Buylines Spring 2022 by BWI Companies, Inc.

SPRING 2022

bwicompanies.com

BWI’s Newest Facility BWI-Greenville / Spartanburg BWI COMPANIES, INC.

SPRING 2022

Call Us: 800-4FoxFarm II

SPRING 2022

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Visit Us: FoxFarm.com

BWI COMPANIES, INC.

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IN THIS ISSUE 03 President’s Letter

20 Sustainable Growing Containers

38 BWI Customer Profile: Alldredge Gardens

06 BWI Customer Profile: Michael's Nursery

24 BWI Customer Profile: Marshall County Co-op

44 Liquid or Dry Fertilizer Use in Turf

30 Scavenging Beetles

By Jim Bunch BWI President & CEO

By Traci Pitman

Seed Markets and Coating Trends

By DLF Pickseed USA

By HC Companies

By Traci Pitman

By Bayer Pest Management

BWI Annual Awards

By Traci Pitman

By Douglas Plant Health

Positive Trends For Lawn & Garden In 2022

By Nancy Taylor

35 12 24

Bioplastics BWI COMPANIES, INC.

44 SPRING 2022

CONTROLS

MOSQUITOES FOR

60 DAYS

NEW

MOSQUITO PRO

READY-TO-SPRAY MOSQUITO KILLER

What the Pros Use!

Mosquito Pro Ready-to-Spray Mosquito Killer is your fast-acting and long-lasting solution Insect Growth Regulator (IGR) for mosquitoes and several other hard to Breaks the Life Cycle of a Mosquito! control pests including ants, fleas, and ticks. X It has 3 active ingredients which kills adults X AND reduces pest reproduction.

martinsbrand.com @martinsbrand

SPRING 2022

@csi.martins

BWI COMPANIES, INC.

PRESIDENT'S LETTER While the aforementioned do not seem to be going away any time soon, I would like to focus on what BWI is doing to provide the level of service our valued customers expect and deserve. But before I share BWI’s focus for customer service, I do want to say that I personally think now is a great time to be in the outdoor activity related industry as consumers have shifted their interest and buying patterns from travel and entertainment to staying home more and making home improvements. Also, outdoor leisure activities such as golf continue to increase.

BWI is still very bullish on the lawn & garden, turf & landscape, nursery & ornamental, and professional pest control industry!

e are now officially two years into the COVID pandemic and the only thing we know for certain seems to be that we don’t know when this pandemic will become an endemic or even fade away altogether. The good news is that we can see the light at the end of the tunnel as the number of new cases of Omicron are decreasing every day and this strain is not near as deadly as previous strains. I don’t know about everyone else, but I think every article I have read or industry discussion I have had has centered around a few topics to the point of ad nauseam: • • • • •

COVID Supply chain disruptions Tight labor market / Great resignation Inflation Political unrest

As BWI enters its 64th year in business, we feel very blessed and fortunate to have had back-to-back record years in 2020 and 2021 and we are off to a great start in 2022 thanks to our customers and supplier partners. Without you, we have no purpose. So, what is BWI doing to ensure our, and more importantly our customers', success? Below are a few examples. • BWI owns and operates a fleet of over 120 trucks, and we are taking delivery of at least 17 replacement and new trucks in the next six months. Over 95% of product shipped out of BWI warehouses ship on BWI-owned and operated trucks. We feel this provides the most timely and consistent delivery while minimizing our operating costs. With the competition for common carrier trucks, we are adding and making sure we operate efficiently, safely, and with new equipment. • In December, we moved our Greer, SC warehouse to a new facility with 150,000 sq. ft. of space to operate more efficiently and stock more inventory. This move was a huge outlay of capital for BWI. • We are adding 24,000 sq. ft. to our Texarkana, TX location to allow for the continued growth of our first distribution center, originally built in 1972.

• We recently purchased 29,000 sq. ft. at our Norcross, GA warehouse to meet the growing demand for the Georgia market. • Our IT team recently completed a major overhaul of BWI’s website to simplify menu dropdowns and search features and increase speed. A redesigned online payment process results in a more userfriendly experience. If you haven’t used the BWI website to pay, it is definitely worth giving it a try to save time and money by paying via check. • BWI’s marketing managers continue to look for new products that will be cost-effective for end-users, as well as products that will drive sales at retail and meet surging consumer demand. • While our order fill rate is still below our historical average of 97%, we do have by far the most dollars in inventory in the history of BWI. • Once again, BWI will offer a hybrid EXPO of online and in-person in Fort Worth, TX, September 12-14, 2022. The aforementioned list is not exhaustive, but I want to assure our customers and supplier partners that service to our customers is BWI’s top priority and the base of our foundation. We look forward to the balance of 2022 and want to say THANK YOU to our customers and supplier partners for your continued support and confidence you place with BWI. Be safe, have fun, and make some money along the way!

President & CEO BWI Companies, Inc.

BWI COMPANIES, INC.

SPRING 2022

BWI COMPANIES, INC.

HEART STOPPING RESULTS THAT LAY RODENTS OUT FLAT. FLATLINE® SOFT BAIT – A FIRST GEN FOR THE NEXT GEN. • The original and only first generation soft bait rodenticide for everyday use • Flatline is a multiple-feed anticoagulant rodenticide • Available in 4lb. bags of 28g pouches

Visit Liphatech.com/Flatline to learn more about the benefits of Flatline Soft Bait.

BWI COMPANIES, INC.

SPRING 2022

CUSTOMER PROFILE

MICHAEL'S NURSERY

GLENMORA, LA

A weaker man than Michael Goree might have thrown in the towel by now. By Traci Pitman First there was Hurricane Laura, one of several hurricanes that slammed into the U.S. during 2020’s exceptionally busy hurricane season. Laura caused $17.5 million in damage in Louisiana alone, including all of the gutter connected greenhouses at Michael’s Nursery in Glenmora, LA, a company Goree started in 1984. Then came the February 2021 winter storm that swept across the country, blanketing southern states in snow and

ice. With $195 billion in damages in the U.S., the ice storm was the costliest winter storm on record, and it didn’t spare Glenmora—or Michael’s Nursery. Forty more of Goree’s greenhouses collapsed under the weight of the unexpected ice and snow. And then, the following October, his office burned down.

Goree didn’t give up, though. He did the only thing he could do: he rebuilt Michael’s Nursery. “That’s just the attitude I have,” he said. “What’s the alternative, you know?

SPRING 2022

BWI COMPANIES, INC.

Photographs by Michael's Nursery

I can’t do anything about it. I can’t sit here and mope and dwell on it. I never dwell on the past. I keep moving toward the future. We got all the greenhouses back up that same year, and we moved into our new office in February.” That optimistic attitude has propelled Goree through his nearly lifelong career in the horticulture industry. He started working for a local nursery in 1977 when he was just 14 years old. After graduating from high school and a brief stint working in the oilfields, he came back to central Louisiana and started working full time for a local nursery supply house in Forest Hill. The next spring, he started his own nursery on the side, keeping his day job. “I was looking around at people I knew who owned businesses and I thought, ‘I can do this. I like managing people,’ Goree said. “If I was going to go into business for myself, [running a nursery] was the only thing I knew, and that’s what drove me in that direction.” He continued to work his way up at his day job, learning the ins and outs of the nursery business. He eventually became the manager of the nursery supply house and spent ten years in that role. In 1997, the company Goree worked for was dissolved. He knew it was time to devote himself to his own business.

“You know, hindsight is always 20/20,” he said. “I should have gone to work for myself sooner, but I had a good job, I worked for a good company and it was going to take something to push me off the plank. I was scared. Sure was. But after I got shoved off that plank, it was sink or swim and I was all in. The rest is history.” The time Goree spent managing the nursery supply house armed him with the skills he needed to rapidly expand his own nursery, a container operation specializing in woody ornamentals. “I couldn’t go try to get customers of my own when I was the nursery supply house manager because that would have been a conflict of interest,” he said. “When it dissolved, all bets were off and I could start working on some clientele for myself. Believe it or not, I still have customers that have been with me since 1997.” At the time, the Michael’s Nursery staff consisted of Goree and a high school student who worked half days. Thirtyeight years later, Michael’s Nursery has two locations totaling 66 acres and 30+ employees. They offer a wide range of quality retail plants at wholesale prices, promising exceptional customer service and reliable delivery to retail customers and landscape professionals. Over the years, Michael’s Nursery has expanded their offerings to include perennials and

shrubs, as well as flower bulbs, seeds and more. They grow the majority of their plants on-site. “The different species of plants that are available to us now versus when I started—it’s mind boggling,” he said. “Back when I started, the plants that were native around here were what everybody grew and sold. Now there are plants being pulled from all over the world.” Goree said the business model has shifted, too. When he started, most nurseries sold smaller quantities of plants in more of a retail line. Today, he said, there’s a lot more re-wholesaling. “We’re moving plants in a lot bigger quantities and a lot faster,” he said. “We used to sell 100 of this, 100 of that. Now we’re selling thousands of one plant.” What hasn’t changed are Goree’s guiding principles for the business. “Our philosophy here—and it can be difficult to convey this to customers— is that we not only want your business today,” he said, “but we also want it tomorrow, next week, next month, next year, and into the next decade. We deliver the product on time. There aren’t usually a lot of complications. That’s one of the reasons people do business with us. We make it easy. We get what they need in a timely manner,

BWI COMPANIES, INC.

