Green Industry Pros January/February 2022 by GreenIndustryPros.com

PAGE 30: LOCAL PLANT DESIGN BRINGS HOME A WIN FOR COLORADO FIRM JANUARY/FEBRUARY 2022

EQUIPMENT IN FOCUS:

COMPACT WHEEL LOADERS VS. SKID-STEERS

INDUSTRY CHANGES AND CHALLENGES

HEADING INTO

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TA B L E O F C O N T E N T S VOLUME 34, NO.01 | JANUARY/FEBRUARY 2022

THE MANAGEMENT RESOURCE FOR LANDSCAPE CONTRACTORS AND EQUIPMENT DEALERS

COVER STORY

22. D emand Good, Labor and Supply Chains Continue to Falter Into 2022

Despite issues, the landscape industry is ‘open for business’ as many homeowners rethink and prioritize their outdoor space.

DEPARTMENTS

06. E DITOR’S NOTE 08. O NLINE EXCLUSIVES 10. FRESH CLIPPINGS

F E AT U R E S

News from around the industry

18. CONTRACTOR PROFILE

39. NEW PRODUCTS 42. CHIME IN

A Quarter of a Century of Not Sweating the Details

Scott Horoszewski has run Acme NLS in Swanton, Ohio, doing what he loves, for the past 25 years.

What services readers plan to add to their mix in 2022

30. P ROJECT PROFILE

Designing With Local Plants Brings Home a Win for Colorado Landscaping Firm

COLUMNS

Crafting a thoughtful perennial design moved Tree of Life Landscapes to the ELITE ranks.

14. B USINESS

34. BUSINESS MANAGEMENT

Industry Trends Consumers Will Expect in 2022

Manage Your Business With Business Management Mobile Apps

16. H ARDSCAPES & DESIGN

There are several apps available to help your lawncare business run more efficiently, with features designed to improve payroll, office-to-field communications and client relationships.

Hardscape Design Trends and the Impact of Outdoor Living

36. P RODUCT TRENDS

California Inks Law Banning Sale of New Gas-Powered Engines by 2024

Sale of mowers and other equipment powered with small off-road engines will be regulated by 2024 in effort to reduce emissions.

Brooke Forwood Photo

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40. E QUIPMENT IN FOCUS

Big Power in Small Spaces: Compact Wheel Loaders vs. Skid-steers

Compact wheel loaders often take a back seat to skid-steer loaders, even though a compact wheel loader can be more productive in specific applications.

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Worth their weight in word of mouth.

E ORS

Commercial Landscape Lineup

All-day comfort

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Turn bare land into a beautiful piece of property with the Kubota landscaping lineup. The maneuverable SZ stand-on mower works well in tight spaces. Reliable, comfortable track loaders haul heavy loads. The RTV-X Series Utility Vehicle carries your crew and your tools. It’s everything you need to build a reputation for getting the job done right.

KubotaUSA.com © Kubota Tractor Corporation, 2021. This material is for descriptive purposes only. Kubota disclaims all representations and warranties, express or implied, or any liability from the use of this material. For complete warranty, safety and product information, consult your local Kubota dealer. For the complete disclaimer, go to KubotaUSA.com/disclaimers and see the posted disclaimer.

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EDITORS NOTE BY JON MINNICK

GROWING

SOMETHING NEW

women. To encourage more women he beginning of a new year always to join the industry, Green Industry gives us a chance to start anew. A Pros wants to do its part by honoring chance to refresh and reinvigorate the women who are bringing fresh ourselves. A moment to look at what we perspectives and ideas to the landscape want to accomplish and where we want industry. Be on the lookout for the to grow. To that end, Green Industry Pros winners in the May/June print edition. is doing the same with a new crew, a new As I mentioned at the top, we have look and new ideas. a new crew working on our Green To kickoff our refreshed print Industry Pros and SnowPRO brands. edition, is our State of the Industry Jason DeSarle, who came from the report starting on page 22. We reached world of landscape trade publications, out to a handful of associations and has recently taken on the brands’ sales manufacturers to see what they’re seeing strategy as brand director. Assistant and hearing in the industry, and what editor, Bryce they think Gill started 2022 has out as an in store. If intern with you check our company out our and is now new survey working series across a few (page 42), of our brands landscape focused professionals primarily on chime in products. on the You might expanded Left to Right: Gigi Wood, Bryce Gill, Jon Minnick, have seen Hannah Gooch and Jason DeSarle services her in our Greenkeepers business video they hope to add in the new year. series. Associate editor Hannah Gooch We’re also expanding our print joined the company in October and coverage to include some rotating will be leading the charge on SnowPRO. columns (pages 14 and 16), introduce Staff writer Gigi Wood makes sure the you to other landscape peers (page 18) day-to-day work is covered and leads the and showcase the wonderful work and charge in communications and ideation. projects you’re doing out there in the Finally, is myself, Jon Minnick. I have field. Make sure you check out the recent worked in B2B trade publications for project from Colorado-based Tree of Life nearly 20 years, starting in the home Landscapes, which won an ELITE Gold remodeling industry. I oversee the Award for Residential Plant Design from Content Team here and we’re happy the Associated Landscape Contractors to hear from you. Tell us your ideas, of Colorado (page 30). The landscape what you’d like to see more of in our designer, Johnny Moore, talks about his brands and how we can help you do experience working on the project. your job. Just reach out at editor@ This year, we’re also launching the greenindustrypros.com. Women in the Green Industry Award. Here’s to 2022 and hopefully a According to research from Statista, prosperous year for you all! as of 2020, only 6.5% of landscaping professionals in the United States are

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Published by AC Business Media 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538 (800) 538-5544

Volume 34, Number 01

C P

ADVERTISIN G

Brand Director ...................................................................Jason DeSarle jdesarle@acbusinessmedia.com Sales Representative ...................................................Megan Perleberg mperleberg@acbusinessmedia.com Sales Representative ..........................................................Sean Dunphy sdunphy@acbusinessmedia.com Sales Representative ..........................................................Nikki Lawson nlawson@acbusinessmedia.com Sales Representative ............................................................Kris Flitcroft kflitcroft@acbusinessmedia.com

EDITORIAL

Group Content Director........................................................ Jon Minnick jminnick@acbusinessmedia.com Associate Editor.................................................................Hannah Gooch hgooch@acbusinessmedia.com Assistant Editor ........................................................................... Bryce Gill bgill@acbusinessmedia.com Staff Writer ...................................................................................Gigi Wood gwood@acbusinessmedia.com

CIRCU LATION

Audience Development Manager .................................. Angela Franks

PRODU CTION

Senior Production Manager ................................................Cindy Rusch crusch@acbusinessmedia.com Art Director .................................................................................Willard Kill wkill@acbusinessmedia.com AC Business Media Chief Executive Officer ......................................................... Ron Spink Chief Financial Officer ............................................... JoAnn Breuchel Chief Digital Officer ...................................................... Kris Heineman Chief Revenue Officer .................................................. Amy Schwandt VP Audience Development ........................................Rhonda Hughes Director, Demand Generation & Education ................... Jim Bagan VP Operations .................................................................... Nick Raether Group Content Director.................................................... Jon Minnick Change of Address & Subscriptions — P.O. Box 3605 Northbrook, IL 60065-3605 • (877) 201-3915 Fax: (847) 291-4816 • circ.greenindustrypros@omeda.com List Rental — Bart Piccirillo, Sr. Account Manager Data Axle • (518)339-4511 bart.piccirillo@infogroup.com Reprints & Licensing — Megan Perleberg mperleberg@acbusinessmedia.com Green Industry Pros [USPS 003-763 and ISSN 2168-121X (print), ISSN 2168-1228 (online)] is published six times a year: January/February, March, April, May/June, July/August, September/October by AC Business Media. Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Green Industry Pros, P.O. Box 3605, Northbrook, IL 60065-3605. Subscriptions: Individual subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S., $35 per year; Canada/Mexico, $60 per year; and all other countries, $85 per year. All subscriptions payable in U.S. funds, drawn on U.S. bank. Back issues, if available, cost $10 prepaid. Printed in the USA. Copyright 2022 AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recordings or any information storage or retrieval system, without permission from the publisher.

