The New Jersey Landscape Contractor Magazine - January 2020 by Gail Woolcott

THE NEW JERSEY

Spring 2020

Landscape Contractor

The Official Publication of the New Jersey Landscape Contractors Association

February 26th

Meadowlands Expo Center Secaucus, NJ

Your Trade...Your Show www.NJLandscapeShow.com

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 over 550 member companies throughout New Jersey. New Jersey Landscape Contractors Association 465 Mola Boulevard, Ste. 4, Elmwood Park, NJ 07407 Phone | 201-703-3600 -- Fax | 201-703-3776 E-mail | info@njlca.org Visit our website at www.NJLCA.org Publisher/Editor Gail E. Woolcott Contributing Writers Dr. Raul Cabrera | Neal Glatt | Greenius | Nelson Lee | Danilo Maffei |Matt Moskowitz | Danny Wood | Gail Woolcott | Steven Yergeau NJLCA Combined Board President | Nelson Lee Vice President | Richard Goldstein, CLT Treasurer | Greg Carpenter, CLT Director | Jeff Baker Director | Joe Bolognese Director | Justin Flatow, CLT Director | John Freitag Director | George Futterknecht, CLT Director | Michael McMorrow Associate Director | Kenneth Cerullo Associate Director | David Gaynor Associate Director | Wade Slover 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 triennially. 600 print copies are distributed to members and over 4,000 digital issues are sent to professionals in the Green Industry of New Jersey, as well as educational and governmental institutions. Subscription rates: $45.00 per year; $15.00 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. © 2020 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 2020

contents Spring 2020 FEATURES

Landscape New Jersey 2020

Pre-Con Workshops

Pesticide Recertification Classes

Business Classes

Do Not Miss

2020 Exhibitor List

19 Credits and CEUs

2020 Registration Form

Landscape AlterNATIVES: American Holly

7 Selling Mistakes That Cost You Sales

An Interview with Keynote Speaker Jack

Jostes About 2020’s Sales & Marketing Trends

Now’s the Time to Do Site Analysis

Considerations on Alternative Water Sources

for Urban Irrigation

Section 179 at a Glance for 2020

Reacting to a $15 Minimum Wage

What Are Tailgate Talks & How Can They

Help Your Business

What NOT to Do When You Don’t Get Paid

IN EVERY ISSUE...

NJLCA News Briefs 4 President’s Message 4 Upcoming Events 5 The Buzz: Industry News 5 Letter from the Editor 22 New Jersey Legislative Update 37 Welcome New Members 43 Advertiser Index NJLCA.ORG

President’s Message We hope you all had a wonderful holiday season. Spring is coming soon and although many of us wish that we had more snow, we still have more time, so lets keep praying to the snow gods. As many of you know, we (the landscape and nursery industries) face quite a bit of legislative attention, both good and bad. Some of the new legislature that is making the rounds includes creating a task force to examine the effects of minimum wage increases, pollinator bills, pesticide restrictions and most recently the requirement to register with the NJ Department of Environmental Protection if you provide services for the collection, transportation, processing, brokering, storage, purchase, sale, or disposition of soil and fill recyclable materials. We continue to keep our members informed of these and other issues as well. Take a look at page 22 to see some of the legislation we are watching that may affect you. If you hear about any legislation that pertains to our industry, whether it is town, county, state or federal, please let us know. And of course, read our weekly eblasts where we will let you know about any issues that we have been made aware of. Late summer last year, the NJLCA’s combined Board spent two and a half days putting together a strategic plan for the next few years. The Board looked at everything that

the association does, along with our mission statement and pillars and decided what we need to do to make sure all of our events and services align. Upon review we came up with several goals for this coming year, along with the steps to achieve those goals. Goal 1: Retain members and engage and develop our current members through education, interaction and networking. Goal 2: Improve the quality of our education programs by investing in unique, must-have speakers and creating opportunity programs, as well as garnering feedback from attendees. Goal 3: Investigate legislative initiatives that our members indicate are most important to them. Goal 4: Increase efficiency and operations in our office to be able to better assist our members. So what does all this mean to you? More social and networking events, more and better educational opportunities than ever before, more of a legislative voice locally, statewide and federally and an even better and more knowledgeable staff to help you keep “growing every day”. Let’s work together to make 2020 the best year and decade ever! See you at the show! Sincerely,

Nelson Lee, President

PCOMING EVENTS:

February 25th - 26th - Landscape New Jersey Trade Show and Conference March 12th - Membership Meeting at Mr. C Fence in Garfield March 20th - NJLCA’s Tony Defeo Annual Pizza Night in Washington Twp. April 9th - Membership Meeting at Al D. Landscaping and Tree Supply in Fairview March/April - Basic Pesticide Training Courses in English and Spanish at NJLCA

4 SPRING | 2020

The Buzz NALP Separates from GIE+Expo: Beginning in 2022, NALP will no longer host LANDSCAPES in conjunction with GIE+EXPO and plans to host its own conference. EPA Finds Glyphosate Poses No Risks to Human Health When Used In Accordance with Current Label: On Jan. 30, the U.S. Environmental Protection Agency (EPA) concluded their review of glyphosate and reaffirmed their final interim reached in May 2019. EPA stated: “After receiving and considering public comments on the glyphosate proposed interim decision, EPA released the interim decision for registration review. As part of this action, EPA continues to find that there are no risks of concern to human health when glyphosate is used in accordance with its current label. EPA also found that glyphosate is unlikely to be a human carcinogen. EPA is requiring management measures to help farmers target pesticide sprays to intended pests, protect pollinators, and reduce the problem of weeds becoming resistant to glyphosate.” SiteOne Acquires Empire Supplies in Newark, NJ: SiteOne® Landscape Supply, Inc. has acquired Empire Supplies, Inc. Empire Supplies serves the greater Newark-Union, NJ metro with three locations focused on the distribution of hardscapes and landscape supplies to landscape professionals. NJ State Board of Agriculture David Defrange (owner of Copper Creek Landscape and Nursery) named Person of the Year by the Gardener News. Rich Imlay of Jonathan Green Passes Away: Richard T. Imlay 66, loving father and Grampy passed away on December 6, 2019. He graduated from Middletown High School where he was in the National Honor Society and played trumpet in the school band. He also attended Iona college. An avid and passionate Race Car enthusiast, Rich had photographed hundreds of races in his brief lifetime. He was a Lawn Care professional for over 35 years and was well respected in the industry for his knowledge, friendship and great personality. He was the “ go to guy” when no one else could solve the problem and recently received a Special Recognition Award from NJNLA. Rich was a well spoken and very animated storyteller who also had a great love of books and music. Rich was predeceased by his parents Walter & Bobbie Imlay. He is survived by his son Christopher, stepdaughters Valerie, Jennifer, Tara and Erica. His grandchildren Elizabeth, Kara, Megan, Emma, Elena, Joshua, Isabella and Nicolas. He will be missed by all who knew and loved him.

Letter from the Editor

ou like me, you really like me! At the NJLCA’s 2019 Holiday Gala and Achievement Awards Dinner on December 3rd, our Vice President, Richard Goldstein announced that the association had given me a promotion to the Executive Director of the NJLCA. I cannot say how privileged I feel to be charged with this new position and the ability to unite the green industry in its professionalism. Over the past 13 years I have learned so much from so many people in the industry. I have been with many of you during your struggles with finding employees and keeping up with the everchanging regulations in the green industry. I have celebrated your triumphs when you passed certifications or surpassed the milliondollar mark. I’ve even had the privilege of watching your families begin and grow. Thank you to the Board for having the faith and confidence in me to lead our members and the day to day at the NJLCA. I must also give kudos to my backup at the office. Maria Albuquerque and I have been a team for 6 years now and our latest hire, Tracey Houseman is simply a powerhouse. The three of us can do anything we decide to with the support of the Board. I most of all would like to thank you, my landscapers, nurseries, vendors and supporters for welcoming me into your lives and businesses. And yes, I do consider you “mine”, because I feel my mission is to take care of you and teach the world the importance that you bring to the lives of everyone. I have the passion to continue learning and ask that you help to me help you by telling us what you need to further develop your businesses. I’m looking forward to continuing to grow with you, fight for you and educate you and your employees for many years to come.

Sincerely,

Gail Woolcott Executive Director / Editor in Chief

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Feature Story

43rd Annual Trade Show and Conference

Wednesday, February 26, 2020 8:00 am - 3:30 pm Meadowlands Exposition Center 355 Plaza Drive, Secaucus, NJ 07094

ith the education you need to grow your career and connect with your future, the Landscape New Jersey 2020 Trade Show and Conference is the place to be on February 26, 2020. Pre-con education is offered on Tuesday, February 25th. The New Jersey Landscape Contractors Association (NJLCA) is very excited to announce that 2020 marks the 43rd Anniversary of the Landscape New Jersey Trade Show and Conference. The Meadowlands Exposition Center in Secaucus, NJ, will once again be the site for this one-day green industry marketplace and educational event. Landscape New Jersey 2020 will feature over 275 exhibit booths displaying the latest trends in plants, green industry products,

hardscapes, equipment, and more. A DEP program offering recertification credits is available, while additional businessrelated seminars are also offered. Join thousands of landscape professionals for one exciting day of industry fun and education. Ask the experts, make new business contacts, meet up with old friends, and learn from the best at Landscape New Jersey 2020. NJLCAâ&#x20AC;&#x2122;s Pre-con Education Program was created six years ago to provide in-depth workshops that compliment and expand upon the education that we provide at our trade show. These workshops will give you the skills and training that you need to be successful in the green industry right now! All precon workshops on February 25th include admission to the trade show on February 26th!

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Feature Story Pre-Con Education Workshops Tuesday, February 25, 2020 NJ Fertilizer Training & ProFACT Exam (English) Dr. James Murphy, Rutgers University 9:00 pm - 12:00 pm

Developing Great Crew Leaders Phil Harwood, GrowTheBench.com 9:00 am - 12:00 pm Room B

ProFACT training for professional fertilizer applicators (Qualifies you to take the certification exam. Certified Fertilizer Applicators will receive 3 credits of continuing education). Class, manual and exam in English. Topics discussed include: • Introduction to the NJ fertilizer law • Nutrient pollution hazards to waterbodies • Best management practices for nutrient management of turf • How to read a fertilizer label • Equipment use and calibration • Laws, rules, and regulations for fertilizer application to turf

Crew leaders not only have a direct impact on performance of jobs, they have a direct impact on employee retention. They say that people don’t quit companies, they quit their supervisors. The front-line supervisor in most services businesses is the crew leader. In today’s tight labor market, what could be more important than this? Every crew leader has the potential to become a great crew leader. Companies don’t need to find great crew leaders; they need develop their existing crew leaders into great crew leaders. “Developing Great Crew Leaders” is a complete educational workshop, designed for both crew leaders and their managers. This workshop begins by bringing to life the critical nature of the crew leader position and why mediocrity is not an acceptable status. Every crew leader should be actively engaged on a developmental path toward greatness. Managers have a key role in this process as well and so they need to be informed and engaged to bring this to a reality.

Dr. James Murphy conducts extension and research programs on best management practices for turfgrasses grown in and around New Jersey. His work focuses on a better understanding of turfgrass responses to soil-related stresses. Dr. Murphy holds a BS in Agriculture from Western Illinois State University and an MS and PhD in Crop and Soil Sciences from Michigan State University.

