Growing Your Business in 2025

by Tom Barrett | Dec 4, 2024

Best Practices for Smooth and
Successful Expansion

Is your irrigation business ready for the next step? Are satisfied customers beginning to request services that are outside your current scope?

If so, 2025 may be the year to consider expanding your business and your reach. Here are some proven techniques to get you started.

What Do Your Customers Want?

Before you decide which services to add to your menu, find out what your customers want.

Conducting an online survey is a relatively quick and easy way to gauge customer needs and interests. Social media platforms like Instagram, X, and Facebook allow you to create a questionnaire for your followers. Some points to consider:

• Choose the right platform. Facebook, X, Instagram, and LinkedIn offer different tools and target different audiences, although they all offer a polling option.
• Keep it short and straightforward. Limit the number of questions and use clear and concise language to keep your audience engaged.
• Use visual aids. Incorporate images, GIFs, or videos to make your survey more engaging.
• Offer incentives. Encourage survey participation by providing incentives, such as discounts or freebies.
• Track and respond. Monitor the responses and thank participants for their feedback.

Once you’ve analyzed the data collected through your survey, you’ll be better positioned to make an informed decision.

Become an Expert

Before adding a new branch to your business, you must learn everything you can about the service you’ve selected to offer. Just because you can provide that service in a pinch doesn’t make you an expert. You must become proficient.

That means thoroughly training yourself and your staff before offering your customers a new professional service. Landscaping suppliers and numerous lighting vendors offer on-site and online training sessions on various subjects.

If you think adding drainage services may be the way to go, the experts at Site One have some ideas to get you started:

Whatever service you decide to add, training your crews during the off season will ensure they’ll be ready to roll come Spring.

Timing Is Everything

Make sure you’ve truly mastered your new service before launching it. A Florida-based contractor explained how his company added a service before it was ready, and it almost backfired: “We made so many mistakes because we hadn’t done enough due diligence before releasing the service that clients were losing confidence in us…It could have been a disaster.”

Even if the new service seems to fall within your skill set, that doesn’t mean it’s time to roll out that service to your customers. It must be the right time for your business to expand.

“I’m in a very fast-growing section of Ohio, and I knew that there weren’t a whole lot of people doing lighting in my area…[so I began] adding those services to the business.”

– Adam Puhl, Puhl Landscape Design

Analyze the industry and market opportunities. Are they increasing? If so, there’s a good chance your company can capitalize on that growth.

Dollars and Sense

Once you understand the market and the service you intend to add, it’s time to explore the financials to determine if you have the wherewithal to invest in the equipment, training, or talent necessary for expansion.

Look for ways to optimize current revenue streams by allocating labor and equipment methodically. For instance, instead of hiring new staff to initiate the service, cross-train current employees who desire to learn new skills and assume more responsibility. You could also repurpose some of your current equipment to reduce overhead or consider renting the necessary gear rather than investing in new equipment.

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When pricing your new service, avoid undercutting your competitors. That would only drive down the market and adversely impact everyone’s profit margin. Instead, talk to your suppliers to gauge the local market effectively while recognizing that it may take a while to find your optimal pricing schedule.

Continuing Education

Once your new service is up and running, continue learning as much as possible about it. (You want to be more knowledgeable than your customer!) Education and experimentation are the keys to success when expanding your service menu.

Sources:
Featured Image: Adobe, Licenses Granted
Irrigation & Lighting
Forbes
ReadWrite

How to Generate More “Green” at Holiday Time

by Tom Barrett | Nov 6, 2024

Three Reasons Why You Should Include
Holiday Lighting in Your Service Menu

Did you know…

• The global holiday lighting and decor market is expected to reach $10.87 billion by 2031.
• Sixty percent of American homeowners install outdoor holiday lights.
• Twenty-two percent of Americans think their neighbor’s decorations are too tacky.

If you haven’t added lighting installation to your menu of services, there’s no time like the present!

Ohio green industry contractors are particularly well-situated to offer holiday lighting to their customers. According to a 2021 survey by Lombardo Homes, Ohioans are more likely to decorate their homes for Christmas than residents of any other state.

Here are three reasons you should consider installing holiday lights:

#1. Holiday Lighting Is a Growing Industry

The compound annual growth rate (CAGR) for the holiday lighting market is currently 4.13% and has demonstrated consistent growth since COVID. (See first bullet point above.) This increase is fueled by LED technology, expanded outdoor lighting options, and a surge in demand for smart and programmatic holiday lights.

