When preparing estimates for clients, you want the most accurate, up-to-date costs for materials, whether you’re sourcing plants or purchasing pavers, and you want them fast. The first proposal in a client’s hand shows responsiveness and resourcefulness—attributes that define your company, but you don’t want to sacrifice profitability for speed. That’s why LandscapeHub integrated with DynaSCAPE, to make estimating easier.

What Are the Benefits of the DynaSCAPE Integration?

As the online marketplace for the landscape industry, LandscapeHub offers real-time costs for whatever your job requires. From conifers, perennials, and fruit trees to mulch, edging, and stone, you’ll find suppliers offering all the elements you need—in one place— to create a profitable landscape job. You may already use DynaSCAPE to manage your green business. (If not, take a look, because it’s a fantastic, comprehensive management program that supports you with budgeting, task management, billing, customer management, crew oversight, and even efficient routing for servicing clients.) As you build estimates in DynaSCAPE, you want the most accurate pricing available for your materials, whether they are plants or hardscape materials. The integration between our companies allows you to send job and estimate details directly from DynaSCAPE Manage360 to LandscapeHub. You list the items needed for your job, and we fill in the costs. We generate a quote for the materials, saving you time and ensuring accuracy when estimating, streamlining the product procurement process.

Why We Chose to Integrate

Both LandscapeHub and DynaSCAPE exist to make your job as a landscape professional easier. By creating an integration between our platforms, we give you higher accuracy when creating proposals and save you time when ordering, letting you focus on managing your business and creating landscapes for your clients—and a profitable return for you. Our goal is to help landscape buyers use technology to reduce the amount of time they spend building estimates and managing jobs. While often green professionals bemoan complicated technology, well-executed programs make a positive impact on landscape, hardscape, nursery, and green businesses, making procurement and management more efficient. We’re confident the partnership between LandscapeHub and DynaSCAPE will make your estimates and procurement much easier.

How Does It Work?

As a DynaSCAPE customer, you can enable access to LandscapeHub through your configuration settings in DynaSCAPE Manage360. (You’ll see the option under “My Company Settings”.)

Garden trends come and go—but the growth of small-space gardens continues to rise. Along with creative greening of small outdoor spaces, homeowners want low maintenance garden designs—and increasingly, they turn to professionals to maintain patio gardens or small landscapes. And, as the demand for container installations—both residential and commercial-- continues to soar, the need to source materials that look fabulous for four seasons can pose a challenge. Fortunately, you’ve found LandscapeHub—a one-stop source for compact evergreens to meet your design needs!

Finding the perfect evergreens to add year-round interest to small-space gardens and containers might seem daunting, but with our brilliant supplier network, you can easily source plants, compare prices, and order with a click of a button—all on one site. We’ve compiled a list of some favorite compact and dwarf evergreens that thrive in a wide-range of zones to get you started—all available through our supplier network. Simply click on the links to see available stock, sizes and prices, then start generating your clients’ quotes today! If there’s a specific compact evergreen you love, use our search function to find it—it’s simple!

If you’re a supplier, consider adding more compact evergreens to your offerings, if you don’t already carry them. The demand for low maintenance plants that provide multi-season interest in smaller landscapes and containers will continue to rise. Customers will appreciate a wide variety of compact, dwarf evergreens available through your company at LandscapeHub.

Compact Evergreens to Anchor Containers

Naturally, most containers change with the seasons, particularly if you’ve arranged a subscription service with clients. Still, a compact evergreen that looks terrific through four seasons anchors your design, allowing you to create beautiful seasonal combinations that complement an evergreen backdrop.

While you may have your favorite dwarf evergreens sketched into designs, LandscapeHub makes it easy for you to compare prices—and save time by ordering them in one place. After all, who has time to chase plants physically or online through multiple sources?

A few favorite compact evergreens for containers include:

Ligustrum sinense ‘Sunshine’‘Sunshine’ Ligustrum

Year-round golden foliage flourishes in full sun. This sterile, non-invasive cultivar works beautifully in containers, as an accent in landscapes, or as a low-growing hedge. Reaches 3-6 feet tall and 3-4 feet wide. Zones 6-10.

Ilex crenata ‘Compacta’Compact Japanese Holly

Glossy green foliage requires little pruning to maintain its shape. The petite size (8-12 inches tall, 12-14 inches wide) makes it a perfect choice for containers. Deer resistant. Zone 6-9.

Pinus mugo ‘Slowmound’Slowmound Mugo Pine

A rugged, hardy evergreen with evenly mounded habit and finely textured, rich deep green foliage. Terrific for urban settings, this slow-growing variety rarely needs pruning or maintenance. Grows 1-2 feet tall and 1-2 feet wide in 10 years—maturing at 3 feet high. Zones 2-8.

Small Evergreens to Add Multi-Season Interest to Landscapes

Plants that look terrific all year long—that’s what customers crave. Multi-season garden interest can be as simple as choosing an evergreen with gorgeous texture or selecting a blooming plant with foliage that changes with the seasons. We’ve provided a few of our favorites, below:

Cryptomeria japonica ‘Globosa Nana’‘Globosa Nana’ Dwarf Japanese Cedar

The rounded, dense, somewhat loosely branching green foliage provides terrific texture to garden designs, but it’s the multi-season interest that adds appeal—the green foliage turns rusty red in winter. Stays nicely compact at 2-3 feet tall, about 3 feet wide. Zones 5-7.