@greenindustrypros @greenindustrypros @greenindpros www.youtube.com/GreenIndustryPros

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DIGITAL EXCLUSIVES

W Y

THE LATEST ONLINE LATEST PODCASTS GRASS ROOTS

ADDING TECH TO YOUR LAWN AND LANDSCAPING JOBS

CompanyCam has developed a mobile app that allows lawn and landscaping contractors to photo document their jobs, add those photos to their website, communicate with customers and much more. www.greenindustrypros.com/podcasts

ONLINE EXCLUSIVES

BRIGHT IDEAS FOR OUTDOOR SPACES

The ‘Growing Profits With Lighting Structures and Hardscapes Techniques’ SiteOne presentation explored the brighter side of the green industry with insight into designing, pitching and selling. www.greenindustrypros.com/21952693

WHAT TO CONSIDER WHEN ADDING SPRAYER/SPREADERS TO YOUR FLEET

Adding sprayer and spreaders to your fleet allows you to increase profits, and your customer base, by offering more services than the next guy. www.greenindustrypros.com/21993106

TRENDING NEWS MARCH MOWER MADNESS

Mower Madness is back this March, hosted on the new Green Industry Pros Landscape Community group page on Facebook by poll, as well as on our Twitter and Instagram accounts. This year’s game will feature your favorite zero-turn mowers, voted by you. www.facebook.com/groups/greenindpros

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VAIL CUTS DOWN ON TURF GRASS TO CONSERVE WATER, DIVERSIFY PLANTINGS

The city of Vail, Colo., is working to conserve water by cutting back on its use of turf grass at parks and commercial developments. www.greenindustrypros.com/21992802

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MANUFACTURER PROFILE

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FRESH CLIPPINGS

HOME SERVICE BUSINESS OUTLOOK STRONG BEYOND FOURTH QUARTER

ome service businesses continue to outperform other industries as demand for professional home services remained high in the fourth quarter of 2021. That demand will only be tampered by the ongoing workforce shortage. A booming real estate market and domestic supply chain bottlenecks are expected to continue, which means high prices for business owners, according to Jobber’s Home Service Economic Report for the third quarter. Jobber surveys the more than 100,000 users of its business management software to create data for its reports.

Customer Demand is Up

Typically, Jobber reports, the amount of new work scheduled goes hand-in-hand with revenue performance. In other words, the more new jobs scheduled, the more money companies make. In the third quarter of 2021, however, the rate of new jobs slowed. Yet median revenue is growing. Essentially, green industry contractors are unable to keep up with the demand for work, but the invoices they’re billing out are larger than usual. The green industry experienced very high growth last year as consumers invested more in outdoor projects such as landscaping, which could be done while staying within the parameters of physical distancing. The growth in new work Essentially, green industry contractors are scheduled in the third quarter of 2021, although below the growth rate of the unable to keep up with same quarter in 2020, stayed positive at the demand for work, just under 10% growth year-over-year.

“

Takeaways:

• Invoice sizes saw an increase across the Home Service category in these segments: cleaning, contracting and green. • Service providers who increased their headcount were able to schedule more but the invoices they’re work and increase revenue faster. Economic Pressures billing out are larger than • Although growth in new work scheduled Inflation, high consumer demand and a shortage of workers means home is slower due to resource limitations, revusual. services businesses are pinched for enue growth in Home Service remains workers, reducing the number of jobs they can take on. healthy due to the rise in invoice sizes. According to the U.S. Bureau of Labor Statistics, the • Green segment growth in new work scheduled during the third quarter 2021 continues to stay positive at just under 10% growth 12-month change in overall Consumer Price Index (CPI), or changes in consumer prices grew from 1.4 at the start year-over-year. • Home Service saw a substantial consumer price increase in the of the year to 5.4% in Sept 2021, the report states. Future growth in the green industry last 12 months. • Revenue growth in Home Service outperformed all other is likely, the report states. categories in the third quarter. greenindustrypros.com/21928194

”

BLACK & DECKER BUYS PARENT COMPANIES OF CUB CADET, TROY-BILT, HUSTLER TURF

tanley Black & Decker has completed the acquisition of two companies in the outdoor power equipment industry, including purchasing the remaining 80% ownership stake in MTD Holdings Inc., and the acquisition of Excel Industries. These transactions complement Stanley Black & Decker’s position as the fastest growing provider of cordless electric outdoor power equipment

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with brands such as DEWALT, CRAFTSMAN and BLACK+DECKER. The purchase price for the two transactions totaled $1.9 billion inclusive of standard purchase price adjustments. MTD is known for lawn mowers, snow blowers, trimmers and outdoor power equipment for residential and commercial markets. The MTD family of brands includes Cub Cadet, Troy-Bilt, Robomow, Rover and WOLF-Garten.

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Excel is a manufacturer of commercial and residential turf equipment under the brands of Hustler Turf Equipment (Hustler) and BigDog Mower Co. (BigDog). In 1964, Excel introduced The Hustler, creating an entirely new product category now known as the zeroturn mower. Excel serves 1,400 dealers in the U.S. and Canada.

greenindustrypros. com/21928421

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RISE Lobbies Against Pesticide Regulation Changes

The Irrigation Association (IA) released its study: Economic Impact of the Irrigation Equipment and Services Industry. This study was produced in partnership with the Irrigation Association and the Irrigation Innovation Consortium. Released on Dec. 2, this study shows an industry estimated at a $9 billion direct economic impact and a $23.3 billion impact when including indirect induced impacts. This translates to over 70,000 industry-wide jobs, or 167,000 jobs when secondary impacts are included. This study shows the impact the irrigation industry has on the economy and, when compared to a 2010 study, demonstrates the industry’s ability to overcome challenges and innovate. The full study is available for review online.

RISE (Responsible Industry for a Sound Environment) recently joined more than 350 pesticide user organizations, sending a letter to all members of the U.S. Senate and House of Representatives voicing support for the pesticide regulatory system currently in place under the Federal Insecticide, Fungicide and Rodenticide Act (FIFRA). This letter responded to legislation, S. 3283, introduced by Sen. Cory Booker (D-N.J.) that would undermine the standards of FIFRA and impact the availability of the pesticide products. The proposed legislation would change the availability of certain U.S. Environmental Protection Agency registered pesticide products and place limitations to what is available for professionals to treat residential, commercial and public spaces. S. 3283 would impact: • Products and applications made for vector control

greenindustrypros. com/21940093

ManageMowed Expands Across US ManageMowed, a commercial landscaping management franchise, is expecting major growth in 2022. The landscape management company opened 18 new locations in 2021 and signed 12 new franchise agreements with a mix of single-unit and multiunit deals. ManageMowed is now expanding its services to several new markets across the U.S., including Texas, Oklahoma, Missouri, North Carolina, California and Colorado. “This year presented our brand with the perfect opportunity to reach aspiring and experienced entrepreneurs who were looking to make a career change and set out to become their own bosses,” says Peter Roberts, co-founder of

ManageMowed. “With our minimallabor, no-equipment-needed business model, our franchisees can achieve success without compromising a work/ life balance. I’m proud of all we’ve accomplished this past year and we are excited to continue building the momentum moving into 2022.” ManageMowed’s subcontracting model allows its teams to focus on managing client relationships and a network of local owner-operator landscape vendors, instead of

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Irrigation Association Releases Economic Impact Study

• Protecting and enhancing homes and public places • For noxious and poisonous weed control • Creating firebreaks and utility rights of way • Protecting public infrastructure • Controlling plant species that harm native species and ecosystems RISE will continue actively monitoring S. 3283 and other anti-pesticide legislation. At this time, no companion bill to S. 3283 has been introduced in the U.S. House of Representatives.

greenindustrypros. com/21993095

purchasing, storing or maintaining landscaping equipment on its own. ManageMowed aims to give businesses the resources necessary to attract new customers and make a lasting first impression. The company also focuses on enhancing safety, security and property preservation for its clients. Looking to give back to commercial businesses and community residents who were unable to take care of their landscaping during the pandemic, ManageMowed launched its 2021 giveback efforts with the MGives philanthropy program. The company was also a sponsor of the Pink the Rink Golf Tournament, which raised over $40,000 for breast cancer awareness in Edmonds, Wash. in August.

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BUSINESS

INDUSTRY TRENDS CONSUMERS WILL EXPECT IN 2022

Planting with Natives

This trend has been coming on for a while and is gaining serious momentum. There’s tons of research about the benefits of planting with native species, and consumers are catching on. There’s been an uptick in requests from many landscape customers to plant native species. Secondly, the recent headline-grabbing uptick in invasive species has consumers concerned. What you can do: Learn the natives in your market well, including heartiness, what plant hardiness zone you’re in, soil, shade and water requirements for each plant — all of it.

Using Fewer Chemicals

Consumers are beginning to ask their landscapers and lawn care companies many good (and fair) questions about pesticide use. They’re concerned about the use of manufactured chemicals around their family and the environmental impact. An increasing number of states are beginning to regulate product usage. For

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example, in Maryland, businesses must follow fertilization guidelines from the University of Maryland. This trend isn’t slowing down. What you can do: savvy green companies in this climate will offer their customers and clients choices. For example, if you run a landscape company that offers bed weeding, offer choices. Instead of only spraying glyphosate, offer them three options: straight spraying (least expensive), 100% manual removal (most costly) and a middle road where small weeds are sprayed and larger ones removed by hand (middle of the road cost). Ryan Drake, account manager at J.F.D. Landscapes, Inc. in Ohio says, “We have clients that have requested fewer pesticides on their properties, so we have a hybrid program for them.”

