October 2016 Landscape Trades by Landscape Ontario

October 2016 VOL. 38, NO. 8

landscapetrades.com

How to benchmark contracting efficiency Attitude underlies sales success Jeremy Miller, mentor, puts employees first

New

INTROS 2016

Annuals Perennials Roses Woody plants

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Contents

OCTOBER 2016 VOL. 38, NO. 8

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

ASSISTANT EDITOR Scott Barber | sbarber@landscapeontario.com 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 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, Myscha Burton, Rachel Cerelli, Tony DiGiovanni CHT, Denis Flanagan CLD, J. Alex Gibson, Jeff Hicks, Jane Leworthy, Heather MacRae, Kristen McIntyre CHT, Kathy McLean, Linda Nodello, Kathleen Pugliese, Ian Service, Tom Somerville, Martha Walsh, 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 2016. 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

Plant Introductions for 2017 The plant breeding world is busy developing new beauty and performance. Landscape Trades' exclusive new plant roundup represents new marketing opportunity for the new year. Page 6

COLUMNS

24 Road to success

Technique is important, but attitude is paramount, when it comes to moving product. BY ROD McDONALD

26 Legal matters

Contractors have specific rights when customers claim jobs are deficient. BY ROBERT KENNALEY

30 Management solutions

Important how-tos: How to quantify your company’s efficiency, and how to compare it against competitors. BY MARK BRADLEY

38 Mentor moment

Jeremy Miller puts employees first, and achieves outstanding growth.

DEPARTMENTS GREEN PENCIL 4 INDUSTRY NEWS 33 CLASSIFIEDS 36 COMING EVENTS 36 WHERE TO FIND IT 37

ON THE COVER: Tilt-A-Swirl hydrangea, entering the Canadian market thanks to Van Belle Nursery.

OCTOBER 2016 | LANDSCAPE TRADES |

greenpencil Roadside shape sparks memory and muse

Sentinel elms

ust driving along, have you ever been surprised to spot an elm? It happens occasionally to me in southern Ontario. Every time it happens, surprise elms bring two thoughts to mind. The first is nostalgia — immediate because emotion happens that way. Readers from generations after mine won’t feel the same, but elms were part of my childhood. They seemed to populate most farmsteads, and elms lined the streets of both small-town and city neighbourhoods. They met overhead in a cathedral arch. I remember summer shade, not heat. The other thought is really a muse: Why did this tree survive By Lee Ann Knudsen Dutch elm disease? A simple search could quantify the disease’s destruction; the story I remember is a major tree species wiped out. Singles here, a rural town’s entire canopy there. The sound of cicadas morphing into chainsaws. But survivors persist, and I can’t help but wonder about each one spotted. Was this one somehow isolated? Did that property owner take some successful measure? Or does this one specimen carry a genetic resistance that could shade landscapes for kids growing up in the 2100s? Speaking of genetics, Landscape Trades again presents our annual survey of new plants with this issue. Starting this year, our new cultivars are publishing in October, moving up one issue from the past. The annuals, perennials, roses and woody plants are an exclusive roundup of new introductions to the Canadian market.

4 | OCTOBER 2016 | LANDSCAPE TRADES

The selections are interesting on many levels. The first level is respect, because plant breeding is an expensive and slow undertaking. Interesting also because “New” drives sales in retail, no question. Genetic improvements are important to grounds management contractors, who must pull every advantage to keep properties sharp. Thanks are due to editor Scott Barber, who spent day upon day sourcing, vetting and editing the selections. We also appreciate receiving horticultural guidance from editor emeritus Sarah Willis. Art direc-

This survivor stands just west of Erin, Ont.

tor Kim Burton brought it all together in a lovely visual presentation. And thanks go out to the plant breeders as well. Perhaps cultivars featured in this issue carry genetics destined to fill voids in future landscapes. L T

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Introducing new plants,

marketing opportunity

Bold colours, distinct textures, extended bloom and greater disease resistance make the new cultivar introductions for 2017 a truly exciting bunch. With new perennials that require less maintenance than ever; hardy, romantic roses bred for the Canadian climate; shrubs that bloom earlier and

new

longer; and annuals with colours that deliver the “wow” factor, 2017 is going to be a great year for the green industry. Enjoy this exclusive preview of new plants coming to the Canadian marketplace next season.

annuals Angelonia angustifolia

‘Cherry Red’ summer snapdragon

The first red summer snapdragon, ‘Cherry Red’ is best known for its large-size blooms and bold colour. It thrives in extreme heat, humidity and drought. Its uniform habit and flowering time makes it easy for high-density production. This well-branched plant ships with less breakage, tangling and shrinkage. Works well in the ground or as an upright component to mixed containers. Grows 30-36 cm tall by 25-30 cm wide. Ball FloraPlant

Impatiens hybrida

‘Bright Coral’ impatiens

The Bounce series of impatiens are not susceptible to downy mildew, yet they offer a high flower count and spreading habit that gives them the look of classic impatiens. Bounce thrives in both sun and shade gardens, but yields its best colour in shade. Plants “bounce back” from wilt when watered without dropping flowers and are available in several colours for baskets and containers. Grows to 36-51 cm in height and width. Selecta One, Ball Horticulture 6 | OCTOBER 2016 | LANDSCAPE TRADES

Canna x generalis

‘Orange Shades’ canna lily

Cannova is the first seed, F1 canna series that offers an easy-to-grow option in this heat-tolerant class. The newest colours for 2017 include ‘Orange Shades,’ which works great as a stand-alone or as a component to blend in mixes. Cannova is versatile — works well in the landscape or as a thriller component in large municipal containers. Grows to 76-122 cm in height and 36-51 cm in width. Ball Ingenuity

Petunia hybrida ‘Balcushlu’ petunia

A new vegetative petunia series with big-time vigour and even bigger landscape performance. The ColourRush series provides mounds of colour for municipal containers. It holds up in the heat and bounces back from rain like a champ. Ideal for landscape applications, balconies and large baskets and is available in blue and pink. Hardy to Zone 9. Grows to 25-30 cm with a spread of 61-91 cm. Ball FloraPlant

Interspecific begonia ‘Megawatt Rose’ begonia

A super-uniform begonia with striking, non-stop flowers, which keep plants covered in huge colour all through the summer. Its sturdy stems hold flowers above the foliage for superior show, and it also performs well in heat and drought, with no deadheading needed. Available with green or bronze leaves. Grows to 51-71 cm in height with a 41-61 cm spread. PanAmerican Seed, Ball Horticulture

Plectranthus scutellarioides ‘French Quarter’ coleus

‘French Quarter’ is versatile and has a stunning colour pattern for full sun to full shade. Its late to never flowering habit makes it a low-maintenance option. The high-impact plants are perfect for large containers or as a back-border foliage plant in the landscape. Its pink colouring adds depth and texture to your landscape designs. Ball FloraPlant

Pelargonium x hortorum ‘Cerise Sizzle’ geranium

‘Cerise Sizzle’ is the newest member of the Dümmen Orange Zonal Geranium group which features dark foliage, medium vigour, and the best zonal heat tolerance on the market. Vibrant blooms atop well-branched geranium foliage make this an eye-popping display perfect for high-traffic areas, window boxes, or patio containers. Savannah series zonal geraniums are a robust, versatile classic. Dümmen Orange

OCTOBER 2016 | LANDSCAPE TRADES |

Angelonia hybrid

‘Perfectly Pink’ summer snapdragon

Artemisia stelleriana ‘Quicksilver’ dusty miller

Ideal for low water combinations and landscapes, the lacy texture and cool silver foliage of ‘Quicksilver’ goes well with everything. With a not-too-tall height and a spread just over two feet, its foliage will artfully weave its way through combinations, playing well with other medium vigour plants. In landscapes, it is useful as a low maintenance spreader to fill in sunny spaces. Use it to contrast with hot pinks and oranges or to create a cool look for hot spaces when paired with white flowers. Grows 15-25 cm tall and 30-76 cm wide. Proven Winners

Replacing Angelface ‘Pink’ this year, ‘Perfectly Pink’ provides larger and more plentiful flowers as well as increased vigour. Angelface varieties make excellent vertical accents in containers and landscapes with their showy spikes of colourful blooms. They thrive in hot, humid conditions, but can handle low water conditions, and bloom all season without deadheading. Grows 46-76 cm tall and 30-46 cm wide. Proven Winners

