The Growing Concern September 2022 by Sandy Munley

TheConcernGrowing SEPTEMBER 2022 A PUBLICATION OF THE OHIO LANDSCAPE ASSOCIATION NE Ohio Landscape Facility TourSeptember 14, 2022 / J. Barker Landscaping Company (Bedford, OH) / PAGE 7 Central Ohio Landscape Facility TourOctober 6, 2022 / Environmental Management, Inc. (Plain City, OH) / PAGE 17

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EXERCISING GOOD JUDGMENT

This brings me to a topic that, while difficult to broach, merits further discussion in light of some recent, isolated events. To emphasize, the intent of this article is NOT meant to serve as disciplinary action but IS intended to get us ALL to look at things from a different perspective and act accordingly.

Let’s face it, a day away from work – in any industry –combined with alcohol, may lead one to behave in a more “lessthan-professional” manner than they would typically exhibit. In these instances, individuals may forget what acceptable topics of conversation are in a professional environment and/or believe that because they aren’t on a client’s property that this type of banter is acceptable. To that degree, while most of these situations tend to stay within the group, some occur when one group forgets their surroundings and makes a remark towards a peer, or competitor on the course within visual or listening distance of another group. And, while one would assume that if that group of individuals knew that

PRESIDENT’S COLUMN continued on page 6 The Growing Concern | September 2022 | 3

The 22nd Annual Scholarship Golf Classic is officially over and what a day it was! As always, it was nice to have a day off to spend time with friends and colleagues, but what’s even better was seeing the amount of support our members showed for our scholarship program. Whether your company supported the cause as a major sponsor, a participant of the event, or perhaps as a tee sponsor and/or door prize supplier; the proceeds help fund and support future generations of our industry – a core objective of the Ohio Landscape Association.

As mentioned, in addition to all of the great monetary benefits that this annual event provides for our future, the outing also allows us – those currently in the industry – to escape our normal day-to-day as a welcomed break from work. Whether you spent time with fellow coworkers, friends within the industry, or possibly even volunteering with someone you have never met, this day typically is one that builds camaraderie within the industry.

BRIAN MAURER, LIC Brian-Kyles

INDUSTRY ASSOCIATION

Brian Maurer, LIC, BrianKyles

Web: www.ohiolandscapers.org and

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 TheDISCLAIMERrick@ohiolandscapers.org.OhioLandscapeAssociation, 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 OFFICERSAssociation.

Treasurer Cameron Maneri

Shelley Funai, Stan Hywet Hall and Gardens

Dr. Jim Funai, PhD., Cuyahoga Community College

Phone: 440.717.0002

OHIO LANDSCAPE ASSOCIATION

President – Elect Stephanie Gray, LIC

Sandy Munley, Ohio Landscape Association

Immediate Past President James Funai, KateBobRobTinaRyanBrandonDIRECTORSPhDBarkerDrakeGraver,LICMorelRamser,LICStone,OCNT

ENVIRONMENTALLY FRIENDLY PAPER FROM RESPONSIBLE SOURCES. PRINTED USING SOY & VEGETABLE BASED INK.4342363228241812853 PRESIDENT’S COLUMN Exercising Good Judgment WELCOME NEW MEMBERS PERENNIAL FOCUS Arum italicum: Italian Arum FISCAL FITNESS Spotting Market Bottoms FOR SAFETY SAKE Caring For Common Jobsite Injuries ANNUAL SCHOLARSHIP GOLF CLASSIC RESULTS PLANT OF THE MONTH Great Western Plant Explorers: The House of Veitch FEATURE ARTICLE Winning Ideas: Sell More Landscaping Services to Existing Clients FEATURE ARTICLE Recruitment Marketing: How it Transforms Your Hiring EnteringDIRECTIONSOLA’sAwards Program Has Great Value ADVERTISING INDEX4FEATURES|OfficialPublication of The Ohio Landscape Association Cover: Landscape Ohio! Awards entry in the category Best Use of Color, submitted by The Bremec Group.

9240 Broadview Road Broadview Heights, Ohio 44147

MichaelREGULARRickDESIGNERwww.myohiolandscape.com/EDITORDoll,Jr.WRITERSJ.Donnellan,M3Wealth Management

Communications & Events Manager Rick Doll, Jr.

TABLE OF CONTENTS SEPTEMBER 2022 WWW.OHIOLANDSCAPERS.ORGOHIO’SPROFESSIONAL GREEN

Toll Free: 1.800.335.6521

OLA STAFF Executive Director Sandy Munley

Bobbie Schwartz, FAPLD, Bobbie’s Green Thumb

President Brian Maurer, LIC

SEPTEMBERSEPTEMBER14

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.

ASSOCIATE MEMBERS

Skyworks Equipment Rental 8650 Brookpark Road Brooklyn, OH 44129 (216)

Our Young Professionals Group was created to provide a platform to connect, share experiences, and exchange ideas with peers in our industry. If you are under 40 years old, you are invited to join. Held at River Tap & Social, located in Rocky River, OH. See page 41.

Ryan’s Signature Landscaping 7290 Fayette Road Chippewa Lake, OH 44215 (330) 635-4315

TheTeddy230-2172KonstantinosOhioLandscape

OLA ANNUAL MEETING

WOMEN IN LANDSCAPE MEET-UP

OCTOBER 20, 2022

NOVEMBERNOVEMBER17, 2022

PLANT HEALTHCARE DAY

2022

Corey J. Halstead is co-owner of Halstead Media, a leading provider of marketing & recruiting solutions for lawn, landscape, pool, & outdoor living businesses. Corey will be discussing recruitment marketing, including how to attract top talent, manage applicants, and make better hires, faster. Held at St. Michael’s Woodside. See page 39.