NJ Fertilizer Training & ProFACT Exam (Español) Dr. Raul Cabrera, Rutgers University 1:00 pm - 4:00 pm Entrenamiento de ProFACT para aplicadores profesionales de fertilizantes (Qualifica que usted tome el examen de certificación. Aplicadores Certificados recibirán 3 créditos de educación continua) Clase y manuales serán en español. El tema incluye: • Introducción a la ley de fertilizante de NJ • Riesgos de contaminación de nutrientes para cuerpos de agua • Mejores prácticas de manejo para el manejo de nutrientes del césped • Como leer la etiqueta de fertilizante • Uso y calibración del equipo • Leyes, reglas, y reglamentos para la aplicación de fertilizantes para césped Raul Cabrera es profesor asociado y especialista en extensión de cultivos en la Universidad de Rutgers. Raúl tiene una maestría en fisiología y un doctorado en Biología de planta de la Universidad de California en Davis. Sus proyectos actuales incluyen el uso de aguas alternativas (agua, reclamada) para la irrigación, optimización de la fertilización y cultivos de invernadero y la productividad y evaluación del uso y conservación del agua del paisaje urbano.

Phil Harwood, MBA, CSP, LIC is a managing partner with GrowTheBench. com, one of three companies he has founded since retiring from a successful landscape & snow management career. Phil holds an Executive MBA with honors and Bachelor of Arts degree in Marketing, both from Michigan State University. He was nominated "Alumnus of the Decade" by Michigan State's Executive MBA Program. In addition, he is a Certified Snow Professional, Landscape Industry Certified Manager, National Association of Landscape Professionals Trailblazer, and Landscape Ontario Preferred Consultant. Phil is a management consultant, frequent guest speaker, and contributing writer for several publications and websites. His consulting firm, Pro-Motion Consulting, Inc., has been recognized twice by the Snow & Ice Management Association (SIMA) with the prestigious Snow Industry Commitment Award. In addition, two of his clients have won the coveted CEO of the Year Award from SIMA.

How To Sell To More “Hell Yes” Landscape Clients (and CUT the Killers) 9:00 am - 12:00 pm Jack Jostes, Ramblin’ Jackson Room C The top 20% of your landscape clients create 80% of your Profit. Learn how to attract more of your most profitable clients using the STACK system. ST is for Stars, K is for…. profit Killers! Find out what A and C stand for -- and how to massively increase your profit with fewer clients -- in this half-day interactive sales workshop with Amazon best-selling author, pod-

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Feature Story Pre-Con Education Workshops Tuesday, February 25, 2020 cast/YouTube host, and keynote speaker Jack Jostes. This workshop is ideal for landscape contractors with ongoing maintenance services offered to residential, commercial, and/or municipal clients. Jack Jostes is the President + CEO of Ramblin Jackson , a digital marketing agency based in Boulder, CO that helps landscaping companies throughout the country increase their lead generation through local SEO and digital branding. The author of the Amazon Best-Selling book, Get FOUND Online: The Local Business Owner’s Guide To Digital Marketing, Jack has been featured in Lawn and Landscape, Colorado Green Magazine, Turf Magazine, INC. Magazine, and other industry publications. He regularly speaks at regional, national, and international businesses conferences including the green industry events like the ProGreen EXPO, the Farwest Show, National Association of Landscape Professionals (NALP), and the TNLA’s Nursery Landscape EXPO.

Drainage Certification Eric Cummings 10:00 am - 12:00 pm Room D This course is designed for any contractor looking to become a certified drainage contractor. It will go in depth on the different aspects of a drainage job, how to install, and any pitfalls you may run across. Contractors will come away with a greater understanding about how to identify potential drainage problems, how to add drainage easily onto any job they’re doing, how to best quote and sell a job, and the best practices on installing drainage jobs. Following this workshop, attendee will be required to complete two additional modules online. Upon completion of the course, contractors will receive a certificate noting that they completed the course and are officially a Certified Drainage Contractor. Eric Cummings has spent the last 20 years in the landscape industry working at both the design and installation ends of the industry. He brings with him a broad scope of project and sales experience and is eagerly looking forward to growing the knowledge of NDS products.

Keynote: The Landscaper’s Guide to Modern Sales and Marketing Wednesday, February 26th 8:30 am - 10:00 am Relying on referrals is great -- if you like constantly wondering where your next project comes from. Learn how to fill your pipeline with Qualified Leads who are warmed up and ready to buy high dollar landscaping projects -- so you can confidently say NO to the projects you don’t want -- in this hands-on digital marketing workshop presented by Jack Jostes, the Author of the Amazon Best-Selling book Get FOUND Online: The Local Business Owner’s Guide to Digital Marketing. Part One: Generate Qualified Leads through 2020 Search Engine Optimization (SEO) Best Practices Part Two: How to Disqualify Bad Prospects with Your Website + Photos Part Three: The Design/Build Sales Process to Systematically Convert Profitable Customers Time and Time Again

10 SPRING | 2020

Feature Story Pesticide Recertification Education Schedule February 26, 2020 Regenerative Practices for Agricultural, Turf and Ornamental Michael Reed, SynaTek 10:00 am - 11:00 am Room A Building the soil has shown to dramatically decrease the need for Synthetic Fertilizers and Pesticides. We will look at the steps to build a healthy, regenerative soil and look at Reduced Risk and Low Impact Pesticides. These products are extremely low in toxicity to most non-target animal including birds, fish, bees and humans and most importantly gentler on the soil. Mike works for Synatek, a privately held company, specializing in Turf and Ornamental technologies. His focus is working with companies to find and develop sustainable pesticides. He is a Board Member of the New Jersey Turfgrass Association and the chairman of the New Jersey Green Industry Allied Association Committee. Mike is also a Certified Soil Advocate and a licensed NJ Pesticide Trainer.

Raul Cabrera es profesor asociado y especialista en extensión de cultivos en la Universidad de Rutgers. Raúl tiene una maestría en fisiología y un doctorado en Biología de planta de la Universidad de California en Davis. Sus proyectos actuales incluyen el uso de aguas alternativas (agua, reclamada) para la irrigación, optimización de la fertilización y cultivos de invernadero y la productividad y evaluación del uso y conservación del agua del paisaje urbano. Pesticide Jeopardy Michael Reed, SynaTek 11:15 am - 12:15 pm Room A Game show style format with prizes to discuss reading and understanding the label, personal protective equipment, proper mixing and loading of pesticides, spill response and cleanup, environmental hazards, DEP regulations and more!

DEP Regulatory Update, Safety and Storage Stephen Bross, NJ-DEP 10:00 am - 11:00 am Room B

Hands On Tree and Woody Plant Management Brian Brunsch, Savatree 12:30 pm - 1:30 pm Room A

All Commercial and Private Pesticide applicators licensed in the state of New Jersey must comply with Department of Environmental Protection (NJDEP) regulations for pesticide storage and safety. Core presentation on topical information including DEP updates, pesticide safety practices and pesticide storage. Will also include updated information on navigating the NJ DEP Pesticide Control Program website.

A hands on analysis of current pest management topics as relevant to challenging weather conditions along with woody plant selection/installation. Information on plant issues and pests, maintenance and selection.

Stephen Bross is an Environmental Specialist 3 at the NJDEP Bureau of Licensing & Pesticide Operations. He is a former enforcement officer for the NJDEP. Biología Básica para Jardineros (Basic Biology for Landscapers) Raul Cabrera, Rutgers University 10:00 am - 11:00 am Room C Presentación en Español sobre los conceptos básicos de Biología de plantas, aplicación práctica en prácticas comunes de manejo del paisaje y manejo mejorado, incluyendo resistencia a las plantas, control cultural y biológico y insecticidas de riesgo reducido.

Brian Brunsch has over 20 years in arboriculture and holds a Masters Degree in Forestry. He is an ISA Certified Arborist and a NJ Licensed Tree Expert. Poison Ivy ID and Management Steve Greenspan, Best Poison Ivy Removal 1:45 pm - 3:15 pm Room A Poison Ivy identification, removal and management - ‘Myth or Fiction’? Everything you thought you know, only still need to learn about these poisonous-to-the touch plants. Includes discussion on first aid, the history of this plant and its future and how to make money getting rid of it! Steve Greenspan is the owner of Best Poison Ivy for over 50 years. He holds a BS from SUNY in Environmental Science and Forestry and from Syracuse University in Forestry. He is Organically Certified by Suffolk County. Steve is also a former instructor at the Bronx Botanical Gardens.

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Feature Story Business Education Schedule February 26, 2020 Do You Consider Yourself a Landscape Professional? Prove it! Patrick Donovan, Classic Landscaping 10:00 am - 11:00 am Room D

Pat will discuss the licenses a contractor is required to obtain in the State of NJ to legally operate a landscape business/company. We will also discuss rules, regulations and procedures required to operate a safe and legal fleet. What are some stand out features potential clients would consider make you a professional in the Landscape Industry? And what credentials do you have that make you a professional in the industry? With 38 plus years in the Green and Snow Industry as an owner/operator, and 27 years as a Police Officer for the Port Authority of NY and NJ, Pat Donovan possesses a unique skill set and experience level from complete opposite sides of the spectrum which is sure to benefit the green and snow arena. As a Police Officer, Pat was assigned to an Emergency Services Unit in Staten Island, NY and received a myriad of training throughout his career. Most notable, certified “Fatal Crash Investigator” from North Western University. Pat has presented numerous education sessions on estimation of landscape and grounds care work as well professionalism in our industry.

Snow Plowing Risk Management

Richard Gaynor, Middleton & Co. Insurance 11:15 am - 12:15 pm Room B Learn what Insurance companies want you to do to be a “Preferred Insured”. We will show you how to mitigate, eliminate and transfer the risk of snow plowing. You will learn risk management techniques to avoid claims Before, During and After snow plowing operations, “Put the Law on your side”. Insurance advisor and present and past board member of the NJLCA, the Builders Association of NJ, Northeast Spa & Pool Assoc., Irrigation Association of NJ, Land Improvement Contractors of America, Property Owners Association, the New Jersey Subcontractors Association, National Ornamental Miscellaneous Metals Association. Richard is a Certified Risk Manager, Certified Insurance Counselor, a Professional Insurance Agents and an Independent Insurance Agent.

Modern Management: How to Effectively Work with the New Generations Neal Glatt, GrowTheBench.com 11:15 am - 12:15 pm Room C Managing millennials and Gen Z is the number one challenge that business owners are facing today. While sales and operations can

stay strong in today’s economy and with modern technology, finding and retaining great people regularly kills company growth and the reality is that this is largely due to millennials composing nearly half of the modern workforce. Millennials are the most misunderstood generation in history and are disrupting the way we work dramatically. In this session, Neal will share with attendees what the current generation really seek in a career and the six fundamentals shifts in thinking required to change this frustrating liability into a significant competitive advantage. Having had a successful career as a contractor and millennial, Neal understands the challenges faced on both sides and provides ground-breaking research in a simple and practical manner to help managers thrive. Neal Glatt, CSP, ASM is a managing partner with GrowTheBench.com. In his career as a snow contractor, Neal joined Case Snow Management, Inc. as an Account Executive in 2010. The company owned a single pick-up truck and had annual revenues of less than $1 million. Leading the sales effort and serving as part of the leadership team, Neal helped the company exceed $40 million in annual sales before beginning his own coaching practice in 2017. He is a Certified Strengths Coach through Gallup and a John Maxwell Certified Coach, Speaker, and Trainer. Neal earned Bachelor of Arts Degrees in Marketing and Spanish from Northern Michigan University. He is a regular columnist for Snow Business magazine and lives in Hopkinton, MA. Neal ran the Boston Marathon in 2018 and 2019, both times for a well-deserving charity benefiting youth in foster care. You can learn more about Neal at www.NealGlatt.com.

