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Retailers meet marketing challenges Landscapers cope with underground economy Pest management hot topic at Growers’ Short Course BCLNA partners up to offer online training
HortWest
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MANAGING EDITOR Renata Triveri ADVERTISING Cheryl Lee Tel: (604) 574-7772 ext 110 Fax: (604) 574-7773 Iotron Technologies
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HortWest is the newsletter of the BC Landscape & Nursery Association. For further information, contact us at: Suite 102, 5783-176A Street Surrey, BC, Canada V3S 6S6 Tel: (604) 574-7772 Fax: (604) 574-7773
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HortWest is owned by the BC 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 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.
Sanitize with certainty Sanitization can be very costly if not done effectively.
BCLNA DIRECTORY EXECUTIVE DIRECTOR Lesley Tannen ext 106
t *PUSPO UBLFT TBOJUJ[BUJPO UP B OFX MFWFM PGGFSJOH /VSTFSZ (SPXFST VOQBSBMMFMFE SFTVMUT t *PUSPO VUJMJ[FT JSSBEJBUJPO UFDIOPMPHZ UP FMJNJOBUF 1BUIPHFOT GVOHJ BOE NPMET PO QPUT USBZT BOE TUZSPCMPDLT t *PUSPOhT TBOJUJ[BUJPO NFUIPE GVMMZ QFOFUSBUFT NBUFSJBMT MJLF BO 9 SBZ FGGFDUJWFMZ TUFSJMJ[JOH UIF NBUFSJBM
CANWEST / MARKETING MANAGER Karen De Jong ext 112
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SALES MANAGER Cheryl Lee ext 110
Money does grow on trees!
EXHIBITOR RELATIONS / SPECIAL EVENTS Barb Nelson ext 115 GROWER ISSUES Hedy Dyck ext 105 CLEAN PLANTS Christine Rainer ext 102 LANDSCAPE RETAIL ISSUES Krista Manton ext 104 HORT BASICS TRAINING Ann Marie Walsh ext 108 HORT BASICS ASSISTANT Joy DeMelo ext 101 PROJECTS ASSISTANT Ina Chang ext 100 FINANCE MANAGER Marvyn Brown ext 107 ACCOUNTING / ADMIN Heidi Henderson ext 109
Be confident that your pots, trays or styroblocks are the cleanest they can be from the start. A disease free environment creates disease free plants.
Benefits t 3F VTF PME QPUT USBZT TUZSPCMPDL t *ODSFBTF QMBOU ZJFMET t 3FEVDF NBJOUFOBODF PO QMBOUT t &OWJSPONFOUBMMZ GSJFOEMZ QSPDFTT t /P NPSF OFFE GPS IBSTI DIFNJDBMT TUFBN PS IPU XBUFS
If your sanitization method leaves you uncertain, then it's definitely time to make a change. 'PS NPSF JOGPSNBUJPO QMFBTF DPOUBDU 'PS NPSF JOGPSNBUJPO QMFBTF DPOUBDU Iotron Iotron Technologies Technologies Corp Corp ,FCFU 8BZ 1PSU $PRVJUMBN #$ 7 $ - ,FCFU 8BZ 1PSU $PRVJUMBN #$ 7 $ - 1I 'BY 1I 'BY 8FCTJUF www.Iotron.com 8FCTJUF www.Iotron.com &NBJM SLIBOTFO!*PUSPO DPN &NBJM SLIBOTFO!*PUSPO DPN HortWest November 2010
On the cover: BCLNA members visited VanDusen Gardens to take part in the workshop, Taking Amazing Landscape Photographs, offered by Martin Mosko and Alxe Noden. This photo was shot by Dr. Alan Reid, a professor at the University of the Fraser Valley, and GardenWorks™ horticulturist.
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Message from the President
Moving along the continuum I would like my last message as president to be insightful and informed, summing up all that has happened in the past two years and providing clarity and philosophical insight into what is in store. However, aside from my own inability to do that, you are more than able to assess what has happened, and provide your own vision for the future.
I have heard glowing reports about the array of CanWest seminars this year, and I was able to attend Building Sustainable Landscapes. I am inspired, and struck, once again, with the knowledge that there is much to do, and undo. It is easy to become overwhelmed, but as with everything in life, it is the little things we do consistently every day that make a huge difference over time. We all know what those things are; we just need reminders of their importance and the ease with which they could become habits in our lives and our businesses.
In the last few years, everything has changed and nothing has changed, and— regardless of where we are on the continuum—I believe what I read the other day to be true. “Neither success nor failure are ever final”.
