The New Jersey Landscape Contractor - Feb. 2014

January 2014

The New Jersey

Landscape Contractor

The Official Publication of the New Jersey Landscape Contractors Association

Trade Show Season When it Comes to Safety, Lip Service is a Disservice We Came, We Saw, We Cut Grass Drivers Pre-Trip Checklist OSHA: Checklist for Safety Audit

2014

CONTRACTOR

SHOWCASE

HARDSCAPE CHALLENGES

BRING IT ON !

REGISTER NOW! TECHO-BLOC.COM/BRINGITON OFFICIAL SPONSORS: Attend and Receive

Attend and Receive

For Continuing Education

For Continuing Education

4 NCMA CREDITS

4 ICPI CREDITS

USA DATES & LOCATIONS Jan 7 Charlotte NC Jan 9 Raleigh NC Jan 14 King of Prussia PA Jan 16 Fredericksburg VA Jan 17 Dulles VA Jan 21 Independence OH

Jan 22 Columbus OH Jan 24 Mars PA Jan 28 Camp Hill PA Jan 29 Baltimore MD Jan 31 Frederick MD Feb 4 Dover DE

Feb 6 Mahwah NJ Feb 7 Breinigsville PA Feb 11 Mount Laurel NJ Feb 13 Melville NY Feb 14 Somerset NJ Feb 18 SpringďŹ eld MA

Feb 20 Cape Cod MA Feb 21 Marlborough MA Feb 25 Albany NY Feb 27 Syracuse NY Feb 28 Rochester NY Mar 5 Nashua NH Mar 7 Portland ME

Published By

The New Jersey Landscape Contractor magazine is the official publication of the New Jersey Landscape Contractors Association, dedicated to the professional landscape industry of New Jersey. NJLCA was founded in 1966 as the Bergen County Landscape Contractors Association, and is today comprised of six regions throughout the state of New Jersey.

New Jersey Landscape Contractors Association 465 Boulevard, Elmwood Park, NJ 07407 Phone | 201-703-3600 -- Fax | 201-703-3776 E-mail | info@njlca.org Visit our website at www.NJLCA.org

contents

JANUARY 2014

FEATURES

19

When it Comes to Safety, Lip Service is a Disservice

21 Tree Work is Not for the Amateur

23

26

We Came, We Saw, We Cut Grass

27

Drivers Pre-Trip Checklist - English/Spanish

29

Wintertime Driving

Publisher/Editor Gail E. Woolcott Contributing Writers John Ball | Louis Crisitello, Jr. | Bob Hibler Dr. Albrecht M. Koppenhöfer | Landscape Safety Training Jody Shilan | Paul Werner | Gail Woolcott NJLCA Combined Board Executive Director | Jody Shilan, MLA President | Tom Canete Vice President | Nelson Lee Treasurer | Richard Goldstein, CLT Director | Anthony Agudelo Director | Tom Barillo Director | Greg Carpenter, CLT Director | George Futterknecht, CLT Director | Dan Kindergan Associate Director | Joe Bolognese Jr. Associate Director | David Gaynor Associate Director | Shay Leon, AAI, CIC Advisor | Dr. Bruce Clarke, Rutgers University Advisor | Dr. Steven Fischer, Bergen Community College Advisor | Dr. James Murphy, Rutgers University The New Jersey Landscape Contractor magazine is published triannually. 4,500 copies are distributed to members and professionals in the Green Industry of New Jersey, as well as educational and governmental institutions. Subscription rates: $45.00 per year; $11.50 per copy. New Jersey residents only, please add 7% sales tax.

To advertise in The New Jersey Landscape Contractor, please contact Gail Woolcott at (201) 703-3600 or e-mail gwoolcott@njlca.org.

Article and photo submissions are encouraged and may be sent to NJLCA at the above address. Publisher assumes no responsibility for safekeeping or return of photos or manuscripts, and reserves all rights to edit material submitted for publication. © 2014 New Jersey Landscape Contractors Association. All rights reserved. The contents of this publication may not be reproduced by any means, in whole or in part, without the prior written consent of the publisher.

PUBLISHED January 2014

Reducing labor and ‘pesticide load’ of the environment through optimal use of newer insecticidal chemistries

30 OSHA: Checklist for General Industry Safety Audit

COLUMNS

4

Executive Director’s Message

5

NJLCA News Briefs

5 NJLCA/IANJ Golf Challenge a Hole-In-One

8 Landscape Industry Certified Exam Stresses Safety

13 Welcome New Members 14 Contractor Focus: NJLCA Members Practicing Safety

17

Associate Focus: Gamka Sales Co.

20 NJLCA and ASCA announce a new partnership agreement

25

Index of Advertisers NJLCA.ORG

3

Executive Director’s Message That which does not kill you only makes you stronger.

We are very excited to begin a new year here at the NJLCA. We have never been stronger as our membership, member benefits and financials continue to grow.

The New Jersey Landscape Contractors Association is growing in other ways too. The NJLCA brand is becoming recognized more and more throughout the state, as well as the country.

Our members are constantly featured in trade magazines such as Landscape Management, Irrigation & Green Industry, Turf, Total Landscape Care, and Lawn and Landscape.

This is due to the quality of our members and the outstanding work that they do, their successes as business owners, their volunteerism and their impeccable safety records.

It’s amazing to think that the NJLCA started 47 years ago by six young men (Roger Dammer, Bob DeRosa, Skip Powers, Skip Gallione, Aubrey Hampton, and Don Leuffgen) and their pick-up trucks. They held their first official trade show in Van Saun Park in Paramus, New Jersey and since then the NJLCA has never looked back. Now, I’m not saying that it’s been peaches and roses all of those years and that we haven’t had our share of bumps and bruises, but I certainly believe that we can apply the adage, “That which does not kill you, only makes you stronger”, because we are stronger than ever.

The NJLCA has a very rich and colorful history including hundreds of people throughout the years who have sweat for, lead and continue to support this organization so that we can continue to follow our motto of “The NJLCA – Growing Everyday”. As our newest board takes it’s turn at the helm they will quickly realize that they are not only leading our association into the future, but also following the footsteps of many dedicated green industry professionals that have come before them.

We hope that each and every one of you take the opportunity and heed the obligation to get involved with the NJLCA this year, and realize that you can make a difference in our association and our industry. I also hope that you have a renewed sense of responsibility to become a more integral part of an association that has given so much, to so many, for so long. If you do decide to get involved, I’m not going to tell you that it’s the toughest job you’re ever going to love. However, you’ll develop relationships with some really great people while showing your respect and giving thanks to Roger, Bob, Skip, Skip, Aubrey, and Don for their amazing insight and incredible hard work that has allowed us to make the NJLCA what it is today.

We hope that you enjoy the trade show and have a successful and prosperous 2014.

Jody Shilan NJLCA Executive Director Member Benefits Include:

• Participate in the NJLCA’s Employee Benefits Trust for substantial savings on your medical, dental, prescription and life insurance costs for you, your employees, and families.

• Market your company with the NJLCA logo and stand out as an active member of a statewide trade association.

• Membership meetings throughout the state two times per month allow you numerous educational opportunities at no additional cost for you and your employees (includes dinner).

• Ability to talk to other landscape professionals to find out the latest developments in the Green Industry.

• Our quarterly statewide magazine, The New Jersey Landscape Contractor features articles about timely topics, fellow landscape contractors and educational pieces.

• Free listing in our membership directory, a great tool to find fellow landscape contractor members, as well as associate, affiliate, advisory, agricultural agents and student members.

• Substantial exclusive vendor and event discounts, including many with allied associations.

• Additional fantastic educational programs to improve your business and increase your profits.

• Social outings that are not only fun, but allow you to network in a relaxed 66 Morris Ave, Springfield, NJ 07081 • (800) 631-7945 66 Morris Ave, Springfield, NJatmosphere. Includes Golf Outing, Holiday Gala, Pizza Night, and more!

07081 • (800) 631-7945 • Volunteer and community services opportunities coordinated by the Visit our website: www.amt-nj.com • E-mail: info@amt-nj.com Visit our website: www.amt-nj.com • E-mail: info@amt-nj.com association to allow members to give back to the community.

• And so much more.....!

Employee Benefits Trust

Employee Benefits Trust

Medical Rx • Dental • Life Medical • Rx • Dental • •Life

AssociationAssociation Master Trust Master Trust

Members With Benefits

37th Annual Wednesday, February 26, 2014 - 8:00 am - 4:30 pm

Meadowlands Exposition Center 355 Plaza Drive, Secaucus, NJ 07094 • • • • • • •

NJLCA Members: Pre-Registration Fee: $20 per person Registration at Door: $30 per person DEP Credit Session: FREE (All other day of show seminars included in price of admission)

New Floor Plan DEP Credit Session Exciting Business Seminars Over 300 Exhibit Booths Trade Show Discounts New Pre-show Workshops on February 25th Trade Show on February 26th

Non-Members: Pre-Registration Fee: $30 per person Registration at Door: $40 per person DEP Credit Session: $30 per person (All other day of show seminars included in price of admission)

To register online now or for more information visit www.NJLCA.org or call (201) 703-3600 NJLCA.ORG

5

Education Schedule - February 26, 2013 8:00 am Registration - Trade Show Open 8:20 am Welcome - Jody Shilan, MLA, Executive Director, New Jersey Landscape Contractors Association

Pesticide Recertification Course - Room A/B 9:00 am - 10:00 am

An IPM Approach Coupled with Bio Stimulants used to Reduce Pesticide and Nitrogen Needs Michael Reed, Holganix & Barry Draycott, Tech Terra Environmental Anticipated NJ Credits: 3B=2 PP2=2 13=2 PA Credits: 06=2 07=2 18=2 23=2

10:00 am - 11:00 am

Neonicotinoids in the News Jeff Weld, Bayer CropScience Anticipated NJ Credits: Core=2 3A=2

11:00 am - 12:00 pm

PA Credits: Core=2

Pesticide Regulation Update Stephen Bross, NJ-DEP Pesticide Control Program Anticipated NJ Credits: Core=2 Anticipated PA Credits: Core=2

You MUST bring a Photo ID and Pesticide Applicators License (NOT business license) and produce them when signing attendance roster.

