September 2017 Landscape Trades by Landscape Ontario

September 2017 VOL. 39, NO. 7

landscapetrades.com

Understanding why shoppers shop where they shop Improvement tool: Labour benchmark Stay on top of property and liability insurance

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Spotlight on garden centre retailing New plant preview at CAST Retail season across Canada How Wade Hartwell moved product Zaplatynsky sees bright retail future

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Contents

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SEPTEMBER 2017 VOL. 39, NO. 7

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

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ASSISTANT EDITOR Scott Barber | sbarber@landscapeontario.com ART DIRECTOR Kim Burton | kburton@landscapeontario.com LANDSCAPE ONTARIO MAGAZINE EDITOR Robert Ellidge | rob@landscapeontario.com MULTIMEDIA DESIGNER Mike Wasilewski | mikew@landscapeontario.com ACCOUNTANT Joe Sabatino | joesabatino@landscapeontario.com SALES MANAGER, PUBLICATIONS Steve Moyer | stevemoyer@landscapeontario.com

Spotlight on

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, 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, Sally Harvey, Heather MacRae, Kristen McIntyre CHT CEM, Kathy McLean, Linda Nodello, Kathleen Pugliese, John Russell, Ian Service, Tom Somerville, Myscha Stafford, David Turnbull, 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 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

RETAIL 2017

FEATURES

6 Plant stars on display

California Spring Trials: Retailers’ first look at new introductions, paired with red-carpet hospitality.

BY SCOTT BARBER

14 Cross-country roundup

Garden centres across Canada report a great season, and plenty of creative ideas.

BY CAROL MATTHEWS

COLUMNS

20 Road to success

Analyzing an emotional topic — why shoppers shop where they shop.

BY ROD McDONALD

24 Management solutions

The How and Why of benchmarking field labour.

BY MARK BRADLEY

26 Legal matters

Lilability and property insurance, from the contractor’s perspective.

BY ROB KENNALEY AND JOSH WINTER

42 Mentor moment

Thoughts from larger-than-life retailer, Wade Hartwell.

BY ROD McDONALD

DEPARTMENTS GREEN PENCIL 4 CNLA NEWS 30 ALBERTA UPDATE 32 INDUSTRY NEWS 34 NEW PRODUCTS 37 CLASSIFIEDS 40 COMING EVENTS 40 WHERE TO FIND IT 41 SEPTEMBER 2017 | LANDSCAPE TRADES |

greenpencil What is next for the garden centre industry?

Plenty of promise This September, Canada hosts the International Garden Centre Association Congress in Niagara Falls, Ont., with over 200 delegates from 20 countries expected. The Congress is an opportunity to tour leading garden centres in the host country, as well as network, meet long-time friends and share ideas and trends. Plan to attend in the future! In my 35 years in the business, I have witnessed many changes throughout the industry, and in individual garden centre operation. When my partners and I acquired our first retail location, it was a medium-sized business in an industry dominated by small, family-owned and -operated businesses. Garden centres were fairly basic, many opened only seasonally and they flew below the radar of other retail. The late ’70s and early ’80s brought larger, more sophisticated competitors — grocery, home improvement and department stores — all with seasonal garden centres. Everyone co-existed, as the retail pie increased dramatically with Baby Boomers By John Zaplatynsky buying homes and getting into gardening. Everything changed quickly in the mid-’80s with the big box home improvement stores’ large, year-round garden centres. Their buying power and marketing reach started a groundswell of change that continues today. U.S. garden centres were as slow to react as Canadian retailers. In Europe’s more established and competitive market, garden centres reacted more quickly. We looked to Europe to see what could be done in Canada. The idea of “lifestyle merchandising” with more interesting store layouts and presentation, showing customers how to create beautiful outside living spaces, began to take hold. The traditional merchandise mix expanded into outdoor furniture, ceramics and decorative containers, even interior décor. Leading European garden centres established display gardens, and developed food markets, cafés and restaurants to encourage year-round traffic and longer visits. When I look back to the late 1990s, there was also a concerted effort to improve the look of retail stores, raise the bar on customer service, improve education and enhance plant guarantees. Enlightened owners knew they had to improve the shopping experience for better-informed customers with high expectations. I also remember attending an industry conference, where one presenter said 50 per cent of independent garden centres would disappear. A bold prediction, and looking back, probably true. Garden centres have been the victim of land prices, and owners have sold 4 | SEPTEMBER 2017 | LANDSCAPE TRADES

and retired. Some lacked succession plans. Others have not kept up with the rapid pace of change in the retail environment. Looking ahead, business will not be any easier. Our big box competitors are becoming more sophisticated. They are developing stronger relationships with our best suppliers and better products and programs. They are using technology to connect with customers. Add to this the impact of social media and online buying trends. With Amazon buying Whole Foods, what might they do to take over the sale of beautiful, living plants, the foundation of our business? We joked years ago that our target customer was a 40-year-old woman, parking her Jeep Cherokee on a Saturday morning, then walking into our store carrying a Starbucks coffee and several garden books. Today, she parks her Smart Car, carries the same Starbucks, but has an Iphone full of Pinterest photos, and has researched her purchase so she knows more than our staff! How do we compete? I am not sure I have the answers, and perhaps I am lucky to be retired. I have been fortunate to see the business from a different perspective, and to have visited many leading garden centres around the world. Competitive threats exist in every country, but there are lessons we should consider employing here in Canada. There are new trends starting: shop local, deal with a local merchant you know and trust; understand the supply chain and how products have been manufactured or grown; look for artisan or craft products; research online but buy at “bricks and mortar.” We need to think about these shifts and how we can configure the shopping experience to meet them. Our responses should be to work with smaller growers, who will partner with us to develop new and high-quality plants. These growers should practice sustainable horticulture. We need to be “best of class” in our websites and social media contacts. Our staff must be well-trained in horticulture and customer service, and managed to bring out the best of their abilities. Stores need to be cleaner, brighter, and better merchandised than ever. Our product focus should be beautiful plants and accessories, with continual experimentation on related products customers would like to find. I am confident the best-managed garden centres will continue to find a corner of the fiercely competitive retail landscape, and will, through leadership and innovation, succeed into the next generation. Visit other leading retailers of all products, network with other retailers and work closely with your suppliers. Best of luck to you! LT

John Zaplatynsky is chair of B.C.’s Canada GardenWorks, on the board of Sloat Garden Centers in California, acts as an advisor to the Canada Nurseryland Coop and is outgoing president of the International Garden Centre Association.

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Plant stars ON DISPLAY

Touring the California Spring Trials BY SCOTT BARBER his spring, I had the opportunity to represent Landscape Trades at the annual California Spring Trials (CAST), and wow, it was a real learning experience. From the latest in plant genetics, marketing and retail strategies and new plant introductions, to networking with the industry’s movers and shakers, it was a jam packed week, and I’m thrilled to share the highlights with Landscape Trades readers. The 2017 California Spring Trials — formerly known as the Pack Trials — took place April 1-6 from Gilroy in the North, down through Oxnard, with more than two dozen plant breeding companies represented. Find a full listing of participants at 6 | SEPTEMBER 2017 | LANDSCAPE TRADES

americanhort.org/springtrials. The trials are a meeting place for members of the plant industry to network and do business, as well as a prime opportunity for breeders to show off their new introductions. The event also provides an ideal setting for outdoor trialing and plant growth regulator experiments. At the trials, there is a lot to take in over a week; it can feel overwhelming at times. However, it’s a truly remarkable experience that is a must for professionals in the grower and garden retail sectors. For my first trip to CAST, I joined up with Jeremy Feenstra,

a landscape contractor and owner of Elmira, Ont.-based greenhouse and garden centre Floristerra. A veteran of several spring trials, Feenstra says the event is the best way to “keep up with the industry on a global level.” “Not only is it important to keep up with trends in the industry,” he added, “but it’s equally important to keep up with industry people to get a feel for where the market is going. It’s easier to make decisions as a small business as to where to focus your marketing budget when you hear firsthand what has and hasn’t worked for others. Seeing the innovation and speaking to the best in the horticultural business is invaluable. Also, clients appreciate it when they know you are constantly learning and keeping up with trends.” The 2017 trials showed a renewed focus on quality breeding, as well as innovative marketing strategies, Feenstra said.

