The Landscape Show

The Importance of Water Conservation

2009-09-21T07:37:00.000-07:00

Spencer Phillips
Research Irrigation Inc.

Is conserving water use in the landscape important to you and your business? Of course it is! And if you don’t believe me you will soon discover water conservation practices will change the way you operate your business. If it’s not by water restrictions or a water use permit being revoked it will be in the laws written to mandate water efficient landscape designs. Some how some way the water issue will be affecting all of us if it hasn’t already.

According to the Florida Department of Environmental Protection landscape irrigation consumes over 60% of the potable water supply to an average household. Does this mean our landscapes need this amount of water to flourish and look beautiful? No, on average a landscape should only consume 20 – 40% of the total water supply of an average household. What does this fact mean? We have plenty of room for improvement.

We all play a vital role in the green industry. Some of us are landscape growers, landscape designers, some install the landscape, and some maintain the landscape. And everyone in each role plays a part in conserving water. We should all be aware of how water conservation can help our business and the entire green industry.

Everyday our industry is faced with regulatory and legislative issues that will affect how all of our businesses operate. Not too long ago the City of Tampa banned the use of all irrigation for a short amount of time. This did not only affect the irrigation contractors but also the sod and landscape industry. New installation of landscape material was put on hold because there was no way to water the material under the irrigation ban. Lately the most important issues the green industry has been dealing with concern the use of water to grow and maintain landscapes. If we fail to lead the way in water conservation we will be forced to follow.

As a landscape designer the opportunity exists to design with “Florida Friendly” plantings. This will reduce the amount of water required for the landscape. It is possible to save up to 50% of water by using native or Florida Friendly plants in a landscape. It is also important to group plantings by their water use requirements. If the landscape is grouped into separate zones or hydrozones it will be possible to irrigation the areas more efficiently. A water budget could also be considered for the site and it will be the landscape designer’s job to create a landscape that will thrive within a set water budget.

The landscape contractor has the responsibility to install the landscape per the plans and specifications. But this does not leave the contractor a loop hole out of water conservation. The contractor has the opportunity to inspect the soil where the plants will be permanently planted. This is a greatly underestimated job. The soil structure at the root zone of the plant will drastically affect the future look and growth of the plant. The soil type will also change the way the area will be irrigated. If it is a clay type soil the run time for an irrigation event will be reduced to avoid runoff. But if it is a sand type soil there could be longer runtimes to effectively soak the root zone. The contractor must also consider using soil amendments to encourage the ability of the soil to hold moisture for longer periods of time.

Probably the category playing the biggest part in water conservation is the landscape maintenance contractor. The most common nemesis to water conservation in the landscape is improper watering schedules. It is important to be able to recognize under or over watering and relay this information to the irrigation contractor managing the irrigation system. This brings up the point of proper communication between the landscape and irrigation contractors. It is important to explain the plant water use requirements to the irrigation contractor so that an accurate watering schedule is achieved. One of the quickest and less expensive ways to save more water in a landscape is to create an accurate watering schedule. This can be done by having a certified professional prepare a watering schedule based on the efficiency of the irrigation system, plant water use, and soil conditions.

It is also prudent to stay aware of new irrigation management technology. Everyday a new product is released that will save more water without the user contributing too much of their own time. This will make it easier for the contractor and the end user. We call this smart irrigation technology. The water management districts are also beginning to promote the ‘Florida Water Star’ program which includes smart water technologies. This is a program all green industry professionals should support and promote to their customer base.

Well, the opportunity is ours. As landscape and irrigation professionals we can be smart enough to tie together water conservation and profit for our business. Do we try to retrofit and update the existing landscape and irrigation systems? Or do we just accept the way it has always been and continue to maintain a mediocre landscape and a mediocre irrigation system? It’s your choice!

Remember to be proactive in your approach to water conservation!

The author, Spencer Phillips.

You may be busy, but take the time to just be a plant nerd

2009-08-17T08:56:00.000-07:00

By Tristen Bowen, Gaylord Palms Resort, Orlando, FL

It seems like only yesterday we were planning out and booking our poinsettias for this winter. Wait! That was February. Where does the time go? It is already August, and the work world keeps forging on.

It is a time that you are working on fall color rotation, as well as renovations. You have to think about your team and how to keep them motivated. Maintenance never ends, of course, and you can never turn a blind eye to it or you’ll be sure to get overwhelmed.

On top of it all, you are reconciling your checkbooks and watching your budget. The deadline for 2010’s budget is only tomorrow. Forecasting the rest of the year’s expenses is extremely important right now. Also, have to process those invoices…put in those vacation requests…learn the new purchasing system… obtain certificates of liability insurance…send off those soil samples…write this blog…coordinate a few contractors…and stop to take a deep breath! I am very positive that this is everyone’s world right now…everyone is staying later, taking on more and trying to move ahead.

But for me, there is a light in the very near future, a breath of very fresh air, something that I look forward to every year, The Landscape Show! It is my opportunity to escape all of the hustle and bustle of real work life, to remove myself from all the daily business, and for a few short days be a horticulturist.