Pieris japonica Mountain Snow™Mountain Snow™ Pieris

Showy blooms and gorgeous foliage make Mountain Snow™ a perfect multi-season plant for small spaces. Reaching only 3-4 feet tall and 2-3 feet wide, the attractive, pendulous flower buds appear in summer and remain through winter, with beautiful ivory-white flowers finally opening in early spring. New bronze-colored foliage matures to dark green. Added benefits include both disease and pest-resistance, making this beauty a true gem in small gardens. Zones 4-8.

Thuja occidentalis ‘Concessarini’Pancake™ Arborvitae

A fabulous multi-season addition that builds structure in the landscape and adds year-round interest. The low-profile (1-2 feet tall), dense habit needs no pruning, tolerates full sun, resists pests and disease, and offers good drought tolerance once established. Deep sage-green foliage transitions to a beautiful blue in winter. Zones 4-8.

Abelia x grandiflora ‘Conti’Confetti® Abelia

A gorgeous multi-season plant. Vigorous, compact, rounded form with stunning pink, white, and green variegated foliage and spring flowers that attract butterflies. A lovely specimen, Confetti also looks fabulous in containers. Reaches 3 feet high and 3 feet wide. Zones 5-9.

Compact Evergreens for Groundcovers

Whether you’re looking for an evergreen ground color to reduce erosion on slopes or simply want to add continual seasonal interest to garden beds, you’ll find great groundcovers through our partners. A few favorites include:

Juniperus squamata ‘Blue Star’‘Blue Star’ Juniper

RHS Award winner! The sun-loving, globe-shaped mound of dense, sparkling silver-blue foliage morphs into a pretty purple/heather blue in winter. Drought tolerant once established. At 2-3 feet high and 3-4 feet wide, it’s a great addition to rock gardens or massed as a groundcover. Zones 2-6.

Arctostaphylos uva-ursi ‘Massachusetts’‘Massachusetts’ Bearberry

The low-growing, evergreen groundcover spreads quickly and uniformly, producing white and pink flowers in spring to early summer. Red berries follow the flowers and last through winter, although birds love the berries. The foliage turns purplish-red in winter. Growing only 6 to 12 inches tall and spreading 3 to 6 feet wide, it’s an excellent groundcover for banks, berms, rock gardens, woodland gardens, and containers. Zones 2-6.

Euonymus fortunei ‘Moonshadow’‘Moonshadow’ Wintercreeper

Deep green leaves with bright yellow centers provide bold evergreen color year-round. Plant in masses for a vibrant groundcover or use as a low hedge or bright edging along walkways. Works well in containers as a “spiller.” Reaches height of 3 feet with a spread of 5 feet. Zones 4-9.

Short-Statured Evergreens for Low Hedges

Whether you need to border a patio space or create a low hedge between properties, compact evergreens offer a low-maintenance solution. They’re also an ideal design element for knot gardens, creating structure for rose gardens, or defining potages. A few favorites you’ll find through LandscapeHub include:

Ilex glabra GemBox®GemBox® Inkberry Holly

A beautiful native alternative to boxwoods for creating low hedges and defining garden spaces. The small, naturally mounded plant offers good branching to the ground, never looking bare-legged. A perfect border plant, reaching only 24-36 inches high. Zones 5-9.

Buxus microphylla ‘Bulthouse’Sprinter® Boxwood

The glossy, evergreen foliage looks attractive all year long, making it ideal for low hedges. A more upright habit than other boxwoods, it also fills in more quickly than other varieties, producing a lush hedge quickly. Reaches 24-48 inches high. Best broadleaf evergreen for shaping and pruning for formal hedges and topiaries. Zones 5-9.

Ilex crenata ‘Soft Touch’‘Soft Touch’ Japanese Holly

A dense, mounded, compact evergreen shrub with glossy green leaves sporting a silver mid-vein, ‘Soft Touch’ makes an ideal low hedge, border, or accent in the garden. Black ornamental berries add interest during winter months. Reaches 2-3 feet tall and 2-3 feet wide. Zones 5-9.

We’ve noted just a few of the short-statured evergreen options available for your installations to get you started, but take a look at the wide variety of options available from LandscapeHub suppliers. Search for your favorite cultivars or browse compact and dwarf evergreen options. You’ll find the perfect plants for your landscape and design needs—all with the click of a button!

We’ve discussed the advantages of aggregating shipping through LandscapeHub. But, you might be wondering how does freight with LandscapeHub, overall, work? How does LandscapeHub actually produce those advantages that come from aggregating shipping? Or those advantages that come from using LandscapeHub to handle shipping, period?  

Glad you asked! (Or wondered.)

We have an entire department that handles shipping and helps you get the best price, the best carrier, and the best turnaround possible. Here’s how it works.

Using trustworthy carriers

Our Logistics Manager, Rahan Omar says, “Handling nursery stock is not everyone’s cup of tea. When you call drivers and say ‘I have a load of trees that’s floor loaded,’ some drivers aren’t into it. But that’s why we have Rahan, because he is into it and keeps calling and working his (virtual) rolodex until he finds a carrier that works. “I’ve handled shipping for everything and nursery is a completely different ballgame.”

