B. C. L A N D S C A P E & N U R S E R Y A S S O C I AT I O N
P U B L I C AT I O N • M AY 20 08
Werner Knittel joins the BCLNA from Canadian Manufacturers and Exporters (BC Division) where he served for 12 years, eight as Vice President. He has also served on several boards, including the Industry Training & Apprenticeship Commission, and the Quality Council of BC.
New Executive Director to Lead BCLNA team After detailed review of more than 50 applicants, BCLNA’s hiring panel (an ad-hoc committee of the association’s past presidents) announced that a new executive director has been selected to head the BCLNA team. Werner Knittel comes to the BCLNA from Canadian Manufacturers and Exporters (BC Division), where he served as Vice President for eight years. There he was responsible for strategic and operational leadership, service programs, outreach activities, advocacy, and government and media relations. His experience, augmented by degrees in Business Administration (SFU) and Political Science (UVic), is anticipated to be invaluable to the BCLNA and its increasingly important role in the horticulture industry. “We are pleased to have Werner join the BCLNA,” said Fred Giesbrecht, BCLNA President. “Our association plays an important role in the ornamental horticulture industry and in our environment. It has a positive and dynamic relationship with our communities,
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garden groups, partners, and policy makers. We are confident that Werner’s extensive background as a liaison between government, industry, and the public will build on these relationships. The board and hiring committee feel strongly that he will bring a new standard of excellence to the BCLNA, and will provide the right leadership to continue to move the association forward.” Jane Stock, BCLNA’s retiring Executive Director, commented, “As a result of a consistently strong team of membership, board and staff, the BCLNA has made impressive changes during the thirteen years that I have been privileged to serve. I am delighted with Mr. Knittel’s selection, as it is time for new ideas, new direction and new development. I look forward to supporting his initiatives in whatever capacity I am able, once my health issues are resolved.”
3 BCLNA Board Highlights 4 BCLNA News Bulletins 8 Green Scene 10 Grower Updates 13 Where the Buck Stops 16 Landscape & Retail News 18 BCMAL Reports
Knittel officially joined the BCLNA on May 12.
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Message from the President
Landscapers Can Face Challenges with Diverse Appeal The landscape commodity has many challenges to meet in the coming years. Every season we face greater problems in finding, hiring, and retaining employees. We are tempted to relate our industry to other construction trades. This, I believe to be an error. Other trades are focused on one specific task—for concrete finishers, every day it’s the same thing— while the landscape sector has endless variety. I’m not putting down other trades, but there are few as diverse as BC’s landscape industry, where the tasks may include stone masonry, carpentry, plumbing, horticulture, and arboriculture, not
to mention creative design, all in a week’s work. The variety we enjoy is one career perk that we must promote to the labour market and to the educational system. In this issue we’re taking a second look at wages, rates, and how we promote our industry to young people. It’s great news that BCLNA has recruited a new executive director who can help us step into this new era. BCLNA has had tremendous growth under Jane Stock’s leadership—so much so, that our special projects, commodities and chapters require even more attention. Werner Knittel will help steer the course, and we look forward to having Jane back with the team to give selected projects their due attention. To assure BCLNA’s continued success, it is paramount for
the membership to also get involved. It is time to send a clear message to all levels of government, and to the public, that we are and should be recognized as trade professionals. We need to be united in supporting horticulture as a career that will permit expression of creativity, provide flexibility of tasks, can be financially rewarding, and that really does make a difference in restoring GREEN to our environment. Trusting you have a successful spring in 2008.
Fred Giesbrecht, President, B.C. Landscape & Nursery Association
HortWest MAY 2008 EDITOR Renata Triveri ADVERTISING Barb Nelson Phone: (604) 574-7772 Fax: (604) 574-7773 HortWest is the Newsletter of the B.C. Landscape & Nursery Association for the horticultural trade in Western Canada. For further information, contact us at: Suite 102, 5783 – 176A Street Surrey, B.C., Canada V3S 6S6 Telephone (604) 574-7772 Fax (604) 574-7773 HortWest is owned by the B.C. Landscape & Nursery Association, and is published 10 times a year. Views expressed inside do not necessarily reflect the attitudes of the Association but are those of the writer concerned. Material may not be reprinted from this magazine without the consent of the publisher. All advertising and editorial material are to be received one month in advance of mail out date. HortWest is mailed under Canadian Publications Mail Product Sales Agreement N. 0288608 This magazine is printed in Canada by Globe Printers.
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BCLNA Board Highlights
Monday, April 21, 2008 Presidents Report Fred Giesbrecht attended the Kamloops Home & Garden Show in April. Homeowners showed interest in learning more about hiring CHTs, and younger visitors inquired about careers in horticulture.
actions may be taken if the pest is found in shipments to the U.S. The Environmental Farm Planning Program has only $100,000 in funding for the year. Growers are encouraged to submit their proposals as soon as possible to ensure approval.
