The Growing Concern November 2023 by Sandy Munley

Growing Concern

The

NO VEMB ER 2 0 2 3

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 Annual Meeting

November 15, 2023 / St. Michael’sWoodside (Broadview Hts., OH) / PAGE 7

OLA Dormant Pruning Clinics

November 30, 2023 - Central Ohio & December 5, 2023 - NE Ohio / PAGE 28

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PR ES I DEN T’S COLUM N

TRANSITIONING INTO WINTER As the seasons have changed, much colder weather and snow are right around the corner. While now is an opportune time to review how the year has gone so far, this is a coffee break – not a lunch break – as we all need to get prepared to roll into the winter season, as well as the new year. Autumn is my favorite season for a few reasons: the colors of the leaves, the crunch of those leaves underfoot, and the cooler weather – to name a few. Overall, it’s just a great time to be outdoors enjoying pumpkin spice or apple cider beverages, perhaps. Work wise, autumn is not a slow time for me. While I have spent the last 20+ years working for Brightview Landscape Services, the past four I’ve spent estimating snow services for several branches. That being said, late summer into autumn is my busiest time as I help branches prepare for the upcoming winter season. During this time, my focus shifts to organizing and cleaning up some of the things I may have put off during the busier summer/autumn months. I also take this time to start helping branches develop a cadence as they prepare for winter by sharing best practices. It is fun for me, and yet another reason I enjoy the autumn season. Thinking out loud here, how can we best utilize our staff as we prepare to shut down one season while jumping right into the next? Some examples may include clearing out old merchandise, reorganizing a shop, or yard, buttoning up hoop houses, and

STEPHANIE GRAY BrightView Landscape

taking inventory of tools and equipment. And just like that, fall is a busy time! So, what’s the best way to accomplish all these goals? I always start with a schedule. Having a solid schedule will help tackle the biggest tasks. A solid schedule strategy also makes going from one job to the next easier and can improve efficiency across all areas of a business. Write it down on paper and/or put it on the whiteboard! Use an app, or an inventory, or landscape software… Think of a schedule as different blocks or shapes of time that do not always connect but interact. Visibility is also important, as coworkers, bosses, and even crews should have some insight into your workload. Below are some good reasons to create and keep a schedule:

1. Time Management - Allocating time efficiently and ensuring there is enough time in the day to complete tasks. Note: During our facility tour of Turfscape, the team spoke of their daily discipline process and how well it works during all seasons of the year. 2. Productivity - Staying organized and focused will help prioritize tasks and potentially avoid procrastination. 3. Goal Achievement - Scheduling allows us not only the ability to set-up and work towards specific goals, but also the opportunity to break them down into manageable steps. 4. Reduced Stress - By knowing what to expect and when to expect it, having a plan in place can reduce anxiety and continued on page 6 worry associated with uncertainty. The Growing Concern | November 2023 | 3

TAB LE OF CON TEN TS N O V E M B E R 2 0 2 3 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 Toll Free: 1.800.335.6521 Web: www.ohiolandscapers.org and www.myohiolandscape.com DESIGNER / EDITOR Rick Doll, Jr. REGULAR WRITERS Michael J. Donnellan, M3 Wealth Management Dr. Jim Funai, PhD., Cuyahoga Community College Shelley Funai, Stan Hywet Hall and Gardens Stephanie Gray, LIC, BrightView Landscapes Sandy Munley, Ohio Landscape Association Bobbie Schwartz, FAPLD, Bobbie’s Green Thumb COVER: 2023 Landscape Ohio! entry in the category of Landscape Lighting, M.J. Design Associates.

FEATURES

3 PRESIDENT’S COLUMN Transitioning Into Winter

8 PERENNIAL FOCUS

Plants With Great Bones Provide Winter Interest

12 FISCAL FITNESS

Traditional, or ROTH IRA?

16 FOR SAFETY SAKE

ADVERTISING INFORMATION Submission deadline: 10th of the month, prior to the month of magazine publication. For advertising rates and ad specs, please call 440.717.0002, 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. OFFICERS President Stephanie Gray, LIC

OLA STAFF Executive Director Sandy Munley

President – Elect Cameron Maneri

Associate Director Rick Doll, Jr.