He has brought his experience to LandscapeHub and put it to work, transitioning LandscapeHub’s shipping operation from a mostly brokered situation to a direct carrier operation much of the time. By focusing on freight full time, Rahan can vet carriers and develop relationships with drivers who are not only knowledgeable, but happy to carefully deliver nursery stock on time and in great shape. “Going direct also allows us to pass cost savings along to customers,” he says. “And, when there is a delay or issue, there are many fewer phone calls to make to quickly get accurate information for the customer.”

Knowing when to call a broker (and which broker to call)

Rahan still uses brokers for LandscapeHub orders on occasion for complicated loads. This allows LandscapeHub to continue offering flexibility in freight that would eat up a lot of time (or even be impossible) for individual buyers. For example, if the LandscapeHub Market Managers and Logistics are trying to build a load that involves pickups in Dayton, Cincinnati, and Columbus, Ohio and dropoffs in Indianapolis, Carmel, and Westfield, Indiana, a well-connected specialty broker is much better positioned to efficiently handle the project and ensure on time delivery at a great price.

That ability and flexibility of LandscapeHub to build multi pickup and multi dropoff loads allows buyers to place much smaller orders without incurring high freight costs, especially if they are operating within a broad timeframe.

Coordinating pickup and delivery capabilities

It’s not enough to just find a truck to carry product. The LandscapeHub Logistics Department also coordinates with Market Managers, suppliers, and buyers to ensure which types of trucks suppliers can accept pickups from and that buyers can accept deliveries from. “Some people only want flatbeds, but there are fewer flatbed drivers with their own quality nursery tarps than there are dry vans (enclosed trucks) or reefers (refrigerated enclosed trucks),” says Rahan. It’s the responsibility of the LandscapeHub team to come up with a solution that works for everyone to get the products from point A to point B in good shape.

Getting the best price, regardless of load size

It’s much easier to coordinate orders that fill an entire truck from one supplier. Those are called “one pick” orders. In that case, Rahan sees an order come in and starts getting rates and seeing what equipment is available for shipping. Then he works with the Market Manager to clear the plan with the supplier and the buyer. “I might say, ‘I have a pickup with a flatbed Tuesday for delivery to the customer Wednesday. Can you accept this equipment for pickup and have the product ready by  8 am?’” He stresses, “There’s no delivery without successful pickup,” including the timing and the truck type. He’s careful never to send a truck that the supplier can’t accommodate.

In the case of a multi-stop pickup and dropoff or a smaller order, he will work to combine orders into one truck so that buyers can split the costs. “We just find out what their timeline is,” he says. “Sometimes, if a buyer needs product from a specific supplier on a short time frame, they’re willing to pay higher freight to get it when and where they need it. Other times, they’ll let us know they can wait and see what other orders come in.”

The same thing happens when there’s a weather delay. “If it’s raining and one supplier can’t dig trees on the customer’s timeline, the Market Manager might try to source from another supplier. It’s then my job to see how the freight compares and if it is worth trying to switch. Again, sometimes we’ll switch suppliers and sometimes we won’t.” Market Managers work closely with LandscapeHub customers to ensure the smoothest delivery possible for both buyers and suppliers.

An extensive network allows for flexible freight options

The short answer to how freight works with LandscapeHub is truly, “Our team takes care of it so you don’t have to.” We have the personnel and network to offer flexible freight options for orders large and small, over distances long and short, without stressing the resources of buyers searching for high quality material.

And that, well, that takes a load off of everyone.

Social media can be a landscape designer’s best friend — particularly Instagram. This visually-oriented platform is ideal for showcasing your projects, highlighting your services, and alerting your customers to seasonal (or even weekly) specials. Not sure how to get started? Follow these tips!

How to Get Started with Instagram for Business

Sign up for an Instagram account using your business name, not your personal name. Branding is everything here, and you don’t want potential clients scratching their heads to remember who that awesome designer was!

Use your company logo as your profile pic, or if your business is centered upon you as the designer, a professional headshot of you. Your profile information should be succinct, letting followers know what you do  — and remember to provide a link to your website so they can contact you!

Decide ahead of time how you want your Instagram feed to “look” — colorful and playful, elegant and sophisticated, or relaxed and fun? Always keep in mind that Instagram is visual first, so your followers should be able to tell at a glance (without reading any post captions or comments) who you are, what your company personality is, and most importantly, who your clientele is.

Instagram Post Ideas for Landscape Designers

Install the Instagram app on your smartphone, and use it to post images once daily (but no more than twice) Instagram culture is very particular and people will unfollow you if they feel they’re being bombarded. Here are some great ideas for what to post:

• Before-and-after pics of your best projects
• Pics of finished projects
• Behind-the-scenes pics (you at your design station, at the wholesaler’s choosing plants, hanging out with your crew) — these are images that let people get to know you as a person, so inject your personality and humor into them.
• Plant combinations that you love
• A pic of you with a caption that talks about your “why” — why you design, why you are passionate about creating beautiful gardens, what you love about your work, etc.
• Videos up to 60 seconds long

How to Batch Schedule for Efficiency

If you have to remember to post from your phone once a day, you might find it a chore. However, once you’ve signed up for a business Instagram account, you can also sign up for a tool called Tailwind, which will allow you to pre-schedule Instagram posts from your desktop. It’s a lot more efficient to sit down and schedule the whole month at one time, rather than post one day at a time. Tailwind also lets you save hashtag groups.

How to Use Effective Instagram Hashtags

Hashtags, for the uninitiated, are ways for followers to find you based upon a particular topic they are searching for. It’s a word or a phrase, without spaces, and preceded by a hash sign (#).