Consistent growth suggests strong profit potential for green industry professionals to earn year-round revenue. Installing residential holiday lighting can help you:

• Revitalize off-season income
• Retain valuable crew members
• Promote your business throughout the year

#2. Most Homeowners Plan to Display Holiday Lights

The residential section dominates the Christmas lights and decorations market, with 60% of American homeowners planning to display holiday lights. This presents a huge opportunity for your irrigation or landscaping business.

More than ever, homeowners are predisposed to pay for professional lighting installation instead of doing it themselves. Licensed installers are busier than ever, especially in newer housing developments, where the homes have high peaks and roof lines.

And since most of your current customers already intend to display festive illuninations, you can simply cross-sell your services!

Kyle O’Hearn, the owner of Pro Lights in Cleveland, has watched business explode since they added Christmas light installation to their menu. O’Hearn told Cleveland.com that his company generated $90,000 in two months during the first year of offering holiday lights. Last year, they brought in more than $1 million. Other professional installers have witnessed the same trend.

“When we got into it, people looked at us like we were crazy. [Now] we have more leads than we know what to do with.”

– Kyle O’Hearn
Owner, Pro Lights
Cleveland, OH

#3. Professional Lighting Installations Never Look Tacky

By offering your customers plenty of design options, you can help ensure their holiday display looks dramatic – but never tacky or over-the-top. (See third bullet point under “Did you know…” above.) You’ll understand how to incorporate roof lines, tall trees, and entryways without the use of multiple extension cords and unsightly wiring.

Custom-cut main wiring and other techniques will conceal wires and ensure safety for your customers and their guests. Accessing hard-to-reach areas of a home’s exterior will also help you achieve a well-balanced display.

There are a number of software programs that will help you create the perfect holiday lighting display for your customers. Many of these programs allow you to design and measure in one step by uploading a photo of the home. You can also input custom pricing for instant estimates.

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Final Thoughts

Once you begin holiday lighting installation, you’ll likely discover that it’s both a satisfying and emotional business. Some of your customers’ most precious memories are tied up in the holidays. Your company can play a key role in those sentimental reflections.

Sources:
Featured Images: Adobe, License Granted
Verified Market Research
Service Autopilot
New York Post
Irrigation & Lighting
Big Star Lights

Irrigation Horror Stories

by Tom Barrett | Oct 9, 2024

Tales of Terror
From the Front Lines

As an irrigation contractor, you never know what lies ahead on the next job site.

Even the most routine maintenance or repair can devolve into a harrowing ordeal. In the spirit of Halloween, we share with you some irrigation horror stories — seemingly straightforward service calls that quickly became the stuff of nightmares.

Horror Story #1: The Twisted Root

Repairing a lateral line leak sounded like a simple job–until the irrigation technician realized that the system’s lines were located under a river birch tree and entangled in the roots. All of the components, including a six-valve manifold, were covered and ensnared by the overgrown tree roots.

After two days of chopping up the roots, the technician was able to repair the leak. Two weeks later, the river birch was blown over during a hurricane, tearing out some of the irrigation system components. Now, everything in that section had to be replaced. The stump had to come out.

“We had to hook lines up just to figure out what zone went where and what valve went back to what,” the technician said.

Two techs and two managers then hacked away at the stump and remaining roots for three and a half days. The simple repair job had morphed into a monster (and a monster bill for the homeowner).

Horror Story #2: Poltergeist in the Line

A routine valve replacement at a customer’s residence went smoothly–until it didn’t. As the technician was preparing to leave, the new valve fittings popped off. The tech reglued them and waited a few more hours for the glue to cure. They popped off again.

The homeowner’s water was shut off for a full 24 hours to secure the connections once more. The tech returned the next day and turned on the water. Once again, the fittings popped off. He was utterly baffled.

The technician returned to the residence three more days, attempting to fix the problem before finally throwing up his hands and seriously considering a career change.

While driving home on that last day, the technician witnessed a geyser of water shooting 100 feet up in the air over the highway. Turns out it was a leak in the same main line he had been working on for the better part of a week.

Eureka! By threading on a pressure regulator at the main, his customer’s problem was finally remedied.