I am surrounded by industry folk, plant people, plant nerds! It takes me back to the core of everything I truly love. I get to browse aisles of interesting plants, colorful booths and a surplus of horticulture hard goods. It is an opportunity to sit and listen to extremely talented speakers and pick up a few new ideas. You get to see that vendor you talk weekly to on the phone and actually look them in the eyes! It is a few days full of hearty handshakes, business cards and geeky plant talk. It is pure bliss.

So, in retrospect, I know we are all very busy, but I am for sure going to make the time to indulge in the pleasure of The Landscape Show. I’ve been looking forward to this for quite awhile. Maybe I’ll see you there?

Brilliant Leadership in times of Change

2009-07-31T05:38:00.000-07:00

By Simon T. Bailey
www.SimonTBailey.com

As I travel around, I continue to hear stories of gloom and doom. Corporations are tightening their belts, consumers have closed their wallets, and when I look into the faces of many people I see a blank stare. It’s as if they are saying, I am just here, I’m merely going through the motions.

Snap out of it! Rattle the cage! Tip the boat! Grab your life by the shirt collar and pull it forward into the future! You’re a leader, and this is what you signed up for when you became one, right? Did you know that everyone is looking to you as a barometer, and they are feeding off of your energy and taking a cue from you in how to pursue? Perhaps this may come as a shock to you, but people are watching you. They are looking to you to see how they should behave, think and believe.

Brilliant leaders embrace change as a friend instead of a foe. They believe change offers wonderful opportunities for growth. And no matter what is happening around them, brilliant leaders remain optimistic. As defined by dictionary.com, optimism is a tendency to expect the best possible outcome or dwell on the most hopeful aspects of a situation. Brilliant leaders know that pessimism and cynicism feed on one another and produce negative thoughts and negative actions. Winston Churchill said it best: “A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty.”

Perhaps you subscribe to the school of thought that says you are neither an optimist nor pessimist but a realist. That’s very nice, very sweet and very special. But in the words of Dr. Phil McGraw – how’s that working for you? Please know that whatever you believe, this is the greatest time in the history of the world. Why? Because adversity gives us the chance to be brilliant! Hard times determine our true characters.

Here are seven arrows to put into your leadership quiver (I am using this metaphor because Alan Roberts introduced me to Cabelas and even though I don’t live in Oregon, Idaho, or Montana, I sure wish I did. The next time we visit I will have to tell you about my first horse riding experience in Bozeman, Montana. It’s one for the ages. Anyway, I digress.)

• Share with your customers what you are willing to do to earn or keep their business. They don’t really care about what you can’t do or all of the hoops you have to jump through to make something happen. Be straight with them. People are tired, and their tolerance is very low after watching the stock market plunge, retirement plans diminish, and lay-offs happen all around them.

• Remember names, facts and details about customers. What is the name of his dog or cat, of her son or daughter? When is his birthday? What is her favorite cuisine or type of book? Alan Berg, VP of Strategic Solutions for The Knot, says, “Raise the bar on everything you do. Be the kind of business or person you would want to do business with.”

• Your greatest asset in this economy is not your house, your car, your 401k, your savings account, or the money under your mattress. Your greatest asset is your confidence and that of your team. Protect that confidence; grow it and watch what happens. It is your bailout plan.

• Customer Service is a mindset, not a department. Everyone should be in the business of surprising and delighting customers. More businesses do more to run customers off (automated phone trees that launch us into a plethora of choices). Don’t fall into the trap of choosing your own convenience over providing good service.

• Make sure your company is investing in You, Inc. Organizations that spent an average of $900 per employee on learning experienced 57 percent higher net sales per employee, 37 percent higher gross profits per employee, and a 20 percent increase in market-to-book value ratios. (Source – American Society of Training and Development.)

• Host your own “chew and chat” or “lunch and learn.” Buy customers or employees a meal or treat them to lunch in the employee cafeteria. Prepare at least three questions to prime the conversation pump. The first should be personal. This creates a bond and answers the question of why you wanted to invite this person to lunch. The second question should be business related, which creates a connection between the two of you within the company. The third question should be future related, which gives you a chance to listen to and support the hopes and aspirations of that employee or that customer.

• Create an Oh Brilliant One Award so you can celebrate brilliance in your organization and highlight what employees are doing right instead of what they are doing wrong.

I had the great opportunity to work with 200 of the top leaders of Sterling Savings Bank in Spokane, Washington recently, and I am thrilled to say, “Sterling Savings, you have a brilliant culture.” And I don’t say that just to blow smoke up your leg. As leaders, you are contagious optimists instead of annoying pessimists.

You are excited about the opportunities this economy is presenting you, and you truly care about your customers and each other. When I was with you, I could tell there was something authentic about all of you. You are the real deal! In the words of your president, Greg Seibly, the real business that you are about is building trust and dreams.

