Lawn & Landscape columnist, consultant and award-winning landscaper Marty Grunder reveals four simple things any landscaper can do to grow and beat their competition in 2015. Specifically, you’ll learn: how to sell tons more work to existing clients, how to attain, train, retain and entertain a modern-day green industry work force, how successful landscapers make more money and have more fun.

1. Welcome
Make 2015 Your Best Year
Ever

2. •2014 has been a good year for most contractors

3. •2015 – What will it bring?

4. •2015 – What will it bring?
•There is no reason to believe 2015 won’t be great!
•Lots of Good Data out there and Optimism!
oConstruction Spending is up

5. •2015 – What will it bring?
•There is no reason to believe 2015 won’t be great!
•Lots of Good Data out there and Optimism!
oConstruction Spending is up
oMarriott is building 1800 hotels worldwide

6. •2015 – What will it bring?
•There is no reason to believe 2015 won’t be great!
•Lots of Good Data out there and Optimism!
oConstruction Spending is up
oMarriott is building 1800 hotels worldwide
oMajor equipment manufacturers like Gravely, Vermeer
and STIHL are all doing well

7. •2015 – What will it bring?
•There is no reason to believe 2015 won’t be great!
•Lots of Good Data out there and Optimism!
oGrunder Landscaping is up 15%

8. •2015 – What will it bring?
•There is no reason to believe 2015 won’t be great!
•So if you want to GROW, there are 4 things you
need to focus on.

9. •4 Things to focus on to GROW:
1. Sell more to your existing clients

10. •4 Things to focus on to GROW:
1. Sell more to your existing clients
2. Attain, Train, Retain, and Entertain a World Class Staff

11. •4 Things to focus on to GROW:
1. Sell more to your existing clients
2. Attain, Train, Retain, and Entertain a World Class Staff
3. Have more fun and Make more money

12. •4 Things to focus on to GROW:
1. Sell more to your existing clients
2. Attain, Train, Retain, and Entertain a World Class Staff
3. Have more fun and Make more money
4. You can DO More

13. •Before we start with those 4 things, let’s begin
with the end in mind

14. •Before we start with those 4 things, let’s begin
with the end in mind
• 6 months from now, what would need to happen for
you to consider that time successful?

15. •Before we start with those 4 things, let’s begin
with the end in mind
• 6 months from now, what would need to happen for
you to consider that time successful?
• 12 months from now?

16. •Before we start with those 4 things, let’s begin
with the end in mind
• 6 months from now, what would need to happen for
you to consider that time successful?
• 12 months from now?
• Write that down in detail!

17. •Revolves around Vision → Mission → Core Values

18. •Revolves around Vision → Mission → Core Values
•Your T.E.A.M must be clear on what you are trying to
do!

19. •Revolves around Vision → Mission → Core Values
•Have to get what you are trying to do
•Crystal clear – Strategy!

20. •Revolves around Vision → Mission → Core Values
•Have to get what you are trying to do
•Crystal clear – Strategy!
•Then we put Structure in place

21. •Structure always follows Strategy

22. •Structure always follows Strategy
•The structure we feel will help you GROW is one
focused on 4 specific things

23. •Structure always follows Strategy
•The structure we feel will help you GROW is one
focused on 4 specific things
1. Sell more to your existing clients
2. Attain, Train, Retain, and Entertain a World Class Staff
3. Have more fun and Make more money
4. You can DO More

24. 1. Sell more to your existing clients

25. 1. Sell more to your existing clients
o Deeper wells

26. 1. Sell more to your existing clients
o Deeper wells
o Be everything to a select few

27. 1. Sell more to your existing clients

28. • Say no, not yes, to more things

29. 2. Attain, Train, Retain, and Entertain
o What type of team member are you looking for?

30. 2. Attain, Train, Retain, and Entertain
o What type of team member are you looking for?
• Profile them

31. 2. Attain, Train, Retain, and Entertain
o What type of team member are you looking for?
• Profile them
• Look at your successful hires

32. 2. Attain, Train, Retain, and Entertain
o What type of team member are you looking for?
• Profile them
• Look at your successful hires
• What do they have in common?

33. 2. Attain, Train, Retain, and Entertain
o What type of team member are you looking for?
• Profile them
• Look at your successful hires
• What do they have in common?
This should all be written out!

34. •Attain
o Where do you find them?

35. •Attain
o Where do you find them?
o How do you find them? – screen them

36. •Attain
oHow do you find them? – screen them
oIt’s not easy to work at Grunder Landscaping – we even
inventory your truck!

37. •Attain
oWhere do you find them?
oHow do you find them? – screen them
oWho finds them? – everyone

38. •Attain
oWhere do you find them?
oHow do you find them? – screen them
oWho finds them? – everyone
oYour current team is the best source for new team
members

39. •Train
oOur training circle (idea stolen from HighGrove Partners)

40. •Train
oThis is the MOST important part to an excellent team

41. •Train
oThis is the MOST important part to an excellent team
® ENGAGE ¬

42. •Train
oThis is the MOST important part to an excellent team
® ENGAGE ¬
oWhat does training look like at your company?

43. •Train
oThis is the MOST important part to an excellent team
® ENGAGE ¬
oWhat does training look like at your company?
oWhat does your team do well?

44. •Train
oThis is the MOST important part to an excellent team
® ENGAGE ¬
oWhat does training look like at your company?
oWhat does your team do well?
oWhat needs to improve?

45. •Retain
oThis part plays a big part in attaining new people

46. •Retain
oThis part plays a big part in attaining new people
•In your quest to find new people, don’t forget the good ones you
currently have on your team

47. •Retain
oThis part plays a big part in attaining new people
•When your team feels “engaged,” they want to stay!

48. •Entertain

49. •Entertain
oAll events are great – 3 things
1. Ask your team what they want & do that
2. Surprise them once in a while
3. Don’t spend big bucks

50. •Entertain
o Bottom line – Have a plan
• Tell your team you appreciate them
• How many specific words of praise have you shared in the last
month?
• Thank you notes?
• 3rd party compliments?

51. 3. Have More Fun and Make More Money

52. 3. Have More Fun and Make More Money
• Examples to learn from
• Southwest Airlines

53. 3. Have More Fun and Make More Money
• Examples to learn from
• Southwest Airlines
• Ed Debevic’s

54. 3. Have More Fun and Make More Money
• Examples to learn from
• Southwest Airlines
• Ed Debevic’s
• Praise in Public

55. 4. You Can do More

56. 4. You Can do More
o Do a little more than the other guy or gal

57. 4. You Can do More
o Do a little more than the other guy or gal
• Take a risk

58. 4. You Can do More
o Do a little more than the other guy or gal
• Take a risk
• Show them the way

59. 4. You Can do More
o Do a little more than the other guy or gal
• Take a risk
• Show them the way
This mindset needs to permeate through all parts
of the organization

60. •Companies that focus on these 4 things can and will
win in 2015!
•What would I do if I were you?
1. Define what a win looks like
2. Get some help on the 4 Things
3. Come to GROW! on St. Simons Island!

61. www.martygrunder.com

62. •Tour Coastal Greenery
Jeffrey Johns, CEO

63. •The King and Prince Beach and Golf
Resort

64. •Mark Sanborn

65. •Introducing – Our Sponsors

66. •Companies that focus on these 4 things can and will
win in 2015!
•What would I do if I were you?
1. Define what a win looks like
2. Get some help on the 4 Things
3. Come to GROW! on St. Simons Island!