So I thank each and every one of you for being members of the BCLNA and for working hard for the betterment of the industry. Please get involved to the full extent that you can, and continue to encourage others to take
advantage of the opportunities membership affords. You are in good hands. You have a strong and dedicated board of directors, an eager and astute executive director, and a talented and committed staff. As for me, sincere thanks for the opportunity to serve as President. Life is good— and the only way out… is up!
Ruth Olde, President, B.C. Landscape & Nursery Association BCLNA’s membership voted in a new board at
the November 5 Annual General Meeting. Watch for details in the coming Friday Files, and in the December issue of HortWest.
Board Synopsis
Monday, October 18, 2010 The )NSIDE "# -ARKETING committee met with 14 cross-commodity members and staff to develop the priorities for BCLNA’s communication to the public, and throughout the trade. CanWest exhibitors were positive about the new venue, and enjoyed the ease of the move-in and move-out process. Attendance and number of exhibiting companies were both up from the previous year. Despite an excellent seminar series and response to the CanWest speakers, attendance at the educational events was lower than anticipated. Certification Chair, Cable Baker, indicated that there were 30 candidates participating in the October 22 and 23 Landscape Industry Certified exams. Results were not available at time of print, but will
be published in the next issue of HortWest. -EMBERSHIP Chair, Jeff Foley, announced that BCLNA is on track for reaching its budgeted membership revenues. Membership revenue comprises approximately 21 per cent of BCLNA’s annual operating budget. The Environment portfolio was responsible for providing a survey to members regarding a change to BCLNA’s stance on pesticide use. Approximately 73 per cent of respondents supported the following statement: BCLNA supports the reduction of pesticide use
in the urban landscape in accordance with government legislation and science-based IPM principles when provided by provincially certified or accredited licensees.
The Western Regional Nursery Association Executives met during CanWest. All are concerned with maintaining service levels as members go out of business or struggle to trim expenses. Most reported that the retail segment is stable but not flourishing. Oregon has instituted a program for the conservation of water and resources, and has published a comprehensive booklet for producers. Arizona has introduced a ‘Plant Something’ campaign and has created a pamphlet to outline the benefits gained by plants. Colorado producers were being encouraged to participate in the LEAN program. The Jane Stock Foundation continues to await approval of its charitable status. The board of the foundation have been advised that this can be an extremely lengthy process. HortWest November 2010
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BCLNA News Bulletins
Upswing in CanWest booth sales and attendance Best in show Container Competition
1st Place: Pan American Nursery Products Inc. 1st Runner-up: TSC Nursery 2nd Runner-up: Kwantlen Polytechnic University
Booth Awards
Exhibitors made the most of the theme ‘Masterpieces’ at this year’s CanWest Show. Peter Levelton (left) and the East Richmond Nurseries Inc. team took home the ribbon for “Best Large Booth” while Valleybrook Gardens’ display was deemed “Most Original”.
The CanWest Hort Show, held last September at the new Vancouver Convention Centre, got a thumbs-up for its refreshed atmosphere and change of scenery. The new digs proved effective for both exhibitors and visitors: the show’s occupied space grew by 10 per cent over last year (with 90 per cent of the available space sold), while exhibitor traffic rose by 13 per cent—representing CanWest’s best attendance record since 2007. Helping to attract visitors to the annual event were a wide variety of new features plus CanWest’s most extensive educational program ever, which included 20 sessions led by progressive speakers who offered cutting edge information. The opening night party at Steamworks was a sellout, and the brand-new Iron Chef-style plant-off provided comic relief as
competitors rushed to create masterpieces from an eclectic selection of pots and plants; congratulations to Cable Baker who won the plant-off, and thanks to Michelle Pain, Anne Kadwell, and Michael Kato for their entertaining attempts. Plans are underway for CanWest’s next show (the theme is Wild West!), to be held under the green roof at the new Vancouver Convention Centre, on September 28 and 29, 2011. All exhibitors are encouraged to book their space early for best placement by contacting Cheryl Lee at (604) 574-7772 ext 110 or clee@bclna.com. Show management is also looking for seasoned speakers with timely industry information; speakers are asked to submit a proposal to Karen De Jong-Ellery by January 7, 2011 via fax to (604) 574-7773 or by email to kdejong@bclna.com.
Best Exhibit Overall: Kato’s Nursery (2007) Inc. Most Original Display: Valleybrook Gardens Ltd. Best Nursery Exhibit: Specimen Trees Wholesale Nurseries Ltd. Best Floriculture Exhibit: Burnaby Lake Greenhouses Ltd. Best Horticultural Supplier Exhibit: Northwest Landscape & Stone Supply Ltd. Best Small Booth: Frost Nursery Best Medium Booth: J.R.T. Nurseries Inc. Best Large Booth: East Richmond Nurseries Inc.
