What Successful Contractors Do Differently

Lessons With Jon Croy

Let's talk about what it takes to grow a successful landscaping business. From investing in yourself and paying attention to the details to understanding the value behind your work, choosing the right products, building strong supplier relationships, and staying ahead of new technology, this conversation offers practical takeaways for contractors at every stage of their business.

What does it take to build a successful landscaping business?
We recently sat down with Jon Croy of Serenity Outdoors on The Great Lakes Podcast and asked him about some of the biggest lessons he's learned while growing his business. We talked about everything from sales and leadership to products, supplier relationships, industry trends, and new technology.
A few themes stood out that we think are worth sharing with other contractors.

1. Invest in Yourself, Not Just Your Business

It's easy to spend every dollar and every hour on the business, equipment, employees, materials, marketing, and the next project.
But growing a company also means growing the person running it.
Finding a mentor, continuing to learn, and investing in personal development can help build the confidence and skills needed to take a business to the next level.
As a business grows, the role of the owner has to grow with it. That can mean learning to delegate, trusting your team, and spending more time working on the business instead of always working in it.

2. The Small Details Make a Big Difference

What makes a project stand out?
Often, it's not the biggest feature or most expensive material. It's the details.
Clean joint lines. Precise cuts. Proper edging. Consistent spacing. The small things that may not always be obvious to a homeowner are what can make a finished project look polished and professional.
Quality comes from doing the little things right, and doing them consistently.

3. Learn How to Sell the Value Behind the Price

One of the biggest challenges contractors face is helping customers understand why a project costs what it does.
A homeowner may see a $30,000 estimate, but they may not understand everything behind that number. They may not know the difference between materials, installation methods, base preparation, drainage, or the craftsmanship involved.
That's where the sales process matters.
For larger projects, taking the time to walk a customer through the design, materials, and scope can help them understand what they're actually investing in.
Selling isn't just about giving someone a price. It's about communicating the value behind the work.

4. Your Supplier Should Be More Than a Place to Pick Up Materials

A strong supplier relationship can make a real difference on a jobsite.
Contractors need more than products. They need availability, communication, product knowledge, and someone they can call when they run into a problem.
Whether it's finding a specific product, working through a complicated application, or needing material quickly to keep a crew moving, having a supplier who can help find a solution matters.
That's something we value at Great Lakes.
Our goal is to be more than a place to pick up materials. We want to be a resource contractors can rely on when they're planning projects, looking for the right product, or working through a challenge.

5. Pay Attention to What's Changing

Trends in landscaping and hardscaping are always evolving.
We're seeing more interest in natural materials, warmer and more varied color palettes, and designs that feel connected to their surroundings.
There's also an increasing interest in products that offer something different from the standard options—whether that's a unique natural stone, a new retaining wall system, or a product that makes installation more efficient.
The best contractors aren't necessarily chasing every trend. They're paying attention, understanding what their customers want, and knowing when a new product or material makes sense for a project.

6. Keep Looking for Better Ways to Work

Technology is changing the way businesses operate, and landscaping is no exception.
AI, automation, SEO, CRM systems, and other tools are creating new opportunities to save time, improve lead management, communicate with customers, and streamline everyday processes.
You don't have to adopt every new tool that comes along. But staying curious and being willing to learn can give your business an advantage.
The same goes for products, equipment, and processes. There is always something new to learn or a better way to approach a challenge.

Keep Growing

The landscaping industry is constantly changing, and successful contractors have to change with it.
That doesn't necessarily mean growing bigger. It means getting better—better processes, better communication, better craftsmanship, better relationships, and better ways of serving your customers.
At Great Lakes, we're proud to work alongside contractors who are doing exactly that.
We're here to help with the products, knowledge, resources, and relationships that keep projects moving—and we're always learning from the contractors in the field, too.
Want to hear the full conversation?
Listen to our episode of The Great Lakes Podcast featuring Jon Croy of Serenity Outdoors for the full conversation on growing a landscaping business, industry trends, products, supplier partnerships, AI, and more. 

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