24 FEATURE ARTICLE

Treasurer Ryan Drake

Membership Coordinator Melissa Roberts

30 DIRECTIONS 31 NEW MEMBERS 31 ADVERTISING INDEX

Immediate Past President Brian Maurer, LIC

Employee Engagement in Workplace Safety

20 PLANT OF THE MONTH

Viburnum dilatatum Linden Viburnum 3 Tips for Leading the Buyer-focused Conversation

4 | Official Publication of The Ohio Landscape Association

DIRECTORS Brandon Barker Matt Malone Tim McCaskey Bob Ramser, LIC Tom Rieder, LIC Kate McGory, OCNT

C AL ENDAR OF EVEN TS 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 & E V E N T S

NOVEMBER 2023

DECEMBER cont.

NOVEMBER 9, 2023 WOMEN IN LANDSCAPE MEET-UP

DECEMBER 5 & 12, 2023 SANDLER SALES TRAINING CLINIC

Our Women in Landscape Group was created for the purposes of connecting, empowering, and advocating for women in the industry, while amplifying the voices of our current & future leaders. Held at Brew Wall, located in Broadview Heights, OH. Visit ohiolandscapers. org/meetings for more info.

Professionals in the Green Industry face a unique set of challenges when it comes to engaging and converting the modern buyer. To address these challenges and help you thrive in today’s competitive market, Sandler Training will be leading an insightful, highly interactive sales talk tailored exclusively for the OLA.

NOVEMBER 15, 2023 OLA ANNUAL MEETING

DECEMBER 15, 2023 27th ANNUAL LANDSCAPE OHIO! AWARDS DEADLINE

Marilee MacAskill, Vice President and Area Director at Dale Carnegie, will be leading an informative discussion covering the importance of employee enagagement within your company and the postive affects it will have on your company’s culture. Held at St. Michael’s Woodside. See page 7 for more info.

NOVEMBER 30, 2023 DORMANT PRUNING (Central Ohio) Dormant Pruning of landscape plants is a half-day, hands-on clinic and a timely training opportunity for you and your crews to learn the proper pruning techniques. Held at Willoway Nurseries in Hilliard, Ohio. See page 28 for more info.

DECEMBER 2023 DECEMBER 5, 2023 DORMANT PRUNING (NE Ohio) Dormant Pruning of landscape plants is a half-day, hands-on clinic and a timely training opportunity for you and your crews to learn the proper pruning techniques. Held at Willoway Nurseries in Avon, Ohio. See page 28 for more info.

Hopefully you are prepping your entries for this year’s awards program, as the entry deadline is fast approaching. For more information on how to enter, including rules and entry forms, please visit our website at www.ohiolandscapers.org/awardsprogram. (see bar, right.)

JANUARY 2024 JANUARY 18, 2024 (Tentative) CENTRAL OHIO EVENING MEETING Many companies face the challenge of recruitment and retention, but companies that can provide meaningful employee development opportunities have a distinct advantage in the marketplace, as employees are increasingly looking for employers that are willing to invest in their long-term growth. Join the OLA as we welcome Matt Crinklaw, Senior Vice President of Greenius, who will discuss this very important key to finding and keeping your top talent. Registration opens December 2023.

Because your company deserves the recognition. Now is the time to begin preparing your entries for this year’s 27th Annual Landscape Ohio! Awards program! This Annual Landscape competition was created by the Ohio Landscape Association to increase awareness of quality landscaping and how it improves our environment. Our awards program recognizes designers, installers, and property owners and is the only green industry awards program in Ohio to successfully promote award winners and the industry to the public, through a unique partnership with Ohio Magazine and Cleveland Magazine. All award-winning projects are featured in the fall/winter issue of Landscape Ohio! Magazine, a unique insert placed in the September issue of Cleveland Magazine, a publication reaching over 282,000 readers. Additionally, award-winning projects are recognized at our annual awards gala, placed online for consumers to review, and may potentially be used for the cover of The Growing Concern. This year’s deadline to enter is December 15, 2023, at which time all entries MUST be recieved at the OLA office. For full details and tips on how to enter, please visit www.ohiolandscapers.org/ awards-program or call 440.717.0002.

The Growing Concern | November 2023 | 5

PR ES IDEN T’S COLUM N continued from page 3 5. Accountability - A schedule holds people accountable for commitments and deadlines. 6. Work-Life Balance - Having a better idea of your work commitments allows us to get back to fun with friends and/or family. It also allows us to practice better self-care in the form of exercise, relaxation, or just prioritizing overall mental health. 7. Consistency - A clear schedule can establish good habits and routines. If you’ve been putting off something, schedule it! Commit, block out the time and tackle the project! If you standardize a plan you are setting up standardized success. Having a schedule provides structure, and discipline, and can help bring balance to daily life. Moving away from the topic of this article, I would like to draw everyone’s attention to the upcoming OLA schedule of events. On November 9th we will be hosting our Women in the Industry meet up at Brew Wall in Broadview Hts.