ability to reach new gardeners,” explained Proven Winners’s media and public relations coordinator, Jeanine Standard. Proven Winners, which includes Walters Gardens and Spring Meadow Nursery, crafts its messaging for Facebook, Twitter, Instagram, Pinterest and YouTube, with targeted and purposedriven approaches tailored to each medium. “This past January, we subscribed to an online analytical tool that pours all of our data from all five social media channels and tracks our influencers who are developing content for us, as well as other plant companies,” Standard said. “We have learned that each social media channel has a slightly different audience, and that different forms of content are better suited for some than

BREEDERS TAP SOCIAL MEDIA TO CONNECT WITH CONSUMERS Kirigan Cellars in Gilroy was the first stop, and the beautiful winery was an ideal setting for the wide array of Proven Winners annuals, perennials and shrubs. I was impressed with the social media strategy the company is developing to connect its brand directly with consumers. “Social media in general, has really grown in importance to our company because of the amount of interaction it gives us with people who are familiar with our plant lines, as well as the

The spring trials provides an excellent opportunity to network and discover the newest trends in the industry. SEPTEMBER 2017 | LANDSCAPE TRADES |

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Proven Winners has learned that each social media channel has a slightly different audience, and has created a strategy on what they post to cater to each medium. Displays at Benary (left) included social media-themed point of purchase ideas encouraging consumers to highlight their plants on Facebook and Instagram.

others. There is a strategy behind what we post and we cater the content to each medium.” On Instagram, for example, the photos that resonate most are more spontaneous, rather than staged, Standard says. “I was out in the garden this morning, and this is what I saw, kind of thing.” Facebook, on the other hand, is better suited for “catchy graphics,” including the popular, “plant this, get this” material that shows what a plant looks like at retail as well as at maturity. On YouTube, Proven Winners has connected with Laura LeBoutillier to create Garden Ask, an increasingly popular video series of how-tos and fun gardening projects. “It has really worked well because of this unique combination that Laura has of gardening knowledge and the fact that she is believable,” Standard said. “She’s genuine, and people have really connected with her.” On social media, it’s critical that you engage with your audience, Standard added. That means taking the time to respond to comments, as best you can. It’s a challenge, but with Proven Winners posts regularly getting tens of thousands, and sometimes hundreds of thousands of views, it can pay big dividends. Proven Winners also uses social media to support retailers by promoting events, and even has a Google Docs system in place to allow growers and garden centers access to social media graphics and photos to use on their own networks. “We use social media to support our retailers with information about how to use and care for our products and to promote their events to bring more people into their stores,” Standard said.

NEW PLANTS DRIVE BUSINESS There are no two ways about it: consumers are drawn to what’s new. This insatiable appetite for the latest is on full display at the trials, with each breeder putting new introductions front and centre. Landscape Trades will feature many of these in 10 | SEPTEMBER 2017 | LANDSCAPE TRADES

With the new Sunfinity sunflower, Syngenta has launched a branding campaign that includes point of purchase material and its own dedicated web site.

October’s special New Introductions issue. In the meantime, here is a sneak preview. At Syngenta, the first thing that struck me was a large display of beautiful, vibrant, Sunfinity sunflowers. These new sunflowers offer nonstop blooming, making them perfect for do-it-yourself cut flowers. The next day, I attended the Sakata trials, where the new Candy Top dwarf snapdragon stole the show. Available in yellow, red, rose, orange, white and mixed, these snapdragons have strong stems and an abundance of blooms. And as the name suggests, they have a sweet fragrance. Later in the trip, I was taken aback by the gorgeous coral bells from Terra Nova Nurseries, on display at Windmill Nursery in Buellton. ‘Onyx’ stood out the most, for its dark black leaves and tidy, mounding habit; it’s the first black leaved form of Heucherella.

EDIBLES FOR YOUR EYES The Ball Horticulture Company facility in Santa Paula was one of the largest and most impressive stops along the tour. While there was no shortage of interesting and exciting new introductions across their many lines, the ornamental edibles really caught my eye. Pepper Candy Cane Red, for instance, has an interesting look, developing lengthwise green stripes as it ripens. The Acapulco series of peppers comes in five vibrant colours (red, orange, yellow, purple and mixed), which all pop and work well in a container. “These peppers are certainly edible, however they have been bred for their appearance rather than taste,” explained Josh Kirschenbaum, vegetable account manager with Ball’s Pan American Seed. “When you see these peppers, they are so striking and visually interesting that consumers pick up on what they’re about quickly.” Ball has a variety of delicious, edible peppers and other vegetables, as well, but these ornamental introductions, which came over to the Pan American stable when the company purchased Ex-Plant out of Holland last year, make for a unique addition to a kitchen windowsill or a balcony garden. continued on page 12

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Edibles and ornamentals work perfectly together.

With the acquisition of Ex-Plant in early 2017, Pan American Seed expanded its lineup of ornamental peppers.

CAST travel tips

CAST is an action-packed week of networking, checking out new plants and learning about the latest advancements in the breeding industry. Here are some tips to help you get the most out of the experience, and help you plan for next spring’s event, set for April 14-19, 2018. For full details, visit americanhort.org/springtrials. PLAN OF ATTACK Do you want to fly in to San Francisco and start with breeders in Gilroy and Watsonville? Or would you prefer to start your journey from Los Angeles and visit sites at Santa Paula and Oxnard? Either way is fine, but make sure to plan out your route for each day and register with each breeder ahead of time. AVOID LARGE TOUR GROUPS With so many stops along the way, and a fair bit of driving time in between, time is precious. The last thing you want is to wind up behind a giant tour group at an important breeder; the best way to avoid crowds is to connect with company reps before the trip and to ask about the best times to arrive. COME EQUIPPED FOR THE ROAD If you plan on visiting all or most of the CAST sites, you will rack up some serious kilometers on your rental car. Avoid a gas-guzzling SUV if you can, and bring a car charger for your phone. If your vehicle doesn’t come with GPS, bring your own. DON’T MISS SOCIAL EVENTS There are quite a few social opportunities along the way, which are some of the best chances to interact with members of the plant industry. Attending CAST means some long days, and depending on where you flew in from, you might be feeling the effects of the time difference, but these events are worth the effort. DRESS COMFORTABLY The weather in California, even in April, can be sunny and quite warm. You’ll be doing a lot of walking, so wear comfortable shoes and breathable materials. Function over fashion.

12 | SEPTEMBER 2017 | LANDSCAPE TRADES

Dümmen Orange’s Kindergarten marketing initiative highlights plants in primary colours, with the goal of attracting kids to gardening.

FAMILY FRIENDLY GARDENING Located at the Edna Valley Vineyard in San Luis Obispo, the Dümmen Orange event was highlighted by “Kindergarten” displays. These colourful signs and point-of-purchase materials offer retailers a way to connect kids with the gardening lifestyle. Plants in the Kindergarten displays were bright and colourful, as well as pollinator friendly, the goal being to help kids learn about the connection between plants and insects, butterflies and bees. The program has already been a success in Europe, Dümmen says, and the Dutch company is hoping the messaging strikes a chord across North America as well in the coming months and years.

TECHNOLOGY SEEN FIRST-HAND The expansive Benary facility in Watsonville featured some of the most inventive displays of the 2017 trials. Along with greenhouse tours and point-of-purchase set ups, Benary had a virtual reality demonstration that took visitors through its production facilities. Attendees also had the opportunity to fly “pollinator drones,” and even enjoyed helicopter rides over the grounds. “We are always trying to challenge peoples’ thinking and trying to push the envelope. We try to come up with innovative displays to engage with our customers. That’s the wonderful thing about CAST, it really gives you the chance to have one and one conversations with your customers to find out what they like and what they don’t,” said Benary marketing specialist Jennifer Calhoun.

ONCE-IN-A-LIFETIME EXPERIENCE The California Spring Trials lived up to the hype, and then some. Often described as “fashion week for plants,” CAST offers far more things to see, people to meet and activities to do than you could possibly fit into seven days. While it is a challenge for any green professional to make time in early spring for a week of travel, CAST is certainly worth the investment. Hope to see LT you there in the years ahead.

