Sucess Secrets Turf - December 2015

December 2015
turfmagazine.com
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DEC 15
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FROM CONCEPT TO COMPLETION
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Top 6 Trends You
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Sincerely,
Nicole Wisniewski
Group Editorial Director
nwisniewski@grandviewmedia.com
HARDSCAPE
Inside a Sustainability
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IRRIGATION
TruGreen Now
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December 2015
New
Plants
for 2016
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American Nurseryman
Green Industry Guide
Mow More 2015
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A supplement of TURF.
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CONNECTICUT
HOLYOKE
CALVERTON
PINE BUSH
BLOOMSBURG
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Leahy Equipment, Inc.
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Pine Bush Equipment Co., Inc.
TPC Power Center
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Salem Farm Supply, Inc.
Messick's
518-854-7424
800-999-3276
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717-367-1319
800-222-3373
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Midstate Tractor &

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Wesco Tractors & Equipment
203-847-2496
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Emerich Sales & Service, Inc.
Norfolk Power Equipment
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Lamb & Webster Inc
Erb & Henry Equip., Inc.
CLAVERACK
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610-367-2169
www.erbhenry.com
WATERVILLE
Pipersville Garden Center
215-766-0414
www.pipersvilletractor.com
DELMAR
508-384-0011
www.norfolkpower.com
Burke Equipment Company
NEW JERSEY
Columbia Tractor, Inc.
302-248-7070
www.burkeequipment.com
ELMER
518-828-1781
800-352-3621
www.columbiatractor.com
FELTON
302-284-0123
NEWARK
302-365-6000
MASSACHUSETTS
AYER
Toreku Tractor & Equip., Inc.
978-772-6619
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Roorks Farm Supply, Inc.

856-358-3100
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MARLTON
Cherry Valley Tractor Sales
856-983-0111
www.cherryvalleytractor.com
SOUTH HACKENSACK
Wilfred MacDonald, Inc.
201-804-1000
888-831-0891
NEW YORK
BREWSTER
Westchester Tractor, Inc.
845-278-7766
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FULTONVILLE
Randall Implements
Company, Inc.
518-853-4500
www.randallimpls.com
LOWVILLE
315-841-4181
Walker & Walker Equipment II
Lamb & Webster Inc
814-364-0891
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607-458-5200
PENNSYLVANIA
315-376-0300
ALBURTIS
Lamb & Webster Inc

585-535-7671
800-724-0139
STATE COLLEGE
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Canns-Bilco Outdoor
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WEST CHESTER
610-966-3733
800-245-8080
www.canns-bilco.com
610-696-6198
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Conway Power Equipment
In This Issue
Cover design: Keith Higginbotham
DECEMBER 2015 NORTH EDITION
Cover photo credit: istockphoto
Cover Story
24 Success Secrets
Steal these business-building ideas from some
of the industrys greatest minds.
25 Stop Thinking Like a Landscaper

Find out how these three business owners manage
to stay steps ahead of their competitors.
29 Think Big
Some of the biggest landscape businesses in the market tell you
how to compete against them.
Features
Inside Business
18 Working Outdoors and Lovin It
25
Turf Science
33 Seeds of Disruption
Soil Science
40 Worried About Climate Change?
Soils Have Our Backs
18
Landscapes Making a Difference

44 Lucky Dogs
42 When Soil Isnt Soil
46 Landscapes Save the Day
Mission Statement
Departments
2
4
6
8
10
Letter From the Editor

In Your Own Words
Lessons Ive Learned
Contractors Corner
14
16
50
52
Landscape Leader
Inside Innovation
Marketplace
Keeping It Green
Turf advances the growth and profitability of the landscape industry by

providing green industry business
owners information on emerging
trends, best practices, operational efficiencies and business development.
Business Insights
TURF (4115) ISSN 1092-1192, December 2015, Volume 28, Issue 12 is produced and published monthly at Suite 1, 200 Croft Street, Birmingham, AL, by Grand View Media. Printed in the U.S.A. Copyright 2015 by Grand View Media. All rights reserved including right to
reproduce advertising layouts and designs prepared by our staff. No part of this publication may be reprinted or otherwise reproduced without written permission from the publisher. Publisher is not responsible for damages resulting from typographical errors. Notice of any
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TURF | December 2015 | 1
Letter From The Editor

By NICOLE WISNIEWSKI
Overcome Business
Chaos ... STAT!
Group Editorial Director/Editor in Chief

Nicole Wisniewski
nwisniewski@grandviewmedia.com
Editor at Large
Ron Hall
rhall@grandviewmedia.com
Assistant Editor, Digital Media
Danielle Lanning
dlanning@grandviewmedia.com
ADVERTISING
VP of Sales
Dave Blasko
dblasko@grandviewmedia.com
Group Publisher
Jason DeSarle
jdesarle@grandviewmedia.com
heres one thing all of us have in commonwhether our businesses are large or small or focused
on maintenance or design/build or are located in a busy city or a small town: Despite having one
million and one things to do each day, we all have the same 24 hours in a day to get them done.
The end result is typically a day full of buisness chaosrunning around, putting out fires, falling behind
and not making any time for planning ahead or planning at all before just calling the day quits as a result
of exhaustion. Rinse. Repeat.
Some common causes of chaos in a small business are easy to spot. If youre feeling overwhelmed,
Group Director of Direct Sales

Paula Carpenter
pcarpenter@grandviewmedia.com
Senior Account Manager
Tim Kasperovich
tkasperovich@grandviewmedia.com
Administrative Sales Coordinator
Jamie Rogers
jrogers@grandviewmedia.com
Reprints
Lyndsey Farnsworth
lfarnsworth@grandviewmedia.com
Vice President of Finance & IT
Sharon Ferland
make it a New Years resolution to identify which one (or more) of these youre suffering from and what
steps to take in 2016 to turn business around for the better.
1.
Youre wearing all of the hats. When you start your business, there is typically no one else to
depend on other than yourself. You manage everything to ensure it all gets done. But as you grow
your business, this becomes harder and harder to do efficiently without burning out. You dig yourself
a hole that becomes nearly impossible from which to escape.
How do you get a handle on this situation? Step one: Read The E-Myth Revisited: Why Most Small
Graphic Design
Charles Peerson | Javin Leonard | Colby Hooper
Businesses Fail and What to Do About It by Micheal Gerber. It documents this situation perfectly.
MARKETING
Marketing Director
Annee Cook
Part of the challenge is identifying what youre best at and delegating the rest to people who are bet-
Marketing Manager
Nina Diamantis
ter at those tasks than yourself. For instance, maybe its accounting or billing that you dont enjoy
that takes up too much of your time. Save yourself time and money by hiring a part-time accountant
to tackle these tasks and leave you time to focus on sales or customer service. It will be worth it for
your business ... and your sanity.
2.
PRODUCTION
Production Director
Lori A. Halsey
lhalsey@grandviewmedia.com
Art Director
Keith Higginbotham
khigginbotham@grandviewmedia.com
You have trouble figuring out how to grow your business. Finding, serving and retaining customers
is what generates cash flow and pays your bills. Customers must come first. Sit down and prioritize
how you and your team members should spend their time when it comes to serving your paying
DIGITAL OPERATIONS
Digital Business Director
Stuart Anderson
AUDIENCE MARKETING
Audience Marketing Manager
Anna Hicks
ahicks@grandviewmedia.com
ONLINE COMMUNITIES
Moderator, Online Communities
Michael Donovan
mdonovan@grandviewmedia.com
customers right. This will increase referrals and positive reviews (as long as you ask for them),
naturally growing your overall customer base. In the meantime, your sales team can also work on
finding new customers.
3.
4.
Youre growing all wrong. With growth, comes more employees, more billing, more relationships
GVMG ADMINISTRATION
Group President
Vicki Denmark
Chief Content Officer
Garrett Lane
to maintain, etc. This is where The E-Myth Revisited will come in handy again, sharing tips for
Chief Revenue Officer

Chris Dolan
setting up systems. By being able to teach your people how to repeat what you do effectively with
Chief Marketing Officer

Mary Beth Shaddix
systems, you can more easily continue to grow without falling into chaos.
Vice President of Audience Marketing

Delicia Poole
You dont have focus. Taking it one day at a time is OK, but it needs to be done with a bigger goal
in mind. Take time to strategize and formalize your business plan. What are your goals? What is your
Interim Chief Technology Officer

Carin Obad
vision? Are you a residential maintenance business that wants to grow its commercial customer
Financial Director
Randy Lyle
base? Are you a commercial maintenance business that wants to take on bigger clients? Decide,
Production Director
Andy Estill
focus and execute. This will push the unnecessary interruptions off of your priority list and keep you
moving in a positive direction.
2 | TURF | December 2015
Billing Address
PO Box 698
Birmingham, AL 35201-0698
Phone 888-431-2877
Turf is a Grand View

www.LawnSite.com
Media publication.
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In Your Own Words
Lawn care and landscape professionals speak out
How Should I Lay Out My Property?
ver been in the position to design a facility to fit your exact
grassmasterswilson: Our city would require curb/gutter, landscap-
business needs?
ing, handicap parking, fencing, etc. I like that you are taking it to the
One contractor found a space hed like to build on and
planning/zoning people before buying. I might even suggest hiring a
looked to his peers at LawnSite.com to get some ideas on the best
survey firm for a consultation to see about design and permit costs.
ways he can lay out the space.

C & T Landscaping: I had a few extra minutes to mess around.
Working Man: Ive been looking for a new shop for a couple of
The pink lines are gates.
years and have not found the right place to buy or rent. We do
The lime yellow are a chain link fence/employee only.
a lot of maintenance work and are growing the landscaping side of the
The lime green are storage bays for materials and salt.
business. I found a property that I can get a great deal on. I want to build
The blue/grey are employee customer parking.
on it and Im trying to figure out how to lay it out. Looking for ideas on
That should be enough room for trucks to park and turn around and
how to set up the property so that I can sketch something to take to the
leave via the truck exit and not the employee lot. Reason for leaving
township for approval before I pull the trigger on the property.
via the truck exit is so that you can go to the light and turn left/right
I know that we need a shop (storage and mechanic), office, parking

for equipment (seven trucks and trailers and a skid-steer), employee
or go straight as opposed to the employee lot where you can only turn
right and must make a U-turn.
parking (10 to 15 cars) and some space for materials (bigger bay for
salt). The property is 2.5 acres and has entry/exit to three roads (two
of them are very busy). Heres a picture of the property. Any Ideas?
C & T Landscaping: Here is another one I messed around with when
JFGLN: Make it bigger then you think you will need.
On a call: Always leave room for expansion. Exposure is always a

good thing ... well, unless you are sloppy.
Efficiency: You sure its zoned correctly for your use? I doubt they
want a contractors yard next to a retail strip center.
If you can make the lot work with zoning, take what you think is
a reasonable number for costs and double it. There will be permits
and inspections you didnt expect. You will need things like a 6-foot
In Your Own Words is contributed from the forum at LawnSite.
privacy fence, a hard surface and a detention basin to handle runoff.
com. Check it out and join in the discussions.
www.LawnSite.com
PHOTO: GOOGLE EARTH, WORKING MAN, AND C & T LANDSCAPING
I had more time.
BEFORE
WE PERFECTED
THE STAND-ON
MOWER,
WE INVENTED IT.
wrightmfg.com
2015 Wright Manufacturing, Inc.
Lessons Ive Learned

