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Gaining ground on a cure

October 22, 2014By

Southwest Landscape Management was getting at more than a fashion statement when its employees donned pink tees last October—T-shirts that were, in fact, Occupational Safety & Health Administration-approved. The landscape maintenance company, located in Columbia Station, Ohio, was giving a nod toward Breast Cancer Awareness Month, spreading the word about the disease all the while fundraising for research via a... read more

Prepare for takeoff

October 22, 2014By

A grass seed product that produces turf requiring little to no maintenance is probably not a good fit for a landscape maintenance company that makes its bread and butter from mowing. But for landscape or lawn care companies that service municipalities, airfields or other areas seeking to reduce mowing and deter wildlife, there’s a product that’s proving to be effective.... read more

How to drive sales

October 22, 2014By

What drives successful commercial landscape sales? First, it’s a sense of the effort required by the reality of the numbers involved to achieve a goal. Specifically, benchmark figures tell us a close rate has an upper limit given the competitive nature of the commercial business. The limit of that close rate is driven by a number of positive touches with... read more

Market with a zero-based budget

October 22, 2014By

A question landscape professionals frequently ask me is, “What percentage of revenue should I allocate toward my marketing budget?” To gain their undivided attention, I quickly respond with “zero”—as in zero-based budgeting. Think of zero-based budgeting as a blank-sheet-of-paper approach to budgeting, and one that forces all those involved in the process to think strategically while analyzing and justifying every... read more

Train to retain

October 22, 2014By

While sales and customer relationships are the lifeblood of any service company, additional aspects of a business can help improve profitability with a relatively small investment. Companies that invest in employee training enjoy longer retention and experience fewer on-the-job accidents and equipment breakdowns. It might seem like an intuitive step, but many landscape companies don’t see the value or purpose... read more