Did you find some great new people to add to your team? Those first hours with a new employee can set the tone for your entire working relationship, so read on for some tips on making the most of them. Time invested at this beginning point might not seem like a big deal to you, but can mean the world to a tentative new employee.

Many company owners and upper management have been at their company for many years or even started their own company. It can be easy over the years to forget the “new job jitters.” Here are few thoughts from a new employee to help supervisors make the transition go smoothly. 

I think the most critical piece of advice would be, “Don’t overwhelm new employees with meeting everyone all at once.” It can be difficult to process names and positions all in the first day, when everything from the location of the facilities and parking to the technology might be new. If you’re a small company with a handful of employees, meeting everyone might be possible, but anything over 7-10 people could be too much to remember, especially if all of those people are wearing masks.

Additionally, instead of having meetings with other employees, have them shadow your existing staff. This will help create their own bonds, allow them to learn your company from many perspectives and understand the nuances and company culture.

Make the paperwork seem less important than the new employee. The easiest place for a company to start with a new employee is to overwhelm (and bore) them with the paperwork. While the forms and handbooks are important, taking some time getting to know the employee and getting them acquainted with the position will make them feel like you see them as a person, not as a number.

Give them an idea about the rules you’re strict with and the ones you’re flexible on. Communicating the nuances of a company culture can be difficult to do in a handbook. Giving verbal examples, such as, “lunch is at noon and it is important for you to go on time” or “lunch is usually around noon, but if you’re caught up in a project, you can be flexible with your time” helps a new hire to understand your expectations of their behavior. Most new hires are eager to fit in and providing as much communication with them will help them quickly assimilate to your company.

Remember that in our cyclical industry, a new employee might feel new for a whole year. Continue to be patient with their inquiries and think of them as new until they have seen how the seasonality affects their job.

Spending some extra time with a new employee can help improve your turnover rate, which helps with your bottom line. A recent survey from BambooHR showed that as many as 31% of new employees leave in the first six months, citing the top reasons being poor onboarding experiences, a lack of clarity surrounding job duties and expectations, or a less than stellar boss.* Since interviewing, hiring and onboarding new employees can be costly and time consuming, improving on a new employee’s starting experience is an investment in your company and its future.

* https://blog.bonus.ly/10-surprising-employee-retention-statistics-you-need-to-know

As those close to me know, I love all seasons. I cannot say that I enjoy one over the other, because I really don’t. It drives my wife a little nuts, as she loathes snow. But I really love the little things that every season brings to us.

But this year is a little different. As 2020 has been for its entire existence. This year I am looking forward to the break that the winter provides to those of us in the nursery industry. A time to re-coup and re-group. And I for one am looking forward to having the time to gather myself back up.

As we re-group, we must look forward and start planning for the future. And as I look forward, I have to bring up the storm warning that I wrote about a couple of months ago. The material forecast for the spring is incredibly tight. Plant material grew very well this year, but our industry consumed a great deal of it. To give an example, many of our green goods suppliers have told us this fall that they can fill our orders, but we will be pulling from the spring 2021 crop. So, we can have it now, or next year, but not both. Hardscape suppliers are still reeling from shutdown this spring. Many intend to continue production for most of the winter to try to prevent the same thing happening in the spring of 2021.

So, as you re-group and plan this winter, I implore you. Plan out your jobs. Order your material. Do not wait until the snow is melting to arrange material for your spring projects. As the snow is flying, that is the time to be looking forward to spring.

As we approach the end of the 2020 planting season, I feel that most of us in the Michigan Green Industry have been pleasantly surprised by the amount of business this year. Logistics, COVID-19 delays and shutdowns plus supply shortages due to the unexpected demand for exterior home improvement projects have been ongoing challenges this season. And keep in mind that statistically, during an election year consumers normally ease up on spending due to “fear of change in political leadership”. I don’t think we’ve seen that.

Mortgage rates are at record lows, and desirable properties are being scooped up within days of being listed. My wife and I are in the homebuyers market, and this trend has been impressive and frustrating to experience. The saying of “Here today, gone tomorrow” has never been truer in my experience. And as we curtail travel and cultivate our social-distancing lifestyle, vacations have been replaced by “staycations”. If one can’t get away for a weekend, why not create a pleasant space to enjoy at home?

This year’s surge in business was completely unexpected, but what about next year? Will this trend continue? What will the state of our economy be once (or I hate to say, “if”) the COVID-19 restrictions are lifted? Many businesses and individuals qualified for financial assistance at the beginning of the pandemic, but chances are that taxpayers will have to pay it back, whether it’s in one year or spread out over several, further stressing the economic machine.