On November 15th, our annual Annual Meeting will take place at St. Michael’s Woodside, featuring a talk on workplace culture by Marilee MacAskill of Dale Carnegie Training. Towards the end of November/beginning of December, our annual Dormant Pruning Clinic will occur in Cleveland and Columbus. Both classes sell out quickly, so please register early. Our education committee is also working on a sales clinic in December, a design clinic, and more, so check our website and watch your email for updates. It’s also the time to submit your projects for the Landscape Ohio! Awards Program. Show off your company’s work to clients, industry peers, and to the readers of Cleveland Magazine, as winning projects are featured in upcoming issues. Entry forms are available on our website along with a list of rules and regulations. Anyone who submits a project automatically receives 2 tickets to our gala event, held at Windows on the River, and extra tickets are available for purchase. Come celebrate your team’s performance. - Stephanie Gray LIC

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Culture In Action: Creating A Culture Of Engagement Marilee MacAskill / Dale Carnegie Training

Great cultures leverage their organization’s unique mission, purpose and values to strengthen their identity, inspire their employees and deliver on their brand promise to customers. It’s what sets you apart from the competition. Furthermore, a strong culture that fosters teamwork, community and inclusivity increases employee engagement exponentially. Companies with a robust culture have up to a 72% higher employee engagement than those whose cultures are misaligned or need improvement. And we all know... happy employees, who get fulfillment from their jobs, tend to work harder! Join us, November 15th, 2023, as Marilee MacAskill (VP, Area Director at Dale Carnegie) discusses the importance of and keys to engaging your employees in an effort to create that culture. She will cover: • • • • •

The benefits of higher engagement - on profits and culture. The average engagement in 2023. Key drivers of employee engagement. Ways to increase engagement. Ways that engagement can help you create the culture you desire. GUEST SPEAKER

MARILEE MACASKILL / VP, AREA DIRECTOR AT DALE CARNEGIE NE OHIO Marilee MacAskill has been a training consultant with Dale Carnegie Training since 1995, both in Cleveland, Ohio and Grand Rapids, Michigan. She a certified instructor of the Dale Carnegie Course and the advanced High Impact Presentations Program. She holds two international sales awards from Dale Carnegie & Associates, and is regularly among the top in sales in the state for the company.

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Prior to joining the Cleveland Dale Carnegie staff in 1995, MacAskill was Vice President, Account Supervisor for Griswold Eshleman Advertising & Public Relations in Cleveland. She handled such accounts as the Royal Dirt Devil Vacuums, Anchor Hocking glass, and American Harvest. Marilee has a Bachelor of Science in Business Administration in Marketing from Bowling Green State University (1986). She also participated in the Disney College Program while at BG, and is a 2012 graduate of the Disney Leadership Excellence seminar.

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PEREN N I AL FOCUS

PLANTS WITH GREAT BONES PROVIDE WINTER INTEREST Planting for winter interest in a perennial garden or mixed border is a bit of a gamble. Perennials with persistent foliage such as Heucheras and Hellebores can provide an abundance of color and texture through a mild winter with minimal amounts of the white stuff. However, a single snowfall can cover them up for weeks or months. For a more dependable presence, we need to think above ground level too, with perennial stems and seed heads. Developing an appreciation for perennial “skeletons” - their winter stems, lingering leaves, and dried seed heads – gives you many ways to enjoy your garden long after the last flowers fade. It’s easy to find lists and photos of perennials that have a reputation for winter interest, but keep in mind that they’re not all tough enough to stand up to our conditions. If we have a mild, wet November, for instance, or gusty winds, lesser stems can break or crumble by the time December arrives. And December itself can be unpredictable, with alternating cold days and downpours that turn into a coating of ice or snow overnight. For structure that will make an impact into the new year - if not all the way through winter - we need perennials proven to be super-sturdy whatever the weather brings. Fortunately,