Impatiens

‘Neon Red’ New Guinea impatiens

SunStanding New Guinea impatiens are a brand new introduction from Dümmen Orange for 2017. Sporting bright flowers over glossy green and bronze foliage, these New Guineas are both striking and sturdy, thriving in most landscape conditions. Uniquely sun loving, the SunStanding series is naturally compact, with great flowerpower at planting and throughout the season. Dümmen Orange

Ipomoea batatas

Sweet Caroline Sweetheart ‘Jet Black’ sweet potato vine

Replacing Sweetheart ‘Purple’ this year is a much deeper purple selection that retains its super saturated colouration even in full sun and hot climates. ‘Jet Black’ is well-matched to Sweetheart ‘Lime’ in leaf size and overall plant size, making it an easy substitute in dramatic combinations where only black will do. Versatile, this sweet potato goes well in baskets, containers or landscapes. Grows 20-30 cm tall and 51-91 cm wide. Proven Winners

Canna x generalis ‘Toucan Red’

‘Toucan Red’ canna lily

These new cannas are fast, vigourous, highly disease resistant and easy to grow. They are ideal for warm climates where they flower like crazy in the heat. ‘Toucan Red’ bears deep red-orange flowers and has lush green foliage. Grows 76-122 cm tall and 46-61 cm wide. Proven Winners 8 | OCTOBER 2016 | LANDSCAPE TRADES

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Begoniaceae

TopSpin ‘Pink’ begonias

The TopSpin begonia line has great branching and vigour. One of the earliest and most uniform green leaf series, TopSpin begonias are ideal for hanging baskets and pots. Syngenta

Gomphrena

‘Purple’ gomphrena

The Ping Pong series of gomphrena delivers an explosion of colour in containers, mass plantings, or as cut flowers. The elegant ‘Purple’ is easy to produce, drought tolerant and requires minimal maintenance. Grows to a plant height of 40-50 cm and width of 20-25 cm. Sakata

Petunia x hybrida ‘Pink Vein’ petunia

The Success ‘Pink Vein’ is one of the earliest, most uniform trailing petunias. A floriferous garden performer, ‘Pink Vein’ is a long lasting bloomer that provides elegant colour in hanging baskets or landscape beds. Benary

Gerbera jamesonii ‘Pink Halo’ daisy

The Majorette series of daisy offers compact plants that are loaded with buds and blooms. ‘Sunset Orange’ provides bright colour and suits quarts and larger containers with multiple plants. Grows to a plant height of 20-25 cm with a width of 25-30 cm. Sakata

10 | OCTOBER 2016 | LANDSCAPE TRADES

Begonia semperflorens Sprint Plus ‘Pink’ begonia

Benary’s Sprint Plus begonias have large, round flowers with strong colours and provide great vigour as young plants. One of the fastest and most uniform begonias on the market, the Sprint Plus series has a compact, round plant habit and superior basal branching. Benary

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woody plants Spiraea japonica ‘NCSXI’

Double Play Candy Corn spirea

This sweet new spirea delights from early spring to fall. The show begins with candy apple red foliage in early spring, and the colour is rich and intense. As the season progresses the foliage transforms to pineapple yellow, creating a unique contrast with the orange new growth. Dark carmine-purple flowers in late spring make this one of the most eyecatching spireas on the market. It will grow in full sun or partial shade, and has good deer resistance. It can be trimmed after flowering. Hardy to Zone 4. Grows 46-74 cm tall and wide. Canadale Nurseries

Cercidiphyllum japonicum ‘HSI1’ Claim Jumper katsura tree

A stunning new form of katsura tree with soft golden leaves from spring to frost. The leaves emerge with a pink blush and unfurl to soft yellow. The more shaded leaves turn green throughout the summer while those in the sun remain yellow. As the leaves drop in fall the air is filled with a delightful scent similar to cotton candy. It needs to be grown with some protection and irrigation to avoid burning, which is typical of many yellow foliaged plants, and it prefers full sun to part shade. Grows to a height of 7 m with a spread of 3.5 m. Hardy to Zone 4. Hillen Nursery

Potentilla fruticosa ‘Jefman’ Mandarin Tango potentilla

Mandarin Tango is a compact plant with orange flowers that have a touch of red from its ‘Red Robin’ parent. This new cultivar blooms all summer and is an excellent choice for foundation plantings that offer full sun. The goal for Mandarin Tango is to be the replacement for the ‘Orange Whisper’ in the nursery trade. Grows 75 cm tall and wide. Hardy to Zone 2. Jeffries Nurseries

Hydrangea macrophylla ‘QUFU’ Tilt-A-Swirl hydrangea

Tilt-A-Swirl’s bold red and green bi-colour blooms deepen to a bright red and green swirl, and keep transforming into new variations from spring to fall. Tilt-A-Swirl was awarded a Gold Medal from Holland’s prestigious Royal Boskoop Horticultural Society, and is new to North America. Grows 91-122 cm tall and wide. Hardy to Zone 5. Van Belle Nursery 12 | OCTOBER 2016 | LANDSCAPE TRADES

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Hydrangea paniculata ‘Rendia’ Diamond Rouge hydrangea

Diamond Rouge is the reddest Hydrangea paniculata on the market, according to Bailey Nurseries. This new variety has abundant, long lasting flowers on strong stems that start white and progress to pink, raspberry red and finally wine red. Flowers start blooming in July and take on red colouration earlier in the season than other pink Hydrangea paniculatas. Compared to Strawberry Sundae, Diamond Rouge is slightly bigger and has distinct raspberry-red flowers that colour earlier in the season. Bred by Jean Renault in France. Hardiness Zones 4-8. Grows to 1.5 m high and 1.2 m wide. Bailey Nurseries

Aronia ‘UCONNAM165’ Mound chokeberry

The Mound chokeberry provides an abundance of small blush-white flowers in spring and has an extreme dwarf mounding. Its foliage turns a bright scarlet-red in fall, giving this North American native three-season interest. Ideal for low-maintenance gardening and mass plantings. Developed by Dr. Mark Brand of the University of Connecticut. Grows 30-60 cm tall and 30 cm wide. Hardiness Zones 3-9. Sheridan Nurseries

Betula x plettkei ‘Golden Treasure’ ‘Golden Treasure’ birch

A dwarf, very compact, cold tolerant birch with a fan-like growth habit. New growth appears in combinations of yellow, red, and orange, while the foliage during the rest of the growing season is a bright green/yellow (chartreuse). Best planted in full to partial sun, its very small flowers appear in early spring. The ‘Golden Treasure’ birch responds well to pruning if a small plant is desired, and it can be pruned to become a low hedge or left to grow naturally and become an accent plant. Once established, this shrub is care free. Hardiness Zone 2. Grows to 60-125 cm tall with a spread of 45-90 cm. Bylands Nurseries 14 | OCTOBER 2016 | LANDSCAPE TRADES

Physocarpus opulifolius ‘SMNPOBLR’ Ginger Wine ninebark

Rich hues of orange-red and burgundy foliage add appealing colour to landscapes all summer long. It’s especially showy in spring, when large white flowers cover the branches before transforming into bright red seed heads. It has sturdy stems and a compact, upright growth habit. Its manageable size makes it a good fit for most landscapes, and the coppery colour combines nicely with many popular landscape plants, especially ornamental grasses. Hardiness Zones 3-7. Grows to 1.5-1.8 m in height and width. Canadale Nurseries

A Hydrangea with MOR MORE Flowers!