By STEVE RAK II
You Cant Afford to Miss

Next Years GIE+EXPO
ts been a month since I returned from the GIE+EXPO in Louisville,
with friendsnew and old. There is always a band playing on 4th
Kentucky, and Im still on a high from the experience. This years
Street Live!, a city block in the middle of Louisville that is blocked
event was one powerhouse show for landscape professionals. If
off to vehicular traffic and lined with restaurants and entertain-
you have never been to the GIE+EXPO, then you are missing out on
ment venues.
the premiere education and trade show for our industry. There is so
5.
Sharing what youve learned. My brother, Jeff, and I did a pre-
much to learn and do and see that I cant possibly list it, but here are
sentation for one of the pre-show ticketed classes offered by the
a few highlights from my trip.
National Association of Landscape Professionals (NALP). We had
1.
Incredible networking opportunities. There is nothing better than
a great time as we shared what weve learned in running our busi-
getting to hang out and network with other people from our indus-
nesses and other ideas with fellow landscape professionals in
2.
3.
try. I have made some good friends over
the audience. Public speaking is a rewarding
the years at this show, and we always
experience. To be able to do it at a show like
end up hanging out and talking shop. I
this added to the whole experience.
always meet new and interesting people.
Overall the GIE+EXPO is a really great
Educational seminars rule. Yes, I know
event. Please try to get there October 19-21,
that sitting in a classroom-type setting
2016. Keep an eye on the GIE and NALP web-
for more than an hour is not on most
sites for details.
peoples lists of favorite things to do. But
I know it costs money to attend this event
learning how other landscape business
but I believe you always get your moneys
owners grew their companiessome
worth and more. I also hear the excuse that
to more than $100 million in annual
its hard to take time away from your compa-
sales gives you great information and
nies and that is true. However, you have to
inspiration to take home. And that was
realize there is never a perfect time to take
just from one seminar.
time off.
Big, bad equipment everywhere. If you
I believe that constant learning and
are an equipment junkie, then this is the
personal development is part of the respon-
place for you. There was everything from
sibility of being a business owner.
a battery-powered zero-turn rider with a
If you attended this years GIE+EXPO, let
60-inch cutting deck to a mower with a
me know what you thought about the show
jet enginealthough I dont think that
and seminars.
a huge outdoor power equipment area where you can run every-
4.
thing from lawn mowers to skid-steers to big tractors. This year
Steve Rak is the president of Southwest Landscape Management
the weather was perfect with blue skies and temperatures in the
near Cleveland, Ohio. He and his brother, Jeff Rak, offer business
low 70s, so the outdoor demo area was particularly busy.
management advice to the owners of small landscape companies.
Great evening entertainment. This is where you get to have a
Comment on this column, ask a question or contact Steve at steve@
little fun, sip a few drinks, eat some tasty food and just hang out
sw-landscape.com.
www.LawnSite.com
PHOTO: NICOLE WISNIEWSKI
one was for sale. The event also features
POWER OR FUEL SAVINGS that was your choice. Until now. Say hello to the
all-new Command PRO EFI 824. With best-in-class* torque and horsepower
its ready to take on any terrain. And with the $600/year** you save on fuel, its
the most fuel-eficient engine weve ever made. Man, its good to be king.
*Class deined as vertical-shaft, commercial 800cc to 875cc gasoline engines. **Compared to a comparable
KOHLER carbureted engine under comparable loads and duty cycles. Based on 600 hours of annual operation.
KohlerEngines.com/824
Contractors Corner
By RICK CUDDIHE
The Awesome Power

of Peer Groups
uccessful contractors continue working in winter. The nature of

work changes from season to season, but they keep working.
But, even as contractors stay busy with their seasonal
chores, smart contractors continue to build upon their business management skills. Some do this by networking with other successful
contractors. In my opinion, the development, popularity and participation in peer groups among landscape contractors is one of the most
powerful business-building trends the industry is experiencing.
Whats a peer group? Simply explained: A peer group is a relatively
small group of like-minded contractors of similar-sized companies
Peer Group Positives

Peer groups act like a board of directors.
Members must be active participants and be willing
to share their experiences and knowledge.
Mutual respect and condentiality are vital
within peer groups.
Peer group members usually form lasting, friendly
and mutually benecial relationships.
Working together and exchanging ideas helps everyone.
from non-competing markets that regularly share their individual

business-related experiences. A peer group generally consists of six
Some discuss their business plans, where each member wants to
to 10 members, although there is no defined size.
be in five years, hiring and retaining good people and customer rela-
I facilitate several peer groups, which meet face-to-face or via
tions issues.
teleconference a few times each year. My Young Guns peer group is
Peer group membership is a valuable opportunity for contractors
an example of contractors helping each other by sharing their knowl-
to learn from each other, says Mike Mason, vice president of Lawn
edge and experiences. Young Guns members are generally younger
Pro, Louisville, Kentucky.
contractors, but many have been in business for more than 10 years,
and all have the entrepreneurial spirit.
When a member brings an issue to the group, the group helps

resolve the issue with suggestions that have worked them on similar
Being a part of any green industry peer group is invaluable, says
problems. Matters like problems with a difficult employee or hiring a
Adam Linnemann, president of Linnemann Lawn Care & Landscap-
manager result in a spirited discussion and everyone benefits. Peer
ing, Columbia, Illinois, in the St. Louis market. The knowledge from
group membership is by invitation and members are expected to
others in the industry that is shared and usually confidential will help
attend scheduled meetings or conference calls. Usually members are
your business succeed and grow.
from different markets or regions, which eliminates the fear of shar-
To create real benefits for members,
ing your knowledge with a local competitor.
peer groups require a lot of planning by
Members help each other build better busi-
the facilitator, who develops and distributes
nesses by actively participating and sharing
business-related topics prior to group discus-
their experiences and knowledge.
sions. This agenda gives members time to

gather ideas and other valuable information
During discussions, each member weighs
Rick Cuddihe is president of Lafayette
in with comments and suggestions focusing
Property Maintenance, works with Lets
on common business problems and issues.
Be Green Landscaping and helps business
Confidentiality and respect are vital because
owner improve their operations. Contact him
members often share sensitive information.
at rick@lafayetteconsulting.com.
www.LawnSite.com
PHOTO: ISTOCKPHOTO
to participate in the conversations.
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Business Insights
By CHRIS NOON
Boost Sales by Following

Up Immediately
ing and advertising dollars that we invest in generating leads.
lenging phase of the wedding planning process, picking a location
or email, although verbal is better). And, yes, you will get your share
and date. The wedding is planned for next August in Newport, Rhode
of no responses. But even when a prospect responds negatively,
Island, which is not an inexpensive place to have a wedding.
you can obtain valuable information that can help you make the next
y fiancee, Nicole, and I are planning our wedding. We now

realize why the wedding industry is a multi-billion dollar
The lesson here is you never know what happens after you pro-
industry. The two of us have worked through the first chal-
vide prospects with your proposals until you get a response (verbal
We are now on to the second phase of gathering quotes from ven-
response a yes. Ask why the prospect turned down your proposal.
dors. One of the vendors we met with was a wedding photographer.
This is a great opportunity to see how your pricing and service are per-
My fiancee and I immediately hit it off with her and were impressed
ceived by prospects in your market. This kind of feedback is invaluable
with her professionalism and portfolio of work. We made up our
in refining and improving your company and your sales efforts.
minds to hire her assuming her price met our budget. Days then
weeks went by and still no proposal from her. With our chaotic sched-
Chris Noon is CEO of Smart Lawn Franchise Systems and director
ules, we simply forgot to follow up with her.
of Green Light Consulting. Contact Chris at cnoon@smartlawn.com.
Finally, she called us expressing concern about why we had never

responded to her quote. She said she had emailed it to us. We told
her we never received an email from her and we assumed that she
got busy and never sent it. Soon we both realized she had sent the
proposal to the wrong email. She had jotted down an incorrect email
for us during our initial meeting. It turned out that her mistake worked
to our benefit. The photographer offered to decrease the price by 15
percent if we were still interested in hiring her.
The lesson here is that this vendor could have avoided all of this
(and not denied herself 15 percent of her fee) if she had simply called
a day or two after emailing the quote to confirm that we received it.
All she had to do was ask us if we had any questions regarding her
quote. This is a sensible thing to do, of course. Every service provider
that puts out a proposal should follow up soon after submitting the
proposal. But you would be surprised how many business owners I
consult with dont have a standard policy to do this. The sales people at my company is required to follow up via telephone and email
until they connect with their prospects and get a yes or no from
them for our lawn care services. The reasons for doing this should
be obvious.
In some cases, the estimates that we furnish are very detailed and
take time to create, so as professionals we have a vested financial
interest in following up with our prospects. Also, consider the market-
More Sales in 3 Simple Steps

Follow up: Always follow up with your sales prospects within 24 hours
of providing them with estimates. I recommend using at least two different forms of communication such as the telephone and email. The
example I used above about my wedding photographer serves as a
cautionary lesson. Never assume anything until you verify with your
prospects. Always verify they received your estimate before jumping to
any conclusions.
Be persistent: Call until you get a yes or no. It doesnt matter how
many call attempts you make, persistence is the key to sales success.
Remember, our customers lead busy lives, so call and email them until
you get a response from them.
Ask why: Whether or not a prospect hires your company, always ask
why. This information will tell you whether your pricing holds up in the
market and what they liked or disliked about your sales presentation.
Mine your marketing data: Prospects you could not contact or those
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Landscape Leader
By TOM CRAIN
Scott Jamieson
This leader believes in participatory
leadership, where the best ideas come
from many minds working together.
cott Jamieson might have a hard time convincing people hes
to be a better leader. At a week-long leadership program at Harvard,
not a natural born leader.
I learned that leadership is a lifelong process of learning from others.
The vice president of Bartlett Tree Experts leads Bartletts
The biggest breakthrough I received was learning about why I do what
Midwest division and corporate partnership efforts. He also heads
I do and why others can do what they do. Its an inside-out game
the Bartlett Inventory Solutions team in providing innovative and tech-
for learning about what causes me to react and respond in various
nologically advanced tree management plans.
ways. The more I learn about myself, the more I learn about others.
On top of that, hes the president of the National Association of

Landscape Professionals, and is also active on the board of Chicagobased Openlands and is the former chairman of the board of the Tree
Care Industry Association, as well as a former board member for the
Q
A
National Safety Council and the Alliance for Community Trees.
What leadership books inspire you and why?

Its our Ship: The No Nonsense Guide to Leadership by Captain D. Michael Abrashaff. Its all about how this commander
He received a Bachelor of Science in urban forestry from Purdue
took over the lowest-ranking ship in the navy and turned it into a
and a Master of Science in urban forestry from Michigan State Univer-
model of efficiency with amazing cost savings, highest gunnery score
sity and a Master of Business Administration from DePaul University.
in the Pacific Fleet and a highly motivated and top performing crew.
Jamieson shares his belief in a consensus leadership style and
He believes in leadership from the bottom up.
talks about the tools he uses to become a better leader.
Q
A
How would you describe your style of leadership and why

does this work for you?
Q
A
What have you done as a leader that you are most proud of
and why?
As a leader of my family, I feel positive every time I think about
I have always described my style as participatory, believing
the accomplishments of my kids. I also feel proud of the suc-
that the best ideas come from many minds working together.
cess of other people on my team knowing I had a hand in it.
When those you are leading have a stake in the game, they will com-
Whenever someone tells me: I appreciate what you did for me, Im
mit to the direction chosen. I always try to involve as many people as
humbled and gratified that perhaps I have made a positive impact.
possible in making decisions. Leading from the top down has not
been my style, but sometimes the quarterback has to call the play. At
times, consensus leadership can be a slower process, but its all
worth it in the end because the best decisions are made that way.
Q
A
If you were to give young leaders one piece of advice, what

would that be?
Make your mission all about making those around you better.
Q
A
How do you work daily at consistently becoming better
Even if it doesnt lead you the biggest pot of gold, you want to enjoy
at leadership?
your life because you have followed your calling. The money will follow.
There are natural born leaders, and then there are those who
must learn to be leaders. I am not a natural born leader. The
Tom Crain is a freelancer writer who lives and works in Akron, Ohio.
way I get better is to lead from the heart and keep learning about how
For more Q&A from this leader, visit this story at turfmagazine.com.
www.LawnSite.com
PHOTO: SCOTT JAMIESON
I tell my kids the path to success is to follow your passion.
Inside Innovation
By RONNIE HALL
Solitare WSL Herbicide
are constantly under pressure to do more with
hether its clients pressuring them

or budget constraints making them
feel the pinch, lawn care operators
Lets talk turf weed control in general. What advice would

you share with lawn care pros to get the most value from any
herbicide they use?
less.
The first thing is to identify the weeds you are trying to control.
Understanding the most effective time to control the target
Combining multiple modes of action in one
weeds is important especially for preemergence herbicides. Most
product formulation helps LCOs maximize their
preemergence herbicides must be applied prior to weeds emerging.
time while keeping clients happy by controlling
With postemergence herbicides like Solitare WSL, applying at a par-
all of their weeds.
ticular growth stage of the target weed improves control.
Ken Hutto, technical service manager for the north half of the coun-
For example, fall is the most effective time to apply Solitare for
tryeverything from Maine to Hawaiifor FMC, works closely with
wild violet control. In the fall, perennial weeds begin to store up car-
product development managers to place commercialized products
bohydrates in their roots so they have an energy reserve for spring
into university research trials. He also provides technical support for
emergence. Wild violet is more susceptible to Solitare in the fall than
FMCs market specialists. Here, he talks about the innovation of the
in summer.
companys Solitare herbicide.
Correct weed identification and establishing a competitive turfgrass must be the foundation for an effective weed control program.
Q
A
Please share a brief history of the development of Solitare

herbicide.
Herbicide resistance is becoming an issue in golf turf, and
Our product Dismiss herbicide is a postemergence product
some lawn care pros are becoming concerned, as well. Can
with sulfentrazone as the active ingredient, which is effective
you share a thought or two on what they can do to reduce the risk
on nutsedge and kyllinga. It also has some broadleaf weed activity.

