In the competitive landscape of the tree care industry, businesses are continually looking for ways to improve their bottom line while providing top-notch services to clients. One often-overlooked opportunity lies in root-collar excavation (RCE or RCX). This specialized service not only enhances tree health, but can significantly boost your profitability. In this article, we will explore what root-collar excavation is, its benefits and how incorporating this service into your offerings can enhance your business.

Root-collar excavation can reveal hidden problems, such as girdling roots. All photos courtesy of the author.

What is RCE?
Root-collar excavation involves the careful removal of soil and organic matter from the root collar, the area where the trunk meets the root system. This process can reveal hidden problems, such as decay, girdling roots or buried flare roots, which can negatively impact tree health and stability.

Sometimes, tree care professionals overlook this area during inspections and maintenance, which makes it a great way to separate yourself from everyone else. Furthermore, as our understanding of trees evolves, the importance of addressing root-collar issues has become clear. By adding RCE to your service offerings, you can provide a more comprehensive approach to tree care and, many times, exactly what the tree so desperately needs.

As you introduce RCE, take the time to educate your clients about its benefits, such as giving the trunk space and the roots room to breathe.

Importance of root-collar health
The root collar is crucial to any tree. When this area is buried or compromised, the tree may become unstable and susceptible to failure. By performing root-collar excavation, you can help clients maintain the stability of their trees, which is particularly important for larger specimens or those situated near structures.

Buried root collars can lead to poor oxygen exchange, increased moisture retention and susceptibility to diseases. When trees are planted too deeply, the roots can suffocate, leading to decline. RCE allows for the exposure of the root collar, promoting better health and longevity.

We must address mulch volcanos. What a horrible practice that is continually occurring in our industry! By adding RCE service to your portfolio, you are not only educating the consumer, but also doing the best thing for the tree.

Conducting root-collar excavations allows for early detection of potential issues, such as girdling roots or decay. Addressing these problems promptly can save trees that might otherwise need to be removed. This proactive approach not only benefits the tree, but also demonstrates your commitment to client satisfaction.

Sometimes, RCE must be an exploratory process, unless you have x-ray vision, of course. Setting proper expectations is crucial to your success when you decide to add this service. There are so many great resources and articles now, including the “ISA Root Management Best Management Practices 2.0” and TCI Magazine’s numerous articles over the years, including my “Let’s Build Strong Foundations (We and the Trees) by Removing the Dirt on Top,” TCI Magazine, February 2023.

When clients see the benefits of improved tree health and stability, they are more likely to return for additional services and refer your business to others. Offering RCE can set you apart from competitors and position your company as a leader in tree care. And let’s face it, a significant portion of our business comes from repeat clients and referrals.

Before introducing root-collar excavation services, ensure that your team is adequately trained.

Business case for adding RCE services
Adding root-collar excavation to your services expands your portfolio and allows you to meet a wider range of client needs. Whether they are concerned about tree health, stability or aesthetic value, you can offer tailored solutions that address their specific issues.

RCE services can command higher profit margins compared to traditional tree care services. Clients are often willing to pay a premium for specialized services that enhance their tree’s health and longevity. Additionally, the time and resources required for RCE can more easily be justified given the value provided.

In a crowded market, differentiating your services is crucial. By offering RCE, you not only demonstrate expertise but also provide a unique service that few competitors may offer. This specialization can attract new clients and retain existing ones. When clients see visible improvements in their trees’ health and stability, they are more likely to recommend your services to friends and family. Satisfied clients are also more inclined to return for ongoing maintenance, ensuring a steady stream of revenue for your business.

Offering RCE services also opens doors for educational initiatives. By informing clients about the importance of root-collar health, you can foster a deeper appreciation for tree care. Hosting workshops or creating informational content can position your business as a thought leader in the industry, further driving client engagement.

Implementing RCE services
1. Training and certification
Before introducing root-collar excavation services, ensure that your team is adequately trained. Consider investing in workshops or certifications that focus on the proper techniques and best practices for RCE. This investment will not only improve the quality of your services, but also will boost your team’s confidence in performing this specialized work. Talk to your reps from companies offering the equipment needed for this service. Often, they will help with in-field training.

2. Equipment and tools
Assess your current equipment to determine if you need to invest in specialized tools for RCE. Common tools include hand shovels, trowels and air-excavation tools. Air-
excavation tools are particularly effective for minimally disturbing or damaging the roots while exposing root collars. Having the right tools ensures efficient and effective service delivery.

3. Marketing your new service
Once you’re ready to offer RCE, it’s time to spread the word. Utilize your website, social-media platforms and email newsletters to announce this new service. Share success stories, before-and-after photos and informative content about the benefits of root-collar excavation. Highlight how this service can improve tree health and stability, appealing to homeowners who may not yet understand its importance.

Performing this service during hours when homeowners are present is an amazing opportunity to educate. Kids learn about the basics of trees in school; consider offering a close look at a tree’s roots for Arbor Day or Earth Day!

4. Client education
As you introduce RCE, take the time to educate your clients about its benefits. Offer consultations where you can explain the process, highlight results and discuss how it fits into a broader tree care plan. Providing clear information will help clients make informed decisions and see the value of your services

5. Feedback and adjustments
After implementing RCE, gather feedback from clients and your team. Use this information to refine your processes and improve the service experience. Continuous improvement will help you stay ahead in the industry and enhance client satisfaction.

Conducting root-collar excavations allows for early detection of potential issues, which can lead to greater client satisfaction.

Conclusion
Incorporating root-collar-excavation services into your tree care offerings is a smart move that can significantly improve your bottom line. By understanding the importance of root-
collar health, providing specialized services and educating your clients, you can differentiate your business, increase profitability and ensure the long-term health of the trees you care for.

As the tree care industry evolves, staying ahead of trends and offering comprehensive services is key to thriving in a competitive market. Root-collar excavation not only benefits the trees, but also enhances your reputation and bottom line. Start exploring this opportunity today and watch your business grow alongside the trees you nurture.

Kathy Glassey is a senior consultant with Inspire Green Inc., a Pennsylvania-based company committed to helping tree companies around the country.

This article was based on her presentation on the same subject during TCI EXPO ’23 in St. Louis, Missouri. To see a video recording created for that presentation, click here.