As leaders, you are contagious optimists instead of annoying pessimists. I believe that all of you are brilliant leaders, and that, in these tough times, you can either create history or just read it. I believe all of you are committed to embracing change and to remaining confident and hopeful. Here’s the bottom line: Change, or be changed by change. You decide, Oh Brilliant One!

2009-05-20T06:42:00.000-07:00

New this year! Define your Business’ Future with help from one of Florida's premier economic consultants

October 1, 9:00 a.m.

Don’t miss a landmark opening presentation to exhibitors and attendees by Dr. Henry Fishkind who will reveal industry trends and how you can enhance your business’ future.

FNGLA has retained the consulting services of Fishkind & Associates to perform an in-depth six-month study leading to the October 1st unveiling of the results in this grand opening presentation. This hard-hitting presentation will provide insight into how external factors are affecting the industry in Florida and nationwide. Learn about market trends, changes in the economy and how other major factors impact buying patterns within Florida’s nursery and landscape industry. This will be much more than just an economic talk!

This can’t-miss, kick-off event is FREE to all attendees and exhibitors and is scheduled before the trade show opens so all exhibitors can attend. Define your Future at The 2009 Landscape Show.

Dr. Henry Fishkind, Ph.D., has worked extensively on large and complex economic cost benefit analyses, including the Florida Everglades Environmental Restoration Project.

The Landscape Show 2009 - Defining the Future

2009-05-20T06:37:00.000-07:00

Defining the Future …of your business …of the industry

October 1-3, 2009 Orange County Convention Center, Orlando FL

Join over 8,000 attendees and define the future of your business by attending the southeast’s premier landscape and horticulture conference and trade event. The Landscape Show features 200,000 sq. ft. of trees, shrubs, equipment and more from over 500 exhibiting companies. In addition to the extensive trade show, numerous events promoting certification and industry surround The Landscape Show. Enhance your future by enrolling in Short Course sessions covering everything from production and landscape management to design and retail. Or, expand your knowledge and attend any of the free demonstrations held hourly each day.

The three-day event features:
• Opening Day reception
• Educational sessions
• Complimentary demonstrations
• Certification reviews and testing opportunities
• The opportunity to earn CEU’s
• An interactive Green Zone area
• FNGLA/SHARE Golf Tournament
• FNGLA Landscape Awards Gala
• FNGLA Career Fair

Who should attend The Landscape Show?
Everyone who is involved in professional and commercial aspects of landscape and its added value economically, environmentally and aesthetically:

Developers
Home Builders
Landscape Architects and Designers
Landscape Contractors and Management Companies
Garden Center Professionals
Plant Brokers and Rewholesalers
Resort and Facility Managers
Golf Course Superintendents
Wholesale Nurseries
City and Municipality Landscape Professionals
Chain Store Garden Centers
Industry Educators
Garden Writers

Registration opens in July. It’s your future. Take Control and Define it at The 2009 Landscape Show.

www.thelandscapeshow.org | (800) 375-3642
Sponsored by the Florida Nursery, Growers and Landscape Association (FNGLA)

Stop and Smell the Jasmine

2008-08-19T07:18:00.000-07:00

Mark Russell
Horticulture Director
Discovery Cove and Aquatica
Orlando, Florida

I always look forward to The Landscape Show as a great time to re-energize. What an outstanding opportunity to Meet wonderful people in our great industry – to Discover, new plants, supplies, materials and technology – and to Learn about everything going on from new industry certifications to increasing diseases threatening our palms.

But how do we take that energy and excitement back to our teams and businesses? Having the privilege of working in an incredibly fun environment at the Worlds of Discovery Parks in Orlando – SeaWorld, Discovery Cove and Aquatica, it’s easy to stay excited and energized. But sometimes we can all become so busy that we have trouble seeing beyond today’s to-do lists or our long-term goals.

Dale Carnegie, the great American author and trainer, referred to this when he said, “One of the most tragic things I know about human nature is that all of us tend to put off living. We are all dreaming of some magical rose garden over the horizon--instead of enjoying the roses that are blooming outside our windows today.”

Perhaps we should purposely remind ourselves every now and then of the reasons we decide to wake up and go to work in this industry every day. When you stop and reflect for a while, the opportunity to work with our minds, our hands and our hearts in our beautiful natural world is very special! But why is that so? To someone on the outside, it may not seem special at all – in fact it may seem intolerable. What’s so great about working with shovels, rakes and pruning shears, doing dirty work in 95-degree heat day in and day out?

I believe it has everything to do with simply connecting with our natural world. Thomas Jefferson once said, “No occupation is so delightful to me as the culture of the earth, and no culture comparable to that of the garden.” Thomas Jefferson was a very distinguished individual, with a broad education. Among other things, he was our 3rd president, the primary author of the Declaration of Independence, an architect, statesman, author, inventor, archaeologist, paleontologist, founder of the University of Virginia and yes, a horticulturist. Of all of these, he declared the culture of the earth the most delightful occupation!

