Lots of contractors will tell you about a favorite project as a way to explain their abilities. Joe Kramer, however, points to the employees of his tree service company as what sets his business apart.
“Some of the people here are recognized industry-wide as being very good at what they do,” says the owner of Kramer Tree Specialists in West Chicago. “Finding good employees can be a challenge. Many of the people who are now the decision-makers in the company have worked up through the company.”
Started in 1974, Kramer Tree Specialists now has 80 employees — more than half of them working in the field. Kramer and 18 other employees are certified arborists, including the office manager. The company also has an ISA Board Certified Mast Arborist, a trainer and a full-time safety manager.
“We place a great deal of importance on safety and training,” Kramer says. “It’s an ongoing process.”
The Kramer family is active in the company. Joe’s wife, Jan, is vice president, and their two sons are employees — Jeff does sales and Todd oversees employee training.
The company primarily focuses on maintenance services like pruning, plant health care (PHC) and fertilizing for residential, commercial and municipal customers. Tree removals are typically 20 to 25 percent of annual sales, although it’s been on the higher end lately because of the destruction caused by the emerald ash borer.
Another key to Kramer’s success is getting his staff the tools they need. Kramer Tree Specialists has a fleet of about 70 power units. That includes a lineup heavy on Vermeer equipment: five brush chippers, five stump cutters, two mini skid steers, two wood grinders, one trencher and a root cutter attachment.
While its employees are the company’s greatest asset, labor also is its biggest expense. Kramer says the Vermeer equipment helps with productivity and with landing jobs.
“It comes to this: We are able to be more efficient on jobs,” Kramer says. “It allows us to present proposals that may be more competitive, so we can end up getting more jobs.”
One example of this is the Vermeer mini skid steers. Kramer Tree Specialists’ crews use the machines to remove material from jobsites rather than having employees drag and lift branches, limbs and trunks. For a single tree removal, a mini skid steer can save an hour’s work for each member of a four-person crew — four man-hours total. Sometimes, it allows Kramer Tree Specialists to use a three-person crew on a job.
“If the machine can do the work, that’s a more efficient method,” Kramer says.
The company’s use of grinders is another example of equipment adding value. Instead of paying to dispose of the material left after pruning and tree removals, Kramer Tree Specialists turns it into a revenue source by processing it with Vermeer horizontal and tub grinders to produce mulch that the company sells.
“It’s simply doing math to run your business,” Kramer says.
Note that Kramer spoke earlier of submitting “proposals,” not “bids.” That’s because “bids” is a four-letter word to him. Why?
“When a client hears ‘bid’ the only thing they’re thinking about is a dollar sign,” he says. “A person who wants a proposal will measure the dollar sign against the value of Kramer Tree.”
Kramer is confident that equation works out in favor of Kramer Tree Specialists. He also speaks highly about the value of his Vermeer equipment. When shopping for a new piece of equipment, Kramer advises his fellow tree care professionals to remember that the purchase price is only one consideration. They have to live with that machine, and the dealer and manufacturer support and service, for years afterward.
“Vermeer is right there doing everything they can do,” Kramer says. “They are as relationship-oriented as we try to be.”