The Growing Concern February 2016 by Sandy Munley

Growing Concern

The

FEBRUARY 2016

A P U B L I C AT I O N O F T H E O H I O L A N D S C A P E A S S O C I AT I O N

OLA Landscape Design Workshop Class 2 - February 9, 10 & 11, 2016 Class 3 - February 23, 24 & 25, 2016 PAGE 16

OLA March Meeting â&#x20AC;&#x201C; NE Ohio: Speaker, Jeffrey Scott March 10, 2016 PAGE 7

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PRESIDENT’S COLUMN

TAKING CARE “The customer is always right!” How many times have we heard that statement over the years? Whether you agree with it or not, I think it’s safe to say, we can all agree that we need to take great care of our customers, regardless of whether they are right or not. As I write this, I can’t help but to think about customer service, as I’m at 39,000 feet on a Southwest Airlines flight back to Columbus, after spending the holiday weekend with my wife in Florida. In addition to their lower fares and direct flights, Southwest seems to be known for their great customer service – doing what they can for their customers. We have always had good experiences flying with them. Another company that comes to mind when I think “great customer service” is Nordstrom. And while I know many companies out there do it well, what is it that makes them stand out above the others? One of the big reasons some companies succeed at great customer service – while others fail – is that they empower their people to make decisions, when needed, to help take care of their customers. I remember years ago, if a client had a complaint, you simply told them to call the office, or pointed them in the direction of a supervisor. Unfortunately, this still goes on today, in many places. However, in today’s world of instant gratification, people expect answers and want to be taken care of immediately. And if they don’t get an immediate response, what’s to stop them from taking to social media, sharing their “negative” experience with thousands of people, and potentially sabotaging your reputation – all before you get back to the shop?

BRYAN TAYNOR

Hidden Creek Landscaping, Inc.

…a business relationship involves two parties. For that relationship to work, it requires mutual respect and honesty. No one likes getting the runaround, or jumping through hoops. And regardless of how much a client spends, they will ALWAYS expect a value. So, what is your policy for taking care of customers, especially in a time of crisis? Do you only want them speaking to you? To your management team? Or, do you encourage and give your front-line staff the tools to handle situations as they arise? During our stay in Florida, my wife had made reservations at a small, independent hotel, as opposed to one of the larger chain hotels. We had stayed there a couple years ago and enjoyed it. Nothing fancy, but the location is great – right on the beach. A few days before our trip, my wife received a confirmation email regarding our stay, stating that we had a room overlooking the pool; however, when we arrived to check-in, the pool was under construction! Needless to say, we were not thrilled, and expressed our disappointment and concern. The young woman working the desk was new, and it was apparent she was not used to any type of confrontation, but she checked around and found us a better room with an ocean view, at no up-charge. Was this the process for dealing with unhappy guests? continued on page 6 The Growing Concern x February 2016 x 3

TA B L E O F C O N T E N T S F E B R U A R Y 2 0 1 6 W W W. O H I O L A N D S C A P E R S . O R G

OHIO’S PROFESSIONAL GREEN I N D U S T R Y A S S O C I AT I O N OHIO LANDSCAPE ASSOCIATION 9240 Broadview Road Broadview Heights, Ohio 44147 Phone: 440.717.0002, or 1.800.335.6521 Fax: 440.717.0004 Web: www.ohiolandscapers.org and www.myohiolandscape.com EDITOR Rick Doll REGULAR WRITERS Michael J Donnellan, King Financial, Inc. Jim Funai, LIC, Cuyahoga Community College Shelly Funai, Stan Hywet Hall and Gardens Sandy Munley, Ohio Landscape Association Bobbie Schwartz, FAPLD, Bobbie’s Green Thumb Bryan Taynor, Hidden Creek Landscaping, Inc. ADVERTISING INFORMATION Submission deadline: 10th of the month, prior to publication month. For advertising rates, please call 1.800.335.6521

FEATURES

PRESIDENT’S COLUMN

Taking Care

PERENNIAL FOCUS

Evergreen Perennials

FOR SAFETY SAKE

5 Elements of a Successful Landscape Company Safety Program

PLANT OF THE MONTH

Platanus Species Plane Trees and Sycamores

FISCAL FITNESS

Diversification Types

26 BUSY IS NOT ALWAYS GOOD 28 DIRECTIONS

Just in Time for Spring

INSIDE EVERY ISSUE

6 29

WELCOME NEW MEMBERS ADVERTISING INDEX

DISCLAIMER The Ohio Landscape Association, its board of directors, staff and the editor of The Growing Concern neither endorse any product(s) or attests to the validity of any statements made about products mentioned in this, past or subsequent issues of this publication. Similarly, the opinions expressed in The Growing Concern are those of the authors and do not necessarily represent the views of the Ohio Landscape Association. OFFICERS President Bryan Taynor President-Elect Cathy Serafin, ASLA, RLA Treasurer Marie McConnell Immediate Past President Steve Moore OLA STAFF Executive Director Sandy Munley Communications and Events Manager Rick Doll Membership Coordinator Noreen Schraitle

DIRECTORS Eric Brubeck, ASLA Adam Capiccioni James Funai Jacob Grimm Nathan Kowalsick Domenic Lauria

CALENDAR OF EVENTS U P C O M I N G O L A M E E T I N G S , E D U C AT I O N S E M I N A R S A N D O T H E R G R E E N I N D U S T R Y E V E N T S

FEBRUARY

MARCH

JULY

Visit the OLA garden at the Great Big Home and Garden consumer show at the I-X Center in Cleveland, OH. featuring home improvement and landscape solutions for homeowners. Members are invited to help build and staff the OLA garden. For information on the show, visit greatbighomeandgarden.com.

Two-day workshop, the last in a series of four classes. Exciting, new format with lots of interaction. This is a great opportunity for those new to landscape design or to fine-tune your skills. Workshop instructed by Kathy Stokes-Shafer, APLD and Kevin O’Brien, APLD. Held at the Indiana Wesleyan University, Independence, OH. For more information contact OLA at 1-800-335-6521 or visit OhioLandscapers.org.

Held on the campus of OSU ATI in Wooster. For more information, contact Jan Elliott or Kim Sayers at the Ohio State ATI Business Training and Educational Services office at 330-287-7511 or 330-287-0100, or visit LandscapeCertifiedOhio.org.

