Hardscape Growth

Why design a six-figure hardscape with all the bells and whistles? It allows you to show what is possible — both for your customers and the industry. And once   you see it in all its glory, you can’t unsee it. Today, I’m joined again by the team behind the Hardscaper Showcase Case Study Project: Tony Zambito, Brandon Taunton, Peter Wesholowski, and Tyler Walsh, who discuss what went into designing and building the feature-rich project that will be the focus of the 2022 Hardscaper Showcase and Summit events. We get into why being involved in this project was so important, some of the design considerations and how they impacted the build.  We discuss:  Why upsells can benefit you and your customer  The difference between a Hardscape builder and a creator of experiences    The feature-rich possibilities hiding within a tight, urban space  And be sure to register for these upcoming events here.

No matter how good you are in your field, you don’t know everything. But that’s OK — it means there is always more to learn. And one of the best ways is by   getting together with others and teaching each other. Today, I’m joined by the team behind the Hardscaper Showcase Case Study Project: Tony Zambito,   Brandon Taunton, Peter Wesholowski, and Tyler Walsh, who are always excited to learn from others at Showcase — and certainly learned from one another   taking on this challenging project.  In this episode, we discuss:  Why everyone can’t wait for the Hardscaper Showcase and Summit events  The importance of building relationships with others in your field  The design considerations that went into the project  And be sure to register for these upcoming events here. If you want to be the first to know about educational events coming up in your area, sign up for Hardscaper News.

Kevin Moore is the VP and COO at Carroll Landscaping Inc. and is responsible for operations, sales and project management. His belief is that leaders in all positions, be it owner, manager, project manager, foreman… exist to serve their teams. To facilitate their work. Therefore, a project manager facilitates the execution of a project. A big key to this? PROACTIVITY. He believes this role should aim to never be putting out fires, never be reactive. Over his 30+ year career   in the industry, some basic actions have made his life easier. Relying on his well-worn clipboard, Kevin is an avid note-taker and list-maker.  In this episode, we asked this project management master how he stays ahead of the current challenges with material shortages. He answered the bell with some good, actionable tips from his own business.  Things we covered:  Daily game plan prepared the night before Scheduled and consistent communication with teams Transparency and empathy when setting expectations Proactive approaches to purchasing materials Importance of a strong network  If you want to be the first to know about educational events coming up in your area, sign up for Hardscaper News.

Courtney Schild is the president of Dutch Barn Landscaping and Pools in New Lenox, IL. He acquired the company in 2018 after founding his own landscape company a few years earlier. He joined us on the show to talk about how he’s addressed the two biggest issues plaguing the industry today: material and labor   shortages. For both, his solution has been simple. Be proactive. We started the conversation with how he goes about stocking inventory to supply his projects. How that has helps his operations run smoothly and what implications inventory and inventory management have on his business. We looked at the steps he took to build a plan and how he executes it. We ended the conversation talking about his approach to hiring, training and retaining people. He’s not afraid to get   the best talent available, even if they don’t have industry experience, because he’s willing to invest time and resources into them. His belief: investing in them now will pay larger dividends later.  Referenced in this episode: Investing time in training your teams with tools like Hardscaper.com

Becky Fidler (@beckyfidlerfitness on Instagram) joins me on the show to talk about her journey in the hardscape industry and the role that fitness and nutrition   play in the continuation of her career. Becky joined the hardscape industry in 2011 after deciding that desk jobs and low pay were not for her. She was seeking a career that would be more personally fulfilling and improve her ability to provide for her family. It’s no secret that the industry is a male-dominated one. It’s also one where, historically, brute strength and prior experience were absolute pre-requisites for the job. That’s what makes Becky’s story so special. In the beginning, she had never laid a paver and barely weighed more than some of the materials that she needed to handle. To say she wasn’t welcomed with open arms is an understatement. Her first weeks on the job were physically and mentally demanding as she tried her best but would feel like she was letting the crew down because she wasn’t good enough. Her lowest point may have been when she couldn’t even get a wheelbarrow up the ramp into the dumper and would need to wait for someone to help out. That’s when she doubled down. Committed to succeeding in the trade and being a valuable member of the team, she began to focus on physical fitness and nutrition. While working, she earned an Associate’s Degree as a Physical Fitness Specialist and became a Certified Personal Trainer, all with the intentions of becoming a better laborer on site. Today, Becky still finds herself on the job every day and helps with hiring and training of new team members. We wrap up the interview with helpful tips for improved mobility and health through proper stretching and dietary supplements.

Chad Quenneville started Natural Design Landscapes in Cornwall, ON, ten years ago. Early on, a lot of the company’s work was small and lacking in creativity. Gradually, Chad started taking design chances, which led to greater satisfaction in his work and improved profits for his company. By elevating his company’s project “standards” he was able to attract a more discerning clientele that was willing to hire him for his expertise and his creativity. Another key lesson he learned in the process was to go the extra mile to make his clients happy. For example, he filled in the planting beds with quality topsoil, even if it wasn’t part of the original project scope or contract. Sometimes, those smaller details go a long way in building a reputation and earning quality testimonials and referrals, the latter being Chad’s only form of marketing.  In this episode, you’ll also hear about:  Shaking off the starving artist mentality  Doing cool stuff to gain referrals instead of advertising  Balancing larger corporate jobs with smaller artistic jobs  Building an amicable reputation among competitors  Chad’s million-dollar company has a phenomenal reputation and a strong relationship with their vendors, sub-contractors and other tradespeople. He may have grown his company backwards according to business wisdom, but his art speaks for itself.  Check out these resources we mentioned during the podcast:  Natural Design Landscapes is a certified Techo-Pro  Find photos of Chad’s work on Instagram  Find this interview and many more by subscribing to Hardscape Growth on Spotify, on Apple Podcasts, or on our website.  Listening on a desktop & can’t see the links? Just search for Hardscape Growth in your favorite podcast player.

