TLC1014

OCTOBER 2014

TotalLandscapeCare.com

Outdoor Sanctuaries Landscaper’s secrets to design/ build success page 39

12 New & Old Succulent Varieties page 22

How To Market Your Business page 28

GIE+EXPO Sneak Peek page 51

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table of contents

October 2014 Volume 8 | Issue 10

industry news

5

Breaking Ground: What’s the Disconnect?

Landscapers know marketing is important, but many choose to ignore it.

7

Field Report: Growing Gardens

Maine gardens continues to expand, plus crazy news and Pets We Dig

equipment

13

Editor’s Picks: Blow Snow & Leaves

19

Safety Watch: Dangerous Driver

51

Roundup: GIE+EXPO Sneak

Lights, apps and powerful equipment for landscapers

How to mow safely near traffic

Peek

39

What to see and do at this year’s show

business

design/build

56

28

22

Pickup plows clear path for winter work leading to increased profits

How to stop running on empty and get more from marketing

64

ProPickup: Coll Blades for Winter Plowing

lawn care

47

Chemical Care: Fall Fertilization

Set the framework for green turf in the spring.

Business Bests: What’s Fueling Your Business?

39

Landscaper of the Year Finalist: Constructing Sanctuaries

Becoming a design/build specialist equaled success for Carolinas landscaper

Foliage: Succulents

What’s old is new again

Portfolio: Exceeding Expectations

Lighting project turns into complete outdoor living space

Cover Photo: Scott Reister, owner of TG&R Landscape Group in Rock Hill, South Carolina, created this project with his team.

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TotalLa nd s ca p eCa r e.co m 3

Pinar Kuruc – Supervisor Assembly

Built in America. Believing in America.* STIHL truly believes in the productivity of American workers and businesses. So we’re proud to be one of the U.S. manufacturers rebuilding our economy one brick, one car and one chain saw at a time. STIHL believes in supporting small, local business owners like you. It means something to your clients,

to your company, and to us. Because it’s the real people, STIHL people, who help make STIHL the number one selling brand of gasoline-powered outdoor power equipment in America.* To find a STIHL dealer: STIHLusa.com

*A majority of STIHL powerheads are built in the United States from domestic and foreign parts and components. “Number one selling brand” is based on syndicated Irwin Broh Research as well as independent consumer research of 2009-2013 U.S. sales and market share data for the gasoline-powered handheld outdoor power equipment category combined sales to consumers and commercial landscapers. © 2014 STIHL Inc.

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breaking ground totallandscapecare.com /TotalLandscapeCare @TLCmagazine

Editorial

Editor-At-Large: Lauren Heartsill Dowdle Editorial Director: Marcia Gruver Doyle Online Managing Editor: Patty Vaughan editorial@totallandscapecare.com

What’s the Disconnect?

Design & Production

Landscapers know marketing is important, but many choose to ignore it.

Construction Media

Exercise, eat your veggies, quit your bad habits

Art Director: Richard Street Graphic Designer: Timothy Smith Advertising Production Manager: Linda Hapner production@totallandscapecare.com

Senior VP, Market Development, Construction Media: Dan Tidwell VP of Sales, Construction Media: Joe Donald sales@randallreillyconstruction.com

Corporate

Chairman/CEO: Mike Reilly President: Brent Reilly Chief Process Officer: Shane Elmore Chief Administration Officer: David Wright Senior Vice President, Sales: Scott Miller Senior Vice President, Editorial and Research: Linda Longton Vice President of Events: Stacy McCants Vice President, Audience Development: Prescott Shibles Vice President, Digital Services: Nick Reid Director of Marketing: Julie Arsenault

3200 Rice Mine Rd NE Tuscaloosa, AL 35406 800-633-5953 randallreilly.com For change of address and other subscription inquiries, please contact: totallandscapecare@halldata.com For subscription information/inquiries, please email: totallandscapecare@halldata.com. Total Landscape Care (ISSN # 1932-8303) is published monthly by Randall-Reilly Publishing Co. LLC, 3200 Rice Mine Road NE, Tuscaloosa, AL 35406. Single copy price: US $6, Canada/Mexico $9, Foreign $12.

For subscriptions, call (800) 517-4979 in the U.S. or (847) 763-9610 outside the U.S. U.S. Periodicals Postage Paid at Tuscaloosa, AL and at additional mailing offices. POSTMASTER: POSTMASTER: Send all UAA to CFS. (See DMM 507.1.5.2); NON-POSTAL AND MILITARY FACILITIES: send address corrections to Total Landscape Care, PO Box 2196, Skokie, IL 60076-9852. All contributions in the form of unsolicited letters, manuscripts, stories, materials, photographs or art are welcome, addressed to the editor. These submissions cannot be returned except where the sender provides a postage-paid, addressed, stamped envelope. RandallReilly Publishing Company, LLC cannot assume responsibility for unintentional loss or damage to submitted materials. All advertisements for Total Landscape Care magazine are accepted and published by Randall-Reilly Publishing Company, LLC on the representation that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/ or advertising agency will defend, indemnify and hold Randall-Reilly Publishing Company, LLC harmless from and against any loss, expenses or other liability resulting from any claims or suits for libel violations of right of privacy or publicity, plagiarisms, copyright or trademark infringement and any other claims or suits that may arise out of publication of such advertisement. Copyright ©2014 RandallReilly Publishing Company, LLC All rights reserved. Reproduction in whole or in part without written permission is prohibited. Total Landscape Care is a trademark of Randall-Reilly Publishing Company, LLC Randall-Reilly Publishing Company, LLC neither endorses nor makes any representation or guarantee regarding the quality of goods and services advertised herein.

Total Landscape Care is a proud supporter of...

and you’ll be healthy. Easy enough, right?

We all know what it takes to stay in shape – there’s no secret to the process. But knowing and doing are two totally different things. Turns out, that’s true for how landscapers view marketing, as well.

According to a survey TLC sent in June, 88.6 percent of landscapers say marketing their business is important (438 of landscapers rate respondents). However, 62.6 their marketing percent don’t have a marketing knowledge as budget. average So, where’s the disconnect?

Too many landscapers depend on word of mouth referrals.

Don’t get me wrong – this is a great way to get good business.

But it’s not really a proactive approach.

“Relying only on word of mouth, aka doing nothing, is equivalent to getting out and walking,” says Andrew Pototschnik, founder of Lawn Care Marketing Expert.

Instead, focus your efforts on a combination of marketing strategies, whether it’s SEO, direct mail, social media pages, email marketing or putting signs in clients’ yards.

Take steps to grow your business, and figure out which methods work the best.

Read about how you can implement marketing into your business, dos and don’ts, what to do when you’re just starting out and mailer tips on page 28.

67.8%

Lauren Heartsill Dowdle Editor-At-Large

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FieldReport: news, trends & cool stuff

Flourishing Gardens

By Marcia Gruver Doyle

Popular Coastal Maine Botanical Gardens poised to expand again

W

hen the Coastal Maine Botanical Gardens opened in 2007, it was after 15 years of planning, planting and building by a committed core of believers.

In the seven years since, Coastal Maine Botanical Gardens (mainegardens.org) has evolved into a site that includes a visitor’s center, education center and several themed gardens and trails. It’s now one of southern Maine’s prime attractions, with reviewers on TripAdvisor giving it an excellent rating.

“We expected to get 15,000 visitors our first year

(Above) When the Coastal Maine Botanical Gardens first bought the site in 1996, they purchased 128 acres of land and 3,600 feet of tidal shore frontage in Boothbay.

and initially designed the gardens to top out at 35,000 to 40,000 visitors a year,” says William Cullina, executive director. “We reached that number in our first year, so we were basically undersized from the beginning.” The Boothbay-area gardens expect to see 105,000 visitors this year and now stretches across 270 acres of tidal shoreland.

Since the site has more than doubled in size from its original 128 acres, the gardens’ leadership is working to create a second master plan.

“We’re looking at adding another 15 to 20 acres of display gardens, a conservatory, greenhouses,

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fieldreport:

Children can see a variety of plants and structures in the children’s area, including this unique archway.

The gardens have plants in bloom throughout the year including spring ephemerals, azaleas, roses, hydrangeas, grasses and berries.

boardwalks, trails and additional water features,” Cullina says. Also on tap are a demonstration farm where visitors can learn about growing vegetables and a canopy tree walk.

“It’s quite ambitious and will involve a 15- to 20-year rollout,” Cullina says.

“We will need a lot of help from the landscaping community.”

Depending on the size, landscape projects are either put out for bid or negotiated. For example, Jorgenson Landscaping out of nearby Bath, Maine, built the Central Gardens and have The more than 100,000 visitors walk the grounds and see a variety of plant colors, been contracted since to do stonework, textures and varieties. grading and construct water features. vegetables and animals.

“We have stringent requirements on soil qual“We operate our gardens organically,” Cullina ity, minimizing soil compaction, damage to existing says, “using a compost-based mulch in the spring. trees and minimizing erosion,” Cullina says. The We’re hopefully providing inspiration to professiongardens’ staff handles maintenance. als that you don’t need a huge influx of chemicals.”

