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Just to keep it interesting we've added some additional
articles to this issue. Enjoy!

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ProGardenBiz Landscape & Garden Magazine for the
Green Industry

ProGardenBiz is an online landscape & garden magazine for
professional gardeners and landscape contractors doing
maintenance, irrigation, installation, planting, and
waterscapes.

Quote for today: "Don't accept your dog's admiration as
conclusive evidence that you are wonderful."
- Ann Landers


Life's Quips...
Clothes make the man. Naked people have little or no
influence on society. - Mark Twain

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In this Issue:

- Assumptions… Honing your People Skills
- Creative Landscaping with Railroad Ties
- Questions from our readers... and answers!
- Factoid - Daffo-what?
- Spring Lawn Care--It's Time!
- Listen Your Way to Sales Success
- Starting a Landscape or Gardening Business
- Contents Of the Current Issue of ProGardenBiz

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New this Week in ProGardenBiz:

Health Maintenance


You can read these articles at:
htt://www.progardenbiz.com
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Assumptions…
Honing your People Skills

Article by Joan Marques, MBA, Doctoral Student

Patrick was an outgoing person: happy, upbeat, and always well
dressed. People liked him in general. He had been managing the
logistics division of a mid-size company for the past three
years, directly supervising 450 employees at a variety of
levels. Yet there were a few people in his office who did not
seem too fond of Patrick lately. Oh, in the beginning they had
all been very positive about him. In those days he often
received notes and emails from co-workers about their relief of
having a pleasant person like him around, especially after their
previous manager, who had been infamous for his absolutely
apathetic approach. With Patrick such was definitely not the
case. He had made it part of his routine to walk around in the
plant on a regular basis, and make small talk here and there in
order to make workers know that he cared. What made them like
him even more: he knew most of his employees by name!

So why would the people in his office have this aversion against
him? Where did things go wrong? In Patrick’s opinion he really
went out of his way to give them all the opportunities they
deserved: Tanya got promoted from the storage room to the main
office where an extra assistant was needed now that the number
of incoming orders had increased; Shelley got transferred from
the reception to the computer department, where she was now
earning 40% more than her previous salary, and Bill was made the
new head of Human Resources, a once-in-a-lifetime chance in
Patrick’s perception.

Patrick really assumed that by thinking of, and placing all
these workers in the recently opened positions, he had
demonstrated his awareness regarding their possible ambitions,
his thoughtfulness of their hard work, and his eagerness to
reward them with the best opportunities possible.

Yet, the atmosphere in the office became gloomier by the day,
and one day Patrick decided to find out what was wrong. He
scheduled one-on-one appointments with each of his three
recently transferred employees. What he heard in the individual
conversations with them was a hard but important lesson for
Patrick to learn.

· Tanya expressed her dread about working in the hectic and
demanding main office, and articulated her regret of losing her
peace of mind by having to give up her job in the storage room
without being asked. She was not particularly a people-person
and had really enjoyed the serenity of working in a department
that accommodated her need for solitude. She sorely missed that
now.

· Shelley spoke out her gratitude for the salary increase and
the enhanced financial room she now had as a single mom of
three, but she also conveyed her concern about the nature of her
work in the computer department. She had always been a very
people-oriented person, and computers were not so cold and
quiet. She missed the smiles and the little chats of the people
she had come to know through the years, and wished she had been
asked before being transferred.

· Bill nervously communicated his concern about being able to
keep up with the stress of a management position, since he
actually preferred a low-stress job. He was not particularly
looking for a raise or a higher position: he had been perfectly
happy with his previous job, yet felt obligated to accept the
new position, since it was presented to him in such a
convincing, almost demanding way.

Patrick was, in the least, flabbergasted. But he was mature
enough to realize the enormous mistake he had made here: he had
a-s-s-u-m-e-d. He had portrayed his own personality and
preferences on his beloved employees, and thereby made the
capital mistake of disrupting their trusted world by offering
them one in which they felt threatened, stressed, and unhappy.

Fortunately, Patrick was able to find a satisfying solution to
the problem, and even managed to find these three valuable
workers a position in which they DID feel happy, yet did not
have to sacrifice the increased salary they had been earning in
their most recent position.

The moral of the story? It is so easy to assume. We effortlessly
suppose that others will want the same thing we do. But people
are different. And cultures are different. It is therefore of
extreme importance to communicate and find out whether a person
or a group of people is really receptive to the rewards, help,
support, or assistance we want to give them.