Free Business Seminars - 9:00 am - 2:30 pm 9:00 am - 12:00 pm Room D

1:00 pm - 2:00 pm Room A

NJ Fertilizer Training & ProFACT Written Exam Dr. James Murphy, Rutgers University New and Deer Resistant Plants Chris Rubino, Monrovia Growers

Room B

Estimating with Manage 360 Joe Salemi, Dynascape Patrick DuChene, DuChene Design Solutions

Room D

The “ONE” Sales Technique That Will Change your Life!

Danny Wood, Sandler Training

NJ Fertilizer Training and ProFACT Written Exam - Dr. James Murphy, Rutgers University ProFACT - Training for Professional Fertilizer Applicators (Qualifies you to take the certification exam and Certified Fertilizer Applicators will receive 3 credits of continuing education). Plus, ProFACT Exam for Certified Fertilizer Applicators ($75 Exam fee required at time of exam).

New and Deer Resistant Plants - Chris Rubino, Monrovia Growers Spend an hour reviewing some great new plant introductions that will make a landscape plan stand out. Specific emphasis will be given to introductions that are deer resistant.

Estimating with Manage 360 - Joe Salemi, Dynascape and Patrick DuChene, DuChene Design Solutions Do you have a reliable way to ensure that every job that you bid on will end up being profitable? Or do you simply give each proposal your best shot and hope that at the end of the year, your books will show a profit? This session will talk about landscape estimating, featuring estimating tips and best practices to ensure you know whether you are making or losing money on your jobs.

The “ONE” Sales Technique That Will Change Your Life! - Danny Wood, Sandler Training Salespeople invest considerable time developing comprehensive proposals and extensive, expensive, and compelling presentations and even deliver them in a polished professional manner. Yet they often leave with nothing more than the respective prospect’s promise to get back to them. In this program you will learn how to double the chance of prospect’s saying “yes”, gain greater control of the sales process (while your prospects feel they are), use the art of mutual agreement instead of mutual mystification, and dramatically reduce the amount of time it takes to get a decision.

Meet Our Guest Speakers Stephen Bross is a Sr. Environmental Specialist and the Outreach Coordinator and an inspector for the NJ DEP Pesticide Control Program.

He holds a BS in Geography and Earth Science, as well as a Master’s Degree.

With more than 20 years of experience in the landscape industry Patrick DuChene has worked for some of the Northeast’s most prestigious landscape companies and one of the top 100 landscape companies in the United States.

He studied Landscape Architecture and Landscape Horticulture at The Ohio State University. He has a great interest in technology and has been featured in design software publications for his expertise in presentation layout, design/estimating workflow and overall design and job productivity.

Dr. Jim Murphy joined the Extension team at Rutgers University in 1991. He has a Ph. D. in Crop and Soil Sciences from Michigan State University and develops best management practices (BMPs) that enhance the stress tolerance, persistence, and environmental benefits of turf. His research compliments his Extension and teaching activities as well. In 2010 Dr. Murphy started work on the Professional Fertilizer Applications Certification and Training (ProFACT) program, and this is now the main resource for the program.

Michael Reed is the Regional Sales Manager for Holganix. He has been actively involved in the green industry for over 30 years and worked for some very successful businesses. Mike has degree from the County College of Morris and currently represents Holganix, a leading distributor of organic products for turf and ornamental use. Mike is an active member of the New Jersey Landscape Contractors Association, and has trained applicators throughout the northeast and mid-atlantic. His diverse, first hand experience to a classroom setting allows him to teach certification classes in NJ, PA, DE and VA.

Chris Rubino is a native of Buffalo, NY and a graduate of Cornell University. His relevant work experience includes: Retail Nursery Sales, Landscape Design/Build and Maintenance, Golf Course Maintenance, Horticultural Lab Research, Amer. Rose Society Test Garden, Cornell Plantations and Arboretum, The Walt Disney Co. Epcot Center, Walt Disney Animal Kingdom, Universal Studios Islands of Adventure, Monrovia Nursery Sales in FL, GA, SC, NJ and NY. He currently travels extensively to domestic and international gardens looking for new and improved plants to introduce to American gardens.

Joe Salemi is the Marketing Manager for DynaSCAPE Software, where he develops strategic new relationships with key industry influencers, product partners, and trade associations.

Joe spent ten great years with the Canadian Nursery Landscape Association (CNLA) as their Member Services and Communications Manager. Joe holds a Bachelor of Arts degree from Brock University in St. Catharines, ON where he concentrated on communications studies, marketing, and organization behavior. Additionally, Joe completed the Certified Association Executive program through the Canadian Society of Association Executives.

Danny Wood is a business development expert, specializing in Executive Sales Consulting and Sales Productivity Training. Danny is an affiliate of the Sandler Sales Institute and is a six time recipient of the Platinum Award for superior selling. He holds a degree in Marketing has worked as Vice President of Sales and Merchandising for Wrangler Sportswear.

Jeff Weld is a Lawn and Landscape Market Specialist with Bayer Environmental Science. He holds a BS in Ornamental Horticulture from Ohio State Univ. and has given over 50 presentations throughout NJ, NY, and NE. Jeff was the President of Weld Landscape Contractors, Inc., before joining Bayer and is a member of various turf, landscape, and lawncare associations in New York, New Jersey, & Connecticut.

Have you heard about our new Pre-Trade Show Workshops?

New this year, NJLCA is offering a great opportunity for you to take advantage of an additional day of education on Tuesday, February 25, 2014 (the day before the Trade Show). We have put together a few great pañol workshops to increase your skills, protect you and s E n e your employees, and offer you certification in paver installation. See page 11 for more details!

NJLCA.ORG

7

2014 Exhibitors (as of printing) A.N.T. Nursery, Inc. ABR Lighting, Inc. Action Rubber & Industrial Supply Advance Tires Advanced Soil Technologies Aggrand/Amsoil Dealer American Hose & Hydraulics Aqua Tech USA (Aqua Tech Hotsy Inc.) Aquarius Supply Association Master Trust Atlantic Irrigation Bad Boy Mowers Barton Nursery BASCO / Snapper Pro Belgard Hardscapes Brock Farms Wholesale Division Cabot Creamery Cabot Creamery CADCo Cambridge Pavingstones with Armortec Cedar Hill Nursery Inc. Central Turf & Irrigation Supply Classic Ground Covers Clayton Block Company, Inc Coast Cities Equipment Sales, Inc Coastal Source Colorblends Condurso’s Wholesale Distribution Center Consolidated Human Resources, LLC CST Pavers David Lerner Associates DeBuck’s Sod Farm of NY Design-N-Stitch DOLMAR Power Products Downes Forest Products DynaScape Software Corporation East Coast Tree Movers Eastern Wholesale Fence EP Henry Fleet-Track Services Foley, Inc. Frank’s Truck Center, Inc. Gallagher-Bollinger Insurance Gamka Sales Co., Inc. Garden Mark Landscape Solutions Garden State Bobcat Garden State Koi and Aquatic Center Gardner Connell Genesis Turfgrass Grass Roots Turf Products Harvest Lawn Care Hionis Greenhouses Inc. Husqvarna / Gamka Hustler Turf Equipment Innovative Systems, Inc. Intek Auto Leasing, Inc. International Bulb Company, Inc. J. Racenstein, Inc. JC Hill Tree Farms 8 JANUARY | 2014

Jersey Mulch Products, LLC Jesco Inc. Jesco Inc. / Ditchwitch John Deere Landscapes KPM Exceptional Distributors Kube Pak Growers L.P. Statile Lawn Equipment Parts Company Levitt’s Meadowland Ford Truck Sales Middleton & Company Insurance, LLC Modern Group Nature’s Choice Corporation New Jersey Deer Control Nicolock North Jersey Bobcat Northeast Bowie Sales Northeast STIHL Northeastern Arborist Supply Northern Nurseries Inc NY-NJ Trailer Supply Orange Garden Pantano Nursery Paul Congelosi Sales Inc Perennial Services, LLC / Sprinkler Surgeon Performance Trailers Inc. Phoenix Insurance Group Pine Island Turf Nursery, Inc. Power Place Inc Powerco Inc Precision Work Rin Robyn Pools Rutgers University Salomone Redi-Mix LLC SavATree Schoenberg Salt Company, Inc. Scirocco Insurance Semel’s Embroidery and Screenprinting SharkMarx Sports and Golf Solutions Stephan L. Green Trailers Steven Willand, Inc. Storr Tractor Company Synthetic Lawns & Golf, Inc. Tech Terra Environmental Techo-Bloc Corp.

