The New Jersey Landscape Contractor by Gail Woolcott

THE NEW JERSEY

Winter 2017-2018

Landscape Contractor

The Official Publication of the New Jersey Landscape Contractors Association

uu2017 Landscape Achievement Award Winners uu Landscape New Jersey 2018 uu Designing for Profit uuAre You an “Off-Season” Entrepreneur? uu Managing “The Big Storm” ...and much more!

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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, Elmwood Park, NJ 07407 Phone | 201-703-3600 -- Fax | 201-703-3776 E-mail | info@njlca.org Visit our website at www.NJLCA.org

contents

Winter 2017-2018

FEATURES

2017 Landscape Achievement

Award Winners 25 Landscape New Jersey 2018

Designing for Profit

NJ Snow Removal Company’s

Publisher/Editor Gail E. Woolcott

4 Keys to Success

The Culture Club - Are You a Part of It?

Are You an “Off-Season” Entrepreneur?

Managing “The Big Storm”

15 Words I Don’t Want to See...

Using Larger Container Sizes

NJLCA Combined Board President | Nelson Lee Vice President | Richard Goldstein, CLT Treasurer | Greg Carpenter, CLT Director | Anthony Agudelo Director | Jeff Baker Director | Joe Bolognese Director | Justin Flatow, CLT Director | John Freitag Director | George Futterknecht, CLT Director | Dan Kindergan Director | Michael McMorrow Associate Director | Tom Barillo Associate Director | David Gaynor Associate Director | Gregg Straffin Advisor | Dr. Bruce Clarke, Rutgers University Advisor | Dr. Steven Fischer, Bergen Community College Advisor | Dr. James Murphy, Rutgers University The New Jersey Landscape Contractor magazine is published triannually. 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. © 2018 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.

in the Landscape

IN EVERY ISSUE...

NJLCA News Briefs 4 President’s Message 4 Upcoming Events 5 Letter from the Editor 7 Attracting the Best and Brightest to the Landscape Industry 33 Welcome New Members 34 Contractor Focus: Pruned Right! 35 Associate Focus: The Terre Company 36 Holiday Gala Photos 43 Advertiser Index Columns 5 The Buzz: Industry News 7 Turf Talk 47 Snow (Adv)Ice 49 Irr-eplaceable Insights

PUBLISHED February 2018

NJLCA.ORG

President’s Message

appy New Year to everyone. I hope you had a great holiday season and start to 2018. I’d like to thank everyone that attending our 2017 Holiday Gala and Achievement Awards Dinner and making it a huge success this year! Special thanks to Rich Goldstein for making it a night of “Landscape Imagination”. I would also like to thank the entire Board and all of you who have entrusted me to guide the association in the past and for the next two years. I am extremely humbled and will strive to continue to earn the trust you have placed in me. I would like to give a special thanks to Gail and Maria for all of their hard work in making our association stronger with every year. We are extremely grateful to have them on our team. For those of you who are not aware, NJLCA has been fighting hard to deter the blower ban in Maplewood and have it ruled unconstitutional. A win there would hopefully prevent other towns from trying to enact one in their communities. We were proud to present awards to some of the best in the industry (see “And the Winners Are…” on pages 9-23). In addition, we presented awards for Contractor of the Year to Mark Borst of Borst Landscape & Design (Allendale, NJ) and Kevin Dulio of Native Fields Landscaping (Landing, NJ), Associate of the Year to Jesco (South Plainfield, NJ) and Aquarius Supply (Hawthorne, NJ), Volunteer of the Year to Fidel Castro, CLT of Lawns By Yorkshire (Westwood, NJ), Budding Contractor of the Year to Justin Vander Sluys of Vander Sluys Landscape Design (Wyckoff, NJ) and for the first time ever, Media Recognition Award to Tom Castronovo of Gardener News (Warren, NJ).

We’ve had so much happen this year at the NJLCA, there is simply no time to write about everything. But some highlights include having our first member mixer. It was a complete success and we will be doing more in the future. We also had a Yankee Game event in July, which included dinner and the game. In addition, the Landscape Industry Certified Technician event was once again a great success with candidates coming from NJ, MD, VA and OH. Our golf outing this year had a record number of attendees and we happened to arrange for some amazing weather. The Landscape NJ Trade Show, which will be here again soon in February, boasted great education, as well as excited attendees and engaged vendors. The upcoming Landscape New Jersey 2018 Trade Show and Conference will be casino-themed. See pages 25-32 for all of the amazing speakers, exhibitors and recertification credits you can obtain! Please bring lots of cash with you to partake in all the fun! Hint…there will be casino games! We hope you enjoy this issue of The New Jersey Landscape Contractor magazine which is full of great ideas and articles to make 2018 your best year yet! Looking forward to seeing everyone at the Trade Show on February 28th at the Meadowlands Exposition Center in Secaucus (Pre-Show Education is on February 27th and includes a free ticket to the Trade Show for anyone who attends these classes). Have a great spring and I hope to see you at an NJLCA event soon!

Nelson Lee, President

PCOMING EVENTS:

February 22nd - 23rd - NJLCA-U: ICPI Paver Installer Course February 27th - NJLCA-U: ProFACT Fertilizer Training in English and Spanish February 27th - NJLCA-U: Relationship Selling in a Trust Economy February 27th - NJLCA-U: There’s No Business Like Snow Business February 28th - Landscape New Jersey Trade Show & Conference March 8th - Membership Meeting at Levitts in Parsippany

4 WINTER | 2017-18

The Buzz NJLCA Rewards Members Contributions Each year at the NJLCA Holiday Gala and Achievement Awards Dinner, the association rewards contractors and vendors who have gone above and beyond and contributed not only to the association, but to the industry as well as their communities. This years award winners included: Contractor of the Year Kevin Dulio of Native Fields Landscaping (Landing) and Mark Borst of Borst Landscape & Design (Allendale)

Associate of the Year Aquarius Supply (Hawthorne) and Jesco (South Plainfield)

Volunteer of the Year Fidel Castro, CLT of Lawns By Yorkshire (Westwood)

Budding Contractor of the Year Justin Vander Sluys of Vander Sluys Landscape Development, LLC (Wyckoff)

Media Recognition Award Tom Castronovo of Gardener News (Warren)

Letter from the Editor Welcome to 2018 everybody! It’s been a super busy start to the year here at NJLCA. We kicked off the year with NJLCA-U seminars and workshops (which are still going on, so see if you can get in on some of this amazing education). We’re now gearing up for what looks to be the best Trade Show ever! With a completely full trade show floor to more credits than ever (including NJ and NY Pesticide credits, APLD Landscape Design CEUs, Certified Snow Professional CEUs, ProFACT credits and Irrigation CEUs), there is absolutely something for everyone! And our casino theme will make everyone a winner! We will have roulette, blackjack and craps tables, and you can earn money to play these games and win prizes in several fun ways! Preregister for classes, pre-register for the Latino Mixer, wear some NJLCA gear, become a new member, fill out a survey, play and win on the NJLCA Wheel of Fortune, post to social media about the show using #njlcashow, and more! All of these things can earn you playing money for the games and to win prizes! This issue is bursting at the seams with great information, so be sure to peruse each article. Check out the amazing work our members do in the Landscape Achievement Awards section. We have so much talent and such fantastic entries this year that we had more winners than ever. We hope that you too will enter in the 2018 awards program. Read through John Allin’s article on what it was like during “The Storm of the Century” in Northwestern Pennsylvania. Take a look at the 15 words that Chris Heiler never wants to see on your website and why you need to be part of Pat Donovan’s very own Culture Club! Take a look at Patrick DuChene’s in-depth article on designing for profit, where he talks about what YOU need to do to increase your design/ build sales. Check out Greg Carpenters column on killing Kyllinga and Richard Gaynor’s column on how to protect yourself from snow plow claims and lawsuits. Plus many more articles that will help you and your business continue to grow. I look forward to seeing every one of our members and readers at the Trade Show on February 28th. Please take a moment to find me at the show if you have any questions or concerns (compliments are very appreciated as well ). Wishing you a wonderful 2018 landscaping season! Sincerely,

Gail Woolcott Director of Operations Editor in Chief

NJLCA.ORG

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Turf Talk Is that Nutsedge? No it’s Kyllinga! What did you say? Kyllinga!! In case you haven’t noticed, there is a new turf weed in town, Kyllinga. It looks like a clump of short Nutsedge. In fact, it’s related to Nutsedge. Its culture and life cycle is similar to Nutsedge. You will find it in poorly drained and heavy soil areas. Your pre-emergent will help control the seeds, but it does nothing for the nutlets that grow underground. If you have been trying to spray it with post emergent broadleaf or grassy weed control, you will not get much of a result. Tenacity Weed Killer was supposed to control it, but it barely turned it yellow. There are only two chemicals that will control Kyllinga: Sulfosulfuron found in Certainty and Halfosulfuron found in Sedgehammer and Prosedge. However; if you have been using Sedgehammer and have not had the outcome you were looking for, check the label. Prosedge has multiple times the active ingredient as Sedgehammer. Kyllinga Once again, you will have to Photo Credit: Dr. James decide the best method and reMurphy, Rutgers University pair the areas after applications. Do you slit seed or do you topsoil? Topical is probable best for quick repair. Otherwise, you will have to look at the ugly spots for a while. Looking forward to spring, the minute I see the good weather I will be heading out as early as possible. I don’t want to have a repeat of last year where we were 3 weeks behind on day 1. Keep in mind your pre-emergent should be down by April 15th. If you are not doing maintenance on some of the properties you service, you should coordinate with the landscaper as to when he will be thatching. If he thatches after your application of preYellow Nutsedge emergent, the bond with the soil Photo Credit: Dr. Matt will be broken and you will have Elmore, Rutgers University Crabgrass. Good Luck and Keep Growing! Greg Carpenter, CLT is co-owner of American Beauty Landscape Design since 1983. He attended the SUNY Farmingdale Turfgrass Program and is an NJLCA Director. Greg also serves on the Rutgers Turfgrass Advisory Board and the Bergen Community College Horticultural Advisory Board.

News Briefs

Attracting the Best and Brightest to the Landscape Industry

he National Association of Landscape Professionals’ (NALP) Industry Growth Initiative (IGI) has been taking positive steps forward in its commitment to grow the industry and its workforce. Through media relations activities, a strong social media presence, public outreach, and creative messaging, the national office is reshaping the public’s understanding of the landscape profession. The hub of NALP’s workforce efforts is the career site launched last year. LandscapeIndustryCareers.org provides engaging information about industry careers. Professionally produced videos spotlight specialty positions within the industry; compensation information showcases the competitive pay; articles address myths and misperceptions about the industry and testimonials call outdoor enthusiasts to the field. While speaking to future generations of landscape professionals, the site is also designed to help employers find needed talent for currently vacant positions through its job board.

On any given day, the NALP job board lists hundreds of openings with landscape companies across the country. Job seekers can search posted positions by career focus or geography to find the ideal match. There is no charge to post jobs on the site through spring of 2018. That means as employers enter the busy hiring season, free listings can help them connect with candidates they seek. Through the IGI, NALP is spending tens of thousands of dollars to drive career shoppers to the job board and so far, the results are astounding. Since the campaign launched in November, Facebook ads and a well-crafted digital advertising campaign have drawn tens of thousands of job seekers to the site. The campaign will run through March. While the career site and the job board are the foundation for NALP’s efforts, they are just the beginning of the work being done to develop the workforce. Other activities include the creation of Landscape Career Day, extensive research to learn more about career messaging to young people, new marketing pieces promoting industry careers, extensive video development, advertising campaigns, social media promotion, and more. You can learn more about the work NALP is doing through IGI here. Missy Henriksen is the Vice President of Public Affairs for the National Association of Landscape Professionals. She can be reached at missy@landscapeprofessionals.org.

NJLCA.ORG 7

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Feature Story

Exclusive Stoneworks Wins Four NJLCA Landscape Achievement Awards

Design/Build: Landscape Installation: $50,000-100,000

xclusive Stoneworks, located in Lyndhurst, New Jersey has won two Awards of Excellence and two Awards of Distinction for projects entered in the 2017 NJLCA Landscape Achievement Awards.

Design/Build: Landscape Installation: $50,000-$100,000

Exclusive Stoneworks entered this category with the Sutton Residence project and won the Award of Excellence. This project was designed to create an all-in-one entertaining space. Exclusive had to create an area that not only worked with the existing elevations, but also worked together with each feature. They installed new coping, pool patio, raised patio, walkway to front, gas fire pit with electronic ignition, all while maintaining proper bar height, service height and comfortable seat height with backrest. They had to ensure proper drainage on all three levels and keep a proper distance from the water line, while keeping the installation within zoning setbacks.

Exclusive Stoneworks entered the Giacopelli Residence in this category as well. This client wanted an outdoor living space with an indoor feel. The utilization of different materials makes this space truly unique. The mix of different paver manufacturers, bordered by cobblestone, makes for a stylish patio. A fireplace, uplit by the hearth lights, accent its cedar mantle and copper shroud. The BBQ island doubles as an entertaining space with its high-end Lynx appliances and polished, bullnosed custom cut 2” brownstone countertops, complete with lighting and bar seating. During construction, Exclusive unearthed a buried concrete pool! Furthermore, during the installation, there was a shortage of brownstone, so they bought raw slabs and fabricated every piece on site. Exclusive Stoneworks also won two Awards of Distinction in Design/Build: Landscape Installation: Under $50,000 for the “Koskuba Residence” and “Evans Residence” projects. See “And the Winner Is..” on pages 18-23. For over a decade, Exclusive Stoneworks has taken pride in bringing unparalleled professionalism and high quality craftsmanship to an affordable budget. Owner Rich Andreu strongly believes in a systematic approach to both the design and build process of creating outdoor living spaces. Services that Exclusive Stoneworks offers include outdoor kitchens, fireplaces and firepits, custom stonework, retaining walls, patios, driveways and landscape lighting. For more information, visit www.ExclusiveStoneworks.com.