Understanding the Grass Seed Label Barry Levitt, Levitt’s 11:15 am - 12:15 pm Room D

How to read and understand seed labels, what species of turf grass to use in specific situations and rates for new seeding and re-seeding. Barry Levitt is the Manager of Levitt’s LLC in Parsippany, NJ since 1981. He holds a Bachelors of Horticultural Science and Agronomy from Purdue University.

Navigating the HOA Maze

12:30 pm - 2:15 pm John Raffiani, Raffiani’s Automatic Sprinklers Room C Ever wonder how “those other guys” got their juicy HOA contracts? Well wonder no morethis course will give you the basis for upping your game and getting your piece of a growing commercial pie. Lot’s of information and even a little role playing to build confidence.

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Feature Story Business Education Schedule February 26, 2020 John Raffiani has been involved with the landscape trades since the late 1950’s beginning with work at his grandfather’s shrub farm and greenhouse operation in Fair Lawn. Since that time, he has installed numerous landscape, drainage, lighting and irrigation systems in NJ, NY, MA,CA, AZ and FL. His latest endeavor is teaching in the green industry trades.

Negotiating Mastery

Danny Wood, Sandler Training / Danny Wood Enterprises 12:30 pm - 1:30 pm Room D Most people think that negotiating is part of the sales process, an arm-wrestling step that’s a necessary evil. At Sandler, we don’t believe that, because as sales experts, we know that the sales process is about getting your product or service at the terms you want. Negotiation discussions take place when you’re not getting the terms, or price you want - THEN you negotiate. Danny Wood, sales expert and certified Sandler trainer, helps individuals, business owners, and companies to implement proven processes that create a customer-centric sales organization driving revenue and increasing the bottom line. This is achieved through a sales methodology that incorporates training, coaching, and reinforcement based on the psychology of human behavior and continual development. Danny has helped thousands of individuals to become proficient with the strategies, techniques, behaviors, and beliefs to help them improve the results of their sales efforts.

Business Growth Through Personal Awareness Frank Contey, LandMind 1:45 pm - 2:45 pm Room D

Learn how an optimistic outlook and a positive mental state is essential to continued success of your personal and business lifestyle. See how creating an atmosphere of clarity makes yourself and others own responsibility. LandMind founder, Frank Contey, has always looked to share his extensive landscape design and building knowledge with others. With an understanding garnered from 30 years of hands-on experience, Frank is the perfect “go to” for homeowners, designers or contractors alike. His keen creative flair, coupled with extensive construction and engineering knowledge always result in unique “out of the box” landscapes that blend classic principles with structural integrity and enduring beauty.

Water, Water Everywhere

2:15 pm - 3:15 pm John Raffiani, Raffiani’s Automatic Sprinklers Room C A look at drainage needs both large and small and ways to upsell them. Information on methods to incorporate landscaping and bioswales into most any project. You can’t afford to leave this highly profitable upsell off your list of services offered.

Do Not Miss! Our exciting Keynote Presentation on 2/26/20 from 8:30 - 10:00 am! Beer tasting and photo opportunity with Award Winning Actor Kelsey Grammer from 11:00 am - 1:00 pm in Booth 328 Take photos with the Delorean Time Machine, an exact replica of the car, along with "Doc and Marty" look-alikes NJLCA.ORG 15

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Feature Story Exhibitor List (as of printing) A.D.R Bulbs, Inc. A.N.T. Nursery AC RadioCom Action Rubber & Ind’l Supply, Inc. Advance Tire AL D. Landscaping & Tree Service All American Auto Group Altec Industries AMSOIL Synthetic Lubricants Aquarius Supply, Inc. Aqua-Tech USA Ariens/ Gravely Association Master Trust Auto Action Group Back To Health Barton Nursery Bergen Brick, Stone & Tile Corp. Bergen Community College Bobcat of North Jersey Braun Tree Nursery Brilliant Group Industry Britton Industries Bush Hog CADCO Cambridge Pavers, Inc. Cedar Hill Nursery, Inc. Central Turf & Irrigation Supply Cerbo’s Parsippany Greenhouses Chemical Equipment Labs Classic Groundcovers, Inc. Cliffside Body Corp. Coast Cities Equipment Sales, Inc. Colorblends Wholesale Flower Bulbs Condurso’s Garden Center Contractor Insurance Queen CSI-ACECAP/MEDICAP CST Pavers Debris Predator DeBuck’s Sod Farm of New York, Inc. Deer Solution-Repellent Service Deluxe International Trucks, Inc. Design-N-Stich Ditch Witch Down Neck Equipment Rentals, Inc.

Downes Forest Products East Coast Salt Distribution East Coast Tree Movers Eastern Wholesale Fence EDM Distributors, Inc. Ewing Irrigation Farm Family Insurance FDR Hitches Foley Incorporated Frank’s Truck Center, Inc. Gabrielli Truck Sales Garden State Bobcat Group Garden State Engine & Equipment Garden State Koi and Aquatic Center GoMaterials Grow the Bench Highway Equipment Company of NJ Hionis Greenhouses, Inc. Hoffman Equipment Holiday Lighting by Giannini Husqvarna Intek Truck / Equipment Leasing iQ Power Tools Jesco, Inc. Kissner Milling Company Ltd. KPM Exceptional, LLC Kube Pak Growers L.P. Statile Land Pro/ NIP Programs Law Offices of Ron Katiraei Levitt’s, LLC Lifetime Lighting Systems Mazza & Sons - Mazza Mulch, Inc. Middleton & Company Insurance National E Payment Nature’s Choice Corp New Jersey Deer Control New Jersey Landscape Contractors Assn New Jersey One Call New Jersey State Police New Jersey Turfgrass Association New York Life Nextgen Equipment Nicolock Paving Stones

North East STIHL Northeast Spa & Pool Association Northeastern Arborist Supply Northern Nurseries, Inc. NPT Pool and Hardscape Supply Ocean Wholesale Nursery Paul Congelosi Sales, Inc. Peak Equipment Performance Trailers Inc./Look Trailers PlantANT POOLCORP Powerco, Inc. Precision Work Pride Landscape Supply Progressive Hydraulics, Inc. ProParts Direct R & R Products Ransome Attachments Salamone Redi-Mix Scirocco Group SHS Distributors LLC Shuback Farms, Inc. SiteOne Landscape Supply State Farm Steven Willand, Inc. Storr Tractor Company Synatek Solutions Synthetic Lawns & Golf, Inc. Techo-Bloc Corp. Terre Company Tidbury Creek Farms Nursery Tidwell Nurseries T-Mobile Unilock Paving Stones United Ford United Rentals US Dept. of Labor - OSHA USDA - NASS Van Dines 4 Wheel Drive Center WeatherWorks, LLC Winter Technologies Yannuzzi Group Material Division York Motors, Inc.

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Feature Story

Pricing Chart

Trade Show Registration Pre-Registration Fee Registration at Door

Member Non-Member $20 $30 $30 $40

Latino Mix and Mingle Trade Show Registration Member Non-Member Includes entry to Trade Show on 2/28/18 We are thrilled to invite you to NJLCA’s Pre-Trade Show Workshops 2/27/18 Pre-Registration Fee $20 $30 NJ Fertilizer Training & ProFACT Exam $99 $149 4th annual Latino Mix and Mingle at Registration at Door $30 $40 $99 Relationship Selling in a Trust Economy $149 12:30 pm in Room E at the Meadowlands $199 on 2/26/20 There’s No Business Like Snow Business $299 Pre-Trade Show Workshops - 2/25/20 - Includes Entry to Trade Show Expo Center on February 26, 2020! NJ Fertilizer Training & ProFACT Exam $99 $149 Roundtables - 2/28/17 Developing Great Crew Leaders $249 $299 Meet fellow members and potential $30 Snow and Ice Management $40 How to Sell More "Hell Yes" Landscape Clients $99 $149 Managing the Spring Rush $30 $40 members for a fun afternoon in a $29 $49 Drainage Certification Marketing and Social Media $30 $40 relaxed setting! This special event will be a great way to meet new colleagues DEP Classes - 2/26/20 DEP Classes - 2/28/18 One-Two Punch Spotted Regenerative Practices forThe Agricultural, Turffor and Ornamental and catch up on current topics unique Control DEP Regulatory Updates, Lanternfly Compliance and Safety to our profession. Enjoy complimentary What’s(Class in YourinBag of Fertilizer? Basic Biology for Landscapers Spanish) beverages and food. Your Potential Impact on Ground Water Pesticide Jeopardy Plagas y Enfermedades Comunes en Hands On Tree and Woody Plant Management ¡Conozca a otros miembros e invitados Plantas de Jardín (Common Pests and Poison Ivy Identification &Diseases Management para una tarde de diversión en un ambiin Landscape Plants) Included ente relajado! Este evento especial será una Biología Básica para Jardineros (Basic BiolIncludedwith in Business Seminars - 2/26/20 Trade Show ogy for Landscapers) Trade Show manera divertida de conocer a nuevos coDo You Consider Yourself a Landscape Professional? Registration Registration legas y ponerse al día sobre temas actuales Snow Plowing Risk Management Business Seminars - 2/28/18 How to Effectively Work with the New exclusivos de nuestra profesión. Disfrute Marketing YourGenerations Hardscaping Services Understanding the Grass Seed How toLabel Create Winning Marketing Content de la comida y bebidas complementaría. Navigating the HOA MazeHow to Make Money with Drainage DOT Regulations Update Negotiating Mastery February 26, 2020, from 12:30 pm Management & Business Growth ThroughSustainable Personal Winter Awareness 2:30 pm in Room E Water, Water Everywhere SIMA’s BMP guidelines No cost to attend but pre-register to be Snow & Ice Treatments entered to win a prize!

