A Landscape Alberta Nursery Trades Association member publication
Updated Pesticide Regulations GISC 2018: A Few Months Away 3 Quick Tips to Make Great Late Season Hires Build Value in Your Company
September/October 2018, Vol. 6, No. 5
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CALENDAR September 26, 2018
September 26-27, 2018
National Tree Day Canada-wide
Canwest Hort Show Tradeex, Abbotsford, BC
www.treecanada.ca
www.canwesthortshow.com
October 3-4, 2018
November 15-16, 2018
Canadian Greenhouse Conference Niagra Falls, ON
Green Industry Show & Conference Expo Centre, Edmonton, AB
www.canadiangreenhouseconference.com
www.greenindustryshow.com
Advancing the professional landscape industry MANAGING EDITOR | Joel Beatson PRODUCTION & EDITING | Carmen Johnson Landscape Alberta Green for Life is a professional publication for the landscape trade in Alberta. Editorial and Advertising Landscape Alberta 18051 107 Avenue NW Edmonton, AB T5S 1K3 P: 780-489-1991 F: 780-444-2152 admin@landscape-alberta.com
For more events visit www.landscape-alberta.com/events/calendar/
Landscape Alberta does not assume 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 herein are those of the authors and do not necessarily reflect the views and opinions of Landscape Alberta or its members.
CONTENTS
Material may not be reprinted from this magazine without the consent of Landscape Alberta. ISSN No: 1929-7114 (print) ISSN N0: 1929-7122 (online) Landscape Alberta Board of Directors Brian Gibson, Green Drop Lawns Ltd., Chair Ken Ruddock, ULS Maintenance & Landscaping Inc. Cody Brown, Tree to Tree Nurseries Ltd. Jeff Oudyk, CSLA, AALA, JLG, Land Tec Landscape Contractors Ltd., Vice Chair
4 6 8 10 12 14
Industry and Association News That Little Bit Extra GISC 2018: A Few Months Away 3 Quick Tips to Make Great Late Season Hires Build Value in Your Company A Look Back at Our Association
John van Roessel, CLM, CLT, JVR Landscape (2006) Inc., Treasurer Keith Plowman, K Plowman Contracting Ltd. Laura Watson, Finning Canada Adam Jansen, The Jansen Group Landscape Alberta Staff Joel Beatson, CAE, CLM,Executive Director joel.beatson@landscape-alberta.com Marnie Main, Member Services Director member.services@landscape-alberta.com Valerie Stobbe, Trade Show Coordinator valerie.stobbe@landscape-alberta.com Carmen Johnson, Communications Coordinator carmen.johnson@landscape-alberta.com Cassandra Duffenais, Title cassandra.duffenais@landscape-alberta.com Cheryl Teo, Bookkeeper accounting@landscape-alberta.com On the Cover Photo: 2018 Landscape Award of Merit Winner, ULS Maintenance & Landscaping Inc. Dunn Residence
Follow Our Social Media Instagram: @landscapealberta Twitter: @landscapeab Facebook: @landscapealberta
Green for Life September/October 2018 | 3
INDUSTRY AND ASSOCIATION NEWS Updated Pesticide Regulations Alberta Environment and Parks has amended the pesticide legislation in Alberta. On June 7, 2018 the Alberta Government approved amendments to the Pesticide (Ministerial) Regulation and the Pesticide Sales, Handling, Use and Application Regulation. NOTE: This is not a comprehensive list of all changes; please visit www.qp.alberta.ca to access the complete legislation. For a comprehensive list of the changes, visit aep.alberta.ca/land/ programs-and-services/pesticidemanagement/default.aspx. For Applicators: 1. Persons offering a service have always required a service registration. Beginning immediately a service registration is required when advertising a pesticide service whether or not for hire or reward. It also now applies to pesticide services on all public land, on a right of way, or forest management applications. 2. Anyone offering services through a third party contractor must ensure their contractors holds a valid and appropriate service registration and they employ an applicator with the appropriate class of certificate. 3. A service registration is not transferable and is cancelled when a vendor moves without notifying the Director. A new registration is required before business can occur at the new location (outlet or storage). 4. A service registration is not transferable and is automatically cancelled when a service is sold to a new owner. The new owner must obtain their own service registration prior to offering and/or conducting a service. Applicators have always been required to provide records to their employer; however, the legislation now requires that records be provided within 15 days of each application. The applicator is obliged to provide the records and the registration holder is obliged to obtain them. For Retailers: New Dispenser Requirements 1. Outlets have always been required to employ a dispenser at each location. Starting immediately, the dispenser or dispenser assistant must be working at the outlet at all times the outlet is open for business. Dispenser assistants must be trained each year according to the Training Checklist (Appendix B) in the Environmental Code of Practice for Pesticides. 