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BUSINESS MANAGEMENT SOFTWARE • WARM-SEASON WEED CONTROL • ATTACHMENTS • IMMIGRATION UPDATE • PROPERTY MEASUREMENT • WORK TRUCK • SOIL HEALTH • IRRIGATION • ENGINES • FERTILIZER • HIGH RESOLUTION AERIAL IMAGING • SPREADER/SPRAYER • EDGING • MARKETING • FRANCHISES • CONSUMER FINANCING/ BUSINESS GROWTH • BUSINESS MANAGEMENT SOFTWARE • WARM-SEASON WEED CONTROL • ATTACHMENTS • IMMIGRATION UPDATE • PROPERTY MEASUREMENT • WORK TRUCK • SOIL HEALTH • IRRIGATION • ENGINES • FERTILIZER • HIGH RESOLUTION AERIAL IMAGING • SPREADER/SPRAYER • EDGING • MARKETING • FRANCHISES • CONSUMER FINANCING/BUSINESS GROWTH

WITH THE EXPERT

lawnandlandscape.com | april 2019 89 ADVERTISEMENT Q&A WITH THE EXPERT BUSINESS MANAGEMENT SOFTWARE

Q&A WITH KEVIN KEHOE Founder, The Aspire Software Company

What is business is capacity as you want a 1 management software partner with the Winning the software (BMS)? staffing, finances, and prod- A: BMS is an integrated uct road map to grow with cloud based system for run- you. Second, you want full ning your company from integration and mobility that Game with sales to invoicing. The system ties sales, service, schedul- houses all your information ing, purchasing, shop and and transactions maintain- the office together. Third, ing a complete history of you want a cloud based plat- Software every estimate, time sheet, form that delivers frequent purchase and invoice. It is upgrades, API’s and plug- mobile so you can work from ins. Last, you want full user anywhere, keep everyone on documentation and support the same page and improve where you can get help when communications and execu- you need it. tion. Best of all it becomes WHY A SOFTWARE your standard operating pro- When should MANAGEMENT cedure so you can maximize 5 I think about efficiency and deliver best in investing in software? SYSTEM MATTERS class customer service. A: If you produce more than $2MM in annual revenue and • It puts you in control of your company. Why should are using outdated tech- 2 I invest in it? nology requiring multiple • It turns nickel and dime savings A: BMS is the single most are making decisions that are five years, all modern BMS applications, lots of paper, into real profit dollars. important investment you too late to matter. In short, software will employ a SaaS and data re-entry, you should will make in the next decade. without a BMS you will find it pricing. ROI is immediate and consider a BMS. Further, in • It turns B players into A players. Scaling profitably without a hard to stay competitive and measurable in reduced hours, today’s world, the most ex- • It maximizes accountability and morale. BMS is impossible. Your cus- make money. materials, and administrative pensive option is writing your tomers are going to demand overhead … instead of “throw- own. Just ask those who have • It turns the average customer faster responses, immediate How much is ing bodies at the systems prob- tried this approach. Once into a loyal customer. communication and proac- 3 the investment lem” you will pay a small fee upon a time that may have tive account services. Your and the return? to use software. The increases been an option, but today people are going demand A: BMS is delivered as SaaS in productivity and reductions the cost to write and manage LEARN MORE AT YOURASPIRE.COM it also – especially the new (software as a subscription in costs outweigh the fees. your own makes little sense generation who likes working service). The fees for Aspire for when there are people who for tech-wise companies. You example are based on a small What should have already done this for can’t manage from a month- percentage of revenue. So, 4 I look for when you. It is far better to work end P&L anymore without whether you pay by revenue, investing in software? with them and focus on what losing money because you user or something else within A: The first requirement you do best.

90 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT WARM-SEASON WEED CONTROL

Q&A WITH LAURENCE MUDGE Manager, Bayer Green Solutions Team

What is the foundation the cost of the product and the 1 of a strong weed labor for the initial applica- control program? tion, any repeat preemergence A: Maintaining healthy turf applications, and any pos- with sound cultural practices temergence applications. A and the right balance of product may be less expensive pre and postemergence upfront, but if it requires more herbicides is essential to a applications or delivers lower strong and efficient weed performance – what you make control program. up for in price, you can lose in Some lawn care companies labor or customer satisfaction. look to cut back on preemer- The key thing when it comes gence herbicide applications to weed control is making sure This photo shows turf with one side (left) treated with preemergence by either lowering the rate or that you have a high-perform- herbicides and the other side (right) untreated. skipping an application. This ing, cost-effective preemer- can create a lot of inefficien- gence herbicide, like Specticle It’s best to target the initial Navigating through these cies, because technicians as the foundation of your pro- application of Tribute Total herbicide choices can be may need to make multiple gram. For various reasons, it for late summer or early fall, daunting. Weed resistance is applications of a postemer- is possible that there are weed when dallisgrass is still actively becoming a growing con- gence herbicide to achieve the escapes. If this occurs, a broad growing but not yet under cern, given that there are not desired control. In warm-sea- spectrum postemergence stress. Then, make a second many new herbicide modes son climates, using a preemer- herbicide like Celsius® can be application four to six weeks of action available. Choose gence herbicide like Specticle® deployed. As the herbicides later as the dallisgrass begins preemergence solutions, like can provide up to 6 months of work in tandem, you can man- to recover. In the spring, if Specticle, which has proven control, which saves time and age hard-to-control weeds the dallisgrass clumps show performance in managing labor by reducing the number like doveweed and, ultimately, signs of regrowth, make a third hard-to-control weeds. of applications needed to maximize efficiency each time application. A strong, well thought out achieve optimal results. a technician is onsite. preemergence program can What are some improve profitability by reduc- What makes a In which situations are 4 important consid- ing postemergence applica- 2 weed control 3 postemergence herbi- erations in building an tions and callbacks and ensur- program profitable? cides particularly useful? herbicide program? ing customer satisfaction. A: Many lawn care operators A: One unique example is A: Herbicides are among the Occasionally you will have an will consider cost per acre dallisgrass. It is notoriously most complex chemistries in unavoidable break-through when choosing an herbicide – difficult to control, but recent lawn care. There are many pre or certain weeds that are not but I typically advise them to research has shown that 2-3 and postemergence herbicide controlled by the preemer- instead look at cost per month spot treatment applications options with many modes gence herbicide. In these in- of control per acre. When you of Tribute® Total herbicide in of actions to choose from. stances, postemergence weed look it this way, you can see bermudagrass and zoysiagrass Plus, all products have their control is absolutely critical to that the true price includes can offer good results. strengths and weaknesses. control these outbreaks.