18 SPRING | 2020

Feature Story Credits and CEUs February 25, 2020 NJ Fertilizer Training & ProFACT Exam (English) Credits: NJ ProFACT CEUs – 3 LICT/LICM=3

Dr. James Murphy, Rutgers University

NJ Fertilizer Training & ProFACT Exam (Español) Credits: NJ ProFACT CEUs – 3 LICT/LICM=3

Dr. Raul Cabrera, Rutgers University

February 26, 2020 Keynote: The Landscaper’s Guide to Modern Sales and Marketing Credits: LICT/LICM: 1.5

Jack Jostes, Ramblin Jackson

Regenerative Practices for Agricultural, Turf and Ornamental Credits: NJ: 1A=2, 3A=2, 3B=2 APLD: 1.5 LICT/LICM=1

Michael Reed, SynaTek

DEP Regulatory Update, Safety and Storage Credits: NJ: CORE=2, Cat 9=1 LICT/LICM=1

Stephen Bross, NJ-DEP

Biología Básica para Jardineros (Basic Biology for Landscapers) Credits: NJ: 3A=2, 3B=2, CORE=1 NY: 3A=1, 25=1 LICT/LICM=1

Raul Cabrera, Rutgers University

Pesticide Jeopardy Michael Reed, SynaTek Credits: NJ: CORE=2 LICT/LICM=1 Hands On Tree and Woody Plant Management Credits: NJ: 3A=2, Cat 10=1 NY: 3A=.75 APLD: 1 LICT/LICM=1

Brian Brunsch, Savatree

Poison Ivy ID and Management Credits: NJ: 3A=3, 3B=3. 6B=3. 8C=3 NY: 3A=1.5 LICT/LICM=1.5

Steve Greenspan, Best Poison Ivy Removal

Do You Consider Yourself a Landscape Professional? Prove it! LICT/LICM=1

Patrick Donovan, Classic Landscaping

NJLCA.ORG 19

Feature Story Credits and CEUs Snow Plowing Risk Management LICT/LICM=1

Richard Gaynor, Middleton & Co. Insurance

Modern Mgmt: How to Effectively Work with the New Generations Credits: APLD: 1 Business LICT/LICM=1

Neal Glatt, GrowTheBench.com

Understanding the Grass Seed Label LICT/LICM=1

Barry Levitt, Levitt’s

Navigating the HOA Maze Credits: APLD: 1 Business LICT/LICM=2

John Raffiani, Raffiani’s Automatic Sprinklers

Negotiating Mastery Danny Wood, Sandler Training/Danny Wood Ent. Credits: APLD: 1.5 Business LICT/LICM=1 Business Growth Through Personal Awareness Credits: APLD: 1.5 Business LICT/LICM=1

Frank Contey, LandMind Consulting

Water, Water Everywhere Credits: APLD: 1.5 LICT/LICM=1.5

John Raffiani, Raffiani’s Automatic Sprinklers

WHIPPANY 64 SOUTH JEFFERSON ROAD | 973.386.9076

HAWTHORNE 1120 GOFFLE ROAD | 973.423.0222

LAKEWOOD 1000 AIRPORT ROAD, SUITE 206 | 732.363.5034

SEWELL 235 DELSEA DRIVE | 856.228.6070

PRO CONTRACTOR & DIY SOLUTIONS

Feature Story

2020 Registration Form Attendee Information Business Name: ___________________________________________ Business Address: _________________________________________ City: ____________________________ State: ______ Zip: ________

Trade Show - February 26, 2020 NJLCA Member Pricing Qty. Total Pre-Registration Fee: $20 per person ____ _____ Registration at Door: $30 per person

Phone: ___________________ Cell Phone: ____________________ E-mail: _________________________________________________ Print First and Last Name of all attendees as they should appear on name badge below. (Name badges will be mailed to you.) Please check all that apply below each name. You MUST pre-register for each individual credit class that each person is taking and for the roundtable breakfast.

Attendee #1: _____________________________________________ Email: __________________________________________________ Attendee is: q Owner q Purchasing Influence q Have no input Attending: q NJ Fertilizer Training & ProFACT Exam - $99 - Members/$149 -Non q FE2-English q FE1-Spanish Date of Birth: _____ q PC1-Developing Great Crew Leaders - $249 - Members/$299 - Non q PC2-How to Sell More "Hell Yes"... - $99 - Members/$149- Non Pest Classes: Date of Birth: _____________ License #: _________________ q 01-Regenerative Practices for Ag, Turf & Ornamental q 02-Tree & Woody Plant Management q 03-Poison Ivy ID & Management q 05-Biología Básica para Jardineros (Basic Biology for Landscapers) q 06-Pesticide Jeopardy q 07-DEP Regulatory Update

Non-Member Pricing Pre-Registration Fee: $30 per person Registration at Door: $40 per person

q NJ Fertilizer Training & ProFACT Exam - $99 - Members/$149 -Non q FE2-English q FE1-Spanish Date of Birth: _____ q PC1-Developing Great Crew Leaders - $249 - Members/$299 - Non q PC2-How to Sell More "Hell Yes"... - $99 - Members/$149- Non Pest Classes: Date of Birth: _____________ License #: _________________ q 01-Regenerative Practices for Ag, Turf & Ornamental q 02-Tree & Woody Plant Management q 03-Poison Ivy ID & Management q 05-Biología Básica para Jardineros (Basic Biology for Landscapers) q 06-Pesticide Jeopardy q 07-DEP Regulatory Update

Attendee #3: _____________________________________________ Email: __________________________________________________ Attendee is: q Owner q Purchasing Influence q Have no input Attending: q NJ Fertilizer Training & ProFACT Exam - $99 - Members/$149 -Non q FE2-English q FE1-Spanish Date of Birth: _____ q PC1-Developing Great Crew Leaders - $249 - Members/$299 - Non q PC2-How to Sell More "Hell Yes"... - $99 - Members/$149- Non Pest Classes: Date of Birth: _____________ License #: _________________ q 01-Regenerative Practices for Ag, Turf & Ornamental q 02-Tree & Woody Plant Management q 03-Poison Ivy ID & Management q 05-Biología Básica para Jardineros (Basic Biology for Landscapers) q 06-Pesticide Jeopardy q 07-DEP Regulatory Update

Qty. Total _____ _____

Membership - Special Trade Show Price

____________

Pre-Con Workshop Subtotal

____________

Trade Show Registration Subtotal

____________

Grand Total ____________ All educational sessions, except for the Pre-Con Workshops are included in the price of attendance at the show. Pre-Show Workshop attendees receive entry to the trade show at no cost.

Attendee #2: _____________________________________________ Email: __________________________________________________ Attendee is: q Owner q Purchasing Influence q Have no input Attending:

Payment Information Credit Card: Cardholder's Name: _______________________________________ Signature: _______________________________________________ Card Number: ___________________________________________ Billing Zip Code: _______________ Exp: _________ CCV: ________ Check: Make checks payable to: NJLCA - Must be received by February 22, 2019. No refunds after February 21, 2020. No snow or rain date. Please send check, purchase order and registration form to: NJLCA, 465 Mola Boulevard, Suite 4, Elmwood Park, NJ 07407 Phone: (201) 703-3600 Fax: (201) 703-3776

Please tell us more about you! Please indicate types of services performed: q Residential Maintenance q Residential Design/Build q Commercial Maintenance q Commercial Design/Build q Residential Snow Svcs. q Commercial Snow Svcs. q Irrigation and/or Lighting Installation q Plant/Lawn Care q Organics q Pesticide q None of the above, we supply services and/or products q Other: ________________________________________________

News Briefs

ften when speaking with potential members, we hear the question “Why do I need to be a part of the association? What’s in it for me?” One of the many answers to that question is that we give you a legislative voice that is thousands of members strong. Below are some of the legislative issues that

we are currently watching over to make sure that they are in the best interest of our members and the environment. If any of these issues are of particular interest to you, please let us know which one and what your thoughts are. You can email us at info@njlca.org or call us at (201) 703-3600.

BILL

TITLE

Sponsor

SUMMARY

LOCATION

NJ A 180

Small Business Income Tax Deduction

Wirths (R)

Provides small businesses with gross income tax or corporation business tax deduction for wages paid to minimum wage employees.

Assembly Labor Committee

NJ A 260

Vegetation Management Response Act

DeAnagelo (D)

Vegetation management related to electric public utility infrastructure

Assembly Telecommunications and Utilities Committee

NJ A 284

Sale and Planting of Bamboo

Mazzeo (D)

Establishes requirements for sale and planting of running bamboo

Assembly Agriculture Committee

NJ A 322

Temporary Laborer Protections

Danielsen (D)

Provides certain protections for temporary laborers.

Assembly Labor Committee

NJ A 339

Seasonal Worker Eligibility for Unemployment Benefits

Kean S (R)

Concerns eligibility for unemployment benefits for certain seasonal workers.

Assembly Labor Committee

NJ A 418

State Income Tax Credit for Removal of Lawns

McGuckin (R)

Provides State income tax credit for removal of lawns near Barnegat Bay.

Assembly Environment and Solid Waste Committee

NJ A 459

Urea as Ice Melt Prohibition

Catalano (R)

Prohibits sale, distribution and use of urea as ice melt.

Assembly Consumer Affairs

NJ A 950

Minimum Wage Increase Impact Study

Karabinchak (D)

Establishes a study on the impact of minimum wage increases on businesses.

Assembly Labor Committee

NJ A 985

Prohibits certain actions relative Conaway (D) to endangered and threatened plant species

Prohibits certain actions relative to endangered Assembly Agriculand threatened plant species; directs DEP ture Committee commissioner to take certain actions to protect endangered and threatened plant species.

NJ A 1156

Income Tax Credits for Certain Costs Arising from Increase in Minimum Wage

Freiman (D)

Provides gross income tax credits for certain employers for certain costs arising from increase in minimum wage.

Assembly Labor Committee

NJ A 1157

Minimum Wage Increase Task Force

Freiman (D)

Establishes task force to study impact of minimum wage increases on businesses.

Assembly Labor Committee

NJ A 1161

Minimum Wage Annual Reviews

Freiman (D)

Requires Commissioner of Labor and Workforce Development to annually review and make recommendations on minimum wage increases.

Assembly Labor Committee

NJ A 1243

Mosquito Control Notifications

Schaer (D)

Requires certain notification prior to mosquito control spraying applications

Assembly Agriculture Committee

NJ A 1407

Residential Automatic Pesticide Misting Systems

Lopez (D)

Prohibits installation or use of residential Assembly Agriculautomatic pesticide misting systems. ture Committee

NJ A 1580

Jersey Native Plants Program

Houghtaling (D)

Establishes “Jersey Native Plants Program”.

NJ A 1581

Invasive Species Task Force

Houghtaling (D)

Establishes “Invasive Species Task Force”. Assembly Agriculture Committee

NJ A 1583

Grant Program for Native Seeds

Houghtaling (D)

Directs the Department of Environmental Protection to establish grant program for institutions of higher education to support the development of native seeds.

22 SPRING | 2020

Assembly Agriculture Committee

News Briefs NJ A 1584

Benefits of Native Plants Brochure

Houghtaling (D)

Requires the Dept. of Agriculture to develop, and plant nurseries to make available to customers, a brochure that describes the benefits of native plants.

Assembly Agriculture Committee

NJ A 1585

NJ Native Seed Commission

Houghtaling (D)

Establishes the NJ Native Seed Commission to develop a plan to increase production and use of native seeds in the state.

Assembly Agriculture Committee

NJ A 1591

Harmful Plant Species List

Houghtaling (D)

Requires the State Board of Agriculture Assembly Agriculto provide a list of environmentally ture Committee harmful plant species to certain committees of legislature each year.

NJ A 1592

Pollinator Habitats on State Owned Land

Houghtaling (D)

Directs the Department of Environmental Protection to establish a leasing program for state-owned land to be used and managed as pollinator habitats.

Assembly Agriculture Committee

NJ A 1724

Chlorpyrifos Insecticide

Kennedy (D)

Prohibits use of chlorpyrifos insecticide.

Assembly Agriculture Committee

NJ A 2070

Pesticide Classification

Calabrese (D)

Directs Department of Environmental Protection to classify neonicotinoid pesticides as restricted use pesticides.

Assembly Agriculture Committee

NJ A 2075

Milkweed Plant Sale Prohibition Calabrese (D)

Prohibits sale of milkweed plants treated with certain pesticides.

Assembly Agriculture Committee

NJ A 2094

Pollinator Friendly Label for Plants

Establishes pollinator friendly label for plants.

Assembly Agriculture Committee

NJ A 2125

Municipality Pollinator Pathway Tully (D) Designation

Creates Pollinator Pathway designation for municipalities.

Assembly Agriculture Committee

NJ A 2126

Pollinator Habitats for Closed Landfills

Tully (D)

Directs the Department of Environmental Protection to establish a pollinator habitat program for closed landfills.