What’s the importance? If someone in your area needs a landscape designer or contractor, they may search a hashtag like “#Bostonlandscaping” or “#AtlantaContainerPlantings”to see what comes up. If you’ve used these hashtags in your Instagram posts, your posts will show up in that search. Score!

Hashtag tips:

• Use up to 20 — it’s allowed!
• Add your hashtag list after the caption on your post, or include it in a comment on your post.
• Create a custom hashtag list in the “Notes” section of your smart phone to save time — just copy and paste into your post rather than retype them every time!
• Make sure the hashtags you’re using correlate in some way to the image you’re posting, as the Instagram algorithm frowns upon unrelated hashtags in excess and may punish you by not allowing your post to be viewed as widely as you’d like.
• Consider creating a unique hashtag for your company and using it on all of your posts. It could be something like a tagline (if you have one for your business) such as #UniquePlantingsForNYC or #LandscapingWithHelenJones.
• Great hashtags for landscapers and designers include #landscapedesigner #(yourcity)landscapedesigner #containergardening #containerdesigner #pottedplants #yourcompanyname #landscapecontractor
• Local hashtags are your friend! Using #yourcity_______ anything will help you grow

How to Use Instagram Stories to Grow Your Landscape Business

Instagram stories are a unique opportunity to post seasonal sales, sale codes (if you have an online or ecommerce site), or promotions. While you could add these to your feed, Instagram is nicer to you if you don’t. Additionally with the algorithm changes, a promotion could end up in the regular feed long after it has expired, while stories last only 24 hours.

Also great for IG stories? Design tips, planting tips, and educational tidbits — ideal if you also offer online courses, garden coaching, or want to establish yourself as an educator or speaker.

Pro Tip: Use the “highlights” feature to keep “evergreen” Instastories around. Highlights are great ways to categorize stories for subjects like “design tips,” “how-tos,” and more. Keeping some highlights on your profile lets potential customers see you in action, giving a more personal feel. (And keeping highlights on your profile takes some pressure off of you to constantly post new Instagram stories — though those do receive a lot of interaction.)

Remember to Be Engaging and to Engage

And finally, never forget that social media is social. Ask questions in your posts, get people to engage with you, respond to every question (yes, every one), and actively comment on other people’s posts. (Post and ghost as a strategy doesn’t work well.) Your goal is to be seen, and to teach people to know, like, and trust you, which will make them  call you for their next big landscape project!

Container gardening as a trend shows no signs of slowing down, and for good reason. These micro-gardens are workhorses in the landscape — providing dramatic focal points, welcoming entryway plantings, seasonal spots of color, and self-contained greenery for small spaces.

Container gardening also offers unique opportunities for the landscape designer, contractor, and landscape materials supplier to upsell both residential and commercial clientele. By and large, container gardens are seasonal plantings that require quarterly replantings and monthly maintenance — and when stylishly designed and perfectly installed, create a high demand with a waiting list of repeat clientele.

To tap into this market and make it a lucrative part of your business, consider offering a container garden subscription service for your market rather than focusing on a “one and done” approach to sales. Your goal is to create regular income without needing to chase your clients or require your client/buyer to chase you by creating a year-round service that is built in to your business.

Container Garden Subscription Services for Suppliers

Whether your business supplies plants, pottery, soil, or décor, you’re in a unique position to cater to your buyers and, in the process, turn yourself into their “one stop” supplier for all things container gardening. You can even “plant the seed” of a new business opportunity for them.

Here are some tips for you:

Email your buyer list and let them know you have what they need for their container gardening projects. These materials include specialty potting soils, seasonal color, high quality containers, lightweight containers, evergreen topiaries — all in-demand materials for the container garden designer. If you’re primarily a grower, then just focus on the plants. (See next tip.)

Create a seasonal container garden display at your place of business to inspire projects for your buyers. Label each plant/product, and have a price list available both at the counter and as a regularly updated online PDF. Create order forms for standard container sizes so that your buyers have a turn-key solution to turn around and sell to their customers.

Encourage your buyers to place custom growing orders. Many professional designers plan at least a season ahead, knowing that they will need a certain amount of specific plant material later in the year. Market that you’re available to grow custom orders of annuals, evergreens, flowering vines, and ornamental cabbages and kales, and have them ready for pick up at the designated time.

Buyers

Interested in setting up a container subscription service for your clients? First, you’ll want to plan out a 4-season schedule with details about which plants are in season in your area. Then, design container plantings accordingly. Seek out suppliers in your area to partner with.

Before you start selling the service create some simple marketing materials showing the container design options available for each season, including sizing and prices (installed) and detailing payment information.

Email your client list and let them know that you are offering this service. Include inspiring images of container designs you’ve completed. No previous designs? No problem! Create a pair of containers for your own entryway or garden and take pics of those! Email well before a given season and encourage clients to “get into your schedule” by a particular date — this not only helps you plan your installation schedule, but creates a FOMO (Fear of Missing Out) and a sense of urgency with your clientele.

Play up the holidays. From October through December, the latter part of the year presents many opportunities for container planting designs. Think ornamental grasses with harvest-colored annuals along with a few well-placed mini pumpkins for the fall, and elegant topiaries or seasonal branches, cool-weather annuals and twinkly lights for the holiday season. And remember, you’re not selling “container plantings,” you’re selling “cozy and welcoming!”

