Buylines Fall 2011 by BWI Companies, Inc.

BWI’S COMMITMENT TO OUR CUSTOMERS O

ne of my all time favorite quotes was made by Dr. Robert Schuler in 1983, “Tough times never last but tough people do”. Given the uncertain economic environment that we are currently faced with, Dr. Schuler’s quote made over 28 years ago really strikes a cord with me.

of services to their respective customers other than simply supplying products. Some possible examples are: • Inventory management • Category management • How to ‘You Tube’ videos • CEU classes • Employee training • Compliance training and help

I would like to briefly share with you what BWI Companies, Inc. is currently working on to ensure we remain a strong, vibrant distributor that provides value added service to our sole source of existence, our customers.

As this article is being written, we are exploring what services we can provide to help our customers more efficiently and profitably manage their business.

Jim Bunch Co-President/CEO

Our senior management team is currently reading, discussing and taking action from Guy Blissett’s book titled Facing the Forces of Change which shares best practices for decisive actions for an uncertain economy. This book shares practices and ideas adopted by the most successful distributors in North America. Decisive actions for an uncertain economy encourages wholesale distributors to position themselves for success in the new economic environment through a combination of bold strategies for managing today, while also planning judiciously for longer term investments. Facing the Forces of Change has six chapters titled: I. Confronting the New Economic Environment II. The Expanding Role of Services III. Differentiating with Analytics IV. Leveraging Human Capital V. The Transformative Role of Information Technology VI. Capitalizing on Key Trends By now if you are still reading this article, as a customer you are probably thinking this is cool but how does this help me manage my business by providing service to my customers and ultimately translate into profitability to my business. A very reasonable and fair question and I will give a brief answer and a few examples. A few action items from Chapter One that we feel will result in better service and improve supply chain efficiencies were: • BWI will outsource storage of material safety data sheets (MSDS) that will give us instant access that we can pass along to our customers • Process is in the works that will allow BWI to electronically send customer statements • Customer services now has a pop up window that alerts them when a customer order is below minimum for shipment

Differentiating with analytics is a bit vexing but the bottom line is, in order to be able to make some business decisions, you must be able to analyze and measure results. Leveraging Human Capital may seem overly formal. However, recruiting, training, managing, assessing, enabling and rewarding employees must be a top priority for any successful business. I have just touched the tip of the iceberg of new, exciting ways BWI feels we can improve on process and efficiencies that will ultimately improve our service to our customers. My summarization is the worst of the economic crisis may or may not be over. Either way, now is not the time for complacency. I hope you can appreciate the value of a value added distributor and our commitment is we will continue to change with the times and raise the service level we provide to our precious customers. BWI realizes you, our customers, have many choices when it comes to choosing your suppliers and our commitment to you is that we will not rest on our laurels. Thank you for your business and we are looking forward to seeing you in Grapevine, Texas at the Gaylord Texan for our EXPO! -Jim Bunch

Chapter Two - The Expanding Role of Services - explains that many successful distributors are offering various forms SEPTEMBER 2011 /

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Take your plants to a whole new level.

BWI Expo 2011 Buy 3 pallets of 1.5cf Osmocote® Potting Soil and Get 1 pallet of 1.5cf Osmocote® Potting Soil FREE* Visit the Scotts® Booth at Expo for the full details of this and other show specials. Osmocote® Soils are exclusively available at our independent partners. *Not valid with any other offer or discount, drop ship orders only. Order must be submitted and shipped 12/1/11 - 3/23/12. ©2011 The Scotts Company LLC. World rights reserved.

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2 011 , 2011 SEPTEMBER 26-28 GAYLORD TEXAN / RESORT & CONVENTION CENTER / GRAPEVINE, TX

SCHEDULEOFEVENTS EXPO Schedule

SEPTEMBER 26, 2011 MONDAY 3:00 p.m. ........... Retail Seminar 3:00 p.m. ..............Turf Seminar 3:00 p.m. .........Grower Seminar 5:00 p.m. ... EXPO Floor Opens 5:00 p.m. ... Hot Buys (3 Hours) 8:00 p.m. ....EXPO Floor Closes

SEPTEMBER 27, 2011 TUESDAY 8:00 a.m. .... EXPO Floor Opens 12:00 .............................. Lunch 6:00 p.m. ....EXPO Floor Closes 7:00 p.m. ...................Dinner & Entertainment

SEPTEMBER 28, 2011 WEDNESDAY 8:00 a.m. .... EXPO Floor Opens 8:00 a.m. ...... Hot Buys (1 hour) 12:00 .............................. Lunch 3:00 p.m. ....EXPO Floor Closes

Customer Events

SEPTEMBER 27, 2011 SEPTEMBER 26, 2011 TUESDAY MONDAY 6:45 a.m. ........ Golf Tournament 7:00 p.m. ...................Dinner & Entertainment 7:30 a.m. ..................... Elm Fork Shooting Club 8:00 a.m. .....................Cowboys Stadium Tour 10:00 a.m. .....Taste of the Grape SEPTEMBER 2011 /

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WHAT ARE YOU PREPARED TO DO ABOUT IT? Many of you may have watched the movie ‘The Untouchables’ starring Kevin Costner and Sean C o n n e r y. One of the Mark Fomby m e m o r a b l e VP Sales lines in the movie is when a Chicago policeman, played by Sean Connery, asks a United States Treasury officer, played by Kevin Costner, a question about Al Capone’s activities during Prohibition. Everyone knew who was involved but the crux of the matter was coined by Connery when he asked Costner, “What are you prepared to do about it?” That statement strikes home with me many times during the year. All of us know about some aspects of our business that need to be addressed but most of us, including me, are not willing to do something about it many times. This statement also has come to bear twice very recently for me and for BWI. For me... Like everyone in our supply chain, retailers, manufacturers and distributors; we are all looking to move forward for the future. Whether it be new geographies, new markets or new categories, growth is vital to everyone’s existence. In that vein, I recently had the opportunity to meet and discuss future business possibilities with a new potential account for BWI. They are located in an area of the SE United States that is relatively new for BWI and they have about 25 locations. We had a good conversation but toward the end of the appointment I realized that just because I wanted their business was not a compelling reason for them to change suppliers. They had been in business for over 50 years without BWI

and from my take on the discussions that could be the case going forward as well. At that point I started down the list of the usual questions that come up in a distributor/retailer relationship. • Do they receive weekly delivery? Check! • Do they provide a professional salesperson? Check! • Do they offer competitive pricing? Check! • Do they have good customer service? Check! • Do they offer a distributor buying show? Check! They were being serviced adequately by their current vendor(s) and even though I think we could do a better job for them, it would just sound like a desperate sales plea if I persisted with ‘we are better’. The meeting ended like many often end in our business with no commitment from either side. At that point it came to me, I re-learned a valuable lesson. I did not show a compelling reason for them to entertain a change in vendors. I had relied on what we are currently doing to be enough for a change. That is when the question came to my mind, “what are you prepared to do about it?”

have been blessed with a successful history and for that we are very fortunate. One of the results of past success however is the tendency to ‘read your own press clippings’. We are currently looking at possibly adding more services to our offerings going forward. Many will likely result from open discussions with our customers on facets of their business that are considered pain points. These are not lawn and garden topics or turf topics or grower topics but topics like staffing, store services, customer opportunities, inventory management, technical expertise etc. We realized that these types of non traditional services will be the differentiators going forward. This is ‘what are we prepared to do about it’ means in regards to BWI. We feel we will have a better chance to earn more business in the future if our goal is to help you sell more versus a goal of just selling you more. We look forward to seeing you at our EXPO in a few weeks and possibly discussing some of the new differentiating services we will have to offer.

The next day while I waited at the airport, I began thinking of what do we offer that are considered real differentiators to our retail customer base? I thought back on our conversations and it struck me that the buyer had actually shared several potential differentiators with me but I was so intent on my own agenda that I had missed them. Fortunately I still had an opportunity to offer some remedies to his needs. Long story made short…..we are doing business now and it looks like we both will benefit in the long term. For BWI... Our company is in the process of looking at more and better ways of going to market in terms of services for the future. We

SEPTEMBER 2011 /

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-Mark Fomby

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2011 EXPO Preview • Ian Baldwin 2011 EXPO Retail Seminar Speaker

A GLANCE BACK BUT A FOCUS FORWARD by Ian Baldwin

They have to understand and implement everyday Across the country, the bad weather meant that concepts like Known Value, driver items, differenthe gardening business averaged about 6% below tial margins in a sub-class, reduced skus and invest last year in sales $, with a range of +5% to -14%. in self service. Traffic or customer count averaged about 8% less The economy and weather hid some very strong dethan 2010, with a range of +2 to -16%. Average sale mographic changes; people under 45 are terrified of per customer was flat and sales were down across gardening failure and are not showing the interest the board, not just in plants. The big problem was we assumed they would as they mature. Did you traffic count being down everywhere with sim- know that 62% of the entire gardening industry in ply less people shopping and when they did shop all channels, from Farm and Home to Home Depot they bought smaller sizes of pottery, smaller bags and Independent Nurseries, comes from people of mulch, potting soil etc. Much of the public is over 45 years old, and 40% from those over 55? still very shy to spend on major projects around the The independents have a very exciting future if they home and larger ticket items like fountains, patio can adapt, because Depot will never be the local, furniture and so on. The veggie boom continues helpful how-to center, but first we have to get the but that is not a big spending category for most younger generations to even consider coming in our people. stores. They grew up shopping in brand-obsessed Did you know that in the first quarter of 2011, total US retail spend grew by $26 Billion in all channels, at the same time Apple increased by $4.5B in that one company alone? They sucked 20% of the nation’s sales growth out of the economy!!! We ARE in a coupon/discount society at the moment so driving traffic with offers and specials was essential this year, even if it meant lost margin dollars. Bottom line is that independents have to learn to compete for traffic by understanding what drives consumers to enter one store and ignore another.

malls and don’t relate to locally owned, unknown branded, family places unless it is for a service like their hair, nails or the poodle parlor. We can’t just go on hoping for 8 great weekends out of 52 to make a profit; that’s not a good model. We have to spread the risk and attract a broader base for a longer season. Gardening and home improvement are not “hot” right now compared to Facebook and I-Pads. That is the challenge we all have to acknowledge and address. See you in Dallas!

IT’S NOT TOO LATE TO REGISTER FOR 2011 EXPO SEMINARS. VISIT WWW.BWICOMPANIES.COM AND ACCESS YOUR EXPO INFORMATION TO SIGN UP.