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new growth

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blooms A rainbow e of colors as flowers ag rdy and upright ▶ Ruby red stems Stu

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Purple, blue, and ruby

e! MORE Weather Toleranc

avily on old wood winter protection AND new growth with no F after 50 days below 0° green, glossy leaves ▶ Heat tolerant Deep heat resist wilting in summer

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Cold hardy Bloomed he

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roses Rosa ‘Meizorland’ White Drift rose

White Drift is the newest addition to the Drift Series. An ever-blooming ground cover rose which has bright white, fully double blooms, dark green foliage and a very low spreading habit. Perfect for small gardens and combination planters. They brighten up borders and spread delicately around established plants. Hardy to Zone 5. Grows 45 cm tall and 75 cm wide. Willowbrook Nurseries

Rosa ‘KORfizzlem’ Lemon Fizz shrub rose

Features brilliant deep yellow non-fading flowers with glossy green foliage. Exceptionally disease tolerant shrub. Grows 122 cm tall and 91 cm wide. J.C. Bakker & Sons

Rosa ‘KORmaccap’ First Crush Parfuma floribunda rose

This lovely rose has double petal count and exceptionally fragrant blooms on a bushy plant with an arching habit. The First Crush rose has high-centred buds, which open into nostalgic cups and is a continual bloomer with delicate pastel flowers. Grows 120 cm tall and 90 cm wide. J.C. Bakker & Sons

16 | OCTOBER 2016 | LANDSCAPE TRADES

Rosa ‘KORfriedhar’

Poseidon floribunda rose

This vigourous floribunda shrub rose has double petal count and nostalgic cup-shaped flowers that bloom recurrently throughout the season. Black spot and mildew resistant, the Poseidon rose is lavender blue. Grows to 90 cm tall with a 75 cm spread. J.C. Bakker & Sons

new

perennials Hakonechloa macra ‘Sunflare’ ‘SunFlare’ Japanese forest grass

This form of Hakonechloa macra is a sport selected from the popular cultivar ‘All Gold’ and boasts vibrant chartreuse leaves that with more sun become intense golden yellow, randomly highlighted in deep crimson. Fall colouring is a combination of chartreuse and gold saturated with tones of burnt orange and burgundy-red. This neat, strong-growing grass has a compact habit and forms an upright mound with graceful cascading foliage. Suggested settings include woodland, waterside, slope, perennial border, mixed container, mass planting, edging and container specimen. Hardy to Zone 5. Grows 30-45 cm tall with a spread of 45-60 cm. HarkAway Botanicals

Stokesia laevis ‘Blue Frills’ ‘Blue Frills’ Stokes’ Aster

Large vivid-blue flowers with darker centres form a sizeable canopy over leafy flower stems. These easy-to-grow plants have an upright branching habit and dark-green lanceshaped foliage and bloom from July to August in full sun. Ideal for front and middle of borders, informal gardens or containers. Hardy to Zone 5. Grows to 25 cm with a spread of 60 cm. Aris

Armeria maritima ‘Morning Star Deep Rose’ ‘Morning Star Deep Rose’ thrift

Thrift are native to seaside cliffs and are durable perennials for sunny locations. This selection bears deep rose-pink pompon flowers for many weeks starting in late spring with plants that form low cushions of grassy green leaves. Trim off spent flowers to encourage repeat blooming. Great rock garden or edging plant, ‘Morning Star Deep Rose’ can be easily increased by dividing in spring or early fall. Benary

18 | OCTOBER 2016 | LANDSCAPE TRADES

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Coreopsis hybrida ‘Gold & Bronze’ ‘Gold & Bronze’ tickseed

The UpTick series has a tidy, mounded habit that makes it very attractive for landscape designs. This North American native offers bigger flowers and longer blooming for more colour in the garden. Available in stunning new colours: ‘Gold & Bronze’, ‘Yellow & Red’, ‘Cream & Red’, and ‘Cream’. Hardiness Zones 5-9. Grows to 30-36 cm with a spread of 30-36 cm. Darwin Perennials, Ball Horticulture

Hemerocallis ‘Lacy Doily’

‘Lacy Doily’ daylily

Sedum ‘Dark Magic’

‘Dark Magic’ dwarf stonecrop

In Terra Nova Nurseries’ trial beds, its nickname was “Black Broccoli” due to the enormous flower clusters and thick stems. Near black buds open to strong Tyrian-rose flowers that last until the shiny seed heads take over in the fall. ‘Dark Magic’ is a superb pollinator attractor, visited by numerous species of bees and butterflies. Great for sunny borders and in containers. Hardiness Zones 4-9. Grows to 38-51 cm in height and width. Terra Nova Nurseries

This fragrant super bloomer for mid-late summer produces hundreds of double peach flowers with shades of apricot and coral. Daylilies are easy to grow in any sunny garden and require little care once established. Hardiness Zones 3-9. Grows 61 cm high and wide. Valleybrook

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22 | OCTOBER 2016 | LANDSCAPE TRADES

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Penstemon ‘Cha Cha Cherry’ ‘Cha Cha Cherry’ beardtongue

This new addition to the Cha Cha Series has dark cherry-red flowers and an upright, bushy habit. It is very free-flowering and blooms from spring to late fall. The lovely dark seed heads are great for arrangements. Perfect for mid-border collections of plants where bright colour is needed, large mixed containers and mass plantings. Grows to 61-56 cm in height and width. Terra Nova Nurseries

Paeonia lactifolia ‘London’ ‘London’ patio peony

A compact charming peony that produces frilly, raspberry-pink, double flowers. Its strong stems, ease of flowering and very compact growth habit make it very suitable for growing in containers as well. It matures to 50-55 cm high and wide. Hardy to Zone 3. Willowbrook Nurseries

Salvia x hybrid ‘Caramia’ ‘Caramia’ Salvia

Developed to replace Salvia ‘Caradonna,’ ‘Caramia’ boasts three times more flower power and a growth habit that’s 30 per cent more compact. Salvia ‘Caramia’ is pushing boundaries with a flower power nearly rivaling annuals, but with the low maintenance attributes of a perennial. Dümmen Orange

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roadtosuccess

Good selling: Technique and attitude I was at a function honouring a local, independent shop owner. One of the speakers told a story: when a non-buyer entered the shop, the owner would comment, in a rather loud voice, “another looker.” Some laughed; I was not one of those laughing. After working retail for all of these years, I have heard this attitude before. Staff members and owners muttering “just a lookielou” or other disparaging remarks. I get it. Dealing with the public is difficult. You can get time-wasters who beset you, when you really want to sell. Here is the kick: I, as a customer, have often checked out a store, just to see what product lines they carry. I have no intention of buying that particular day, but I do file their specialities away in my memory bank, and when the time arises, I return. If I am treated poorly — as in, less than respectful — do you think I am anxious to return? Of course I am not willing to return, and neither would you. Yet, here was a store owner announcing “another looker” to all, and people thought it funny! Lest a reader think I am getting up on a high horse, let me assure all, I have made many (and by many I mean a lot of) mistakes in my time. Many times I have wished for a do-over, a second chance to respond to a customer in a more receptive way. For me, as with you, it is always easy to answer questions when we are well rested, but not so easy at the end of a 12- or 14-hour day, with no supper in sight. Cranky is an understatement. The challenge for us has always been to ensure when we answer the same question, for the 20th time, we answer as if it were brand new. “How high does this potentilla grow?” “What colour does this lilac bloom?” “If I buy two apple trees, do I get a discount?” I don’t need to write more. When a new person enters our operations, the question is: Do we want a sale right 24 | OCTOBER 2016 | LANDSCAPE TRADES

now, or do we want to build a relationship, a customer for life? If I want to sell something right now, I am going to be pushy and insistent. Even if the customer buys, she might never return. My wife would avoid a woman’s clothing store near us. She liked the quality, she thought the prices were acceptable (if a little on the high side), but she avoided it because the sales staff pushed and pushed and pushed. A dress could be too small or too large and invariably the comment would be “that looks wonderful on you. I will wrap it up so you can take it home.” The sales staff always wanted to sell her whatever she was trying on, instead of saying, “That’s not really your size. Let me find something more suitable for you. Here’s one I think will look good on you. ” Trust is the foundation of every business relationship. If trust has been established, sales actually become quite easy. Whether we are selling or buying, the preceding statement holds true. I can walk into my favourite men’s store and be sold a suit, shirt or pair of shoes, based upon the fact they have more than once told me not to purchase an item. They have better fashion sense than I do, and they know the pros and cons of different products. I was thinking of buying a suit and my sales rep told me it was too heavy, except for the coldest days of winter. Most of us want a three-season suit, not a one-day suit. When dealing with customers, most of us have learned to choose our words carefully. The adage is, “Long after who said what is forgotten, how you were made to feel will be remembered.” For customers, there is no greater insult than to be dismissed. I was speaking with a garden centre manager (not mine) who complained about a fussy customer. The manager said, “It is not my job to make her happy.” Actually, it was