But customers told us they needed better options for controlling
of herbicide resistance?
Always use labeled rates of herbicides. Any time you use an
crabgrass. As FMC is a customer-driven company, that led us to com-
herbicide below the labeled rate, in my opinion you are basi-
bine quinclorac with sulfentrazone to produce Solitare. A combination
cally spoon-feeding the development of resistance. Research studies
product, Solitare still maintains the level of nutsedge and kyllinga
suggest if you rotate chemistries with different modes of action you
control that you get with Dismiss, but also provides effective crab-
will reduce or prolong the likelihood of resistance development.
grass and broadleaf control.
Q
A
Finally, this past year FMC made a $1.8 billion investment in

buying Danish chemical company Cheminova. What does
This past summer FM introduced Solitaire as a water soluble

liquid (Solitaire WSL). What does that mean for applicators?
that mean for our industry?
Solitare WSL goes into solution easily and reduces the
amount of agitation you need, which makes it much more

user-friendly for applicators using backpacks or ride-on sprayers.
That has been really exciting. Acquiring Cheminova expanded

our company dramatically from a global standpoint and pro-
vides a nice extension to our product pipeline. We are very excited

about all the different possibilities for development -- whether these
Q
A
More of these combo products with multiple actives are
possibilities are herbicides, insecticides or fungicides.
coming into the market. Why?

By combining multiple modes of action in one formulation you
Ronnie Hall is editor-at-large of Turf magazine. He brings more than
constraints, to do more with less. Combination products can help
30 years experience reporting on the green industry. Contact Ronnie
reduce those constraints.
at rhall@grandviewmedia.com.
www.LawnSite.com
PHOTO: FMC
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constantly under pressure, whether it be from their clients or budget
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Inside Business
By RONNIE HALL
Working Outdoors
and Lovin It
man who wakes up early every morning and looks forward
which is located in Eagle Point, Oregon. I went out on my own two
to working outdoors in a career he loves is a fortunate man.
years ago and I love it, says Stewart. The difference between work-
Greg Stewart says hes one of these lucky fellows.
ing at a store and working at customers homes is night and day. I
After serving in the military and working for an agricultural co-op,

Stewart, 46, an avid outdoorsman, founded Greenway Spray LLC,
spend time with them and get a feel for their expectations. I even
know the names of their kids and dogs.
www.LawnSite.com
PHOTO: GREENWAY SPRAY LLC
Greg Stewart builds a uniquely diverse application company

in Oregons Rogue Valley.
I AM
A LANDSCAPE
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Inside Business
Eagle Point is a city of about 8,200 people located 12 miles north
Lawns in his market are primarily perennial ryegrass and turf-type
of Medford, the largest city and economic hub of the Rogue Valley.
tall fescue. Lawns in the Valley face the same challenges lawns
The Valley, located in southwest Oregon, is relatively isolated lying in
elsewhere faceinsects, diseases and weeds. Broadleaf weeds and
the rain shadow of the Cascade and Siskiyou Mountains. The Valleys
nutsedge, in particular, can make lawns look ragged. Stewart uses
unique climate and economy are providing Stewart the opportunity to
Solitaire Herbicide for control on these properties. He says he sees
grow a one-of-a-kind application company.
results in only a few days.
The Valleys hot, sunny summersmore similar to the California
Summer heat and a dearth of summer rainfall is another challenge
Central Valley rather than Portland 270 miles northoffer a long
for lawns in his southern Oregon market. This past summer the
growing season. The abundance of sunshine (the region gets 170
region received a total of 1.2 inches of rainfall.
days on average annually) encouraged settlers in the mid 1800s to
Our falls, winters and springs are generally green here. But by
begin planting fruit trees. To this day, the Valley, 70 miles wide and
mid summer we can get as many as three weeks with temperatures
60 miles long, remains an important commercial pear producer and
near or over 100 degrees. Our landscapes definitely need irrigation,
is a designated wine region, as well.
says Stewart.
While developmentespecially in and around Medfordis spread-
Rainfall or not, Stewart is growing the lawn care side of his busi-
ing into the countryside due to a continuing influx of retirees drawn
ness. This past summer he took on 4 acres of turfgrass at the
to the region because of its beauty, climate and its enviable health
Jackson County Airport.
services, agriculture remains vital to the Valleys economy. Its the
They had every weed under the sun. They have poor clay soils,
regions agriculture that gives Stewarts Greenway Spray such a
and the pH was out of whack. Plus, they fertilized with ammonium
unique position within the green industry.
Licensed for every job

Not only does Stewart and his two part-time employees provide residential and commercial lawn application services and structural pest
control, but they also offer agricultural crop and riparian spraying.
Thats because Stewart gained much of the necessary training and
some of the licenses required to provide this wide range of application services while assisting customers with their landscape and
agricultural needs at the Grange Co-op. He earned additional application licenses after leaving the co-op.
I wanted to do as many things for each customer that I could,
whatever they needed. I needed to be licensed and ready, says Stewart. Right now, Im focusing on balancing everything.
When I started Greenway Spray, I thought I would be doing pest
control primarily, Stewart adds. Now pest control is something that
I add as a service to customers that I already perform other work for.
I came to realize that I enjoyed working outside with grass, trees and
agriculture more. My passion is plants.
Stewart offers commercial and residential applications on an asneeded basis. If a property doesnt need treatment, he doesnt
treat it.
Customers are his friends

I go out and look at the lawns and talk with customers about them
and find out what they need. Then well apply what those lawns need
to correct their problems. And I charge that way, says Stewart.
My customers are my friends. I know the name of their dogs and
their kids. I get to watch their kids grow up. Its the perfect job for
me.
Pears, Pears & More Pears

Entering the 20th Century, commercial fruit production boomed
in the Rogue Valleyapples, cherries, peaches, walnuts and
pears. Apples reigned for several decades, peaking with 400
growers with about 10,000 acres under production by 1910. During the 1920s pear orchards began replacing apple orchards,
according to Oregon State University.
In 1910, Samuel Rosenberg purchased Bear Creek Orchards,
which produced Comice pears near Medford. Comice pears
are highly sought because they are sweet and juicy. Following
Samuels death in 1914, sons Harry Holmes and David Rosenberg, having earned agricultural degrees from Cornell, began
managing the company. The brothers, aggressive marketers,
began selling pears first to buyers in Europe, and then to large
metropolitan U.S. markets, such as San Francisco and New York.
In 1934 their Bear Creek Orchards began selling fruit mail
order, and in 1946 they renamed their company Harry & David, a
name many of us are familiar with today because of its popular
gourmet fruit and gift baskets. The company suffered several
ownership changes and financial ups and downs in the early
2000s, and was purchased by Internet retailer 1-800-Flowers in
2014.
Pear productions acreage has dropped by half from its peak
in the 1930s, but growers have more than tripled yields per
acre. Urban development resulting from the migration of newcomers (especially retirees) from California and elsewhere continues to gobble up the regions farmland. Even so, the Rogue
Valley still produces 45-percent of the Northwest-grown Comice
pears and about a quarter of the Seckel crop, according to the
Oregon-based Pear Bureau. Other popular varieties grown in
the Valley include Green Bartlett, Red Anjou and DAnjou.
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Inside Business
sulfate when it was 100 degrees outside, he recalls. After aerating
mer he acquired a GPS-guided, 14-foot boom sprayer equipped with
the turfgrass to reduce thatch and open the soil to irrigation and
a 30-gallon tank.
nutrients, he applied an herbicide for winter weed control. Its been

exciting to conquer the challenges of new accounts like this one,
Himalayan blackberry scourge
says Stewart.
One of the most troublesome noxious weeds in the Valley (as it is

throughout much of the Pacific Northwest) is the Himalayan black-
Steady agriculture work
berry (Rubus discolor, Rubus procures). The noxious weed is an
When he isnt treating lawns, he could be providing any number of
evergreen shrub that grows to about 10 feet in height with canes
other application services in Jackson and Josephine Counties. The
covered in thorns. This invasive species of blackberry overruns ripar-
day Turf magazine chatted with Stewart he just finished injecting a
ian zones, roadsides, woodlands, open forests and disturbed areas.
row of struggling arborvitae trees with micro-nutrients and sending a
Once established and left undisturbed, a stand of Himalayan blackberries form an impenetrable thicket and will replace smaller, native
We do a lot of ornamental spraying, conifers and deciduous
species and reduce wildlife diversity. It can spread via rhizomes, from
trees, he adds. Due to the diversity of our services we are more
fallen canes rooting at the tips and by the spread of seeds by birds
than able to keep busy year-round. Our customers consist of farmers,
and small mammals. It is incredibly difficult to eradicate.
young professionals in the medical field, larger estates, municipalities as well as your neighbor next door.
Stewart and his part-time help could be treating an apple or pear
Yes, I do right-of-ways, brush and riparian areas for blackberries,

says Stewart. They have taken over all of the creeks and are crowding out our native plants.
orchard, or perhaps alfalfa or grass hay fields, given the season and
The vegetation management aspect of my business focuses on
the need. To make agricultural spraying more efficient, this past sum-
blackberries, poison oak, riparian areas and bare-ground work. The
Greg Stewart, owner of Greenway Spray LLC, uses a variety of spray equipment to serve residential, commercial and agricultural clients.
www.LawnSite.com
PHOTO: GREENWAY SPRAY LLC
soil sample to a laboratory for testing.
bare-ground applications fall during the rainy season. Greenway Spray

has year-round work because it is diverse, he adds.
The only regret Stewart has in getting into the application business
is that he didnt make the move sooner.
If you get the impression from this short article that Stewart is a
I have found if you are honest, show up when you say you will,
workaholic, hes not. He loves his work, but he also loves his wife
return phone calls promptly and follow through on your commit-
Laura and his 17-year-old son Levi, and he makes time for them and
ments, he says, you cant help but succeed at whatever you choose
for himself. While he has cut back on his hunting trips, he and his
to do in life.
son love to test their angling skills at some of the best trout fishing
rivers in the United States.
Its easy to get caught up in the spring rush and to over-commit.
Ronnie Hall is editor-at-large of Turf magazine. Do you have a
That does not serve me, my family or my customers in the long run,
business story youd like to share? Comment on this article or send
says Stewart.
your contact information to rhall@grandviewmedia.com.
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Cover Story
Success Secrets
veryone who owns a landscape business has another busi-
challenges is beyond worthwhile for any small business entrepreneur
ness they aspire to be like.
trying to make a name in the landscaping.
Maybe its the large business down the street that seems
This year in October at the Green Industry & Equipment Expo in
to have incredible systems and employees with a positive and
Louisville, Kentucky, the National Association of Landscape Profes-
professional attitude and trucks that are polished and incredibly
sionals (NALP) had two incredible sessions that each contained
branded. Maybe its that business in a neighboring state with an
some of the most well-recognized leaders in the green industry. In a
owner who has great leadership skills and is at a revenue size to
no-holds-barred Q&A, the leaders shared their honest feelings about
which you aspire your business to grow. Maybe its a national player
everything from the most important lessons theyve learned in busi-
with solid employee retention and top-notch marketing that makes
ness to their greatest business mistakes to how they focus their
it seem like the most talked about business in each neighborhood
time as CEOs to their insights on the greatest opportunities in the
it services.
landscape industry.
In each case, sitting those owners down and picking their brains
on how they operate, how they grow, how they handle setbacks and
Dive in to their candid thoughts and ideas and learn the secrets
to their success.
www.LawnSite.com
PHOTO: ISTOCKPHOTO
Steal these business-building ideas from some

of the industrys greatest minds.
From left to right: Scott Jamieson, Jim McCutcheon and Frank Mariani.
Stop Thinking
Like a Landscaper
Find out how these three business owners manage

to stay steps ahead of their competitors.
By Nicole Wisniewski
f youre worried about how youre going to separate your mowing
tiple backup plans) and differentiating yourself from the competition
technique from that of the business down the road, you may want
in unique ways can help ensure lasting success. And these business
to rethink your competitive strategy.
owners should know. HighGrove has been around 26 years, Bartlett
This from one of the leading landscapers in the industryJim