SEPTEMBER 2011 /

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NOW

Ian Baldwin • Biography

RE-INVENTING YOURSELF IN LAWN & GARDEN RETAIL MONDAY, SEPTEMBER 26 3:00 PM

The most recent National Gardening Survey from the National Gardening Association, July 2011 (www.garden.org) shows a steady 2.5% decline in sales per household per year since 2005 and a DROP in gardening activity of 12% in the same time frame. Even before the recession, the public was starting to lose interest in what was “the Nation’s Favorite Past-time” only 15 years ago. As the Baby Boomers age and start downsizing their homes and living on fixed incomes, the next two generations are mystified by our industry and frightened of failure. Add in the effect of smart phones, Facebook and who-knows-what-next and we are in danger of becoming irrelevant to many customers. They want a nice home and garden but have no clue where to start. They want to succeed and just want to be told what to do. Yet independent garden and home retailers have the local knowledge and recognition in the community to become the go-to-resource for tomorrow’s homeowners. But we will have to change the way we look, act, sell and do business to reap what could be a huge reward. The glass is half full folks, there are more Generation Y people than there are Baby Boomers!

GET READY FOR IAN’S CHALLENGING TALK BY TAKING HIS QUICK “ARE YOU READY” TEST (PAGE 8) AND BRING YOUR ANSWERS TO CHECK OFF AGAINST IAN’S SUGGESTED WINNING STRATEGIES FOR AN EXCITING FUTURE.

SEPTEMBER 2011 /

Retail business consultant Ian Baldwin was born in England, has a BS in Horticulture and MBA and has worked in the nursery industry since he was 16. He has lived in California since 1986 and is an American citizen. For over 27 years Ian has consulted for companies in North America and Europe on garden center design, sales and marketing, merchandising, “retail detail”, strategic planning and the financial criteria for a profitable operation. Over the years he has been retained by The ANLA, Armstrong/Pike Garden Centers, David Austin Roses, The Scotts Company and Westlake Ace Hardware. His “TLC...Think Like Customers” (www.ianbaldwin.com) sales motivation program has helped to increase sales for over 250 garden retail companies and since 2002 his business management program for the ANLA, “The Garden Center University”, has set the standard of business training for owners and managers. Throughout all of Ian’s work one particular theme prevails. His goal is to help his customers make more money with less stress, and it works!

WWW.BWICOMPANIES.COM

We have a 5 year strategic plan that reduces our dependence on seasonal gardening and garden activities to use our facilities year-round All owners and managers have read “Good To Great” at least twice and key aspects of the book are now ingrained in our culture We run 10 minute huddles daily, PK training & Team Leader Meetings weekly, and an “All Hands” seasonal goals meeting, 4 times a year We have or are cutting at least 25% of SKUs since 2009 based on POS data and core image We have a 2 brand strategy for hard goods We have re-introduced smaller sized plants (e.g. 1 gal shrubs) at lower margins to have a competitive “Entry Level Offer” We have Volume Buys, Deal of the Week, Specials etc, in every dept We spend at least 1% of sales on team training/personal growth and staff morale while secret shopping & reviewing all full timers at least once a year We have POS and look on it as one of our best resources We are excited by social media and switching at least 30% of marketing resources to Facebook and Twitter We will not reduce networking & touring other retailers, especially outside the GC industry, that appeal to younger householders We use our Sales/Lab Hour metric for budgeting, scheduling, goals & incentives Our 1-2 year goal is to increase the number of visits by our loyalty club customers by at least 2 more times per year. We will spend 2% of sales every year on paint, lighting, fixtures and general upgrading of our Ambiance and Image to make a younger looking and feeling company. We know we have to look, act, communicate and sell in a very different way to capture the next generation of shoppers We are prepared to sell a minority share in the company in exchange for investment capital that allows us to grow and prosper

Total Score:

(16 min - 64 max)

__________________

SEPTEMBER 2011 /

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Agree

Strongly Agree

Read the statements and score your company:

Disagree

Are You Ready To Re-invent Yourself?

Strongly Disagree

2011 EXPO Preview • Ian Baldwin

Ian Baldwin’s TLC. . . Think Like Customers

New DVD Format and Easy-to-Use Workbook

BWI Show Special! (ends 3-30-12) $800 PLEASE SEND: Ian Baldwin’s TLC Sales Training ProgramContact Name:

________________________________________________

Contact E-mail:

________________________________________________

Contact Phone:

________________________________________________

Company Name: ________________________________________________ Shipping Address: ________________________________________________ ________________________________________________ (city, state/prov)

________________________________________________

(zip/post code)

________________________________________________

Number of Retail Stores _____________ Please call for multiple retail store quote if you have more than one store

Here is my check for $815* payable to Ian Baldwin *$800 + $15 Shipping & Handling – (Priority Mai)

This is a limited time discount for BWI customers. Please call 916-682-1069 if you have questions, or go to www.ianbaldwin.com for a 5 minute YouTube sample. xIan Baldwin x P.O. Box 1146 x Elk Grove, CA x 95759-1146 x tel: 916-682-1069 x x ianbaldwin@comcast.net x THANK YOU!!! SEPTEMBER 2011 /

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2011 EXPO Preview • New Vendors

Booth #411

Booth #402

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SEPTEMBER 2011 /

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(Continued on page 12)

Booth #1619

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BWI is proud to offer you the largest selection of lawn and garden, grower, turf, landscape and agriculture supplies in your area. Complete product information and literature is available from our sales representatives or RI¿ FH SHUVRQQHO ZKR ZLOO EH pleased to assist you in any ZD\ SRVVLEOH

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2011 EXPO Preview • New Vendors Booth #2015

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Booth #1609

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Booth #300 12

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New Vendors • 2011 EXPO Preview

Booth #1311

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2011 EXPO Preview • New Vendors Booth #2015

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New Vendors • 2011 EXPO Preview Booth #223

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FOCUSED ON FOOTWEAR O

ne of my primary lines to be responsible for as an Account Manager is the Original Muck Boot Company line of footwear, so after Will Welch immersing myKey Account Manager self in all things ‘Muck’, I journeyed into the field and promptly had most of my preconceived notions blown away. We all, whether in our personal or professional lives, have had beliefs or assumptions which don’t stand the test of the real world. My error was in accepting at face value that a product geared for a certain purpose, was the be all, end all best choice to perform that task. It is dangerous in the business world to take such a short-sighted view as it blinds us to other opportunities we didn’t know existed. What I found, was that the more savvy retailers; through either trial and error or more wisely researching their customer base; had chosen their product mix, based not on what fit, but on what satisfied the needs of their customers. When choosing footwear styles to stock, look closely at your customers and at your own business. Why are they there? To purchase goods, hopefully and certainly, but for what type of activity? And as an add-on sale, what Muck Boot or Shoe would make that activity easier or more enjoyable? This will not always be readily apparent, nor will be the footwear best acclimated for it. As with anything, observing and questioning your customers offers a treasure trove of information. I can tell you my biggest assumption centered on work boots. Muck has a style aptly named the Chore Boot, but it also has other similar styles like the Scrub. For poultry farmers, the Scrub’s no-hands, super easy slipoff is indispensable! Not that the Chore

doesn’t do many of the same things, the Scrub just does them better for that customer segment. Another example is that many customers cite the Wetland’s crossfunctionality; its ability to work well in field or woods; as the reason they chose it, rather than a strict hunting or work boot. Basically, I urge you to look critically at your merchandise, whether it is footwear or not, and reassess if it is the best option available. What Everlast’s Snake Guard Boot lacks in the aforementioned usage flexibility category, it more than makes up for in performing its intended purpose and doing it flawlessly. This new offering is a hunting boot, through and through. Made up of smooth skinned leather and a Denier Nylon exterior, this boot will shield against ripping brush in the field while protecting against vicious snake bites. It is lightweight and stylish with a breathable liner suited for the hotter environs where our slithering friends are usually found. A comfortable fit with a water shield exterior. If you are already carrying footwear, take the time to reassess what styles you stock. Ask your customers what they look for in a boot/shoe. Is it price? Comfort? Durability? And for what activity? BWI can offer solutions to all of these needs, but it’s not always what

SEPTEMBER 2011 /

you would guess. Granted, footwear is a departure for many retailers. “That will never work here” “We’ve never carried that kind of product” are familiar refrains. True, maybe, but if you could offer your customer a product that would enrich/make easier the type of tasks your business supports, wouldn’t it be in your best interest to do so? For those of you who do not carry footwear as part of your inventory. I urge you to drop by the Muck Boot booth during the upcoming BWI expo and take a look at all the styles we offer. An addition we will be featuring is the Excursion line, a new lightweight, rugged casual shoe and hiker that stirred considerable interest during booking season. Come by and let us help you assess your customers and what options would best serve them and thereby increase the value and profitability of your business. This brand’s name recognition continues to grow by leaps and bounds from year to year, as well as its value in the buying public’s eye. -Will Welch

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5HGH

E-Contact

Specials

Have you noticed coupons by the box stores and wish you had the time and resources to offer something like this to your customer base? Well now you can with help from BWI. We have developed 40 plus ready to go email blast templates for your use. Simply download the e-contact template from the BWI website, modify it and email it to your customer base. If you have not collected your customers email addresses, print out the coupon and use them around your store or include them with monthly invoices. The program is easy to use and best of all FREE. Instructions View/edit the templates using Adobe Reader. Download the latest version from http://get.adobe.com/reader. Log into your account at www.bwicompanies.com. Click on the E-Contacts tab under Marketing Tools. Scroll through the listing of 39 customizeable templates and click the link. A download page will open. Click the attachment link and save to your computer. To edit simply highlight and type over the text you would like to change. Editable areas include: â&#x20AC;˘ The month â&#x20AC;˘ The dark blue box (type store information here) â&#x20AC;˘ Price â&#x20AC;˘ The advertised special (no special is necessary; it can be deleted if you choose) â&#x20AC;˘ Offer valid XX/XX/XXXX - XX/XX/XXXX (simply type over the Xs) Save the pdf. More information can be found on the BWI website at www.bwicompanies.com. We are developing more templates that tie in with HOT BUYS to help our customers market and promote the items you purchase at the 2011 BWI EXPO. Our hope is that we can provide a service that allows our customers to buy in at the lowest price of the season and give you the tools to help get it out the door!

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Specials

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Bonide Fog Rx Insect Fogger

Crystal Blue, 1 gallon

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2011 EXPO Preview • New Products Your paradise. Our passion.® Beneficial Bacteria for Ponds/Liquid 500 ml/16.9 oz 12 qt Galvanized Pail

Pond Plant Fertilizer Tabs 36 count

Copper Embossed Watering Can

5 gallon Beverage Tubs

Booth #1409

Booth #1309

Sedge Ender Concentrate 16 oz

Wonder Grip Twice the Grip of the leading palm dipped brand.

Booth #306 20

SEPTEMBER 2011 /

Booth #205 WWW.BWICOMPANIES.COM

New Products • 2011 EXPO Preview Danner Manufacturing, Inc.