The Maine-based Leighton & Associates landscape architecture firm designed the gardens’ first The gardens are financed by a combination of master plan, and several landscape architects have admission fees, private donations, foundations and added to this initial effort, including Bruce John government grants.

Riddell, ASLA and Herb Schaal, FASLA, Terrence J. DeWan Associates.

Quick Facts A significant part of the gardens’ mission is eduHours: 9 a.m. to 5 p.m. daily, year round Admission: From April 1 to Oct. 31, prices are cation; for adults, that includes a certificate course $14 for adults; $12 for seniors; $6 for children 3-17 in Maine native plants and ecological horticulture. years old; and children younger than 3 are free.

A children’s Little Diggers Summer Series this From Nov. 1- Apr. 14, the garden is free. year teaches preschoolers about seeds, flowers,

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THE NEW SPRINTER

The best way to succeed out here is to maximize your efforts every day. To make that happen, you need a commercial vehicle that works as efficiently as you do. With a 2-stage turbocharged diesel engine and 7-speed transmission, the New Sprinter has the power to get you moving, with fewer stops at the gas station. The 2014 Sprinter—anything but ordinary. www.freightlinersprinterusa.com

DRIVEN LIKE YOU Options shown. Not all options are available in the U.S. Š2014 Daimler Vans USA, LLC. All rights reserved.

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fieldreport:

Pets We Dig

Lay of the Land

Furry employee loves going to work

BY LAUREN HEARTSILL DOWDLE

O

riginally their daughter’s dog, Brinks soon became Lori and Rod Smithers’ pup after he got hooked on landscaping.

“He loves to get up early in the morning to go landscaping,” says Rod, owner of For Ever Green Landscaping in Ogdensburg, New York.

As you can see in this photo, Brinks isn’t scared to get a little dirty.

“He really has fun climbing dirt hills and running

Brinks

To have your pet featured online and in the magazine, visit PetsWeDig.com and enter your pet’s photo.

around yards while his ‘grandpa’ mows, trims shrubs or installs pavers. He is the best dog, and needless to say, we’ve since adopted him.”

When Brinks needs a catnap, he climbs into Rod’s work truck. But don’t worry — Rod makes sure he is cool, comfortable and out of the sun.

No matter if he is resting or digging into his work, Brinks is one crewmember that never complains to be on the jobsite.

Man Stabs Landscaper Over Grass Clippings

A

70-year-old man is accused of stabbing a 19-year-old landscaper because the teen got grass clippings in his truck.

Three teenage landscape crewmembers were mowing the lawn at an apartment complex in Akron, Ohio. The accused, John Fenwick, says he left his truck window rolled down, and the crews’ grass clippings got into his truck. When he saw what happened with his truck, he came out of the apartment and started yelling at the boys.

The teens got into their truck, but as they did, Fenwick stabbed one of them in the arm through

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the open window. The other two boys got out of the truck and punched the suspect until he dropped the knife. The teens then drove to another part of the neighborhood to call police.

Fenwick told police he approached the boys because they regularly did a bad job mowing, ran over children’s toys and got grass clippings everywhere. His girlfriend, 47, told police Fenwick didn’t stab anyone, although she turned over a knife police believe was used in the crime.

Fenwick was jailed and charged with seconddegree felonious assault.

A

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A R O U N D

B E T T E R V I S I B I L I T Y

See how Bobcat gives you the best-in-class all-around visibility up front, in back and to the sides. Visit Bobcat.com/Visibility5

Bobcat.com/Visibility5 1.877.745.7813 Bobcat Ž and the Bobcat logo are registered trademarks of Bobcat Company in the United States and various other countries. Š2014 Bobcat Company. All Rights Reserved. | 1250M-0

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VISIT US AT GIE+EXPO INDOOR BOOTH 7196 | DEMO BOOTH 7740D

Tackle Tough Jobs EXPERIENCE OUR NEW TRACK LOADERS Need to get more done in a day? Count on Takeuchi track loaders. Featuring a light footprint and an impressive rated operating capacity of 2,105 lbs, the new TL8 track loader offers an unrivaled blend of power and efficiency.

With bucket breakout forces exceeding 6,800 lbs, and loader lift arm forces of over 6,700 lbs the TL8 is able to deliver unmatched performance in the most demanding applications.

Find your new edge on productivity. See the full line at takeuchi-us.com takeuchi-us.com.

©2014 Takeuchi Manufacturing.

Contact your dealer for current warranty and financing program details.

FIND OUT WHAT OTHERS KNOW. VISIT TAKEUCHI-US.COM TO FIND THE DEALER NEAREST YOU. Text INFO to 205-289-3796 or visit www.tlcrequest.com

BY LAUREN HEARTSILL DOWDLE

Lights, apps and powerful equipment for landscapers

Hydraulic blower Designed to fit skid steers and tractors with quickattach plates, the Land Pride SBL25 front-mount snow blower is a fully hydraulic unit. It has a 24-inch impeller and 16-inch auger. Its skid shoes are adjustable and replaceable. The SBL25 is available in 66-, 74- and 84-inch widths, and it has 3/16-inch side plate material and 10-gauge main housing material. For more information, visit totallandscapecare.com/landpride-snowblower.

Strong air

Loader upgrades Terex’s Generation 2 (GEN2) line of skid steers and compact track loaders are available in radial and vertical lift-path patterns with rated operating capacities (ROC) ranging from 665 to 2,300 pounds: R070T, R160T, R165S, R185S, R190T, R200S, V200S and V230S. Additional models with 2,300- to 3,600-pound ROC will be added to the line in the next few months. All of the GEN2 models have Tier 4 Final engines, a cylinder seal package and upgraded hydraulic couplers. For more information, visit totallandscapecare.com/ terex-loaders.

Move leaves and debris with Troy-Bilt’s Jet leaf blower. The Jet features a mixed-flow fan design that maximizes air volume and harnesses speed.

As the fan rotates, it pulls in and pressurizes 650 cfm of air, which is pushed out the nozzle at 130 mph. The Jet can be started when owners prime it, flip the choke lever and pull start. The leaf blower has an optional weight balance.

For more information, visit totallandscapecare.com/ troy-bilt-jet.

For product information, text INFO to 205-289-3796 or visit TLCREQUEST.COM

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editor’s picks

String it up

Handy accessory When you’re wearing gloves, using your phone can be a hassle. But with ThumbDogs, you won’t have to take your gloves off. They fit over the thumb and index fingers and make a touchscreen work using a medicalgrade, conductive fabric. The stretchable material fits snug and secure over your glove tips. An adjustable Velcro strap and leash system makes sure you don’t lose the two pieces. Designed originally for skiers and snowboarders, ThumbDogs are also being used by construction workers, motorcyclists and the military. For more information, visit totallandscapecare.com/thumbdogs.

For both commercial and residential landscapes, the FX Luminaire VE hanging LED light fixtures are available in a choice of four metal finishes on a copper sleeve. There are also 10 powder-coat finishes made of anodized die cast aluminum with 1 or 3 LED. An optional perforated sleeve can be used to create a starlight effect.

Each fixture includes four colored filters (amber, blue, green and frosted) for color temperature customization. For more information, visit totallandscapecare.com/fx-luminaire-fixture.

Extra storage Meese Orbitron Dunne’s line of rugged, underbody truck storage boxes mount underneath the body of landscape trucks to create extra space for secure storage.

Ideal for storing and transporting lawn and landscape equipment, the underbody boxes are rotationally molded from 100-percent waterproof polyethylene. The line of underbody storage boxes features three sizes spanning 2, 3 and 4 feet in length by 18 inches high and 18 inches deep. Locks and mounting kits are separate.

For more information, visit totallandscapecare.com/meese-box.

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SOME MASTERPIECES HANG ON A WALL. OTHERS KNOCK WALLS DOWN.

Built precisely. Works relentlessly. The world’s No. 1 selling compact excavators* feature zero and conventional tail swing, 20% higher lift and finely tuned Kubota engines. They’re part machine, part masterpiece and all Kubota. Locate your dealer today at Kubota.com/Construction. *According to 2013 OEM Off-Highway Research, Kubota has the largest compact excavator market share in the world. © Kubota Tractor Corporation, 2014.

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Visit us at GIE+Expo, booth 1054, and outside at Lot 7538D!

MORE STABILITY. MORE SPEED.

MORE COMFORT.

NOw ThAT’S SMART. Skid Steer Loaders from New Holland give you more than before so you can do more than ever: • • • •

Increased breakout force for ultimate dump height and reach Long wheelbase for greater stability and a smoother ride Wide cab for all-day comfort Excellent visibility—including see-through cab roof, large rear window and low engine hood—for confident operating • Simple attachment changes for easy lifting, carrying, digging, trenching, sweeping and more

Find out about the latest offers from your New Holland dealer at newholland.com ©2014 CNH Industrial America LLC. All rights reserved. New Holland is a trademark registered in the United States and many other countries, owned by or licensed to CNH Industrial N.V., its subsidiaries or affiliates. NHSSL08149655

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T:2.25”

editor’s picks

OFFERS END

NOVEMBER

30

Design, price projects

Visit your New Holland Dealer

by November 30 to take advantage of these great offers.

