SYNKD South Winter 2023/24 by SYNKD—Landscape design, build and maintain all on the same page

THE LANDSCAPE Farley Pool Designs | SUCCESS BEYOND THE DESIGN Elizabeth Przygoda

Landsculpture | COMMUNICATION THROUGH VISUALIZATION Groff Landscape Design | LAYERING

PLANNING FOR SUCCESS | INSIDE Grow & Company | NOT JUST A CLIENT Complete

2023/24 Winter

$9.99 USD

SOUTH

DESIGN, BUILD & MAINTAIN Where Landscape

Are All Under One Roof

FEBRUARY 13–15, 2024 | GAS SOUTH CONVENTION CENTER | ATLANTA, GEORGIA

MORE EVENT DETAILS INSIDE ON PAGE 20 OR VISIT OUR WEBSITE WWW.SYNKDLIVE.COM.

INTRODUCING

QUICKLOCK

™

STEEL EDGING U.S. Pat. No. 11,712,007

Interlocking Ends Save Time V-Shaped Stakes Stay Secure & Hidden Patented Modern Design

FROM THE EDITOR H

ey there, landscape innovators, We hope this letter finds you well and busy in a good way!

We’re absolutely stoked to welcome you to the latest edition of our publication designed exclusively for the Design + Build + Maintain sectors of our fabulous landscape industry. Before we dive into all the juicy industry insights, we’ve got some exciting news to share. Get ready for a FUN-tastic event coming up that’s going to blow your gardening gloves and hard hats off! Mark your calendars because you won’t want to miss it. SYNKD Live in Atlanta, Georgia, will be February 13–15, 2024. We have a

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rockstar line-up of speakers, sustainable discussion topics and game-changing products and services. This event will have momentum to drive our industry UP and to lead the way to doing everything BETTER. Check out the details on page 20 and visit our website www.synkdlive.com for more information. Not only do we have our second SYNKD Live in 2024, but we are also expanding to the Midwest region (our third region). We can’t wait to see our community expand and flourish. Get in touch to share a project in this region. And here’s a little sneak peek for the environmentally conscious among us: By

the middle of 2024, we’ll be rolling out a more sustainable mailing envelope. (It was supposed to be ready for this issue but technical problems have delayed the launch of this environmentally friendly alternative to our degradable polybag.) So, get ready to be inspired, informed and involved in the landscape industry’s most exciting journey with this issue’s topic of “Plan For Success.” Cheers to a fantastic year ahead filled with growth, sustainability and loving every minute of it. Yours in all things landscaping,

-Angelique

SYNKD South Winter 2023/24

synkd | our community

our community 08 10 12 15

inspirational works

News Industry News & Dates to Save Q+A How are you planning for success in 2024? Industry Leader Chase Mullin

Industry Leader Nick Carlson

INSIDE GROW & CO.

22 24 26 28

Not Just a Client Complete Landsculpture Dallas, Texas

Mini Interviews Fun questions from our audience

Communication Through Visualization Groff Landscape Design Arligton, Virginia

The Entrepreneurial Itch Deborah Cole Deborah Cole Connections

Blueprint for Success Dr. Damon Abdi LSU Ag Center

FEATURE LAYERING THE LANDSCAPE

Crafting Experimental Landscapes Angelica & Matt Norton Open Envelope Studio

How Mike Farley, Owner of Farley Pool Designs, Optimizes a Residential Space.

For Latest Content, To View Digital Issues & To Find Out About Upcoming Events, Visit www.synkd.io Follow Us On These Social Media Platforms: @synkd.landscape SOUTH 4 September|October 2022

@synkd_landscape

@synkd-landscape

@SYNKD On Air www.synkd.io

WINTER 2023/24 synkd | our community

VOLUME 2 | ISSUE 1 PLANNING FOR SUCCESS

raise the bar

323 Polk Street Lafayette, Louisiana 70501 OWNER

Angelique Robb

angelique@synkd.io (337) 852–6318

Lighting the Oak Making the Most of a Single Landscape Element

ADVERTISING

Tiffany o’Kelley

tiffany@synkd.io (817) 832–5478 GRAPHIC DESIGNER

Caitlyn Wallace

caitlyn@synkd.io SUBEDITOR

Erin Z. Bass WRITERS

64 67

Laura Lee |pg 12 Jenna Patrick |pgs 15, 17, 37, 43 Mary Kate Carson |pg 31 Strategic Subcontractor Partnerships Bill Artley TruGreen Commercial Drones At Your Service Andrew J. Kobza Professional Drone Services

FEATURE SUCCESS BEYOND THE DESIGN Elizabeth Przygoda explains how to unlock profit potential in ourdoor furnishings.

53 56 59

Maintain Gear, Boost Profits Bret Kasubke United Rentals Finishing Strong Jay Worth SingleOps Trimming the Excess Matthew Green Green’s Lawncare & Property Services

CONTRIBUTORS

Deborah Cole |pgs 24 Damon Abdi |pg 26 Angelica & Matt Norton |pg 28 Elizabeth Przygoda |pg 45 Bret Kasubke |pg 53 Jay Worth |pg 56 Matthew Green |pg 59 Bill Artley |pg 64 Andrew J. Kobza |pg 67 PRINTED BY Sheridan www.sheridan.com Published by ©SYNKD SYNKD is published four times a year and distributed to 5,000 qualified members of the green industry. Postmaster: Send address changes to 323 Polk St., Lafayette, LA 70501. SYNKD verifies information as much as possible. The views expressed by editorial contributors and the products advertised herein are not necessarily endorsements of the publishers. Reproduction of any part of this magazine is strictly forbidden.

Next Issue: SYNKD Spring 2024 The Green Issue Contact Angelique Robb at angelique@synkd.io for more information on how you and your company can be featured in upcoming issues. www.synkd.io

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INSIDE OUR COMMUNITY PAGE 8 Industry News | PAGE 10 Q+A | PAGE 12 Industry Leader: Chase Mullin | PAGE 15 Industry Leader: Nick Carlson |PAGE 17 Inside Grow &

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SOUTH

INDUSTRY NEWS

MARK YOUR CALENDARS 2024 INDUSTRY EVENTS Events you don’t want to miss this year

JANURARY

NALP LEADERSHIP FORUM

2024

Mita in Litibu, Nayarit, Mexico

17–20 Location: Conrad Punta de

www.landscapeprofessionals.org/leadersforum

FEBRUARY

13–15 2024

SYNKD LIVE Location: Gas South Convention Center in Atlanta, Georgia www.synkdlive.com

LIGHTING DESIGN WITH VECTORWORKS

ectorworks Inc. has announced the 2023 Design Scholarship winners, recognizing 21 talented students from various countries. The prestigious Richard Diehl Award was granted to Brenda Vaca Michan for her outstanding lighting design project titled “Venus.” This project, designed with Vectorworks Spotlight software, showcased her ability to create diverse lighting plots for a complex theatrical production, while maintaining a cohesive look. The scholarship competition received more than 1,000 submissions across architecture, interior design, landscape and entertainment industries.

The winners represent a global pool of talent, hailing from Canada, Denmark, France, Germany, Japan, the Netherlands, Poland, Turkey, Switzerland, the United Kingdom and the United States. Their projects were evaluated by an expert panel of judges based on design, technology, originality, presentation and writing. vectorworks.net/education

SYNKD ON AIR AIRS ITS THIRD SEASON IN THE NEW YEAR

YNKD is excited to announce the third season of the podcast SYNKD On Air. The first episode of the third season will be broadcasted live on Turfs Up Radio January 1, 2024, at 11 a.m. EST. If you miss the live podcast, don’t worry, you can stream SYNKD On Air wherever you stream your podcast.

SYNKD ON AIR SEASON 2 EP. 5 THE LANDSCAPE MARKETERS BOOT CAMP

Jenna Richardson & Kelly Dowell

EP. 6 COLLEAUGE STAFFING: DALLAS’ PREMIER LANDSCAPING STA...

Dayany Peredo

EP. 7 PIZZO NURSERY: PIONEERS IN NATIVE PLANT SUPPLY

Mandy Leifheit

EP. 8 THE IMPORTANCE OF COLLABORATION BETWEEN LANDSCAPE...

Peter Caldwell

EP. 9 KNOW YOUR NUMBERS WITH SYNKEDUP

Weston Zimmerman

EP. 10 INDUSTRY INNOVATION & ADOPTION CHALLENGES

Robyn Schmitz

EP. 11 PRIORITIZINE WHAT YOUR EMPLOYEES NEED CAN TRANSFOR...

Matthew Green

WANT TO BE FEATURED ON THE SYNKD ON AIR PODCAST?

EP. 12 MERGERS & ACQUISITIONS ARE THE MAIN GROWTH FOR SAL...

Marvin Salcido

EP. 13 PODROW AT SYNKD LIVE 2023. SEE WHAT’S COMING UP FOR...

Naylor Taliaferro

Scan the QR code to fill out a quick form. You can submit your information or nominate a guest.

EP. 14 SUSTAINABILITY IN DESIGN + BUILD + MAINTAIN & CREATING...

Frank Mariani

EP. 15 EVEN COACHES NEED COACHING

Jeffrey Scott

EP. 16 AN INFLUENCER IN THE LANDSCAPE INDUSTRY—& AT SYNKD LIVE

Keith Kalfas

EP. 17 10 YEARS OF TECHNOLOGY PROGRESS IN 18 MONTHS

Kevin Battisoni

Make sure to subscribe by visiting our website www.synkd.io/podcast-synkd.

SYNKD South Winter 2023/24

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EQUIP EXPO & HNA MARIANI GAINS MOUNTAINS BREAK RECORDS

quip Exposition, the trade show for the landscape, outdoor living and outdoor power equipment industry, saw record-breaking attendance and exhibit space sales at its 2023 event held in Louisville, Kentucky. The trade show expanded its footprint at the Kentucky Exposition Center, even adding the west wing to accommodate space demands. With co-location partner Hardscape North America, Equip Expo occupied multiple halls of the venue and provided outdoor demo space for testing equipment. The event brought together over 27,000 registered attendees from all 50 U.S. states and 46 countries. Landscape contractor registrations increased by 20 percent, and dealer participation was up by five percent. Plans for 2024 include exciting additions such as a welcome reception at Churchill Downs and an arena concert at the KFC Yum! Center in downtown Louisville. The event organizers are committed to enhancing the user experience and responding to industry needs. Registration for the 2024 show is now open at an early bird price of $25 per person. HNA Winners The HNA Awards celebrated exceptional hardscape projects in the U.S. and Canada, featuring a record-breaking 219 entries. Winners and honorable mentions in 18 hardscape categories were honored during the awards ceremony held on October 19. Detailed information about the winning entries can be found on the official website. First Place: Pavers by Porter, sponsored by Outdoor Living Supply Second Place: Mike Darling Construction, sponsored by Belgard - APG New England Third Place: Epic Pavers, sponsored by Texas Regional Installer Championship Fourth Place: Clearwater Summit Group, sponsored by Mutual Materials

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ariani Premier Group, a national platform supporting top landscaping companies, has announced its acquisition of Colorado-based Rocky Mountain Custom Landscapes. This marks the 16th company acquired by Mariani as part of its national expansion strategy. Rocky Mountain Custom Landscapes, founded in 2000, serves private residences and commercial businesses in Vail, Denver and Aspen. The company offers landscaping services such as design, installation, maintenance, water features and fencing. Mariani Premier Group Chairman Frank Mariani expressed excitement about this addition, emphasizing the enrichment gained from Rocky Mountain Custom

Landscapes’ expertise. Companies joining Mariani Premier Group retain their local branding while benefiting from national support and tools, ensuring greater success. Rocky Mountain Custom Landscapes’ President Bobby Head looks forward to enhanced client services and accelerated growth within this family of landscaping companies.