Dine Seed Feeder

Squirrel Proof Feeder

Booth #1414 Diamond Hummingbird Feeder

Hydroponics Drive Pump Home Pest Control Display Hydroponics Mag Drive with Valve

Optimate™ CS 1 oz

Booth #414 SEPTEMBER 2011 /

Stop by Booth #2010 to see our complete Hydroponics offering. WWW.BWICOMPANIES.COM

2011 EXPO Preview • New Products

Raised Wood Cold Frame One Touch Shower and Stream ColorStorm™ Spinning Sprinkler ColorPoint™ Hedge Shears Multiple Colors Available

Leaf Effect Topiary Swirl Border Pot

Vintage Watering Can

Booth #405

Hummingbird Bottle Feeder Hummingbird Concentrate Makes 128 oz of Nectar

Booth #2011 Booth #1311 Trinidad Pietra 16 in. Planter

Feed & Seed Absolute Bird Feeder Belona Red 20 in. Planter

Booth #305 22

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New Products • 2011 EXPO Preview

Twist’N Shake Refill Caps Bars

EX Bait Station

2 oz mini bars for bait station

Twist’N Shake Fertilizer

Pellet Place Packs

Available in green plant and flowering plant formulations

Contains 86, 1.5 oz packs

Southern Weed Preventer

Bonus Size covers 1,120 sq ft

EX Pellet Place Packs

Contains 88, 0.75 oz packs

Booth #1708 Booth #1508

Biathlon™ Herbicide 50 lb.

Booth #1419

Booth #711

Grow Box with Cover SEPTEMBER 2011 /

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2011 EXPO Preview • New Products

D E S I G N S

Mouser Station Box

Pouch (4 lb)

16 in. Edinburgh Ironside

Booth #1400

Bars (4 lb)

10 in. Monaco Sunwash Planter

Green Nugget Pouch (4 lb) Green Nugget Display

Booth #309

Whitney Farms: 100% Natural Lawn Food (25 lb), Compost Maker Plus (4 lb), Granulated Sulphur (5 lb), Greensand (5 lb) and Cottonseed Meal (4 lb). Miracle Gro Expand ‘N Gro .66 cf Turf Builder Zero plus Winterguard with Plus 2 5M, 15M

64 in. Shephard Hook Assorted Laurel Planter

Booth #1315 SEPTEMBER 2011 /

Booth #2006 WWW.BWICOMPANIES.COM

New Products â&#x20AC;˘ 2011 EXPO Preview Booth #303

Ladies Pink Canvas Cowboy Hat

Bed Bug Monitor Bed Bug Trap and Trap Refill Kit

Booth #409

Milky Spore 10 oz

Booth #1808 Booth #2012

New Sizes Available

Booth #311 Poison Moleworms

Booth #401

Wasp and Hornet Killer (19 oz) and Stink Bug Killer (32 oz) SEPTEMBER 2011 /

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The Wonderful World by Heather Colburn FoxFarm Soil & Fertilizer Co.

ndoor Gardening, or more commonly referred to as “Hydroponic Gardening,” is one of the oldest ways to produce food crops in areas where water and soil are limiting. The Hanging Gardens of Babylon, floating gardens of the Aztecs, and even Egyptian hieroglyphic records show of growing plants hydroponically. The US Army grew crops hydroponically during our 2 world wars. NASA has integrated hydroponics into the space program, and the scientists that inhabit Antarctica grow crops during their stay for obvious reasons. In fact, it is estimated that close to ¼ of most vegetables you purchase, as well as over 50% of all cut flowers are being grown in commercial hydroponic settings. The idea of growing plants outside of traditional in-ground methods is not new, just forgotten by the average gardener as we have access to fresh produce and flowers via supermarkets. However, with the push to be “Green” or sustainable coupled with rising health concerns of foods that contain salt fertilizers or pesticides, the average gardener has turned into a home gardener. Meaning, people want to grow their own organic fruits and vegetables! This means planting when the frost clears, hoping for good weather, watering and feeding, and then success: edible food at your fingertips. Growing your own food is becoming a staple for many homes, yet you can only do this during one or two seasons if you are lucky. Indoor Gardening offers an alternative: your own food production year round! With just a simple system, you can grow a variety of plants in a variety of ways anywhere in your home. Your kitchen, spare room, garage, you name it. Indoor gardening offers flexibility of where to grow and what to grow. You can take a 10 square foot area of your home and produce all of the veggies you need all year long. You cannot do this with in-ground methods. Because of this, a home gardener can eat veggies and certain fruits any time they wish at a fraction of the cost of in-ground plantings in most cases, and at an accelerated growth pattern. Also, with the housing market being in flux, indoor gardening allows people without yards to grow as well. Urban growing indeed! Plants grown hydroponically will grow and produce faster than average outside plants. This is because the gardener can control the light and the nutrients better. The best system for the average gardener is ebb and flow, or a flood to drain system. Meaning: you have a tray, your containers for your

SEPTEMBER 2011 /

plants placed inside the tray, a reservoir for the water and nutrients, a pump for the circulation of water, and a light source. You can adjust the light to be lower when plants are young, and raise it when they get older. Plants can be grown in these systems with soil, Hydroton, Rockwool, coconut, and many other forms of growing medium. Soil and Rockwool are the most popular because it allows for a greater margin of error by the user. Lettuce, cucumbers, tomatoes, peppers, strawberries, herbs, Orchids, and African Violets are just a few of the more commonly grown plants in hydroponic settings. You can actually grow any plant hydroponically if you wanted to. Want to have a Japanese Maple indoors? You can with a light and a reservoir! It is amazing what can be grown indoors, however, most gardeners will use a hydroponic system for food production. It is important to know that plants growing hydroponically need to be fed more often and with liquid nutrients. FoxFarm Soil & Fertilizer Company has been providing Organic soils and fertilizers for gardeners of all types for over 25 years. New with BWI for 2012, FoxFarm not only produces organic soils and foods for plants in traditional gardening, but FoxFarm is also one the largest hydroponic nutrient and growing medium brands nationwide. FoxFarm has been spearheading the education and cultivation of not only organic and sustainable gardening in your yards, but also for indoor gardening in the cold months of winter, or the harsh summer months. FoxFarm provides a complete, 3, 6 or 9 part nutrient program to provide everything your indoor veggies will need. Big Bloom, Grow Big, and Tiger Bloom are your basic 3 part nutrient system to give a plant everything it needs from seed to harvest. The FoxFarm Bushdoctor additives provide you with microbial inoculants, rooting stimulants, and a salt flush. If you want an extra push for flowers, FoxFarm’s water soluble mineral salt 3 part nutrients will take your flowers to a whole other level. Also, FoxFarm’s famous Ocean Forest Potting soil is not only one of the most popular organic soils in Independent garden centers nationwide, it is actually the #1 soil used for indoor gardening.

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of Indoor Gardening Big Bloom: This odorless, liquid fertilizer is a live culture of vitamins, amino acids, natural growth hormones, enzymes, and beneficial organic microbes. Our special, micro-brewed formula incorporates earthworm castings, bat guano and other high test organic ingredients that offer a full, balanced range of nutrients. Norwegian kelp improves nutrient uptake and increases yields. Rock phosphate helps transfer energy from one part of the plant to another, which means bigger buds and more fragrant flowers. Grow Big® Liquid Plant Food is a potent, fast-acting, water soluble fertilizer that encourages vigorous vegetative growth from the first week through bud set. We add earthworm castings and Norwegian kelp into this special brew to encourage sturdier, healthier stems and leaves, but we also provide enough nutrients and trace minerals to create the kind of healthy branching that you’ll need later in the season for more abundant buds and blooms.

fertilizer with earthworm castings and kelp meal for a biologically active formula. Put it all together! Use them in sequence for brilliant blooms and luscious fruit all season long. Start with Grow Big® for abundant green growth. Switch to Tiger Bloom® at the first sign of bud set or flowering. Use Big Bloom™ throughout all growing cycles to heal root systems and increase nutrient cycling. The ultimate potting soil — everything your plants need, in one bag. Ocean Forest® is a powerhouse blend of premium earthworm castings, bat guano, and Pacific Northwest sea-going fish and crab meal. Composted forest humus, sandy loam, and sphagnum peat moss give Ocean Forest® its light, aerated texture. Start with Ocean Forest® and watch your plants come alive! FoxFarm’s Happy Frog Organic line provides organic dry fertilizers as well as soil mediums that are used for in-ground gardening. However, the dry fertilizers are used for hydroponics systems as compost teas. Compost teas are an easy and organic way to grow hydroponically while using traditional soil and dry fertilizers. You simply take 2 tablespoons of dry food per gallon of water, soak overnight in your reservoir, and you have nutrients for the week! (Continued on page 28)

Ready to bloom? Tiger Bloom® makes it happen. This is an ultra-potent, fastacting, high-phosphorus fertilizer with just enough nitrogen to sustain healthy, vigorous green growth during flowering. The low pH keeps it stable and ensures that the micronutrients will be available when plants need them. In addition to containing critical trace minerals, we brew our liquid

SEPTEMBER 2011 /

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(Continued from page 27) The benefit for a retailer who carries and supplies their customers with an option of Indoor Growing can reap rewards. First: you can provide a product offering that is new and innovative to a home gardener. If displayed right with clear instructions and simple guidelines, a retailer can sell initial investment kits to Moms, Grandparents, schools, and kids that can be set up anywhere and at anytime. Second, the majority of these systems may very well be sold during times of the year where sales are flat such as the winter months. This will bring in unexpected revenues for your store and foot traffic. Finally: an initial investment may range from 200-1000$ depending on size and lighting, however, the reciprocal sales will go on and on. With hydroponics, a gardener is turning over crops faster; the plants require more fertilizer and faster replanting, so more soil mediums. Your garden center will experience year-round soil and nutrient sales, along with the potential sales for: gloves, pruners, light bulbs, organic pest and disease controls, seeds, seed starters, stakes, and more. Selling vegetable gardens and supplies no longer applies for just 1-2 months, it now becomes a product line in the store that provides 24-7 sales.

a line that gardeners know and trust. The quality and commitment to providing products that produce advanced results for end-users while the packaging, quality control, and excellent sales and education of organic gardening and indoor growing have allowed retailers to diversify sales. In order to be successful, it is important to know one thing: it is easy! Have an educated staff member, set up beautiful displays showing vegetables, fruits, flowers, houseplants, even shrubs in a variety of systems throughout your store. Keep them clean and well presented with clear signage. Humans are visual, so just a closed box will not do. Show them and they will come. Indoor gardening is a not so new way to provide the satisfaction of growing your own foods and flowers all year long. There is an undeniable feeling someone has when they pick their lettuce, tomato, cucumber, peppers, and strawberries to make their kids a meal that has been grown together as a family. Indoor gardening provides the relief of knowing where your food comes from and quells concerns of chemicals being ingested into your bodies.