Vista Professional Outdoor Lighting’s LED Path Light Series includes four ready-to-install luminaires: the 4708, 6507, 6509 and 6511. The American-made lights come factory fitted with T3 LED lamps and are constructed of heavy-gauge, copperfree die-cast aluminum. Each light is fitted with a 20-watt equivalent T3 lamp. Available in 15 polyester powder-coat finishes, the LED fixtures can be customized. For more information, visit totallandscapecare.com/vista-path-light.

For product information, text INFO to 205-289-3796 or visit TLCREQUEST.COM

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Light your path

nhvaluebonanza.com

©2014 CNH Industrial America LLC. All rights reserved. New Holland is a trademark registered in the United States and many other countries, owned by or licensed to CNH Industrial N.V., its subsidiaries or affiliates.

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T:9.5”

The PRO Landscape Contractor app allows users to create visual designs and price quotes on an iPad or Android tablet. Users take a photo with the tablet and can then drag and drop plants, add in mulch, grass, hardscapes, statuary and more. The PRO Landscape library has more than 11,000 photos on a cloud-based server.

Designs can be emailed to customers, printed, saved or posted on social media sites. For more information, visit totallandscapecare. com/pro-landscape-design-app.

1.9%

Do the math with Canter. + Higher payload + Higher fuel efficiency + Longer service interval + Industry-best warranty** = Lower cost-of-ownership See the new 2015 Canter FE/FG Series and find your nearest dealer for a test-drive at mitfuso.com.

*See dealer for complete financing options. **For warranty limitations and details, see your local dealer.

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FINANCING*

Dangerous Driver

BY LAUREN HEARTSILL DOWDLE

How to mow safely near traffic THE ACCIDENT: A Florida landscaper is mowing the grass in a road median about 8:15 a.m. While he is mowing, a midsize pickup truck approaches the work area. The driver’s vision is impaired from the sun glare, and he misses a curve in the road.

He veers to the left and drives onto the curbed median. The pickup’s windshield and side mirror strike the landscaper, killing him. The driver is uninjured and is charged with careless driving.

THE BOTTOM LINE: Work-

ILLUSTRATION BY DON LOMAX

ing near traffic can quickly turn deadly if the proper precautions are not taken.

Here are safety practices to follow when mowing alongside roadways.

• Keep tools and equipment away from the roadside when not in use.

• Post signs to let motorists know there are crews along the road.

• Face oncoming traffic as much as possible when mowing around hazard markers, signs and guiderails near the edge of the roadway.

• Watch out for out-of-control vehicles, and stay out of their way.

• Locate potential hazards such as ditches, embankments or drop-offs.

• Make sure the mower chute is pointed away from the traffic.

• Don’t park the mower on a public roadway.

Instead, park it away from the road on a level surface if it must be left on the jobsite.

• Wear highly visible, reflective clothing in addition to other required personal protective equipment (PPE).

• Crews must undergo safety training for working near traffic. Crew leaders should point out hazards specific to the jobsite and how they can be avoided.

• Evaluate the jobsite from the driver’s perspective and note visibility limitations and blind spots.

For more Safety Watch articles, visit totallandscapecare.com/safetywatch.

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Conductor peligroso POR LAUREN HEARTSILL DOWDLE

Cómo cortar césped con seguridad cerca del tráfico EL ACCIDENTE: Un trabajador de jardinería está cortando césped en una división medianera de la carretera cerca de las 8:15 a.m. Mientras lo hace, una camioneta pick-up de tamaño mediano se acerca al área de trabajo. La visión del conductor es limitada por el resplandor del sol y se pasa una curva del camino. Tuerce hacia la izquierda y maneja sobre la medianera restringida. El parabrisas y el espejo de la camioneta golpean al trabajador, matándolo.

El conductor resulta ileso y es acusado de conducción temeraria.

ILUSTRACIÓN POR DON LOMAX

CONCLUSIÓN: Trabajar cerca del tráfico puede tornarse mortal rápidamente si no se toman las precauciones adecuadas. Aquí unas prácticas de seguridad a seguir cuando se corte el césped a lo largo de las carreteras.

• Mantenga herramientas y maquinarias lejos del borde del camino cuando no están en uso.

• Coloque letreros para hacer saber a los conductores que hay cuadrillas a lo largo del camino.

• Colóquese en lo posible en frente del tráfico al cortar césped en torno a señales de riesgo, letreros y vallas de contención cerca del borde del camino.

• Esté alerta a los vehículos fuera de control y aléjese de su trayectoria.

• Ubique riesgos potenciales tales como zanjas, promontorios o depresiones.

• Asegúrese de que el vertedero de la máquina

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podadora apunta lejos del tráfico.

• No estacione la podadora en una vía pública.

Estaciónela lejos de la vía sobre una superficie pareja si es que debe dejarla en el sitio de trabajo.

• Utilice indumentaria altamente visible y reflectante además de otra indumentaria de protección personal (PPE, siglas en inglés).

• Las cuadrillas deben recibir capacitación de seguridad para trabajar cerca del tráfico. Los jefes de cuadrilla deberían señalar los riesgos específicos del sitio de trabajo y cómo pueden evitarse.

• Evalúe el sitio de trabajo desde la perspectiva del conductor y advierta las limitaciones a la visibilidad y los puntos ciegos.

Para más artículos de Safety Watch, visite totallandscapecare.com/safetywatch

Exceptional

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foliage

Originally from Mexico, Painted Echeveria from Monrovia is a low-growing spreader that thrives in dry, sandy soil and prefers cool sun to light shade.

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foliage

Succulents

BY ARRICCA ELIN SANSONE

What’s Old is New Again

Y

our grandmother was on to something: If you remember Hens and Chicks, those easy-care, rosette-shaped succulents from her backyard garden, you’re in for a surprise.

Succulents are hotter than ever in the landscape. In the past several years, the popularity of these plants has skyrocketed.

“Five years ago, there were a couple dozen readily available types. Now, there are almost 200 from which to choose,” says Kathy Rudnyk, specialty accounts manager with Monrovia.

Succulents, or plants that have a fleshy leaf structure that’s designed to retain water, come in all shapes and sizes. Most have taproots to seek water, so they’re drought tolerant once established. Despite popular belief, they’re not just for full-sun exposure and warm climates; some tolerate part sun and extreme cold.

One of their biggest draws: “They’re sturdy, far sturdier than many annuals,” Rudnyk says. “Maintenance is almost nonexistent for many succulents.”

Succulents work well in beds, containers, vertical gardens and rock gardens. Some perform as groundcovers, while others are striking as accent plants or mixed with brightly colored flowers or shrubs. Although some succulents cost slightly more than annuals, they’re economical in the long run because you won’t have to keep replanting. They’re also good choices for compact sites, as they are slow growing, taking years to reach their average landscape size.

Give succulents a second look, and try these new and recently rediscovered varieties in your next project.

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foliage PETITE SUCCULENTS

(up to 6 inches tall)

Sedum Sea Stars

Voodoo Stonecrop

(Sedum bithynicum) Mounds of finely textured blue-green foliage. Small but prolific pale pink blooms in late summer, which appear in overall star shapes resembling sea anemones.

Heat tolerant. Does well in hanging baskets. Grows 1 to 2 inches tall, 10 to 12 inches wide.

• Hardy to USDA Zone 6 • Sun

(Sedum spurium ‘Voodoo’) Colorful reddish and green whirls of foliage.

Heat tolerant. Looks good when planted against neon colored flowers. Grows 3 to 4 inches tall, 10 to 15 inches wide.

• Hardy to USDA Zone 3 • Sun

SynGEntA

BEnAry

Coral Carpet Stonecrop

Jet Beads Stonecrop

(Sedum album ‘Coral Carpet’) Baby leaves are coral then change to green as they mature and bronze in winter.

Evergreen with tiny star-shaped flowers in early summer. Forms a mat 4 inches tall to 18 inches wide.

• Hardy to USDA Zone 4 • Part to full sun

(x Sedeveria ‘Jet Beads’) new hybrid with bronze-green foliage arranged along the stems like a string of beads. Cool weather gives it a black hue, which contrasts nicely with other foliage in the garden. Grows 4 to 6 inches tall, 12 inches wide.

• Hardy to USDA Zone 8 • Part to full sun

MonroViA

MonroViA

MEDIUM-SIZED SUCCULENTS

(1 to 3 feet tall)

Maestro Sedum

Shining Pink Rock Purslane

[Sedum (Hylotelephium) hybrid] Blue-green leaves turn to purple. Bright purple stems hold large clusters of mauve flowers. Doesn’t flop over like many upright sedums. Grows 24 to 30 inches tall, 20 to 24 inches wide.

• Hardy to USDA Zone 3 • Full sun

ProVEn WinnErS

MonroViA

Painted Echeveria

Brakelights Red Yucca

(Echeveria nodulosa) new dramatic, showy plant with rosettes of green leaves striped and edged in red. yellow flowers bloom in summer. Prefers sandy soil. Grows in clumps 12 to 24 inches tall, 2 to 3 feet wide.

• Hardy to USDA Zone 9 • Part to full sun

(Hesperaloe parviflora ‘Perpa’ PP#21729) new variety with red blooms. Long flowering season.

Plant in mass, borders or in containers. Attracts hummingbirds. Grows 2 feet tall and wide.