8 | Official Publication of The Ohio Landscape Association

we have many tough plants to choose from. Because our winter color palette is rather limited - many shades of brown, copper, blond, and black, to be sure, but not the rainbow of summer colors - strong forms are what catch the eye now. Bee balms (Monarda spp. and cvs., Zones 4–8), Coneflowers (Echinacea spp. and cvs. and Rudbeckia spp. and cvs., Zones 3–9), and Rattlesnake Master (Eryngium yuccifolium, Zones 4–9), for instance, are invaluable for lots of dots above the landscape. Set against or among the finer forms of dormant grasses along the length of a border, or in front of a pale wall or fence, they serve as dramatic punctuation. continued on page 10

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PEREN N I AL FOCUS

continued from page 8 Umbels and other forms of branching seed heads offer another set of interesting shapes. Some, like those of Golden Lace (Patrinia scabiosifolia, Zones 5–8) and Joe Pye Weed (Eutrochium spp. and cvs., Zones 4–8), provide fine-textured but surprisingly resilient silhouettes. Others, like the broad, dense heads of upright Sedums (Hylotelephium spp. and cvs., Zones 3–9) and Yarrows (Achillea spp. and cvs., Zones 3–8), are sure to catch the eye for months. Both rounded and domed seed heads provide welcome contrast to the strong verticality of persistent stems, as do spiky seed heads, such as those of Culver’s Root (Veronicastrum virginicum, Zones 3–8) and Carolina Lupine (Thermopsis villosa, Zones 4–9). You can’t think about planting for off-season interest in the perennial gardens and ignore the value of warm-season grasses, because most offer a variety of persistent features through the coldest months. If you have space for only one grass for winter interest, you can’t lose with any form of Switchgrass (Panicum virgatum, Zones 3–9). ‘Karl Foerster’ Feather Reed Grass (Calamagrostis × acutiflora ‘Karl Foerster’, Zones 5–9), with slender stems that sway gracefully in winter winds but still provide a strong vertical accent, is also an excellent choice. The dried leaves, stems, and seed heads of warmseason grasses, along with their overall upright, arching, or

10 | Official Publication of The Ohio Landscape Association

vase-shaped forms, are invaluable for interest above all but our deepest snows. There are many more durable perennials for our Decemberthrough-February gardens, from the persistent pods of False Indigos (Baptisia spp. and cvs., Zones 3–9) to the slender, branching skeletons of Mountain Mints (Pycnanthemum spp. and cvs., Zones 4–8) to the short, dense spikes of Turtleheads (Chelone spp. and cvs., Zones 3–8). One thing so many winter-wonderful perennials have in common is that they are native to our region - built to last through whatever our climate can throw at them. Take a winter walk through a meadow and see what’s still standing, and you’re sure to find an abundance of ideas and inspiration for plants and combinations to incorporate in your own garden. This article was written by Nancy J. Ondra, author of over fifteen books, including Grasses, The Perennial Care Manual, and The Perennial Matchmaker, for the Fine Gardening website, located at www.finegardening. com. Fine Gardening is the most trusted resource for creative gardeners who are passionate about designing and building custom outdoor spaces that thrive and inspire. Their master gardeners share techniques essential for garden care with practical advice and tips for growing in any region.

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F I SCAL FI TN ESS

MICHAEL J. DONNELLAN M3 Wealth Management

TRADITIONAL, OR ROTH IRA? This month we’ll take a look at the differences between Roth IRAs and Traditional IRAs. Taxpayers can contribute cash each year into either type of IRA, up to a specified cap. In 2023, the annual contribution limits were $6,500 for persons under 50 and $7,500 for persons 50 or older. Contributions to a regular IRA can also be made before or after taxes, depending on whether the taxpayer has already made maximum tax-deferred contributions into a 401(k) or another retirement fund. The Roth IRA, however, is also subject to an income cap that prevents higher earners from using it. That cap is based on modified adjusted gross income, or MAGI; the ability to contribute is phased out quickly over a relatively narrow income range, and the range is adjusted annually based on inflation. In 2023, the Roth IRA MAGI phase-out range income limit for singles is $138,000 to $153,000 while for married couples filing jointly it is now $218,000 to $228,000.