FoxFarm recognized this potential many years ago, and now many garden centers are seeing a boost in sales during winter that they could never repeat with plant sales. Plus, FoxFarm is

WWW.BWICOMPANIES.COM Visit the BWI website at www.bwicompanies.com and discover exciting tools to assist you in your account management. From this site you can search for products using the easy to use navigation or browse the online catalog for retail, turf and grower items. The information available includes product image, description, availability at your shipping location and your price. For access to direct order entry, you may also use www.orders. bwicompanies.com. This takes you directly to a secure site dedicated to making your order entry efficient and easy. The BWI website also has several features that allow you to review your invoices, special programs, marketing tools (e-contacts) and upcoming events. All of your account information is protected with this secure website and is only accessed with your personal sign on and password (your customer number in all capital letters). This website is one of our premier services developed with you, our customer, in mind to help you grow your business.

SEPTEMBER 2011 /

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SEPTEMBER 2011 /

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2011 EXPO Preview • Show Specials ALLIED PRECISION INDUSTRY SAVE 15% on Dura Cotta planters. See booth for details. AMTURF CASH SPIFFS UP TO $50 on pallet purchases. See booth for details.

BASF Receive a 10% discount on Pendulum 2G (AM2480050), Ultra Pure Oil (WH092307 & WH092308) and all full case orders of the Total Release aerosol products. See booth for details.

AQUASCAPES CASH SPIFFS from $5 to $20 on select items. See booth for details. AQUATROLS SAVE 5% on all horticultural products. See booth for details.

BAYER ADVANCED CASH SPIFFS from $25 - $100 on select items. See booth for details.

ARTEFX Receive FREE shipping or 2 FREE wooden displays with any 2 case purchase. See booth for details.

BAYER ENVIRONMENTAL SCIENCE For every $1,000 purchase, receive a chance to win a Remington Versa Max 12-gauge shotgun (a $1,500 value). See booth for details.

ATLAS GLOVES/LFS 10% OFF select displays. See booth for details. ATLAS GREENHOUSE FREE nursery cart or basket rack based on a minimum $3,500 purchase. See booth for details. BACK TO NATURE Receive one FREE pallet with every full truckload order. See booth for details. BARBOUR INTERNATIONAL $25 CASH SPIFF with purchase of a pallet of 18 lb. charcoal. See booth for details.

BARENBRUG Purchase 10, receive 1 FREE 25 lb. PanAm Bermuda OR Amarillo King OR 22 lb. Lablab Plus. See booth for details.

BIOSAFE Receive a free quart of Sanidate Fruit/Vegetable Wash (ZZCH201732) with the purchase of three or more Turf & Ornamental products. Receive discounts up to 42% on all products. See booth for details. 10% discount on full case orders of AzaGuard (ZZCH70001, 2/gal. & ZZCH700032, 4/32 oz.). Free spigot with the purchase of a 2.5 gallon or 5 gallon container. While supplies last.

SEPTEMBER 2011 /

BIOWORKS Purchase 1 case of Molt X quarts (DSCHMOLTXQT) and receive 2 FREE quarts of Botanigard Mycotrol (DSCHBOTANMO) OR receive 2 FREE quarts of Botanigard (DSCHBOTANIGARD) OR 2 FREE lb. of BotaniGard WP (DSCHBOTANIGRDWP). Must ship by March 31, 2012. Purchase 1 case of Suffoil-X (DSCHSUFFOIL-X) and receive 1 case FREE (Limit 1 free case per customer). Receive a chance at a drawing for a FREE TV. See booth for details. BLACK GOLD ENVIROSAFE 10-15% Discount on select case combos. See booth for details. BOND MFG. CASH SPIFFS FROM $25 to $400 on select displays. See booth for details. Save up to 33% on select items. BONIDE $10 to $50 CASH SPIFFS on select displays and assortments. Up to $550 CASH SPIFF with the purchase of “Bonified” programs. See booth for details. BOSS GLOVES Up to $40 CASH SPIFFS on select displays. Save up to 30% on select gloves. See booth for details.

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CENTRAL LIFE SCIENCES/PET EARN UP TO $25 CASH BACK on a $250 order, $50 on a $500 order and $100 on an order of $1000 or more. See booth for details. CHAPIN Save up to 22% on select items. See booth for details. CLEARY Special Show price on 3336 Pro Pack Drum (CL3336P) of $475 per drum. Minimum 2 drum order. Torque (CLTORQUE) special price $260 per gallon. Minimum 1 case order. 5% Discount on all full case orders of Tristar (CLTRISTAR2 & CLTRISTAR3).

CONTROL SOLUTIONS CASH SPIFFS up to $20 per case. See booth for details. CORBITT MFG. 1 FREE pallet of cypress or colored mulch with every dropship truckload order placed at the show. See booth for details. CORONA Save up to 25% on select items. D&D COMMODITIES CASH SPIFFS up to $60 on select displays. See booth for details. DALEN PRODUCTS Save up to 22% on select items. Receive a FREE display rack (ZZDNGC-M) with the purchase of 6 cases (mix & match) of netting, owls or Harvest Guard products. See booth for details. DELTAG FREE wooden display with purchase of $550 in product. 10% discount on ALL purchases.

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DISTRIBUTED

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Conserve Water Decompose Gradually Stop Weeds

All Natural Formula

ORGANIC CHOICE

5-5-5 Fertilizer Enriched —Time Release

FERTILIZER ENRICHED

PRODUCT

Biodegradable Paper Mulch Designed for Annual Gardens and Plantings

PRODUCT FEATURES Q Allows air and water through Q Made from natural paper fiber Q Gradually decomposes Q Lasts a full growing season Q No clean up, tillable into soil Q Excellent for vegetable gardens Q Use in flower gardens, too

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CENTRAL LIFE SCIENCES/ JUST ONE BITE Receive an extra 8% off on show orders on select items. Plus get cash back on your purchases. See booth for details.

COLORITE SWAN Save up to 20% on select items.

Down to Earth Protection. Down to Earth Results.

CENTRAL GARDEN & PET CASH SPIFFS from $25 to $100 on select pallets and displays. See booth for details.

#1 Choice of Professionals.

CARL POOL 5% Discount on select products. See booth for details.

COLLIER METAL 2 FREE bundles for every 20 bundles purchased of 1/16” x 10’ steel edging, green (PS10145) and 1/16” x 10’ steel edging, brown (PS10145B). 3 FREE bundles for every 30 bundles purchased of 1/8” x 10’ steel edging (PS1012). See booth for details.

NEW

BRADFIELD ORGANICS CASH SPIFFS of $20 for 1 pallet of product, $25 each for two pallets, and $30 each for three or more pallets ordered on a mix and match basis. See booth for details.

(Continued on page 32) SEPTEMBER 2011 /

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2011 EXPO Preview (Continued from page 31)

DEWITT Up to $6 discount per case on select retail landscape fabric $4-$5 CASH SPIFFS on select bulk landscape fabric $25 discount on select Sales Centers. See booth for details. DOW AGROSCIENCES Purchase 10 bags, mix & match, of Showcase (EL257904) or Snapshot (EL20120) and receive 1 bag of either FREE. See booth for details. DRAMM-COMMERCIAL Receive a 10% discount on a BP-4 Backpack Sprayer, MSO Bigfoot Package or AutoFog. See booth for details.

GROWING

green

has never been easier

RootShield®* Biological Fungicide CEASE®* Microbial Fungicide/Bactericide MilStop®* Foliar Fungicide NemaShield® Beneficial Nematodes SuffOil-X X®* Insecticide/Miticide/Fungicide Molt-X X®* Botanical Insecticide/Nematicide Mycotrol O®* Mycoinsecticide BotaniGard® Mycoinsecticide * OMRI Listed Products

To find out more about the BioWorks family of products, please contact us at 800-877-9443 or visit www.bioworksinc.com

DRAMM-RETAIL Save 18% on Colorstorm hoses. See booth for details. EARTHBOX Save 12% on the Dark Green Bonus Mini Pallet, Pk/39 (ZZEB153) and the Terra Cotta Bonus Mini Pallet, Pk/39 (ZZEB154). EARTHWAY Save 25% on Earthway Precision Garden Seeder (ERPGS). See booth for details. EASY GARDEN BOX Purchase five 4’ x 4’ units and receive one FREE for display. See booth for details.

SEPTEMBER 2011 /

ESPOMA Up to $100 CASH SPIFFS on select products. See booth for details. EVERRIS Purchase 10 bags of Osmocote 14-14-14 (OS90550) and receive 1 bag FREE. FLOWERHOUSE Save 25% to 47% on select items. See booth for details. FMC 10% Discount on Solitare (CHSOLITARE) and Blindside (CHBLINDSIDE). FESTIVAL WINDCHIMES $20 CASH SPIFF on orders of $1500 or greater. Earn an additional $20 CASH SPIFF with the purchase of Corinthian Bells or Shenandoah Melodies Triple Display Package or Mountain View Display Package. FOXFARM $75 CASH SPIFF on assorted liquid fertilizers. $35 CASH SPIFF on assorted Happy Frog fertilizers. See booth for details. GARDENTECH Purchase 10 cases of assorted Sevin products and receive 1 FREE case of Sevin 5% Dust, 1 lb. (GUS7007). Up to $50 in CASH SPIFFS on select pallet displays. See booth for details.

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Show Specials KASE HORTICULTURE $750 freight allowance on equipment purchase.

GARDMAN Save up to 40% on select items. GILMOUR Save up to 25% on select items.

KISSS AMERICA Receive a 15% discount on product purchases. See booth for details.

GLAMOS WIRE Save 15% on combo pallets. See booth for details.

LEBANON SEABOARD Up to $40 in CASH SPIFFS on select displays. See booth for details.

GREEN LIGHT CASH SPIFFS up to $10 per case on select items. See booth for details.

LINK4 CORPORATION Receive a 10% discount on product purchases. See booth for details.

GREEN-TEK Receive a 10% discount on product purchases. See booth for details. GRONOMICS Up to $50 CASH SPIFF on select items. See booth for details.

MILLSIDE INDUSTRIES Save an additional 7% on select items.

GROSFILLEX $25 CASH SPIFF on pallet purchases. See booth for details.

MK MINERALS Order half truckload (8 pallets), receive 1 pallet of Hi-Cal Lime, 40 lb. (AP02) FREE . Order full truckload (16 pallets), receive 2 pallets of Hi-Cal Lime, 40 lb. (AP02) FREE.

HEADWIND Additional 10% savings on select items. See booth for details. HEATH OUTDOOR PRODUCTS Save up to 14% on select items. IRONITE $1 per bag CASH SPIFF on 20 lb. 1-1-1 Ironite. $2 per bag CASH SPIFF on 40 lb. 1-1-1 Ironite.

LIQUID FENCE $5 to $425 CASH SPIFFS on select displays. See booth for details.