New Executive Director Search The BCLNA is pleased to announce that Werner Knittel, former Vice President of Canadian Manufactures & Exporters Association (BC Division), joined the organization as Executive Director, effective May 12, 2008.
Landscape Commodity Group Final revisions of the Landscape Standard are now complete; the new edition will be ready for purchase in early June.
Grower Commodity Despite BCLNA’s recommendation to regulate Duponchelia fovialis, the CFIA has decided not to, and has ceased destruction when found. The USDA has not indicated what
Greg Ward of the City of Surrey will chair the Arborist Committee; Blair Veitch of Davey Tree Expert Co. is Vice Chair. Recruiting is underway to draw arborist member participation.
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Retail Commodity Group Positive changes have been made to the draft P. ramorum retail protocol. It has been simplified, has reduced destruction requirements, and is generally good for maintaining business when P. ramorum is discovered. Education/Certification The certification site at Kwantlen Polytechnic University in Langley will be moving to another location on the property. The BCLNA is waiting to receive a letter of agreement to formalize the move, which is likely to occur next fall. Golf Tournament There are still spaces available for those wishing to participate in this great social event. Contact Heidi at 604 574-7772. ■
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BCLNA News Bulletins
It’s Show Time Since January, the BCLNA has exhibited at four consumer shows and one trade show including BC Landscapers and Contractors Expo, BC Home & Garden Show, Victoria Home & Garden Show, Nanaimo Spring Fling Show, and the Kamloops Home and Garden Show. Show Objectives First and foremost our goal at these shows is to help grow Members’ businesses through getting more people gardening and encouraging the public to hire professional landscape services. The BCLNA serves this goal by representing the industry’s collective professionalism, its quality products and services and its commitment to healthy sustainable landscapes. Other specific objectives include: • Promote and sell the BC Landscape Standards • Demonstrate leadership on topical horticulture issues. • With HEBC, help promote horticulture as a viable career • Demonstrate support for Communities in Bloom • Attract new Members • Demonstrate the economic contribution that the horticulture industry makes.
Show Highlights: Each show has proven to be unique; from the building it occupies, to the look and feel of the show itself, to the audience it attracts. Overall, there has been a significant interest on behalf of the consumer seeking advice on making wise gardening decisions. The distribution of the GardenWise Healthy Garden Guide continues to be a hit with 11,000+ copies handed out. Where we have seen some consistent development are the questions arising from homeowners seeking information on how to hire a landscape professional. And the smaller shows generated questions from 20 something’s seeking career information in horticulture. Planning to attend the FarWest Show? August 21 – 23, Portland, Oregon We are looking for sales/marketing savvy individuals to help out at the BCLNA booth. This is a great opportunity for you to see the show and assess the Pacific Northwest market, while helping out your Association. Please contact Amanda Godin at 604 574-7772 or agodin@bclna.com.
Another Stellar CanWest Lineup
Presented by veteran landscaper, Marcus van de Vliet, who has 20 plus years of experience consulting with landscape companies throughout North America. National Trends and Trend Tracking We are ecstatic to have Chris Beytes, editor of Grower Talks magazine, in Vancouver this September. This highly respected author and former greenhouse operator has his finger on the pulse of the industry—this session will be filled with invaluable insights. Where Have the Gardeners Gone? & Becoming a Garden Centre Crossover Kip Creel of Standpoint Marketing tackles these two issues with hard facts and a solid vision. Sustainable Landscaping Materials and Fossil-Free Landscaping Given an overwhelming response to his presentation last year, Owen Dell of County Landscape Design is back again to continue his discussions on these very important topics. For complete show details and registration information visit www.CanWestHortShow.com.
Show Dates: September 17 & 18 Industry Tours: September 19 The CanWest Hort Show has another exceptional lineup planned for exhibitors and visitors! Over 80% of the booth space is sold: if you haven’t booked your display space yet, please call Barb Nelson as soon as possible for the best selection: 604 574-7772 or bnelson@bclna.com. Organizers have confirmed another stellar panel of speakers and tours, and they have offered a sneak peak at some of this year’s highlights: 2-day Project Management Workshop Exclusively for landscape professionals
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BCLNA was represented for the first time
at the Kamloops Home & Garden Show, last month. The show attracted 198 exhibitors and 20,400 attendees. Members who worked the booth for the show’s duration were impressed with the level of interest from the gardening public, particularly with regard to Certification and the hiring of qualified landscape professionals.
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BCLNA News Bulletins
Golf Tournament Time is running out to get your foursome signed up for the annual BCLNA Golf Tournament! One of BCLNA’s most popular social events, this year’s tournament will take place at Redwoods Golf Course in Langley. Reward yourself on June 24 with a day to relax, socialize, and celebrate another busy spring season. For more information, or to sponsor prizes, contact Heidi Henderson: hhenderson@bclna.com or telephone 604 574-7772.
members. Lower Mainland members can pick up copies at the BCLNA office (Suite #102, 5783-176A Street in Surrey); please phone ahead so they are ready for you. The BCLNA will also ship cases to out-of-town members,
however it is requested that members cover the mailing or courier costs. To place your order, use the form in this issue’s Extras or contact Ina at the BCLNA office with your order: ichang@bclna.com or call 604 574-7772.
