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COVERSTORY


Photos: (Above) Ruppert Landscape


Juniper Landscaping


adding more service lines. They have remained focused on commercial landscape construction and landscape maintenance — and they subcontract specialty services within those broader categories. “There are a lot of things that we don’t do, that we could do, but we choose to focus on our strengths and make sure we’re delivering a quality product,” Ruppert continues. “We tend to be conservative in everything we do, with a focus on steady growth and cautious spending.”


LEVELING UP WITH EXISTING CLIENTS: GROWING INTO MAINTENANCE Juniper Landscaping, headquartered in Fort Meyers, Florida, is a great example


of growth through diversification as well as the addition of branches to support that. The company got its start as a single branch doing around 85 percent installation work. But they leveled up by catering to existing clients who were looking for maintenance work. They used this model to grow from $3.5 million to $42 million between 2012 and 2016, with a goal to get to 50/50 maintenance and design/build.


Dan DeMont, vice president of the company, says that a valuable growth lesson they learned on that journey was the importance of developing stan- dard operating procedures (SOPs) and policies ahead of the growth. “My best advice for any company


looking to grow would be to develop those now,” DeMont urges. “It’s much harder to get them in place after you’ve grown. We still grew but I think it would have been a much more comfortable ride had we had those in place sooner.” Today, Juniper Landscaping has 13


branches across Florida and is bringing in around $130 million in revenue. DeMont says that when it comes to adding branches, you must do a cost-benefit analysis, looking at how much windshield time your employ- ees are burning as well as the growth potential in the frontier market you’re looking at. “When the windshield time and the


excess spending are creeping up on the cost of starting a new branch, it


Photos: Juniper Landscaping


34 The Landscape Professional //November/December 2021


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