How does Serene Surroundings decide when the time is right to add another service to its mix? Its owners listen carefully to customers, and they keep an eye on the field to see where the demand lies.

Most recently, the company added lighting services. “It was one of those things where my customers were needing repairs on lighting, and the margins on lighting are good for a landscape company.”

So Eric Lloyd and his partners went back to school. They met with vendors to learn about the products and installation techniques. They discussed how to market lighting services, and then they focused on trickle-down training to the crew leaders and staff. Plus, a key vendor provided online videos to teach special concepts, such as architectural lighting and how to artistically light a property.

The demand for lighting and the appealing profit margins have justified the decision to add the service. The same goes for holiday lighting, Lloyd says. Four years ago, a good client asked Serene Surroundings to install holiday lights on their property. The company had the ladders and equipment, they just needed the lights.

“Then, we began receiving referrals here and there,” Lloyd says. “We marketed holiday lighting the last few years and we feel like it’s a part of our business that could really grow.”

What’s next for Serene Surroundings? That depends on what customers need. “I’m always keeping my ear to the track to see what’s profitable, regionally, and what clients want,” Lloyd says.