Healthy Garden Guide Free to Members The 2008 GardenWise Healthy Garden Guide has been a huge hit at this year’s public garden shows. Published annually by GardenWise, in conjunction with the BCLNA, this 32 page full-colour magazine is filled with eco-friendly gardening tips and advice for the gardening public. You can help deliver the green message by distributing FREE copies of the Healthy Garden Guide to your customers. Retailers are encouraged to include the magazine as a bonus with customer purchases: place stacks of them in high traffic areas or add them to loyalty program incentive packages. Homeowners would appreciate a copy as a thank-you for their business, and landscape members are invited to distribute the magazine to clients, or with quotes and company brochures. These magazines are FREE to all BCLNA
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HortEducationBC
Help Host the World! Suppliers: show your industry pride and capitalize on a unique marketing opportunity by becoming an IGCA sponsor! • Help a host retailer with
merchandising • Sponsor a special event • Showcase your product in a
Congress Guidebook ad To learn more about IGCA Congress or its sponsorship potential, visit www.igcaCongress.com or contact Renata Triveri: telephone (604) 523-0235 or email rtriveri@telus.net.
ITO Supports Youth Interest in Hort Trades As part of HortEducationBC’s mandate to promote horticulture training to young people and build interest in the trade, the organization facilitated the participation of two post-secondary teams at Skills Canada’s provincial competition last month. The philosophy of Skills Canada competitions is to reward students for excellence, provide a forum for industry and education to work together in evaluating student performance, and to keep training relevant to employers’ needs. Skills Canada events are also the largest showcase of trade and technology occupations in the province, providing visitors with a chance to access current labour market information, talk to career education professionals, and view the competitions live. Said Anne Kadwell, HortEducationBC President, “Events like Skills Canada are what will drive youth to the horticulture industry, and propel it as our workforce ages. Seeing trades in action in this format piques the interest of creative, active, young people, and gives them a taste of the career potential available to them. It’s perhaps the best tool we have for attracting landscape professionals now and securing a workforce for the long run.” Annika Ingram, program manager for HortEducationBC, added, “The competition was a great showcase and there were lots of comments on how cool the demo was. Lots of people stopped to watch and take photos. The other comment from students viewing the competition was that they didn’t realize that landscaping was a trade. It definitely showed that landscaping is more than just mowing and pulling weeds.” HortEducationBC is extremely proud of Camosun College competitors, Emily
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Parsons and Mary Sprague who walked away with Gold, and have the opportunity to compete at Skills Canada’s national competition, and with and Jennifer Klak and Neil Grant who took Silver. The board extends special thanks to Camosun College faculty member Dale Toronitz, who enthusiastically supported his students’ participation at this important event. Thanks also to the following industry volunteers and sponsors who donated time and materials to the competition: Sponsors Burnco circle kits Cedar Rim Nursery Ltd. plant material Finning Canada use of skid steer Kwantlen Polytechnic University tools Northwest Landscape Supply Ltd. selection of masonry products West Central Forest Products wood material
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Volunteers Bill Hardy Northwest Landscape Supply Ltd. Chris Haslock Blasig Landscape Design & Construction Ltd. Brian Huttema Mijodelu Landscaping and Renovations Jerry Ingram GSU Landscaping Mike Vandergugten Higher Ground Landscaping and Design PJ Burns Kwantlen University College Rob Welsh Capilano College ■
Winning team mates (top right), Emily Parsons and Mary Sprague, put the finishing touches on their Skills Canada installation. Competitors were required to create their entries based on a pre-set design. Judges marked their quality of workmanship according to Skills Canada criteria.
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New
BCLNA Members
April 21, 2008 Board Meeting Final Approval The BCLNA welcomes the following new members: Don Burnett Garden Consulting Don Burnett, Kelowna, Associate Haney Builders Supplies Henry Tjart, Maple Ridge, Associate KT Products Ken McLaren, Port Coquitlam, Associate Keltie Chamberlain Landscape Design & Consulting Keltie Chamberlain, Nanaimo, Active Landscaper (Interim) Rootzone Landscaping & Design Mary-Anne Gehman, Chilliwack, Active Landscaper Vibe Landscape Construction Inc. Ruby Chaise, Vancouver, Active Landscaper (Interim) Alvin den Bok Rosedale, Student Pat Dillon Surrey, Student Tentative Approval The following companies will become BCLNA members at the next board meeting unless a member provides a valid reason for not accepting the application: Great Gardens Mickie Hale, Roberts Creek, Active Landscaper Sancor Irrigation and Landscaping Inc. Cory & Sandy Persson, Chilliwack, Active Landscaper Schmidt Tree House Stewart & Gwen Schmidt, Abbotsford, Active Grower Silhouette Landscape Lights Ltd. Bill Converse, Surrey, Associate Solid Rock Custom Stonework & Landscapes Ltd. Jason Manley, Delta, Active Landscaper Valleyside Contracting Services Limited Cris & Sarah Blair, Langley, Active Landscaper
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Green Scene
Pesticide Campaign First Step in Kelowna’s Reduction Strategy Michelle Kam, Environmental Technician, City of Kelowna
well as providing advice and tips to residents.