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running an independent garden centre in Canada. Across our wide, northern country, local growing seasons can last anywhere from three months to 10. We have a diverse cultural market. The most lucrative customers are Boomers, and they are finding it harder to garden. The younger Millennials are minimalists and Internet savvy. As a result, many owners have to be creative and versatile in order to maintain and grow their market. They have tried everything from clothing to cafés, with varied success. For this story, garden centre owners from Newfoundland to British Columbia; Ontario to the Yukon shared their challenges, concerns and creativity. Garden centre owners have had a positive season across the country, ranging from good to fantastic. In many locations, the season started slowly due to cool, wet weather, but picked up and surpassed last year by mid-summer. Tony van den Hoek of Lowland Gardens in Great Village, N.S., says his 2017 season was, “fantastic, the best one ever!” He credits a new 5,500 sq. ft. greenhouse addition for re14 | SEPTEMBER 2017 | LANDSCAPE TRADES

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tail display of perennials and annuals as one reason. In another plus, Tony and Gerrie van den Hoek’s son, Michael, joined the business full time. Lynne Kring, general manager of Parkway Garden Centre in London, Ont., echoes the sentiment. “Our season so far has been fantastic.” She attributes it to Parkway’s year-round, extensive plant selection and scant number of garden centres in the area. Changing expectations Many of the owners and managers mentioned demand for larger pots, including colourful planters, perennials, berries and shrubs. Bob Osborne of Cornhill Nursery in Cornhill, N.B., says, “They (customers) want large plants, which is completely the opposite from when I started (over 35 years ago); this makes a difference in the bottom line. As a result, we’re going to start potting bigger overall.” Birdhouse Garden Market in Happy Valley-Goose Bay, N.L., is

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Bob Osborne of Cornhill Nursery in Cornhill, N.B., (left) says customers want large plants, so they will start potting bigger to meet the clients’ requests.

Carine Pattin, co-owner of Arctic Farmer in Yellowknife, N.W.T., sees berry plants, such as haskap, being very popular.

selling more “big annual baskets and more finished product,” says Bernard Bird, co-owner with his wife Christina Bird. Sean Dolter, co-owner with wife Kim Thistle of The Greenhouse Nursery and Garden Store in Little Rapids, N.L., agrees: “Big, bold baskets, large size barrels and colourful containers, vegetable containers with ornamental edibles” are top trends. However, he noted, bedding plant sales seem to be dropping off, as his customer base changes. Home food gardening is becoming standard across the country, particularly with younger gardeners. “One of the most consistent trends this year seems to be a drive towards knowing where your food comes from, and growing it organically,” says Kring of Parkway Garden Centre. “New gardeners are especially interested in growing organically and are aware of what they are doing to the environment.” This was reiterated by Miles Hunter, owner of Hunters Garden Centre in Vancouver, B.C. “We have seen continued growth in food gardening including increased sales of seeds, vegetable and herb plants, as well as small fruits like blueberries, raspberries, and strawberries.” Carine Pattin, co-owner of Arctic Farmer in Yellowknife, N.W.T., says they are seeing more sales of berry plants, especially haskap. And Dolter agrees, “A top trend would be the need to grow your own food.” Birdhouse Garden Market sold more vegetable starters and more organic or natural products.

Lynne Kring, general manager of Parkway Garden Centre in London, Ont., attributes Parkway’s success to year-round, extensive plant selection.

16 | SEPTEMBER 2017 | LANDSCAPE TRADES

Evan Murray, owner of Murray’s Garden Centre, Portugal CoveSt. Philip’s, N.L., is seeing “increased sales of herb and vegetable transplants. Consumers today want more lifestyle options that go hand-in-hand with gardening — from outdoor entertaining areas to harvesting their own fruits and vegetables.”

Crafting creative solutions What are garden centres doing to benefit from these trends? Kring of Parkway in Ontario says, “This year we grew our herb crop in biodegradable pots. We found they were larger and the plants were more robust. The added benefit was for the consumers to be able to plant the entire pot in their garden or containers. We also grew our last set of vegetables in these pots and they were positively received as well.” The van den Hoeks of Lowland Gardens provided more custom planters and containers, as well as larger plant material. They sold completed fairy gardens, as well as specific plants and miniature figures for customers to create their own. The Greenhouse Nursery and Garden Store doubled its hanging basket display, providing four layers of baskets with automated drippers on each level. “The customer impact has been fantastic,” says Dolter. He says the big risk they had to take was removing the classic benches displaying bedding plants. Now they display a smaller sampling of those, and keep refilling from their production stock greenhouse. Hunters Garden Centre in Vancouver have seen significant growth in indoor gardening over

The van den Hoeks of Lowland Gardens of Great Village, N.S., provide custom containers along with displays of specific plants for DIY customers.

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Sean Dolter, co-owner of The Greenhouse Nursery and Garden Store in Little Rapids, N.L., doubled its hanging basket display to meet customer demand.

the past three years, including houseplants, cacti and succulents. So they increased space for succulents, and have seen a 50 per cent increase in sales. “Starting our planting season later so the finished product comes later in the season makes for less work up front, and less time tending to the plants,” says Bird of Birdhouse Garden Market. “It’s a win for the customers and us,” he says. Osborne creates his own dramatic flower arrangements throughout Cornhill’s retail centre and café. He says it’s amazing how the colour in the arrangements drives sales. Parkway Garden Centre offers an “up potting” service. When customers purchase a plant and container, whether for indoor or outdoor, the staff will pot it at no additional cost. “This has increased sales greatly,” says Kring. The Greenhouse and Garden Store has a twist on potting, offering a U-pot DIY area, that is getting more and more use. Pattin in Yellowknife says customers depend on them to trial plants to make sure they will survive in the area, thus setting their own garden trends. Mock orange has been a hit this year, now that clients know it’s safe to plant. Cafés are becoming more common at garden centres. Osborne says his café is “doing what we hoped it would.” It provides a place for customers to rest and cool off during shopping, while enjoying a drink or meal. It’s also a destination for customers, who can stroll the display gardens and do a little shopping afterwards. Murray “undertook a considerable modification of the garden centre, putting in a 1,000 sq. ft. farm-to-table café.” Since the garden centre is located on a 200-year-old working farm, Murray decided to highlight that feature as an attraction. “The hope is that the café will provide a year-round draw for locals and tourists alike, thereby offsetting what is typically the slower fall and winter seasons,” he says.

Birdhouse Garden Market in Happy Valley Goose Bay, N.L., sold more vegetable starters and more organic or natural products.

18 | SEPTEMBER 2017 | LANDSCAPE TRADES

Hunters Garden Centre in Vancouver, B.C., has seen significant growth in houseplants, cacti and succulents — they increased space for succulents.

Important community partners Garden centres tend to be active in community involvement and support. Most efforts go unheralded, but our interviews uncovered three: The Greenhouse Nursery and Garden Store in Newfoundland provides Community Supported Agriculture baskets. “As our flowers begin to vacate, we begin to back-fill the greenhouses with vegetables, feeding 40 families per week for 15 weeks,” says Dolter. “This gives our employees a few extra months of employment, a great boost, and utilizes some great growing space. Our website links our weekly offerings with recipes and other cool DIY cooking ideas,” he says. Lowland Gardens holds celebrity designer contests; the resulting container creations are auctioned off to benefit charities. Artists in the Garden, hosted by Cornhill Nursery, features artists and Murray’s Garden Centre, Portugal Covecraftsmen from across St. Philip’s, N.L., sees consumers who the Maritimes displaywant gardening to go along with their ing their work for sale; lifestyle. Yoga in the greenhouse is perfect. all surrounded by the colours, textures, and fragrances of the gardens. Then there are the winter activities — Halloween and Christmas displays, teas, yoga, reading in the greenhouse and year-round retail products. Add these initiatives to all of the on-site workshops, contests, training, petting farms, cafés — plus websites, blogs, and Facebook page updates that garden centre owners and staff also do, and it has changed garden centres into more than just places to purchase plants. Customer trends and demands cannot be ignored, and owners and staff are finding creative and amazing ways to satisfy their markets. LT Carol Matthews is a garden writer living in Truro, N.S. She has travelled Europe and North America visiting and writing about gardens for newspapers, magazines, books, and on-line sites for the past 20 years; she has gardened for much, much longer.