Consider a year-round payment plan. Many clients want those extravagant poolside or entryway container plantings, but may not have the budget to get what they want.  Smart designers allow their clients to place larger orders and pay it off monthly — this creates options for upsells, income during the leaner winter months, and clients who feel like they’ve scored the jackpot.

Not sure how to price? Most designers have an hourly rate for installation, plus the cost of the materials. In-demand designers charge anywhere from $75 - $130/hour for their style and expertise, with plant material marked up 100%. Think people won’t pay that amount? They will and do!

Offer a maintenance service. To keep those container plantings fresh and colorful, a little maintenance goes a long way — the problem is that most clients aren’t willing to do it. Sell them on a maintenance service that includes weekly check in, monthly fertilizing and trimming, plant replacements, and irrigation checks.

By planning out your offerings, whether you’re a buyer or a supplier, you can offer more standardized “plug and play” solutions for customers. This makes your business more efficient, and increases your bottom line.

 

Image source from Parade

Happy New Year!

We’re excited to be entering year three of LandscapeHub after launching in 2018 at the iLandscape show in Chicago. When I think about how far we’ve come from the early days, I’m filled with gratitude toward our wonderful (and expanding team) and for all of our members on the supplier and buyer sides. Thank you for your feedback, which has helped us add new features to help make your jobs easier. And, we’re still evolving, so stay tuned.

Expansion

2019 was another year of rapid growth for us, with more suppliers coming onboard throughout all market areas. The increase in suppliers and buyers has allowed us to start seeing real trends in material availability across the market. We will be increasingly analyzing that data to provide insights to help suppliers better meet demand. We’ve opened up new markets, with big growth in the Carolinas. Further expansion to Florida, Georgia, and Texas means LandscapeHub can help meet demand year-round and serve even more buyers. Strong initial performance in these new markets indicates that now is the right time for a green industry marketplace to flourish. (So, if you’ve been on the fence, jump off and join us!) Ohio is another rapidly growing area. Today, I can say with 100% confidence that we are a turn-key purchasing solution for buyers of all sizes in the areas where our market supply is well developed.

Integrations

Estimating and quoting continues to be a bottleneck for industry productivity, so, starting with our LandOne integration, we’re working on ways to help buyers move bids through more efficiently. This month we announced our Epicor integration, and we continue to seek new opportunities to partner and make the procurement process seamless. We’ve had the chance to attend many trade shows over the past couple of years and we’re noticing more and more activity in the IGC market, including inbound interest from the segment.  New platforms are emerging to serve those customers. Our company loves seeing new technology-focused solutions in development for the green industry.

Looking Ahead

We’ll be at IPM Essen in this year, a first for us, so we look forward to learning about new trends and opportunities. If there’s one opportunity I’d like to share with you, it is to use LandscapeHub to quote for you if you haven’t already. Even if you’re a purchasing agent. We’re here to make your job easier and faster and we’d love to put our network to work for you. No time to learn the system? Our white glove service could be a big help. Here’s to a busy and prosperous 2020 for everyone!

Lisa Fiore CEO and Co-founder LandscapeHub

There are entire books about how to create a business plan.

Let’s face it, though — do any of us really have time to read them? Nope. Especially not when we’re getting ready for winter trade shows and the spring rush.

Here’s the good news: you don’t have to read a business plan book or spend 20 hours writing out a plan in order to enjoy real growth in the direction you want to grow in 2020. All you need to do is spend some time evaluating three areas of your business and jotting notes for your 2020 plan of attack.

We call this the two-page business plan, and, if you actually do it and then stick to it, you’ll see real progress — more progress than if you get stuck trying to create a 20 page plan that you won’t actually use.

You’ll review your:

• Pricing structure
• Portfolio
• Growth goals

Ready? Let’s go.

Pricing Structure Review

LandscapeHub buyers AND suppliers can both benefit from a review of pricing structures. Whether you’re selling services, plants, or hardscape materials, it’s worth spending some time to ensure you’re charging what you need and what the market will bear. It’s possible the answer is “yes, our prices are fine,” but you won’t know unless you ask these questions:

What’s my pricing model? Is it cost plus or value based? Cost plus works the best with large volume but you can leave money on the table with this structure if the market will bear a higher price. (When listing your materials on LandscapeHub, take care not to compete solely on price, and take into consider the different markets where plants are listed.)

Value based pricing is an excellent structure for service business, but you still need to ensure that you’re covering costs and have built in a percentage for profit.

When did I last raise prices and how did I do it? One way to raise prices is to introduce new items or services with a higher price point that render older items and services obsolete.

How has my business changed? Maybe you hired more staff, expanded your market, cut delivery time, changed the types of clients you work for, or improved your offerings, all of which could factor into price changes.

How do I feel when I’m doing certain types of work? This is a more touchy-feely question, and possibly more related to buyers than suppliers, but it’s worth asking. If you notice you’re doing work that you once loved, but is now irritating you, maybe it’s because you need to charge more for the service. For example, if you’re creating landscape designs at $1,500 each, and you find yourself overwhelmed and annoyed, that could be a sign that what you’re producing is worth more in the context of your business and your life, and you need to increase prices.

How’s your workload? Are you overwhelmed? If demand is greater than your supply (of time or product), time to institute an increase!

The end of the year is a natural time to send a new rate card or price increase. It’s also a great time to sell work in advance, giving people a chance to “lock in” 2019 prices if they book and pay part or all of the fee in advance.