MONSANTO Purchase 4 cases of QuikPro, 6.8 lb. (MSR22913) and 4 cases of QuikPro Dose Packs, 1.5 oz. (MSR88603) and receive 3 cases of QuikPro Dose Packs FREE plus FREE display rack (MSRS014WHT).

JRM Save 12% on select items. Plus receive up to $50 in CASH SPIFFS on select items and displays.

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FRUIT, CITRUS & VEGETABLE INSECT CONTROL §Season-Long Protection Without Spraying §Kills Insects and Prevents New Infestations §Rain-Proof Protection That Won’t Wash Off

LOOK FOR THESE NEW PRODUCTS AND MONTHLY SPECIALS FOR YOUR EDIBLE G GARDEN VEGETABLE & GARDEN INSECT SPRAY §Protects edibles from insect damage §Kills aphids, Japanese beetles, cutworms and other listed pests §Concentrate or ready to spray

(Continued from page 33)

MONSANTO CONTINUED Purchase 4 cases of ProMax, 1.67 gal. (MSR10918898) and 2 cases of QuikPro, 6.8 lb. (MSR22913), and 2 cases of QuikPro Dose Packs, 1.5 oz. (MSR88603) and receive 1 case of QuikPro Dose Packs (MSR88603) and 1 case of ProMax, 1.67 gal. (MSR10918898) FREE plus FREE display rack (MSRS014WHT). MOULTRIE Save 15% on the purchase of 2 or more D-55IR cameras. Save up to 10% on select items. MUCK BOOT Purchase $1250 of Muck Boots and get your choice of 1 pair of Woody Bayou or 4 pair of Daily Clogs (pink or plum vine) or 4 pair of Daily Garden Shoe (pink or plum vine) FREE. While supplies last. See booth for details. MULCH MFG. FREE pallet of 2 cu. ft. Premium Cypress Mulch with the purchase of a full truckload of mulch (excludes cedar). Limit 3 free pallets. See booth for details. MYERS GROWER Large selection of new East Wind decorative containers. Great discounts on several Myers lines. See booth for details. MYERS L&G Save up to 9% on select items. 34

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Show Specials • 2011 EXPO Preview NELSON PLANT FOOD Receive CASH SPIFFS on incremental volume purchases from $1 to $125 per pallet. See booth for details. NEOGEN 5% CASH SPIFF on all items. See booth for details. NUFARM T&O Large discounts on all Mallet 2F packs. See booth for details. NUFARM R&P Discounts on a select list of products. See booth for details. Purchase 12 cases of Weedestroy (RP98373RR) and receive 1 case FREE. See booth for details. OHP 5% Discount on all OHP products excluding Hot Buy items (Kontos, Marathon G, B-Nine & Biathlon). See booth for details. OLD WORLD SPICES Free shipping on show orders.

PLANT STAND $15 CASH SPIFF with orders of a Spinner Rack Display (ZZBH26434) or 8 cases of 12” Plant Stands and 2 cases of 16” Plant Stands. $20 CASH SPIFF with order of 5 cases of Plant Caddies of any size or color. Roller display is free with orders of 5 cases. PLANTMATES Purchase 5 cases of Scatter Boxes (ZZHDP76500), receive 1 case Free. Purchase 5 Powder Mills (HDP76900), receive 1 FREE. Purchase 9 Broadcast Spreaders (HDP76300), receive 1 FREE. Purchase 9 Lawn Breather Shoes (ZZHDP76100), receive 1 FREE. POPPELMANN PLASTICS Receive up to 15% discount on various items.

PACE 49 5% Discount on all Pace 49 orders totaling $200-$1,999. 10% Discount on orders $2000 and up. See booth for details.

PPG, INC. Receive $50.00 off on the purchase of a chlorinator.

PANACEA Save 15% on select displays. See booth for details. PATTEN SEED Receive FREE ad placement in newspaper with order of Factory Pack. See booth for details.

PBI GORDON 3% Discount on Atrimmec (GD6621076 & GD6621086) 1% Discount on Ferromec Micros (GD9661126). See booth for details.

PRECISION PRODUCTS Save 25% on a Garden Seeder (ERPGS2010).

QUIETAIRE Receive a 9% discount on product purchase. RETAIL SERVICE COMPANY Discounts up to $200 with the purchase of a Complete Printing System. See booth for details. RESCUE/STERLING Receive $5 to $25 CASH SPIFFS on select items. See booth for details. SANCO CASH SPIFFS UP TO $50 on select displays. $5 CASH SPIFFS on select case good items. See booth for details. SCOTTS 50% rebate on suggested Whitney Farm & Garden Pro orders. $100 CASH SPIFF on pallets of Scotts Green Max fertilizer. See booth for details. SENNINGER Receive a 10% discount off retail on Senninger manufactured items. SENORET Receive $10 to $100 in CASH SPIFFS on select displays. Receive a $500 SPIFF with the purchase of a Terro Ant & Insect Kit (ZZSERK10), a Sweeney Mole & Gopher Control Kit (ZZSESWRK5), and an Animal Repellent Rack Display Kit (ZZSEARK2).

PROKOZ 5% Discount on a select list of items. See booth for details. SEPTEMBER 2011 /

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(Continued on page 36)

2011 EXPO Preview • Show Specials (Continued from page 35)

SHAKE AWAY $5 CASH SPIFF per case of repellent granules. SPRINGSTAR $25 CASH SPIFF on Glass Wasp/Lure Display and Glass Trap Combo Display (Wasp/Fruit Fly Traps). $10 CASH SPIFF on Bed Bug Monitor (PSTS109). See booth for details. ST. GABRIEL ORGANICS Receive up to $50 CASH SPIFFS on displays Receive up to $35 CASH SPIFFS on case goods with minimum purchase. See booth for details. STALL DRY $8 CASH SPIFF with the purchase of your choice of 12 bags of 40 lb. Redlake Earth (BHSD40) or 2 cases of Redlake Earth Jugs (BHSDW105), or 2 bags of Stall Dry, 40 lb. (BHSD44X). $40 CASH SPIFF on pallet purchases of Redlake Earth, 40 lb. (BHSD40) or Stall Dry, 40 lb. (BHSD44X). $10 CASH SPIFF with the purchase of 1 case (16 rolls) of Eazy Zorb Mats (ZZBHSDBEZM151).

TUFF STUFF Special pricing on select items of stock tanks, round tubs, and utility buckets. TURNER HAT $50 CASH SPIFF on Winter Hat display. $25 CASH SPIFF on Spring Hat display. VALENT USA 10% Discount on select items. See booth for details. UNIVERSAL ROCK Up to $250 in FREE goods. See booth for details. VPG CASH SPIFFS and “Buy 3, Get 1 FREE” on select items. See booth for details.

T.O. PLASTICS 5% Discount on select products. See booth for details. Drop ship charge waived on 6 plus pallet orders. Up to $250 savings. 36

TRUNK MAT Purchase 3+ rolls, receive a FREE stand. Purchase 6+ rolls, receive FREE roll. Purchase 12 Personalized Mats, receive 1 FREE. Purchase 25 Personalized Mats, receive 2 FREE. Ship by 1/15/12 and receive 4/1/12 terms.

WARE MFG. Receive up to $30 in CASH SPIFFS with the purchase of assorted products. See booth for details. Save up to 20% on entire line and an additional 6% on the Chick-N-Hutch (WA1490), the

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Large Rabbitat (WA1550), and the Double Rabbitat (WA1551). ZEP/WATERBURY Purchase 8 cases of Air Fresheners and receive 1 case FREE (your choice). Plus receive up to 10% discounts on select items. See booth for details. WELLMARK EXTINGUISH Save 17% on 1 lb. (ZO24570), 4.5 lb. (ZO24550) and 25 lb. (ZO24560) bags. See booth for details. WELLMARK STARBAR Save an additional 6% on Golden Malrin, 1 lb. (ZO25070) and 5 lb. (ZO25010) sizes, and Lintox HD quarts (ZO64580B) & gallons (ZO61200B). See booth for details. WELLMARK GROWER 15% Discount on Mavrik quart size (SAPENMAV2), Enstar AQ quart (SAENSTAR1) and gallon (SAENSTAR2) sizes. See booth for details. WOODLINK Save 10% on select displays. Save 25% on select tube feeders. See booth for details. $35 CASH SPIFF on Slot n’ Pin display (ZZWOSPWDISP). WOODSTREAM 10% SPIFF on all Woodstream products. Spiff will be paid in $250 increments. 50% OFF Fi-Shock Planograms.

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2012 BUILD TRUCK PROGRAM

Back by popular demand, the BWI Build-A-Truck program will again be offered at EXPO. This program allows you to shop among 100 different products that are heavy or bulky and let you pick either 12 or 24 pallets, mix and match, for delivery prior to the busy season . This purchase not only benefits you in terms of pricing and dating, but also benefits you in terms of more timely deliveries each week in the spring. Most people in a region stock up at the same time of year, resulting in delays receiving your weekly bill of goods. With this program, you take it early, buy only what you normally sell, have it when the season breaks and pay for it later. Everybody wins! Each pallet comes with a pallet sock so merchandise can be stored outside if need be.

Ordering is easy and each load comes with extra Bonus Bucks. Visit us at Booth #1420 for more information on this exciting program and find out what we can do for you!

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2011 EXPO Preview • Ann Chase DISEASE CONTROL IN NURSERY & GREENHOUSE CROPS 2011 EXPO Grower Seminar Speaker

MONDAY, SEPTEMBER 26 3:00 PM

Dr. Ann Chase graduated from the University of California at Riverside with a PhD from the Department of Plant Pathology. She was a Professor of plant pathology at the University of Florida Central Florida Agricultural Research and Education Center from 1988 to 1994. As president of Chase Horticultural Research since 1996, she specializes in contract research, consulting, Xanthomonas on Poinsettia and training through talks and writing. Ann has written extensively on ornamental diseases and their control, most recently as a co-author of “Diseases of Herbaceous Perennials”. Dr. Chase received “Researcher of the Year” 2007 from California Nursery and Garden Centers Association and was awarded Fellow of the American Phytopathological Society in 2009.

Products to focus on: “Diseases of Herbaceous Perennials” book – for sale. Chase News – monthly newsletter – in its 9th year. New wall poster – 2011 Guide to Ornamental Fungicides (see page 38).

Dr. Chase will be presenting the newest information on ornamental diseases and their control. She will focus on upcoming fall crops such as poinsettia and pansy as well as some of the newest crops in production including perennials and woody ornamentals. She will give key characteristics of diagnosis and cultural controls as well as present a wide range of trials on fungicide and bactericide precuts for control of these diseases. The presentation

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will also give a suggested rotation guide for diseases from Botrytis to Pythium.

IT’S NOT TOO LATE TO REGISTER FOR 2011 EXPO SEMINARS. VISIT WWW.BWICOMPANIES.COM AND ACCESS YOUR EXPO INFORMATION TO SIGN UP.