• Hardy to USDA Zone 5 • Full sun

MonroViA

24 To t a l L a n d s c a p e C a r e . c om

(Calandrinia Shining Pink, tm) new shrubby plant with hot pink flowers that dance in the wind above blue-green foliage. Drought tolerant once established. Attracts butterflies.

Grows in clumps, 8 to 12 inches tall and wide.

• Hardy to USDA Zone 9 • Part to full sun

MonroViA

o c t o b e r 2 014

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• Hardy to USDA Zone 8 • Part to full sun

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• Hardy to USDA Zone 7 • Full sun

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(Agave attenuata ‘Ray of Light’) Wide green leaves with white variegation.

Mature plants boast tall vertical flower that arches back like a fox’s tail.

Drought tolerant once established.

Grows 4 to 5 feet tall, 8 feet wide.

Bloom stalks grow to 8 feet tall.

• Hardy to USDA Zone 9 • Part to full sun

(Yucca elata) Slender green variegated leaves with white margins and white threads forming a crown atop the branches. Spikes of white flowers in late spring. Grows slowly from 6 to 20 feet tall and 10 feet wide.

• Hardy to USDA Zone 6 • Part to full sun

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business bests

What’s Fueling Your Business?

BY LAUREN HEARTSILL DOWDLE

Stop running on empty & get the most from marketing

I

f you’re about to hit the road for a long trip, one of the last things you’ll do is fill your car up with gas: It’s what will keep your vehicle going.

And when it comes to sustaining your business for the long haul, you’ll want to make sure its tank isn’t empty – or you might be left stranded.

“Marketing is quite simply the fuel for business growth,” says Andrew Pototschnik, founder of Lawn Care Marketing Expert (lawncaremarketing expert.com). “If your business is starting out with 10 clients and your destination is 1,000 clients, you have to keep fuel in the tank and upgrade the engine.”

Marketing is “key to survival,” says Steven Cohen, landscape-snow industry consultant with GreenMark Consulting Group (greenmarkgroup. com). “Brand delivery is an essential tool, and how you deliver that message is imperative,” Cohen says. “Whatever you do concerning your marketing, remember brand differentiation between yourself and your competition is what you ideally need to achieve. “ But what are the best ways to market your company? And why should you focus your time and resources on it?

Many owners credit word of mouth to sustaining their business, but it

O C T O B E R 2014

Tota lLa nd s ca p eCa r e.com 29

business bests

takes more than that to really be successful.

“Relying only on word of mouth, aka doing nothing, is equivalent to getting out and walking,” Pototschnik says. “But doing several of the right things – implementing a referral system, SEO, pay per click, advertising, EDDM (every door direct mail), email marketing, etc.

– is more like filling your tank with super premium octane. Which fuel you choose depends on how quickly you want to reach your destination.

Are you a racecar driver or pedestrian?”

Here are tips and techniques you should follow to get the most out of your marketing efforts.

company shows up online.

For those still unsure about search engine optimization (SEO), it’s time to get on board. Google is the No. 1 way consumers find local service providers, such as landscapers, Pototschnik says.

“Look at your own behavior and that of your friends, family and kids,” he continues. “What do you do when you buy a new TV? Do you go to Best Buy to do your research, or do you go to Amazon?”

Since more potential customers are turning to the Internet for service providers, you need to make sure your business is the first to pull up in a search.

“If you aren’t there, you are giving business to your competitors,” Pototschnik

SEO

Come in first As the saying goes in racing, “If you’re not first, you’re last.” The same can be said for how your

8 ElEmEnts of EffEctivE DirEct mail One of the best ways to get your business’s name out to the community is through direct mailers and door hangers. But what are the elements of a good design? Joy Gendusa, founder and CEO of PostcardMania shares these 8 tips.

• Write a clear, bold headline.

• Use a graphic that supports the message.

• Add colors that pop.

• Write a subhead that leads into the main text.

• Share what benefits residents can get from using your services.

• Make them an offer, such as one free mow.

• Include your company name, logo, contact information and return address.

• Give them a call to action. Example: Call today for a free estimate.

For more tips on mailers, how to convert leads to clients, ways to launch a good website and use Google as a follow-up tool, watch the two-part webinar with Gendusa at totallandscapecare.com/ marketing-webinar.

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business bests

says. “It is a huge opportunity for companies savvy enough to invest in the right program.”

Since you’re targeting a specific service area to find clients, all of your SEO should be local.

“For instance, a landscaper in Tulsa, Oklahoma, doesn’t need to bother trying to rank for ‘lawn care’ because the majority of those searches are not in Tulsa,” Pototschnik says. “Instead, he should rank for the localized key phrase ‘lawn care in Tulsa’ and other variations of related phrases.”

The difference, he says, is the geographic location is specified in the search and within the optimized site content.

Steady flow Another online tool that can help give you a constant stream of business is email. If done correctly – not by buying lists or spamming people – email can help you better reach past and present customers.

“When you have a strong email marketing strat-

egy and a solid list of existing clients and leads, there are few lower-cost ways to generate more cash,” Pototschnik says. “An email marketer who knows what they are doing can send an email any day of the week and make more sales.”

Nurturing relationships with existing clients is one benefit of communicating regularly through email. Current and past customers can be some of the best sources of new revenue because of the highprofit margins with additional project phases, he says.

“Add-on services are where you can have a huge percentage of your profits,” Pototschnik says.

“Existing and current clients have a lower cost per sale because you’ve already acquired them. If you have satisfied them in the past, they are more likely to buy from you again than take a risk with a new company.”

For past clients who aren’t currently working with you, try running a special with a “we want you back” offer, he suggests.

But remember, email is not a replacement for

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picking up the phone. “In this digital age, we have a tendency to avoid verbal communication and rely on instant messaging and email,” Pototschnik says. “If you want to close leads or sell more, the phone is still a better way to do that.”

There is a downside with the phone, however: time. Sending one “personalized” email to 1,000 customers obviously is quicker than to picking up the phone and calling all of them. “If you are a small company with 100 clients or less, I would call everyone once a month and sell,” Pototschnik says. The phone is also good for closing new sales and then owners can use email after that, he adds.

Another way you can communicate with a variety

of community members at once is by attending their city’s Chamber of Commerce meetings, says Norman Rohfeld, with Erie Landscaping Company, Strongsville, Ohio (erielandscaping.net).

“At meetings, someone may mention they need a landscaper, like for an HOA account, so we’ll make them a bid,” Rohfeld says. “But most of the time, they tell us that isn’t necessary and just hire us because they know us.”

Know your route You need to know where you’re going, whether you’re driving a car or steering a business in the right direction. One part of that is knowing who your target audience is and how to best reach them.

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business bests

Mailers are nothing new, with 75 percent of all marketers using direct mail, according to Joy Gendusa, founder of PostcardMania (postcardmania. com). And it’s easy to see why this is such a popular tool: 65 percent of consumers have made a purchase as a result of a direct mail, she continues.

First, owners need to decide if they want to target all of the people in their service area (EDDM) or just focus on some of them (targeted mailing list). Next, it’s important to design a piece that clearly conveys the company’s message, resonates with the area, catches people’s attention and states the benefits of the services.

(Read more about mailers on page 30 in “8 Elements of Effective Direct Mail.”)

But simply mailing the materials isn’t enough to convert leads, Gendusa says. She shares only 2 percent of sales are made on the first contact, while 80 percent are made on the fifth to 12th contact.

And the faster that contact is made the better.

If a person fills a form out on a landscaper’s website requesting information and is contacted within five minutes, the close rate is more than double compared to if they are contacted in 10 or more minutes, she explains.

l i a M t c e r Di

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Tell everyone. Send a personal message to all of your Facebook friends in your target markets telling them what you do and ask them if them they need service or know anyone that does. Make them a special offer.

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Setup a Google+ Local page. If you have tons of reviews and set it up correctly, this can be one of the most effective lowcost things you can to do to generate revenue.

Buy a domain name. Setup a professionally designed website built to convert visitors to customers that is easily updateable by you. This will be your No. 1 salesman. Treat it as such by constantly improving it and adding new content to a blog.

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Get video testimonials from satisfied customers. Use them on your website and marketing materials. Ask them if you can use them as a reference. Get a photo at the bare minimum.

Text-only testimonials on your website are worthless.

Setup a Facebook page. Don’t invest a ton of time updating the page until you have a budget to advertise. Many other strategies are more effective for lead generation. It’s not a replacement for a website. You want to get leads off of Facebook and into your marketing database as quickly as possible. You have to pay Facebook to market to your followers.

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Knock on doors. Dress professionally, preferably with a logo’d colored shirt. Leave them a door hanger and/or magnet.

Reinvest new revenue into online marketing. Unfortunately, there is a financial barrier to entry when implementing an online marketing strategy. Be careful who you pay to do this. Too many companies will take your money and not get results.

Implement a social media strategy. For a complete guide on what you should be doing on social media, visit totallandscapecare.com/how-to-get-more-from-socialmedia.

Implement an email marketing strategy.