SPRING 2022

CUSTOMER PROFILE

MICHAEL'S NURSERY

GLENMORA, LA

time and time again.” Goree said his nursery’s focus on cleanliness sets it apart from competitors. “One of the things we try to do is keep the place nice and neat and clean,” he said. “We would hope that the clientele that comes in looking for a place to do business recognizes the cost of keeping a plant clean and weed free round the clock.” Another hallmark of Michael’s Nursery is the quality of service they provide. “I would give up any of my customer lists to anybody, because if you can take ‘em away from me, I wasn’t doing a good job and I don’t think anybody could,” he said. “That’s the way I look at how we do business with our customers. If I had to give anybody any advice in this industry, whether they started ten years ago or today, I’d say they’d better be thick-skinned and have a lot of grit.” Though rewarding, the nursery business isn’t for the faint of heart, Goree said. “I’ve had friends, associates and acquaintances who have entertained the idea of getting into the nursery business, but this business is ever so challenging because if you did the same thing last year at the same time— same pot, same plant, same fertilizer, etc.—you do not get the same results,” he said. “It’s just a challenge every day to consistently produce a quality plant. An everyday challenge. Anybody in the nursery business would tell you that.”

Even combined with the three disasters that have hit Michael’s Nursery in the past several years, those challenges don’t faze Goree, the eternal optimist. After all, his business gives him the opportunity to make new friends every day. “My favorite part of the job is meeting or soliciting new customers,” he said. “Bar none. There is nothing more that I cherish.” That includes partnerships with vendors. At his former job at the nursery supply house, he counted BWI among his competitors. Since he opened his own nursery, Goree has enjoyed a strong partnership with BWI, among other vendors. “I have to tip my hat to Brian [Bridges],” Goree said about his BWI sales rep. “In my career, going back to 1977, I’ve never seen times as challenging as they are now. Just getting the material in so you can grow the product is a challenge. BWI and Brian have done a tremendous job of keeping us apprised of what we have on order and when it’s coming in. They’ve helped us fill those voids.” Goree said he can’t help but laugh at the challenges his business has encountered in recent years. “After being in this business for a few years, I knew I wanted to be recognized by my peers in the industry and somehow leave my mark on this industry,” he said. “I never thought it would have been for losing the most greenhouses in the community. It was an unbelievable year. I was at a convention in January and people came by and asked what happened, and they started backing away from me.” Ultimately, Michael’s Nursery came out ahead and learned a few lessons along the way.

SPRING 2022

BWI COMPANIES, INC.

“We ended up adding nine greenhouses on top of what we had last year,” Goree said. “We’ve got them all structurally taken care of. If we were to go through something like that again, I’d be in a lot better shape.” Though Michael’s Nursery has been going strong for 38 years, Goree keeps an eye on the future of the industry. “I went to a seminar in Michigan that addressed where the industry is headed, and that particular nursery was growing branded material,” he said. “I think the nurseries are heading more in that direction.” Michael’s Nursery currently offers an assortment of branded plants, including selections from the Southern Living Plant Collection, Encore Azaleas, Knockout Roses, Drift Roses, Proven Winners and more. Much like you’d expect a McDonald’s Big Mac to taste the same in California as it does in New York, branded plants give nurseries a chance to offer consistent plants with a recognizable name brand and built-in marketing support. When Goree isn’t brushing up on the latest nursery trends, he spends time with his wife of 36 years, Yvette, and their daughter and two sons. The family loves to travel, go camping and snow skiing, and attend NASCAR races at Talladega. But Goree isn’t planning on retiring anytime soon. There’s too much work to be done. “I can tell you this: I’ll be 60 years old in June, and I don’t think I’ve ever been this excited about being in business,” he said. “I started this nursery in spring of 1984. That’s 38 years I’ve been doing it. We have room for expansion. We are being recognized by our peers. I have a good group of people who work for me. It’s just an exciting time. I can’t wait to see what else happens.”

The short list for your biggest challenges. You take pride in every blade of grass from the first tee through the last green. You raise the plants and flowers that in turn bring beauty and value to homes and businesses. Your work is what keeps you in demand. Corteva Agriscience is committed to finding solutions to make your turf and ornamentals beautiful. We deliver products that give you the flexibility and strength you need to help you thrive season after season. Every product and solution starts with you. Because it's all of you who make us who we are. To learn more about our products, including new herbicides and insecticides, visit corteva.us/turf.

™ ® Trademarks of Dow AgroSciences, DuPont or Pioneer, and their affiliated companies or their respective owners. GameOn® and XXpire® are not registered for sale or use in all states. Crew™ is not registered for sale, distribution or use in New York. Other state restrictions on the sale and use of Crew may apply. Contact your state pesticide regulatory agency to determine if a product is registered for sale or use in your state. State restrictions on the sale and use of Dimension® and Snapshot® apply. Consult the label before purchase or use for full details. Always read and follow label directions. © 2020 Corteva. CT38-000-024 (07/20) BR CATO0TURF001

BWI COMPANIES, INC.

SPRING 2022

For the performance you expect from Roundup® IT&O Products and fast, visible results within 24 hours, Roundup QuikPRO® herbicide has what it takes to quickly satisfy the toughest customer.

THE POWER AND SPEED YOU NEED • Visible results in as little as 24 hours – that’s up to four times faster than liquid formulations of Roundup®. • Quick uptake speeds weed-killing power right to the root, where it can’t wash away. • Rainfast in one hour. • Quick burndown and complete control, roots and all, reduce hassle of customer complaints and callbacks.

SPRING 2022

BWI COMPANIES, INC.

ROUNDUP QUIKPRO BENEFITS • • • • • • • •

Labeled Precision Measuring Device Child-Resistant Cap with Aluminum Seal 30% of the Weight of Liquid 1 Jug Makes 72 Gallons of Spray Solution Dustless Dry Granule Formula Easily Mixes with Water Stays in Solution Without Agitation Easy Clean-Up

ProNitro® Plus with 5-n-1 Technology

ProNitro® Plus enables stronger germination, faster establishment and saved time and money. The targeted combination of products in ProNitro® Plus makes essential nutrients and water available to each seedling for better germination and improved nutrient utilization during early growth. Beneficial mycorrhizae then extend root depth and deliver nutrients and water for continued growth and better environmental resistance.

With ProNitro® Plus

Without ProNitro® Plus

dlfpickseed.com • 800.445.2251 • turf-info@dlfna.com BWI COMPANIES, INC.

SPRING 2022

By DLF Pickseed USA

Seed Market Update

Sean Chaney, DLF Pickseed USA The world is coming up on two years of nearly constant disruption from COVID-19. Back in the spring of 2020, the world wondered what would happen as lockdowns became the rule, not the exception. Grass seed companies were all nervous and wondering the exact same thing. People around the industry could not help but find themselves remembering how things were (or were not) during the financial crisis of 08/09. Thankfully though, the uncertainty did not last long in grass seed markets. By late April, retailers and distributors alike realized people were buying seed and they were getting low on inventory. Then people kept buying seed…and buying seed…and buying seed! Fast forward two years and we are seeing prices higher than they have ever been, with demand seemingly still as high as any time in the past two years. The biggest growth in sales came on the turf side of the business, but forage and cover crop movement were strong as well with commodity price increases leading to more profitable farming operations around the country. One major influence that has brought the industry to this point is that the grass seed crop in 2021 was one of the

SPRING 2022

BWI COMPANIES, INC.

worst we have seen in a very long time, and across all species. Annual ryegrass yields were off 10-15% from historical average, perennial ryegrass off an average of 30% with some regions off up to 80%, tall fescue off 25-30% and Kentucky bluegrass yields down 30% with some areas seeing 60-70% reduction. Warm season species were not spared the same poor yield trends either. Extreme drought conditions in all major production regions were the major factor on yields, but in Oregon, there was also a three day window in June where record temps were set upwards of 110 degrees for three days in a row. Temperatures that high stopped any plant activity in its tracks, further limiting yield potential.