SCAN THE QR TO READ MORE ABOUT THIS STORY

JOSHUA TREE EXPERTS ARE EXPANDING

oshua Tree Experts is expanding in the Pittsburgh, Pennsylvania, area with a father-and-son franchisee team Seth and Caleb Hill, set to open two territories on March 1, 2024. Caleb’s interest in franchising with Joshua Tree Experts developed while serving in Iraq, where he discussed the opportunity with the director of franchise development. Seth, with over 20 years of manufacturing engineering experience, saw it as a chance to create a

generational family business and improve work/life balance. The franchise offered them guidance and support, making their dream of business ownership a reality. Joshua Tree Experts, known for tree maintenance, lawn care and pest control, sees growth potential in various markets, including New Hampshire, Massachusetts, Connecticut, Delaware, Georgia, New Jersey and Pennsylvania. 1851franchise.com/joshuatreeexperts/info

SYNKD South Winter 2023/24 9

LeAnn Ostheimer Chief Operating Officer, Lifescapes Colorado Denver, Colorado

Frank Mariani Founder & Chairman, Mariani Premier Group

Are we focusing on the right things? I think it’s good that we are talking about the labor situation and sustainability, but yeah, sometimes we need to see the forest through the trees. I do think we need to think bigger about climate change. We could also think bigger about diversity and inclusion. Can we triple this population of women in our industry? I want to see us try.

I like to challenge our designers and landscape architects to design differently. I love grass, but there are times when other solutions, like gravel, are better for the environment and the aesthetics … I never want people to be able to pick out a ‘Mariani’ landscape job—I want them to just be blown away by the creativity and workmanship.

Lake Bluff, Illinois

WHAT DO YOU THINK THE INDUSTRY NEEDS TO DO IN 2024?

SYNKD South Winter 2023/24

Mike Bogan CEO, LandCare San Diego, California

In 2024, our goal is to continue our improvement, growth and expansion by building strong teams and taking advantage of the disruption M&A is causing in our industry. Our team members are united in our aspiration to build a company with strong core values, an employee centric culture and constancy of purpose, characteristics increasingly hard to find as our industry evolves. We will continue to welcome like-minded companies to join LandCare, as well as landscape professionals who find the buy & build platforms to be in conflict with their professional objectives.

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CHASING THE DREAM Industry Leader | How Chase Mullin Went from Startup to $21.7 Million in Revenue

nyone in New Orleans can tell you where they were when Hurricane Katrina hit. Chase Mullin was in college at the University of New Orleans (UNO), studying exercise physiology. Due to damage from the storm, UNO closed for an extended period of time. During that small window of time, Chase’s career path turned in a completely new direction. A family friend of Chase’s, who was a recently licensed landscape architect doing design work and installations, was completely overwhelmed with work in the Lakeside neighborhood of New Orleans, where flood waters breached the levee and rose nine to 10 feet.

CHASE MULLIN, FOUNDER & PRESIDENT OF MULLIN

12 SYNKD South Winter 2023/24

“She asked me if I could gather some guys and help her,” Chase recalls. “I had spent summers in high school working construction. Not being afraid of hard work, my answer was yes.” Shortly after doing the installation work for his friend, he ran into an older man at a gas

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station who got his attention. “I noticed a landscaping logo on his shirt, and I struck up a conversation,” Chase recalls. The man was Foster Henderson, a seasoned horticulturist with his own landscaping business. Chase ended up going to work for him the next day. “He started bringing me to garden centers, on sales calls, to nurseries,” says Chase. “Even though I was just 21 years old, he saw something in me.” In 2006, while working hard to clean up New Orleans, Chase fell in love with the landscaping industry. When UNO reopened, he decided not to return to college, instead teaching himself everything he could about the landscaping business. “It was really gratifying to finish a project, and our work wasn’t just stagnant—it grew and changed,” Chase says. “I realized these clients would need us coming back, not like in construction when you install flooring and you’re done.” Chase had always liked the idea of working for himself. His own father had his own small commercial real estate firm. So, at 22 years old in 2007, he launched Mullin. He started out on his own with the vision of growing to one maintenance and one installation crew, and partnered up with an established local landscape architect. He followed firms he admired, even traveling to observe Grunder Landscaping in Ohio, and modeled his business after theirs.

Business went well for years, until Mullin hit a plateau. “About eight years ago, I just felt we weren’t where we needed to be,” he says. “Some of our processes were outdated. We needed to be more team led. I felt tapped out.”

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synkd | our community

Chase remembers how much work it took to reach that $1 million in revenue mark and realized reaching the milestone of $10 million or $20 million would be exponentially harder. “I wanted to grow, but I had to determine if we should expand markets or offer more services in the market we were in,” he says. MULLIN LANDSCAPE TEAM

Chase hired Envisor Consulting out of Atlanta to help him reach the next level. They identified that the company was in the adolescence phase. “You know, where you’re not comfortable in your skin and maybe you’ve grown a little taller than you’re coordinated for,” Chase says laughingly. So, Mullin built new processes and created a strong leadership team and more employee buy-in. They implemented Envisor’s “start clean, finish clean” system that yielded better results, higher client satisfaction and less unexpected stress on the team. They better defined their customer and expanded their commercial maintenance operations, giving them the same white-glove service they had become known for by their residential clients. “Our commercial clients expect more from us and get more from us,” Chase says. “We enable them to spend time focusing on their actual jobs and not worrying about the landscaping on their property.” and not worry about the landscaping on their property.”

Today, Mullin has approximately 200 employees in St. Rose, just outside of New Orleans, as well as 25 employees out of their new branch office in Baton Rouge. To keep everyone all on the same page, Chase says they rely on software like Slack, Trello and Aspire. In 2022, Mullin exceeded the $20 million mark—reporting $21.7 million in revenue. Mullin’s clients range from historic mansions and upscale homes in New Orleans to prominent businesses and organizations like Hotel Saint Vincent, Oak Alley Plantation, New Orleans Museum of Art, Amazon and the Aquarium of the Americas. Mullin has raked in numerous awards from the National Association of Landscape Professionals, as well as been named one of Inc. magazine’s “Best Workplaces in 2019” and “Top Places to Work” in the New Orleans Times Picayune in 2017–2021.

Chase is proud to be a top employer in the industry and hopes to attract more workers to the profession. He says he hopes more young people will consider landscaping as a career option. “A lot of kids aren’t cut out for college and can come directly into the workplace and skip the student loans they don’t need,” he says.

We need to show them the opportunity this industry presents. It’s a multi-billiondollar industry. Hope for the Future Chase also hopes the United States can figure out its H2-B labor issues. “There’s so much available labor south of the border,” he says. “They’re happy to work and pay taxes, and I can speak for the industry by saying we need them. We can give them careers and make such a big change in their lives. It’s a win-win.”

GET IN TOUCH WITH

Chase Mullin

Founder & CEO of Mullin Phone: (504) 275–6617 Email: info@mullinlandscape.com www.mullinlandscape.com

14 SYNKD South Winter 2023/24

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NO MORE CHASING

From scooping ice cream to starting his first business maintaining lawns at age 15, to racing cars and founding Dawson Manufacturing in 2016, Nick has worked hard to afford more than boxed mac and cheese dinners for himself. Through his NASCAR career, Nick picked up fabrication and other automotive maintenance skills

CHECKERED FLAGS Industry Leader | Nick Carlson’s Take on Perseverance & Entrepreneurship

his is not the first time the name Nick Carlson has appeared in our magazine. In the fall, SYNKD highlighted Nick’s flagship invention, Mulch Mate, a revolutionary truck or trailer attachment designed to mechanically unload material like mulch, gravel and compost directly into wheelbarrows, saving landscapers time on the job and protecting employees from the risk of heat-related illnesses, compounded by the act of performing strenuous labor inside a metal box. Now, we want to explore the story behind Nick, an ingenious product developer and entrepreneur whose claim to fame is his propensity to do what’s right.

I have this love to give, a love to encourage & put positivity & gratitude first.

that he applied when fixing machinery for his lawn care business. According to Nick, these escapades introduced one of his greatest assets as an entrepreneur: his ability to tackle problems head-on without being held back by fear. “What I tell people is, if you’re feeling pain, anxiety or nervousness, that is your world, your body, telling you, ‘Hey, there’s a problem here, don’t ignore it,’” Nick says. “My fear of failure, my fear of the bottom, has led to many years of trial and error.” Today, Nick takes pride in cultivating relationships with his customers, leaving

Watching Nick speak at trade shows and conferences, it’s bewildering to think that this magnetic character was once a homeless second-grader sleeping under a stairwell. “I tend to be obsessive about things, and part of that is from my experience coming from nothing,” Nick says. “I know what the bottom looks like. I’ve swam with those fish, and it’s ugly. It’s not something I ever want to do again, and it’s not something I want anybody else to experience.”

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NICK CARLSON, FOUNDER & CEO OF MULCH MATE

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synkd | our community

the door open to honest criticism even when it’s hard to take. During our conversation, he told a story about a Mulch Mate skeptic who vehemently opposed Nick, saying he was cocky and a no-good snake oil salesman. Nick calmly sat the man down and asked to hear all his complaints. At the end of the conversation, Nick says he went line by line explaining that the newer versions of his products addressed every annoyance mentioned besides those merely requiring an operational change, like only filling the bed to a certain height. Nick showed the man he was taking this feedback seriously and working toward the best version of his product possible. Just like that, the man came around. “I think when most people come up with an idea they love, they get too bogged down with this vision of standing on the podium with their win,” Nick says. “They lose track of the beauty of the journey. I tell everybody that there is no checkered flag in life. The checkered flag is death. All we have are checkpoints. I treat this business and this life in a very different manner. A lot of people want to be an influencer and want to talk about landscaping.”

