Growing Concern
The
MAY 2 0 2 0
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
Industry Specific COVID-19 Information 23rd Annual Landscape Ohio! Awards Gala (Rescheduled) June 18, 2020 / Windows on the River / PAGE 7
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PR ES I DEN T’S COLUM N
DOMENIC LAURIA Vizmeg Landscape, Inc.
IT’S THE END OF THE WORLD... AS WE KNOW IT?
The COVID-19 pandemic has been the primary topic of conversation for over two months now. It has impacted all of our businesses – in some form, or another – as well as the lives of our family members, our employees, and our friends. Although the current situation is near-tragic for some, great leaders, great companies, and great individuals find the silver lining in situations like these. Have you? Though unfortunate, this historical event has forced us all to operate our businesses differently and, at the same time, challenged how we function in our day-to-day lives. We’ve been forced to adapt to a new norm. And, while change is never easy, it begs to be asked, “Is it really THAT bad?” Prior to writing this article, my daughter had found the bubble machine the Easter Bunny brought her this year. She was so excited to see bubbles flying through the air;
racing our dogs to pop them before they could eat them. (Note: If you haven’t experienced this, let me tell you, it is SO incredibly mind numbing as a parent to watch your kid chase bubbles for the twentieth time in a week… but the lesson is invaluable.) We focus so much time and energy on everything as it applies to the “big picture,” that many of us have forgotten how to focus on what is happening RIGHT NOW. I can make the argument that, as a society, we’ve continued on page 6 forgot how to LIVE. The Growing Concern | May 2020 | 3
TAB LE OF CON TEN TS M AY 2 0 2 0 WWW. OH I OLA N D SCA P E R S. OR G OH I O’ S P R OF E SSI ON A L G REEN I N D U ST R Y A SSOCI 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 DESIGNER / EDITOR Rick Doll, Jr. REGULAR WRITERS Adam Capiccioni, Ohio CAT Michael J. Donnellan, King Financial, Inc. Dr. Jim Funai, PhD., Cuyahoga Community College Shelley Funai, Stan Hywet Hall and Gardens Sandy Munley, Ohio Landscape Association Bobbie Schwartz, FAPLD, Bobbie’s Green Thumb COVER: 2018 Landscape Ohio! Awards merit award winner, Brookside Construction Services, for their entry in the category of Commercial Installation.
FEATURES
3 8 12 16 22 26 30 31 31
PRESIDENT’S COLUMN
It’s the End of the World... As We Know It?
PERENNIAL FOCUS
Chrysogonum virginianum: Green & Gold
FISCAL FITNESS
What the New Round of PPP Loans Means for Your Business
ADVERTISING INFORMATION Submission deadline: 10th of the month, prior to the month of publication. For advertising rates and ad specs, please call 440.717.0002, 1.800.335.6521, or email Rick Doll Jr. at rick@ohiolandscapers.org. 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.
FOR SAFETY SAKE
OSHA Issues Guidance on COVID-19
OFFICERS President Domenic Lauria
OLA STAFF Executive Director Sandy Munley
PLANT OF THE MONTH
President – Elect Dr. James Funai, PhD.
Communications & Events Manager Rick Doll, Jr.
Pieris japonica: Japanese Pieres
FEATURE ARTICLE
Thinking About Tomorrow: Why Businesses Fail and 3 Indicators to Avoid
DIRECTIONS WELCOME NEW MEMBERS ADVERTISING INDEX
4 | Official Publication of The Ohio Landscape Association
Treasurer Brian Maurer, LIC Immediate Past President Adam Capiccioni DIRECTORS Keith Clapper Ryan Drake Stephanie Gray, LIC Cameron Maneri Rob Morel
C AL ENDAR OF EVENTS U P CO M I N G O L A MEETINGS , EDUC ATION SE MI N A R S, A ND O TH ER GREEN INDUS TR Y EVE N T S
MAY ONGOING As the OLA and its members continue to deal with the unpredictable challenges presented by the COVID-19 virus, our intent is to provide access to online content focused on helping you through this time. Because this content is ever changing, we ask that you monitor email and our facebook page for updates. You and your staff can sign up to receive emails at www.ohiolandscapers.org.
JUNE JUNE 18, 2020 (RESCHEDULED) 23rd ANNUAL AWARDS GALA In the interest of the safety of our members, this year’s Landscape Ohio! Awards has been rescheduled for June 18, 2020. You can still sign up to join Ohio’s landscape community for an evening out as we reveal the 2019 winners, as space is available to those who did not enter awards. This is a great opportunity for those of you who have been contemplating entering, but want to know more about the program, or for those of you just looking to spend an elegant night out.