Attendee Awards
The winners of Jess Rice original watercolour paintings were Harv Jhally of Sumas GroMedia Ltd., and Hugh O’Neill of High Yield.
Thank You Sponsors Bron & Sons Nursery Co. Canadian Garden Centre Magazine Fairfield Tree Nurseries Inc. GardenWise Magazine Greenhouse Canada Magazine Greenstar Plant Products Inc. Kato’s Nursery (2007) Inc. Northwest Landscape & Stone Supply Ltd. Pacific Northwest Propagators Peel’s Nurseries Ltd. Qualitree Propagators Inc. Skagit Gardens TSC Nursery Valleybrook Gardens Ltd.
t Raw materials purchased in advance helps to ensure product consistency and availability.
Perfect Growing Media… Every Time Specializing in custom blended growing media for nurseries, greenhouses and rooftops ALL MIXES GO THROUGH A FINAL SCREENING PROCESS BEFORE DELIVERY. 42481 Industrial Way, Chilliwack, B.C. V2R 4H8 Ph 604-823-6688 Fax 604-823-7206 Email hjally@telus.net www.sumasgromedia.ca
t Multiple computers control the dosing equipment, increasing accuracy and speed. This makes it easier to offer competitively priced products. t Non-invasive mixing equipment protects the structure and consistency of the media.
HortWest November 2010 Sumas Gro-Media.indd 1
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New
BCLNA Members Final Approval The BCLNA welcomes the following new members as of the October 18, 2010 board meeting: A.M. Nursery Inc., Cheryl Alexander &
Vicki McKee, Estacada, OR, Out of Province
ATC Landscape, Steven LaFond,
Port Coquitlam, Active Landscaper
Actual Landscaping Inc., Don DeMarco,
Maple Ridge, Active Landscaper
Anne Talbot-Kelly Garden Design,
Anne Talbot-Kelly, Vancouver, Active Landscaper Ingram Landscape By Design,
Annika & Jerry Ingram, Langley, Active Landscaper PrairieCoast Equipment Inc.,
Rick Zimmerman, Grande Prairie, AB, Out of Province 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: Arrow Equipment Ltd., Chris McDowell,
North Vancouver, Associate
Bedrock Granite Sales Ltd.,
Greg Raymond & Roy Stead, Coquitlam, Associate dia design landscapes, Kenna Bridge,
Kelowna, Active Landscaper
Pacific Arborist Supplies Ltd., Bill
& Sandra Stuart, North Vancouver, Associate
Sumas Remediation Services Inc., Dale
O’Krane, West Vancouver, Active Landscaper
Terra Effects Ltd., Kelly & Barry Fuller,
Maple Ridge, Active Landscaper
University Sprinklers, Ron Wizinsky,
Delta, Associate
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Retail reminders
Retailers meet marketing challenges at CanWest John Stanley, John Stanley Associates using this marketing tool to buy plants and garden products in the future. The change in merchandising and displaying to increase sales per square
metre in garden centres as they develop towards more ‘lifestyle’ retailers. This included a discussion on why the linear display of plants found in traditional garden centres will need to change, and what the alternatives need to look like to increase sales.
3. How wholesale nursery “HERO� selling
BCLNA Annual Fundraising Auction February 8, 2011 United Flower Growers Theme: Tacky Tourist
A QR (quick response) code is a matrix barcode that can be read by most mobile phones and devices today. The code contains text, a website url, or other data. Companies like Hort Couture are experimenting with imbedding detailed plant information in codes on their plant tags.
The CanWest Show was an opportunity for me to work with local industry to develop ideas to overcome challenges and capitalize on opportunities that face the BC and Canadian garden market. The challenges are similar around the world, and I have recently presented this workshop in the UK, Poland, Hungary, New Zealand and Australia. As we prepare for a new decade, the industry globally needs vision if it is to increase sales to the key consumer: the 35 year old woman. In this workshop, we developed key ideas, including: The increased use of QR-Codes and -ICROSOFT 4AG CODES in retailing, how
Help support BCLNA’s scholarships and Certification! Plan your Fundraising Auction donation today. To donate, contact Heidi: hhenderson@bclna.com or call (604) 574-7772 ext. 109. HortWest November 2010
they have been accepted in other industries, and how the leading nursery suppliers are working with garden centres to develop them in the garden industry. The group examined how these codes are being used in Canada in other industries and how other countries are growing sales with such tags. The mobile phone will be a key marketing tool in the future and Canadians will be
is going to be one of the major developments in marketing in the next few years, and how we can learn lessons from the food industry and farmers on how to grow sales in the future. My main concern is that many nurserymen are now holding back sales due to a lack of awareness in marketing trends such as “HERO� selling. 4. Social media marketing is a major trend in gardening market development and
the latest global research identifies that where the nursery industry is in tune with the consumer through social media the sales per household are a lot higher. This is one reason the Scandinavian countries have such a high spend in garden products per household. Unfortunately, this research also indicates that in the Americas the industry is less proactive, and as a result, the consumer spend is lower. Growers and retailers have a huge opportunity to work as work as partners to grow sales.