92 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT ATTACHMENTS

Q&A WITH GLENN DANUSER Co-owner, Danuser Machine Company

Knowing that Danuser customers have small skid- A: We are working on a 3rd Then we move up to testing in 1 was established in steers and others have larger plant expansion which will a similar environment. Then 1910, how does a fourth- ones. So, we had to take that add more manufacturing we will test in an actual setting generation family owned in consideration. space. We have at least 3-4 with a large machine trying business not only survive, new product ideas that we are to produce field failures. After but thrive in the attach- So how does an keeping close to the vest, so all is complete, then it goes ments business? 3 operator know the stay tuned! out to several others for hours, A: Remember how you made best brand to buy? weeks, months, and some- it that long and strive to A: Ask others in the same in- What steps does times years before we consider maintain the same phi- dustry, talk to your equipment 6 Danuser take before it ready for market. Before it is losophy moving forward. You dealer, and check their social a product launch to ensure launched, it goes to my farm must be willing to embrace media for what customers a high-quality product? for final testing. We are a firm change. Maintaining quality have to say. Customer service A: We test with several meth- believer that we need to do all and designing innovative is very important. Send them ods. We test the strength and the testing instead of letting attachments has been a large an email for suggestions and functionality of the product. our customers do it. part of our success and con- ask questions about their tinued longevity. products. How and when they get back to you gives you an You’re best known idea of what you can expect af- Danuser is a fourth- for 3 point post hole ter you become a customer. generation company 2 that produces diggers like the F8 but low-maintenance recently you’ve launched How can these attachments several other attachments, 4 attachments save designed to save you an example is the Intimi- landscape contractors time and money. dator Tree & Post Puller. time and money? Where does the inspira- A: Most of our attachments tion for something like the can do more than one task. Intimidator come from? Some are one-person op- A: Customers asked us to eration which allows other build a tree puller for years. employees to do other jobs We didn’t want to build the or tasks to save time and same tree puller design like money. Our attachments are others so Engineering and low maintenance which helps Sales got together to discuss you spend more time serving different ideas and expecta- customers. tions. After hours and hours of testing, we came up with Can you give us other ideas and different ways 5 a sneak peak of to make the job easier. We what Danuser has in also had to realize that some development for in 2019?