Portfolio Review

If you’re a buyer on LandscapeHub, chances are that your portfolio showcases your designs. If you’re a supplier, you still have a portfolio: it’s just more of a catalog or pictures of the plants you sell.

Buyers, ask yourselves: Does my portfolio showcase the services I want to sell? For example, if you’ve pivoted toward container subscriptions but all of your photos are of large landscapes (or vice versa) it’s time for an overhaul. Does my portfolio have current pictures?  Are they colorful, high resolution, bright, inviting? Or are they obviously scans of old printed photos?

Suppliers, ask yourselves: Do your catalog or availability pictures showcase the sizes of plants you want to sell or are there images of sizes you no longer carry?Are the pictures in focus, brightly colored, and crisp? Do you have pictures taken at your location or are they obviously from a different source? (Showing some of your location helps build trust that what you’re selling actually comes from you.)If you only showcase some of the items you sell due to space constraints or costs, are you showcasing your high-value, or high-volume items?

In our industry, pictures do the talking far more than words, so make sure your pictures are working for you. If they’re not, update them.

Review of Growth Goals

Do you ever look around, think about your work, and say to yourself, “How did I get here?” You could be completely happy with the way your business has grown. Or, maybe, you feel like you want to be doing something else.

Whether you’re happy with how your business has evolved or you want to grow in a new direction, taking time to thoughtfully evaluate where you are, how you got there, and where you want to be next year or in five years will let you continue to stay on a personally and financially fulfilling path.

Ask yourself these questions:

For which products and services do I receive the most referrals?

Which products and services that I offer lead to the most repeat business?

Of the first two, which products and services do I most enjoy producing? Which products and services that I enjoy producing have the highest ROI? (You’ll want to shift your sales focus to those — the ones you enjoy that actually make you money.)

Which products and services do I need to stop offering or producing?

Which ones are high input and low reward?

Which ones irritate you (and upping the price won’t help)?

Which ones could be better offered by other providers?

Asking these questions will help you narrow your focus and deliver superior products and services. By focusing, you’ll become the “go to” provider for products and services that make you money and make you happy. Rather than letting your business blow wherever the wind takes you, spend a few minutes charting your course for the year ahead. Then, in 2020, make sure your hand is on the wheel, guiding the ship on your intended path.

We’re into the winter season, so you might predict that sales will drop off for a bit. But they don't have to! In fact, whether you’re a LandscapeHub supplier or buyer, you can use this often down time to create additional winter sales…in the form of porch pots.

What are Porch Pots?

Porch pots are winter-friendly container plantings that incorporate cut evergreen branches, evergreens, semi-evergreen perennials, and annuals for bright spots of color and interest — during a time of year when most other parts of the landscape are looking a bit drab.

A trip to any shopping center at this time of year reveals that porch pots or winter pots are big business now. It’s not enough to clean pots and leave them empty until spring. Four-season plantings or arrangements are practically a requirement and you can provide this service!

What to sell:

• Entryway pots for both residential and commercial clients
• Window box planters (either planted with cold-tolerant plants or decorated with cut greens, pinecones, and other seasonal accents)
• Extra-large focal point containers to place within garden beds or to anchor a gathering area

How to Promote Porch Pots

Your customers won’t know you don’t offer these seasonal services if you don’t tell them! Communicate with your customers regularly so they know what to expect and what you’re offering or have in stock.

Suppliers: Use email marketing and/or social media to let your buyers know what you have in stock (4” colorful annuals, a new shipment of cold-resistant planters, seasonal cut greens, wreaths, or evergreen topiaries or decorative branches). Update your list regularly and remind your buyers about anything new or exciting you’ve just received.

Buyers: Use email marketing and/or social media (Instagram, Pinterest, and Facebook) to highlight examples of seasonal porch pots so your clients can envision them in their outdoor spaces. Dig up images from porch pots and winter containers from last year. If you don’t have any, take a couple of hours to create one at your home and photograph it.

And remember those upsells! Clients love sparkly white lights in their container plantings all throughout the winter, so add that feature to your services. At the end of the winter season, let your clients know that you offer seasonal container subscription service — every three months, you’ll replant the porch pots with new seasonal color, and provide a maintenance service for watering and fertilizing in between. Make it easier by selecting evergreen centerpiece plants and only swapping out the surrounding seasonal color, or go all-out with completely new seasonal plantings.

Pro Tips for Selling this Service

• Images sell! Make sure yours are clear, inviting, and capture the coziness and festive spirit of the season. Suppliers, show pictures of raw materials AND pictures of the materials planted up or assembled and ready to use to get your customers’ creative juices flowing.
• Keep in mind that in marketing, FOMO (the Fear Of Missing Out) is real — so let your customers/clients know when the offer ends, or if you only have a limited supply of a feature product or limited number of appointments left in your schedule. Send out a last reminder email on the day the offer expires; you’ll be amazed at how many people respond.
• Use enticing adjectives (similar to ones used in this article) to describe not just the product but the feeling created by these porch pots — cozy, festive, inviting, welcoming, sparkly, warm, or twinkly. Focus on the benefit to the client/customer, rather than the product itself.