Assembly Agriculture Committee

NJ A 2263

Training Wage

Thomson (R)

Establishes training wage.

Assembly Labor Committee

NJ S 74

Pesticide Applicator Notification to Beekeeper

Bateman (R)

Requires pesticide applicator to notify beekeeper when applying pesticide within three miles of registered honey or native beehive or beeyard.

Senate Environment and Energy Committee

NJ S 75

Training for Pesticide Applicators on Pollinating Bees

Bateman (R)

Requires training for pesticide applicators and operators concerning pollinating bees.

Senate Environment and Energy Committee

NJ S 81

Pollinator Habitats on Undeveloped Property Tax Credit

Bateman (R)

Provides corporation business tax credit to taxpayers that develop qualified native pollinator habitats on undeveloped property.

Senate Environment and Energy Committee

NJ S 410

Safe Playing Fields Act

Turner (D)

The Safe Playing Fields Act; restricts use of lawn care pesticides at child care centers and certain schools.

Senate Environment and Energy Committee

NJ S 625

NJ Board of Trees Experts

Sarlo (D)

Transfers NJ Board of Tree Experts from Senate Budget and the Department of Environmental ProAppropriations tection to the Department of Agriculture Committee

NJ S 875

Public Works Bidders

Cryan (D)

Concerns the registration of contractors Senate and sets a criteria for responsible bidders in public works.

NJ A 4267

Regulation of Solid Waste, Hazardous Wast and Soil and Fill Recycling

McKeon (D)

Concerns regulation of solid waste, hazardous waste, and soil and fill recycling industries.*

Swain (D)

Passed

NJLCA.ORG 23

Feature Story

Landscape AlterNATIVEs: A Guide to Native Landscape Plants: AMERICAN HOLLY (Ilex opaca) by Steven Yergeau, Agriculture & Natural Resources Agent - Ocean & Atlantic Counties

ative plants are a good way to incorporate sustainable vegetation into yards for clients who are environmentally minded. Native plants are adapted to local climate and soil conditions, requiring less watering, fertilizers, and pesticides than non-native vegetation. For landscapers who have property owners looking for native alternatives to non-native vegetation, this column will provide one option per issue. American holly (Ilex opaca) is a large, evergreen tree that can grow to 25-60 feet tall with a spread of up to 40 feet at maturity (Photo 1). It is well-known for its shiny, green spine-tipped leaves and its red berries on female plants (Photo 2). These items are often associated with winter and cuttings are used in many holiday decorations. The berries make American holly a good tree for wildlife, as many songbirds and

Photo 2: The distinctive leaves and red berries of American holly (Photo Credit: Steve Yergeau).

Photo 1: American holly in late fall (Photo Credit: Steve Yergeau).

24 SPRING | 2020

mammals (squirrels and chipmunks) eat them. Note that the berries are poisonous to people. American holly can tolerate a range of soil conditions and does best in well-drained, sandy and loamy soils. It does not do well in soils with a high amount of clay. American holly also prefers acidic soils with a pH < 6.8. American holly grows well in areas with direct sun but does tolerate some shade. It makes a good ornamental/decorative plant, shade tree, and hedge. American holly is a good choice to replace many non-native evergreens, such as Norway spruce (Picea abies) and blue spruce (Picea pungens). As American holly has separate male and female plants, it is important to plant both male and female trees if berry production is wanted. American holly is a popular landscaping plant that provides beautiful foliage throughout the year. One management consideration is that American holly is very slow growing. Also, be aware of the possible danger posed by the spiny leaves in areas of the yard where a lot of pet or human activity is planned. You can find nurseries in New Jersey that sell native plants by visiting the Jersey-Friendly Yards website at http://www.jerseyyards.org/jersey-friendly-plants/ where-to-buy-native-plants/.

Feature Story

7 Selling Mistakes that Cost You Sales by Danny Wood, Sandler Training by Danny Wood Enterprises

1. You don’t tightly target your prospects Salespeople often fall into the temptation to tell your story to whomever will listen. After all, talking to anyone is more productive than sitting at your desk waiting for a potential customer to call. Right? Maybe not. Be selective about the people to whom you “tell your story.” Use your existing customer base to identify the characteristics of your best customers. With that information, develop a profile of your “ideal” customer. Then, search out prospects that most closely fit the profile. You may meet with FEWER people, but you’ll close more sales. 2. You’re not selective about prospects Expressing an “interest” in your product or service is not a strong enough reason to schedule an appointment with a potential prospect. Find out why prospects are interested and what sparked their interests before you schedule appointments. If interest isn’t backed by recognized needs or desires for your product or service—now or in the immediate future— then there’s not a compelling reason to meet. The objective of scheduling appointments is to start the selling process… not to make friends or have pleasant conversations. 3. You don’t control prospect conversations Prospects must recognize needs or desires for your product or service. They must be willing to discuss the reasons behind the needs or desires. Prevent conversations from going in different directions. When scheduling an appointment, make it clear that the objective of the meeting is to determine if your product or service meets the prospects’ needs, and that the conversation focus will be to explore and understand those needs.

4. You’re not properly prepared for meetings Salespeople often schedule appointments and forget about them until the day before the meeting. Preparation becomes a last-minute activity being nothing more than a quick review of the notes from the original phone conversation and a quick look at the prospects’ web site, advertising, or marketing materials. Can you answer the following questions about your next prospect appointment? • What are the first three questions you’ll ask the prospect after you say, “Hello”? • What questions will you ask to create rapport and get to know the prospect? • What questions will you ask to explore the prospect’s need and home in on the underlying reasons for or events that precipitated the need? • What commitment(s) will you ask for if there is a fit between what the prospect needs and what you can provide? If not, then you’re NOT prepared.

5. You neither establish credibility nor demonstrate expertise Featured Speaker Your job is to help prospects view their situations from different perspectives… and discover aspects of their situations they didn’t February 25th previously recognize. To accomplish Pre-Con Education February 26th that, you must be knowledgeable Trade Show and Conference about your product or service, understand specific reasons people would need it, the situations that create the need, and the consequences of not addressing the needs. Most importantly, you must be able to ask questions to help prospects make those “discoveries.” Asking questions that show you understand their problems or needs and your grasp how to solve those problems, is perhaps the single most important skill to master.

6. You don’t ask “tough” questions To thoroughly qualify opportunities, you must ask tough questions to: • Identify core aspects of situations • Define elements at the center of controversies • Uncover root causes of problems • Discover carefully guarded information • Obtain rarely volunteered commitments You won’t be able to accomplish any of those tasks without asking tough questions. You may not like the answers because they disqualify the opportunity. However, knowing sooner, rather than later, that continuing to invest your time will lead to a dead end. Disengage and move on to better opportunities. 7. You rush to make presentations Don’t be too eager to make presentations. Salespeople often view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value until you have determined which aspects, if any, are relevant to the prospects’ situations. The purpose of presentations is to confirm your ability to deliver the solutions prospects are qualified to buy. Never make a presentation until the prospect has been qualified. Until you have determined the reasons prospects would buy your product or service, uncovered budget, discovered their decision-making process, and obtained their commitments to make those decisions, you should refrain from making presentations. If you make a presentation before thoroughly qualifying opportunities, you leave the presentations with the prospect’s promise to “think it over.”

NJLCA.ORG 25

Feature Story

An Interview with Landscape New Jersey Tradeshow Marketing Trends for Landscape Contractors

e’re excited to announce landscape marketing author, podcaster, and YouTuber Jack Jostes as the keynote speaker at the Landscape New Jersey Tradeshow & Conference this February. Read the transcript below of NJLCA Executive Director Gail Woolcott interviewing Jack about what audience members can expect from his keynote, plus immediately actionable sales and marketing tactics you can implement right away at your landscape company. Gail Woolcott: Hi everyone. I’m Gail Woolcott. I’m the executive director of the New Jersey Landscape Contractors Association. Today I’m excited to interview Jack Jostes about how you can get found online by new customers at your landscape company or garden center. Jack is the author of the Amazon bestselling book, Get FOUND Online: The Local Business Owner’s Guide to Digital Marketing. He’s an NALP member with his marketing company, Ramblin Jackson, and will be the keynote speaker at our trade show, Landscape New Jersey 2020.

Should Green Industry Businesses Have An Online Presence (Even If They’re Owner Operators)? Gail Woolcott: Do you think it’s more or as important for these small companies that are owner-operators, as much as the big companies, to have an online presence? Jack Jostes: Well, I think that’s a great question. Do the smaller owner-operator landscape contractors need to have an online presence? And I think it depends on what their goals are. But I will share this. A lot of how much you can charge your customers has to do with how they perceive you in relation to other people in your industry. So if they think that you’re a Chuck in a Truck because you look like one online, you don’t have a website, you have negative reviews, and they check you out and they think, “Oh, this guy’s going to be cheap. Good.” Right? Well what kind of clients are you going to get? You’re going to get clients who want cheap. And there’s nothing wrong with

26 SPRING | 2020

being an owner-operator, right? And I think that most people who end up, if they choose to grow a larger company, at one point start out by themselves.

How To Use Marketing To Charge More Than Your Competition AND Recruit Top Employees

Featured Speaker

February 25th Pre-Con Education February 26th Trade Show and Conference

Jack Jostes: So I do think that having an online presence is important for an owner-operator because it’ll help them charge more and ultimately enjoy a better lifestyle as a result of their business instead of constantly spinning their wheels. It makes you look more legitimate if you do need to hire help if you do decide to grow. So no, do you need the massive online presence of a giant $10 million company? Maybe not as much of a presence. But the cool thing, Gail, is that small businesses can compete online with the big companies if they do these things right. And one of the other cool things is maybe you’re an owneroperator and you take on a limited number of clients, and you do a great job for them. You could become the most reviewed, the highest reviewed landscape contractor in your town. And even though you are an owner-operator, you could be the highest charging of all of them because people perceive you to be the best. Jack Jostes: So if you can’t be the cheapest, second cheapest doesn’t really matter, right? I think in any business it’s better to strive to be the best, and part of that is a perception from your customer. And I want to share a story. I have a client who, a really interesting guy, has been a landscaper for about 20 years. He started out just mowing lawns. That was his summer high school thing. And he’s like, “Hey, I’m going to keep doing this.” He started learning landscaping, started learning construction, eventually

Feature Story

Keynote Speaker Jack Jostes about 2020’s Sales and got his general B contractor’s license, and he actually does remodeling. And now he does these big outdoor living, huge projects, and irrigation work, really interesting guy. The problem he was having was he was driving around all over the place and losing on price to Chuck in a Truck contractors, right? And the reason why wasn’t because he doesn’t do good work. He does a great job. He does phenomenal work. And if you look at his photos, it’s like, wow. And it’s so cool that he learned to do those things over the last 20 years. Jack Jostes: But the problem was his website and his photos and his advertisements were all of things that he used to do 10, 15 years ago. And he had offers on there that were essentially coupons. They were discounts. And so one, he’s attracting people for projects he doesn’t even really want to do anymore. And two, he’s leading with a discount, right? And so leading with a discount is going to bring in people who are really price motivated, and if price is their biggest consideration, you probably don’t want them as a client. Jack Jostes: So when we changed that for him, he had a new logo and a headshot, a new website, and he looked really professional, he actually tripled his average project size within a year. And he says that it was because the only thing that changed was the way his potential customers were perceiving him. So that’s really exciting to me, to work with people and to hear those stories. My book is full of interviews. Every chapter has an interview with a real business owner about various things. And one of the things that I’ll be doing at the trade show is I’ll be selling my book and donating to the NJLCA for your scholarship. So if you guys come to the trade show, I’m going to be donating my book profit to that fund. And tell us a little bit about that, Gail. What does that, what does that actually do? Gail Woolcott: Well, first of all, we greatly appreciate that. What our education fund does is we provide up to 10 scholarships a year, currently. Obviously, if we bring in more money, we can give more scholarships. These are to students that are in the landscape industry, horticulture industry, greenhouse gardening, anything having to do with the green industry really, and members’ families as well. So it helps the entire industry. Jack Jostes: Great. Cool. That’s awesome. Well, I’m excited to contribute to that and I’ve done similar things with the NALP. I’m a member there, and I think spreading the word about the green industry and to young people is important. Gail Woolcott: It’s huge. Jack Jostes: And there’s a shortage of people in the industry, and the only way to fix it is to get more people in. Gail Woolcott: Absolutely.