I want to talk about mindset. I want to talk about humans. I want to talk about how you tackle everyday issues & look at things from a different angle. While Nick keeps a running list of goals for the future, like creating a sandbag dispensing attachment for Mulch Mate users to add on in disaster relief situations or starting a podcast, he also pays close attention to the little inconveniences that hold people back in the

16 SYNKD South Winter 2023/24

present. In his facility, Nick installed lighting that automatically turns on and off when needed to make it easier to close up for the night, added doors with motion detectors that open when someone approaches to avoid fumbles with packages and took the latches off of other doors so that team members riding segways or one-wheels can move effortlessly through the building. “I’m trying to bring that automation to the landscaper, reducing the amount of thinking you have to do so we can just focus on the task at hand,” Nick says. “Our mental capacity, our bandwidth in this world, is already stretched so thin with our personal lives, the media, the economy and a pandemic. It’s all too much as it is.” Whether it be Kart Mate, a zero-turn cart that mounts to the front of a lawnmower; Snow Mate, a snow plow attachment also for a lawnmower; or Mulch Mate, what Nick describes as, “the Rolls-Royce of bulk material dispensing,” Nick’s products could be a glimpse into a drastically simplified and more efficient future for the landscaping industry paved by honesty and dedication.

his father, moved into their double-wide trailer home, Nick made it beautiful by landscaping with materials he found in the woods or free piles around town. When Nick’s dyslexia caused him to procrastinate finishing the book he says changed his life, The E-Myth Landscape Contractor by Micheal E. Gerber, he went to the junkyard, found a CD head unit and saved up every cent he could to buy the book in CD form from Walmart. Obstacles like money, or the lack of it, have never kept Nick from making the best of a situation and innovating. Nick’s story calls into question how entrepreneurs measure success when there is no endpoint. What could the landscaping industry look like for future generations if everyone awoke each day intending to improve their practice and help their community grow little by little?

GET IN TOUCH WITH

Nick Carlson

Founder & CEO of Mulch Mate Phone: (888) 776–8524 Email: nick@mulchmateusa.com mulchmateusa.com

In third grade, when Nick and his best friend,

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ON THE SHOULDERS OF

Giants C

onsultation, design, installation, maintenance: For residential landscapes, Grow & Co. Landscaping in Houston, Texas, does it all. The results are both stunningly beautiful and sustainable. For that, owners Kyle and Susannah Cahill thank the highly skilled team they assembled through unconventional means. The story of Grow & Co. began at a turning point in Kyle’s life. After nearly 10 years of learning and developing alongside the first landscaping company to employ him post-graduation from Texas A&M, Southern Botanical, Kyle decided to listen to the little voice inside telling him to give entrepreneurship a try.

Kyle Cahill

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Inside Grow & Co.

Kyle Cahill Recounts Growing a Business Through Acquisition

At some point, I said, ‘You know what, it’s now or never.’ “My wife was very supportive, and we did it. Like most stories you hear, it was a very low-budget situation, just getting out there and doing it, hiring one person at a time, buying the first truck and trailer. For a long time, I never would have thought of myself as an entrepreneur. I was more of an intrapreneur: someone able to find satisfaction and fulfillment under someone else’s leadership. Once I had a taste of it though, I knew business ownership was for me,” Kyle explains. Overnight, Kyle went from leading a company division bringing in roughly $15 million in revenue to patching together a

business out of his own home. Undeterred by his shoestring budget, Kyle went door to door, and 18 months in, he raked in $300,000—an impressive number for what was more or less a one-man show. As his business germinated, the neighbors, initially eager to back Kyle’s endeavors, grew tired of waking to the sound of diesel trucks early in the morning. It was time for a change. Kyle asked his nursery contact if they knew of anyone with a piece of land to rent. At the time, he was merely looking for a cheap parking spot, but he was given the contact information for two men, Danny McNair and Robert Glauser, looking to retire and sell their company after decades of work in the area. “I just did not see how that was going to be feasible financially for me to make this happen,” Kyle recalls. “They were substantially bigger, and I didn’t think it would work out. But, after a little bit more encouragement from my neighbors to get

SYNKD South Winter 2023/24 17

synkd | our community

out of there, I cold-called them to introduce myself in December of 2017. After a full year and six months passed, in June of 2018, we had worked through a deal. I acquired their company, their client list and hired their employees.” Just like that, Grow & Co. transformed from a three-man operation to an employer of 25 experienced individuals and a whole new book of business. “We moved in together before we got married,” Kyle says. “I always like to give that analogy when I talk about the time we were working through the deal and operating from their location. We wanted to see if it would work, and I could not be more pleased with how that went—just wonderful guys and wonderful employees.”

Before signing the papers with his wife, Kyle

knew in his gut that acquiring this business was a wise decision. The sellers showed more interest in ensuring that their clients and employees were cared for than they ever did in the sale price. Kyle sensed they ran the company exceptionally ethically for 30 years and set forth to do the same. During the process, Kyle observed how Danny and Robert priced out jobs. Rather than basing their earnings on a contract, they looked at two factors: time and materials. Although uncommon, Kyle believes that adopting this system was key to the success of his business today. “You know, I’ve said in the past that this model may hinder our growth,” Kyle remarks. “That doesn’t matter to me, because I see that we can make the profitability, the gross, the net margins that we need to make to pay our people well and put a quality product out there. It also allows us to be flexible and transparent with our clients. At this point, it has not hindered anything.” Since the first acquisition, Grow & Co. has obtained two additional companies, including an irrigation firm, and is looking to bring more specialized talent in-house through acquisitions very soon. Bolstering and expanding a business through acquisition has

been a remarkably beneficial strategy for Kyle and his team. Even so, Kyle recognizes there is a right way and a wrong way to go about it. “No matter what, if the deal isn’t a win-win for both parties, you just have to walk away from it,” he says. “I know it can be enticing, but it’s not worth it. Being disciplined in that mindset is hard because, with entrepreneurs, there is a desire to say, ‘Let’s do this.’ It has certainly been an exercise in restraint for me as I evolved as a business owner.” Sir Isaac Newton once said, “If I have seen further, it is by standing on the shoulders of giants.” Kyle’s journey is a reminder that, in this industry, we are never alone. Networking is one technique to jumpstart and maintain an ethical business, and, as Kyle has demonstrated, acquisition—integrating with accomplished tradespeople and their satisfied clientele—can be another.

GET IN TOUCH WITH

Kyle Cahill

Founder & Horticulturist for Grow & Co. Phone: (713) 781–3841 Email: kyle@growandcotexas.com growandcotexas.com

18 SYNKD South Winter 2023/24

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WHEN:

WHERE:

FEBRUARY 13-15, 2024

GAS SOUTH CONVENTION CENTER IN ATLANTA, GEORGIA

KEYNOTE SPEAKERS Join us at SYNKD Live 2024 for an inspiring experience with powerhouse keynote speakers: Keith Kalfas, renowned Youtuber and owner of Kalfas Services, and the captivating Professional Speaker Roy Heintz. Don’t miss the opportunity to gain valuable insights and motivation from these industry leaders!

MAIN STAGE Panel 1: Landscapes of Tomorrow–A Connected Future Panel 2: The Power of Associations Panel 3: Pioneering Sustainable Landscapes & True Costs The Ultimate Succession Plan with Jeffrey Scott, Jeffrey Scott Consulting Panel 4: Battery vs. Gas–Opportunities & Challenges Weighed Up Panel 5: Diversity, Equality, & Inclusion (DEI) to Drive Business Success Robotic Mowers: Challenge the Expert with Joe Langton, CEO of The Langton Group Panel 6: Quality Over Quanity Four Ways to Close More Jobs with Weston Zimmerman, Co-Founder of SynkdUp

BUSINESS BUZZ Adopting Innovative Solutions with Robyn Schmitz, Owner of HighPrairie Landscape Group Mergers & Acquisitions for Growth with Marvin Salcido, CEO of Salcido Home Solutions Change for the Better with Jay Worth, Marketing Manager for SingleOps Emotional Intelligence: What Leaders Need to Know with Pam Dooley, Owner of Plants Creative Manage Your Company Culture with Matthew Green, Owner of Green’s Lawncare & Property Services Giving Your Team a Voice with Claire Goldman, Principal at R&R Landscaping

DARE TO DEMO Exhibitors that are giving demonstrations on their products/services: Jon Aguilar, JTA Stoneworks& Erik Nelson, Buzon Pedestals

TECH TALKS Darwin Perennials with Seth Reed *What’s Possible with Roof Decks with Jon Aguilar, Owner of JTA Stoneworks Change for the Better with Jay Worth, Marketing Manager for SingleOps Water: The Next Gold–Upsell Opportunities with Kevin Battistoni, National Customer Experience for Hunter Industries Say No to One Year Warranty Trees with Wei Zhang, Co-Founder of Tree Diaper Think Like a Client, Design Like a Pro with Michael Bernier, Owner of Michael Bernier Designs What’s Possible with Drystone with Jon Aguilar, Owner of JTA Stoneworks

FIRESIDE CHATS Speakers who will be giving Fireside Chats: Dr. Damon Abdi & Michael Bernier

VISIT OUR WEBSITE WWW.SYNKDLIVE.COM FOR MORE INFORMATION

THE SPEAKERS |

INTRODUCING THE SPEAKER LINE UP FOR SYNKD LIVE 2024 EVENT

Greyson Walldorf

Austyn Roth

Charles Darby

Michael Bernier

Kevin Battistoni

Richard Ogawa

Jay Worth

Dr. Damon Abdi

Peter Caldwell

Mary Kay Woodworth

Jane Beggs-Joles

Jason Core

Carita Koen

Jamie Rosenthal

Wei Zhang

Robyn Schmitz

Flor Espinoza

Kona Gray

Claire Goldman

Pam Dooley

Frank Mariani

Weston Zimmerman

Marvin Salcido

Jeffrey Scott

Tommy Aiello

Jon Aguilar

Joe Langton

Matthew Green

Jim McCutcheon

ON SYNKD AWARDS, EXHIBITORS, HOTELS & EVENT TICKETS

Mini

INTERVIEWS

synkd | our community

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Ariel Dixon

Dan Preston

Market Development Representative, Husqvarna Elk Grove Village, Illinois

Consultant, Hardscape Mentor Wisconsin Rapids, Wisconsin

www.linkedin.com/in/ariel-dixon-521bb76b

www.hardscapementor.com

What’s the best part of your job? The networking is hands down the best part! The people that I have had the opportunity to come into contact with over the last several months have been incredible. From the mechanic to global corporate leaders within my company, every connection matters to me. I never realized the power of networking until I fully embraced this role once I had the confidence to do so.

What inspired you to get into the industry? The art aspect of creating outdoor spaces.

What would you blow your money on? A complete and thorough European tour of all things Harry Potter–related. Also, anything my parents want. They worked hard so I could get here. They deserve it.

What would you blow your money on? Sneakers

What is something not many people know about you? I’ve been struck by lightning twice. It also kind of runs in the family. My grandfather’s father’s siblings got struck ringing a school bell, and one of them did die from it. I was incredibly lucky to have been in the situations I was in where the electricity was a passing energy and not the end destination that could have been the end of my days. Just know that I am the last person you want to be around in a storm, and yes, it hurts. What advice would you give to someone entering the green industry? Be a sponge. Take it all in even if it’s overwhelming at times. Immerse yourself and be open to every opportunity.