roadtosuccess

Why we shop where we shop

Identifying why we shop in certain places, while avoiding others, is not easy. Why some places succeed, while breaking all the established rules of retail, is bewildering — yet all of us can name several. My wife and I were walking along 13th Avenue. That is our funky, artsy street in Regina, albeit on a much smaller scale than other cities. We passed by Cuppa’ T, a retail store that sells, quite obviously, tea. I said to my life’s partner (I love that phrase and just had to work it in), “The woman who runs this shop is so nice that sometimes I stop in to buy something, even when I was not planning on doing so.” She has good product, a bit pricey, as you would expect, and the shop is clean. What sets her retail experience apart is the good conversation. Sometimes it is about tea, and others it is about grandchildren. Sometimes nice pays the bills. At the other end of the conversation is a small stall at our local Farmers’ Market. The young man selling his products is a regular smart-ass. If you would like, I could reframe that statement, I could use more subtle and polite words, but that’s not really me. I was buying one of his products and he let fly with one of his quips. From his perspective, he thinks he is just telling it the way it is — but from his customers’ perspective, not so much as borderline rude. Regardless of who is right or wrong, the reality is, he pays the price for speaking before he thinks, as I no longer bother with his booth. Just not worth it to me. Never think that I am on a high horse or preaching from a soap box. I have screwed up on many occasions over the years with my attitude, and I can testify, it does cost. I have often wished I had a Delete button on my mouth. Somehow, this wish is not as funny as it is poignant. As I have already mentioned our local Farmers’ Market, allow me to continue down that line of thought. I am a regular shopper 20 | SEPTEMBER 2017 | LANDSCAPE TRADES

BY ROD McDONALD

at our twice-weekly street bazaar. I attend the market to purchase items I cannot find elsewhere. I also spend time socializing, as I know many of the other customers as well as the vendors. For me, being at the market is a social outing as much as a buying trip; a totally different experience from a major grocery store. That is something for us in the green trades to consider. This atmosphere cannot be duplicated at the box stores, but it should be at our greenhouses, garden centres, nurseries and stores. The first myth about The Farmers Market is that the middle man or retailer is eliminated, ensuring better prices for both the farmer and the consumer. The prices are not better at the market than at the grocery stores. They are usually higher, but people are willing to pay the price, in spite of the myth being not true. The explanation is, better quality justifies the higher price. There are farmers, craftsmen, juicers, bakers, knitters, canners, butchers, pickle makers, soap makers and honey producers who produce and offer incredible products that cannot be found elsewhere. This is why I attend. A young woman with a big smile produces yeast-free bread that people line up to purchase. She is sold out within an hour. The line-up is not for cheap bread, as her loaves are around the seven-dollar mark. The line-up is for loaves that are well made and taste wonderful. Bread, such as this, is rarely found any more. In our trade, we know that what cannot be found elsewhere sells quickly. There are also booths where the baking is terrible, the pies not worthy of any decent table, and so on down the line. The second myth of the farmers market is that all booths provide good product. There are places where the quality is so circumspect that the word homemade is an excuse for poorly made. A friend of mine was the chief organizer for our local market a few years back.

She told me flower sales were diminishing, and market customers wanted only veggie plants. I pointed out the hanging baskets were below Walmart quality. “Why would anyone want to buy one of those?” I asked. We looked at the petunias and the geraniums and they were poorly grown as well. I told her, “Flowers are still popular, but they are not selling here because you do not have a good grower.” I don’t think she appreciated my candour; truth was not on the agenda that Saturday morning. I told her my alyssum story. Towards the end of June, several years ago, a grower called. He had trays of very nice alyssum he wanted to sell. I asked my greenhouse manager how many we wanted and she responded, “None. We have lots and alyssum has stopped selling.” I went out to inspect our alyssum, and it was not selling because it was not firstrate. I took 20 trays and they sold within two days, and then I took another 20 and so on until he had none left. The customers are coming to us for the good stuff, and that is what sells. When they have good plants at our local market, they do sell, but when the quality is poor, so are the sales. There is no trend away from flowers, only a trend away from bad plants. Again, this is a lesson that applies to all of us in the retail business. What attracts people to shop at the box stores? Quality, for the most part, is not there. Everyone knows that service is a joke, even when you can find it, and selection is not a priority. Obviously, price is the motivator. While I hear people swear they will not return to a box store again after a bad service experience, they will. For some, the siren song of the cheap price is too strong to resist. That song has been around for a long time and I suspect, for better or worse, it will be around a while longer. As independents we have to deal with that reality and most of us have done so a long time ago. We have gone beyond our initial fears and we are still

800

roadtosuccess in business today. In 1982, my bedding plants were 99 cents for a six pack. Woolco (now long gone) had a full page ad in the local newspaper the Friday of the May long weekend. The ad proclaimed in large, bold print, bedding plants were 69 cents. I was young, fairly new to the commercial wars, and my stomach turned. I lost a night’s sleep. The next day I had the best day, ever, in sales and we were run off of our feet until 9 that night. I learned and have relearned the adage ‘Not everyone wants to shop at the box stores.’ A similar story applies to our local bike shop, Dutch Cycle; in business for 60 years and well into the third generation. They sell only the best of bikes and their repair shop is legendary. On a Saturday morning in April, there is a line-up out the door. London Drugs’ arrival in our city about 20 years ago was preceded by stories of their retailing prowess. Dutch Cycle was worried: London Drugs was rumoured to retail

bicycles below cost. Would Dutch be able to survive the competition? The angst was real, as it has been for most of us in a similar situation. Long story short, neither London Drugs nor any other box store has been able to compete with Dutch Cycle. Price is not the deciding factor, but service. One big box store came to Dutch Cycle and asked Dutch to look after its service requirements on a contract basis. A stipulation was, the box store customer went to the front of the line for priority service. Fred, one of the owners, said, “You mean your customer, who did not buy his bike from me, gets priority over one of my regular customers who has bought many bikes from me?” The answer was a resounding yes. Equally resounding were Fred’s instructions to find someone else. Service sells product and product creates service. I doubt if any of the fine men at Dutch Cycle lose sleep over the box stores any longer. This is another important lesson for all of us to remember.

I have always maintained the four determinants of retail success include quality, service, selection and price. Most of us are not able to compete with the box stores on price, but we do outshine them with our quality, our service and our selection. Stories of the farmers market, Dutch Cycle and Cuppa’ T all confirm my assertion. Stay on the road to success while you emphasize your three pillars of quality, service LT and selection.

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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managementsolutions

Benchmarking field labour

Recently, I attended a meeting at Landscape Ontario with the objective of creating financial benchmarks as guidelines for companies in our profession. This is a continuation of some earlier articles, where we discuss reviewing and benchmarking some simple financial ratios. As you’re reading, understand our goal is not to define a company as good or bad by simple benchmarks. The intent of these benchmarks, and these articles, is to provide a general framework for success for owners or managers who lack experience or understanding of their own numbers. The vast majority of us came from the trade, not from an accounting degree… so this is meant to guide, not to define wrong or right.

STEP ONE: ESTABLISH A BENCHMARKING STANDARD Your field labour ratio is a great benchmark for comparing labour. Simply put, it’s the cost of your field staff wages (don’t include payroll taxes, just the wage) divided by your total sales. The result is your field labour ratio. One of the biggest problems with benchmarking your labour ratio is that we each have different interpretations of which wages to use. Take field labour. On the surface it’s simple — field labour is your field crews. But what about supervisors or managers? What about delivery drivers? The best definition of field labour is people whose time you include when you estimate. When you’re estimating hours on a job, that’s how you recover the cost of wages for the people who are working on that job. Everyone else better be in your overhead, so their wages get recovered in your markups. Overhead should be used to track wages for people you don’t estimate. That way, you know your overhead markups recover all the costs of wages for the people who don’t get included when you estimate a job. 24 | SEPTEMBER 2017 | LANDSCAPE TRADES

BY MARK BRADLEY

STEP TWO: BENCHMARK YOUR FIELD LABOUR SPENDING

STEP THREE: IDENTIFY AND EXPLAIN EXCEPTIONS

The average field labour ratio in the landscape industry is between 20 and 40 per cent of sales. If you are within that range, you are close to the industry average. Let’s narrow it down a bit, since 20-40 per cent is a big range. On average, profitable design/build/install companies spend 20-26 per cent of their sales on wages for field staff. Profitable maintenance companies spend 33-40 per cent of their sales on wages for field staff. Companies that do a mix of work would fall somewhere in the middle. For instance, if your company does 50/50 install and maintenance, 30 per cent field labour is a reasonable target. Why the big difference? Materials. Design/build companies install, and therefore sell, a lot of materials. So the percentage they spend on labour is smaller, since the materials they sell as part of their jobs add to their revenue. Maintenance companies, on the other hand, install very little material. Their revenue really only comes from what they charge for labour and equipment. So labour expenses eat up a much higher percentage of revenue for maintenance companies.