Perfect Plants for Porch Pots

To create porch pots with maximum impact, choose your plants wisely. Winter is an unforgiving season, and the best porch pots feature zone-appropriate plants that can take the weather where you live. Here are a few favorites:

• Cut Greens: Cut seasonal greens are ideal for window boxes, wreaths, and large container plantings. Combine them with pinecones, wintery branches, branches with berries, and cold-tolerant annuals, and add battery-operated white lights to finish it off.
• Boxwood: Far from being ho-hum, this traditional evergreen shrub is the perfect porch pot centerpiece to show off seasonal color.
• Hellebore: Lenten rose is a cold-weather favorite for perking up those container plantings.
• Carex: These grasslike plants blend beautifully with evergreens and colorful annuals, adding texture that sets off a mixed-planting container.
• Ornamental Grasses: Larger ornamental grasses make for naturalistic focal points in large porch pots – look for Hakonechloa macra, Miscanthus sinensis, or Muhlenbergia dumosa. Their winter forms are amazing.
• Flowering Bulbs: Layer your plantings with flowering bulbs that have a variety of bloom time — your client’s porch pots will have delightful surprises popping up after the annuals have faded.
• Dogwood Decorative Branches: These colorful branches add seasonal drama to larger porch pots, focal point container plantings, and window boxes. Surround them with cut greens, pinecones, or annuals for undeniable flair.
• Deciduous Ornamental Trees: Not every centerpiece needs to be evergreen — choose a smaller deciduous tree (Japanese maple, crape myrtle, dogwood), add lights to it, and underplant with colorful annuals or cut greenery, and you’ve got an instant best-seller.

Tips for Creating Porch Pots

With any landscape service or project, logistics and other practical matters are key to being efficient. And because efficiency increases profitability, it pays to think ahead.

• Thaw frozen soil with water from an electric kettle if planting at the base of your porch pots
• Water plants immediately after planting and directly before a hard freeze
• Use a “wilt proof” type of spray to keep evergreens from drying out and turning brown
• Mist cut evergreen branches regularly with water

The simple definition of change management is what it sounds like: managing changes in processes, procedures, or products with stakeholders from all sides. In a landscape-related business, stakeholders could include buyers, growers, purchasing agents, office admin staff (in particular, finance), delivery drivers, designers, and more.  

Whenever you make a change, such as embracing an online marketplace like LandscapeHub for selling or purchasing, there’s always a little bit of friction. People have to learn new systems, procedures, and technology, and they might be resistant.

Solid change management techniques can help overcome resistance and ensure that your new way of doing business is successful, and that’s what everyone wants — even those who seem resistant. A lot of resistance comes from fear (that they won’t understand what to do, that their job is going away, that their job will take longer), but these tips can help you and your stakeholders overcome the resistance and benefit from the positive outcomes the change will allow.  

Does this sound like “corporate speak?” A little bit, but it doesn’t have to be. Here are six key tips for managing change successfully. They’re not complicated and involved and don’t require you to wear a business suit. If you make a point to do these six things, you will be successful in getting staff and customers on board with LandscapeHub.

Define the Goal & Associated Benefits

Start by defining your goal for using LandscapeHub and then listing the associated benefits. Setting the goal is important because everyone needs to know what they are working toward. However, listing the benefits is what will help you get buy-in from stakeholders. To make a change with more than halfhearted compliance, people need to understand how the change will help them and make their life easier. Otherwise, a change is just more work.

The high-level goal for anyone reading this blog post is “to use LandscapeHub.” But, it’s helpful to define why you’re using LandscapeHub. Here are a couple of goals and associated benefits that might speak to you.

• Goal: Convert XX percentage of buyers to using LandscapeHub by XX date.
• Goal: Complete XX percentage of purchases through LandscapeHub by XX date.

The acronym “SMART” is often used for goals, but that’s because it’s useful.

Goals should be

• Specific
• Measurable
• Attainable
• Realistic
• Timely

When you’re articulating your goals, make them SMART!

Identify Key Stakeholders & Resources They Need

Once leadership has defined goals, identify key stakeholders and how this change will affect them. Actually writing this down will ensure you don’t leave anyone out. For example:

• Buyers: If you’re a supplier looking to convert buyers to using LandscapeHub, you’ll want to make sure that they know LandscapeHub is an option, understand the benefits, and have some training on using the platform.
• Office staff: If you’re a buyer purchasing through LandscapeHub, your office staff might need support to pay bills through the system. (It’s easy, but you’d have to point them in the right direction.)
• Delivery drivers: Let’s say you’re a buyer starting to purchase through LandscapeHub. Make sure your delivery drivers understand where, when, and how they’re picking up materials.

Anyone who touches the fulfillment process, from tagging trees in the yard to paying bills, to scheduling deliveries, to requesting quotes, will be affected by working through LandscapeHub.

Provide Training & Support

Make sure the effects of using LandscapeHub are positive by using your list of stakeholders and their needs to create a game plan for enacting change that satisfies the needs you’ve identified. Training and support can include:

• Marketing emails to let customers know that LandscapeHub exists, with links to training materials. (This blog post is a great source of info for getting the most out of LandscapeHub.)
• A designated in-house “LandscapeHub” expert who knows the ins and outs of the platform.
• A checklist for creating quotes or uploading materials to LandscapeHub.
• Demonstrations of tips for using the software.

What you need to do to help your customers and staff use LandscapeHub will vary depending on your goals, but in general, people need to know that it’s available and understand key functionality that relates to their role.

Schedule Evaluation

When the changes are rolled out, make sure there’s a meeting, phone call, or get together scheduled to check in with stakeholders.

