“In many ways, landscapers are industry professionals first and salespeople second, but teaching them how to sell effectively can change their businesses.” — Jeffrey Domenick 

Resources Mentioned in This Episode:

• Cracking the Sales Management Code by Jason Jordan: A guide to managing sales objectives and activities.
• National Association of Landscape Professionals (Elevate Conference)
• KeyServ Landscape Services
• SiteOne Landscape Supply: Strategies for scaling and acquisitions.

Topics Discussed:

[00:07] Introduction to Jeffrey Domenick
Robert Murray introduces Jeffrey Domenick, who shares his diverse career journey from construction to landscaping.

[01:17] Jeffrey’s Early Career and Landscape Architecture
Jeffrey recounts his start in landscaping, earning a degree in landscape architecture, and gaining experience at Del Webb and the Brickman Group.

[04:53] Professional Growth at NDS and SiteOne
Jeffrey discusses his time at NDS, learning professional sales processes, and scaling SiteOne through acquisitions and strategic growth.

[09:35] What Is the Five-Cylinder Engine?
Jeffrey introduces the "Five-Cylinder Engine" framework for business growth and explains its foundational principles.

[11:41] Cylinder 1: Retention
Jeffrey emphasizes the importance of retaining existing customers and how attrition impacts overall growth.

[13:04] Cylinder 2: Innovation
He discusses adding new services and products to grow revenue organically and stay competitive.

[15:45] Cylinder 3: Market Share
Jeffrey explains strategies for acquiring new customers and increasing market presence through proactive sales efforts.

[19:56] Cylinder 4: Wallet Share
Jeffrey highlights ways to maximize the value of existing customers by offering additional services and building stronger relationships.

[23:49] Cylinder 5: Projects
He underscores the role of large projects in driving significant revenue and the need to replace project-based income annually.

[28:50] The Importance of Sales Management
Jeffrey shares insights into effective sales management, focusing on measuring activities and avoiding inconsistent growth patterns.

[33:30] Reducing Friction in the Buying Process
Jeffrey talks about streamlining sales processes to improve close rates and make it easier for customers to say yes.

[33:45] How to Connect with Jeffrey Domenick
Jeffrey provides his contact details and invites listeners to reach out for industry insights and mentorship.

Actionable Key Takeaways:

1. Retention is Key: Maintaining existing customers and reducing attrition is the foundation for stable revenue growth.
2. Diversify Services: Add 2–3 new services annually to drive incremental revenue and meet evolving customer needs.
3. Be Proactive in Sales: Avoid passive customer acquisition—target specific audiences with tailored outreach.
4. Maximize Existing Clients: Focus on introducing additional services to current customers to increase wallet share.
5. Leverage Large Projects: High-value projects can significantly impact annual growth but require planning for future revenue replacement.
6. Focus on Sales Efficiency: Measure and improve metrics like proposal turnaround time and close rates to optimize performance.
7. Simplify Client Decisions: Reduce friction in the buying process to improve client satisfaction and retention.