The City of Kelowna recently adopted a Pesticide Use Regulation Bylaw restricting the use of non-essential pesticides, which is scheduled to take effect in January 2009.
To our knowledge, this is the only pesticide bylaw in Canada that allows certified applicators to continue to use pesticides for cosmetic purposes. However, all applicators will have to be certified, unlike the Ministry of Environment IPM Regulations, which allow one certified applicator to supervise up to four uncertified applicators. Additionally, written notice is also mandatory for all residential properties, unlike the IPM Regulation, which requires written notice for public and multi-family residential properties, but not single family residential.
The pesticide reduction journey began when the 2003-2005 annual Citizens’ Survey’s showed a continual increase in public support for a bylaw that would restrict the use of cosmetic pesticides. Recognizing that growing interest, Kelowna City Council directed staff to research pesticide bylaws and to form a pesticide bylaw advisory committee that would investigate bylaws and alternatives. In 2006, a Pesticide Bylaw Staff Advisory Committee was formed with the intent of involving a wide range of stakeholders including a representative of each of the following areas: commercial pesticide spray operator, medical doctor, IPM Manager, organic lawn care provider, golf course superintendent, non-government environmental organization, pesticide supplier, horticulture expert, a member of the public and City of Kelowna and Regional District of Central Okanagan staff. The committee was formed, not to achieve consensus, but to provide a variety of opinions and expertise in the area of pesticides, bylaws and reduction. In March 2008, Kelowna City Council adopted a Pesticide Use Regulation Bylaw restricting the use of cosmetic, non-essential pesticides on residential properties. This bylaw has an exemption for city properties and certified applicators to continue judicial use of pesticides. A widespread “Be Pesticide Free” education campaign is currently underway that addresses how the new bylaw will be implemented, as
In March 2008, a Pesticide Reduction Workshop for Landscapers and Pest Control Industry was co-hosted by the City of Kelowna and the BC Landscape and Nursery Association. The purpose of this informative session was to update industry regarding the upcoming City of Kelowna pesticide bylaw, provincial and federal regulations, Integrated Pest Management techniques and green landscaping opportunities. Approximately 50 people participated in the workshop. The main frustration from pesticide applicators was the increasing amount of regulations that are being imposed federally, provincially and municipally. The City is going to continue to work with applicators and landscapers to encourage the continual improvement in their IPM techniques and pesticide reduction. An additional workshop will be held this spring to educate garden retailers, on the upcoming bylaw. For more information on the City of Kelowna’s “Be Pesticide Free” campaign and the Pesticide Use Regulation Bylaw, go to www.kelowna.ca and click on Residents >Environment >Pesticides. ■
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Grower Updates
EFP to be Replaced The BCLNA will be the Environmental Farm Plan delivery agent for the floriculture, greenhouse vegetable, and nursery groups for 2008 and 2009. Nurseries with a completed plan and coordinating Best Management Practices (BMPs) will be able to access funding, but on a limited basis. Only the top two BMP s will be funded, and those only while funding remains, as there are severe financials cuts to the program. The federal government is working with
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the provinces to develop the framework for a new agricultural program, which will encompass risk management, environmental issues, and industry development. Its anticipated completion date is late 2008.
At the CNCI annual general meeting, a motion was approved whereby:
P. ramorum Updates
2. And that nursery has successfully completed the full audit this summer,
An audit of all nurseries participating in the P. ramorum Nursery Certification Pro gram will take place this summer, 2008.
1. Once a nursery has been sampled and tested, with no resulting positives for two years,
sampling and testing by the BCLNA will no longer be required, as sampling and testing would be on-going at the nursery by its own staff. CFIA will continue to sample and test nurseries on their own regimen.
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The BCLNA P. ramorum Advisory Group is in the process of reviewing CFIA’s proposed changes to the Host Plant list, and will recommend similar changes be made to the P. ramorum program.
Moth Pest Deregulated Duponchellia fovealis was recently found in several floriculture greenhouses in Ontario, and CFIA has been treating it as a regulated pest, including full destruction of the crops. BCLNA growers recommended that
regulatory actions continue; it is probable that this pest could over-winter in the Lower Mainland, thereby threatening greenhouse crops, outdoor crops, nursery stock, as well as other major agricultural crops such as corn. Also at stake are actions that the U.S. could take. In other instances where the U.S. has found this pest on incoming shipments, trade has been halted. CFIA has acted counter to this recom-
mendation, and has de-regulated the pest. The USDA has not indicated if trade will continue to be affected. No instance has been found in BC as of yet.