PHOTOS: PHILIPPE NOBILE PHOTOGRAPHY
McCutcheon, CEO of HighGrove Partners in Austell, Georgia, and past
is a 108-year-old business and Mariani Landscape just celebrated its

50th anniversary.
president of the National Association of Landscape Professionals
Moderated by industry consultant Marty Grunder, these three
(NALP), who says his mantra today is, Stop thinking like a land-
industry leaders share everything from their business cultures to
scaper. Instead, McCutcheon focuses on being a service-oriented
their definitions of leadership to the biggest mistakes theyve made
business that just happens to do landscaping.
in business and how they learned from them.
And his co-panelists (Scott Jamieson of Bartlett Tree Experts and

Frank Mariani of Mariani Landscape in Chicago) at the Lessons
Marty Grunder: What is your business vision or culture?
Learned from Industry Giants session at NALPs LANDSCAPES 2015
Jim McCutcheon: Culture is critical to everything we do. We have
at the recent GIE+EXPO agree. Planning ahead (as well as having mul-
a two-and-one-half day retreat every year. Our people our tired and
Cover Story
burned out when we start, but by the time
You have to understand what you love to do
company will think of threats and weaknesses
they leave they are reinvigorated. Taking 60
and then find people around you who can fill
that I never thought of. While the process can
people out of town for two-plus days costs
in the areas where youre weaker.
be tedious, having a leader keep track of
roughly $40,000 but it ends up only costing
Scott Jamieson: Leadership shows up in
the process and lead the effort and track
us $10,000 because our vendors want to be
different styles and demeanors. You have
progress from the meetings is crucial. Then,
a part of it and help cover the cost.
to be OK with who you are and who youre
because we put multiple plans in place, I no
Frank Mariani: We have a company intranet
not. Even if youre not a big personality, you
longer lose sleep at night wondering about
where we share interesting things that are
can still have an impact on someone else at
whats going to happen because I know we
happening around the company. In our mis-
your company so its important to channel
have a backup plan for different situations.
sion statement, we have 10 different things
that energy.
Scott Jamieson: Most people are looking
we highlight as a way to show how we need
Frank Mariani: You have to listen and learn
at their sales goals for just one month.
to treat each other and our customers every
and think about what people are saying.
What Ive found is that an organization that
day. At the end of each story we put up
You need to do simple things. You have to
works mostly on strategic planning helps get
there, we refer to part of the mission state-
put your associates and your clients before
employees to look further out and brings
ment so employees can continually see how
yourself. You have to not be afraid to make
more purpose to their jobs.
people are using that each day. Its like our
mistakes. You have to be able to get in front
Jim McCutcheon: We have a mantra at our
10 commandments that help guide us to
of your team and not be afraid to say you
place: Stop thinking like a landscaper.
make decisions each day. This builds our
made a mistake. You also have to under-
For instance, we recently brought our nurs-
culture because it empowers people.
stand what youre capable of. Im good at
ery suppliers in and told them they had the
driving sales and assembling a team. I know
quality I was looking for but they all thought
Marty Grunder: What does leadership mean
what I do well and I can surround myself
too much like nurserymen. If I asked them
to you?
with people who cover my shortcomings. Its
about their operation, theyd show me plants
Jim McCutcheon: I was a micromanager
nice if your team knows you have the guts to
and brochures. But, to be honest, if they all
when I started out, but then I realized that I
handle anything that comes your way.
dropped off the same plant, I wouldnt be

able to tell the difference between them. But
could only grow to a point where I could put

my hands on something. Ultimately, I had to
Marty Grunder: What role does planning play
if they thought more like logistics people,
change how I operated. Today, Im a hands-
in the success in your companies?
they would turn my head because if they are
off type of person. I have a senior leadership
Frank Mariani: I love strategic planning. We
late or they dont have the supply I need,
team of four people. Ive done their jobs
live it all the time. We like to get everybody in
thats when theyre killing me.
before, but I cant do their jobs as well as
a room together talking about S.W.O.Tour
So we told our people the same thing. If
they can. I try to find folks who are stronger
strengths, weaknesses, opportunities and
you think our customers can tell the differ-
and better than I am at particular tasks and
threats. At our company, we get into smaller
ence between the way we mow, edge and
try not to be afraid to find someone smarter.
groups, and usually people all across the
prune, well they just cant. The way we differentiate ourselves is with service-oriented
issues. We consider ourselves a serviceoriented business that just happens to do
landscaping.
One example of how we do this is were
certified in real estate. We give seminars to
ics and this helps them fulfill their continuing
education credits for real estate. That gives
customers extra value from us.
Marty Grunder: What do you do for fun? How
do you deload?
Jim McCutcheon, Scott Jamieson and Frank Mariani (from left to right) enjoyed sharing their
experiences as landscape business owners to a full house at NALPs LANDSCAPES 2015.
Scott Jamieson: Boating is a big deal on

Lake Michigan, so our family does a lot of
www.LawnSite.com
PHOTO: PHILIPPE NOBILE PHOTOGRAPHY
our customers each year on real estate top-
imaginable. I felt like we could do it all. I
Big Leaders, Big Advice
learned that wasnt for us. We decided to
Here are the top nuggets of wisdom these industry leaders shared with the Green Industry &
Equipment Expo audience.
The best way to retain someone is to pay
Dont be afraid to make mistakes.
attention to them.
Its OK to be vulnerable and own up
Its OK to have people who work for you
to your mistakes. Be honest about your
who are smarter than you.
mistakes.
Know that as a leader you are always mak Stop thinking like a landscaper.
ing an impact on your employees.
Dont be reactive; be proactive.
narrow our focus and become better at

offering our niche and its worked out much
better for us.
Scott Jamieson: I had a rough day one day
and was walking into the office preparing
for a challenging conference call. I walked
right past my employees and didnt say
hello or acknowledge anyone because I
was so focused on what was coming. After-
that. Im also a big road cyclist; Ive done
love continuing to learn. If you havent read
ward, my employees told me they thought
the 600-mile Tour des Trees bike ride twice.
Atlas Shrugged by Ayn Rand, read that
I was mad at them. That made me realize
Jim McCutcheon: I love to run, but I havent
book. Good to Great: Why Some Companies
that as a leader in my organization people
been able to do much of that with knee sur-
Make the Leap And Others Dont by Jim
are always watching me. I learned to be
gery that I have to have. Fly fishing is my
Collins is a necessity. I think being a lifetime
more conscious of the impact I have on
thing. I like walking the creek and just the
learner is so important.
others. In tough times, I now make sure to
nature of the sport.
Frank Mariani: Jason Clarks books and
tell our people what is going on and why I
Frank Mariani: I like golf and I have a pas-
The Devil in the White City by Erik Larson.
may be distracted so they better understand

whats going on.
sion for cooking. I have a fabulous vegetable

garden and we have Sundays at Franks
Marty Grunder: What is the biggest mistake
where I invite anyone who wants to come
you made in business?
over and have dinner and we might even
Frank Mariani: Early in my career, I was so
drink some red wine.
competitive. I wanted every job. But that
Ecolawn #1 Choice!
wasnt smart. Not every job is for us. Now

Marty Grunder: What books do you read?
we only take jobs right for us. I wish I would
Scott Jamieson: Its Your Ship by Michael
have learned that sooner.
Abrashoff and Just Mercy by Bryan Ste-
Jim McCutcheon: Years ago, I thought I
venson.
could conquer the world. I had offices in
Jim McCutcheon: Im a big time reader and
multiple locations and offered every service
Sustainable Lawn Care

Practices - the Fastest
Growing segment in the
Green Industry
Visit website for Action
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802-673-9077
Cover Story
Marty Grunder: What is one thing you would like to get off of your
you are the enemy. There are 230 people at my company who are
chest that frustrates you about the landscape industry?
working hard everyday to help achieve our goals and live the lives they
Frank Mariani: This country is the greatest country in the world, and
want to live. In our industry it seems that people are afraid to make
Im tired of political bickering. We need to unite and return to a place
a profit. They think its bad. But if you dont, you cant provide all of
where everyone can succeed.
the things you need to to create opportunities and jobs. We should be
Scott Jamieson: Someone I respect and admire recently told me he
damn proud to make a profit and say were landscape professionals.
was going to drive prices so low that competitors either go out of business or he purchases them. That devalues the industry. If you race to
Nicole Wisniewski is editorial director and editor-in-chief of Turf. Her
the bottom with your prices, theres no where to go from there.
favorite leadership quote is: A ship in a harbor is safe in a harbor, but
Jim McCutcheon: In this country, people seem to be anti-business.
thats not what ships were built for. Share yours at LawnSite.com.
Theres a war on business. If youre a successful business person,
Reach Nicole at nwisniewski@grandviewmedia.com.
What we say to customers
What they hear
Since obtaining our UA60T AERA-vator we have been able

keep our over used playing surfaces at a safer playing level.
The ability to aerate during seasonal play really makes a
huge different for us. We have 45 acres of athletic ields at 8
locations that we maintain, so having the ability to be mobile is
a huge plus for us.
One major plus we have found using the UA60T is when working
hard inields. We have inherited a few inields from our local
parks department. These inields are basically all clay. After a
rain when the sun comes out in the summer, the inields become
hard as bricks. With adding minimum moisture the inields the
UA60T does a nice job of creating a softer safer playing surface.
THEO
LANKFORD
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prolandscape.com | sales@prolandscape.com | 800-231-8574
VP of Athletic Facilities
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www.LawnSite.com
Think Big
Some of the biggest landscape businesses in the market tell
you how to compete against them.
By Nicole Wisniewski
From left to right: Craig Ruppert, Jennifer Lemcke,
Jon Georgio, Mike Bogan and Judy Guido.
ant to know how to compete against some of the biggest
Jon Georgio: Customer-centric. We have an intense focus on the cli-
landscape businesses in the industry?
ent. We had a customer once who had 300 guests coming to a party
During the National Association of Landscape Profes-
and the caterer didnt show up. So our crews pulled out grills and
sionals (NALP) session at GIE+EXPO, Town Hall with the Top Thought
fixed burgers and sides, saving the day. We have created a culture
Leaders of the Industry, moderator and industry consultant Judy
where our employees knew they had the autonomy to make that deci-
Guido asked four key members of the landscape market tough ques-
sion. They did it on their own.
tions about how they recruit and retain people, key metrics they use in
business and how they would compete and price against themselves
Judy Guido: What one word would you use to describe yourself?
if they were small business owners.
Mike Bogan: Passionate.
Learn how to think big in this up close and personal dialogue with
Jon Georgio: Fun.
Jennifer Lemcke, COO of Weed Man USA/Turf Holdings; Mike Bogan,
Jen Lemcke: Energetic.
CEO of TruGreen LandCare; Craig Ruppert, CEO of Ruppert Landscape
Craig Ruppert: Slow maybe.
and Jon Georgio, COO of Gothic Grounds Management.
PHOTO: NICOLE WISNIEWSKI
Judy Guido: Where do you spend your time and focus as a CEO?
Judy Guido: What are one or two words that describe your brand?
Mike Bogan: When I became involved, the business had a tough time
Jen Lemcke: Integrity. Its about treating people right whether they are
retaining talent. So I wanted to create a brand that could attract tal-
employees or customers. Treat people how you want to be treated.
ent to the organization. So this is my No. 1 focus because its about
Craig Ruppert: People-focused. We strive to provide them with the
the people and creating a culture thats attractive.
opportunities to grow, learn, take on responsibility or earn more.
Jon Georgio: Walk-around management. I like to see what people
Mike Bogan: Care. We look out for our people and create an environ-
are going through, take the pulse of the organization, see what the
ment where they feel like they belong.
challenges are and try to address them. Because we have a solid day-
Cover Story
to-day team, I try to get in front of them and
tools to retain good talent and create oppor-
anticipate where were going and how were
tunities for their employees.
going to get there.
Craig Ruppert: Retention is No. 1. Lots of
Jen Lemcke: I spend a lot of my time in
our focus goes there. Providing opportunities
spreadsheets. I work for the head office of
for growth is at the top of the list. We train
Weed Man so my customers are my franchi-
people right, respect them, listen to them.
sees. I try to bring value to the franchisees
We constantly try to improve and question
through metrics and data and analyzing
how we can make working here better.
things that will help them move the needle

forward. I spend time figuring out ways we
Judy Guido: What are one or two key met-
can bring customers to franchisees and look
rics your company lives by, and how do you
at things that impact customer retention.
enforce and reward those metrics?
Customer service is a big part of it.
Jon Georgio: There are two types of met-
Craig Ruppert: I should be spending time on
ricslagging metrics (revenue, gross profit,
strategy and culture, but I spend a lot of time
etc.) and predictive metrics. Were more
on execution. Its easy having a strategy, but
focused on predictive metrics recently. This
its hard to execute on it. My focus is more
is how much you book during a month in
on the people; it allows me to use my time
sales so it gives us a better prediction of
more efficiently and that has a bigger impact
how that month will look.
on the customer.
Craig Ruppert: Most important for us is profit
Jennifer Lemcke, COO of Weed ManUSA/Turf