Apparently, many people agree that gardening is indeed delightful. In 1999, gardening was the third most popular hobby in America, at 15%, trailing only reading, at 27% and TV watching at 22%. TV Watching? Is that a hobby?! But why is it so satisfying and natural on the most basic level for folks like us to work the land? Could it be that humans have been gardening for so long that it is simply a part of our nature and instinct? Not only may it be the most delightful occupation, it may have been the very first occupation. Think for a moment about the elements of your work that are the most satisfying to you. In addition to working with earth and plants, isn’t it wonderful that the fruit of our labor often provides immediate visible results? Our industry also gives us the opportunity to use both sides of our brain, whether it is a creative, artistic landscape design, or analyzing and solving a complex landscape, nursery or business problem. We get to partner with nature, technology and other people on a daily basis. This is really a wonderful, enjoyable industry!

The poet Walt Whitman wrote, “Give me odorous at sunrise a garden of beautiful flowers where I can walk undisturbed.” I can really relate to this. I like to walk our parks every day, and sunrise is my favorite time to do this, especially at Discovery Cove. I feel the soft white sand under my feet – see the beautiful dolphin lagoons, the sun rising over graceful coconut palms, beautiful, lush foliage and flowers everywhere – hear the rhythmic sounds of the towering bamboo swaying in the breeze, the splashing and vocalizing of playful dolphins – and smell the fragrance of Jasmine sambac carried light and sweet across the beach. If one of our loquat trees has ripe fruit on it, all five senses may be engaged. Sometimes I just have to stop for a moment and soak it all in. Then it occurs to me that I’m getting paid to do this! Of course I can’t stand there all day and marvel at the natural beauty, but it provides a wonderful reminder that I do satisfying, important work in a beautiful world, with people who have a passion for horticulture that inspires me. It’s a great way to start the morning and helps tune my perspective for the rest of the day.

Next month when you visit The Landscape Show, take the time to rediscover how you got your start and why you’re still in this rewarding industry. The next time you feel stressed and are too caught up in the busyness of life or work, stop for a moment and smell the jasmine. If that doesn’t help, grab a shovel and go out and get your hands dirty. You’ll feel much better!

It’s Easy to DO Green

2008-07-17T07:20:00.000-07:00

Joy Dorst, FCLD
CEO
Design With Joy
joy@thegreenguru.org

Many of us are working green professionals in a greener and greener world. Green is the “in thing” and as green professionals it is time to consider how green our green practices are. We know the most common ways to go green at home such as recycling, using environmental-friendly products, and reducing gas consumption. We have a golden opportunity to do green at work by determining which business practices are already green and which ones need greening. Let’s look at the top 3 areas to green our business.

Energy Independence – Energy efficiency is patriotic. $700 billion dollars leaves our country a year for the ever rising purchase price of foreign oil. Do your part: choose a few small steps for your business that together will take a giant leap for American energy independence. Tip: Think twice, drive once is the catch phrase for multi-purpose journeys that combine trips to effectively reduce travel and waste products for a light footprint on the planet. Carbon dioxide emissions are at their highest levels in recorded history, covering over 650,000 years.

Reflect on Your Water Ways – The demand of water is outpacing the supply so we need to reflect on our water ways. Florida is not running out of water, but it is running out of cheap potable water. Florida landscape professionals have the honor to create and maintain water efficient landscapes that collectively will reduce environmental and professional stress. Tip: Florida Water Star conserves water and reduces storm water runoff with responsible landscape, irrigation and indoor practices. If only 500 homes were built to Florida Water StarSM standards and saved 95,000 gallons each, 47.5 million gallons of water would be saved every year.

Jobs – Mitate is a powerful Japanese term for me, it means ‘to see anew;’ new vision, technologies, and practices. A green professional knows that there is a season for everything and that all things change. Our businesses practices are not immune from change. Those that adjust their businesses and ways of doing business will flourish with ease. Tip: Turn to technology to augment job skills with online learning courses delivered over the Internet or "hybrid" courses that combine traditional classrooms with online elements, thus reducing class and travel times. Online courses consume nearly 90% less energy and produce 85% fewer CO2 emissions.

All I am saying is to give green a chance. Meet me in the 2008 Landscape Show, Green Zone, and I will introduce you to professional programs that can help you ‘do green’ with ease and recognition. Establishing and marketing your green services with environmental management practices is easy to do.

Our Vision

2007-09-24T09:17:00.000-07:00

Billy Butterfield, FCLC
AmeriScapes Landscape Management Services, Inc.
Orlando, Florida

At AmeriScapes our Vision Statement emphasizes creating a partnership
between our customers, our employees, and our vendors, and with them, we will strive to create a landscape management company that is capable of continuously exceeding expectations.

We created this vision statement for our company nearly 12 years ago with the idea of emphasizing the importance of each of these how our company couldn’t grow and succeed without all of them working together. Although it‘s a very simple sounding statement it requires deliberate effort to make it a reality.