5. )N THE WORKSHOP WE DISCUSSED THE BRAND JOURNEY AS PERCEIVED BY THE CONSUMER
and how we can change the presentation of the product to meet the needs of the consumer. The research carried out by Martin Lundstrom and reported in his book “Brand Sense� on branding of products from a consumer’s perspective were discussed and related to the garden industry. This included how the product and retail environment looked as well as how
7
Microsoft Tags are part of the new generation of barcodes that connect people to information. Custom tags can be created to incorporate a company’s preferred colours or images.
Tuned-in retailers use Facebook and other social media to increase the amount of money consumers spend on garden products.
aroma, sound and touch are critical steps in branding if we are to increase the perceived value of the products we sell. Alas, the workshop did not contain any growers—which was a pity—as the future is very much about partner marketing and everyone in the supply chain needs to be focused on the same issues and approach. The retailers present developed new marketing strategies for their businesses and I am sure we will see changes in their retail thinking.
If you would like your team to receive monthly training from John Stanley Associates on topics such as social media marketing, brand journey, image, merchandising and customer service, join John’s member site at www.johnstanleyretailguru.com.au. John Stanley is an acclaimed horticultural and retail consultant and author of several marketing, customer service and retail books including the best seller “Just About Everything a Retail Manager Needs to Know”. He presented his program at the CanWest Hort Show in late September.
HortWest November 2010
BCLNA OFFICE: 604-574-7772; 800-421-7963
8
events
Industry
Orange Rocket hasn’t taken off in Canada Following the publication of last month’s HortWest, many readers correctly noted that Berberis ‘Orange Rocket’ is presently denied entry into Canada over concerns that it may spread cereal rust. In 2007 this introduction, along with others from Plant Haven, were tested by the USDA and certified rust-free. They have been placed on the USDA federal register;
however, the Canadian Food Inspection Agency has not yet followed suit. HortWest has been informed that no standardized procedure exists for approving new plants for import, but it is believed that the USDA must petition CFIA to begin the process. Growers Canada (CNLA) chair, Owen Vanstone, is looking into the matter; for more information, email owen@vanstonenurseries.com.
and programs
November 18-19 Green Industry Show & Conference Edmonton Expo Centre www.greenindustryshow.com 30-Dec 3 Green Roofs for Healthy Cities Conference Vancouver Convention Centre www.citiesalive.org
December 9 Landscape Christmas Party Delta Burnaby Hotel & Conference Centre For info contact Krista: kmanton@bclna.com
2011 January 11-13 Landscape Ontario Congress Toronto Congress Centre, Toronto www.locongress.com 26 Agriculture and Food Industry Gala Ramada Inn, Abbotsford www.bcac.bc.ca 26-29 ANLA Management Clinic Louisville, KY www.managementclinic.org
Call for all wholesale ornamentals, native plants and ferns. B 900 Bowman Road, Abbotsford, BC V3G 1T1 P.O. Box 2157, Abbotsford, BC V2T 3X8 Phone: 604-854-6986 Fax: 604-854-6982 canamnurseries@canamnurseries.com
27-29 Pacific Agriculture Show Tradex Exhibition Centre, Abbotsford www.agricultureshow.net
February 2 BCMAL / BCLNA Growers’ Short Course Ramada Hotel Abbotsford For info contact Hedy: hdyck@bclna.com 7ROO )UHH ‡ 7HO ‡ (PDLO LQIR#FURIWRQ FD ZZZ FURIWRQ FD RU ZZZ MYN QHW
www.canamnurseries.com
Call us for all your native and ornamental plant needs
LINNAEA NURSERIES LTD. Tel: 604-533-8281 Fax: 604-533-8246 1-888-327-7705 email: linnaea@telus.net 3666 - 224th Street, Langley, BC V2Z 2G7 Canada
HortWest November 2010
8-9 BCRPA Parks & Grounds Spring Training Langley Events Centre www.bcrpa.bc.ca 8-9 Manitoba Green Show Victoria Inn, Winnipeg. MB www.landscapemanitoba.com
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#(5 ,% .*& 35 )(. .#(! " ,3&5 5 .5 KEIBJLIBLLLG5),5 & U &( C )'
9 BCLNA Fundraising Auction United Flower Growers, Burnaby www.bclna.com 16-17 Landscapers & Contractors Expo Tradex, Abbotsford www.landscapingexpo.net
March 2-6 BC Home & Garden Show Vancouver Convention Centre, West Building www.bchomeandgardenshow.com 4-8 Canadian International Turfgrass Conference & Trade Show Vancouver Convention Centre www.wctaturf.com 15-20 Canada Blooms Direct Energy Centre, Toronto www.canadablooms.com
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Training Pays
Kwantlen students lend helping hand
For the fourth year in a row, Kwantlen Polytechnic University Horticulture students has partnered with Cornerstone Church to complete a home renovation project for a deserving family. Students Alyssa Chuback, Alexis Weissler and Fred Tucker worked many hours to design, and organize resources for the landscaping. They were joined by turfgrass students who installed a lawn and irrigation system, and on the final “reveal” day, an army of eager, hard-working students built raised beds and paved areas, and planted perennials, trees and bulbs to welcome the family home.
