25 Years Of LSP | By Pro Landscaper

Landscapeplus celebrates a quarter-century of bridging the gap between contractors and market availability. 

What began in 2000 as a vision shared by two brothers - to bridge the gap between the market and its perception - has grown into 25 years of innovation, growth and continued expansion to support the landscape and horticulture industry. 

Planting Roots

Growing up in a family passionate about gardens and deeply rooted in the horticultural industry, it was inevitable that the "apple wouldn't fall far from the tree" jokes both Richard and Simon Sales, brothers and co-founders of Landscapeplus. 

Throughout the 90s, the two brothers worked together installing irrigation systems across Central London. "At that time, there was very little knowledge, and certainly no support in the world of irrigation and we spent many years learning from our mistakes." They note that it wad their family's influence and background that led them to approach irrigation, and later lighting, from a horticultural stance - "focusing on what was right for the plants, what was needed by the client, and what was aesthetically right for the garden." The limited availability of high-quality products in the UK led the two to start importing overseas, directly from Australian-based Antelco. "it wasn't long before fellow landscapers caught wind and wanted to buy from us." The expansion into lighting -"in an effort to fill a gap in the market" - and an uptake in landscape contractors expressing interest in their products, services and later advice and support, led to the founding of Landscapeplus in 2000. "Having experienced the day-to-day challenges of being a contractor and the lack of support that was available to them, we knew that through Landscapeplus, we could add value and help them build their gardens."

The company was founded as a means to streamline lighting and irrigation installation for contractors, "and to be that point of contact" they felt the industry was missing. "Having been in their shoes, we appreciate the many challenges and issues that contractors faced on-site and wanted to do whatever we could to help. We did this by selecting the right products for gardens, by protecting the contractor's margin and by sharing knowledge, which will forever be at the heart of Landscapeplus." 

It was their shared experience working on the ground that fuelled the decision to make Landscapeplus a trade only company, a decision they say was made before the company was even founded. 

The Journey so Far 

Now, a quarter of a century later, the two are continually impressed (but not surprised) that the values they instilled at the root are alive and present in the day-to-day life at Landscapeplus. "How we share knowledge within the industry has come on in leaps and bounds, and we’re not quite sure how the team manages it but the product knowledge and understanding within the office is incredible.”

Knowledge which they say allows the to give professionals "not only the best advice but, more importantly, ensures they get exactly what they need." 

When thinking back to the company's biggest strategic decisions that had the most impact on its growth, it comes back to the moment they made the shift from installers to suppliers; "we worked hard to tell, and show, everyone that fitting irrigation and lighting wasn't a dark art. 

When starting out, they recall people would often shy away from installing the systems - "which just seemed alien to us". Starting out with a focused product range is what allowed the two to hit the ground running as they say, and quickly gain the trust and confidence of professionals they worked with. 

But as both Sales brothers share, it "wasn't all plain sailing" as they recall a particularly smelly situation that firmly cemented their trajectory. “At one point, we miscalculated an order from France and ended up with a truck load of leaky pipe that filled every room to the ceiling – including the cellar and kitchen – in our shop in Chiswick, and worse still, it absolutely stank! We didn’t know then what we were in for, but we had to get rid of the pipe somehow, so there was no going back at that point!” “At one point, we miscalculated an order from France and ended up with a truck load of leaky pipe that filled every room to the ceiling – including the cellar and kitchen – in our shop in Chiswick, and worse still, it absolutely stank! We didn’t know then what we were in for, but we had to get rid of the pipe somehow, so there was no going back at that point!”

Aside from the ‘obvious’ challenges that come with starting a business – like cash flow and importing complications – the biggest obstacle the two had to overcome was figuring out how to run and grow the business with the resources available to them at the time. “I [Simon] often joke that, once Richard knew I was always right, things went according to plan, but in truth, it has been fantastic being in business as brothers for over 30 years. There’s a level of understanding and trust that has enabled us to tough out the hard times, enjoy the good times, and always keep focused on the principles and culture of what we were trying to achieve.”

Collaborative Growth

At FutureScape 2023, Landscapeplus revealed its first rebrand in two decades – a process the company spent three years working towards to enhance its culture, vision, and branding. “A team of us spent time evaluating the company internally, and a branding specialist carried out impartial surveys of our customers to establish what we were doing well but, more importantly, where we could improve. This process was hugely beneficial, as it allowed us to create a clear identity of who we are and where we want to be.” Then earlier this year, Landscapeplus became the sole UK distributor of in-lite, a Dutch company that designs, manufactures, and sells premium low-voltage outdoor lighting systems. Through this collaboration, in-lite's range is available through Landscapeplus’ website. “in-lite are a global brand, and by them trusting Landscapeplus to grow their business in the UK shows the ambitions of both companies are aligned.” As well as distributing the products, Landscapeplus has also announced that the IN-LITE ACADEMY will be making its way overseas to the UK. Taking place throughout the remainder of the year across the country, professionals will have the opportunity to gain first-hand experience with the in-lite system, as well as a variety of fittings and concepts. 

Building Towards a Brighter Future

Now with 25 years of experience under their belts, the brothers acknowledge that the team they have in place right now is the best one to date, “and seeing them thrive and grow, both professionally and personally, is incredible”, says the pair. “The family-feel within the office is both exactly what we would have wished for yet never dreamed of when we started the company.” The Sales brothers acknowledge that technology has advanced exponentially in those 25 years, and while they and the company have made ‘huge’ changes along the way to stay up to date with these movements, they admit there are certainly measures that can be taken to further streamline areas of the business. “Not only will this help us improve our customer experience and service, but it will also increase efficiency, allowing us to protect margins for professionals. One thing you can be sure of is that we will continue to be ambitious.” Looking ahead, they share that the focus remains on continuing to instil the core values in which the company was founded on. “We founded Landscapeplus to help the industry and those within it, so [the anniversary is] a celebration for our customers as much as it is for us.” Signing off, they tease that they have big plans for this year’s FutureScape, which takes place on the 7 – 8 October at the London Excel.