FUNDING ROTHS THROUGH CONVERSIONS One way higher income earners can work around the limits is to convert a regular IRA or 401(k) account into a Roth IRA. If you leave a job where you have a traditional 401(k) account, one of your choices is to roll some or all of those investment assets into a Roth IRA. This may be especially tempting if you think your projected future earnings at your new job will put you above the income limitations. By converting a regular IRA or 401(k) into a Roth IRA, you will trigger current taxes on the amount you convert, but after that the income and growth inside the Roth IRA come out tax free. For example, let’s assume you have $250,000 in a traditional 401(k) account and the plan allows you to convert this investment into a Roth 401(k). The conversion is a fully taxable event, and you will have $250,000 of income added to your tax return in the conversion year. Thereafter, all investment income or gain in the Roth 401(k) is tax free, assuming you meet the applicable requirements. You must continued on page 14

12 | Official Publication of The Ohio Landscape Association

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continued from page 12 hold it until you’re 59½ years old and you must hold new Roth investments for at least five years. You can then withdraw the after-tax contributions made to your Roth IRA at any time and at any age without penalty. This makes sense because the contributions are your after-tax money. If you withdraw earnings before the five-year period is done you could trigger both income taxes and, if you do it before age 59½, a 10% penalty.

TRADITIONAL OR ROTH. WHICH IS BETTER? The right answer is probably a combination of both but maybe skewed one way or the other, depending on your specific situation. If you think retirement is going to put you into a lower tax bracket (after taking into account Social Security and all your required minimum distributions) then a regular IRA makes sense and maximizes your after-tax return. On the other hand, if you think your tax bracket in retirement is going to stay at the highest levels, or you are predicting tax rates to be higher in the future, then a Roth IRA makes complete sense—especially if you want to leave the assets to your kids instead of to a charity. The reason is because your incremental income from your required minimum distributions will get clobbered by higher rates, if you are taking them from a Traditional IRA. The key we have found is to have retirement assets in both buckets. Now, you can manage your tax situation a little more to your advantage. If you need $40,000 worth of

14 | Official Publication of The Ohio Landscape Association

annual income out of your retirement accounts and you have assets in both, then you can distribute $25,000 out of the taxable Traditional IRA and $15,000 out of the tax-free Roth IRA, possibly keeping you in a lower tax bracket. Required Minimum Distributions are mandatory at age 73 currently for Traditional IRAs. Roth IRAs do not have the same mandate (because the government doesn’t get any tax). If you want your heirs to collect inheritance money tax free, then the Roth may be a better choice. If their taxes aren’t as much a concern, then that’s a different topic of discussion. As you can see, the choice is not necessarily one or the other. Every investor has different needs, goals, time frames, etc. As always, consult your financial advisor or tax professional for advice specific to your needs and goals. Scenarios illustrated are hypothetical in nature, results may vary. Investing is subject to risk which may involve loss of principal. Past performance is not indicative of future results. The M3 Wealth Management Office does not provide legal or tax advice. Consult an attorney or tax professional regarding your specific situation. The information herein is general and educational in nature and should not be considered legal or tax advice. Michael J. Donnellan specializes in stock selection and retirement planning. Feel free to contact him with any questions or comments at the M3 Wealth Management office at 17601 W. 130th Street – Suite 1 in North Royalton, Ohio. Phone number (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 Phone: (800) 478-0788

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The Growing Concern | November 2023 | 15

F OR SAFETY SAK E

EMPLOYEE ENGAGEMENT IN WORKPLACE SAFETY Complacent employees may be unaware of the hazards around them. Engaged employees are fully invested in their work, their safety, and the company’s success. They actively offer their suggestions and feedback, follow all safety rules, and actively participate in all safety processes and activities. Having engaged employees can improve your safety culture and performance, which is especially important during critical times. The most recent COVID-19 pandemic is a perfect example of the need for every employee to understand the hazards they face, the steps they can take to mitigate that hazard, and then make every effort to ensure the job is done right so that everyone goes home without injury.

WHAT IS EMPLOYEE ENGAGEMENT? Employee engagement refers to the level of involvement and commitment that employees have in their work processes and activities. Commitment is a willingness to devote time and energy to fulfill job responsibilities, including both intellectual and emotional energy in the workplace.

Committed employees take ownership of their job, go the extra mile and advocate for the company.

