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He doesn't just try to sell
them a fi re pit or fi replace,
though; he presents an entire
outdoor living experience –
from sitting areas to pergolas.
And with 90 percent of his fi re
features coming from new con-
struction, he's able to work with
a blank canvas.
But if a client isn't ready to
add a fi re feature to the project
yet, work with them in phases,
creating an entire outdoor living
space during a span of time,
suggests Ingrassia, who also
features projects on his site
( outdoorlivingfx.com). In addition
to selling fi re features to the cli-
ent, it's also important to educate
them on the process so they will
know what to expect.
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For landscapers wanting to expand their services to include fi re
features or those who want to improve their techniques, Jeff
Blunkosky, owner of Pittsburgh Stone & Waterscapes, offers his tips.
s &IND RESOURCES "Talk to a distributor before taking on a job
you've never done in the past," Blunkosky says. He also recom-
mends fi nding other landscape contractors outside of the area
who are willing to discuss their techniques. Some manufacturers
will help connect landscapers.
s 7ATCH AND LEARN Hardscape manufacturers, like Unilock, Cam-
bridge Pavers, Belgard Hardscapes, Pine Hall Brick and Keystone
Retaining Wall Systems, provide training sessions where landscap-
ers can learn and watch techniques fi rst hand. "Most contractors
are mechanical people," Blunkosky says. "So once they see and
hear it described, it makes sense."
s 0RACTICE Once learning the concept, landscapers should practice
before installing a fi re feature for a client. "Don't go out there on a
whim," he says. "That's a good way to get burned on the fi rst job."
Instead, they can construct one on their property or at their busi-
ness. Instead of starting with a custom-built feature, several compa-
nies, such as Stone Age Manufacturing, offer kits.
3 TIPS FOR STARTING OUT