JANUARY (DATE TBD)

WELCOME NEW MEMBERS

DECEMBER 8 (Tentative)

Adhering to an impeccable business model, Environmental Management Inc. (EMI) has become the largest individually owned landscape firm in Ohio. Join us as we tour EMI’s facility, located in Plain City, Ohio, to find out what has made them so successful for 30 years. See page 17.

CALENDAR OF EVENTS

The Growing Concern | September 2022 | 5

, 2022

Townsend Arborcare 7376 Engle Road Middleburg Hts., OH 44130 (800) 428-8128

OCTOBER cont...

Ryan Manthey

NE OHIO FACILITY TOUR (J. Barker Landscaping Company)

Registration opens soon.

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 Premier Plant Solutions in Hilliard, Ohio. Registration opens soon.

Rachel Shepard, Executive Chairman and CEO at LonaRock, LLC, will discuss how your company can become an ideal business banking client, how to understand key credit parameters and what role your bank plays in your company’s succession plan.

SEPTEMBER 29, 2022

Vince Pusateri

UPCOMING OLA MEETINGS, EDUCATION SEMINARS & EVENTS

Outdoor Power Equipment Institute 1605 King St. Alexandria, VA 22314 (703) Charles678-2988Bowen

Association is happy to introduce its newest members.

OCTOBEROCTOBER6,

DORMANTDECEMBERDECEMBER6(Tentative)PRUNING(Central Ohio)

REGULAR MEMBERS

YOUNG PROFESSIONALS MEET-UP

CENTRAL OHIO FACILITY TOUR (Environmental Management Inc.)

JANUARY 2023

OLA EVENING MEETING

This full-day workshop combines all aspects of Plant Health Care (PHC) for both technicians and managers, with live demonstrations of PHC techniques. Held at Secrest Arboretum, located in Wooster, OH. See page 16.

DORMANT PRUNING (NE Ohio)

OCTOBER 13, 2022

J. Barker Landscaping Co. provides unparalleled attention to detail in their design process and their dedicated staff bring superior service and “know how” to all projects. Join us as we tour J. Barker’s facility, located in Bedford, Ohio, to find out what has made them so successful for over 48 years. See page 7.

Registration opens November 2022.

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 River Tap & Social, located in Rocky River, OH. See page 40.

For those of you who were not aware, the OLA announced the implemetation of an Event Code of Conduct Policy at our evening meeting in November of 2021. This policy went into effect in January of 2022 and is meant to provide all participants with the opportunity to benefit from our meetings, events and activities in a friendly, safe, supportive, and harassment-free environment. If you are not familiar with our Event Code of Conduct Policy, I ask that you please take some time to review it at www.ohiolandscapers.org/

they were within this distance, common sense and/or ethical decision making would kick in, that isn’t always the case.

As an example, as someone who employs an above-average percentage of women within his company, I have had many conversations with my female staff when it comes to their experiences in this industry. And, while many of them generally refer to themselves as having “thick skin,” all I need to do is look around to know that this is a male-dominated industry and the more women that enter it, the more we may find ourselves in similar situations. This remains true, across the board, regardless of gender, gender identity and expression, sexual orientation, disability, physical appearance, body size, race, age, or religion.

In closing, while I think we can all agree that there is a time and place for certain types of conversations – possibly at the bar, around the campfire, or in your home on your own time – OLA events are NOT that time or place. I ask that all of you remember that all OLA events are considered professional events and that the aforementioned type of banter can very quickly be considered offensive and inappropriate.

Thankevent-code-of-conduct.youandhaveagreat fall season!

PRESIDENT’S COLUMN continued from page 3

6 | Official Publication of The Ohio Landscape Association

This type of behavior seems to always lead to a debate, yet regardless of how we associate the reasoning behind how we feel, or in what context such remarks were made, I feel we must remind ourselves of one thing: this is a professional event. In this setting, whether a remark is made from one person to another, is taken out of context or not, or is deliberately directed in a negative connotation towards another individual, it should ALL be considered inappropriate.

DATE

With an original focus in residential design build and maintenance, Jeffery later welcomed high profile commercial property management to his services and the company continues to effectively manage these projects. In 2007, The Barker Group LLC was created. This area of the business offers demolition and dumpster services.

HOSTED BY

J. Barker Landscaping Company

5:00PM to 5:30PM

29 E TAYLOR STREET BEDFORD, OH 44146

The Barker’s have a long standing family tradition of providing quality products and services, and in 2016, Jeffery welcomed his son, Brandon Barker, to join the team as a full time account manager. The Barkers believe their team of dedicated and experienced personnel provide unparalleled service to each one of its clients.

COST TO ATTEND MEMBERS: NO CHARGE NON MEMBERS: $50 REGISTER TO ATTEND BY SEPTEMBER 7, 2022 EVENT INFORMATION OLA MEETINGS SERIES SPONSORED BY EMERALD CALLSCHEDULEFORSPONSORSHIPSPONSOROPPORTUNITIESTHISYEAR’SMEETINGARENOWAVAILABLE.440.717.0002FORINFO. CEU’S2.25 InspiredReliableLandscapes.Service.DelightedClients!

NEO LANDSCAPE FACILITY TOUR

Join us, September 14, 2022 as Jeffery and his team give us a peek into what has made them so successful for over 48 years. Space is limited, register

FACILITY TOUR 5:30PM to 7:45PM 7:45PM to 8:45PM

REGISTRATIONAGENDA

Established in 1974, J. Barker Landscaping Company has provided 48 years of service to residential and commercial customers throughout Northeast Ohio. Their founder and president, Jeffery L. Barker, has grown the business from a “one man shop” to one of the most premier and reputable landscape companies in the Cleveland area. The company proudly provides creative landscape design, horticultural expertise, detailed maintenance, and reliable snow and ice removal services.