94 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT IMMIGRATION UPDATE

Q&A WITH KEVIN LASHUS Board Certified Immigration Lawyer, FisherBroyles, LLP

How does one I-9) practice: I-9 audits and the new reality: we’ve lost It appears that the 1 get involved in criminal-related immigra- an entire generation of craft 4 Legislature under- Immigration Law? tion defense. Many of my first workers. Kids coming out stands that the more A: After graduation from The clients were in the landscap- of High School today have visas show be allocated University of Texas School ing maintenance/landscape been tracked to apply and because it keeps giving of Law, I was one of Senator installation industry. We attend college. We’ve closed discretionary authority to Cornyn’s hires when he was protected our clients from vocational schools and no the Homeland Secretary Attorney General of Texas (be- losing large segments of their longer have kids interested to release the visas. Do fore he became Senator). After active workforces with supple- in apprenticeships with you know why more visas three years representing the mented temporary foreign craft artisans, like landscape haven’t been released? State as a litigator, it became workers. We’ve now expanded managers, architects, and A: I don’t. It doesn’t make time for me to follow my wife the practice to represent horticulturalists. My clients political sense to our clients. to the Bay Area for her Post landscapers with DOL audits, are telling me that kids would USCIS is issuing visas based Doc. On September 7, 2001, new corporate formation, and prefer work at local coffee upon a random lottery as the I interviewed with DOJ INS permanent residency for their shops or retail rather than visas are allocated. It would and the U.S. Attorney’s Office temporary workers. learn a lifelong trade. It seems seem to me that this is a for the Northern District of like this generation has de- relatively easy fix. This isn’t an California . . . then, September How has the H-2B cided certain jobs are below immigration issue; it’s a labor 11th happened. The gentle- 3 practice evolved them . . . combine that with issue. My clients would tell man I interviewed with from over the recent past? record un- and underemploy- you: their H-2B workers are the U.S. Attorney’s Office was A: We’ve run up against a ment rates, and there are just loyal, they’re law abiding, they Robert Mueller . . . and, he bunch of new challenges. not enough available workers want to work as much as the was immediately tasked with First, the agency decided to across many industries—not clients will work them, AND becoming the FBI chief. I ac- artificially inflate the market just landscape maintenance. they always, always return cepted the job with DOJ INS wage for workers (wages As a result, the visa category home because they want to on September 14th and have are still higher than market has been significantly overcome back year over year. been an immigration attorney wages in most markets); subscribed; way too many Most H-2Bs have no interest ever since: 6 years as a terror and, now we’re dealing with employers for too few visas. in becoming a U.S. Citizen. prosecutor and the past 12 in They want to legally work in private practice. the United States and save up MY CLIENTS ARE TELLING ME THAT enough to spend the rest of You may have the KIDS WOULD PREFER WORK AT LOCAL their lives in their country of 2 largest H-2B law COFFEE SHOPS OR RETAIL RATHER origin with their families. The practice in the country; THAN LEARN A LIFELONG TRADE. workers are willing to sacrifice how did you get into the years away from their families H-2B business? to make enough money that A: Because of my experience they can eventually return and with DHS ICE, I primarily live comfortably for the rest of marketed our practice as a FisherBroyles® their lives. This is a program verification compliance (Form A LIMITED LIABILITY PARTNERSHIP that works. We gotta fix it.

96 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT PROPERTY MEASUREMENT

Q&A WITH MIKE RORIE CEO, Go iLawn

Property measurement is an essential function that impacts the performance of every landscape business. Go iLawn's CEO Mike Rorie discusses how you can optimize property measurement to increase profit, reduce expenses, save time and gain competitive advantage.

What’s the properties before spending property measurements using the work to be done, promotes 1 biggest property an unpredictable (and costly) online tools. productivity and prevents measurement mistake? amount of time and fuel visit- Larger companies might problems. Effective, mistake A: Not having a strong ing them. You’ll immediately hire a dedicated measurer. free operations is the ultimate system. Think about it. add valuable cost controls and In both cases, well paid competitive advantage. Property measurement productivity advantages to salespeople are freed to focus is the foundation your your measuring process. on their higher value, profit What are the benefits entire business is built on. producing work. 5 of using Go iLawn? You use measurements to Who should A: There are too many to build your estimates, build 3 do the measuring? What’s a way mea- list here. But a big one is your sales proposals, build A: Salespeople can measure, 4 suring can provide Retention. Go iLawn gives your budgets, build your but I don’t think they should. competitive advantage? you the ability to retain all operations... So if you have Smaller landscape companies A: Beyond knowing your real your property measurements, a weak measuring system, it can quickly train non-ex- numbers, think visual com- images and information in the weakens every aspect of your perienced, lower cost labor munication. Remember, a pic- cloud. These measurements business. (admins, part-timers, even ture says a thousand words... become your “property students) to provide accurate Impress your prospects by intelligence” assets. How should I start “showing them” how your You can access and update 2 strengthening my measurements relate to the them at anytime, regardless of property measurement YOU’LL specific work you’ll perform who did the original measuring. system? IMMEDIATELY ADD on their property. It sets your It creates a visual record of A: Start with increasing the proposal apart from competi- the work you do for custom- Speed, Accuracy and Ef- VALUABLE COST tors and lets you demonstrate ers over the years. Periodic ficiency of your system. In CONTROLS AND immediate value to your review of your customer’s today’s world, this means us- PRODUCTIVITY potential customer. sitemap provides a unique ing an online measuring tool ADVANTAGES TO You can also visually commu- platform and opportunity to like Go iLawn. nicate with your crews by cre- sell them additional value It lets you quickly, accu- YOUR MEASURING ating sitemaps. It establishes added services and help rately measure and estimate PROCESS. immediate understanding of retain them longer.

