The best landscape companies earn $1.17 in ancillary work for every dollar of maintenance revenue. The bottom 25% earn 30 cents. A 4x gap.
Close rates don't explain it
Top and bottom are virtually identical — 46% vs. 47%. The gap is proposal volume.
Double the activity, same close rate, 4x the revenue
| Bottom 25% | Top 25% | Gap | |
|---|---|---|---|
| Properties proposed to | 78% | 90% | +12% |
| Proposals per property / year | 6 | 13 | 2.2x |
| Close rate | 47% | 46% | ~same |
| Ancillary revenue per $1 maintenance | $0.30 | $1.17 | 3.9x |
Double the activity, same close rate, 4x the revenue.
High close rates actually signal a problem
The company with the highest close rate in our study — 81% — sits mid-pack on revenue captured. That's order taking, not selling. The most aggressive companies close under 40% but propose enough that wins far outweigh losses.
The fix is simple
More proposals, at more properties, more often. The hard part is seeing where the gaps are.
That's what Capsa does
Capsa connects to your Aspire data and gives leaders a clear view of proposal activity at every maintenance property — coverage by account manager, frequency by property, ancillary capture by service line. When this data drives weekly property review meetings, accountability and execution become automatic. Gaps don't survive a dashboard that shows zero proposals to key properties this quarter.
The companies capturing 4x more ancillary revenue don't have better closers. They have better visibility.
See the gaps your team is missing
Capsa gives landscape company leaders full visibility into proposal activity, coverage gaps, and ancillary capture rates across every property.