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AUGUST AUGUST 6, 2020 OLA SCHOLARSHIP GOLF CLASSIC Join us at Bob-O-Link Golf Club for the OLA Scholarship Golf Classic! Our golf outing was created to help generate funding for our scholarship program, targeting qualified students interested in a vocation within the green profession. Call the OLA at 800335-6521 for sponsorship opportunities. Registration opens in spring of 2020.
AUGUST 20, 2020 SNOW & ICE MANAGEMENT CLINIC (NE Ohio) We will have more information coming in the near future, once our committee has an opportunity to convene.
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PR ES I DEN T’S COLUM N continued from page 3
For example, as a landscaper, it’s remarkable just how much more I can get done around the house on weekends when I don’t have all these “important” things to do. More so, it amazes me just how much fun we can have as a family, as I do said yard work, while my wife, kid, and dogs “participate.” All jokes aside, it’s really an interesting concept to think about; when we have no restrictions, we don’t seem to have the time to do anything, but when restricted all of a sudden we have time to do things we’ve wanted to do for years, or maybe never thought to do, period. How has our industry adjusted to all of this? For one, all of a sudden we miraculously figured out how to accommodate individuals who need to work from home, so that they can watch their kids. Two months ago, this idea was nearly unthinkable in our industry! In fact, we’ve become more flexible with our employees in many other ways, because we’ve been forced to. And while no one will ever confuse our industry’s technical prowess with that of Microsoft or Apple, it appears to me that we’ve all began to embrace technology – FINALLY – but again, because we have been forced to. Just a quick example: the OLA just had our first board meeting through the use of video conferencing and it was probably one of the most efficient board meetings I’ve taken part in. So, in getting back to finding a silver lining in all of this… as business owners, or employees, I want to challenge you to reflect on the past two months and what lessons you have learned that can improve your business long term. As owners, do you have any opportunities where you can be more flexible with your employees? Instead of traveling to a jobsite to meet with crews, or clients, can you be more efficient by having a video conference and accomplish just as much, if not more? Or, by implementing better sanitary measures for your crews, can you also devise new safety procedures that should probably already be in place? And, as employees, can you stay on task with less face-toface supervision? Will you take the time to learn how to use the technology available to you in order to effectively communicate with your company’s owner? Will you follow new safety procedures without cutting corners and put safety above all else?
6 | Official Publication of The Ohio Landscape Association
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LANDSCAPE OHIO! AWARDS GALA
LANDSCAPE ENHANCEMENT AWARDS GALA EVENT INFO THURSDAY, JUNE 18, 2020 WINDOWS ON THE RIVER 2000 SYCAMORE ST, CLEVELAND, OH 44113 AGENDA REGISTRATION/COCKTAILS 5:30PM - 6:45PM DINNER 6:45PM - 7:30PM PROGRAM 7:45PM - 10:00PM
The Landscape Ohio! Awards Program is an annual Landscape competition, created by the Ohio Landscape Association, in effort to increase awareness of quality landscaping and how it improves our environment. In conjunction with this program, the OLA hosts a prestigious Awards Gala to recognize our designers, installers, and property owners. The 2020 gala will be held in the breathtaking Bridge View Room, at Windows on the River, in the heart of Downtown Cleveland. It is a semi-formal event inclusive of a cocktail hour, dinner buffet and awards presentation. It is also an excellent chance for industry professionals to get dressed up and celebrate the work being done by their teams and their peers. This year, the OLA is happy to announce that we will be able to offer a limited amount of tickets to those who did not enter this year’s competition. This is a great opportunity for those of you who have been contemplating entering, but want to know more about the program, or for those of you just looking to spend an elegant night out with industry leaders and get inspired for spring.
2020 MAJOR EVENT SPONSORS
COST MEMBER: $75 PER PERSON * Includes champagne toast, dinner and awards show. CASH BAR.
MEMBERS ONLY EVENT
* Members in attendance may bring non-member guest
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Alvord’s Yard & Garden, Bedford Glens Garden Center, Belgard Hardscapes, Bigfoot Landscape Supply, Cascade Lighting, Inc., Cleveland Magazine, Consumer Builders Supply, Davis Tree Farm & Nursery, Great Big Home & Garden Show, Klyn Nurseries Inc., Kurtz Bros. Inc., Lake County Nursery, Premier Plant Solutions, Snow & Ice Management Association, Unilock Ohio Inc., Valley City Supply, Wolf Creek Company
Cancellations made 14 days prior to the event date will be subject to a 30% cancellation fee. NO refunds will be issued for cancellations 13 or less prior to the event, no shows, or cancellations on the day of the event. If, for any reason, the event is cancelled, attendees will be notified, and fees refunded in full.