WHY EMPLOYEE ENGAGEMENT IS NECESSARY Organizations and employees with high levels of engagement see fewer workplace accidents. In a Gallup Poll, the top 25 percent of workplaces with high employee engagement had 70 percent fewer incidents than those at the bottom 25 percent. Businesses with engaged workers are also more productive, have lower absenteeism, and lower turnover rates, which promotes employee morale, boosts overall business productivity, and enables them to provide reliable services to customers. continued on page 18

16 | Official Publication of The Ohio Landscape Association

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The Growing Concern | November 2023 | 17

FOR SAFETY SAKE

continued from page 16

INCREASING EMPLOYEE ENGAGEMENT It starts with a shared culture in which everyone knows the company’s values. Values are the defining factors that dictate how employees should behave. They provide meaning, context, and a sense of ownership in the company and its mission. Ruppert Landscape’s Dave Sanders, Director of Safety and Risk Management says, “We communicate the company’s values often and live them every day. Our first value is our people and to be true to our first value, we must commit to another important one – the safety of our people.” Sanders says that they encourage and solicit input and give praise: employees who are at the front line have firsthand experience and knowledge on possible hazards and they can usually offer a solutions. Listening and providing constructive feedback, recognition, and a thank you for a job done safely demonstrates to employees that their opinion matters and encourages further buy-in and engagement. Sanders also states that Ruppert provides PPE, the tools and protections necessary for employees to their job. They also provide regular trainings to make sure everyone is properly trained to handle equipment, perform tasks, and to know what hazards to look for on jobs. Employees are the most integral part of their very successful safety program.

WAYS TO INVOLVED EVERY EMPLOYEE At Ruppert Landscape, employees are asked to do the following, in effort to keep them engaged in their safety plan: •

•

Read, understand, and follow all company safety rules. Safety rules are in place for employe’s protection. If you do not know the WHY behind the rule – Ask! Ask your supervisor for additional training if you feel you need it to operate safely. Consult the Company Binder, Field Manager Guide, the Learning Management System, or previously provided training videos.

18 | Official Publication of The Ohio Landscape Association

•

• • • •

•

Before operating any new piece of equipment, read the operator safety manual and follow all manufacturer recommendations. Share what you’ve learned with other crew members. If you see something that can be made safer, speak up. Don’t be afraid to provide input; no one knows the job better than you. Report injuries, accidents, hazards, and near misses immediately. These are the things we learn from in order to prevent someone else from having the same thing happen. You might just save your coworker or another crew or branch from your experience. Participate in your weekly tailgate talk. Maybe even offer to lead the discussion. Use the morning stretch as a opportunity to offer input and maybe even volunteer to lead the stretch. Commit to memory how many days your branch is accident free. If you don’t know, find out. Look over the branch safety bulletin board for added information and to see where your branch stands on the incident charts. Volunteer to mentor a new crew member and train them on how to do their job safely. Always watch out for the person working next to you.

There are many other ways Sanders suggests his employees get involved as ‘safety motivators’ to make them a more productive and efficient company. When everyone is engaged in safety, you can be confident your company is doing its part to reduce accidents and ensure everyone goes home safely to their families each day. This article was written by Dave Sanders, Director of Safety and Risk Management, for Ruppert Landscape’s Employees Safety Spotlight. With 50+ years in the industry and 2,000+ employees, Ruppert is a leading provider of quality commercial landscaping focused on growing their people & exceeding customer expectations.

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PL ANT OF TH E M ON TH

JIM FUNAI, PhD

Cuyahoga Community College

SHELLEY FUNAI, LIC

Stan Hywet Hall and Gardens

VIBURNUM DILATATUM

LINDEN VIBURNUM

Why is it that Hydrangeas get what seems like a dozen new cultivars every week while Viburnums are lucky to have someone “discover” a new cultivar once a year? There are only 6 main species of Hydrangea we plant in the Midwest while there are - at minimum - 25 species and hybrids of Viburnum ready to add beauty to our landscapes! Viburnums are a diverse group of ornamental shrubs boasting both deciduous and evergreen options, beautiful fruits - ranging from yellows, oranges, reds, blacks, and blues - and all kinds of floral displays, including some of the bestscented flowers possible. Now, to be fair, we should mention that there are some species of Viburnum that have the worst smelling flowers too! This month we’re exploring the incredible ornamental benefits of Viburnum dilatatum in the landscape. There are Viburnum species native across the globe with many great

North American native options, but this species is not native. Native to Korea, China, and Japan, Viburnum dilatatum was introduced to Western gardens in 1846 by Robert Fortune. We know that many great Zone 5/6 ornamentals have come from this same region of the world, but a fair number of invasive plants have come from here as well. There are reports that this Viburnum can be invasive, but most reports come from the Mid-Atlantic states. Viburnum dilatatum’s common name of Linden Viburnum is a reference to the leaf which has a shape similar to a Linden (Tilia) continued on page 22