Consumer spending remains strong, landscape contractors remain booked out well into the future, golf courses are healthy financially and spending money, and cover crop and forage demand are still strong. Seed companies have been working to increase their seed production acres during this demand boom, but have been struggling to gain ground. Strong prices for every other commodity that farmers have the option of growing have given farmers everywhere very profitable choices, even with grass seed prices being as high as they are. These high commodity prices, plus input prices that are up significantly, means the outlook for grass seed prices is to remain high for the foreseeable future. One side effect of seed price increases has been the increased use of coating and enhancements. There are different strategies for bulking up seed in this way. The first is simply to bulk up the seed with an inert substance that will only serve to make the bag less expensive overall. The second strategy is to add value through increased performance for the end user by including enhancements in the seed coating such as macro or micronutrients, beneficial bacteria, fungicides, and more. It is important to know which strategy your seed supplier has taken when making purchase decisions on your next order for grass seed, because not all seed coatings are seed enhancements.

Coating Trends: Not all Coatings are Created Equal Dr. Leah A. Brilman, DLF Pickseed USA

As mentioned earlier, seed coatings and enhancements are increasingly being used to help stretch seed supplies. These can vary from simple limestone coatings to help with seed to soil contact, water relations, and reduced bird feeding to coatings with significant enhancements to improve seedling survival. As you select seed with coatings or enhancements, a few definitions may help you with your decisions. Seed coating means the addition of a material considered inert to the outside of seed that adds to the bulk and increases the size of the seed. These coatings are adhered to the seed and can include clay, limestone, or water absorbing polymers. Benefits of Seed Coating: • Improves seedling survival – seeding rates of raw seed of 12 to 20 seeds per sq. inch assume many seedlings will not survive • Makes very small seed easier to handle and uniformly spread due to improved ballistics to reach soil better • Improves seed to soil contact – more likely to reach soil surface • More uniformly holds moisture next to seed to enhance survival • Reduced bird feeding • Encapsulating enhancements and inoculants to make available for the seeds - improves delivery and efficacy of the enhancements

Seed treatments involve addition of a fungicide, insecticide, or other plant protectant that will require labeling. These can be applied alone or included in a seed coating. All treated seed must be colored an unnatural color. Benefits of Seed Treatment: • Control of diseases that attack seedlings such as Pythium • Less chemical used than if broadcast sprayed and positioned correctly • Required colorant can make seed easier to see but also may come off into other areas Seed enhancements include addition of nutrients and other products such as seaweed (kelp) that help with seedling establishment and improved growth. These also can be applied alone or in coatings. Benefits of Seed Enhancement: • Nutrients included in seed enhancements assure they will be available to roots as seedling germinates, ensuring continued growth • Seaweed (kelp) products are natural biostimulants that contain plant growth regulators and micronutrients that are important for growth and establishment • Seed inoculants are beneficial microorganisms that may be included to enhance establishment of key root relationships. When included with seed coatings, this increases the establishment of symbiotic relationship. • Mycorrhizae fungi assist root growth and are useful for a broad range of species It is important to know what you are paying for, as many seed coatings do not have the whole host of improvements to help your stand establish much better than seed alone. Ask for data demonstrating the benefits of the coating or enhancement and seeding rate required for the coated seed. With the best enhancements, each seedling has an increased chance of survival so seeding rates do not need to be increased. At the end of the day, ask questions about seed coatings and how they add VALUE to your seed. BWI COMPANIES, INC.

SPRING 2022

1,000 SKU’S | 10 CATEGORIES | 1 CALL

To view our full line of products visit us online or contact your BWI Representative!

SPRING 2022

1. 800. 414 .2 8 3 7 | TA RT E R USA .C O M

BWI COMPANIES, INC.

Solitare ® WSL Herbicide

“With Solitare’s broad-spectrum capabilities, it controls a lot of the weeds our technicians see everyday. We see a quick visual response shortly after applying the product.” -Mark Tamn

CEO & Founder Freedom Lawns USA Hampstead, NC

WHAT IS SOLITARE WSL HERBICIDE? Solitare WSL Herbicide contains sulfentrazone and quinclorac in a water soluble liquid (WSL), the most complete combination against post-emergence weeds such as Crabgrass. Solitare WSL can be applied on both warm and cool season grasses for ﬂexible control.

HOW DOES SOLITARE WSL HERBICIDE WORK? Solitare WSL’s one-two punch attacks both the foliage and the root giving quick results and complete control. This dual mode of action is absorbed through the roots, shoots and the foliage. The sulfentrazone in Solitare WSL works as a cell membrane disruptor. This allows you

SOLITARE WSL HERBICIDE: • Fast, visible results you can see within a few days • No tank mixing hassle • Contains a surfactant for improved coverage • Control of crabgrass, sedge and various broadleaf weeds

WEEDS CONTROLLED • • • •

Clover Crabgrass Wild Violet Yellow Nutsedge

LABELED USE SITES: • Residential Lawns • Institutional Lawns • Athletic Fields • Commercial Sod Farms • Golf Courses

to see fast visible symptoms on targeted weeds and sedges. As a bonus, Solitare WSL reduces tuber production on yellow nutsedge reducing the likelihood of future outbreaks.

• Difficult to Control Broadleaf Weeds • Grassy Weeds & Sedges • Available in ¾ and 2.5 Gallon Sizes

For more information contact Jim Garrett at jgarret@pbigordon.com

SPRING 2022

BWI COMPANIES, INC.

2022 BWI EXPO FORT WORTH , T EXAS

SEPTE M BE R 1 2 - 14 expo at a glance

200+ exhibitors throughout over 180,000 sq. ft. inside the Fort Worth Convention Center Excellent timing for manufacturers to show their complete offering and new products With over 2,000 customers in attendance, the BWI EXPO sets the bar high for networking opportunities 7 core market types serviced: Animal Health, Farm and Hardware Stores, Greenhouse and Ornamental Growers, Professional Pest Control Operators, Professional Turf, Professional Landscape, and Retail Garden Centers

EXPO schedule

Monday, September 12, 2022 3:00 PM - 7:00 PM Tuesday, September 13, 2022 8:00 AM - 5:00 PM Wednesday, September 14, 2022 8:00 AM - 11:30 AM

Enjoy the amazing culture and food of Fort Worth, including the world’s only twicedaily cattle drive

REG ISTRATION TO OPEN AT

BWIEX P O.COM IN MAY ! 17

GIVE FIRE ANT COLONIES A CASE OF

EMPTY NEST SYNDROME Extinguish® Plus fire ant bait combines the knock-down power of an adulticide with the long-lasting control of an insect growth regulator (IGR), killing worker ants and sterilizing the queen. This two-way action eliminates fire ant colonies — and the property damage they cause. Learn more about Extinguish® Plus at CentralAntControl.com or contact your BWI representative.

SPRING 2022

BWI COMPANIES, INC.

BWI COMPANIES PROVIDES THE BEST SELECTION OF PROFESSIONAL PEST PRODUCTS AND COMPETITIVE PRICES WITH EXCELLENT CUSTOMER SERVICE. TERMITICIDES • INSECTICIDES INSECT BAITING • RODENTICIDES CLEANERS • DISINFECTANTS EQUIPMENT • APPLICATORS • APPAREL

855.558.7378 (PEST) WWW.BWICOMPANIES.COM

CUSTOMER TRUSTED, CUSTOMER PREFERRED

CONTACT YOUR DISTRIBUTOR SALES REPRESENTATIVE TO PLACE AN ORDER.

UNMATCHED LAWNS INNOVATION 2022 Brings stellar new innovation to add to an already amazing Lawns lineup! • Scotts® Turf Builder® Rapid Grass Bermudagrass Mix® • Scotts® Turf Builder® Triple Action Built for Seeding

THE BEST IN GARDENING New products and expansions across Soils and Plant Foods for more gardening success! • Miracle-Gro® Tropical Potting Mix & Plant Food • Miracle-Gro® Spring Ahead® Plant Food • Miracle-Gro® Performance Organics® Plant Foods- All Purpose, Edibles, and Raised Bed • Whitney Farms® Organics & Natural Plant Foods- All Purpose, Tomato & Veg, and Raised Bed

CONTROLS TO KEEP PESTS AT BAY New and expanded solutions for quick, reliable results! • Tomcat® Advanced Formula Bait solutions • Ortho® GroundClear® Super formulas • Roundup® For Lawns solutions for Northern and Southern lawns BWI COMPANIES, INC.