2. Dispensers must meet recertification requirements every 5 years. Training can completed via Lakeland College. Vendor Records 1. Commercial Retail vendors must record the expiry date of the authorized purchaser’s specific certificate for the sale of schedule 1 or 2 products. Green for Life September/October 2018 | 4
New Vendor Registration Requirements 1. A vendor registration is not transferable and is cancelled when a vendor moves without notifying the Director. A new registration is required before business can occur at the new location (outlet or storage). 2. A vendor registration is not transferable and is automatically cancelled when a vendor is sold to a new owner. The new owner must obtain their own vendor registration prior to advertising the sale of or selling pesticides.
Emerald Ash Borer Requested as a Named Pest Landscape Alberta has recently submitted the official request package to the Minister of Agriculture to have EAB classified as a Named Pest under the Agricultural Pest Act. This is seen as an important step to controlling and with hope preventing the spread of EAB to Alberta. Members looking to show their support for this request are encouraged to speak to their local MLA. Find more information on our website: www.landscape-alberta.com.
Black Knot Reminder Black Knot, caused by the fungus Apiosporina morbosa, is a very common disease of plants in the genus Prunus. Black Knot is found all across Alberta and can spread rapidly. In most cases, Black Knot causes aesthetic issues with trees but can—if allowed to spread—result in the death of the plant. The main control for black knot is rigorous pruning of infected material. The suggested disposal of infected material is burying or burning immediately. Proper composting may work if heat can be maintained consistently throughout the process. After receiving complaints to our office, this is a reminder that under no circumstances should tree material infected with black knot be used to create mulch.
CNLA-PDC Statement on Certification Exam Reform The National Association of Landscape Professionals (NALP) has announced plans to reshape the Landscape Industry Certification (LIC) Technician Exam for Hardscape and Softscape Installation, and Ornamental and Turf Maintenance modules. NALP owns the LIC program, and the CNLA, via provincial associations, is a licensee of the program. NALP is developing an online format that will replace current hands-on and written testing. Those who have already achieved their certification will not be affected by these changes. CNLA’s Professional Development Committee (PDC) is reviewing the proposed changes to ensure the new test and testing method will meet the needs of industry across Canada. Please be advised that candidates that do not complete all in-progress stations by December 31, 2019, will be required to start over under the new format. Refunds will not be offered for any candidate unable to complete before this deadline. CNLA is working to ensure that new candidates, as well as in-progress candidates, understand this deadline and have as many
opportunities as possible to complete the process and earn their designation. CNLA, in collaboration with provincial associations, will soon release scheduled test dates for landscape technician exams across the country. For further information please contact Scott Barber at CNLA 1-888-446-3499, ext 8670 or scott@cnla-acpp.ca.
Calling Landscape Designers/Architects Landscape Alberta & Landscape Saskatchewan are working as part of a larger group to facilitate the design and build of a healing garden for the City of Humboldt. Discussions are in the very early stages, and details are still being compiled. One of the first steps, which is already under way, is to develop a design brief/wish list for the project. Once completed we are going to ask Landscape Designers and/or Landscape Architects to submit design concepts for this community project. If you are interested in submitting a design please send an email to joel.beatson@landscape-alberta. com to be added to the list for future communication.