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88.6%

Think it’s important to market their business, but only

37.4%

Have a marketing budget for their business

34.8%

Spend $5,001 or more on marketing each year (the top answer)

Social media is the top way landscapers promote their businesses

67.8%

Rate their marketing knowledge as average * According to 438 responses from Total Landscape Care’s June 2014 survey

O C T O B E R 2 014

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Text INFO to 205-289-3796 or visit TLCrequest.com

(36.5%)

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Lewis Bennett & Dana Shook Green Dreams Landscape Management, Inc. Pinebluff, North Carolina

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O C T O B E R 2 014

Constructing Sanctuaries

BY LAUREN HEARTSILL DOWDLE

Becoming a design/build specialist equaled success for Carolinas landscaper

F

ireplaces, outdoor kitchens and patios are more than Scott Reister’s specialties – they are his passion.

A contractor at heart, Reister uses his design expertise to create stunning outdoor areas that transform backyards into the perfect gathering spots.

“We want to provide spaces people enjoy,” Reister says. “We want them to feel that sense of

Scott Reister TG&R Landscape Group Rock Hill, South Carolina tgrlandscape.com

‘sanctuary’ and have a social experience. It encourages them to spend time with friends and family, and I like when people use the space.”

But Reister and his business – TG&R Landscape Group in Rock Hill, South Carolina – don’t only create outdoor oases. It’s the group’s expertise and practices that really set them apart and make them one of TLC’s Landscaper of the Year finalists.

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Tota lLa nd s ca p eCa r e.com 39

landscaper of the year finalist

Unearth calling An Atlanta native, Reister worked for a landscape group during high school and into college. Continuing to follow his love for the outdoors, Reister attended the University of Georgia where he earned a bachelor’s degree in landscape architecture.

After graduating, he went to work for a landscaper in Rock Hill, South Carolina, who focused on land planning and design.

But when the recession hit in the early 1990s, Reister decided his true calling was in landscape construction. “I had a heart for that,” he says.

So, Reister and a business partner set out and created Two By adding lighting to their clients’ projects, like these along the stairs, TG&R allows the Guys & a Rake in 1991. “We homeowners to enjoy their spaces even after the sun goes down. didn’t have two nickels to rub together,” Reister says with a laugh. They started His business partner later left the business to out offering maintenance services, but after six pursue other interests, and Reister abbreviated the months, they were able to stop mowing and focus company name to TG&R. solely on design/build projects.

Three years after starting the business, Reister

Reister says he especially enjoys installing fireplaces because they create an inviting space that friends and families can enjoy.

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landscaper of the year finalist

hired a landscape installation manager, John Hoskins, which led to more growth.

“We started getting into bigger and better projects,” Reister recalls. “We were doing as much work in five days as I did in my first year of work.”

With Charlotte, North Carolina, only 30 minutes from their office, TG&R has a lot of clients in the city. “Charlotte is a clean, young, progressive city,” Reister says. “It’s been a great city to start a business.”

And like many big cities across the nation, Charlotte felt the Great Recession. When the economy took a hit, Reister took a good, hard look at his business.

“The lesson I learned was to not become complacent,” Reister says. “Before the recession, we were very complacent. If you’re not moving forward, you’re moving backward. It’s not a matter of growing in size but just being the best you can be.”

They’ve done that by carefully choosing their services. TG&R offers landscape architecture, This outdoor living area includes a fireplace, seating area, pool and outdoor kitchen. The space general contracting, irrigation, also has a view of the neighborhood’s pond. lighting, masonry, paving and plant maintenance. “We offer an helped them become experts and gain a good hanall-encompassing package for our clients,” Reister dle on their costs, Reister says. But understanding says. what clients want is just as important as having a Reister and his staff hold memberships in sevconcrete grasp on the numbers. eral regional and national groups. They are also “We not only look at the aesthetics, but we also registered landscape and contractors in North and see how the customer will use the space – and South Carolina. “Having the general contractor lihow each feature fits into the design,” he says. cense helps us with commercial projects, especially One project that stands out to Reister is a parks and streetscapes,” he says. hospice center where they installed garden areas for patients. “The outside was as important as the Complete package inside,” he says of the project. “It’s all about the Putting their focus on design/build projects has patient experience. We want the healing gardens

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landscaper of the year finalist

to feel like home.” They added concrete birdbaths, plants and landscape lighting.

No matter the design or location, Reister says he especially enjoys conceiving the idea, watching it through implementation and then seeing the finished project.

“To be a good landscaper, you have to love it,” Reister says. “I like wearing the different hats.”

The company offers one-year warranties for their work. “I’d rather replace a plant than lose a customer,” he says. They also offer maintenance packages, such as watering and pruning, after they finish an install.

Hiring strategy Their biggest challenge, like many others in the industry, has been finding good employees.

“In overcoming this, we have found our greatest success is retaining the great employees we

O C T O B E R 2 014

Tot alL an dsc ap eC are.c om 4 3

Text INFO to 205-289-3796 or visit TLCrequest.com

This covered stone walkway leads into a complete backyard oasis, with the water and fire features seen on the left-hand page.

landscaper of the year finalist

do find, and this helps us compensate for our weakness,” he says. “The people we have make us successful.”

After someone is hired, they are paired with an experienced worker to give them onsite training.

“When I hire someone, we’ll know if they’re good in a week,” Reister explains. “It’s more about work ethic, not skill set.

We get most of them from current employee referrals.”

Water features are one of TG&R’s specialties, from Reister tries to find work unique pools and hot tubs to ponds and smaller bubblers. for his 25 employees year round. “We have busy times and really busy times,” he says, smiling. For focus on their families are just a few reasons they masonry or tree work, Reister works with a group have such a high retention rate. of subcontractors, who are viewed like employees.

Words of advice Offering health insurance, creating a good work Whether he’s working with clients or employees, atmosphere and allowing workers to have time to

4 SECRETS TO REISTER’S SUCCESS 1 3 Reputation. “Having been in business for 23 years now, our reputation is everything to us,” Scott Reister says. “It’s how we get business.

It’s how we maintain relationships with clients, and that enables us to get new business. I tell my guys working in the field – even from the guy raking out the bed – ‘You’re our front line in front of the client, and you doing a good job and doing your job correctly in a respectful manner speaks volumes about how we do work and how we do business.”

2

Good people. “Surround yourself with people who can compensate for your weaknesses,” Reister says. “It’s been a struggle to find the right people, but finding them and retaining them by making a good work environment for them helps over all of our business. Having talented, gifted people who are willing to work hard is definitely key to a good business model.”

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Quality over quantity. “Having a larger company with more employees and doing more work is not necessarily the direction we’ve chosen to go in our industry,” Reister says. “We have a good-size group. We’re large enough that we’re able to handle bigger projects or issues that arise but not too large that we don’t have a good handle on all of the details that are involved with a project.”

4

Client service. “We design a space that fits their needs, their families’ needs, their budgets and aesthetically what’s going to work for them,” he says. “We’re very hands-on oriented. We don’t have a lot of finger pointers in our company. Everybody is willing to get their hands dirty and work on a project.”

To watch a video about his success story, visit totallandscapecare.com/tgr-success.

landscaper of the year finalist

Text info to 205-289-3796 or visit TLCrequest.com

Reister’s business practices are based on the foundation of honesty.

“Be ethical upfront: Under promise and over deliver,” he says. “Be honest with clients. Do what you do, and do it well.

“If we make a mistake, we try to make it right,” he continues.

“As a result, our No. 1 form of advertising is word of mouth.”

Another aspect of that is sharing your schedule with potential clients to let them know realistic start and completion dates. “Tell them your schedule.

You might lose clients, but you will have a better reputation.

Bigger isn’t always better.

“For us, we don’t try to do everything,” he says. “We focus on what we’re doing and try to do it better. It’s about working hard and being responsible for how you treat clients, the environment and employees.”

Another factor of their success is maximizing efficiency.

To get crews to the sites faster, he has fuel at the office. There’s also a service mechanic who comes in each morning at 4 to repair any trucks or equipment before the crews arrive.

While Reister may be a savvy businessman, he hasn’t forgotten the real reason he is in the industry.

“I’m very blessed to be in this profession,” Reister says. “I love my job. The opportunity to create spaces for people to experience and enjoy is very rewarding. To create with an object that is always growing and changing is a special experience and very gratifying. My favorite

part about my job is to see and know we helped create something someone will enjoy for years to come.”

To see more project photos from TG&R, visit totallandscapecare.com/ tgr-landscape-group.

To enter to be Landscaper of the Year, visit totallandscapecare. com/loy.

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chemical care

Fall Fertilization Set the framework for green turf in the spring, while building summer stress resistance.

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chemical care

T

he summer months are finally behind us, and cool-season turf is getting the break it needs to recover from heat, pests and drought. But, there’s no rest for the weary – it’s time for a complete fall fertilization program to get your customer’s turf ready for the spring.

Proper nutrient management is one of the most important factors for fall fertilization, so it’s essential to choose a program that works best for turf specific to weather conditions.

Researchers are now finding that a fall fertilization program is creating additional benefits that can carry well into the next year. Recent studies at Ohio State University show overall plant/turfgrass physiological health is improved for the following season with a fall fertilizer application vs. turf that is untreated at the end of the growing season.