Holdings, is all smiles at the recent GIE+EXPO.
because its a measure of performance. We
what do I need it to do. We also want it to be
Judy Guido: With labor costs rising the way
also look at turnoverour retention rate with
simple for the user. If it adds another level
they are, how are you focusing on recruiting
employees and customers. We also look
of complexity to our business, its probably
and retaining people and rewarding them
at our backlog in landscape construction
not a good fit.
from the field side on up?
making sure we have the right work at the
Mike Bogan: Were not early adopters either.
Jon Georgio: The best way to staff is to
right time for the future.
Its embarrassing that my crews still fill out
not lose staff. We start with retention. We
Mike Bogan: Client retention, the renewal
paper time sheets. Were doing things not
beefed up our staff so we have a couple of
rate for maintenance customers. If they like
too much differently than we did 20 years
people focused on getting the right people in
you, they come back. The next one for us is
ago. Its nothing Im proud of. Sometimes
the door and retaining them. When they are
profit or gross margin. There are lots of ways
were our own worst enemy because we limit
on board, we get them the tools they need
to get profit on the bottom line but cutting
ourselves. We dont want our crews to have
and make sure they have a clear understand-
costs on overhead isnt always the way to
smartphones because we dont want them
ing of their roles and that they are going out
get to profit.
to be on them all day, but we forget that
and working safely. We provide training for
Jen Lemcke: Retention, customer acqui-
maybe they can use them in smart ways like
them through Gothic University, which is a
sition and EBITA because our managers
finding the cheapest gas stations.
certification program through NALP. Its hard
receive a bonus on those metrics.
Craig Ruppert: Were struggling here, but
tion from it. We also have a profit sharing
Judy Guido: Two of the most significant forces
ers expect us to, and its relatively easy
program. The more you learn, the more you
in business today are technology and global-
to do. Our field managers all carry smart-
earn. Youre not guaranteed compensation
ization. What role does technology play in
phones. We are filling out reports now and
when you continue to learn but it slides them
your company?
passing on job cost information and direc-
into cue for promotions and bigger roles at
Jen Lemcke: We are not early adopters of
tions to the job electronically. I expect it to
the company.
technology. So were not a company that
keep changing and well keep adapting.
Jen Lemcke: We have a profit sharing pro-
wants to change and look at new technology.
gram where franchise owners are evaluated
Its a little bit on purpose. We dont need to
Judy Guido: With 58 percent of purchase man-
based on retention, growth of the company
fix something thats not broken. Sometimes
agers being women and women making 90
and EBITA. We work through a 10-year busi-
you can go down a rabbit hole with technol-
percent of all choices in the home, how do you
ness plan with owners and give them training
ogy and you have to ask what will it do and
tap into women as customers and employees?
www.LawnSite.com
PHOTO: PHILIPPE NOBILE PHOTOGRAPHY
were adapting quickly because our custom-
work for them but they get a lot of satisfac-
Jen Lemcke: We didnt always pay a lot
and take on service relationships, thats how
What effects us will ultimately effect every-
of attention to those metrics but we were
they continue to expand.
one else as well, but it will just take a little
recently introduced to big data. Part of what
Jon Georgio: If I were out there selling to a
longer to roll across the country. Regulations
were looking at doing is relaunching our
residential or business client, theres a mas-
with pesticides will also be impactful, as well
website and using big data on top of that.
sive need today to emotionally connect with
as challenges with the labor force.
Looking at this data will help us focus our
customers more than ever. If youre smaller
Jen Lemcke: Weve been an outbound mar-
marketing efforts based on who were mar-
and nimbler and quicker, you might have the
keting company and have excelled at that.
keting to. That will play a big part in our
ability to do that better than the big guys.
But theres an opportunity for us to master
messaging and how we sell our brand.
Jen Lemcke: Our franchises are smaller and
inbound marketing, whether thats driving
Jon Georgio: Were woman-founded so we
locally owned and operated and part of their
leads through our websites or through other
have an advantage: our culture is based on
communities. We use all of the small busi-
things people are doing online. Were look-
things she brought to the table. Thirty-three
ness tricks. It gives us a huge advantage.
ing at different strategies in print and driving
percent of our executive team is female, and
When people call and say, Can I speak to
calls. Weve had people answering phones
were proud of that.
the owner? our franchisees usually say,
who have been administrative, but theres
Craig Ruppert: We have women in almost
Youre talking to him.
an opportunity for us to change our mindset

and have salespeople answer the phones
every position in the company, but its still a

huge untapped opportunity for us. They bring
Judy Guido: We often hear from small com-
and close sales. We can deliver tools to
an interesting and valuable perspective.
panies that big companies beat them up on
employees that allow them to close sales
price. How do you respond to that?
quicker and more effectively.
Judy Guido: Knowing what you know today, if
Mike Bogan: We didnt set up a new startup
Craig Ruppert: I dont know the answer. Our
you were a small company competing against
with the idea that theyd be loss leaders
focus is to watch, pay close attention and be
yourself, what would you do?
while stealing everyones work. When a big
ready to react and take advantage of oppor-
Craig Ruppert: Smaller companies have a
national company comes in, it offers an
tunities when they come. We try and narrow
lot of advantages over bigger ones. Their
alternative and it makes things more com-
down opportunities to a few things so were
leadership can be bigger to customers. And
petitive, and some customers want to try a
ready to take advantage of them.
smaller companies are easier to manage.
new choice and will pay their price and force
All of us have the experience of being much
you to get more aggressive in the way you
Judy Guido: Theres been a lot of mergers
smaller and, in some cases, we still know
run your business. Ive had the opportunity
and acquisition activity lately in our indus-
what its like competing against smaller com-
to work on acquisitions as a consultant and
try and across every sector from distribution
panies. Weve lost jobs before because our
see many different organizations of many
to manufacturing to contractors. How do
price was too high. I spend a lot of time
different sizes. I saw a huge disparity in
you see those activities and entities being
reminding people to ignore that and dont
the profitability of these companies. What I
formed impacting the industry today and in
pay attention to that as a reason. In many
didnt see were companies that existed in a
the future?
cases, its not the truth. We try to take away
market without national competitors making
Mike Bogan: Someone recently asked me
the excuse and not focus on why we lost the
more money. More competition meant more
if mergers and acquisitions are good or bad
job but instead what we can do to get it.
profitability.
for our business, and I think Ive seen it both

ways. The rollup of LandCare and the merger
Mike Bogan: From a competitive standpoint,

I would always rather pitch to a customer as
Judy Guido: Where do you see the greatest
with TruGreen were tremendously effective.
a smaller local business than a big company.
growth opportunities in our industry?
It was a different way to pull companies
That way I can say Im in their community and
Jon Georgio: I have a specific outlook
together. If you look at how acquisitions aided
my kids go to their school and Im invested
because Im based in the Southwest. In the
in the growth of Brickman or ValleyCrest,
in the community and will be there forever
Southwest right now, water is in a devastat-
they were extremely effective. The difference
pass along my card and tell them they can
ing place. Water costs more than gas by
was there was a really strong culture and
call me whenever they need me. But you hit
ounce out West. Our focus and what we see
strong business and they were able to absorb
a ceiling when you start to grow to the point
as our greatest opportunity is transforming
another company into their system and it was
where the owner cant be that person for so
thirsty landscapes into places that can use
extremely effective. All of the stake holders
many clients. When they can groom employ-
a lot less water.
won. The difference is making sure it works
ees and create a culture thats repeatable
Mike Bogan: Water is a huge challenge.
for all of the team members involvednot
Cover Story
the parent company doing the acquisition
their offices and took 40 pages of notes on
a listener as I am now. My dad has been
or the seller walking away but for the team
how they run their business. Then I followed
instrumental in helping me slow down and
members in the acquisitionor it wont work
up via phone and asked more questions to
listen to what people are saying and use that
for anybody. If they walk, the customers walk,
make sure I understood how they operate.
to help influence my decisions.
too. Thats what buying is: buying a customer
Those conversations really helped me and
Mike Bogan: I got in the habit of moving
list and a renewable customer base. If you fail
helped us grow to where we are today.
too quickly and focusing on bigger business
to keep the team members who work for the
Mike Bogan: Working with Dick Brickman
challenges and not people. When you are
organization and keep their hearts engaged in
was the biggest thing for me. He taught me
too focused, you stop thinking about anybody
what theyre doing, youve failed.
some key lessons:
else and you might walk by without smiling or
Jon Georgio: I think it makes our industry

more professional. It makes us raise our
Dont worry about being the biggest;

worry about being the best.
speaking to them, and thats not the normal

you. I have to remember Im always a leader
game and develop ourselves and become
Do unto others as you want them to do
more profitable organizations. I used to
to you. I never heard him speak to a
treat people and interact with them.
know more than clients about landscaping
group without referencing that.
Jon Georgio: Sometimes our greatest asset
but now they know significantly more; they

are more educated. They are driving us to be
more professional, and thats a good thing.
Focus on being in business forever; not

just this year.
Then, outside of the industry, companies
and Im creating a culture every day in how I
can be our biggest flaw. If I make a mistake,

it usually means Ive waited too long to make
a decision or stuck my head in the sand.
Jen Lemcke: Its made the industry better.
like Zappos and how they deliver an incred-
Craig Ruppert: Ive made a lot of mistakes
When we need money for lobbying, these
ible customer experience, as well as the
but one jumps out at me that had a last-
are the companies that come to the table.
Whole Foods story, are great; we can learn a
ing impression. It was many years ago. We
Its making our business more professional
lot from them in building our organizations.
had a key person who ran our maintenance
and viable. It also creates the opportunity for
Jon Georgio: I admire my parents for their
operation. One day, he just didnt show up
small guys to come in and establish them-
courage, and the heart and soul of the com-
for work and left his keys in the truck. He
selves as local providers.
pany was my brother Mike, who we lost two
left no note. We thought wed hear from
Craig Ruppert: It spurs new competition
years ago. He created the culture we have
him the next day or the next week but we
because there are startups happening all of
that makes people want to stay and work
didnt. I thought, Wowhe must have been
the time. It also creates value. A business
there. Burt Sperber was also a big influence
unhappy. It caused my brother and I to get
20 years ago is worth less than it is today
for me. I was always amazed at what he
involved with the customers he handled for
because theres a market for them, and
did and his model of business on the West
us and in the process of doing that we real-
thats good for all of us.
Coast. He made me realize that as I was $1
ized they werent our customers anymore.
million and he was $100 million, that you
They were his customers now. Wed lost half
Judy Guido: Who has made the biggest
didnt have to be rich or from a certain pedi-
of them because we lost one key employee.
impact on your career?
gree. You can be normal person and do it.
That really shocked me and got my attention.
Jen Lemcke: I learned a lot from a lot of
He was very free with his advice.
It reshaped our view of the business and
people. When I joined the board of NALP, my
Craig Ruppert: Weve been in business
how we treat people and keep them.
dad said, These are smart people; sit back
twice and the one thing we learned is there
and listen. Im a doer and I like to get things
isnt a company out there who we cant learn
Judy Guido: Any parting thoughts?
done, but one of the things Ive learned
something from. Dick Brickman and Burt
Jen Lemcke: We often get so involved in the
is to slow down and listen. I met another
Sperber stood out for us early on. Both of
business that we think were alone. Thats
franchise businessThe Grounds Guys
them did something no one else was doing
the beauty of this industry is that were not
through NALP. In 2008 business was flat and
at the time. They set examples and gave us
alone. Dont be afraid to reach out to each
we focused on our internal processes and
all a vision on how we can successfully grow.
other and network and share business tips.
to The Grounds Guys and they were going to
Judy Guido: What is the biggest mistake you
Nicole Wisniewski is editorial director
sell more than 50 franchises that year alone.
made in business and what lesson did you
and editor-in-chief of Turf. Reach her at
I asked if I could come to their offices and
learn from it?
nwisniewski@grandviewmedia.com. Share
check things out so I could learn how they
Jen Lemcke: For me, it was moving too fast.
your biggest business mistake and how you
were going to do that. I spent eight hours in
I moved at a rate where I wasnt as good of
overcame it at LawnSite.com.
how we can help grow our franchses. I talked
www.LawnSite.com
Turf Science
By DOUG BREDE
Scientists regenerate genetically modified, or GM, grass plants from living

