Guide for Landscape Management Professionals by National Association of Landscape Professionals

GUIDE FOR LANDSCAPE MANAGEMENT PROFESSIONALS

CO-LOCATED WITH

PLATINUM SPONSOR

www.landscapeprofessionals.org

Landscape Management Specialty Summit Sponsored by: Summit participation is not included in the full registration, additional fees apply.

October 15th INNOVATIONS IN LANDSCAPE MANAGEMENT Loren McIrvin, Allied Landscape Services Get a comprehensive overview of cutting-edge technologies and best practices in modern landscape management, with a special focus on family, pet and communityfriendly landscapes. We’ll discuss what motivates people to pursue sustainable landscape management options, as well as their perceptions and expectations; we’ll also review options for low or no chemical use, electric equipment and value.

50 SHADES OF GREEN: HOW TO MAKE MORE PROFIT WITH FEWER GUYS, NO GUYS OR THE WRONG GUYS Ed Laflamme, Landscape Industry Certified, and Bill Arman, The Harvest Group This fast-paced, no-baloney session will help you figure out what’s really making you money and provide practical strategies that can add thousands of dollars to your bottom line. Veteran landscape industry professionals Ed Laflamme and Bill Arman will share dozens of ways to save time, reduce costs and optimize profits; they’ll give you powerful estimating and pricing strategies and tons of ideas to reduce overhead. From boosting cash flow to getting better customers, this session covers it all.

Landscape Management Specialty Summit Sponsored by: Summit participation is not included in the full registration, additional fees apply.

October 15th HOW TO MEASURE LANDSCAPE MAINTENANCE SUCCESS DAILY Hugh Cooper, Russell Landscape This dollars-and-cents session will give you the tools and insights you need to improve your financial tracking system. Get a complete review of estimating and operational systems that help you track and measure financial success on a daily basis, and learn to identify common shortfalls that are impacting your bottom line.

THE PATH OF LEAST RESISTANCE: WORKING WITH PROPERTY MANAGERS Hugh Cooper, Russell Landscape Learn a simple, solutions-oriented method for successfully working with overwhelmed property managers. The PATH of Least Resistance approach will help you focus on creating possibilities rather than curing problems, putting a positive spin on negative situations. The skills youâ&#x20AC;&#x2122;ll learn in this session will help you build rapport, trust, and confidence with property managers, and give you the tools you need to create change in the community.

Learn Network Experience LANDSCAPES 2019 at GIE + EXPO offers everything you need to grow like a pro, all in one place. Sharpen your competitive edge at more than 60 educational sessions delivered by top industry experts. See all the new stateof-the-art equipment at GIE + EXPO. Meet other industry professionals at our networking events, hosted at the luxury Omni Louisville Hotel and the Kentucky Expo Center. LANDSCAPES is a must-attend event for landscape professionals, combining the industryâ&#x20AC;&#x2122;s largest education event with the biggest power equipment trade show in the country. Youâ&#x20AC;&#x2122;ll go home armed with new tools, strategies and business contacts that will help you take your business to the next level, guaranteed.

Visit landscapesconvention.org to register and pay online. Contact Amy Easterday at amy@landscapeprofessionals.org or (800) 395-2522 with questions.

Power Sessions October 16th HOW TO SOLVE THE WORKFORCE CRISIS: A LONG OVERDUE INDUSTRY DIALOGUE Missy Henriksen and Valerie Shuford, NALP We can’t solve today’s labor crisis with yesterday’s thinking. It’s time to have a hard, uncomfortable conversation about why we can’t find and keep good workers. Through facilitated conversation, we’ll explore the systemic changes required to attract a more diverse workforce. We’ll talk about how to make minorities feel welcome, and what your female employees want you to know, but can’t tell you. We’ll explain how you can connect with 5.2 million “opportunity workers” and address NALP’s new programs to connect companies with workers. We’ll conclude by providing an overview of the Landscape Management Apprenticeship Program and the potential benefits of working with local workforce boards. If you think you have heard it all, this session will prove you wrong. It is a mustattend for those ready to be drivers of change.

WHAT’S HOLDING YOU BACK FROM THE RESULTS YOU WANT? FOUR LANDSCAPING COMPANIES THAT TURNED THEIR FUTURES AROUND Marty Grunder, The Grow Group

Sponsored by:

Not seeing the profits you want? Growing so fast you can’t focus on strategy? Feel like your business has eaten your life? These are tough challenges, but they’re not insurmountable. Marty Grunder is president and CEO of Grunder Landscaping and The Grow Group, a leading green industry consultancy. In this session, he’ll show you how four companies identified and overcame their biggest obstacles – and what you can do to conquer yours.

Recommended Educational Sessions October 16th DEVELOPING A SUCCESSFUL CUSTOMER SURVEY SYSTEM Bob Grover, Pacific Landscape Management Understanding your customers and keeping them happy is the very foundation of business success. Learn how to survey your customers so you can better understand their expectations, perceptions and complaints. This kind of data will help you to be more responsive, improve customer satisfaction, increase client retention and boost sales.