Fall fertilization also helps turf recover more quickly from summer stress, maintaining a green turf color into the early winter, while providing quick green-up in the spring. Jonathan Copeland, president of CopelandScapes in Gadsden, Alabama, has experience this firsthand.

“Serving more than 4 million square feet of turf and vegetation in the transition zone, it is crucial we apply a reliable product in the fall on our coolseason blends of perennial ryegrass and bluegrass

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that consistently promotes optimal nutrient uptake by the plant,” Copeland says.

Copeland’s fall fertilization is simple: One application in the beginning of October, followed by an early-to-mid December application helps relieve home and commercial turf, as well as athletic fields from surge growth, yielding healthy plant growth and color for the next season.

“Fall fertilization improves the condition of turf and vegetation in the fall and spring – great for us both economically and from a sustainability standpoint,” Copeland says.

A fall feeding can also help turf grow deeper roots during the spring. The key is preserving valuable carbohydrate reserves for root development that might otherwise be depleted by excessive shoot growth, which often results from early spring fertilization.

“The benefits of a fall fertilization program are growing beyond the aesthetics of providing seasonally greener turf,” says Dr. Eric Miltner, agronomist, Agrium Advanced Technologies. “LCOs can reduce the amount of fertilizer they use, and a fall feeding sets up the property to become healthier, denser and better able to withstand the stresses of the summer outdoor season.”

The ideal time for fall fertilization varies, largely

chemical care

Overseeded bermudagrass with perennial ryegrass blends are fertilized with Agrium Advanced Technologies’ XCU slow-release fertilizer.

Landscaper Jonathan Copeland applies fertilizer in early October and then again in early-to-mid December.

dependent on soil temperatures so that root systems are still active and can store nutrients.

Regardless of the timing, the benefits of a fall program are changing the landscape of fertilization programs.

“The environmental, economic and efficiency

benefits of fall fertilization are hard to ignore,” Miltner says. “They span the fall, winter and spring seasons and create greener, healthier turf that uses resources more effectively and helps turf managers do their jobs more efficiently.”

SOURCE: BOB RALEY, AGRONOMIST, AGRIUM ADVANCED TECHNOLOGIES

HOW MUCH DOES FERTILIZER COST?

An effective fertilizer program must produce healthy, green turf, but it also needs to make sense from a financial standpoint.

Christina Burton, Turfgrass Science graduate and maintenance channel manager for Horizon, shares a method to calculate fertilizer costs.

Step 1: Calculate the number of bags needed to fertilize 1 acre.

When you look at a fertilizer label, the first thing you’ll want to find is the NPK ratio. This will show you the percentage of nitrogen (N), phosphorus (P) and potassium (K) in the bag.

Quick-release fertilizers tend to have less nitrogen in the bag, so if you’re fertilizing at the typical application rate of 1 pound of N per 1,000 square foot, you will need more bags of fertilizer to get the job done.

Step 2: Multiply the number of bags by the bag price.

Once you’ve determined the number of bags needed to fertilize 1 acre, multiply it by the bag price.

Cost to Fertilize 1 Acre = Number of Bags x Bag Price

Step 3: Divide the cost to fertilize 1 acre by how long the fertilizer lasts.

If we were just looking at the cost to fertilize 1 acre, quick release fertilizer will usually be cheaper. But one of the main benefits of moving to a slow-release fertilizer is that it lasts much longer than quick-release fertilizer. This is where you start saving your money.

Cost of Fertilizer per Acre per Week = Cost to Fertilize 1 Acre / Fertilizer Duration (in weeks) When you pay a few dollars less for a product that only lasts half as long, your fertilizer ends up costing you more in the long run.

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Text INFO to 205-289-3796 or visit www.tlcrequest.com

roundup

2014 GIE+EXPO

Seminars and UTVs will take center stage at the industry’s biggest show.

By LaUren HearTSiLL DowDLe

G

reen industry pros, dealers and manufactures will converge in Louisville, Kentucky, Oct. 22-24 for the 2014 GIE+EXPO. The landscape industry’s largest show will be open for dealers on Oct. 22 and everyone Oct. 23-24 at the Kentucky Exposition Center.

Co-located with Hardscape North America (HNA), GIE+EXPO will have a range of new educational seminars, training sessions and PLANET workshops. The outside demo area will also have some different features this year.

Here are new things for attendees to see and do while at the show.

Spanish seminars Recognizing the growing Hispanic presence in the landscape industry, GIE will offer seminars in Spanish.

Attendees can attend two free Spanishlanguage seminars from the National Hispanic

Landscape Alliance (NHLA). Both on Oct. 23, the first seminar will cover “Becoming a Leader in the Green Industry” from 1:30 to 2:45 p.m. The second will run 3 to 4:15 p.m. and be on “The Keys to Satisfied Long-Term Customers.”

For more information, visit totallandscapecare. com/gie-spanish.

Hit the course In addition to the 500,000-square-foot exhibit hall, there will also be an adjacent 19-acre outdoor demonstration area. Attendees can operate equipment and get a firsthand look at new equipment.

There will also be at least two UTV test courses in the outdoor area. These vehicles will have a big presence at the show overall. Several manufacturers will release either updated or new UTV models.

Register for the show at gie-expo.com.

To see what there is to see, do and eat in Louisville, visit totallandscapecare.com/gie-to-do.

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roundup

GIE+EXPO Sneak Peek What new equipment to look for at the show

Quick Diagnoses Briggs & Stratton Commercial Power’s Vanguard 810cc EFI engine series has three diagnostics options: in-field blink codes, a Tiny Scan reader that can be plugged into the service port to display error codes and a cable connecting the ECU to a computer. Available in 24, 26 or 28 gross horsepower, the engines have 810cc of displacement. The 810cc EFI engine will be available in Ferris and other ZTR mowers. Booth 7104, 810optimum.com

Electronic Controls Case Construction Equipment’s F-Series line of compact wheel loaders – the 21F, 121F, 221F and 321F – are Tier 4 Final and feature electronic controls. The 21F is rated at 58 horsepower, the 121F at 64 horsepower and both the 221F and 321F are both rated at 74 horsepower. The two smaller units, the 21F and 121F, are available in two separate loader arm designs – a z-bar model and a parallel lift arm. All of the models have Case’s Automatic Ride Control feature.

Booth 7216, casece.com

Jobsite Travel The 2015 four-wheel drive Bobcat 3400 and 3400XL utility vehicles have a sealed velocity transmission and are available with two engine configurations: a 40-horsepower gas engine or a 24-horsepower diesel engine. The 3400 UTV has a 2,000-pound towing capacity, 1,250-pound cargo box load capacity and 40-mph travel speed (with dealer-installed kit). An ergonomic lever allows the UTVs to shift between high, low, neutral and park positions. Booth 5208, bobcat.com

For product information, text INFO to 205-289-3796 or visit TLCREQUEST.COM

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Ente to W r in!

Enter to win equipment and products from these companies at landscapersdreampackage.com.

SE ASON AFTE R SE ASON

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Deck Options The John Deere Z997R zero-turn mower has a 37.4-horsepower, Tier 4 Final diesel engine. The model comes equipped with a 60- or 72-inch, 7-Iron Pro side-discharge deck or a 60-inch, 7-Iron Pro Mulch On Demand deck. A 60-inch, 7-guage, fabricated rear-discharge deck is also available. The Z997R has ergonomic grips, power deck lift and PTO cutoff in the handle. Booth 1110, deere.com

Hydraulic System The Caterpillar E2 Series compact excavators – 303.5E2, 304E2, 305E2, 305.5E2 and 308E2 – use the high-definition hydraulic (HD) system, which provides a load-sensing and flow-sharing capability. The models have a redesigned operator station with a wider opening, suspension seat, interlocking front window system and digital control panels. The E2 Series also has a bladefloat function that allows the operator to drag the blade backward, and the blade will float along the ground’s contour. Booth 3084, cat.com

Steel Deck Powered by Kwasaki’s FX engines, the Kubota Z700-Series ZTR mower models – the Z724X-48, Z724X-54 and Z726X-60 – have a Parker TorqPact GT 14 transmission. Each model has a seven-gauge steel 48-, 54- or 60-inch deck 6 inches deep. The mowers have 11-mph travel speeds, flat-free caster tires, heavy-duty sealed spindles and 11.6-gallon fuel tanks. Booth 5094, kubota.com

For product information, text INFO to 205-289-3796 or visit TLCREQUEST.COM

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roundup

Tight Spaces system is available for certain attachments that require high-flow/low-flow circuits.

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The Vermeer S725TX mini skid steer fits in the middle of their product lineup and has a 750-pound SAE-rated operating capacity with a 2,145-pound tipping capacity. Powered by a 24.8-horsepower Kubota Tier 4 Final engine, the skid steer is available with standard 9-inch tracks or 7-inch tracks.

A dual auxiliary circuit option on the auxiliary hydraulic

YOU DECIDE if giving

homeowners more control also gives you a sales advantage

Text INFO to 205-289-3796 or visit TLCrequest.com

The Kohler Engines 824cc Command Pro EFI engine has two spark plugs per cylinder head, a commercial highdensity air cleaner and is available in four models: the ECV850, ECV860, ECV870 and ECV880. The models range from 27 to 33 horsepower and offer an optional electronic governor. The engines will be available on several commercial mowers for the 2015 model year, and Kohler will also introduce two propane 824cc Command Pro EFI engines: the PCV850 and PCV860. Booth 7176, kohlerengines.com

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With multiple dimming/event programming options and adjustable astronomic timing, your customers can easily change up how they want their outdoor living spaces to be illuminated, whenever they like.

