Hardscape

Selling hardscape installations like patios, walkways, and retaining walls can be a profitable, but it takes dedication.

Richard J. Angell, vice president and director of landscape construction and operations at Green Legacy Landscapes, the landscape design/build division of Pavers Plus in Grand Rapids, Mich., says that working with hardscape projects can be a big commitment and it should be something the contractor is passionate about if they’re going to get involved. Hardscape projects are not short turn-around time jobs like a lot of landscape maintenance projects. It’s not uncommon to spend consecutive days or even weeks on a single project.
Green Legacy Landscapes has been involved in all types of hardscape installations from patios and sidewalks to driveways and even bricked city streets.

“For anyone interested in getting started in the hardscape business, they need to understand the basic principles of design construction, including sub-surface soils, hydrology, both above and below the ground, and the depth of the base needed to support the traffic use on the system,” he says. “The single most important phase of the entire installation happens in the grading of the subsoil and the paver bed. We have seen and been replacing patio failures in the past few years because proper sub-surface grading and control of the hydrology was not being addressed to its fullest extent. Excavation, drainage, and compaction of the base materials are critical in the performance of the paving system.”

In regards to hardscape maintenance, Angell says that most installation contractors do not include any maintenance in the original contract. But it can be another opportunity to make a sale. “It can be added as a yearly maintenance agreement after the work is completed,” Angell says.

Angell believes that having success with a hardscaping division starts with strong leadership. A hardscape segment can grow quickly and you need a qualified person to manage the division. Angell says that fiscal responsibility and knowledge of organizational management and administration skills can help the growth go smoothly. But marketing is also critical, especially in this tough marketplace. It’s important to stand out from the crowd. One way this can be achieved is by giving the client an opportunity to view the product in advance and get them excited about the possibilities.

“It’s good to have an area to display products that you install,” says Angell. “A showroom and high quality photos in a portfolio always help. You can also carry brochures of the manufacturers that you use on a regular basis. And use the Internet and have a section on your website that shows off your work.”

Besides a marketing effort, contractors can also be prepared to invest in equipment to make a hardscape division successful. Most landscape contractors have a truck available for moving crushed stone and sand. But Angell also recommends a trailer and a skid-steer that can lift up to 3,500 pounds. “When setting boulders or ledge rock, it also helps to have a grapple hook that swivels to set stone in place,” he adds. “And hand tools should include a flat-plate compactor, leveling bars and cutting saws.”

With the tough economy, hardscape sales can be tricky, but Angell says that he’s finding customers are still interested. In fact, customers have become more educated on hardscaping through TV shows and magazine articles and that’s helping make the sales job easier. Angell says that in a typical sales call, the customer already has ideas about what they want. “Fireplaces, outdoor kitchens and waterfalls have become hot items for residential hardscape and this in turn helps our profit margins which should be in the 25-35 percent range,” he says.

The author is a frequent contributor to Lawn & Landscape.