Growers’ Meeting & Barbecue June 11 A barbecue and meeting has been tentatively set for Wednesday, June 11 at Redwoods Golf Course in Langley, again, generously sponsored by TerraLink Horticulture Inc. Watch the Friday File for details and registration. The Friday File is available by email only, exclusively to BCLNA members. To sign up, contact Hedy Dyck: hdyck@bclna.com.
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BCLNA OFFICE: 604-574-7772; 800-421-7963
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DPCP Manuals Trickle In The first DPCP manual has been completed and received from a nursery
events
Industry
Grower Updates in Ontario. An internal auditor training program is being developed as per the requirements of the program. Until the auditor training is available, participating nurseries will use the checklist as an interim measure. ■
and programs
BCLNA Growers Commodity Meeting June 11 Redwoods Golf Course Langley, BC www.bclna.com BCLNA Landscape Commodity Meeting June 19 Evergro/Westgro Delta, BC www.bclna.com BCLNA Golf Tournament June 24 Redwoods Golf Course Langley, BC www.bclna.com CHT, CLD, CLP Exam Day July 11 – 12 Kwantlen University College Langely, BC www.bclna.com BCLNA Landscape Commodity Meeting August 14 Ames Tile & Stone Burnaby, BC www.bclna.com IGCA Congress 2008 September 7 – 12 Vancouver, BC www.bclna.com CanWest Hort Show September 17 – 18 Vancouver Trade & Convention Centre Vancouver, BC www.canwesthortshow.com
Out of Province ANLA Retail Roadshow June 16 – 19 Dayton, OH www.anla.org Ohio Short Course July 12 – 15 Columbia, OH www.ofa.org Perennial Plant Symposium July 20 – 26 Philadelphia, PA www.perennialplant.org CGTA Fall Gift Show August 10 – 14 Toronto Congress Centre Toronto, ON www.cgta.org 2008 ANLA Landscape Operations Tour August 18 – 21 Kansas City, KS www.anla.org FarWest Show August 21 – 23 Oregon Convention Centre Portland, OR www.farwestshow.com
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Where the Buck Stops
It’s Expensive… It’s $19.00! John Stanley, excerpted from www.johnstanleyroadwarrior.com My wife was recently bitten by one of these nasty insects we occasionally come into contact with when living in the Australian bush. The bite became infected and swollen and we needed some ointment to draw the poison out. We visited our local chemist/pharmacist and the interaction between my wife and the sales assistant became an interesting case study: Customer I need some magnesium sulphate please. Sales Assistant Here it is, but it’s $19! How was my wife supposed to react to this response? The tone of the sales assistant indicated that nineteen dollars was very expensive.
think a product is bought for x and sold for 2 x’s and that the difference is the profit that goes in the owner’s pocket. 2. When dealing with a customer, the sales assistant should offer the best solution they believe in, irrelevant of price. They then should explain why they believe in this solution prior to mentioning the price. 3. When a number of products are offered—that do the same job—start with offering the very best solution first and then offer the cheap options, don’t do it in the reverse. Your aim is to sell the premium product otherwise you would not have it in stock. 4. Explain to the team that every customer’s perception of price is based on his or her own experiences not on the sales
person’s. If the consumer is a millionaire, $19 is not even pocket money. If they are on the “bread line” $19 is a lot of money. But, when a customer walks into your store you have no idea of the price brackets they work and live within. Train the team in body language skills. In my wife’s incident in the pharmacy, the body language of the salesperson let them down. It was not what they said; it was the way that they said it. If we are to believe media reports, retailing will only get tougher and therefore the attitude of salespeople will become more crucial in the success of the business. Sell up until the customer tells you to sell down. Don’t make that decision for them. ■
Neither of us had, nor has, a clue on the price of ointment to draw poison from insect bites; we weren’t sure if we should be shocked at the price or not. What we did know is that we had a problem that needed to be resolved and were looking for a solution. This small incident really bought home to both of us how critical the sales assistant is in the sales process. Your success or failure could simply be down to sales peoples’ attitudes. In any economy, at any time there, are always opportunities to sell up, but there are some important guidelines. These are my rules of engagement when dealing with the customer: 1. Have a team meeting and explain how and why products are priced the way they are. Explain that the price on the product has to cover the buying of the product, rent of the building, their wages, and electricity and so on. You also need to explain that there is very little left in profit at the end to run the business. Many sales assistants