tissue after new genes are inserted.
Seeds of Disruption
Two technologies are lining up to change the lawn care industry
as we know it.
hat do these four businessesInsley, Koehring, Little
revolutionize the marketplace, just as hydraulics forever changed the
Giant and Link-Belthave in common?
excavator industry.
In the 1950s, they were major manufacturers of cable-
Two seed innovations on the horizon may prove as disruptive
actuated backhoes, or what used to be called steam shovels. They
to the lawn service industry as hydraulics was to machinery. But
were also among more than 30 manufacturers that failed when an
opportunities exist for companies to hold their own when these new
innovative and disruptive technologyhydraulicsemerged in the
technologies come knocking rather than being left out as the market-
1960s.
place evolves.
PHOTOS: DOUG BREDE
Firms such as J.I. Case, John Deere, Ford, International Harvester,

Caterpillar, Komatsu and Hitachi were the winnersthe businesses
Roundup-resistant grass seed
that jumped into hydraulics and capitalized on this new technology.
Over the past decade, Scotts Miracle-Gro has transformed itself from
They endured because they not only accepted change but also used
a company selling commodities such as seed and fertilizer into one
it to their advantage. Disruptive businesses may produce lower gross
of the top U.S. players in residential and commercial lawn care. Now,
margins, target smaller markets and provide simpler products and
after 17 years in the lab, Scotts is preparing to unleash a disruptive
services, says Clayton Christensen, Harvard Business School profes-
innovation: Roundup-resistant turfgrass.
sor, author and leading thinker on innovation. Disruptive products
Scotts has gained federal deregulation of Roundup-resistant
are initially ones the customer doesnt want and cant use, yet they
tall fescue, with similar innovations in Kentucky bluegrass and St.
Turf Science
Augustinegrass close behind, according to

a West Coast agricultural newspaper. This
means the firm is free to plant and market
genetically modified (GM) turf without further
federal regulation. GM crops are commonplace in agricultural production fields. But
this will mark the first time these varieties
have entered the turfgrass seed market.
By some estimates, putting a single GM
variety through federal regulatory approval
costs north of $20 million. With turfgrasses,
its even more costly. Why? In a cornfield, a
single variety of corn grows. In a lawn, four
varieties of various species may be in the
mix. If a contractor intends to spray Roundup
Understanding disruptive innovations

Many companies fail while ighting innovations rather than embracing them. Clayton Christensen,
Harvard Business School professor, author and leading thinker on innovation, shares a few of his
teachings on this topic.
New disruptive technologies are initially embraced by the least proitable businesses, not the
most proitable ones.
Most often, new ideas catch ire in small, insigniicant market segments. Rarely do they start
with market leaders.
The usual paradigms of sound business managementwork harder and smarter, listen
moreare useless when dealing with a disruptive technology.
Companies that listen to their customers rarely invest in disruptive technologies until
it is too late.
Businesses focused on stealing competitors customers take their eyes off of their customers
next-generation needs.
Companies that succeed with a disruptive technology have managers who took the time to
ind the right customers for the product.
on that mixture, the seed company would

have to put all four varieties through federal
The answer to this question requires a little
legged from existing programs based on the
registration at a cost of $80 million.
background. Unbeknownst to many, lawmak-
fact that some pathogenic organisms and
How did Scotts get Roundup-resistant
ers have never created a federal agency to
virus genes are used to develop GM plants.
turf approved without breaking the bank?
approve GM plants. The authority was boot-
Certain federal agencies do indeed have the
www.LawnSite.com
Ready
at your
fingertips.
With our easy-to-use
online edition the
current issue is just a
click away.
Find what youre
looking for at
Turf-Digital.com
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Turf Science
authority to regulate transport of potential

pathogens or parts thereof.
In a stroke of near genius, scientists at
Scotts created Roundup-resistant grass
without using pathogens or viruses to help
insert the genes. Therefore, this innovation
does not fall under federal jurisdiction, clearing the way for commercial release.
As Christensen asserts, disruptive technologies like this one initially have some
warts. Five separate concerns have emerged
about Roundup-resistant turfgrass:
1.
2.
Resistance isnt bulletproof. When

the plant is exporting into its roots, it
shed. Scotts discovered this the
who founded Jacklin Seed in 1936, authored
may become susceptible to damage
hard way when pollen from its experi-
an opinion article in which he describes
from Roundup.
mental Roundup-resistant bentgrass
the most common question homeowners
To achieve slower growth and to
wafted 15 miles to cross with other
groups ask him: When will you have for us a
make its product government friendly,
bentgrasses in the landscape, creat-
lawn grass that doesnt have to be mowed?
Scotts had to use old technology. It
ing Roundup-resistant weeds.

4.
Jacklins response: You just think you
As with all disruptive products, there
want a grass that does not require mowing.
work or will result in uncompetitive,
is a possibility that customers may
Reduced mowing may be possible, but no
easily trampled plants that produce
not appreciate the value of the
mowing at all is not. He went on to explain
little seed.
product. Do customers really want
that if a grass is not actively growing, it wont
Pollen escape is still a real possi-
Roundup-resistant fescue, and are
be able to heal from normal wear and tear.
bility. Turfgrasses dont creep far
they willing to pay extra for it? Will
Some growth is desirable but too much just
vegetatively, but they can take a ride
the seed be inexpensive enough to
leads to extra mowing.
by way of the wind when pollen is
allow contractors to make a profit?
I began envisioning the possibilities back
Will GM turf create more problems
in the 1990s, when I stumbled upon some
than it solves?
curious miniature plants growing in my breed-
There is the issue of exclusivity. Will
ing nursery. In plant breeding, serendipity is
Scotts be willing to share this innova-
often the mother of invention. In 2002, I
tion with friendly competitors or will
assembled a lawn trial containing plots of
it keep it to itself to capture market
all the dwarf mutants I could locate at the
share?
time. It actually was a small trial of only 40
is uncertain whether this strategy will
3.
These grass plugs were extracted from one-year-old turf plots that had not been mowed for one
month. The appearance of the turfgrass on right improves as it matures.
5.
PHOTOS: DOUG BREDE
entries, but it was intended as a proof of
All existing vegetation must be killed before

converting to a turfgrass like My Holiday
Lawn. Any vegetation left behind will,
unfortunately, outgrow My Holiday Lawn
and cause problems later.
Low-mow grasses
concept. The results were something less
My Holiday Lawn is the brand name for a
than desirable. The grasses looked dismal
series of grasses I developed over the past
with infrequent mowing. They just werent
14 years that can be mowed as little as once
pretty.
a month rather than once or twice a week.
But I didnt give up. My eureka moment
According to Homewyse, a vendor-neutral
came a couple of years later when I had trac-
online reference for consumers and trade
tor and plow poised to recycle several large,
professionals, the average homeowner could
aging turf trials. What if we turned these tri-
save $1,000 per year in mowing service
als into source material for infrequent-mow
costs. Commercial property owners stand to
varieties? The technique sounded decep-
save even more.
tively simple: Mow the variety trials just a
The idea for this patent-pending innovation traces back 25 years. Arden Jacklin,
few times a year and see what performs

best.
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Turf Science
The technique worked amazingly well. In all, 10,000 experimental

varieties were tested and rated. A rating of one was undesirable, five
was minimally acceptable and nine was get-down-on-your-knees-andkiss-the-grass beautiful. Believe it or not, out of 10,000 plots, there
were a handful that got me down on my knees.
The selected varieties are somewhat shorter than a typical Kentucky bluegrass plant, but they are not miniature or dwarf. Being
shorter in stature, these grasses do not produce as much seed as
normal lawn grasses, so their seed price is somewhat higher, but not
prohibitively expensive considering the savings in mowing costs. For
homeowners, these grasses can pay for themselves after the first
year or two.
The difference between a normal lawn grass and My Holiday Lawn,
One of the steps Scotts used to get Roundup-resistant fescue past

government regulators was to insert genes into the new plant using a
gene gun. The U.S. Department of Agriculture ruled that it doesnt have
jurisdiction over such methods because they dont involve pathogenic
bacteria or viruses in the gene transfer.
however, is more complex than just less top growth. In between mowings, a normal lawn grass grows substantially above the intended
grass is not adaptable everywhere. However, in North America alone,
mowing height, whereas My Holiday Lawn grows green foliage both
more than 100 million people can grow a bluegrass lawn.
above and below the mowing height.

These unique grasses require a different approach to lawn care.
Discover your niche
The lawns mowing frequency is dictated by the tallest growing com-
Roundup-resistant turf and My Holiday Lawn are scheduled for full
ponent, not the shortest. Just a few tufts of fescue here or there
release in 2016. Both products, which are aimed at reducing lawn
indicate that its time to mow when otherwise the low-growing grass
mowing, could be disruptive innovations. Should contractors embrace
wouldnt need it for another two weeks. Thats why its important to
them or continue with business as usual? Here are some thoughts
start with a clean planting bed.
on how to proceed:
Besides being susceptible to tall grasses, this turf has other

quirks. First, the attractive striping pattern after a monthly cut doesnt
Rather than viewing these innovations as threats to the lawn

service industry, look for ways to use them to advance.
last as long. It will dissipate in a couple of weeks, replaced by a soft,
These novel lawn grasses require novel care. Become a special-
uniform appearance. Second, it will need regular mowing during its
ist in applying Roundup to the grass and not the flowers or solve
establishment year. Like any lawn grass, it needs fertilization to com-
the problem of unwanted grass emerging in My Holiday Lawn.
plete the stand. After the stand is full, fertilizing and mowing can be
Become an expert at renovating lawns using these new technolo-
reduced. Third, My Holiday Lawn is a series of bluegrasses, and blue-
gies. This requires specialized expertise that is hard to copycat.

Consider the advantages of
being an early adopter. Early
adopters would be first in line
for second-generation products.
Doug Brede, Ph.D., has been

research
director
for
Jack-
lin Seed by Simplot for nearly

30 years. In that time, he and
his staff have developed more
used around the world. He is
the author of the book Turfgrass Maintenance Reduction
Handbook and more than 400
articles on turf maintenance.
www.LawnSite.com
PHOTOS: DOUG BREDE
than 100 popular turf varieties
WHAT IT MEANS TO RIDE WRIGHT

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THE ART OF EXELLENCE IS IN EVERY WRIGHT

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From revolutionary
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The Wright Velke HC & LC are ideal when you

need to be especially light on the turf, with large
tires, excellent balance, and smooth controls.
With a pump-motor drive, each model is ideally
balanced to handle slopes and climb curbs. The
larger LC versions are equipped with larger tires,
reinforced frames, and a wider stance for great
maneuverability and a low impact presence on
commercial properties. The HC versions are
ideally proportioned for grooming medium sized
properties or getting in tight spaces, especially
with a 32 mower.
You can do more work

in less time with better
results than ever before.
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MASSACHUSETTS
Belmont ............Turf Equipment ....................(617) 484-1442
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Holden ..............Parker Power .......................(508) 829-8859
Holyoke.............MB Tractor ...........................(413) 536-8901
Leominster........Schofield Power Equip ........(978) 537-7131
Lexington ..........Bobs Power Equip ...............(781) 862-5161
Littleton .............Littleton Power.....................(978) 790-9040
Lynnfield ...........Lummus Inc.........................(781) 334-3756
Marshfield ......... ABC Equipment...................(781) 837-1884
Marstons Mills .. Coastal Equip. Rentals ........(508) 428-8808
Millbury ............. 146 Supply Center Inc.........(508) 865-3800
Natick................Annesis Power Equip ..........(508) 653-4020
Needham ..........Cleaves Co..........................(781) 449-0833
Northfield ..........D&M Small Engine ..............(413) 325-3272
Norwood ........... All Seasons Equipment .......(781) 769-9700
Quincy ..............Quincy Small Engine ...........(617) 773-1718
Raynham .......... Nouveau Packaging LLC.....(508) 880-0300
Rowley ..............North Shore Power Inc. .......(978) 948-6050
South Dennis ....Dennis Equipment ...............(508) 385-3275
Sudbury ............Richey & Clapper Inc ..........(978) 443-1333
Swansea ...........Daves Lawnmower ..............(508) 676-0754
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Soil Science
Worried About Climate Change?