NJLCA.ORG 9

Feature Story

Green Meadows Landscaping Wins NJLCA Landscape Achievement Award

reen Meadows Landscaping, located in Oakland, New Jersey has won a first prize Award of Excellence, in the NJLCAâ&#x20AC;&#x2122;s Maintenance: Residential category for The Smith Residence. Green Meadows maintains this stunning property in Monroe, NY. They are responsible for seasonal plantings, maintaining the turf, patios, walkways and driveway and providing lawn care services to this client. Furthermore, they handle mulch installation and pruning. The entry included photographs from the spring, summer and early fall. The Landscape Achievement Awards judges said that this project was the best in group, the property is clean and neat and that it has a Yankee Stadium feel to it, with the gorgeous turf lines and patterns. Since 1982, Green Meadows Landscape Contractors have proven their extensive experience in all phases of property maintenance and landscape construction, Green Meadows has evolved into a premier landscape management and installation company that delivers total client satisfaction and industry-best

10 WINTER | 2017-18

workmanship in both New York and New Jersey. Committed to maintaining the beauty, health and longevity of customized landscape environments, their team of horticulturists and landscape designerâ&#x20AC;&#x2122;s craft, install and maintain unique outdoor living areas that are aesthetic, functional and enduring. For more information, visit www.GreenMeadowsInc.com.

Feature Story

Monello Landscape Industries Wins Three NJLCA Landscape Achievement Awards

onello Landscape Industries, located in Wayne, New Jersey has won one Award of Excellence, one Award of Distinction and one Award of Merit for projects entered in the 2017 NJLCA Landscape Achievement Awards. Design/Build: Landscape Lighting Monello entered this category with their Waterfall and Courtyard Lighting project and won the NJLCA Award of Excellence. Between the water feature and the courtyard, Monello used over 200 LED low-voltage lights. They used a series of wash lights and bullet lights to light up the water feature, along with the blue spruce and specimens in the background. They used down-lighting on the pergola. They used tons of lip lights under the kitchen bar, seat walls and in the sensory gardens. Finally, they used path lights to illuminate the patio and wash or bullet lights to light up the building and plants. The biggest challenge was getting the appropriate lighting angles on the multiple levels of waterfall.Monello also experimented with different kelvins for the bulbs to get the proper color for the blue spruce in the background of the water feature.

Monello also won an Award of Distinction in Design/Build: Landscape Installation: Over $100,000 for its “Kinnelon Patio” project and an Award of Merit in the same category for it’s “Courtyard Makeover” project. See “And the Winner Is..” on pages 18-23. Joe Monello established Monello Landscape Industries, LLC over 29 years ago. For nearly three decades, Monello Landscapes has continued to uphold the values of innovative artistry and attention to detail that clients have come to expect. Monello Landscape Industries specializes in residential and commercial landscaping of all shapes and sizes. From retaining walls, to outdoor kitchens, fire pits, snow and ice management, commercial site work etc. The team is headed by Joe Monello, who holds a Bachelor of Science from Rutgers University in Environmental Planning and Design, and is made up of employees that stay on top of the latest developments in the landscaping field. Joe says, “At Monello Landscapes, we strive to let our crafted works speak for themselves. Each home is treated as if it were our own, giving our valued client the guarantee of our full commitment to their project. We have outstanding referrals and testimonials that are available on request and we are proud to be a Better Business Bureau Accredited company.” For more information, visit www.MonelloLandscape.com.

NJLCA.ORG 11

Feature Story

Scenic Landscaping Wins Four NJLCA Landscape Achievement Awards

cenic Landscaping, located in Haskell, New Jersey has won an Award of Excellence, one Award of Distinction and two Awards of Merit for projects entered in the 2017 NJLCA Landscape Achievement Awards. Design/Build: Landscape Installation with Pool: $250,000-500,000 Scenic entered this category with their Ridgewood Residence project and won the Award of Excellence. This beautiful property had a ton of existing charm. The client wanted to create a full property landscape, as well as a backyard outdoor living space, that complemented the style of their home. Scenic was brought in to give the whole property a full makeover, and create a backyard space that

12 WINTER | 2017-18

included a swimming pool, pergola, patio, outdoor kitchen, outdoor fireplace, multiple seating areas,as well as maintain the landscape and garden areas. Due to strict lot coverage from the town, Scenic was unable to create a fully paved driveway. That was where the idea of adding in grass patterns evolved from. This created such a unique and eye-catching quality to the property and complemented the home. Scenic also won an Award of Distinction in Design/Build: Landscape Installation with Pool: Over $500,000 for its “Infinity Pool Property” project and two Awards of Merit, one in Design/Build: Landscape Installation: Over $100,000 for its “Livingston Residence” project and one in Design/Build: Landscape Installation with Pool: Under $100,000 for its Cocktail Pool Backyard Project. See “And the Winner Is..” on pages 18-23. Scenic Landscaping consists of highly qualified employees, who are committed to sharing their knowledge and keep up with industry developments year after year. Scenic Landscaping, LLC doesn’t bend to the whims of nature. They stand strongly behind a promise of unsurpassed quality, unmatched service, and an attention to detail found nowhere else. Scenic’s services include residential and commercial landscape design and construction, garden enhancement services, landscape maintenance, commercial snow removal, commercial sweeping, outdoor lighting, lawn care, pool landscaping and outdoor living spaces. For more information, visit www.ScenicLandscaping.com.

Feature Story

Siciliano Landscape Company Wins Two NJLCA Landscape Achievement Awards

iciliano Landscape Company, located in Red Bank, New Jersey has won a first prize Award of Excellence, in the NJLCA’s Residential Design/Build: Landscape Installation with Pool: Over $500,000 category for the Navesink River Road Residence project. Siciliano Landscape did a complete site design for this new single-family home on the Navesink River. The design included a new driveway, entrance design, parking, pool, patios, walkways, gardens, lighting and pool fencing. They delineated one acre of the property as a warm season meadow to reduce water costs and nutrient and chemical runoff. This also provides a habitat for native species. Siciliano designed and oversaw the execution of the entire outside portion of this project. They installed all plant material and continue to maintain the property today. This property had limited lot coverage, of which all allowable coverage was used. There were strict permitting regulations due to the project’s proximity to the water. These regulations determined the location of many site elements, most notably the raised pool. Severe topography made grading, drainage and pool fencing a true challenge.

A new driveway alignment was created to change the approach to the home. The old driveway was removed to create a more graceful approach. A tar and chip courtyard with granite curbing inlay was installed with a green velvet boxwood to reinforce the space. A new raised gunite pool and steps to the upper pool decked were installed, along with a lounge area. Custom piers and pool gates were also created. Siciliano also won an Award of Merit in Maintenance: Residential for their “Sheep’s Run” project. See “And the Winner Is...” on pages 18-23. Siciliano Landscape Company was started over 80 year’s ago, by the current President, Karen Siciliano’s grandfather, who tended to the formal gardens of Rumson, NJ estates in 1935. Their company tagline is “Corners are the only things we don’t cut” and it represents not just what people expect of Siciliano, but what they expect of themselves. Karen says, “While we have grown tremendously in 80 years and three generations, our family owned and operated business thrives by delivering exceptional quality and service in design, installation and maintenance. Licensed in the state of New Jersey as a Landscape Architecture firm and woman owned business enterprise, we proudly serve residential, commercial, and homeowner association properties.” For more information, visit www.sicilianolandscape.com.

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Thomas Flint Landscape Design & Development Wins the simplicity of this clean line solution. The spas placement was key to helping elongate the shape of the pool, while also creating the look of a floating platform by surrounding the covered area on two sides with water. Dark plaster was selected to enhance the reflections of the mature trees and pavilion onto the water. After hammering down bedrock less than 4’ down, they constructed the entire pool and landscape while relying on a well point to keep the work area dry. The lower long wall of the pool acts as a retaining wall.

Design/Build: Landscape Installation with Pool: $250,000-500,000 Thomas Flint entered the Warzala Residence in this category. The client wanted a natural pool,

homas Flint Landscape Design & Development, located in Haskell, New Jersey has won three Awards of Excellence, an Award of Distinction and an Award of Merit for projects entered in the 2017 NJLCA Landscape Achievement Awards. Design/Build: Landscape Installation with Pool: $100,000-250,000 Thomas Flint Landscape entered this category with their Rubenstein Residence project and won the Award of Excellence. With limited space between three setbacks and a shortage of available lot coverage, Flint’s client requested as big of a pool as possible, a covered area for shad and a spa. Coming in at less than 1% under allowable coverage, the client loved

waterfall, multiple places for the kids to jump from and space for plantings. Flint cut into the grade to blend the pool into the topography. An engineered raised beam wall on the backside of the pool allowed them to create a submerged shelf for the boulders and retain the 4’ grade change pushing toward the pool. Contrasting the boulders is a clean radial wall jutting into the pool, designed to be an additional water feature. Unstable fill soil was discovered below the pool, all of which had to be removed and the pool is safely constructed on over 500 tons of compacted clean gravel. The boulder shelf for the waterfall also extends down 14’ to virgin soil and is built up with concrete block, backfilled by gravel to maintain the shape of this custom pool.

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Five NJLCA Landscape Achievement Awards Design/Build: Landscape Installation with Pool: $250,000-500,000 Thomas Flint also entered the McAdoo Residence in this category. Squeezed between the septic setback and the side yard setback, this 60’ long pool just fit into the landscape. The client requested strict symmetry, a long bench for plenty of seating and the ability to swim laps. The desire for an auto cover defined the rectangular shape of the pool. At only 16’ wide, Flint was able to create an interior spa, the bench, and an 8’ wide swim lane. The design provides an intimate space for the client on a large open property. After completing the project, the client was not willing to wait for the 14’ Green Giant screen planting to provide privacy for the upper deck. These plants were transplanted elsewhere and replaced with 25’ tall massive Green Giants planted after everything was complete, posing an obvious challenge for installation. Upon excavation, Flint found bedrock, therefore the entire deep end of the pool and transition were hammered to depth. To make the situation even more difficult, they encountered ground water at a depth of 5’. A well point was installed and used to keep the excavation dry throughout the duration of construction. Thomas Flint also won an Award of Distinction in Design/Build: Landscape Installation with Pool: Over $500,000 for its “Sayer Residence” project and in Design/Build: Landscape Lighting for its “Sayer Lighting” project. See “And the Winner Is..” on pages 18-23. Led by owner Tom Flint, Thomas Flint Landscape Design & Development, is a landscape design and custom pool contractor firm servicing the tri-state area since 2003. Their goal is to produce an outdoor living space that fits the way their clients live and focusing on doing their work better than anyone else. They have an in-house team of skilled stone masons and formally trained landscape designers, all who adhere to strict construction standards. Thomas Flint provides landscape design and plantings, pool renovations, custom swimming pools and water features, custom stonework, patios and paver walkways, and outdoor lighting. For more information, visit www.thomasflintlandscape.com.

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Wicklow and Laurano LLC Wins Four NJLCA Landscape Achievement Awards

Design/Build: Landscape Installation: Over $100,000 The owners of the Timberframe Poolhouse in Bernardsville project wanted to build a poolhouse and extend the space of their existing pool area. Wicklow and Laurano designed and built the timberframe poolhouse with fireplace and sliding doors that hide countertop, shelves and an undercounter bar. Across the back of the building is a storage area and small bathroom facing the pool. To connect the new poolhouse to the nearby dining patio and the front drive, an irregular bluestone path winds through the lawn. Plantings

icklow & Laurano, LLC, located in Flanders, New Jersey has won two first prize Awards of Excellence.

Design/Build: Landscape Installation: $50,000-100,000 The owner of Wicklow’s Covered Outdoor Kitchen in Bayhead Cottage wanted to turn the dated patio underneath the rear overhang of the house into a space for entertaining. The existing space was dark, uncomfortable and cluttered with mess. Wicklow & Laurano opened up the space by relocation the outdoor shower to the side of the house, replaced the mismatched flooring with dry-laid bluestone edged with brick, finished the rear wall and ceiling, and installed a custom kitchen island, lighting and shelving. They also repurposed an existing greenhouse foundation into a vegetable garden and landscaped the entire property. Wicklow added a stepping stone patio outside the artist’s studio and added fencing to the front yard. Finally, they relocated the front deck steps and refinished the driveway.

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frame the white post and rail fence that encloses the space. A sports court was also added at the side of the property. Reclaimed material was used for the fireplace mantle and hearth and the structure utilizes true timberframe construction. A dining patio looks out over the finished poolhouse. Wicklow and Laurano also won an Award of Distinction in Design/Build: Landscape Installation: Under $50,000 for its “Fragmented Edge Bluestone Patio Project in Tewksbury” project and in Design/Build: Landscape Installation with Pool: Over $500,000 for its “Mendham Pool and Poolhouse” project. See “And the Winner Is..” on pages 18-23. Wicklow and Laurano, LLC is a full service, highend, residential and commercial landscape firm. They specialize in the management and implementation of all aspects of each project ranging from site development, custom masonry, hardscaping and plantings, as well as property maintenance. For more information, visit www.wicklowandlaurano.com.

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Young’s Landscape Management Wins Three NJLCA Landscape Achievement Awards

oung’s Landscape Management, located in Moorestown, New Jersey has won two first prize Awards of Excellence, in the NJLCA’s Landscape Achievement Awards. Design/Build: School/Institution St. Charles Prayer Garden was designed for the parishioners to have a place for meditation and for the school children to learn about their faith. The paver path winds through a park-like setting, lush landscapes and areas to rest and reflect. Stone piers, marble statuary and engraved donor pavers enhance the experience. The greatest challenge for this project was coordinating and bringing together the many different viewpoints and ideas of the parish. Soft ambient light was used to provide peace and tranquility. The site, once a parking lot, barely resembles its former self.