Says Stan Kazymerchyk, “Makeover projects from the previous three years are still being kept in great condition. The families think of their new yards as soothing, peaceful sanctuaries and have gone on to improve their yards even further. The work done by these yard makeovers really makes a strong, positive impact in people’s lives.” He added that industry support was critical—and thanks the following members for donating more than $9,000 worth of materials: Anderson Sod Farm, Cedar Rim Nursery, Kato’s Nursery (2007) Ltd., and Blue Pine Enterprises Ltd.
New partnership enables enables online learning The BCLNA has partnered with LandscapeSafety.com, an internet-based safety training provider, whose goal is to ensure new employees are adequately prepared to be safe and productive on their first day on the job, and to give experienced workers the upgrading they need to continue to be productive. Twenty distinct modules—specific to the areas of maintenance, construction and turf maintenance—are available for study. Modules tailored to landscape maintenance include safety training on the operation of large and small walk-behind mowers, trimmers, edgers, blowers, zero-turn mowers and hedge trimmers. Other modules cover the areas of winter walkways, truck and trailer, and Workplace Hazardous Materials Information System (WHMIS).
Training modules are available in both English and Spanish. Each module’s video is 25 minutes long and is presented in an easy-to-comprehend narrative. The online training alternative offers the flexibility of being receiver-controlled and for a limited time will be available for free* to BCLNA members. Expect to see more online learning opportunities starting in January 2011. BCLNA currently has 100 spots available. To take advantage of this offer, please contact either Joy Demelo at jdemelo@bclna.com or Ann Marie Walsh awalsh@bclna.com to register. *Candidate must meet eligibility requirements. If members are not eligible for this government-funded program, a small fee will be charged to access online learning opportunities.
HortWest November 2010
10
Landscape Clippings Business in Vancouver recently reported that since the HST came into effect there has been an estimated 33% spike in under-the-table home renovations. Many members are feeling the pressure from clients to work for cash. So, BCLNA pulled together two of its favourite speakers to lead a discussion at the October landscape meeting. Bill Hardy of Northwest Landscape & Stone Supply shared his
experience plus tips from the Landscape Management Network (see this weeks Extras); and Rick Cleghorn from ECHO (Canada) offered advice from his vast sales knowledge. The all-star team at Inline Nurseries in Chilliwack graciously hosted the meeting; many thanks to them, and to Fountain Tire for bringing the custom barbecue.