SPRING 2022

hc-companies.com

Sustainable Growing Containers

Are Top-of-Mind for Today's Gardeners T

he word “sustainable” is a common buzzword currently attached to everything from clothing, energy, coffee, and even gardening. But beyond all the marketing jargon, growers, garden centers, and retailers want to know just how receptive today’s consumers are towards purchasing more sustainable products. Here are a few reputable statistics to provide clarification on the subject. • The global popularity of internet searches for sustainable goods has increased 71% in just five years. (World Wildlife Fund, June 2021) • 68% of global consumers believe companies are responsible for sustainable-focused innovation. (EY Future Consumer Index, June 2021) • In the United States, 64% of consumers are willing and even expect to pay more for sustainable products. (BusinessWire, March 2021) • 77% of consumers are more inclined to purchase from a company with a firm corporate social responsibility. (Aflac, July 2020) The statistics above counter the misguided belief that organizations implementing more sustainable practices will limit their overall revenue and growth. Professor Knut Haanaes of the International Institute for Management Development in Switzerland disagrees, saying, “Simply put, sustainability is a business approach

Global internet searches for sustainable goods has increased 71% in just five years.

SPRING 2022

BWI COMPANIES, INC.

to creating long-term value. Sustainability is built on the assumption that developing such strategies fosters company longevity.” Growers, garden centers, and retailers can no longer ignore the long-term benefits of sustainability, driven in part by the increased demands of a more sophisticated and environmentally conscious consumer.

Today’s Gardeners

A new generation of gardeners who understands and values a more sustainable lifestyle is impacting society and will expect the growers, garden centers, and retailers they choose to do business with to offer the products they crave. This new generation of consumers is most concerned about a product’s packaging. The growing container (or flower pot as many refer to it) is the “packaging” most obvious to consumers when purchasing plant products during the season. Manufacturers realized the void in sustainable growing containers and developed new containers to help growers, garden centers, and retailers retain their customers by offering them options alongside traditional resin containers. There are many variations of sustainable growing containers on the market today, but two of the more common solutions are fiber molded pulp and bioplastics.

Fiber Molded Pulp

Fiber molded pulp containers often breathe like clay pots and provide an optimal environment for root systems.

Bioplastics Many break down quickly when planted directly or worked into the soil, avoiding root shock common with transplanting. Manufacturing techniques do vary with fiber molded pulp containers. For maximum sustainability, containers should be manufactured using recycled newsprint or corrugated fibers, produced in a closed-loop water recycling facility, and contain no chemicals or additives that pollute the environment during decomposition.

Bioplastics

Unlike traditional plastics, bioplastics are not derived from petroleum but rather a more sustainable substance such as wood pulp. They’re designed without compromising the strength and performance often associated with plastic containers and can be easily reused or responsibly disposed of. In addition, there are no microplastics after the container breaks down, no harmful PFAS or heavy metals, and they are non-GMO and non-toxic. However, it’s important to remember that the features and benefits of bioplastic containers are contingent upon the raw materials being sourced during manufacturing.

Certifications are Critical

Consumers are becoming more aware of greenwashing techniques. This tactic involves companies spending time and money trying to convince the public of their “eco-friendly” status rather than developing the products and processes necessary to defend their ESG (environmental, social, and corporate governance). That is why it’s critical when your organization is sourcing a “sustainably” branded product to add to your inventory that the vendor has provided a credible, up-to-date, third-party certification. In addition, properly vetting growing containers provides consumers with a

Fiber molded pulp level of trust in your products and your dedication to an overall environmental commitment.

Benefits to Your Business

In closing, growers, garden centers, and retailers should now understand that consumers’ growing interest in sustainability is not a fad and includes the following benefits to your organization:

• Sustainable growing containers help differentiate your business in a crowded market instead of being branded as just another commodity. • Your corporate responsibility will attract passionate and motivated individuals to your business while helping to retain others with a focus on well-being and environmental impact. • Sustainable growing containers help combat the global challenges your business will face in the future – allowing the company to become an influencer. • Finally, it increases your trust and overall reputation with your greatest stakeholder – your customers.

For more information on HC’s full line of sustainable growing containers, ask your dedicated BWI representative today! BWI COMPANIES, INC.

SPRING 2022

Contact your BWI Sales Rep for more information on HC’s full line of growing containers

800-225-7712 |

BUILT FOR DURABILITY, COMFORT, EFFICIENCY, AND VALUE ®

JACTO XP416/XP16 Ultra-comfortable, Lightweight, Professionalgrade Backpack Sprayers

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SPRING 2022

BWI COMPANIES, INC.

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CUSTOMER PROFILE

Since 1946, Marshall County Co-op has been a mainstay of farm and garden supplies. Their family-oriented business model has helped them survive both natural and economical hardships. By Traci Pitman

SPRING 2022

MARSHALL COUNTY CO-OP

When an EF-4 tornado carved a 165-mile path of destruction across Arkansas, Missouri, Tennessee, and Kentucky on December 10, 2021, it hit Marshall County hard. Two residents lost their lives, and the tornado damaged nearly 700 buildings and knocked out power for thousands across the county. And then there was the livestock. “In our world, where there’s heavy livestock—well, the tornado wiped out miles and miles and miles of fences,” said Tim Ferrell, manager of Marshall County Co-op in Benton, Kentucky. “We had livestock roaming all over the place. You have to catch them!” When the sun rose on December 11, the residents of Marshall County began to pick up the pieces. The storm wiped out two Marshall County Co-op employees’ properties, one of them down to the

BWI COMPANIES, INC.

BENTON, KENTUCKY

slab. Out of the many buildings the tornado damaged, more than a third were practically demolished. “We had some space, and we had a forklift,” Ferrell said. “People started hauling donated items out here, and we helped load them.” The Marshall County Co-op has played the role of supporting area farmers since it opened in 1946. And after the tornado, the co-op did what it does best: support the community. The co-op offered a centralized location for donations, and they were able to help the relief center down the road with loading trucks. The co-op’s primary vendors, including BWI, donated to relief efforts. “Between the donated supplies and the funds made available from different groups, somewhere between $150,000 to $200,000 of donated goods and products

Photographs by Marshall County Co-op

have come through here that we were able to get into the hands of people who needed it,” Ferrell said. “Some of it, we don’t even know who sent it. People pulled in with gooseneck trailers full of donations, and we didn’t even know where it came from.” They did it because they could help, Ferrell said, and because that’s just what neighbors do. When the co-op was formed in the ‘40s under the name Marshall County Soil Improvement Association, its primary role was distributing fertilizer in the area. It expanded to include farm and gardening supplies, and according to Ferrell, “it just kind of kept evolving over time.”

“I grew up in a garden with a gooseneck hoe in my hand, and when I went out of the garden, I went into a tobacco patch with a gooseneck hoe in my hand,” he said. “I swore then that any day without a gooseneck hoe in my hand is a darn good day.”

“The whole purpose of the co-op was to ensure fairness and availability of supplies,” he said. “That’s what we tried to do, and that’s what we still do. We’ve pretty much always been oriented to the smaller producers.”

After high school, Ferrell wasn’t sure exactly what he wanted to do, so he decided to go to college. His sister, who was married with two kids, decided to enroll as well, and the two became the first in their family to go to college. His degree in agricultural science led him to teaching, and then he pivoted to a career as a stockbroker. When his parents and his wife’s parents became seriously ill at the same time, Ferrell and his wife quit their jobs and moved back to Western Kentucky to care for their parents. A few years later, the manager’s position at the co-op opened.

Throughout the ‘50s and ‘60s, the co-op was geared toward small family farms like the one Ferrell grew up on. When he was about eight years old, Ferrell’s father became disabled and could not work. Ferrell was the youngest of six kids in a time when there were very few social safety nets.

“They hired me, and I’d never worked retail a day in my life,” he said. “I can’t even begin to describe how little I knew. The funny part is, they hired me because the co-op was about to go under. They needed a manager badly, and they figured since I knew something about agriculture, that would matter.”

“I’m going to say that 80% of every bite of food I ate growing up, we raised it,” he said. “I was probably the last kid in my high school who still had to milk a cow. We had a few of everything, and we ate them.”

As it turns out, the business skills Ferrell gained while working as a stockbroker were really what the co-op needed. Today it’s still open, and Ferrell is still the store manager.