Design/Build: Landscape Installation: Over $100,000 The PonteLandolfo Residence creates an outdoor entertainment setting with several intimate spaces. A formal, covered dining and sitting area transitions to a lower hot tub patio, then to an informal fire pit area. The use of natural travertine, bluestone, marble and veneer stone create a warm, inviting , useful environment. Young’s also won an Award of Distinction in Design/Build: Commercial/Industrial for its “Waterfall Banquet & Conference Center” project. See “And the Winner Is..” on pages 18-23. Young’s Landscape Management has been serving the South Jersey area since 1993, transforming their customers’ houses into beautiful homes worthy of the title “Paradise.” Dan Young, owner, has been cutting lawns since he was a young boy and found the joy of not only a hard day’s work, but the feeling of looking out onto the landscape of a newly mowed lawn and the transformation that small bit of landscaping brought to a person’s home. Young’s Landscaping is the result of Dan Young’s passion for beautiful landscaping and a work ethic that is unmatched. For more information, visit www.youngslandscape.com.

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And the Winner Is... Maintenance: Residential Award of Merit: Siciliano Landscape Company Project: Sheep’s Run

Set on 6 acres of property in the heart of Rumson, this residential estate has been maintained by Siciliano Landscape Company since 2009. They are responsible for all of the mowing, tu care, bed maintenance, shrub pruning and flower planting. Built in 1915, this estate features a sheep pasture, vegetable garden, honeybees, Koi poind, swimming pool, small children and big dogs.

Design/Build: Commercial/Industrial Award of Distinction - Young’s Landscape Management Project: The Waterfall Banquet & Conference Center

The objective of this Greco-Roman garden was simple. It was to execute a rich landscape using lush plantings and architectural features, blurring the line between fantasy and reality. The site had limited pervious coverage, poor surrounding drainage, poor soil content and limited access, but in the end became a stunning project.

Design/Build: Condo/Townhouse Award of Distinction - Sponzilli Landscape Group Project: West Village Residences

The West Village Residences project includes a series of beautifully designed landmark buildings at the former St. Vincent’s Hospital site in Greenwich Village. The “Residences” and other buildings boast pre-certification by the US Green Building Council as NYC’s first LEED Gold Residential Development. Sponzilli provided installation of the central landscaped courtyard and gardens that include gracious landscaping, green common spaces, beautiful plantings, trees, formal gardens and even a marble fountain and reflecting pool.

Landscape Design/Build: Lighting Award of Merit - Thomas Flint Landscape Design & Development Project: Sayer Lighting

With all of the walls and steps on this site, cap and tread lighting would have been the obvious solution. However, with the grade change, these types of fixtures would have put the source of the light on display. Taking advantage of the huge oak trees, Flint was able to hide 8 moon lights, which softly illuminate key areas. Path lighting was used to fill dark spots and illuminate the stepping stone pathways, boulder outcrops and steps. Niche lights were used in the fireplace mantle and in the brick inlay on the fireplace. Under cap lighting was used in the kitchen area. The pool is the focal point with three illuminated spill bowls and over 2000 points of fiber optic stars, bunched in single, double and triple strands to provide a range of sizes and intensities.

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Feature Story Landscape Design/Build: Ponds/Water Features Award of Distinction - Premium Aquascapes Project: Lakeside at North Haledon

This project was a rebuild of an existing, non-functioning pondless waterfall. The feature has six main starting points, along with smaller waterfalls, 87 LED underwater lights, 25 hardy aquatic plants and 32 tropic plants to soften the rock look and aide in keeping the water clean. Due to the client’s budget, Premium had to ‘re-work’ the feature with the existing water liner in place and no equipment on site.

Landscape Design/Build: School/Institution Award of Distinction - American Beauty Landscape Design Project: Washington Twp. Project

The focus of this project was to design and install a pedestrian walkway from the parking lot to an existing walk leading to the school’s athletic field. The entrance also needed to be a destination as visitors could not find the field. In addition, there also needed to be an area to sell tickets and concessions. The job site was in two different towns and required extensive permits and variances. ABLD constructed an upper patio, natural brown limestone slab steps, plantings, lawn areas, patios and pergola.

Award of Merit - Landscapeworks, Inc. Project: Glen Rock High School

This memorial garden was created on the grounds of Glen Rock High School in honor of Norma Klau, a beloved art teacher. The garden was envisioned as a collaborative classroom and gathering space for the school community to be utilized for instruction, celebrations, performances and gatherings throughout the year. A major concern during construction was work phasing versus student safety. The site includes granite benches, an outdoor chalkboard, shaded gathering area, a stone water feature, perennial gardens and a wind sculpture.

Landscape Design/Build: Installation: Up to $50,000 Award of Distinction - Exclusive Stoneworks Project: Koskuba Residence

Exclusive Stoneworks gave this home some curb appeal with an Old World feel. They custom cut, hand tooled and fit chunked bluestone to create beautiful walls. They also rockfaced and installed slab bluestone steps. Finally they were able to establish a nice green lawn by seeding. They created a free-form pathway to the street, detached steps and sidewalls to give this house the appeal it desperately needed.

Award of Distinction - Exclusive Stoneworks Project: Mahwah Project

The clients wanted to create an intimate entertaining space with some shade. Exclusive looked to make the area blend well with the existing home to look as if it’s always been there. They were able to match the brick perfectly and tied the pergola into the house on two sides to allow only one post for support, while remaining structurally sound. They created a bar area with a brick soldier course. Furthermore, Exclusive installed a dry-laid bluestone patio, a BBQ island with two refrigerators, grill and a smoker and a colorful flower bed.

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Feature Story Landscape Design/Build: Installation: Up to $50,000 Award of Distinction - Wicklow and Laurano, LLC Project: Fragmented Edge Bluestone Patio Project in Tewksbury

This estate required a complete overhaul. Wicklow renovated the pool and added the bluestone coping. Plantings were filled with drifts of shrubs and perennials that screened the back of the house and provided framed views to the farmland beyond the yard. The patio was replaced with weathered bluestone and asymmetrical stepping stone edges that extend into the lawns and plantings and form inviting and rustic pathways around the house. The driveway was refinished and a Belgium block strip was added to define the approach to the residence.

Landscape Design/Build: Installation: $50,000-$100,000

Award of Distinction - Horizon Landscape Co. Project: Berger Residence

This complete outdoor living space installation included a new hardscaped terrace, natural stone fire pit seating area, fire pit, stepping stones, plantings, lighting and drainage and grading work. There was an existing pool area that Horizon wanted to integrate into the design so the property felt continuous and harmonious, where before it felt as though the residence was cut off from the rest of the property.

Award of Distinction - Horizon Landscape Co. Project: Eberson Residence

This project transformed a backyard that had an old outdated deck to a completely new property with several outdoor living spaces. Horizon implemented a raised terrace, a secondary seating patio, a fire pit area, a space for a hot tub and continuous stepping stones and plantings to tie everything together. The elevations of the back doors were challenging, making for a very focused and well thought-out design essential to the success of the spaces.

Landscape Design/Build: Installation: Over $100,000 Award of Distinction - Horizon Landscape Co. Project: Ellison Project

This project was a full renovation of an existing pool area and the installation of new outdoor living spaces, including a fireplace area, kitchen area and several seating areas. Making the flow of the spaces work with the existing elevation of the pool and exit points of the residence was challenging. The pool was significantly higher than the rest of the back yard.

Award of Distinction - Landscape Techniques, Inc. Project: McGinley Residence

A client of 20 years purchased the property adjacent to their home. LTI’s task was to demolish an existing home, regrade the site and construct regulation tennis and bocce courts. They were able to successfully marry the new and existing sites by constructing a 1,200 sqft. cabana, which created a seamless transition from pool area to the new sports courts and yard area. Substantial grade changes from front to back dictated the need for substantial retaining wall systems. A 2-chamber dry well system was necessary and the cabana was constructed on 21 6’-10’ deep, 18” diameter concrete reinforced piers.

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Feature Story Landscape Design/Build: Installation: Over $100,000 Award of Distinction - Monello Landscape Industries Project: Kinnelon Patio Project

This project consisted of an existing pool that Monello designed and laid pavers around. They incorporated a 2-tier patio with a tucked-in gas fire pit, with a granite seat wall. New EP Henry Porcelain tile was installed in the lower patio, along with larger EP Henry slabs everywhere else. The project includes giant outdoor kitchens, a sunken trampoline, along with a fire pit in the back of the property. There is also a bocci court with porcelain tile to match the lower patio.

Award of Merit - Monello Landscape Industries Project: Courtyard Makeover

Monello completed the interior courtyard with a state of the art outdoor kitchen that residents can eat at, watch a sports game on the outdoor TV, or listen to a crisp, bluetooth sound system throughout. Two pergolas were installed to maximize shade, along with built-in bistro tables over the columns for more seating. A custom logo, sensory gardens, and a beautiful water feature were all added to give this courtyard a unique look. And of course, all of these features come to life at night with LED lighting.

Award of Merit - Scenic Landscaping Project: Livingston Residence

Scenic was brought in to create an outdoor living space they could use all year long. The property had potential, but needed a creative approach to use the slopes to their advantage. The client wanted an outdoor kitchen and dining area, a fire pit seating area and an area with lawn and playground for their children. They then added on a person putting green space. Scenic had to level and clear out much of the property, creating different levels and entertainment areas into the yard with retaining walls and multiple stone stairways.

Landscape Design/Build: Installation: Under $100,000 with Pool Award of Merit - Scenic Landscaping Project: Cocktail Pool Backyard

This client was a single man, looking to create a â&#x20AC;&#x153;man-caveâ&#x20AC;? feel to his backyard, making it into an extension of his indoor living space. He wanted a pool, fire pit, outdoor kitchen, patio, water features and yard space -- in very tight quarters! In order to fit everything without overcrowding, Scenic had to incorporate the fire pit to be built into the design of the swimming pool, which also has a spillway to add a water feature.

Landscape Design/Build: Installation: $100,000 - $250,000 with Pool Award of Distinction - D. Panetta Contracting, LLC Project: Design and Build East Hanover

Due to property offsets, this yard had extremely limited space. D. Panetta took down an above ground pool, constructed a new pool and hardscape, installed a fire feature, custom grill using Cambridge Old English Toffee/Onyx Lite, raised patio with water feature and a natural stone veneer wall. The patio consisted of Cambridge Old English Toffee/Onyx and the coping is Techo-Bloc Portofino Chocolate Brown. Finally, they installed piers and a double faced keystone wall using Toffee/Onyx Lite.

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Feature Story Landscape Design/Build: Installation: $100,000 - $250,000 with Pool Award of Distinction - D. Panetta Contracting, LLC Project: Design and Build AC

This project included the new construction of the pool, hardscape/poolscape and hardscape. D. Panetta installed a patio, coping, staircases and a walkway using natural bluestone. They also installed tree wells with natural stone retaining walls. They used bluestone treads for the stairs and bluestone slates for the outside walkway to the grass. Finally they installed all of the plant material.

Landscape Design/Build: Installation: $250,000 - $500,000 with Pool Award of Distinction - Borst Landscape & Design Project: The Nichols Residence

This client’s goals were to enhance the architecture of their home, update the landscape and increase curb appeal. Their vision was to add a pool and amenities to take full advantage of their spacious backyard. With the addition of an open front porch and gazebo, design of the driveway, natural stone steps and stone walls, the entire feel of the property was transformed. An oasis was created in the rear yard with a complete renovation including a pool, outdoor kitchen, formal dining area, a grand fireplace and extensive plantings.

Award of Distinction - Landscape Techniques, Inc. Project: Hollender Residence

This sizzling hot rear yard needed a remedy, and LTI’s solution was to install a 19’ x 40’ pool with raised spa, a 480 sqft. cabana with three open sides, 1800 sqft. of travertine patio, surrounded by lush, colorful plantings and two 12’-14’ Crepe Myrtles set within the raised patio planting beds for shade.

Award of Merit - Sponzilli Landscape Group Project: Uttz Residence

Sponzilli’s client was looking for a large outdoor living space with a resort feel. Extensive hardscaping was done, including 220’ lf. of retaining walls, a custom gunite pool, covered veranda, outdoor kitchen with bar and dining space. An additional outdoor seating area with stone veneer fire pit and surrounding seatwalls. The landscape project included a sod lawn with a custom irrigation system along with hundreds of plantings, hedging and privacy plantings.

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Feature Story Landscape Design/Build: Installation: Over $500,000 with Pool Award of Distinction - Scenic Landscaping Project: Infinity Pool Property

This homeowner wanted help designing and building an entire home, as well as the outdoor living space. The design for the home, both interior and exterior was to be extremely modern, with clean lines, white and grey tones, marble, natural materials and an overall sleek and luxurious feel. They wanted the backyard to reflect the same, while also providing beautiful views from any vantage point of their windows. Scenic designed and built an outdoor kitchen, bar area adjacent to the pool. They built retaining walls for the sloped property to screen in the pool area, providing a large selection of plant materials to add color and texture.

Award of Distinction - Thomas Flint Landscape Design & Development Project: Sayer Residence

This client considered moving before handing over complete creative freedom to Thomas Flint Landscape. They installed a new pool with a vanishing edge water feature, retaining the balance of the grade to create a flat expansive lawn area. Boulder outcrops were used throughout the landscape to contrast the clean lines and to pay homage to the woodland setting. 2,000 fiber optic twinkling starlightâ&#x20AC;&#x2122;s illuminate the pool, sun ledge and spa. The perimeter overflow spa has 46 linear feet of knifeedge finished with glass tile and two captain lounge benches customized to fit the client.

Award of Distinction - Wicklow & Laurano, LLC Project: Mendham Pool & Poolhouse

This homeowner wanted to take advantage of the beautiful views offered by this location at the top of the hills and Wicklow & Laurano designed the pool and poolhouse to frame these views. Stone retaining walls bring the pool up to the grade of the house. The foot of the walls are planted with sweeps of grasses, providing movement and leading the eye across undulating lawns to colorful meadow plantings. A small gazebo at the corner of the pool patio houses a breakfast nook and beside the poolhouse is an outdoor kitchen and dining area. The front landscape was replanted with bright perennials with a white gate leading invitingly into the pool area.

