Think Outside the Box(wood)
Jody Shilan, Editor
"Think Outside the Box" is a term that we use when the standard, run-of-the-mill solutions just aren't going to cut it. The saying refers to the fact that we typically limit our problem solving to what we know and what we have seen, keeping us inside the . . . keep reading

Pocket Full of Kryptonite
Jody Shilan, Editor
Some of you may recognize the title of this week's Trade Secret. It's the name of a popular song from the 90's by a group called the Spin Doctors. Although I wasn't a huge fan, I do admit that I am proud of the fact that I have become a spin doctor. Not . . . keep reading

I Think We Have an Underground Stream
Jody Shilan, Editor
How many times have you heard a customer say, "I think we have an underground stream"? I've heard it hundreds of times and it's never been true. Their water issue is usually something so simple and easily resolved, yet most contractors don't have a clue as to how to . . . keep reading

Respect the Meeting
Jody Shilan, Editor
One of the most important, yet most hated aspects of the landscape business is attending sales and production "meetings". We all know why: They are a complete waste of time, nobody cares or even listens, nothing is ever accomplished. While this may be your . . . keep reading

He Said, She Said
Jody Shilan, Editor
One of the most difficult things to do in landscape design/build is to successfully transfer a project from design/sales to production. Unfortunately, if you don't have a well defined process to properly "hand off' the project, your installation, your . . . keep reading

The Un-Biddable Master Plan
Jody Shilan, Editor
One of the big ideas I discussed during my webinar last week was the concept of the un-biddable master plan and why you should create them. What possible reason could there be for creating a landscape master plan and then not being able to put a price to it? . . . keep reading

It's a Win-Win-Win
Jody Shilan, Editor
If you've read enough of my Trade Secrets (and I hope you have), you have seen that I like to use the term win-win-win. I personally believe that I created the term but that's for the courts to decide. . . . keep reading

Do You Charge Your Clients Nuisance Fees?
Jody Shilan, Editor
I ask this question because I believe many of you do. Now I know that there are various theories about how to properly screen clients so that you are focusing on solid leads and not wasting your time with "tire kickers". BTW, I hate the term "tire kicker" but . . . keep reading

The Customer is Not Always Right
Jody Shilan, Editor
I just finished teaching a workshop in Atlantic City, NJ for EP Henry, a paver manufacturer. Although my goal was to teach the landscape designers and contractors in the audience how to improve their sales, I always manage to learn a few things from them. This . . . keep reading

The Landscape Facility Tour
Jody Shilan, Editor
We are trying something new at our next NJLCA membership meeting. We're doing a facility tour. For those of you that have never been on one, it's exactly what it sounds like, a guided tour of one of our contractor's facilities. . . . keep reading

So, How Does This Work?
Jody Shilan, Editor
As a freelance landscape designer and salesman who works for a variety of landscape design/build contractors, one of the first questions I am typically asked is, "so how does this work?" In my typical wise guy style, I usually respond, "it works great." . . . keep reading

The Importance of Designing the Landscape and Architecture Together
Jody Shilan, Editor
When it comes to new construction and major home renovations, we as landscape design/build contractors are usually called in to a project after the majority of the home construction is completed. In reality, we should be involved in the process much sooner. . . . keep reading

Free Plans Cost You Plenty
Jody Shilan, Editor
Q: Many companies in my area, both large and small, do "free drawings" to try to get installation work. We have always charged for our landscape plans but oftentimes lose work because of this. What can we do? - Rob Whenton -- Landscapes Unlimited . . . keep reading

Whose Line Is It Anyway?
Jody Shilan, Editor
One of the upsides of providing design services for a variety of landscape contractors is that oftentimes I get to watch them in action during the installation. Besides providing me with an endless supply of ideas for Trade Secrets, I also gain valuable . . . keep reading

Hey Buddy, Can You Spare Some Change?
Jody Shilan, Editor
I like to refer to my designs as "buildable concept plans". They are drawn to scale (typically 1" =10') and provide all of the information necessary to layout, estimate and build the project. However, they are flexible enough to allow for budgetary changes or . . . keep reading

August 2011 Project of the Month
The owners of this beautiful brick country chateaux, needed to bring color and scale to their rear yard after the recent construction of a swimming pool and retaining walls. Located on a severly sloped 2 acre property (over 60' of grade change from front . . . keep reading