Joan Marques, MBA, Doctoral Student
http://www.joanmarques.com


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Creative Landscaping with Railroad Ties

Article by Jack Stone

Did you know that people are still using railroad ties for all
sorts of decorative and functional purposes throughout their
landscapes? You didn't? Well, where have you been? Railroad ties
are used by landscape contractors as a main design component of
landscaping both homes and businesses. The use of railroad ties
make work easier for grounds maintenance.

Before we talk about all the great things you can do with
railroad ties let's talk about how easy and inexpensive they are
to use when compared to various brick and block structures...

For the rest of this article see:
http://www.progardenbiz.com/issues/v1issue2/Feature4.html

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Q&A
Questions from our readers...

Q. I have used railroad ties to build a wall around a brick
patio.  The ties are looking faded..how would you suggest I
treat them?  Pressure wash?  Can I use a regular wood stain to
darken them back up?
 
Doug in Indianapolis

A. If these are standard railroad ties they are soaked in
creosote to preserve them. The creosote may interfere with
stains, but probably only to the extant that you will need to
use more stain to achieve the desired result. The pressure wash
would be effective to prepare them prior to staining.

Q. The landscape industry trade show sounds interesting--do you
know if there is one offered this year (2003) in Las Vegas? If
there is could you provide me with the site as I have not been
able to find it. Do you have any updated calendar events for
April, May or June? Specifically Las Vegas?

Heather

A. We have not updated our online calendar yet, but I've checked
and I don't see any events planned for Las Vegas through August
of this year. At least nothing that my sources report.

Q. i have a question that i desperatley need answered.. i have a
friend who has a problem front lawn.. it is on a slope.. she had
it seeded last year.. we live in missouri.. the seed never took
hold.. and basically the mud slid down towards her house... not
like mudslides or anything that drastic.. but i think you get
the picture..

a guy suggested fescue grass.. he told me he use to do some
landscaping in san diago.. but i have no first hand knowledge of
this grass.. and would hate to advise my friend to plant it.. he
said it has long roots that will hold the soil in place.. do you
have experience with this grass.. do you believe it would do
the trick or do you think somethingelse would work better..

Is fescue grass.. and yes i think i read there is many varieties
of it.. lol.. but in general is it a good grass for your lawns..

leo
jungleboy6996@...

A. I also live in San Diego.  Fescue grass is excellent for
slopes.  It has deep roots and will hold well once it is
established.  If you want faster results, start with sod, but if
that's too expensive then use seed and get it well established
before the rain season starts.

Q. Out of the three landscape software for design you recommend,
which one would you buy?

http://www.taoherbfarm.com/
http://www.gardencomposer.com/
http://www.broderbund.com/SubCategory.asp?CID=467

Also, thanks for the great information you provide!
John

A. I haven't used these products myself, but "Floral Fan"
responded with this...

John,

I would buy Growit Gold v9 from taoherbfarm.com

Mary

Q. I have a question, how do you get rid of ivy growing on
trees? My neighbor has several tall trees (4) and there is ivy
from the trunk to the top. How can she get rid of the ivy in the
summer it is the pits.

Thanks
Damita

A. The only way to remove the ivy will be to physically pull it
off the trees. You can make the job easier by killing the ivy
first. At the bottom of the tree carefully cut all the ivy vines
away from the tree. Clear a space at least one foot high and all
around the tree. The ivy will no longer have the support of it's
root system and will die. It will then be a bit easier to
remove. The hard part is not damaging the tree bark as you
remove the ivy.


Have questions? We have answers. Send your questions to
editor@progardenbiz. Your questions are welcome and will be
answered by email and appear in our "Letters" or "Ask?"
columns.

____________________________________________

Factoid: Daffo-what? Daffodil, narcissus, and jonquil all
refer to the same kind of flower. Daffodil is the common name
for all flowers in the genus Narcissus, and jonquils are
hybrid daffodils.

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Spring Lawn Care--It's Time!

Ahh, it's spring. The air is finally warm, the birds are
chirping and the sun is shining! Yes, it's time to turn our
attention to the lawn. What should be on our spring "to-do
lists" for the lawn in cooler climes? To get the current scoop,
I went to my "turf diva," Dr. Tamson Yeh of Cornell Cooperative
Extension. Here's what she had to say.

Tamson warns of snow mold (a fungus) damage to turf, especially
in areas where the snow was piled high. Look for turf that
appears wet, nasty and matted. The solution is to allow the area
to dry out. To help it along, you can mow the area low and bag
and dispose of turf clippings. To confirm your suspicions, bring
a sample to your local garden center or Cooperative Extension
office.