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O C T O B E R 2014

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vPro Transformer Print Ad Final 9/11/14

8/28/14 9:43 AM 9/24/14 8:49 AM

Cool Blades for Winter Plowing New pickup plows clear a path for winter work that leads to increased profits.

BY BRUCE W. SMITH

I

t’s a few minutes past 3 a.m., the temperature is a toasty 11 degrees and the snow is falling so heavily that it’s difficult to see the storefronts a mere 100 yards across the parking lot. The work is pilling up, literally.

Eric Curry, owner of RAI Inc., a landscaping and excavation company in Steamboat Springs,

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Colorado, makes a small adjustment to his Chevy Silverado’s plow and keeps moving forward, all the while communicating with his other drivers as to how best to keep the snow-removal process running in high gear.

RAI will be pushing snow until the mid-winter storm moves out and the mall complex parking lots,

ProPickup

After you pick the perfect plow for your business, make sure to maintain it. That includes checking hydraulic levels, lights and cutting edges. See a full checklist on page 59.

alleyways and sidewalks are cleared enough for customers to safely go about their business. Several other RAI crews are doing the same at other locations in the area.

Curry is no different from thousands of landscaping and construction company business owners across the country taking advantage of removing winter’s white mess for a steady revenue stream of green.

One critical key to success in the snow-removal business is having their fleet of primarily 3/4- and 1-ton 4x4 pickups set to plow.

That means having trucks up to snuff on all engine and transmission maintenance/repair issues, making sure the snow-plow prep components are in prefect working order and the blades double-and triple-checked for both function and structural integrity.

As for the plows, the manufacturers are constantly striving to make stronger, lighter, more durable and versatile offerings for the new trucks.

Trip edges are reacting faster, and moldboard technologies are continually being researched and improved.

We are seeing more stainless steel and polycarbonates being utilized to reduce corrosion and move snow faster, further refinements to mounting systems for faster reconfiguration and electrical and hydraulics being more efficient and better protected from the elements.

Such advancements lead to increased productivity with less downtime for maintenance and repairs.

Those running older plows may want to check out updating to the newest technology: doing so could increase profits by reducing mechanical issues and improving overall snow-removal performance.

A newer, lighter-weight package could also reduce the associated wear-and-tear on the truck it’s mounted on while saving fuel.

A plow is a big investment that can cost well into the thousands by the time the edge contacts the first flake of snow, which is why it pays to shop carefully. Compare the different brands and models available for your particular trucks and needs with those of your current plows. Run the numbers.

If you are setting up a new pickup for snow removal, make sure everything is in compliance with its warranty guidelines for such use, as well as meeting those requirements of the plow manufacturer.

There are dozens of makes, models and options to fit any budget and job. What we’ve highlighted here is just skimming the top of the newest in pickup snowplow offerings.

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ProPickup

4 PLOW STORAGE TIPS

Snowsport HD Plow The Snowsport HD Utility Plow is a bit different from most other snowplows: There’re no hydraulic or electrical connections, and it doesn’t have a sharp cutting edge.

Instead, the light, low-maintenance, aluminum blade uses gravity and friction to engage the snow and a solid rubber cutting edge to plow. Its design protects expensive pavers and stones while preventing scrapes and gouges.

The plow disengages when the plow rig backs up.

1

When the snowplow is disconnected, remove lift-arm chains, extend the lift cylinder fully and coat the chrome rod with light grease. This fills the cylinder with hydraulic fluid and protects the interior and exterior from rust and corrosion.

2

Whenever the moldboard is disconnected, coat the exposed portions of the power-angling cylinder shaft with light grease to protect from corrosion.

3

Coat the pivot pin and other wear points with chassis lubricant. Be sure to grease all fittings.

4

Unplug the electrical connection at the power unit. Coat the connection with a dielectric compound, and plug that into the corresponding weather plug.

LOAD BALANCE After dropping a plow on the front, you have to equalize things at the other end for traction, vehicle dynamics and wear.

Pickups always have a bigger, stronger rear axle than front, so you want that end pushing just as hard.

RAI’s Curry has 100-gallon fuel tanks (720 pounds plus the tank) in his extended-cab short beds and uses chains in back for heavy, wet snow.

Speck’s F-250 SuperCab long bed has a 700-pound tank and a 400-pound rear bumper that get the job done. But like hoppers that spread salt or sand, any medium that’s used up takes weight off the back.

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Boss DXT Plows Available in poly and stainless (8 feet 2 inches and 9 feet 2 inches), as well as steel (8 feet 2 inches, 9 feet 2 inches and 10 feet) models, the dual-trip design combines trip-edge and fullmoldboard trip features. The base angle trips independently, significantly reducing impacts when lower obstacles are hit.

The full moldboard trip protects against taller obstructions (6 inches or more).

ProPickup

Meyer Lot Pro Meyer Products’ 32-inch-tall Lot Pros are available in steel, stainless steel and poly moldboards. Steel models are powder coated with Dura-Slick automotive paint with Teflon for superior snow-rolling action. Behind the moldboard is totally redesigned “black iron” consisting of robust, tubular steel A-frame and pivot bar. The modular EZ-Mount Plus system attaches or detaches from the truck in less than a minute and leaves the truck with a clean, off-the-assembly-line appearance when not attached.

Boss Spreader Engineered to spread freeflowing, ice-melting materials, the TGS 300 tailgate spreader from Boss Snowplow is designed for SUVs and light-duty trucks. The 3-cubic-foot TGS 300 tailgate spreader, powered by a single 12v motor, features variable speed control with blast feature and overload protection.

MAINTENANCE CHECKLIST One way to minimize repairs and breakdowns is to take preventative action long before the snow season arrives.

“Scheduled vehicle maintenance should be performed as recommended by the manufacturer,” says Lou Orazem, Meyer Products. Here’s his handy checklist: Stay full. Keep the plow’s hydraulic fluid reservoir level at full. The oil level should be checked with the lift ram down or in the retracted position.

Watch for leaks. A significant drop in hydraulic fluid level is evidence of a leak that must be corrected to prevent serious damage.

Grease pins. Before and after each season, grease all pins and lubricate all pivot points with chassis lube.

Tighten. Adjust the trip spring tension by tightening the top locknut four turns beyond the point when spring coils begin to separate.

Inspect moldboard runners. Always replace

runners as soon as they start to wear through. Adjust the runners to maintain a cutting edge height of 1/2 inch above pavement in snow plowing position.

(Can be set higher when used on gravel driveways).

Replace cutting edges. Getting new edges when they appear worn will prevent permanent damage to the plow.

Retighten all mounting bolts. The rougher the work, the more often the bolts need to be checked. Retighten them after the first snowplowing session and at regular intervals through the season.

Check powder-coated plows. Look at them at the beginning and end of each season to look for signs of rust. If any exists, use a powder coat to touch it up.

Turn lights on. Check the lighting system at the start of every work day to make sure headlights, turn signals and plow lights are working correctly and aimed effectively.

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ProPickup

Buyers VMD Plow

Boss Super-Duty Plows Stainless plows are in big demand, which is why this year Boss Snowplow is offering stainless steel for its 7-foot 6-inch, 8-foot and 9-foot Super-Duty Trip-Edge plows, as well as its 8- and 9-foot Super-Duty Full-Trip plows. Select plow models will also feature sharp 304 stainless steel moldboards.

The SnowDogg VMD Series plows from Buyers Products are a stainless steel, medium-duty, V-plow specifically designed for 1/2ton pickups and sport utility vehicles. They use the same hydraulics and hinges found on larger VX plow models and feature quick attach/detach mounting with overcenter linkage, operated by locking pins with foot pedals.

A corrosion-free moldboard has a 70-degree attack angle with a 35-degree vertical travel lift arm for exceptional snow stacking. The digital controller provides comfortable one-hand operation with buttons designed for use while wearing gloves.

VEHICLE ‘GO BAG’

Meyer Road Pro Class 5 trucks setup for plow work will benefit from Meyer’s Road Pro 32-Series plow, which is specifically designed for 10,000 to 26,000 GVW vehicles and includes Meyer’s EZ-Mount Plus system for attaching and detaching in seconds. It’s available in 8-, 9- and 10-foot lengths. The plow uses Meyer’s E-72 hydraulic system for up/down/left/ right motion, or it can be used with a vehicle’s central hydraulics. The Road Pro 32 is operated using Meyer’s EZ-1 controller featuring Hands-Free Plowing (HFP) to reduce effort and increase performance and safety.

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Just like emergency fast-response teams, anyone doing snow removal work needs to have a “go bag” specific to the job that’s placed in the truck when the first snows arrive.

It’s contents should include spare plow parts such as hydraulic hoses and fluid, solenoids and relays, as well as a good silicone rain treatment such as Rain-X for keeping windows and lights clean and clear.