98 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT WORK TRUCK

Q&A WITH GLENN ELLIS Senior Vice President Customer Experience, Hino Trucks

What do landscape 1 professionals want to know about Hino Trucks? A: That first and foremost, we provide an Ownership Experi- ence that is second to none. We provide an experience that allows our customers to, day in and day out, turn a profit. We consider the ownership experience every day, in the design of the vehicles them- selves, but also the support we offer for each and every truck. Some good examples of this are our Hino INSIGHT platform and our HinoCare Program. Both of these total support platforms come stan- Integrating Remote Diagnos- costs. We can attribute this WE PROVIDE dard on every Cabover truck tics and Case management to an up to 30% reduction in AN EXPERIENCE Hino makes. into the solution is where the idle time, 10% drop in daily benefits start to stack up. If a mileage and driver scorecard THAT ALLOWS What is Hino fault code does occur, Hino related items like; harsh ac- OUR CUSTOMERS 2 INSIGHT? has a team of people in our celeration, excess speeding TO, DAY IN AND A: Hino INSIGHT is a 3-part INSIGHT Diagnostic Cen- events etc. We have also seen DAY OUT, TURN system: Telematics, Re- ter (IDC) working to be the up to 20% increase in fleet mote Diagnostics, and Case intermediary between the utilization and 15% boost in A PROFIT. Management. Telematics I’m Customer, Dealer, and OEM workforce productivity. It’s all sure you know all about the to get that truck to a service of these incredible benefits standard benefits like fuel, idle facility. It’s this active process that convinced us to make lbs. and is the double cab con- time, PTO usage, and live ve- that can really save fleets time Hino INSIGHT standard. figuration of the 195 so there hicle tracking. What’s unique and money. is room for bigger crews. The about the Hino INSIGHT What Hino truck maneuverability of the 195 is Telematics is our unique What kind of mea- 4 models are landscap- second to none. Fleets love the features like monitoring DEF 3 surable benefits are ers buying and why? visibility and all the creature level, DPF Status and preven- fleets seeing with Hino A: Of course that depends comfort standard items like tative maintenance schedul- INSIGHT? on the application, but our A/C, cruise control, power ing. These are the benefits of A: Oh, there are a ton of 195DC is really popular with windows and door locks, over- a standard, fully integrated benefits. The easiest to see is landscape companies. The head storage compartments, solution that only Hino offers. the up to 25% decrease in fuel 195DC has a GVW of 19,500 and 80 degree door openings.

100 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT SOIL HEALTH

Q&A WITH NICK DILORENZO National Product Manager, Horizon Distributors

We all know what 1 fertilizer is, but really, what is it? A: Fertilizer supplies plants nutrients they need that aren’t readily available from the soil. There are 16 essential elements that are responsible for plant growth. Some elements are supplied by Mother Nature: OXYGEN, CARBON and HYDROGEN. Fertilizer mostly consists of the elements (macronutrients) that provide a growth response: NITROGEN, PHOSPHORUS and POTASSIUM. Together fertilizer – nitrogen is monthly so a balanced ratio heat and water or use an these macronutrients provide released over time, extending (i.e., 15-15-15) with a slow organic in the early spring the primary nutrition by the feeding period to the release nitrogen is your best when soils are still cold. plants required for growth. plant (lasts 8 – 24 weeks, choice. For turfgrass, if you Then finally micronutrients depending on product). want a quick response, use a Any final thoughts? are added to the product, • Organic fertilizer - water soluble quick release 4 A: It’s so easy to get which include the other 10 contributes to soil fertility by nitrogen product. But with caught up in the cost per bag elements that are needed in providing nutrient energy to that you get consequences like when selecting a fertilizer. lower amounts. These micro- the microbes in the soil. fast growth, high yield, thatch But if you really want to nutrients help with internal While all these products buildup, root deterioration, maximize your profitability processes that support plant do provide food to the plant, and frequent applications. you need to be looking at cost growth and plant health. not all of them contribute to Instead I recommend using per application or per season. soil fertility. a slow release product that Sure, that quick release may What kinds of fertilizer extends the feed and limits be a few dollars cheaper but 2 are available? How do I know most of these liabilities. Not you will have to apply it 2 – 3 A: There are many types of 3 which one to choose? only is this type of nitrogen times more often for the fertilizer out there to support A: Start with what you release healthier for the same results as the higher plant growth: are growing and how you plant, it reduces labor costs quality slow release fertilizer. • Quick release nitrogen want it to grow. Turf foods through less applications. Factor in labor costs, and you fertilizer – quick green up and ornamental plant Finally, consider the release can see the better choice is requiring more applications foods usually differ in their characteristics of the fertilizer. often the slow release. Your each season (every 4-6 weeks). ingredients and how they You don’t want to use a local Horizon professional • Slow release or work. For ornamentals, it’s not product in the heat of the can help you make the right controlled release nitrogen economical to be fertilizing summer that releases with choice for your application.

102 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT IRRIGATION

Q&A WITH DAN PUTHUFF National Product Manager, Horizon Distributors

Last time, we talked 1 about trends in the Irri- gation space – specifically smart home automation and the effect of the labor shortage on business. Has anything changed? A: These two trends continue to impact the industry – there is a strong need for contractors to find areas of efficiency and profitability to drive their businesses.

Other than “getting 2 connected” to a site, what is another area of opportunity? A: I see drainage as an excellent point of leverage for the residential contrac- I SEE DRAINAGE How can a contractor A contactor can find tor to expand their services. AS AN EXCELLENT 4get started installing 5 drainage products The #1 home improvement POINT OF drainage systems? anywhere – why buy at project that triggers a drain- There are a lot of great tools LEVERAGE FOR A: Horizon? age system is a landscape in the market to help contrac- A: The typical Big Box store project. While the contractor THE RESIDENTIAL tors with drainage diagnosis only carries a few drainage is on site, there is an excellent CONTRACTOR TO and solutions – one of our SKUs. At Horizon Dis- opportunity to talk to their EXPAND THEIR primary vendors, NDS, the tributors, we recognize the customers about the need to SERVICES. leader in drainage solutions – importance of carrying a full protect their landscape and provides an interactive Home line of drainage products patio investment by installing allows a contractor the op- Drainage Center tool on their to help our customers save a drainage system. 90% of the portunity to increase their website (ndspro.com) that time and get the job done time, a property owner will average invoice without a re- solves the major drainage quickly. By partnering with take the advice of a contrac- turn trip – this ties into labor problems and also provides a NDS on their Destination tor – they just need to start efficiency. The contractor is parts list. They also have over Drainage program, we have having the conversation. already trenching to install or 100 youtube videos on prod- identified the top products renovate an irrigation system uct, calculation, diagnosis to stock in each location. Is Drainage or digging to plant landscape and installation. Our knowl- Stop by your local Horizon 3 profitable? material – adding a drainage edgeable sales force and store store and let us show you A: Yes, especially since it system is an easy add-on. personnel can also help. what we can do!