What if I’m spending less than the benchmarks on field labour? Congrats — this is a good thing. It typically means your company is running profitably and efficiently. Some of the other factors below can play a significant role as well: l You do a lot of work with equipment (e.g. better productivity). l Your crews are well trained and experienced. (High wages don’t necessarily mean a bad labour ratio. If your crews can bang out a lot of finished jobs, your labour ratio can be better than average!) l You sell a lot of expensive material that gets installed quickly. l Your company is organized and well run. (Your trailers are set up, your jobs are planned, materials are available as soon as they are needed — you are an efficient machine.) l Your company has low-paid crews. (This could be the case, but ironically, it’s often higher-paid crews that have lower field labour ratios; their productivity is really good, therefore they generate more revenue and sales. Low-paid crews often

PER CENT OF SALES

Field labour All other expenses Profit

make lots of mistakes, and don’t care. They must be managed very well to keep your labour ratio under control.) Spending less than average on labour ratio usually means your company is efficient and productive at earning revenue. If you have high turnover, it could also be a sign you could afford better staff … companies with high turnover are generally less efficient.

What if I’m spending more than the benchmarks overhead expenses? Typically, when companies spend more than the benchmark labour ratio, they struggle to be profitable. Here are some common reasons companies have higherthan-average field labour ratios: l First: Double-check the ‘field labour’ definition earlier in this article. Make sure you are including only people who you include when estimating. l Equipment is older and breaks down often. l Equipment is shared, so crews who don’t have the equipment do work by hand. l Jobs are not planned well; materials are late or not available when needed. l Too many deliveries or trips to vendors or back to the shop. l You don’t have enough staff in overhead to oversee crews and jobs properly. l Crews don’t know each job’s estimated hours, and don’t get updates on whether they are doing well or not so well. l Too much unestimated or unbillable time; mistakes, cleanups, drive time, time to get out of the yard in the morning. If one thing makes or breaks a landscape company, it is labour. Well managed, ontime, efficient crews can produce great labour ratios and still earn a good living wage. But many companies struggle with the daily mistakes, oversights and lack of planning or data that is all too common in the landscape industry. In next month’s article, we take a look at ways companies are reducing their field labour ratios; not by cutting wages, but by SEPTEMBER 2017 | LANDSCAPE TRADES |

building efficient, motivated crews who finish work 10-25 per cent faster than average LT companies.

Mark Bradley is CEO of TBG Landscape and LMN, based in Ontario. The objective of this article is give general guidance on common financial numbers specific to the landscape industry. It

is not intended as professional financial advice. No LMN user data was analyzed or used for this article; financial benchmarks are gathered from industry surveys and one-on-one experiences with thousands of landscape contractors across North America.

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legalmatters

Thoughts on liability and property insurance BY ROBERT KENNALEY AND JOSH WINTER

Two common types of

insurance are liability insurance and property insurance. Liability insurance provides protection against liabilities imposed by lawsuits. It provides coverage to the insured in the event the insured is liable, or is accused of being liable, to others. The insurance is generally intended to cover claims for damage to persons or property, but can be extended to cover claims for purely economic losses, depending on the terms of the policy. By providing liability insurance, the insurer is agreeing to either indemnify the insured from a cause of action or defend the insured from a cause of action and pay any damages that may be awarded against the insured. Property insurance, on the other hand, is intended to compensate the insured for damage to the person’s own property. Simply put, the distinction between the two is that liability insurance protects the insured in the event claims are made against the insured, while property insurance protects the insured’s own property. When purchasing insurance, it is important to work with your insurance broker to understand what is, and what is not, included in the insurance policy. Insurance policies, of course, generally include exclusions. There are certain risks which the insurance company are not willing to incur, and these are often removed from the scope of the policy through exclusions. Exclusions are set out in the insurance contract, or policy of insurance. A sound risk management strategy involves identifying exclusions outlined in the policies and understanding how these exclu-

26 | SEPTEMBER 2017 | LANDSCAPE TRADES

sions could affect an individual’s liability or property. Put another way, understanding the exclusions helps to understand your exposure. It is also important to work with your insurance broker to understand how declarations may increase your exposure. Declarations are statements formally made by the insured at the time the insured applies to obtain, or renew, a policy. These declarations help the insurance company assess the risks it will insure. Generally, of course, the greater the risk the insurance company underwrites, the higher the premiums the insured will be required to pay. It is not uncommon for an insured to agree to an exclusion or make a declaration at the time of signing the initial insurance contract, but continue to renew that same policy year after year without reviewing the terms. This can be problematic as circumstances may change; overlooking an exclusion or declaring something to be so when it is not, may result in an expectation that the insured is protected when this is not the case. Take for example the contractor who regularly pours foundations as part of his or her work and who has had the same insurance policy coverage for the past 10 years. At the time of signing the initial insurance policy contract, the contractor may have agreed to an exclusion which provided that liability for underpinning work was excluded. He or she may also have made a declaration that he or she did not perform underpinning work. If, 10 years later, the contractor undertakes a contract to perform such work, and something goes awry, the contractor may find unexpected liability exposure.

In regards to property insurance, individuals should also be aware of the risk of being underinsured. In the property insurance context, underinsurance occurs where the insured is covered for less than a property’s actual value. It is not uncommon for property value to increase while the rate at which the property is insured stays the same. If an individual purchased a commercial property 10 years ago, the value of that commercial property may have increased by way of

“ When purchasing insurance, it is important to work with your insurance broker to understand what is, and what is not, included in the insurance policy.” improvements made to the property, new equipment or machinery purchased and installed, other new developments in the area, inflation or rising property values. In any case, if the value of the property is higher than that for which it was insured, there may be insufficient coverage to cover the full extent of any potential damage. Underinsurance can arise in two ways. First, the limits of the policy may be insufficient relative to the damage caused to the property. This occurs, for example, where there is $2 million in property damage but only $1 million in coverage. In such a circumstance, the insurer’s maximum expo-

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legalmatters sure under the policy is $1 million. The second way in which underinsurance occurs is more complicated. This occurs where there is more than enough coverage in place to cover the damage caused, but the entire loss is nonetheless not covered because insufficient overall coverage was purchased. By way of example, if property is insured for $1 million and there is $500,000 in damage, the insured might believe he or

she is fully covered for the loss. However, if the property insured for the $1 million was actually worth $2 million, the insurer may take the position the insured is â&#x20AC;&#x153;underinsured.â&#x20AC;? In that case, the insurer might only cover a percentage of the damage caused. In this regard, there will generally be a term in the policy that requires the insured to purchase insurance up to a certain percentage of the propertyâ&#x20AC;&#x2122;s value. Where the percentage is

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not met, the insurance company is no longer insuring the entire value of the property, but is instead only insuring a portion of that value. In such a case, the insurer will only be obliged to pay for a portion of damage. Sound risk management involves making sure you are working with your broker to ensure your coverage is up-to-date. As your business changes, you need to be sure that you are not carrying out work that is contrary to a declaration made in a policy, or assuming unacceptable risks that are caught by an exclusion. In addition, we need to monitor the value of the property we insure, to make sure the insurance we have is enough to cover in the event of a loss. If we are not proactive in monitoring our insurance coverage, we run the risk of unintentionally exposing ourselves to liabilities and property losses we might not be able to afford. In the end, of course, we have insurance for a reason, and making sure it is up-to-date and covers our needs is part of sound risk manLT agement.

Rob Kennaley and Josh Winter practice construction law in Toronto and Simcoe, Ont. They speak and write regularly on construction law issues and can be reached for comment at 416-700-4142 or at rjk@kennaley.ca and jwinter@kennaley.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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National award winner, Garden Grove Landscaping of Waterdown, Ont.

Members recognized at National Awards The 14th annual National Awards of Landscape Excellence took place Aug. 16 in Olds, Alta. This year, nearly 100 people attended the prestigious event to celebrate the 2017 national award winners, whose projects demonstrated the best of the best in landscape horticulture. Held at the Olds College Alumni Centre, attendees had a chance to connect with the entire CNLA Board of Directors, while visiting one of the top horticultural colleges in Canada. Five landscape category awards were presented, along with the Garden Centres Canada award for Outstanding Retail Achievement, the Green for Life Distinction Award and Industry Award, as well as the highly respected CNLA President’s Award. The 2017 winners are: Garden Grove Landscaping of Waterdown, Ont., for the National Award of Landscape Excellence in Commercial Construction. Airo Landscape Design of St. John’s, Nfld., for the National Award of Excellence for Landscape Design. Surface Pro Services of Calgary, Alta., for the National Award of Landscape Excellence in Commercial Maintenance. International Landscaping of Milton, Ont., for both the National Award of Landscape Excellence for Residential Construction, and the National Award of Landscape Excellence for Residential Maintenance. Green Haven Garden Centre of Lethbridge, Alta., for the Outstanding Retail Achievement. The Green for Life awards recognize significant contributions made to the ornamental horticulture sector by an individual, corporation, or community. The Green for Life Distinction 30 | SEPTEMBER 2017 | LANDSCAPE TRADES

International Landscaping of Milton, Ont., was the recipient of two national awards.