Award of Merit - Sponzilli Landscape Group Project: Ashkenazy Residence

This project was a massive custom landscape design and installation on a six acre property in the Hamptons. The client wanted the ultimate in outdoor living, entertaining and activity spaces. The project included site grading and drainage, custom gunite pool, custom-built pool house, bluestone paving, stone veneer, retaining walls, outdoor kitchen, tennis court, bocce ball court, horse barn, horse coral fencing, automatic entry gates, landscape lighting, horse trail riding path, full property planting and irrigation. The sunken fire pit is so unique, along with the mirroredged gunite pool. (Not shown is a photo of the far side of the pool, which features a stunning water feature off of the vanishing edge).

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Wayne Wholesale Fertilizer Trailer and Equipment 10 Myrtle Avenue, Wayne, NJ

973-628-7375

Trailer and Power Equipment Sales and Service Spring Open House March 19 - March 24 8:00 am - 5:00 pm

• Free food and beverages all week! • Huge savings on: • Ferris mowers • Echo products • Enclosed and open trailers • We are the manufacturer of Fradan leaf vacuums and B & S Trailers • Complete financing available • Complete trailer repairs on all makes of trailers • Truck bed repairs • We work with insurance companies

Price Examples...Too many to list!

19-0-0 .172% Dimension/30% XCU 25-0-5 + 2% Iron 7-8-7 Shrub & Evergreen Fertilizer 14-0-3 + Lime 3-Way Turf Type Perennial Rye Grass Seed 2.5 Gallon Round-Up 60 Gallon Barrel (Available in Green or Orange)

$17.95 $14.00 $10.00 $10.00 $69.00 $49.00 $38.00

5 lb. Roll Trim Line $35.00 Mower Blades (Fits BobCat, Ferris, Scag, Wright) $7.00 Walker Blades $8.00 Kawasaki 2-cycle Oil Mix 2.5 and $59.00 5 Gallon (Case Price) SALE: Fradan Thatcher (Reg. $1,200) $799.00

Larger discounts available also! If you can’t make the date, call us to reserve these prices.

We are an Authorized Trailer Inspection Facility

All Commercial Trailers MUST be inspected yearly as per Code FCC REG CFR 396

We have the right tool for every job!

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41st Annual Trade Show and Conference

Wednesday, February 28, 2018 8:00 am - 3:30 pm Meadowlands Exposition Center 355 Plaza Drive, Secaucus, NJ 07094

Pre-Con Education Workshops Tuesday, February 27, 2018 NJ Fertilizer Training & ProFACT Exam (English) 8:30 am - 12:00 pm Dr. James Murphy, Rutgers University Room A - NJ Fertilizer CEUs – 3

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 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.

All pre-trade show workshops include trade show admission the next day!

NJ Fertilizer Training & ProFACT Exam (Español) 12:30 pm - 4:00 pm Dr. Raul Cabrera, Rutgers University Room A - NJ Fertilizer CEUs – 3

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.

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Pre-Con Education Workshops Tuesday, February 27, 2018 Relationship Selling in a Trust Economy

8:00 am - 12:30 pm Jeff Korhan, Landscape Digital Institute Room B

Savvy selling today takes a problem-centered approach designed to create a foundation of trust. It respects the fact that buyers now have access to abundant information and are seeking a personal relationship with people in a business, before they will embark on a journey with it.

What you will learn: • Discover how to increase sales to current and future customers by removing obstacles, both real and imagined, that stand between them and a silky-smooth relationship with your business. • Learn how engaging buyers as collaborative partners to cocreate their own solutions magically leads to outcomes that are better than they had imagined. • Explore how to create, market and brand a distinctive customer experience that gives buyers a reason to trust your business in a world of product and service sameness. • Learn how to use social media and digital marketing technology to complement traditional practices for getting buyers to know, like and trust your business. Jeff Korhan is the author of BuiltIn Social, founder of Landscape Digital Institute, and the host of Landscape Digital Show, a weekly podcast for the green industry. During his two decades as an award-winning landscape company owner, Jeff held a number of local and national leadership roles, including Board Member for NALP, The National Association of Landscape Professionals. On a personal level, Jeff ’s life experiences include marathons, triathlons, cliff diving, and meditating in the deserts of India. And despite that history … he still considers himself to be completely normal!

There’s No Business Like Snow Business

8:00 am - 4:00 pm Tom Canete, Canete Landscape & Snow Management Room C/D

The business of snow and ice management can be highly lucrative, if you know how to manage the risk. If not, you could be just one “slip and fall” away from possible bankruptcy. Join us as Tom Canete, NJLCA past President and CEO of Canete Snow and Ice Management presents a one-day seminar about how to properly manage snow and ice events, before, during and after they occur. From contracts to liability, to snow equipment, technology and training, Tom will cover every aspect of the industry. When it comes to managing snow and ice, you have a very limited window to handle each event, adding even more stress to what Tom refers to as, “organized chaos”. Tom will discuss: • Basic risk management practices that every snow contractor must perform. • Avoiding lawsuits - what attorneys are looking at when they are suing you. • Salt brine - the learning curve and Canete’s first season using it. • How to get organized in the “offseason” to prepare for winter. • Contracts - ignorance is no excuse. • Technology - drones, remote control equipment and more! • His trip to Alaska and what he learned there. • Pre-season preparations for the entire company. • The future of the snow industry as projected, 5-10 or 20 years from now. • Equipment that can help make up for the lack of available labor. • Pre-season and mid-season training. Plus: • Rob Guarino of The Weather Pros will give us an update on forecasts and what the future looks like for snow in NJ. • Matt Peterson of Mills Insurance Group will talk about required insurances and how to manage your financial risk. Tom Canete is ASCA Certified and a Past President of the NJLCA. He is the owner of Canete Landscape and Garden Center, as well as Canete Snow Management in Wayne, NJ. Canete Landscape was awarded contractor of the year for 2013 and 2014 by the NJLCA. Canete Snow Management ranked 22nd for Snow Contractors nationwide by GIE Media Snow Magazine for 2014, and Tom received the Snow Leadership award from Snow Magazine in 2014.

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Pesticide Recertification Education Schedule Wednesday, February 28, 2018 The One-Two Punch for Spotted Lanternfly Control (Insecticidal and Herbicidal) 8:30 am - 9:30 am Credits: NJ: 3A=2, NY: 3A=2 John Patten, PBI Gordon Room A/B

Topics: Identification of the Spotted Lanternfly, how it found its roots into the Tri-State area, the spread of the Spotted Lanternfly and its increasing areas of quarantine, ornamental damage created by the Spotted Lanternfly, treatment and identification of egg masses, treatment of adult and other stages of the Spotted Lanternfly, best management practices, host plants, the role of Tree of Heaven (Ailanthus altissima) and its eradication, chemical and biological controls of both pests (insects and ornamentals). John has been with PBI-Gordon for almost two decades, and has been in the turf and ornamental industry since earning his Bachelor of Science degree in ornamental horticulture from the Delaware Valley College of Science and Agriculture. He is a member of the New Jersey Green Industry Council serving as vice president and Education Committee chairman. A certified commercial applicator in New Jersey and New York, John serves the New Jersey and eastern Pennsylvania territory.

What’s In Your Bag of Fertilizer & How to Reduce Your Environmental Impact 9:45 am - 10:45 am Credits: NJ: Core=2, ProFACT=2 Larry Freedman, Site One Landscape Supply Room A/B Topics: Benefits of healthy turf, including that it traps pollutants, erosion control, oxygen production and aesthetics. Turf grass nutritional needs, including soil structure, macro nutrients, micro nutrients and pH. Understanding your fertilizer characteristics, including nitrogen sources, soluble nitrogen, controlled release nitrogen. Uncoated slow-release fertilizers (chemically reacted) and coated slow-release fertilizers, including manufacturing processes, release time, mechanisms and requirements.

Larry Freedman is the Agronomic Sales Manager for Site One Landscape Supply in NJ. He has been with Lesco/John Deer Landscapes/Site One since 1997. He has been in the green industry since 1975 in many different aspects of the industry, including nursery, retail florist, party florist and artificial flower importer sales manager. Larry is a certified pesticide applicator since 1995 and received a BS in Environmental Science from Ramapo College. He has been on the Park and Recreation Advisory Board for South Brunswick since 1998.

Your Potential Impact on Ground Water and the Environment Regarding Pesticide and Fertilizer Use 11:00 am - 12:00 pm Credits: NJ: 3B=2, ProFACT=2, NY: 3A=2, 3B=2 Michael Reed, SynaTek Room A/B

Topics: Water pollution sad facts, including dead zones, financial impacts and recovery. Understanding pesticide and fertilizer characteristics, including solubility, persistence, absorption, soil infiltration and texture, leaching and run-off potential and volatility. Best management practices to reduce pesticide and fertilizer use, including cultural, nutrient recycling, the soil food web and see cultivars. Mike Reed is a Regional Sales Representative for SynaTek. Prior to joining SynaTek, he worked as a Sale Representative for 5 years at Holganix, a Plant Bio-Nutritional Company, and Lesco/John Deere Landscapes for 16 years as a Market Sales Representative. Serving the green industry for over 30 years and starting out as a pesticide applicator, Mike’s classes are taught from a common-sense approach that applies to the real world. Mike holds an Associate’s Degree in Business Administration from the County College of Morris.

Plagas y Enfermedades Comunes en Plantas de Jardín (Common Pests and Diseases in Landscape Plants) 11:30 am - 12:30 pm Credits: NJ: 3A=2, NY:TBD Raul Cabrera, Rutgers University Room D

Tema: Presentación en español sobre los insectos y enfermedades comunes que afectan a las plantas del paisaje de NJ, identificación del pasado y de la enfermedad y métodos típicos de control. Topics: Presentation in Spanish on the most common insects and diseases that affect NJ landscape plants, pest and disease identification and typical methods of control.

Biología Básica para Jardineros (Basic Biology for Landscapers) 2:00 pm - 3:00 pm Credits: NJ: 3A=2, 3B=2, NY: TBD Raul Cabrera, Rutgers University Room D

Tema: 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. Topics: Presentation in Spanish on the basic concepts of plant biology, practical application in common landscape management practices and improved management, including plant resistance, cultural and biological control and reduced risk insecticides. Raul Cabrera is an Associate Professor and the Extension Specialist in Nursery Crops at Rutgers University. Raul holds a MS in Plant Physiology and a PhD in Plant Biology from the University of California at Davis. His current projects include the use of alternative waters (graywater, reclaimed) for irrigation, optimizing nursery and greenhouse crop fertilization and productivity and evaluation of urban landscape water use and conservation.

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Business Education Schedule February 28, 2018 Marketing Your Hardscaping Services

8:30 am - 9:30 am Ryan Rivalli, Techo-Bloc Room C/D In this session, we will discuss traditional advertising vs. digital advertising, including truck lettering, uniforms, yard signs, postcards, billboards and how to drive people to digital. Ryan will also talk about website creation, search engine optimization, boosting posts on Facebook, running ads and driving people to your page. He will discuss the benefits of using Instagram, Houzz, Pinterest, Yelp, Twitter and more and how to utilize those tools to generate more sales and qualified prospects. Ryan will also talk about community outreach and generating homeowner interest by posting photos. Finally, he will discuss what a blog and a vlog is and how you can use them to your advantage to market your hardscaping (or landscaping) business. Ryan Rivalli has spent 12 years in the hardscape industry, the past 3 1/2 years with Techo-Bloc and prior to that, 7 years with Oldcastle Southern NJ. He is currently a Territory Representative for Techo-Bloc. Ryan graduated from Delaware Valley University in 2007.

How to Create Winning Marketing Content

9:45 am - 11:15 am Jeff Korhan, Landscape Digital Institute Room C/D Experienced marketers understand creating helpful content to grow their audience is not an event but a process. They make the most of their marketing content by strategically planning how to properly reformat, repurpose, and redistribute it up, down, and across appropriate marketing channels. • Discover, step-by-step, how to build a production workflow for consistently and efficiently creating, publishing, and promoting valuable content that achieves your business objectives. • Learn the six most successful content marketing formats for attracting massive audience engagement as measured by social shares and incoming links, and the one that delivers the biggest payoff for the time invested. • Get my road map for website content optimization, linking strategies, marketing personalization with automation, and more. Plus, you will learn the tools and practices leading SEO experts use to consistently achieve higher SEO rankings. Jeff Korhan is the author of Built-In Social, founder of Landscape Digital Institute, and the host of Landscape Digital Show, a weekly podcast for the green industry. During his two decades as an award-winning landscape company owner, Jeff held a number of local and national leadership roles, including Board Member for NALP, the National Association of Landscape Professionals. On a personal level, Jeff ’s life experiences include marathons, triathlons, cliff diving, and meditating in the deserts of India. And despite that history … he still considers himself to be completely normal!

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How to Make Money with Drainage

11:30 am - 12:30 pm Kevin Sullivan and Eric Cummings, NDS Room C How to identify the most common landscape drainage problems, what to look for and what products are used to address them. Includes downspout runoff, area drains in lawn and landscape, sheet flow from impervious surfaces, standing water and high ground water. Finally, how can you upsell to your clients and make money with drainage! Kevin Sullivan joined NDS as the NYC Metro District Sales Manager in November 2017. Previously, he worked 5 years as sales rep at Kenseal Construction Products. His areas of expertise include: air & vapor barriers, below grade waterproofing, epoxy application, sealants, structural concrete repair and waterproof coatings. Overall, Kevin has 10 years’ experience in the building material industry. He received his BA in Business Administration-Marketing from Montclair State University. 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.

DOT Regulation Updates

12:45 pm - 1:45 pm Sgt. Scott Dorrler, NJ State Police Room C The State of New Jersey recently chose to adopt DOT regulations in regard to many commercial vehicles. This adoption includes revisions to the definition of a commercial motor vehicle (CMV) operating on highways in New Jersey. These vehicles will now be subject to Federal Motor Carrier Safety Rules. Sgt. Dorrler will discuss the New Jersey statutes relating to the operation of commercial motor vehicles as it applies to the landscaping industry and answer your questions on traffic safety and commercial vehicles regulations. Sergeant Scott Dorrler has been with the New Jersey State Police Transportation Safety Bureau for 11 years. He is certified to inspect commercial motor vehicles, and assists new carriers by conducting safety audits and educating them on both state and federal commercial regulations and requirements. He is the President of the Commercial Vehicle Safety Alliance, Region I.

