What You Didn’t Know Til Now
Being in a small business is definitely a challenge and Interiorscaping - the business of Interior Plantscaping – is, I think, even more challenging than most.  Why?  Well, we start out undercapitalized, work with live product and, at least in the beginning, are a real one man band, salesperson, office person, hort tech, installer and so on.  So, if you are a ‘scaper who has been around for a few years, let me congratulate you!  You have reached the plateau stage of the business. 

What Are the Plateau Stages?

•  It’s when you hire the first employee (your husband or wife doesn’t count),
•  move to your first facility (now you can take the Janet Craig’s out of the bathtub
•  hire your first salesperson (Sorry, the first three won’t work out),
• buy your first box truck (its been a dream for a long time),
• and put up your first 20-30 foot Holiday Tree (learned a lot about electrical stuff didn’t you?). 

Get Ready to RUMBLE
How?  Well, you could hire a consultant.  There are several, including myself, that offer such services to ‘scapers.  And while we are not a cheap investment, we are not permanent hires, don’t require a health plan or vacation, and often just one session can give you the map you need to get past one plateau and on to the next.  Or, you can attend industry seminars.  And don’t just think the seminars are for owners.  The biggest return may come from the sessions that train hort technicians. Take advantage of tech training programs from PIA (CIPA), OFA Short Course, Mid-Atlantic, and TPIE.  Sending your techs, even if you pay them for their time, results in better looking accounts, less pests, fewer replacements, and so on.  These dollars spent for training will reap huge rewards and not just once but over and over again.  Another advantage to seminar attendance is to hook up with a few non-competing companies preferably ones that are within a realistic driving distance from you and then network like crazy.  Wouldn’t you like to see the client contract format from other companies?  How ‘bout Company Manuals?  How ‘bout others to brainstorm with?  Groups like the Silverados and NIN do just that.  Whatever their stated goals, their real power is the sharing of vital information and experiences.  If the costs involved with these avenues are not feasible, then at least get with two or three other companies, again non-competitors, via conference call once a month and share information.  Powerful, powerful stuff!

Have I elicited your interest?  Bet I have!  Truth is that there is no place to go to learn the business of Interiorscaping.  No college or single course.  Each plantscaper is alone out there with nowhere to turn.  You need a guide, or you may spend too much or not keep enough.  So take a look at the seminars coming up. If it’s within driving distance, send techs.  If it’s for management, figure out the logistics and attend.  Hook up with a couple of ‘scapers from another city or state.  Pick one that’s larger and one that’s smaller and plan to be really close.  Don’t be afraid to show them all your numbers and practices.  Have periodic conference calls with a set agenda or meet in person at least once to set up the group and then once per year.

And, let me know what you are doing and how you progress.

Now go out there and get ‘em Tiger.

By the way, if you could choose just one type of client/job for your business what would it be?  A Shopping Mall? –(lot’s of work, replacements, and the revenue per hour is not so hot plus everyone knows where they are and they go out to bid frequently)  A Hotel? – (very prestigious but lots of attention to detail and crisis calls.)  High end residential? – (a chance to show your design skills but security and access are always a concern.)  Nope, for me the ideal job is Corporate America’s offices.  Floor after floor of 6” Pothos in TOPsiders and 10”and 14” floor plants.  Floor after floor of foliage hidden in a building that’s usually downtown or in an office park away from competitors eyes yet geographically accessible.  Yep, give me a hundred of them there office jobs and I can rule the world.  So, as you focus your selling skills, may I suggest targeting the TOPsider/floor plant office job.  The perfect,  profitable interiorscape.