What’s the best part of your job? Enhancing people’s lifestyles. What’s your favorite place you’ve ever visited? Earth

What’s the biggest challenge you’ve faced professionally? The growth and acceleration of my business and career. What’s one thing that would make the industry better? Every single person in the industry knows each other. Who do you admire most in the industry? Wow. Tough question. Would have to be the first guys I ever worked for Tim Markgren and Arly Ziegler. They inspired the passion. What advice would you give to someone entering the green industry? Surround yourself with others who have the same interests and passions.

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Karen Larson

Mark Goldberg

Jenna Patrick

Co-Founder, Soake Pools Pembroke, New Hampshire

Account Manager, Dynamic Green Products Houston, Texas

Writer, SYNKD Bozeman, Montana

www.soakepools.com

dgpworks.com

www.synkd.io

What inspired you to get into the industry? There was a huge gap in the market in the U.S. in 2013 when we developed our first precast concrete plunge pool. We wanted others to be able to install a pool that was beautiful, earthy and had quality within a budget that was reasonable! We designed the pool for year-round use, due to its smaller size. We also recognized that the timeline for gunite pools was long and we understood how our product would be a total game changer when it came to project timelines. Our vision was for every backyard in the US to be able to have a plunge pool!

What inspired you to get into the industry? I have been an arborist for two decades and wanted to continue to work within the tree care industry but in a supportive role as a manufacturer representative. There are so many tools arborists need every day to do their job effectively, efficiently and safe and when I saw what Scott Porter was doing with Dynamic Green Products (DGP), I knew it was a great fit and opportunity.

What inspired you to get into the industry? Every day, I get to listen to inspiring individuals who are passionate about what they do. In this industry, we care about doing things the right way, not just the easy way. I love that the people I talk to are solving problems for the industry as a whole, and openly communicating with others to learn. Using my skills to put their message on paper is the most rewarding job I can imagine.

What’s the best part of your job? When a customer writes in to tell us how installing a Soake Pool in their yard has totally changed their lives (for the better), it absolutely makes my day! Bringing a beautiful, functional body of water into a backyard really does change how our clients use their backyards! They spend more time outdoors. What’s the one thing that would make the industry better? More collaboration! What’s the best advice you have received for your career? Decide who you want to be as a business, and be that. Decide how much you want to grow, and grow to that size. Don’t grow just for the sake of growing.

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What’s the best part of your job? Reaching out to folks every day who love trees and the environment as much as me and showing them our great products. What’s your favorite place you’ve ever visited? Sequoia National Park—mind blowing and magical—It’s my DisneyLand. What is something not many people know about you? I am obsessive about safety in the workplace. The tree care industry is dangerous and I never wanted to call a team member’s family and tell them their son/dad/husband wasn’t coming home. A hats off to all the arborists who manage team members and make sure they come home safe every day. What is your favorite karaoke song? “Home Sweet Home” by Motley Crue

What is key to great design? Research, communication, dedication and an open mindset: this is what a project requires to push past average and into something revolutionary from my point of view. With my background studying graphic design, I understand the importance of a design process, and applying that to a medium that lives, grows and impacts much more than meets the eye never fails to be a fascinating topic of exploration. What are you most proud of? As simple as it sounds, I take pride in being a genuine and kind person with a backbone. I advocate for what I believe in, and I challenge myself to consider other perspectives as often as I can. I’m proud of my long-term relationship with my significant other, and I often think about how much we’ve grown as people over the years.

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synkd | our community

DEBOR AH COLE THE ENTREPRENEURIAL ITCH

Deborah Cole on Navigating the Entrepreneurial Journey

rom time to time, I am asked to mentor individuals who, for one reason or another, believe it is time to make a professional change (a BIG one). The leap from employee to employer/owner is a big one and not for the faint of heart. There are many reasons to make the move, but the timing should be right and the preparation should be meticulous. As an owner of a commercial maintenance and construction company, I always encouraged employees to follow their dreams, whether it be to grow within our company or to launch one of their own. I wanted to provide encouragement, as well as education, to be sure they were prepared for the ride of their lives. Only one individual did I discourage. When I asked why he believed he should leave our organization to start his own business, his answer was that he wanted

to work less hours and make more money. I could easily sense that failure was in his future if this was his purpose. He did leave and he did make it through one season before joining another landscape company in their field operations department. Here are some of the most important questions and considerations when planning to start your business: What is the purpose for leaving employment? Is this move for personal fulfillment? Is it because you believe you can provide a better product/service? Is it to have more free time (this will not happen in the short term)? Is it for financial gain? What are the goals (short-term and long-term) for the business and for you personally?

Do you have the resources to endure six months of operations before there is revenue? Three months? Do you have a contingency plan? Do you have the capital to get started? Do you know exactly what will be needed and how you will obtain it? Have you developed a detailed business plan? Have you had it reviewed by trusted advisors? Do you know how your business will be structured? As a sole proprietor, it is easy to do this. With a partner(s), it is imperative to have a detailed agreement in writing. Do you have an exit plan for all situations that could include death, sale, insolvency, change of mind? Do you have a board of directors/ advisors who are more than friends and have the expertise to give you sound advice? Have you done a thorough market analysis in your proposed locations to determine ability to create revenue Do you have a reliable source of employees? Do you have a reasonably priced leased space for operations?

24 SYNKD South Winter 2023/24

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synkd | our community

Do you understand the laws/rules/ taxes of your local area? Are you aware of insurance requirements for the services you will provide? Have you obtained all of the necessary licenses and certifications for the business and industry? Are you familiar with state and local labor laws and pay scales? Are you familiar with budgeting and financial reporting? Can you read and understand a balance sheet and financial statement? Do you have a team that includes an accountant, lawyer and banker? Do you understand bidding, proposals, contracts?

Do you LOVE working with people (staff or customers), because there will be a lot of this and you MUST be great at it in order to succeed.

need answers or at least consideration before you file for a business name, buy business cards or choose company colors and buy crew T-shirts.

Do you have personal attributes of patience, impeccable ethics, self control in tough situations, persistence, a strong work ethic?

I know you want to succeed, and succeed you will, if you plan. As the old adage goes, if you fail to plan, you plan to fail, and we do not want that. We want more successful entrepreneurs pursuing and achieving their dreams.

Are you willing to continue education formally and informally? Will you be a member of any trade organizations that can provide this? Have you defined your market and your services to be offered? Are you familiar with technology for bookkeeping, social media, daily operations, scheduling, etc.? The questions above are only a few that

About Deborah Cole Deborah Cole is the founder of a commercial landscape firm with multiple locations throughout Texas. She now devotes herself full-time to speaking, writing and consulting. www.deborahcoleconnections.com

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SYNKD South Winter 2023/24 25

synkd | our community

DR. DAMON ABDI OUTDOOR ARCHITECTS: A BLUEPRINT FOR SUCCESS IN THE GREEN INDUSTRY Dr. Damon Abdi, Ph.D ., Assistant Professor of Landscape Horticulture, LSU AgCenter

he landscaping industry is ever evolving, shaping our surroundings with innovative ideas that contribute to a greener world. One thing that has not changed is the perpetual need to continue to grow and develop the landscape workforce. Many of us have a unique story about how we entered the industry. Some of us were born into it and some of us developed a love of land stewardship at a later age. One thing that holds true for all of us is that we were all as green to the industry as the plants and properties we work on. My first foray into professional landscaping came as a teenager growing up in central Maryland. I distinctly remember calling landscape companies in search of summer help using my flipphone and printing out directions to locate their offices. As a young person looking to enter the workforce, all I wanted was an opportunity. That opportunity was provided to me by Mark Storch, founder and owner of Outdoor Architects (Elkridge, Maryland). It was through this opportunity that I had the privilege to learn about the landscaping industry. From installing patios, decks, drainage systems, water features and landscape enhancements in residences ranging across the Baltimore/Washington suburbs, I developed the hands-on skills

26 SYNKD South Winter 2023/24

to succeed. I learned how to work on a team to take a design and put it into reality, while installing beautiful features the right way. Constructing landscapes was not the only set of skills I built in my time with Outdoor Architects. Storch’s mentorship extended into several sectors of the industry. From business management to client interactions, balancing budgets to sourcing supplies, managing people and managing projects, I had the opportunity to learn what it takes to become successful in this industry. As my fledgling interest developed to a fully formed desire to make this my career, Storch

enlightened me about the educational options to achieve these goals. Storch graduated from Penn State University with a degree in Landscape Architecture and suggested that an academic program focusing on landscaping would be a valuable venture in my pursuits. It is through his suggestion (and kind letter of recommendation) that I applied to and was accepted into the Landscape Contracting program at Penn State University. While dedicating my education to landscaping and horticulture was originally intended to be for just a few years in the pursuit of starting my own company, that path obviously changed to a different destination within the green

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industry. However, the mentorship and invaluable insights that I gained while working with Outdoor Architects most certainly shaped how I approached everything. I recently had the chance to reconnect with Storch, where once again his insights to guiding the next generation were at the forefront. While many entering the landscape business came from a place where plants were the primary interest, Storch was quite literally drawn to the industry through his interest and aptitude for drawings. Growing up, Storch was an avid artist and enjoyed drafting images and designs. Originally his intention was to study architecture for designing buildings; however, this instead shifted toward outdoor designs. From this, Outdoor Architects was born in 1989. Storch started his company while also working for commercial landscape companies, honing his skills in developing designs. After spending the next few years continuing to develop his skills and his company, Storch spent some time overseas before going all-in toward growing Outdoor Architects. Developing a landscape company from the ground up was an intensive process. One of the major challenges comes with finding clients. The initial clients were often friends and family, hiring Storch to install plant materials and redesign their home landscapes. This work accounted for roughly half the year, covering the planting season; however, hardscape installations started to become another offered service, expanding the scope of work and the schedule to new lengths. As more and more installations went into the landscape, client referrals and word of mouth helped increase the customer base. When it comes to advice for new people getting into the green industry, Storch suggests identifying one’s skills and honing them—for artists, developing skills in Computer Aided Design or mechanical drawings are a great way to further oneself educationally. Storch also highlights the value in learning from hands-on experience.

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Summer labor jobs working in nurseries are a great way for people, especially those of high school age, to learn plant material. When asked what traits he looks for in prospective employees, Storch emphasized the importance of reliability and self-sufficiency. Showing up on time and being responsible is essential to success, and being able to make decisions in the field without having to call supervisors for every small detail is key. Storch has had several long-term employees working with him since the early days of Outdoor Architects, where he has invested in English lessons for some of his Spanish-speaking crew. “Helping the crew learn enough English so that we can have conversations over the phone saves time and makes it easier to get the job done correctly,” he says. Those intent on achieving success in the landscape industry should look to

continue honing their personal strengths and interests toward finding their respective roles. Developing effective communication skills, taking pride and ownership in installations and being responsible and a self-starter are skills that will not only help them in the green industry, but also in many arenas of life. REFERENCES: Photos courtesy of ©Outdoor Architects Inc.

www.landscapearchitectellicottcitymd.com

GET IN TOUCH WITH

Dr. Damon Abdi, Ph.D.

