Lawn and landscape pros interested in improving profitability have a variety of valuable opportunities to learn during the 2013 Green Industry & Equipment Expo (GIE+EXPO) Oct. 24-25 in Louisville at the Kentucky Expo Center.

GIE+EXPO workshops and HNA demos announced

Lawn and landscape pros interested in improving profitability have a variety of valuable opportunities to learn during the 2013 Green Industry & Equipment Expo (GIE+EXPO) Oct. 24-25 in Louisville at the Kentucky Expo Center. 

Hardscape North America’s collocation with GIE+EXPO means that landscape contractors can participate in sessions that not only increase their professional knowledge but also help them expand their services. Workshops and live demonstrations include sessions on how to –

Add hardscape installation to your services
Improve your sales processes
Stop money from slipping away
Be a more effective manager
Grow your business
Develop a marketing plan
Improve specific hardscape installation techniques


2013 GIE+EXPO Workshops

Thursday, Oct. 24

10 – 11:30 a.m. Hardscape Session 1

Adding Hardscape Installation to your Company’s Success

Speaker: Pat McCrindle, MPS, Inc. McCrindle Paver Systems

New to hardscapes? If you are considering adding hardscapes to the list of services that your company offers, this workshop will answer some of the many questions you might have. Learn about the equipment, training and capital investment you will need to get started, and start planning the best structure for your work crews and how to approach promotion of your new services. This workshop will be conducted by one of the top trainers in the industry, who brings with him the knowledge accumulated over numerous years of hands-on experience as a contractor and business owner.


1:30 – 2:45 p.m. Session A

Understanding Your Sales Process:  Is it all about YOU or all about the CLIENT?

Speaker: Jason Cupp, Landscape Industry Certified Manager, Kincaide, Ltd; PLANET Trailblazer and Consultant Member

Most companies don’t have a sales process, and if they do, it is not written – or worse yet – steps are skipped or forgotten. In this engaging, sales-focused session, Jason will share the successful sales process that he used in his own design/build maintenance company – that went from being focused on his company to being client-centric in just one short season. Jason will share his client letters, the process, the sales meeting agenda and how he created a client-focused process from first phone call to getting paid.  


Attendees will leave this session with:

An understanding of the importance of a defined sales process
Knowledge of how to transform your sales process to focus on your clients
Tips and strategies for client-centric communications and focus

3 – 4:15 p.m. Session B

Ten Ways Significant Money Is Slipping Out Your Back Door and You Don’t Even Realize It! 

Speaker: Jonathan Pototschnik, Service Autopilot, PLANET Consultant Member Your business has hundreds of invisible leaks costing you a substantial amount of money. The challenge is finding these leaks. Knowing where they are and which ones to focus on is the key to capturing these dollars. These holes are about much more than expenses. They span marketing, your sales process, estimating, time management, operations and managing your employees. Fixing one will improve profits; fixing the right 10 will catapult profits. 


Attendees will leave this session with:

New ideas to identify and stop profits slipping out the back door
A step-by-step guide to find and fix the top 10 holes in your business
Understanding industry norms and which ones to question

Friday, Oct. 25

10 – 11:30 a.m. Hardscape Session 2

Production Management and Crew Motivation on the Hardscape Jobsite

Speaker: Frank Gandora, Creative Hardscape

Creating and winning a bid is only half the story. Profits are made or lost on the job site. Learn valuable techniques that will motivate your crew, increase production and ensure a profitable project.


1:30 – 2:45 p.m. Session C

Why Not You? Five Strategic Actions You Can Take Now To Grow 

Speaker: Richard Arlington, Landscape Industry Certified Manager, Rich Arlington and Associates; PLANET Trailblazer and Consultant Member

In the soil of disappointment the strongest minds grow. How do leaders take a failure and turn it into a success? In this session attendees will learn how to turn past experiences around, and in so doing, increase their potential and leadership skills. Richard Arlington will discuss five action steps you can incorporate into your daily life to improve your leadership abilities and your company’s strength in the marketplace. Learn from industry masters who follow these strategic steps to succeed in life and business. 


Attendees will leave this session with:

An understanding of how to learn from mistakes
More confidence
Building blocks for real relationships
Knowledge of how to set goals and drive team purpose
Tools to lead by example and set high standards for yourself, your team and your company

3 – 4:15 p.m. Session D

How to Build a Marketing Plan that Grows with your Lawn Care Business  

Speaker: Andrew Pototschnik, Lawn Care Marketing Expert – PLANET Consultant

Lawn care operators large and small have the same marketing tools at their disposal. But only the savviest marketer using a combination of techniques will win the market.