2020 LANDSCAPE OHIO AWARDS DINNER GALA / REGISTRATION CLOSES 05/28/20 Company Contact Address City State Phone (______)
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PEREN N I AL FOCUS
BOBBIE SCHWARTZ, FAPLD Bobbie’s Green Thumb The foliage of Chrysogonum virginianum ‘Pierre’ is deeply veined and attractive even when the delicate flowers are not in bloom.
CHRYSOGONUM VIRGINIANUM GREEN & GOLD
If you are searching for a semi-evergreen groundcover for shady areas, consider using Chrysogonum virginianum, a vastly underused vigorous, creeping, mat-like perennial. This American native is hardy in zones 5-8 and only grows six to eight inches high but twelve to eighteen inches wide. It will tolerate even heavy shade but will also grow in full sun if the site is moist.
Green and Gold will lighten any shady area with its tiny, bright yellow, daisy-like flowers. Flower color varies slightly from clear yellow to golden yellow depending on light and the cultivar. The triangular, toothed foliage is medium to dark green. The heaviest bloom time is May and June, blooming sporadically thereafter only if the temperatures don’t rise too high. Light rebloom may occur in the fall. Plant in acidic to neutral, moist, well-drained soil, if possible. It will tolerate clay soil if it is amended with organic matter to improve drainage. continued on page 10
8 | Official Publication of The Ohio Landscape Association
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PEREN N I AL FOCUS
Chrysogonum virginianum ‘Norman Singer’s Form’ is slightly hairy. Note the slight notching of the flower petals.
continued from page 8 Flowers provide nectar for pollinators but, happily, plants are unpalatable to deer and other herbivores. There are several cultivars but the differences are minimal. Chrysogonum works very well as a groundcover or an edging for woodland gardens, in native plant gardens, in naturalized areas, and at the edges of boggy gardens. It can also serve as a skirt for taller, shade-loving perennials such as Spigelia marilandica, Aquilegia canadensis, Tiarella cordifolia, Heuchera, and Dodecatheon meadia. I have also seen it intertwined with Vinca minor, an interesting combination of lavender and yellow flowers in the same space at the same time.
Bobbie Schwartz, FAPLD, owner of Bobbie’s Green Thumb in Shaker Hts., Ohio, is a landscape designer, consultant, freelance 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 (PPA). Bobbie is a Past President of the Association of Professional Landscape Designers (APLD). Bobbie’s new book, Garden Renovation: Transform Your Yard into the Garden of Your Dreams, was published in November 2017 by Timber Press.
10 | Official Publication of The Ohio Landscape Association
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F I SCAL FI TN ESS
WHAT THE NEW ROUND OF PPP LOANS MEANS FOR YOUR BUSINESS Mid April, the President signed legislation appropriating $310B in additional funds to the Small Business Administration’s Paycheck Protection Program. Due to high demand, the program’s funds were initially exhausted after about two weeks. For those that missed out on applying for the first round or got stuck somewhere in the middle of the approval process, here’s what you can expect from the extension.
WHAT TO EXPECT FROM THE SECOND ROUND The unfortunate reality with the Paycheck Protection Program is that it is a highly sought after source of forgivable funding with a limited supply. The original $350 billion was claimed in just 13 days and that was when lenders were navigating a new application process and businesses were still unraveling what was necessary to apply. Now, the process is set, more and more businesses are prepared to apply and the extension provides less funding than the first round. If the original funding took less than two weeks to run out, you can expect this next round to take even less time. However, there are some key takeaways from the first round of applications that may help you submit an application and gain approval before loan funds run out.
12 | Official Publication of The Ohio Landscape Association
Prepare your application and documentation ahead of time: You want to be sure you can apply as soon as the funds are available. Avoid larger banking institutions: There were reports that bigger banks prioritized PPP funding for larger customers. If you’re a smaller business and able to work with a small bank, credit union, or fintech lender, you may have a better chance. Chat with a real person: Much of the application process is automated, but it’s important to connect with a person from your lending institution. This can help ensure that you provided all necessary documents and that you have direct insight into the status of your loan. continued on page 14
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F I SCAL FI TN ESS
continued from page 12 While there’s still a great amount of uncertainty involved with the PPP, keeping these things in mind can help you when applying or reapplying this time around.
Profit & Loss report from the last 12 months: Again, you should be able to get this from your accounting system. Not all banks will ask for this information.
HOW MUCH MONEY IS AVAILABLE?
Your most recent tax return: Some banks will ask for your most recent tax return.