Soils Have Our Backs
Soils rich in organic matter retain large amounts of carbon.
about climate change and global warming.

Luckily, soils have our backs.
One of the soil disturbances the industry tries to fight is desertification. This is the rapid loss of topsoil and plant life on land in arid
(dry) and semi-arid regions of the world. One-third of Earths land area
Soil is a precious resource that has significant interactions with
in more than 100 countries (including the U.S.) is at risk of desertifi-
Earths climate system, explains Eric Brevik, a professor at Dickin-
cation. The historic Dust Bowl of the 1920s and 1930s was a result
son State University in North Dakota and an International Year of
of desertification caused by excessive tillage of soils in Texas, Okla-
Soils monthly leader for the Soil Science Society of America.
homa, Kansas and Colorado.
How does soil fight climate change? Recent research shows car-
The good news is desertification can be prevented by following
bon is stored in healthy soils. The organic matter in soil holds large
good property management practices, Brevik points out. Landowners
amounts of carbon, which is also an important part of green house
should make sure soil has adequate vegetation covering it to prevent
gases, including carbon dioxide and methane, Brevik says. Replant-
accelerated erosion by wind and rain. We need to prevent desertifi-
ing forests, protecting and restoring wetlands and good agricultural
cation, he says, so we can prevent can prevent disasters like the
practices can help increase the amount of carbon stored in our
Dust Bowl from recurring.
soilsand keep it out of our atmosphere.

But soil cant do its job if we keep disturbing it, Brevik says. Deforestation, draining of wetlands and poor agricultural practices can
release large amounts of carbon into the atmosphere where it can
Nicole Wisniewski is editorial director and editor-in-chief of Turf.
contribute to climate change.
Reach her at nwisniewski@grandviewmedia.com.
www.LawnSite.com
PHOTO: ISTOCKPHOTO
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Soil Science
By THE SOIL SCIENCE SOCIETY OF AMERICA
When Soil Isnt Soil

Potting soil options are evolving.
backyard muck, Carlile cautions, because of poor structure, lack of
tenance becomes more than a nuisanceit is a hazard,
nutrients, weed growth from seeds in soil and diseases and pests
according to an article in the Vadose Zone Journal, as
lurking there.
reported by the Soil Science Society of America. The same is true
Peat is currently a major component of many potting soil blends.
with indoor potting soils. The right choice with good maintenance
Peat is the layered accumulation of partially degraded organic mate-
makes all the difference.
rial over hundreds of years. But in some parts of the world, peatland
As an horticulture advisor and expert on potting soils, Bill Carlile
habitats are shrinking. The harvest of peat may also release addi-
explains it this way: A good road surface allows cars and trucks to
tional carbon, contributing to climate change. Efforts are underway to
run well without damage or slowing down. Equally, a good potting
find suitable replacementsa considerable challenge given the airy,
soil allows good, constant plant growth, he says. Badly structured
absorptive nature of peat that is ideal for plant growth.
potting soil is like a road with potholes that can damage cars; it
can hinder plant growth. Equally, poorly fertilized potting soils, like
inferior gas in trucks and cars, may lead to poor performance and
damage.
Carlile, who works in Ireland at Bord na Mona (translated as Peat

Board), is no stranger to this challenge.
In this quest for peat replacements, researchers have looked
at a vast range of organic materials. With one major exception, all
Truthfully, many potting soils arent soils at all, but a mix of
materials so far have been considered as additions rather than direct
ingredients. Together, these ingredients can smooth the road to good
replacements. It has proved almost impossible to find a material
plant growth.
for use in potting soils that is as readily available at the same cost
Good potting soils have an open structure, allowing air to the

roots, but at the same time retaining water, essential for plant
and with the same physical and benign chemical and microbiological
properties as peat.
growth, Carlile explains. Of course, they need added plant foods
That one exception? Coir. Formerly regarded as a waste product,
and need to have a suitable pH, the balance between acid and alka-
coir (pronounced koi-er) is the outer husk of coconuts. Sri Lanka,
line conditions.
India, Mexico and Costa Rica have made this a valued export to Euro-
Landscape contractor customers may be tempted to simply fill
pean and North American markets. Once the husks are washed to
their pots with soil from their yards. We dont raise potted plants in
remove natural salts, coir is dried and compressed. In the country of
www.LawnSite.com
PHOTO: ISTOCKPHOTO
hen you travel down a road, poor infrastructure and main-
import, it can be wetted and it then swells to make a good potting
produced potting soil may reduce growth or, in some cases, even
soil base.
kill plants.
Because it wets up and retains water well, its even better than
On the road of plant growth, that is clearly a wrong turn.
peat for some uses, especially cuttings from plants, Carlile says.
In Europe, its becoming the potting soil of choice for the rapidly
Vadose Zone Journal, www.soils.org/publications/vzj, is a publication
expanding strawberry market. The cost of coir, however, is at least
for research focusing on the vadose zone, the mostly unsaturated
twice that of peat.
zone between the soil surface and the permanent groundwater
Bark and shredded wood fiber are other options. They are lightweight
table. VZJ is published by Soil Science Society of America.
and easy to transport. But their age may affect their usefulness. One
of the problems in using wood fiber and bark is its ability to mop up
nitrogen added as part of the fertilizer package, Carlile says. Without
access to the necessary nitrogen, plants suffer.
Other composted materials are valued as mulches, but can be
deadly to young plants if not properly matured. Raw composted
materials can be drastically harmful, where seeds and young plants
may be killed, says Carlile.
Some solutions may be as close as the waste pile. Bord na Mona
has created an aged compost blend of green waste (anything from
grass clippings to shredded trees), dairy plant sludge, and brewery
grain waste with peat that provides a good balance. Here organic
wastes, some with major problems of disposal, have been transformed into a valuable resource that has received many compliments
for its quality, with the additional benefit of reducing landfill problems:
a triple win, Carlile says.
But raw materials for potting soils are needed in bulk. One material sold in the United Kingdom had its base in recycled tea bags.
However, no matter how much tea the English drink, there will not be
enough tea bags to supply the potting soil market. Other options still
exist, Carlile says. Interestingly, a huge amount of coffee grounds
go annually to landfills in the USA and Europe, and in mixture with
peat and other materials, coffee grounds can produce a very effective
growing medium.
Composted wastes of human and animal origin, charmingly nicknamed night soils, may also be included in potting soil as biosolids.
Proper treatment, however, is key to avoid human pathogens. Some
municipalities in the United States sell biosolids after applying a
pathogen-fighting combination of helpful bacteria and high temperatures in compliance with biosolid safety standards.
Finding a long-term replacement for peat remains an important
environmental goal, but a lot of material of good quality is needed to
make a good potting soil.
Carlile urges caution, as well as careful consideration of the plants
stage of life.
Seedlings and young plants may be stunted in an inferior potting soil, but mature specimens may still grow, he says. Very badly

Lucky Dogs
rescue dog named Lucky and his owner, Kris Kiser, president
Odie), April 9 (featuring Scarlett), and May 7 (featuring Dottie). In the
and CEO of the Outdoor Power Equipment Institute (OPEI),
May 7th episode, an older shelter dog named Dottie is adopted by
will appear this season on the Emmy Award-winning Lucky
Kiser and joins him and Lucky at home in Virginia. All dates are tenta-
Dog show that airs Saturday mornings on CBS as a part of the CBS
tive and subject to change. An additional best of episode featuring
Dream Team, Its Epic block of programming.
Lucky and Kiser will air at a later date.
The first episode, featuring a dog named Kyrie, aired on Nov. 7.
The CBS show, Lucky Dog, follows animal trainer Brandon
Additional episodes are scheduled to run on the following dates: Jan.
McMillan, who rescues hard-to-love, out-of-control, untrained and
23 (featuring Darby), Feb. 13 (featuring Maggie), March 12 (featuring
unadoptable dogs. McMillan turns these pooches into perfect pets. In
www.LawnSite.com
PHOTOS: ISTOCKPHOTO (ABOVE), OPEI (PAGE 41)
New TV show teaches families how to create environmentally

responsible landscapes for families and their dogs.
the end, a lucky family will adopt an

even luckier dog, making each episode an adoption story that warms
the heart.
Kiser and his adopted dog, Lucky,
a.k.a. the TurfMutt, are on a mission to educate viewers on ways to
create environmentally responsible
living landscapes that families and
pets can enjoy.
Lucky the TurfMutt is a real
live superhero who serves as the
spokesdog for the OPEI Education
& Research Foundations TurfMutt
environmental stewardship and educational program by Scholastic for
children in grades K-5. The national
program has reached more than 62
million children, educators and families since 2009, showing them how
they can save the planet, one yard
at a time.
Lucky and I are very excited to
participate in the Lucky Dog television show. I met many families
living in California as part of taping
the show and was able to visit their
yards and provide tips on how to
make living landscapes homes for
their new pups, says Kiser.
Its not just about having a lawn
for your dog and your kids at all
costs, he adds. Its about having
the right kind of yard, including a
lawn, for the environment you are
living in today.
Nicole Wisniewski is editorial director and editor-in-chief of Turf. Reach

her at nwisniewski@grandviewmedia.com. Do you have a dog who
loves your landscape? Share it with
us at LawnSite.com.
PHOTO: ISTOCKPHOTO
www.LawnSite.com
Landscapes Save the Day

Recent studies show how green spaces boost health,
academic performance and community value.
nce again, landscapes save the day.
child who likes to play basketball, for instance, to find a nearby park
A few recent studies highlight just how landscapes
with basketball courts for him to go to. Doctors can even print out
enhance communities and improve homeowners health, as
the information with directions and provide it to the patient along with
well as students academic performance.
other medical chart information.
Trees, please
additional 22 minutes per week of physical activity and are spending
In a recent issue of the journal Nature, research shows trees can
six more days per year at a park for at least 30 minutes, according
enhance health conditions for a neighborhoods residents.
to Zarrs preliminary results. Zarr soon hopes to provide actual health
Children who have been prescribed time in parks are getting an
The study, using high-resolution satellite imagery and individual

tree data, was conducted in Toronto, Canada, and suggests that peo-
changes as a result of park prescriptions, such as body mass index

and blood pressure decreases.
ple who live in neighborhoods with a higher density of trees on their
Many studies have touted the idea that physical activity while in
streets report significantly higher health perceptions and significantly
nature offers health benefits, even though DC Park RX is one of
less cardio-metabolic conditions.
the first programs to give doctors a tool to actually prescribe parks.
Results of the study revealed that having 10 additional trees in a
Parks are continually being recognized as critical to medically treat-
city block, on average, can improve health perception in ways com-
ing chronic disease and mental illness. In fact, Dr. Daphne Miller,
parable to an increase in annual personal income of $10,000 and
a professor of family and community medicine at the University of
moving to a neighborhood with $10,000 higher median income or
California in San Francisco, said green spaces are crucial to solving
being seven years younger. Having 11 more trees on a city block, on
hypertension, anxiety, depression and diabeteswhat she calls the
average, decreases cardio-metabolic conditions in ways comparable
diseases of indoor living.
to an increase in annual personal income of $20,000 and moving
Zarr plans to expand the program across the city.
to a neighborhood with $20,000 higher median income or being 1.4

