Editor's Focus: Dec. 1998

Doubt really is all around us, isn’t it? And it’s a most curious mental approach in that it does little but make the task at hand more daunting and difficult to conquer.

Unfortunately, the flurry of mergers and acquisitions headlining green industry news in 1998 have simultaneously tapped into and helped create considerable doubt amongst many contractors.

The Green Industry Expo in November featured a panel discussion with representatives of The Brickman Group, LandCare USA, Environmental Industries, TruGreen-ChemLawn and ISS Landscape Services that drew more than 200 attendees curious about how these movers and shakers perceive the industry’s future. Many of those in attendance have expressed concern about their ability to compete in the industry in the future.

Perhaps some of these concerns will prove valid and companies dwarfed by the tens and hundreds of millions of dollars the aforementioned companies generate each year will be swallowed up. If that is the case, however, it most likely won’t be because such smaller companies weren’t able to compete. Instead, it will be because these companies couldn’t figure out how they could succeed in their market.

Reports of the industry’s growth abound, but no one has expressed concern that contractors are nearing a market saturation point. In fact, most industry estimates indicate that at least two-thirds of U.S. homeowners maintain their own properties and countless large properties are maintained by in-house crews.

The industry is going to continue to grow, even though the current economic good times must eventually tail off.

So what these acquisitions and mergers signify is not a time for doubt and concern. No, they signify a time for rededication to building a successful business through educating yourself, training your employees and serving your customers.

Our December cover profile is an example of how successful such an approach can be. Mike Rorie founded Groundmasters nearly 20 years ago with little to no knowledge of horticultural issues, scarce financing and not a day of formal business education or training.

Today, he owns a growing and, more importantly, profitable landscape firm among the most respected in the country.

Admittedly, Rorie built his company in an era without competition from national or regional contractors, but he also did so in an era of fewer interested customers and less sophisticated products. If anyone had reason to doubt themselves, he did.

And although I’m sure there were days when he did doubt himself and his future, he made the decision not to let that beat him. Today’s doubting contractors have the opportunity to make that decision.

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