Table of Contents

PREFACE ix INTRODUCTION xi PART 1: STARTING YOUR BUSINESS 1 1 SIZING UP THE BUSINESS: WHAT YOU NEED TO KNOW BEFORE YOU BEGIN 3 1. Is This Business for You? 3 2. Your Personal Improvement Plan 3 3. Resources for Further Help 6 2 MAKING YOUR BUSINESS LEGAL 13 1. Choosing a Business Name 13 2. Choosing a Business Structure 14 3. Licenses and Permits 15 4. Bylaws and Zoning 16 5. Insurance 16 6. Using Professional Advisors 17 3 MONEY MATTERS 19 1. Financing Options 19 2. Your Business Plan 20 4 CHOOSING THE RIGHT EQUIPMENT FOR THE JOB 27 1. Your Vehicle 28 2. Trailer Options 29 3. Choosing the Right Lawn Mower 30 CONTENTS 4. Power Equipment 33 5. Hand Tools 37 6. Ladders 38 7. Snowblowers 39 8. Equipment Maintenance 39 PART 2: RUNNING YOUR BUSINESS 43 5 SETTING UP SHOP: YOUR HOME OFFICE 45 1. The Home Office: Rewards and Challenges 45 2. Where to Put Your Office 46 3. The Most Essential Item: Your Business Computer 47 4. Other Office Essentials 52 5. Setting Up a Shop 54 6. Setting Up Your Truck and Trailer 54 6 MARKETING YOUR BUSINESS 57 1. Developing Your Marketing Plan 57 2. Your Core Statement 62 3. Specific Marketing Strategies 62 4. Your Marketing Calendar 72 7 THE IMPORTANCE OF RECORD KEEPING 75 1. Three Principles of Record Keeping 75 2. Bookkeeping Basics 77 3. Using Business Forms 79 4. Computerized Bookkeeping 88 5. Using a Cash System 89 8 BUILDING YOUR TEAM: HIRING AND TRAINING STAFF 93 1. Using Subcontractors 93 2. The Joy of Employees 94 3. Where to Find Good Staff 94 4. Interviewing Tips 95 5. Training Matters 99 6. Managing Your Team 100 7. Dealing with Problems 100 8. The Paperwork 102 9 THE WORKFLOW FROM FIRST CONTACT TO QUOTE 107 1. First Contact: The Phone Call 107 2. The Follow-Up Checklist 109 3. The On-Site Visit 109 4. Pricing 111 5. Using a Lawn and Garden Maintenance Quotation Worksheet 115 iv Start&run a landscaping business Contents v 6. The Quotation Sheet 117 7. Presenting Your Quotation 120 8. The Follow-Up 123 10 THE WORKFLOW FROM ACCEPTANCE TO ROUTING 125 1. Accepting the Job 125 2. Upselling 131 3. Scheduling 134 4. Routing 137 5. Using Job Equipment Checklists 140 11 THE WORKFLOW FROM JOB COMPLETION TO JOB COSTING 141 1. Invoicing 141 2. Getting Paid 142 3. End-of-Day Procedures 143 4. Month-End Procedures 146 5. Quality Assurance 146 6. Job Costing 148 7. Costing Other Services 153 8. Annual Procedures 154 PART 3: THE SERVICES YOU OFFER 159 12 THE REGULAR MAINTENANCE VISIT 161 1. Everything You Always Wanted to Know about Cutting Lawns 161 2. Edging 169 3. Maintaining Beds 171 4. The Cleanup: Using Your Blower 175 5. Leaving the Site 177 13 LAWN SPECIALTIES 179 1. Power Raking 179 2. Core Aeration 181 3. Top-Dressing and Overseeding 183 4. Lawn Renovations 184 5. Lawn Rejuvenations 186 14 THE ART OF FERTILIZING 187 1. Why Fertilize? 187 2. A Chemistry Lesson 187 3. Choosing a Fertilizer 191 4. How and When to Apply Fertilizer 194 5. Calibrating Your Spreader 196 6. Fertilizing Other Plants 197 7. Some Final Tips 197 vi Start&run a landscaping business 15 OTHER SERVICES 201 1. Soil Analysis 201 2. Soil Toppings 202 3. Pruning and Trimming 203 4. Off-Season Work 207 CHECKLIST 1 Customer Follow-Up 111 SAMPLES 1 Marketing Flyer for Fall Cleanup 67 2 Marketing Flyer Targeted to Specific Area 68 3 Direct Mail Ad 70 4 Marketing Calendar 73 5 Chart of Accounts 80 6 Comparative Profit and Loss Statement 85 7 Balance Sheet 87 8 Employment Acceptance Letter 98 9 Employment Termination Letter 104 10 Monthly Referral Tracking Sheet 110 11 Quotation Sheet 118 12 Introductory Letter 122 13 Welcome Letter 127 14 Contractual Letter 132 15 Customer Job Times Record 145 16 Property Quality Assessment 147 17 Job Costing 150 18 Equipment Usage 152 19 Customer Follow-Up for New Season 156 20 Recommended Extras Form 157 21 Jobsite Visit Notice 178 WORKSHEETS 1 Skills Self-Assessment 4 2 My Action Plan 7 3 Targeting Your Market 61 4 Employee Status Change Form 103 5 Lawn and Garden Maintenance Quotation 116 6 New Client Questionnaire 128