TES Inc The Terre Company Tidbury Creek Farms Nursery Tidewater Power Equipment Trailer Racks.com (aka Green Touch Inc.) Unique Lighting Systems United Rentals Van Dines Four Wheel Drive Center Wallace Trucking YC Power & Associates/Pro Parts Direct York Trailers & Truck Accessories Ziebert

Landscape New Jersey 2014 Registration Form Please print clearly: Business Name: _____________________________________ Owner’s Name: _________________________________ Business Address: ___________________________________ City: _____________________ State: ____ Zip: _______ Phone: _________________________ Fax: ____________________ E-mail: __________________________________ If paying by credit card: Cardholders Name: ____________________________ Card Number: ________________________________________ Billing Zip Code: __________ Exp: _________ Signature: __________________________________________________ Print First and Last Name of all attendees as they will appear on name badge. (Name badges will be mailed to you) You MUST also indicate if attendees are taking Workshops on Feb. 25th or DEP Recertification Session on Feb. 26th.

1. _____________________________________________________ qDEP* qICPI qGraphics qCPR English qCPR Spanish 2. _____________________________________________________ qDEP* qICPI qGraphics qCPR English qCPR Spanish 3. ______________________________________ _______________ qDEP* qICPI qGraphics qCPR English qCPR Spanish 4. ______________________________________ _______________ qDEP* qICPI qGraphics qCPR English qCPR Spanish * DEP classes will be held on Wednesday, February 26th.

Make checks payable to: NJLCA

Please read carefully and complete all sections. Must be received by February 21, 2014.

Mail to: NJLCA 465 Boulevard, Suite 4 l No refunds after Feb. 21, 2014 Elmwood Park, NJ 07407 l No snow or rain date Phone: (201) 703-3600 Fax: (201) 703-3776 NJLCA Member Pricing Pre-Registration Fee: $20 per person Registration at Door: $30 per person DEP Credit Session: FREE

Qty. _____ _____ _____

Non-Member Pricing Qty. Pre-Registration Fee: $30 per person _____ Registration at Door: $40 per person _____ DEP Credit Session: Additional $30 per person _____

* (All other Trade Show day seminars included in price of admission, except for ICPI and ProFACT Written Exam)

Total: _____ Total: _____ Accepting Checks, Visa, Mastercard, Discover, and Amex Membership Doesn’t Cost...It Pays!! Become a member today and pay member pricing for the 2014 Trade Show with this form!

Membership Type: q Regular Member: Individual or firm actively engaged in landscape contracting. Your gross volume of sales determines dues. Please choose a class.

Class Dues Class Dues Class Dues q Under $350,000 $215 q $350,000 - $750,000 $295 q Above $750,000 $395

Home Improvement Contractors License: ___________________________ q Associate Member. $325. Individual or firm which supplies products or services to the landscape industry. q Student Member. $25. Must show current Student ID Card and volunteer 5 hours per year with the NJLCA.

Save time and money...Register online at www.NJLCA.org

Feature Story

Nine “Musts” to Increase Sales at Trade Shows

by Danny Wood, Danny Wood Enterprises/Sandler Training

Trade shows have developed into one of the foremost ways for companies to market their products and services. All too often, the personnel with the responsibility of producing the show - whether it be salespeople, managers, technical people, or office personnel - find themselves the least prepared to handle the real job. Studies have shown that people who work the booths at trade shows must do the following in order to increase sales at trade shows: 1. Must commit to specific objectives: Thousands of companies participate in trade shows every year. Many of those companies spend days, weeks, months, and even years planning the display. However, they neglect to invest appropriate amounts of time and money to properly prepare their personnel with the methodology and technique to be applied at the show.

Are your trade show objectives to sell, gather leads, qualify leads, expose your product, service and/or your company, or some other goal that you are looking to achieve? Prioritizing your objectives will help to define what has to be done.

2. Must draw people into the booth: Gimmicks may be great - an eye-catching display, drawings and contents, a demonstration that allows the visitor to participate - and they will get people to stop by. But people do business with people, which means your people have to communicate with others.

Are your people prepared to deal with visitors to your booth?

Or are they chasing them away by lingering in the back of the booth like a vulture awaiting its prey? Perhaps they are grabbing them in front of the booth with some version of the old “retail” store opening, “Can I help you?” Training your people to be as strong and different as the eye-catching display, is worth as much, if not more, towards getting people to stop by your booth.

3. Must separate suspects from prospects: Part of prioritizing your leads is qualifying the people that come into your booth. Far too many people working at trade shows believe that they have to tell everybody their story. Not every person has an interest in your product or service, nor do they qualify, or even deserve to hear your presentation. Being able to differentiate the suspects from the prospects will certainly increase sales.

4. Must ask questions: Too many people make presumptions and then provide solutions prematurely. Developing a format for questioning the suspects, to see if they become prospects, will help you determine which people warrant your time and efforts.

5. Must get a decision, even if that means getting a “NO”: The person at the trade show should not be serving as an educator. There is a definite need to get a commitment and learn the priority which the prospect places on a certain type of product or service. Lack of such decision, or avoiding the “No” that many people fear, results in not knowing which

10 JANUARY | 2014

prospects require follow up. Too many leads, especially unqualified ones, can be worse than too few leads, and create unproductive sales calls after the show.

6. Must adjust outside selling styles to trade show selling: The pace of a good show is generally fast moving. The people in attendance are in a mode to see a lot in a short period of time. Ad-libbing and working your way through the detail of a typical sales doesn’t work in the trade show environment.

While one is being sold, ten are getting away. The truth is that you need to apply a strategy that gets the prospect to show or tell you what he or she needs and identify when they see themselves doing something about that need. The difference between the outside selling strategy and trade show style is similar to the difference between an airplane taking off from an aircraft carrier instead of from a standard airport runway.

7. Must do more than just “put in their time”: Many people are not motivated to work at the show. They spend their time chatting with other exhibitors (a lot of the time about how they hate having booth duty), looking to take coffee breaks, or walking around and making small talk. Management never dedicated the time that is necessary to develop the motivated person to work the trade show. More often than not, it is dictated that certain individuals will have to “put in their time” at an upcoming show. There is no attempt made to arouse interest in the show. There is no time allowed to prepare for the show (lack of understanding objectives), thus the people are not in a goal-oriented mode. Working the show is not presented as a privilege, and the people are not included in the planning and decision-making stage of how to accomplish certain objectives. With any or all of these ingredients missing, how can we expect people to do more than just “put in their time”?

8. Must understand the “role” of the person working the trade show: Along with lack of motivation comes the inappropriate role of the person at the trade show - that of being subservient, even to the degree of being a “Beggar”. The trade show should be viewed as a Broadway play, in which you are the star. Do you take control? Or do you fail to use the talent and ability necessary to investigate, or more often, are you misunderstood by the prospect who doesn’t convert to a customer.

9. Must plan for follow-up after the show: The trade show ends, and there is a sign of relief from everyone involved. The problem is that now work should begin. The work of bringing in the Return on Investment (ROI). Even those companies that have planned on sending out thank you letters, literature, gifts, or some other sort of advertisement, often find themselves failing to make that person-to-person contact so necessary in closing sales. Be it lack of personnel, technique, goals, qualified prospects, or planning, without the sales call for follow-up, sales will not just happen on their own.

Pre-Trade Show University Workshops February 25, 2014

(Trade Show - February 26, 2014) Meadowlands Exposition Center - 355 Plaza Drive, Secaucus, NJ 07094 Heartsaver CPR with AED

NJLCA Member: $75

9:00 am - 12:00 pm

Room A

Non-Member: $95

Would you know what to do in a cardiac, breathing or first aid emergency? The right answer could help you save a life. With an emphasis on hands-on learning, our CPR/AED course gives you the skills to save a life. Learn how to respond to cardiac and breathing emergencies in adults, including the use of automated external defibrillators (AED). Includes lunch on day of workshop and admission to trade show next day.

Heartsaver CPR with AED

NJLCA Member: $75

pañol

en Es

1:00 pm - 4:00 pm Non-Member: $95

Room A

¿Sabrías qué hacer en una emergencia cardiaca, respiratoria o de la primera ayuda? La respuesta correcta podría ayudar a salvar una vida. Poniendo énfasis en la práctica, nuestro curso de CPR / AED le dara la habilidad para salvar una vida. Aprenda cómo responder a cualquier situacion de emergencia cardiaca o de respiratoria en adultos, incluyendo el uso de desfibriladores externos automáticos (AED). Almuerzo el día de clase y la admisión a la feria día siguiente incluido.

Landscape Graphics with DynaSCAPE NJLCA Member: $99

8:00 am - 4:00 pm

Non-Member: $149

Room D

This one-day workshop will give landscape designers a deep insight into quick techniques to take their drawings to the next level, not to mention dramatically speeding up the process. Register today and join Patrick DuChene of DuChene Design Solutions on an adventure through DS|Design, DS|Color, and SketchUp! (DynaSCAPE will include free software access for 7 days!)

Includes lunch on day of workshop and admission to trade show next day.

ICPI Two-Day Paver Installer Course ICPI Member: $280

8:00 am - 4:00 pm NJLCA Member: $315

Room C

Non-Member: $350

The two-day classroom course is to enhance the knowledge of those with at least one year’s experience in the construction of interlocking concrete pavements. Registration includes a student manual & an exam. Those who attend the course & pass the exam receive a Record of Completion for the course. Topics: Material & labor, estimating, job planning & layout, soil classification & compaction, bedding & joint sand, paver selection & installation, use of labor-saving specialty tools, edge restraints, base material selection & compaction, contract basics, safety, maintenance & management, specialty applications, estimating & job costing. Includes lunch both days and admission to trade show.