Battery-Powered Equipment The recent legislation in California banning small engine use by 2024 will ripple across the country. The same week it passed, a LinkedIn connection of mine shared an opinion piece from a local news outlet advocating the same. When I talked to Cyrus DeVere, CEO of California-based A Plus Tree, Inc., he said they were already feeling the impact. In October, DeVere said, “I’ve got a job running right now where the client insisted we use battery-powered blowers after hearing about the ban.”

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he last two years have seen tremendous growth. Across all industry segments, companies are seeing consumers spending more to improve their outdoor living spaces. We’re all aware of the “business” trends happening in our space — labor shortages, navigating price increases, etc. — but here are some you might not have considered. Seriously consider these trends to stay competitive in 2022 and beyond. For one, to keep your edge in the green industry, you’ll likely need to go “greener” than you are right now.

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There may not be viable alternatives for some equipment in our industry. Some pieces of equipment aren’t “up to par” yet. Others may never be (I’m waiting to see the batterypowered core aerator), but that doesn’t mean public sentiment will change. This is a change that’s coming. What you can do: Begin to invest in this equipment. Start buying reliable tools where it makes sense (blowers, string trimmers, etc.). You will set the trend in your marketplace since this sentiment is still pretty “early days.” Plus, you won’t be caught off guard with massive bills for new equipment when this type of regulation comes to your area. Read more at greenindustrypros.com/21977498.

Jay Worth Marketing Manager SingleOps

www.greenindustrypros.com

2/3/22 11:15 AM

MANUFACTURER PROFILE

COMMERCIAL ELECTRIC MOWING ARRIVES!

ean Green introduced the world’s first commercial grade, electric, zero-turn mower over a decade ago. Today, only Mean Green offers a commercial grade mower that can last all day on a single charge. And unlike competitive “all day” mowers that force you to stop and swap out depleted batteries with charged ones, Mean Green mowers use single fixed batteries to run continuously for up to 8 hours on a single charge. Reliability. Any time that a mower spends in the shop— whether for routine maintenance like tune-ups (there are none with Mean Green mowers) or major repairs—is time that it’s not in the field. Electric mowers have fewer moving parts and that means less maintenance. Efficiency. High ground speed (that doesn’t sacrifce quality), reduced downtime (no refueling stops), and ease of operation all help you get the job done fast. Mean Green mowers, with speeds of up to 13mph, are likely to leave gas

mowers in the dust! Plus, with their quiet operation it’s easy to start residential jobs earlier in the morning (or finish them later in the day) without annoying customers. Commercial Grade. All Day Power. Visit www.meangreenproducts.com to learn more.

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HARDSCAPES & DESIGN

HARDSCAPE DESIGN TRENDS AND THE IMPACT OF OUTDOOR LIVING

s we all know (probably too well), design trends change with each season and year. Outdoor living has evolved significantly over the past two years, with homeowners now placing increased importance on their outdoor space. A recent Houzz study notes that home renovation spending increased 15% in 2021, and the desire for outdoor living is expected to continue. With the start of a new year that’s expected to be as busy, if not busier than the previous year, contractors and their crews need to be prepared to tackle new projects and meet customer expectations. As customers seek out new or upgraded outdoor living spaces, there are a few key trends to anticipate.

Profitable Outdoor Living Trends in 2022

Belgard

Large format expansion with narrow joints is quickly becoming preferred, as it makes the installation process easier and more efficient. The scale of pavers has increased, thanks to con-

tinued innovation within the industry. Larger pavers have much more surface area, which allows crews to install an increased amount of square footage quickly, cutting down on time and labor. The resulting style is the clean, modern aesthetic popular among many homeowners today. One thing to note when incorporating larger format pavers is the potential need for additional equipment to ease the burden of transportation and installation, given the increased size and scale of the materials. The more modern approach to design has led to the popularity of modular, geometric patterns. Composed of clean lines and simple formats, these patterns create an uncluttered aesthetic that aligns well with modern style. Many pavers and other outdoor living solutions are now designed in modular fashion to reduce installation time and simplify the process. This allows crews to maximize their time so they can take on more projects, and customers get to enjoy their spaces sooner. There are also

3D design and AR tools available to help during the design process and provide a more immersive view of the design plan. With these elevated design aesthetics comes the customer’s desire for more functionality in their outdoor living spaces. From the start of any project, contractors should think ahead and be prepared to incorporate elements like lighting, sound technology and shade structures that create a wellrounded space. Customers no longer use outdoor spaces solely for entertaining but are incorporating them into their day-to-day routines — so access to Wi-Fi and electrical outlets is critical. The integration of components within outdoor living products allows you to show customers a near-exact representation of their project, which can help cut down on revisions. Templated design approaches, like Belgard Rooms, also help map out the design of one or multiple outdoor living spaces. A final installation trend to keep in mind this year is utilizing wet polysand for jointing hardscapes. Solutions on the market today, like Techniseal’s NOCOSTORM, work under wet or dry conditions. This helps you avoid delays in paver installation, meaning you don’t have to factor in weather as a consideration. Should you encounter a rainy day, moisture won’t be an issue. Read more at greenindustrypros.com/21992705

Joe Raboine is resi-

Outdoor living has evolved significantly over the past two years, with homeowners now placing increased importance on their outdoor space.

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MANUFACTURER PROFILE

Z-SPRAY JUNIOR STAND-ON SPREADER SPRAYER FROM Z TURF EQUIPMENT

ncredibly versatile and easy to use, the Z-Spray Junior standon spreader sprayer nimbly navigates narrow residential properties yet is productive enough to tackle urban or municipal spaces. The zero-turn design easily maneuvers around trees, flowerbeds, and other obstacles. Powered by a 16HP Vanguard engine, the Z-Spray Junior can achieve speeds of up to 7 mph to get jobs done quicker.

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• Spread and spray at the same time for maximum productivity. • Stainless steel chassis and ceramic nozzle tips offer long-term durability. • The compact Z-Spray Junior 36 can fit through 36-inch residential gates. • Digital speedometer enables precise calibration of spray and spread systems. • 5-gallon fuel tank delivers long runtime between fill-ups. • Extended hose reel enables spot treatments in hard to access areas. • Easy to adjust spread and spray widths ensures precise material application. • Foot-operated switch enables precise application starts and stops.

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CONTR ACTOR PROFILE BY GIGI WOOD

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A QUARTER OF A CENTURY

OF NOT SWEATING THE DETAILS

Acme NLS, LLC

Do what you love, don’t sweat the little things.

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That’s been Scott Horoszewski’s motto as he’s run Acme NLS, LLC for the past 25 years. The company, based in Swanton, Ohio, performs mostly lawn maintenance work, design and installation, lawn care, snow and ice management and irrigation for residential and commercial clients. Horoszewski entered the green industry after high school. He was looking for a job and upon his uncle’s suggestion, joined a lawn care company. “I loved what I did, so I stuck with it,” he says. He decided to start a company of his own. Horoszewski enrolled in business classes and his wife bought him his first mower. “My boss let me use his other equipment on the weekends,” he says. “And off I went.” Horoszewski and his two employees strive to give the customer stunning results at fair prices, he says. His company’s mission is to “provide a

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breathtaking lawn and landscape for the customer to enjoy.” “We treat every property like it’s ours,” he says. That philosophy must be working, because Acme NLS earned the Green Industry Pro Hidden Gems award for three years in a row. The company continues to grow through word of mouth and Horoszewski plans to add more landscape work over the next few years. In another decade, he might consider retirement, he says. The company is also involved in supporting the community. “We like to give back to our local community by donating and sponsoring our kids’ futures,” he says.

Contractor Profile

Name of Business: Acme NLS, LLC Business Location: Swanton, Ohio Name of Owner: Scott Horoszewski Year Business was Founded: 1996 Number of Employees: Two full-time, one part-time

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eed to work with heavy materials in tight spaces? The Toro® Dingo® TX 1300 is the user-friendly workhorse you need to save time. It brings a new combination of power, reach and control to the Dingo lineup, making it easy to pick, place and dump loads all day long. Put materials right where you want them. The exclusive INTELESCOPE® loader arm with SmartLoad gives you an extra 26 inches of reach over other compact utility loaders. And the telescoped hinge-pin height of 109 inches means you can lift loads up and over the side of a dumpster or truck for maximum productivity. Let it do your heavy lifting. With a 37 hp Yanmar® Tier IV diesel engine and 1,300 lbs of rated operating capacity, the Dingo TX 1300 has the power and strength for your toughest landscaping and hardscaping jobs.