Feature Story Business Education Schedule February 28, 2018 Sustainable Winter Management (SWiM)™ and SIMA’s Best Practices Guidelines

12:45 pm - 1:45 pm Credits: Cert. Snow Prof.=1 Phill Sexton, SIMA Room D Learn how winter management contractors can develop a framework for professionalism by following the standards of policy required by the Sustainable Winter Management (SWiM)™ program and SR 50™ certification for properties. You will learn how to educate your clients to predict their costs, control quality, and understand the environmental effects, business continuity issues and risks associated with managing winter storms and seasons. Phill will also incorporate the SIMA Best Practices guidelines, including estimating, planning and cost effectiveness, execution and responsiveness, quality of services, communication and documentation standards. Phill Sexton is the Founder & Managing Director for WIT Advisers and is the industry adviser to SIMA. Phill also serves as Adjunct Professor at the Center of Agriculture and Natural Resources of the State University of New York (SUNY) at Cobleskill. He holds degrees in horticulture and business economics from the State University of NY and a Master’s Degree in Sustainability from Harvard University, where he focused his studies on corporate innovation and sustainability and researching salt use by the winter management industry.

Snow & Ice Treatments

1:45 pm - 2:30 pm Credits: Cert. Snow Prof.=1 Russell Danyluk, SynaTek Solutions Room C An overview of current options to treat residual snow and ice, the negative effects on the environment, structural metals and people properties that are a direct result from chlorides and salts and new options that are in the market that are safer for the environment and more cost effective. Russ Danyluk is the National Channel Manager at SynaTek Solutions Inc. He has been involved in the ice melt industry for over 9 years. His focus has always been on sustainability and moving towards a “greener” way to accomplish your everyday tasks. He is a member of SIMA and ISSA and has been with SynaTek for 2 years.

Trade Show Extras! February 28, 2018 Roundtable Breakfast

If you have never attended this type of event, you don’t know what you’re missing. We will have three groups, each focusing on a different topic for discussion. This is your opportunity to sit down, talk to other landscape contractors and compare notes. Just choose a topic that is important to you, grab a seat and start talking. Get ready to hear some great ideas and share your thoughts and experiences as we all learn from each other. Make sure to bring business cards and a pad and pen. Breakfast is included.

February 28, 2018 - 7:00 am - 8:00 am in the NJLCA Lounge $30 for NJLCA Members / $40 for non-Members Breakfast Included Pre-registration is required -- only 10 seats per table available!

Roundtable Breakfast Topics & Moderators

Snow and Ice Management with Tom Canete

Managing the Spring Rush with Chris James

Marketing & Social Media with TBD

Latino Mix and Mingle

We are thrilled to invite you to NJLCA’s 2nd annual Latino Mix and Mingle at 12:00 pm in Room A/B at the Meadowlands Expo Center on February 28th! Meet fellow members and potential members for a fun afternoon in a relaxed setting! This special event will be a great way to meet new colleagues and catch up on current topics unique to our profession. Enjoy complimentary beverages and food. February 28, 2018, from 12:30 pm - 2:30 pm in Room A No cost to attend but pre-register to be entered to win a prize!

Mezcla y Reunion de Latinos

Estamos encantados de invitarles a la 2da. Mezcla anual de Latinos de NJLCA y mezclarse y reunirse a las 12:30 pm en la habitación A/B en el Meadowlands Expo Center el 28 de Febrero del 2018! ¡Conozca a otros miembros e invitados para una tarde de diversión en un ambiente relajado! Este evento especial será una manera divertida de conocer a nuevos colegas y ponerse al día sobre temas actuales exclusivos de nuestra profesión. Disfrute de la comida y bebidas complementaría. Febrero 28, 2018, desde las 12:30 pm – 2:30 pm habitación A ¡No hay ningún costo para asistir, pre-registrarse para ganar un premio!

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New Jersey Landscape 2018 Trade Show Registration Form Attendee Information

Business Name: ___________________________________________ Business Address: _________________________________________ City: ____________________________ State: ______ Zip: ________ 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 FE1-English q FE2-Spanish Date of Birth: _____ License #: _______ q PC1-Relationship Selling in a Trust Economy - $99 - Members/$149 - Non q PC2-There’s No Business Like Snow Business - $199 - Members/$249- Non Pest Classes: Date of Birth: _____________ License #: _________________ q 02-The One-Two Punch for Spotted Lanternfly Control q 03-What’s in Your Bag of Fertilizer? q 04-Your Potential Impact on Ground Water q 05-Plagas y Enfermedades Comunes en Plantas de Jardín (Commo Pests and Diseases in Landscape Plants) q 06-Biología Básica para Jardineros (Basic Biology for Landscapers)

All Attendees - Breakfast Roundtables: q B1-Snow and Ice Management q B2-Managing the Spring Rush q B3-Building Your Maintenance Division

Trade Show - February 28, 2018 NJLCA Member Pricing Qty. Total Pre-Registration Fee: $20 per person ____ _____ Registration at Door: $30 per person Non-Member Pricing Pre-Registration Fee: $30 per person Registration at Door: $40 per person

Attendee #3: _____________________________________________ Email: __________________________________________________ Attendee is: q Owner q Purchasing Influencer q Has no input Attending: q NJ Fertilizer Training & ProFACT Exam - $99 - Members/$149 -Non q FE1-English q FE2-Spanish Date of Birth: _____ License #: _______ q PC1-Relationship Selling in a Trust Economy - $99 - Members/$149 - Non q PC2-There’s No Business Like Snow Business - $199 - Members/$249- Non Pest Classes: Date of Birth: _____________ License #: _________________ q 02-The One-Two Punch for Spotted Lanternfly Control q 03-What’s in Your Bag of Fertilizer? q 04-Your Potential Impact on Ground Water q 05-Plagas y Enfermedades Comunes en Plantas de Jardín (Commo Pests and Diseases in Landscape Plants) q 06-Biología Básica para Jardineros (Basic Biology for Landscapers)

Membership - Special Trade Show Price

Qty. Total _____ _____ ____________

Workshop Subtotal ____________ Roundtable Breakfast: $30 mem/$40 non-mem.

____________

Trade Show Registration Subtotal

____________

Grand Total ____________ All educational sessions, except for the Pre-Con Educational 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 Influencer q Have no input Attending: q NJ Fertilizer Training & ProFACT Exam - $99 - Members/$149 -Non q FE1-English q FE2-Spanish Date of Birth: _____ License #: _______ q PC1-Relationship Selling in a Trust Economy - $99 - Members/$149 - Non q PC2-There’s No Business Like Snow Business - $199 - Members/$249- Non Pest Classes: Date of Birth: _____________ License #: _________________ q 02-The One-Two Punch for Spotted Lanternfly Control q 03-What’s in Your Bag of Fertilizer? q 04-Your Potential Impact on Ground Water q 05-Plagas y Enfermedades Comunes en Plantas de Jardín (Commo Pests and Diseases in Landscape Plants) q 06-Biología Básica para Jardineros (Basic Biology for Landscapers)

Qty: ________ Qty: ________ Qty: ________

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 23, 2018. No refunds after February 23, 2018. 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: ________________________________________________

Feature Story

2018 Trade Show Exhibitor List (as of printing) 2K Printing & Promotions 4 Color Printers/9Sail SEO A.N.T. Nursery, Inc. Action Rubber and Industrial Supply A.D.R. Bulbs Advance Tire, Inc. Al D Landscaping & Tree Service All American Ford Anchor, an Oldcastle Co. (Belgard) Aquarius Supply, Inc. Aquatech-USA.com Arthur J. Gallagher & Co. Association Master Trust Back to Health Backyard Living Bad Boy Mowers Barton Nursery Enterprises, Inc. Beam Clay® / Partac Peat Corporation Bergen Brick, Stone & Tile Bergen Community College Bobcat of North Jersey BrightView Enterprise Solutions Britton Industries Brock Farms Wholesale Division CADCo Cambridge Paving Stones Cedar Hill Nursery, Inc. Central Salt/Kissner Central Turf & Irrigation Classic Ground Covers, Inc. Cliffside Body Corporation Coast Cities Truck & Equipment Sales Condurso’s Garden Center Contractor Insurance Queen CSI - ACECAP/MEDICAP D. Breen Farms, Ltd. David Lerner Associates DeBuck’s Sod Farm of NY Deer Solution Design-N-Stitch Direct Fence Distributors Downes Forest Products DynaSCAPE Software East Coast Tree Movers Eastern Outdoor Furnishings Eastern Wholesale Fence Co., Inc.

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Elevation Design and Consulting Exmark/Lawn Equipment Parts Co. Farm Family Insurance Co. FDR Hitches Fisher and Son Co., Inc. Foley, Incorporated Forevergreen Farms, Inc. Frank’s Truck Center, Inc. Gabrielli Kenworth Garden State Bobcat Group Garden State Koi & Aquatic Center GPS Fleet Consulting Grass Roots Turf Products Harvest Lawn Care Hionis Greenhouses, Inc. Hoffman Equipment Husqvarna Hyers, Inc. Insuranze Associates Intek Auto Leasing, Inc. Isagenix J Thomas Parts JC Hill Tree Farms, Inc. Jersey Mulch Products, LLC Jesco, Inc. Jesco, Inc.-Ditchwitch Jet Line Products, Inc Jonathan Green Kenvil Power Equipment, Inc. Keystone Hardscape KPM Exceptional, LLC Kube Pak Growers L.P. Statile Landscaper Pro Larson Ford Inc. Lee Publications/Country Folks Levitt’s, LLC Lifetime Lighting Systems Look Trailers (Performance Trailers) Mazza Mulch. Inc. Middleton & Company Insurance Mills Insurance Group, LLC Modern Equipment & Supply Mulch Right Inc. New Jersey Deer Control, LLC New Jersey Dept. of Agriculture

New Jersey Landscape Contractors Assn. New Jersey One Call New Jersey State Police New Jersey Turfgrass Association New York Life Nicolock Northeast Bowie Sales, LLC Northeast STIHL Northeastern Arborist Supply Northern Nurseries, Inc. Partnership for Drug-Free New Jersey Paul Congelosi Trailer Sales, Inc. Peak Equipment Performance Trailers, Inc. Pine Island Turf Nursery, Inc. Powerco, Inc. Precision Work, Inc. Pride Landscape Supply Pro Parts Direct Rohsler’s Allendale Nursery Ronald P. Mondello, Esq. Rte. 1 GPS Rutgers University - OCPE Salomone Redi-Mix, LLC Schoenberg Salt Deicing Division Scirocco Insurance Shuback Farms, Inc. SiteOne Landscape Supply Steven Willand, Inc. Storr Tractor Company SynaTek Solutions Synthetic Lawn & Golf Techo-Bloc Corp. The Terre Company of NJ The Weather Pros Tidbury Creek Farms / Dot Designing T-Mobile Tony Sanchez, LTD Unilock Paving Stones United Ford of NJ United Rentals, Inc. Van Dines Motors, Inc. Wallace Trucking Co., LLC Winter Technologies York Motors, Inc.

News Briefs

A warm welcome to our newest and returning members... Anthony’s Landscaping

Four Season Property Maintenance Lynch Outdoor Services, LLC Peter Sabey Toms River, NJ

Ed Lynch Jersey City, NJ

A Small Green Space, LLC

FS Landscaping

Maplewood Tree Experts

Brian Anthony Landscaping

Glenn’s Landscaping

Miller’s Landscaping

CDS Landscaping

Grounds for Improvement, LLC

National Weather Forecasting, LLC

CKM Estimating & Management, LLC

Henry Yuanshuo

North Grounds Landscaping and Design, LLC

Anthony Molinaro Springfield, NJ Emma Lam Jersey City, NJ

Eric Nasello/John Tuohy Elmwood Park, NJ Charles Ehrmann Wayne, NJ

Chris Mahon Kenilworth, NJ

Clayton Contracting John Clayton Flemington, NJ

Clean Green & In Between Michael Deturo Englewood, NJ

Donald Johnston, LLC Don Johnston Oakland, NJ

Durante Mason & Paving John Durante Elmwood Park, NJ

Fitz Fish Ponds, LLC Judd Mandell Bound Brook, NJ

Paul Kelahan Scotch Plains, NJ Glenn Klein Maplewood, NJ Marty Mulroy Maplewood, NJ

New Brunswick, NJ Student

James Wynbeek Landscaping James Wynbeek North Haledon, NJ

Joe Zuzuro Landscaping Joe Zuzuro South Orange, NJ

Komatsu Northeast Kim Voorhees S. Plainfield, NJ

Kubs Properties, LLC Wayne Kubs Rutherford, NJ

Lifetime Lighting Systems John Carbone Pompton Plains, NJ

Bob McIntosh Maplewood, NJ Keith Miller Maplewood, NJ Dan Ventola Lodi, NJ

Joe Fabijanczuk Clark, NJ

Prendergast Landscape Contractors, Inc. Scott Prendergast Manalapan, NJ

Rick Daddario Landscaping Rick Daddario Maplewood, NJ

RVP Printing

Tom E. Grissom Ramsey, NJ

Sentinel Systems Matt Kidurz Ringwood, NJ

Sweet Briar Lawns, LLC John LaBianca Clark, NJ

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News Briefs

Contractor Focus: Pruned Right! by Andy Longo, Owner of Pruned Right, Nutley, NJ

riting this article has given me a renewed appreciation for the talents and dedication of all those who contribute articles on a consistent basis. I was asked to answer a few questions about why I decided to go into the business, how I feel about licensing / certification, offer some words of advice for someone considering our profession and possible obstacles they might encounter. I would like to try and answer these questions as concisely as possible. My decision 30 years ago to become a professional gardener was not my first career choice, having studied and worked for many years as a professional artist. My love of plants and working in gardens helped put me through art school and became the obvious career choice when my art career slowed. It was never my intention to completely stop painting, but as my gardening client base grew larger so did the time requirements which left little time for anything else. In an effort to focus on more gratifying creative work, I sold the lawn service and chemical applications part of my business over twenty years ago, deciding to offer proper hand pruning and curb appeal enhancement, stressing the use of colorful seasonal planters along with vegetable/herb container gardens. I never regretted this decision, but it is more difficult to find staff who are passionate and knowledgeable about this type of work. Pruned Right is always hiring gardeners, regardless of skill level, but they must possess a true passion for gardening. Certification is a touchy subject, this said I am not certified, but study constantly viewing certification as a decision made for personal growth without the expectation of future monetary gain. Chemical applicators licenses however are extremely important and should continue to be required. Clients need to know that any person applying potentially dangerous products is licensed and insured to do so. I am very proud to say we have been members of the NJLCA and our local Chamber of Commerce for over twenty years. I strongly suggest anyone considering a career in Horticulture join and support the NJLCA, they are there for all of us. This profession will always be competitive and the old saying “quality wins out” was never truer. The “old timers” like me will tell you the same thing. Your honesty, personality and professional knowledge are what a discerning client is looking at when deciding to initially hire and then whether