The PPP extension will provide an additional $310 billion in low-interest small business loans, that will still be administered by SBA approved lenders. $60 billion of this will be allocated for smaller banking institutions and credit unions, to give smaller businesses a better shot at being approved.
HOW DO YOU APPLY FOR A PPP LOAN? The application process and required supporting documents will be the same as the first round. While the necessary documentation may vary based on your specific business, chosen lender, and a number of other factors this is what you should have prepared to apply: PPP loan application: This document is available online and accepted by all SBA approved lenders. If you plan on applying through a fintech organization (ie Intuit, PayPal, etc.) you may have to fill out an additional application through them. Payroll documentation: You can either run a report from your accounting system, or from your payroll system.
14 | Official Publication of The Ohio Landscape Association
Articles of incorporation: You should have this document on file from when you formed your business. If you are applying for the loan from the bank you normally do business with, they may already have a copy on file.
WHERE CAN YOU APPLY FOR A PPP LOAN? You can apply for a PPP loan at any SBA-approved lender. This includes banks and some technology companies like Intuit, Divvy, and PayPal. Your bank may not be an SBA-approved lender, so it’s important to check with your own bank first and be prepared to shop around to find another lender who will process your loan if your own bank can’t or won’t do it for you.
HAS THE FORGIVENESS PROCESS CHANGED? As with the application, the process for submitting for loan forgiveness after you’ve been approved remains the same. The purpose of the loan is still meant to help your business maintain payroll, rent, utilities, and other eligible expenses. If you let
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WHAT DO YOU DO AFTER YOU GET A LOAN? Keeping close track of your expenses after you get your PPP loan is critical to ensure that you maximize the amount of the loan that will be forgiven. You’ll need to keep things like payroll records, receipts for rent or mortgage payments, and insurance receipts. It’s also important to create a financial forecast and expense budget to make sure that you manage your PPP cash properly.
ALTERNATIVES TO PPP While a PPP loan may seem like the only option, there are alternatives still available to you. One such option is a COVID-19 SBA Disaster Loan, which allows for an immediate $10,000 grant when you apply. Additionally, there are some state-funded resources similar to PPP available, as well as traditional venture capital options and tax breaks to explore. This article was written by Kody Wirth, Content Marketing Specialist at Palo Alto Software, running editorial for LivePlan. LivePlan simplifies business planning, budgeting, forecasting, and performance tracking for small businesses and startups. Read more at Liveplan.com.
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F OR SAFETY SAK E
OSHA ISSUES GUIDANCE ON COVID-19
RECORDKEEPING REQUIREMENTS & ENFORCEMENT RESPONSE PLAN DURING THE PANDEMIC
On April 10, the U.S. Department of Labor’s Occupational Safety and Health Administration (OSHA) issued interim guidance for enforcing OSHA’s recordkeeping requirements (29 CFR Part 1904) as it relates to recording cases of COVID-19. Under OSHA’s recordkeeping requirements, COVID-19 is a recordable illness, and employers are responsible for recording cases of COVID-19, if the case: • Is confirmed as a COVID-19 illness; • Is work-related as defined by 29 CFR 1904.5; and • Involves one or more of the general recording criteria in 29 CFR 1904.7, such as medical treatment beyond first aid or days away from work.
16 | Official Publication of The Ohio Landscape Association
In areas where there is ongoing community transmission, employers other than those in the healthcare industry, emergency response organizations (e.g., emergency medical, firefighting and law enforcement services) and correctional institutions may have difficulty making determinations about whether workers who contracted COVID-19 did so due to exposures at work. Accordingly, until further notice, OSHA will not enforce its recordkeeping requirements to require these employers to make work-relatedness determinations continued on page 18 for COVID-19 cases, except where:
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OSHA ENFORCEMENT PLAN On April 14, OSHA announced an interim enforcement response plan for the coronavirus pandemic. The response plan provides instructions and guidance to OSHA Area Offices and compliance safety and health officers (CSHOs) for handling coronavirus-related complaints, referrals and severe illness reports. During the coronavirus outbreak, OSHA Area Offices will utilize their inspection resources to fulfill mission essential functions and protect workers exposed to the disease. The response plan contains interim procedures that allow flexibility and discretion for field offices to maximize OSHA’s impact in securing safe workplaces in this evolving environment.