Assistant Professor of Landscape Horticulture at LSU Ag Center Email: dabdi@agcenter.lsu.edu

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synkd | our community

ANGELICA & MATT NORTON CRAFTING EXPERIMENTAL LANDSCAPES Angelica & Matt Norton, Landscape Designers & Owners of Open Envelope Studio

aving previously covered information gathering and 3D modeling, let’s now focus on the landscape design. The best designs have a strong concept. This doesn’t mean it has to be overly complicated; in fact, a dynamic design can be deceptively simple to enhance narratives, facilitate decision-making and create more impactful experiences.

complicated, you might discard the idea before you do something outside of your comfort zone. And, finally, don’t let the tool define the idea. This last one refers back to our previous article on technology, as it’s easy to let the program you design in influence your designs at a fundamental level. Imagine the ease of developing an organic shape with a pencil versus a computer and mouse.

in Austin, Texas, and could not adversely affect any of the nearby trees.

In our office, we delve into various types of concepts, including material experimentation such as fabrics and metals that diffuse light. We also look at efficiency, like how to get the most out of a small project footprint or alternative construction methods to expedite installation.

We think one of our projects that exemplifies a good experimental narrative is an art piece called Blanket Fort— because it had a strong concept.

The main takeaway is asking yourself “does this support the concept?” when moving into more specifics. If not, that element should be cut to simplify the design. Next, we’ll go over how to take your concept and client’s wants and needs and begin to lay them out.

BLANKET FORT

Experimental concepts engage the senses to evoke emotional responses. There are numerous examples like ecology, sustainability, social commentary, therapy, seasonality etc.; identify and focus on a big idea and allow that to drive the design. Some guidelines on developing an experimental design concept involve first recognizing the user’s sensory experience engaging with the space, prior to specifying the materials or overall spatial organization. Also, don’t let knowledge hinder creativity. If you get bogged down in how to build something unusual or

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The supports were draped with shade fabric and nestled under a heritage tree. Our fort was intentionally dark with a central light well, creating a sense of mystery and drawing a user inside to entice them to look up into the wonder of the framed canopy.

GET IN TOUCH WITH The project was a reimagining of the forts of our childhood and aspired to elicit a nostalgic feeling of mystery and wonder. It required both easy assembly and disassembly for a temporary installation among other Fortlandia commissions at the Lady Bird Johnson Wildflower Center

Angelica Norton, ASLA Owner & Principal Designer of Open Envelope Studio LLC Phone: (512) 925-0155 Email: angelica@openenvelopestudio.com www.oes.design

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inspirational works

synkd | our community

INSIDE INSPIRATIONAL WORKS PAGE 31 Complete Landsculpture: Not Just Clients | PAGE 35 Paving the Way with Ace Resin | PAGE 37 Groff Landscape Design: Communication Through

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Visualization | PAGE 43 Farley Pool Designs: Layering the Landscape

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NOT JUST A CLIENT Complete Landsculpture of Texas Designs & Builds a Functional Outdoor Living Space in a Small Patio Area

andscaping industry personnel work with hundreds, if not thousands, of clients throughout their careers. It can be easy to settle into a routine when interacting with clients, choosing design styles, building techniques or workflow and even preferred equipment. This monotony can take away from the humanity that is truly at the root of this job. Quality landscaping work happens when professionals get to know clients and understand their needs fully. A seasoned landscaping leader, who manages multi-million dollar projects throughout the Dallas-Fort Worth (DFW) region, offers a tip. To avoid becoming too transactional with clients, pretend each job is your grandparents’ yard.

FRONT OF PROJECT AERIAL VIEW

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“You might talk back to your parents. You might have a sly moment. But you’re never going to talk back to your grandma or

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grandpa,” says Tim McAuliffe, a senior landscape consultant at Complete Landsculpture in Dallas. “You’re always going to respect them. I treat everybody like I’m working for my grandma, for my grandpa.”

That is how I show love to my clients & to the work that I do. Tim began his landscaping career 20-plus years ago, joining Complete Landsculpture in 2018. The full-service team is an LM Top 150 Landscape company in America and manages commercial and residential projects in DFW. The National Association of Landscape Professionals (NALP) celebrated one of the team’s recent projects this year. A patio garden in Plano is named among the 2023 Awards of Excellence, specifically in the Residential Design/Build $100,000-$500,000 category. Tim and his team celebrated this project long before the NALP recognition, though. It brought unique challenges from beginning to end, but the team managed to respond to each with creativity, adaptability and supreme customer service.

FRONT ENTRYWAY

WORKING ON SIDE ENTRY

SIDE ENTRY AFTER

FIRST VISITOR’S VIEW

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synkd | inspirational works

OUTDOOR KITCHEN & BAR

Another company started the design process and even submitted the paperwork for the permit with the city. They weren’t under contract, though. When the client saw their plans, they decided to go in a different direction. Tim and his team worked closely with the client to determine what they disliked about the other group’s design and focus on what the client really needed. “The initial consultation is key,” says Tim. “I have several questions that I ask before any job. Things like do you have pets or kids, how long do you plan to live in the house, what do you do when you are outside. Simple, but helps foster great conversation and develop the relationship with the client. Eventually, we get past the small talk and into more open-ended questions with thoughtful answers.” Tim says he, like many professionals, can get caught up in the details of a project— things like the drainage system, the materials, the weather, etc.—and lose focus on his main priority: client satisfaction.

Be dedicated to being engaged. We aren’t in the landscaping business. We are in the listening business. “When you get the most information possible from a client, you channel it through your work,” Tim says. Ultimately, this maximizes your client satisfaction, which maximizes your reputation, which maximizes your clientele, which maximizes your success as a team. That is how to run a successful landscape business.” The clients in this project weren’t looking

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or out was through a small gate on the side. Heavy machinery couldn’t fit through the gate, so 90 percent of the work had to be done by hand. “It was a strange process,” Tim says. “We really wanted to keep the integrity of the space like the clients asked, so we had to be strategic in everything we did.”

for a traditional backyard space. They hoped to essentially extend the inside of their home to the back patio, which only had a small amount of space to work with. The owners wanted natural sunlight to flood the space and into the home, and they wanted the area to be easy to maintain. Most requests seemed doable but carrying out the plan proved to be more challenging. The roadblocks started early, permitting confusion. Tim filed a permit with the city but was immediately turned down. The last contractor had already applied for a permit, so nothing could move forward until they withdrew the initial application.

AERIAL VIEW OF PATIO AREA

“The other contractor’s biggest issue is that he didn’t listen to the clients and what they wanted,” Tim explains. “He tried building an elaborate design that would change a lot about the space. That is why we ended up on the job.” Tim and his team had to contact the other contractor and wait for their action, which took about three weeks. The waiting period continued when Tim filed his own plans and waited for the city’s permission. After receiving all required approvals, they began weighing the best way to access the space. The neighboring properties surrounded the patio, and the only way in

Most of the crew were Complete Landsculpture team members. Several installed the structure, others worked on the concrete scheme, and one group managed the synthetic turf and plantings. A few subcontractors helped with the electricity and plumbing. Overall, it took roughly nine months for installation and design. Working in such a small space is something Tim says he anticipates doing more. “Many people in Texas are investing in their outdoor spaces,” says Tim. “For the most part, people in the south can use their outdoor spaces year-round, so even if they only have a small patio or piece of alley between their neighbors, they want to make it a usable area. Especially people leaving more expensive areas like California or New England, they have more money to invest in better outdoor living.” Tim says with each client and each unique space, he always prioritizes understanding their ideas and goals. “If you know people and care about their project, you’re going to take the time to ask the right questions,” he says. “This will help you set the right expectations and, eventually, your clients won’t even feel like a client. That is the best way to do business.”

GET IN TOUCH WITH

Tim McAuliffe

Sr. Landscape Consultant & Outdoor Living Designer at Edge Outdoor Living Phone: (910) 380–4809 Email: tim@edgelandco.com completelandsculpture.com

34 SYNKD South Winter 2023/24

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synkd | inspirational works

COMMUNICATION THROUGH

Visualization T

he owners of this backyard are so pleased with Groff Landscape Design’s work that even three years post-installation, they still welcome strangers over to show it off. This project has become an excellent real-life case study the company can use to this day to inspire new customers thanks to the rapport built with these two homeowners.

This idyllic client-customer relationship began with the couple’s search for the perfect pool. Soake Pools, a national plunge pool supplier to watch for at SYNKDLive 2024, introduced them to Groff Landscape Design as a potential local installer. Through their introductory conversations, it became clear that what the clients were looking to do was create a comfortable and stylish space to entertain. “They said, ‘Hey, we’ve already got a

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How Groff Landscape Design Tapped Into A Virginia Couple’s Unsaid Needs & Desires

decent space, but we’d like to make it extraordinary,’” says Rob Groff, chief vision officer for Groff Landscape Design. “They needed somewhere that they could spend a lot of time relaxing and socializing with family and friends. They wanted a pool, a fire area and an outdoor kitchen. They already had a beautiful deck.” The canvas, the backyard of a recently renovated home, was as pristine as a landscaping team could hope for. The challenge was going to be keeping the style consistent between the old and new features and addressing invisible needs, such as a new dry-well drainage system to comply with regulations in the Chesapeake Bay area; coordinating utility work; retrofitting extensions of the existing patio; and craning the pool over part of the home in lieu of another wide enough entry point.

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synkd | inspirational works

Before they dove too far into the nitty gritty, though, Groff’s design team took to their preferred software, Structure Studios – VIP Suite. Once the design concept was complete, the team presented their vision to the couple in three dimensions, giving them a way to walk through the plans virtually. “Something we tend to notice with our customers is that you can show them the plan view, and they cannot read it,” says Josh Lewellen, director of operations and project manager at Groff. “It’s like showing them the intricate workings of a spaceship. Their eyes glass over, and you can tell they are not following along. When you show them the 3D version, they understand it and can picture themselves enjoying the space.” Working through this design software, communicating with the clients and tweaking until they were over the moon with the vision allowed the team to seamlessly transition into the next phases—transferring the concept into plan view construction documents with DynaScape and creating a detailed itemized proposal. “We knew exactly how much the pool, the lighting, the kitchen appliances, the pavers, etc. were going to cost,” says Rob.

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synkd | inspirational works

“If we came in too high or too low, we can quickly change the design to meet their budgetary preferences. Of course, before we get into that 3D process, we have what we call an investment calculator, which is based on all of our years of estimation. We say to them up front, ‘OK, you’re asking for x, y, z. We would expect this project to be in this ballpark price range.’

We want to ensure that when we do that initial design, we’re speaking the same language with the client. Through planning, design and installation, the team treated this yard as if it belonged to them. They set expectations early and worked diligently to keep their word. The couple gave the team a comprehensive list of wants before the project began, and it was up to them to read between the lines and deliver an experience that far exceeded expectations.