104 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT ENGINES

Q&A WITH TROY SMITH Manager, R&D Testing and EFI, Kawasaki Kawasaki EFI engines precisely match power to load as you mow, for constant blade speed in tough conditions. Only Kawasaki EFI engines combine all the advantages of a fully integrated electronic governor (eGov), cutting-edge ECU control, and open-loop technology.

Why does Kawasaki 1 opt for open-loop control rather than closed- loop control? A: Kawasaki looked at all the variables to determine which technology would deliver the desired results. We always start by looking at the needs of lawn care professionals. In their demanding world, they need plenty of power and unfaltering dependability. OUR GOAL IS Our open-loop system, paired TO DELIVER with our electronic governor OPTIMAL (eGov) and ECU achieves the results lawn care professionals RESULTS UNDER want; power and reliability. THE MOST DEMANDING What is the difference CONDITIONS. 2 between open-loop versus closed-loop? A: A Kawasaki open-loop system uses a defined map to uses that reading to con- need for rich air/fuel ratios. many contributing factors. manage the air/fuel ratio on stantly adjust the air/fuel Tested under identical condi- the front end of the fueling mixture to correct for any tions, the open-loop system What is the mainte- process. With an open-loop error in fuel control. exhibits air/fuel ratios similar 4 nance advantage for system, there is no O2 sensor. to a closed-loop system. In open-loop? Kawasaki uses advanced What about fact, when compared at 50% A: Our goal is to deliver op- engine control algorithms to 3 fuel efficiency? load, air/fuel ratios between timal results under the most maximize accuracy of fuel A: Fuel efficiency is impor- open and closed systems are demanding conditions. The control. tant to lawn care profession- almost identical in the en- design of the open-loop system A closed-loop system is als. So, which system is more gines tested. Therefore, closed requires fewer parts so there’s more complicated in that it fuel efficient? This is a loaded loop or open loop alone does less to go wrong. A closed-loop needs to add an O2 sensor question – literally. One not equate to engine fuel system requires more parts to measure exhaust. It then source of efficiency loss is the efficiency. It’s only one of the and thus more maintenance.

106 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT FERTILIZER

Q&A WITH JEREMY BIGLER Landscape Channel Manager, LebanonTurf

It is hard enough gaining new business, don’t jeopardize it because you are running short on man hours to get all of the work done. ProScape® combination products, from LebanonTurf, take time savings to the next level so you can be successful in maintaining all of your properties and continue to grow even with labor challenges.

Why should I use a need to involve a fertilizer ® 1 combination product? or pesticide application. A: By applying a fertilizer Follow up visits could be and one or more pesticides used to spot treat troubled in one application you are re- areas, apply a micro nutrient ducing labor costs compared product or it could be time to individual applications. used for an add-on tree and This reduction in application shrub program. time allows you do more with the time that you do have. What specialty 4 combination products What exactly should are available today? 2 I be looking for in a A: • ProScape Pre and Post combination product? Emergent + Fertilizer – for A: First you want to make pre and post emergent weed sure the pesticide(s) in the control. product match your applica- • ProScape Acelepryn and tion requirements. Timing is Dimension + Fertilizer – for important for products that insect and pre emergent weed have more than one active control. ingredient, make sure you • ProScape Starter Fertilizer know when to apply. You with Mesotrione – a starter also want to make sure that fertilizer with pre emergent the fertilizer is high quality weed control to use while and matches the actives so seeding cool season grasses. you don’t have to be applying fertilizer 4 weeks later. Where can I find 5 more information My customers expect about these products? 3 to see me every 6 A: You can find more infor- weeks, how do these mation at www.lebanonturf. products help me? com/combination or call us A: Every visit does not at 1-800-233-0628

108 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT HIGH RESOLUTION AERIAL IMAGING