BY ROD McDONALD

the manager’s job to make the customer happy. The customer had shopped with me many times, and all she wanted was the nicest plants. If you provided her with only the best, she was easy to get along with — but if you tried to include a sub-standard plant in her order, she balked. They are not coming to us for the cheap stuff; our customers want the good stuff. Providing the good stuff is how we make them happy. And if you don’t realize that it’s your job to make your customers happy, then you don’t get it. Not only is it important to meet customers’ expectations, it is important to exceed those expectations. I am not the first person to have written that statement but it is one of those universal business truths that needs to be put out there again and again. I am writing this story from Edmonton, not Regina, as we are visiting our children and granddaughter. We had breakfast at a small café along Whyte Avenue yesterday morning. Whyte Avenue is the main drag of Old Strathcona, a lovely part of Edmonton. The waitress taking care of our table was perhaps the most pleasant waitress I have ever had in my life. She was polite, happy and accommodating. I sensed it was her personality, and not just a hustle for tips. I asked her before we left, “Are you always this happy?” She had an excellent response, one that impressed me. “Most days, I am happy and enjoy life. I really look forward to meeting new people as well as my regular customers. There are days when I don’t feel all that happy but I put on a smile anyways and soon, I feel better.” Wow! Years ago I was told, “When we serve the public, no one wants to know that our dog died that morning.” I wished I could remember to put on a smile even when I don’t feel like it. I know it would make my life easier and better.

I am a good salesperson but not a great one. I am not feeling sorry for myself nor am I putting on an act of false modesty. The reason I know I am only good is that I have worked with great salespeople. I worked with a woman who specialized in selling perennials. Her product knowledge was excellent but it was her big smile and “Hi, how are you?” personality that won people over. If she sensed the customer was a dedicated gardener, she would show the newest introductions. If the customer was a newbie to the world of perennials, she would introduce that person to basics. If a newbie wanted to purchase an expensive plant, she had the decency to explain they should start out with the basics, until they had acquired the skill set and desire to carry on with perennial gardening. People were lined up to talk to her. She sold with great enthusiasm, but she never sold something a gardener was not ready to handle. That is how you build a clientele. By watching great sales people, I learned how to improve my own skills at selling. Recently, I went along with a landscape contractor who was meeting a customer who wanted some high-end flower beds. I was asked to join the conversation, as the contractor had never planted beds so large. The contractor kept asking the customer which plants he wanted, and communication quickly broke down as the customer was not a dyed-in-the-wool gardener. I had been listening for what was being said, and what was being heard. Over the years, I have learned to listen to my customers, instead of trying to impress them. Salespeople can talk themselves out of jobs easier than they can talk themselves into them. I stuck my nose into the conversation, saying, “What you really want is a riot of colour.” “Yes, yes! That’s what I want.” “And that’s what we will give you, a riot of colour. Now, what are your favourite colours and what colours do you not want?” I never discussed varieties with the customer, only colour. He did not care about varieties. All he wanted was lots and lots of colour in his flower beds. We were to fulfill that request. The sale was now a foregone conclusion. Finding what it is the customer really wants from you, your products, your operaOCTOBER 2016 | LANDSCAPE TRADES |

tion, is what your job is all about. As to the garden center manager who told me it was not her job to make customers happy, she is no longer a part of our trade — and it was not her choice to leave. Exceeding expectations and making our customers happy, while not always easy, does keep all of us on the road to success. Now, please forgive me, but I have to run a race against a three-year-old who thinks

she is faster than me. Grampas do those sort LT of things. 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.

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legalmatters

Back-charges for deficiencies, and fundamental breach BY ROBERT KENNALEY

In 2010, the owners of a property in Ottawa hired a contractor to build a home and then install a stone facade around it. Under the contract, the owners were responsible for supplying the stone. There was no question the stone would have to be on site upon completion of the home, to ensure the wall could be completed before winter weather set in. The contractor said he was ready for the stone by late September, but it was not on site. The contractor then left the premises. Some of the stone was supplied in early November, but not all. The contractor started the stone installation on Nov. 3, but soon ran out, prompting him to leave the site for a second time. By now, of course, the contractor was running into cold weather and associated impacts on exterior wet-laid stone installations. The contractor suggested the work could be completed in spring, at no additional charge. However, the owners insisted that work proceed immediately. The contractor advised that proceeding would be possible, but there would be an additional charge to tarp and heat the work areas. The contractor said the owners balked at the additional cost, and told the contractor to leave the site. The owners denied this, say-

ing the contractor was not ready for the stone until November, and therefore the contractor should have incurred costs for the winter work. They also denied telling the contractor to leave the site. The contractor sued for the balance owing on his contract, and the owners counterclaimed for delays and the costs of rectifying and completing the wall. The contractor’s claim took four days of trial time to resolve. The Court held for the contractor on virtually all issues, holding that on every contested issue the contractor’s witnesses were credible — and the owners were not. One interesting issue related to deficiencies: because the walls were incomplete when the contractor left the site, the contractor admitted (not surprisingly) that there were some deficiencies. He said, however, that he intended to address deficiencies at the end of the job, and remained willing to do so at all material times. The owners did not ask the contractor to address deficiencies, but attempted to back-charge the contractor for the cost of rectifying them. The owners argued the contractor should be paid only for the value of the work he had performed, up to the date he left the jobsite. Why, they won-

dered, should an owner have to pay more than the value of work actually received? Owners often try arguments on ‘for size.’ Sometimes, they argue they have ‘lost confidence,’ and don’t trust the contractor to do work properly and in a timely fashion. Sometimes they argue the contractor improperly abandoned the project and walked off the job, telegraphing to owners he had no intention of responding to deficiencies under warranty. In other circumstances they argue none of the above matters: the contractor should not be paid more than the value of work performed. In its decision, the Court referred to a number of cases which had established a contractor has a right to return to a jobsite to repair deficiencies in certain circumstances. Upon analyzing the cases, the Court determined when work stops on a construction project, the Court must then decide which of the parties breached the terms of the agreement. The Court held that it is reasonable for the owner to provide the contractor with an opportunity to return to correct deficiencies, if: l the contractor was prepared to correct deficiencies at no charge,

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there was no ‘fundamental breach’ by the contractor, and l there was no urgency requiring immediate repair. The Court further held that if the owner then fails to provide reasonable opportunity to correct deficiencies, the owner is not entitled to back-charge costs of having the deficiencies repaired by a third party. A fundamental breach is a breach which goes to the ‘root’ of the contract. It is the type of breach that allows the other side to say: ‘Because of this breach, I did not get something which was so fundamental to the contract that I now, because of the breach, consider the contract to be at an end.’ Fundamental breaches are significant, and fairly rare. For example, where an owner contracts for a marble floor comprised of 2 x 4 ft. pieces in a herringbone pattern, and the contractor installs 1 x 1 ft. ceramic tile, the owner can claim fundamental breach, consider the

contract as at an end and refuse to allow the contractor to rectify deficiencies. Where, however, there are merely deficiencies in the installation of the 2 x 4 marble, the contractor is entitled to rectify the deficiencies, so as to mitigate damages. The analysis set out in this case (Rocksolid v. Bertolissi, 2013 CarswllOnt 16468) is generally applicable to the relationship between parties further down the construction ladder (between contractors and subcontractors, and between subcontractors). It is also generally applicable in most Canadian jurisdictions, although each case should be considered on its facts and in accordance with applicable local jurisprudence. Contractors and subcontractors should therefore be aware if deficiencies are allegedly outstanding, in the event of a dispute with the person who hired them, they should consider making it very clear to the other side they remain willing and able to rectify any actual deficiencies in their work, so long

as they are paid. In many cases, they should request particulars of the alleged deficiencies, and an opportunity to attend the site to review the same (in order to assess whether or not they agree the deficiencies are, in fact, their deficiencies). In this way, they position themselves to take advantage of this line of case law, in the event (as often occurs), the other side refuses to cooperate and give the opportunity to attend, review, and correct LT deficiencies. Robert Kennaley 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.

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managementsolutions

How efficient is your landscape company?