NEW MEMBERS FROM FEBRUARY TO JULY 2018 Landscape Management Network (LMN) Ewan J. McNeill 425 Whitevale Rd Whitevale, ON L0H 1M0 PH.416-407-7910 www.golmn.com Jobber Barret Hall 10520 Jasper Ave NW Edmonton, AB T5J 1Z7 PH.888-721-1115 www.getjobber.com Radisson Hotel & Convention Centre Karima Suleman 4520 76 Ave NW Edmonton, AB T6B 0A5 PH.780-468-5400 www.radisson.com/edcc Garden Warriors Ltd. David Murray PO Box 1848 Gibbons, AB T0A 1N0 PH.780-974-3730 www.gardenwarriors.ca Pereira & Moniz Landscape Contractors Inc. Lidia Silva 25103 Twp Rd 550 Sturgeon County, AB T8T 1N8 PH.780-973-3142 Earthtek Landscape Construction Inc. Mitch Leavitt 5-285145 Wrangler Way Rocky View County, AB T1X 0K3 PH.403-873-0761 www.earthtek.ca The Root Seller Garden Centre Michael Collier 16735 Zaychuk Rd NW Edmonton, AB T5Y 6G5 PH.780-473-2588 www.rootseller.com
Green for Life September/October 2018 | 5
That Little Bit Extra... Article written by: Joel Beatson, Landscape Alberta An old friend of mine who runs a successful landscape company on the east coast has a very Maritime way with words. He often remarked to me, ‘you know what the difference is between ordinary and extraordinary… just a little bit extra.’ In early June I had some landscaping done at our home—by a Landscape Alberta member of course. It wasn’t a huge project, but it certainly enhanced the curb appeal of our home as evidenced by all the compliments we’ve received. The point of this story isn’t the quality of the work or how great it looks (which is true of course). But it was the extraordinary service. My 3-and-a-half-year-old was enthralled by the work being done. The owner and his staff could not have been more kind to his constant questions and ‘supervision’. I asked for some business cards to give out to neighbours who had asked about the work/service. To my great surprise I arrived home from work to find not only the cards in my mailbox but also a gift for my two boys; it was inscribed with a touching note. The gift was the book Curious George Plants a Tree. What a perfect choice! I asked the member later if this was a regular thing; he responded that it indeed was, and that he had purchased a batch of them at once through a book fair. Each time he has a client with young kids this is what he drops off a few days later. Knowing the gift was planned did not make the gift any less special to me or my family. It reminded me of why a little bit extra really does make all the difference. In a market where small businesses are looking to stand out, I thought this was a great example of someone doing just that. The whole staff and many volunteers at Landscape Alberta are busy putting in all the extras in place to make the Green Industry Show & Conference in November the best it can be for our industry. I’m so proud of the ways we look to improve and innovate each year, but I am also reminded of how important the little extras are. The event programs are on the way, the website is loaded with all the details and registration is now open (September 4th). We look forward to seeing you there and making ordinary into extraordinary. *Editors note: The member in question is Blair McMurdo from Fantascapes Landscaping in Edmonton. He might be a little embarrassed, but I asked for permission to name him.
