When I started in the nursery long ago there were maybe five other women I knew, and two female landscapers, in the entire industry. Well, ok not really. I might be exaggerating. But It was a man's occupation for sure. But nowadays we women are absolutely everywhere! Fabulous! 

I would say that more the half of all the contacts I have in the industry are women. Perhaps way more than half. Once it used to be a female landscaper would come in once a week, now it is more like several times a day. I also get forwarded a lot of plant lists from designers and architects and most of them are women. Even Christensen’s is being taken over by women. There are fourteen of us on staff here now.

Back to that long ago time. There were just four girls at the Plant Center. Problem was three of them worked inside the office and the fourth was me! So it was me and the boys at break, me and the boys helping customers, me and the boys unloading trucks, fixing irrigation, pulling poly, going to trade shows (and hanging out with more boys!). Then I got to hire a girl for the perennial department and then another and another. Before you knew it - it was not the perennial department but the "perennial girls". I was so proud!

Now, new hires of either gender feel comfortable joining our team. A recent hire expressed how pleasantly surprised she was at the equality she found here at Christensen’s. Her experience with another green industry company had not been so amiable and she feared that it would be an obstacle she faced no matter where she went in our industry.

Thinking about how I was going to write this I looked at some statistics and it all made perfect sense, from 2012-2019 Michigan women owned business grew 29%. In 2015, 11% of the landscapers nationally were women, in 2021 it was 21%! I hired my first perennial girl in about 2012-2013 and now there are six of them. Move on over boys, the ladies are here to stay!

Inclusivity is always a good idea in any business, but especially in an industry where a majority of the end consumers are women. It is important to have perspectives that reflect all of the customers to know and understand your clientele.

I am happy to have witnessed the ascent of women in this industry. I may be a little impartial being a woman myself but the rise of women in the industry is the truth.

What does it mean to be ready for a delivery? Let me put on my Delivery Driver’s hat and go over some areas where a little forethought can make everybody’s day run smoother.

A good place to begin is knowing who is managing the information flow. How does your crew find out what product is coming to the jobsite, and when it will be there? Someone should decide in advance where the product will be placed for efficient use and general safety, also in what order to bring in materials. You don’t want 20,000 lbs of paver pallets placed in the side yard if a load of aggregate still needs to be dumped in the backyard.

Knowing your jobsite includes knowing the way in from major roads. Look up and around, think about a semitruck driving on that road, unloading, and importantly, getting back out. Confirm the delivery location, especially if it’s new construction that may not be well addressed. Let your Christensen’s Salesperson know about any location concerns ahead of time.

On delivery day our drivers call the contractor before they leave the yard. It’s a quick conversation confirming that a crew will be on-site and ready to receive the delivery.

For plant material there should be enough help to toss cans and stand up trees for your machine to pick them up from the trailer deck. Stage them so they are not in the way and may be watered. Tree balls can be lifted by forks or nursery jaws, or even carefully rolled into a bucket. Potted plants can be slid into a skidsteer bucket or handed-off into the bed of a truck or onto the ground.

Hardscape materials frequently weigh up to 4000 lbs and the deck of a semi-truck may be chin-high. Many skidsteers cannot handle that kind of weight, especially at that height. Consider having a Christensen’s driver unload your product with our Moffett. Our operators are bright and well trained, they can unload and place your product safely and efficiently. Consider having pallets placed near where they will be installed so there are short carrying distances. Keep products that will be blended for color of size patterns near each other. Try to know the ground conditions of your staging area. Stacking pallets on unstable ground can be dangerous. A Moffett is a very large, wide machine. Make sure there is a clear pathway to your staging area.

When there are ancillary products on the delivery consider what must be protected from the weather. For example, polymeric sand must stay dry and glue shouldn’t freeze. Caulk guns and other small tools may “disappear” overnight.

There is, of course, a business component of a materials transaction. Plan payment method ahead of time with your salesperson. Any member of our sales team can accept payment on your order at the Plant & Hardscape Centers or over the phone. Cash, check, credit card, or on your house account. Though our drivers can accept a check, settling ahead of time streamlines the process on delivery day. Whatever the plan for payment is, be sure it is indeed a plan and discuss it with your salesperson.

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.