20 | Official Publication of The Ohio Landscape Association

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continued from page 20 leaf. As is true with many ornamental shrubs, the cultivar is a key indicator of plant’s size, yet most Linden Viburnums are medium-sized shrubs in the 6- to 10-foot range. Late spring will start the ornamental features with bright, white, flat-topped 5-inch cymes of tiny flowers. These blooms are produced all over the plant creating a brilliant show as the heaviest spring flowering in the garden is fading into summer. Here is where we must admit a potential downside to the plant. These flowers are pungent! Obviously, that doesn’t stop people from loving a plant - we see flowering pears all over the place - but pick your location in the garden wisely. Let’s keep these shrubs in the ornamental border away from the house to help avoid that phone call from a client wondering why you planted such a thing by their house. So, we enjoy the flowers from afar, and as they fade will give way to a solid mass of deep green leaves for the summer. Let these shrubs play backdrop to summer’s stars and just wait until fall when the best is on its way. Near the end of September and into October the fruits ripen and will stop everyone in their tracks. Bright red clusters held in front of the deep green leaves create a stunning contrast. We were inspired to write about this plant this fall as we sat by our barn and couldn’t help but

22 | Official Publication of The Ohio Landscape Association

see a Viburnum dilatatum several hundred feet away in our Viburnum collection just screaming red and green at us. The plant will develop a deep-purple/maroon fall color as the fruits blend for a short period, waiting to be seen again after leaf drop. We have observed fruit on Linden Viburnum lasting well into winter, prolonging the seasons of interest, where other shrubs fall short. Often, the fruit is hanging on long enough to catch a few snowfalls, throwing those “winter wonderland” vibes of fresh snow on bright red fruits. Through our travels in different gardens and arboreta, it sure seems planting multiple plants, especially a few different cultivars, will increase the fruit set on these shrubs. Good news for us, there are some pretty awesome cultivars to consider! ‘Erie’ is a selection by the famous Don Egolf (U.S. Arboretum) introduced in 1971. The fruits ripen a little sooner, some years showing bright red by late August. As fall comes and the first few frosts hit, the fruit takes on a coral/pink-orange color and persists well into winter. ‘Erie’ comes in a little shorter on the 6-foot side with width 33% more than the height. This shrub stays very dense and makes a great addition to the landscape. ‘Michale Dodge’ is a nod to its namesake who, while working

at Winterthur in 1969, crossed a yellow fruited cultivar ‘Xanthocarpum’ with the straight species and planted out seeds. He moved on to a different employer, but Hal Bruce of Winterthur kept a close eye on the seedlings and selected this cultivar for its abundance of bright yellow fruits. Give this cultivar a shadier spot (not full shade, ever) or a cloudy day and you’ll see how bright a yellow fruit can be. ‘Cardinal Candy’ is a glossier leaf than others and seems to be the best at setting fruit without a cross. The fruit is a super bright red that lasts through late winter. This is a white pot cultivar that is complemented by another introduction called ‘Tandoori Orange’ which has a muted orange color to the fruit. When you are ready to up your ornamental planting game, we hope you’ll consider this underutilized Viburnum and get ready for the compliments that come every fall! 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.

The Growing Concern | November 2023 | 23

FEATURE ARTI CLE

3 Tips for Leading the Buyer-Focused Conversation If I could share and reinforce one and only skill with a sales team this year, it would be this one: make the conversation about the buyer. As opposed to about us. Making buyer-focused conversations happen consistently takes practice. Why? Well, unfortunately, we often fall into the trap of making the conversation about us, our stuff, and our company’s track record. The fact is, we’re hard-wired to do that, for the simple reason that we’re human beings. During times of stress or uncertainty (like a discussion with a prospect), humans are highly likely to fall back on that which they’re most familiar with … and the conversational topic we are most intimately familiar is ourselves! For a lot of us, the topic that runs a close second is the list of features and benefits that connect to whatever we happen to sell. We’ve been trained by our organizations to be fluent in discussing that subject, of course, and for most salespeople, it’s a topic that is constantly reinforced and updated. What if we were trained just as rigorously – and reinforced just as consistently – in the art of leading a buyer-focused conversation? What if we made that kind of discussion second nature? Here are three powerful best practices that you can practice and start hard-wiring right now.

