Most nurseries operate on thin plant margins alone—landscaping services can double your annual revenue and lock in recurring customers who trust you for design, installation, and maintenance. Adding these offerings transforms you from a product retailer into a full-service garden destination that captures the entire customer lifecycle. Here's how to price competitively and build a profitable landscaping division.
Why Landscaping Services Matter for Nurseries
Customers who buy a shrub often need help planting it. Customers who visit for a spring refresh want design consultation and installation. By bundling services with your existing inventory, you reduce customer friction, increase average order value, and create reasons for repeat business. A nursery offering landscape design and bed maintenance keeps clients returning quarterly or seasonally, whereas a plant-only model sees them once or twice yearly.
Pricing Structure: Service-by-Service Breakdown
Landscaping pricing typically combines hourly labor, material markup, and flat design fees. Here's what realistic ranges look like for garden centers in most U.S. markets:
- Design consultation: $50–$150 per hour or $250–$500 flat fee for small residential layouts
- Landscape installation: $65–$95 per labor hour (crew of 2–3 people) plus material cost plus 30–40% markup
- Mulch and bed prep: $300–$800 per 100 square feet, depending on soil quality and removal needs
- Hardscape (pavers, edging, gravel): $15–$35 per square foot installed
- Seasonal maintenance: $150–$400 per visit for weeding, deadheading, and minor pruning
- Shrub/tree planting: $75–$200 per plant installed, depending on size and site difficulty
These ranges vary by region (coastal California and Northeast markets run 20–30% higher than Midwest), seasonality, and your existing reputation. A newer nursery should price at the lower end; an established brand with a strong Instagram following can command premium rates.
Calculate Your Actual Costs
Before you quote any job, know your numbers. Track:
- Labor cost per crew hour (wages, payroll taxes, workers' comp, equipment depreciation)
- Material cost per installation (plants from your inventory at cost, soil, mulch, amendments, hardware)
- Travel time and overhead (vehicle fuel, scheduling, admin)
A common mistake is underpricing because you assume internal plant inventory is "free." It isn't—assign it the wholesale cost you'd pay if you bought elsewhere. If a client needs five 3-gallon shrubs, cost it as if you purchased them from your supplier, then add 35–50% for profit and risk.
Package Services to Win Contracts
Bundling simplifies selling and increases perceived value. Consider these packages:
Spring Refresh Package: $1,200–$2,500
- 3-hour design consultation
- 2 days of installation (material and labor)
- 15–20 new perennials or shrubs
Maintenance Plan: $200–$350 per month
- 2–3 visits per season (spring cleanup, summer weeding, fall prep)
- Deadheading and minor pruning
- First-time customers get 10% off plants purchased for the landscape
Full Renovation: $3,500–$8,000+
- Site assessment and design
- Bed prep and grading
- Plant installation
- Hardscape elements (edging, mulch, stepping stones)
Packages make quoting faster and give customers anchor points. A homeowner asking "what does landscaping cost?" doesn't know if they need a $800 mulch refresh or a $6,000 overhaul—your packages guide them into the right conversation.
Win More Leads and Retain Customers
Track past clients and reach out each season: "Your bed will need spring refreshing—book now and get 15% off summer maintenance." Use before-and-after photos on your website and social media; landscaping work is visible proof of what plants can become. Listing your services on platforms like Mercoly helps local customers find you for both products and services, consolidating your nursery's visibility and making it easier to win leads and close sales.
Margin Reality Check
Your landscaping gross margin (revenue minus materials and labor) should target 30–45%, depending on your service mix. Installation-heavy work runs tighter margins (25–35%); design and maintenance services can hit 50%+. Build quarterly reviews into your operations to see which services are actually profitable.
Frequently Asked Questions
Q: Should I charge separately for design if the customer buys plants from my nursery? A: Offer free or discounted design (e.g., $150 instead of $400) if they commit to at least $1,500 in plant purchases through you; this incentivizes them to buy at your markup rather than a big-box competitor.
Q: How do I handle landscaping warranty and customer disputes? A: Provide a 30-day plant establishment guarantee (replacements on dead perennials/shrubs); document the installation date and care instructions so disputes focus on customer maintenance, not your workmanship.
Q: Can I outsource landscaping labor to contractors instead of hiring staff? A: Yes—1099 contractors work if you have sporadic jobs, but regular work makes employees more cost-effective and brand-consistent; most successful nurseries hire 1–2 permanent crew leads and flex crews seasonally.
Start by piloting one service (seasonal maintenance or small installations) to test demand and refine your pricing before expanding your landscape menu.