18 | Official Publication of The Ohio Landscape Association
“OSHA is committed to protecting the health and safety of America’s workers during this challenging time in our nation’s history,” Principal Deputy Assistant Secretary Loren Sweatt said. “Today’s guidance outlines commonsense procedures for investigating complaints related to the coronavirus, while also ensuring the safety of workers, employers, and inspectors.” The response plan outlines procedures for addressing reports of workplace hazards related to the coronavirus. Fatalities and imminent danger exposures related to the coronavirus will be prioritized for on-site inspections. The response plan contains procedures and sample documentation for CSHOs to use during coronavirus-related inspections. Workers requesting inspections, complaining of coronavirus exposure or reporting illnesses may be protected under one or more whistleblower statutes and will be informed of their protections from retaliation. This memorandum will take effect immediately and remain in effect until further notice. It is intended to be time-limited to the current public health crisis. Check OSHA’s webpage located at www.osha.gov/coronavirus frequently for updates. This story was posted to the ForConstructionPros.com web blog on April 14, 2020. ForConstructionPros.com delivers businessbuilding content in print, online, via email and social media.
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REGISTRATION PL ANT GOLFER OF TH E M ON TH
August 6, 2020 Bob-O-Link Golf Course Avon, OH 4-person Scramble Shot gun start 9am
Each Golf Registration Includes: • • • • •
18 Holes of Golf Golf Cart Live Leader Board Game Day Contests Driving Range
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20th Annual OLA Scholarship Golf Classic 2020 OLA SCHOLARSHIP GOLF CLASSIC / REGISTRATION CLOSES 07/23/20
(Make checks payable and send to: Ohio Landscape Association, 9240 Broadview Rd, Broadview Hts., OH 44147)
Firm _______________________________________________________ Contact ____________________________________________ Address ______________________________________________________________________________________________________ City ________________________________________________________________________ State ___________ Zip _______________ Phone (______)____________________ Fax (______)____________________ Email ___________________________________________
NAME OF GOLFER (Correct Name is Mandatory or Forfeit Shall Occur)
COMPANY
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TO OUR MAJOR AND CONTEST SPONSORS Sponsorship Opportunities We are excited to be holding our 20th annual golf outing at Bob-O-Link Golf Course on August 6, 2020. But, we need your help to make it a success! This event helps to generate funding for our scholarship program, targeting qualified students interested in a vocation within the green industry. Call us to find out more about sponsorship features and benefits. Tee Sponsorships
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The OLA allows right of first refusal to those companies who sponsored the previous year’s event. We are currently contacting last year’s event sponsors concerning the 2020 event. Once their involvement has been confirmed, we will post an up-to-date list of available sponsorship opportunties in the June Issue of the growing concern, and online at https://www.ohiolandscapers.org/olagolf.html. For more info, you can also call the OLA office at 440.717.0002.
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Billing Address + Zipcode for Card OLA SCHOLARSHIP GOLF CLASSIC Make checks payable and send to: Ohio Landscape Association, 9240 Broadview Rd, Broadview Hts., OH 44147 Register online, by mail, by phone, or by fax: Phone 440-717-0002 or 1-800-335-6521 • Fax 440-717-0004 • www.ohiolandscapers.org
PL ANT OF TH E M ON TH
JIM FUNAI, LIC Cuyahoga Community College Pieris japonica, also known as Japanese Pieris, Japanese Andromeda, or Lily-of-the-Valley Plant, is a hardy and versatile evergreen shrub that provides excellent color and interest throughout the season.
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PIERIS JAPONICA JAPANESE PIERIS
April and May are a great time for this Evergreen shrub to be a star in the garden, with beautiful flowers and stunning new growth. While this shrub has been in the trade since the late 1800s, rising to popularity in the mid-1900s, it seems it has fallen from favor in recent decades. As our readers know, we love exploring the origins of plant names and this plant did not disappoint, having sent us on a literary research mission. Common names recorded for this plant – over time – included; Pieris, Lily-of-the-Valley Shrub, Fetterbush and Andromeda. Let’s tackle each, one at a time.
This plant is steeped in Greek mythology, starting with Pieria as the home of the Greek Muses (beautiful women who inspired art, song, and the like). Someone felt strong enough about the beauty that this shrub exhibits to name it after the location that Greeks believe all beauty came from!
Pieris Pieris is the most common, common name we come across in Ohio and is also the genus name for the plant. Pieris is a nod to a region in Greece called “Pieria,” situated on the North Aegean Sea, which is home to the famous Mt. Olympus.
Lily-of-the-Valley Shrub Lily-of-the-Valley-Shrub is perhaps the most literal reference in common names, as the flowers resemble the upside-down urns found on Lily-of-the-Valley (Convallaria majalis), though the two plants are not related at all.