Award was presented to John van Roessel of JVR Landscape of Calgary, Alta., in recognition of his lifetime achievement in the horticulture industry, as well as the lasting legacy he will leave on this sector. Caterpillar was presented with the Green for Life Industry Award for the significant contributions it has made not only to CNLA and the provincial associations, but to the industry and environment. Sherrie Williams, Product Application Specialist for Caterpillar Building Construction Products, accepted the award. CNLA wishes to extend its deep gratitude to Caterpillar for the important role it plays in promoting our industry and protecting the environment. The final award of the evening, the CNLA President’s Award, is not presented every year. It is only awarded to a member who, in the opinion of the Executive Committee, has demonstrated beyond question, a sustained personal commitment that has contributed beneficially to the enhancement of the industry at a national or international level. This year, the prestigious award was presented to Michael Murray, president of Murray’s Garden Centre and Horticultural Services, Portugal Cove, N.L. Mr. Murray has served the industry for many years as a business owner, a volunteer with Landscape Newfoundland and Labrador, and the CNLA. He is a Past President of CNLA, and has also served as the Environment Chair, Landscape NL representative, Human Resources Chair and currently sits as the Government Relations Chair. His years of service have been invaluable to the industry on a local, national and global scale. The National Awards of Landscape Excellence recognize Canadian companies that have actively participated in raising the level of

professionalism in the landscape industry. Each province nominates members from provincial awards of excellence competitions, that are then entered into the National Awards. Next year’s ceremony will take place in St. Andrews, N.B.

Lawn Care Technician exam The Lawn Care Technician exam is the most recent addition to the Certified Landscape Technician designation, and has received a good amount of interest. It is the only exam under the CLT umbrella that does not require a practical component. It consists of 100 multiple choice questions that are directly linked to all aspects of lawn care. The exam focuses on turfgrass, weed, pest and disease identification, application techniques, pest control strategies and basic sales and customer communications, just to name a few. Because the exam is written only, it can be accommodated at any time that works best for a challenger’s schedule, although each province hosts written testing opportunities once a month. The Lawn Care Technician designation is a great option if you are interested in working toward company accreditation, because a certain ratio of your staff must have CLT status. If your company provides lawn care services, this designation is a great way f to get staff certified without having to depend on a practical component. If you would like to learn more, or download a registration form, visit the landscapeindustrycertifiedtechnician.ca website, and click on the Lawn Care Technician Exam under the Certification section. If you have questions, any of the Professional Development staff at the CNLA offices are available at 1-888-446-3499.

International Landscaping of Milton, Ont. for Residential Maintenance.

Importance of the Canadian Landscape Standard Why is it so important for industry and government to use the Canadian Landscape Standard? l The Canadian Landscape Standard is a single authoritative resource that applies to all regions in Canada. l The Canadian Landscape Standard documents acceptable practices for landscape goods and services and applies to the areas of administration, planning, design and review. l These standards set guidelines and makes recommendations for all major aspects of the landscape industry.

Award Winner Surface Pro Services of Calgary, Alta. for Commercial Maintenance

The Canadian Landscape Standard streamlines the landscape specification writing process by referencing one nationally recognized industry standard. Referencing the Canadian Landscape Standard in project specifications can result in better qualified bids. The Canadian Landscape Standard is a centralized and comprehensive mechanism from which to effect public procurement policy, legislation, by-laws and regulations. The newly revised Canadian Nursery Stock Standard Ninth Edition 2017 is now included as Appendix G of the Canadian Landscape Standard.

The Canadian Landscape Standard references product and services across our landscape horticulture value chain. It is a must-have industry resource, playing a key industry role in climate change adaptation and resiliency by setting the standards for well-designed, -built and -maintained landscapes and green infrastructure. Order yours today at www.csla-aapc. ca/standard. LT

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

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landscapealbertanews Landscape Trades devotes space to Canada’s provincial horticultural trades associations. This month features news from Landscape Alberta Nursery Trade Association (LANTA).

LANTA members dream big for Canada Day Members of Landscape Alberta came together for Canada 150 to donate two community green spaces as gifts to the people of Alberta. In Southern Alberta, just outside Calgary, members worked to turn an old skateboard park into a lush community park with the Synergy building. In the capital city of Edmonton, members worked as one to create a commemorative garden on the legislature grounds with a definite Canadian theme. The Synergy Park project in Chestermere was championed by two local members, Phil Paxton of Alpha Better Landscaping and Blaire Cote of Foothills Nurseries. Together they rallied many members and created connections with community groups and local governments to develop a park that would foster community engagement and be a landscaping showcase. Volunteers and donors planted 81 trees, 415 potted shrubs and perennials, installed 354 cu. yds. of mulch and laid more than 40,000 sq. ft. of new sod. Chestermere city council had recently agreed to install irrigation on the site and a more robust landscape master plan for the area was developed. At nearly the same time, another group of volunteers was building a garden at the hub of Alberta politics. Landscape Alberta reached out to government in late 2016 to inquire about donating a garden to the legislature grounds in celebration of Canada’s 150th birthday. From the out-

The Synergy Park project was championed by Phil Paxton, Alpha Better Landscaping, and Blaire Cote, Foothills Nurseries. Together they rallied members and community groups to develop Synergy Park in Chestermere.

set, the concept connected the introduction of the new Canadian Shield rose to highlight innovation, in addition to the theme. Volunteers planted 150 of the roses in two beds encircling a large patio. At the centre of it all is a natural stone maple leafshaped bed that includes 13 roses (one for each province), all centred on the stunning backdrop of the legislatures bell tower with thanks to designer John van Roessel of JVR Landscape. Thank you to all the donors and volunteers for making these two projects a success.

GISC returns to Calgary Prairie Canada’s largest industry trade show and conference returns to Calgary in 2017. With over 32 conference sessions, more than

200 trade show booths and over 2,500 attendees, this year’s Green Industry Show and Conference is shaping up to be great. Featured speakers include Alan Armitage, Monroe Porter, Sean James, Jacki Hart and Dr. Ken Fry. The event takes place Nov. 16-17, 2017, at Calgary’s BMO Centre; visit www.greenindustryshow.com.

Landscape awards presentation Our annual Landscape Awards Presentation and Dinner was held in March at Calgary’s Telus Spark Centre. This year, four recipients were recognized with the Executive Choice Award. The first went to Ron Oudyk from Land Tec Landscape Contractors of Edmonton for his commitment to raising professionalism in the

Green Industry Show and Conference will take place November 16-17, 2017 at BMO Centre, Calgary, Alta.

32 | SEPTEMBER 2017 | LANDSCAPE TRADES

industry through his support of the apprenticeship program, Ronald McDonald House and Skills Canada Alberta. The second award went to Jack Payne, of Classic Landscape Centre, also of Edmonton, for his keen involvement in development of the Canadian Landscape Standard. The third recipient was Phil Paxton from Alpha Better Landscaping, Calgary, for his role in bringing the Canadian Landscape Standard to life. The fourth award went to Anita Huever from Eagle Lake Nurseries in Strathmore, for her massive effort in the Bill 6 consultation process. The Executive Choice Award recognizes members who have demonstrated dedication to helping the association grow and achieve its long-term goals. Gloria Beck presented long-time colleague and friend, Tony Heuver, with the Lifetime Member Award for his years of dedicated service to the association and to our industry. It is beyond well deserved and well overdue. Congratulations to Tony! The Landscape Awards program received a record 53 entries this year. Congratulations to winners Alpha Better Landscaping, Earthlings, Homescapes Complete Landscape Construction, Julia’s Alpine Garden, Landform, Modern Earth Landscaping, Park Landscaping, Planta Landscape, Solid Landscape Construction and Design, Surface Pro Services, Terra Landscaping, ULS Maintenance and Landscaping and Year-Round Landscaping.

Special award winners (left to right), Ron Oudyk, Jack Payne, Anita Heuver and Phil Paxton.