Great Big Home and Garden Show FEBRUARY 5-14, 2016

OLA Landscape Design Workshop – Class 2 FEBRUARY 9-11 Three-day workshop, the second in a series of four classes. Exciting, new format with lots of interaction. This is a great opportunity for those new to landscape design or to fine-tune your skills. Workshop instructed by Kathy Stokes-Shafer, APLD and Kevin O’Brien, APLD. Held at the Indiana Wesleyan University, Independence, OH. For more information contact OLA at 1-800-335-6521 or visit OhioLandscapers.org.

OLA Landscape Design Workshop – Class 3 FEBRUARY 23-25 Three-day workshop, the third in a series of four classes. Exciting, new format with lots of interaction. This is a great opportunity for those new to landscape design or to fine-tune your skills. Workshop instructed by Kathy Stokes-Shafer, APLD and Kevin O’Brien, APLD. Held at the Indiana Wesleyan University, Independence, OH. For more information contact OLA at 1-800-335-6521 or visit OhioLandscapers.org.

OLA Landscape Design Workshop – Class 4 MARCH 8-9

OLA Meeting – NE Ohio MARCH 10, 2016 Jeffrey Scott will be joining us to help kick off your spring season! This meeting will be held at St. Michael’s Woodside in Broadview Hts., OH. For information, contact OLA at 1-800-335-6521, or visit OhioLandscapers.org.

Landscape Ohio! Awards Dinner and Presentation MARCH 24, 2016 Spectacular Academy Awards Style Presentation and Gourmet Dinner. Held at the Cleveland Botanical Garden. For information, contact OLA at 1-800-335-6521, or visit OhioLandscapers.org.

Landscape Industry Certified Technician Test – Written Only JULY 20, 2016

Landscape Industry Certified Technician Test – Full Test JULY 21, 2016 Hands-On and Written Test. Held on the campus of OSU ATI in Wooster. For more information, contact Jan Elliott or Kim Sayers at the Ohio State ATI Business Training and Educational Services office at 330-287-7511 or 330-287-0100, or visit LandscapeCertifiedOhio.org.

AUGUST

OLA Scholarship Golf Classic AUGUST 4, 2016 Join us for a fun day of golf, networking, food and liquid refreshments at Mallard Creek Golf Club in Columbia Station. For more information contact OLA at 1-800-335-6521, or visit OhioLandscapers.org.

NGLCO Field Day AUGUST 9, 2016 This year’s field day will be again hosted by Chalet Debonne Vineyards in Madison, OH. For more information, contact Annette Howard at 440-241-7969, info@nglco.com, or visit nglco.com.

The Growing Concern x February 2016 x 5

PRESIDENT’S COLUMN continued from pg 3 Maybe, or maybe not, but regardless, this young lady made a decision to keep her guests happy, as opposed to losing them to the hotel down the street. For that we will return, as well as let management know what a great job she did taking care of us. On the contrary, it’s also important to recognize that great customer service does not always mean giving in to demands, or doing whatever a client requests. Customers are not always right, and many may take advantage of a situation, so have scenarios in place with your team concerning what to do when things go wrong, or when a client is asking for too much. Finally, know that not everyone will make the right call every time, and that’s OK! Use these instances as opportunities to learn from. Share them with the team for when it happens again. I often struggle with this as I’m a people pleaser and have a hard time saying NO, but sometimes we need to step back for a minute and assess the situation – before making a decision. Ultimately, doing business is about relationships. You have to take a look at the relationships you have with your clients and determine their value when making any decision. And just like our personal relationships, a business relationship involves two parties. For that relationship to work, it requires mutual respect and honesty. Over time, some relationships run their course and there comes a time when you have to part ways. Others are more meaningful. In those instances, both parties must realize this value and work together to make the relationship thrive.

WELCOME NEW MEMBERS!

The Ohio Landscape Association is delighted to welcome the following new members to the association: REGULAR MEMBERS:

STUDENT MEMBERS:

PRESTIGE PROPERTY ENHANCEMENT, INC.

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5161 W. 161 Street Brook Park, OH 44142 (440) 241-6635 Kyle Hotchkiss

REGIONAL GROUNDWORKS 189 Chester Wadsworth, OH 44281 (330) 352-2143 Robin Pasco

6 x Official Publication of The Ohio Landscape Association

Kyra Benza Mark Christopherson Robby Griffin Alan Hardesty Macie Hilliard Brendan Koch Caleb Krizner Alexandria Norris Patrick Radkowsky Joshuwa Shaw Paige Smith Christopher Tramte Trent Weber Robert Zeigler

OLA MEETING ANNOUNCEMENT Northeast Ohio

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MARCH 10, 2016

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Finding and Creating New Opportunity in 2016 SPEAKER

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Join us for this fast paced, high content seminar that will uncover the biggest opportunities available to contractors in our industry who look beyond the conventional. In Jeffrey Scott’s many years of consulting he has found recurring opportunities, challenges and issues that landscape entrepreneurs face every day. While every business is unique, there are more commonalities than differences.

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PERENNIAL FOCUS

BOBBIE SCHWARTZ, FAPLD Bobbie’s Green Thumb

Arabis ‘Snowcap’ with Anemone blanda

EVERGREEN PERENNIALS In the depths of winter, particularly in cold climates, we always seek signs of life. Plants with foliage color throughout the year help fill that bill. While we often think of conifers for winter color, it is helpful to know that many perennials retain their colored foliage during the winter. One of my favorites is Arabis caucasica (Rock Cress). A tightly spreading, very short groundcover, its dentate foliage is fuzzy green. The most common cultivar is ‘Snowcap’ but there are also two rosy pink cultivars that are widely available, ‘Compinkie’ and ‘Spring Charm’. There is also a variegated leaf form, but unfortunately, over time, it reverts to all green. This charmer needs full sun and good drainage. Most Dianthus remain evergreen. For me, the best performer is an old cultivar called ‘Bath’s Pink’. It has been a mainstay of my back perennial bed for twenty years, in spite of the fact that the drainage is less than perfect. I love its blue foliage that remains a constant, even though the pink flowers only bloom for about a month. Another excellent cultivar is ‘Firewitch’. The foliage of both is about two inches high, while the blooms are six inches high. Once they finish blooming, just give them a good haircut, so you don’t have to look at the deadheads. Like all Dianthus, grow in full sun.