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Ann Chase • 2011 EXPO Preview

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Roundup herbicides The Best Deals on Monsanto Branded products at the 2011 BWI EXPO

Eye-catching Point-of-Purchase retailer display (FREE with “Show Special” purchase on Roundup PROMAX and QuikPRO). A $150 value!

The fastest weed control you can get with visible results within 24 hours. ®

QuikPRO , powered by Roundup Technology , gives you fast burndown results with an easy-to-mix, water-soluble granule. All it takes is one try to see why it’s the choice of lawn pros everywhere. ®

See us today for more information or visit RoundupQuikPRO.com PROVEN | RELIABLE | SUPPORTED

Roundup Technology® includes Monsanto’s glyphosate-based herbicide technologies. ALWAYS READ AND FOLLOW PESTICIDE LABEL DIRECTIONS. QuikPRO and Design®, QuikPRO®, Roundup QuikPRO™, and Roundup Technology® are trademarks of Monsanto Technology LLC. ©2011 Monsanto Company. 27574

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Pallet Alley • 2011 EXPO Preview

Save 15%

Save 22%

Wonder Grip 12-Peg Display Pk 144 AGPWONDER12KIT

3N1 Rose & Flower Care 40/40 oz ZZBY701261B

Save 30% Unlined Leather Glove Pk 72 ZZWL93441

Save 18% Molded Owl Mini Pallet Pk 30 ZZDNOW30MP

Save 18%

Save 24% with a $20.00 cash spiff for every 30 bags Natural Lawn Food 30 lb; ESNL30

Save 19% Tomato Tone Bin 45/8 lb; ZZESTO8MP

Save 17% plus get a $50.00 cash spiff Weed Beater Complete Granules 150/10 lb ZZBP60478

Save 14% Touch N’ Flow Assorted Display Pk 120 ZZDM60084

Save 12%

Rotating Head Owl™ Mini Pallet Pk 30 ZZDNRHO30MP

Colorpoint Color Tools Pk 78 ZZDM63001

Save 32%

Save 14%

24” Poly Rake Pk 30 ZZFLXCF24W30D

Save 19%

Ocean Forest Potting Soil 1.5 cf; FSF790058

Save 14% Happy Frog Potting Soil 2 cf; FSF590023

Garden Tone Bin 45/8 lb; ZZESGT8MP

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2011 EXPO Preview • Pallet Alley (Continued from page 41)

Save 24% with a $50.00 cash spiff Sevin 5% Dust Mixed Display Pk 90 ZZGUS7026

Save 17% with a $20.00 cash spiff Sevin 5% Dust 1 lb 36/Pk 3 ZZGUS7026

Save 10% with a $25.00 cash spiff Mixed Tobego Decor Pallet ZZGRFUSP80003

Save 16% Hummingbird Feeder Display 152 Pieces ZZRB0290025

Save 16% Lantern Tube Feeder Display 40 Pieces ZZRB0290022

Save 16% Tradional Water Can Display Pk/32 ZZRB1190022

Save 16%

Save 15% Heavy Duty Tomato Cage Pallet Pk 150 ZZGW74327

Save 15% 42” Light Weight Tomato Cage Assorted Color Pallet Pk 300 ZZGW70401

Save 15% Creative Color Combo Tomato Cage Pallet Pk 95 ZZGW7999

Forge Display Pk/45 ZZRB490232

Save 26% 2011 Miller EXPO Farm Kit 2011EXPOFARMKIT

Save 13% Flag Assortment Display Pk 116 ZZHT25154CBS 42

Save 29% with a $15.00 cash spiff 24 oz Orbital Sprayer Pk 100 ZZTH2498100

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2011 Miller EXPO Pet Kit 2011EXPOPETKIT

Save 14% 25 lb Galvanized Auto Dog Feeder; Pk 24 LGCH25

Pallet Alley • 2011 EXPO Preview Save 10% Save 16% 42” Tomato Cage Assorted Colors Pk 200 ZZPA89901

Save 16% Shepherd Hook Assorted Display Pk 72 ZZPA89067ASST

Birdbath Glazed 21” x 17” Pk 30 IMPDP91000

Save 14% Cache Pot 3 Piece Set Pk 48 IMPDP91050

Save 16% Save 19% with a $75.00 cash spiff Round Up 56/1.33 gallon ZZMS5100210

Save 19% with a $50.00 cash spiff Save 23% with a $100.00 cash spiff Mole & Gopher Granules 40/10 lb ZZSE7002FD

Mixed Fly Combo Floor Display Pk 96 ZZBHFD96

D E S I G N S

Save 16% Tomato Cage Mixed Display Pk 750 ZZPA89894

Save 18% plus get a $30.00 cash spiff

Home Defense Max RTU Wand 64/1.1 gallon ZZOR0196864

12” Siena Pallet Pk 36 ZZRKPLT1230

Save 16% 2 Gallon Water Can Assorted Colors Pallet Pk 72 ZZRKPLT0997

Save 16% Edinburgh Urn Mixed Pallet Pk 28 ZZRKPLT0177

Save 16%

WE’VE DONE THE WORK AND ADDED THE SAVINGS FOR YOU. PALLET ALLEY IS NOT JUST A CONVENIENT WAY TO PURCHASE, IT’S A SMART WAY TO SAVE! SEPTEMBER 2011 /

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Coronado Pallet Pk 144 ZZRKPLT0994 (Continued on page 45)

FIRE ANT BAIT DECEIVE! Engineered to be “delicious”, “deelilici ciou ci ous” s”, the ants are drawn s” to the irresistible ble bait. baaiti. DESTROY! Thinking it is food, worker ants bring b ing the bait back to the mound. DISPERSE! Other ants, including the queen, eat the bait and die, destroying the colony and preventing new mounds from forming.

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Visit us att the BW BWI EXPO in booths 1716/1718

Pallet Alley â&#x20AC;˘ 2011 EXPO Preview (Continued from page 43)

Save 16% with a $25.00 cash spiff Glass Trap Spinner Combo Pk 60 ZZPSTDG900

Save 12%

Save 20%

Hose Mixed Pallet Pk 60 ZZAAFAFRT050

Magnum Display Pk 42 ZZWOMAGDISP1

GARDEN ZONE

Save 17% with a $25.00 cash spiff

Save 11% Save 9%

Glass Wasp & Lure Display Pk 54 ZZPSTDG747

Farm/Home Fence Display Pk 215 ZZPUGZ699040

Ball Best Selling Item 1/2 Pallet Display Pk 38 ZZCKJ1440096577

Sanco is a Vendor at the 2011 BWI Fall Expo! Come Visit Us at Booth #1701 and 1800 For Spring Savings & Cash Back!

Lawn & Garden Products

Pond Products

www.crystalblue.net www.cry

RX Concentrate Co oncentrate e

Preve Pre re ev eve ve v en nts nt ts C Calc llccci cium iium Prevents P rev e event e ents nts Ca Calcium alcium u D fii i Deficiency

-The Leading Cause of Blossom End Rot-

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PAIN POINTS

ne of the most interesting aspects of my job is that I get the opportunity to visit a lot of different customers and see their operations in person. It allows me to see how they run their business and better understand what things are like in their world. The better I understand their business, the more likely I will be able to help them in some way because I have been exposed to the issues first hand that causes them pain. Some of these pain points are unique to a particular customer due to geography, climate, logistics or any number of other variables. However, there are many pain points that are common ground for most greenhouse and nursery customers. The most consistent ones are related to water, labor or energy. At the top of the list would have to be water related problems. For some customers the problem is that they simply do not have enough water available at an adequate pressure to handle all of their needs. This is very common because most operations start small and gradually grow and build as sales demand it. The problem is that many times the growth of the business outpaces the capacity of the watering system and water then becomes a limiting factor (or pain point). For others the problem is not a lack of capacity but of poor design. It’s not that their well will not produce it or their pump is unable to pump it; it’s much simpler than that. They simply cannot push enough water through their existing pipes due to hydraulic limitations. Still others struggle with water quality and what to do about it. They don’t know whether to add something to it or filter something out of it but they know that the current state of affairs is costing them plant quality, time or money; in other words, causing them pain.

Clay Wilkerson Grower Technical Sales Manager

labor is typically the most expensive part of operating a greenhouse business. In some situations the struggle is simply to find people who will do the job that needs to be done at a salary that is affordable. Some times the issue is finding employees who will work for the company rather than just for a salary. For almost everyone, the most urgent labor issue is getting the most out of the employees that are already on the payroll. It’s not just about getting the job done; it’s about doing it with the fewest possible man hours. It’s about doing it with the greatest amount of efficiency and within the window of time available. Certainly toward the top of the list would be keeping energy related costs under control. Again, no surprise here since energy costs are usually listed as the second most significant cost of running a greenhouse operation. The big culprit here is usually heating costs in the winter. Depending on the crop and

Running at a close second would have to be labor related problems. This really shouldn’t be a surprise given the fact that

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geography, growers can spend tens, if not hundreds of thousands of dollars heating their crops so they are ready for market at the right time. The problem here is that because this is such a big issue, there have been many product marketers who have been all too happy to tell customers what they want to hear about their latest and greatest heating product. For those who take the bait, the problem is simply compounded; and so is the pain. The good news is we want to lean into the pain with you by helping you find solutions to some of these common problems. In fact, the GTS staff exists to help BWI customers address these kinds of issues and more. We know that in a very real sense, your pain is our pain because we can only be successful to the degree that you are successful. That is why we have a staff of specialists that are trained to provide technical support for some of these pain points. We hope you will come by the GTS booth at the Expo and say hello to our team. We would love to meet you and get to know you and your business better. Who knows, we might even be able to eliminate some pain! -Clay Wilkerson

4 GALLON DELUXE BACKPACK SPRAYER Perfect for large spraying jobs. Comfortable straps let you lug 4 gallons of solution around with little exertion. 48” hose length wide mouth makes refilling easy In-tank fillers help prevent clogging

CHAPIN, THE WAY TO SPRAY SINCE 1884 WWW.BWICOMPANIES.COM

GREENHOUSE SOLUTIONS FROM A NAME YOU KNOW AND TRUST...