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“They asked for a fireplace, but then judging by the number of people they anticipated around the fireplace, we realized that was not what they needed,” says Sean Ryan, vice president and director of design at Groff. “When we discussed the fire feature, we learned how the clients like to entertain and who likely would be using the feature most. The firepit was a more suitable choice for their needs, offering an intimate setting for social gatherings.” The team’s expertise allowed them to choose materials for the couple that would complement the space and extend the longevity of the project. They also thought about details like how the light would reflect in the pool, leading to a dark tile color selection for the inside. It was the client’s wealth of knowledge in the culinary arts, however, that convinced the team to select one of the most personal features in the project, an Argentine grill, the star of the outdoor kitchen. “The thing I like the most about the project is that it incorporates the three main features of a landscape: water, stone and fire,” says Sean. “It’s allencompassing. That entertainment space was designed in such a way that the clients don’t have to go upstairs to their main floor.”

SYNKD South Winter 2023/24 39

synkd | inspirational works

Everything they need is right there. Now they can truly live & entertain outside just as they imagined.

Operating like a sponge, taking in information from the client, examining the site condition, staying up to date on product research and remaining openminded: this is what Groff Landscape Design attributes to their ability to wow their customers. They say that no project in their portfolio is the same, because no yard is the same and no client is the same. For them, landscaping is about making dreams come to life.

GET IN TOUCH WITH

Robert F. Groff

Chief Vision Officer at Groff Landscape Design Phone: (703) 999–8225 Email: clientcare@groff.us www.grofflandscapedesign.com

40 SYNKD South Winter 2023/24

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LAYERING THE LANDSCAPE

How Mike Farley Optimized a Family’s Visual Experience

ike Farley of Farley Pool Designs in Denton, Texas, is not the man to contact for a run-of-the-mill pool revamp. The way he sees it, to do the client justice in a redesign, demolition is almost always required. These clients might have known better, having become acquainted with Mike on another pool project 15 years earlier, when they invited Mike over to their new home. There in the yard was an outdated pool. They asked Mike to make it sing.

BLO CKI NG THE VIE W

“I said, ‘No, you need more,’” says Mike. “When we sat in the living room, we could not see anything in the one-acre backyard. The tall retaining wall blocked our line of sight, and all we could see was an unsightly firepit down the hill. There was a boulder water feature—not at all the clients’ style—blocking the view from INS TAL L

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SYNKD South Winter 2023/24 43

synkd | inspirational works

the office. When we tore it down, they told me they threw a party. They wanted to see everything, and I told them, ‘Well, the only way we are going to make this work is to terrace the backyard.’” As much as the clients agreed with Mike, the estimated monetary investment was substantial. They explained that the work needed inside the house took precedence, and they told Mike they would be in touch once it was complete. Five years went by before Mike could make headway on his vision. The eight-foot drop from the porch to the rest of the backyard was a challenge Mike was more than prepared to address. With pool design experience spanning nearly 25 years, specializing specifically in hillside applications, Mike started this project like he would any other: with a thorough grading plan.

Doing hillsides has taught me to be highly accurate with my measurements. “When I do my grading plan, I do it with a zip-level and six-inch increments. It looks like a topo map for backpacking with all the elevation changes. I do that for every yard I work in so that, as I design it, I know where all the key elements, like trees and other obstacles, are.” Mike says.

Designing on top of a grading plan allows Mike to anticipate and address any gaps created by elevation changes before installation. To Mike, this often entails working incrementally down a hill face and thinking in units. For example, an 18-inch gap—the height of a chair—might be solved by a retaining wall that doubles as expansive seating, providing ample room for the gatherings this family often hosts. Stylistically, Mike and his team wanted to find a way to unify the land with the home. Stone sourced from the front porch and home façade were tastefully added to the new outdoor kitchen cabana. The existing back porch ceiling received a tongue and groove cedar makeover, calling back once more to the

44 SYNKD South Winter 2023/24

look of the cabana. Limestone pavers, with their clean, neoclassical feel, refresh the space while keeping it cool in the Texas heat. “When you have a lot of masonry like this, you want to leave room for green space,” says Mike. “We used layers of plantings to soften the retaining wall along the outdoor kitchen, and we gave a lot of consideration to our plant selection. We think about the height of everything. Another thought process I use first, with small yards especially, is how to fit all the pieces needed for outdoor living. With a new kitchen area, a client might need a table or a spot for lounge chairs. Those are the big chunks, then maybe a pool becomes what’s left.”

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Furniture procurement and finishing details, from the chandeliers down to the dishes selected for outdoor meals, were handled by Denise McGaha, the interior designer for the home. For the sake of cohesion, from the inside out, Mike recognizes how impactful her involvement in this project was. The shared dedication to analyzing needs from every angle

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throughout the process ultimately elevated the result.

People look at their property 365 days a year, but they use it much less than that. “If you have something that looks beautiful from the window, they will always enjoy it. The important rooms were the office, the master bedroom, the family room and the kitchen. They all looked down on that space, so we tried to add things of interest to enjoy from those rooms, like the light from the burning fireplace and firepit,” says Mike.

Designing and building an outdoor space that strikes a harmonic chord with a client is an unforgettable experience. With each new project, though, there is always room to improve upon the last. As Mike has done here, it can be valuable to periodically meditate on what it means to truly put yourself in your client’s shoes, to see from their vantage point.

GET IN TOUCH WITH

Mike Farley

Owner of Farley Pool Designs Email: mike@farleypooldesign.com www.farleypooldesigns.com

46 SYNKD South Winter 2023/24

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raise the bar

synkd | our community

INSIDE RAISE THE BAR PAGE 49 Elizabeth Przygoda: Success Beyond the Design | PAGE 53 Bret Kasubke: Preventive Equipment Maintenance Improves the Bottom Line | PAGE 56 Jay

SOUTH

Worth: Finishing Strong | PAGE 59 Matthew Green: Trimming the Excess|PAGE 60 Lighting the Oak | PAGE 64 Bill Artley: Strategic Subcontractor Partnerships | PAGE 22 Andrew J. Kobza: Drones at Your Service

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S UCCESS BEYOND The Design Unlocking Profit Potential in Outdoor Furnishings

n the world of landscape design and architecture, creating breathtaking outdoor spaces is an art form. Talented professionals meticulously plan every detail, from lush greenery to sculpted hardscapes, transforming the ordinary into the extraordinary. However, many designers may be inadvertently leaving significant profit potential untapped by neglecting the final touch—outdoor furniture. Outdoor furniture is the icing on the cake, the element that elevates the design to a new level of functionality and aesthetics. It’s the equivalent of choosing the right accessories for the perfect outfit—the shoes, handbag and jewelry to complement the little black dress.

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By incorporating outdoor furniture into your designs, you not only enhance the overall appeal, but also unlock a world of lucrative opportunities.

Maximizing Profit Opportunities When you delve into the realm of outdoor furniture specification, you’re not just enhancing the beauty of the space, you’re opening doors to increased revenue. The potential for additional sales opportunities ranges from $30,000 to an impressive $150,000 or more depending on the scale and complexity of the project. By strategically positioning yourself and your company, you could potentially reap an extra 20-30 percent in profit—a gamechanger for your bottom line.

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synkd | raise the bar

The Five Key Areas Outdoor Kitchen and Dining Spaces Outdoor entertaining has become a lifestyle statement. Specifying the right dining sets, grills and outdoor kitchen accessories can transform an ordinary backyard into a culinary haven. Then, you have the dining table, outdoor dining chairs, outdoor lighting over the table and outdoor rug under the table … just in this area, there is a lot of potential for profit on appliances and furniture.

Outdoor Living Room Areas Create inviting and comfortable outdoor living spaces by incorporating sofas, lounge chairs and coffee tables. With a wide array of weather-resistant materials and styles available, you can curate a space that mirrors the coziness of an indoor living room, while embracing the beauty of the outdoors.

Outdoor Pool Areas Elevate poolside lounging by providing stylish sunbeds, umbrellas and side tables. A thoughtfully furnished pool area not only enhances the overall aesthetic, but also adds a luxurious touch that clients will appreciate. For pools with a tanning ledge, you can even take the design one step further by incorporating in-pool furniture.

Outdoor Firepit Chat Areas As the sun sets, a well-furnished firepit area becomes the focal point for intimate gatherings. From comfortable seating to stylish firepit tables, these spaces offer a

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synkd | raise the bar

Strategic Positioning for Success To maximize profit potential, landscape designers and landscape architects must position themselves as comprehensive solution providers. By offering outdoor furniture specifications as part of their design packages, professionals can create a one-stop-shop experience for clients. You are matching the furniture with the design you created for them and also their interior design style from inside the home. This not only streamlines the process, but also ensures a cohesive and harmonious end result.

design. I have designed entire container garden plans for a home, and this is a great opportunity to specify the sizes and colors of the pots and then the plantings that go inside. I also add uplighting on the pots and run low-voltage lighting to uplight small trees in the pots.

Success beyond the design lies in recognizing the pivotal role of outdoor furniture. The right furnishings don’t just complete the aesthetic vision, they unlock significant profit potential. By incorporating outdoor furniture into your designs, you not only create stunning outdoor spaces, but also elevate your business to new heights of success. It’s time to embrace the full spectrum of outdoor design and transform landscapes into immersive, functional and profitable works of art. Visit Boxhill’s website for more information: shopboxhill.com.

cozy retreat that extends the usability of outdoor spaces into the cooler evenings. Here is the opportunity for lounge chairs and firepits, upgrading in fire media.

Container Garden Plans Enhance the beauty of container gardens with carefully selected outdoor furniture. From small bistro sets for cozy corners to larger lounge sets for expansive patios, the right furniture complements the greenery and adds functionality to the

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BRET KASUBKE PREVENTIVE EQUIPMENT MAINTENANCE IMPROVES THE BOTTOM LINE

clear, creative vision is essential to a successful landscaping project and so is the equipment used to bring that vision to life. When equipment breaks down or malfunctions, the project schedule suffers, the budget suffers and so does the customer experience—and possibly your company’s reputation. Regular maintenance and inspections of equipment such as backhoes, skid steers and mini-excavators are key to protecting the bottom line by preventing unexpected equipment-related downtime. Yet, many landscaping companies under-maintain this equipment, often because they lack the time or qualified technicians to do the work or the expertise to develop and implement an effective maintenance program. Given the payoffs of maintaining equipment per the manufacturer’s maintenance guidelines (based on engine hours, mileage or days in use), it’s worth finding a practical, cost-effective solution.