Dealing with an underground economy Rick Cleghorn, Southern BC Territory Manager, Echo (Canada)
How can you compete against someone who is giving a 12 per cent discount? With the advent of the GST, and now the HST, customers are offering to “pay cash” for a no tax, low cost, option. Why you shouldn’t work underthe-table It’s unfortunate that there are contractors who think that they must accept cash jobs to stay viable—and that their businesses are better for it. Here are some reasons why not to follow suit: )NCOME HISTORY AND BUSINESS VALUATION
When working under-the-table, you decrease your legitimate business income as reported to the CRA . This lessens the taxes your business pays, but it also lowers the revenue that your business earns in the eyes of financial and insurance companies. If you need to finance an expansion, your ability to get financial support will not be as powerful because your business is not showing the amount you are actually bringing in—only your reported amount counts. In the event of a catastrophe where insurance for lost income is claimed, or if you want to sell your business, you will not be reimbursed for the full value of your hard work because others can’t verify that unclaimed income exists. 7ORK3AFE AND LIABILITY INSURANCE COVERage If you are working under-the-table,
then you do not have insurance coverage—on either your people or your
HortWest November 2010
work—in the event of an accident. If you knock a tree over on the job, and it injures a worker and damages the house, there is a real risk that you could be on the hook for the costs if WorkSafe and your liability insurance provider find out that the job is not being done legally. Tax refunds and CRA exposure HST pro-
vides a new benefit to businesses that do their work legitimately. When you purchase tools, supplies or items that are used to execute your work, the business can be refunded the HST paid on those supplies and services. These are called “input credits”. Your business cannot get input credits back on supplies purchased for illegal work. This means that under-the-table companies will pay 12 per cent more for supplies just to give their customers a 12 per cent discount. The CRA often links audits together. When they audit a company and find illegal tax practices, they may leap to subcontractors and suppliers to uncover the chain reaction. When you work without proper taxation, you can never be sure if or how CRA will find out. What customers don’t know about paying cash for work Your customer may not consider the consequences of using a cash-only contractor. ,IABILITY While there is liability risk to a contractor who does cash work, there is significant risk for the homeowner, too. In
many respects, the customer becomes the ‘general contractor’ and takes on the liability for all who work on their property, and the liability incurred by that work. Warranty Many customers fail to consider that “under-the-table” applies to warranties and quality assurance. A contractor who works under-the-table can’t leave a paper trail of illegal activity, so there will be no contract or invoice. How, then, can there be a warranty? There is no legal recourse for shoddy work when there is no record of work taking place.
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No write-offs Home renovation and busi-
ness-use-of-home tax credits can’t be claimed without receipts. If a homeowner wants to take advantage of any tax benefit programs, they had better hire a legitimate business.
Paying HST anyway Many customers (and
many contractors) forget that all supplies, machines, tools, and properly contracted work, have had HST applied by the suppliers. HST is built into a job somewhere, regardless of whether the contractor is working for cash. A legitimate contractor can get the HST on supplies rebated so that HST is not being added on top of HST. The quotes should be surprisingly comparable when a legitimate contractor has a good handle on his costs and tax management.
-AKE SURE YOU AND YOUR TEAM ARE FULL value for price Clean up every day. Be on
time. Respect the neighborhood. Do what you say you are going to do. Do not just provide good service; provide OUTRAGEOUS service. They need to feel like they got what they were paying for (and more).
The bottom line is that customers are looking for value, so if they are using under-the-table contractors, it is only because they do not understand, believe, or know that what they are getting is worth even less than what they are paying.
Insulate yourself from casheconomy threats 0ROMOTE AND SELL YOUR SERVICES BETTER
Provide your customer with an overwhelming list of services and quality commitments that they get by choosing you. If two contractors appear to provide roughly the same stuff, then only price separates them and the cash-guy wins. Educate your prospect Teach your cus-
tomers what they need to know. The hazards they need to avoid. Ways to protect themselves. By doing so, you will arm them with a questions and requirements that they can employ in their consultations with other contractors. This can prevent under-the-table contractors from closing a deal. Provide the prospect with copies of qualifications, proof of liability insurance, WorkSafe, references, referrals, business licenses, warranty documentation, and awards. Some even suggest taking them on a drive to show them some of your premier projects (in their budget range).