Ferrell said the co-op’s board of directors originally wanted to provide a reliable resource for smaller producers in a climate where larger farms often got preferential treatment.

To this day, he avoids gardening—unless he has to.

“That won’t happen again, by the way,” Ferrell said. “Hiring someone with no retail experience. I don’t want anybody

to go through that! We have an assistant manager who started when she was 15 or 16 and is now in her 30s. She learned the retail business from pretty much the ground up.” In the late ‘90s, Ferrell pushed the coop board to let him add products with a higher profit margin to offset the money they lost on fertilizer sales. One of those products is dog food, and by 2012 the co-op had sold more dollars in dog food than it did in fertilizer. The store’s location near the beautiful vacation homes on the banks of Kentucky Lake also means that shoppers find whimsical items alongside more traditional co-op goods. Ferrell said he has watched customers’ habits over the years and listened to his employees when it comes to bringing new products into the store. Today a shopper strolling through the store might see a variety of products, including locally-made kettle corn, soaps, wood art, tie-dye art, jerky made from local grass-fed beef, photo prints and more. About ten years ago, a massive remodel and upgrade quadrupled the store’s footprint, growing it from 2,500 square feet to 10,000 square feet. “And I wish we had more,” Ferrell said. They’re not done growing. They recently purchased four acres adjacent to their existing three-acre lot, and they’re looking to add another location in a nearby community. Modernizing their facility put them on a whole new plane for business in the local market.

BWI COMPANIES, INC.

SPRING 2022

CUSTOMER PROFILE

| MARSHALL COUNTY CO-OP

Ferrell said the secret sauce is his staff. “Most of the time our niche markets were not something I thought of—they’re something somebody I hired thought of or saw,” he said. “I’m not an original thinker. I hire a lot of retirees who are bored and looking for something to do. I currently have an employee, Dave, who was a manager for Lowe’s and a district manager for a regional farm store chain, working for us three days a week. He knows more about marketing and merchandising than I’ll ever know on the best day of my life. I’m constantly going out and looking for people with skill sets I don’t have. If I gave you the resumes of people who work here, you would think this is a Fortune 500 company, and that’s the truth.” Dave is responsible for bringing in a specialty high-margin item that generates a surprising amount of income. “Nostalgic drinks,” Ferrell said. “Oldtimey bottled drinks. We have 83 flavors. This came directly from Dave. He took

attracts and retains talented employees like Dave is one of Ferrell’s priorities. “It’s funny; we’re looking at long-term personnel while everyone else is looking for short-term,” he said. “The future of the company depends on identifying those younger folks who can hopefully come on board and pursue a career with us. Having people who have the passion. Doing what we do has to be more than a job. You’ve got to believe you’re contributing to the community and helping people solve problems.” Post-COVID supply chain issues could be inspiring more people to turn to subsistence farms like the one where Ferrell grew up. “The more times you walk into the local food store and the shelves are empty, the more you look in your backyard and think, ‘I should grow some tomato plants,’” he said. “For years people said, ‘I’m going to garden, I’m going to can.’ For 20 years I watched that. They might put in a raised bed and buy a four-pack of plants, but they weren’t serious. For the last few years, they’ve been getting very serious. In our rural area, that’s one way we might go if we continue to have supply chain disruptions in our food system.” On the other hand, Ferrell said those trends might reverse if things get closer to normal. Right now, it’s tough to see which way things are going to go.

me to a cooler in a store in Jackson, Mo. He said, ‘This cooler generates more margin dollars per square foot than anything in this store. We can sell these in Marshall County.’ If I’d followed my instincts, we wouldn’t have done it. Who wants to buy a bottled drink?” Turns out, a lot of folks do. Not even two years after bringing the specialty drinks to the co-op, they’re up to 83 flavors and generate thousands of dollars in sales each month. Ensuring the co-op

SPRING 2022

“Our short-term issue is supply chain logistics,” he said. “We could sell a lot more stuff if we could get it. Longerterm, I think the biggest challenge is just trying to forecast what the trends are and trying to stay current. It’s easy to get complacent. I’m in my early 60s. I’d like to do the same thing I did last year and it all work out, but that’s not how it’s ever going to be. We are always challenging ourselves to adjust to changing needs in our market. The target is always moving.”

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SPRING 2022

BWI COMPANIES, INC.

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SPRING 2022

BWI COMPANIES, INC.

SCAVENGING BEETLES Joe Barile, BCE Technical Service Lead; PMPH Bayer Environmental Science The term ‘carpet beetle’ is used to describe common species of beetles that belong to a number of families including the Dermestidae (or dermestid beetles), Anthernus and others. These are common pest insects including relative species such as the Larder Beetle, Furniture Carpet Beetle, the Varied Carpet Beetle and Warehouse Beetle. The distribution of these pests is national with multiple species found routinely. I will use the term ‘Scavenging Beetles’ as a common descriptor for this article. Scavenging Beetles can be one of the most difficult structural pests to control regardless of the type of facility they infest (residential, commercial, or industrial). I believe that a pest management professional (PMP) , if they look hard enough, can probably find evidence of some type of activity in virtually every account they service. Scavenging Beetle adults may enter structures both on infested articles or goods as well as from natural habitation outdoors. Once inside they seek out suitable food sources. These food sources

Furniture Carpet Beetle Anthrenus flavipes

Larder Beetle Dermestes lardarius

include: natural fibers/fabrics (wool, angora, alpaca); animal hides and fur (coats, taxidermy, felts); animal carcasses (dead rodents, birds, bats); accumulated dead insects (wasps, bees, cluster flies); grain and cereals (pet foods, rodenticides, stored foods, hobby materials); and natural hair (pet, human, animal). These beetles will also infest animal nests (birds, bats, and rodents) that may be located within the structure. Household goods that these beetles infest include: clothing constructed of natural fibers (especially if ‘soiled’ with food or body soils); upholstered furniture (usually inside batting and under cushions where crumbs and hair accumulates); down and feather comforters; and blankets and quilts constructed of wool or other animal hair fabrics. Most species will infest stored food products including cereal products, pet foods, candy, seeds, nuts, and many rodenticide formulations. These insects are mobile as larvae and adults. Adults are strong fliers. Larvae can crawl great distances to seek out shelter and food. When conditions are not favorable larvae can endure extended periods by becoming inactive. Infestations survive over winter easily. Best management practices for Scavenging Beetles, and related species, start with aggressive identification and sanitation of potential reservoir food sites. Identify and remove accumulations of materials that immature beetles feed on to develop. Fabrics should be laundered/cleaned according to recommendations for the type of fiber. Stored food products that are, or may be infested, should be discarded. Rodenticides should be collected and discarded unless an active rodent control program is in progress. If rodents are active, rodenticide formulations that are more insect-resistant should be considered and any rodenticides should be

replaced on a regular basis. Inspect the entire structure to locate and remove animal nests, insect nests, and accumulations of dead insects such as cluster flies and/or lady beetles. Upholstered furniture should be thoroughly vacuumed, and professional cleaning may be desired. Remove cushions and vacuum all accumulated debris from the piece between and inside the frame. Remember to remove the bottom dust cover and clean inside the furniture frame. Today’s carpets are usually constructed of synthetic fibers, however thoroughly inspect carpets, especially in areas where pets sleep, children sit and snack, and around all room edges where routine cleaning may not occur and hairs and crumbs may accumulate. If evidence of infestation of carpets is found, it is highly recommended that the carpet be lifted to inspect the ‘backing’ of the fabric and the pad for potential infestation. Carpet edges may be lifted to inspect the area adjacent to the baseboard for activity and the accumulation of hair, food crumbs, and insect fragments that may attract beetle activity. Highly infested furniture and certain items like pianos and taxidermy may require fumigation if infested. Surface applications of insecticides will usually fail to eliminate infestations and may potentially damage the article. Scavenging Beetles are susceptible to all the common residual insecticides labeled for their control. However, the PMP is challenged by the ability to deliver insecticides effectively and according to label directions to all the potential infestation sites in a structure. A population feeding on dead flies in a wall void is difficult to reach with sprays. The mobility of these insects may lead a PMP to think that every square inch of surface within a structure must be treated, but that is not allowed by label instructions. Even when a source of infestation is discovered (example: a dead squirrel in an attic) the site may be very difficult to physically reach for treatment.