REGISTERsoon.ONLINE AT OHIOLANDSCAPERS.ORG/MEETINGS

& SEPTEMBERLOCATION14,2022

NETWORKING/FOOD SERVED

Let’s start with the life cycle. Unlike most herbaceous plants, Arum italicum foliates in early fall. The leaves are quite visible during the winter (unless covered by snow) and spring. In May, a creamy-yellow spadix cupped by a spathe of green, quite similar to that of Arisaema triphyllum (Jack-in-the-Pulpit), appears. After flowering, the foliage disappears, leaving only the flowering stalk which is relatively inconspicuous. Do not deadhead the spadix or you will miss the show.

ITALIAN ARUM

Those of you who garden in shade need to know about Arum italicum. This unusual woodland perennial, native to Italy and the Mediterranean and hardy in zones 6 to 9, is a wonder. It has beautiful leaves, an unusual flower, fantastic fruit, and a very different life cycle.

The berried spadices of Arum italicum ‘Pictum’ take center stage in front of Heuchera ‘Black Pearl.’

The lime-green spathe of Arum italicum in bloom.

unknown creature has been surreptitiously eating the berries and now only a yellow stick is left. Next year, I’ll have to surround the berries with chicken wire and/or try spraying with a repellent.

ARUM ITALICUM

BOBBIE SCHWARTZ, FAPLD Bobbie’s Green Thumb

Gradually, the stalk develops large green berries. Then, suddenly, in late July and early August, there is an orangered, large berried “stick”. Normally, the berries last well into the fall but over the past week (second week in August), an

continued on page 10 8 | Official Publication of The Ohio Landscape Association PERENNIAL FOCUS

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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).

10 | Official Publication of The Ohio Landscape Association PERENNIAL FOCUS

The shade garden rarely has bright colors but the Arum fruit is a wonderful exception. So make haste and find a source for this special perennial.

continued from page 8

Arum italicum is a tuber which can be planted in fall or spring. It grows in partial to full shade in moist soil. With sufficient moisture, the stalks can grow 20 inches high but in my garden, it generally grows 12. This is an excellent plant to use with Hosta because the Arum leaves disappear just when the Hosta and Carex leaves are finally foliating.

The leaves are large and triangular. While the species has green leaves, there are several cultivars with mottled, spotted or white-veined foliage. I am a great fan of the cultivars with white veins because they illuminate the shade and provide contrast to the majority of plants which have green foliage. The most well-known cultivar is ‘Pictum’ which is confused so frequently with ‘Marmoratum’ that it is now very difficult to distinguish beween the two. I also grow the cultivar ‘Chameleon’ but in a much drier location where it has never berried. Either it doesn’t like dry soil or the chipmunks are getting there before it has a chance.

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Right when the next market cycle’s big new winners are marching up to the starting gate, investors freeze up because they are scared and because they don’t follow a system or set of sound investment rules. They rely on their emotions and personal opinions, which are worthless at a major market bottom. The market’s opinion is the only one ever worth following at this crucial time.

and sold off in price and enough bad news and time has passed, the market finds real support. One of these attempted rallies will finally follow through, showing real power, indicated by the market closing up 2% or more for the day, on heavier volume.

FISCAL FITNESS continued on page 14 12 | Official Publication of The Ohio Landscape Association

The current stock market action is frustrating for individuals and professionals alike. Stocks have had their worst first half to

The big question is how to recognize when the market has bottomed and is ready to start a new bull cycle. At some point on the way down, the indices will attempt to rebound or rally. Bear markets usually come in two or three waves, interrupted by several false rallies that usually fizzle out after a couple weeks or more. Eventually, after almost every stock has broken down

In a bear market, it is difficult to find points of entry in particular stocks. As the high-flying stocks have shown in the past year, buying on dips is similar to catching a falling piano. Wait until it hits ground and pick up the pieces. You will miss a few percentage points on the rebound, but you have less chance of getting crushed.

SPOTTING MARKET BOTTOMS

Bear markets create fear, uncertainty, and a loss of confidence. When stocks hit bottom and turn up to begin the next bull market, most people simply don’t believe it. Why are investors, even professionals, hesitant and afraid? Most are still licking their wounds. Without a system of cutting losses, or a way to interpret general market action, most people lose money and get hurt during market corrections.

MICHAEL J. DONNELLAN M3 Wealth Management

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Diversify, assess your risk and rebalance on a regular basis. Talk to your financial professional to help with your specific needs, goals and risk tolerance.

No matter what the market activity is, keeping up with it is key. Bear markets roar in with a vengeance, but so do bull markets. That’s why it is important to catch the next rally in time. There is no better time than now to look for new leaders. When the market is struggling, keep an eye out for rising stars. Once the market turns higher, be ready to scoop up the quality stocks once they start breaking out. The next bull market will come. The question is—when? If you are not ready, the best new stocks will pass you by. That is the biggest mistake you can’t afford to make.

a year since 1970. And there has really been no place to run. Bonds, international stocks and cryptocurrencies have seen dramatic losses as well. With the increased market volatility, this is an important time for investors to make sure their portfolios are rebalanced and properly diversified since things are probably out of whack from their intended percentages.

Markets usually discount news items and look ahead of the economy—up to nine months in advance. Don’t make decisions based upon your opinion of the news. Make it on the objective observation of when and how the general market indices finally change direction from their downward trend. Markets are rarely wrong; people’s opinions and fears are frequently wrong.

investors have more time to ride out the volatility and a better chance of substantial profit.

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.

It’s not always timing the market. It’s time in the market. If an investor needs money in the next year or two, it’s probably not wise to have a large percentage in stocks. But longer-term

14 | Official Publication of The Ohio Landscape Association FISCAL FITNESS

continued from page 12

If the markets look a little too expensive, and other investors seem “fat, dumb and happy,” get defensive and move some assets into cash. When everyone is panicking in a declining market, look to buy. Bottom line is that greed and fear can help investors judge market fluctuations.