Take employees for instance. Good employees are hard to find. They always have been and always will be, especially for the labor-intensive jobs we offer. Yet we have many good employees who have been with us for years. First we try to get the right people in the right job. Once we know they are a good fit, we provide them with a good and fair work environment, with appropriate training and with the equipment they need to properly do their assigned tasks. We pay them a wage equal to the value they bring to the company. With these factors in place we can build long term employees. Benefits, health insurance, certifications and outside training, and recognition programs all contribute to building long term partnerships with all of our employees.

Back in the early 1980’s I was complaining to one of my mentors, Wayne Griffith, about the way customers always take the low bid, and mine wasn’t always that low. He told me that in the 1950’s when he started in business, he had the same complaint. There will always be companies that are willing to bid lower than others, companies that see things differently from an operational standpoint, and companies that simply mess up on a bid and may fail on doing the job. We’ve always bid our numbers, tried to be as efficient as we can, and tried to provide the customer with the type of job they asked for in their specifications. Many jobs we get are by being second or third bidder and we are asked to come in and clean up what the low bidder couldn’t do and left. We also get many of our jobs from existing customers that haven’t bid a job out in years and just keep growing with us as their partner.

We couldn’t get by without our vendors. We have many of our vendors on our radios so that we can call directly to them when we have a problem or need advice on a chemical or a piece of equipment. With 30 plus trucks and hundreds of pieces of small equipment in our fleet, we have no in house mechanic or shop. We decided not to take on that overhead expense and instead created a partnership with one of our vendors. To show our appreciation for the work they do for us, we catered lunch to their shop this summer feeding their 30 or so employees along with 4 or 5 of our managers. They know they are an important part of our company’s future and success.

If I were rewriting the AmeriScapes Vision Statement, I would add one more partner – trade associations. It seems that the regulatory environment is changing over the last couple of years and the trend is not looking good for us as part of the green industry. It is no longer an option to just be left alone to do our job the way we see fit. We have water restrictions, landscape ordinances, landscape inspectors, pest control regulations, licenses, etc. While many of these are helpful and continue to provide us with the opportunity to be part of the green industry, we need to have somebody with knowledge of what we do and how we do it representing us with the regulators and law makers passing these new laws. If we are not properly represented, we may be regulated to the point where we don’t have much landscape left to manage. FNGLA is and always has been a very strong advocate for all our green industries in both Tallahassee and Washington as well on many local issues.
In addition to the help FNGLA provides for us with lawmakers, it also provides us with an opportunity to network with our peers in a non competitive environment. I have gotten many questions answered by landscape professionals and others from around the state that have had to deal with my dilemmas in the past and had great suggestions for solutions. That is worth as much and more as the highest caliber consultants you can bring in to help you with your business.

As with many other things in life and business, we need to look to the future and to learn from the past. Employees are always going to be a challenge and it doesn’t look like it is going to get easier. We need to concentrate on developing the ones we have through training and certifications to build long term and mutually beneficial relationships with our employees. Customers are going to choose their vendors based on the criteria they have chosen and we can try to educate them as much as possible and maybe sell them on us as being the best choice. Then we need to be as efficient and professional as possible and try to exceed their expectations while still remaining a viable business. We need to take care of our vendors, pay them on time, and let them know they are an integral part of our operations. And just as important as everything else, we need to get involved with our trade associations so that we can do what we do best and continue to provide pleasing green spaces for our clients.

Sustainable Sustainability

2007-08-31T14:04:00.001-07:00

Bob Dolobois
Executive Director

American Nursery &

Landscape Association (ANLA)

There’s a lot buzz associated with the concept of sustainability. The term is applied haphazardly as a marketing tool, a standard of manufacturing, even a consumer mindset. As the creator and sustainer of managed landscapes, this term—at least for now—is unavoidably linked to us, and it’s important for the nursery and landscape industry to take a close look at what sustainability is (and is not) when applied to our businesses. Enter: the American Nursery & Landscape Association (ANLA).

ANLA has officially adopted sustainability in our industry as one of its five major strategic objectives. It is the association’s intention to assist our member businesses and the surrounding industry in defining what constitutes sustainability for us and how this old-fashioned, but suddenly contemporary concept, affects what and how we do business.

(True confession; this blog is a teaser to encourage its readers to attend a more extensive presentation on this subject at the upcoming FNATS Show.)

Let’s start with a generic definition of sustainability: Sustainability is the ability to continue a defined behavior indefinitely. If we were living in an era prior to the industrial revolution, the notion of sustainability in agriculture or manufacturing (such it was) would be considered as obvious as breathing—something that’s done without even thinking about it. The industrial revolution, as its names implies, was significant and shifted our thinking from learning how to harness nature, to learning how to conquer it. It’s the conquering part that can cause problems.

For example, modern chemistry creates compounds that do not occur naturally and we now co-mingle those compounds in the natural environment. Some of these activities can fit the definition of sustainability. Other such activities result in substances that injure the natural environment over time and cannot be continued indefinitely (see definition above) without causing irreparable damage or loss.