biology and behavior of these difficult pests so that everyone involved understands their responsibilities and what kind of results can be expected from the agreed upon services provided. PMP’s are recommended to treat potential infestation sites with residual insecticides according to label directions where beetle activity is observed, or conditions of infestation have or may exist. Residual insecticides must be labeled with the target pest and sites for this service and mixing directions should be followed. Follow all label directions carefully. Do not treat articles, surfaces, and fabrics that people and/or pets contact unless the label directions permit. Premium formulations such as suspension concentrates (SC) or solid particle suspensions (SP) will provide longer residuals and perform well on difficult surfaces. Bayer’s Suspend® SC, Temprid® FX and Barricor™ SP are excellent choices. Infested, enclosed voids may be treated with insecticide dusts such as Tempo® 1% dust or DeltaDust®. Aerosol formulations applied as void injections or in crack and crevice injections may flush insects from harborages but will have limited longterm value. Space sprays (i.e. fogging) will have negligible effect on beetle populations. Occupants of treated areas must be educated that further beetle activity after treatments may be expected. Beetle pupae that were present at time of treatment may remain dormant for months before emerging as adults. Small microhabitats that were not practical or safe to treat with insecticides may continue to produce beetles, but once identified and with proper sanitation and cultural controls in place may be dealt with as they are identified. Occupants must also realize that because these insects are common ‘wild’, resident species there may be occasional sightings in the future. Maintaining sanitation and vigilance will help to prevent re-infestation. Always read and follow ALL label directions. Suspend, Temprid, Barricor, Tempo, and DeltaDust are trademarks of Bayer.

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SPRING 2022

BWI COMPANIES, INC.

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SPRING 2022

BWI COMPANIES, INC.

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BWI COMPANIES, INC.

SPRING 2022

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SPRING 2022

CUSTOMER PROFILE

ALLDREDGE GARDENS

MIDLAND, TX

The lush, green scenery is stunning at the Café at the Gardens. A waterfall bubbles into a koi pond surrounded by an elaborate rock structure. And if the air inside feels a little bit tropical, that’s because the café is nestled inside an Alldredge Gardens greenhouse in Midland, Texas. By Traci Pitman The café’s verdant atmosphere stands in stark contrast to Midland’s arid climate, which is prone to hot summers and the occasional dust storm. In Midland, oil derricks dot the landscape. They’re a visual reminder of the energy buried miles beneath the earth’s surface in the Permian Basin, producing one-fifth of the nation’s total petroleum and natural gas. It’s hard to imagine a place like the Café at the Gardens within the dry Midland landscape. “It’s kind of a little oasis here in the middle of the desert,” said Russell Johnson, retail manager for Alldredge Gardens. “Coming here, you feel like you’re somewhere other than Midland, Texas.” David Alldredge always had an entrepreneurial spirit. His first gig was selling horned toads and lizards at age six, but he soon moved on to mowing lawns. After earning a degree in earth science from Texas Tech, he launched a landscaping and yard maintenance business called Turf Specialties. He intended to go into the oil industry as a geologist, but he found that he loved working with plants. He opened Alldredge Gardens in 1987 and eventually sold the landscaping business to his partner. Over the next several decades, Alldredge grew his nursery into a thriving business featuring expansive retail space, landscaping services and water solutions, a wedding and events center, and the Café at the Gardens.

SPRING 2022

BWI COMPANIES, INC.

“[Alldredge] was a big dreamer when he started this business,” Johnson said. “He always wanted to do everything bigger and better. I don’t know if he got the idea for the café somewhere else, but it was a dream of his.”

Photographs by Aldredge Gardens

He said the restaurant was a challenge in the beginning. “It’s a tough business, the restaurant business,” Johnson said. “Now it’s a very big part of our business. I guess there aren’t too many retail nurseries that have a full parking lot every day from 11 a.m. until 2 p.m.” The café’s customers come for made-from-scratch specialties like crab cakes made with fresh Maryland blue

his wife, Kristi, at the company's helm. Under her leadership, Alldredge Gardens has continued to grow, bolstered by its approximately 150 dedicated staff members. “We have a lot of employees who have been with us for many years,” Johnson said. “When you get people to stick like that, it’s obviously because they have a passion for what they’re doing. When they have that passion, they tend to be very knowledgeable because they take pride in it. David was always very good at surrounding himself with good employees and taking care of his employees.” Alldredge was also skilled at making sure every employee modeled his work ethic. “I would say he didn’t accept excuses readily,” Johnson said. “He put his mind to doing something, and he got it done. He instilled that in all of his employees.”

crab, panko-breaded fried dill pickles and key lime pie. Their specialty chile relleno melt filled with chicken salad appeared on the Food Network’s Goodtaste with Tanji. The best part: some restaurant patrons come back for the plants. To get to the café, they have to walk through the greenhouse, allowing them to check out the latest plant offerings. “We have a lot of people who come through to eat at the café and see something that makes them want to come back over the weekend when they have time to shop,” Johnson said. Alldredge passed away in 2014 after a long illness, leaving

The gardens opened in 1987 on a five-acre lot. Today, the property stretches across 95 acres, giving the Alldredge team plenty of room to expand and grow their facilities in the future. Johnson said that for the past several years, business has steadily increased. “When COVID started, our customers were staying home and didn’t have anything to do, so they decided to become gardeners,” he said. “The last two years have been record good years.” Their peers are taking notice. In January, the Texas Nursery & Landscape Association awarded Alldredge Gardens with the TNLA Retailer of the Year Award. Criteria for the award include innovation, quality, merchandising concepts and staff culture within the garden center.

BWI COMPANIES, INC.

SPRING 2022

“That was quite an honor,” Johnson said. “There are a lot of very deserving nurseries around the state, so to be singled out and selected for that, we were very honored.” Johnson is a 40-year veteran of the nursery industry. He said he couldn’t imagine himself doing anything else. “I was going to school in the ‘70s, not really knowing what I wanted to do,” he said. “I was a journalism major. I tried that for a while and then dropped out of school and got a job on a golf course in Waco, Texas. One day I woke up and realized, ‘You know what? I like being outside. I like mowing grass.’ I went back to school, got a degree in horticulture from Texas Tech, started working in nurseries, and that’s all I’ve done since then.” Early in his career and shortly after starting at Alldredge Gardens, Johnson began working with BWI sales rep Bill Hatfield. Since then, BWI has supplied many of the nursery’s hard goods. “BWI has been a really good company to work with,” he said. “Our sales rep, Bill, is probably one of the hardest working people I’ve ever known. When he retires, I may have to retire. I don’t know if I can do this business without him. He’s more than just a business associate—he has become a friend.” The café isn’t the company’s only unique feature. Alldredge Gardens carries many products beyond the plants, shrubs, trees, fertilizers, pesticides, mulches and potting soils you’d expect to find at any other nursery. “This is the only place you can come around here where you can have a meal, buy a bag of cow manure and get some patio furniture on the way out the door,” Johnson said. Over the years, they’ve listened to their customers and brought a solid collection of products to the store. Patio furniture is a surprise hit in the Alldredge product lineup—it’s one of their highest volume sellers, second only to bedding

and flowering plants. They also have a gift and home decor shop, and they’re a Stihl power equipment distributor. At Alldredge’s, there’s truly something for everyone.

SPRING 2022

BWI COMPANIES, INC.

“Our customers come from everywhere and every walk of life,” Johnson said. “We try to keep our prices competitive but still provide quality that hopefully they can’t find in the box stores.” Lately, they’ve seen gardeners gravitating toward xeriscape plants, Johnson said. “These are plants that are drought-tolerant, Texas native perennials, that sort of thing,” he said. “But we still have people who want the old-fashioned look of geraniums and petunias as well.” Along with more traditional plants, Johnson maintains a sizeable inventory of trendy items like foliage tropicals and indoor succulents. “We bring in trucks out of Florida on a regular basis and try to keep house plants and indoor flowering plants available 12 months a year,” he said. “Almost half of our retail greenhouse is devoted to tropical foliage. We are discovering there’s almost a whole new market coming open in that area.” When Alldredge employees attended a plant swap organized by the Midessa Houseplant Enthusiasts Facebook group in March, they found a new community of plant lovers to tap into. “I couldn’t believe how many members they have,” Johnson said. “Maybe this has come on in the past couple of years, with people obviously staying

“People want more convenience,” Johnson said. “We may end up going to a little bit more online type shopping, where people order online and come by and pick it up.” If they add online shopping for convenience, though, Johnson hopes customers will still take the time to stroll through the property from time to time. “One of the pleasures of shopping at the garden center is the fact that you can get out and walk around and escape into it,” he said. “We have customers who come in and say, ‘I hope you don’t mind if I don’t buy anything today. I just like to come out here because it makes me feel good.’” Their biggest challenge right now, like most other industries, is navigating the tumultuous supply chain situation.

home more and younger people who are renting but love plants, so they fill their apartments with house plants.”