Gail Woolcott: Well thank you so much for doing this interview today. And again, everybody go to njlandscapeshow. com for more info. We can’t wait to see you all there. It’s the Landscape New Jersey 2020 Trade Show and Conference. It’s February 26, with pre-show conferences on the 25th, and again, njlandscapeshow.com. Jack Jostes: Cool. Well Gail, thanks so much for having me today. Can’t wait to see you guys, and I’ll see you in February. Gail Woolcott: Same here, Jack. Thank you so much. Jack Jostes is the President + CEO of Ramblin Jackson , a digital marketing agency based in Boulder, CO that helps landscaping companies throughout the country increase their lead generation through local SEO and digital branding. The author of the Amazon Best-Selling book, Get FOUND Online: The Local Business Owner’s Guide To Digital Marketing, Jack has been featured in Lawn and Landscape, Colorado Green Magazine, Turf Magazine, INC. Magazine, and other industry publications. He regularly speaks at regional, national, and international businesses conferences including the green industry events like the ProGreen EXPO, the Farwest Show, National Association of Landscape Professionals (NALP), and the TNLA’s Nursery Landscape EXPO.

NJLCA.ORG 27

Feature Story

Now’s the Time to do Site Analysis Right with 3D

here are many variables in the outdoor environment, especially when it comes to landscape design. Soil type, solar aspect, water requirements, slope, plant hardiness and more. But, thinking about 3D in particular and aspects like slope, solar aspects, solar analysis and viewshed analysis is critical from an aesthetic standpoint. At some point, if you just model the existing conditions, then you can plop yourself into any one particular location on the site and have a very realistic view of what’s actually there. In this article, I’ll share the top reasons why you need to incorporate 3D into your workflow. I’ll also share strategies for beginners through advanced designers for taking your 3D skills to the next level.

3 Reasons Why You Need 3D

If you’re hesitant about incorporating 3D into your workflows, first consider the financial implications of not analyzing the site properly. Analyzing a site just a little bit better can save a company a significant amount of money. The cost of the investment in 3D software and training can be recouped through increased sales and reduced callbacks because of more accurate documentation. With 3D analysis, you can determine if a proposed placement of plants, which require more shade, might fail because they’d be exposed to too much sun. Thankfully, you can forecast this by using a geopositioned light source which emulates the sun throughout the day. Additionally, it can predict the lack of shade in that area

28 SPRING | 2020

where shade-loving plants were being specified informing the designer to either add more shading elements such as trees, canopy, pergola, or revise the planting to be more sun-loving plants. Additionally, 3D for site analysis shifts your perception of time. Laying out a 2D plan is faster, but you still have to make multiple models of your design to get the viewpoints—which is time-consuming. It takes about the same amount of time to enter 3D data as it does 2D data but modeling custom objects will take longer on the front end. Instead of thinking how long a model takes to build, realize that you’ll produce your documentation in a fraction of the time. For the final project, designers can use the same 3D model used for analysis in the presentation and sales process. Another benefit comes at the end of the project with easier and more accurate document output. For all designers, once you start using 3D for your projects, you’ll be able to easily collaborate with other design professionals. You can ask architects for building models they have in progress or already completed for the project, and you can request that surveyors provide files with 3D terrain data.

3D Tool of Choice for Better Modeling

To have a successful 3D workflow, you need to have a supportive, versatile software. For me, it’s Vectorworks Landmark. My practice focuses on horticulturally intensive design and construction detailing sympathetic to the architecture and site. It can be difficult for clients to visualize how plants will look or integrate with the buildings on the site.

Feature Story By Danilo Maffei, FAPLD, PCH Vectorworks enables previsualization of both the planted and constructed aspects of the landscape, as well as reporting and construction documentation. Further, Landmark allows designers to build an entire landscape if they chose to with just a few tools, but here are some of the key tools I find most important: • Site Model: Without a site model, you’re not building on anything. • Heliodon: Offers ability for sun and shadow analysis. • Plant tool: Defines and places plant objects. • Landscape Area: This is the coolest tool yet. You can do various plant combinations and percent of coverage. • Hardscape: Align and conform hardscape objects into 3D polygons, grade objects, roadways or other hardscapes. I previously used SketchUp, and as a 3D modeling tool it is more than capable, especially for buildings and the built landscape. The challenge came in site modeling and native support for landscape design. For me personally, I needed more support in designing landscapes. Vectorworks’ tools for managing, visualizing and documenting plant data is robust and highly integrated with the software. Likewise, the ability to create and modify site models quickly and accurately from a wide range of source data is a point of excellence in Vectorworks. Another great aspect of Vectorworks is interoperability. A number of architects I work with do their 2D work in AutoCAD and 3D work in SketchUp. When they send me their SKP files, I can simply take the model of the house and import it into my model of the site, and that’s extremely nice. It saves me from having to model the building again.

Build-it-first Strategy for 3D Workflow

My advice and strategies for those who are apprehensive of using 3D for landscape analysis is simple. For beginners, stop thinking in terms of drawing lines and shapes to represent landscape objects and start thinking in terms of building

the landscape object in the virtual space. Get everything out of your head, build it first and then it’s there. For more advanced designers, build your own object and data library for your 3D workflow. When creating an object for the first time — such as a plant, a light fixture, a pavement or a wall style — do it in a library file and then import it to your client’s file. The next time you need that object you can get it from the library rather than trying to remember which client you built it for in the first place. Also, automate documentation workflows with tags and worksheets. I use worksheets to achieve these insights: • Real-time cost estimating • Impervious coverage • Site disturbance • Materials schedules • Maintenance manuals The time is now to further your 3D workflow capabilities and see how beneficial it is for your projects. I always do planting designs, and it’s difficult for me to visualize my work without 3D, even if it’s just a simple solar analysis modeling. It’s a no-brainer for me and can be for you too. For more advice and better workflow suggestions, I can be reached at maffei.danilo@gmail.com. I’ll also be speaking at the 2020 Vectorworks Design Summit in San Diego, California, which takes place April 22 – 24, 2020. Hope to see you there! Danilo Maffei, FAPLD, PCH works with residential, corporate, public and hospitality clients who share a common vision that the outdoors deserve as much consideration as the indoors. Projects range from compact to expansive in area. With a background in public horticulture, landscape contracting, education and civic leadership, he brings to each project a positive and practical perspective on the way gardens enrich our experience and engagement with people and places. When not at the drawing board, you might find him walking his dogs through the neighborhoods of Kennett Square, leading the board of directors of the Association of Professional Landscape Designers or teaching landscape design at Longwood Gardens. *All images courtesy of Maffei Landscape Design, LLC.

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Feature Story

Considerations on Alternative Water Sources for Urban Irrigation

ater usage restrictions may encourage you to explore alternative sources, but these alternatives can come with challenges. Here are some points to consider. We have been growing plants and crops in cities for thousands of years. These have ranged from aesthetically pleasing ornamental landscapes and parks to urban gardens and farms. Some scholars have proposed that these agricultural activities have not preceded cities, but cities instead have actually inspired agriculture throughout history. Along with soils, water and its management through irrigation have been the foundation of these urban agricultural activities. A look at the use of fresh water resources on a worldwide basis do point at agriculture as the largest user, with irrigation accounting for about 70 percent of global water withdrawals. Urbanization, population growth, industrialization and water-requiring energy production are creating a huge competition and demand for good quality and potable water resources. These issues are exacerbated by frequent and extended droughts like the ones afflicting major regions of the United States. The recent drought in California, for example, led to water conservation policies that required

by Dr. Raul Cabrera, Rutgers University Among the strategies to deal with scarce water quality resources Featured Speaker in urban areas, we can think of a thoughtful selection of crops and plants that are water-use efficient, native and/or adaptive February 25th (to local precipitation and Pre-Con Education February 26th evapotranspiration-ET demands), Trade Show and Conference use of water-conservation practices like mulching and sensible irrigation technologies (e.g., drip, subsurface, ET controllers, moisture sensors, etc.) and practices (i.e., deficit-irrigation). Furthermore, the use of alternative irrigation water sources like rainwater, stormwater, reclaimed, A/C condensates and residential graywater, all of the sudden become potentially viable sources to lessen our urban irrigation dependence on limited high-quality and potable water resources. Rainwater and Stormwater Depending on how they are collected and stored, these water sources potentially could have the best chemical quality (Table 1) compared to a conventional “ideal” irrigation source, particularly rooftop-collected rainwater. Rainfall frequency and limitations in storage capacity are two of the conditions that might be restricting a more extensive use of these sources for extensive urban irrigation purposes. There is a good deal of information available on how to capture, store and treat these water sources from simple residential set-ups to more complex, commercial settings.

Table 1. Relevant chemical quality parameters for an “ideal” irrigation water suitable for ornamental and garden plants and several alternative water sources. v Desirable or ideal irrigation water source w Brackish water from the Hueco Bolson aquifer in New Mexico-Texas x Reclaimed water from the San Antonio Water System (Texas) y From various graywater sources from regions in USA, U.K. Australia and Sweden v Collected from pilot-scale and full-scale residential roofs of different material composition (Texas)

Municipal Reclaimed Water This source is derived from urban wastewater (drainage effluents, which might include stormwater) that has undergone a series of treatments before released to the environment or be suitable for reuse. Among alternative water sources, this has been extensively used water districts statewide to cut usage by an average of 25 in irrigation of golf courses, large corporate and municipal percent during 2013-2014, basically banning urban irrigation parks and landscapes throughout the United States. with municipal tap water, and actually decimating several Depending on the chemistry and origin of the primary water agricultural and horticultural crops. sources producing the wastewater in a municipality, and