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2011 EXPO Preview

EXPO HIGHLIGHTS

CHECK OUT WHAT WE HAVE IN STORE FOR THIS YEAR’S EXPO! > Plan your next year with the right people all in one place

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> The best of our industry on display Insecticides, Herbicides, Fungicides, Fertilizers, Plant Care, Bird & Squirrel Products, Livestock Supplies, Wildlife Supplies, Pond Management, Planters & Accessories, Grower Supplies & Equipment, Lawn Ornamental & Furniture, Water Gardening & Equipment, Landscape & Professional Supplies, Potting Soil, Tools, Seed and more all represented! > Hot Buys 2 HOT BUY SESSIONS! Deep discounts you can’t miss. On Monday, September 26 we will offer 3 FULL HOURS of HOT BUYS starting at 5:00 p.m. On Wednesday, September 28 we will offer 1 HOUR of HOT BUYS starting at 8:00 a.m. The same product selection will be available at both Hot Buy sessions. > Pallet Alley We’ve done the work and added the savings for you! Pallets are stacked with great product and are ready to move out the door. Pallet Alley is not just a convenient way to purchase, it’s a smart way to save. > Education Learn how to re-invent yourself in lawn and garden retail as well as hear about trends and ideas that will shape the future of the Green Industry. Control of important ornamentals diseases will also be a hot topic. Also find out how EPA litigation and future issues can mandate and impact your business.

Stop by and see us at The EXPO!

Booth #1005

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FO NE R2 W 01 2 With outdoor living making a comeback, grilling has become more popular with more people entering this past time for pleasure. Many items have become novelty and gift items helping to extend the buying season to almost year round. Are you capitalizing on this consumer buying pattern? BWI stands ready to help you enter this category or expand your current offering. BWI offers great brand names such as Bayou Classic, Mr. Bar-B-Q and The Original Grill Pad, plus a complete line of spices and sauces. Let our category experts help. Visit booth 2015 at the BWI EXPO to see what the best selling items are and how BWI can bring more profits to your bottom line with this new and exciting category.

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A PRE-EMERGENT LIKE NO OTHER (innovative)

Specticle® herbicide is here. And bringing a new standard for pre-emergent grass and broadleaf weed control in turfgrass. New Specticle herbicide is here to provide you control of over 75 weeds. With its unique mode of action, Specticle offers unsurpassed residual control like you have never seen before. That means you can look forward to fewer applications, saving on labor costs. Plus, Specticle’s innovative chemistry uses up to 40 times less active ingredient, and that means 40 times less product in the environment. When it comes to superior control, other products just don’t compare. Get ready to achieve more with Specticle. For more information please contact your local BWI sales representative. Bayer CropScience LP, Environmental Science Division, 2 T.W. Alexander Drive, Research Triangle Park, NC 27709. 1-800-331-2867. www.BackedbyBayer.com. Bayer, the Bayer Cross and Specticle are registered trademarks of Bayer. Not all products are registered in all states. Always read and follow label instruction carefully. © 2011 Bayer CropScience LP.

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2011 EXPO Preview • Pat Jones GREEN INDUSTRY AT A CROSSROADS: KEY TRENDS IN GOLF, LAWN & NURSERY/GROWER MARKETS 2011 EXPO Turf Seminar Speaker

MONDAY, SEPTEMBER 26 3:00 PM

As a 25-year veteran of covering the golf, lawn and athletic field markets, few folks are better prepared to discuss “The Green Industry at a Crossroads” than Pat Jones. Pat is currently publisher and editorial director of Golf Course Industry magazine, the market’s leading independent publication. He oversees all aspects of GCI’s print and digital editions, websites, e-newsletters and other media. Jones began his career in the market in the mid-1980s as a staff member at the Golf Course Superintendents Association of America’s headquarters in Lawrence, Kan. During a decade with the association, Jones managed communications, public relations, lobbying, research and fund-raising for GCSAA. In 1998, Jones launched Golfdom magazine and built it to its peak readership and profitability before leaving in 2005 to start his own company, Flagstick LLC, which provided market research and communications strategies for industry companies. He joined GIE Media Inc. full-time in early 2010 to take the reins of GCI. The company also publishes Lawn & Landscape, Garden Center, Greenhouse Manager, Nursery Manager, Snow and Pest Control Technology magazines, making it the only media group to cover all aspects of the Green Industry.

What will Jones discuss in his presentation at the event? He cites five key trends impacting the entire market: 1. How the connection between the Green Industry and housing is changing and what the future might hold. 2. The use of social media and new media to change the way turf and ornamental professionals communicate with customers and others. 3. The evolution of the supply chain and how that will impact costs and management strategy. 4. Emerging product categories like foliars, biostimulants, wetting agents and other tools that will change the market. 5. New marketing strategies that combine multiple forms of media to reach the market. Jones will use research and benchmarking data from several Green Industry markets to provide steak with the sizzle behind his presentation. You can learn more about GCI, GIE Media and the industry they serve at www.golfcourseindustry.com, www.giemedia.com, @gcimagazine on Twitter and Pat Jones on Facebook.

IT’S NOT TOO LATE TO REGISTER FOR 2011 EXPO SEMINARS. VISIT WWW.BWICOMPANIES.COM AND ACCESS YOUR EXPO INFORMATION TO SIGN UP. Pat Jones 50

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The Taste Rodents Just Die For!™

Killer Rodent Control.

11-0448

Farnam, the Farnam logo, Just One Bite and The Taste Rodents Die For! are trademarks of Farnam Companies, Inc.

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INTRODUCING NEW BIO SPO FLEA & TICK CONTROL FOR DOGS New Product Starts Killing Fleas & Ticks Within weight categories; blue tubes for toy size dogs 15 Minutes weighing 6 to 12 pounds, yellow tubes for small dogs Summer is in full swing and with the cooler temps of between 13 and 31 pounds, green tubes for medium fall right around the corner, we are all itching to be dogs between 32 and 55 pounds, red tubes for outdoors. However, cooler temps also mean the itch large dogs between 56 and 80 pounds and orange of fleas, ticks and mosquito bites as they become tubes for extra-large dogs over 80 pounds. Bio Spot more active as well. The continuous feeding of fleas Defense is available in three-month and six-month on dogs may result in a hypersensitivity skin disorder supply packages. Each package is in a convenient known as flea allergy dermatitis, while deer ticks may plastic box that closes to retain remaining doses and transmit Lyme disease and mosquitoes pose danger has a treatment schedule to track proper frequency of use. as a major carrier of canine heartworms. Just one application of Bio Spot Defense Spot On® Flea & Tick Control for Dogs provides fast acting and long lasting flea, tick and mosquito protection for up to one month. The etofenprox and (S)-methoprene formula starts killing fleas and ticks within 15 minutes. It kills and repels mosquitoes for up to four weeks and prevents flea development for more than two months. Ideal for indoor and outdoor dogs, Bio Spot

Bio Spot Defense Spot On® Flea & Tick Control for Dogs mixes with the dog’s normal skin and hair oils to spread naturally over the dog’s entire body as he moves. Although the dog’s skin and hair oils will distribute the product, brushing the dog 12 to 24 hours after application will help the product reach all over his skin. This product is water resistant and remains efficacious following exposure to rainfall or swimming; it also contains lanolin for coat conditioning.

Defense Spot On® Flea & Tick Control for Dogs has a fresh clean scent and is water resistant to continue “Bio Spot Defense Spot On® Flea & Tick Control killing fleas and ticks in humid and wet conditions. the same active “The etofenprox in the new Bio Spot Defense kills the for Dogs contains etofenprox, ® ® fleas on contact that can cause allergy dermatitis and ingredient found in Bio Spot Spot On Flea & the deer ticks that may transmit Lyme disease; and kills Tick Control for Cats, to help reduce concern for and repels the mosquitoes that are a major carrier cross-species contact in mixed cat/dog households,” of canine heartworms,” said Steve LeVeau, senior added LeVeau. “It is important that consumers never marketing manager for Central Life Sciences. “The use flea and tick control products for dogs on cats. insect growth regulator in the formula, (S)-methoprene, kills flea eggs and prevents flea larvae from developing into biting, breeding adults for up to two-and-a-half months, breaking the flea life cycle.” Bio Spot Defense Spot On® Flea & Tick Control for Dogs is packaged in color-coded single dose tubes to ensure each dog receives the proper amount. Tubes are available in five 52

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OT DEFENSE SPOT ON

They should only use products labeled for cats on cats.” For more information about the complete line of Bio Spot® flea and tick products, visit: www.biospot.com. Central Life Sciences combines the best of Wellmark International and Farnam Companies, Inc. Our new name – one part life and one part science – established an enterprise committed to discovery and innovation. Wellmark’s leadership in Insect Growth Regulators (IGRs) and Farnam’s strengths as one of the pet industry leaders in the animal care field demonstrates our dedication to the health and well-being of companion animals, humans and the environment. Imagine the perfect blend of technology and market responsiveness – we did, and it’s called Central Life Sciences. For more information about Central Life Sciences call (800) 234-2269 or visit www.centrallifesciences.com and click on Farnam.

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On June 4th, 2008, EPA issued a final ruling concerning rodenticide compounds currently registered for sale in the United States. This final decision was issued on the basis for continued need for the mitigation of risks to children and wildlife. The active ingredients specifically affected in the decision are: Brodifacoum (Havoc®), bromadiolone, difethialone, difenacoum (Di-Kill™), Bromethalin (CyKill™), cholocalciferol, chlorophacinone, diphacinone (Ramik®), warfarin (Rodex™) and zinc phosphide (ProZap®). The measure EPA has imposed will involve sale and distribution restrictions, minimum package size requirements and use site restrictions. This article is to inform both sellers and buyers of the implications of the EPA’s new guidelines. What follows is a brief explanation of how the guidelines are expected to affect rodenticide sales and usage. The categories listed below, homeowners and farm & agricultural users are in reference to the end user. Homeowners • First generation and acute actives (Ramik®, CyKill™ & Rodex) will be available in a solid form pre-loaded into a tamper-resistant bait station in retail sizes of 1lb or less. EPA has set 4 Tiers of bait stations that will be available. They are as follows: o Tier 1- Kid & dog tested and can be used indoors and outdoors o Tier 2- Kid & dog tested, indoors only o Tier 3- Kid tested, indoor only o Tier 4- Self certified, indoor only, non-refillable  No second generations (Havoc™ & Di-Kill™) actives will be allowed  These restrictions would fall into typical retail outlets such as hardware & home improvement stores, grocery stores, convenience stores, drug stores, club & big box stores. Farm & Agricultural Users:  Packaging restrictions o First generation and acute actives (Ramik®, CyKill™ & Rodex) must be sold in 4lb or larger sizes o Second generations actives (Havoc™ & Di-Kill™) must be sold in 8lb or larger  Use added to label of “in and around agricultural buildings only”  These restrictions would fall into agricultural, farm and tractor stores. For example, a retailer selling to farm and agricultural users can no longer take a display and sell the place packs inside individually. The packaging sold to the end user has to be either 4lb for a first generation or 8 lb for a second generation rodenticides. As of June 4th, 2011 rodenticide manufacturers (Neogen) are no longer allowed to ship non compliant products. Currently, there are no deadlines mandated to distributors or retailers on sales of product produced prior to June 4th, 2011. Retailers can continue to sell through product until either 1) registration is expired or 2) there are no more products in the supply chain. Once the compliant product is sent to retailer the retailers must sell product according to label indications. Mechanical and glue traps, restricted-use products and rodenticides produced solely for export, are untouched by the guidelines. Neogen has launched several new and unique products that will satisfy the new EPA requirements. We are committed to continuing to provide our customers with a broad spectrum of innovative rodent control products that will be both useful and cost effective. For more information on this mitigation contact Neogen or visit: www.epa.gov/pesticides/reregistration/rodentcides/finalriskdecision.htm Stacy Dixon Product Manager, Hacco Products Neogen Corporation