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Team Alberta wins gold Team Alberta, Ray de Kok and Adrian Sinke, took first place, winning gold at the Skills Canada National Competition held in Winnipeg last June. Both competitors work for Caliber Landscaping of Coalhurst, Alta. During the two-day event, the landscape gardener teams built a project that included a perimeter retaining wall, a deck, planter boxes, a patio and plant material, all within 12 hours. The Alberta team competed against teams from six other provinces, with Quebec taking home the silver medal and Nova Scotia taking home bronze. Congratulations to all competitors!

Carbon levy rebate In March, Alberta Agriculture announced support for the province’s greenhouse sector by creating the Alberta Greenhouse Rebate Program (AGRP), allowing growers to apply for up to 80 per cent of the carbon tax paid on heating costs. The program allows Alberta producers to remain competitive with import markets. LT SEPTEMBER 2017 | LANDSCAPE TRADES |

SEPTEMBER 2017 | LANDSCAPE TRADES |

industrynews CNLA hosts IGCA World Congress The International Garden Centre Association’s 2017 Congress will be hosted by the Canadian Nursery Landscape Association in Niagara Falls, Ont., Sept. 17-22. With a packed program of tours at Niagara region garden centres, as well as educational sessions at the Vineland Research and Innovation Centre, delegates from across the world will experience much more than the average Canadian tourist, and learn from Canada’s leading industry professionals. The itinerary culminates with a Canada 150-themed gala on Sept. 22. For more information, visit www.igcacanada2017.ca.

Plantation Products buys Superthrive Plantation Products has acquired the Superthrive vitamin solution brand. Founded by Dr. John Thomson in 1938, Superthrive was designed to produce healthier plants. The company remains headquartered in North Hollywood, Calif. Plantation Products is the largest packet seed and seed starting company in North Amer-

34 | SEPTEMBER 2017 | LANDSCAPE TRADES

Van Dongen’s Garden Centre, Landscaping and Nurseries, Milton, Ont., is one of the stops for the IGCA visitors.

ica. The company fills over 180 million seed packets annually and distributes products to over 70,000 retail outlets.

Canadian Greenhouse Conference heads to Niagara Falls Canada’s leading garden retailers and flower,

vegetable, cannabis and nursery growers will converge at the Scotia Bank Convention Centre in Niagara Falls, Ont., Oct. 4-5, for the Canadian Greenhouse Conference. With over 350 exhibitors, industry-leading speakers and educational sessions, as well as social and networking events, the CGC is designed to help profes-

sionals grow their businesses and connect with suppliers. Details at www.canadiangreenhouseconference.com.

Montreal launches eco-grazing pilot Montreal has enlisted 10 sheep to patrol a pair of parks in the Rosemont-La Petite-Patrie borough. Six ewes and four lambs have spent much of the summer maintaining and fertilizing the turf at Pelican Park, and they are moving on to nearby Lafond Park. The pilot project sees the animals fenced in during the day, and housed in mobile barns at night. “Within the innovative movement of urban agriculture, Biquette à Montréal is working to bring pastoral elements back with initiatives to help sheep graze in the city,”

project organizers explain. “The main objective of the pilot project, carried out in Pelican Park, Rosemont-La Petite-Patrie, is the introduction of eco-grazing in contemporary Montreal. Biquette à Montréal was developed within the Urban Agriculture Lab (AU/LAB).”

Montreal welcomes World Design Expo The 2017 IFLA, CSLA and AAPQ Congress of the World Design Summit will be held at the Palais des congres in Montréal, Que., Oct. 16-19. Delegates numbering 4,500 from 80 countries, representing six disciplines: Architecture, Landscape Architecture, Graphic Design, Industrial Design, Interior Design and Urban Planning, will gather for an “incubator for re-thinking the mis-

Sheep maintaining the turf at parks in Montreal are introducing families to urban farming.

Montreal will play host to international creative leaders sharing their innovative ideas.

sion of the designer and the design process.” Event organizers aim to “break down the silos” between designers in different professions. “This is about more than just the latest trends — it is about your role as a creative leader in society, business, culture and governance,” the organization says. “Designers, architects, planners and landscape architects are gathering for the first time under one roof to share perspectives, foster collaboration and cross-pollinate innovative ideas.” The event will include 100 expert speakers, 108 topics, 30 keynotes and numerous tours. Visit www.worlddesignsummit.com.

SEPTEMBER 2017 | LANDSCAPE TRADES |

industrynews Stanley Black and Decker supports Habitat for Humanity Stanley Black and Decker has partnered with Habitat for Humanity for a cross country construction initiative. The 34th Jimmy and Rosalynn Carter Work Project is taking place in every province and territory to build 150 homes to commemorate the 150th anniversary of Habitat for Humanity teams up with Stanley Black and Decker for a cross-country, home building spree.

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Canada’s Confederation. Former U.S. President and Nobel Peace Prize Laureate Jimmy Carter, and his wife Rosalynn, worked alongside volunteers from July 9 to 14, in Edmonton, Alta. and Winnipeg, Man.

Landscaper killed in workplace accident An Elmsdale, Ont. man, Mark Lalonde, 38, sustained a fatal injury on Aug. 1 while cutting stone on a landscape jobsite in North Huntsville. According to the Ministry of Labour, inspectors and engineers were dispatched to the scene and made two orders. The first order was for the employer, Landscaping Muskoka, to provide documentation and the second order was toward the constructor (homeowners), related to filing documentation. The Ministry of Labour is still investigating.

HortEast to energize Atlantic Canada in November The HortEast Conference and Trade Show is set to take place Nov. 28-29 in Moncton, N.B. Attendees can look forward to meeting suppliers, enjoying social events and learning new skills at professional development opportunities. The event is a cooperative effort between Landscape New Brunswick, Landscape Newfoundland and Labrador, Landscape PEI and Landscape Nova Scotia. Featured speakers include Frank Bourque, an expert in all aspects of hardscape, and business management coach Jacki Hart. More info at www.horteast.com.

Costa sells majority share to holding company

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Markel has reached an agreement to acquire a majority interest in Costa Farms and its related operating companies. Headquartered in Miami, Fla., Costa Farms is the largest producer of ornamental plants in the world. Founded in 1961 by Jose Costa, Costa Farms is a third-generation, family-owned business that stretches over 4,000 acres globally and employs nearly 5,000 people. Along with indoor and bedding plant divisions, Costa Farms operates merchandising services and young-plant production divisions, with operations in South and Central Florida, North Carolina and South Carolina, and abroad in the Dominican Republic and Asia. Markel is a financial holding company serving a variety of niche markets. LT 36 | SEPTEMBER 2017 | LANDSCAPE TRADES

newproducts Excavator implement Blade Buddy is a material handling implement which mounts to the leveling blade of an excavator, increasing its material handling volume capacity. The 40-in. deep unit has a centre mounted cradle system, allowing it to be lifted and displaced with a full load of material. Twin position pins allow the unit to go from discharge to carry position in seconds and also allows the contents to be scooped, dumped, spread and loaded. Blade Buddy www.bladebuddy.ca

Battery-powered chainsaw Dewalt recently added the 20V Max Compact Chainsaw to its lineup of battery powered outdoor equipment. Specifically designed for use in construction applications, the chainsaw is a versatile option for tree work, cutting timbers, or demolition on a jobsite. The 20V Max Compact Chainsaw features a 12-in. Oregon bar and chain that offers low kickback cutting in compact spaces, as well as tool-free tensioning and auto-oiling. Dewalt www.dewalt.ca

Power broom Adding to the versatility of the Toro GrandStand Multiforce stand-on mower, Toro is introducing a power broom attachment for multi-season use. The power broom is designed for clearing snow off sidewalks and driveways, as well as clearing debris or dethatching grass. Toro www.toro.com

Air compressor Dewalt announces the Flexvolt 60V Max 2.5 gallon cordless air compressor. The new compressor is compact, portable and lightweight, at only 21.5 lbs. without battery. The compressor maintains speed during a variety of finish applications including molding, baseboards, door and window casing work, deck lattice, as well as cabinet and furniture projects.

Tool storage system Milwaukee Tool has launched the Packout Modular Storage System, a tool transportation, organization and storage system for the trades. An intuitive and quick attachment mechanism gives users freedom to stack and lock Packout tool boxes, organizers, and totes of different sizes in numerous configurations that best suit their needs. The initial package will consist of eight products – three tool boxes, two organizers and three storage totes. Milwaukee Tool www.milwaukeetool.ca

Dewalt www.dewalt.ca

SEPTEMBER 2017 | LANDSCAPE TRADES |

newproducts

Garden centre screens Svensson recently released a line up decorative climate screens for garden centres. The Deco Harmony screens are designed to provide a pleasant shopping and working environment, while also being aesthetically pleasing. The screens are available in rolling and sliding versions. Svensson www.ludwigsvensson.com

Jobsite light The M18 Radius Site Light/Charger from Milwaukee boasts 9,000 lumens, 360 degree workspace coverage and is capable of running off one or two battery packs.