8 x Official Publication of The Ohio Landscape Association

While we often think of conifers for winter color, it is helpful to know that many perennials retain their colored foliage during the winter. Some of the groundcover Sedums retain their color during the winter. Sedum ‘Angelina’ is well-known for its bright yellow, needlelike foliage. You almost don’t notice the flowers when it blooms because they, too, are yellow. During the winter, the foliage takes on an orange tinge that makes it even more interesting. Much less known is a blue Sedum that retains its color all year, Sedum continued on page 10

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PERENNIAL FOCUS continued from pg 8 hispanicum (Blue Carpet Stonecrop). Its foliage is smaller and the flowers are white. Both of these Sedums need full sun. There are several evergreen perennials for shade. A great groundcover is Lamiastrum galeobdolon (Yellow Archangel). How’s that for a mouthful? The variegated foliage is displayed on long runners that root wherever the runners touch the ground. Yellow-flowered spikes arise in May. Another evergreen perennial for shade is Asarum europaeum (European Ginger). The leaves are shiny and heart-shaped. It is often listed as a groundcover, but use it in a small space, because it spreads very slowly. The foliage is only a few inches high. It has unusual flowers, but you literally have to kneel on the ground and look beneath the leaves to see them.

with enough moisture, the foliage will burn during the winter. I have fallen in love with Carex oshimensis ‘Everillo’. Its yellow (in sun) /chartreuse (in shade) foliage is a keeper. It brightens my day whenever I look out the window to the back garden. Both sedges grow approximately twelve inches high and wide. By the time you read this, the ground may be covered with snow, but if not, you or your clients would delight if any of these perennials or sedges were in the garden.

Bobbie Schwartz, FAPLD, owner of Bobbie’s Green Thumb in Shaker Hts., Ohio, is a landscape designer, consultant, free-lance writer, and lecturer whose specialties are perennial gardens and four-season landscapes. In addition to being an Ohio Landscape Association (OLA) member, she is an active member of the Ohio Nursery and Landscape Association (ONLA) and Perennial Plant Association

Don’t forget that some of the sedges remain evergreen. Carex morrowii ‘Ice Dance’ has green and white foliage that looks great in the shade, during the winter. Although it grows fine in the sun

(PPA). Bobbie is a Past President of the Association of Professional Landscape

Dianthus ‘Firewitch’

Sedum ‘Angelina’

Sedum Bithnycum

Carex oshimensis

10 x Official Publication of The Ohio Landscape Association

Designers (APLD). Bobbie currently serves as chair of the ONLA Plant Selection Committee. Bobbie can be reached at (216) 752-9449.

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FOR SAFETY SAKE

5 ELEMENTS OF A SUCCESSFUL LANDSCAPE COMPANY SAFETY PROGRAM BY GREGG WARTGOW Landscaping is an inherently dangerous business. Mishaps will likely happen from time to time. Your job as company owner is to help create the conditions so that their frequency and severity are as minimal as possible. That requires the commitment to and establishment of a safety culture. “The key is continuity,” says Dr. Sam Steel, a senior research associate at Penn State University and safety adviser to NALP. A safety management program cannot simply consist of early-season training courses for your field employees. Safety has to be a season-long focus, whether your season is eight months or 12. Steel says that when it comes to safety, landscaping companies need to take an à la C.A.R.T.E approach.

C = COMMITMENT A commitment to safety is something you, the owner, and your management team have to take. “If safety is simply something you expect to see filter down through your crew-level managers, you won’t be real successful with it,” Steel says. Let’s say your safety training program is based on 15-minute tailgate meetings every Monday morning. The problem is that you’re going to have varying levels of successes and failures because the quality of the training will likely vary from crew to crew. That’s because most

12 x Official Publication of The Ohio Landscape Association

A safety management program cannot simply consist of early-season training courses for your field employees. Safety has to be a season-long focus, whether your season is eight months or 12. crew leaders don’t have any real training in adult education. They don’t know what to do to get employees to respond well to them. “Most employees will not respond well to lecturing,” Steel points out. “But they do respond well to something interactive or hands-on. So if you’re training on personal protective equipment (PPE), for example, you actually want the hearing protection, safety glasses, etc. there so you can demonstrate how and when to properly use them.” To that end, someone in your company must lead the safety training effort. For larger companies, it might be possible to hire a dedicated safety and training director. For smaller companies, it might make more fiscal sense to designate a veteran crew leader as continued on page 14

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FOR SAFETY SAKE continued from pg 12 your safety lead. Then, the other crew leaders in your company can pull together to form a safety committee that takes its cues from and reports to the safety leader. Once you’ve developed that structure, you should create a formal policy statement showing management’s commitment to safety. As part of that public display of commitment, some companies are finding safety incentive programs to be useful. Awards or even cash bonuses could be dished out to crews that meet certain objectives regarding safety. “It doesn’t always have to be money-based either,” Steel points out. “Simple recognition can go a long way. When I had my company, we always recognized employees at a nice luncheon at the end of the season.” As a final note on commitment, whenever you or your managers are out working with crews or even just visiting jobsites, be cognizant of the example you are setting. Whatever PPE is required of the crew must also be worn by you, for example. If company leaders appear to have a lax attitude toward jobsite safety, your workers will pick up on that and likely adopt the same mindset.

A = AWARENESS Once commitment is established, you can begin looking at those unique nuances in your company—i.e., services offered, client mix, climate issues, new additions to your equipment fleet, specific properties your crews will be servicing—to better refine the safety training. This is what we categorize as “awareness.” “For example,” Steel shares, “if you’re a lawn maintenance company in Florida, your crews will probably be dealing with things like water retention areas. Operating mowers safely in these types of areas becomes particularly important for those workers being placed in these situations.” Another example would be that for 10 years you were a lawn care company. Now you’re starting to also provide some tree care services. “The training is going to have to be much different,” Steel says. “You’re now dealing with things like chainsaws and climbing equipment, and a new set of hazards. These are new areas that will require some specialized training.