MUST REGISTER FOR ICPI AT www.icpi.org/secaucus or call NJLCA at 201-703-3600.

See Registration Form on Page 9 NJLCA.ORG 11

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186 Halsey Road, Newton, NJ 07860 Richard@middletonins.com

Call Us Today for a Comprehensive Insurance Review.

973-383-5525 x 222 A warm welcome to our newest members...

A & C Landscape Bruno Ciullo Lebanon, NJ

Anchor Landscaping Laura Vazquez Ramsey, NJ

Better Lawns & Gardens John Caravassilis Howell, NJ

Customized Business Software John Massaro Glen Rock, NJ

A-Lawns LLC William Cerretta Wayne, NJ

Anchor Payroll Jeff Erne Chester, NJ

Brickman Group Gene Doyle Bound Brook, NJ

D’Antonio Landscape Designs Valerie D’Antonio Hoboken, NJ

A-N Landscaping Gen. Contr.

Emma Ciullo Westfield, NJ

Arley Ramirez Landscape Contr.

Arley Ramirez Basking Ridge, NJ

Caruso’s Lawn & Landscaping Peter Caruso Oceanport, NJ

Dependable Land Maintenance Jennifer Richardson National Park, NJ

Abnet, Inc. Brian Wallace Piscataway, NJ Acer Garden Design, LLC Joan Piasecki Maplewood, NJ Advanced Soil Technologies Patrick Schlagenhaft Brick, NJ Affinity Federal Credit Union Flutur Nitting Paramus, NJ ALC Enterprises Joe Cirillo Irvington, NY

12 JANUARY | 2014

Avila Landscaping, LLC Luis Avila Berkeley Heights, NJ Barton Nursery Gloria Jasper Edison, NJ Beethoven’s Veranda William Wurch North Bergen, NJ Best Poison Ivy Removal Inc. Camille Ivy Greenlawn, NY

Castelli Landscaping, Inc Peter Castelli Mine Hill, NJ Clean, Green and In Between Michael DeTuro Englewood, NJ Copper Creek Landscape Mgmt.

David A. De Frange, II Frenchtown, NJ The Corner Nursery David Casselli Lodi, NJ Creative Design Landscaping Michael Gabay West Milford, NJ

Evergreen Landscape Mgmt.

Jay Stepp Bensalem, PA Fleet Information Technologies Wayne C. Strobel East Stroudsburg, PA Fleet Track Services Vincent Stigliano Haskell, NJ Gaccione Landscaping Frank Gaccione Nutley, NJ

NJLCA News Brief Garcia’s Landscaping & Design Ruben Garcia Passaic, NJ GardenMark, LLC Ami Rosenburg Hoboken, NJ G.H. Sweetin, Inc. George A. Sweetin Chatham, NJ

King Landscaping, Inc. Mark Nemes Manville, NJ

Other Side Landscaping Brett Petillo Cresskill, NJ

Schoenberg Salt Co. Inc. Matthew Schneider Lynbrook, NY

Kriegelscape Aaron Kriegel Ridgefield Park, NJ

Outdoor Space Management and Design Kevin Morrison Scotch Plains, NJ

Struble Brothers Landscaping Les Struble Hopatcong, NJ

Kube Pak Corp Donna Pushalski Allentown, NJ

OVW Greenhouses Mike Greig Pompton Plains, NJ

Sunset Creations, Inc. John Colombero Skillman, NJ

Gil Santos Landscaping, LLC Sergio Gil Park Ridge, NJ

Landscapes by Maple Leaf Carmine D’Ambra / John Sgarella Northvale, NJ

Green Touch Landscapes Paul Gomes Washington, NJ

Lawn and Gold Supply Co. Steve Hesser Phoenixville, PA

Paragon Property Maint.

Joe Floyd Stockton, NJ

Greenworld Landscape & Irrigation Brian Klimek Monroe, NY

Lawn Tech Craig Vacula Milford, NJ

R & J Land Care, LLC Jeffrey Baker Clifton, NJ

Levitt’s LLC Barry Levitt Pine Brook, NJ

R & P Landscaping Ralph Zisa Englewood Cliffs, NJ

Majestic Lawn Care & Landscape Joe Holland New City, NY

Rentals Unlimited Bryan Daley Pompton Plains, NJ

Tremont & McConnell Landscaping Bill Tremont Oak Ridge, NJ

Ridgewood Press Bob Modeiski Ridgewood, NJ

Unique, Inc. Jay Ferreira Woodcliff Lake, NJ

Rin Robyn Pools Mark Iacampo Hackettstown, NJ

VanDines, Inc. Janine Hammond Hackensack, NJ

Route 23 Auto Mall Glenn Bandstra/Mark Mickens Butler, NJ

Velazquez Landscaping LLC Evencio Velazquez New Milford, NJ

RVH Mulch Supply, Inc Bruce Peters Wyckoff, NJ

Wayne Wholesale Fertilizer Ed Slaska, Jr. Wayne, NJ

Samaritan Outreach Services Sheila Foreman Springfield, NJ

Wicklow & Laurano Landscape Contractors John Wicklow Flanders, NJ

GS Landscape & Design Jesse Sanchez West Milford, NJ Heaven On Earth Landscaping & Design, LLC Stephan Farmiga Bridgewater, NJ J & E Landscaping Jorge Murillo Summit, NJ

Matt Koski Landscape and Design Matt Koski Upper Saddle River, NJ

J. Racenstein Inc Paul Asaro Secaucus, NJ 07094

McCarey Landscaping Inc. Donna McCarey Middletown, NY

Jersey Mulch Products, LLC Charles Ehrmann Towaco, NJ

Merrill Lynch Paul Maletsky Randolph, NJ

Jersey Joe’s Lawn Service Joe Byer Somerville, NJ

Mirabella Landscape Co. Luis Garcia Garfield, NJ

JC Razz Construction Theresa Rasmussen Mahwah, NJ

Nature’s Vision Landscaping Adam Giampaglia River Vale, NJ

Justin VanderSluys Landscaping Justin VanderSluys Wyckoff, NJ

Nicolock Paving Stones Mark Touss Lindenhurst, NY

P. Park NJ LLC Dan Boniface Prospect Park, NJ

SavATree Eve Hundt Bedford Hills, NY

Till Gardens LLC John Knowlton Old Tappan, NJ Town and Gardens Donald Sussman New York, NY Triple A Landscaping, LLC Matthew Purdy Williamstown, NJ Total Green Landscape Tammie & Frank Cash Mays Landing, NJ

White Birch Landscape Design Nicholas DiFrancisco Livingston, NJ

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Feature Story

Better Profits Part I: It’s Not the Profit of the Job, It’s the Profit of the Whole

by Mark Bradley, Landscape Management Network Many owners in the landscape industry are in a constant struggle to reduce operating costs in order to sell work at a profitable price in our competitive industry. There are many examples of companies who have positioned themselves in a particular niche or segment where they compete less, but even then, there are few examples of companies who consistently meet or exceed their own expectations for profit.

In my experiences meeting and teaching contactors across North America, it’s clear that successful companies have embraced some basic tools and knowledge that help. These same tools are often unknown, or misunderstood by the majority.

Over the next few articles, we’ll break down some of these profit-growing concepts and use real-world case studies to illustrate how they get applied in the daily operations of a landscape company.

Let’s start with “Dan”, from a fictional company Danscaping (this example is based on a fictional company and is not intended to represent any companies or owners sharing the same name). Dan tries to get $45 per man hr to maintain his clients’ properties. Dan’s got an educated pricing system, and the chart below illustrates how Dan came up with that rate:

Cost of wages + contributions Cost of equipment + fuel Cost of overhead wages + expenses Company Profit Hourly Rate

$20/hr $5/hr $15/hr $5/hr $45/hr

Dan’s company financials are sound, with a healthy 10% profit on his bottom line. A simplified version of his chart of accounts is shown below: Income Expenses Sales Revenue $500,000 Field Labor wages $150,000 Equipment + fuel expenses $100,000 Material Expenses $50,000 Overhead wages + expenses $150,000 Company Net Profit $50,000 The season is already underway when Dan gets approached by a good client to do some additional mowing work on a few properties close to Dan’s existing sites. There are no materials, just labor and equipment. It‘s about 4 hours/week of work for a 3 man crew, or 432 man-hours for the season. Dan has the equipment needed to do the work, and adding a few hours to his crews’ weekly schedules is no problem either. The client, however, won’t switch to Danscaping unless Dan will match than their current contractor’s rate of $38/man hour.

Dan knows his hourly rate of $45/hr and how much profit is built in ($5/hr). He declines the job. At $38/hr, Dan figures he’s losing money.

Was he right? If you just looked at this job, yes. It didn’t seem profitable. But what if Dan pulled back to 25,000 ft and looked beyond job profit and instead focused on his company’s profits? Here’s what he would have seen….

Without Job Sales Field Labor wages expenses Equipment expenses Material expenses Overhead wages + expenses Company Net Profit Company Net Profit Margin

$500,000 $150,000 $100,000 $50,000 $150,000 $50,000 10.00%

Change

Add 432 billing hrs @ $38/hr Add 432 wage hrs @ $20/hr Add 432 hrs fuel @ $4/hr

-

With Job $516,416 $158,640 $101,728 $50,000 $150,000 $56,048 10.90%

Just looking at numbers (there are other variables… too many to discuss here), Dan’s decision was wrong. His company’s net profit would have jumped over $6,000 – enough to pay his LMN membership for the next 5 years. Even more surprisingly, Danscaping’s net profit margin actually increased by almost a full percentage point.