Many industry practices fit into the definition of sustainable; some of our practices do not. As the marketplace and the regulators of that marketplace focus more on the “don’ts,” we need to identify and tell the positive story about the ones that do. If this is a topic of interest to you, please attend the FNATS presentation...and bring your opinions and ideas to this lively session.

Just Say NO! It will set you free

2007-08-09T10:15:00.000-07:00

Harold Jenkins, FCLC
Jenkins Landscape Co.
Hobe Sound, Florida

I’ve heard so many fellow landscape contractors complain about the unreasonable demands that are in some General Contractors and or Architects contracts. How about “Just Say NO!” I’ve heard everything from cleaning up trash on the site for a year after completion to the guarantee of winter annuals through the summer.

Let me get this straight. You want me to install this landscape job per your specifications. But, looking over your previous jobs it seems you have accepted substandard work and material. I’m being forced to work with an irrigation sub contractor who is a “low bidder special” not under my control. You have Billy Bob’s lawn service to do the maintenance and pest control. You want me to warrantee the plant material for 2 years, re-mulch when necessary, and replace any material that may be damaged by others and clean up any trash that accumulates on this commercial parking lot job? And I must bid with little or no built-in profit while having to include all these extra demands at no extra charge. ARE YOU NUTS?

If you want to be treated like the professional you are, maybe acting like one would be a good start. Doctors or lawyers are professionals. Would you expect them to make unreasonable concessions to keep you as a client? I DON’T THINK SO. So, why do we tolerate this type of treatment?

Here’s my definition of a professional landscape contracting firm: a properly insured company with competent, uniformed and Certified employees. Clean, well maintained, modern equipment. A contractor who goes above any client’s expectation. A contractor who deals with only the best subcontractors, suppliers, general contractors, architects and clients. This contractor also has a great reputation and, as a result, is able to pick and choose every job. This contractor also expects to be paid a reasonable fee (including some profit) for the services rendered. This is attainable by anyone who wishes to be a landscape professional.

My point to all this is that we all waste so much time and effort with clients who are duds, and, as a result, make little or no profit. If we were to measure who gives us the most stress in our lives, it would be those same people. Our time can be better spent servicing clients who appreciate our work and, most of all, can afford to pay the bill at the end of the job. How about letting all the substandard, non-professional, fly-by-night guys out there take all of those difficult clients? Let them get bogged down in low-profit, frustrating work while you’re working on rewarding projects. If every Landscape Professional did so, the only landscape installers available to these bad clients would be the bottom feeding non-professionals of the world. Who knows, maybe they would have to change their ways. (It sure sounds good on paper).

As landscape professionals, we have to separate ourselves from the non-professionals with whom we think we are forced to compete. The very first step is not to swim in their pool. Act like the professionals you are. Do not sign a contract that has unfair and unreasonable demands. Insist they sign your contract or, at least, attach it as an addendum. Check out the client’s financial situation and their past records with our landscape contractor brethren. Increase your professional portfolio by getting as many professional certifications as you can. Hire only the best employees and pay them fairly. Appearance is everything: nice, clean trucks, equipment and uniformed employees will go a long way. A good appearance is one of the few true forms of advertisement that produces results.

Most of all, JUST SAY NO! It will set you free to focus on rewarding work rather than frustrating yourself with non-professionals. It feels good too. Your accountant may not agree completely, but your cardiologist and psychologist will. And, who’s more important? Lastly, enjoy your work. Don’t let anyone take that away.

So what are you passionate about?

2007-07-16T10:49:00.000-07:00

Hannah Carter

Director of Wedgworth Leadership Institute

Gainesville, Florida

“Follow your passion, and success will follow you.” ~Arthur Buddhold

So what are you passionate about? Now before you respond with the first thing that comes to mind (my spouse, golf, fishing, shopping, etc.) let’s settle on a definition of passion. Merriam Webster defines passion as “an intense, driving, or overmastering feeling or conviction.” With this definition in mind, let me ask you this question again, what are you passionate about? Are you passionate about your organization or working within your industry?

If that question posed the second time made you pause, think, and wonder “if I like my job does that count?” Or, “I ’m a member of my industry association, does that make me passionate?” No, no it doesn’t.

In the book Good to Great, the author, Jim Collins tells us that we will never be a part of a world class organization (or have a world class life) if we are satisfied in doing the things that we are competent in, being “competent” isn’t the basis for greatness. When Collins poses a question on passion, he asks, “You are doing work you are passionate about and absolutely love to do, enjoying the actual process for its own sake? (“I look forward to getting up and throwing myself into my daily work, and I really believe in what I'm doing.”) As E.M. Forster stated “One person with passion is better than forty people merely interested." So do you have passion about your organization or your industry, or are you merely interested in it?

If you’re merely interested, then are you in the right business, or industry for that matter? Mere interest isn’t going to make you or your organization a success. Mere interest isn’t going to keep your industry going. And mere interest isn’t going to provide the leadership necessary to navigate the issues and challenges that face you and all members of your organization.