Offer the prospect choice with one proposal Provide the prospect an A-B or A-B-C option of price versus size so that
they feel like they are shopping around, even if they call only one contractor: you! HortWest November 2010
12
BCMAL Report
Stellar lineup at Short Course Dave Woodske, Industry Specialist, BCMAL
The 18th Annual Nursery Growers’ Short Course will be held at Abbotsford’s Ramada Plaza and Conference on Wednesday, February 2, 2011. The focus of the event is insect management and efficient use of pesticides—two common production issues for nurseries. An excellent program of speakers has been assembled, including keynote speaker, Heping Zhu from USDA-ARS in Wooster, Ohio. Dr. Zhu is an Agricultural Engineer in the Application Technology Research Unit. He has published more than 100 technical papers on sprayer technology and is a leading expert on the topic in North America. He will talk about variables that impact the quality of pesticide application, and how to match delivery rate to plant size to optimize pesticide application. Madeline Waring, Pesticide Specialist with the Ministry of Agriculture and Lands in Abbotsford, will introduce the topic of pesticide buffer zones. Many pesticide labels now include restrictions on product use around sensitive environmental areas, including both aquatic and terrestrial areas, and Madeline will offer tips to minimize these buffers. Denny Bruck, Research Entomologist with USDA-ARS Horticultural Crops Research Laboratory in Corvallis, will share his extensive research on the control of root weevils with Metarhizium anisopliae (Met52). Met52 is an insect pathogenic fungus that is registered in Canada to manage black vine weevil in container grown crops. Learn about the factors that impact the persistence and efficacy of M. anisopliae in soilless media. Brock Glover and Renee Prasad, E.S. Cropconsult Ltd. in Surrey, will talk about aphid control and whether biological HortWest November 2010
control is a viable option. While a number of effective insecticide options are available, biological control may provide opportunities that respond to concerns for worker safety and changing customer attitudes. Once again it is a pleasure to have Mario Lanthier, CropHealth Advising & Research in Kelowna, on the program. Mario will discuss the findings of three years of field trials on the efficacy of newer pesticides against common tree borers. These products have low toxicity to humans and the environment and would replace conventional pesticides being removed from the market by the federal government. His presentation will review results for clearwing moths, peach tree borer, ash-lilac borer, metallic borers such as bronze birch borer, and curculios such as white pine weevil (spruce weevil). Peter Isaacson, National IPM /Minor Use Coordinator for CNLA , will talk about research on the management of viburnum leaf beetle, while Tracy Hueppelsheuser, Entomologist with the MAL in Abbotsford, will discuss insect diagnostics and how to differentiate good and bad bugs. David Holden, Survey Biologist with the CFIA in Burnaby, will address the topic of exotic insect threats. He will provide information on the identification, distribution, biology, signs/symptoms, potential impacts and potential prevention methods for key exotic insects with high potential impact should they be discovered in BC nurseries. Register early because this is a program that you won’t want to miss! Look for your registration form in this issue’s Extras. For more information, contact Hedy Dyck at (604) 574-7772 ext 105 or email hdyck@bclna.com.
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Alchemy and Fertility
Important AgriPhosphorus and the Philosopher’s Stability deadlines Stone Mohini Singh O.B.C., Communications Officer, AgriStability
Mike Van Ham, Senior Environmental Scientist, RPF, RPBio, PAg, SYLVIS, New Westminster, BC
As the year comes to a close, the AgriStability administration would like to remind producers about some important deadlines:
Most discoveries are made serendipitously: scientists, inventors, and explorers—in the process of looking for one entity—discover something completely different. The discovery of phosphorus (P), an essential plant macro nutrient and the “middle number� in a chemical fertilizer guarantee, is no exception.
0ROGRAM 9EAR
Those producers who missed the September 30 deadline to submit their 2009 AgriStability/AgriInvest Harmonized form can still submit the forms. The final deadline is December 31, 2010. But those producers receiving a benefit payment will have to pay a penalty of $500.00 for each month the forms are filed late. The maximum is $1500.00. These deadlines cannot be changed or appealed. Producers who miss the December 31 deadline will not be eligible for the 2009 program year. 0ROGRAM 9EAR
Please be advised that producers who missed the April 30, 2010 deadline and have not paid their 2010 fees, have until December 31, 2010 to do so. Remember, a 20 per cent penalty applies.
In 1669 a German alchemist named Hennig Brand was attempting to create the “Philosopher’s Stone�. This mystical material was thought to be an elixir for immortality and have the power to turn lead into gold. While he was boiling down human urine he isolated a white crystal that glowed in the dark and burned with an intense white flame. He had not found the “Philosopher’s Stone� but instead discovered P; Brand aged, then distilled approximately 1,100 liters of human urine to get 60 grams of P. Early agriculturalists understood the benefits of fertilization with different manures. Prior to Brand’s discovery, the Inca Phosphorus, an essential plant in Peru realized the benefits of adding P to soil (although nutrient, was first isolated from they did not know exactly what it was). Seabird and bat human urine manures (guano) were the primary source of Ican P fertilizer. Guano was subsequently shipped around the world until the early 1800’s when it was replaced by bone meal. The acidification of bone meal, and ultimately that of mined rock phosphate increased P availability and enabled the production of chemical P fertilizers. Over 80% of the world’s production of P is devoted to plant fertilization.