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to continue using your company’s services, not necessarily your price. It really isn’t more complicated than the “Golden Rule: Treat others as you would like to be treated”. Corny right? But true. It is important to always remember these two things. 1. If you do something great, they will tell a few people. But if you leave them with a problem, they will tell everyone they know and put it online. 2. A good client is difficult to find and worth the extra effort to keep. They expect you to do the work well, but it is the small things that they remember. Return their calls as soon as possible, get to any requests for additional work in a timely fashion, and address problems with understanding and solutions, not excuses or arguments. We try and ask several times a year, “How are we doing? Are there things we could do better?” Hopefully everything is fine and your clients are happy, even so, they will appreciate being asked. This may not work for you, but the names of my clients, their children, house keepers and pets are now in my phone and reviewed before I stop by their property. We have retained some great clients for decades and acquired neighboring accounts because they admired our work. To new people considering this profession - if you are willing to work very hard and be respectful of others (both fellow contractors and clients), there is always room for new talent. Just be yourself, keep up to date on new products and methods and always do the best job you can. Editor’s Note: Andy, you are still an artist! However your medium is now plant material and your pruning shears are your paintbrush. Thank you for your insight into some very valid points about the industry and your many years of friendship to the NJLCA. For more information, visit www.prunedright.com.

News Briefs

Associate Focus: All Service Contractors Equipment

The Terre Company was founded in 1925 and has been owned by the Feury family since 1960. The company originally started as a farm-fertilizer blending company that serviced the New Jersey “Truck Farms” (hence the name “Garden State”) which supplied New York with fresh vegetables and fruit. As the farms developed into residential homes, golf courses, and sports fields, the Terre Company adapted to the changes. In 1979, The Terre Company moved to its current 5 acre facility located in Clifton, New Jersey. This facility allowed the company to service its markets from an ideal location, and provided room for the expansion of product offerings. The company then began to provide a far more extensive line of products to accommodate a more diverse group of customers. In 1987, the nursery division of Terre was established, making The Terre Company a true one stop shop for the turf and landscape market. Terre now services the golf course, landscape, sports field, and garden center market in New Jersey, New York, Connecticut,

Got seed?

and Pennsylvania. Products available include grass seed, fertilizer, chemicals, plant material, mulches, soils, and a host of miscellaneous related products. Brian Feury is the current president of the company and Tom Feury is the Vice President. The Terre Company became a member of the New Jersey Landscape Contractors Association in 1977 and have continued as a member for the past 40 years. They have been involved in the association and hosted many meetings at their Clifton location, including a membership meeting on August 9, 2018. The Terre Company is very excited to announce the next venture they have undertaken. In January 2018, Terre announced that they have merged with another family business, Extech, a building supply company with a product mix including brick, block, pavers (including CST and Anchor), lumber, power tools, waterproofing materials, cement products and everything else a mason or builder might need to complete the job! They will continue to sell landscape supplies including ice melt, seed, fertilizer, turf chemicals, mulch, stone, tools, lighting. Plant material will still be available, but will now need to be pre-ordered in order to make room for all of the exciting new products they will be offering. The Terre Company will have new offices and an improved facility for customers to be able to get in and out faster. They will have additional staff for the new building materials that will be available. We look forward to the next step with The Terre Company and wish them great luck in this new venture. To learn more about them, visit www.terrecompany.com.

Multiple types of stone available

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News Briefs

A world of landscape imagination...

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News Briefs

To see the rest of the photos visit http://bit.ly/NJLCAGala17

Continued on Page 53

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Feature Story

Designing for Profit you want. When buying a desktop computer that includes the computer itself and a monitor or 2, expect to spend approximately $2,000.00-$5,000.00 depending how crazy you get with specifications.

“D

esigning” and “Profit” may be two words that don’t seem to go hand in hand when used in the context of the landscape design/build industry. I am referring to establishing a practice of landscape design that promotes a profitable environment for a landscape design/build company and landscape design-only business. There are many steps you can take to help create this profitable environment: establishing the physical environment in which you work and the tools you use to do this work, how you manage and track the design process, and how you approach the designs themselves. The Environment Having a comfortable, organized and ergonomic workspace is crucial for productive design. Standing desks, for example, are a great way to reduce back strain from the typical “sitting at my desk all day” syndrome. And did you know the optimal viewing distance for any computer monitor is between 25” and 35”? I see too many designers working in environments that work against them and not with them in their efforts to produce their designs. Working in a comfortable and clutter free work space will do wonders for your productivity and overall well-being. For those of you doing computer aided design, using the right hardware for what you are doing is crucial. Utilizing multiple monitors, or at least a 27”- 32” monitor will greatly increase the amount of work you can accomplish by providing more workspace for improved multitasking or running multiple programs simultaneously. If you have the means to invest in the right hardware, do it. Buy more than what you think you need now so your computer can handle what you ask of it now, and in the future. I suggest spending between $1,500.00 and $3,000.00 for a laptop that will do what

38 WINTER | 2017-18

Time Tracking Tracking labor and materials is a standard practice in the landscape industry. But what about tracking design time on projects to ensure you are not losing money before you even sell the job? Tracking design hours is a very important yet under practiced task in our industry. We all have, or should have, at least some basic expectations of how long it should take our crews to do their jobs in the field, but just as important is managing the productivity of your design team. This allows you to accurately price your design fees, allows you to maintain a realistic design schedule, and ensures you are not losing money during the design process. Even though you may be charging your clients for designs, you may be losing money before you even sell the job by spending more design time than estimated, which in turn will extend your design schedule. A beautiful design is impressive and important, but if it takes too long to produce, there is a problem. Keeping time sheets for each project is a great way to track design, modeling, and rendering time. It’s no different than tracking different tasks in the field such as patio excavation time, or irrigation head installation time, or paver laying time. For example, if you work on a project that takes 10 hours to design and 16 hours to 3d model, these times should be tracked separately. Design time, site inventory and analysis time, and client correspondence and consultation time all should go into these calculations for design fees and time. This tracking will help you estimate how long future projects will take, allow you to accurately charge future design fees, and maintain a working design schedule.

Feature Story by Patrick J. DuChene, DuChene Design Solutions, LLC The Design Process As I have had the opportunity to design for, and consult with many landscape companies across the US and Canada, I have learned a lot about how many of them operate very differently, but are all trying to achieve the same goals; selling landscape work, making a profit, making their clients happy, and doing things as efficiently as possible. With this experience, I have come up with some common action items that I suggest all landscape companies try to execute to make the design process as easy and smooth as possible. 1. Maintain a well-organized file system. Computer file organization is crucial for efficient design. The better your computer folders are organized, the faster you and others will be able to access the information. For example, a client folder should contain sub folders such as before photos, scans and surveys, drawings, 3d modeling and possibly takeoff files or estimate files. Having these subfolders will allow you to quickly access files and will save you a lot of time in the long run. 2. Always ask for and make every effort to obtain a survey- this can save you a lot of site measuring time and often needed for the permit process. Let your client know their design fee may be less if they are able to provide a good site survey. Its amazing how they are miraculously able to find them when they know it will save them money! 3. Take accurate measurements of the area to be designed that allows you or your designer to easily prepare a base sheet. Do your site measurements on grid paper to help you make a cleaner and more readable sketch. Poor measurements not only create design and estimating mistakes, they can make designs take longer than expected or estimated. 4. Take more pictures than you think you need. Close-up pictures as well as distant pictures are very important. Don’t cripple your design process because you do not know exactly what you are working with because you didn’t take enough pictures. 5. Get good site elevations so you know what is involved with features like steps, walls, and the terrain. If you are not sure how exact your drawing is in the process, do a good concept drawing and verify this drawing in the field to clear up any possible mistakes prior to finalizing and presenting the drawing to your client. This visit is a good time to possibly show your client, in person, how their design is coming along. They will appreciate this time you offer them.

6. Provide progress proofs to your client. The practice of progress proofs has kept my revision time to approximately 5% of the total design time. Don’t overload your client with too many or they will feel that they are doing all the work and will begin to doubt your confidence in your ability to create a good design. Progress proofs show your client you are working on their project, they allow you to gather productive feedback along the way that will reduce revision time later on, and it shows your client you value their input and that you care that the project is something with which they are comfortable and they will be happy with. Progress proofs also buy you time in case your design schedule is backed up. It is amazing how effective of a pacifier a progress proof can

be for your client when they know you are working on their design. Communication with your client through the design phase is crucial and often sets the tone for them of how the construction phase will play out. 7. Maintain good and constant communication between the design team and sales team. If you have questions of how your design will affect the sales team or construction team, communicate with them. Ask them questions and involve them so you know you are producing a drawing that is sellable, affordable and buildable. 8. Know what your design is costing as you design. Keep a sheet of general pricing of what your services cost. For example, have a sheet that gives you close numbers of what your patios normally cost per square foot, or how much you normally charge to install specific plantings, or even what an average landscape light costs to install. This, of course, is an internal document and not to be shared outside of the office. Pricing by the square foot or linear foot is not the best way to price jobs to recover your costs and overhead and manage your labor and

NJLCA.ORG 39

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material, but a good outline of your services and close square footage and linear footage pricing is a very good way to make sure your design coincides with the budget. Progress proofs should not be sent out until you run quick numbers on what you are designing. The worst thing is to have a client fall in love with a drawing only to find out its way out of their budget. This can be embarrassing to your client and is a great way to scare them away. Once your client goes through this experience, you are at a disadvantage and you will have to now work harder to salvage the relationship and steer the ship back in the right direction. I have heard contractors and consultants tell me that clients will “always find the money”. I don’t believe this, and I wish I knew who decided to coin this phrase. The way the world is today, people are counting every dollar, and many people truly only have a certain amount of money to spend so the best way not to insult them or discourage them is to provide them with a product with which they are comfortable and is within their means. People do not always honestly disclose how much money they are willing to spend until they see what you can offer them. There is nothing wrong with trying to give them a little above and beyond what they requested, but be smart and reasonable about it. I believe in giving someone 10%-20% more than what they asked for in this process. Your client will feel much happier adding things to a project than taking things out of a project. This is a comfortable leap in budget while not scaring them away. Don’t ask “how much do you want to spend” or “what is your budget?” Customers don’t like this and it’s not a great way to extract a budget. Instead, listen to what they ask for, make some suggestions as needed, and tell them that what they just described will cost x amount of dollars. This will set you up for a much more successful attempt of knowing how much

you must work with as you experience either the “deer in headlights” reaction, or one of acceptance of your estimated price of the project. 9. Your design will hopefully be built so plan for this. The following points are not to discourage creativity by any means, but must be considered to make things run as smoothly as possible: a. Source materials from as few vendors as possible to reduce the logistical nightmare that can result in having to “run all over the place” to get materials. Crew members and the production team don’t enjoy this and it is not a good way to make friends with the production team. b. Source materials that your crews are knowledgeable in using. The more your crew works with familiar materials, the more their production efficiency increases. If you want to introduce new materials, try to do it on smaller jobs or do a training using new materials prior to using them on a real job such as at the office with some doughnuts on a Saturday! c. Consider what tasks such as excessive wall block or paver cuts and design form can do to a job. Curvilinear patios can be more labor intensive and expensive as your paver and wall cutting time can increase, more waste will be created which requires purchasing higher percentages of materials to compensate for this waste, etc. d. Plant sizes and materials heavily effect the pricing of jobs. Do not let this fully dictate your design, but keep it in mind as you lay out your preliminary ideas to make sure you are working towards a realistic budget that can be sold and built. Patrick J. DuChene owns DuChene Design Solutions, a landscape design, 3d modeling, animation and consulting company located in Ocean City, MD. DuChene Design Solutions provides design services to landscape contractors across North America. Patrick is a landscape designer who also specializes in consulting landscape contractors and designers with design, estimating and production efficiencies to maximize profits and time management. Patrick’s 25+ years in the industry and experience running multi-million-dollar landscape design/ build divisions has equipped him with the ability to provide dynamic and complete services to his clients. For more information, visit www.duchenedesignsolutions.com.

NJLCA.ORG 41

Feature Story

N.J. Snow Removal Company’s 4 Keys to Commercial Success

here are four keys to running a successful snow removal operation according to David Ross, president of Snowscapes, a commercial snow removal company based in Hackensack, NJ: • Specialize in serving a specific type of customer. Focusing on one particular sector allows your team to fine tune their operations, limiting waste and maximizing profit. • Dedicate yourself and your team to delivering the highest quality service through education, certifications, training and detailed operational plans. • Utilize top quality materials and machinery. Initial cost may be greater, but the loss suffered from inferior products and equipment will prove to be far greater. • Never rest on your laurels. Snowscapes began 30 years ago as a lawn care company. The company added snow removal services in the winter months, but soon began to focus only on snow removal. After providing these services to both commercial and municipal customers, Ross made the decision to focus solely on commercial accounts. “Servicing ‘plow and go’ customers such as single-family homes, small strip malls or fast food chains was a losing proposition,” Ross says. “Year after year, they looked for us to lower their costs. Job quality and lot safety did not appear to be the top priority. Today, our target customers typically have Photo: Snowscapes intricate properties, often with delicate surfaces that need to be treated – sidewalks, loading bays, stairs and wheelchair ramps. And, our clients’ expectations are high. Many of our contracts stipulate that no more than one inch of snow can accumulate at any time, while a few are as low as ½ inch.”