Horror Story #3: Shock Treatment

When a California irrigation contractor answered a service call about a system that was watering only one side of a highway, he discovered a mangled mess of wiring and water lines running beneath eight lanes of roaring freeway traffic.

After three days of investigating, the contractor finally discovered another master valve buried under the emergency-lane asphalt. He dug up the valve to check the wires on the solenoid. When he did, the resulting shock knocked him off his feet with a severe jolt.

“I’m sitting on my butt on the ground thinking that something was wrong because 24 volts will give you a buzz, but it won’t hurt you,” the contractor said.

Using a wand tracer, he traced a strange-looking controller wire to a deeply buried splice box labeled “street lighting.” Someone had connected the irrigation wiring to a 220-volt electrical line that powered a traffic light.

It took two more weeks of arduous investigation, rewiring and replacing parts before the irrigation system was working properly on both sides of the highway. One year later, the state highway department expanded the road and tore out the entire system.

Sources:
Featured Image: Adobe, License Granted
Irrigation & Lighting
Irrigation & Green Industry
Reddit

Are You Looking at the Big Picture?

by Tom Barrett | Sep 11, 2024

Creating Vibrant Landscapes
from the Inside Out

One of the challenges irrigation and landscaping professionals often face is looking at the big picture.

Many green industry contractors tend to focus on their small piece of the puzzle (i.e., completing the job quickly and inexpensively). Instead, take a more holistic approach by studying soils and plant needs – and understanding the interconnectedness between soil, plants, and water – to improve the success of your projects in the long run.

For instance, efficient irrigation goes beyond mere hydration. It’s about knowing plants’ unique requirements and creating an environment where they can thrive. Considering soil type, terrain slope (see sidebar), climate conditions, and plant diversity can help irrigation professionals unlock the true potential of these systems as a tool for landscape vitality and sustainability.

The Good Earth

Soils must be alive and active to produce lush landscapes. Unhealthy soils block air from reaching beneficial organisms and microorganisms. If these organisms die, the soils die, resulting in shallow root systems where fungus and mold can run rampant.

Improving the soil environment for microorganisms that attach themselves to the root systems to care for the plants will produce a much better result. Deeper root systems require less water, pest management, and nutritional development.

BIG-PICTURE TIPS:

• Test the customer’s soil. If your company does not provide soil-testing services, contact one of the following Ohio labs:
  • Brookside Laboratories Inc.
  • Logan Labs, LLC
  • Spectrum Analytic, Inc.
• Enhance your customer’s soil health through composting and organic-based soil amendments.
• Use integrated pest management practices to maintain a vibrant ecosystem beneath the surface.
• Employ hydrozoning practices to optimize irrigation efficiency and resource allocation.

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Know Your Grasses

Determining which type of grass seed or sod to use in a customer’s landscape requires more than just an understanding of warm-season vs. cool-season grasses. (See sidebar, “Cool-Season Lawn Grasses.”) Just because a grass species will survive in a particular region doesn’t necessarily make it the best choice.

In addition, homeowners’ associations often have rules specifying which grass species may be planted, so check with them before seeding or sodding.

The various cultivar characteristics within a specific grass species further cloud the issue. Differences between cultivars within a species can be dramatic and significantly impact a landscape project’s success. The Ohio State University Extension recommends blending two to four cultivars within the species to improve disease and insect resistance.

BIG-PICTURE TIPS:

• Always consider soil type, slope, and intended use before selecting seed or sod.
• Contact local sod farms to learn which grass varieties consistently thrive in your climate zone.
• Expert advice is also available from the master gardeners and turfgrass researchers at your local extension office.
• Ensure the seed you select has been certified for purity by the Ohio Seed Improvement Association.

Putting It All Together

To ensure you’re looking at the big picture, analyze your customer’s soil, slope, and plants before ever considering water in your irrigation system design. The first questions to ask are:

• What plants are being grown?
• Where are they located within the landscape?
• What soil type will they be grown in?
• What is the sun exposure?

Once you have the answers to these questions, you’ll be ready to begin designing an efficient irrigation system. A holistic plant-soil-slope-water approach promotes sustainable practices that transform outdoor spaces into vibrant sanctuaries of beauty and life.