While there are many individuals in your organization and industries that are “competent” and “interested” , I challenge you to look beyond this standard to focus on what you are passionate about within your organization and your industry. The wonderful thing about passion is that it is inspiring to those around you…your co-workers, your customers, and others within your industry. While there are countless recipes which dictate the necessary components of leadership, I contend that passion is absolutely essential, without it, we are just mediocre at best.

“I can't imagine a person becoming a success who doesn't give this game of life everything he's got." — Walter Cronkite

So are you giving your organization and your industry everything you’ve got?

Letting people know who we really are

2007-06-08T08:22:00.000-07:00

Jim Martin, ASLA, CLP
Professional Landcare Network

When I assumed office as PLANET’s president, through a deliberate strategic planning effort, PLANET had established a broad agenda of initiatives for our association and our industry. Yes, I would like to see a majority of them advanced during the next 12 months. If time is too short to realize progress in all areas, I would be happy to settle for major progress with just one of these initiatives, the repositioning of the green industry. I want members of the green industry to start taking credit for what we all do, for “creating and maintaining the quality of life in communities across America.”

In all walks of life, it’s easy to lose sight of the big picture. In this instance, I’m talking about the folks in our industry losing sight of the importance we play in our communities when we design, install, and maintain beautiful landscapes. I suggest that our industry is one of the top three or four industries responsible for creating and maintaining the quality of life in our communities. Once our industry and our customers make this connection, we become more than mere service providers, more than a group of non distinct constituents to legislators, more than a source for a summer job for students, and more than a place to go to work for employees. Once that connection is made, we become the environmental stewards of the built and natural landscape, and that becomes a powerful image that will enhance our bottom line, our representation in congress, our recruiting, and our effort to motivate employees.

I’m not suggesting that PLANET take credit for being the sole creator of our quality of life. We’re in this together with all members of the green industry, other industry groups, as well as our suppliers and educators. Knowing what we do is one thing; communicating it is another. We may never be as good at communicating what we do as we are at doing what we do. But I firmly believe that if we start now and get the message across that WE CREATE AND MAINTAIN THE QUALITY OF LIFE IN COMMUNITIES ACROSS AMERICA, people will one day have appropriate respect for the impact we make on their lives, and that’s good for everyone.

"Raising the bar on consumer expectations"

2006-11-06T07:52:00.000-08:00

Dennis Higbie
Director of Horticulture and Pest Management
Walt Disney World
Orlando, FL

Walt Disney realized the significance of horticulture before he broke ground at Disneyland in California and from the very beginning placed great importance on the landscapes in his park. Providing a great environment for our guest is critical for the success of our parks, and we count on the businesses in the horticulture industry to provide the products and services to make that possible. A short list includes nurseries, irrigation companies, landscape contractors, landscape architects and fertilizer providers. Almost all of them are members in the FNGLA.

The Epcot International Flower & Garden Festival, which began in 1994, has taken our guest expectations to a new level. Never before was horticulture given a starring rather than supporting role in the show. For the first time, there were large numbers of guest who were asked to come to Walt Disney World to see the great horticulture show we were able to provide. From the beginning it was a great success. From the beginning the FNGLA was a part of the show. A majority of the plant material at the Festival comes from Florida nurseries, and many of the participants in the Epcot International Flower & Garden Festival are based in Florida. Since a high percentage of the guests visiting the Festival live in Florida, the industry helps to make our show relevant by presenting our guests with plants and products they can use at their homes.

Obviously, not all of the guests who come to Epcot during the 60 days of the Festival are drawn by the Epcot International Flower & Garden Festival. Many of them, especially those from out of the area, get lucky and have the show going on during their vacation. However, there are a great many guests who do come just for the Festival, and their goal is to see a great horticulture show, enjoy the park, and take home knowledge they can use to improve their personal landscapes. Their interest level is large and spans the various aspects of the industry. A great many of them are relatively new to the area, and they have discovered the unique challenges Florida presents to gardeners and are looking for solutions to their problems. From bedding plants to containers, hanging baskets to irrigation, these guests want to learn it all. An area of increased interest in the past few years is environmentally sensitive gardening, particularly techniques which help conserve water.

Over the past 13 years our guests have become much more educated and savvy about gardening. What impressed 10 years ago would hardly raise and eyebrow today, and that is a real testament to the horticulture expectations of our guests, and the public as a whole. While it is true that the Epcot International Flower & Garden Festival has helped raise our guest expectations, the industry as a whole has made tremendous strides in this area. The result of creating more educated and demanding guests is that our quest for higher quality and more spectacular shows never stops and this trend can also be seen industry wide. However, one thing that we learned long ago is that our guests keep returning if they are given a great show, and your customers will return if they are given high quality services and products. As long as everyone in the landscape industry keeps this fact in mind, the customer base will continue to grow.

Finally, if you have never visited the Epcot International Flower & Garden Festival, 2007 will be a great time to come. The show runs April 5-June 3 and our goal once again will be to exceed our guest’s expectations. And make sure you stop by the Growing Future Gardeners garden which is presented by our friends at the FNGLA and is designed to ensure a future generation of great gardeners.