Green for Life September/October 2018 | 6
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GISC 2018: A Few Months Away November 15 & 16, 2018 Expo Centre, Edmonton, AB Join us at the Green Industry Show and Conference 2018! Back in Edmonton at the Expo Centre at Northlands, this year’s event aims to be both educational and inspiring. Our amazing team of staff and volunteers have worked hard to bring you top speakers, informative sessions, exciting events, and the largest industry trade show on the Prairies! Everyone from designers to arborists, owners to students, and growers to contractors, will benefit from attending. Don’t miss out! Conference Highlights Our pre-show workshops on Wednesday, November 14 are excellent opportunities for in-depth technical development, and this year you have four options: the AGGA-hosted Day of Discovery; Assessing and Modifying Urban Soils with speaker Jim Urban; Building Your 2019 One-Page Strategic Plan; and a Certified Irrigation Technician (CIT) Preparation Workshop. This year, we have 24 workshop sessions available including Dr. Ken Fry’s session on the Emerald Ash Borer’s history, biology, and risk to Alberta, and Jim Urban will discuss 6 critical requirements for healthy urban trees. Every attendee will find something to peak their interest; and continuing education credits will be available for some sessions. We’re also taking your feedback on topics you most want to see with our Just in Time Sessions, with the topics being announced in early September. Check our website often for more details. Register before October 24 and save! Visit www.greenindustryshow.com to register. Trade Show Schedule Landscape Alberta, Landscape Saskatchewan, AGGA, AALA, ISA, and ARPA members who pre-register receive free admission to the trade show (on-site pricing for everyone is $20.00) and preferred pricing on conference registration. In additional to educational opportunities, all conference attendees can visit the Green Industry Show: the largest industry trade show on the prairies. A must see! Join us after the trade show closes on Thursday, November 15 from 4:30 to 5:30 p.m. for a Tailgate Party. Snacks will be provided and refreshments will be available for purchase. Socialize with your fellow trade show attendees. Trade show hours: Thursday, November 15: 10:30 a.m. to 4:30 p.m. Friday, November 16: 10:30 a.m. to 3:30 p.m.
Green for Life September/October 2018 | 8
Other Events The Landscape Alberta Nursery Producers Annual Live & Silent Auction is Wednesday, November 14 at the Sutton Place Edmonton (10235 101 Street, Edmonton, AB) from 6:00 p.m. to 10:30 p.m. Join in the fun with hot hors d’ouevres and a cash bar. Proceeds go towards horticultural research programs and services. Thank you to Nektar for sponsoring.
The AGGA Garden Party is on Thursday, November 15, and members and friends of the AGGA are invited to attend! Catch up with colleagues at this relaxed social event and celebrate the recipients of the AGGA’s annual awards. Doors open at 5:30 p.m. and tickets cost $15.00 a person. Register at www.greenindustryshow.com. Enter to Win a Drone with the Trade Show Passport Program Pick up a trade show passport, visit all the participating exhibitors, and then drop off your completed passport to enter. Passports are available at the trade show reception desk or at Landscape Alberta booth #130. Advertising Opportunities are Still Available Utilize the GISC as an advertising opportunity with our many sponsorship and advertising options. From sponsoring a speaker session, to trade show floor stickers, or advertising on our Official Show Guide, we have the perfect options for your business to reach new customers. Get Social Are you on social media? Use #2018GISC when sharing your social media posts. Follow @landscapeab on Twitter, and @
landscapealberta on Facebook and Instagram to stay in the know about what is going on at the Green Industry Show and Conference. Contact Us If you have any questions about the 2018 GISC, please contact the Landscape Alberta office at 1-800-378-3198, then press 0. Event information, registration, and details will also be available at www.greenindustryshow.com.
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3 Quick Tips to Make Great Late Season Hires Article by: Danny Kerr, Co-Founder of Breakthrough Academy.
Summer is winding down and those year-end production goals are looming closer and closer. For many companies, a few late-season hires could fill the gaps in their workforce and help them close the year out successfully.
1. Know Your Ideal Candidate
While recruiting rockstars onto your team is never easy, finding those ‘A’ players late in the season can be that much more challenging. Many of the best have stable jobs already, meaning that you have to be extra good when it comes to recruitment in order to find opportunity.
To do this, begin by thinking about the top performers you’ve seen in the position you’re looking for, and list out their: • Strengths • Weaknesses • Core values • Key skillsets • What they’re looking for in a job • Their fears
Here are three proven tips you can use to give yourself a leg up on the competition, cut through the recruiting clutter, and get your company in front of top talent.