Level up your productivity with simple controls. The hydraulics and loader arm functions are integrated into one thumb-operated controller for maximum ease of use. You can operate the loader arm and auxiliary attachments with one hand and the patented Toro traction controls with the other. It’s easy enough for even your newest employees to master quickly. Switch out most attachments in under a minute. Connecting attachments is a breeze with the pressurerelieving quick coupler system. The Dingo TX 1300 is compatible with dozens of attachments, from buckets and forks to an auger or trencher head — giving you the versatility to tackle multiple jobs with a single machine. Contact your local Toro dealer for a closer look at the new Dingo TX 1300 and find out more at toro.com/dingo.

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MANUFACTURER PROFILE When you want to get more work done and digitally connect your office and the field, you’re looking for Arborgold Software.

Schedule a free product tour at www.arborgold.com/green

or over 25 years, Arborgold’s all-in-one business software has helped tree, lawn, and landscape companies build a better business by automating tasks, optimizing schedules, and connecting the office with the field real-time, resulting in increased profits and reduction in costs. Arborgold Software helps companies manage leads and customers, bid jobs, schedule work, track inventory, run supply chain, manage projects, and invoice customers from your computer or mobile device. And while some companies advertise their product to green industry companies, they deliver generic field service software. What makes Arborgold different is that we’ve dedicated 100% of our product development to serving Tree, Plant Health Care, Lawn, Landscape, and Snow Removal companies. When you’re looking for standard field service features such as scheduling, estimating, billing, and CRM, we’re right there with the best in class. Arborgold includes industry-specific features that lawn, tree, and landscape companies need to run their business including: • Client Tree and Plant Inventory management • Autoprice estimating, integrated digital landscape design, and unlimited lawn measurements • Advanced scheduling, routing, and emergency self-dispatch with GPS • Mobile direct and indirect time-tracking • Equipment, Material, Vendor, and Project Management Modules • Automated chemical and weather tracking • Centralized appointment calendar and full-featured client CRM • Renewals • Integrations with QuickBooks, Google, Twilio, LandscapeHub • Business intelligence and reporting

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COVER STORY BY JON MINNICK

DEMAND GOOD, Labor and

Supply Chains Continue to Falter Into

2022

©Pellinni – stock.adobe.com

eading into 2021, landscapers were optimistic. The industry worked hard in 2020 to become labeled “essential” and things started to look promising. Approaching the second half of 2021, it seemed like the economy and daily life would start to fall back into place. But then the variants started showing up — not just of COVID-19, but the Great Resignation and deeper supply chain issues — creating havoc throughout the end of the year. In a recent reader survey respondents were asked how they felt about the landscape industry overall going into 2022. “Positive on [the] demand for services,” says Andy Sykes, CLP, PCH, owner of Garrett Churchill in Willow Grove, Penn. “Supply chain issues are across the board with every industry, so that has become a common expectation. Labor continues to be a struggle with no end in sight.” While labor is a years’ long issue that will continue to be prevalent in 2022, lingering pandemic-related supply chain problems will widely affect everything

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from project materials to equipment availability. With individuals and companies ramping up work-fromhome purchases for safety precautions and remote offices, they ate up any pre-pandemic warehouse surpluses and overwhelmed manufacturers as factories closed with no workers, leading to toolsof-the-trade and supplies shortages across many industries. Additionally, green professionals will need to deal with inflation costs in a way that allows them to keep their business going and growing but doesn’t alienate much of their clients in the process. The good news is the pandemic is causing homeowners and commercial companies to rethink their yards and campuses. Homeowners see their outdoor space as a new sanctuary that gets them out of the house and are willing to use professionals for maintenance and major upgrades. As commercial properties rethink the indoor office space, they’re also turning some attention on the outdoor campus.

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To get a sense of what the industry looks like as it mows into 2022, we reached out to experts in the industry to get their perspective of what is happening now. You can also get more reader insights about 2022 on page 42. Q. What is your assessment of the landscaping industry heading into 2022? What are you optimistic about? What will be some of the big challenges? Britt Wood, CEO, National Association of Landscape Professionals (NALP): Landscape and lawn care companies have weathered and, in most cases, thrived through the immense challenges of the last few years. We are optimistic that the demand for our industry’s services will continue to be strong for both commercial and residential

services in 2022. But, pressures from continuing supply chain issues and low unemployment will be challenging in the coming year. However, we continue to work to increase the number of seasonal workers allowed through the H-2B program and have reason to be optimistic that we will have a larger supplemental pool of H-2B visas this year and earlier in the season. Kris Kiser, CEO and president, Outdoor Power Equipment Institute (OPEI): The industry is moving into 2022 with a real head of steam. Coming off of COVID-19, the industry saw an uptick as homeowners reconnected to the outdoors and recognized their living landscape as a safe space. That certainly translated into investments in their landscapes, hardscapes and pools. We think that reconnection is real, and looking at market sales, we think it’s here to stay. But an increase in business, combined with ongoing supply chain impacts from the pandemic, mean contractors are facing challenges in availability of labor as well as reliable materials availability — including engine product, hardscape supplies and parts. Harold Redman, SVP, president of Turf & Consumer Products Group, Briggs & Stratton: The overall health of the landscape industry remains encouraging. I’m optimistic that the market for commercial cutting and landscaper services will continue to grow as residential homeowners and commercial businesses continue to see the value of the services provided. I’m also optimistic that some of the challenges we’ve been experiencing for the past two years will start to correct and show improvement for the latter half of 2022 and beyond. From a market perspective, one factor that drives industry growth is the continued strength of the housing market. More people purchasing and owning homes with

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yards creates great opportunities for landscapers, as a healthy percentage of these homeowners turn to professionals for major landscaping jobs or routine mowing and maintenance. Joe Raboine, director of residential hardscapes, Belgard: Outdoor living has continued trending upward in 2021, and we expect that to be the case in the new year — ask any contractor, and they are likely booked well into 2022. Homeowners have shifted their thinking about outdoor living in general, prioritizing it to take advantage of health and well-being benefits of spending time outside. People are understanding these spaces are a respite from the craziness of the world, and if our profession can recognize this trend, we will create spaces that are great not just for entertaining, but that foster nurturing and relaxation. I think the biggest challenges are labor and supply chain issues. The industry has had difficulty attracting qualified workers over the past few years, which may get more difficult in the current job market. The supply chain issues are predicted to continue, but outdoor living professionals can stay ahead of the curve by communicating with clients up front about expectations and product availability. Brant Kukuk, compact equipment product manager, Ditch Witch: The landscape industry is in a positive place. Demand for new projects has been very strong for many landscapers over the past year and that trend looks to continue into 2022. Manufacturers are seeing orders for machines continually grow, suggesting that landscapers are profitable, busy and looking to expand their operations. As many landscapers deal with the ramifications of the labor shortage, they are increasingly looking for more powerful, versatile machines that can support smaller crew sizes. Sean McCormick, CEO and Jay Worth, marketing manager, SingleOps: Heading into 2022, the industry is still in a very strong position. Outside investment in the industry continues to climb, and consumers continue to demand

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COVER STORY new ways to serve and deliver on our services. We’re optimistic that key landscaping solutions. these trends will continue, and that our industry will continue to Q. How has the pandemic strengthen its position in affected the the economy at large. industry in 2021? There are apparent Belgard: Being indoors issues like supply-chain for most of 2020 and snags, labor shortage, into 2021 has shifted etc. The challenges don’t the focus of outdoor lie in those problems living from entertaining themselves. The main to functionality — challenges for our and brought a need for industry will be our ability connecting with the outdoors to approach these challenges with and each other to the forefront. It’s a truly creative mindset and thrive in important for industry professionals to the face of these issues. If we can’t come understand how expectations and needs up with holistic solutions for staffing have changed so they can be ready to and supply, we’ll really be in dire straits. accommodate the customer. Notably, Joe Haynes, president, Little Beaver: spending on home renovations increased The last two years have shown record by 15% this year according to Houzz. growth in the landscape market. As NALP: Industry companies more people were stuck at home for rebounded quickly from extended periods of time, they tried to the initial uncertainty create their own escape in their home, and restrictions of the making it a retreat in the time of lock pandemic. 2020 was a year downs. Contractors and supplies quickly of uncertainty, especially became backlogged so we feel there in the spring as companies will be plenty of work to carry over into figured out how to work through 2022. Inflation is certainly going to be a the pandemic. But by 2021, industry challenge, as will getting the equipment companies were in a groove, having and supplies needed to complete these adjusted their operations and the projects. But we believe there is plenty of demand for landscape and lawn care opportunity for anyone poised to act. services was very high. High demand Stephen Chen, CEO, URSrobot: At its plus pandemic-related supply-chain core, the landscape industry is a service and workforce business. We shortages created cater to the How readers predict their needs of people 2022 revenue outcome vs 2021: opportunities but also brought and nature, challenges for which is an 52% UP company owners ongoing need, to find a way to with technology meet the demand and knowledge. % 08 Down with more limited We are very resources. optimistic Briggs & about the pivots 40% About the Same Stratton: There that create have been labor opportunities. shortages on the Clean energy, contractor side that have limited the robotics and business models are true growth potential of many landscape changing to overcome challenges and businesses. The industry was facing a ultimately strengthen our industry. worker shortage prior to the pandemic, Education and collaboration will due to a variety of factors, including bind our community, leading to