years younger.
Green spaces earn A+

A recent report from the National Academy of Sciences showed a link
Doctors orders: get outside
between green spaces and better academic performance in school,
Washington, D.C., pediatricians are prescribing a simpler medicine for
Project EverGreen reports.
some of their patients: parks.
The study, conducted by researchers in Barcelona, Spain, followed
In fact, many doctors have started to recognize the positive impact
2,500 students attending 36 primary schools in the area for a year.
nature has on many health conditions, says Dr. Robert Zarr, founder
They periodically gave the students, ages 7 to 10, computerized tests
and director of DC Park RX, a new community health initiative.
measuring attention and working memory (the ability to keep different
Nature clearly shows an effect on your health in terms of preven-
pieces of information in mind to perform a task).
tion, he says. So you may not have a diagnosis yet, but if youre
Results showed students attending elementary schools sur-
headed that way, you can certainly turn that around by spending more
rounded by lots of grass and trees performed better on some mental
time outside.
tasks and did better on tests over the course of a year than kids at
DC Park RX has a searchable online database of parks350 green

spaces. The searchable database enables the doctor of an obese
schools with fewer green spaces. The study mentioned trees and
green spaces also helped reduce air pollution levels.
PROMOTING THE
VALUE OF GREEN SPACE
One tree can remove
26 pounds of
carbon dioxide from the
atmosphere annually.
2,500 sq. ft. of turf

releases enough oxygen for
a family of four to breathe.
Smart Money magazine

says that consumers
value a landscaped home
11% higher than
its base price.
Trees shading homes

can reduce attic
temperatures as much as
40
degrees.
A healthy, sodded lawn

absorbs rainfall 6 times
more effectively than a wheat
field and 4 times better
than a hay field.
20%
Turfgrass, and a welldesigned landscape, can
increase a homes property
value by up to 20%.
Proper landscaping
reduces run
from the soil into
off
the water supply.
$600,000
Project EverGreens
revitalization project
have garnered more than
a $600,000 in in-kind
donations.
Studies have shown that physically
active young people demonstrate
higher academic
performance at school.
Gardening and
yard work contribute
to healthy, active living
both physically and
emotionally.
Lawns will be 30 degrees

cooler than asphalt and 14
degrees cooler than bare
soil in the heat of summer.
75%
Grass plants are
75 percent water
by weight.
Leaving grass clippings during

mowing provides nutrients
to help feed your lawn.
A University of Pennsylvania School of Medicine

study showed that people saw a reduction
in heart rate when they walked by a lot that
underwent greening cleaning, debris removal,
planting grass and trees, and installing a low
wooden post- and rail-fence.
Proud Sponsor Of
WWW.PROJECTEVERGREEN.ORG
Project EverGreens Value of Green Space infographic.
www.LawnSite.com
Explaining the value of landscapes to your clients
infographic to help landscape profssionals show clients how well-
maintained green spaces enhance their neighborhoods.

Some of the interesting facts and figures on the Value of Green
Turfgrass, and a well-designed landscape, can increase a

homes property value by up to 20 percent.
2,500 square feet of turf releases enough oxygen for
A University of Pennsylvania School of Medicine study showed
a family of four to breathe.
that people saw a reduction in heart rate when they walked
One tree can remove 26 pounds of carbon dioxide from the
by a lot that underwent greeningcleaning, debris removal,
atmosphere annually.
planting grass and trees and installing a low wooden post- and
Gardening and yard work contribute to healthy, active living
rail-fence.
both physically and emotionally.
Leaving grass clippings during mowing provide nutrients to

help feed your lawn.
Space infographic include:
Proper landscaping reduces runoff from the soil into the water
supply.
Project EverGreen recently released a Value of Green Space
Smart Money magazine says that consumers value a land-
Studies have shown that physically active young people demonstrate higher academic performance at school.
scaped home 11 percent higher than its base price.
Trees shading homes can reduce attic temperatures as much

as 40 degrees.
Lawns will be 30 degrees cooler than asphalt and 14 degrees
Nicole Wisniewski is editorial director/editor-in-chief of Turf. Reach
cooler than bare soil in the heat of summer.
her at nwisniewski@grandviewmedia.com. How do you share the
A healthy, sodded lawn absorbs rainfall six times more effec-
benefits of landscapes and green spaces with your clients? Tell us
tively than a wheat field and four times better than a hay field.
at LawnSite.com.
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860-627-5924 / 800-724-0635
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www.bachercorporation.com
HADDAM
HOLBROOK
Alans Small Engine Service

860-345-2022
Stewarts Power Equipment, Inc.

781-767-3544
www.alans.net
www.stewartspower.com
RHODE ISLAND
EAST WINDSOR
Bacher Corporation
800-724-0635 / 800-627-5924
SEE YOUR LOCAL DEALER FOR MORE DETAILS:
NEW HAMPSHIRE
PENNSYLVANIA
RHODE ISLAND
Manchester
Conshohoken
East Providence
McDevitt Isuzu Trucks
Bergeys Truck Centers
Altrui Bros Truck Sales
603-668-1700
610-825-3333; 866-623-7439
401-434-3540
info@mctrucks.com
www.mctrucks.com
srybacki@bergeys.com
www.bergystruckcenters.com
www.altruibros.com
NEW JERSEY
Souderton
Lyndhurst
Bergeys Truck Centers
Franks Truck Center, Inc.
201-939-7708
ckoumoulis@FranksTruckCenter.com
www.FranksTruckCenter.com
215-721-3400; 877-237-4393
srybacki@bergeys.com
www.bergystruckcenters.com
Marketplace
Welcome to the Turf Marketplace, an innovative space where you can place your showcase ad or classified ad
and reach a targeted buying market of lawn and landscape professionals! To advertise in this section, please call
802-748-8908.
EDGING GUIDE
Trim and edge
as on process
covering the property
only once.
Your edges will be more
distinctive and last longer
between mowings.
See us at
the Irrigation
Show Booth
# 1354
www.edgit.com 800-685-1005
USED EQUIPMENT FOR SALE

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TAX RELIEF
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www.TurfTimeEq.com
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(800) 543-2810
GrahamSE.com
OWE BACK TAXES? Over $10K?

Free expert advice. New IRS programs. National Tax Relief Helpline.
Call 888-523-0209, visit http://
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www.LawnSite.com
STOR E TOOLS AND EQUIPM ENT W IT H EASE!
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ENCLOSED TRAILER or garage storage system installs
easily. Hooks snap in & out of standard E-Track in seconds.
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Tie Down Rings & Shelving Brackets available
MARYLAND
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Jacks Small Engine & Generator
410-557-6792 | 877-73-PARTS
www.TrailerOutlet.com
800-768-7708
Whats
your
gig?
www.jackssmallengines.com / www.jackssmallengines.biz
No matter what
your gig, our Online Green Industry
Guide helps you locate products to
suit whatever needs you have for
improving and maintaining a
successful landscape business.
BROWSE BY:
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Your Favorite Brand
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Find everything you need in one location.

TurfMagazine.com/gig
Keeping It Green
By RONNIE HALL
Your Most Powerful Business

Tool is in Your Back Pocket
The caveat for business owners, of course, is to
room empty of customers, I sauntered into
use the smartphones time- and labor-saving fea-
a Verizon retail store near my home. I had a
tures within the context of their companies systems.
few questions about the phones functions. I didnt
Many companies use some of the features of
plan on being in the store more than 15 minutes,
their smartphones, but have yet to integrate them
hopefully less.
into their comprehensive business management
About 90 minutes later, I emerged from the store-
plans, said Bradley.
front to face the sun dipping below the horizonand
Contractors have GPS systems in their trucks,
with a new Samsung, a bag full of accessories, a
they have phones, they have computers and they
new plan and a renewed determination to use my
may have five or six different pieces of software,
smartphone to a much fuller advantage.
said Bradley. We bring all of those products under
My few simple queries had seamlessly morphed
one roof. Thats what most people are looking for.
into a lengthy discussion with the store manager
LMN is one of many software providers to the
who enthusiastically acquainted me with my newer
green industry. And, like many of the others, the
smartphone, while also demonstrating many of its
software was first developed to aid a particular
incredible features I can use in in my work and in my life.

What caused my newfound excitement with something I had been
carrying in my back pocket the past three years but not using it to
its full advantage?
The answer: A single question I offhandedly asked a vendor at the
recent GIE+EXPO reignited my interest in my smartphone.
During the course of a 20-minute chat with Mark Bradley, CEO of
company, in this case Bradleys TBG Landscape Professionals, a

multi-million dollar, full-service, Toronto-area landscape company.
About 3,000 people now use LMNs cloud-based software systems.
The point of this column is not to promote LMN over any other software company serving the industry. Instead, the intent is to shine a
light on the incredible utility of smartphones to keep everyone within
your company aware of:
both TBG Landscape and LMN (Landscape Management Network),
what they should be doing,
I asked what he saw as the biggest change in the landscape/snow
where they should be doing it,
management industry during his 18 years in the industry.
when they should be doing it,
Unhesitatingly, Bradley responded, Smartphones.
how they should be doing it,
Bradleys immediate one-word response caught me off guard. After
all in real time.
all, we were surrounded by acres of shiny, powerful, cutting-edge landscape and snow equipment.
Its a lot better than sending people out each morning with a roll
of quarters to call in a couple of times a day to make sure things
Walking away from the booth, and after LMN COO Mike Lysecky
are running smoothly, commented Bradley, referencing the awesome
gave me a hands-on demonstration of the many features of his firms
power of smartphones coupled with equally smart business systems.
cloud-based systems software, I found myself noodling and appreciating Bradleys response.
Indeed, what other single tool has had a greater positive impact
Ronnie Hall, editor-at-large of Turf, has more than 30 years experi-
on route service businesses than smartphones capable of providing
ence writing for the green industry. Comment on this article or
incredible and valuable amounts of information and data in real time?
contact him at rhall@grandviewmedia.com.
www.LawnSite.com
PHOTO: ISTOCKPHOTO
ate one recent afternoon, seeing the show-
Smooth
& Effortless
Steering
rideonspreadersprayer.com
800-347-4272
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matching, integrated ECU-governed performance thats a game changer.
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Learn more at
kawasakienginesusa.com/efi

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December 2015

Welcome to Turf North!

FROM CONCEPT TO COMPLETION

Choose another region:

Thank you for taking a look at our improved digital edition.

Get informed and

Turf Design Build

Green Industry Guide

Mow More 2015

Leahy Equipment, Inc.

Pine Bush Equipment Co., Inc.

TPC Power Center

Whites Farm Supply, Inc.

Salem Farm Supply, Inc.

Midstate Tractor &

Emerich Sales & Service, Inc.

Norfolk Power Equipment

Lamb & Webster Inc

Erb & Henry Equip., Inc.

Pipersville Garden Center

Whites Farm Supply, Inc.

Burke Equipment Company

Columbia Tractor, Inc.

Roorks Farm Supply, Inc.

Walker & Walker Equipment II

Lamb & Webster Inc

Lamb & Webster Inc

Whites Farm Supply, Inc.

Conway Power Equipment

Cover design: Keith Higginbotham

DECEMBER 2015 NORTH EDITION

Cover photo credit: istockphoto

25 Stop Thinking Like a Landscaper

Landscapes Making a Difference

42 When Soil Isnt Soil

46 Landscapes Save the Day

Letter From the Editor

Turf advances the growth and profitability of the landscape industry by

TURF | December 2015 | 1

Letter From The Editor

Group Editorial Director/Editor in Chief

Group Director of Direct Sales

Chief Revenue Officer

Chief Marketing Officer

Vice President of Audience Marketing

Interim Chief Technology Officer

2 | TURF | December 2015

Turf is a Grand View

BOB-CAT Mowers New MOW WITH CONFIDENCE Warranty

DURABILITY - QUALITY OF CUT - EASE OF OWNERSHIP

In Your Own Words

Lawn care and landscape professionals speak out

How Should I Lay Out My Property?

ver been in the position to design a facility to fit your exact

grassmasterswilson: Our city would require curb/gutter, landscap-

One contractor found a space hed like to build on and

planning/zoning people before buying. I might even suggest hiring a

looked to his peers at LawnSite.com to get some ideas on the best

ways he can lay out the space.

The pink lines are gates.

The lime yellow are a chain link fence/employee only.

The blue/grey are employee customer parking.

township for approval before I pull the trigger on the property.