BY MARK BRADLEY

Another day, another job

supposed to start — but your crews are standing there without the right tools or materials. Someone jumps in the truck to go back to the shop to get a tool. The crews left on site start another task, but they are not working in the right order. Materials get moved and moved again to work around piles. We have to work around (or on top of!) work that’s almost finished. The job was supposed to be finished in five days, but it’s day seven and it might still be another day before it’s finished. Normal, right? Or is it? Just how big a problem are these mistakes? What’s it costing us? Every contractor reading this knows mistakes cost money — but it’s hard to put a finger on just how much. Lucky for us, we can actually come up with an accurate estimate of the cost of inefficiency using a simple company metric — our efficiency rating — to measure productivity. This rating compares actual sales to potential sales. It compares “What did we earn?” vs. “What should we have earned?” Here’s how to calculate your company’s efficiency:

Step 1: Calculate potential earnings at 100 per cent efficiency Calculating what you should have earned isn’t just a guess. With a few basic numbers, you can calculate your potential. l Total payroll hours for field staff (only field workers, no office staff) l Total job expenses (materials, subcontractors, other and equipment, assuming you don’t count equipment as overhead) l And your usual (or average) markups for pricing

30 | OCTOBER 2016 | LANDSCAPE TRADES

Let’s use a sample set of numbers for an average landscape company: Annual payroll hours for field staff Annual equipment expenses Annual material expenses Annual subcontractor expenses Annual rentals and other

15,000 hours $120,000 $250,000 $25,000 $5,000

All these expenses listed above are job expenses. If you’ve estimated correctly and charged your estimates correctly, you should be able to recover almost all of these expenses from your paying customers. Start with labour, and remember to only include hours for your field staff. The company above has 15,000 field labour hours. If their average charge-out rate was $50/hour, then they had $750,000 in potential sales from labour. Next, calculate how much revenue you should have earned from your other job-related expenses. Apply your pricing system to your job costs to estimate what you should have earned from those costs. For the example below I used a multiple overhead recovery system to add overhead and added a 10 per cent profit to estimate what we should have earned based on these costs. To calculate estimated revenue for each

Step 2: Calculate your actual efficiency Now it’s simple to calculate our actual efficiency. Simply take your actual sales and divide them by your potential sales to calculate the percentage of potential revenue you are actually realizing. If the company we’re looking at had actual sales of $990K, then its efficiency rating looks like this: $990,000 (actual sales) divided by $1,256,942 (potential sales) = 78 per cent. This sample company earns 78 per cent OVERHEAD MARKUP

Equipment expenses Material expenses Subcontractor expenses Rentals and other

cost, we multiply the cost by (1 + the overhead percentage), then divide that subtotal by (1 – the profit percentage). Example: $120,000 x 1.25 (25% overhead markup) = $150,000. $150,000 divided by .9 (which comes from 1 - .10 (profit of 10 per cent) to get estimated revenue of $166,666. Confused? Watch this video: http://bit.do/profitmargin. It will fix an extremely common pricing mistake. These two numbers tell us exactly what our sales potential was: $750,000 (sales from labour) + $506,942 (sales from other job costs) = $1,256,942. If you recovered all your job costs from your paying customers, you should have earned a little over $1.25 million in revenue this year.

$120,000 $250,000 $25,000 $5,000

25 per cent 10 per cent 5 per cent 0 per cent

PROFIT ESTIMATED MARKUP REVENUE

10 per cent 10 per cent 10 per cent 10 per cent

$166,666 $305,555 $29,166 $5,555

Total estimated sales

$506,942

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managementsolutions EFFICIENCY RATING

RANKING

70 per cent or less 70 - 75 per cent 75 - 80 per cent 80 - 85 per cent 85 - 100 per cent

Below industry average. In danger of business failure. Below industry average. Struggles to be consistently profitable. Industry average. Companies in this range are typically profitable, but net profit is typically less than 10 per cent. Better than average. Companies in this range typically generate consistent profits between five and 10 per cent. Best in class. Companies in this range typically generate net profits of 10 per cent per year, or more. In our experience, fewer than 10 per cent of landscape companies consistently average an efficiency rating of 85 per cent or better.

of the revenue it should be earning in a perfect world. That doesn’t seem too bad — it’s very close to 80 per cent, but think about how much money went unrecovered. This company has lost $266,000 — or 27 per cent of its total sales — to mistakes and unrecovered costs. Ouch. The light at the end of the tunnel is that a company missing $266K in revenue has all kinds of opportunity to improve profits. They are already paying the costs; we’ve counted the labour, material costs, etc. They just need to better convert those costs into earned revenue by reducing mistakes, improving estimates, improving on-time performance and more.

To help benchmark yourself against industry averages, see the chart above for how landscape companies typically stack up when it comes to efficiency. The bottom line: Quantify your company’s efficiency to get a handle on opportuniLT ties for improved profits.

Mark Bradley is the president of TBG Landscape and the Landscape Management Network, based in Ontario.

Companies can improve profits by reducing mistakes and improving performance.

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industrynews Feds pledge $1.1 million to promote markets The Ministry of Agriculture and Agri-food recently promised up to $1.1 million in funding for the Canadian Nursery Landscape Association (CNLA) to “grow the domestic and international markets for Canadian ornamental horticulture.” Stephen Fuhr, Member of Parliament for Kelowna – Lake Country, made the announcement at the National Awards of Landscape Excellence Gala in Kelowna, B.C. on Aug. 17. “Our government is proud to support the Canadian Nursery Landscape Association as they grow their industry and our economy,” Fuhr said. “This investment of up to $1.1 million will help Canada’s horticulture farmers expand their markets in Canada and abroad, generating greater returns and recognition across borders for Canadian ornamental horticulture.” CNLA President Rene Thiebuad said, “The funding provided through the Growing Forward 2 initiative will allow the Canadian Nursery Landscape Association to invest in a variety of valuable projects dedicated to increasing the domestic and international markets for the Canadian ornamental horticulture, specifically the nursery and landscape sectors. The increased marketing opportunities for Canadian nursery and landscape products will benefit the entire value chain, from the grower to the consumer.” The funding will help the CNLA promote and showcase nursery products to buyers in Canada and around the world through marketing

activities, trade shows, and hosting sales missions. The CNLA will also meet with industry partners in the United States and Mexico to discuss common issues and future opportunities.

Gardening personality Esmonde-White dies Anstace Esmonde-White, a long-time gardening television and radio personality in Canada and the United States, passed away Aug. 21. She was 96. Esmonde-White hosted From a Country Garden on PBS from 1986 to 1999 with her husband Larry at their Kemptville, Ont. farm. The couple were also regulars on CBC television and radio for many years. Born in Ireland, Anstace and Larry, who passed away in 2013, immigrated to Canada in 1948. In 1971 they purchased Evergreen Farm, a stone farmhouse with five acres of land south of Ottawa, and created the beautiful gardens that would become the background of their shows and books. “Her impact was really quite large in that she made everybody understand and thoroughly believe that they could do it,” Ed Lawrence, CBC Ottawa’s gardening specialist told the national broadcaster. “You had to trust her, she looked like your grandmother!” Ottawa contractor Tim Kearney knew An-

stace for many years. “(Anstace and Larry) singlehandedly created relevance for our industry,” Kearney said. “To this very day, we (as an industry) struggle with creating relevance; struggle to find an answer. Perhaps we needed to look no further than to know that Larry and Anstace Esmonde-White created relevance by being honest, frowning upon malpractices, and mentoring the young bucks to reach for higher goals.”

John Deere recalls lawn tractors John Deere has recalled lawn and garden tractor models X710, X730, X734, X738 and X739 with serial numbers beginning with 1M0X. The tractor’s reverse implement option (RIO) system can fail, posing a laceration hazard to bystanders. RIO is a safety system that shuts off power to the mower blades when the machine is placed into reverse. Consumers should contact a John Deere dealer for a free repair. John Deere is contacting all registered owners of the recalled lawn and garden tractors directly. No injuries have been reported from the 166 affected tractors sold in Canada.

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industrynews Dümmen Orange opens new North American headquarters The Dümmen Orange team celebrated the official opening of their new North American headquarters this summer. The office, located on the sixth floor of the 250 S. High building in downtown Columbus, Ohio, was recently relocated from a smaller office in nearby Hilliard. The move supports the company’s vision to be integrated into a vibrant and inspiring community, and provides a bright, modern workspace for approximately 30 employees. Perry Wismans, managing partner for Dümmen Orange, shared his insights on the significance of the move. “Here in Columbus, we now have a superb new office of which we can be proud and that will assist us in providing a great customer service experience.”