“There are things that, in the past, we might order and receive in less than a month,” Johnson said. “Now we order it and it might be a year or longer. As soon as I get a truckload of soil in, I’m ordering another one because I have no idea how long it’s going to take. You have to look ahead a lot further than you used to.”

Reaching out to new audiences means embracing some of the modern conveniences they’ve come to expect from retailers.

Please contact your BWI Sales Rep for more information.

BWI COMPANIES, INC.

SPRING 2022

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Eric Johnson (719) 660-8018 Eric.Johnson11@Merck.com

Jake Osborn (937) 725-5687 Jake.Osborn@Merck.com

Brice Key (806) 786-0257 Brice.Key@Merck.com

Mycorrhizal Inoculants

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BE TOUGHER THAN THE TOUGHEST CONDITIONS. The great outdoors can be a tough place, but Scion™ insecticide with UVX™ technology is tougher. With UVX technology, Scion insecticide stands up against even the most extreme conditions, including high temperatures, intense sunlight and harsh surfaces. Our formulation is engineered to meet and exceed industry demands, providing immediate control and a continuous residual for true 90-plus day performance. Learn more at ScionUVXTechnology.com.

Always readand andfollow followallalllabel label directions, restrictions and precautions forSome use.products Some products not be registered use inFMC, all states. FMC, FMC logo, Always read directions, restrictions and precautions for use. may notmay be registered for sale orfor usesale in allorstates. the FMC logo,the Scion, True Champions and UVX are trademarks or service marks of FMC Corporation or an affi liate. ©2021 FMC Corporation. All rights reserved. 19-GSS-0956 05/19 6FLRQ 7UXH &KDPSLRQV DQG 89; DUH WUDGHPDUNV RU VHUYLFH PDUNV RI )0& &RUSRUDWLRQ RU DQ DI͐ OLDWH j )0& &RUSRUDWLRQ $OO ULJKWV UHVHUYHG *66

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Liquid or Dry Fertilizer Use in Turf Alex Cochran - Chief Technology Officer, DPH Bio The age-old debate on which is better, liquid, or dry fertilizers for lawns, has been decided by lawn care providers. Most turf and ornamental companies in America use dry fertilizers. Dry fertilizers are simpler for applicators to handle, require little besides labor to apply, and are easier to clean up. If there is fertilizer overspread onto the driveway the applicator simply sweeps it back onto the lawn prior to leaving. But most 44

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significantly, a lawn care operator can load his or her truck in the morning with enough fertilizer to cover far more square feet of turf in a day than can the liquid operator. Yet liquid applications do retain several advantages. Such as precise applications on lawns that are irregularly shaped, or lawns where there is significant

slope to the land, where it can be difficult to precisely apply dry fertilizers. Also, liquid fertilizers can be more readily customized to fit local needs, and they produce quicker results than dry. An additional advantage is that liquid fertilizers will not impede the playability of a golf course, especially following maintenance operations. Finally, liquid fertilizers are a better delivery system for most pesticides, as well as many other water-soluble products that cannot be applied with dry fertilizer. Indeed, several lawn care companies have retained liquid fertilizer products precisely because of these reasons. It is the ability of liquid fertilizer solutions to carry other products that represents a new window of opportunity for turf and ornamental providers. Before discussing that, it should be noted that there has been meaningful change in what the end use customer values. Yes, they still want the best-

looking yard on the block as quickly as possible but are, at the same time, insisting industry do so in an environmentally conscious way – if it is not too costly. Lawn care companies are indeed incorporating these demands into their marketing efforts as well as offering their customers a more “biological” fertility option. Yet “biological” tends to be interpreted as expensive, and the big question is how to create a genuinely more environmentally sustainable fertilizer program that is priced right? Answer: do so by incorporating biostimulant products into a liquid fertilizer program, forming a hybrid program that combines the best of biological products with the best of conventional fertility. Combinations are something liquid fertilizers excel at. One such combination, and the best, is to include a diverse biofertilizer (a live microbial product that increases fertility levels in the soil) which, when BWI COMPANIES, INC.

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included, acts directly on behalf of what modern consumers want. How do biofertilizers do this? By inoculating the soil and roots of turf grasses with beneficial microorganisms that, when established, work in concert with growing plants like turfgrass to achieve many benefits relative to soil and plant health: • Improve water infiltration on heavy soils, slow water infiltration on sandy soils • Increase water holding capacity of all soils. This can be important to water restricted communities

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• Increase the soil’s contribution of nutrients to the plants, particularly N, P, and K, which leads directly to greater efficiency when using synthetic fertilizer inputs

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• Healthier soils, turf, and ornamentals may reduce the need for pesticides

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Many other biostimulant products such as seaweed, humic acids, and hydrolysates, can be easily added to liquid spray solutions. Each of these products can also improve soil health. By using liquid fertilizers and creating hybrid programs that include biostimulants (especially biofertilizers) turf and ornamental providers can promote programs that truly are more environmentally friendly, but still produce excellent value and results for the client.

For years, the crown of our industry was NPK. Today, we understand biology as the key component to achieving healthy soils, growing mediums and plants. With over 3 decades serving the controlled environment community and beyond, DPH Biologicals™ ooers breakthrough products and solutions trusted to maximize plant potential and improve overall proﬁtability.

Learn more: www.dphbio.com 800.648.7626

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WELCOMES

FORTWORTH.COM

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THE VALUE-ADDED COMBINATION

ENHANCE

The use of fertilizer and water. Increase resistance to stresses. Improve plant strength and productivity. Optimize plant growth rate and uniformity.

PROTECT

By reducing incidence of plant root diseases (Fusarium, Pythium and Rhizoctonia) and risk of pathogens that develop resistance to chemical fungicides.

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Certain insects, including fungus gnats and thrips that pupate into the growing media, by suppressing their food sources and plant susceptibility.

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PRO-MIX® is a registered trademark of Premier Horticulture Ltd. BIOFUNGICIDE™ and MYCORRHIZAE™ are trademarks of Premier Tech Ltd. and are used under license by Premier Horticulture Ltd.

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Introducing the unrivaled insect control of Tetrino™, the one insecticide solution that does the work of many by controlling not only white grub and annual bluegrass weevil but also a wide range of other turf-damaging pests. With flexible application timing, it even allows you to take a preventive or early curative approach to your pest management. Up your game with the new broad-spectrum control and fast-acting flexibility of Tetrino. Learn how Tetrino can up your game against white grub and ABW at es.bayer.us/Tetrino.

ALWAYS READ AND FOLLOW LABEL INSTRUCTIONS. Bayer Environmental Science, a Division of Bayer CropScience LP, 5000 CentreGreen Way, Suite 400, Cary NC 27513. For additional product information, call toll-free 1-800-331-2867. www.environmentalscience.bayer.us. Not all products are registered in all states. Bayer, the Bayer Cross and Tetrino are trademarks of Bayer. ©2021 Bayer CropScience LP.

Take a stand against

Densicor ® controls the fear of turf disease. Nick White Golf Course Superintendent

Introducing your new advantage against the top five most notorious turf diseases.* Densicor ® is the ultimate defense against dollar spot, brown patch, anthracnose, gray leaf spot, snow mold and other harmful diseases. Its ultra-low use rate, affordability and strong turf safety profile allow you to spray less while protecting more acres in any climate. Stand up to the Frightful Five with Densicor for exceptional disease control and excellent turf safety across greens, fairways and tees. Start protecting your turf against the Frightful Five and visit es.bayer.us/Densicor.

*Dollar spot, brown patch, anthracnose, gray leaf spot and snow mold were the five most common diseases according to a national survey among golf course superintendents.

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ALWAYS READ AND FOLLOW LABEL INSTRUCTIONS. Bayer Environmental Science, a Division of Bayer CropScience LP, 5000 CentreGreen Way, Suite 400, Cary, NC 27513. For additional product information, call toll-free 1-800-331-2867. www.environmentalscience.bayer.us. Not all products are registered in all states. Bayer, the Bayer Cross and Densicor are registered trademarks of Bayer. ©2021 Bayer CropScience LP.

POSITIVE TRENDS FOR LAWN & GARDEN IN 2022 by Nancy Taylor, Gro Group President & CEO Founded in 1974, Gro Group has been serving the North American Lawn and Garden industry for over 45 years with its best-in-class network of Distributor Members, Manufacturer Partners, and Growers. Nancy Taylor serves as President and CEO for the organization and is also an avid gardener who came to Gro Group after many years on the manufacturer side of the Lawn and Garden consumer products industry. Together with her team, they work to bring manufacturers and distributors together to enable local garden centers to have the best assortment for their customers. gardening purchases, as well as some exciting projections for the months ahead. It revealed that around 28% of consumers planned to spend more money on gardening in 2022.