THE TOP 5 MARKETING STRATEGIES FOR GROWTH IN 2020 Christopher Yates, Success Landscape Marketing Learn how to increase leads, boost sales, and grow your bottom line in 2020 and beyond, both online and offline.

October 17th THE 4 SECRETS TO USING YOUR SAFETY PROGRAM TO IMPROVE YOUR BOTTOM LINE Dave Garcia & Drew Garcia, Rancho Mesa Insurance Services Learn how to create and maintain a safety tracking system that will improve your Workerâ&#x20AC;&#x2122;s Compensation Experience Modification Rate (XMOD), lower your premium calculation, and boost the bottom line. Join Dave and Drew Garcia, two former professionals baseball players, as they reveal the four critical elements that will help you improve your safety game plan.

Recommended Educational Sessions October 17th TURNING A CUSTOMER FOR A SEASON INTO A CLIENT FOR LIFE: A STEP BY STEP SYSTEM FOR REPEAT BUSINESS Marty Grunder, The Grow Group It is far less expensive to keep an existing customer than it is to find a new one, yet many landscaping companies chase new sales instead of building on existing customer relationships. Marty Grunder is president and CEO of Grunder Landscaping and The Grow Group, a leading green industry consultancy. In this presentation, he will teach you how to generate repeat business, deliver exceptional customer service, and maximize the power of referrals.

October 18th THE SUCCESS LIE: A PROVEN SYSTEM TO CREATE THE MINDSET SHIFT TO OVERCOME OVERWHELM Janelle Bruland, MSNW, LLC Learn how a simple shift in mindset can maximize productivity and improve results. Discover how to keep your organization laser focused on goals and create the conditions for continuous improvement, both for your team and for yourself as a leader. Youâ&#x20AC;&#x2122;ll come away from this unique presentation with specific, relevant examples that you can implement immediately.

HOW TO WIN BIG SELLING AND SERVING HIGH-END CLIENTS Dana Davis, Green Point Consulting Dana Davis, a 30-year industry veteran, will share real-world stories and case studies of clients who have maximized profits by servicing high-end residential clients.

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Leadership

Wednesday, October 16th

HOW TO LEAD A GROWING, PROFITABLE MULTI-MILLION DOLLARD LANDSCAPING COMPANY THAT CAN THRIVE WITHOUT YOU

learn, con Bill Silverman, Springboard Business Coaching

You can’t run a $1 million landscaping business the same way you run a small business. In this session, you’ll learn how to build a growing, profitable multimillion-dollar business that virtually runs itself by delegating like a CEO. Bill Silverman will show you the skills, tools and best practices that have helped owners add six figures to their bottom lines and cut hours and stress from their workdays!

Thursday, October 17th

WORKER-OWNERSHIP AS A SUCCESSION PLAN (AND A POWERFUL RETENTION STRATEGY!) Carolyn Edsell-Vetter, A Yard & a Half Landscape Corp. More than 85% of business owners do not have an exit plan in place. Learn how landscape business owners are successfully ensuring a retirement income – as well as improving recruitment and retention – by selling to employees through conversion to worker- owned cooperatives.

Thursday, October 17th

KEYS TO GETTING AHEAD IN THE LAWN AND LANDSCAPE PROFESSION

CREATING A WORLD-CLASS TEAM CULTURE

Moderator: Brett Lemcke, R.M. Landscape, Inc.

Mike Andres, Augusta Lawn Care Services

Join NALP’s Young Entrepreneur of the Year award winners as they share their secrets and lessons learned in succeeding in the landscape industry at a young age.

Hear founder and CEO Mike Andes explain how a strong team culture helped this local lawn care business become the #1 place to work in the Augusta region.

Friday, October 18th

ENSURING YOUR SUCCESSOR Michael Beck, Eliciting Excellence Studies have shown that roughly 70% of all business successions fail. The overwhelming reason for those failures is that the successor was poor prepared for the transition. In this session, you’ll learn the common issues related to successor development, and you’ll get some practical strategies for accomplishing that development.

Don’t miss out! OPENING KEYNOTE: NEVER FLY SOLO: THE POWER OF PARTNERSHIP TO REACH NEW HEIGHTS IN BUSINESS AND LIFE. LT. COL. ROB “WALDO” WALDMAN Sponsored by: In today’s highly competitive world, those who build trust and work as a team will dodge the missiles of business and win. This keynote is about focusing on what really matters in business: building highperformance, trusting teams and serving your customers and colleagues. It’s about winning with integrity through disciplined training, dedicated teamwork and courageous leadership. Waldo Waldman is a decorated fighter pilot, experienced sales expert and the author of the New York Times and Wall Street Journal bestseller Never Fly Solo. A highly regarded motivational speaker, he teaches how to build trusting, revenue-producing relationships with employees, partners and customers. He’ll talk about how he overcame a lifelong battle with claustrophobia and a fear of heights to become a highly decorated fighter pilot with over 65 combat missions. Waldo’s experience, both in the military and in business, have taught him that success is about camaraderie, courage and a commitment to excellence. His custom business analogies and captivating personal stories will encourage you to prepare diligently for every mission, face challenges with courage, build more meaningful relationships, and maximize your potential both in business and in life.

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