Dan’s confused. He started with a net profit of 10%, took a job at what looks like a loss, but increases his overall profit margin! Instinct and experience tells us that if you had a 10% profit margin and you take a job at a -5%, your overall profit margin would drop. But Dan’s numbers show an entirely different story.

What’s happening?

Better Profits Concept I: Maximum profit on every job doesn’t always mean maximum profit for the company.

Consider for a minute what you’re striving for in your business – are you trying to make maximum profit on every job or are you trying to make maximum profit as a company? Successful companies, in every industry, understand that these objectives are not always one and the same.

Profitability at 25,000ft, or at company level, is too often missed when we’re dealing with the day-to-day details. After all, it’s easy to assume that the way to maximize company profit is by maximizing each and every job’s profit. What the “big guys” know, and exploit, is that only about 50% (on average) of a job’s costs are “real” and the rest are simply assumed. What does that mean? Let’s look at Dan’s example again.

When Dan turned down that contract because it didn’t meet his “break even” price, what expenses actually changed?

• He saved 432 hours of extra wages for his field staff • He saved fuel expenses But nothing else actually changes. Dan’s equipment or insurance payments don’t decrease because he turned down the

Continued on Page 28 NJLCA.ORG 15

Feature Story

Yellow Wagon Landscaping Wins NJLCA Award for Commercial Landscape Maintenance

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ellow Wagon Landscaping located in Ridgefield, New Jersey has won first prize, the Award of Excellence, in the Landscape Maintenance: Commercial category for their outstanding maintnenace of the Venetian Catering and Special Events hall. Yellow Wagon Landscaping took top honors in this category because of their attention to detail and impeccable project site.

The NJLCA panel of judges stated, “This property has really nice lines. There are clean, full plantings and color throughout. The location features a wide variety of seasonal and tropical plants. In addition, the property is meticulously groomed.”

For this property, Yellow Wagon provides weekly maintennace, shrub and tree pruning, annual and tropical flower display design and installation.

Yellow Wagon Landscaping opened its doors in 2002 while owners John Freitag and Andrew Lala were middle schoolers in Ridgefield, NJ. Without drivers’ licenses, they faithfully pulled a yellow wagon up hills and around town to serve their landscaping clients. Growing their business steadily throughout high school, a reputation of quality and reliable service was earned, and the foundation for what would become the current company was laid. Upon graduating high school, they chose to close their business in order to pursue degrees in landscape architecture and industry so that one day they could reopen stronger and smarter. In 2010 those doors re-opened, infused with a contemporary vocabulary of design and practice, but rooted in a tradition of experience and values.

Yellow Wagon offers residential, commercial and institutional landscape design, installation, and maintenance. They provide customers with

16 JANUARY | 2014

many services, including tree and shrub pruning; lawn, tree and shrub care; spring and fall clean-ups; and much more.

They have also been featured on HGTV for a rooftop garden created for the “Dear Genevieve” show. Andrew and John also created the design for the Fairview 9-11 Memorial that NJLCA volunteered time and materials to in 2011 for the 10 year anniversary of the tragic attacks.

Andrew Lala and John Freitag, owners of Yellow Andrew Lala, Owner Wagon Landscaping say “We contend that the most successful landscapes are the result of responding to a dialogue with both the client and the site.

Through carefully analyzing the site’s topography, patterns, relationship to built structures and countless other individualities, we can generate a design that has been dictated by the site itself, but also reflects the needs and desires of the client. This produces a flexible landscape that evolves and John Freitag, Owner remains contemporary, even with the passage of time. Coupling this philosophy with our knowledge of architecture, plant science and maintenance practices enhances the success and longevity of our designs.” For more information, visit www.yellowwagonlandscaping.com.

Feature Story

Sponzilli Landscape Group Wins NJLCA Award for Commercial Design/Build

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ponzilli Landscape Group, located in Fairfield, New Jersey has won first prize, the Award of Excellence, in the Landscape Design/Build: Commercial category for their TIAA Creff Pocket Park.

The NJLCA panel of judges stated, “This was a great use of green wall technology and a wonderful design of this pocket garden. Excellent use of texture and lighting to create a wow effect night and day!”

In addition to its exterior green wall, stretching a full 36 feet high, the all new pocket park contains ponds, decorative stone, locust trees, and dramatic lighting. The project is the largest exterior green wall in NYC at 65’ wide by 35’ tall.

The TIAA Creff pocket park contains an abundance of fixed seating, 40 moveable seats, drinking fountain, trash receptacles, accessibility to persons with disabilities, and is open to the public Monday through Saturday.

Forty years ago, Richard Sponzilli, a 1971 graduate of William Paterson University, launched a small landscaping business with a total of $450. Today, he is the chairman and CEO of one of the industry’s premier landscape design firms, the Fairfield-based Sponzilli Landscape Group, Inc. A Certified Master Gardener who is widely regarded as a creative genius in the landscape industry, Sponzilli’s clients include Donald Trump, Calvin Klein, New Jersey State Sena-

tor Richard Codey, and the New York Giants’ Kareem McKenzie, among many other recording stars, professional athletes, and celebrities.

His distinctive designs grace such landmark buildings as Trump Plaza and rooftop gardens at Yankee Stadium and Giants Stadium. He also oversees a successful hydroseeding business that operates nationally.

With thousands of clients and a business that shows no signs of slowing down, Sponzilli attributes his success to pleasing his customers. “It’s not how smart you are, or how creative or intelligent or cool you think you are. The bottom line is making somebody happy. You don’t come first, your customers come first.”

Sponzilli Landscape Group offers both commercial and residential landscape design/build, maintenance, snow management, hydroseeding, green roofs, pools, spas, water features, landscape lighting, and organic lawn care services.

Sponzilli Landscape Group is LEED Green and OSHA 10 Certified; an experienced staff of landscaping professionals includes Licensed Landscape Architects, Certified Landscape Technicians, Certified Pesticide Applicators, and Certified Snow Management experts. They are also recipients of 15 New Jersey Landscape Contractors Association (NJLCA) awards, 5 New Jersey Nursery Landscape Association awards (NJNLA) and multi-year winners of Best of Essex Landscaper Award. For more information, visit www.sponzilli.com.

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Feature Story

Kindergan Landscaping Wins NJLCA Award for Residential Design/Build Project Under $25,000

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indergan Landscaping, located in Bergenfield, New Jersey has won first prize, the Award of Excellence, in the Landscape Design/Build: Residential Under $25,000 category for their Moir Residence project.

The NJLCA panel of judges stated, “This is a beautiful project. There is appropriate massing of plant material in a very difficult space. It was an amazing transformation of an unusable area into a comfortable and inviting area.

The designers made an excellent choice of plants, materials and even created a solution to a drainage problem. It is also excellent use of small budget.”

The client had one patio near the house and wanted more patio space without just increasing the size of the current patio. Kindergan installed a second patio near the garage and connected the two with a stroll path. A water feature and a swinging bench were placed as a vista viewable from both areas.

In discussing the project, Dan says, “This was a small, shaded property in Oradell that had a serious drainage problem. We removed all of the marginal grass and installed a seepage tank that we then covered with pea gravel and an irregular bluestone stroll path. The path connects the main patio with a new patio that was installed against the garage. A water feature was put in to create some white noise and it can be heard from

18 JANUARY | 2014

both patios. Because of the shade, the plant pallet was made up of shade loving plants.”

When Dan Kindergan started his landscaping business, he was too young to get a driver’s license.

So he hired a high school friend to drive his lawncutting equipment around town. He incorporated his Bergenfield-based business, Kindergan Landscaping LLC, on his 18th birthday. Since then, he’s built a business with 31 employees during the peak season and annual sales of more than $4 million.

This year he’s had to work around a capricious Mother Nature that has washed out many workdays, as well as a struggling economy that has forced him to hustle for jobs, big and small.

The company has grown from lawn maintenance to include landscape construction. “We specialize in creating new and updated living spaces in the outdoors”. The company also is exploring a new venture — providing and installing Christmas lighting and other holiday decorations.

Steady growth has been possible because of a strong team that Kindergan continues to hone. Interestingly more than half of the staff once owned a business. For some owners, bringing on personnel with entrepreneurial stripes could cause friction. “I allow people to bring their expertise to the table,” Kindergan says. “Rather than saying, ‘Here is your rule book,’ we give people guidelines and we let them be themselves a little bit. I have found in some cases you still need to train them, but in some cases you find people who have a lot of good qualities that they develop on their own, so I let them blossom and give them a chance to really show their expertise.”

For more information, visit www.kinderganlandscaping.com.

Feature Story

Cipriano Landscape Design Wins NJLCA Awards in Three Residential Design/Build Categories

The project, previously a green lawn, now hosts a custom swimming pool with a glass tile accented spa. It is surrounded by a Norwegian Buff stone, which supports a patio set, which is lit by a custom stone fireplace. The area is fully flanked by thriving plantings.