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challenges getting enough H-2B visas. The pandemic further limited the overall available labor and challenged contractors to find new ways to maintain and grow their businesses. Because of the people shortages, many landscapers also began paying higher wages to their work crews to retain employees and to attract new labor. Those increases are passed onto the customers. Q. Have the challenges of the pandemic created any business opportunities for landscape contractors? If so, what are those opportunities? OPEI: Landscapers have really been working with homeowners to tailor their outdoor spaces as a true extension of their home. Those spaces have needed to become classrooms, offices, play spaces, campgrounds — sometimes all at once — as “backyarding” become more and more common. Landscapers have helped homeowners customize those spaces to be purposeful for their customers. SingleOps: Savvy landscapers did a few things very well and came out ahead over the last two years. One, they positioned themselves to deliver an exceptional experience that was different from the traditional landscape sales process. Companies that embraced digital solutions for estimating and proposing work benefited greatly here. The second thing smart companies have done was to ramp up their marketing efforts. The tea leaves are indicating that the economy will return to pre-pandemic spending levels for our industry in the near future, and those that took advantage of massive demand to fine-tune their messaging efforts will come out on the other side of the pandemic in an extremely strong position. Q. If someone was considering working for the landscape industry, what advice would you give that person? Briggs & Stratton: Focusing on a few key high-level questions often creates

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MANUFACTURER PROFILE

EXMARK VERTEX S-SERIES STAND-ON MOWER

he all-new Exmark Vertex S-Series stand-on zero-turn mower gives landscape professionals the productivity, versatility, and ease of use they can rely on to perform every day. It is available with a choice of 48-, 52-, or 60-inch

UltraCut Series 4 cutting decks, with single-point deck lift for easy, tools-free cut height changes. The rod-style floating deck offers easy rake adjustment, with anti-scalp rollers for consistent quality of cut. The ergonomic control panel places vital controls close for easy operation, while the open operator platform delivers all-day comfort. Vertex S-Series models are designed for reduced maintenance, with no in-season grease points, a single belt drive system and tools-free access to hydro drive components. A choice of carbureted Kawasaki, or EFI Kohler commercial engines power Exmark’s proven hydro drive system to deliver ground speeds of up to 8.5mph.

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COVER STORY the right template for success. What is the opportunity with the target customers in a location or region? What services could you provide that attract the greatest number of customers, or provide the most attractive profits? What investment is required in equipment, resources, and people? How do you differentiate your business and services from the competition? Do you have a

solid financial model for launching your business plan along with the ability to measure your progress and success? What variables within the business can you control or not control that may have a significant impact? Are there incentives to assist you in starting a business? NALP: The industry has such a wide variety of positions available that it is an excellent fit for people who love nature

Is the struggling labor market an issue for your company? 39%

Yes, I can’t find enough help to meet today’s demands

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Yes, I can’t find enough help to grow my business

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No, I have more applicants than open positions

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Q. What product trends do you expect to continue in 2022? OPEI: Landscapers can certainly

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and the outdoors, have an entrepreneurial spirit, want to solve business or operational challenges, love design or love sales or finance. We continue to promote industry careers through our workforce development programs, our National Collegiate Landscape Competition and Career Fair and our marketing outreach. People who are curious about careers in the industry should visit www. landscapeindustrycareers.org to learn about the various career paths and peruse the job board to find positions available across the country.

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expect continued evolution in battery/electric equipment. Larger and larger pieces of equipment with more significant runtime are entering the market, mirroring what we saw on the consumer side. We’re seeing more commercial-grade handheld equipment transition, as well as on the wheeled goods side, including commercial walk-behinds and heaviergrade consumer units. Manufacturers are also introducing new product on the engine side, improving fuel efficiency and emissions, including fuel injection increased use of propane. Read everyone’s full responses at greenindustrypros. com/21993387

In December 2021, readers were asked “How do you feel about the landscape industry overall going into 2022?” Here is a sampling of their comments. “Due to the high demand for services in the landscape industry, the opportunity to grow in 2022 is a very real possibility, provided we can hire and/or train enough technicians and office staff to maintain the high quality of services we’re known for.” – Melissa Wolf, Virginia “Excited... with more people working out of their homes, they will spend more time and money beautifying their surroundings.” – Kent Bowman, Arkansas “If labor shortages shrink, there will be a lot of work to be had. Doing more with less help and working smarter, not harder has got to be

everyone’s focus.” – Ray Van Goethem, Michigan “The industry is more challenging than ever. Supply shortages, erratic weather and labor shortages coupled with high demand will surly make 2022 one of the most difficult years to date.” – John Wood, Idaho “The landscape industry for 2022 appears promising and full of new opportunities. I have been in this field for over 20 years and every year has allowed me to continue furthering my knowledge, skills and passion for landscaping.” – Kris Kahler, Ohio

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MANUFACTURER PROFILE

GRASSHOPPER 337G5 SERIES

ZERO-TURN MIDMOUNT™ MOWERS

he Grasshopper Model 337G5 zero-turn MidMount™ mower is powered by a 993 cc Vanguard V-twin EFI engine. This model is equipped with Hydro-Gear ZT 5400 transmissions that deliver smooth response. These heavy-duty transmissions feature large, 1-3/8-inch axles for handling side loads. Available with either 61- or 72-inch DuraMax® cutting decks, the 337G5 makes quick work of large acreage areas. The Premier Suspension Seat adjusts to the operator’s weight and size. Covered in a breathable Cordora® fabric, the seat adjusts fore and aft with adjustable armrests and backrests with customizable lumbar support. Isomounted footrests and operator station coupled with MultiPoint Suspension™ absorbs and reduces vibration to deliver a smoother ride. QuikAjust Tilt™ dual steering levers adjust 9 inches to fit the reach of larger and smaller operators. The 13-gallon, single-fill gas tank sets under the operator’s seat for a lower center of gravity. Large 26 x 12-12 turf tires cushion the ride. DuraMax® cutting decks, designed from the blades up, deliver a crisp and clean cut. The extra-deep, 5.5-inch design and specially engineered cutting chambers combine to create an enhanced airflow to disperse clippings in a wide pattern. Robotically-welded decks, with heavy-gauge, formed U.S. steel, are stronger than stamped steel decks. The front of the deck incorporates an anvil-edge design that is 74 times stronger than a strip of steel added to the leading edge. Massive 8-inch spindle flanges anchored in a 6-bolt pattern are mounted to a double laminate spindle plane nearly one-inch thick in stress zones. MARBAIN® steel 1/4-inch-thick blades hold their edge longer. The 300G Series line of MidMount™ mowers include four models with choices of Vanguard or Kohler Command Pro EFI engines and cutting widths of 52-, 61- and 72-inches. For complete information about the 337G5 and other 300G Series MidMount™ mowers, visit www.grasshoppermower.com/mowers/midmount-300g/

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Durability isn’t some add-on feature. It’s something that’s built-in from the beginning—in your mower and your game. With USA-grade reinforced steel and components engineered and tested to perform at every turn, it’s Grasshopper you trust when every day is #MowDay. For more, visit GrasshopperMower.com.

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PROJECT PROFILE BY HANNAH GOOCH

DESIGNING WITH LOCAL Plants Brings Home a Win for Colorado LANDSCAPING FIRM

he Associated Landscape Contractors’ 2021 ELITE Gold Award for Residential Plant Design went to Tree of Life Landscapes’ well-deserving Lince Rossa project in Colorado. So, what set Tree of Life Landscapes’ design apart from the competition? The Lince Rossa project’s landscape designer, Johnny Moore, shares his experience working on the project.

Tree of Life Landscapes has made its mark by using perennials in landscape designs. These robust plants are able to weather the Colorado climate while borrowing the colors and feel of the natural setting. “I think perennial-driven design is becoming a thing a lot of people are doing now, but I think it’s something that’s still not really well known,” Moore says. “Not a lot of designers are really specializing in that.” For the Lince Rossa project, the Boulder, Colo.-based residence sat on a hilltop where the land was subject to dramatic extremes between incredibly hot and frigidly cold or windy weather. “The plants had to be able to tolerate some real extremes,” Moore says. “With those kinds of stressful factors and constraints, it caused the plant palette to become really unique.” Mixed in with the perennial wildflowers were shrubs and trees that were equally as hardy to survive the Colorado climate. Moore takes pride in

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Brooke Forwood Photo

The Power of Perennials

the colorful combination of the plants and the distinctive aesthetic created when using perennials in designs.