24 | Official Publication of The Ohio Landscape Association

Tip 1: Know, and be prepared to raise, the most common question your ideal buyer typically has. Early on in the buyer journey, for example, it’s likely that the decision-makers and stakeholders are researching major landscaping related issues. For instance: “How much should I expect to pay per foot for a newly installed patio? How long will my new patio last? How long does a new patio take to install? How long after installation before I can use my new patio?” Right now, in an attempt to answer questions like that, your buyers are likely getting a one-size-fits-all diagnosis from Dr. Google. They haven’t been down this road before. You have. Instead of reciting features and benefits, engage with buyers about the questions you’ve got good reason to suspect are on their mind. Identify the most common pressing question. Bring up the subject yourself. Then give them concise answers they can use. You will establish yourself as a resource and an important potential ally. Google is great – but it’s not the same as having a real connection to an expert who’s actually helped previous clients do this before. That expert is you.

You can build and expand the relationship, and position yourself for deeper conversations… by sharing just enough of your expertise to prove you’re someone who should be on the buyer’s radar screen. Tip 2: Share an emotionally driven narrative about how you helped someone progress through the buyer journey. People communicate through stories. You have plenty of stories to share about how your organization has helped someone in a similar situation to the buyer’s to make the right decision… and get rid of a business headache. Pick one and share it. Note: This story is not an excuse to go into “hard sell” mode! It is, however, a chance to use the power of narrative to share an exciting story about a customer’s typical journey… a story that isn’t about features and benefits, but is about how you helped someone deal constructively with a situation that carried a negative emotion: fear, uncertainty, doubt, worry, anger, concern, or anxiety. By the end of that story, share how the person you helped was experiencing the opposite of that negative emotion. For instance: They were worried that a new patio would take months to complete and that their yard would be unsafe/ unusable for a long period of time... but by working with you, materials were ordered and delivered as they were needed – not taking up unnecessary space for weeks on end, and you had dedicated crews devoted to their job – and they were pretty happy about that. Notice that this story is all about emotion (in this case worry, followed by happiness). Remember: People make decisions emotionally and then justify those decisions logically. The aim of your story is to appeal to the buyer’s current negative emotional state, and show the way forward to a positive resolution. By the way, your story is going to be most effective when you conclude it by sharing your own doubt and uncertainty about whether you can deliver the same result for the buyer. You don’t have enough information yet to be certain about that! Tip 3: Ask a hook question. A hook question is one that grabs the listener’s attention and at the same time spotlights your expertise and/or your ability to listen. Good hook questions give the buyer something to think about, while simultaneously giving them a chance to provide feedback. Hook questions are not the same as hijacking the conversation! Your question should give the buyer the opportunity to change the direction of the conversation to whatever they feel is most relevant. continued on page 26 The Growing Concern | November 2023 | 25

F EATURE ARTI CLE

continued from page 25 And, of course, these questions give you the chance to demonstrate your ability to listen, think, and adjust to the buyer’s needs. Remember, your job is not to convince the buyer to sign the deal today, but rather to start an interesting conversation. You don’t need to get married on the first date. You just need to be intriguing enough to get a second date. Here are a few examples of questions that might get your buyer’s attention and trigger a relevant conversation: “Some of our clients don’t have the ability to take on fullscale property renovations all at once. Perhaps it might make more sense for you to look into renovating one area of your property at a time?” “It looks as if your neighbors recently added some new landscaping and a patio to their back yard. Did it seem like the company performing the work was there for an elongated amount of time? Did you find it disruptive at all?” “I know you have a pretty extensive list of things you’d like to see transformed on your property, but if I had a magic wand and could grant you one wish, what would it be?” Strong hook questions like these acknowledge the intelligence and hard work both parties have put into addressing the

26 | Official Publication of The Ohio Landscape Association

problem so far, and they help you to probe for deeper discussion topics. You can use the responses your hook question generates to get a sense of the bigger picture and identify root causes… or you can ask for more details that will help you diagnose problems and define the solutions. Sales is a discovery and qualification process that requires some back and forth between both parties. Unless you ask the right questions, you won’t uncover your buyers’ needs or figure out how to position your solution. Not understanding their needs will cost you the relationship; not having the information you need to make good decisions will cost you the deal. If you don’t know where to start, a good open-ended hook question might sound like this: “Could you tell me a little bit more about your situation?” These three simple best practices will take you off of features and benefits… and focus you on the buyer. Use them! This article was written by Mike Montegue, VP of Community Engagement for Sandler Training and appeared on the Sandler Training blog, located at www.sandler.com/blog. Our upcoming Sales Training Clinics are hosted by Sandler Training powered by MP Solutions.

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