Residential Landscape Design/Build - Over $100,000: The Dweck Residence The NJLCA judges stated that the Dweck project was “a magnificent design. The violin and musical theme with twinkle lights are genius. This was the most feature rich design with incredible attention to detail. The pond in the shape of the bow was a fabulous way to maintain the music theme. The lighting is spectacular and the useuse of the glass tile to created an even more dramatic effect.”

Residential Landscape Design/Build - $25,000 - $50,000 - Dwyer Residence The pool is a replica of a 1700’s Stradivarius violin, with all of its intricacies. ipriano Landscape Design, located in Ridgewood, New In order to make the pool as realistic to a violin replica as Jersey has won first prize, the Award of Excellence, in the three of NJLCA’s categories: Residential Landscape Design/ possible, the 1,350-square-foot pool included all of the releBuild: $25,000 - $50,000, $50,000 - $100,000 category for vant characteristics, such as the strings, a chinrest, a tailpiece, a bow, f-holes, a purfling and a bridge. their Dwyer, Bier, and Dweck Residence projects.

The pool interior is finished with approximately 500,000 Residential Landscape Design/Build - $25,000 - $50,000: individual pieces of iridescent glass tile, and the floor of the The Dwyer Residence pool was designed with a four-way gradient pattern.

The NJLCA panel of judges stated, “Great color and beautiful coordination of materials.

This is a nice cohesive design of furniture and stone. The materials are blended very well together. The judges immediately knew this project was a winner.”

The Dwyer Residence property was transformed into a luxury entertainment area.

Originally a grassy area, they used natural stone to support a patio, outdoor kitchen area, a custom built stone fire table and lush plantings. All utilities are hidden in the structure.

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Residential Landscape Design/Build $50,000 - $100,000: The Bier Residence Regarding the Bier project, the NJLCA judges said, “The plants and materials blend well together. They are simple and not overbearing. This design is very functional and inviting. Nice balanced accent lighting and well staged.”

Reidential Landscape Design/Build - $50,000 - $100,000 - Bier Residence

NJLCA.ORG 19

Feature Story

Cipriano Landscape Design Continued...

Residential Landscape Design/Build - Over $100,000 - Dweck Residence

The “chinrest” on this violin is a 12-person perimeter overflow spa that is finished in black glass tiles.

The “bow” of the violin intersects the pool at its neck, and is represented by two koi ponds. The koi can be viewed from within the pool itself, due to acrylic panels on both sides of the pool.

The pool displays a fiber optic rope lighting feature, which is installed throughout the periphery of the pool—more than 350 feet of fiber optics.

Additionally, the “strings” of the violin pool are interwoven with 5760 strands of fiber optics.

Cipriano Landscape Design, established in 1989, is a recognized industry leader in custom residential landscape and inground swimming pool design and construction. In 2001, Cipriano was awarded a 2.5 million dollar residential landscape construction project, which quickly solidified the firm as one of the top local landscape companies. Since then, Cipriano has incorporated luxury swimming pools into its extensive construction resume. In 2004, the firm was joined by William Moore, a New Jersey Certified Landscape Architect

20 JANUARY | 2014

who currently heads the landscape design office. Cipriano has been recognized for its ability to build an entire custom landscape and swimming pool project without the use of subcontractors. In 2005 the Cipriano family purchased a 10-acre tree farm and nursery in Mahwah, NJ, where they currently grow large caliper specimen trees and herbaceous plants.

Over the past 20 years Cipriano Landscape Design has completed some of the most intricate landscape projects in New Jersey. Steep slopes retained with 1000 tons of natural rock cropping instead of retaining walls, 24” caliper trees providing the estate feeling or infinity edge swimming pools design with glass tile mosaics, landscape designs prepared by the Cipriano team have earned 21 awards of excellence in the past 2 years alone, more than any other New Jersey landscape design firm.

For more information, visit www.PlantNJ.com.

Feature Story

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And the Awards Go To....

he New Jersey Landscape Contractors Association’s 2014 Landscape Achievement Awards featured over forty entries from NJLCA members throughout the state. The work was absolutely outstanding, regardless of the budgets or whether it was residential, commercial, design/build or maintenance, all of the entries were just beautiful. The most competitive category this year, once again was Residential Design/Build Over $100,000. These projects were creatively designed, had craftsman-like construction and were absolutely beautiful to see. The judges had a very difficult time choosing the winners and thought that every entry deserved an award, ultimately decisions had to be made. Below are photos of the winning entries for the Distinction and Merit awards . Thank you to all who entered this year.

Landscape Maintenance: Commercial Award of Distinction - Duke’s Landscape Management Project: 445 South Street Judge’s Comments: Good maintenance of a diverse landscape, which includes landscape areas, open lawns, seasonal plantings, an open body of water and a green roof.

About the Project: This property is a Class “A” office building located in Morristown, NJ. The building had a complete renovation in 2005. The building is owned by a meticulous owner and is inspected for quality workmanship often. Duke’s plants more than 800 annuals and 6000 spring blooming bulbs each year for seasonal color.

Turf is fertilized three times per season and core aerated every fall.

They provide fall mums and holida displays at each entrance.

Award of Merit - Canete Landscape Project: Port Imperial Judge’s Comments: Great example of a “clean up” following Superstorm Sandy, which left this property under salt water. Lawn looked fresh and lush with nice lines and a deep rich green color throughout the entire site. The annuals in the raised planters were full, healthy and the colors worked perfectly with the existing brick pavers and granite like walls. The hardscape areas were well maintained, free of weeds and any debris.

About the Project: Due to “Super Storm Sandy”, all of Port Imperial in West New York, NJ was under four feet of salt water. Canete Landscape had to clean up the area and stabilize the soil.

Award of Merit - Landscapeworks Project: Court Plaza Judge’s Comments: Trees are properly and neatly pruned. Due to the high traffic areas, great job in keeping the areas clean and aesthetically pleasing. Grand entry has nice seasonal color.

About the Project: Landscapeworks provides complete landscape maintenance of this two story office complex and Memorial Garden in Hackensack, NJ. The scope of work includes lawn maintenance, tree and shrub care, tree pruning, irrigation system maintenance, seasonal color displays in flower beds and mulching.

Working in an urban seetting provides difficulties due to logistics.

Pedestrian traffic is very high and the owner has high expectations.

NJLCA.ORG 21

Feature Story

And the Awards Go To....Continued Landscape Maintenance: Commercial Award of Merit - Scenic Landscaping LLC Project: 160 Chubb Judge’s Comments: The property had clean lines and nice colors. It is very well maintained and looks very professional. This company created great curb appeal to a commercial building.

About the Project: Given the modern, sleek appearance of this completely glass building, this property’s landscape nneded to complement the building, while not overwhelming it. The property is in direct sunlight throughout the day, which provides some limitations. Scenic tried to create layers and textures to outline the building, which reflects upon the building throughout the year. They try to keep it clean and sophisticated looking to match the building.

Landscape Design/Build: Commercial Award of Distinction - Sponzilli Landscape Group Project: Barclay’s Center Judge’s Comments: Technically challenging design. Judges thought this was very cool, with the innovative use of aesthetics, highlighting the latest in green technology.

About the Project: This sloped green roof (85 degrees) sits above the subway entrance outside of Barclay’s Center in Brooklyn, NY. Using a special soil retention system they were able to hold both soil and sedum in place. Sponzilli also installed 18 (5” caliper) trees using hoists and public lawn areas. The greatest challenge they faced during this installation was the 85 degree slope that the employees had to work on.

Award of Merit - Monello Landscape Project: Laurelwood Sensory Garden Judge’s Comments: Very functional and tactile sensory garden able to accommodate all users. A variety of textures, color, sounds, and sense. Good use of a small space for educational purposes.

About the Project: This sensory garden in Wayne, NJ was built on a particularly wet site. Monello created this wheelchair accessible area with seat walls and a learning patio for educational sessions.

The project also includes a fountain area for sound and a variety of plants for visitors to feel and smell. Monello also created an inviting entrance with a trellis.

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Feature Story Landscape Design/Build: Commercial Award of Merit - Monello Landscape Project: Care One Valley Judge’s Comments: Great use of technology and equipment to install on this difficult site with very little access. Nice materials and clean finished product. Beautiful transformation of a previous unkempt area to paver walkways and plantings.

About the Project: Monello Landscape renovated this courtyard of a nursing home in Westwood, NJ. Because it was an interior courtyard, everything had to be craned in and out of the area. Monello created a serene courtyard with patios, walkways, and benches, and hid utilities in a fenced in area.

Landscape Design/Build: Residential $25,000 - $50,000 Award of Merit - Scenic Landscaping LLC Project: Zibelli Residence Gardens Judge’s Comments: Great transformation from before to after. Good choice of materials to compliment the architecture. Nice formal design and use of sculpture. Blends into the property well.

About the Project: The client had a vision of creating “garden rooms”.

Working on such a large property, they wanted compartmentalized, whimsical spaces. Scenic incorporated traditional elements with a natural approach. Many of the plants the client wanted were not deer tolerant, therefore they surrounded many with boxwoods to combat the deer. Scenic also added a checkerboard floor and annual plantings to serve as a focal point.

Landscape Design/Build: Residential $50,000 - $100,000 Award of Distinction - Scenic Landscaping LLC Project: Katz Residence Judge’s Comments: This is a rich design and great choice of plant and hardscape materials. It is a feature-rich project, but not overdone. They created a warm and inviting space for the homeowners to enjoy.