14 x Official Publication of The Ohio Landscape Association

“You, or perhaps someone on your management team if you’re a large company, must ensure that this specialized training is happening on a continual basis,” Steel goes on to say. “If you can devote 10-15 minutes of effective training every week, it can have a big impact. Just be sure to look at the type of equipment being used and the specific work being done to make sure the training is effective.” Another element of awareness is recognizing near misses. “Safety as an industry—whether it’s landscaping, aviation or anything else—is generally more reactive than proactive,” Steel says. “Companies usually respond after an incident has occurred. It’s very important to make workers feel comfortable about reporting near misses. For instance, did a mower operator feel some tire slippage on an early morning job where there’s still some dew on the grass? He needs to know that it’s important for him to report this to his crew leader so it can be addressed before something bad happens.” As a final note on awareness, be sure to build in some extra training time to address these near misses as they pop up throughout the season. And make sure this and all training is available in the appropriate language for your workers.

R = RESPONSE So what happens when an accident occurs in your company? What changes do you make to guard against something similar happening again?

FOR SAFETY SAKE

Steel says a big issue is when employees alter the safety mechanisms on equipment; i.e., string trimmer guards and lawnmower discharge chutes. “The operator presence system in a riding mower is an area where some contractors want to cut corners,” Steel points out. “I was recently doing some zero-turn training for a large company. The owner actually told me his employees like to start the mowers from the ground so they can warm up a bit. So they like to bypass the operator presence system, which requires a person to be in the mower seat in order for the engine to start. That’s not good. Something known as ‘hydraulic creep’ can allow the mower to begin moving forward even if the control levers are in neutral.” Never attempt to bypass the operator presence system on a riding mower, or even a walk-behind mower for that matter. Another safety feature on many riding mowers is the ROPS. It should be in the “up” position at all times. “Most landscape contractors now understand why the ROPS is important,” Steel says. “Fortunately, most manufacturers have a ROPS that can be folded down. Then the operator can lower it while mowing under trees with low-hanging branches. But then the operator has to remember to put it back in the ‘up’ position later. The problem is that many operators leave it in the down position all of the time.” Recognizing these potential problem areas before an accident occurs is essential. Then you can provide the necessary training to help avoid them.

T = TRAINING As pointed out in the Awareness section of this article, really effective training is specific to the unique nuances of your company, such as riding mowers with ROPS and/or mowing under low-hanging branches. “Training should be targeted to the hazards identified at worksites where you work,” Steel reminds. Aside from that, there are numerous resources available to help you assemble your library of training materials. OSHA’s website, osha.gov, is a great place to start. “PLANET has actually worked with OSHA to create 52 safety fact sheets specific to landscaping,” Steel points out. “Insurance companies are another good source. Schools with horticulture programs are another good one.” As a matter of fact, Steel and Penn State University just completed a draft of a new manual for the landscaping industry. For information on how to obtain a copy of the newly published instruction manual, “Safety & Health Management Planning - A Reference Guide for Safety & Health Best Practices in the Green Industry,” send an email to PamelaMoore@landcarenetwork.org.

Videos have become a more common, highly effective training tool. With so much video content available online, and mobile devices such as smartphones and tablets making content delivery more efficient, it’s no wonder that more landscape companies are taking advantage of video. “Safety videos can really come in handy, especially in multi-branch companies or in companies that often experience high employee turnover,” Steel says. “Still, you must do a thorough evaluation to make sure the videos are on target. Also, talk to your employees to find out if the videos are helpful. If they’re not, there’s no sense spending any more money on them. You can always get good safety videos from manufacturers, too. Toro/ Exmark put a good one together with the National Safety Council a few years ago, for example.” Stihl also offers an extensive library of safety videos on both its website and YouTube channel. Check them out or get in touch with your Stihl dealer for help. One element of training that many companies fail to execute is proper documentation. “Keep track of each employee; when they received training, where, and what exactly the training consisted of,” Steel recommends. “You also want each employee to sign off that they’d received training. If OSHA ever comes knocking, they’ll ask the employee questions to evaluate their safety knowledge. You’ll want to have proof that you’d provided adequate training to each employee.”

E = EVALUATION After all is said and done, it’s important to take a hard, honest look at the training you are delivering. “For one reason or another, many companies fail to solicit questions from employees after the training is over,” Steel points out. “Did the employees like it? We’re not talking about the snacks that were served either. What did your employees learn from the content of the safety messages? “You can use that feedback to provide retraining if necessary,” Steel continues. “For instance, did all employees understand the concept of chemical absorption through the skin? Most don’t. The same thing with noise accumulation – you can train on subjects like this, but you have to make sure the employees understood it.”

Gregg Wartgow is editor in chief of Green Industry Pros magazine, SnowPRO, Dealer Success Guide, greenindustrypros.com, and related print and digital products.

The Growing Concern x February 2016 x 15

OLA EDUCATION SERIES

OLA Landscape Design Workshop Instructed by the Award Winning Team of Kathy Stokes-Shafer APLD and Kevin O’Brien APLD The Secret is Out! It is no mystery that great client service, accurate estimating and productive work are necessary for any landscape business to succeed. Everyone is working very hard at doing the best they can to improve and grow their businesses. But have you ever wondered why some companies always win awards for their work? Or why their projects always look so nice? What is their secret? Are they just lucky or what? The answer is quite simple. They are lucky. They’re lucky enough to understand that the secret to producing really great work starts with a really great design. It only makes sense. A landscape design that is rooted in the generally accepted design principles will ensure that any project, large or small, will have the foundational elements to be outstanding. Mastery of these design principles results in work that is functional, timeless and beautiful. It’s not a secret anymore. Design matters. Successful landscape contractors have known this for years. They have built their company’s reputation and portfolio of work upon it. They know that by aligning the needs and wants of their clients with functional & beautiful design solutions results in more sales, more satisfied clients and more referrals. Don’t settle for “good enough” anymore! Take advantage of this transformational opportunity that will improve your design ability, boost your confidence and give you the tools necessary to create impressive work. Make the decision to design better now and don’t let another season go by wishing you could. The landscape design course has been structured to maximize its impact for the participant and their business. You will learn all of the skills necessary to develop a landscape design and see how to confidently present your solutions in a way that a client understands & ultimately purchases. Your design ideas need to sell. Without a sale, there isn’t any benefit to you, your business or your client. Who should attend? Anyone who would like to become a landscape designer, current landscape designers who would like to sharpen their skills, account managers and salespeople who would like to be able to sell enhancements on the spot without involving your company’s designer.