This recording is with our first returning guest on the show, Matt from Hardscape Ottawa. He was featured in our second episode released on Feb. 5. The   conversation revolves around a book by L. David Marquet, a retired U.S. Navy Captain, called “Turn the Ship Around!” based on a true story of turning followers into leaders. Matt and I got on this topic as we have had many conversations over the years about building a better company through its people. Through a few stories, Matt walks us through the leadership ladder and the 3 C’s (Confidence, Control and Competency), and provides some practical advice on how to instill these principles within a team.  Follow Matt @hardscapeottawa on Instagram or visit his website at www.hardscapeottawa.com.  Find this interview and many more by subscribing to Hardscape Growth on Spotify, on Apple Podcasts, or on our website.  Listening on a desktop & can’t see the links? Just search for Hardscape Growth in your favorite podcast player.

Mike Arnold is the President of Creekside Outdoor Living, based in Crown Point, Indiana. They focus on being outdoor living design and build experts and they   strive to show this through everything they do by emphasizing the details. For example, the clients’ homes in the 3D renders have gutters, on the project every miter cut has to be perfectly symmetrical, the joint sand needs to be just below the paver’s chamfer… They focus on the details because, to them, the details matter. This focus shows itself in their content marketing strategy, too. While lots of contractors have found success showing backyard transformations, or showcasing the design process, Mike has figured out a way to make his love of details be the message that helps define his company’s brand online. The result? More leads of higher quality and prospects that value what Mike’s team loves doing most. You don’t need fancy metrics or KPIs to see that impact.  In this episode, we cover that and a few other topics including:  The concept of expert positioning  Overcoming fear and guilt in order to charge appropriately  Acknowledging that a prospect, a client, a vendor, an employee or a stranger all have one thing in common, they’re all people, and they all want to feel the same things early in a relationship  There’s a moment in the show where Mike talked about how he was beginning to dread his sales process because it was all about hunting down his prospects and constantly following up and how now, because of an effective content strategy, he has more leads of better quality and doesn’t need to waste time following up with the wrong customers. He has shifted where he invested his time to drive better results for his company, without investing more time.  Referenced Links:  Instagram handle: @creeksidenwi  Website: https://creeksidenwi.com/  Find this interview and many more by subscribing to Hardscape Growth on Spotify, on Apple Podcasts, or on our website.  Listening on a desktop & can’t see the links? Just search for Hardscape Growth in your favorite podcast player.

Concrete overlays: Fantastic business opportunity, but watch out for these mistakes! This week’s episode takes a look at concrete overlays in common residential applications. Overlaying an existing concrete structure like a front step or balcony is a great way to add value to a home. With such a huge variety of colors, textures, shapes and sizes, this type of hardscape project is one of the easiest facelifts a client can invest in! While construction of this pavement system is relatively easy, there are some all too common pitfalls that we forget to watch out for.  This episode will break down a couple of those common mistakes and review the correct installation method to ensure success and happy customers.  In this episode:  Forensic analysis of a real-life problem on a project  Easy cleaning of organic stains    The correct steps to follow for an overlay application  How this system represents a good revenue growth opportunity for any hardscape company, regardless of size or experience.  Helpful links:  Blu 45 overlay slabs https://www.techo-bloc.com/shop/steps/blu-45-smooth/  Venetian overlay caps and risers https://www.techo-bloc.com/shop/steps/venetian-smooth/  Pacific overlay slabs https://www.techo-bloc.com/shop/slabs/pacific/  Pacific overlay coping https://www.techo-bloc.com/shop/caps/pacific-cap/  Polymeric sand made for overlays https://www.techo-bloc.com/shop/accessories/Flexlock-Ultra-Sand-G2-RAPID-Set-/  Concrete Overlay Video Playlist https://www.youtube.com/playlist?list=PLfN3W8KvHTpqIMkgCX4k5DMLnfYJeIqh3    Concrete Overlay Construction Demonstration https://www.youtube.com/watch?v=k-7hXG6mevQ&t=289s  Find this interview and many more by subscribing to Hardscape Growth on Spotify, on Apple Podcasts, or on our website.  Listening on a desktop & can’t see the links? Just search for Hardscape Growth in your favorite podcast player.

Be patient. It’s one of those things that is much easier said than done, especially if you’re a hardscaper working on a blistering hot day. This is when even the little things get you: spilling coffee, looking for tools, orders arriving a few minutes late. It’s so easy to forget about your progress and remind yourself to be patient, so today we’re dedicating this episode of Hardscape Growth to patience.  What we talked about:  The build-up of all the little things that go wrong  The value in breaking down our frustrations  Trusting the process: DIY vs. patience and delegation  Tune in on Apple Podcasts, Spotify, or wherever you listen to podcasts.  Listening on a desktop & can’t see the links? Just search for Hardscape Growth in your favorite podcast player.