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LMN
Landscaping Business Management Software
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Employee Training & Development Software
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Landscaping
Customer: Ray of Sunshine Hardscaping
Location: Windsor, Ontario
Service Focus: Custom hardscape design-build
Team Size: 2 crews
As CEO, Jennifer Abro runs the business side of Ray of Sunshine Hardscaping — marketing, operations, estimates, and everything in between. She and her husband spent three and a half years building the company into a design-build operation in Florida. When it was time to come home to Windsor, Ontario, they relaunched under the same name. Jennifer had one condition: get systems set up before taking their first job.
“My husband was like, we’re just starting — do we really need a program like this right now?” she recalls. “I want to make sure we are setting ourselves up for growth. We need our SOPs in place. We need the right programs in place from day one. And I said, this is exactly why I want to bring it on at the very beginning.”
In Florida, Ray of Sunshine ran on QuickBooks and spreadsheets Jennifer had her operating expenses mapped in Excel but they were not tied to her estimating process. If Jennifer wanted to incorporate costs into estimating, it was very manual and time consuming.
“Everything was just kind of all over the place,” she says. “I had the numbers. I just had to piece them together, and that took forever.”
Smaller estimates took a day. Bigger ones took a week. Meanwhile, their customers were waiting to get callbacks or estimates that opened the door to competitors to get proposals delivered. Jennifer saw it as a poor customer experience and an opportunity to improve. “That told us speed and professionalism were going to be a differentiator.”
The Abros first met Granum at a Hardscaper Showcase. Jennifer was also evaluating a competitor, and she put LMN’s salesperson, Jonathan, on the spot: You know your competition. Tell me honestly why I should choose you over them.
“He didn’t bash anyone. He praised them in certain areas,” she said. “To me, that said that Granum is a company that truly wants to help people in this industry. And then what he kept coming back to was the customer experience LMN has. Once I actually got in and started using it, Jonathan was not wrong. The onboarding & support was phenomenal.
Jennifer went through onboarding the way she does everything: methodically, watching every video, asking a lot of questions on her 1:1 training, making sure her QuickBooks sync and cost codes were set up correctly so LMN worked with her existing systems. Her onboarding specialist, Luke, handled every question and followed up by phone and email when something needed fixing.
“I’ve never had a company that works with you like that,” she says. “Granum made me feel like they truly want to make sure you are set up for success.”Jennifer Abro, CEO of Ray of Sunshine Hardscaping
“I’ve never had a company that works with you like that,” she says. “Granum made me feel like they truly want to make sure you are set up for success.”
Estimates that used to take days now take around 30 minutes. Jennifer pulls up a estimate template, plugs in the project scope, and sends a branded proposal the same day, with overhead recovery, labor, and materials already baked in.
For their more complex custom work like hexagon pattern driveways, multi-material patios, and lighting, estimates take a little longer. That comes with the territory.
“We’re custom hardscaping,” Jennifer explains. “Sometimes I have to source a specific paver or figure out square footage for a pattern. That’s going to take time no matter what. But even those jobs are dramatically faster than before.” Jennifer said confidence in her business is higher than ever.
The speed is winning them work.
“The perception customers are getting is that this is a legitimate, professional operation. A serious company that is very detailed in their work.”
Windsor is a price-sensitive market. Jennifer uses LMN’s budget-based estimating tool to run a margin check on every job before a proposal goes out. Equipment costs, overhead, materials — it all goes in, and LMN tells her whether the job is worth taking on given the price a customer expects.
When they do, she sends the proposal. When they don’t, she has the clarity to say no to a job opportunity or look for a creative solution. A customer recently asked for a porcelain tile patio. The estimate came back over budget. Jennifer used the numbers to show them what pavers would cost instead, and they sold the job.
“LMN makes sure we know, before we ever hand over a proposal, whether we can deliver it profitably. We’re not going to take on a customer we’re going to lose money on.”Jennifer Abro, CEO of Ray of Sunshine Hardscaping
“LMN makes sure we know, before we ever hand over a proposal, whether we can deliver it profitably. We’re not going to take on a customer we’re going to lose money on.”
Ray of Sunshine Hardscaping is a few months into its Canadian chapter, with two crews and a market full of concrete driveways that have never seen what custom hardscaping can be. Jennifer is clear on what it takes to grow here.
“I see LMN helping us win more jobs and know exactly what we’re making on each one,” she says. “Understanding what the business is truly costing us, what we need to charge, where we’re spending time — those are the things that are going to determine how we grow.”
For anyone still on the fence, she keeps it simple.
“If you want your business to grow and you want a true understanding of the financial health of your business, you need a program like LMN. Once you jump on, you’re going to say, why didn’t I do this sooner? You’re going to win more jobs. You’re going to go to sleep at night knowing you didn’t miss anything or leave money on the table.”
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