Instructed by

Kathy Stokes-Shafer, APLD Kevin O’Brien APLD

Course Times

8:00am to 5:00/6:00pm each day

Location

INDIANA WESLEYAN UNIVERSITY INDEPENDENCE, OH

Class 1 - January 26, 27, 28, 2016

Class 3 – February 23, 24, 25, 2016

Class 2 – February 9, 10, 11, 2016

Class 4 – March 8 & 9, 2016

Learning objective: Learn the underlying principles that all great design needs to have in order to be successful. There are no shortcuts here. Gain design competency and confidence by skillfully incorporating the design principles into your work. Content will cover all of the design principles, form, form composition and lines of force with hands-on, interactive tools for quick comprehension. Learning objective: Learn the fundamentals of the design process: initial site study & analysis, importance of scale & accuracy, developing a design program, testing ideas with functional diagrams and preparing preliminary and final presentation plans. Discover how to render your design ideas effectively for clarity and comprehension. Participants will develop front and backyard plans with emphasis on form composition and utilization of the design principles.

Learning objective: Get comfortable with the design methodology introduced in the previous session by developing a series of sample site designs. Learn how to go beyond design basics by discovering how to use plants effectively, how to use the Fibonacci Sequence, Golden Mean, and Golden Ratio, and how to utilize a sloping site to your advantage. Time-saving rendering techniques will be introduced when a quick design is all that is needed to communicate a concept. Learning objective: Learn to communicate design concepts using elevation and section drawings; Properly format, label and letter plan view drawings; and develop and use creative design solutions to differentiate yourself from the competition. Discover how to sell your design by listening to your client, asking the right questions, establishing trust, and communicating effectively. Industry-leading salesmen will share their secrets to selling & how they use great design to their advantage sell millions of dollars in landscape work each year.

Registration Information - Landscape Design Workshop Registration Cut-off Date is 10 days prior to the Start of Each Course Register for one class at a time – or bundle for a discount!

CLASS Individual Class Individual Class Bundle A (Save 10%) Bundle B (Save 15%) Bundle C (Save 20%)

OLA MEMBER

NON-MEMBER

Before cut-off date

After cut-off date

Before cut-off date

After cut-off date

$295 $195 $530 $750 $864

$345 $245 $620 $880 $1024

$395 $295 $711 $1007 $1184

$445 $345 $800 $1135 $1344

Class 1, 2, or 3 Class 4 Classes 1 & 2 Classes 1, 2 & 3 Classes 1, 2, 3 & 4

LOCATION: All courses will be held at Indiana Wesleyan University, 4100 Rockside Road, Independence, Ohio.

PLEASE NOTE:

Course fees do not include supplies. A complete list of supplies is available on our website at www.ohiolandscapers.org. Some supplies can be difficult to locate, so we recommend you shop early. Lunch will be on your own. There are many lunch options nearby – or you may pack your own.

COURSE REGISTRATION:

Must be received by the OLA office no later than 10 days before the start of the course. Space is limited; register early! Payment MUST accompany reservation.

CANCELLATIONS:

Cancellations made less than 10 days prior to the course start date will be subject to a 30% cancellation fee. NO refunds will be issued for no-shows, cancellations on the day of the course, or after the course has begun. If, for any reason, the course is canceled, enrollees will be notified, and unused fees will be refunded in full.

Firm Address City Phone (______)

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$ $ $ $ TOTAL DUE

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LANDSCAPE DESIGN WORKSHOP Make checks payable and send to: Ohio Landscape Association, 9240 Broadview Rd, Broadview Hts., OH 44147-2517 Register online, by mail, by phone or fax: Phone 1-800-335-6521 • Fax 440-717-0004 • www.ohiolandscapers.org

PLANT OF THE MONTH

JIM FUNAI, COLP, LIC Cuyahoga Community College

SHELLEY FUNAI, LIC Stan Hywet Hall and Gardens A walkway lined with mature Sycamore trees, otherwise known as an allée.

PLATANUS SPECIES

PLANE TREES AND SYCAMORES You know our native Platanus as Sycamore, and likely spend plenty of time enjoying the benefits of the common hybrid, London Planetree (Platanus x acerifolia). But did you know that the ancestors of these great shade-trees date back as far as 115 million years? There is fossil record showing these trees and their distinct golf ball sized aggregate fruits across the entire continent of Laurasia – North America, Europe and Asia when they were all joined at the hip. We are talking some 100 million years after Pangea broke up! I know it sounds like we are talking about a heavy metal band – fingers crossed for the reunion tour – but this was some 100 million years before the earth looked like it does today. As Pangea broke into two super continents, the climate changed from an arid continental climate to one with much more coastline – bringing in more humidity and the tropical rainforests of the Jurassic Period. Carbon dioxide levels were seven times higher than pre-industrial revolution times. This is a period of rapid evolution, crazy huge lizards, and weak sequels to a great original movie. As time and evolution marched on into the Cretaceous Period – 145 to 66 million years ago – the continents drifted further and North America was mostly shallow sea, and the land masses were mainly swamps surrounding mountains. The earth cooled more, carbon

18 x Official Publication of The Ohio Landscape Association

dioxide levels began to drop, and broadleaf deciduous trees experienced massive evolution. We can trace the Sycamore back to this time, way before the Ice Ages – 2.4 million to 11,500 years ago – and way before North America was a single land mass, like it is today. In fact, most of what we know of our country was either shallow sea or swamp lands, which is why we have such high resources of limestone (old sea shells) and oil (old dead swamp plants and stuff) in parts of our country. Our native Sycamore (Platanus occidentalis) evolved in the swamps of these continued on page 20