Q&A WITH TIM FRANK Vice President of Global Growth Marketing, Nearmap

How do your products or 1 services save landscape or lawn care pros time? A: Lawn care and landscaping professionals spend considerable amounts of time traveling to job sites. They do this at various stages of business – from prospecting and canvassing neighborhoods, to estimating and quoting, installation, service and on-going maintenance. Nearmap’s high-resolution aerial maps provide crystal-clear images of job sites from either top down or oblique view angles, so landscapers can target new person. More importantly, with vehicle running costs of drop a pin and quickly pull-up business, create estimates, MapBrowser includes power- $0.56 per mile, in a year’s time address details, coordinates, and bid accurately and quickly ful tools that allow users to this would equal almost 1,000 and even the time and date all from the office. Less time make precise measurements, site visits and close to $15,000 the image was captured. A on-site means more time find- as well as annotate, directly on in expenses. If you were to landscaper can then target ing new business. top of the imagery. trim off a third of those in- those addresses directly and person site visits and replace provide up-to-date imagery of How do your products How do your products them with virtual site visits prospect properties for clear 2 or service save 3 or services save on using Nearmap’s high-res and concise quoting. landscape or lawn care materials or fuel? imagery in MapBrowser, you pros labor? A: By using Nearmap’s Map- will have saved around $7,000. In what other ways A: With Nearmap’s Map- Browser, landscape profes- It adds up very quickly. 5 do your products or Browser, landscapers can sionals can accurately quote services make companies search and view HD aerial for the proper amount of How do your products profitable? maps for addresses or areas materials and be able to de- 4 or services help gen- A: When you need validation of interest on-demand from termine any objects that may erate additional revenue? that your services have im- a standard web browser. add time or effort. This can A: Using Nearmap, land- proved a landscape, or proof However, in contrast to free all be done from the comfort scapers can scan entire that a problem with the lawn satellite maps, Nearmap’s of your office – saving on fuel neighborhoods to identify existed prior. Nearmap histori- imagery is updated often and and travel time to jobsites. For new business opportunities cal imagery can be compared several times sharper, allowing example, if an average field in minutes. All locations to current aerial maps to prove you to inspect details about worker earns $14/hour and captured by Nearmap are geo- your point, retain customers the site without visiting it in makes four site visits a day indexed, meaning users can or win new business.

110 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT SPREADER/SPRAYER

Q&A WITH TOM JESSEN President, PermaGreen

Why are more Can a spreader/ 1 companies using ride- 3 sprayer deliver more on spreader/sprayers? accurate applications A: Ride-on spreader/sprayers and quality results? can help you maximize A: Absolutely. A good spread- production, apply more er/sprayer should address accurately, cut labor costs, several quality-robbing vari- and retain good employees. ables, including: Human er- People sometimes make ror, proper calibration, ground the mistake of thinking that speed, product distribution spreader/sprayers are only and overlap of the spread good for big properties. and spray patterns. First and But with the right machine, foremost, ride-on spreader/ you should be able to treat sprayers reduce error-causing accounts of any size, every fatigue. The ease and extent to day, from the very smallest which they address the other to the very biggest. That’s variables differs from brand how a spreader/sprayer can to brand. Keep in mind that deliver maximum efficiency, the better these variables are maximum profits and controlled, the less chance offer a fast return on your there will be for operator error investment. and service calls. THE RIGHT SPREADER/SPRAYER WILL How do spreader/ Does a spreader/ DRAMATICALLY CUT YOUR OVERHEAD 2 sprayers help reduce 4 sprayer make labor costs and issues? financial sense? AND MAKE YOU MORE COMPETITIVE A: A good rule of thumb is: A: For startups and single- One person with a ride-on person operations, it can be confidence and time to grow excel on both small and spreader/sprayer can do the your best investment, making their operation. large properties. If you want work of two or more people you instantly competitive, to specialize in sports turf walking twice over a lawn especially when it comes to How do I know which with wide-open areas with (first to spread, then to spray). pricing and quality of service. 5 spreader/sprayer no trimming, then a larger- This time savings is crucial For businesses with multiple is right for me? capacity machine might be for a one-person operation. technicians, it’s a no brainer; A: If you want to treat a mix good for you. In any case, it is Companies with multiple the right spreader/sprayer of residential, commercial wise to choose the spreader/ technicians can retain their will dramatically cut your and sports fields, you need sprayer that both makes you best employees by providing overhead and make you more an all-around machine money every day and makes better working conditions competitive. Furthermore, that has the size, speed, it easier for you or your and a more enjoyable, long- spreader/sprayers can maneuverability, and spread/ employee to deliver quality term career. offer a business the ability, spray trimming ability to applications, every time.

112 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT EDGING

Q&A WITH DANIEL MARTIN Director of Marketing, Permaloc Corporation

Should I be using a permeable base involves 1 different edging for attaching the edging to straight runs as opposed a biaxial geogrid textile to curved lines? embedded between two A: We’ve all been there. Trying layers of stone. The edging our best to make edging that is is attached using a capture running parallel to a struc- plate and heavy-duty screws ture look straight. No matter to assure that it will maintain how hard we try, the waves holding power under the between each staking point heaviest of vehicular loads. remain painfully obvious. The human eye is designed to pick What is the difference up those anomalies. 3 between residential That’s why when doing edging and commercial straight lines with edging, it edging? is important to use an edging A: The primary difference in that was created for that. Not edging grades is wall thick- only will the result look much ness. A thicker wall provides better to those that will see it more vertical strength, allow- over time, but you will save ing heavier foot traffic and yourself a great deal of time larger maintenance equip- during the install. And in this ment to traverse the edging. business, time is money! It is important to match Edgings designed for the thickness and depth of straight lines typically have the edging with the circum- a feature built in that allows stances associated with your them to remain perfectly installation. This checklist can rigid, like a small “foot” on include foot traffic, mainte- the bottom. They should still nance requirements, adjacent have built-in staking to as- large part due to governmen- This provides plenty of hold- materials, soil type, etc. sure that it remains in place tal regulations on stormwater ing power to keep the edging It is important to note and does not shift during the management, many contrac- in place. However, permeable that landscape edging uses lifetime of the project. tors are curious about how the pavers require an open-grad- nominal thicknesses (similar installation steps vary from ed base to allow the water to lumber), and not all edging How do I install a traditional installation over a to move through. This loose companies provide the same 2 paver edging for compacted base. stone will not provide any wall thicknesses within the permeable pavers when I With non-permeable appli- “bite” for the spike to hold the same nominal size. So be sure can’t drive a spike in? cations, the edging is simply edging in place. to do your research to make A: As permeable pavers be- spiked into the compacted A new system for holding sure you are truly getting come increasingly popular, in base using a spiral steel spike. edging in place on a what you are paying for!