SEPTEMBER 2011 /

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Better Bait. Better Results. In ntro oduc ucing g new ne packaging paccka aging options optio onss from fro om thee brands bra and ds you you know kno ow and trust Introducing

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Lawn & Landscape Solutions

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committed to providing customers with QUALITY branded products... XFungicides XInsecticides XHerbicides XPGRs XSpecialty Products

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2011 EXPO Preview • Participating Vendors Allied Precision Industries Amturf Enterprises, LLC Andersons Ann Chase Aquascape, Inc. Aquatrols Arcadia Garden Products AT Films Atlas Manufacturing, Inc. Atlas/Bellingham Gloves Back to Nature, Inc. Barbour International, Inc. Barenbrug BASF Bayer Advanced Bayer Environmental Bayer Gun Becker Underwood Behrens Big Reach Tools BioSafe Systems BioWorks, Inc. Black Gold Bond Mfg. Bonide Products, Inc. Bonus Crop Boss Mfg. Company Bradfield Organics/Land O’Lakes Build A Truck Carl Pool Central Garden & Pet Central Life Sciences/Farnam Ceramo Company, Inc. Chapin Mfg., Inc. Christmas Booth Classic Brands Cleary Collier Metal Specialties LTD Colorite-Swan Conant Custom Brass Concept2Reality, Inc. Contech Enterprises, Inc. Control Solutions, Inc. Corbitt Manufacturing, Inc. 56

Corona Clipper Company D&D Commodities Dalen Products Daniels Plant Food Danner DeltAg Formulations Devroomen DeWitt Company Diversitech Dosmatic by Hydro Systems Dow AgroSciences Dramm Corporation EarthBox Earthway Products, Inc. Easy Garden Box Everris Exhart Company Fafard Festival Windchimes Flexrake Corp. Florikan FlowerHouse FMC Corporation ForEverlast Hunting & Fishing Products, Inc. FoxFarm Soil & Fertilizer Company Gardman USA Gilmour Glamos Wire Products Gowan Greenlight Green-tek, Inc. Gronomics Grosfillex GTO Mighty Mule Gulfstream Home & Garden Headwind Consumer Products Heath Outdoor Products Henri Studio, LLC Honeywell Safety Products (Muck Boot) Hope Agri Products, Inc. Howard Johnson’s Enterprises SEPTEMBER 2011 /

Innova Hearth & Home, Inc. Jarden Home Brands JRM Chemical Kase Horticulture KISSS America Lady Bug Natural Brand Landscaper’s Pride Lebanon Seaboard Corporation Lebanon Turf Products Link Sack’s Inc. - Jack Link’s Beef Jerky Link4 Corporation Liquid Fence Marchioro Medina Agriculture Products Co. Michigan Peat Miller Mfg. Millside Industries Milorganite MK Minerals, Inc. Modine Manufacturing Company Monsanto Company Monterey Lawn and Garden Mosser Lee Moultrie MR. BAR-B-Q Mulch Manufacturing, Inc. Music of the Spheres Myers Lawn & Garden Group Nelson Plant Food Neogen Corporation Novelty Nufarm T&O Nufarm R&P Nursery Supplies, Inc. OHP Old World Spices & Seasonings Organic Control, Inc. Pace 49 Page Seed Panacea Patten Seed Company PBI/Gordon Corporation Pickseed

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Participating Vendors • 2011 EXPO Preview Valent Valley Industries Voluntary Purchasing Groups, Inc. Ware Manufacturing Inc. Waterbury, Inc. (Zep) Wellmark International/Starbar

West of the Wind Western Pulp Products Company WoodLink & Kay Home Products Woodstream Corp

the

trunk mat company Dalton Georgia

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Plant Stand, Inc. PlantMates LLC Poppelmann Plastics Pottery Merchant PPG Industries, Inc. Precision Products Premier Tech Horticulture Primitive Planters Prokoz, Inc. Quietaire Corporation Quikrete Companies, Inc. R.W. Rogers Real Wood Retail Service Company/Labeling Solutions RISE Rush Creek Rustic Natural Cedar Furniture Sanco Scotts Senninger Irrigation Senoret Chemical Sepro Shafer Seed Shake-Away Silverado Systems Smithers Oasis Solo, Inc. Springstar, Inc. St. Gabriel Organics Stall Dry Sterling International Summit Responsible Solutions Sun Gro Horticulture Synergy/Evolved/Wildgame Syngenta T.O. Plastics The Espoma Company Toscano Trunk Mat Tuff Stuff Products Turner Hat Company United General Universal Rocks

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PLANTING INFORMATION

ANNUALS

PLANTING MADE EASY Bare Root 1. Remove all packaging material before planting.

2. Check to make sure roots are moist and alive.

3. Dig a hole large enough to allow all roots to spread laterally without bending and deep enough to allow planting mix to reach 2 inches above the original soil mark on the plant. Soil will settle to original soil mark with time. 4. Set plant in hole to correct depth and backfill with planting mix - usually a combination of sandy loam and ferti·lome® Potting Mix or peat moss. 5. Form a berm around the hole, using soil mix, to aid in watering. 6. Water slowly and thoroughly with a mixture of water and Root Stimulator and Plant Starter Solution. This not only feeds and waters the plant but also eliminates any air pockets. 7. Prune 1/3 to 1/2 off the top of the plant to help balance top growth and root system.

MILBERGER LANDSCAPE NURERY www.milbergernursery.com

3920 N. LOOP 1604 E. SAN ANTONIO, TEXAS, 78247 (210) 497-3760

Balled & Burlapped Container Grown 1. Always carry the plant by *This planting technique is the root-ball, never by the trunk. Dig a hole twice the diameter of the root-ball and deep enough to place the plant at the original growing depth. 2. Leave any burlap or other material around the root-ball, but be sure to remove any wire or nylon cord from around the trunk. 3. Backfill the hole with planting mix, usually a combination of sandy loam and peat moss (or other organic matter). 4. Plunge water hose to the bottom of the hole to soak and settle soil, working out any air pockets. 5. Large trees should be staked and tied with guy wire to prevent wind damage. 6. Using soil mix, form a berm around the hole to aid in watering. 7. Prune 1/3 off topof the plant to help balance top growth and root system. 8. Wet soil around plant with solution of Root Stimulator and Plant Starter Solution.

the most preferred since the root system is fairly large and has never been pruned or cut back. Be careful not to damage the roots when removing the plant from it's container.

1. Dig hole twice the diameter of the root ball and deep enough to place the plant at it's original growing depths. 2. Backfill hole with planting mix, usually a combination of sandy loam and ferti·lome® Potting Mix or peat moss. 3. Form a berm around the hole, using soil mix, to aid in watering. 4. Water slowly and thoroughly with a solution of Root Stimulator and Plant Starter Solution and water. This not only feeds and waters your plant but also helps to settle soil and eliminate air pockets. 5. Prune only to achieve desired shape since root system has never been pruned or cut back.

www.fertilome.com

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GARDEN CARE PROGRAM Planting , Watering & Fertilizing Vegetables - When Planting, choose an area that will receive full sun and good air circulation. Vegetables do best when planted in raised beds. The ideal planting mix is sandy loam and organic material (peat moss) in a 50/50 ratio. Good drainage is the foundation for great gardening. Consult your local ferti·lome® dealer for correct varieties, specific planting methods and optimum planting dates in your area. As you are Watering, remember that the roots are very shallow; they will probably require more water than your other plants. Water slowly and thoroughly to saturate the bed area. Frequency of watering will depend upon your local soil conditions and weather. Avoid wetting the foliage as this can promote disease problems. Fertilize your vegetables every three to four weeks during the growing season. Proper fertilization is essential to producing a good harvest. Insect & Disease - The damage from insects and disease can quickly devastate your garden. To prevent and control common insects and diseases, spray twice a month during the growing season. More frequent applications may be required during rainy periods since the spray can be washed off. For more specific insect problems refer to your ferti·lome® dealer. Areas that have high humidity levels tend to have the worst disease problems. In these parts of the county, you should treat preventively before disease appears. If you live in an arid region, wait until you see the first signs of the disease, and then begin treatment. Two treatments, usually 14-30 days apart, will be required on most problems. Some diseases, like brown patch, may require treatment for up to three years in a row. Try to spray and water your plants in early morning, since plants that stay wet overnight tend to be more susceptible to disease problems. Weeds - Unique situations will arise from time to time that call for the use of specific weed killers. There are basically two categories; selective & non-selective. Selective weed killers control only certain or types of weeds (grassy or broadleaf). Some are safe for use around desirable plants while others are not. Most non-selective weed killers cannot tell the difference between weeds you want to control and your desirable plants. It is very important to keep non-selective weed killers, as well as certain selective ones, off the foliage of desirable plants. Special weed killers work best on young, tender, actively growing weeds. If the weeds you want to control are large and not growing much anymore, you should cut them off at ground level, wait until 2 to 6 inches of new growth appears and then make your application. Due to the importance of using special weed killers properly, always read the label directions thoroughly or consult with ferti·lome® dealer.

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FO NE R2 W 01 2 BWI now offers a full line of Christmas and Holiday items that will be available for the 2012 Holiday season. We have teamed up with one of the premier Holiday suppliers and invite you to join us at our seasonal showcase of Christmas and Holiday offerings February 15-16, 2012 in Somerset, NJ. Stop by BOOTH 1510 at the 2011 BWI EXPO for more information.

SEPTEMBER 2011 /

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Save the Date

2012 BWI EXPO September 17-19, 2012 San Antonio, TX

MORE PRILLS IN THE POT, MORE PROFIT IN YOUR POCKET. Fusion Technology™ effectively binds prills to container growing media. Osmocote® Pro with Fusion Technology™ 5-6 month

NOW AVAILABLE 8-9 month

+ When nursery stock gets blown or knocked over you lose fertilizer, you lose money, through additional material and reapplication costs, or lower plant quality. + Consult with an Everris™ Territory Manager to calculate what you’re missing without the no-spill prill in your pots. View the video at TheNoSpillPrill.com © 2011 An ICL Fertilizers Company, Worldwide Rights Reserved.

PRSRT STD U.S. POSTAGE PAID CARTHAGE, TX PERMIT NO. 80

P.O. Box 5968 Texarkana, TX 75505

Selling ONLY to INDEPENDENTS TM

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* NEW ITEMS Visit Us At Booth

2012