Sources:
Featured Images: Adobe, Licenses Granted
Irrigation & Lighting
Ohio State University Extension
Everfilt

How Much Do You Know About Backflow Prevention?

by Tom Barrett | Aug 7, 2024

Test Your Knowledge With
Our Backflow Quiz

National Backflow Prevention Day is observed every year on August 16.

The day is dedicated to public education on the critical need for backflow prevention and cross-connection control. It’s also a time to recognize the professionals who ensure our available water supply remains contaminant-free. (If you install or inspect backflow preventers on irrigation systems, that means you!)

But how much do you really know about backflow prevention? Take our quiz and find out. (Answers are below, but no fair peeking!)

#1. One of the first documented backflow incidents occurred at the 1933 Chicago World’s Fair when the water supply at two hotels was tainted with amoebic dysentery.

How many people died because of that incident?

A.  Almost 50
B.  About 100
C.  More than 200
D.  Every fair visitor
E.  No one died

#2. When did water purveyors first become legally responsible for the quality of drinking water?

A.  In 1934, right after the World’s Fair incident.
B.  In 1945, when the first Uniform Plumbing Code was created
C.  In 1974, with the passage of the Safe Drinking Water Act
D.  In 1970, when the Environmental Protection Agency was established
E.  They’ve always been legally accountable for water quality.

#3. Which of the following is the most common household source of cross-connection contamination?

A.  Toilets
B.  Washing machines
C.  Fire sprinkler systems
D.  Exterior taps and hoses
E.  Clogged drains

#4. Which of the following backflow incidents occurred in Ohio?

A.  In 1997, backflow from a fire hydrant tainted the tap water of 40,000 households with 60 gallons of firefighting foam.

B.  In 2015, E. coli contaminated the entire water supply of a large U.S. city because a single homeowner failed to install a backflow preventer on his irrigation system.

C.  In 1970, wine backflowed from a distilling tank into a large city’s water mains and out of the faucets of nearby homeowners.

D.  In 1991, an improperly installed AVB on a residential irrigation system caused rust, debris and parasitic worms to flow into the water supply of a small U.S. city.

E.  In 1996, about 50,000 gallons of reclaimed water backflowed into a large city’s potable water supply after improper installation of a residential irrigation system.

#5. In 1898, a water utility was penalized for the first time because of contaminated water. How much was the fine?

A.  $500
B.  $10,000
C.  $5,000
D.  $15,000
E.  No fine, but the utility was shut down.

#6. Who can be held accountable for installing the wrong type of backflow preventer on an irrigation system?

A.  Water purveyor
B.  Inspector
C.  Customer
D.  Contractor
E.  A, C and D

Answers

#1. Answer: B. Nearly 100 deaths and over 1,700 documented cases of illness are attributed to the incident, which spread across 206 U.S. cities. (Because the incubation period for Amoebic Dysentery is 12-30 days, the sickness was not discovered until the visitors had returned to their homes.) It was one of the deadliest backflow events in history. Ironically, the fair’s theme that year was “A Century of Progress.”

#2. Answer: C. While public health officials have been concerned about water quality and backflow prevention since the turn of the 20th century, it wasn’t until the passage of the Safe Drinking Water Act in 1974 that Congress took action to safeguard human health from contaminants in drinking water.

#3. Answer: D. According to Contractor magazine, exterior taps and garden hoses are the most common source of backflow in the U.S.

#4. Answer C. The wine backflow incident occurred in December 1970 in Cincinnati. (Sort of brings a whole new meaning to “wine on tap”!) The fire hydrant incident occurred in Charlotte, NC; the E. coli affair happened in Corpus Christi, TX; the worms flowed in Southgate, MI; and the reclaimed water event occurred in Tampa-St. Petersburg, FL.

#5. Answer: C. The utility was fined $5,000. Today, a federal court can assess up to $15,000 per day as a penalty for maintaining a hazardous connection.

#6. Answer: E. The water purveyor is responsible for water quality to the last meter connection. Water customers are ultimately responsible for properly maintaining their irrigation systems. And, of course, the contractor is responsible for ensuring the work is done properly. The backflow inspector is only responsible for those devices he has inspected and certified as safe. (Okay, so it was a trick question.)

Sources:
Featured Image: Adobe, License Granted
American Backflow Prevention Association
Chicago Backflow Inc.
Study Stack
Backflow Solutions Inc.
University of Florida