About the Project: Scenic was brought in to crate a landscape that would be naturally flowing through the steep grades and existing hardscape. The client wanted a naturalistic and native landscape, with hand-selected pieces that were not forced. Working on this site, which had such steep grade changes and exiting erosion issues presented a challenge. The landscape was designed to complement the home and bring the pool to life.

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Feature Story

And the Awards Go To....Continued Landscape Design/Build: Residential $50,000 - $100,000 Award of Merit - Landscape Perceptions Project: Haworth Residence Judge’s Comments: Good choice of plantings, particularly the beautiful hydrangeas. It is now a very usable space due to a good layout.

The plantings compliment the hardscape design and the hardscape materials tied the layout together well.

About the Project: The initial phase of this project was a full site plan, including a new gunite pool, patios, walls, outdoor kitchen, firepit, front walk, and plantings. A custom rectilinear pool with built-in spa is the focal point of the project. The formal design of the pool is mimicked in all aspects of the project. Bluestone patios, walks, and walls massed with hydrangeas complement the design.

Landscape Design/Build: Residential Over $100,000 Award of Distinction - Wicklow & Laurano Landscape & Excavating Contractors, LLC Project: Peapack-Gladstone Judge’s Comments: Nice design and great accent colors. Planting design nicely compliments the hardscape. The colors were rich and full. This is a good marriage of pools, grading & structure with the hardscape & plantings, particularly with large elevation difficulties.

About the Project: Wicklow and Laurano crated this landscape of a pool and pool layout for a steeply sloped rear yard developed to enhance distant offsite views. The overal aesthetic of the project, including the pool house architecture, plant pallet, veneer stone, and fencing materials were selected to convey a casual agararian theme consistant with the vernacular landscape and architecture.

Award of Merit - Landscape Techniques Inc. Project: Lenner Residence Judge’s Comments: This is a very complicated and feature-rich design. The incorporation of hardscapes with the grading was well done. Created a compact and usable design, including great water features and a nice outdoor kitchen area. It is very warm and cozy, with great functionality.

About the Project: Complete construction and renovation of this site created a beautiful oasis for everyone to enjoy. Both annual and perennial plantings highlight the free form pool and upper lawn areas. This site is also complete with pool house, firepit, and outdoor kitchen built on a sever grade change.

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Feature Story Landscape Design/Build: Residential Over $100,000 Award of Merit - Landscape Techniques Inc. Project: McGinley Residence Judge’s Comments: Good command of site work. Simple, open and clean design. It is very balanced, which creates an inviting sizable courtyard. Great design which included a difficult grade change.

About the Project: Three main objectives were proposed on this project. They included: creating an inviting, sizeable entry courtyard, providing expansive lawn space and play areas, and developing a functioning, yet appealing pool space. This property had a 22’ drop off in the rear yard. Landscape Techniques constructed over 4,000 sq. ft. of walls in three tiers and re-compacted the fill to provide a stable place for the pool construction.

Legislative Updates

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ssembly Bill Number 656, introduced on January 16, 2014 by Rep. Joseph Cryan, establishes lawn watering restrictions; authorizes DEP to adopt water conservation regulations and to reduce water supply application backlog; and requires installation of automatic rain sensor devices under certain circumstances.

Assembly Bill Number 210 was introduced on January 14, 2014 by Reed Gusciora. This bill titled the Responsible Pesticide Use Reduction Recognition Act encourages “the use of integrated pest management to achieve voluntary reductions in the use of pesticides and the judicious use of pesticides, and that one method by which this may be accomplished is by recognizing the actions of the governing bodies of counties and

By Gail Woolcott, Director of Operations municipalities, as well as individual residents, property owners, and business owners and operators, who adopt sound integrated pest management programs to voluntarily reduce their use of pesticides.”

The Lawsuit Abuse Reduction Act passed the U.S. House of Representatives on November 14th, 2013. It was immediately referred to the Senate Judiciary Committee. The Bill currently in the Senate is S-1288, the Lawsuit Abuse Reduction Act of 2013. The bill amends Rule 11 of the Federal Rules of Civil Procedure, making it mandatory for judges to impose sanctions on plaintiffs and their attorneys for filing frivolous lawsuits.

The Judiciary Committee has not yet setting a hearing date on this matter. Kevin Gilbride, Executive Director of the Accredited Snow Contractors Association (ASCA) states, “We continue to push the committee and our Senators to get this bill out of committee and on to the Senate Floor for passage.”

Assembly Bill Number 1241 was re-introduced on January 10, 2014 by Assemblyman Vincent Prieto. This bill permits landscape irrigation contractors to install backflow prevention devices under certain circumstances. In the previous session, this bill was A1745.

Assembly Bill Number 1769 was pre-filed for introduction during the 2014-15 legislative session. This is a re-introduction of previous Bill Number A2791, which requires the use of uniform silver flags to mark certain pesticide applications, sponsored by John F. McKeon.

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Feature Story

The New Jersey Home Improvement Contractor Registration Act And How It Applies to YOU, the Contractor

by John Raffiani, NJLCA Education Committee Member

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ou have worked hard at your landscaping business for several years now. The days of only cutting grass are over.

You’ve built up a steady client base with new and recurring business installing patios, plantings, landscape lighting, mulch, flowers. You’ll do whatever it takes to grow your company and its bottom line.

Then out of nowhere, you get that one customer who refuses to give you a final payment for whatever reason. They signed a contract, you completed the job and they won’t pay you in spite of repeated mailed invoices and phones messages. You file a small claims lawsuit, go to court, present your case and the judge rules against you for something you think is not material: you never gave the customer an insurance certificate and your contract did not have start / completion dates spelled out.

What do those things have to do with the fact that you delivered exactly what was agreed upon in the “contract”? Nothing and everything as it turns out. Welcome to the world of noncompliance with the NJ Home Improvement Contractor Registra-

tion Act of 2004. While some people took the time to actually read and comply with its simple requirements, others to varying degrees have chosen to ignore or only partially implement the many parts called for in the statutes’ regulations. When you neglect to comply fully with the law, the price can be steep. Violations start at $500 and can reach $10,000 for a first offense and $20,000 for each subsequent offense. Knowingly violating the act is a fourth degree offense and can lead to jail time, so why take the risk? The sane answer is DON’T. Let’s look at the nitty-gritty of the beast and take steps to comply fully. After all the cliché says, “You can’t fight City Hall”.

At the top of the list, the very worst thing you can do is not to be registered at all. Granted, if your business is ONLY cutting grass and blowing leaves you are in the clear, no HIC reg-

26 JANUARY | 2014

istration is required. No HIC registration is needed for commercial work, only home improvements. The home can be a house, apartment, condo or trailer. HIC registration is also not required if you are already Certified, Licensed or Registered in another profession and you are ONLY acting within the scope of practice of that profession (such as a plumber, electrician or pesticide applicator). However, do not think that non-HIC registration relieves you of the contract formatting spelled out in the HIC Act or its insurance requirements. Correct consumer contract formatting and general liability coverage is required by consumer laws that pre-date the HIC Act. I will touch on these shortly, but first let’s cover the basics: • Your initial application costs $90 and future yearly renewals $75 (done online). You must disclose criminal convictions, have an actual street address and have at least $500,000 of commercial general liability insurance in force. A copy of a valid certificate of insurance should be attached to your initial application.

• Have your agent issue a general use certificate of insurance coverage made out to the Attorney General of the State of NJ. If your client wants their name on a certificate then issue it to them after contract signing, but ALWAYS have the generic certificate attached to the proposal / contract when first presented to the homeowner(s).

• Any changes in insurance, owners, business / personal addresses or any other information from the initial application must be reported to the Division of Consumer Affairs within 20 days of the change.

• All contracts of $500 or more must be in writing. Any changes to the contract must also be in writing (on the contract itself with all parties signing again or via a simple change order form or invoice).

• A “NOTICE TO CONSUMER” in 10-point bold face type must be included with all contracts. The form must state: YOU MAY CANCEL THIS CONTRACT AT ANY TIME BEFORE MIDNIGHT OF THE THIRD BUSINESS DAY AFTER RECEIVING A COPY OF THIS CONTRACT. IF YOU WISH TO CANCEL THIS CONTRACT, YOU MUST EITHER: 1. SEND A SIGNED AND DATED WRITTEN NOTICE OF CANCELATION BY REGISTERED OR CERTIFIED MAIL, RETURN RECEIPT REQUESTED; OR 2. PERSONALLY DELIVER A SIGNED AND DATED WRITTEN NOTICE OF CANCELATION TO: (NAME OF CONTRACTOR-ADDRESS OF CONTRACTOR--PHONE NUMBER OF CONTRACTOR)

Feature Story IF YOU CANCEL THIS CONTRACT WITHIN THE THREE-DAY PERIOD, YOU ARE ENTITLED TO A FULL REFUND OF YOUR MONEY. REFUNDS MUST BE MADE WITHIN 30 DAYS OF THE CONTRACTORS RECEIPT OF THE CANCELATION NOTICE. FOR INFORMATION ABOUT CONTRACTORS AND THE CONTRACTORS REGISTRATION ACT, CONTACT THE NEW JERSEY DEPARTMENT OF LAW AND PUBLIC SAFETY, DIVISION OF CONSUMER AFFAIRS AT 1-888656-6225.

• By the way, the last paragraph above (in 10-point bold face type) MUST BE PRESENT at the bottom of all contracts, letters, invoices and any other paper work involving homeowners. Most important is the inclusion on contracts and “NOTICE TO CONSUMER” forms.

