Tony Bass here.
It happened in March 2026…again!
Every time fuel jumps, the chatter starts.
“Tony, diesel’s over $5!” and/or “Gas is pushing $4!”
“What are we gonna do?!”
And I’ll tell you the same thing I’ve told contractors for 25+ years…
Don’t let a small problem make you act like a rookie.
LET’S PUT FUEL IN ITS PLACE
Fuel feels big… because you see it every day. But in a well-run landscape company? Fuel is usually 1.5% to 3% of total revenue
Now even with this spike…
you might see that climb another 1% or 2% max of total revenue.
That’s it.
So before you go rewriting your entire business model…
Take a breath. Run your numbers. Know your facts. Because guessing in business is expensive.
OPTION #1: FUEL SURCHARGES (HANDLE WITH CARE)
Now sure… you can slap a fuel surcharge on invoices.
A lot of folks do. But here’s the deal…
Every extra line item you add to an invoice gives your customer one more reason to say:
“Hmm… maybe I should get another quote.”
And y’all know what happens next…
Some lowballer shows up in a worn-out pickup truck, pricing like the lowballer he is while you’re trying to run a business.
If your company is healthy—and most of my Super Lawn Toolkit members are—
You can absorb this short-term bump without hurting your future
OPTION #2: FIX YOUR BAD ACCOUNTS (THIS IS THE REAL GOLD)
Now here’s where the seasoned pros make their money…Don’t go raising everything or everybody. Nope! NEVER RAISE PRICES ACROSS THE BOARD! It’s a rookie mistake..
Go hunting.
Find the bottom 10% to 20% of your accounts…
The ones with the lowest dollars per man hour…
That’s your leak. That’s your problem. That’s where your profits are hiding. Bring those accounts up to proper pricing…only the bottom 10 to 20%. If you service 200 properties…we’re talking 20 to 40 accounts. That’s it.
And I’ll tell you straight:
You’ll cover the fuel increase—and then some. Many of my clients DOUBLE PROFITS using this process.
In case you’ve missed this in your company. You can learn the step-by-step process that any and every lawn service provider can use regardless if they have good business records or poor business records.
We’ve documented the entire method. We call it the Double Profits Guidebook. You can order online here and get this “bad account” problem fixed in just a few hours..
You can use the guide to train your employees like an account manager or office administrator to help you do the math.
Then you can use the well-written price increase letter to update your customers in the most professional way.
The guide also provides a series of overlooked tips to teach you how to build your bank account as you increase prices.
OPTION #3: ADJUST EQUIPMENT RATES (QUIETLY AND EFFECTIVELY)
Now this right here is clean, simple, and professional. You increase the hourly rates for your equipment like trucks, mowers, skid loaders, blowers and excavation equipment. Do this today on all new work, add-ons, and enhancements:
- Increase gas-powered equipment → +$0.50/hour
- Increase diesel-powered equipment → +$1.00/hour
That’s it. No drama. No explanation needed. Just good, solid business.
Because the truth is…
- Costs go up. Professionals adjust.
- Amateurs complain.
If you operate a landscape, hardscape or tree service business without ongoing recurring revenue…this is the very best way to play the fuel cost increase game. Just raise the hourly rates on your equipment starting with your very next quote.
The problem will be solved as you add new work,
Now…if you don’t have hourly rates for every piece of equipment you own, that’s a sign you might be underpricing work right now. Or…if you tell me that your equipment rates are “built in” to a man-hour rate, you might not have the clarity needed to follow this plan.
The contractors who have attended the Profit Builder Training events know exactly what I’m talking about. When they graduate from the training program, they have an hourly rate for more than 70 unique machines used in lawn services, landscaping services, excavating, tree service and more.
Companies that price equipment right make big-fat-juicy profits!
OPTION #4: WRITE IT INTO YOUR CONTRACTS (SO YOU’RE NOT SCRAMBLING LATER)
For you guys and gals who provide recurring lawn care services. This is where smart contractors separate themselves from the rookie crowd.
Add a clause in each and every agreement you create that says something like:
“If gasoline exceeds $4 per gallon or diesel exceeds $5 per gallon, we reserve the right to implement a fuel surcharge.”
That way…You’re not reacting. You’re prepared.
And preparedness, my friend, is what keeps you from getting pushed around—by markets, by customers, or by the stupid stuff (like overnight fuel price hikes) that Fedzilla causes.
FINAL WORD FROM THE FIELD
Fuel didn’t put you in business. And it won’t put you out—unless you let it.
The real issue ain’t fuel…
It’s underpriced work, weak systems, and guessing instead of knowing.
So don’t worry about pennies at the pump…
- Fix your pricing
- Tighten your numbers
- Lead your business like a pro
Because at the end of the day…
It’s not your customer’s responsibility to build your bank account. That’s your responsibility as a business owner. Don’t forget it!
Tony Bass, founder
P.S.
If you’re not 100% sure how your company is performing… and whether you’re producing real profit or just staying busy…
Take the Wealthy Landscaper Productivity Challenge right now:
www.Superlawntoolkit.com/wlpc
The video, the handout, the data we share is 100% FREE for owners of lawn and landscaping companies.