Nature’s Touch

As with any residential landscape design, the customer’s vision is the driving force behind the design concept. The Lince Rossa project was no exception, Moore says. “The client’s greatest overall vision was to reduce the sod and to add perennials,” he says. “A couple of other factors were to create something that was low maintenance, as well as being friendly and beneficial to wildlife and pollinators.” The property backs up to a large, open space surrounded by fields and

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other natural areas. The client did not want to stray from the natural feel with the landscape design. “Creating an environment in her front yard that was going to be welcoming and kind of an extension of that wildlife and climate was a big factor,” Moore says of the design process. “I’m always looking to create an aesthetically and environmentally pleasing place with the design, where it’s beautiful, not just to the client, but also to the world around it.” The client received a National Wildlife Federation certification for her natural landscape. This certification is awarded to residential yards where wildlife is able to rear young, pollinate or otherwise thrive.

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WORLD’S LARGEST SUPPLIER OF OUTDOOR POWER EQUIPMENT PARTS

elebrating its 65th anniversary in 2022, Rotary offers over 9,500 guaranteed quality outdoor power equipment parts for mowers, trimmers, chain saws, brush cutters, pressure washers, snow blowers, garden tillers and much more.

Copperhead Mower Blades Rotary manufactures approximately 12 million mower and edger blades annually at its state-of-the-art facility in Georgia including heavy duty blades, professionalgrade mulching blades, flat blades, high and low-lift blades plus edger and de-thatcher blades. Engineered to perform better, last longer and cut with powerful force, Copperhead blades from Rotary are available for most any model and feature: • Premium-grade American steel, heated treated and tempered for uniform hardness. • Precision formed, balanced and sharpened to ensure a cleaner, finer cut with less vibration. • Superior cutting efficiency and extended blade life. • ISO compliance for quality and superior craftsmanship.

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Filters engineered for maximum protection and performance Rotary has all types of commercial-strength air, fuel and oil filters for mowers and small engines, professionally-designed to protect equipment under extreme operating conditions while ensuring maximum efficiency and peak performance. Rotary air filters improve airflow, horsepower and overall engine performance. Oil filters feature a special blend of fibers and resin that create a filter media with exceptional dirttrapping capacity for maximum protection. A full line of premium-quality filters are manufactured at Rotary’s world headquarters in Georgia.

Copperhead Trimmer Line Nothing cuts like Copperhead vortex line from Rotary. The choice of landscape pros, vortex trimmer line features a twisted aerodynamic design that produces more cutting power at impact – with less drag and reduced vibration. This best-seller has superior tensile strength, excellent wear resistance and requires less operating power for improved performance in hot, cold, dry or wet conditions. Made at Rotary facilities in Arizona and Georgia, Copperhead trimmer line is also available in diamond-cut, quad-tex and premium-quad varieties.

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oto

Keeping Up Appearances

Upon completing the Lince Rossa project, Moore spent time fostering the relationship Tree of Life wo od Landscapes has with the Ph oto client. Moore and his team take the time to check up on the current state of the garden and replace plants or do maintenance as needed. “I’ll still go out there two or three times a year and walk our garden with her to talk about what’s doing really well or what areas might need a little more attention,” Moore says. “My favorite part of the project was the day that we r Fo

so we did scale down and scale back the plants a little bit to fit the budget.”

e ok

and some availability shortages.” To overcome these challenges, Moore’s team substituted known hearty plants under a one-year warranty and replaced them as needed. Budget constraints also changed design plans for Moore’s team. “We ended up scaling back the density of the plantings just due to budget,” Moore says. “We like to plant pretty densely because of long-term maintenance. The client had approximately 5,000 square feet of what we or planted. That’s just F e ok a lot of space to cover, Bro

Bro

Between the climate, supply shortages and the location of the landscape, the Lince Rossa project did come with its setbacks. The client specifically sought professional help because she had had a 50% survival rate of plants in the past. “Our client basically said ‘good luck’,” Moore recalls. “Fortunately, we did a lot better than a 50% survival of all our plants, but we did have some challenges. Some of that was due to sourcing limitations when we were installing

Challenges Accepted

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32 GREEN INDUSTRY PROS

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highlight the identity of the region. “If you were to be dropped in any city in North America, and you stood on a street corner and looked at the landscape, would you know where you were? The odds are that you might not know because they all look similar,” Moore explains. “Everybody is trying to create the same look, but their designs should instead be reflective of the regional environment and plants which make that the place people want to live.”

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Moore’s humble appreciation of the Lince Rossa project’s win showcased how deserving Tree of Life Landscapes’ work was of the ELITE Gold Award. For other professionals looking to join Tree of Life Landscapes in the ELITE ranks, Moore suggests “crafting a thoughtful perennial design.”

“The more time you spend getting to know plants—how they’re going to live throughout the year, what their cycles are, how they can fit together texturally, their bloom times and their colors—the richer and greater depth your plant design is going to have,” Moore says. In addition, Moore is an advocate for planting in accordance with your region. Using local plants and resources can create beautiful landscapes that are meant wo od to thrive in Ph oto specific climates and Bro

ell

finished planting. There’s a reason behind why we put all these plants here, but you can’t see it on day one. Going back throughout the past several years and seeing that garden come to full maturity, that was my favorite part about it.”

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GREEN INDUSTRY PROS 33

2/3/22 11:22 AM

BUSINESS MANAGEMENT BY BRYCE GILL

MANAGE YOUR BUSINESS WITH BUSINESS MANAGEMENT MOBILE APPS

There are several apps available to you with many features and benefits designed to help run and manage a more efficient work experience.

34 GREEN INDUSTRY PROS

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The functionality doesn’t stop there. Many mobile apps are designed to manage finances and fleet management. Digital payroll capabilities keep your crews happy and online fleet management helps you track maintenance for your equipment. Some functions keep you up to date with industry news. For instance, if you live in California, then you should know

place to ensure consistency in processes and to eliminate timely admin work.”

Some app functions help connect the office to the worksite, such as billing and invoicing functionality, customer service support and branding through social media. Many apps allow you to generate invoices and purchase orders. Seeing those transactions in real-time makes for an easy, more efficient process, not only for you but for your clients, as well. During your downtime, whether you’re in the office or on the go, apps like Google My Business allow you to answer client’s questions and reviews to encourage a better customer experience. Any good reviews of your service can potentially lead to new clients and projects. To reach new clients, you will have to expand your brand awareness. Get on social media and promote. Platforms like TikTok, Facebook, Twitter and Instagram are used more and more as networking platforms, much like LinkedIn. This way, you can reach your targeted audiences and provide the services they need.

JANUARY/FEBRUARY 2022

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Jobber

Your Dollar’s Worth

Jobber’s calendar function helps keep tasks and projects organized and communicates to crew members who needs to do what, when.

Jobber

ccording to a report published on Statista.com, there were more than 200 billion mobile app downloads throughout the year 2020. What does this mean for your business? If you’re not using mobile apps already, it’s time to start. There are several apps available to help your lawncare business run more efficiently with features designed to improve payroll, office-to-field communications and client relationships. For example, some apps keep you informed of weather events that could impact planning for your crews, while hardscape apps allow you to preview your landscape and hardscape options before working on a jobsite. Calculator apps offer time, materials and expense calculations. The list doesn’t stop there, but knowing what is available is essential for the growth and development of your business. “Before Jobber, many of our customers relied solely on pen and paper to keep track of everything,” says Moly Milosovic, head of community at Jobber. “They realized they needed a solution to help save them time and improve customer experience. It’s nearly impossible for businesses to scale without having foundational software in

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Jobber

that the sale of equipment powered by small off-road engines will be regulated by 2024 to reduce emissions (see related story, page 36). But there are also virtual design apps that help decide what work should be done and how it’ll look. That leaves room for very few surprises, assuring your client they are getting their money’s worth with your services.

Does it Help?

For starters, any time you spend working in the field is more money for your business. When you’re spending time in the office trying to manage paperwork, that’s time you could be spending contracting another project. Mobile apps better streamline the process of payments, financing, payroll, connecting with clients and field-tooffice communications. To top it off, many apps are cloud-based, securely storing client information and payments. “Jobber manages your customer’s full life cycle — from tracking leads and sending quotes to scheduling crews, dispatching jobs, invoicing customers and accepting payments in-person or online,” Milosovic says. “It can be extremely annoying to have to hop from app to app throughout the day. When this happens, data can get lost, and there can be inconsistencies in job information.” Adding business management apps and functionality to your daily routine can help increase revenue while saving time and money. Through these apps, you can communicate with your crews and clients and have access to their files and data. With functions such as design layout, you can view what your clients are seeing on the site and what they may need that was not initially in the conversation. That is your opportunity to suggest add-ons. “Quote totals automatically increase as customers accept your recommended add-ons, boosting your revenue by an average of 35%. In addition, service providers who added images to quotes saw nearly two times more revenue than those who didn’t use images,” Milosovic continues.