114 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT MARKETING

Q&A WITH LINDA THOMAS Marketing Director, Real Green Systems

Automated marketing isn’t After-sale marketing is critical postcard campaigns increase about your company, prod- just for gaining new business. and becomes a more intensive customer value and your ucts and services. Further, It helps retain customers, education. Why do customers bottom line, without increas- personalize their experience increase their value and win need to continue service? What ing territory or overrunning with news and offers specific back cancels. An automated additional services comple- marketing budgets. So, routes to them, especially why your marketing campaign gener- ment the initial sale? Are there stay tight; field staff generates service is vital, repeatedly ates emails and letters behind any new conditions found on more revenue per stop and reminding them of your com- the scenes, with little to no the property and if so, what marketing ROI increases. You pany’s value. manual intervention, allow- services do you offer to remedy save time, fuel and vehicle Start an automated cus- ing your staff more time to them? Your campaigns need wear with minimal spend. tomer appreciation campaign concentrate on providing a to answer these questions on a They are a simple and effec- utilizing automated mar- superior customer experience regular basis. tive way to increase sales and keting. Consider sending a and you more time to grow After-sale marketing also keep your marketing bud- “thank you” email or postcard your business. includes essential customer get in check. Upsells make to your customers on service care messages such as when sense for any service-based anniversary dates offering Will automated you’ll be on their property, re- business. You have all your them a free or discounted 1 marketing help minders to open gates or en- customer’s data. You know service. Showing customers estimate acceptance? sure Fido, the kids and their which services they currently in a tangible way that their A: Certainly. People won’t toys are safely inside during have and which additional business is appreciated helps always accept estimates the service. Lawn care tips specif- services would benefit them nurture customer loyalty and first time. Some never bother ic to each customer, payment going forward. can result in them referring responding. While a variety of reminders or a heads-up their others to your business. reasons exist for no response on-file credit card is about to Do I need to or rejection, nurturing these expire are also expected and 4 keep current How can I win back leads with a follow-up mar- appreciated. These auto- customers engaged? 5 canceled customers? keting campaign provides mated communications may A: Indeed. Maintaining A: Marketing. Customers sales teams opportunities to seem routine, but to your cus- engagement helps maintain cancel for numerous reasons. overcome objections, gain tomers they indicate you care your company’s relevancy Targeting automated digital positive responses and win about them and understand in customers’ busy lives. At- and print marketing cam- sales. Automated campaigns them. They’ll feel you’ve tention spans are shrinking, paigns toward cancels allows allow you to set up digital and taken the time to know them and the worst thing that can your sales team to reconnect print drip communications and be more inclined to stay happen is losing customers and provides opportunities and can boost estimate accep- loyal, even if a discounted because they’ve forgotten to win them back. Offer- tance by more than 8%. competitor pops up. why they’re paying you. A ing special pricing provides short digital newsletter in added incentive. Because they Can automated What’s an easy way your automated marketing were recently your custom- 2 marketing improve 3 to increase revenue? strategy helps keep customers ers, open rates are higher. retention? A: Upsells. Upselling services engaged, allows you to reach Actual win-backs can exceed A: Yes! Consistent communica- to existing customers through them on their mobile devices 7%, with minimal effort and tion is a retention cornerstone. opt-in email, letter and and continue educating them expenditure.

116 april 2019 | lawnandlandscape.com ADVERTISEMENT Q&A WITH THE EXPERT FRANCHISES