"We’ve come a long way, baby …"

2006-09-21T06:05:00.000-07:00

Judy Drake
Sunscapes Landscape Designs
Jacksonville, Florida

It wasn’t too many years ago that it was illegal for a landscape designer to sell a landscape plan. Through the efforts of a number of designers, then Florida Rep. Jim Fuller of Jacksonville introduced legislation to change the law. The (then) FNGA, as well as the Florida Builders Association, supported our cause and we were successful.

Many designers take these hard earned efforts for granted, but I believe we have an obligation to work with and reach out to landscape architects. As the trade association representing Florida’s vast nursery and landscape industry, FNGLA is our bridge for doing exactly that.

I also believe we have an obligation to “be the best that we can be” in response to the privilege we have been given. I’d like to suggest three ways we can do that.

Become certified. You will learn a great deal through the process of certification, and when you can declare yourself a “FNGLA Certified Landscape Designer,” you will place yourself above the crowd.

Learn, learn, learn. FNGLA offers wonderful educational opportunities through the Short Courses at FNATS and TPIE. These courses, which include low voltage lighting applications to new plants in the landscape, are all taught by nationally known individuals. They all give wonderful opportunities to expand your mind and your resources.

Take advantage of the Landscape Design Tour. The Landscape Division of FNGLA sponsors a Landscape Design Tour each spring. It provides an opportunity to see some of the best gardens in the state while networking with other designers. This tour will challenge and stimulate you to create better designs.

So, get off your duff! It’s not too late to register for the FNATS Short Course. All of these opportunities will really pay off – not only in your skills, but also in your bank account. See you at FNATS in Orlando!

"Tires ain't pretty"

2006-09-01T05:52:00.000-07:00

Kevin Reily
Rockledge Gardens, Inc.
Rockledge, Florida

Each day when I wake up I thank God that I'm not going to work to sell tires. "Tires ain't pretty" and plants are beautiful. I have been involved in our business, a retail garden center, for 32 years and with my wife Theresa even longer. Yes, there are days when I seem to take 2 steps forward and 3 steps backwards, but I can't think of any other industry in which I would rather be involved.

Yesterday's garden center could have been operated on auto-pilot. Today's garden center definitely needs constant molding and nurturing. Because we have been in business for a zillion years does not guarantee anything. Operating an independent garden center in Florida is more challenging than ever. This includes keeping the consumers interested in our products and services. We must raise the bar. Buying tires might be a necessary evil. Some would argue that buying plants is not necessary. We as an industry, garden centers - growers - landscapers - designers and allied, must work together communicating the message “Gardening Is Fun!”- “Gardening is not a four letter word!” – “Gardening enhances the quality of life!”

Theresa and I have found great resources in networking with other garden center operators as well as our vendors. We can bounce and borrow ideas, tweaking them to make them work for us. We learn what is coming down the pike as far as new products, new ideas and new regulations. We have done this by participating in the Garden Center Group, Garden Centers of America and FNGLA along with attending trade shows such as FNATS and TPIE.

So now at the end the day I am thanking God for the days we are able to take 3 steps forward and only 2 backwards.

"No Whining Allowed"

2006-08-10T11:50:00.000-07:00

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.

"September 28th can’t come soon enough"

2006-07-14T06:26:00.000-07:00

Robert E. Bowden
Director
Harry P. Leu Gardens
www.LeuGardens.org

One of the great things about living in Florida is the astonishing diversity of plants that we as plant enthusiasts have to work with. From the rolling hills of the Florida Panhandle to the sugar sand beaches of the Florida Keys, the assortment of plants for use in residential gardens and commercial landscapes is virtually limitless. Incredible leaf and stem textures, forms that boggle the imagination and flowers in every shade of the rainbow make for a wonderful plant palette with which to create outdoor living spaces.

Gardening, whether it’s in a small residential back yard or in a large corporate campus, should be enjoyable work. For those of us living in Florida, however, we know that it can also be very difficult and demanding even in the best of locales. And behind all of the mysterious textures and exotic colors are the thousands of people that produce the plants that we work with. For that reason, I guess that’s why I enjoy FNATS every September.

We work with plants everyday and I can share my experiences with a person in a FNATS booth and they know what I am talking about. Forget the hearsay and the rumors about the qualities of a particular selection -- the person in the booth has the hands-on, no-nonsense experience that we need out in the field. Often ten minutes with a grower can give you all information you need and might have taken several hours of research on the internet.

As a manager of a public garden, I know our guests expect to see the best plants for Florida when they visit. They want to see them growing in combinations that can be re-created in their gardens at home and they want to see the latest and the greatest plant introductions. They want to see environmentally sensitive plants too– plants that don’t require pesticides and/or lots of water. Perhaps because we have so many we sometimes don’t think about it much, but Florida really is the storehouse for some of the finest growers of plants in the world. Without my traveling around the world looking for new plants, growers throughout Florida bring them to our doorstep to see. That’s where FNATS really shines.

September 28th can’t come soon enough.