22 | Official Publication of The Ohio Landscape Association
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Fetterbush This is a bit of a sloppy common name, as it also applies to Leucothoe and Lyonia (both in the same family as Pieris), but came about because the habit of these three plants is to grow into a dense thicket and fetter (obstruct) walking. Andromeda Returning to Greek mythology, Andromeda was a human princess in Ethiopia – daughter to King Cepheus and Queen Cassiopeia – the latter of which was punished by Poseidon and turned into a constellation for bragging she was more beautiful than a goddess. Andromeda was to be sacrificed, as well, but was rescued by Perseus (Perseid meteor shower) and became a queen in Argos. Upon her death, she was turned into a galaxy by Athena in honor. Why do these Greek mythologies keep turning people into space things?! More telling in the common name of Andromeda is the Greek roots of the word: (Andros) meaning “man” and (medo) meaning “to rule over” (i.e. mediate). So, this name literally means “ruler of men” and is quite the honor to bestow upon a plant!
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With all the references to Greek mythology you would think the plant native to that part of the world, right? Wrong. Hence japonica as the specific epithet. This plant is native to Japan, Taiwan, and Eastern China. Remember, when a lot of these plants were being “discovered” in the 1800s people were still heavily educated in the “classics” of Greek and Roman mythology. Without television, these stories were the dramas of their day, thus a primary source of entertainment. In fact, many plants were named after famous characters in these stories, so don’t be surprised if someone comes out with Pieris ‘Carol Baskins killed her husband,’ or Acer ‘Tiger King Joe’ later this year! (Their stories aren’t THAT different from those of the Greeks.) So, what makes this shrub a ruler of mankind? While it may be a bit of a stretch for a name, it’s quite nice to see the flowers in very early spring when the Crocus are just fading, and the Hyacinths begin to open. There may still be snow flying around when these have their blooms open. Following the flower show, new growth emerges as a deep, brilliant-red, in stark contrast to the deep, glossy-green of the older Evergreen foliage. The red slowly fades through the spring, and early summer morphs into a brighter green, still offering contrast through much of summer. continued on page 24 The Growing Concern | May 2020 | 23
PL ANT OF TH E M ON TH
continued from page 23 Being an evergreen, don’t expect fall color, but do enjoy the broadleaf evergreen features through the winter months. Now, what may be Pieris’s Achilles heel (yes, one more Greek mythology reference) is that it has a bit of a temperamental attitude towards cultural conditions. DO NOT plant this shrub in a location with consistently wet/heavy soils. Clay will kill. This is a member of the Ericaceous (Heath) family, and much like its cousin the Rhododendron, it is picky on the soil. Very well-drained, but not dry, good organic material and acidic are the keys to keeping these plants happy and healthy. If the soil becomes too wet, expect to lose all or parts of the plant to phytophthora root rot. In addition, harsh winter winds will desiccate the leaves and really start to impact the fullness and beauty of the plant. If your client has one in a windy location, try using antidesiccant sprays for the winter to help protect against this. Full sun can be tolerated, though we have found some of the best specimens around here to have some protection against late afternoon summer sun/heat. When grown in deeper shade the plant will likely do just fine but will start to become leggy over time. Pruning is not recommended on the plant unless it is becoming leggy and then some selective heading-back cuts on main branches could help. We prefer to prune in fall, after the red new growth show has faded, giving the wounds time to start to cover and prepare the plant to flush new growth the following spring.
24 | Official Publication of The Ohio Landscape Association
While the straight species reaches over 10 feet tall and wide in its native habitat – along gravel hillsides in the forest – you won’t likely encounter the straight species, or plant it in its exact native conditions. There are many cultivars of the plant on the market and your best bet is to consult cultivar statistics to determine ultimate size. They range from little meatballs of ‘Bonsai’ in the 12 inch by 12 inch size to many options in the 5 foot to 6 foot range. A few less common cultivars approach the 8 to 10 foot range. We did see that the brand with the white pots is releasing a “new” cultivar with ruby-red flowers, instead of the more common white, but there are also pink cultivars out there, which often lead to a resurgence of popularity in a plant. Our suggestion, don’t be tricked by their marketing machine, embrace it. If this leads to more clients wanting this beautiful “Ruler of Men” plant, talk to your local nursery and I bet they can find you a plant of similar great quality and beauty as a standard nursery can.
Jim Funai, PhD. is full-time faculty at Cuyahoga Community College, a NALP accredited associate of applied science in hoticulture degree program. He has a PhD in Landscape Engineering and Forestry and is a Licensed Arborist. Shelley Funai is Grounds Manager at Stan Hywett Hall and Gardens in Akron, Ohio, which offers a historic estate designed by Warren H. Manning and a beautiful manor house museum. She is Landscape Industry Certified in Ornamental Plant Care.
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F EATURE ARTI CLE
Thinkingabout tomorrow...