2. Build Sales-Based Recruitment Ads
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Finding and hiring the best staff requires a shift in the way you look at recruiting – it’s actually a marketing and sales process. Like all other forms of marketing, you must begin by understanding the individual that you are targeting. Always start by building an “Ideal Candidate Profile” and use it as the foundation of your recruiting campaign.
The messaging in your recruitment ads should be highly targeted to the type of individual you’re looking to attract. In other words, it should be based on your Ideal Candidate Profile. Regardless of whether you post ads on recruiting websites, email them out to your network, or spread them through social media, they must sell the role to the specific type of person you want on your team. You’ll want to include these “must-haves” when creating your hiring ads: • A subject that instantly captures their attention (not just the name of the role) • An introductory sentence that speaks to them and motivates them to read more • A company background that speaks to their needs • A description of duties that is appealing, based on the specifics of what they’re looking for in a job
•
A very clear “Call to Action” that asks them to submit an application that is more thorough than just a resume
3. Drive recruiting through social media Pretty well all the prospects that you’re looking for are on social media and likely cruise through Facebook, LinkedIn or Twitter on a daily basis. Chances are also that the “A players” you’re looking for are connected to one of your friends, acquaintances, or what we call your “2nd tier network.” The best way to promote jobs to your deeper network is to create a basic landing page off of your website that describes why your company is an awesome place to work and gives some details about the job. This can be a quick & simple addition to your efforts- build the text by following the hiring ad framework (listed above under tip 2) and have your web developer create a basic landing page (most can do this in a matter of hours). Once your page is live, you can promote it to your entire network, and ask all of your key connectors to share it with their individual networks. Accessing this deeper network is key – for example, having your 25 best connectors share the page to their 400 social media followers will present your recruiting ad to 10,000 people. This is an example of quality exposure, which is highly-targeted advertising in ideal networks. It is powerful, and is what allows you to sift through the clutter of Craigslist and attract the attention of the few rockstars that will help you close out 2017 with great success. Request free resources, like examples of a candidate profile, sales-based recruitement ads, and landing pages, at: btacademy.com/lateseasonhires Danny Kerr will be hosting a pre-show workshop at the 2018 GISC: Building Your One-Page Strategic Plan for 2019. Learn how to establish and achieve your yearly goals.
Everything you need to create the perfect landscape Sod
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www.bluegrassnursery.com Green for Life September/October 2018 | 11
Build Value in Your Company Article by: Kent Kohn, Kohn Consulting. Republished with permission from author. August 2018 One of the great misunderstandings of owning a landscaping company is that it will have significant value when the business owner decides to sell it. Unfortunately, statistics don’t support that belief. Between 70 and 80 percent of all businesses don’t sell— they’re liquidated. The reason landscaping companies are liquidated so often is because they often carry little or no value while they’re operating. Consequently, many firms have little or no value when the time comes to sell. Frequently, landscaping companies are lifestyle businesses for their owners. In other words, the owner primarily possesses the company to maintain and improve his standard of living through being his own boss, tax benefits, write-offs and other extras. This scenario often provides wonderful compensation during ownership but might lead to difficulties when the time comes for the owner to leave. Additionally, consider the following list of reasons landscaping companies are liquidated rather than sold: •
•
•
Fifty percent of owners don’t exit voluntarily. Death, disability, divorce, financial distress and disagreements among partners are just a few of life’s unexpected events that can adversely affect a company’s value. Every day, about 10,000 baby boomers turn 65. It’s estimated baby boomers own more than 50 percent of all U.S. companies. There are many landscaping firms available for sale, so business buyers have many options. Only 30 percent of all family-owned businesses survive into the second generation. Only 12 percent survive into the third generation. Family members often are the most logical buyers for landscaping companies but frequently don’t possess the management and financial abilities, skill set or interest to obtain such a company.
Green for Life September/October 2018 | 12
Back to Basics So what can you do to prevent your company from becoming an unwanted statistic? What can you do to build and maximize the value of your business to increase the chance it will be sold instead of liquidated one day? Return to the basics.
