Breaking Through: Belknap Landscape increases projected annual revenue by nearly 7% and shortens billing cycle by as much as 75% with Aspire

andrew-morse-headshot

“After our first snowstorm with Aspire, we went in to approve all of our tickets and process invoices. We sat down to manually check that everything was correct. Guess what? It was. That’s when we realized that what used to require three of us to triple-check would now require only one of us to implement.”

Andrew Morse
Head of Recurring Services
KEY STATS
BelknapLogo_Horizontal-outline_web
Websitebelknaplandscape.com
Business TypeFull-Service Commercial and High-End Residential Landscaping
RegionLakes Region of New Hampshire
Customer Since2019

Established as a design/build firm in 1988, Belknap Landscape has evolved into a full-service landscape company that serves commercial and high-end properties in the Lakes Region of New Hampshire.

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At a Glance

Working with Aspire, Belknap Landscape has:
  • Increased projected annual revenue by nearly 7%, from $7.3 million to $7.8 million
  • Reduced their billing cycle by as much 75%, from 2–4 weeks to 1 week
  • Increased gross profit margin by 2% for all recurring services

Aspirations

Belknap Landscape was founded over 30 years ago as a design/build firm and eventually expanded to include a maintenance division. Today, the company serves a mix of commercial and high-end residential properties around Squam Lake and Lake Winnipesaukee in the Lakes Region of New Hampshire. At peak season, Belknap employees 90–100 people.

Despite having a strong market presence for over three decades, Belknap found its revenue was stagnant, hovering between $7.0 and $7.3 million in annual revenue since the mid-2010s.

“We just weren’t efficient in the field,” explains Andrew Morse, Head of Recurring Services at Belknap. “It took too long to collect and collate data, and our account managers didn’t have the tools to understand job tracking and renewals. That’s when we started looking for a business management solution.”

Making the Switch

After shopping around, Belknap decided to kick off a partnership with Aspire for two primary reasons: 1) the platform’s reporting capabilities and 2) Aspire’s promise to provide a coach, or implementation manager, who would lead them through the deployment.

“Having a dedicated coach for the first four months was key to our success,” says Morse. “That person conducted remote webinars with us two days a week and made two site visits to keep us on track, give us homework, and mostly—make us accountable.”

To start off the partnership, Belknap ran its green/summer division through Aspire which represents about $2.7 million of business.

The Results

No sooner did Belknap complete its implementation of Aspire than the company started to experience positive results.

“The first thing we noticed is how much more efficient we are,” states Morse. Because the company uses Aspire to manage every step of a job—contract generation, signing, pricing, tickets, invoicing—their processes became quick and consistent for every client. This allowed Belknap to identify and remove redundancies while also improving accuracy in billing.

One year in, Belknap has shortened its billing cycle from 2–4 weeks to a single week.

Additionally, Aspire has empowered Belknap to make better-informed decisions about clients by viewing live data to gain a real-time understanding of the company’s profitability. “Our first round of renewals after implementing Aspire was eye-opening because we were able to use data to understand exactly where we were losing money. That allowed us to have informed conversations with our clients and either adjust the contract or move on. Before, we didn’t have much faith in our data. With Aspire, the insights are real.”

The Aspire Community

Beyond the efficiencies and profitability that Aspire helped uncover, Belknap was also pleased to discover the benefits of being part of the Aspire community. By attending Aspire’s conferences and webinars, Morse says he has tapped into so much more than just the software’s capabilities.

“There is a caliber of people at the Aspire conferences that is truly top-notch. Aspire has allowed us to expand our network, learn from industry experts, and improve the way we run our business.”

What's Next

At first, Belknap ran only its green season business through Aspire. The company was so pleased with the experience that it decided to run $1 million of the snow division through Aspire as well. Throughout 2020, Belknap plans to transition all other departments to the app so that by January 2021, they will be fully Aspire-supported.

Already, Aspire has helped Belknap break past the $7.3 million mark where the company had hovered for years.

“Now, we’re focused on the 7-to-9 vision,” says Morse, referring to the fact that Belknap wants to break $9 million in revenue within the next three years. Additionally, Belknap wants to increase net profitability from the current rate of 5% to 10% in the next five years.

With Aspire, those goals seem entirely achievable.

“In the past, we had to guess our loading and travel times and account for those in our quotes. Now, Aspire uses GPS technology to track our crew’s location. The crew checks in and out throughout the day and Aspire tracks that information for every account. This allows us to produce quotes with precise travel times, which helps increase profitability.”


– Andrew Morse, Head of Recurring Services, Belknap Landscape

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