a different industry. Most of the clients are in Cambridge, the rest are Kitchener/Waterloo and Guelph. I’ve built strong relationships with my customers and I want to sell this business to someone that will keep my clients happy. Our retention rate is great and all our clients are on a lawn care program.

If you’re interested, email lgomes299@yahoo.ca or call 519-837-6090

events March 7-8, Michigan Green Industry Association Trade Show and Convention, Novi, Mich. www.landscape.org March 10-19, Canada Blooms, Toronto, Ont. www.canadablooms.com March 14-17, The World Truck Show, Indianapolis, Ind. www.ntea.com April 1-6, California Spring Trials, www.springtrials.com April 28-May 14, Arbor Week June 17-19, Garden Days, www.gardendays.ca June 20-22, Salon De Vegetal, Nantes, France www.salonduvegetal.com June 20-23, 20th Annual Snow and Ice Symposium, Montreal, Que. www.sima.org June 23, Canadian Water Summit 2017, Toronto, Ont. www.watersummit.ca June 25-28, Garden Centres of America Summer Tour, Norfolk and Virginia Beach, Va. www.gardencentersofamerica.org July 2-18, IPPS International Tour and Conference: European Region. www.ipps.org July 15-18, Cultivate ’17, Columbus, Ohio. www.cultivate17.org

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July 29-August 2, ISA Annual Conference and Trade Show, Washington, D.C. www.isa-arbor.com August 13-16, Toronto Fall Gift Fair, Toronto, Ont. www.cangift.org August 15-17, Independent Garden Centre Show, Chicago, Ill. www.igcshow.com August 23-26, Plantarium, Boskoop, Netherlands www.plantarium.nl August 24-26, Farwest Show, Portland, Ore. www.farwestshow.com

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where to find it COMPANY

PAGE

PHONE

EMAIL

A.M.A. Plastics Ltd 14 800-338-1136 ama@amaplas.com ACCEO Solutions Inc 43 800-561-0500 retail.solutions@acceo.com Allstone Quarry Products Inc. 47 905-939-8491 info@allstonequarry.com Atlas Polar Company Ltd 39 888-799-4422 info@atlaspolar.com Banas Stones 13 905-857-9684 info@banasstones.com Beaver Valley Stone Limited 36 416-222-2424 info@beavervalleystone.com Best Way Stone Ltd 25 800-BESTWAY info@bestwaystone.com Bobcat Company 15 infocenter@bobcat.com Coivic Specimen Trees 46 905-878-9101 info@coivic.com Exmark Manufacturing Co Inc 29 402-223-6300 Ferris 33 Gateway Chevrolet Buick GMC 17 888-921-5581 Gravely 21 800-472-8359 info@ariens.com Greenhorizons Sod Farms 41 519-653-7494 Gro-Bark (Ontario) Ltd 45 888-GRO-BARK keith@gro-bark.com Hermanns Contracting Limited 31 905-939-1230 general@hermanns.ca Hino Motors Canada 37 905-670-3352 info@hinocanada.com Isuzu Commercial Trucks of Canada 28 905-612-0100 tony.parravano@isuzutruck.ca John Deere 11 800-465-9825 LMN 26, 27 888-347-9864 info@golmn.com Makita Canada Inc 44 b.collens@makita.ca Miska Trailers 51 800-306-2111 sales@miskatrailers.com National Leasing 46 866-586-5501 sales@nationalleasing.com Oaks Concrete Products by Brampton Brick 2 800-709-OAKS info@oakspavers.com Permacon Group Inc 52 800-463-9278 PJ Trailers 30 905-658-9905 briansauto@hotmail.ca PRO Landscape by Drafix Software 48 800-231-8574 sales@prolandscape.com Pro-Power Canada Inc 40 800-361-0907 info@propowercanada.ca Proven Winners ColorChoice 23 800-633-8859 sales@springmeadownursery.com Rinox Inc 35 888-855-9999 info@rinox.ca Stihl Limited 5 519-681-3000 info.canada@stihl.ca Techniseal 19 800-465-SEAL info@techniseal.com Thames Valley Brick & Building Products Ltd 49 905-637-6997 info@thamesvalleybrick.com TIMM Enterprises Ltd 34 905-878-4244 sales@timmenterprises.com Unilock Limited 9 800-UNILOCK georgetown@unilock.com Winkelmolen Nursery Ltd 42 519-647-3912 sales@winkelmolen.com WPE Equipment (Windmill) 18, 20, 22, 24 905-628-3055 sales@wpeequipment.ca Zander Sod Co Ltd 38 877-727-2100 info@zandersod.com