1. Differentiate yourself. Be different. The most valuable landscape companies are often the most unique ones in a marketplace. Perhaps you can add or combine services to differentiate yourself from the competition.
2. Respect your competitors. For the vast majority of landscaping companies sold, the seller is known to the buyer or the buyer is known to the seller before the decision is made to sell. Always treat your competitors with respect. Consider expanding services that would make your company attractive to your competitors.
3. Bring value to customers. In what area does your company excel? The things you do best should be the same things for which you’re known. Your goal should be that when a person in your marketplace needs a specific landscaping service, he’ll only think about contacting one company to do the work—yours.
4. Be well defined. Do you have a mission statement for your company? All your employees should know exactly what you’re trying to accomplish. Develop a mission statement for your company, and keep it in front of your employees.
5. Target an attractive group of customers. Who’s your ideal customer? Make a list of the attributes of the ideal customer, and then design an effective strategy to cultivate them. Over time, a specific attractive customer might change his expectations of your company. If this change isn’t consistent with your service model, purge that customer from your customer list. Similarly,
your idea of an ideal customer also might change. When it does, adjust your marketing strategy to meet the new expectation.
6. Stay focused. Avoid distractions and remain focused on the goals you’ve set for your company. Stay motivated to achieve these goals. Having trouble staying focused on goals or being motivated to extend the maximum effort to achieve company goals is usually a telltale sign it’s time (or past time) to begin the process of selling your company. When your interest in operating your firm begins to wane, act quickly to start the sale process.
7. Emphasize service. Quality service and customer satisfaction are the mainstays of every successful business. Unfortunately (and particularly with landscape maintenance companies), the care with which an account can be serviced is often sacrificed for the speed at which the account can be serviced. Create an employee management system that emphasizes quality and efficiency. The scale always should tip in favor of quality. Establish a customer management system that allows you to monitor customers for cost and quality satisfaction.
8. Insist on contracts. Landscaping companies are notorious for making handshake agreements for maintenance services between the provider and buyer. The trouble is handshake
agreements have little to no value to a business buyer. Strive to implement maintenance service agreements with one- to threeyear deals and automatic contract renewals.
9. Develop an exit plan. An exit strategy should be part of every business plan. Similar to planning a vacation trip, it’s imperative to know your business’ final destination, too. Plan your exit one to three years ahead of the anticipated exit date. Having an anticipated exit date will allow you to make clearer and more efficient decisions. Certainly, the business environment—and perhaps even your vision for your company—will change. But if your ultimate destination remains clearly defined, you’ll always be able to make effective decisions because you’ll always have a goal in sight. Create an exit plan and update it every six to 12 months.
10. Develop an exit team. At a minimum, your exit team should include an exit planner, attorney and accountant. Depending on your circumstances, you also might wish to include a business broker, a financial planner, an investment advisor and a trust department. Typically, the team should be led by the exit planner who updates the attorney and accountant annually with exit plan details.
Green for Life September/October 2018 | 13
A Look Back at Our Association
Southern Chapter Golf Tournament 1993. L-R Marian Bron, Ed Bron, and Kathleen Pereira
Hans Bron and Ron Oudyk
Harold Voogd, Sunstar Nurseries
1987 Trade Show L-R Ralph Klein and Tony Heuver Rita, LANTA Staff (Circa mid 90s).
The people in these photos have been identified to the best of our ability. If you are able to identify someone in a photo, or if we have made an identification error, help us update our records by emailing admin@landscape-alberta.com.
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eaglelakenurseries.com sales@eaglelakenurseries.com Located 5 kms east of Strathmore, AB on Range Road 245 Green for Life September/October 2018 | 14
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Green for Life September/October 2018 | 15
Parkland Nursery & Landscape Services Ltd. has 500 acres of prairie hardy coniferous, deciduous, and specialty trees. So whether you’re looking for one client’s yard or to fill a new subdivision, let PNLS be your green connection. View our catalogue at www.pnls.ca/catalogue. Call 1-888-340-8733 for the password.
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