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. Trust services are provided by third parties. Neither our firm nor our financial professionals can serve as trustee

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: Securitiesdonnellan@m3wealthmanagement.comandadvisoryservicesofferedthroughL.M. Kohn & Company

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OLA EDUCATION SERIES HEALTHCAPLANT E DAY NAME OF ATTENDEE (S) FEE $$$ TOTAL DUE $ Company Contact CityAddress State Zip Phone ( ) Fax ( ) Email Plant Healthcare (PHC) services are a great way to enhance your landscape business by providing higher quality service to clients, opening additional revenue streams and giving your company an advantage over the competition. This event is an educational opportunity for in-field technicians to learn more about plant healthcare topics. Participants will learn the basics of Integrated Pest Management, pest and disease identification, and strategies to prevent plant healthcare issues in the landscape.

2122

ARBORETUMAGENDA TOUR 8:00AM(OPTIONAL)-9:00AM REGISTRATION/BREAKFAST 9:00AM

EVENT INFORMATION DATE &

SECREST WELCOMEARBORETUM&EDUCATION

CLINIC

PLANT HEALTHCARE DAYOCTOBERLOCATION13,2022 CTR. WILLIAMS RD, WOOSTER, 44691 - 9:30AM 9:30AM - 3:45PM - 1:00PM

NONMEMBERSCOSTMEMBERS REGISTER ONLINE AT OHIOLANDSCAPERS.ORG/EDUCATIONCEU’S6.25  Check No. (Enclosed) Charge to my:  MasterCard  Visa  AMEX  Discover Acct. No Exp. Date Security Code Name on Card Signature Billing Address + Zipcode for Card - $89 - $119 - $139 - $169 BEFORE 09/29/22 AFTER 09/29/22 BEFORE 09/29/22 AFTER 09/29/22 Cancellations made 8 to 14 days prior to the course start date will be subject to a 30% cancellation fee. NO refunds or credits will be issued for cancellations 7 days or less prior to the course, no shows, or cancellations on the day of the course. If, for any reason, the course is cancelled, enrollees will be notified, and fees refunded in full 2022 PLANT HEALTHCARE DAY / REGISTRATION CLOSES 10/06/22 (Make checks payable and send to: Ohio Landscape Association, 9240 Broadview Rd, Broadview Hts., OH 44147) GUEST PRESENTERS JASON VEIL / SECREST ARBORETUM • Arboretum Tour (Outdoor) / Intro to Secrest Arboretum (Indoor) • Abiotic Issues that Affect Plants (Outdoor Demonstration) TINA GRAVER / BARTLETT TREE EXPERTS • Introduction To Integrated Pest Management (Indoor) ALAN SIEWERT / OHIO INDEPENDENT ARBORIST’S ASSOCIATION • Proper Planting Practices (Outdoor Demonstration) JIM FUNAI, PHD. / CUYAHOGA COMMUNITY COLLEGE • Identifying Types of Damage (Outdoor Demonstration) MIKE BRETH / BARTLETT TREE EXPERTS • Scouting for Pests & Diseases (Outdoor Demonstration) AMY STONE / OSU EXTENTION & KAYLA PERRY / SECREST ARBORETUM • Pests to be on the Look Out For (Indoor) Jason Veil Dr. Jim Funai Tina AlanMikeGraverBrethSiewert SPONSORED BY Amy Stone

LUNCH (INCLUDED) 12:20PM

Established by Mark Wehinger and Gary Clark in March of 1992, Environmental Management, Inc. (EMI) started with 2 employees and 20 customer accounts. By the end of that year they had generated a revenue base of $350,000 and had lofty goals to continue this Ingrowth.1996,EMI

DATE & OCTOBERLOCATION6,2022

HOSTED BY

5:00PM to 5:30PM

CENTRAL OHIO LANDSCAPE FACILITY TOUR Environmental Management, Inc.

expanded their maintenance operations to include an award-winning Design/Build division and continued to experience tremendous growth over the next 20 years, increasing services to include Commercial Installation, Irrigation and Water Management services, and

OLA MEETINGS SERIES SPONSORED

PLAIN CITY, OH 43064

8220 INDUSTRIAL PARKWAY

Join us, October 6, 2022 as the EMI team gives us a peak into what has made them so successful for 30 years. Space is limited.

EVENT INFORMATION BY

NETWORKING/FOOD SERVED 7:45PM to 8:45PM

In addition to an impeccable business model, EMI is passionate about improving our environment. Through their innovative Reduce, Reuse, and Recycle program, EMI continues to improve the environment while minimizing their footprint. EMI recycles 100% of the yard waste collected and composts it into usable mulch/soil. Their Integrated Pest Management (IPM) practices can bypass the use of pesticides using natural effects and their mower fleet uses electronic fuel-injected mowers (reducing fuel usage by 20%).

COST TO ATTEND MEMBERS: NO CHARGE NON MEMBERS: $50

FACILITY TOUR 5:30PM to 7:45PM

Now,more.

REGISTRATIONAGENDA

EMERALD CALLSCHEDULEFORSPONSORSHIPSPONSOROPPORTUNITIESTHISYEAR’SMEETINGARENOWAVAILABLE.440.717.0002FORINFO. CEU’S2.25 SuperiorLocalResults.Pride.

in their 30th year, EMI has grown to achieve an average annual revenue of 65 million dollars with a full time staff of 185 landscape professionals and a seasonal staff of 235, making EMI the largest individually owned landscape firm in Ohio. EMI is the only landscape company in Ohio to earn the prestigious National Landscape Industry Accredited Company designation and currently employs the most nationally recognized Certified Landscape Industry Technicians and Managers.

