"No Whining Allowed"

Tomas Aiello
Aiello Landscape, Inc.
Hobe Sound, FL

I first joined FNGLA’s Landscape Contractors Steering Committee in 1984. I had just started working at Rood Landscape, having moved to Florida from the Baltimore, Maryland area. I was so excited to get involved with (then) FNGA and attend my first Landscape Contractors Division meeting with industry colleagues and meet all these great Contracting Giants who were among this group. I couldn’t wait! What would we discuss? Landscape Awards, Landscape Architect-Contractors Round Tables, Estimating Seminars, Etc..

Well, yes these topics were all on the agenda, but what I didn’t know was that the ‘Giants’ of the industry would basically sit around and whine about, Customers, Contractors, Getting Paid, Being Sued, etc. You name it, they whined about it.

Two weeks ago at FNGLA’s first Practical Field Exam for FCLT (FNGLA Certified Landscape Technician), there were many Contracting Giants there, and some - some, not all – were still whining about Customers, Contractors, Getting Paid, Being Sued, etc.

Gee, not much has changed in 22 years.

What is the problem here? I’ll tell you what the problem is. We, contractors, - some not all, - have become spoiled, fat, soft, unappreciative WHINERS. We live in the SUNSHINE STATE for Pete’s sake. It’s sunny and beautiful almost everyday. No snow, no freezing, not too much rain. Okay, sometimes we get a little wind over 120 mph. It blows in, it blows out, two hours tops, and the sun is shining again. Some of us work on the coast so we get to see the ocean or gulf everyday. Things could be worse.

Remember too, that IMAGE IS EVERYTHING. Project yourself as a Professional, act Professional and deal with other Professionals. We deserve it. Project yourself as a bum, act like a bum, deal with bums, and be paid like a bum. If you buy cheap, old broken trucks, then you will probably attract cheap, old, broken down clients. Buy new trucks, put your employees in uniforms and look like a Professional to be paid like a Professional. Determine the best size for your company, then go ahead and do the best possible job you can do.

There is plenty of work in our state right now. Big, small, commercial, residential, new or renovations – it’s all out there. We all have plenty to do. Don’t be hung up with growth of 5%, 10%, or 20% every year. Focus on profits of 5%, 10%, or 20% every year. Breaking even is for people who have nothing better to do. None of us need more practice. I know I don’t. Pass on a job every now and then. Check out your potential clients; they check us out. Call other subs for references and information. What’s their pay schedule? Do they pay on time? Do they pay twice a month? Do they hold retainage? (Who invented this word? Not a landscape contractor.)
You’re working hard. You deserve to be paid.

Ask for deposits. No, better yet, require deposits. Mark up your subs. Why manage their work for free, you’re the one doing the coordinating. Anyone can be low bidder. How many can be middle or high bidder and still get the bid based on reputation? I don’t know about you but I would rather do $1 million in sales and make 10% net, than work myself into the ground to do $10 million in sales and make 1% net, because I don’t need to be doing this just for the practice.

Find out who the best clients are in your area (i.e. Landscape Architects, General Contractors, Developers) and go after their work. You’ll feel more appreciated. Separate yourself from everyone else. Work hard to establish yourself as the best Landscape Contractor and not the cheapest. We work in a great place and get hired to create lush, tropical paradises. Celebrate the opportunities by creating not only beauty but value for your clients, and they’ll be glad to pay accordingly.

Or just keep being low bidder, buying old trucks, installing cheap plants, buying cheap beer, and chasing down your money. But for Pete’s sake, STOP WHINING!

Now excuse me, while I drive to the beach in my new BMW (yes, the top is down) to drink down a few cold Corona’s. It’s Friday. I just made a deposit at the bank.