Kevin Kehoe, a Landscape Management columnist, is a consultant with 3PG Consulting.
Emily SchappacherNov 9, 2023
Company owners protect their assets with noncompete agreements. When Dennis Topo discovered a former employee of Allison Lawn & Landscape Service was trying to recruit…
Kevin KehoeNov 3, 2023
I received a lot of good feedback from my last column about the habits of successful salesmen. Thanks! There were many requests to provide more ideas…
The industry has changed dramatically over the past five years. We are truly in the new normal now. Part of that new normal is the…
I began last year’s article about business planning with the following statement: “Painfully aware that any prognostication or prediction might be off base, any plan…
In my last column I talked about the first function of a good sales manager—planning and prioritizing the salesman’s time. In this column, I address…
In my March column I shared financial benchmark data for sales growth as well as a list of best-in-class tactics that drove that sales growth.…
Are you wondering how the industry fared in 2012? And how you did by comparison? Over the course of the next few months, the consultants…
LMNov 3, 2023
Kevin Kehoe of Three Point Group talks about how his company helps landscape contractors with strategic planning, profit improvement, valuation services and business exit strategies.…
The top salespeople in the grounds maintenance segment of the industry sell more than $1 million in new annualized contract revenue every year. The industry’s…
Painfully aware that any prognostication or prediction might be off base, it’s safe to say the 2013 forecast depends on the presidential election this November.…
Selling has never been more challenging. That’s because it’s becoming more difficult to get real face time with prospects. Therefore, when you do get face…
The most important of these is pricing. Competition and the customer are changing the notion of what fair price means. The reason is more capacity…
Kevin KehoeNov 9, 2023
There is still a lot of gnashing of teeth about market pricing. I showed a chart at a recent Professional Landcare Network (PLANET) event that…
It’s not the product or service you are selling that matters to a prospect. It’s what ails them and what you can do about it…
Kevin KehoeAug 26, 2024
We talk a lot about strategic plans, but rarely about strategy. A successful strategy increases enterprise value. Enterprise value is the financial worth of your…
The greatest personnel challenge we face these days in building a grounds maintenance business is finding and managing sales representatives. We are deep into the…
If you are in the grounds maintenance business — and who isn’t these days — the one position that will undergo dramatic transformation over the…
Developing a sales machine is the most important investment a landscape contractor can make. Given pricing conditions and the negative impact this is exacting on…
Kevin KehoeAug 27, 2024
Making a profit today relies on your ability to sell. In the old days, the key to profit was production management. Sales were easier to…
I like watching professional poker on TV. It is especially interesting to me that the young guns consistently beat the experienced pros. I think it’s…
This past December, Eric Hansen drove to Livonia, MI, to receive the keys to a new, propane-fueled Ford F-350 from Jack Roush of Roush Performance.…
The phone doesn’t ring as much anymore. Does this mean there’s no demand for your services? No, of course not. But it does mean that…
We live in deflationary times. Simply put, there’s less money chasing many goods and services. It’s the opposite of inflation, to which we’re more accustomed.…
It's time to shift your business focus from defense to offense. Reducing costs is essential, but the easy cuts already have been made. Additional cuts…