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Feature Story the degree of wastewater treatment, the chemical quality of reclaimed water can vary significantly and have similar and undesirable drawbacks as mildly saline or brackish water, with relatively high levels of total salinity and undesirable specific ions (Table 1). For instance, reclaimed water produced by the San Antonio Water System (SAWS), the largest municipal water treatment facility of its kind in the United States, is fairly good, with an average EC of 1.1 dS/m, 180 mg/L of bicarbonate-alkalinity, 150 mg/L of chloride and 100 mg/L of sodium, all levels that are slightly to moderately higher than those recommended for woody plants (i.e., ornamental and fruit trees/shrubs), but still adequate for most annuals and grasses (like vegetables, cereals, flowering and bedding plants). As a generic observation, reclaimed waters from the western, drier/arid parts of the United States will likely have more challenging chemistries (higher salinity, pH, alkalinity and undesirable toxic ions) compared to wastewaters produced in the eastern regions that receive higher annual precipitations. Availability and supply of reclaimed water is unfortunately limited, as its collection (i.e., original raw sewage effluent), treatment and subsequent distribution are strictly regulated, and use a separate pipeline system accessible to only few large end-users. Depending on the final quality of reclaimed water, its use in urban irrigation will likely require use of modified sprinklers or drippers to minimize direct contact with the foliage of plants, to reduce salt scorching. These precautions are often required to minimize the risk of human exposure to the recycled water, due to concerns with pathogenic microorganisms and other chemicals that could

still be present in undesirable concentrations. Public health safety concerns often significantly limit or restrict the use of reclaimed water to irrigate edible plants/ crops. Where permitted, it is limited to plants or trees that bear the fruit or edible parts above-ground, and irrigation supplied by drip, sub-surface drip, bubblers or low-pressure micro-sprinklers that do not wet the foliage. Air Conditioning Condensates This potential water source could be quite substantial in hot and drier urban environments. Its irrigation viability is more likely for sites with a relatively large air-conditioned indoor footprint vs. irrigation area footprint (i.e., commercial buildings and their associated landscapes), offering the possibility of supplying significant volumes of water. The quality of A/C condensate water can be very good, and require minimal treatment for storage or immediate use. Condensate recovery systems in San Antonio, Texas, have worked so well that it became the first U.S. city to require its new commercial buildings to design drain lines to readily capture A/C condensates. While there are still design and engineering issues being addressed for the successful and cost-effective implementation of A/C condensates, including its storage, treatment and hook-up to irrigation systems, its coupling with other good quality sources like rainwater could amplify its significance for small to medium size urban irrigation applications. Graywater This source, defined as wastewater from laundry, showers and bathtubs, can constitute up to 60 percent of the total

Graywater with bleach can cause phytotoxicity.

SPRING | 2020

Feature Story wastewater from a household, and might yield more than 30,000 gallons per year for an average U.S. family. Laundry effluents constitutes one-half of the total household graywater, and offers the easiest way to tap into this resource by simply unhooking and routing the washing machine drain hose to an irrigation set-up. At the residential level, graywater reuse could thus represent a substantial irrigation water source (saving potable water supplies) if coupled with some minimal treatment and a suitable low-pressure irrigation system (i.e., drip or even flood by gravity) for turfgrass and cultivated beds with ornamentals or edible garden plants. Like reclaimed water, the reuse of residential graywater is regulated at the municipal level, so you need to

A greenhouse experiment studies laundry graywater irrigation.

BEAT the BUG!

check your local ordinances about it. Among the issues that have prevented a more extensive and permitted use of graywater for urban irrigation are fears of health problems potentially caused by poor microbial quality of graywater and a lack of documented knowledge on the short and long-term effects of graywater on plants and soils. Furthermore, as with reclaimed water, there is the need to identify any and all associated microorganisms and chemicals that are of concern for public health, plus the irrigation equipment considerations and practices needed to successfully manage and apply graywater. Research and education efforts and programs are under way across the country evaluating alternative water resources, and the management practices and technology needed to successfully increase their use and application for a variety of urban irrigation needs. Our group is engaged in research addressing the use and management of reclaimed water and graywater sources for nursery, greenhouse and landscape plants, and we look forward to share results and updates through various horticulture media outlets and conferences attended by growers and landscapers. Article originally printed in the March 2017 issue of Greenhouse Product News. Raul I. Cabrera is associate professor and Extension specialist in the department of plant biology at Rutgers University. He can be reached at cabrera@njaes.rutgers.edu.

Join the Battle, Beat the Bug!

Scrape These Pests Away! 1. Search for eggs on trees, rocks, patio furniture, and other hard outside surfaces. 2. Using this card, scrape the egg mass from the top down into a bag or container. 3. Crush eggs and dispose of them in the trash! 4. Please record location or address of egg mass. IF YOU SEE IT, REPORT IT!

Call the New Jersey Spotted Lanternfly Hotline at

1-833-223- 2840 (BADBUG0)

Email photos and sightings to: SLF-plantindustry@ag.nj.gov

Unirse a la Batalla, Vencer a la Mosca!

Raspar la Plaga! 1. Buscar huevos en árboles, rocas, muebles de patio y otras superficies exteriores duras. 2. Usando esta tarjeta, raspar el huevo, de arriba hacia abajo en una bolsa o recipiente. 3. Aplastar los huevos y desecharlos en la basura! 4. Por favor registre la ubicación o dirección de la masa de huevo. ¡SI LO VES REPORTALO!

llamar a la línea de Nueva Jersey Lanternfly

1-833-223- 2840 (BADBUG0)

Fotos de correo electrónico y avistamientos a: SLF- plantindustry@ag.nj.gov Photo: Richard Gardner

NJLCA.ORG 33

Feature Story

Section 179 at a Glance for 2020 2020 Deduction Limit = $1,040,000 2020 Spending Cap on equipment purchases = $2,590,000 Bonus Depreciation: 100% for 2020 The above is an overall, “birds-eye” view of the Section 179 Deduction for 2020. What is the Section 179 Deduction ost people think the Section 179 deduction is some mysterious or complicated tax code. It really isn’t, as you will see below. Essentially, Section 179 of the IRS tax code allows businesses to deduct the full purchase price of qualifying equipment and/or software purchased or financed during the tax year. That means that if you buy (or lease) a piece of qualifying equipment, you can deduct the FULL PURCHASE PRICE from your gross income. It’s an incentive created by the U.S. government to encourage businesses to buy equipment and invest in themselves. Several years ago, Section 179 was often referred to as the “SUV Tax Loophole” or the “Hummer Deduction” because many businesses have used this tax code to write-off the purchase of qualifying vehicles at the time (like SUV’s and Hummers). But Here is an updated example of Section 179 at work during the 2020 tax year. that particular benefit of Section 179 has been sethe original target of this legislation was much needed tax reverely reduced in recent years (see ‘Vehicles & Seclief for small businesses – and millions of small businesses are tion 179‘ for current limits on business vehicles.) However, despite the SUV deduction lessened, Section 179 actually taking action and getting real benefits. is more beneficial to small businesses than ever. Today, Section 179 is one of the few government incentives available to small Here’s How Section 179 works: In years past, when your business bought qualifying equipbusinesses, and has been included in many of the recent Stimulus Acts and Congressional Tax Bills. Although large busi- ment, it typically wrote it off a little at a time through deprenesses also benefit from Section 179 or Bonus Depreciation, ciation. In other words, if your company spends $50,000 on a machine, it gets to write off (say) $10,000 a year for five years (these numbers are only meant to give you an example). Now, while it’s true that this is better than no writeoff at all, most business owners would really prefer to write off the entire equipment purchase price for the year they buy it. And that’s exactly what Section 179 does – it allows your business to write off the entire purchase price of qualifying equipment for the current tax year. This has made a big difference for many companies (and the economy in general.) Businesses have used Section 179 to purchase needed equipment right now, instead of waiting. For most small businesses, the entire cost of qualifying equipment can be written-off on the 2020 tax return (up to $1,040,000).

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Feature Story

Limits of Section 179 Section 179 does come with limits – there are caps to the total amount written off ($1,040,000 for 2020), and limits to the total amount of the equipment purchased ($2,590,000 in 2020). The deduction begins to phase out on a dollar-for-dollar basis after $2,590,000 is spent by a given business (thus, the entire deduction goes away once $3,630,000 in purchases is reached), so this makes it a true small and medium-sized business deduction. Who Qualifies for Section 179? All businesses that purchase, finance, and/or lease new or used business equipment during tax year 2020 should qualify for the Section 179 Deduction (assuming they spend less than $3,630,000). Most tangible goods used by American businesses, including “off-the-shelf ” software and business-use vehicles (restrictions apply) qualify for the Section 179 Deduction. For basic guidelines on what property is covered under the Section 179 tax code, please refer to this list of qualifying equipment. Also, to qualify for the Section 179 Deduction, the equipment and/or software purchased or financed must be placed into service between January 1, 2020 and December 31, 2020. For 2020, $1,040,000 of assets can be expensed; that amount phases out dollar for dollar when $2,590,000 of qualified assets are placed in service. What’s the difference between Section 179 and Bonus Depreciation? Bonus depreciation is offered some years, and some years it isn’t. Right now in 2020, it’s being offered at 100%. The most important difference is both new and used equipment qualify for the Section 179 Deduction (as long as the used equipment is “new to you”), while Bonus Depreciation has only covered new equipment only until the most recent

tax law passed. In a switch from recent years, the bonus depreciation now includes used equipment. Bonus Depreciation is useful to very large businesses spending more than the Section 179 Spending Cap (currently $2,590,000) on new capital equipment. Also, businesses with a net loss are still qualified to deduct some of the cost of new equipment and carry-forward the loss. When applying these provisions, Section 179 is generally taken first, followed by Bonus Depreciation – unless the business had no taxable profit, because the unprofitable business is allowed to carry the loss forward to future years. Section 179’s “More Than 50 Percent Business-Use” Requirement The equipment, vehicle(s), and/or software must be used for business purposes more than 50% of the time to qualify for the Section 179 Deduction. Simply multiply the cost of the equipment, vehicle(s), and/or software by the percentage of business-use to arrive at the monetary amount eligible for Section 179. The information above was obtained from www.Section179. org. The NJLCA recommends that you always speak to your accountant regarding tax and business matters, as every business is different and may benefit from different tax laws.

NJLCA.ORG 35

Feature Story

Reacting to $15 Minimum Wage by Neal Glatt, Grow the Bench If an owner were planning to exit a business in the next 10 years, I’d advise him to shorten that plan to 5 years, before profitability bleeds from wage growth, and enjoy some extra time. Of course, one could always just...

ast month, the House passed a bill to raise the federal minimum wage from the current $7.25 to $15 by 2025. Considering that labor is the single highest cost for landscaping and snow removal companies, a proposed doubling of that cost should terrify owners. Of course, some companies already know exactly how to thrive in the coming job market because they have a plan... First of all, is this really going to happen? Certainly the current Republican Senate won’t adopt this legislation. However, I believe the 2020 election will prominently feature wage growth and seeing a federal $15 minimum wage by 2025 is absolutely plausible, if not likely. In fact, for those of us in CA, CT, IL, MA, MD, NJ, NY, and DC, legislation for a state minimum wage of $15 per hour has already been adopted so it is a reality for about 30% of the US population. With precedent established in these states, it won’t be surprising for the Feds to follow suit. Further supporting the likelihood, is the fact that federal minimum wage hasn’t been changed for over 10 years, the longest period of time since the creation of federal minimum wage under the Fair Labor and Standards Act in 1938. And of course this movement has been gaining momentum since 2012 when fast food workers vocally called for a “living wage” of $15 per hour. Make no mistake, labor costs will soon increase dramatically. So what are landscape businesses to do to stay profitable? I believe there are three options for moving forward: Surrender Companies can decide that the new labor market is too expensive and to simply give up. This isn’t a negative or cowardly option by any means. Taking an early retirement or selling the business is a great way to avoid the difficult changes and hard work that will be required of those who want to stay in the game and thrive.