• Suppliers: Call your buyers and ask how it’s going. See if they have any questions, frustrations, or wins. Ask if you can use their positive feedback in your marketing emails.
• Suppliers: Meet with your office staff to see how product upload is going. Find out if there’s anything you can do to streamline the system.
• Buyers: Pause and reflect on how your purchasing process has changed. Are there any other features of the system you can incorporate now that you’ve gotten started?

Give Encouragement

Nobody likes to work in a vacuum. If you’ve gone to the trouble to get staff and customers to make changes, go to the trouble to give feedback — encouraging feedback. Let them see their metrics. “We’ve added XX new customers since implementing online fulfillment through LandscapeHub.” “We’ve cut XX amount of time from our purchasing process, for an XX percentage in efficiency.”

If possible, give a bonus or provide a “gift” such as a half-day of paid time off or lunch in celebration of meeting the goals. If that’s not feasible, expressing gratitude and giving feedback on their efforts goes a long way toward making people feel valued and interested in making more changes in the future.

Keep Momentum Going

It’s easy to backslide into old habits. Schedule more evaluations/ check-ins for the future and incentivize further productivity. Set new goals once your company has effectively started using LandscapeHub so that you can get more out of the platform.

LandscapeHub can give your business tremendous gains in efficiency, and you’ll see more gains if you do your best to positively and proactively manage the transition into use for your key stakeholders.

If you use LandscapeHub, you’re in the business of selling. . . something. But it might not be what you think, and thinking differently about what you sell will actually help you sell more.

Gut Check: Does the idea of marketing and selling make you happy or nervous?

Before delving into a discussion of reframing your thinking about marketing, take a minute to figure out what you think about marketing.

It’s our experience that suppliers are fairly comfortable with selling products because selling products is (they think) at the core of their business. But, suppliers might get nervous about marketing their products. Marketing makes a lot of people nervous. Or, suppliers might not think they even need to market their products.

Conversely, many buyers, especially smaller landscape design firms or sole proprietor designers, seem to be more reluctant to actively sell and to market. Maybe thinking about marketing feels like drinking vinegar. Maybe you feel too pushy when you market or put calls to action on your website like, “contact me.” That’s ok (for now). It’s good to know where you stand.

Selling features and benefits

Now that you know how you feel about marketing and selling, you can begin reframing your thinking, and varying your message will help you sell more without even trying.

Jot this down:

Facts tell. Benefits sell.

Benefits sell because the benefits of a product or service are what people really want.

Here are what facts look like in marketing:

“Now available: New Guinea Impatiens - 4 inch and gallons”

“Project management is billed at $125 per hour and may be purchased in blocks of $500”

“New Item: Mexican Rock 1⁄2” to 1” available by pallet.”

Ok, so where do benefits come in?

Jot this down: You don’t sell stuff. You sell solutions.

The benefits are the solutions.

A homeowner or their contractor buying gravel isn’t just buying gravel. They’re buying a new pathway to take them to their garden to enjoy their free time. They’re buying a buffer area around a low-cost fire pit for safety and peace of mind while enjoying their outdoor space to relax and unwind.

An architect buying arborvitae isn’t just buying trees. They’re filling a need for their clients’ project  (and thus fulfilling their own need for work to live). They’re buying a living screen to separate the client’s backyard from the neighbors so the clients can enjoy their outdoor space in peace.

A couple buying design services isn’t buying a plan for their backyard. They’re buying a way to make the dream that they have of spending time with family instead of swatting bugs and stepping on sand spurs a reality.

A shopping center manager buying 400 pots of hot pink New Guinea Impatiens isn’t just buying plants. They’re buying the attention-grabbing color of the plants that will capture the interest of people driving by, hopefully encouraging them to stop and shop.

Feature benefits while marketing to adopt a “helping” mindset

Think about how much your clients or customers benefit from what you have to offer. You’re not just snatching their money. You’re helping them solve problems.

When you put it that way, it’s much easier to communicate about what you’re selling.

Communicate benefits when you’re marketing. Every sign doesn’t have to be a story. Every facebook post doesn’t have to be a brochure, but even saying something simple like:

“Stop traffic with instant curb appeal. Now available New Guinea Impatiens - 4 inch and gallons”

communicates the benefits they’ll get from buying the impatiens.

It also reframes your thinking from selling to helping.

Marketing makes it easy for customers

Time for the big finale! Why bother marketing at all?

You bother because marketing helps customers realize that you can help them.

You are all about helping, and how can you help someone if they don’t know about you?

Customers are looking for solutions, and marketing is how you tell them about the solutions you offer.

Why make people hunt for your availability if you can email it to them? (Here’s a LandscapeHub marketing plug: Why bother creating your own availability list when you can email your customers and point them to LandscapeHub? See what we did there?)

Why make people stop by for a visit to see what’s on your lot when you could put pictures on Facebook?

Why let a customer miss refreshing their annual plantings for the year when you could call them or send them a postcard to remind them?

Of course you have to think about the frequency of your messaging and the way you deliver marketing messages, but you can stop thinking of marketing being pushy and start thinking about it being helpful.

Isn’t it nice when you need to contact your insurance broker to be able to search through your email and find an email from them? Or to be able to click to call them from their website? Or when you see their “google my business” listing is up to date?

To sum it up:

You’re not selling products and services. You’re selling solutions that will help people. For people to know you can help them, you have to tell them. That’s marketing.

Now, go forth and help!