Everybody’s Doing It

Your competitors may already be growing their businesses with these apps, and yes, that includes social media. According to Business of Apps, as of 2020: • TikTok: 850 million downloads • WhatsApp: 600 million downloads • Facebook: 540 million downloads • Instagram: 503 million downloads A survey by AppAnnie estimates that annual mobile app downloads will reach 258 billion by the end of this year. So once you have the apps, how often should you be connecting with your clients and targeted audience? Recent surveys and mobile app use statistics show that 51% of mobile apps users check apps up to 10 times a day. About 25% of users check their apps between 11-20 times per day, while 2% admit to opening apps over 100 times in

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GIP0122_34-35_BusinessManagement.indd 35

a single day, according to The Manifest. Most social media experts suggest businesses should post three times a week. Not everyone can take on that workload, though. If you feel too busy to post that often, set a reminder to post once a month or even once a quarter. Customers often check business social media channels to see if that company is still open and operational before calling. Milosovic says, “On-the-go green industry professionals need a mobile app that is easy to use, and easy for their teams to adopt.”

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GREEN INDUSTRY PROS 35

2/3/22 11:01 AM

PRODUCT TRENDS BY RYAN WHISNER, SARA JENSEN

CALIFORNIA INKS LAW BANNING SALE OF NEW GAS-POWERED ENGINES BY 2024

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Supporters of the bill argue that small off-road engines create as much pollution in California as passenger vehicles. Per the text of the new bill, California exceeds U.S. Environmental Protection Agency (EPA) and state standards for ozone in many parts of the state. The bill states that in 2020, daily oxides of nitrogen (NOx) levels emitted by SORE averaged 16.8 tons per day and 125 tons per day for reactive organic gases (ROG), both of which contribute to the formation of ozone. There are more than 16.7 million of these small engines in California, about 3 million more than the number of passenger cars on the road, the Associated Press reported. State officials have suggested that the operation

JANUARY/FEBRUARY 2022

of a gas-powered leaf blower for one hour emits the equivalent pollution of driving a car from Los Angeles to Denver or about 1,100 miles. Because regulations for SORE have not been as stringent as those for other engine types — such as heavier duty engines used in trucks or large construction equipment — the state felt it was time to evaluate smaller engines, as well. In addition, there are many zero-emission options, such as battery-powered equipment, now available on the market. And the options continue to expand as more manufacturers continue development for gas- and diesel-powered alternatives. In September, an executive order from the governor’s office directed the

California lawmakers contend that use of a gasoline-powered blower for one hour is equivalent in pollution to a car driving from Los Angeles to Denver or approximately 1,100 miles.

STIHL

n Oct. 9, California Gov. Gavin Newsom signed a law that will effectively ban the sale of gaspowered small off-road engines (SORE) — spark-ignited engines rated at or below 25 horsepower (19 kW) — many of which are used in lawn and garden equipment such as mowers, as well as logging equipment, commercial utility equipment and specialty vehicles. The bill, AB1346, authored by Assemblyman Marc Berman, directs the California Air Resources Board (CARB) to ban the sale of new small offroad engines used in equipment, which includes generators, lawn equipment and other small off-road engine equipment. Regulations are to be in place by Jan. 1, 2024, or as soon as regulators determine what is “feasible,” whichever date is later. According to the text of the bill, by July 1, 2022, the state board is to “adopt cost-effective and technologically feasible regulations to prohibit engine exhaust and evaporative emissions from new small off-road engines.” The state board will also be required to make funding available for commercial rebates or other similar funding to support the transition to zero-emissions options. Currently, the state budget includes $30 million to offer a rebate for people, particularly professional landscapers, to transition from gas-powered equipment to zero-emission equipment. The new bill is intended to be part of California’s strategy to reduce pollution.

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2/3/22 12:25 PM

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PRODUCT TRENDS Many small off-road engines are used in mowers and other lawn and garden equipment.

Exmark Manufacturing

Industry reaction to the new regulation

Despite the inclusion of rebates in the bill, those within the landscaping industry question if that will be sufficient to address the number of small businesses impacted by the regulations. According to the Los Angeles Times, Andrew Bray, vice president of government relations for the National Association of Landscape Professionals (NALP), says the zero-emission commercial-grade equipment landscapers use is also prohibitively expensive and less efficient than the existing gas-powered lawn mowers, leaf blowers and other small machinery. For example, a gaspowered commercial riding lawn mower costs $7,000 to $11,000, but its zero-emission equivalent costs more than twice that amount, he says. Additionally, he cited the cost of the batteries themselves. Bray says a threeperson landscaping crew will need to carry 30-40 fully charged batteries

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to power its equipment during a full day’s work. “These companies are going to have to completely retrofit their entire workshops to be able to handle this massive change in voltage so they’re going to Electric powered equipment from companies such as Mean be charged every Green Mowers is becoming more available. day,” Bray says. equipment in their fleet. For instance, if Over the past few years, the batterya contractor finds themselves providing powered outdoor power equipment heavy leaf cleanup services in the fall, (OPE) market within the landscaping a gasoline-powered backpack blower industry has grown significantly would certainly be the tool of choice to and will at least match the gasoline get the job done quickly and efficiently. market in the not-too-distant future. STIHL, Husqvarna, Toro, Still, many pros view this product Milwaukee Tool, EGO, Briggs & category skeptically, as they do Stratton, Greenworks and several most new technologies and overall others are among those pushing approaches to doing business. They into or active in the battery-powered have questions, and do not want to market at both the handheld outdoor find out that the answers don’t suit equipment level and beyond. them in the middle of the season. “Simply put, battery-powered While many battery-powered tools are tools are the future of our industry,” comparable in power and performance one marketing manager recently to their gasoline counterparts, told Green Industry Pros. landscapers find that there could still very well be a need for gasoline

JANUARY/FEBRUARY 2022

Mean Green Mowers

state board “to implement strategies to achieve 100% zero emissions from offroad equipment in California by 2035, where feasible and cost-effective,” as stated in the text of bill AB1346. To do, SORE must also be included.

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NEW PRODUCTS Pellenc Cultivion Soil Cultivator The Pellenc America Cultivion soil cultivator works six times faster than manual hoeing for cultivation, weeding or soil aeration. • Up to 885 strokes/minute • Good work speed and quality • Can work the soil at the start of the new season • Hoeing once is the equivalent of watering twice • A full day’s work on a single charge Read more. greenindustrypros.com/21821505

Bobcat TL619 Telehandler Used for landscaping, snow removal and many other applications, the Bobcat TL619 telehandler has a load capacity of 5,500 pounds and a lift height of 19 feet for productivity with every lift cycle. • ECO mode allows operator to maintain hydraulic performance without using engine’s full power • Smooth Drive mode is for maneuvering with mild acceleration and deceleration while carrying loads • Dynamic Drive mode increases responsiveness of the telehandlers’ acceleration and deceleration for traveling between tasks • Flex Drive mode allows operator to manage engine speed independently from travel speed

Ditch Witch’s RT70 Ride-On Trencher Designed to improve utility and fiber installations on tough jobsites, the RT70 comes with features to increase operator comfort and visibility and is equipped with a 72-horsepower Yanmar Tier 4 Stage V compliant diesel engine. • 73-inch wide narrow footprint • Ergonomically-designed, open layout with a 90-degree swivel seat, more leg room and intuitive controls • Enhanced visibility, patented cooling fan • Patented cooling fan to reduce the temperature of the operator station • Modular design, allowing for use of tires or tracks • With different attachments, plus a variety of optional add-ons, operators can endlessly reconfigure their machine throughout its lifecycle to customize it for specific jobsite needs • Rubber-tire trencher can handle heavy-duty jobs and still easily maneuver around tight jobsites, corners and cul-de-sacs Read more. greenindustrypros.com/21722907

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John Deere Launches Upscale Version of UTVs The XUV835R and XUV865R Signature Edition vehicles include a climate-controlled cab, easier shifting with an integrated park brake, fourwheel drive and differential lock. Signature Edition Gator Utility Vehicles come standard with the following: • Leather seats and grab handles • Touchscreen infotainment with smartphone integration, rear-facing camera, Bluetooth, AM/FM and SiriusXM satellite radio • Seven-speaker sound system

Mulch Mate Snow Mate Snow Plow Mulch Mate introduces its Snow Mate snow plow made from 3/8-inch thick UHMW plastic and steel for maximum durability and strength. • 36 inches wide • Angles 30 degrees in either direction for maneuverability • Attaches to mower with 2-inch hitch receiver • Standard steel blade edge can be replaced with an optional poly blade for delicate surfaces • Add the optional LED light kit to plow in any condition

Read more. greenindustrypros.com/21993543

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Read more. greenindustrypros.com/21927745