42 WINTER | 2017-18

Snowscapes serves more than 30 accounts in northern New Jersey including several commercial and residential real estate management companies such as Jones Lang LaSalle, Newmark Grubb Knight Frank and Integra Property Management. Now that Snowscapes focuses solely on its snow removal service, much of the summer months are spent training drivers/applicators and doing dry runs. “Because our typical customer has more complex surfaces – not simply large, square parking lots – we believe training helps us do the best job possible in the winter months,” Ross says. “High-traffic, high-liability areas are where the site’s employees and visitors might suffer a fall. It’s also where they might track deicing materials into buildings, damaging the flooring and carpeting.”

Snowscapes personnel use agricultural tractors and utility vehicles equipped with rubber plow blades. Ross says that this equipment, such as Bobcat skid-steers, has longer lifespans than trucks and offers personnel greater flexibility to clear a variety of surfaces. Like many snow removal companies, Snowscapes has switched from granular deicing products to liquid deicers. Formerly, the most commonly used commercial deicers were granular products made from sodium, calcium or magnesium chloride. Each of these materials is hydroscopic, meaning they draw moisture from the atmosphere. Such materials can cause irritation to skin and are damaging to vegetation and waterways. When tracked into a building they leave a white residue that can dull the finish of floors and fade the color of carpets (sodium chloride) or coat floors with an oily, slippery residue that damages wax and urethane finishes (calcium and magne-

Feature Story by Nate Clemmer, Secure Winter Products sium chloride), posing a safety risk to employees and visitors. Each of these chloride-based products has been shown, to differing degrees, to damage concrete. The advantages of liquid deicers in general include the ease of application, reduced residue on carpeting and floors, improved eco-friendliness and cost efficiency. “Ease and speed of application combined with reduced labor, transport and loading costs make using liquids extremely attractive,” says Ross. “Using granular products can be very labor intensive, which can slow the process down, greatly impacting safety in high-traffic pedestrian areas. In many areas, such as stairs, labor has to carry heavy bags spreading material by hand. In larger areas and walkways, push spreaders may be utilized. But liquid applications are far more efficient. Liquid tanks fill very quickly, and today’s liquid application technologies include GPS and flow rate-controlled systems for very precise application rates.” For narrow sidewalks, Snowscapes uses sidewalk specific machinery equipped with spray tanks. For large walks, tank sprayers are attached to utility vehicles, pickup trucks or agricultural tractors, which apply the liquid deicer from a spray nozzle extended from the side of the vehicle while driving parallel to the sidewalk. As for the speed of melt, Ross says, “Most granular products take a minimum of five minutes to achieve an adequate melt, while some liquids take less than two minutes. Some liquids are more effective at lower temperatures than most granular deicers, too. “When we switched to a liquid deicer, we chose one of the leading brands. We were pleased that it provided all the advertised advantages of liquid deicers over granular products, and

we felt that using a liquid enhanced our reputation. But, we’re always looking to improve our company’s processes. So, we kept the door open to finding another effective liquid deicer.” In 2016, Ross learned about liquid deicers based upon formic technology. These deicers quickly and reliably removes thin layers of ice and prevents new snow and ice from accumulating. In fact, the deicers have a speed of melt of about 30 to 50 seconds by reducing the freezing point to temperatures as low as minus 63 degrees Fahrenheit (minus 53 degrees Celsius). Like other liquid deicers and unlike most granular deicers, the formic technology deicers are readily biodegradable, do not contain chlorides that can damage ecosystems and eliminate the sticky, slippery residue on floors and carpets that is common with granular products and some liquids. And, the formic technology deicers have a virtually neutral pH of 7.8, lower than other liquid products that can cause damage to flooring and concrete surfaces. They are safer for pets, plants and metals and provide rapid and reliable results. Snowscapes used the formic technology deicer during approximately 80 percent of the company’s 2016-2017 winter events. “The speed and efficacy of the deicer along with low application labor costs make using it far more advantageous than applying a pellet or flake,” Ross notes. “We achieved greatly reduced application costs per 1,000 sq. ft. compared to applying solids only.” Nate Clemmer is CEO of Secure Winter Products, makers of Entry, a chloride-free de-icing and anti-icing fluid. SynaTek, the local distributor of Entry, will have a booth and make a presentation on Entry at the February 28th NJLCA Trade Show.

Advertiser Index

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The Culture Club - Are you part of it? by Patrick Donovan, Classic Landscaping & NJLCA Safety Committee Chair

ail and I have discussed providing our members and readers with a series of articles entitled, The Culture Club-Are you part of it? The purpose of this article is to persuade company owners and managers to start developing a Safety Culture within your companies. If you already have a safety culture in your operation, great! Please talk to your peers about it and explain the positive benefits thereof. If you do not have one, it is our hope the articles will give you something to think about and start you on a path to creating one. A safety culture is no different from any other lifestyle. It takes time to cultivate and stick with it. Most times, easier said than done. But well worth the effort.

Seriously?!!

that actions such as this present liability exposure to us and our companies. If an astute law enforcement officer should happen to pass by this location and decide to action, this contractor could be opening Pandora’s Box. One has to ask, are my truck credentials in order? Does my driver have a medical card if required? Is my driver correctly licensed to operate this vehicle? How would my truck and trailer hold up to an inspection? I can tell you from my observations, this truck and trailer are going to the impound yard. I can also tell you various other regulatory agencies would be notified as well. How can all of this be avoided? Exercise some good old common sense, park correctly and legally for starters. Do you really want to give the traveling public a bullseye like your trailer to drive into? Can you afford to lose your trailer to a haphazard potential crash? I can also tell you if you park like this, you are surely going to share the liability if your vehicle is struck. Wear a safety vest, put a traffic cone in the roadway and use your four-way flashers. All simple, inexpensive measures to increase your crew safety and reduce your potential liability exposure.

Seriously?!!!

Is this your trailer? I certainly hope not! I can’t help but think when I see a contractor’s trailer parked like this, there is no surprise the grounds industry has the stigma is has, unprofessional! This is a billboard depicting just how unprofessional some industry members are. In all fairness, in any location in this state, or country for that matter, this parking disaster could be the handiwork of a staff member and not a company owner. I happen to know this contractor and he parks like this at almost every stop he makes. Let’s examine this photo and discuss the potential exposures associated with it. • • • • •

The trailer is parked blocking a driveway. Trailer door is approximately 4.5 feet from the curb. Center marker light is missing the lens. The trailer is almost in the middle of the road as seen by the opposing traffic stop line. All trailer tail lights are on the door facing the ground. At some point, we as company owners have to understand

First and foremost, you should be aware the photos I use in the articles I write are taken by me or someone under my direction. None of them are off the internet, YouTube or other media outlets. These are all original, which I think makes them scarier! I am almost speechless over this one. Those of you that know me know I am never speechless, but this one almost gets me there. Unless this truck is being operated within the confines of your yard or at an off-road job site, this is so wrong on so many levels. Since I personally witnessed this truck exit a public roadway and enter a recycling facility, this is nuts! Continued on Page 49

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Feature Story

Snow (ADV)Ice SNOW PLOWING: Change requires Change! Feeling choked by the cost of Insurance Premiums to the point that you question the financial return to Snow Plow? Have you ever thought about what you can do to really protect yourself from Snow Plowing related claims and lawsuits? Want to know the Secret to how other very successful Snow Plow contractors “do it”? I will share with you our “Secret Sauce” in response to these issues. IF you do all of the steps, you will be “guaranteed” the opportunity for a very cost effective and profitable snow plowing operation! WARNING: IF you want to continue doing what your currently doing and not be more profitable, read no further… IF you have decided that you need to change “how you do, what you do” TO BE more profitable, Congratulations! Incorporate ALL the below steps for a very cost effective and profitable Snow Plowing Operation! Incorporating a complete loss control & risk management Snow Plowing procedure: 1. Snow Plowing Agreement / Risk Transfer - 4 provisions of the agreement necessary to protect yourself. a. States what you are responsible for. b. States when your responsibility Starts and Ends c. States when you are NOT responsible d. States Who is responsible when YOU are NOT responsible: “Customer” 2. Property aerial site survey (sample attached)– Survey denotes all instructions, hazards, obstacles and special conditions a. States where to pile the snow, b. where to deice, c. where drains are located to keep clear d. shows any obstacles and special conditions 3. The written survey checklist (sample attached)– requires the contractor to confirm all details and to update with any changes a. Complete checklist b. Confirm with property owner c. All hazards are disclosed to property owner. 4. Subcontractors provide Certificates of Insurance a. Add “Your Company” AND “Your Customer” as Additional Insured b. Sign a Hold Harmless agreement in “Your Company’s” favor

If you are a contractor looking for attention, this is by far one of the best methods I have seen to gain said attention. If and when you think the police are stalking contractors in particular, this has to make you second guess that theory. There are plenty of contractors asking for it. Again, if this is the image the general public sees, there is no wonder why we have the reputation we do. Please think about how you look to the public and how you should be presenting yourself to your audience, which is everyone. From an enforcement standpoint, this is a jackpot! • • • • •

Loading so as to spill Unsecured load Load uncovered Overweight since it is indicated on the dump body as 10,000 pounds No lettering on the side of the vehicle indicating in what town the vehicle is registered and the name of the registered owner.

This is an example of a total disregard for the law and more importantly, common sense. Don’t be this guy! If you are this guy or you have done this, I hope this article provides some level of guidance and steers you in a diffferent direction. Pat Donovan is the owner of Classic Landscaping and is a retired Port Authority of NY/NJ Police Officer. He is also the Chairman of the NJLCA Safety Committee.

Congratulations! By changing “how you do, what you do”, you will have made the decision for a more Efficient, Effective and Profitable Snow Plowing Operation, incorporating ALL of the above steps for a very cost effective and profitable Snow Plowing Operation! Middleton & Company serves its clients with step by step procedures, checklists, survey forms and sample contractual documents making the implementation simple and easy.

NJLCA.ORG 47

Feature Story

Are you an “Off Season” Entrepreneur?

he problem with many landscape businesses is that they don’t work when the owner doesn’t work. That is, the owners of these typically small businesses must be integrally involved in the day-to-day or the business will not sustain itself. If you are a business owner who focuses on the “big picture” issues in your business for only a few months a year in the “off season”, then you are an “off season” entrepreneur. And, as such, you cannot support the growth throughout the year. You don’t water plants ONLY during the seedling phase of growth. Do you? Ok, you may rebut me by saying ‘well we only mow lawns between March and October.’ But, maintaining grass and growing a seedling into a plant, shrub or tree isn’t exactly the same thing either. I guess if you want to maintain your business or desire only very modest improvements each year, then don’t continue reading any further. But, if you want to grow your business, improve its profitability, build a better team, put better systems in place or get more free time back in your life, then continue reading. The problem with “off season” entrepreneurs is when spring arrives they get so busy in their businesses they lose sight of important strategic issues that need some focus yearround if they’re going to grow or improve the business. The remainder of the year, they get “stuck in the weeds” being busy with activity. Don’t confuse activity with accomplishment or busy-ness with business. I am somewhat ineffective in telling landscape business owners emphatically over the telephone (that is hitting them over the head with their own shovel!) that to be more successful in business, you must work “ON” your business not just “IN” your business AND you must do this all year round! If you only focus on working “ON” your business during the

Robert Kiyosaki’s Cashflow Quadrant

48 WINTER | 2017-18

by Jonathan Goldhill, The Goldhill Group

off-season how will you maintain the momentum you created in the spring and summer when you most need it? Activities like strategic planning, tactical marketing, management skills training, systems improvements, technology upgrades, etc. are activities that require year-round focus if you want to build a team that will help run the business/department for you, so you can get some time back for yourself. To illustrate this point to these clients, I recommend people read Robert Kiyosaki’s book Cash Flow Quadrant: Rich Dad’s Guide to Financial Freedom. Kiyosaki, best known for his book Rich Dad, Poor Dad stresses what he calls “financial literacy” as the means to obtaining wealth. He says that life skills are often best learned through experience and that there are important lessons not taught in school. Formal education is primarily for those seeking to be employees or selfemployed individuals. In order to obtain financial freedom, according to Kiyosaki, you must be either a business owner or an investor, generating passive income. Kiyosaki speaks often of what he calls “The Cashflow Quadrant,” a conceptual tool that aims to describe how all the money in the world is earned. Depicted in a diagram, this concept entails four groupings, split with two lines (one vertical and one horizontal). In each of the four groups there is a letter representing a way in which an individual may earn income. The letters are as follows. E: Employee — this person is working for someone else. S: Self-employed or Small business owner — this person owns his own job and is his own boss. B: (Boss) Business owner — this person owns a “system” of making money, rather than a job to make money. I: Investor — this person is spending money in order to receive a larger payout in the future. In what quadrant do you reside? I have met with very few truly Investor quadrant small business owners. But, they do exist among us. Most landscapers are stuck in the “S” quadrant. Some are “B” quadrant

Irr-eplaceable insights We all know that most professional watering systems start underground. But very soon your irrigation system could come out of the ground and soar to heights never imagined. A newly created research project paid for by the USDA and the Daugherty Water for Food/Global Institute at the University of Nebraska will use drones equipped with multispectral and thermal infrared imaging sensors to help improve crop irrigation efficiency. These drones will be sent up at the Eastern Nebraska Research and Extension Center near Mead during the planting season all the way to the harvest season to collect and compile data. They will also test a new concept in which a drone will be used to talk with in-field soil water content and canopy temperature sensors.