In this talk learn the what and when of marketing. WHAT marketing tools you should implement and WHEN you should do so, as you grow from $100k to $10m+.


When is offline marketing most effective? When should you dedicate time and resources to social media? What is the most effective marketing tool for increasing customer value?


Attendees will leave this session with:

Strategies on how to use marketing to squeeze more profits from lawn care clients.
The often-overlooked steps in an online marketing program you MUST NOT SKIP.
A list of marketing misconceptions that cost you money.

Registration Details

Registration in advance is required; each of the GIE+EXPO Workshops is $50. Those who register for Hardscape Session 1 or 2 will also be admitted free to the technique demos in the HNA Outdoor Arena tent. See below. Those who only want to attend the HNA Demonstrations can upgrade their registration for $25 to include all the following demos.


Demonstrations in the Hardscape North America Outdoor Arena

(This tented arena is in the Outdoor Demonstration Area within steps

of the indoor exhibits at the Ky Expo Center.)


Thursday, Oct. 24

11 a.m. – noon

Essential Hardscape Tools

Speaker: Frank Gandora, Creative Hardscape Company

There are several unique tools used in the construction of a hardscape project. This demonstration will introduce many of these tools and demonstrate their use. Learn from a contractor who has over 20 years of experience using these tools to increase efficiency, productivity and profitability.


1 – 2 p.m.

Base Construction for Interlocking Concrete Pavement

Speaker: Bill Gardocki, Interstate Landscape Co., Inc.

Every successful hardscape project must start with a properly constructed base. Selection of aggregate and compaction equipment is critical. See a demonstration of base aggregate compaction and the screeding of bedding sand. Get an up-close look at different types of compaction equipment and learn more about proven job layout recommendations.


3 – 4 p.m.

Construction of Fire Features for Outdoor Living Areas

Speaker: Pat McCrindle, GST International, Inc., MPS, Inc.

As homeowners expand their living space to their backyard, outdoor features like fireplaces and fire pits are growing in popularity. This creates opportunities for contractors to expand their services and profitability. Attend this demonstration and learn from a professional about the important details required for constructing outdoor grills, fire pits and fireplaces.


Friday, Oct. 25

11 a.m. – noon

Building Raised Patios, Steps and Seat Walls

Speaker: Bill Gardocki, Interstate Landscape Co., Inc.

The details in the design and construction of a raised patio, steps or seat walls make an impression. This demonstration features the proper techniques for installing these elements and presents considerations for pre-existing conditions, drainage and the use of geosynthetics.


1 – 2 p.m.

Adding Water Features to Hardscapes

Speaker: James Chubb, Atlantic Water Gardens

With the increase in popularity of outdoor living areas, water features are becoming more popular. Installation of a water feature can be a profitable addition to your next hardscape project. This demonstration provides information on how to plan for and construct water features and – most importantly – raise your confidence to recommend this to your customers.


3 – 4 p.m.

Paver Maintenance and Restoration

Speakers: Jonathan Briggs, Alliance Designer Products, Inc.; Pat McCrindle, GST International, Inc., MPS, Inc.

Even though interlocking concrete pavements require minimal maintenance, there is a growing opportunity to provide this service to your customers. The demonstration will give you a better understanding of how, when and what type of stabilized joint sands, cleaners and sealers should be used and the tools to simplify the process.



GIE+EXPO’s 2013 dates are Wednesday, Oct. 23, Dealer Day; Oct. 24-25 for all industry participants. Now the 9th largest tradeshow in North America, the annual event is sponsored by the Outdoor Power Equipment Institute, Inc. (OPEI), Professional Grounds Management Society (PGMS) and Professional Landcare Network (PLANET). HNA is sponsored by the Interlocking Concrete Pavement Institute (ICPI).


The GIE+EXPO Workshops are samples of more extensive education curricula offered at the show by PLANET, PGMS and ICPI. Information about registering for those programs will be available soon on the associations’ websites.


For information and online registration for the tradeshow, GIE+EXPO Workshops and upgrades to include the HNA Demonstrations: Other contact points: Facebook, and 800-558-8767/812-949-9200.