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the classifieds For Sale RETAIL NURSERY Busy highway location. Located between Tigard and Sherwood, 20 miles SW of Portland. 3.2 Acres. Established in 1987. 2 wells on site. 30' x 60' pole barn. Older approximately 1800 square foot house on site. Full basement. Shade structures. 15 cold frame greenhouses: (7) 20' x 55' cold frame greenhouses, (5) 25' x 55' cold frame greenhouses, (3) 30' x 55' cold frame greenhouses. Fencing on 3 sides, includes on site inventory, posts and wires for shade trees, automatic irrigation, covered trellis work. Specializing in: Japanese Maples, Broadleaf & Deciduous Shrubs, Conifers, Evergreen Azaleas, Ferns, Flowering Trees, Fruit Trees, Grasses, Ground Covers, Perennials, Rhododendron, Roses, Shade Trees, Specimen, Vines. For more information please call 503-702-8343. WHOLESALE NURSERY CONTRACTORS SUPPLY YARD Nursery Supply Yard specializing in contractor wholesale plant material. Located between Tigard & Sherwood, 20 miles SW of Portland. 43 acres on 4 tax lots. Established in 1987. Multiple wells on site. Out of state shipping, loading dock. Irrigated & graveled. 37 Cold Frame Greenhouses; fifteen 20' x 100' and twenty-two 30' x 100'. 50' x 80' Pole Barn with concrete floor, Used Super JAVO potting machine, in lunchroom & finished contractor’s office. very good working condition. Complete 1800 sq. ft. commercial grade mobile with new pot dispenser incl. 2m long home with air conditioning. Partial conveyor. New pneumatic auto take1890 water rights on creek. Recirculaoff, new 6 metre long variable speed tion pond. Includes on site inventory. pot conveyor. Pot holders 4", 5", 6", Posts and wires for shade trees. 1 gal, 2 gal and 3 gal. Price $19,800 obo. Phone Peter 604 857-2572 Specializing in: Japanese Maples, Broadleaf and Deciduous Shrubs, Conifers, Evergreen Azalea, Ferns, Manager postition to be filled at Flowering Trees, Fruit Trees, Grasses, wholesale nursery in Aldergrove. Will Ground Covers, Perennial, Rhododentrain, must be physically fit, have good dron, Roses, Shade Trees, Specimen & Vines. For more information please people, and computer skills. Wage call 503-702-8343 or e-mail gary@ $13.50 – $18/hr. Fax/email resume loennursery.com. 604-856-7524/pepindale@shaw.ca
For Sale
Help Wanted
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Where the Buck Stops
Raise Your Prices! Rick Spence, excerpted from Profit Magazine, www.canadianbusiness.com Shortly after delivering a recent speech, I encountered Michael, a consultant friend, who asked what I was speaking about. “Ten Quick Fixes for Your Business,” I said. “Well,” he sniffed, “I assume No. 1 is to raise your prices.” I had to admit that raising prices wasn’t on my list at all. But I insisted that my No. 1 fix—the need for businesses that produce “commodity” products and services to become niche specialists—was an adequate alternative. Then I resolved to research how big an opportunity this might be. My research took me to the Vancouver suburb of Coquitlam, where Bob Burnham and Jeff McCallum run a disaster-recovery services firm called BurnMac Services Inc. Founded in 1976, BurnMac enjoyed many great years. But by the 1990s, competition had increased and margins were falling. Burnham and McCallum are nothing if not ambitious: they spend up to $40,000 a
year on management programs, seminars and CDs. And they’ve learned that too many people charge too little for their services. “Small businesses are really undercutting themselves,” says Burnham. “They’re so close to being successful. If they raised their price just 5% to 10%, it could change their lives.” It’s a matter of margins. Let’s say you’re a typical service business grossing $1 million a year and making a profit of 3.5% to 4.5% of sales. “You’re working your tail off for $40,000 a year,” says Burnham. But if you can raise prices 10% while keeping costs steady, your net income becomes $140,000. Your profit margin has more than tripled. In Fredericton, Andy Buyting, president of Green Village Home & Garden, is exploring the power of positive pricing in the saturated world of New Brunswick retail. Buyting, 34, has worked in what’s now the province’s largest garden centre since his parents founded it in 1988. He took over in 1996 and survived a disastrous fire in 2000, but his plan to expand to
Holizki, WorkSafeBC Industry & Labour Services Manager, Small Business Safety Check Terri New Regulations for Employees Who Work Alone Do you or one of your employees work alone at least some of the time? If so, do you have a plan for what to do in an emergency? If a lone worker is injured or an emergency occurs, how does the worker get help? What if the worker is unconscious? Growing concern over employees who work alone has led to amendments to the Occupational Health and Safety Regulation. If you have employees who work alone, for example, doing landscaping work or opening and closing a retail nursery, you should be aware of these amendments, which took effect February 1, 2008:
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• Identify hazards that may cause injury in situations where assistance is not readily available • Tell workers about the hazards • Eliminate or minimize the hazards where possible • Develop and implement a written procedure for checking on the wellbeing of your workers (a person-check procedure) • Train workers in the person-check procedure • Review written procedures at least annually.