Basically, they will be able to collect near real-time crop and soil water content data not currently available, in an economical way, and use the data to create water management plans and directions for newer variable-rate center pivot irrigation systems. Having the newly obtained and complicated level of detail, farmers can respond quickly and more accurately to their soil conditions, while upping crop production and maximizing their water use efficiency. This technology will someday help irrigation systems to run more efficiently and waste little, if any, water. But will it be able to take out the trash for you? Only time will tell. Joe Bolognese is the Office Manager and Construction Administrator for Kindergan Landscaping, LLC. He is a Past Vice President and currently a Director of the NJLCA. He is also Chair of the Education and Landscape Industry Certified Exam Committees. He has over fifteen years experience in the landscape and irrigation supply industry and can be reached at jbolognese@njlca.org.

Feature Story entrepreneurs, who periodically or occasionally get pulled back into the “S” quadrant activities, while some are “B” quadrant only during the off season. To become a “B” or “I” quadrant entrepreneur, you must have that as a vision, set goals to reach that vision, and become accountable to your desired results. So, you will have to{ resist getting busy during busy times. We are always living in uncertain times so feeling uncertain is normal. For example, the economy may be good now for landscapers, but it can change and will change. Managing a good business and making profits during the ups and downs requires regular and periodic reviews of the “landscape” outside our business as well as the current realities inside it. During the recession, this overall feeling of uncertainty among small businesses sent record number of callers to me seeking help, hope and effective strategies to increase sales, profits and free time. And, sadly, some could not afford it. But, they need help just as much when they are making lots of money, and can afford, but feel they don’t need it! I have to laugh at the irony. They are searching for greater confidence and clarity to combat their uncertainty. Many people are unsure of what actions to take, if any. They either feel vulnerable or they feel invincible. They are either trying to tough it out themselves or they feel they have no time to improve. Either way, they are trying to be a lone ranger. While commendable, there is no need to suffer alone. Nothing shows real confidence and strength like being able to ask for some help, support and a different viewpoint. Nothing feels better than having real clarity, a regularly updated game plan and greater confidence and results. Review and update your business plan (or get one!), try to control what you can and make positive adjustments. Stop driving yourself crazy. Stop being reactive to the daily news ... instead, plan your work and work your plan. Stop stressing yourself out over things you cannot control and focus on those things that you can control. Stop focusing on what you don’t want and focus on what you do want. And, stop focusing so much time and energy on the problems and more time and energy on solutions that make sense for your business. But, above all else, don’t be an off-season entrepreneur and don’t go it alone. There are seasoned veterans and business experts that know the landscape and can save you time and money and get you back time and money. Be a ‘year-round’ entrepreneur! And watch your business and life grow! Jonathan Goldhill, Expert Business Coach and Consultant with The Goldhill Group, is a strategic business, marketing and sales coach and consultant to owners, managers and salespeople of growing companies in the green industry. His books include “The Six Silver Bullets to Growing Any Business Fast” and “Sales Accelerator: Strikingly Simple & Effective Strategies for Today’s Marketing”. Visit www.LandscaperCoach.com, www.TheGoldhillGroup.com OR call (818) 716-8826 to learn more.

NJLCA.ORG 49

Feature Story

Managing “The Big Storm”

now and ice management contractors dream of “the big storm”. They often wonder what it’s like to have to deal with an ongoing snowfall. They dream of all the money they will invoice out and how the profits will roll in. Some will give a passing thought to being tired after a few days of pushing the white stuff around on a parking lot. In Erie, PA we get more than our fair share of snow as compared to most of the country. At the lakeshore, the average snowfall for a given winter season is just under 110 inches of snow. A few miles south of the Erie Airport (which is located right by the lakeshore) where there is an increase of 900 feet in elevation, snowfall totals often exceed 250 inches, and once every few years it will exceed 350 inches. This is the norm in Erie. The idea of a snowstorm that shuts down the city or even closes the schools is all but foreign to our market. However, we recently found out that even Erie, PA can get hammered with enough snow to bring the entire area to a standstill. This past Christmas Eve, the forecast was for some lake effect snow in the range of 7 inches, so when it began snowing no-one was overly concerned. Of course, we’ve been here before – numerous times. When we awoke on Christmas Day it wasn’t snowing, so no one gave the snow a 2nd thought. When the snow started up again, there was no concern. I can’t tell you how many Christmas Day storms we’ve seen in Erie during my 45 years living here. About half of the Christmases in Erie result in shortened Christmas dinners for snow contractors who have to go out to work after it begins snowing. By noon is was snowing hard – very hard. Several inches an hour was coming down. The snow was piling up, but the nice thing about it was that it was Christmas Day. Almost every commercial and retail property in Erie was closed for the holiday. As night began to approach, there was two feet of the white stuff on the ground. Not a big deal – we’ve been here before. It’s Erie. We’re accustomed to lake effect snow. By the 11:00 news, things were starting to look a little bleak in the snow department. It was looking like the totals for this storm would approach, and possibly exceed 3 feet. Ok – that’s unusual. Surely it would stop overnight and life would go on. However, upon awakening on December 26th, it became apparent this was going to be unusual. The national news programs were making mention of the 3 foot Christmas Day storm and the fact that some local records were beginning to fall. About lunchtime on December 26th, the City of Erie declared a State of Emergency as the forecasters were now

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talking about totals approaching and exceeding five feet. All retail stores (including “the Mall”) were closed and closures for Wednesday, December 27th were being announced. Local reports were telling us of snow totals 10 miles south of Erie being well under a foot of snow. The local radars showed a band of snow running right along the lake shore, and not moving. These types of snow events usually result in the “band of snow” moving inland and shutting off the snow machine at the lakeshore. Lake Erie was still 80% ice free, thus allowing the cold air moving over the relatively warm water to continue picking up moisture and dumping it along the Lake Erie lakeshore in the form of snow. On the 26th, the surrounding suburbs declared a snow emergency, meaning only 4WD vehicles or vehicles with chains were allowed on the roads. This ended up being a blessing for the snow contractors as they could maneuver around the Erie area without having to play dodge ‘em cars with the idiots who think driving in 5 feet of snow is “cool”. The parking lots were free of cars, thus allowing the snow plowers to fully clear parking lots without having to worry about working around cars and stranded vehicles in those lots. Christmas Day snowfall totaled 34 inches. December 26th snowfall totaled 26.5 inches. The last two days of December 2017 saw another 17+ inches of snow fall on Erie. It continued snowing until New Year’s Eve, with 85 inches of snow accumulating for this holiday week, with 121 inches of snow recorded for December 2017. Make no mistake, the local contractors were getting their fill and were working almost non-stop throughout the event(s). However, it was evident that this particular snowfall could not have come at a better time, from a snow management perspective. It began on a holiday that found almost

Feature Story by John Allin, John Allin Consulting and The Snowfighters Institute every commercial site being closed for the holiday. The city’s declaration essentially forced a 2nd day’s closure of most of the city. Cars were off the roads and the parking lots empty, allowing full clearing of the lots. I can just imagine plowing that kind of snow with cars stuck in parking lots and/or on the roads. What a nightmare that would have been. The Erie area really did roll with the punches Mother Nature was throwing at us. One very telling story was from my neighbor. We met up while snowblowing off our sidewalks two days after Christmas. His family was blessed with a new baby in the fall, and he had to go out to the store that morning to get some baby food. He had moved to Erie this past summer from the Akron area. His comment to me was “How interesting it was (to him) that the grocery stores were not packed, bread was on the shelves, milk was in the coolers and the meat department was fully stocked.” He was really quite taken by this, as he was accustomed to having the stores empty out when a major storm hit his market. Such was not the case in Erie, even though we were in the middle of experiencing record shattering snowfall this holiday season. This was surely a positive testament to the calm demeanor of the masses in Northwest Pennsylvania in the face of catastrophic snowfall.

And, for those who think all this was great for the plowers out there – think again. It was a lot of snow, requiring herculean effort to clear commercial sites. Loaders were stacking and relocating snow for days afterwards. It might seem like a financial godsend to those on the outside, but the truth is that collecting the money come March and/or April will be another nightmare. Property managers and owners will

start playing “let’s make a deal” when the invoices come due, complaining about how much money they got billed for the storm. They’ll want contractors to eat large percentages of the outstanding monies because budgets were exceeded. The snow contractors were ready, willing and they gave up their 2017 holiday to ensure these same property managers, tenants and the general public could get around once the snow stopped pummeling the area. This will put a heck of a damper on the thrill of seeing all that snow and all those records being broken. I used to tell my snow management clients that nobody makes money on snowfalls that exceed a foot at a crack. This Christmas 2017 storm will not be a windfall for the snow contractors – and it could put more than a few out of business. John Allin is a former snow and ice management contractor who now serves the snow industry as a full time consultant and educator dealing with snow and ice management issues. He lives in Erie, PA. John can be reached at john@johnallin.com. Photographs courtesy of John Allin.

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Feature Story

15 Words I Don’t Want to See on Your Website’s Homepage

by Chris Heiler, LandscapeLeadership.com

Force yourself to be more specific in who you are talking to on your homepage. (This starts with fine-tuning your positioning- read www.landscapeleadership.com/blog for more info on positioning).

Doing everything

yperbole losing prospects? The purpose of your company’s website is to convert visitors into sales qualified leads. Everything else is secondary to this objective. With this objective in mind comes this observation: You are leaving millions of dollars on the table because of poor word selection on your website’s homepage. The all-too-common green industry hyperbole splattered across your homepage lacks clarity. It’s unnecessarily confusing your visitors and forcing their squirrel brains to work overtime. So, they leave. Without giving you a dime.

How to speak to your prospect’s squirrel brains

I’ve personally reviewed hundreds of lawn and landscape industry websites over the last eight years as part of our Total Marketing Review. I’ve found that lack of clarity in your messaging is your biggest obstacle to generating more customers directly from your website. It’s not your website’s design, or how it’s organized, or how it’s optimized for search engines. The main problem is how you are talking to your visitors. The solution begins by eliminating unnecessary and harmful words from your homepage.

Using pronouns properly “We will...” “We offer...” “Trust us to...”

Cut the “we” from your homepage. First person lingo is fine in your bios, not on your homepage where you need to speak directly to your prospect’s pain. Minimize the use of “you”. “You” is overused by companies who don’t know exactly who their audience is, so they try to appeal to everybody. Consider these two homepage headlines: “We help you create the landscape of your dreams” “Landscaping services for hospitals and healthcare systems throughout Nashville” Can you guess which one is addressing everyone on the planet?

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Companies who tout themselves as “full-service” do so because they are undifferentiated from their competitors. Full-service says to your prospects, “We do everything.” Which, in your prospect’s mind, translates roughly to, “They do nothing well.” You may very well offer “full-service”, and deliver it with excellence, but that does not mean this attribute should be advertised on your company’s homepage.

Drop the descriptors:

Experienced Custom Dependable Creative Friendly Committed Certified Professional These adjectives do not speak to your prospect’s pain. They describe how great you think you are. Side note: I spotted these nine adjectives on the homepages of just two websites. How many are on yours? You may have important certifications. You may have won prestigious awards. Talk about this elsewhere, not on your homepage. Avoid talking about: Integrity Value Superior customer service Quality These words are meaningless to your prospects because there is no proponent for the opposite position. Think about that carefully. Do you know of any company who stands for “unquality”? Does your competition tout themselves as being “unde-

Feature Story pendable” or offering “inferior customer service”? Is there a landscape that is “not custom”? You are touting traits that are expected.

Wrap up

When you confuse, you lose. And right now, you’re losing millions of dollars in potential revenue because of poor messaging on your homepage. I’m assuming you would like these dollars in your bank account instead. If that’s accurate, schedule a meeting with us and request a Total Marketing Review for your company. We’ll review your website and messaging with objectivity

(then most likely blow it up and rewrite it for you). If you don’t want to talk to us and are cool with leaving a boat load of money on the table then just subscribe to our blog for now :P We’ll deliver our candid insight like this straight to your inbox each week. Chris is the founder and CEO of Landscape Leadership. He has been in the green industry for over 20 years. Aside from leading the team at Landscape Leadership he enjoys speaking at green industry events across the country sharing his insights on marketing and sales. Chris now lives in Austin, TX, a transplant from the midwest and the great state of Michigan.

A world of landscape imagination...continued

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Feature Story

Using Larger Container Sizes in the Landscape by Brian Morris, KubePak

n this age of Amazon Echo and Alexa, same day delivery and Apple Pay, customers crave immediate gratification and plants are no exception. Long ago, bedding plants first became available in hand-made paper wrapped pots. Then they were offered in wooden flats. Along came plastic and the cell pack was born. The 18, 24, and 36 flats were the norm for years. 4” annuals were all the rage in the 80s and 90s. But as Americans embraced gardening as a national pastime, the desire for an instant finished look increased. Homeowners and businesses now want plants in larger formats more than ever. There are many advantages to installing larger size annuals in beds: A landscape that is full has the “wow factor” that can both impress your client and get you referrals. Everyone agrees, “Bigger is Better!” Large beds benefit from larger plants to look proPhoto courtesy of Kindergan Landscaping, LLC portionate and to scale. Larger pots typically have more plants per pot than single cell packs. Finally, using larger pots means less pots to gather up at the Larger containers are vital for those last-minute jobs in late end of the installation and less plastic to recycle. May, when smaller sizes may no longer be available. Many Kube Pak offers 804 Kubes, 4.25 Proven Winners at 10 per growers offer a summer program with larger sizes. Kube flat, 4.5” premium annuals at 10 per flat, 5.25” pots at 8 per Pak produces extra-large combination planters that can be flat, 9” perennials, and 10” hanging baskets. They also have dropped into existing planters. Nothing is more inviting than ready-to-go Jersey Shore and Proven Winner Combo planters a pair of nice mixed planters gracing an entrance. in 8”, 12”, and 14”. There is no waiting for the plants to “take off ”. Larger plants We hope 2018 will be a successful year for the landscape are less prone to moisture stress as they are getting established. trade. Remember, Bigger is Better! Installing larger plants means less digging and reduced laBrian Morris received education at the University of Kenbor costs. A larger plant covers more square footage than those tucky, and has been in the greenhouse, urban landscape, and from cell packs and will fill in quicker. Beds that are full will public horticulture aspects of the business since 1986 and has keep the soil shaded, cooler and will require less water. been with Kube Pak since 2015. For more information, visit www.kubepak.com.

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