It’s also prudent to have a full winch accessory or towing kit handy with several nylon snatch straps, chains and shackles. A road flare kit is also a must.

Sno-Way 32 The Sno-Way 32 Contractor Series is a professional’s straight blade plow featuring many industry-first features. The 32-inch blade is constructed with a 12-gauge steel welded moldboard with Sno-Way’s Down Pressure and patented Ground Hugger blade design to keep the plow on the ground. Wireless Pro Control makes installation and operation easy. Sno-Way’s E-Z Switch wings are one of several options to tailor the 32 to whatever task is at hand.

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Managing Editor (Name and complete mailing address) PATTY VAUGHAN 3200 RICE MINE RD NE TUSCALOOSA, AL 35406-1510

10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock. If not owned by a corporation, give names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.)

Full Name

Complete Mailing Address

RANDALL-REILLY HOLDING CO, LLC

3200 RICE MINE RD NE, TUSCALOOSA, AL 35406-1510

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Hoding 1 Percent or More of Total Amount of Bonds. Mortgages, or Other Securities. If none, check box Full Name Complete Mailing Address GENERAL ELECTRIC CAPITAL CORP

None

11175 CICERO DR STE 600, ALPHARETTA, GA 30022-1167

PS Form 3526-R, September 2007 (Page 1)

PRIVACY NOTICE: See our privacy policy on www.usps.com

13. Publication Title

14. Issue Date for Circulation Data Below

TOTAL LANDSCAPE CARE/RANDALL-REILLY PUBLISHING

08/01/2014 Average No. Copies Each Issue No. Copies of Single Issue During Preceding 12 Months Published Nearest to Filing Date

15. Extend and Nature of Circulation a. Total Numbers of Copies (Net press run)

EcoLawn_TLC1014_Pg.indd 1

Outside County Paid/Requested Mail Subscriptions stated on PS Form 3541. (Include direct written request from telemarketing and Internet requests from (1) recipient, recipient, paid subscriptions including nominal rate subscriptions, employer requests, advertiser's proof copies, and exchange copies.) b. Legitimate In-County Paid/Requested Mail Subscriptions stated on Paid PS Form 3541. (Include direct written request from and/or recipient, telemarketing and Internet requests from Requested (2) recipient, paid subscriptions including nominal rate Distribution subscriptions, employer requests, advertiser's proof (By Mail copies, and exchange copies.) and Sales through Dealers and Carriers, Street Vendors, Outside (3) Counter Sales, and Other Paid or Requested Distribution the Mail) Outside USPS

9/23/14 3:00 PM

(4) Requested Copies Distributed by Other Mail Classes Through the USPS (e.g. First-Class Mail) c. Total Paid and/or Requested Circulation (Sum of 15b (1), (2), (3), (4))

MADE IN AMERICA

braveproducts.com/TLC | Toll Free: 855.388.9309

Outside County Nonrequested Copies stated on PS Form 3541 (include Sample copies, Requests Over years old, Requests induced by a Premium, Bulk (1) 3 Sales and Requests including Association Requests, Names obtained from Business Directories, Lists, and other soruces) d. NonreIn-County Nonrequested Copies stated on PS Form quested 3541 (include Sample copies, Requests Over 3 Distribution old, Requests induced by a Premium, Bulk (2) years (By Mail Sales and Requests including Association Requests, and Names obtained from Business Directories, Lists, Outside the and other soruces) Mail) Nonrequested Copies Distributed Through the USPS (3) by Other Classes of Mail (e.g. First-Class Mail, Nonrequestor Copies mailed in excess of 10% Limit Nonrequested Copies Distributed Outside the Mail (4) (include Pickup Stands, Trade Shows, Showrooms and Other Sources) e. Total Nonrequested Distribution (Sum of 15d (1), (2), (3), (4)) f. Total Distribution (Sum of 15c and 15e) g. Copies not Distributed

63736

53241

45841

0

0

0

0

0

0

53241

45841

8812

17461

0

0

0

0

126

38

8938

17499

62179

63340

462

396

62641

63736

85.63 %

72.37 %

h. Total (Sum of 15f and 15g) i. Percent Paid and/or Requested Circulation ((15c / 15f) times 100)

62640

16. If total circulation includes electronic copies, report that circulation on lines below. a. Requested and Paid Electronic Copies(Sum of 15c and 15e) Requested and Paid Print Copies(Line 15c) + Requested/Paid b. Total Electronic Copies Requested Copy Distribution(Line 15f)+ Requested/Paid c. Total Electronic Copies Paid and/or Requested Circulation (Both print and Electronic d. Percent Copies)

0

0

53241

45841

62179

63340

85.00 %

72.00 %

I Certify that 50% of all my distributed copies (Electronic & Print) are legitimate requests.

17. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the 10/01/2014 issue of this publication.

18. Signature and Title of Editor, Publisher, Business Manager, or Owner Title

A+ Certified Contractor_TLC0714_PG.indd 1

6/6/14 2:04 PM

JULIE F. PUCKETT

Date

AUDIENCE DEV. DIR

09/05/2014 00:00:00 AM

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties).

PS Form 3526-R, September 2007 (Page 2)

PRIVACY NOTICE: See our privacy policy on www.usps.com

To advertise: sales@randallreillyconstruction.com 62 To t a l L a n d s c a p e C a r e . c om

Text INFO to 205-289-3796 or visit TLCrequest.com

O C T O B E R 2 014

Statement of Ownership_TLC1014pg.indd 1

9/9/14 9:02 AM

marketplace

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1-800-617-5565

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4/13/10 4:45 PM

Laser Measured

FloorLiner

™

WeatherTech.com · 800-441-6287 Proudly Designed, Engineered and Manufactured in the USA

Text INFO to 205-289-3796 or visit TLCrequest.com

Total Lanscape MacNeil 10-13.indd 1 Untitled-53 1

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O C T O B E R 2014

Tota lLa nd s ca p eCa r 9/13/13 e.com 4:50 63 PM

9/20/13 9:04 AM

portfolio

Exceeding Expectations

PROJECT:

Private residence, Beaverton, Oregon

LANDSCAPING:

Lewis Landscape Services, Beaverton, Oregon lewislandscape.com

Lighting project turns into complete outdoor living space BY LAUREN HEARTSILL DOWDLE

W

hat started as an outdoor lighting project for these Beaverton, Oregon, homeowners soon became a backyard transformation after they met with Lewis Landscape Services. “We noticed the clients had this nice area in their yard where a paver patio had been installed previously, but the work hadn’t really been done well,” says Jim Lewis, owner of Lewis Landscape Services. “I mentioned if they ever wanted to redo that area, please give us a call. I got them excited about some of the things we could do down in this area and just planted a seed.”

A month later, the clients were meeting with Lewis’s designer to talk about a complete outdoor living space with a fire pit, seating area, water feature, rabbit-proof garden, improved safety, plantings and lighting. The seat walls and fire pit were done with cultured stone to complement the front of the house, and the stone masons also created custom faux-stone, chiseled concrete caps. They added LED Kichler hardscape lights underneath the caps. For the patio, they used about 900 square feet of Capriana pavers from Pavestone, and they installed charcoal-colored bullnose pavers for the steps.

After completing the hardscape phase, they To have y our added a stained fence with a custom gate, which project fe atured, email hig covered the wire fencing, around the garden h-resolutio n photos, a area to keep rabbits away. The team also indescriptio n of the pro ject & the stalled a three-rock column bubbler fountain, name of y o ur business plants and more LED lights. to lheartsi ll.rrpub “Our clients ended up finally having the area @gmail.c om. they dreamed of and have been enjoying it all summer,” Lewis says.

To view more photos of this project, visit totallandscapecare.com/lighting-transformation.

64 To t a l L a n d s c a p e C a r e . c om

O C T O B E R 2 014

I never expected to fall in love.

Monika Johnson, Owner Johnson Lawn Care | Toledo, OH

But that’s exactly what happened when I borrowed a 15-year-old Grasshopper from a friend. My brand new mower — which wasn’t a Grasshopper — had broken down, and since grass doesn’t cut itself, I figured even an old mower would do the job well enough. I was wrong. That Grasshopper ran better and cut better than my new mower, so I didn’t want to give it up when I got mine back from the shop. That convinced me to demo a new Grasshopper, and after 15 years they’d just gotten better. Now I have a fleet of them, but what I don’t have are the headaches my old equipment gave me.

My Grasshoppers are low-maintenance, maneuverable and save me hours of work every day — and the more time I can save, the more yards I can cut. I’ve built a reputation on the manicured cut they leave behind. So before you buy anything else, get on a Grasshopper. I guarantee you’ll fall in love. Just like I did.

For more information, call 620-345-8621 or visit grasshoppermower.com.

PROUD PARTNER

IT’S SO MUCH MOWER Read our heroes’ stories at grasshoppermower.com/warrior Text INFO to 205-289-3796 or visit www.tlcrequest.com

© 2014 The Grasshopper Company. All rights reserved.

The biggest news since this came along.

Be the frst to see it at the GIE Show, Booth 1110.

Or see it online, October 22nd at JohnDeere.com/MowPro.

JohnDeere.com/MowPro

Keep Mowing Text INFO to 205-289-3796 or visit www.tlcrequest.com

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