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PLANT OF THE MONTH continued from pg 18 times, where carbon dioxide was still nearly 5 times higher than pre-industrial revolution. Today, as you drive around – especially on our complex highway system where high bridges cross river valleys – look to the trees reaching out of that valley. Winter is a great time to see the beautiful, bright-white bark in the upper canopy of our great Sycamore trees. What do you notice? Most of the Sycamore are towards the bottom of the slopes and in the valley bottom lands. We could generalize that soil to be of higher moisture content and lower oxygen content, right? Turns out, after 100 million years, the tree still prefers the conditions it grew up in. So don’t feel bad when quitters who move to Florida make fun of you for not moving out of Ohio – this tree’s been sticking around for millions of years! P. occidentalis is one of our largest native trees, constantly reaching to heights near 100 feet, with equal spread. The former National Champion, found in Ashland, Ohio, is nearly 130 feet tall, but was taken over by the discovery of a tree near Columbus that rings in over 130 feet tall, and is nearly just as wide. With such beauty, we’d recommend leaving any and all naturally occurring sycamore trees on a client’s property, if at all possible and practical. To the opposite of that advice, we would caution against planting this tree in the landscape, unless conditions are wetter soils and a large space to live. Many have touted the value of Sycamore as a street tree, but with further investigation, we find that advice may be flawed. It is true that the entire genus of Platanus is quite adaptable to soil environments, which is one of the key traits of a good street/urban tree. Thanks in part to evolution during high carbon dioxide times; the trees are also very tolerant of high levels of this gas – also known as pollution – in the urban environment. However, they are not very happy with ozone (03), which is also a common urban pollutant. The stress and potential for trunk damage, in the urban environment, are also major Achilles heals for P. occidentalis, as common injuries are often the entry point for any number of common disease issues, including Canker Stain and Anthracnose, which can wipe out mature plantings in just a few years. An inter-species cross of P. occidentalis and P. orientalis results in a more urban-tolerant hybrid most often called Platanus x acerifolia, the London Planetree. So named due to overuse of this hybrid in London after its discovery in the mid 1700s at Oxford Botanical Garden, testing showed how incredibly urban-tolerant it was. Like all good plant discoveries, we fail to learn from nature and

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decide that diversity in the landscape is bad, and that monoculturing the daylights out of a plant is great. Time and again we fail to learn, and time and again we have to use the chainsaw to remove our failures. London Planetree is no exception to this rule. During World War II, America shipped a lot of aid to our Allies in England and France. Many of these shipments came in crates made of Platanus occidentalis wood. It is believed that along with our aid, we gave these countries a fungal disease called Canker Stain (Ceratocystis spp.), which our native and very biologically diverse Sycamores were fairly resistant to. Unfortunately, the much less diverse, and way overplanted – London Planetrees of Europe, are suffering mass casualties to this disease as we speak. While there is no known cure to this disease, we have discovered that the majority of disease entry is from unsterilized tools, and bark injuries – both very preventable issues. A second disease, Anthracnose (Apiognomonia spp.), can also be of great concern to our Platanus trees. An incredibly heartbreaking event at Stan Hywet Hall and Gardens, about a decade ago, highlights this issue. The Planetree Allée on the south side of the Manor House was mature with trees well over 70 feet, at an age over 80 years. These trees became overwhelmed with Anthracnose, and for safety reasons had to be removed. Suddenly, a mature allée of shade trees, underplanted with enormous Rhododendron, was gone. The effect was devastating. The concern here is the mission of Stan Hywet. They must maintain the grounds, as close as possible, to the historical plantings of the early 1900’s original design. Talk about a challenge. To help with this concern, the horticulture team chose the cultivar ‘Bloodgood,’ which has a reported higher tolerance to the disease. They were well aware that a mixed allée – with differing species – would be a much healthier choice, but with the need to maintain the original plan, this was the best choice they could make. So far, these trees are putting on great growth, and with a little structural pruning over the years, they are reaching into a size that brings back some of the great feeling of the hundreds of mature Planetree allées of Europe. For a chance to observe a mixed species allée, visit Holden Arboretum, where they planted a great mix of trees leading to their new Rhododendron garden. It will be exciting to see this planting mature over the years. London Planetree will continue to be a great choice for street trees and other urban planting sites. We suggest a few simple things to help ensure their survival:

PLANT OF THE MONTH

PROTECT THE TRUNK FROM DAMAGE This may be under-planting with shrubs, or even groundcover, to help keep people away from the trunk. Or, it may come in the form of a protective cage. We have seen a number of beautiful wrought iron protective structures in our travels through Europe that add to the beauty of these trees.

GIVE THEM SOME BREATHING ROOM Yes, these are very adaptable to poor soils, but they are large trees that need room to grow. Planting them near structures or utilities is asking for future issues of awkward pruning. Planting in a tiny soil volume is likely not wise either. If you are dealing with a small tree lawn – devil strip – perhaps consider a smaller tree. The Planetrees are best reserved for larger soil volumes of large yards, campus settings, city parks, and other larger areas.

SELECT GOOD STOCK OF A KNOWN CULTIVAR As we have often mentioned, if you are purchasing a plant from a grower who cannot tell you the provenance and guarantee the

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genetics of their plants, you may consider shopping elsewhere. In the long run, cost is not the most important factor of plant materials. The health of the plant, and the quality in which it was raised, is far more important – and with good planting techniques, will result in a lot less money wasted on call backs. We hope you enjoyed some of the lesser-known back story on these common trees, and hope you find the opportunity to share with your clients, as well. People hold on to stories about their plants – a lesson we learned from our good friend, Bill Hendricks of Klyn Nurseries. Tell them a story about the plant – not just the boring stats.

Jim Funai is full-time faculty at Cuyahoga Community College, a NALP accredited associate of applied science in horticulture degree program offering many paths to higher education in the green industry. He is pursuing a PhD in Landscape Engineering and Forestry and is a Licensed Arborist. Shelley Funai is Grounds Manager at Stan Hywet Hall and Gardens in Akron, Ohio that offers a historic estate designed by Warren H. Manning and a beautiful manor house museum. She is Landscape Industry Certified in Ornamental Plant Care. Both are graduates of The Ohio State University. Contact Jim and Shelley via email at hortsquad@gmail.com.

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FISCAL FITNESS

MICHAEL J. DONNELLAN King Financial, Inc.

DIVERSIFICATION TYPES Diversification has been called “The Only Free Lunch in Finance.” A lot of hard data illustrate the benefits of building a portfolio that’s diversified across asset classes and investment styles, and dividing your eggs across multiple baskets has commonsense appeal, too. If you don’t know whether stocks will continue their current run or take a breather, if small caps will outperform large, or when interest rates will start to rise – and no one truly knows those things – diversifying is a sensible way to hedge your bets. Most investors only think of diversification as the construction of their portfolios. Investors could benefit by construing it even more broadly. Here are some examples of diversification interpreted more broadly.