WEBSITE

www.amaplas.com www.smartvendor.ca www.allstonequarry.com www.atlaspolar.com www.banasstones.com www.beavervalleystone.com www.bestwaystone.com www.bobcat.com www.coivic.com www.exmark.com www.ferrismowers.com www.gatewaychevrolet.ca www.gravely.com www.greenhorizonssod.com www.gro-bark.com www.hermanns.ca www.hinocanada.com www.isuzutruck.ca www.johndeere.ca www.golmn.com www.makita.ca www.miskatrailers.com www.nationalleasing.com www.oakspavers.com www.permacon.ca www.pjtrailers.com www.prolandscape.com www.propowercanada.ca www.provenwinners-shrubs.com www.rinox.ca www.stihl.ca www.techniseal.com www.thamesvalleybrick.com www.timmenterprises.com www.unilock.com www.winkelmolen.com www.wpeequipment.ca www.zandersod.com

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mentormoment

People, process and portfolio In 2001, Lexi Dearborn launched Dearborn Designs & Associates, a design and build firm in Barrie, Ont., following a 25year career in the hotel and restaurant industries. A graduate of the University of Guelph’s Landscape Design program and a Certified Landscape Designer and Project Manager, Dearborn is an active Landscape Ontario member and has taught landscape design and gardening courses at Georgian College.

Which personal qualities are important in landscape design?

First and foremost, you have to like people. Honestly, if you aren’t a people person, you’re going to have a very difficult time working as a designer. The job for me really is a 50/50 split, with half the time spent in my own head creating wonderful spaces, while the other half is spent learning who the clients are and understanding their needs.

As a designer, we almost beLexi Dearborn come a member of the client’s extended family. If you are good, you want to build that kind of relationship, because you need to understand their dynamics; it is so much more than somebody saying, ‘I want a pool, or I want a new front walkway.’ For me, it’s about finding out who the client is so that I can create the right space.

How do you balance your design style with your client’s vision?

I meet with my clients, we walk their space and I ask them what they want to do in the space. Clients will often say they want the patio here, or the garden there, but I stop them, and bring them back to what they want to do in the space. See, they start by trying to design, but I want their head in a whole other place. I say, ‘Let’s talk about do. Do you want to dine, swim, read, watch birds? What do you want

50 | MARCH 2017 | LANDSCAPE TRADES

to do?’ So now I’ve created a wish list of things they want to do in their space. Then I ask, ‘How would you like it to feel?’ Clients often say they want to feel like they’re in the tropics, or perhaps in the Muskokas. And so that is their homework, and that is the only thing I ask them to do. Once I have their wish list, they are done, and I ask them to let me design the space. I’ve found this process really helps to build trust.

Describe how you build relationships with contractors.

I watch for contractors who do really good work and have some creativity themselves. I also reach out to suppliers and ask them a lot of questions about who is doing a lot of work in our area, and what they think about the work. And then I’ll approach the contractor, after I’ve done some homework, and ask if they would consider doing some pricing. So I start to build the relationship based on the quality of their work and their pricing, and I’ll often go out to take a look at some of their projects.

I develop the relationship slowly, because as a designer, you have to be able to work with a contractor who can read your drawings.

I will often start them out with a couple of small projects. And it also has a lot to do with personalities. I am very particular about my jobsites and the integrity of the drawings. I need to know that the contractor is going to not only do great work, but also provide a high level of service to the client.

Do you have any tips for designers just starting out in the profession?

When speaking with designers that are early in their careers, one thing I always emphasize is the importance of portfolios. As a designer, your portfolio should run off your left hand, regardless of whether it is print or digital. It needs to be your number one selling tool. Particularly during the early years, before you have developed a LT reputation, your portfolio really is critical to landing clients.

Do you have a favourite mentor to recommend? Please send suggestions to editor@landscapetrades.com.

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