AAS honours hort industry veterans All-America Selections recently honoured two horticulture industry leaders at its annual awards banquet, held at Rotary Botanical

Dümmen Orange celebrates its new location in Columbus, Ohio.

Gardens in Janesville, Wisc. The banquet culminated a three-day event where industry representatives, judges, breeders, growers, retailers and resellers gathered to visit All-America Selections Trial Grounds and Display Gardens in and around Madison, Wisc. Jim Nau of the Ball Horticultural Company re-

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Takeuchi launches telematics system Takeuchi-US recently announced its new telematics system, Takeuchi Fleet Management (TFM). The new monitoring system checks the health of Takeuchi equipment and minimizes repair calls with real-time machine information, the company says. Features include remote diagnostics that reduce service trips by capturing run hours and equipment data. Utilization tracking allows the operator to make decisions based on actual equipment use and schedules maintenance. This saves time, parts and money by avoiding unnecessary maintenance. “The new TFM feature will provide operators a greater capacity to maximize profitability, reduce downtime and improve efficiency,” said Jonathan Martinez, project manager at Takeuchi-US. “It eliminates any guessing game to make TFM users aware of any issues in real-time. This is an exciting new addition to our lineup.” LT

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SERVICES AND SUPPLIES BOOKKEEPING/ACCOUNTING/ TAX AND RELATED FILINGS Everyone has their area of expertise and specialization. My area is to implement simple and effective smartphone mobile real time or traditional bookkeeping/accounting systems for the small construction contractors and sub contractors, and preparation of on time tax and other filings (GST/HST, payroll, WSIB, corporate or personal income taxes for contractors). If you are looking to use your time more efficiently and avoid unnecessary interest and penalty charges due to late tax filings call for a free 30 minute consultation on how best to set up or improve your books in today’s fast-paced business world. Contact Michael Vumbaca, Chartered Professional Accountant Email: michaelvumbaca@bellnet.ca or (416) 769-2890

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 first-come, 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 non-members, 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.

events October 5-6, Canadian Greenhouse Conference, Scotiabank Convention Centre, Niagara Falls, Ont. www.canadiangreenhouseconference.com October 19-21, Green Industry and Equipment Expo + Hardscape Expo, Kentucky Exposition Center, Louisville, Ky. www.gie-expo.com October 26-29, Communities in Bloom 2016 National Symposium on Parks and Grounds and Awards Ceremonies, Regina, Sask. www.communitiesinbloom.ca November 16-18, FIHOQ Expo, Centrexpo, Drummondville, Que. www.fihoq.qc.ca November 17-18, Green Industry Show and Conference, Edmonton EXPO Centre (Northlands), Edmonton, Alta. www.greenindustryshow.com November 21-23, HortEast www.horteast.com November 30-December 2, New England Grows, Boston Convention and Exhibition Center, Boston, Mass. www.newenglandgrows.org November 30-December 2, The Buildings Show, Metro Toronto Convention Centre, Toronto, Ont. www.thebuildingsshow.com December 5-9, International Irrigation Show & Conference, Las Vegas, Nev. www.irrigation.org January 10-12, 2017 Congress Trade Show and Conference Toronto, Ont. www.locongress.com January 10-12, Northern Green Expo, Minneapolis, Minn. www.northerngreen.org January 11-13, The Mid-Atlantic Nursery Trade Show, Baltimore, Md. www.mants.com January 16-18, CENTS 2017, Columbus, Ohio. www.centsmarketplace.com LT

36 | OCTOBER 2016 | LANDSCAPE TRADES

where to find it COMPANY

PHONE

WEBSITE

A.M.A. Plastics Ltd 16

PAGE

800-338-1136

ama@amaplas.com

www.amaplas.com

Allstone Quarry Products Inc. 33

905-939-8491

info@allstonequarry.com

www.allstonequarry.com

Atlas Polar Company Ltd 23

888-799-4422

info@atlaspolar.com

www.atlaspolar.com

Bailey Nurseries 15

800-829-8898

www.baileynurseries.com

Beaver Valley Stone Ltd 32

416-222-2424

www.beavervalleystone.com

Ford Motor Company of Canada Ltd 9

905-845-2511

www.ford.ca

Gravely 39

800-472-8359

info@ariens.com

www.gravely.com

Greenhorizons Group of Farms Ltd 25

519-653-7494

info@justsodit.com

www.justsodit.com

Gro-Bark (Ontario) Ltd 28

888-GRO-BARK

keith@gro-bark.com

www.gro-bark.com

JC Bakker & Sons Ltd 35

877-816-6608

nursery@jcbakker.com

www.jcbakker.com

John Deere 11

800-465-9825

www.johndeere.ca

Kubota Canada Ltd 19

905-294-7477

info@kubota.ca

www.kubota.ca

Landscape Management Network 20, 21

888-347-9864

info@golmn.com

www.golmn.com

Oaks Concrete Products by Brampton Brick 2

800-709-OAKS

info@oakspavers.com

www.oakspavers.com

OpenLots 27, 34

888-293-7885

info@openlot.ca

www.openlot.ca

PRO Landscape by Drafix Software 37

800-231-8574

sales@prolandscape.com

www.prolandscape.com

Proven Winners ColorChoice 40

800-633-8859

sales@springmeadownursery.com

www.provenwinners-shrubs.com

Stihl Limited 5

519-681-3000

info.canada@stihl.ca

www.stihl.ca

Thames Valley Brick & Building Products 34

905-637-6997

info@thamesvalleybrick.com

www.thamesvalleybrick.com

Unilock Limited 13

800-UNILOCK

georgetown@unilock.com

www.unilock.com

Van Belle Nursery Inc 17

604-853-3415

bill@vanbelle.com

www.vanbelle.com

Wajax Equipment 29

780-851-9490

www.wajaxequipment.com

Winkelmolen Nursery Ltd 36

519-647-3912

sales@winkelmolen.com

www.winkelmolen.com

Zander Sod Co Ltd 22

877-727-2100

info@zandersod.com

www.zandersod.com

info@beavervalleystone.com

Flexible. Powerful. Profitable. BIGGER AND BETTER THAN EVER! Over 1200 landscape professionals in attendance l 120 exhibitors for products and services for the green industry l Casino and Awards Night l MTO Breakfast l Business Builder Education Seminars Series l

FEBRUARY 15, 2017

EY CENTRE, OTTAWA, ONTARIO

Software thatâ&#x20AC;&#x2122;s flexible enough to design on any platform, powerful enough for any job, and created so that your profits are as beautiful as your proposals. This is PRO Landscape. prolandscape.com | 800-231-8574 | sales@prolandscape.com

GreenTrade.ca OCTOBER 2016 | LANDSCAPE TRADES |

mentormoment

Growth and culture When Jeremy Miller began providing marketing advice to a friend in the landscaping industry in the early 2000s, he had no idea of the amazing opportunities the green profession had to offer. A web developer at that time, Miller eventually joined Houston Landscapes in Vancouver, B.C. full-time, and became its sole owner in 2006. Following years of rapid growth — the company appeared on Profit 500 magazine’s fastest-growing Canadian companies list in 2013 — Miller is now focused on making Houston Landscapes one of the best places to work in the industry. Employee Joseph Hough recommended Miller for this column. Why is company culture so important? The construction industry can be ruthless. Maintaining Jeremy Miller an employee-first culture, in my opinion, is quite simple. You focus on employees first, you provide a work environment where they enjoy what they’re doing, who they’re doing it with, and respect who they’re doing it for— our clients and me as their employer. Then, by their nature, they are going to do a better job, which provides customers what they expect from both quality and service standpoints. The result is going to be profit. Culture is such an all encompassing word, but it’s the most important thing that needs to be maintained during growth. To me, it means the little things. When a customer is struggling with six bags of groceries, it’s okay to offer to help. Sure, that takes away 10 minutes of production, but it’s worth its weight in gold. Houston Landscapes grew fast. Why did you work to contain that growth? I do a lot of forecasting and it’s interesting because there are growth periods where it is mathematically impossible to make