36 SPRING | 2020

Raise Prices 2020 is a good time for price increases. Netflix upped their price 18% for their most popular plan in May. Disney increased daily ticket prices about 10% and annual passes 23% this year. Certainly a landscape company could increase prices 3-5% annually without too much trouble. And while some customers will leave with price increases, profitability will increase and that is the important strategic goal here. Besides, every company I know can barely find enough labor to complete the jobs they already have, so what’s wrong with saving some overtime pay and earning a bit of breathing room in the schedule? Pitching a price increase must be done properly to avoid frustrating too many clients, however. If you don’t have the right mental toughness, proper technique, or enough motivation then it may backfire. So prepare yourself to pitch these correctly (and if you need help, check out our FREE sales course here). If you can’t raise prices enough, then you’ll be forced to... Become Efficient There are many options to become efficient. Certainly the rise of automated equipment like robotic lawnmowers and robotic snow throwers are changing the game by reducing labor costs dramatically. Many contractors now have demonstrated success with these technologies. In fact, it’s possible that they are so efficient that contractors who don’t adopt the use of them won’t be able to compete in the future. But even with the best technology, humans are still required to set them up and manage the processes. This is why I believe that the greatest efficiency always lies with increasing the abilities of the members of a team. People who are always learning will identify new technologies and new processes to implement and save money, not the other way around.

Neal Glatt, CSP, ASM is a managing partner with GrowTheBench. com. In his career as a snow contractor, Neal joined Case Snow Management, Inc. as an Account Executive in 2010. He helped the company exceed $40 million in annual sales before beginning his own coaching practice in 2017. He is a Certified Strengths Coach through Gallup and a John Maxwell Certified Coach, Speaker, and Trainer. The NJLCA has partnered with GrowtheBench.com. Members can receive a free “All-Access” pass for one month to the entire online course library. Visit http://NJLCA.GrowTheBench.com for details.

News Briefs A warm welcome to our newest and returning members... AC RadioCom Anthony Cataldo West Hempstead, NY

DeAndrea Landscaping Douglas DeAndrea Brookside, NJ

Morris County Golf Club Kelly Thompson Morristown, NJ

AnE Lawn Care Adam Scicchitano East Brunswick, NJ

Everclear Pools & Spas Jason Werner Paterson, NJ

New Earth Landscaping, Inc. John Terranova Harrington Park, NJ

Anthony Politi Snow Removal Anthony Politi Matawan, NJ

Garden State Engine & Equipment Kyle Beasley Somerville, NJ

Reed Landscaping, Inc. Barbara Luciani Berkeley Heights, NJ

Artisan Landscape and Pools Tom Fitzsimmons Pine Brook, NJ

George Vetter Landscaping, Inc. George Vetter Warren, NJ

RPK Landscapes, Inc. Ryan Kelly Sloatsburg, NY

Bayer Jeff Weld West Milford, NJ

GroundPro, Inc. Greg Oxnard Leonia, NJ

Sebastian Bianco Landscaping Peter Bianco Springfield, NJ

Bella Landscaping, LLC Tory Fernandes Springfield, NJ

Highway Equipment of New Jersey Vic Riga Millstone, NJ

Simon J. Hamill Landscaping, LLC Simon Hamill Glen Ridge, NJ

Bill Laflesh Landscaping Bill Laflesh West Caldwell, NJ

Law Office of Ron Katiraei Ron Katiraei New York, NY

Birds Bees & Trees Landscaping, LLC William Benkendorf Mine Hill, NJ

Lawn & Garden Landscaping, LLC Fred Cristelli Vineland, NJ

Stoney Creek Landscape Management, LLC Mary Burgess Southampton, NJ

Clare Kennedy Bergenfield, NJ Student $25

LSI Services, LLC Dardan Bilali Orangeburg, NY

Colonial Gardens Landscape Co. Alex Munns Lumberton, NJ

Magnets.Com Stacy Mooradian Jersey City, NJ

Toro Co./Irritrol Michael Edmiston Elmwood Park, NJ Trivisonno Landscaping, LLC Dan Trivisonno Bergenfield, NJ The Valluzzi Group Joe Valluzzi Bedminster, NJ

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Feature Story

What are Tailgate Talks and How Can They Help Your Business?

reat businesses are built on great communication. When it comes to your business, communicating with your landscape crew is no different. Whether you’re using open and transparent communication to help build your team or simply trying to use clear communication to share expectations and goals for a project, great communication is the best way for everyone to get on the same page. When it comes to the fast-paced world of landscaping, tailgate talks are a great way to communicate with your crew. This guide will help you strengthen your communication skills when it comes to this helpful tool of the trade. What is a tailgate talk? A tailgate talk (sometimes called a toolbox talk) is a quick, face-to-face stand-up meeting with crew members. Tailgate talks are usually held at the beginning of the work day and are used to communicate goals, project details, and safety messages. While they don’t always happen this way, the name refers to the practice of meeting by the back of a pickup truck on a job site. Tailgate talks or tailgate meetings are used by crew leaders or managers to; - Set goals and objectives for a project or job, - Outline scope of work and expectations, - Inform crew members of any safety concerns or hazards associated with a job, - Act as team-building opportunities, - Provide crew leaders or managers the opportunity to have face-to-face time with crew members, - Review elements of policy and procedure (e.g. your emergency action plan), and - Establish a crew leader or manager as a safety authority. Tailgate talks are an important piece of any formal landscape training program. Used correctly, they can reduce the risk of workplace injuries, increase productivity, and foster a posi-

by the Greenius Team tive team environment. Used incorrectly, tailgate talks may be seen as little more than a distraction or waste of time. Here are some tips that you can use to make the most of your tailgate talks. Tip #1: Come prepared Have a brief agenda of what you need to communicate to your team or crew, even if you’re the only one that sees it. Having something written down (or at least planned) will help you communicate efficiently and effectively. It will also help ensure you don’t miss anything important, particularly if you’re like the 75% of people who have anxiety about speaking in public. Tip #2: Know the safety hazards associated with a job site The safety of your crew should be your top priority, which means keeping your crew informed of the risks. Tip #1 and tip #2 go hand in hand, since knowing the safety hazards of a job site ahead of time is part of being prepared. Take the time to know the job site yourself, including how the natural terrain and the particular job being performed may contribute to safety risks. If there’s a particularly steep embankment that your crew needs to be aware of, make sure you know exactly where it is and how it will affect their work. Then, use your tailgate talks to inform your crew.

NJLCA.ORG 39

Bonus tip: When it comes to safety risks associated with hot weather, tailgate talks can be the perfect time to hand out an extra water bottle and squirt of sunscreen—a next-level addition to your talk that only comes with preparation! Tip #3: Keep it short Nothing can crush morale quite like a long meeting. Make sure that you keep things moving in your tailgate talks; communicate with purpose only the things your crew needs to know. While there are occasionally times when you want to run things fast and loose, be aware that jokes and side commentary can quickly derail a meeting. If your meetings continue to get away from you, consider leaving a couple of minutes at the end of a tailgate talk for a joke, special announcement, or to open up for questions from the crew. Tip #4: Limit public speaking opportunities When it comes to tailgate talks, the person leading the talk should be in control of any crew participation. Questions and clarifications are fine, but make sure you limit the opportunity for a chatty crew member to run away with your meeting or for bored participants to speak out of turn. Encourage questions, but ask that people save them for the end of the tailgate talk. Keep the Q&A short as well. If anyone has a particular question that isn’t relevant to your agenda, ask that they discuss it with you in private or add it to a future talk.

40 SPRING | 2020

Tip #5: Share responsibility If you’re stressing about tip #1, here’s a great tailgate talk hack: let someone else help you prepare for the next one. Ask a crew member to pay special attention to potential safety risks. Ask another team member to help you identify goals and objectives for a project. Assigning responsibility to different crew members can give them the sense that they have a special role in the completion of a job and can help you identify who has the leadership qualities your business needs. Tip #6: Give positive feedback and praise Everyone likes to know they’re doing a good job. Providing positive feedback and rewarding crew members with praise are great ways to create a positive working environment. Giving positive feedback also lets people know that you’re paying attention and that the work a crew member is doing has a purpose. There’s a big difference between praise and flattery, so be genuine about the praise you give. Tip #7: Get tech-y Use technology to keep your tailgate talks on track and help keep your crew engaged. Greenius has created a comprehensive library of tailgate talks to provide your crew leaders with content on more than 100 topics that will improve your crew’s safety, productivity, and knowledge. Use the Greenius program to keep your talk on track, record site notes, and get crew members to sign off on the content. You can also use the Greenius platform to create your own tailgate talks using an easy step-by-step process. For more information, visit www.gogreenius.com.

Feature Story

What NOT to Do When You Don’t Get Paid by Matt Moskowitz, American Profit Recovery

ost advice you get in your business is telling you things you should be doing to solve a particular issue. Do this, and you’ll get that. Or try this, and you’ll see new results. But what many might not do is tell you things you should NOT be doing in your business. And there are many. One perfect example is around the topic of debt collections. You might have received advice over the years on how to collect on overdue accounts but there are quite a number of things you should NOT be doing when your customers don’t pay. When customers don’t pay for your services on time, or at all, that can be a frustrating and troubling part of running a business of any size. Cash flow starts to suffer, and more and more resources begin to be put into trying to get your customers to pay. And those resources could be put to better use. When a business tries internally to get customers to pay, there are certain parts of that process that should be avoided in order to create an effective plan in recovering your money. Here are a few things to avoid when trying to handle debt collections internally: Don’t get frustrated. Easier said than done! If you are in business, it’s not unusual that you are going to have customers and clients that do not pay on time, or in some cases, not pay at all. It is just another part of being in business and you and your team need to accept that fact. You need to try very hard not to get angry or frustrated when your customers do not pay. Is it upsetting? Yes, of course. However, it is up to you not to let this aggravating aspect of being in business get the better of you and your team. If you have customers, you will at one time or another, have some that don’t pay. Do not harass those that owe you money. Harassing the customers that have not paid you will get you nowhere. Not only that, but it is illegal. People will put up their guard when they feel they are being mistreated and your actions will backfire on you. You’ll wait even longer to get your hard-earned money. And a word about the law. If your customer can successfully argue that you have harassed them, you will be the one paying, not them. Be very careful in the way you treat your customers during collection activity. Do not wait. Use your aging sheet, not your feelings! You cannot wait months on end to get more assertive in your collection activity. Timing is everything when it comes to Accounts Receivable. You have to have a system in place

and a time frame to start collection activity on unpaid invoices. You also cannot wait to bill your customers in the first place. Waiting in any area of your accounts receivables is a more likely way to not get paid. Cash flow quickly suffers and some customers can justify not paying you because you waited so long. When it comes to getting paid for what you do, be timely in all areas of your accounting. Do not choose the wrong collection agency. While the collection industry as a whole, has come a long way, not all collection agencies are the same when it comes to how they approach your customers. If you find out you have a regular need for a third-party collection agency, choose the

right one. Make sure they have ethics and values instilled in the entire company. That includes how they treat your customers, as well as how they treat their workforce. A scan of the collection agency website as well as an introductory call should give you a better idea of the mindset and the culture of the collection agency. Stay away from collection agencies that use words such as aggressive or demanding. That gives you a snapshot of how they might operate as well as the way they represent you. When it comes to getting customers caught up in their obligations to you, in many cases, it’s what you do NOT do that can make all the difference in your cash flow. Matt Moskowitz is one of four partners who founded American Profit Recovery in 2004. Since that time he has helped the company grow from a one office organization to an accounts receivables management firm with offices in Michigan and Massachusetts. APR specializes in the collection of third-party debt in industries such as medical/ dental, banking, trades, heating oil delivery, lawn care and other professional services. The firm serves approximately 3,500 clients. 1-800711-0023 The firm’s web address is http://www.americanprofit.net/

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