What is the revenue per customer for a landscaping company?

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The Dojo Business Team

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What is the typical annual revenue for a landscaping company?

The average landscaping company generates between $203,000 and $384,000 in annual revenue, with most small to mid-sized firms earning between $250,000 and $1 million per year.

Your actual revenue will depend heavily on your geographic market, the mix of services you offer, and whether you focus on residential or commercial clients. Companies that secure commercial contracts typically see higher total revenues because commercial clients spend significantly more per account than residential customers.

Revenue also varies based on your business model—companies with a strong base of recurring maintenance contracts experience more predictable monthly cash flow compared to those relying primarily on one-time project work. Seasonal factors play a role too, with many landscaping companies generating 60-70% of their annual revenue during the spring and summer months.

The size of your service area and the number of crews you can deploy directly impacts your revenue ceiling, as does your ability to retain customers year over year.

How many active customers does a landscaping company typically serve each year?

A typical landscaping company serves a median of 325 active customers within a given year.

This number varies significantly based on your business size and service model. Smaller operations run by a single crew might serve 50-100 customers annually, while larger companies with multiple crews can handle 500-1,000 or more active accounts.

The type of services you provide affects your customer count as well—companies focused on weekly lawn maintenance typically serve more customers than those specializing in large-scale installation projects. Commercial-focused landscaping companies often have fewer total customers but higher revenue per account.

Your customer count also depends on your retention rate and how aggressively you pursue new business. Companies with strong customer retention can maintain stable customer bases while growing revenue through upselling, while those with lower retention must continuously acquire new clients to replace lost accounts.

What is the breakdown between residential and commercial customers in a landscaping company's client base?

The typical landscaping company client base consists of approximately 60% residential customers and 40% commercial customers, though this split varies considerably based on your market positioning and business strategy.

Residential-focused landscaping companies may have client bases that are 80-90% homeowners, while companies that actively pursue commercial work can flip this ratio to 60-70% commercial accounts. The split you choose fundamentally shapes your business model, pricing strategy, and operational requirements.

Commercial clients typically include property management companies, homeowner associations, office parks, retail centers, and municipal contracts. These accounts often require higher insurance coverage, more sophisticated equipment, and stricter service level agreements compared to residential work.

Many landscaping companies intentionally maintain a mixed client base to balance the higher revenue per customer from commercial accounts with the easier acquisition and relationship management of residential customers. This diversification also helps smooth out cash flow throughout the year.

You'll find detailed market insights in our landscaping company business plan, updated every quarter.

What does the average residential customer spend per year on landscaping services?

Residential customers spend an average of $600-$650 annually on landscaping services.

This annual spend typically breaks down into regular maintenance services such as weekly or bi-weekly mowing, seasonal cleanups in spring and fall, fertilization treatments, and occasional enhancement projects. The actual amount varies based on property size, service frequency, and the specific services each homeowner requests.

Customers who sign up for comprehensive maintenance packages with weekly mowing during the growing season tend to spend toward the higher end of this range or above it, potentially reaching $1,000-$1,200 per year. Meanwhile, customers who only use your services for occasional projects or seasonal work may spend $300-$500 annually.

Geographic location significantly impacts spending—homeowners in affluent suburban areas or regions with longer growing seasons typically spend more on landscaping than those in rural areas or climates with shorter seasons. The key to maximizing residential customer value is converting one-time project clients into recurring maintenance contract customers.

What does the average commercial customer spend per year on landscaping services?

Commercial customers spend an average of $9,000 annually on landscaping services, though this figure varies dramatically based on property size and service requirements.

Small commercial properties such as small office buildings or retail shops may spend $2,000-$3,000 per year for basic maintenance, while large properties like corporate campuses, shopping centers, or multi-family housing complexes can easily spend $20,000-$50,000 or more annually. The wide range reflects the diversity of commercial property types and their specific landscaping needs.

Commercial contracts typically include more frequent service visits than residential accounts—often weekly or twice-weekly during peak season—plus additional services like irrigation management, seasonal color installations, snow removal, and specialized treatments. These accounts also tend to have more formal service agreements with detailed specifications and performance standards.

The higher spending by commercial customers makes them highly valuable to your landscaping business, but they also require more sophisticated operations, reliable service delivery, and often involve longer sales cycles to secure the initial contract.

How many services does the average customer purchase from a landscaping company each year?

The average landscaping customer purchases 4-6 different services annually.

This typically includes a core maintenance service (such as regular mowing or general upkeep) combined with seasonal services like spring cleanup, fall leaf removal, mulching, and fertilization treatments. Customers on recurring maintenance contracts tend to purchase more services throughout the year compared to those who only call for occasional project work.

The number of services per customer is a critical metric for your business profitability because customers who purchase multiple services generate higher lifetime value and are more likely to remain loyal. Successful landscaping companies actively promote service bundling and seasonal add-ons to increase the average number of services per customer.

Commercial customers typically purchase more services than residential clients because their contracts often include comprehensive property management covering mowing, edging, pruning, irrigation, seasonal color, and sometimes snow removal or holiday decoration services.

