PREFACE ixINTRODUCTION xiPART 1: STARTING YOUR BUSINESS 11 SIZING UP THE BUSINESS: WHAT YOU NEED TO KNOW BEFORE YOU BEGIN 31. Is This Business for You? 32. Your Personal Improvement Plan 33. Resources for Further Help 62 MAKING YOUR BUSINESS LEGAL 131. Choosing a Business Name 132. Choosing a Business Structure 143. Licenses and Permits 154. Bylaws and Zoning 165. Insurance 166. Using Professional Advisors 173 MONEY MATTERS 191. Financing Options 192. Your Business Plan 204 CHOOSING THE RIGHT EQUIPMENT FOR THE JOB 271. Your Vehicle 282. Trailer Options 293. Choosing the Right Lawn Mower 30CONTENTS4. Power Equipment 335. Hand Tools 376. Ladders 387. Snowblowers 398. Equipment Maintenance 39PART 2: RUNNING YOUR BUSINESS 435 SETTING UP SHOP: YOUR HOME OFFICE 451. The Home Office: Rewards and Challenges 452. Where to Put Your Office 463. The Most Essential Item: Your Business Computer 474. Other Office Essentials 525. Setting Up a Shop 546. Setting Up Your Truck and Trailer 546 MARKETING YOUR BUSINESS 571. Developing Your Marketing Plan 572. Your Core Statement 623. Specific Marketing Strategies 624. Your Marketing Calendar 727 THE IMPORTANCE OF RECORD KEEPING 751. Three Principles of Record Keeping 752. Bookkeeping Basics 773. Using Business Forms 794. Computerized Bookkeeping 885. Using a Cash System 898 BUILDING YOUR TEAM: HIRING AND TRAINING STAFF 931. Using Subcontractors 932. The Joy of Employees 943. Where to Find Good Staff 944. Interviewing Tips 955. Training Matters 996. Managing Your Team 1007. Dealing with Problems 1008. The Paperwork 1029 THE WORKFLOW FROM FIRST CONTACT TO QUOTE 1071. First Contact: The Phone Call 1072. The Follow-Up Checklist 1093. The On-Site Visit 1094. Pricing 1115. Using a Lawn and Garden Maintenance Quotation Worksheet 115iv Start & run a landscaping businessContents v6. The Quotation Sheet 1177. Presenting Your Quotation 1208. The Follow-Up 12310 THE WORKFLOW FROM ACCEPTANCE TO ROUTING 1251. Accepting the Job 1252. Upselling 1313. Scheduling 1344. Routing 1375. Using Job Equipment Checklists 14011 THE WORKFLOW FROM JOB COMPLETION TO JOB COSTING 1411. Invoicing 1412. Getting Paid 1423. End-of-Day Procedures 1434. Month-End Procedures 1465. Quality Assurance 1466. Job Costing 1487. Costing Other Services 1538. Annual Procedures 154PART 3: THE SERVICES YOU OFFER 15912 THE REGULAR MAINTENANCE VISIT 1611. Everything You Always Wanted to Know about Cutting Lawns 1612. Edging 1693. Maintaining Beds 1714. The Cleanup: Using Your Blower 1755. Leaving the Site 17713 LAWN SPECIALTIES 1791. Power Raking 1792. Core Aeration 1813. Top-Dressing and Overseeding 1834. Lawn Renovations 1845. Lawn Rejuvenations 18614 THE ART OF FERTILIZING 1871. Why Fertilize? 1872. A Chemistry Lesson 1873. Choosing a Fertilizer 1914. How and When to Apply Fertilizer 1945. Calibrating Your Spreader 1966. Fertilizing Other Plants 1977. Some Final Tips 197vi Start & run a landscaping business15 OTHER SERVICES 2011. Soil Analysis 2012. Soil Toppings 2023. Pruning and Trimming 2034. Off-Season Work 207CHECKLIST1 Customer Follow-Up 111SAMPLES1 Marketing Flyer for Fall Cleanup 672 Marketing Flyer Targeted to Specific Area 683 Direct Mail Ad 704 Marketing Calendar 735 Chart of Accounts 806 Comparative Profit and Loss Statement 857 Balance Sheet 878 Employment Acceptance Letter 989 Employment Termination Letter 10410 Monthly Referral Tracking Sheet 11011 Quotation Sheet 11812 Introductory Letter 12213 Welcome Letter 12714 Contractual Letter 13215 Customer Job Times Record 14516 Property Quality Assessment 14717 Job Costing 15018 Equipment Usage 15219 Customer Follow-Up for New Season 15620 Recommended Extras Form 15721 Jobsite Visit Notice 178WORKSHEETS1 Skills Self-Assessment 42 My Action Plan 73 Targeting Your Market 614 Employee Status Change Form 1035 Lawn and Garden Maintenance Quotation 1166 New Client Questionnaire 128