CONTACT WITH OBJECTS & EQUIPMENT

While applying direct pressure, have the injured person lie down, remove any jewelry such as rings or bracelets that could disrupt blood flow and elevate the bleeding area for

According to the Centers for Disease Control and Prevention, it is estimated that around 200 landscape service workers die each year as a result of workplace injuries. Although landscapers make up only 0.8 percent of the U.S. workforce, they experienced 3.5 percent of the total occupational fatalities.

The job of a landscaper is one that comes with many challenges but one of the biggest ones is dealing with injuries. Injuries incurred on landscaping jobsites can range from small lacerations and cuts to electric shock and heat stroke, depending on the job at hand.

18 | Official Publication of The Ohio Landscape Association

CARING FOR COMMON JOBSITE INJURIES

FOR SAFETY SAKE

If lacerations or cuts occur and medical attention is not immediately available, apply direct pressure to the wound to stop the bleeding. It is recommended that if possible, hands should be cleaned and medical gloves worn before touching an open wound. However if gloves are not available, use many layers of clean cloth, plastic bags or the cleanest material available between your hands and the wound.

continued on page 20

These injuries occur when workers are struck by, struck against or caught in objects or equipment. Contact-related injuries can be sustained while using machinery to clear areas, trimming trees and bushes, sawing, digging or mowing.

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20 | Official Publication of The Ohio Landscape Association continued

If available, put the person in a cool tub of water, spray them gently with a garden hose, sponge them down with cool water, cover them with cool, damp sheets or place ice packs or cool, wet towels on the neck, armpits and groin. If he/she is able to drink, keep him/her hydrated with cool water. If the person is from page 18

WORKPLACE FALLS

FOR SAFETY SAKE

15 minutes. Remove any visible objects in the wound that are easy to remove, and clean the wound as best as you can.

While waiting for medical attention, watch for signs of shock: passing out or losing consciousness; dizziness or lightheadedness; weakness or having trouble standing; and being less alert.

Landscapers face the possibility of falling out of a tree, falling off a ladder or plummeting into an open hole when they reach a jobsite. A cut or broken safety line or a tree branch breaking and falling are a few causes of workplace falls, and some injuries can also be caused by something as simple as tripping or stumbling.

EXPOSURE TO EXTREME TEMPERATURES

If a co-worker has suffered a fall on the jobsite, be sure to call 911 immediately. Do not try to move them, but try to make them comfortable as possible and keep them warm. If a person has fallen from a lower height, bring a chair close by and help the person slowly move to rest in the chair. Make sure to keep a close watch in the following days, as symptoms can appear in the days following a fall even if it seems no harm was done.

Symptoms may vary from person to person, but a few warning signs of a heat stroke can include nausea, dizziness, complaints of sudden and severe fatigue and lightheadedness. If a co-worker is suffering from a heat stroke, contact 911 immediately and find some method to cool him/her down.

After sustaining an injury or fall, workers should see a doctor if they lost consciousness just before or after the fall, have a strong or lingering pain, experience dizziness, nausea, headaches, vision problems or overall weakness.

Landscapers work in myriad different environments, and exposure to the extreme heat or cold can certainly take its toll. Those experiencing a heat stroke or hypothermia are not likely to recognize the symptoms, so it’s important for co-workers to watch for the warning signs so medical help can be contacted.

unconscious, begin CPR until medical professionals can arrive. Warning signs for hypothermia can also include complaints of nausea, dizziness, fatigue, euphoria and irritability. Workers may also experience pain in their extremities and severe shivering.

If a co-worker is experiencing hypothermia, transport them to a warm location as fast as possible and call 911. Remove any wet clothing once you’ve reached the warm location and dry him/her off. Wrap the person in warm blankets, towels or coats, paying attention to the head and torso first.

If he/she is able to drink, find warm, non-alcoholic beverages; only offer the person a beverage if he/she is able to cough and swallow normally. Once the person’s body temperature has risen, be sure to keep him/her warm until medical help arrives.

If used carelessly or are not stored properly, pesticides and chemicals can be hazardous to the health of landscapers. Be sure to always read the label before working with pesticides, and follow the directions exactly, including all precautions and restrictions.

In the event of a co-worker inhaling a pesticide, carry him/her to fresh air immediately. Loosen the individual’s clothing; if skin is blue or if the individual has stopped breathing, give CPR if you know how and call for medical attention immediately.

If the substances get in the eyes of a co-worker, it’s important to act quickly because eye damage can occur within minutes with some pesticides. Hold the eye open wide and gently wash it out with clean running water for at least 15 minutes. Also contact the Poison Control Center as soon as possible. Do not to use any eye drops or any other kind of chemical to flush the eyes; use only water.

If the substance comes in contact with skin, drench the area with water and quickly remove contaminated clothing. Wash the skin and hair thoroughly with soap and water, and later either discard the clothing or wash it separately from other laundry.

EXPOSURE TO PESTICIDES AND CHEMICALS

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Be sure to use recommended protective measures when applying and handling pesticides, like wearing impermeable gloves, long pants and long-sleeve shirts. After applying these substances to your jobsite, change clothes and wash your hands immediately after.

Burns are the most common injury when dealing with electric shock. It is estimated that about 1,000 people in the U.S. die each year from being electrocuted, and most are due to on the job injuries.

22 | Official Publication of The Ohio Landscape Association

Electrocution is possible when workers are digging or working with machinery and tools or when workers come into contact with overhead power lines. Exposure to electrical energy can result in absolutely no injury at all, or it can lead to severe damage or death depending on the situation.

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from page 21

If the voltage is less than 500 volts, it’s considered low voltage and does not normally cause significant injury to humans, but if the voltage is greater than 500 volts (high voltage) it has the potential to cause serious tissue damage.