38 | OCTOBER 2016 | LANDSCAPE TRADES

money. If you’re a one-man show and you’re doing the quoting and you’re the foreman and you have a truck and you’re working out of your home, you’re going to make what you’re making. There’s a point where you grow to two crews and you can try to keep managing the second, but your business starts to suffer. As soon as you grow to three, you’re not going to be able to be foreman on each crew. And so you’ve got to projectmanage and start overseeing at least one of your crews, and you’re also going to have to start doing three times as many estimates and three times more invoices and all of that kind of stuff, and so you’re probably going to have to add a bookkeeper at that point. All of a sudden, you need to pay yourself and a bookkeeper, and let’s say those three crews are comprised of 10 people — are those three crews going to generate enough gross profit to be able to pay you, your truck that’s not out there working anymore, new trucks that you’ve got for each crew and the bookkeeper? Likely, not. You’re probably going to need to get to four crews and 14 staff members or something like that. And then that crunch happens again a few more moments along the way, where you have to expand the overhead to be able to manage the business properly, or you won’t be able to provide the kind of service your customers are expecting to receive. How do you attract quality employees? By maintaining our strong company culture, we feel like we have been able to develop a buzz within the industry that Houston Landscapes is one of the best places to work. We do all the basics like benefits packages and we pay for any out-ofjob training that makes sense for both the customer and the company. We’ll cover not only the cost of educational courses, but we’ll also pay for their time to be at the course. All of those things have costs of course, but paying for education is a nobrainer because the result is a more skilled employee, and the employee is going to be happy because he had the opportunity to advance his skills while being compensated for his time. LT

If you have a question to suggest, or a mentor to recommend, please e-mail editor@landscapetrades.com.

WELCOME TO THE FAMILY

SEE THE NEW FACE OF GRAVELY Visit Ariens and Gravely at GIE+EXPO, booth #7120 inside and 6060D and 6262D outside.

GRAVELY.COM

Blackwood Crossing Greenhouse – Cleveland, AL • Tree House Farm & Nursery – Northport, AL • Warren Family Garden Center – Birmingham, AL • Buttonwillow Nursery – Reedley, CA • Evergreen Nursery – San Leandro, CA • King’s Nursery & Outdoor Living – Taft, CA • Miller Farms Nursery – McKinleyville, CA • Mission Hills Nursery – San Diego, CA • Westurf Nursery – Modesto, CA • Windmill Nursery – Buellton, CA • Wyntour Gardens – Redding, CA • Aspetuck Gardens – New Preston, CT • Gledhill Nursery – West Hartford, CT • Peter’s Home & Garden – Brookfield, CT • East Coast Garden Center – Millsboro, DE • Sullivan’s Garden Center – Milford, DE • Wigert’s Bonsai – North Ft. Myers, FL • Autumn Hill Nursery & Landscape – Woodstock, GA • Best Nursery & Outdoor Equipment – Fortson, GA • Bloomers Garden Center/Triple Creek Farm – Carrollton, GA • Miller Hardware/Seasons Garden Center – Valdosta, GA • Sanderlin Greenhouses – Appling, GA • Savannah’s Secret Gardens – Savannah, GA • Moss Greenhouses – Jerome, ID • Alsip Home & Nursery – Frankfort, IL • Barn Nursery & Landscape Center –Cary, IL • Bella Home & Garden – Bloomington, IL • Bishop Ace Hardware – Springfield, IL • Four Seasons Garden Center & Creative Landscaping – Salem, IL • Goebbert’s Farm Market – South Barrington, IL • Grand Street Gardens – Chicago, IL • Green Thumb Florist & Greenhouse – Schiller Park, IL • Langton Nursery & Landscaping Supply, Inc. – Woodstock, IL • Linton’s Enchanted Gardens – Elkhart, IN • Lizzie’s Garden – Naperville, IL • Lurvey Landscape Supply & Garden Center – Des Plaines, IL • McAdam Landscape & Garden Center – Forest Park, IL • My Garden Greenhouses – Sullivan, IL • Niestradt Landscaping – Shelbyville, IL • Prairie View Garden Center & Farm Market – Hampshire, IL • Red’s Garden Center – Northbrook, IL • The Barn Nursery & Garden Center – Cary, IL • The Corner Garden – Tonica, IL • The Garden Kingdom – Glen Carbon, IL • The Growing Scene, Inc. – Marengo, IL • Turner Tree Service – Jacksonville, IL • Wasco Nursery – St. Charles, IL • Casey’s Outdoor Solutions – Lawrenceburg, IN • Eagle Creek Nursery – Indianapolis, IN • Family Roots – Dale, IN • Four Seasons Landscaping Nursery – Valparaiso, IN • Garden Goodies – Indianapolis, IN • Gardens on the Prairie – Jamestown, IN • Gooseberry Creek Gardens – Lebanon, IN • Gooseberry Creek Gardens – Kokomo, IN • Gooseberry Creek Gardens – New Castle, IN • Hubinger Landscaping & Garden Center – Crown Point, IN • Neuhouser Garden & Gifts – Fort Wayne, IN • Neuhouser Nursery – Fort Wayne, IN • Rosie’s Garden Center & Hughes Landscaping – Indianapolis, IN • Ross Lawns & Landscaping – New Castle, IN • The Flower Pot Garden Center –Garrett, IN • Wasson Nursery – Muncie, IN • Wellfield Botanic Garden – Elkhart, IN • K & K Gardens – Hawkeye, IA • Brady Nursery – Goddard, KS • Loma Vista Nursery – Olathe, KS • TreeScapes - Andover, KS • Twin Oaks Nursery – Ruston, LA • Lex Plant Farm & Garden Center – Shreveport, LA • Bru_Mar Gardens, Nursery, & Gifts – Annapolis, MD • George’s Green Thumb Garden Center – Easton, MD • Meadows Farms Nursery – Burtonsville, MD • Meadows Farms Nursery – Frederick, MD • Meadows Farms Nursery – Germantown, MD • Meadows Farms Nursery – Leonardtown, MD • Meadows Farms Nursery – Severna Park, MD • A.J. Tomasi Nurseries – Pembroke, MA • Cottage Gardens – Haverhill, MA • Lancaster Agway – Lancaster, MA • McCue Garden Center – Woburn, MA • Sixteen Acres Nursery – Springfield, MA • Weston Nurseries – Hopkintown, MA • Weston Nurseries – Chelmsford, MA • Begick Nursery & Garden Center – Bay City, MI • English Gardens – Ann Arbor, MI • English Gardens – Brighton, MI • English Gardens – Clinton Township, MI • English Gardens – Dearborn Heights, MI • English Gardens – Eastpointe, MI • English Gardens – Royal Oak, MI • English Gardens – West Bloomfield, MI • Flowerland – Comstock Park, MI • Flowerland – Kentwood, MI • Flowerland – Wyoming, MI • H & M Landscaping – Swartz Creek, MI • Meldrum Brothers Nursery & Garden Center – New Baltimore, MI • Robson’s Greenhouse - Belleville, MI •Roy Kutchey’s Greenhosues – Midland, MI • Beier’s Greenhouse – Grand Rapids, MN • Mound True Value – Mound, MN • Otten Brothers Nursery & Landscaping – Long Lake, MN • Nature’s Collection – Hernando, MS • Nature’s Collection – Oxford, MS • Brandt & Sons Ace Hardware – Maryland Heights, MO • Rick’s Ace Hardware – Kirkwood, MO • Schmittel’s Nursery – Maryland Heights, MO • Springwater Greenhouses & Garden Center – Marshall, MO • Chadwick Nursery – Helena, MT • Churchill’s Gardens – Exeter, NH • Garden Shop Nursery – Reno, NV • Flagg’s Garden Center & Landscaping –

