Growing a Legacy: The Story of Kent Countryside Nursery & Landscaping

Susan Kussin Tompkins shares her 32-year journey & the legacy business she and the team have built.

Episode 259 of Out of the Hourglass brings us into the world of Summit Member Susan Kussin Tomkpins, President of Kent Countryside Nursery & Landscaping in Carmel, NY.

After 32 years of building Kent Countryside Nursery & Landscaping in Carmel, New York, Susan Kussin Tompkins is preparing for her next chapter. This March, she’s handing the legacy business over to her sons, Fred and Joe, in what she describes as an exciting transition that’s been years in the making.

In our recent conversation on Out of the Hourglass, Susan shared candid insights about succession planning, managing a dual-revenue seasonal business, and what it takes to build something that outlasts you. Her advice to other business owners? Start the conversation earlier then you think you need to.

 [Watch the full episode here on Youtube]

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From Unexpected Tragedy to a Proud, Intentional Transition

The Kent Countryside story began when Susan’s late husband, Fred, started cutting grass after his utility company went on strike. What began as a side hustle eventually grew into a full nursery operation. After years of chasing condominium accounts and managing snow removal, they purchased six acres in Carmel, NY and began the foundation of the business.

Having grown up nursery environment, both sons eventually joined the operation, Fred after studying horticulture at Cornell, and Joe after a marketing career in Maine. They both realized the family business was where they wanted to be. When an unthinkable tragedy struck and Fred Sr. passed away in an accident just five weeks after Joe returned home, Susan and her sons faced a choice: close the doors or keep moving forward.

They chose to move forward. They wanted to honor Fred’s legacy.

Leadership Lessons From an Unexpected Journey

Looking back, Susan recognizes that some of the most valuable lessons came from the hardest moments. “The things that Fred taught the boys and I were not things that you read in a book,” she reflects. “You learn hands-on.“

What stands out most about her approach to this transition is the trust she’s built in her sons’ leadership. “They’ve shown up, and I don’t mean they’re physically showing up, they’re SHOWING UP,” Susan explains. “Their leadership skills, how they handle the day-to-day pressures of the business, how they encourage the team. That’s what gives me the confidence to step back.”

For Susan, letting go hasn’t been about abandoning the business, but about recognizing when the next generation is ready. And after watching Fred and Joe develop over the years, she knows the business is in capable hands.

The Financial System That Changed Everything

Managing two distinct revenue streams: nursery retail and landscaping services, presented unique challenges, especially with the seasonal nature of the business. For years, Susan struggled to maintain clear visibility into cash flow until she discovered Profit First.

“When I heard Kevin Nolan talking about Profit First by Mike Michalowicz , he really inspired me,” Susan shares. The concept of allocating percentages of income into different accounts transformed how she managed the business, particularly during the lean winter months when the nursery is essentially closed.

“We’re closed in January and February with very little income coming in, but the bills don’t stop—the mortgage, phone bills, insurance, taxes for the nursery. You’ve got to be prepared for all of this,” she explains. By implementing Profit First and systematically setting money aside, she was able to pay off their line of credit through consistent monthly payments rather than waiting for large lump sums.

The winter downtime became strategic planning time. “It’s a great time for us to sit down and look at our expenses: insurance, cell phones, material pricing, repairs. Really look at it. Don’t just let it ride because ‘that’s what we’ve always paid.'”

Start the Conversation Sooner Than You Think

When asked what advice she’d give to business owners thinking about succession planning, Susan doesn’t hesitate: start earlier than you think you need to.

“Even if you feel that it’s so far away, like, this is crazy to be having this conversation, I’m not retiring for 10 years, start thinking in your head about what you want it to look like for you, and then have that conversation with your family,” she advises.

The earlier you begin these discussions, the less pressure everyone feels. You’re just having conversations, not making final decisions. You’re exploring what retirement might look like, what the business transition might entail, and what everyone wants for the future.

Susan also emphasizes the importance of understanding your financial picture. “Go to the Social Security office. See what your income is going to be when you retire. Get them to give you some insight on what the numbers are going to look like, and the sooner that you do that, then you’re more comfortable having the conversations.”

A Legacy Built to Last

The ownership transition at Kent Countryside is structured thoughtfully: Fred and Joe will each own 50% of the nursery business, while Susan retains ownership of the property through the lawn care company, with the boys paying rent to cover the mortgage. It’s a structure that provides Susan with retirement income while giving her sons full operational control.

After working with Nolan Consulting Group’s Kathryn for nearly nine years, the family had the support and framework to navigate this transition with confidence. The business valuation, financial planning, and succession conversations were handled systematically, giving everyone clarity and peace of mind.

As she looks ahead to retirement and spending more time with her husband Mike, traveling and being with her grandkids,  Susan is genuinely excited to see what Fred and Joe will do with the business. “I’m sure there’s stuff in their heads that they haven’t even verbalized to me yet. I’m excited to see what they have planned.”

For business owners contemplating their own exit strategy, Susan’s story offers a powerful reminder: the time to start planning is now. Not when you’re ready to retire, not when the next generation demands it, but when you still have time to build the transition thoughtfully, deliberately, and with everyone’s best interests in mind.

Because growing a legacy isn’t just about building a successful business, it’s about ensuring that success continues long after you’ve stepped away.

Watch the full conversation with Susan Kussin Tompkins on Out of the Hourglass to hear more about her journey, the systems that transformed her business, and her advice for the next generation of trades business leaders on the path to build a legacy business.

[Watch the full episode on YouTube]

Want to learn more about Succession Planning? Check out our Success Planning Program and Subscribe to Out of the Hourglass for conversations with business owners, NCG coaches, and industry leaders who are redefining success in the trades.