This article by Donna Moramarco, from Garden Guides. Learn
more at: http://www.mygardenguide.com

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Listen Your Way to Sales Success

Article by Kelley Robertson

There are many factors and variables that affect our sales on
any given day. There is however, one key skill that will
increase help you increase your sales immediately.

Listen to your customer!

That's it! That's all it takes to close more sales. Sounds
simple doesn't it? Unfortunately, the majority of salespeople
fail to do this.

In the countless sales transactions I watch, I notice that most
salespeople don't ask their customers enough questions. Sure,
they generally uncover a few basic needs that the customer has.
They know what they're looking for in a product with regard to
features, specifications, color, and price.

What they don't do is probe to uncover additional information
about the customer. They don't ask them why they want that
specific product, or why they're considering our store. They
don't learn where the customer has been shopping or what they've
seen. They don't ask what they like and/or dislike about the
other stores they've been in to. They don't find out what their
hot buttons are or what makes them tick or what will motivate
them to buy. They fail to gather enough information!

I believe that there are two primary reasons for this. First, we
don't believe that people will give us this information. The fact
is, people will tell you anything you want to know providing they
trust you and as long as you ask the right questions in the
appropriate manner. For example, if a customer tells you that they
are buying a product because they are going on a vacation, do you
ask where they are going? Do you show interest in their holiday or
are you too concerned with closing the sale? Are you more interested
in your personal problems or watching the clock to care? In many
cases, we are so preoccupied with something else that we miss vital
clues customers give us.

An amazing thing occurs if you demonstrate even a tiny bit of
interest in your customer. They'll begin to open up! They'll provide
you with information you may not have learned otherwise. They'll
talk. They'll tell you everything you need to know in order to close
the sale. People love to talk about themselves and they'll start to
feel more comfortable with you as they talk. When people feel more
comfortable they relax. We all know that a prospect who is relaxed
will be more likely to buy than someone who is tense and uptight.

The second reason for not gathering sufficient information is that
we feel it takes too much time. In my training sessions I frequently
hear that this time is better used overcoming objections. My
response is that if we gain more information and fully understand
the customer's motives and needs, we can often overcome objections
before they occur. Use your time more effectively during the sales
process. Instead of spending so much time overcoming objections find
out what your customer's true concerns are beforehand. This will
help you adapt your sales presentation to meet their specific needs,
address their concerns, and move you closer to closing the sale. Ask
yourself, "What information do I still need to help the customer
make the appropriate buying decision?"

We've all heard the expression that information is power. Gain the
extra leverage in the sales process by investing the time gaining
extra information from your customer. Do it consistently and you'll
develop stronger relationships with your customers, which, in turn,
will help you close more sales.

Kelley Robertson is a Senior Partner of The Robertson Training Group
and the author of, "Stop, Ask & Listen - How to welcome your
customers and increase your sales." Gain practical advice on how to
increase your sales by subscribing to his 59-Second Tip, a free
weekly e-zine at www.robertsontraininggroup.com. Kelley can be
reached at 905-633-7750, 1-866-694-3583 or
Kelley@RobertsonTrainingGroup.com

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Starting a Landscape or Gardening Business:
ProGardenBiz, a landscape and garden magazine for the Green
Industry is your online resource for starting and operating a
business as a landscape contractor or landscape and lawn
maintenance gardener. Related fields covered by ProGardenBiz
are irrigation installation and maintenance, sprinklers -
repair and maintenance, waterscapes, water features, and ponds.
You will also find information on plants, plant identification,
trees and tree maintenance, and many other topics that span the
Green Industry.

If the answers you seek are not readily found, then drop us an
email at: editor@progardenbiz. Your questions are welcome and
will be answered by email and appear in our "Letters" or "Ask?"
columns.
_______________________________________

Contents Of the Current Issue of ProGardenBiz
http://www.progardenbiz.com
Volume 1, Issue 2
Feature Articles

-Irrigation Time Savers
-Install a Water Garden
-Don't Get Ripped Off
-Creative Railroad Ties
-Innovative Irrigation Tool: The Chain Saw!
-I Survived the Landscape Industry Trade Show
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You can post questions, comments, thoughts, ideas and more to
our email discussion group at: pgbdiscussion@yahoogroups.com

I look forward to hearing from you!