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If someone on your jobsite is electrocuted, seek medical attention immediately, and contact the local power company to notify them of the situation so the power can be temporarily shut off. While it may be your first instinct to help your co-

continued

worker, use extreme caution so you won’t become the second victim. If the terrain is wet and a high voltage line has fallen to the ground, currents can spread from the tip of the line.

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Unless the person is in immediate danger, do not try to move them. If they show no signs of circulation such as breathing, coughing or movement, begin CPR. Try to prevent the injured person from becoming chilled, and apply bandages to any areas that were burned by the shock. Clean the burns with sterile gauze if available. Do not use a blanket or towel, because the loose fibers could stick to the burn.

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about propagation, hybridizing, and the commercial production of landscape plants. In 1832, the Veitches expanded their nursery and, in 1837, James officially took over the family business. At this point, Veitch Nurseries became famous across Great Britain for both their plants, as well as their ability to create masterful landscape designs for large estates.

John Veitch (1752-1839) was born in Scotland and followed in his father’s footsteps as a gardener at a wealthy estate, south of Edinburgh. At 19, he moved out on his own, taking a job on the landscape crew at Killerton House, a very prominent estate. He quickly advanced to the lead gardener and developed a unique style of landscaping that highlighted the natural features of the land, following the slopes with paths to create vistas accented by extensive shrub borders. To help develop the estate further, he started a nursery in nearby Exeter. A huge order for his trees was placed by another famous landscape designer, Humphry Repton, for a planting at Luscombe Castle.

28 | Official Publication of The Ohio Landscape Association

As the Victorian Era (1837-1901) saw the dominance of the British Empire and extreme wealth gathered at the top, James witnessed a plant frenzy sweep across wealthy society. He recognized the Empire’s desire to exploit the world and was the first to sponsor explorers willing to travel it in search of new exotic plants to bring back, propagate, and sell for profit. The firm sent out 23 different “plant hunters” across

continued on page 30

Stan Hywet Hall and Gardens

This month, we’re featuring a family of botanists who have greatly impacted the landscape and nursery industries. In fact, they are likely the most influential family in all of Western horticulture.

JIM FUNAI, PhD Cuyahoga Community College SHELLEY FUNAI, LIC

THE HOUSE OF VEITCH

Killerton House in Devon, close to Exeter.

John’s son, James Veitch (1792-1863), joined the family business at a young age and learned much from his father

PLANT OF THE MONTH

GREAT WESTERN PLANT EXPLORERS

PLANT THE MONTH

In 1853, James and his son, James Jr. (1815-69), expanded the nursery by purchasing an existing nursery in Chelsea. Junior went on to operate the Chelsea location, while Senior remained at the Exeter nursery. Upon Senior’s death in 1863, the nurseries split into two separate businesses, James Veitch and Son in Chelsea (run by James Jr.) and Veitch Nursery in Exeter (run by his younger brother Robert). James Jr.’s sons, John Gould (1839-70) and Harry (1840-1924), joined the Chelsea nursery as the 4th generation of Veitches. Harry’s legacy includes the founding of the Chelsea Flower Show, which to this day is one of the absolute best horticulture shows in the world.

Echinops Ritro ‘Veitch’s Blue Globe’.

While on the expedition, J.G. met his soon-to-be rival explorer, Robert Fortune, who was collecting for a competitor’s nursery. Fortune went on to earn his own fame and is immortalized in many plant names. Ironically, both Fortune’s and Veitch’s discoveries made their first shipment on the exact same boat back to England.

J.G. had two sons, James H. (1868-1907) and John (18691914), who became the 5th generation to run the Chelsea nursery. Unfortunately, neither were businessmen and the nursery closed upon John’s death in 1914. Robert’s son, Peter (1850-1929), took over the Exeter nursery and passed it on to his daughter, Mildred (1889-1971), who sold it to St. Bridget’s nursery in 1969. The Exeter nursery is still owned by St. Bridget.

continued from page 28

the globe to supply the rich with exotic plants as a means to display their extreme wealth.

Explorers sent by the Veitches made huge impacts that continue to play a role in plant trade today. By the start of World War I, they had collected, propagated, and sold species or cultivars of 498 “greenhouse plants” (house plants), 232 orchids, 153 deciduous trees, shrubs, and climbing plants, 122 herbaceous perennials, 118 ferns, 121 conifers, and 37 bulbs. Imagine being part of a firm that introduced over 1,200 new plants to the western world!

30 | Official Publication of The Ohio Landscape Association

J.G. Veitch, James Jr.’s son, was one of the very first westerners to enter Japan after it was opened to foreigners in 1853. At the age of 21, he arrived in Nagasaki, soon embarking on the first British ascent of Mount Fuji. On this journey, he collected seeds and cones of the conifers he came across, introducing Larix kaempferi (Japanese Larch) to the commercial market. He’s also responsible for sending back great tropical/house plants including members of Acalypha (Copper Leaf), Cordyline, Codiaeum (Croton), and Dracaena.

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As World War I continued, the Chelsea nursery expanded to four large nurseries along the Thames River. We have a copy of their 1911 catalog and it is fascinating to see the collection of plants they’d amassed. It’s also a challenge to attempt to decipher the plant names, as they’ve changed since the early 1900s. On page 11 of this catalog, they offer “Retinispora filifera aurea” collected from Japan and listed as a variety of “Cupressus pisifera.” Today, we know this plant as Chamaecyparis pisifera ‘Filifera Aurea,’ or Gold Mop False Cypress.

With so many plants listed from the Veitch’s expeditions, it’s hard to truly wrap your head around their impact on the our industry. It suffices to say that a majority of the great ornamental plants we plant today are the result of investments made from the House of Veitch.

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.

New client acquisition is expensive. Chances are, you’ve heard the stats. It’s been said that it costs five times as much to attract a new customer as it does to keep an existing one. That’s why you do everything you can to treat your clients right and to keep them happy.