Tree ring The new ArborEdge tree ring from Coyote Landscape Products helps prevent erosion and damage to trees. The tree ring is available in sections or in one piece.

Milwaukee Tool www.milwaukeetool.ca

Coyote Landscape Products www.coyotelsp.com

Seed spreader Exmark introduces a spreader attachment for its Stand-On Aerator. The attachment enables landscape professionals to offer over-seeding in conjunction with aeration programs. Exmark www.exmark.com

De-icer The new Green Earth Safety Salt from North Element is a de-icer that is composed of pure sodium chloride that is infused with calcium chloride and magnesium chloride. The product starts working instantly upon contact with ice and is effective down to -31 degrees. North Element www.northelement.com

38 | SEPTEMBER 2017 | LANDSCAPE TRADES

Spray system The SnowEx Liqui Maxx spray system has been enhanced for greater durability, performance and user friendliness, and now offers an electric start for the gas-powered deluxe model. Available with multiple tank sizes to fit a wide array of vehicles, the purpose-built Liqui Maxx system provides versatility for commercial anti-icing and deicing applications. SnowEx www.snowexproducts.com

Snow plow Earth and Turf Attachments announced a snow plow blade to fit on mini skid steer loaders. This 60-in. manual-angle blade is designed to fit on the common mini skid steer mounts for the following brands: Toro Dingo, Ramrod, Boxer and others that utilize the same mounting system. Earth and Turf Attachments www.earthandturfattachments.com

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classifieds

comingevents September 11-13, GLEE, Birmingham, U.K. www.gleebirmingham.com

SERVICES AND SUPPLIES

October 18-20, Green Industry and Equipment Expo + Hardscape Expo, Louisville, Ky. www.gie-expo.com

Sept. 13-16, Communities in Bloom 2017 National Symposium on Parks and Grounds and Awards Ceremonies, Ottawa, Ont. www.communitiesinbloom.ca

November 6-10, International Irrigation Show & Conference, Orlando, Fla. www.irrigation.org

Sept. 17-22, IGCA World Congress, Niagara Falls, Ont. www.igcacanada2017.ca

November 14-16, FIHOQ Expo, Drummondville, Que. www.fihoq.qc.ca

Sept. 27-28, CanWest Hort Show, Abbotsford, B.C. www.canwesthortshow.com

November 16-17, Green Industry Show and Conference, Calgary, Alta. www.greenindustryshow.com

October 4-5, Canadian Greenhouse Conference, Niagara Falls, Ont. www.canadiangreenhouseconference.com October 5-25, The 2017 IFLA and CSLA World Congress and Summit, Montréal, Que. www.worlddesignsummit.com

November 29-December 1, New England Grows, Boston, Mass. www.newenglandgrows.org November 29-December 1, The Buildings Show, Toronto, Ont. www.thebuildingsshow.com

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October 11-14, 2017 IPPS Eastern Region Conference, Grand Rapids, Mich. ena.ipps.org

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where to find it COMPANY

PHONE

WEBSITE

404 Stone Limited 35

PAGE

905-877-3404

sales@404stone.com

www.404stone.com

ACCEO Solutions Inc 28

800-561-0500

retail.solutions@acceo.com

www.smartvendor.ca

Allstone Quarry Products Inc. 33

905-939-8491

info@allstonequarry.com

www.allstonequarry.com

Atlas Polar Company Ltd 31

888-799-4422

info@atlaspolar.com

www.atlaspolar.com

Bailey Nurseries 15

800-829-8898

www.baileynurseries.com

Beaver Valley Stone Limited 41

416-222-2424

info@beavervalleystone.com

www.beavervalleystone.com

CanWest Hort Expo 36

604-575-3504

canwest@bclna.com

www.canwestexpo.com

Coivic Specimen Trees 40

905-878-9101

info@coivic.com

www.coivic.com

Ford Motor Company of Canada Ltd 11

905-845-2511

www.ford.ca

Gateway Chevrolet Buick GMC 23

905-791-7111

www.gatewaychevrolet.ca

Gravely 43

800-472-8359

www.gravely.com

Greenhorizons Sod Farms 25

519-653-7494

www.greenhorizonssod.com

Hino Motors Canada 19

905-670-3352

www.hinocanada.com

info@ariens.com info@hinocanada.com

John Deere Limited 17

www.johndeere.ca

LMN 8, 9

info@golmn.com

www.golmn.com

Makita Canada Inc 34

888-347-9864

outdoorpower@makita.ca

www.makita.ca

Miska Trailers 21

800-306-2111

sales@miskatrailers.com

www.miskatrailers.com

Neudorff North America 27

250-652-5888

tim.tripp@neudorff.ca

www.neudorffpro.com

Oaks Concrete Products by Brampton Brick 2

800-709-OAKS

info@oakspavers.com

www.oakspavers.com

Permacon Group Inc 44

800-463-9278

www.permacon.ca

PRO Landscape by Drafix Software 22

800-231-8574

sales@prolandscape.com

www.prolandscape.com

Stihl Limited 5

519-681-3000

info.canada@stihl.ca

www.stihl.ca

Thames Valley Brick & Building Products Ltd 40

905-637-6997

info@thamesvalleybrick.com

www.thamesvalleybrick.com

Unilock Limited 13

800-UNILOCK

georgetown@unilock.com

www.unilock.com

Zander Sod Co Ltd 39

877-727-2100

info@zandersod.com

www.zandersod.com

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Date:

Feb 08, 2017

mentormoment

Business plan: More and better

Wade Hartwell is one of those people you meet who is larger than life. Those people who attract your attention, whether it’s at a convention, in a meeting or one-on-one. Wade, the cofounder and original operator of Golden Acre garden centre in Calgary, Alta., is one of those people — and has been since entering our trade in 1964. Wade was quite adamant to let readers to know he owed his success to the great people he worked with, “From the managers to the carry-out kids. They were all part of a winning team.” How did you get started in the trade? My dad, Hildon Hartwell, was reading a magazine; an article said garden centres would be the next big thing in retail. I worked for General Electric at the time. My dad Wade Hartwell and I went on a whirlwind tour of garden centres. We visited 67 in two weeks. We got as far as Toronto to the east and Denver to the south. Our first-year sales were $137,000. [Note: Close to $1.5 million today.] What have you observed about the trade? No matter how successful the operation, or its size, the split is always 60 per cent in the 12-week period between April 15 and the last week of June. The rest of the year accounts for 40 per cent. That has remained constant. You were known as a risk taker, someone who did things differently. What were some of those things? I was the first one to start bringing up truckloads of bedding plants and evergreens from California. I found growers who grew great

42 | SEPTEMBER 2017 | LANDSCAPE TRADES

BY ROD McDONALD

plants, and different varieties than what we had seen in Calgary. I negotiated some good deals and those imports supplemented what we grew ourselves. I managed to bring in beautiful plants at a decent price, and I passed those prices on to my customers. I retained good margins and still moved incredible volumes. When I was in full swing, I would bring in 175 semi-trailers a season. I was also the first one to offer planters, ready to go, in a variety of sizes and price ranges. I imported ceramic planters from China and Vietnam and planted them. I had everything from tiny little planters to great big ones that needed delivery. Today, everyone is doing this, but at the time, I was the first. I found a plastic pot manufacturer with production problems. I agreed to take production over-runs in black, a colour not often seen in the day, at a much reduced price. I sold black planter pots, in many sizes, at a great price, but I still made good margins. What made you the success that you are known for? I bought in volume and I sold in volume. I created a garden centre that was difficult to duplicate. I did surveys every year, to find out why people shopped at my stores. My surveyors would ask 20 questions; quality, service, knowledge and selection were always the top four reasons to shop at my store. I sold both plants and hardgoods that were not available at other places. Hans de Jongh, the owner of Paridon Horticultural in Delta, B.C., had this to say about Wade — and it is accurate. I would phone Wade for an appointment and he would never say no. A booking would usually take a whole day, because he would go over his sales reports line by line and we would have numerous interruptions. I met every salesman from our industry in his office. Taking risks on inventory was normal for Wade. High volume at reasonable pricing was his motto. He would often pass on his savings to his customers. LT

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

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