Benefits of Performing Regular Maintenance and Inspections Developing and following recommended maintenance and inspection schedules benefits workers, project timelines and profits. Consider these rewards: Safety: Faulty equipment is potentially dangerous equipment. Long hours of use in hot weather put heavy wear and tear on machines, and worn chains, cables and other parts put workers at risk. Broken pedals or levers and malfunctioning safety lights or audio signals can also result in preventable accidents. Properly maintaining and inspecting equipment can help reduce the number of safety incidents and worker injuries. Productivity: Following manufacturers’ recommendations for equipment inspection, maintenance and parts replacement can improve productivity by reducing unplanned downtime. If equipment fails or malfunctions, work may stop while you arrange for repairs, search for hard-to-find parts or shop for replacement equipment. Even equipment that is underperforming due to lack of maintenance may slow down operations. One delay causes a domino effect, affecting other projects and customers. Financial: Reactive maintenance—fixing machines only when they break—can drive up the total cost of equipment ownership. When equipment must be

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taken out of service at critical moments, the impact on the schedule takes a financial toll. Wages are wasted when workers can’t perform the intended tasks, and you may need to pay workers overtime to make up for lost hours or days. Preventive maintenance, on the other hand, helps keep projects on schedule and within budget. Often, it trims repair costs by addressing small problems before they lead to big ones. It also extends a machine’s useful life, delaying the need to purchase new equipment and preserving the value of the equipment when it’s time to sell.

The Value of Outsourcing Maintenance For small, busy landscaping companies, staying on top of maintenance and inspection schedules isn’t easy, especially in the middle of landscaping season when equipment is constantly in use and moving from one site to another. Retaining skilled mechanics and trained service technicians capable of maintaining and repairing today’s sophisticated equipment is also challenging. Outsourcing maintenance and inspection to a company specializing in customer-owned equipment repair and services can be a smart strategy for owners who want to protect their profits, their equipment investments and the safety of their workers. Top-tier equipment repair and services companies have deep experience

SYNKD South Winter 2023/24 53

synkd | raise the bar

developing maintenance and inspection programs—and the trained, experienced technicians and certified mechanics required to execute them. In addition, they have access to supply chain networks for equipment parts, which eliminates long waits for parts and speeds up repairs. Because these companies purchase parts in bulk, you may receive favorable pricing.

Relying on equipment service professionals to track maintenance needs and provide regular maintenance and inspections can cut costs, save time and provide the peace of mind that comes with knowing equipment remains in optimal operating condition. Above all, it lets you focus on what you do best: designing, creating and maintaining beautiful landscapes.

Using a work order management system, customer-owned equipment service providers will keep records of what services are performed and when. If emergency repairs are needed, the mechanic can easily call up the service records to see what maintenance has recently been performed. Good service records can also reduce your liability if your equipment is involved in a safety incident.

As the end of the season approaches and work slows, it’s the perfect time to inspect and service your equipment. One call to a customer-owned equipment repair and services company will get the ball rolling.

Getting Started

Landscape business owners have multiple challenges to contend with, including labor shortages, low-priced competitors and economic uncertainty. Equipment maintenance doesn’t have to be one of

them. A reputable equipment service provider with expertise in maintaining the type of equipment you own and experience creating and implementing maintenance and inspection schedules can take the burden of maintenance off your plate and potentially save you money in the process.

About Bret Kasubke Bret Kasubke is director of Customer Equipment Solutions at United Rentals. He has 20-plus years of demonstrated excellence in driving performance improvement. From on-demand service for unexpected construction equipment repair to a turnkey fleet management solution, United Rentals’ Customer Equipment Solutions team has an option that can be catered to a company’s unique needs. www.unitedrentals.com

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FOR LEADERS IN THE LANDSCAPING INDUSTRY Landscape Architecture, Design, Construction, Horticulture & Maintainenance Hi there, As 2024 approaches, the SYNKD team is working hard to make this year counts. Since the beginning, we have taken our vision of connecting the landscaping sectors, nurturing growth and engendering a communal culture predicated on doing things right to heart. For us to hold to our standards and ramp up our production of quality content, magazine subscriptions in the new year can no longer be cost-free. By subscribing, you are helping SYNKD fund research, journalism and creative efforts needed to grow and maintain a commitment to excellence. This will

allow us to sustain our publication’s integrity and expand our coverage. If you want to see more than one copy of our magazine sent to your door, we offer a special deal for shared subscriptions. Please email admin@synkd.io for details. Thank you for being a valuable member of our community and we look forward to immediately delivering more insights and solutions to elevate your business. With gratitude,

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synkd | raise the bar process your change team has laid out. Then, you must identify some easily achievable steps in the early stages of the change process, make them “milestones” for the team and celebrate those wins. Doing this will keep enthusiasm for the change process high. As you get the first few “wins” under your belt, you can make the milestones a bit harder to reach, but always remember to recognize the efforts of the change team and the company at large as you’re implementing these changes.

CHANGE MANAGEMENT PART 3

FINISHING STRONG I

By Jay Worth, Marketing Manager for Single Ops

n my previous articles, I shared a definition of “change management” and helped you with the first steps you need to take to successfully implement change in your company. For a refresher, see the Summer and Fall 2023 issues of SYNKD. Today, we’ll be wrapping up how to manage change successfully in your organization. As a reminder, I’ve adapted the principles of John Kotter in this Harvard Business Review article for the green industry.

Step #5: Empower Others to Act No matter how persuasive and charismatic you are as a leader, you will not connect with everyone. You need help from others in your organization to implement lasting changes. In my last post, I talked about assembling a “change team” that will research the

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problem and present solutions. In this current step, you need to empower them to act on the solution they developed. The rest of the company should already be aware of this. They should know the issue you’re trying to solve, understand that the team is working on it and that this same team will put forth the solution. Then you’ve got to let them do it. If it’s selecting software to run the business, rearranging the organizational chart, firing certain customers or creating additional positions within the company, make sure they’re empowered to act (i.e. the rest of the company know that you, the senior leader, aren’t going to swoop in and change things) and that they will put the solution in place.

Step #6: Engineer & Celebrate Wins This step is about ensuring you keep momentum. You have to look at the

An “attaboy” never hurt anyone. People like to be recognized for their hard work. This step is simply being intentional about it from a macro level as the leader. Throw a party, hand out bonuses, give additional PTO, whatever you need to do to motivate your team in these early stages, do it.

Step #7: Streamline Changes & Look for Additional Improvements Now that you’ve built excitement for the change, you need to continue that momentum. You’ll only have a very small window of time where people are motivated to keep making changes. In this step, you’re looking for the optimal level of efficiency. Does the software you selected have a feature your team hasn’t yet identified and incorporated into the workflow? Would adding an intermediate layer of management increase the speed of decision-making in the restructuring? Looking for these types of tweaks to the new solution is going to pay off now, while people are still in a “change mindset” versus when they’ve completely internalized the new process. One note of caution here: Don’t try to “tweak” this to death. You can exasperate your team, and it will have the opposite effect you’re going for here. Look for easily implemented adjustments that make a significant impact on the process.

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synkd | raise the bar

If they’re not there, leave it alone. But chances are there’s low-hanging fruit with one or two small tweaks. Aim for those, then move on.

Step #8: The “New” Becomes the “Norm” This final step is about enshrining that ‘change’ so it becomes ‘the way we do it here.’ Update all your standard operating procedures (SOPs). Update your training literature. Onboard all new hires according to the “new” process; they won’t know another way, and you’ll get better adoption from the team moving forward. Make it clear to all current team members that the updated process is now the process. Your expectation moving forward is that they’ll use the software, org chart, etc. from this point on. Do not accept people doing it “the old way” from this point forward. Hold everyone accountable, especially family members and high-performers on your team. Send the message that this is the way we do

business moving forward by expecting everyone to adapt.

processes so new hires learn the “new way” as simply “the way.” Hold existing team members accountable for following the new process.

Conclusion Here’s a quick summary for you:

Step 5: Empower others to act. Put your weight behind the new initiative, but let others on the team put the solution in place. This increases buy-in from your team.

Step 6: Engineer short-term wins. Doing something new is frustrating. Find achievable milestones along the way and celebrate like crazy when your team hits them. Throw a party. Hand out gifts. Figure out a way to keep them motivated.

Step 7: Streamline the process.

Change management is hard enough. Failing to get it off the ground the right way only ensures you’ll have more difficulty down the road. REFERENCES: Part 1: What is Change Management and Why Should I Care? Page 49, SYNKD Summer 2023 Part 2: The First Steps Page 50, SYNKD Fall 2023 RESOURCES:

John Kotter Harvard Business Review article: https://hbr.org/1995/05/leading-change-whytransformation-efforts-fail-2

Look for easy “tweaks” that pay huge dividends in terms of time or money saved. Don’t play with the new process until people get frustrated and give up.

GET IN TOUCH WITH

Jay Worth

Step 8: The “change” becomes the “norm.”

Marketing Manager for Single Ops Email: jay@singleops.com www.singleops.com

Update SOPs and training materials to reflect the new change. Update onboarding

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easy, but it was worth it. We settled on these three services with one thought in mind: “How can we provide the absolute best career opportunity for our team with the best training, onboarding and benefits.” I learned early on that we are in the people business, which happens to do lawn care, pest control and Christmas lights. The service is a byproduct of our most valuable asset, our people. The individuals make Green’s Lawncare a special place, not the services.

Green’s Lawncare’s Journey from Shiny Objects to Streamlined Success

By Matthew Green

ave you ever gotten caught up in the shiny object syndrome? Are you always chasing the next coolest service or where you can make the next dollar? Let me tell you from personal pain that is not a good place to be. In fact, it can be damaging to your business, yourself and the reputation you have worked so hard to achieve. We were in that boat—at one point in time we offered 15 different services. As a small company, that translates to the customer’s mind that you are a jack of all trades and master of none. This isn’t a place you want to be. Eventually, you will stagnate, and the business will fail. If you look at the most successful companies in the world, they are very streamlined. They have few services, but they are really good at those services. We, at Green’s Lawncare & Property Services, lived this exact experience, and I don’t want you to make the same mistakes we made. When we finally woke up and realized there was a better way of doing things, our world changed. Our employee retention skyrocketed, we could finally build a vivid vision for the future, we could predict our growth and cashflow each year … It was life-changing to say the least. Our team finally knew what they

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would be doing day in and day out. The best part is they started to build confidence in the services they were rendering because they had enough time in the “seat” to hone their skills. We were able to solidify our marketing message and our target customer avatar, because we knew what our focus was. To do this, we had to sit down and look at which services were the most scalable. To be scalable, the service must be able to be repeated exactly each time it is sold or serviced and everyone has to be on the same page. A classic example is McDonald’s. No matter where you are, you will get the exact same cheeseburger. When you are able to do this, your business will get exciting, and you will be able to blast past burnout (a very dangerous place you never want to find yourself).

We settled on three core services: lawn care (fertilization and weed control), pest control and Christmas light Installation. It wasn’t

Here’s a great example. We had never done Christmas lights and didn’t know anything about it, but needed a winter service offering. We STUMBLED mightily our first year and only sold three jobs. Three years later, we are in the top five installers in the Indianapolis market. Come to SYNKD Live in February, and I will show you how and why we added Christmas lights to our service offering.