Why Businesses Fail and 3 Indicators to Avoid Originally published on the Landscape Leadership blog at Landscapeleadership.com
I imagine some of you are scared and worried. I was certainly in crisis mode a few weeks back as I thought about the worst case scenarios facing my company, employees, and our clients. We’re all in the same boat... and that boat’s a-rockin’. What I’m thinking about today are the steps we need to take tomorrow (and the next day...) to ensure the financial stability of our companies moving forward. After all, you want to be the rock your family and employees can count on, right? That said, I want to talk openly about why businesses fail, because it’s an important conversation to have right now.
These indicators are linked to each other. I recommend tracking them on a monthly or quarterly basis, but let’s look at each...
You can either be aware of the most common financial pitfalls that lead to failure or you can bury your head in the sand. I believe you have more courage than the latter.
Declining gross margin is the symptom of a pricing problem. The only way that gross margin (as a percentage of sales) can go down is if...
Below are three reasons businesses fail. There are others, obviously, but I want to focus on this dangerous combination and relate each back to the pandemic we’re facing.
1. You cut your prices while COGS remain the same, or... 2. You fail to raise prices while COGS rise.
1. You experience a period of declining gross margin while... 2. Wages, as a percentage of sales, begin to increase as... 3. Sales volume begins to increase.
26 | Official Publication of The Ohio Landscape Association
DECLINING GROSS MARGIN [Gross Margin = Total sales – Cost of Goods Sold (COGS)] Example: $40,000 = $100,000 - $60,000 (gross margin of 40%)
The bottom line is the same: The sales price is too low relative to the cost of goods sold. Cutting your prices (i.e.- discounting) is a death sentence. Especially as it relates to the present and post-pandemic
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economy. If your company is already nearing the edge of a cliff, cutting your prices will only push you over faster. Don’t do it. Scenario two is common in the lawn and landscape industry and, in my estimation, leads to failure more often than cutting prices. This is due to the lag time in raising prices after COGS has increased. This lag can be years in the case of many companies. I don’t want to make a blanket recommendation because you’re all in different situations right now. But, the majority of you would do well to heed this recommendation coming out of the pandemic: Raise your rates/prices (do not discount). In my opinion, this will not be completely unexpected by your customers and prospects. Cut or limit your production capacity. You don’t need more customers right now, you need better customers. Now is the time to cut loose those clients who you are over-servicing and underpricing. There has never been a better time to clarify your positioning and become more relevant to fewer people. This should increase – or at least stabilize – your gross margin.
INCREASING WAGES A second condition that normally prevails when any entity fails financially is that wages, as a percentage of sales, begin to increase. This normally occurs because the organization just has too many people on the payroll or too many people making too much money. Often, in an economy that is going gangbusters, I’ve observed many companies who overlook their payroll burden and salary load. They simply become bloated from a wages standpoint. Be honest with yourselves, I bet many of you are overpaying certain staff members simply because they’ve been with you for many years. As long as the economy is roaring along you hand out raises year after year, whether deserved or not. There are also many multi-generational family businesses in the lawn and landscape industry. Payroll can be “top heavy” in these companies as multiple partners or owners get a piece of the pie. Since we’re being candid, how about those business owners paying their spouses or other family members a wage for doing very little, or nothing at all? It’s pretty common in our industry. continued on page 28 The Growing Concern | May 2020 | 27
FEATURE ARTI CLE
continued from page 27 So how does this relate to the pandemic? It should be obvious. If you’ve been complacent in evaluating your wages and keeping payroll in line with sales volume now is the time to regain control.
While everyone is slapping each other on the back for their record quarterly sales numbers, your gross margin (as a percentage of sales) is dangerously declining due to the fact your cost of goods sold has either remained the same, or more likely, has increased.
At the very least I suggest you track and benchmark “wages as a percentage of sales”. I track “salary load” for our company which is calculated based on percentage of gross margin rather than total sales. However you track this, determine a healthy range for your company to be in at all times.
Coming out of this pandemic, your first thought should not be, “Boy, we need to cut our prices so we can better compete against ABC Company and sell more work”. Now isn’t the time to give away work to “get your foot in the door”.
Many of you have difficult decisions to make to maintain financial stability now and post-pandemic. Be the courageous and decisive leader that your company needs at this moment.
INCREASING SALES VOLUME Surprisingly, most entities that go broke do it during a period of an increase in sales volume. I know this sounds counter intuitive because many falsely believe companies fail because of a decline in sales volume. That’s just not the case. The facts are that business is not a game of volume. It’s game of margin. If a business doesn’t maintain gross margin at an adequate level, it is going to go bust, regardless of its sales volume. The mantra, “We can make it up in volume”, is a myth. Think about it rationally: How do companies typically “make it up in volume”? They cut prices. They offer discounts. This, in turn, naturally increases sales volume (Who doesn’t love a great deal??).