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Moorestown, NJ • Reynolds Garden Shop – Manahawkin, NJ • Rohsler’s Allendale Nursery & Florist – Allendale, NJ • 111 Farms & Nurseries – Central Islip, NY • Adams Fairacre Farms – Lake Katrine, NY • Amodio’s Garden Center & Flower Shop – White Plains, NY • Bay Gardens – East Moriches, NY • Constantine Farm – Loudonville, NY • Country Way Garden & Design Center – Fairport, NY • De Ruyter Farm & Garden Co-Op – DeRuyter, NY • Faddegon’s Nursery – Latham, NY • GreenScapes Garden Center & Landscape – Whitesboro, NY • Harvey’s Home, Pet, & Garden Center – Johnstown, NY • Lilac Hill Nursery – Victor, NY • Massi’s Garden Center – Painted Post, NY • Russell’s Tree & Shrub Farm – East Amherst, NY • Sorbello’s Gift & Garden Center – Chittenango, NY • Van Putte Gardens –Rochester, NY • Garden Secrets – Charlotte, NC • Green Outdoors Landscaping & Nursery – Asheville, NC • Homewood Nursery – Raleigh, NC • Kenyon Bailey Supply, Inc. – Elizabeth City, NC • Hills Farm & Garden Center – Thomasville, NC • Roger’s Trees & Nursery – Lewisville, NC • Sugartown Flowers & Greenhouses – Yadkinville, NC • Albyn’s Landscape & Nursery Center – Newark, OH • Arnold’s Garden Center – Mansfield, OH • Black Diamond Nursery – Toledo, OH • Cahoon Nursery – Westlake, OH • Creekside Gardens & Gifts – Strasburg, OH • Deborah’s Garden Market – Wooster, OH • Don Mould’s Plantation – Amherst, OH • Don Mould’s Plantation –North Ridgeville, OH • Donzell’s Flower & Garden Center – Akron, OH • Fackler Country Gardens – Granville, OH • Farm Home & Hardware – Wellington, OH • Feasel’s Garden Center – Findlay, OH • Gale’s Westlake Garden Center – Westlake, OH • Gilson Gardens – Perry, OH • Hannah’s Garden Center – Greenville, OH • Lake Cable Nursery – Canton, OH • Lowes Greenhouse – Chagrin Falls, OH • Nature’s Corner At Glass City Landscape – Holland, OH • Natures Green Nursery – Fort Recovery, OH • Nature’s Wonder Feed & Supply – Wellington, OH • North Brand Nursery – Pemberville, OH • Petitti Garden Center – Avon, OH • Petitti Garden Center – Bainbridge, OH • Petitti Garden Center – Boardman, OH • Petitti Garden Center – Mentor, OH • Petitti Garden Center – Middleburg Heights, OH • Petitti Garden Center – Oakwood Village, OH • Petitti Garden Center – Richmond Heights, OH • Petitti Garden Center – Strongsville, OH • Petitti Garden Center – Tallmadge, OH • Pinehaven Greenhouse – Avon, OH • Renck’s Landscape & Garden Center – Hamilton, OH • Rhoads Garden Center – Circleville, OH • Rice’s Nursery – North Canton, OH • Robben Florist & Garden Center – Cincinnati, OH • Schoenbrun Landscaping – Dover, OH • Springlake Nursery – Perry, OH • Starder’s Garden Center – Columbus, OH • Stutzman’s Lawn & Landscaping – New Philadelphia, OH • Summershades Nursery – Swanton, OH • The Greensmith Garden Center – Hinckley, OH • Uncle John’s Plant Farm – Olmstead, OH • Western Ohio True Value – Minster, OH • Willo’Dell Nursery – Ashland, OH • Wilson’s Garden Center – Newark, OH • Dennis’s 7 Dees – Lake Oswego, OR • Dennis’s 7 Dees – Portland, OR • Dennis’s 7 Dees – Cedar Hills, OR • Dennis’s 7 Dees – Seaside, OR • Farmington Gardens – Beaverton, OR • Ferguson’s Fragrant Nursery – St. Paul, OR • Flora Pacifica – Harbor, OR • Shonnard’s Nursery, Florist, & Landscape – Corvallis, OR • Behmerwald Nursery – Schwenksville, PA • Best Feeds – Gibsonia, PA • Brodak Greenhouse – Carmichaels, PA • Brodak Greenhouse – Masontown, PA • Brodak Greenhouse –Millsboro, PA • C & A Trees – Clarion, PA • Carlisle Agway – Carlisle, PA • County Line Nursery – Harleyville, PA • Country Cupboard – Lewisburg, PA • Green Arbor Flower & Shrubbery Center – Waynesboro, PA • Miller’s Ace Hardware – McMurray, PA • Pine Creek Country Gardens – Friedensburg, PA • Primex Garden Center – Glenside, PA • Shady Brook Farm – Yardley, PA • Soergel’s Garden Center – Wexford, PA • Sun Blessed Garden & Gift – Leechburg, PA • The Market at Del Val – Doylestown, PA • Waterloo Gardens – Exton, PA • Wheatfield Nursery – Centre Hall, PA • Wilmot Nursery & Landscaping – Lake Ariel, PA • Young Family Farm – Little Compton, RI • Cold Creek Nurseries – Aiken, SC • Shady Grove Nursery – Pickens, SC • Dutch Garden Center – Humboldt, TN • Gardens on Main – Lebanon, TN • Jensfarm – Manchester, TN • Meadow View Greenhouse & Garden Center – Lenoir City, TN • Riverbend Nurseries – Thompsons Stations, TX • Beyond Paradise – Cypress, TX • Bratcher’s Nursery & Landscaping – Detroit, TX • Brumley Gardens – Dallas, TX • Cristina’s Stone & Garden Center – Frisco, TX • The Garden Center – Dumas, TX • McCoard’s Garden Center – Provo, UT • Tony’s Grove Nursery & Garden – Hyde Park, UT • P.J. Bushey Landscape & Garden Center –East Wallingford, VT • Countryside Gardens – Hampton, VA • Earthganic Greenhouse – Wytheville, VA • Greenworks Nursery – Chantilly, VA • Meadows Farms Nurseries – Annandale, VA • Meadows Farms Nurseries – Charlottesville, VA • Meadows Farms Nurseries – Chantilly, VA • Meadows Farms Nurseries – Culpeper, VA • Meadows Farms Nurseries –Fredricksburg, VA • Meadows Farms Nurseries – Great Falls, VA • Meadows Farms Nurseries – Leesburg, VA • Meadows Farms Nurseries – Manassas, VA • Meadows Farms Nurseries – Fredericksburg, VA • Meadows Farms Nurseries – Herndon, VA • Meadows Farms Nurseries – Falls Church, VA • Meadows Farms Nurseries – Stafford, VA • Meadows Farms Nurseries –Warrenton, VA • Meadows Farms Nurseries – Winchester, VA • Meadows Farms Nurseries – Woodbridge, VA • Moneta Farm & Home Center – Moneta, VA • Shenandoah Valley Landscaping – Verona, VA • White’s Garden Center – Chesapeake, VA • Macs Garden Center – Pasco, WA • McAuliffe Valley Nursery – Snohomish, WA • Ritter’s Garden & Gift – Spokane, WA • Colonial Nursery – Ladysmith, WI • Garden Mart – Mukwonago, WI • Ivy Trails Garden Center – Green Bay, WI • Moraine Gardens – Plymouth, WI • Restoration Gardens – Kohler, WI • Winter Greenhouse – Winter, WI • Meadows Farms Nurseries – Harpers Ferry, WV • Scots Landscape – Vienna, WV • Canada – The Big Greenhouse – Spruce Grove, AB • Kayben Farms – Okotoks, AB • Lougheed Gift & Garden – Lougheed, AB • Minter Country Gardens – Chilliwack, BC • Mother Nature Garden Center – Powell River, BC • John’s Garden Center – Riverview, NB • Dean’s Greenhouses & Flower Shop – Botwood, NL • Glendale Nurseries – Mount Pearl, NL • Hickey’s Greenhouse & Nursery – Dunville, NL • Hickey’s Greenhouse & Nursery – Kelligrews, NL • O’Neill’s Gardenland – Spaniards Bay, NL • Pat’s Plants & Gardens – Bay Bulls, NL • Shand Nurseries – Pouch Cove, NL • Down to Earth Landscaping – Wolfville, NS • Doyle’s Farm Market & Greenhouses – Kentville, NS • Oceanview Garden Center & Landscaping – Chester, NS • Burley’s Gardens – Peterborough, ON • Canadale Nurseries – St. Thomas, ON • Coles’ Garden Centre – Grimsby, ON • Cottage Gardens – Norwich, ON • DeGroot’s Nurseries – Sarnia, ON • Dwight Garden Centre – Dwight, ON • Fern Forest Gardens – Washago, ON • Glass House Nursery – Chatham, ON • IVCO Tree Farms Nursery & Garden Centre – Tilbury, ON • Hollandale Landscaping & Garden Centre – Trenton, ON • Laporte’s Garden – North Bay, ON • Masfrankc Garden Centre – Lucan, ON • Tom’s Eldon Landscaping – Stratford, ON