All Contracts MUST also include the following information: • The Legal Business Name and Address (amd Sales Rep Name and Address) • Your Registration Number that begins 13HV0.....

• Signatures of all parties to the contract • Total Cost (Including any finance charges) • Description of work / quantity and type of materials and products to be used • Description of any mortgage or security interest relating to the financing or sale of the home improvement • Statement of Guarantee / Warranty on material, products, labor or services by the seller (if none state so) • Dates and/or time periods when work will start and finish The HIC Registration Number MUST be displayed in all of the following places: • Within your place(s) of business (the original registration or renewal certificate) • In any advertisements and online content (Websites etc) • On ALL contracts, business cards, invoices, letterhead etc.

• On ALL commercial vehicles as HIC REG.# followed by the number at LEAST ONE INCH IN HEIGHT REMEMBER, YOUR HIC REG. IS NOT A LICENSE! CONSUMER AFFAIRS DOES NOT LICENSE CONTRACTORSTHEY ONLY REGISTER THEM. THEY INSIST THAT YOU THE CONTRACTOR DO NOT USE THE WORD “LICENSE” IN ANY ADVERTISEMENTS, BUSINESS DOCUMENTS, INVOICES, CONTRACTS OR CORRESPONDENCE. AS THEY STATE ON THEIR WEBSITE “THE DIVISION APPRECIATES YOUR ATTENTION TO THIS MATTER.” Now that you have read (and hopefully plan to implement) the main points the NJ Home Improvement Contractor Act requires of you and your business, what are the next steps? Some points of advice I recommend are: • Take 30 minutes out of your day and ACTUALLY READ

the HIC Act. You will find it at njconsumeraffairs.gov/ HIC. On the right click on the “Statutes & Regulations”.

• Spend some money on printing! Amazingly most contractors’ paper work (and what they think passes as a contract) consists of simplistic single photocopied sheets with their names at the top and several lines leading to a pair of signature lines. NO GOOD. The same goes for generic carbonless “Proposal” forms found at the office supply stores. None of them would hold up in a court of law and if a customer decides to complain to Consumer Affairs, you WILL be fined! Guaranteed! Find a good printer and at the very least get duplicate carbonless contracts, invoices and a presentable letterhead so your paperwork doesn’t resemble something the cat yakked up.

• Spend some time (and yes, money too) on properly formatting your contracts, invoices, business cards and letterheads to be compliant with all the requirements of the HIC Act (not just the points you like) before going to print. The same goes for your trucks. If money is tight use magnetic signs ,but get that HIC number on there!

• Use the space on the BACK of your contracts and invoices to spell out clauses that will protect you in your dealings with the public. Language to protect you includes indemnification, arbitration, job site procedures and much more that is too voluminous to list here. Make a list of your concerns and consult a good lawyer familiar with contract and home improvement law. Have them draw up your protection clauses and bring these to your printer.

In conclusion, plan to spend between $500 and $2500 (depending on cost of legal advice) to obtain the proper paperwork and truck numbering. Most of the work, you can do yourself to get your contracts up to snuff, if you follow the HIC regulations.

Legal advice is available from various non-profits such as score. org and other online sources (I still recommend a final sign off by your local contract lawyer). Above all, DO NOT DESPAIR! It is easier than you think and it’s still winter, so get a move on!

NJLCA.ORG 27

Feature Story

Better Profits Part I (continued) job. His rent, accountant fees, office salaries, advertising, cell phone bills, computer expenses, aren’t affected at all whether or not he wins this work.

Are you telling me to ignore overhead costs when bidding work? To be crystal clear - absolutely not.

What we are saying is that there are opportunities where you can aggressively price work and improve your bottom line and being aware of these opportunities will aid your success.

Ever bid against a professional, successful company and they bid the work with rates that made you shake your head?

Maybe they underestimated the costs of the work, maybe they made a mistake, but maybe they got where they are by understanding that, in some cases, a “loss” on a job still improves company profit. If the company has untapped capacity to do the work, and their selling price can cover job costs with some left over, net profit improves. And as an added bonus, they’re first in line to get higher margin enhancements and extras.

It’s up to you to use common sense. There’s a time and place for bidding this way. You cannot ignore overhead recovery – you will be out of business in weeks. And if Dan felt he had an opportunity to turn down that job, but still sell those hours at his normal rate of $45/hr to someone else, he should execute that option instead.

A few examples where this strategy can be effective can include: • Adding a site or two to the end of a snow or maintenance route when there are available hours • Adding one or two more construction jobs late in the year • Filling idle crew time in your schedule • Utilizing equipment that’s parked at the yard • Large contracts or projects that will add significant revenue w/o adding overhead The key to Dan’s example is that Dan’s company had unused capacity to take on the extra work. He didn’t need new equipment or to hire an extra supervisor, or to expand his shop to take this job. Focusing on the true objective, maximizing company profit, can allow you to see situations differently, and is an essential skill for improving your bottom line.

Mark Bradley is the president of TBG Landscape and the Landscape Management Network. For more information, visit www.golmn.com and www.golmn.com/blog.

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Feature Story

Make Time for Face Time: It’s Good Business

by Ginny Sciorra, Landscape NJ Trade Show Management, Raspberry Communications, LLC Welcome, green industry pros, to Landscape New Jersey 2014, the NJLCA’s 37th Annual Trade Show and Conference on February 26. I know you’ve been busy.

If you’re a salt supplier or snow remover, our recent bout of ice and snow has kept you hopping. If you’re a nursery or hardscaper, you’re gearing up for installations and spring cleanup. Whether snow is a boon for business or creates “downtime” for prep and planning, remember: Companies don’t thrive by snowflakes alone. Come out to the Meadowland’s Exposition Center and visit the show!

Pressured for time? A trade show is GREAT for business! A face-to-face with suppliers will update you on the latest products and trends and may even procure some deals. Talking shop with colleagues is a great way to generate new ideas. Keeping in touch with competitors is smart, too. We can all learn from one another.

There are also education and certification opportunities. You can qualify for the ProFACT Exam and earn CPE credits. You can recertify in DEP and certify in CPR. You can sharpen your sales skills and learn the art of estimating to help land that job and make it profitable. There are new plants out there that will not only add splendor to your landscapes, deer will turn their noses up and go off munching somewhere else. Find out what they are.

Still feel strapped? Here are tips to get you organized and make sure the time you spend at New Jersey Landscape 2014 gives you an excellent ROI.

Before you go:

Preregister online. Your nametag will be ready, you’ll be all paid up—and you’ll save $10 on your entrance fee. Once you arrive in the Expo Center lobby, give your When: name to a registraWednesday, February 26 tion volunteer, pick 8:00 am to 4:30 pm up your show materials, and make Where: your way to the Meadowlands Exposition Center exhibit floor. Please 355 Plaza Drive preregister by FebSecaucus, NJ 07094 ruary 21st at www. njlca.org.

Strategize. Check out the list of exhibitors at the website above.

The list grows longer every day, so check it again the day before the show. Download the floor plan and locate your “targets.” Planning

in advance will help you accomplish your trade show goals efficiently.

Investigate. Not familiar with some exhibitors?

In addition to old friends, we’re welcoming new exhibitors to this year’s show.

Google, Bing or otherwise get acquainted with them.

Your visit will be more productive if you do.

A special thanks to our trade show sponsors— Salomone Redi-Mix, who supplied our trade show bags, and Customized Business Software, who supplied our lanyards.

While you’re there:

Resources. Don’t forget to pick up your trade show bag and nametag lanyard. Sponsors of these materials might just provide the solution you need for your next job. You’ll find the Buyers Guide in your bag—an invaluable list of contacts. And watch the LCD screens for more supplier information.

Explore. Visit your target exhibitors, but also leave time for serendipity. Cruise the aisles. Ask lots of questions. You never know from which booth your next great idea or cost savings will come.

Be generous! Bring lots of business cards and distribute them liberally to everyone you meet.

Recharge. Take an hour to eat and regroup. Review your notes.

(You will take notes, right?) Assimilate what you’ve learned. Network with other attendees.

Listen. Drop by booth No. 328 at 2:00 p.m. and listen to Landscape Live!, an internet radio talk show dedicated to our industry.

It will feature some of our exhibitors.

After you leave:

Follow through. Don’t stick your lanyard in your show bag and your show bag in a closet. Organize the material you collected.

Then, schedule time on your calendar to follow up with exhibitors and attendees.

Listen again. Tune in at 7:00 p.m. for a replay of Landscape Live! It airs every Wednesday evening from 7:00 to 8:00 p.m. EST. You’ll find Landscape Live! at www.fromdesign2build.com.

So park your plow or truck in Secaucus, come in from the cold and make the most of your day at the Expo Center. I guarantee you’ll come away invigorated with information, resources, great ideas and new industry friends. See you there!

Advertiser Index

Central Salt.......................................................www.centralsalt.com.................................................Outside Back Cover Middleton & Co. Insurance............................www.middletonins.com...........................................................................12 Netafim..............................................................www.netafimusa.com..............................................................................28 Oakland Marine Equipment...........................201-337-7741.............................................................................................14 Tech Terra Environmental.................................www.techterraenvironmental.com......,....................................................14 Techo Bloc............................................................www.techo-bloc.com...................,...................................Inside Front Cover NJLCA.ORG 29

NJLCA Briefs

2014 Landscape Achievement Awards Dinner

30 JANUARY | 2014

NJLCA Briefs

NJLCA.ORG 31

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