If the unbelievable demand for material continues into next year that will be good news. But what if demand for landscape work takes a downward spiral? If your business is focused on only one specific area, there could be trouble. It may be time to consider expanding the services of your business. Here are a few examples to consider if landscape or hardscape installation isn’t as easy to achieve in 2021:

• Seasonal fertilization programs to assist in a landscape’s overall beauty and protection.
• Water feature installations, such as fountains and small ponds.
• Landscape lighting enhancements to improve the home’s appearance.
• Winter maintenance programs for year round income.
• Tree and shrub trimming schedules for your existing customers.
• Assist others with your ideas and knowledge in landscape designing for new contractors.
• Insect control programs to help customers enjoy their new outdoor “staycation” spaces.
• Irrigation installation for both new and pre-existing landscapes.

There are numerous directions to pursue and research. I guarantee you that there are dozens of other options to consider. Do whatever you can to keep your business alive and well through these challenging times.

In all bad things, there is good.

COVID-19 has caused havoc in many industries. It has closed many businesses, some never to reopen. Covid has sickened people and some have died from the illness. This is the bad.

Here is the good for the Green Industry:

• People were forced to stay home so they improved their homes
• Money issues were mitigated by a $1200 stimulus payment
• Businesses utilized the Payroll Protection Plan to keep their employees working
• The unemployed received $600 weekly from the federal government
• State unemployment checks continued to be paid
• Many people planted a vegetable garden for the first time or the first time in years
• Less travel meant fewer expenses for fuel, auto insurance
• Vacations were postponed or cancelled so with time and money available home living conditions were improved
• Landscaping and gardening are not impacted by crowds or social distancing
• Landscapers are remarkably busy because of limited staffs, no immigrant workers
• There is pent up demand within the green industry to hire additional staff

So what does the future hold for the Green Industry?

Here’s my view thru a slightly cracked crystal ball:

• Working from home will stay with us into the future
• Zoom meetings will replace much business travel
• Education will transition from the classroom to ??????
• Plants will occupy more of people's time and attention
• Embrace the change - it is happening!

What is the least expensive tool you own? Maybe a pair of safety glasses or gloves? Think even cheaper, like “free” cheap. This tool is as useful as MacGyver with two sticks of chewing gum and a paperclip! More knowledgeable than Google, but just as easy to use. Everyone has at the very least one, but most have several just lying around, waiting to be used. They want to be used, it gives them purpose and meaning. On occasion, I have even had them beg to be used! Does your hammer do that?

This free tool is: factory territory representatives! Most of our suppliers have them, and they want you to use them. The rep’s job is not necessarily to sell you their products, but also to help you with tips, ideas, suggestions and a wealth of other great information. They can advise you on different, possibly better ways to advertise, bid, plan and order for your project.

Your territory rep can be found dropping off samples to contractors and dealers, troubleshooting challenging installs, and advising on new or better techniques. Their office is their vehicle, always moving from job site to job site. They are there to help when problems arise and to praise when projects have exceeded expectations. New and growing companies can benefit from their experience as most reps were once like you.

During the off season they are busy planning extensive training sessions and informational seminars. Some of the seminars are designed to help you improve the way you bid jobs, streamline the designing process or showcase new and upcoming products. They are in constant communication with the factories, getting input as well as giving feedback. They want you to be successful with their prospective products, and you as the contractor play a vital role in that. Your likes and dislikes, everything from the color blending to thickness variances all mean something to them.

So now that I have shown you how good these tools are and how much they can help, take the next step and call. Ask the smallest or silliest of questions, don’t be afraid to get their hands dirty. Channel all of their experience into what challenges you. Let us here at Christensen’s Hardscape Center help you get a good “rep”. The cost is only a call or text. If you don’t have those numbers, please contact me and I will make sure you get them.

I’m fairly active on LinkedIn with my Design/Build network of landscape contractors, landscape architects and developers. I’m always asking, "Hey, are you on LinkedIn so I can learn about your company?" A lot of the larger companies with marketing departments are there, but many of my landscape contractors say, “I don’t have the time” or “I tried it, and it didn’t work.” There are a few tricks to it, but it can be a very effective tool in your marketing toolbox if used correctly.

First, your current customers want to see you on there. Everyone likes to roll with a winner, and by putting your company out there is a great way to separate from your competition. New potential customers, ready to buy, are on there and are socially engaged enough to be looking for you on the platform. If you get referred by someone, social media will be the first place they will go to get a feel for your service. The point is: find your audience, present your company and raise brand awareness to all the new opportunities and customers that want to hear your story.

If there is one word that comes to mind with social media it’s consistency. Be consistent with your timing, your format, logo, colors, all of that, even your tone. When you develop a consistent look, it allows you to tell your story. Everyone wants to know your story. Stories have beginnings, middles and endings. So do landscape projects. Spring clean-ups with before and after pictures tell a customer what to expect if they hire your company, way more than a quote, card and brochure could ever do. A hardscape installation, patio, wall or outdoor kitchen has a story. The story is best told with pictures and the transformation that allows your customers to dream about their landscape project, and they begin to see you as the landscaper that can make it a reality.