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3URXGO\ VHUYLQJ )UDVHU 9DOOH\ 7(/86 FXVWRPHUV VLQFH HortWest November 2010
P 14
Alchemy and Fertility
As an essential plant nutrient, P is involved in “transfer” reactions—transferring energy and genetic material within the plant. Typical foliar P concentrations are 0.2 to 0.5% in mature leaves. More important is the ratio of P to other essential nutrients in plant tissue to achieve optimum growth. Typical ratios in mature foliage are nitrogen to P (3:1) and P to zinc (200:1). Deficiencies in P appear as slow growing stunted plants. The deficient plants can appear dark green, with older leaves showing a purple colour as limited P is transferred within the plant from old leaves to new leaves. Plant symptoms from an excess of P are not common, and typically observed as a foliar deficiency in iron or zinc. Understanding the forms of P in the soil is important to ensure P availability to plants. In most soils, P is found in equal amounts of organic and inorganic forms. Organic P is found in humus and decomposing organic matter. As the organic matter is mineralized (broken down), inorganic P is released. Soil organisms do this mineralization, and are most efficient in warm, moist soil. In one year a very small amount (about 1-2%) of the organic P is mineralized to inorganic P. Inorganic P is important, as plant roots assimilate only this form of P. For plant assimilation the inorganic P must also be soluble to allow uptake by the root. The forms of inorganic P in the soil are all anions—meaning they have a negative charge. These inorganic forms of P will bind with cations in the soil—other elements with a positive charge. Examples of cations include calcium (Ca), iron (Fe) and aluminum (Al). Reactions in the soil between inorganic P and these cations result in the P becoming insoluble or “bound up” within the soil. If it is not soluble inorganic P, plants cannot assimilate it. The presence of Ca, Fe and Al in the soil are important determinates in P solubility, as is the soil pH. Inorganic P is most readily available in the soil between pH 6 to 7. At lower soil pH (between pH 5 to 6), the inorganic P becomes bound up with Al. Lower than pH 5, reactions with Fe immobilize even more of the inorganic P. Above pH 7, inorganic P is made increasingly unavailable by reacting and combining with Ca. All these reactions are ongoing in the soil: the mineralization of organic P to mineral forms, and the reaction of these mineral forms with elements that change their availability. Plant roots can also support mycorrhizae, a fungal relationship. This fungal association greatly increases the surface area of the plant roots and assists with the P uptake. When acidic soils are fertilized with P fertilizers, lime is often required to increase the soil pH and prevent the P fertilizer from being “bound up” by Al and Fe, as described above. Phosphorus fertilizers often occur in compounds with calcium and sulfur, and these formulations should be understood with respect to their effect on soil pH and P solubility. HortWest November 2010
A soil can contain relatively high concentrations of P, but most of the P is either in an organic form and mineralizing slowly, or an inorganic form and bound tenaciously to cations or soil particles. Phosphorus is very immobile in soils. This is the opposite of nitrogen. In soils with excess nitrogen, inorganic forms of nitrogen (nitrate) can leach and adversely affect water quality. With P it is not the movement of inorganic P but the movement of soil itself—soil erosion into water bodies that can result in pollution and eutrophication. Understanding soil fertility and the availability of essential plant nutrients to ensure optimum plant survival and growth is both an art and a science. There are many soil tests for phosphorus—total, organic, inorganic and different laboratory methodologies to estimate the availability of inorganic P depending on different extractions. In evaluating soil P fertility it is important to use the correct methodology to provide meaningful comparative information. Growing media and fabricated soil specifications often identify a range for soil P, which is often interpreted incorrectly. High inorganic P in growing media does not necessarily imply an environmental concern. The availability of inorganic P is determined by solubility. Elevated inorganic P in soil is not like inorganic nitrogen—it does not readily leach. Phosphorus fertilizers are expensive, and there is a worldwide finite limit to the amount of mineral phosphate rock available. It is estimated that within 30-40 years the demand for P fertilizer will exceed the supply. Compounding this shortage is regional disparity—a handful of countries hold the majority of the mineral reserves. Judicious use of P fertilizers is prudent. The appropriate use of animal manure and biosolids as P sources in fabricated soil and as fertilizers is important. Fabricated soils benefit from the stable forms of P present in biosolids. Much of the P arriving at the wastewater treatment plant will have originated from the arable land to begin with, as the food produced on those lands is ingested in the city, ultimately ending up in biosolids. The P in these fabricated soils is retained in these soils, particularly following planting, which initiates the soil-plant cycling of P. Irony and serendipity are best friends. Fertile fabricated soil is a valuable commodity for the horticulture, landscape and construction industries. The P content of biosolids (from which many soils are fabricated), together with our understanding of the forms and availability of P has led to innovative chemical processes to recover a portion of the P directly from wastewater treatment plants. This is a non-fictitious full-circle “Philospher’s Stone” that once again obtains fertilizer P from pee…
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