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| Troy Clogg
Landscape Associates services landscaping clients in Ann
Arbor, Bloomfield Hills, Brighton, Commerce Twp, Novi,
South Lyon, White Lake, Walled Lake, West Bloomfield, Wixom,
Canton, Farmington Hills, Northville, Southfield
and other locations in Oakland County and Livingston County
Michigan,. |
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SALT'S SILVER LINING?
Snow Business, September 2008
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The current
salt market is being priced so high that it has had many snow
professional reaching for the aspirin worried about the effect
the costs will have on the bottom line.
But some
professionals choose to examine the situation for its potential
benefits.
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Troy R. Clogg,
CLP, CSP, owner of Troy Clogg Landscape Associates, for
example, says it prompted a change in inventory management this
year for his Wixom, MI-based company. It has been an adjustment,
to be sure, but it’s also a selling point to be able to assure
clients that the salt is already in stock. As for price
increases, Clogg is not as worried.
“Market price
isn’t our driving force,” he adds. “It’s about knowing your
costs, knowing your strengths – your internal team, you
subcontractors. You stay honest about your costs and what you
have to offer, and your clients will follow. Just like anything
in our lives, our business is built on continuing trust over a
long period. Cross that line, and you’re easily removed form the
equation.” |
Jason Case,
vice president of the Case Cos. In North Attleboro, MA,
sees another benefit: it levels the industry playing field, with
the lowballers left on the sidelines. Between the costs of fuel
and salt, sheer volume will have a hard time catching up. While
Case, who is a de-icing materials distributer, says he sees it
as an opportunity for some of the manufacturers who offer
alternatives to salt-based formulations, he also sees it as an
opportunity for the industry to finally charge what its services
are worth.
“I believe in
this industry, and I know there’s a cost involved in settings up
and maintaining operations,” he says. Back when I was 14 and
plowing with my dad, it wasn’t really considered ‘an industry’.
But it’s had its own revolution in the past 20 years: Clients
today want certified snow professionals; they want to know ‘How
are you going to attack this lot?’ And they’re willing to pay
for your expertise.”
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