This is one of the strategies explained in our landscaping company business plan.

What percentage of landscaping customers purchase recurring maintenance contracts versus one-time projects?

What is the average contract value for recurring landscaping maintenance services?

Recurring maintenance contracts for commercial landscaping companies average $2,000-$5,000 per year, while residential maintenance contracts typically range from $600-$1,200 annually.

Commercial maintenance contracts are billed monthly and include weekly or twice-weekly service visits during the growing season, along with seasonal services and often irrigation management. A typical commercial contract might be structured as $300-$800 per month during peak season (April-October) and reduced or suspended rates during winter months.

Residential maintenance contracts usually follow a similar monthly billing structure but at lower price points, typically $50-$150 per month depending on property size and service frequency. These contracts commonly include weekly mowing, edging, and blowing during the growing season, with spring and fall cleanups often billed separately or included as part of the annual contract value.

The key advantage of recurring contracts is predictable cash flow and higher customer retention rates compared to one-time project work. Customers on maintenance contracts are also more likely to purchase additional services throughout the year.

What is the average project value for one-time landscaping projects?

One-time residential landscaping projects average $1,000-$5,000 per project, while commercial projects can be significantly higher depending on scope and complexity.

Common residential projects include landscape installations, hardscaping (patios, walkways, retaining walls), outdoor living spaces, irrigation system installations, and major renovation work. Smaller projects like seasonal cleanups, mulching, or tree removal might range from $300-$800, while larger installation projects can easily exceed $10,000-$25,000.

Commercial one-time projects typically involve larger-scale work such as complete property renovations, new construction landscaping, parking lot landscape installations, or major hardscape features. These projects often range from $5,000 to $50,000 or more, depending on the property size and project specifications.

Project-based work generally carries higher profit margins than maintenance services but requires more intensive sales efforts, detailed proposals, and project management. Many landscaping companies use project work as an entry point to establish relationships with customers before converting them to recurring maintenance contracts.

What is the customer retention rate for landscaping companies year over year?

Landscaping companies achieve customer retention rates of 80-92% year over year for recurring contract clients, with commercial customers showing higher retention than residential customers.

Commercial contract retention rates often reach 85-95% because these customers have signed formal agreements and face higher switching costs due to the complexity of their property management needs. Commercial customers also tend to prioritize consistency and reliability, making them less likely to change providers unless service quality issues arise.

Residential customer retention typically ranges from 75-85%, with maintenance contract customers showing higher retention than project-only customers. Residential customers may switch providers due to pricing competition, service quality concerns, or simply because they decide to handle lawn care themselves.

High retention rates are critical to landscaping business profitability because acquiring new customers costs significantly more than retaining existing ones. Companies with retention rates above 85% can focus their marketing efforts on growth rather than constantly replacing lost customers.

We cover this exact topic in the landscaping company business plan.

What percentage of landscaping revenue comes from upselling or cross-selling additional services?

Upselling and cross-selling account for approximately 10-20% of annual revenue for landscaping companies, with successful strategies potentially boosting project close rates by up to 50%.

Common upsell opportunities include offering aeration and overseeding to lawn maintenance customers, suggesting mulch refreshes during spring cleanups, proposing irrigation system installations to customers experiencing drought stress, and cross-selling hardscaping projects to long-term maintenance clients. The key is identifying natural service combinations that add value for the customer while increasing your revenue per account.

Landscaping companies that systematically train their crews to spot upsell opportunities and implement regular customer outreach for seasonal services see significantly higher upsell revenue percentages. For example, proactively contacting maintenance customers in early spring about fertilization programs or fall cleanup services can convert 40-60% of your existing customer base to purchase these add-on services.

The profitability of upselling is substantially higher than new customer acquisition because you've already established trust and overcome the initial sales barrier. Customers who purchase multiple services from you also demonstrate higher loyalty and retention rates.

What is the typical customer acquisition cost for a landscaping company compared to first-year revenue?

Customer acquisition costs for landscaping companies typically equal 30-35% of the new customer's first-year contract value, meaning a residential customer generating $600 in first-year revenue would cost approximately $90-$210 to acquire.

It's a key part of what we outline in the landscaping company business plan.

Conclusion

This article is for informational purposes only and should not be considered financial advice. Readers are encouraged to consult with a qualified professional before making any investment decisions. We accept no liability for any actions taken based on the information provided.

Sources

1. SharpSheets - How Profitable is a Landscaping Business
2. Dojo Business - Average Profit Margin for Landscaping Business
3. Dojo Business - Landscaping Company Customer Segments
4. Landscape Professionals - Landscape Industry Statistics
5. Amra & Elma - Landscaping Marketing Statistics
6. Sunco Lawns - Average Cost of Commercial Landscaping Maintenance
7. LawnStarter - Lawn Care and Landscaping Industry Statistics
8. Mulch Mule - Customer Management in Landscaping
9. Focus Digital - Average Customer Acquisition Cost for Lawn Care
10. LawnSite Forum - Cost Per New Customer