At PJC Organic, we love celebrating customers who are champions of organic lawn  care. As we close out the season, we’re featuring Sprigs & Twigs, an award-winning company that has been a valued PJC partner for nearly 16 years.

Servicing southeastern Connecticut and southern Rhode Island, Sprigs & Twigs, Inc. is a leader in creating and caring for beautiful outdoor living spaces. They’re known for their commitment to environmental stewardship and sustainable land care practices. With more accredited organic land care professionals than any other company in their region — and a staff with strong horticultural backgrounds — they set the bar high for quality and ethics in the industry.

Pam sat down with Bill, Linda, and Robin from Sprigs & Twigs to talk about how they got started, their transition to organics, and what they’ve learned along the way.

Getting Started  

PJC:  How did Sprigs & Twigs begin?

BILL: We started in 1997. It was Linda’s backyard passion, and we thought we could make a business out of it. We didn’t have any employees, just a pickup truck, a rake, a shovel, and a yard of mulch.

At first, we thought we’d be doing interior plant care, but that only lasted one job. I was working at the Pentagon for the Missile Defense Agency and commuting to D.C. — not a great lifestyle. So, in 2005, I retired, and we decided to focus on Sprigs & Twigs full time.

We began with residential landscape design and maintenance, then expanded into a tree division in 2008. By 2010, we started our Organic Lanw Care Program. No pesticides or chemicals. Since then, organic lawn care has become a big part of what we do.

From Dentistry to Design  

LINDA: Before Springs & Twigs, I was a dental technician, and before that, I was in the Navy. Bill was really the motivation to start the company. When we were dating, he noticed the landscaping around my house and said, “You could make a business out of this.”

The Shift to Organics  

What inspired your move into organic lawn care?

LINDA: I graduated from Connecticut College, where my professors emphasized protecting the environment. I couldn’t bring myself to use harmful products. We used Roundup early on, but I stopped quickly; I didn’t want it near me, our employees, or the soil.

BILL: I’ll admit, I was a hard sell on organics at first. As an engineer, I didn’t want this to be marketing hype. I wanted to be sure it worked. Then I attended the NOFA Organic Land Care course. As a scientist, it became clear that organics are backed by solid science. It’s the right (and only) way to go.

Changing Attitudes Toward Organics  

How have you seen the organic lawn care industry evolve over the years?

LINDA: Fifteen years ago, people looked at me like I was speaking a foreign language. There was so much education involved. Now, people come to us because we’re organic.

ROBIN: That’s right. We have customers at all levels. Some customers just know they don’t want chemicals, and others are scientists who know exactly what they do and don’t want that on their lawns. I interview most of our customers to make sure they’re good candidates for organics — patient, informed, and doing it for the right reasons like their health, pets, or kids.

Services & Numbers

What services do you offer?

Landscape Design, Landscape Installation, Landscape Maintenance, Stonework, Carpentry, Decks & Additions, Rainwater Management, Snow Removal, Firewood Delivery, Stump Grinding, Organic Lawn Care, Lawn Mowing & Trimming, Leaf Clean-Up, Tree Pruning & Removal.

It’s been steady growth. We have around $3 million in sales.

•  Organic Program: 8-10% of total revenue, serving 101 customers.
•  Employees: 20–22, with hardscape, and carpentry subcontracted.

Lessons Learned Along the Way  

What organic trends have you followed or steered clear of?

LINDA: When I met you at the 2010 New England Grows show, I kept running between classes on compost tea, corn gluten, and organic lawns — and back to your booth with questions. I realized compost tea was a pain in the neck and a lot of hard work. Corn gluten had to be put down at a very specific time, and you couldn’t guarantee it. We learned quickly that some of those trends were more trouble than they were worth.

BILL: Exactly. Compost tea and nematodes were too unpredictable for our business model. The hypes and fads were too much trouble and too much risk with very little gain. From a business standpoint, we opted not to go there.

Managing Weeds and Expectations  

How do you address weeds and pests?

LINDA: Once we adjust soil chemistry and thicken the turf, lawns start turning around. I explain the process in detail so customers understand what we’re doing and why. We are focusing on the health of the soil, and the byproduct is a healthy lawn.

BILL: A lot comes down to setting realistic expectations. You can’t fix poor site conditions organically without addressing the root cause. I tell customers that patience is key. There is a group of customers who want organic, but don’t have the patience. They tend to go to the wayside in a year or two. This isn’t a one-and-done program.

LINDA: Grubs prefer dry, sandy soils. The key is to build healthy, organic matter — rich soil through compost and leaf mulching. If it’s a severe infestation, we’ll outsource treatment.

Organic Lawn Care Program  

What do you offer for your organic lawn care package?

Sprigs & Twigs offers a full organic lawn care program that includes:

• Annual soil testing
• Three fertilizer applications
• Three kelp applications
• Aeration and over seeding in September
• Optional lime, Charge, and Boost depending on soil needs

Challenges and Opportunities  

What difficulties do you face in business?

BILL: Writing 101 personalized soil test letters each year is time-consuming!

LINDA: The biggest challenge is customer patience. When lawns struggle in summer heat, I remind people: “Wait ’til fall.”

BILL: But those pain points can turn into positives too. When you visit a customer and explain what’s happening, they often appreciate it and even add services.

Staying True to Organics  

Do you have much competition in your area?

BILL: There are companies who claim to do what we do. Although, they are misrepresenting organic and still use chemical fertilizers or spot treatments.

LINDA: We often get calls from people who were misled and realize too late that their “organic” program wasn’t organic at all. They start looking at their contract with the company and notice chemicals listed that are not organic; it’s not what they signed up for. In one instance, a company marketed their services as “organic aerating,” and the rest was all chemicals in their contract. I’ve seen lawns with thatch buildup (a clear sign of too much nitrogen).

Transparency is everything. That’s why people trust us.

Success Stories and Customer Loyalty  

Do you have any success stories?

BILL: Every year, we send surveys and get great feedback. A lot of people write back raving about their lawns and how great they look. There are a lot of happy people.

Having knowledgeable applicators is essential too; our customers notice the difference. I’ve had more than one customer comment that their previous service provider would have no idea why they were applying the products. So, having a well-trained applicator is crucial so they have a fundamental understanding and can communicate with the customer.

ROBIN: We even have a dozen clients who’ve been with us all 16 years. That says a lot.

Advice for New Organic Professionals  

What advice would you give somebody who wanted to start an organic lawn care business?

LINDA: Educate yourself and talk with PJC. Always be transparent. If you don’t know something, admit it and find the answer.

ROBIN: We even had to educate our insurance agent on how safe our products are! There’s zero risk to employees.

BILL: Believe in the science. If something’s not working, there’s a reason…figure it out. And don’t be afraid to say no to the wrong customer. The best relationships are built on honesty and mutual trust.  Fred at PJC is a great resource and always ready to help.

Final Thoughts  

Anything else you want to share?

You’ve been wonderful to work with. You track our products, support us, and help us grow.   We thank you so much for being there, because we wouldn’t be where we are today without you guys. We are your disciples and forever grateful for you.

Learn more about Sprigs & Twigs online! sprigsandtwigs.net | @sprigsandtwigsct   | Facebook