Kevin Foster

Tell us the basics: Who are you, what’s your company’s name, and how long have you been at this company?

I’m Kevin Foster, sales director for RSG Landscaping Lawn Care, Inc. I have been in this role with RSG for over a year. I am responsible for all sales activities, value adds, and relationship management within the footprint of RSG (offices in Concord, Roanoke, and Charleston WV). I manage quality and consistency of our products and corresponding service delivery. The market areas I represent are researched and analyzed to ensure RSG is proven to be a quality, competitive service provider along with soliciting our professional line of services for work to bid offers with our competitive pricing.

Describe your business — what do you do?

RSG Landscaping Lawn Care is a full service, commercial landscaping firm with a presence throughout the Mid-Atlantic with headquarters in Concord, VA. We specialize in grounds maintenance, landscaping, hardscaping and design/build projects for multiple segments of business, including municipalities, school systems, private schools, health care, higher education, professional centers, office suites, retail centers, hospitality, apartment communities, HOAs and commercial properties.

RSG Landscaping Lawn Care, Inc is a Small Business Certified, Class A contractor that offers services including: hydro-seeding, erosion control, bio-retention filters, Filtrexx Soxx installations, playground certifications and audits, green roofs, landscape installation, pavers, retaining walls, water feature installation, irrigation installation, grounds maintenance, wetland restoration/installation, snow removal, landscape maintenance for small and large facilities, and athletic field construction and maintenance. 

How did you get into this business? 

I’ve been a sales professional with a proven track record of exceeding company revenue metrics, new business development, incremental growth from existing account relationships – from both an individual and team management perspective. My goals were to elevate my skills and abilities through broader-based management responsibilities and results and RSG Landscaping Lawn Care, Inc brought that in my role. Their culture of urgency and efficiency directly correlated with what I wanted in a new role.

What’s the market like for your business?

The market for large commercial landscaping is extremely competitive. By keying on our differentiators, we are able to bridge that economic gap and focus on collaborating and developing a plan of action with the customer that exceeds their expectations.

What’s a lesson you’ve learned during the recession? 

Through this recession, it’s always important to realize your customers don’t need you – you need them. In times of economic distress, that is the time to ensure you have solid partnerships with your clients. If you aren’t offering value and “fit” with their needs, then you’re just a simple commodity.

Is there a secret to your personal success? Perhaps a piece of advice you’ve always remembered?

Don’t be afraid to fail. If you failed, you tried. The true failure is not trying.

Don’t be afraid to tell people/businesses “No”. If you can’t do it, be honest. Sometimes business find more value in your honesty with you can really provide and not waste their time. It may sting to lose an opportunity, but in the long run, your honesty will pay off in the future with that prospect.

Truly find out who your customers are. Not just business “talk”, but find out who they are as people!

What’s coming up in the next year for you and your company? What about in the next five years? 

The next year holds a tremendous amount of potential for RSG. We have had a fast start since January, with no signs of slowing. We have initiated some new incentive programs for our teams while out in the field, revitalized our organizational culture, and set fiscal goals for 2013 which we are on pace to exceed, along with 3 and 5 year goals.

In the next 5 years, it is our goal to have expanded our relationships with our current customers throughout the mid-Atlantic region to the point where strategic placement of new offices are a necessity to keep up with their growing needs.

What’s the part of your job you dread the most? 

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What’s the part of your job that excites you the most, the thing that makes you want to hurry to work? 

The first is working alongside a group of professionals who are the top of their respective areas. Whether it be maintenance, irrigation, landscaping, or athletic fields, I know we have the answers, ideas, and solutions to help our clients solve an issue, or bring a plan to life.

The second is the dynamic environment: any given day can bring a different schedule than you had planned. We are known for being nimble and that keeps us on our toes.

The third is pride. I am proud to work for a leader in this industry and know that when I am meeting with a customer for the first or 100th time, that they will get the best solutions, ideas, and results they could ask for.

If you weren’t in this career, what would you do for a living?

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