Person-check procedures must include: 1. Name of the person who will be responsible for ensuring contact, either to make contact or to receive contact from lone worker. 2. How contact will be made, for example, in person, by phone, by radio, by text message, etc.
other cities stalled because the store’s profitability didn’t justify expansion. Buyting tried the usual ways to boost profits: cutting costs and smarter buying. But he decided the real benefit lay in raising prices. Reviewing all the products Green Village sells, he decided about half were price-sensitive. On the other 50%, Buyting slowly raised prices by 5% to 20%. In spring 2006, Buyting raised the price of his best-selling SKU —a tray of 12 bedding plants—from $4.99 to $5.99. His wary staff watched to see if they would have to roll the price back, but they found no resistance. Buyting says some customers even bought more, presuming the higher price meant higher quality. That single price change boosted profit by $16,000. In 2007, Buyting ordered the same plants in trays bearing the Green Village logo, and raised the price to $6.99. They sold out in no time. The lesson: “In retail, we’re more scared to raise prices than our customers are to pay higher prices.” ■
sponsored by 3. When and how contact will be made, for example: • At beginning of shift, then every two hours, and at the end of shift (intervals for contact must be predetermined based on the hazards and risks for injury as well as discussions with the worker). • Additional checks before and after predetermined high-risk activities such as tree work or when using chainsaws. 4. Specific procedures in the event that predetermined contact is not made as scheduled, for example, the number of subsequent attempts to contact, contacting neighbouring businesses or client, sending someone out to check on them, and when to call 9-1-1. For more information, visit WorkSafeBC.com or email questions to smallbiz@worksafebc.com.
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Landscape & Retail News
IGCA Announces Daily Rates for BCLNA Members The International Garden Centre Association Congress has announced daily rates, and welcome reception and gala ticket prices for BCLNA members. Any BCLNA member wishing to participate in IGCA Congress, who is unable to take part in the entire week’s program, may register for the following portions: Welcome reception $125 per plate Gala reception & dinner (black tie) $195 per plate Monday to Thursday tour $500* *Does not include delegate gift packages, accommodations, parking at the Westin Bayshore, or pick-up/drop-off service. All daily excursions will leave from the Westin Bayshore Hotel.
For detailed descriptions of the tour days, go to www.igcaCongress.com and click on “Tour Itinerary.”
Attack of the Giant Hogweed
Ensure your landscape staff and retail customers are aware of this plant, and how to remove it without incurring skin blistering, rash, and darkened pigmentation that could last for months or years. Go to www.worksafebc.com and search for “hogweed.” There you can download info sheets for posting or distribution, and view the informative video.
Landscape Awards Format Changing The BCLNA Landscape Awards of Excellence program is changing formats to even the playing field between entries. Accessibility of judges to various landscape installations has been an issue of late, due to the time and travel required to adjudicate each entry in person. As a result, winning entries will be selected from photo submissions, written descriptions and project summaries only. A detailed information package will be mailed to BCLNA’s landscape members, and posted on BCLNA.com in the coming weeks. Any questions about BCLNA’s Landscape Awards of Excellence program should be directed to Annika Ingram at the BCLNA: aingram@bclna.com. or call 604 574-7772.
Designers Take a Night Out Photo: Invasive Plant Working Group, University of Connecticut.
WorkSafeBC has just released an educational video about Giant Hogweed, the invasive alien species being strategically battled on Vancouver’s North Shore. The video features BCLNA member Colleen MacDonald of Sage Green Projects as she describes how to safely remove and dispose of the massive, poisonous plants.
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Watermark Gardens generously hosted the second annual Landscape Designers’ Evening, last month, at the company’s new nursery and outdoor furniture showroom. More than 40 members and non-members turned out to socialize and hear fellow designers Marcyn Ward of Down to Earth Landscapes, Kari Renaud of Watermark Gardens, and Anne Talbot-Kelly of Anne Talbot-Kelly Garden Design, share the unique and
Watermark Garden’s lead designer, Kari Renaud (far right), shows a set of drawings to colleagues at the Landscape Designer’s Evening. BCLNA is pleased to announce that Renaud has just become this province’s fifth Certified Landscape Designer (CLD). Also pictured, left to right, are Lalieth White, Rose Blamey, Colleen MacDonald, and Heike Stippler.
creative stories behind their award winning landscape projects. Rose Blamey of WindRose Garden Space Design was very impressed with the presentations. “I work in isolation most of the time so it’s really nice to get together and be inspired by the work of other designers.” Watermark’s owner, Liam Robinson welcomes everyone to come down and check out their plant selection and high end outdoor furniture and umbrellas this spring at 390 Industrial Avenue in Vancouver.