32 | Official Publication of The Ohio Landscape Association

SCHEDULE PROPERTY INSPECTIONS

FEATURE ARTICLE

Sell More Landscaping Services to Existing Clients WINNING IDEAS

close tabs on your properties while also scoping out potential upsell opportunities.

Here are six ways to make that happen.

Of course, “schedule” is the key word here. It’s very easy to say that you need to get on-site more often but actually following through is a whole different story. It doesn’t take much to get busy and to let this task fall to the wayside. But if you decide you are going to visit an account twice a month, and you schedule it on your calendar in advance, you are committed to making it a priority. You just have to be sure that you block the time and follow through.

Of course, the last thing you want to do is be pushy and risk losing a client over selling too hard. The key is to implement creative approaches to upselling that will generate you more business while also impressing your clients on your commitment to serving them.

One of the best methods for selling more landscaping services is to spend more time on the property. After all, if you’re not there, how can you know what additional services they may need? By scheduling walk-through inspections, you can keep

In terms of how often to perform property inspections, it’s a client-specific decision. You have to know your properties and what’s appropriate. A high-value commercial client might warrant as much as a weekly visit. It all depends.

While it’s undoubtedly important to invest in your existing clients, if you aren’t doing anything to generate additional service opportunities from them, then you’re missing out. Your existing client base is likely ripe with possibilities for upselling your landscaping services and increasing your sales.

No matter what, you want to be sure that you’re building value into the account by building relationships. The client will see

value by you taking time to be there. While your ulterior motive is obviously selling landscaping services, you want the client to see that face-time you’re putting in with them as commitment. You’re there to check on the site and make sure that everything you’ve promised in the contract is getting done. Of course, while you’re there, you might also point out additional services that could be done if you see a need. That’s where the opportunity for upsells comes into play.

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If you’re thinking about selling landscaping services through your salespeople alone, then you’re missing a valuable opportunity. That’s because you have your production team on-site more of the time. Why not incentivize them to generate leads for your sales team while they’re there?

It goes a lot further than just talking about it and adds more value to the sales process by positioning you as the expert. You can say, “look, we’ve written an article on this idea,” and show them something tangible to help facilitate their decision.

While it’s true that selling is not something your production staff would regularly do and they may not even have confidence in the idea (just suggesting it might make them uncomfortable), the fact that they’re on the property and making observations about it is an opportunity that should not be Incentivizeoverlooked.yourcrew

TECHNICIAN INCENTIVES

CREATING CASE STUDIES

Creating articles and case studies for your landscaping company’s social media outlets are tasks you should already be doing to help boost your ranking for internet searches. But that’s not the only benefit of generating regular content.

continued on page 34 The Growing Concern | September 2022 | 33

Maybe it’s just a matter of a production team member letting the office know that there is a tree that needs pruning. You can offer rewards simply for them taking the time to fill you in on those sales opportunities.

Blog articles and case studies also go a very long way in building authority and credibility for your company. That’s because instead of just talking to a client about a potential project, you can show them one you’ve already done.

Take, for instance, a hotel where you already maintain the grounds. Perhaps you’ve suggested they incorporate some seasonal color. It’s a lot more effective to be able to show them an example of a case where you’ve done just that.

members to find those leads for you.

Then let your salespeople take the lead from there. This is a great way to generate more sales in between those property inspections previously discussed, or on residential sites where you might not be doing regular walk-throughs.

RESURRECT OLD OPPORTUNITIES

As a general rule of thumb, email marketing should be about 90 percent helpful content to 10 percent selling. Use your emailed content to provide really helpful and educational information to your customers and you will position yourself as an expert, which will eventually help you in terms of making sales. You just have to come to terms with the fact that your marketing efforts are a slow and steady race (not a sprint).

FEATURE ARTICLE 34 | Official Publication of The Ohio Landscape Association

continued from page 33

One of the best opportunities that email marketing presents, without being too overt about selling, is “awareness of service.” In other words, you’re educating your customer base

EMAIL MARKETING

Do you ever take the time to follow up with old opportunities that didn’t pan out or are you constantly working on going after something new? The truth is, it’s a lot less effort to go back to existing leads, even the ones that didn’t go anywhere, than it is to generate something brand-new.

Go back and look at some of your old leads and take the time to follow up. You don’t have to be as bold as sending a proposal to them. It can just be as simple as rekindling a conversation.

about a topic relating to a service you offer (that they might not have realized you do). This is an effort that might not pay off immediately but will help establish your company as the expert for the future.

You can also use email marketing as a way to engage with customers and make stronger connections by sharing content even when it doesn’t relate to services you offer (but is relative to your client). For instance, if you have a large commercial client, say a hotel, and you see an interesting article about interior design that your client would appreciate, send it to them with a note that it made you think of them. An effort like this takes some time on your part but it’s a relationshipbuilding step that could really pay off for you in the long run.

Email marketing is another great opportunity to connect with your clients and ultimately generate more sales. However, if you make your email content only about selling, you’re missing the mark. Although your ultimate goal is selling more landscaping, if the recipient feels like they’re constantly getting hit with advertising every time they open their email from you, they’re going to stop reading it and unsubscribe.

Set yourself reminders to follow up with certain clients where there might be a future opportunity. With solid notes, you’ll also be able to remember specific details of the conversation that you can re-hash. It will impress the client to know that you remembered their exact concerns and just might be enough to land you the job the second time around.

It’s easy to see why salespeople fail to follow up. They get busy and they forget. Even the client might forget who they initially received quotes from. That’s why you can’t leave it to them to hope they’ll follow up with you down the road.