Over the last two years over 18 million new consumers entered the Lawn and Garden category. For these new gardeners that flexed their green thumbs for the first time, their local garden centers became their go-to resource for success. Today, as gardening continues to boom, these consumers are now repeat customers and are still shopping local. They look to their garden center for inspiration and a place to truly experience what gardening has to offer. Many successful independent retailers are reimagining their offerings to ensure they meet consumers wherever they want to shop through creating an integrated experience that blends in-store features, online extended options, and some, even driving sales through social marketplaces. Many people still plan to spend and grow more this year, so understanding what drives the way they approach their purchase decision will help the independents continue to win those customers.

The pandemic remains the biggest factor driving the growth among Millennials and Gen X, the two age groups that the data suggests will be the largest contributors to increased garden spending and practices. These findings also correlate with the 2022 Garden Trend Report by Garden Media Group, which found that men and women under 35 had the largest increase in participation from previous years.

Millennials and Gen X are driving the growth

80.0%

80.00% 67.86%

70.00% 60.00% 50.00% 40.00% 30.00%

28.34%

20.00% 10.00%

3.79%

0.00% Spend more money on gardening

Spend the same amount of money on gardening

Source: Axiom Gardening Insights Survey October 2021

Spend less money on gardening

75.8% 68.1%

57.6%

60.0%

A survey conducted in October of last in year2022 by Axiom Expect continued growth Marketing drew several helpful conclusions about as 28% plan to spend more In 2022 do you plan to spend more, the same or less money on gardening?

Is gardening something they will continue to do in 2022?

40.0%

33.6% 19.2%

20.0%

25.9%

5.0%

5.9%

8.8%

0.0% Yes, I will plant more 6

Yes, I will plant the same Millennials

Gen X

I will plant less, maybe & no

Boomers

Axiom’s research also brought insight into the positive Source: Axiom Gardening Insights Survey October 2021 shifts toward independent garden centers. They became the number one source for gardeners to discover new plants, gardening supplies, and outdoor living products (21.9%, nearly 4% more than Big Box retailers) in 2021. Independent garden centers and nurseries were also where the majority of consumers bought their plants, and they trailed closely behind Home Depot in gardening supplies as well. The study BWI COMPANIES, INC.

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What best describes the type of gardening you do? also illustrated what type of gardening was conducted the most in 2021. Flowers and vegetables were by far the most popular items used, coming in at 71.86% and 65.77% respectively.

Flowers, vegetables and houseplants are most popular 71.86%

Flowers

65.77%

Vegetable

Both reports have shed light on the growing trends of consumer practices driven by COVID-19 and other environmental factors. A dichotomy exists in the customers’ desire for safe, convenient, and flexible shopping options while simultaneously wishing to support local businesses that share their values. Places that can satisfy both of these needs may find the

40.62%

Houseplants

38.72%

Perennials

33.43%

Container

31.64%

Shrubs

28.34%

Indoor

26.45%

Fruit trees 19.06%

Berries

Where did you buy most (in dollars) of your garden plants in 2021?

2.30%

Other 0.00%

10.00%

20.00%

30.00%

40.00%

50.00%

60.00%

70.00%

IGCs Continue to Lead Plant Source: Axiom, Growing More in 2022, 2021 key to October success Purchases

in 2022, and possibly even for years to come.

Independent Garden/Nursery Center

27.0%

Home Depot Garden Center Lowe's Garden Center

18.2%

Walmart Garden Center

15.8%

Online - shipped to me

4.3%

Supermarket Store

4.2%

Hardware Store Other Online - store pickup

In closing, the customers’ interest in gardening continues to surge, and independent garden centers are leading the charge. Thank you for helping both the loyalist that has been shopping with you for a lifetime and those that are just getting their feet wet. We are excited to see people get their hands in the dirt and enjoy gardening.

23.9%

3.5% 1.8% 1.0%

The Future of Retail is HYBRID

Menards

0.4%

5.0%

10.0%

15.0%

20.0%

25.0%

30.0%

1 4

The Future of Retail BRID BRID is HYBRID Source: Axiom, Growing More in 2022, October 2021

ure of Retail is HYBRID

S o u r c e :

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ferti•lome is dedicated to making products that allow all homeowners • Because A non-selective herbicide that kills weeds, grass and some woodygood plants about their lawn and garden choices, our all-natural to feel • Works in 24 to 72 hrs; rainfast ® inproduct 30 min to 4 line hrs is expanding and will soon be under the ferti•lome “green” label. • Areas may be reseeded or replanted after the spray has dried • Contains 24.5% Glufosinate-ammonium ®

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WOMEN'S SAUVIE SLIP-ON BOOT 72203-306 | Sizes 6-11

Set the Bar at Every Level LOW

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Effective insect control starts with Starbar. QuikStrike® Fly Bait, Golden Malrin® Fly Bait, and Cyanarox® Insecticidal Bait are baits applied on the ground where flies feed. Formulated with different active ingredients, each product can be used in rotation as part of an integrated pest management (IPM) program to fight resistance and help you set the bar.

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Contact your BWI sales representative or visit StarbarProducts.com or call 800-347-8272 to learn more.

Always read and follow label directions. Cyanarox, Golden Malrin, QuikStrike, Starbar and Starbar with design are registered trademarks of Wellmark International. The Red-Yellow color gradation is a registered trademark of Central Garden & Pet Company. ©2022 Wellmark International.

L I F E SC I E NC E S

Handcrafted in Virginia Now more than ever, your customers are searching for ways to make their homes more relaxing and enjoyable. Shoppers are ready to buy, but inventories are low, lead times are long, and good products are tough to keep in stock. We’re here to help. We’ve spent three decades building partnerships with material suppliers all across America. We use string and pipe from New York, Georgia and Florida, native hardwood from Pennsylvania, metal components from the Midwest, and sustainable, rot-resistant California redwood. We continue to work with our partners to ensure that our chimes are ready when you need them. Order today to put our supply chain to work for you.

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2021 BWI EXPO | PRIZE WINNERS ___________________________________________________________________

BWI congratulates Chauncey Nichols Nursery of Forest Hill, LA for being our grand prize winners of one Kubota L3901 Tractor. PICTURED FROM LEFT TO RIGHT: Brandon Wilson, General Manager of Chauncey Nichols Nursery; Brian Bridges, Branch Manager of BWI Forest Hill. Other prize winners include: Rankin County Co-op of Brandon, MS who won a Hooray Ranch pheasant hunt for two; McCorkle Nursery of Deering, GA and Pirtle Nursery of Smithville, TN, who each won a $3,500 vacation voucher.

ADVERTISING INDEX

Absorbent Products....................... 37 Alliance Animal Care........................4 American Gardenworks................ 28 Back to Nature................................ 34 Bayer PMPH..................................... 32 Bayer Roundup Brands.................. 10 Bayer T&O........................................50 Bengal Products............................. 22 BioZyme............................................ 49 Bonide............................................... 54 BWI Grower Technical Sales....... 37 BWI Pest Management.................. 18 Control Solutions, Inc............... 2, 36 Corona Tools................................... 28 Corteva Agriscience.........................9 56

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DLF Pickseed USA........................... 11 Douglas Plant Health..................... 46 Dramm............................................... 53 Extinguish Plus................................. 18 Fertilome ................................. 53, BC Fertilome Soils................................ 27 FMC Corporation...................... 15, 43 FoxFarm Soil & Fertilizer Co.......IFC Gallagher.......................................... 34 HC Companies................................ 22 ICL Specialty Fertilizers.............. IBC Jacto, Inc........................................... 22 Liphatech.............................................5 Mavrick-Enstar................................. 26 Medina Ag Products...................... 34

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Merck Animal Health..................... 42 Michigan Peat.................................. 29 Mycorrhizal Applications.............. 42 Neptune's Harvest......................... 53 Nisus Corporation.......................... 23 Nursery Supplies............................ 33 PBI-Gordon Corporation................ 16 Premier Tech Horticulture............ 48 Scimetrics.......................................... 41 Scotts Miracle-Gro.......................... 19 Starbar............................................... 55 Tarter Farm & Ranch ...................... 14 Wind River........................................ 55

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P.O. Box 5968 Texarkana, TX 75505

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Buylines Spring 2022

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