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GREEN INDUSTRY PROS 39

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EQUIPMENT IN FOCUS BY CURT BENNINK

mo thi Dr tur op W loa an pe op

KIOTI Tractor

Ar Al

BIG POWER IN SMALL SPACES: COMPACT WHEEL LOADERS VS. SKID-STEERS

ompact wheel loaders often take a back seat to skidsteer loaders, even though a compact wheel loader can be more productive in specific applications. “Compact wheel loaders are not as common on North American jobsites,” says John Dotto, product application and training specialist, Wacker Neuson. “It’s quite typical for a contractor to turn to what they know, and that is usually a skid steer. However, compact wheel loaders can be a great complement or alternative to a skid-steer loader. The benefits include excellent visibility, improved tire wear and fuel economy, travel speed and overall operator comfort. There are also a few drawbacks to consider such as cab height, operating weight and transport capabilities. The versatility you get with a wheel loader is important to consider.” Operation is relatively simple. “The learning curve for new operators gives the advantage to a wheel loader over a skid steer,” says Dotto. “If you have a lot of turnover and find yourself training new operators frequently, you might benefit from putting small wheel loaders into the fleet.” With some compact wheel loaders, simplicity of operation is a design goal, since these are often rental machines. “Recognizing that the operator market is tight and often new operators are given the smaller, less complicated loaders

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to start on, simple controls give new operators a level of comfort and allow seasoned operators to focus on the task at hand quickly and efficiently,” says Sam Shelton, marketing manager, Hitachi Construction Wheel Loaders America. “Hitachi wheel loaders are very intuitive and therefore offer a very simple operator environment,” she adds. “Operators can get right in and get comfortable operating the machine and not worry about confusing or complicated controls.” The definition of what constitutes a compact wheel loader varies by manufacturer, but typically machines with less than 125 horsepower fall into this category. What really sets these loaders apart from their main rivals, the skid-steer and compact track loader, are a higher-rated operating load capacity, significantly higher travel speed, superior lift and reach, longer wheelbase and improved fuel efficiency. “Compact articulated wheel loaders work well on hard surfaces due to lower tire wear, because of the nature of the steering mechanics,” says Dotto. “They also burn less fuel than a comparable skid steer. Between tires and fuel, your net result is a lower daily operating cost.” Speed is also an important benefit when working on sites with a lot of ground footage. For instance, Hitachi’s ZW80 is capable of speeds up to 21.1 miles per hour. “When you are going a longer distance down the road and are in rabbit

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Th uti mi all tra ma loa to spa “ sam art ing “A fra ste fro tio var ste ov sta is n ma ful “ art tag com ins Sch Me ste rad ou ne cia O art ing Fo

Articulated vs. All-wheel Steer

The majority of compact wheel loaders utilize an articulation joint in the middle of the machine. Articulation allows the rear tires to follow the same track path as the front tires for greater maneuverability and control of the loader. This enables articulated loaders to excel in indoor applications, narrow spaces and on sensitive terrain. “All-wheel-steer loaders have the same loading and cab concept as an articulated machine, but the steering concept is different,” Dotto notes. “An all-wheel-steer machine has a rigid frame where the front and rear tires steer in one of three possible modes: front wheel, all wheel and crab. In addition to the versatility provided by the various steering modes, an all-wheelsteer machine has one major advantage over an articulated machine, and that is stability. Because the center of gravity is not affected by the steering of the machine, there is no need to calculate full-turn and straight tipping loads.” “When it comes to mobility, the articulated loader offers a key advantage over the four-wheel-steer units — a compact turning radius with the bucket inside the turning radius,” says Philipp Schwartz, wheel loader product manager, Mecalac. “Though the four-wheelsteer unit still offers a tight turning radius, the fact that the attachment is outside the turning radius increases the need for caution on the jobsite, especially on narrow urban projects.” Other wheel loader models combine articulation and all-wheel steering for maximum maneuverability. For instance, John Deere provides

Articulation Plus on its 224L, 324L and 344L compact loaders. This feature combines 30 degrees of articulation plus an additional 10 degrees of rear-wheel steer. By reducing the articulation angle, the design allows tighter turns that are more stable. In addition to steering, there are fixed frame models over those with axle or frame articulation or oscillation. “Axle oscillation vs. a fixed frame allows for easy navigation over rough or uneven terrain, keeping the operator safe and comfortable while providing better load retention,” Shelton explains. There are many different configurations available. “Venieri offers a rear articulating axle with fixed central articulation for better stability and maneuverability,” says Eva Erixon, co-founder and president, Ranko Equipment. This emulates the design of larger machines.

Telescoping Booms Several manufacturers now offer compact wheel loaders with telescopic booms. “The advantage of the telescopic loader is obviously a longer reach,” says Schwartz. Erixon adds that the telescopic boom provides multi-function capability, resulting in a “Swiss Army knife” solution. “They address the challenge of how to get maximum lift and dump height in the smallest footprint along with the most maneuverability,” says Dotto. First and foremost: read the operator’s manual and understand the capacity of the machine. “When you fully extend a telescopic wheel loader, you’ve changed the tipping point and center of gravity. Extreme care should be taken.”

Consider Attachment Compatibility

Most compact wheel loaders are available with a skid-steer attachment plate that allows a wide range of skidsteer attachments to be utilized. “The universal hydraulic attachment plate enables the operator to quickly switch attachments without leaving

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the operator’s station,” says Dotto. Compact wheel loaders can typically handle hydraulic attachments that require flows of 15-33 gallons per minute. Some compact wheel loaders feature auxiliary circuit control with a high-flow function. When it comes to unique configurations, Kubota even offers the ability to install a backhoe on its R430 loader that provides up to 9 feet of digging depth for trenching projects. Venieri also offers compact loaders with backhoe-loader attachments. “Venieri offers solutions through the multi-functionality of their backhoe-loader,” says Erixon. KIOTI entered the compact market a year ago and recently released its new line of grapple attachments, including several compact models. Each grapple is made with AR400 steel teeth, so contractors can grasp, lift and move debris easily. Compact grapple widths range from 48-60 inches and jaw openings between 30-33 inches with quick attachment capability to take on a variety of tasks. There are too many features and options to cover every compact wheel loader available. That is why you need to carefully research your options to find the perfect fit. Read more at greenindustrypros.com/21940602

Hitachi

mode, it’s impressive just how fast this Hitachi loader goes,” says Dustin Drost, Drost Landscape. “Even in turtle mode it is quick. Everyone who operates it is so taken by that.” When comparing compact wheel loaders, there are many configurations and options that really differentiate performance. Investigate all of your options prior to making a selection.

Recognizing that the operator market is tight and often new operators are given the smaller, less complicated loaders to start on, simple controls give new operators a level of comfort and allow seasoned operators to focus on the task at hand quickly and efficiently.

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CHIME IN

Green Industry Pros recently surveyed readers like you on a variety of topics just before the holidays. Among the questions we asked were what services they currently provide and what services are they planning to add to their mix in 2022. Here are the top answers.

WHERE THEY’RE AT

TOP SERVICES PROVIDED BY RESPONDENTS 76

Mowing or Lawn Maintenance

37%

Irrigation

Snow or Ice Removal

We also asked readers what they thought about the industry heading into 2022. Here are a few of their comments:

I feel services like mowing and “ fertilization will stay strong.

Hardscaping and other luxury services will suffer! – Jim, Ohio

”

44%

Design Build, Construction or Hardscapes

60%

Weed, Disease or Insect Control or Fertilizer Applications

56%

Landscape Installation/Hardscaping

76%

Residential

71%

Commercial

bounds, customers are interested in investing in their lawn and landscapes. I feel the labor is the determining factor on how much growth we will see in 2022. – Carlito, North Carolina

”

“Positive on demand for services.

Supply chain issues are across the board with every industry so that has become a common expectation. Labor continues to be a struggle with no end in sight. – Andy, Pennsylvania

”

64.5

Number of professionals not adding to their mix in 2022:

GIP0122_42-44_ChimeIn.indd 42

get the hardscape and nursery stock we’ll be needing. We have a lot of work already booked for spring. – Richard, Wisconsin

”

“The industry is growing leaps and

42 GREEN INDUSTRY PROS

“Optimistic as long as we can

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WHERE THEY’RE HEADED

TOP SERVICES PROFESSIONALS PLAN TO ADD TO THEIR MIX IN 2022 15%

Mowing or Lawn Maintenance

09%

Irrigation

08%

Snow or Ice Removal

09%

Design Build, Construction or Hardscapes

15%

Weed, Disease or Insect Control or Fertilizer Applications

12%

Landscape Installation/Hardscaping

15%

Residential

14%

Commercial

JANUARY/FEBRUARY 2022

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2/3/22 10:43 AM

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Green Industry Pros January/February 2022

Articles inside

HARDSCAPES & DESIGN

PROJECT PROFILE

CONTRACTOR PROFILE

FRESH CLIPPINGS

NEW PRODUCTS

EDITOR’S NOTE

BUSINESS

Demand Good Labor and Supply Chains Continue to Falter Into 2022