Q&A WITH BEN & STEPHANIE SCHOOT Co-owners, The Grounds Guys of Myrtle Beach

What was business face the alternative; get out of feel so much more confident become our biggest cheer- 1 like for you before you business and get another job. going into talk to big com- leaders. Attending Reunion became a Grounds Guy, That’s when we started look- mercial clients. In the first six (our national conference) and how has it changed? ing at The Grounds Guys. months we were The Grounds meeting everyone and seeing A: We had our landscape Now, my wife, Stephanie Guys, we landed a national the Top Guns get called up on company for seven years is in our business. We are builder account that we still stage is so motivating. Every- before we reached out to The both able to pay ourselves a service today. one is willing to talk with you Grounds Guys. I wanted a salary for the work we do in And having to turn in our and help you make your busi- business, not a job. However, the business, and I work in the monthly financials to Home ness better. They even invite the reality was that I left my office and am home by dinner Office keeps us accountable. us to come visit their loca- job and went to another. We every day. I wore a white polo We watch our labor percent, tions to learn how they do it. were doing okay, we had to work the other day, a white we watch our materials like we What other business can you four or five guys working on polo. I never could have done never did before. I never knew think of where you can call two trucks, but there was that before. I now have the my profit margins on services someone that has the exact no structure, no financial quality of life and time flex- or if I was over for man hours model and goals as you and management. It was difficult ibility aspect that I wanted on a job. We talk constantly ask questions that will help to to win commercial and HOA from business ownership in about our numbers and we better your operation. accounts as an independent. the first place. focus on our budget and stick- We were always up against ing to it every month. Any advice to Inde- national brands, and most the Why did you convert 4 pendent Owners? time it was like hitting a brick 2 your business you What have you found A: To independent owners wall, getting a hard “no” be- worked for into a franchise? 3 to be the most benefi- I would say, what are you fore we were even in the door. A: We got that question a lot, cial about being a part of missing? What do you need Prior to The Grounds Guys, until we started growing like a franchise system? in your business? What hats I was on a mower by 7:30 crazy, no one asks us that A: We feel that networking should you take off to help every day, coming home dirty anymore. Honestly though, with the other owners is the you meet your goals? Fran- and missing events with my we asked ourselves that ques- most incredible part of what chising isn’t for everyone, but family. Often, I would have tion before we got started. we got when we joined The if you struggle with systems to shut down the crews early What made the decision for Grounds Guys. Our friends or accountability or finance so I could run kids around us was when we traveled to and family can’t fully un- management or goal setting, or do errands for the busi- the Waco Home Office and derstand what we do, and it might be a solution that ness or the family. Often, I met the team and learned they don’t necessarily get our you look into. You still have to wouldn’t take any salary from the system. Before we made problems within our busi- go out and do the work. You the business, we would just it back home, we were all in. ness. But our fellow Grounds still have to build the relation- take a draw when we had a It was a big risk, but the good Guys owners completely ships and get it done. If you bill to pay. thing about that was that we understand everything we don’t want to franchise, just It came to a point where we were ready to take advantage are going through. There is find the right people to help had to decide if we were going of the systems to the fullest. always someone to talk to if you somewhere. Everyone to continue with our business Also, having a national you need help, you’re never who runs a business needs and look for a franchise, or brand behind me made me alone. Fellow owners have support and help sometimes.

118 april 2019 | lawnandlandscape.com v

ADVERTISEMENT Q&A WITH THE EXPERT CONSUMER FINANCING/BUSINESS GROWTH

Q&A WITH JOSH ROBINSON Design and Sales Manager, Todd’s Services Inc.

What types of financing trending back to where people it’s a financial advantage for Have financing 1 programs do you offer? are borrowing again. They’re the customer because they 4 options helped A: We began offering financ- being more careful now, but don’t have to pay for us to increase overall sales? ing about 15 years ago. It was they are borrowing and taking come back to their property, A: We get some people that starting to trend at the time advantage of financing op- which can increase the price contact our company strictly in other sectors, but not so tions again. since there are associated because we offer financing. much in landscaping. We costs with bringing our team That obviously helps increase partnered with a couple of Has offering financing back on site. business. Also, because it lenders and got started. 2 helped you sell bigger allows people to do second We offer financing to resi- contracts? What other or third phases of a project, dential customers which make A: Our average project is prob- 3 advantages does that makes what might have up 90 percent of our business. ably somewhere between financing provide? been a $30,000 job become The two plans that are most $15,000 and $20,000. Financ- A: It’s an advantage over a a $50,000 or $60,000 job for often used by our sales team ing allows for second or third lot of the competition that us. It increases the size of the are the 12-month, deferred phases to be done now. doesn’t offer it. Sometimes project the customer will be interest; and then the term Sometimes a person only people will hire us because able to have done. financing, which is 6.9 percent has the cash on hand to do we offer financing. We do get It also allows us to add to APR for 50 months. one phase. For example if a lot of calls simply because our customer base people There are two types of it’s a new home and maybe we have the words “financing who are on a weekly or customers that tend to use they can afford the lawn available” on our website and monthly budget. They’re financing. One that just and sprinkler system out of in our advertisements. able to spread the job out wants to take advantage of pocket (phase one), but they In addition, sometimes in monthly payments, so it a deferred interest period. really would like to have their customers are able to do gets us work that we might Then there’s another type of landscaping (phase two) the project sooner. It’s very not have otherwise secured. customer who does not have done at the same time, too. common for a customer to Some people are monthly the funds at hand. We do talk Our sales team will ask them be waiting on a chunk of budget people, and they can about how they’re going to if they can put the value of money, such as an end of the look at that $400 per month pay for the project early on. the lawn and sprinkler sys- year bonus or holiday bonus. payment and say, ‘Okay, I can Before the crash, it was tem down now, and then we It allows them to do that make that work. I’m going a higher percentage, but will go ahead and finance the project in May or June and to do this.’ That’s a customer today about 10 percent of our landscaping over a period of enjoy their property during that we’re able to get with customers take advantage 50 months. the warm season, rather than financing where we other- of financing. That number is Not only does this allow waiting until they get that wise would not have had that growing again. It seems to be phases to be done sooner, but money in December. customer’s business. This is just another way to capture a section of buyers. If Sponsored By you don’t have financing as WE DO GET A LOT OF CALLS SIMPLY BECAUSE one of your tools in your sales WE HAVE THE WORDS “FINANCING AVAILABLE” tactics, you’re going to miss ON OUR WEBSITE AND IN OUR ADVERTISEMENTS. out on customers.

120 april 2019 | lawnandlandscape.com