TIME DIVERSIFICATION What if you are concerned about the timing of your purchase? If you buy at the wrong time, when the asset is richly valued and could be due for a fall, you could lose part of your money right out of the box. In such instances, dollar-cost averaging – or diversifying your purchases by buying smaller pieces of the investment at multiple

22 x Official Publication of The Ohio Landscape Association

predetermined intervals rather than adding a position all in one go – can be a good strategy. Of course, there are no guarantees – you might buy an investment that subsequently goes up and up and up, in which case you would have been better off buying the position all at once. But the bottom line is that you don’t know what it will do, so diversifying your purchases across multiple time frames helps accommodate a range of outcomes. The same concept holds true for any investment that offers a fixed payout, such as an annuity, individual bonds, or CDs. You may be able to obtain a higher rate down the line by waiting, particularly if interest rates go up, but it’s hard to know that for sure. Laddering continued on page 24

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FISCAL FITNESS continued from pg 22 your purchases across multiple time frames can give it exposure to multiple interest-rate environments and increases its potential for higher payouts down the line.

TAX DIVERSIFICATION Diversification of tax treatment is another way to spread your bets around, and that’s why I’ve been urging investors to obtain Roth treatment for some of their retirement assets. I don’t know for sure that tax rates in general will go up – though there are certainly good reasons to expect that they might. Nor do I have a clue about whether any of you will be in higher or lower tax brackets in the future. If you’ve been working, saving, and investing, your retirement assets will be taxed when you begin taking withdrawals – whether you hold the money in traditional IRAs, 401(k)s, or other company retirement plans. For that reason, it’s a good strategy to get at least some of your retirement assets into the tax-free withdrawals column – in a Roth IRA.

VEHICLE DIVERSIFICATION Most investors’ portfolios are constructed with individual stocks, mutual funds or ETFs, or actively managed funds. Adding a slice of a passively managed index fund or ETF to a portfolio anchored in actively managed funds can help improve the portfolio’s risk/ reward profile, according to many studies. Broad stock-market index funds and ETFs can also be the better choice for your taxable accounts because they tend to distribute few capital taxable gains on a year-to-year basis. By the same token, index enthusiasts might consider steering at least a small share of their portfolios to actively managed funds with sensible strategies and low costs.

“ALL-IN” DIVERSIFICATION Most of this article has focused on various levels of diversification when it comes to your investment assets. But diversification can also be a useful concept when thinking about your total

24 x Official Publication of The Ohio Landscape Association

If you don’t know whether stocks will continue their current run or take a breather, if small caps will outperform large, or when interest rates will start to rise … diversifying is a sensible way to hedge your bets. money picture: any real estate or business interests you own, for example, as well as the stability of your own earnings. For obvious reasons, if a lot of your personal wealth is tied up in your home or business, a big priority for you should be to diversify into more liquid assets that have little correlation with real estate or with your firm. Creating a net worth statement can help you get your arms around how well-balanced your whole portfolio is. Talk to your financial and tax advisors, to determine your specific needs and goals.

Michael J. Donnellan is President of King Financial, Inc., with offices in Strongsville and North Royalton, Ohio specializing in stock selection and retirement planning. Feel free to contact him with any questions or comments. Phone numbers (440) 878-9676 and (440) 652-6370 Email: donnellan@m3wealthmanagement.com Securities and advisory services offered through L.M. Kohn & Company Registered Broker/Dealer Member FINRA/SIPC/MSRB 10151 Carver Rd. Suite 100 – Cincinnati, Ohio 45242 (800) 478-0788

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BUSY IS NOT ALWAYS GOOD BY JEFFREY SCOTT, MBA

PRODUCTIVE Fire Fighting Changing Direction FOCUSED

BUSY PROACTIVE Reactive Double-work

INNOVATIVE Busy Work

26 x Official Publication of The Ohio Landscape Association

Everyone is busy – though many people are not the right kind of busy.

ave you noticed how busy people are these days? People were busy last year, and now they are even busier today. But busy is not always good. There are many different kinds of “busy.” Just like the Eskimos have many different definitions for “snow,” we need to differentiate between the different kinds of busy. Here is a list of “busy”— first the good, then the bad. Which busy are you?

FOCUSED/BUSY This is means you are going after a goal, and strictly focused on executing that goal. It means your team knows what the goal is, and knows what the important priorities are for hitting that goal. This is good-busy, if the team is working in lock step and everyone knows their role and goals in the business.

PRODUCTIVE/BUSY This means you are getting a lot done with your time. Perhaps you have a lot of clients to service, or a large backlog that you are working your way through. Or it can mean you are following the 20-80 rule, and you are doing the work that is most important, and delegating (or simply not doing) the rest. Busy-productive should show up on the bottom line and in the growth of your firm.

PROACTIVE/BUSY This means you are getting “ahead” of issues. Either you are visiting customers, or job sites, or prospecting for business, or meeting with your peer group, or talking to influencer’s in your community. When done right, this is a good busy, and should make your firm more competitive.

INNOVATING/BUSY This means you are growing in a new direction, adding new services, and busy figuring them out and selling them. This means your team is trying out new methods for executing the work. It can also mean you are expanding into a new geographic area. Busy-innovating is good busy; because it will drive your profits.

But busy is not always good, for example:

REACTIVE/BUSY This means you are busy responding to emails and phone calls and knocks on the door. You are reacting to the agendas of your customers, your suppliers, your subs, and your staff. It means you are not setting the agenda. It may mean your leadership is weak, and you are in a state of followship.

FIRE FIGHTING/BUSY This means you have big complaints that are consuming your time, or big quality issues or contract completion issues. This means your customers are screaming, or your banker is screaming, or other stakeholders in your business are screaming. (It can also mean you did poor planning this winter and you now are paying the price, responding to the poor planning. This is related to busy-reactive.)

CHANGING DIRECTIONS CONSTANTLY/BUSY This is the “attention deficit disorder” busy. This is due to not following through on your plans, and constantly creating new plans and new directions. It can also mean you are easily distracted. You thrive on chaos, and it keeps you busy.

