Make Compost, Make Money

According to BioCycle Magazine, the landscape industry is one of the largest “high value” market segments for compost. Compost is cost-competitive with other products, such as peat-based amendments. Irrigation & Green Industry magazine estimates the current market value is $40 to $60 billion annually. There are an estimated 35,000 to 38,000 landscape contractors in the U.S., as well as lawn care companies.

Landscape maintenance firms can use the clients’ yard waste to make compost, reducing the company’s landfill fees while simultaneously creating a new revenue stream.

To tap compost market opportunities, the landscape contractor must be engaged and “well-read” enough in the market segment to be ready to expand into this field. Irrigation & Green Industry’s 2010 “Status Report on the Green Industry” illustrates landscape industry trends, and can be used as a sales tool.

According to the Status Report, water shortages have become a major issue in many parts of the country; compost can be promoted as a means to reduce irrigation needs. Ecofriendly landscaping is another trend highlighted, including establishment of green roofs, environmental lawn care companies, and development of LEED-certified homes and buildings —compost can be used in all these applications..

Reduced chemical fertilizer and water consumption continues to trend, and that landscapers may be more open-minded to use new products and offer new services. It is critical to show landscape contractor clients how compost can be used to lower project costs (e.g., topsoil manufacturing) and solve environmental problems.

SALES AND MARKETING TIPS
Specific uses for compost include:

• Flower/garden bed establishment
  
• Component of planter mix (e.g., raised flower beds, rooftop mixes), tree/shrub backfill mix and manufactured topsoil
  
• Decorative plant mulch (coarser products are more effective at suppressing weed establishment)
  
• Turf establishment/renovation and maintenance
  
• Turf topdressing; and Organic fertilizer
  
• The Practical Guide to Compost Marketing and Sales, 2nd Edition (The JG Press, Inc., 2010), provides extensive details on selling to the landscape industry.