GET IN TOUCH WITH

Matthew Green CEO of Green’s Lawncare & Property Services

Phone: (317) 748–3153 Email: matt@greenslcps.com www.greenslcps.com

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CASE STUDY

LIGHTING THE OAK

These Iconic Trees are the Perfect Canvas for a Lighting Design

rooke Inzerella, CEO of Horticare Landscape Company in Lafayette, Louisiana, has put in lighting for many live oak (Quercus virginiana) trees in his 16 years of business. However, when asked how to properly illuminate these majestic 40 to 100-plusyear-old trees, he says, “I’d be interested in

First, it’s best to consider the entire scope:

seeing how a true lighting designer would suggest to do it.” These complex trees are a great example of how to think about lighting mathematically and get the most out of one dominant feature in a landscape. Jon Bowman and Adam Dorumad of Coastal Source stepped in to light the way.

OAK TREE BEFORE LIGHTING INSTALL

1. How do you want to view the tree? 360 degrees? Just from the street or all around the tree? 2. Do you have other lighting that will be different temperatures and need to mindful of? 3. Do you have other lighting to put in later that we have to consider? 4. Are there other lighting objectives like lighting the path to the front door? 5. How does street lighting affect the lighting that we are designing? 6. How will it be controlled? Dusk to dawn, timers, switches and where to tie in? 7. When was the tree pruned last? Should this be done prior to design and installation? Determine if pruning the tree will result in a better light throw. 8. Does the tree have interesting bark that warrents highlighting? Identifying what the client wants and how they want to interact with the lighting can steer the design in different ways. Also, evaluating the tree (or other element)

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size, shape and overall health must be done so that the design can grow or change as the element changes. The solution includes 14 lights with various cable splitters utilizing the pattented Coastal Source cable and connections.

Uplighting from the Ground Install six uplights under the canopy of the tree, around the base of this live oak tree with some 10 feet away from the trunk but with a 35-degree angle on the light itself. They are aimed upwards to highlight the canopy. Extra cabling should be used and coiled around the base of the fixture so that the lights can be adjusted wider as needed over time.

Lighting Within the Tree The uniball mounts for the eight lights inside the canopy are very sleek and, with only one penetration in the tree, better for the tree itself. “We’ve consulted with many arborists through the development of these lights so that we get the best lighting solution but minimal harm,” Jon says. The fixtures screw into the tree and then the lights swivel (ball and socket) and can easily be adjusted after installation. Cliff Istre and Stephen Champagne from Horticare were both impressed with this

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3-WAY CMC SPLITTER

CC ERROR PROOF CONNECTIONS

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synkd | raise the bar

system. “Not only is it easy to install and adjust once installed, but with the cabling and splitters, we didn’t have to hide junction boxes,” Cliff, lead installer, explains. Four of the downlights have a shroud, and four of them have an extended shroud to reduce the potential of light glare. “The junction boxes are such an eyesore, we don’t like designing this into our projects, but this changes everything,” says Stephen, landscape architect. Brooke and his team have been using junction boxes that mount to the tree or at the base of the tree and then running the lights off of that.

We have not installed a lot of downlighting in our area. But there’s a need for it for sure. OAK TREE AFTER THE LIGHTING INSTALL

Outcome “The angle of each light is critical so it’s doing its job, but not blinding you at the same time,” says Jon. “There is a real art to the installation—we give you the design layout and all the fittings and cabling to create that art. Many of the installers that are great at it can get about 90 percent right during the day, but they still have to come back at night and tweak the system. Adjustments like twisting the shroud on the light or swiveling the light slightly can make all the difference. Using typical fixtures and wiring is cumbersome and time consuming, usually twice as long, sometime longer.”

GET IN TOUCH WITH

Jon Bowman

VP of Inside Sales at Coastal Source Phone: (800) 719–1996 Email: jbowman@coastalsource.com coastalsource.com

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STRATEGIC SUBCONTRACTOR PARTNERSHIPS Enhance Your Own Company’s Services with Partnerships

n the landscape and grounds maintenance industry, businesses often face challenges when it comes to expanding their service offerings. This article discusses the benefits of partnering with specialty subcontractors in outdoor services, specifically focusing on turf, pest, tree and shrub treatment in commercial exterior maintenance. While the context primarily revolves around lawn and landscape care, the principles discussed can apply to various B2B-focused contractor services. The objective is to explore how subcontractors can help businesses overcome limitations, expand their scope and seize growth opportunities.

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The Need for Subcontractors Navigating the field of facility maintenance in the environmental services sector often involves reviewing Requests for Proposals (RFPs) and project scopes that may exceed a company’s in-house capabilities. In such cases, partnering with subcontractors can be a strategic move. Subcontractors, often supporting a primary or general contractor holding the primary contract, provide businesses with the opportunity to expand their services without the burden of in-house management, licensing, equipment and qualifications. However, this approach is most suitable when self-performance is not mandated.

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Benefits of Subcontracting Engaging licensed subcontractors for specialized services like pesticide application and turf treatment allows businesses to compete for higher-value commercial contracts that were previously out of reach due to a lack of licensing or internal capabilities. This expansion opens doors to new business development opportunities and leads. Subcontractors often have their marketing and business development infrastructure, generating engagements that can lead to full-service maintenance contracts.

These subcontractor relationships can provide direct introductions to decision-makers, facilitating the growth of a business’s commercial client portfolio. Selecting the Right Partner The process of onboarding subcontractors begins with a thorough screening and evaluation process. It is essential to ensure that the subcontractor is properly licensed in the relevant state. Additionally, researching their reputation through platforms like the Better Business Bureau, Google Reviews and Yelp can provide valuable insights into their professionalism and performance history. Seeking referrals and references from past business connections is also crucial.

Crafting a Comprehensive Contract A well-structured contract is at the core of a productive subcontractor partnership. The contract should

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eliminate any potential for ambiguity and precisely define the scope of the partnership, communication methods, performance expectations, products and programs, service timelines, invoicing protocols, consequences for substandard results, payment specifics and grounds for potential termination. Seeking legal counsel to ensure the enforceability of the contract and distinguish subcontractors from “double prime” providers is advisable.

Customer Relationships & Non-Compete Agreements Another critical aspect of subcontractor relationships is clarifying ownership of end customer relationships. It’s important to establish up-front expectations regarding allowable engagement and disclosures, such as pricing and business relationships. Many subcontractor agreements include non-compete or non-solicitation clauses, ensuring that subcontractors do not solicit customers, employees or trade partners that could negatively affect the primary contractor’s business. This prevents subcontractors from establishing direct relationships with end customers, bypassing the established hierarchy.

Navigating Payment & Penalties Timely payments are vital for successful subcontractor collaborations. Transparent payment schedules and penalties for delays or incomplete services should be clearly outlined in the contract to minimize potential disputes. Both parties should

thoroughly review and understand penalty clauses to ensure mutual compliance.

Conclusion Harnessing subcontractors for specialized components in facility and grounds maintenance contracts is a strategic endeavor that, when executed properly, can yield substantial rewards while minimizing risks. By enlisting conscientious and dedicated providers, creating comprehensive and transparent agreements and communicating expectations clearly, businesses can cultivate trusted subcontractor partners that enhance their commercial service capabilities. The key to success lies in providing support and clarity throughout the subcontracting process, ultimately propelling businesses toward responsible commercial expansion. 1 TruGreen commercial Atlanta technician on TurfCo machine treating Zoysia parking lot islands 2 Municipal park serviced by a licensed turf subcontractor on behalf of a commercial landscaper in Northeast Atlanta, Georgia

GET IN TOUCH WITH

Bill Artley

Commercial Services for TruGreen Atlanta Phone: (678) 264–6400 Email: bill@trugreenmail.com url.trugreen.me/sub

SYNKD South Winter 2023/24 65

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DRONES AT YOUR SERVICE T

he construction industry has always been at the forefront of innovation and progress. As technology continues to advance, it is now making its mark in construction, transforming the way projects are planned, executed and managed.

surveying capabilities, drones can quickly and accurately collect data on topography, terrain and construction progress. This information allows project managers to make informed decisions, identify potential issues and optimize resource allocation.

One area where technology is making significant headway is the use of drones. These unmanned aerial vehicles are revolutionizing the construction sector, providing a wide range of benefits and paving the way for a more efficient and effective future. Drones have become an indispensable tool in the construction industry, offering a multitude of applications that streamline various processes. One of the most significant advantages is their ability to capture realtime documentation on construction sites. Equipped with high-resolution cameras, drones can capture detailed imagery and videos, providing accurate and up-to-date documentation. This not only improves project management, but also serves as a valuable reference for future maintenance and repairs. Additionally, drones are being employed for aerial surveying, replacing traditional methods that were time-consuming and labor-intensive. With advanced mapping and

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As technology continues to evolve, the future of drones in construction holds even more promise. Artificial intelligence (AI) is expected to play a significant role, as it can analyze massive amounts of data and identify areas of concern. By leveraging AI algorithms, drones can detect potential hazards, monitor construction quality and predict maintenance needs. This proactive approach helps prevent costly mistakes and ensures that a project’s pain points can be eliminated. At Professional Drone Solutions, we strive to use technology in a way that helps solve problems in the construction industry without overcomplicating the solution. We have been able to develop drone and AI

technologies that are straightforward and user friendly. The integration of drone technology into the construction industry is a gamechanger, revolutionizing how projects are executed and managed. From real-time site documentation and aerial surveying to interactive imagery applications, drones are streamlining processes, improving communication and enhancing decisionmaking. As we look to the future, the integration of AI and the emergence of autonomous drones will further propel the construction industry into a new era of efficiency and safety. However, addressing the challenges associated with data management and interpretation is crucial for unlocking the full potential of drones in construction. With continued advancements and industry collaboration, technology will continue to reshape and redefine the construction landscape, delivering projects faster, safer and with higher precision.

GET IN TOUCH WITH

Andrew J. Kobza

CEO of Professional Drone Solutions Phone: (239) 330–1015 www.ProDrones.com

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Image & Installation Courtesy: Light Up Nashville

SYNKD South Winter 2023/24

Articles inside

DRONES AT YOUR SERVICE

STRATEGIC SUBCONTRACTOR PARTNERSHIPS

First, it’s best to consider the entire scope:

CASE STUDY

TRIMMING THE Excess

FINISHING STRONG

PREVENTIVE EQUIPMENT MAINTENANCE IMPROVES THE BOTTOM LINE

SUCCESS BEYOND The Design

LAYERING THE LANDSCAPE

COMMUNICATION THROUGH V isualization

PAVING THE WAY TO BEAUTIFUL, SUSTAINABLE PERMEABLE SURFACING

NOT JUST A CLIENT

ANGELICA & MATT NORTON

DR. DAMON ABDI OUTDOOR ARCHITECTS: A BLUEPRINT FOR SUCCESS IN THE GREEN INDUSTRY

THE ENTREPRENEURIAL ITCH

Karen Larson Mark Goldberg Jenna Patrick

INTERVIEWS

BUSINESS BUZZ

KEYNOTE SPEAKERS

ON THE SHOULDERS OF Giants

NO MORE CHASING CHECKERED FLAGS

CHASING THE DREAM

MARIANI GAINS MOUNTAINS

EQUIP EXPO & HNA BREAK RECORDS

FROM THE EDITOR