So start slow, find your voice, and be consistent with your logo, banners and company colors. Your customers and potential customers will begin to engage with you, ask questions, and make comments that will ultimately lead to new business. Social media needs to be a priority. The consistency will come when the social media post becomes the priority. Mark it on the calendar, make it a priority, and get it done. If you can’t do it consistently, then delegate it to someone who will. Develop your style, your look, your message and you will be successful. Be authentic, no templates - talk about your people, new equipment, milestones you are reaching, almost anything, if it’s authentic about your company and tells a story you will be followed and appreciated.

Many of the companies I follow have an editorial calendar that they will lay out like a marketing calendar for the season. Try to get your whole team involved. Most employees have the ability to take pictures, and with some before and after commentary that can lead to a strong post with many views and comments. Some companies highlight individual personalities, some highlight after-hour or weekend company gatherings, safety - the possibilities are there for everyone to get to know you and your people.

Be consistent so whatever platform you select your style and posts will be recognizable. Be authentic and have fun with your posts - it won’t be a chore, and your following will look forward to your next post. When done correctly, social media will attract repeat customers and potential customers to your sales funnel and make the rest of the sales process more efficient. Have fun, tell your story and create brand awareness for your company.

Here, at the close of the season, I have the privilege of writing the last Sticks and Stones post of 2019.

It is a privilege for two reasons. The first is because we have made it to the end of the season! We persevered through the trials and tribulations of 2019, and now it is time to enjoy the fruits of our labors.

I look forward to this time of year because winter is when I get to hang out with my kids. I hope that you get to enjoy the same opportunity to spend time with family and friends, enjoying the stepping stones in life.

This year’s stepping stone is driver’s education for my daughter. Now I do not know about the rest of you, but when I turned 16 I drove my parents crazy wanting to go the Secretary of State to get my license. This is my second child to go through driver’s ed. My older son wanted to take driver’s ed (mostly because his friends were in the class) but had absolutely zero interest in getting his license. In fact, he turned 16 in September and my wife and I finally forced him to take his road test in February! Now we are on to my daughter who was eligible to take driver’s ed in April, but was in no hurry to even take the class. Really?? Don’t these kids know that I don’t want to be a chauffeur any more?

The second reason is even more simple. In this last post of 2019, I want to say “thank you”. Thank you for allowing us to serve you for another year – our 88th year as Christensen’s Plant Center. Over the past 88 years many things have changed, but as our staff has has ebbed and flowed, as our customers have started a business that has grown and matured, and have maybe retired, one thing has remained constant. There is a certain quality that makes people choose to enter the Green Industry, and even as our customers become ever more diversified, there is a familiarity that I appreciate. Thank you for being a part of the Christensen's family.

Wishing you all a safe conclusion to your landscaping season, and the happiest of holidays.

When I was a kid, my older brother taught me how to play chess. When you’re eight years old, it seems like such a simple, fun game to play: cool looking pieces, each piece goes in a bunch of different directions, and everyone loves to take out an opponent's piece, or better yet, beat your older brother.

My brother, being a good teacher, knew how to put me in my place when I got cocky. I’d smile and laugh and say stuff like “Oooooo I got you! Didn’t see that coming, did you?” And that is when I learned just how much strategy is involved with the game. Sure, I got his pawn or bishop, but he was planning his moves well in advance, predicting what move that I would make next. A few more moves, and he was saying "CHECKMATE", turning my cockiness to a mixture of frustration, shock, and awe. I would be thinking “How did he do that?”, “What did I do wrong?”, and the most popular... “What the $#@* happened?”

My brother and I played at least once a week, until he joined the Army right out of high school. I taught a few of my friends the game, but I haven’t played in a long time. I miss it! But consider this: all of us play chess, if you look at it as the strategy you employ every day. You are "playing chess" on both Personal and Business boards. Let me explain.

Some "Personal" chess board examples might be:

• “What to wear to work”: Your opponent on the board is Momma Nature, and today she’s deployed a pawn that represents a cold and rainy day. So you counter her move with your pawn that represents a sweatshirt, coat, jeans, hat, and rain gear. 
• "When to pay your bills”: If you aren't that guy who pays them the moment they hit your mailbox, you plan a week a month prior, depending on your pay periods, hence setting up your strategy well in advance to counter “Bill’s” move. 
• "Planning a family vacation": Booking a complete vacation takes more than a single day. You have to counter all kinds of pieces that can be played against you, like bills, medical occurrences, surprise auto repairs, cancelled flights, etc., while also saving up money to finance the trip. Bigger challenge, but winnable.