Thank you,

Steve Fleming
Publisher
ProGardenBiz

Being a Pro in the Service Business:
Uniforms - Image & Perceptions
Article by Jack Stone
Copyright © 2003 by ProGardenBiz
ProGardenBiz, an online magazine
http://www.progardenbiz.com

The time has come for all faded jeans to pass. For all torn tee
shirts to seek the shortest path to the rag barrel. The time has
come for UNIFORMS!

What work does your company do? Irrigation and sprinkler
installation, landscape contractor, lawn maintenance,
interiorscape plant care, nursery and growing grounds,
waterscape, landscape design? These all have one common element,
our customers and how they view us.

Many of you have probably noticed the increasing frequency with
which you see your competitor and his employees wearing some
sort of uniform. Whether they are wearing a green tee shirt and
jeans or work shirt with company name, employee name, logo and
matching cap and pants, it all boils down to making you look
like a businessman who doesn't really care about the quality of
his work.

It's all a matter of image and perceptions, both by your
customers, present and potential, and employees. Landscapers and
gardeners who wear uniforms generally get a higher dollar per
hour labor rate from their customers than than those who don't
wear uniforms or they get more work and sign more contracts than
their competitors. This alone should be reason enough to
convince you to start wearing some sort of uniform.

Uniforms do a variety of things all related to image. They tell
your customer that you are professional, reliable, consistent,
and organized. That you have a high sense of self esteem. That
you care, because if you care about yourself you'll care about
them. That you can be trusted, because you or your employees
don't look like burglars. People who look like they know what
they are doing are treated with respect. Uniforms separate you
from your competition. They become an important sales tool as
part of the concept of "first impressions".

Uniforms also contribute to your employees sense of pride, of
belonging to "the team". It reduces their clothing expenses,
thus a uniform becomes a pay raise! Some contractors even have
slight variations in the uniforms of the various crews working
at large residential communities or their landscaping and
maintenance departments to promote a healthy sense of
competition.

Other considerations are that many government agencies require
contractor employees be readily identifiable when working on
public or government property. With increasing frequency
homeowner associations and property management companies are
requiring uniforms.

What uniform is right for you? Before you can answer that
question there are a few things you need to know. Uniforms come
in a variety of forms. You can choose from tee shirts, work
shirts (long and short sleeve), pants, shorts, caps, jackets,
windbreakers, coveralls, vests, belts, socks, shoes, and gloves.
The quality of the material is also important. Are you going to
provide a summer as well as winter uniform? Remember, the
"weight" of the fabric of shirts and pants can vary. Is the
company name -going to be silk screened on or are you going to
use patches? Each employee should have a clean shirt for each
day they work. Can your employees be counted on to launder your
uniforms properly? Many companies that make uniforms have mens
and womens styles, but not all.

Most landscapers and gardeners who wear uniforms or provide them
to their employees choose tee shirts with the company logo silk
screened on the back. This is the least expensive of your
options, especially if you have a high rate of turnover or lots
of seasonal work. The short sleeved work shirt with company
name, logo and employee name is the preferred option. A well
made work shirt can last for years especially if its laundered
properly and isn't abused.

Making the Uniform Work

To make your uniform do what its supposed to do you should
devise a dress code. A dress code is an understanding between
you and your employees as to what you expect them to look like
while on the job. For example, on hot days your employees should
not be allowed to remove their shirts. Half naked gardeners
running around a condominium community do not make a good
impression. That uniform shirt draped on- a shrub or tied around
a lawn mower handle does you no good. Besides, its actually
cooler to wear a shirt. Sweat accumulates on the shirt instead
of evaporating completely away thus keeping the skin cooler
longer. When using power equipment while mowing, edging, using a
weed whip or any other equipment they should wear pants. No caps
unless they are the company cap. Hair should be clean and neat.
Long hair should be tied back. Beards should be trimmed neatly.
No smoking except on breaks and lunch. As you can see there are
many considerations that should go into a "dress code".

Whether you work in the garden, do grounds maintenance,
irrigation repair or lawn care you need to compete effectively
in the marketplace. Uniforms will enhance your business and are
for everyone in every aspect of the Green Industry.

Uniforms and a combined dress code will add professionalism to
your business. It will bring you more clients, create a better
work atmosphere, and help you to make more profits. And that's
why we are in business.
__________________________________________

About the Author:

Jack Stone is a Contributing Editor for ProGardenBiz Magazine,
an online magazine for professional gardeners and landscape
contractors. Visit ProGardenBiz to find out how you can get a
free subscription, start-up guidance, business ideas and
inspiration at http://www.progardenbiz.com.
__________________________________________


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