In the landscape industry, an account manager has two jobs: One is to increase retention through service; the other is growth through sales. These two are only possible through customer relationship management (CRM). Both a tool and a business practice, customer relationship [...]
“When an economic downturn or recession hits, there’s a tendency for companies to panic, and to cut back on their sales and marketing. But sales are to a business what gas is to a car: without them, you aren’t going anywhere.”
Overhead is one of the four most critical financial investments a landscape manager makes to drive revenue and net income. But how do you know what is the right amount of overhead for your business?
In simplest terms, the right amount of overhead for any given level of [...]
Greg Herring, founder and CEO of The Herring Group, and I recently came together in a webinar to present key financial strategies to help businesses rise above the challenges they’re currently facing. These strategies have been used through various economic downturns, [...]
Here's a brief video from Kevin Kehoe, co-founder of Aspire Software and long-time industry consultant, on how you should think about your landscaping business while dealing with the impact of COVID-19.
We are facing a global phenomenon that is unique. But in terms of our economy, we are not facing something unprecedented. We have seen downturns and survived them before. In my landscape career, we have experienced this at least four times (1989, 1993, 2001, and 2008). My [...]
Hours and Margins - Watch Out!
I was chatting with a client recently and he posed the question, “How is it my crews are “hitting” job hour budgets and our margins are down?” This is a common question we hear, especially when the focus is on achieving hourly over/under [...]
It’s cliché to say that technology is changing rapidly. But it is and faster than you know… and that’s why it’s important to know the investments you are going to have to make in the next few years if you are going to compete. The companies that get this right will have a [...]
Make no mistake… sales is hard work. The thrill of victory is tempered by long stretches of disappointment. It’s the nature of the game. Yet the best sales people succeed because they marry technology to “the method”. A few years ago I wrote a column about “the method [...]