ENGAGE CONCERNING FUTURE IMPROVEMENTS

The Growing Concern | September 2022 | 35

For instance, if you currently have a sale on annual installations, you can do a search of any client that turned down that service in the past and send timely communication to them that although they previously said no, perhaps due to cost, you are currently running a special and thought they might be interested.

Similar to following up with leads that didn’t pan out, are you following up with clients who expressed interest in having work done in the future? So often contractors give a potential client a proposal and they say “not now.” They didn’t say no, they just pushed it off. But if you don’t follow up on these future opportunities, you’re missing out on a sale.

For instance, if it was a maintenance contract, check in with them and ask if they still have a need for help with that service. There’s always the chance that they hired someone and were unhappy, making your query very timely.

This article was written by Nanette Seven, Vice President at Include Software. Include provides software options geared towards increasing landscaping companies’ efficiency, effectiveness and profits. To learn more, visit www.include.com.

The best thing about all six of these ideas is that they are all relatively easy to implement. They all look at going after your existing client base rather than trying to generate brand-new leads and they can all be quite effective if put into practice. It will just take a little bit of commitment on your behalf.

Even if no sale comes from that communication, it at least gives you a timely reason to reach out to the customer and be at the forefront of their mind. If nothing else, they will appreciate that you remembered a specific need they had and that you were thinking of how you could help them.

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RECRUITMENT MARKETING VS. EMPLOYER BRANDING

Though they sound similar and both live in the same department, recruitment marketing and recruitment are not the same thing. Recruitment is an entire process that involves locating, screening, hiring, and onboarding qualified job candidates. Recruitment marketing is the earliest stage in that process. It’s the strategy you use to advertise your company’s culture to prospective hires and draw their interest.

where needed to show current and potential employees what makes your organization a good place to work.

WHAT IS RECRUITMENT MARKETING?

RECRUITMENT MARKETING VS. RECRUITMENT ADVERTISING

Recruitment advertising, on the other hand, is more reactive. And linked to current open positions you want to fill. So how does recruitment marketing fit into your hiring efforts?

It’s important to present a brand that top talent wants to work with, and that’s what employer branding is all about. It’s actively building your reputation and making improvements

Recruitment marketing is about promoting the brand you’ve built to qualified talent. Instead of focusing inward to improve your company, you’re turning your focus outward to get the word out about what you have to offer. While you don’t have total control over what your employer brand is (it depends on how people see your organization and what they associate with you), you do have control over how you advertise it. Recruitment marketing involves how you decide to communicate your brand to those outside it.

Recruitment also focuses on evaluating and contacting individual candidates, whereas recruitment marketing targets categories of qualified individuals. It seeks to advertise your company’s appeal to a broad population of potential good fits and bring them to you.

Recruitment marketing isn’t just another way to find new candidates – a new take on advertising open roles. Instead, it’s a strategic move that helps you establish your reputation as an employer and build strong teams in the long run.

THE ROLE OF RECRUITMENT MARKETING

RECRUITMENT MARKETING VS. TRADITIONAL RECRUITING

Recruitment marketing combines tactics to “market” your company and culture to prospective new hires. The aim is not only to drive talent to apply for open positions, but also to keep your company front of mind as they search for job opportunities in the future.

FEATURE ARTICLE

Candidates on the hunt for new positions approach it like consumers these days – researching companies online, reading

Today’s employees care about company culture and want to identify with the organization they work for. Advertising your company’s strengths helps you retain existing talent and attract the expertise you need. But there’s more to this new discipline than just traditional recruitment or employer branding. Here’s how it differs.

Another important distinction we need to make here: recruitment marketing is not advertising your job ads. Surely, you want people to see and apply for your open roles. But the goal behind a recruitment marketing strategy is to identify your ideal candidate profile (the same way marketing identifies customer personas), find ways to reach those people, and showcase why your company culture is a good fit for them.

36 | Official Publication of The Ohio Landscape Association continued on page 38

MARKETING:RECRUITMENTHOW IT TRANSFORMS YOUR HIRING

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Recruitment marketing helps create stronger teams as you bring on new hires that complement your existing talent. It’s your chance to tell your own story, which helps you appeal to lookalike audiences (that is, candidates who share the same values and business goals as your current star employees).

This article was written by Christina Pavlouat for Talent LMS and appeared at www.talentlms.com/blog.

This helps you create a network of potential candidates, and when you have urgent hiring needs, you can fill roles faster.

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The OLA is happy to welcome Corey Halstead – co-owner of Halstead Media – who will discuss Recruitment Marketing indepth at our Annual Meeting on November 17th, 2022. See page 39 for more details.

MORE ENGAGED EMPLOYEES

Internal recruitment marketing efforts ensure current employees also have a positive impression of your company culture and mission. You can involve current employees in your marketing by interviewing them or having them share positive impressions of you as an employer. It’s persuasive to potential candidates, but also has an impact on the employees.

38 | Official Publication of The Ohio Landscape Association

Recruitment marketing speeds up your hiring process by helping you find more qualified candidates more quickly. When you promote your employer brand, you give job seekers a chance to learn about your company culture and objectives. It gets them thinking about how your business aligns with their values and can affect their decision to apply for a position or accept an offer.

FASTER, MORE RELIABLE RECRUITMENT

reviews, checking out social media, and generally becoming educated on a company and its opportunities. Recruitment marketing meets them with the information they’re looking for, in the formats that speak to them. So what does it do for you? Here’s why you should consider investing in recruitment marketing:

STRONGER TEAMS

Investing in this particular strategy helps you replicate what’s working for your teams already and reinforce the best qualities.

When you involve your employees, you show that you’re invested in their experience as well. You make them part of the company’s progress and you keep them engaged in the long run. You might create such strong relationships so even those who leave your company could consider returning in the future.

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• Why leveraging recruiting technology is critical to saving time & resources.

• How to effectively pre-screen applicants.

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