Instead, you need to maintain a laser focus on selling the right work at the right price that is required to generate your ideal gross margin. Again, business is not a game of volume. Business is always a game of margin. If you discount prices to increase sales you need to understand that you will have an on-going, lifetime battle for survival that, sooner or later, you are going to lose. Now is the time to hold firm, my friends. Finally, difficult times are still ahead as we will face many challenges post-pandemic. We’re all in the same boat. Aside from your health and well-being, financial stability is what I’m hoping for most for you and your business. I hope this article and insight gets you thinking more critically about your finances and the numbers you track on a regular basis. You will need this financial diligence more than ever as we move forward together.
This article was written by Landscape Leadership founder and CEO, Chris Heiler, and appeared in their blog space on April 28, 2020. Landscape Leadership offers an extensive scope of traditional and digital marketing services and sales enablement and support to some of the most successful and innovative lawn and landscape industry companies across the United States. For more info, visit landscapeleadership.com.
28 | Official Publication of The Ohio Landscape Association
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The Growing Concern | May 2020 | 29
D I RECTI ON S
TRUST, LEADERSHIP AND FAITH
SANDY MUNLEY
Executive Director The Ohio Landscape Association
At a time when our trust in our political leaders and the media seems to be at a low, we are stepping out in faith that they know what is best for our communities to protect people for COVID-19. I am sure that this is extremely difficult for our government officials; regardless of what they do, there will be a group that believes they are making the right decisions and a group that strongly disagrees.
We are uncertain when it will be considered safe to meet in larger groups again, so our board and committees have been busy creating new ways to stay in touch and provide information to members. We will be offering some content in the form of webinars, and possibly podcasts. We have been discussing how to take some events that were previously offered in person and make them available virtually.
There is a fine line between keeping people safe and economic devastation. If our leaders have made wise choices we may never know, because the results will be less people getting sick and less people dying. We may always look back and wonder, “Was it ever going to get THAT bad, or did we truly avert a potentially catastrophic health crisis?”
If you are not currently receiving our emails about upcoming events, we either do not have your current email address, or you may have opted out of emails at some point. This would be a great time to sign back up to receive emails. You are missing a lot of what we have to offer if you don’t get these timely communications. You can sign up at the bottom right corner on the home page of our website – ohiolandscapers.org.
My hope is that we have taken enough precautions to give our medical system the time to procure the supplies needed and that those precautions – like social distancing – will keep more people from ever getting the virus. I also hope that people will continue to take this situation seriously and respect the guidelines by following the recommended protocol going forward. I guess I would rather err on the side of caution when it comes to human lives. We know the past couple of months have been very hard on your businesses. Having this hit during spring has been extremely difficult. At the OLA, we are taking this very seriously.
We cannot expect there to be a clear map showing stress-free routes to our future. We need to remain flexible, take risks, and commit to learning new ways to communicate, new ways to do business and new ways of living in general. We need to continue to prepare for new, great ideas and find the resources to make them a reality. The very best way we can prepare for the uncertain and unpredictable future is to look after each other, be kind, and be collaborative. I know that our members are really good at doing these things, so I look forward to the future – it may look different, but I have faith it will be bright! #inthistogether
30 | Official Publication of The Ohio Landscape Association
O L A’s NEW MEMB ER S
ADVERTI SI N G I N D E X
The OLA is delighted to welcome the following members:
REGULAR MEMBERS Armstrong Landscaping 340 West Glendale Street Bedford, OH 44146 216-288-6735 Phillip Armstong
Kimmich Landscape Service 22218 Lorain Road Fairview Park, OH 44126 440-734-0220 Carson (Kit) Kimmich
Fiore’s Group, LLC PO Box 391 Novelty, OH 44072 440-591-0202 Nicholas K. Fiore
National Real Estate Care 3000 East Main Street, #188 Columbus, OH 43209 614-260-6541 Bnard Cooper
G.O.E. Landscaping and Excavating, LLC 4651 Oberlin Ave., Ste. 5 Lorain, OH 44053 440-574-1077 Robert Dillon
ASSOCIATE MEMBERS
Jones Landscapes, Inc. 425 Larchwood Drive Berea, OH 44017 440-427-1578 Todd Jones
Kipton Stone Quarry 14647 State Route 511 Oberlin, OH 44074 440-775-1913 Terry Johnson
Husqvarna Group 11596 Eldorado Circle NW Hartville, OH 44632 330-217-5848 Domenic Rizzo
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Zoresco Equipment Company The Growing Concern | May 2020 | 31
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