The “Business" chess board can be even more difficult because you need this board to help you win on your personal board. Daily pawn pieces on your average business day can be:

• Call-ins from employees
• A blown out tire on a truck
• Lawnmower down for the count
• Rain day washout, etc. 

Moves that require more strategy may be:

• Scheduling upcoming booked projects for the week or month
• Vehicle maintenance​
• Scheduled employee time off
• Paying the bills
• Monitoring monthly payroll
• Scheduling time for your own meetings, appointments, and so on. 

Oh, and keep in mind that you ALSO have to keep playing the daily pieces as well. Then there’s the long term strategy, which may include yearly profitability reports, seasonal tasks like fall cleanups and winter snow removal, future employee recruitment, business expansion, continual project bookings, and, well - you get the picture.

Yes, long term forecasting and figuring out strategies to compete can be overwhelming, but fortunately you have pieces on your board that are more than pawns. You may have the same pieces as your opponent, but it’ll depend on how you play them to take the advantage.

Let’s say a pawn is played on a current project that has a potential setback. In that sense, you play a rook or a bishop, maybe we’ll label them crew leaders, to deal with that pawn safely and effectively, and the project continues on without interruption. 

The queen piece could be classified as upper management, exceptional decision makers or problem solvers. This is considered to be the most dangerous piece to play, because it can do almost anything that it wants. It will be played against you, but you can play it back as well, just be smart.

As for the knight piece, it’s that wild card that you usually don’t see coming. It doesn’t move far, but can make an easy encounter more complicated. Every situation, company, or personal endeavor has a knight, so always be aware. Here’s an example: You stop to pick up material, and your credit card is mysteriously declined. So you call the bank to see what’s going on, and it turns out their server crashed the night prior, on a holiday weekend, and won’t be fixed until Monday. Yep, there’s the knight that was played against you! Fortunately, you have a second account from some other financial institution, but there’s not enough in checking. But, they have immediate online capability, so you push a few buttons, switch some funds around, and all is right in your world again. There’s your knight piece!

Always keep in mind that regardless of what board you are playing, your priority is to protect your king piece, which can represent your self, your business, or your family. It moves incredibly slowly, but it can be moved in any direction. And if your game is played VERY well, you’ll never have to move it because you have everything under control. But, if your king is ever taken out, your game is over. In business, maybe you’ll lose the first game, but most of the time you can start another. And, keep in mind, you’ll have more experience, so you’ll be better prepared for your next figurative opponent.

If anyone asks if you play chess, you can honestly reply “Yes, I play every day”, but it may not be the way that they’re thinking. And with that being said, you can look at that as already having an advantage before a game has begun.

Last year while attending a business webinar I heard a story that really stuck with me. Frank Mariani from Chicago’s North Shore was talking about the early days of his landscape company and some of the challenges that he'd faced.

His client, from an exclusive community of high-end homes, asked him for a quote to plant two trees in the back of the house near the pool. The 75 year-old client wanted shade while watching the grandkids. Frank wrote up a quote for two 2.5” shade trees, explaining that the fence and stairs around the pool prevented the installation of anything larger.

Two weeks later, when he showed up for the weekly maintenance, he was appalled to see one of his competitors at the house using a very large crane to place 8” caliper trees in the requested spots - by lifting them OVER the house! When Frank asked the homeowner why, the response was simple. “You said you couldn’t, and we found someone who could. The money wasn’t an issue. We wanted the shade now.”

That lesson stuck with Frank. Years later his company was presented with a similar situation. Access only allowed for a 3” tree. Frank, thinking back, told his salesperson to quote in two ways. One, quote 3” trees ball-carted to the desired location. Second, quote 10” trees placed via HELICOPTER CRANE. Of course, the price difference was astronomical. But the client decided he had more money than time and Mariani Landscape placed 10” shade trees via helicopter crane, creating a happy customer and a profitable job.

This story made me think about the odd things that we have had requested of OUR company. Now, we have never had to "helicopter" a tree into place. But we have arranged deliveries to Mackinaw Island - picture a semi-truck on a barge with the waves washing over the bow and under the truck. Or the time we sent send a semi-load of material to Minot, North Dakota. If it is important to the client, money is secondary to the action.

Just last night my wife was flying home from a much needed vacation. Then at 2 AM the last leg of her flight was canceled. There I was, searching flights on my iPad to get my exhausted wife home. Price meant very little to me. Getting her home with the least amount of headache added to an already stressful trip was the most important thing.

Knowing your clients is part of what you do every day. Make sure you use this to your advantage. You never know when your biggest challenge may also become your biggest success, leading to one of your most successful marketing pieces.