mowr insights weekly

Hello everyone,

Over my 19-year career, I’ve witnessed a significant evolution in the landscape industry sales. The changes have been profound, and they’ve shaped the way we do business today.

I’ve been fortunate to work with some truly great leaders throughout my career. Their guidance and mentorship have been invaluable, providing me with insights and experiences that have shaped my understanding of the industry. I realize that not everyone has had the same opportunities, and I believe it’s important to share the knowledge I’ve gained.

Now, as I transition into software sales, I find myself in a unique position to spread this knowledge and insight to others who haven’t had the same opportunities. The landscape industry and software sales may seem worlds apart, but the principles of successful selling remain the same.

In sales, much like in baseball, you’re considered successful even when you fail 7 out of 10 times. It’s a game of perseverance, resilience, and strategy. There will be win streaks and losing streaks, but how you navigate them is crucial to your success.

During a win streak, it’s easy to become complacent. But remember, success is not just about winning; it’s about learning and growing. Use these times to refine your strategies, build stronger relationships, and prepare for the challenges ahead.

During a losing streak, it’s easy to become discouraged. But remember, failure is not the end; it’s an opportunity to learn and improve. Use these times to reassess your strategies, identify areas for improvement, and come back stronger.

The landscape industry has taught me that change is the only constant. As we navigate these changes together, let’s remember to learn from both our successes and failures, and to share our knowledge with those who are following in our footsteps.

Greg Cranford

Please enjoy this weeks guest contributors.

Industry Leader:

Ed Hansen Founder of Hansen Ottawa , Co-founder of Ext.Tech , and current Landscape Ontario Horticultural Trades Association President.

Decision maker:

Angel-Marie Reiner President of Onyx Property Group/Onyx Condo Management

Unlocking Success: Mastering Sales in the Landscape Profession

Salesmanship isn’t just about pitching products—it’s about cultivating relationships and providing solutions. As seasoned sales professionals in this industry, we understand the nuances and challenges. Here’s a guide to selling effectively in the landscape profession.

Firstly, embrace technology. Utilize tools to showcase landscape designs and the work you’ve done. Provide examples of how you communicate, allowing clients to envision their projects and understand what it’s like working with you before breaking ground. These immersive experiences create a lasting impression and build trust.

Secondly, prioritize sustainability. With growing environmental consciousness, offer eco-friendly solutions such as native plantings, rainwater harvesting systems, and energy-efficient lighting. Highlighting these sustainable options not only appeals to eco-conscious clients but also aligns with industry trends.

Next, leverage social media. Platforms like Instagram, LinkedIn, and others are treasure troves for landscape inspiration. Showcase your work, engage with potential clients, and establish yourself as an authority in the field.

Moreover, invest in continuous education. Stay updated on the latest trends, technologies, and techniques through workshops, seminars, and industry publications. A knowledgeable salesperson instills confidence in clients and sets themselves apart from the competition.

Lastly, emphasize the value of maintenance and enhancement contracts. Help clients understand the importance of ongoing care to preserve the beauty, functionality, and value of their landscapes. Offering comprehensive maintenance packages ensures long-term customer satisfaction and fosters repeat business.

By following these strategies, you will not only meet but exceed the expectations of clients in the landscape profession, setting yourself up for sustained success. Stay tuned for more cutting-edge insights in our recurring series on mastering sales in landscaping.

Ed Hansen

Choosing the right contractor: Fact-based and well-vetted

As a Condominium Management Firm, one of our many responsibilities is to choose a landscape company or professional to provide seasonal and annual landscaping services. Depending on the size of the community, landscaping costs can be one of the highest total budgeted items within a corporation’s annual operating budget. Choosing the right provider from a budget perspective is important, but the safety of the community and the community’s curb appeal are also important and can have a significant impact on property value.

In condominium management, the standard is often to provide three quotes to the corporation’s board of directors for their review and approval. The following points should always be considered:

1. Ask to see a snow ice/melt report and compare it with data from the Weather Network. Your landscaper needs impeccable record-keeping to address the potential for reports and defense of slips and falls.
2. Review their general liability insurance certificate and ensure adequate coverage; $5MM coverage is ideal.
3. Request before and after pictures of spring/summer planting and maintenance.
4. Check their plant/shrub warranty. All should come with at least a one-year warranty for replacement should they not survive.
5. Good communication is key. The landscaper should be responsive, open to feedback, and able to effectively communicate their plans and progress.?
6. The landscaper should have enough staff and the right equipment to handle the size and complexity of the condominium community’s landscaping needs.?
7. The contractor should be familiar with local regulations and ordinances related to landscaping.?

It’s also important not to hire community members, board members, or owners to provide landscaping services; often, they do not have proper insurance and WSIB, which can be a determinant in the event of an accident or an insurable loss.

Choosing a landscaper is not a “gut” feel; it should be fact-based and well-vetted.

Angel-Marie Reiner

mowr notes

We’re always looking for fresh perspectives and insights from our community, and we’d love to hear from you!

If you’re interested in contributing to our future newsletters, please don’t hesitate to direct message Greg Cranford . We’re also interested in submissions for our “Mower Stripes of the Week” and “Project of the Week” features.

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mowr insights is proudly sponsored by Ext.Tech www.ext.tech