LandscapeLink Pleases Public, Members The newly launched BCLNA LandscapeLink has proven itself to be an extremely successful tool for connecting the public with landscape members. LandscapeLink enables people searching for landscape service providers to send a detailed message to BCLNA, which is then screened and released to the BCLNA’s landscape membership. In just two months, more than 50 requests have been collected and distributed for follow-up. Said Jenny Beugeling of NEXT Environmental Inc., “The link on your website worked great. The same afternoon I had two landscaping companies respond and several more after the weekend. All the companies were very professional
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and the quotes were very reasonable. The company that I am hoping our client chooses for the work is Pristine Landscaping. Neil Kursan of Pristine Landscaping was very friendly, helpful, professional and reliable. He had a quote ready for me when I arrived in the office on Monday morning. He also followed up to ensure that I had received the quote. I definitely felt like a valued customer. I haven’t seen the work that they are able to do yet, but if someone asked to recommend a landscaping company it would be them.” Members appreciate the client contacts they are making through the LandscapeLink too. Ardath Breton of Gardenxscape said, “It has been very worth while for me to join the BCLNA. Being a member has not only enabled me to become informed about local suppliers and events, but now LandscapeLink has put me in touch with homeowners who are actively looking for services. The LandscapeLink connection has paid for my membership as it has helped me grow the design aspect of my business. Thank you!”
Landscape Wages Continue to Climb Members also used LandscapeLink to participate in an informal survey of current industry pay scales. Barry Auger from Hoe! Hoe! Hoe! Gardening Services initiated the discussion after meeting an uncertified concrete finisher who is earning $2 more per hour than his long time lead hand. “From the comments I received, I’m certainly not alone in my feelings of angst for staff pay. I have excerpted two very thoughtful replies that cast some welcome oil on the turbulent waters.” “Having owned and managed a business for many years, good employees are the greatest assets one can have.
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BCMAL Report “I would not compare our industry to others. In landscape there are more possibilities for a variety of jobs performed than in almost any other trade, which makes the job more enjoyable. I know a lot of people in the concrete business and they do not work when weather is bad. The annual earnings are what should be important and not the hourly rate. Also, a steady income is better for people who want to get a loan for a home. I think it might be better to up-sell our trade rather than try to compare it to others. “Lastly one must remember that it is virtually impossible to lower a wage when the economy slows, which it will do as in the past. So being loyal to employees hopefully will return in a loyalty as well. I found that a bonus during good years was better than wage increase. – Fred Giesbrecht, President, BCLNA “I have heard that the 11+ buildings that are going to be part of the Olympic Village and Millennium condo area are paying $26 per hour to labourers to haul, place and tie rebar. They have to work six days a week (are paid time and a half for overtime) and if they work the whole month with no days off they get a $500 bonus. Competing with that is impossible for the next 18 months. But, in
general, I have found that people with a year or two experience or straight out of a program want $18 to start and demand $21 to $23 within a year or after the first season and still only have a 40% pass on a test in the field. Now on the other hand, I am always talking to others in our trade and saying we need to keep educating and eventually have our clients expect to pay us like plumbers and electricians. The CLNA is doing an occupational analysis of our trade and it’s evident that a great deal of skill is required. Let’s encourage the right to pay our people more so we can charge more and make our trade respected overall.” – Liam Robinson, Watermark Gardens To receive the compilation of member’s pay scale responses, or to join LandscapeLink and be part of future discussions, contact Krista Manton at kmanton@bclna.com.
New CLP Congratulations to Pierre Filisetti of Abacus Gardening & Landscaping. The Victoria-area landscaper recently completed his Certified Landscape Professional exam and was awarded the CLP designation. ■
Swing into Spring at BCLNA’s Annual Golf Tournament June 24, 2008 Redwoods Golf Course 22011-88th Avenue, Langley www.redwoods-golf.com To register your foursome or donate a prize call, contact Heidi or Barb at the BCLNA: 604-574-7772 or info@bclna.com. For more info, see this month’s Extras!
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Research Snippets Chemical and Physical Properties of Douglas Fir Bark (HortScience 42(5):1281-1286) – Douglas fir bark contains appreciable amounts of extractable macro- and micronutrients, with the exception of nitrogen. The bark contains high levels of extractable phosphorus (“several times higher than the recommended range for a well-fertilized substrate”), sufficient to high potassium and copper, and sufficient manganese. Extractable calcium, magnesium, sulfur, boron, and zinc were below recommended levels. Aging of the bark results in a reduction in the pH and an increase in the total salts. Aged bark has higher levels of phosphorus, calcium, magnesium, boron, and iron compared to fresh bark. Physical properties also changed with aging. Aged bark had less air space and greater total available water. Of the total available water, 86% was easily available for aged bark versus 69% for fresh bark. Bark age and source did not have an “economically important” effect on bulk density. Bark source was more important than age with respect to consistency of chemical and physical properties. Nutrients in the bark media should be taken into account when designing a fertilizer program. ■
Retailers • Growers • Landscapers • Brokers • Architects Are you buying from P. ramorum certified nurseries? Do your part to minimize the spread of this disease, and protect your company and your clients’ landscapes. For a list of certified nurseries, go to www.CanadaNursery.com and click on Nursery Programs.
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