DOING DOUBLE WORK/BUSY This means your systems force you to do double administrative work, or even triple work. This is the kind of busy work that stops a company from growing easily.

BUSY WORK/BUSY This may mean you have gone past the 20-80 rule, and you are simply working on too many projects; unfocused and without great results. You probably need a break to recharge your batteries.   Everyone is busy – though many people are not the right kind of busy.   What kind of busy are you?

Jeffrey Scott, MBA, author, coach and Hall-of-Fame Consultant – is the expert in growth and profit maximization in the landscape industry. He grew his landscape company into a successful $10 million enterprise (15 million in today’s dollars), and he’s now devoted to helping others achieve profound success. He facilitates the Leader’s Edge peer group for business owners; his members achieved a 27% profit increase in their first year. To learn more visit www.GetTheLeadersEdge.com.

The Growing Concern x February 2016 x 27

DIRECTIONS

SANDY MUNLEY Executive Director Ohio Landscape Association

JUST IN TIME FOR SPRING Now that winter has finally arrived, it is difficult to think about spring, but it is just around the corner and OLA wants to help you reach target clients. One of the many benefits of being a member of the OLA is a free basic listing in our public referral database on MyOhioLandscape. com. All members are asked for six (6) zip codes that they want referral work in and a list of services that they provide. Visitors to the site can type in the zip code of their property, check off the type of service(s) they are looking for, and come up with a list of OLA members that satisfies their criteria. If you haven’t provided us with this information, please contact us in the OLA office so that we can get you the form you need to fill out, so that we have the correct information to add you to the referral system. Or, if you have changed the services you offer, or the geographic area you serve, we need to know. You can also complete this information, fast and easily, online by going to the Member Center of our industry website, OhioLandscapers.org. We also offer an enhanced listing for only $100 for the membership year. This option will allow for you to include your logo, website (with link) and a brief paragraph about your

28 x Official Publication of The Ohio Landscape Association

company. For only $100, this is a great value! Call the OLA office if you would like more information at 440-717-0002. And, this month, the OLA garden at the Great Big Home and Garden Show will feature our consumer website, MyOhioLandscape.com. In addition to the referral service, this website provides homeowners and property managers with information to help them make an informed decision about the landscape contractor they hire, and offers information on plant materials, as well as seasonal tips to keep people coming back to the site. Lastly, I would like to remind you that the Spring/Summer issue of Landscape Ohio! magazine – OLA’s consumer publication dedicated to promoting the green industry – will once again be in the May issue of Cleveland Magazine and Ohio Magazine. This issue will highlight the winning projects of the 19th Annual Landscape Ohio! Awards Program. continued on page 30

ADVERTISING INDEX

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21 Davis Tree Farm & Nursery, Inc.

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LOOKING FOR OUR CLASSIFIEDS? Looking for our Classified and Help Wanted ads normally published here? You’ll find them at ohiolandscapers.org or myohiolandscape.com. Interested in purchasing space to run your own ad? The information below should prove useful. HELP WANTED ADS Help Wanted ads are posted on both our industry website ohiolandscapers.org and our consumer website myohiolandscape.com CLASSIFIED ADS (I.E. Equipment for sale) Classified ads are posted on our industry website ohiolandscapers.org

19 Van Curen Tree Service

COST MEMBERS: $35 plus $3 for each 10 words for 30 days. NON MEMBER: $70 plus $3 for each 10 words for 30 days.

PAYMENT All classified advertising must be prepaid. Mastercard or Visa can be taken over the phone. In most cases, online posting will occur within 2 business days once payment is received.

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Please send all inquiries and ad content to: info@ohiolandscapers.org or call the OLA office at 440-717-0002.

OLA Classified Ad Half Vertical.indd 1

The Growing Concern x February 2016 x 29

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DIRECTIONS continued from pg 28 Great Lakes Publishing offers members of the OLA special advertising rates. This is a great opportunity to let the public know about your company and the quality products and services you offer and is open to anyone associated with the landscape industry (i.e., landscape contractors, lighting and irrigation companies, material and equipment suppliers, garden centers, etc.). Do not think of marketing as an expense, but as an investment that produces a measurable return in the form of qualified leads. Both magazines are quality publications with proven track records of reaching quality clients. The ad closing date for the Spring/Summer issue of Landscape Ohio! magazine is March 2, 2016…and the section may sell out before then…so don’t delay! For more information, or to reserve your space, contact your current ad representative, or Paul Klein, at Great Lakes Publishing at 216-377-3693, or klein@glpublishing.com.

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30 x Official Publication of The Ohio Landscape Association

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Ohio Landscape Industry Certified Technician Test Partnership

By earning your Landscape Industry Certified Technician certification, you send a message to your clients and/or employers that you’ve met and achieved the industry standard, and have demonstrated a thorough understanding of all the facets of your job. 2016 Landscape Industry Certified Technician Written & Hands-on Test Dates Registration deadline for the hands-on test is May 18, 2016. January 12, 2016 - WRITTEN TEST (CENTS Show in Columbus)

February 16, 2016 - WRITTEN TEST (Thornton’s Landscape in Maineville,)

January 28, 2016 - WRITTEN TEST (Ohio State ATI in Wooster)

July 20, 2016 - WRITTEN TEST (Ohio State ATI in Wooster)

February 9, 2016 - WRITTEN TEST (OLA Office in Broadview Hts.)

July 21, 2016 - FULL TEST (Ohio State ATI in Wooster)

REGISTER TODAY! Deadline to register for the hands-on test is May 18, 2016. For additional information about the test, registration information or study materials, visit LandscapeCertifiedOhio.org, or call The Ohio State ATI at 330-287-7511 or 330-287-0100.

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BRONZE LEVEL

DAVISTREE FARM / NURSERY MEDINA SOD FARM REPROS, INC. VALLEY CITY SUPPLY WOLF CREEK COMPANY ZORESCO EQUIPMENT COMPANY

SUPPORT THOSE WHO SUPPORT YOU OLA meetings are where OLA members gather to share knowledge, foster new ideas, and network. All meetings begin with a “Social Hour” for networking, including finger foods and refreshments. OLA members are not charged for membership meetings. To learn more about the perks of becoming a sponsor, call 440.717.0002, or email us at info@ohiolandscapers.org