June 2013 Landscape Trades

June 2013

VOL. 35, NO. 5

landscapetrades.com

Eco paving solutions to runoff woes Legal series III: Getting paid Listening is a powerful sales strategy

NATURE’S

Clock Use phenology to guide horticultural action plans

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contents JUNE 2013 VOL. 35, NO. 5

PUBLISHER Lee Ann Knudsen CLP | lak@landscapeontario.com Editorial Director Sarah Willis | sarahw@landscapeontario.com Art Director Kim Burton | kburton@landscapeontario.com Editor Allan Dennis | adennis@landscapeontario.com Web editor Robert Ellidge | rob@landscapeontario.com Graphic Designer Mike Wasilewski | mikew@landscapeontario.com Accountant Joe Sabatino | joesabatino@landscapeontario.com Sales Manager, PUBLICATIONS Steve Moyer | stevemoyer@landscapeontario.com COMMUNICATIONS assistant Angela Lindsay | alindsay@landscapeontario.com Advisory Committee Gerald Boot CLP, Laura Catalano, Hank Gelderman CHT, Marty Lamers, Jan Laurin, Warren Patterson, Gregg Salivan, Bob Tubby CLP

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Landscape Trades is published by Landscape Ontario Horticultural Trades Association 7856 Fifth Line South, Milton, ON L9T 2X8 Phone: (905)875-1805 Email: comments@landscapetrades.com Fax: (905)875-0183 Web site: www.landscapetrades.com

FEATURES

LANDSCAPE ONTARIO STAFF Shawna Barrett, Darryl Bond, Rachel Cerelli, Tony DiGiovanni CHT, Denis Flanagan CLD, Sally Harvey CLT CLP, Helen Hassard, Jane Leworthy, Heather MacRae, Kristen McIntyre CHT, Kathy McLean, Linda Nodello, Kathleen Pugliese, Paul Ronan, Ian Service, Tom Somerville, Martha Walsh

BY DAVID SMITH

Landscape Trades is published nine times a year: January, March, April, May, June, July/August, September, October and November/December.

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Subscribe at www.landscapetrades.com Copyright 2013. All rights are reserved. Material may not be reproduced in any form without written permission from the publisher. Landscape Trades assumes no responsibility for, and does not endorse the contents of, any advertisements herein. All representations or warranties made are those of the advertiser and not the publication. Views expressed do not necessarily reflect the views and opinions of the association or its members, but are those of the writer concerned.

6 Sustainable hardscapes Construction and maintenance hints to keep permeable interlocking paving draining smoothly

8 Nature’s time-keepers Using plant development to time pest monitoring and control

BY MELISSA SPEARING

COLUMNS 14 ROAD TO SUCCESS | Take time to hear what clients are really saying

BY ROD McDONALD

18 LEGAL MATTERS | Managing debt collection once the project is complete

BY ROBERT KENNALEY

20 MANAGEMENT SOLUTIONS | Six deadly job costing mistakes

BY MARK BRADLEY

DEPARTMENTS ISSN 0225-6398 PUBLICATIONS MAIL SALES AGREEMENT 40013519 RETURN UNDELIVERABLE CANADIAN ADDRESSES TO: CIRCULATION DEPARTMENT LANDSCAPE TRADES MAGAZINE 7856 FIFTH LINE SOUTH, MILTON, ON L9T 2X8, CANADA

Green Pencil New Products Industry News Provincial News

4 24 26 28

CNLA News Coming Events Classifieds Where to Find it

30 32 33 34

JUNE 2013 | LANDSCAPE TRADES |

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greenpencil Thoughts yellowed with age, fresh as tomorrow

Way to go Casey

C

asey van Maris was an industry pioneer

and outspoken visionary. He was a big-picture thinker, talented landscape architect and mentor to many. He was one of the founding members of Landscape Ontario, and was heavily vested in CNTA (now known as the CNLA). Casey was also a big believer in association magazines and the power of communication to members.

Casey van Maris died in 1997, much too soon, but if he were alive today, I bet he’d be all over Twitter and LinkedIn, commenting, advising and mentoring.

A few months ago, I took the opportunity to look through some of Landscape Trades’ archives. As anyone who has sorted photos or old newspaper clippings knows, it is easy to get sidetracked by interesting tidbits.

I knew Casey chaired Landscape Ontario’s publications committee, but didn’t know one of his titles was the association’s volunteer editor. He wrote a regular editorial from 1973 until the mid-’80s, and his passion for the growth and improvement of this industry shows

By Sarah Willis in every word.

Depending on your point of view, the most interesting, or damning, thing about reading his decades-old editorials, is that the topics haven’t changed. We still haven’t found a solution to the industry’s labour shortage problems. In 1973 there was a plea from Casey for access to a skilled and willing labour force, with discussion on the importance of supporting apprenticeship programs. Rising worker’s compensation rates were a concern for small business, as they are now — except I think we’d all prefer to go back to the ‘high’ rates of the early ‘70s.

Being a smart businessman, Casey encouraged other company owners to make sure they were covering all their costs when quoting on jobs, and wrote about unearthing

4 | JUNE 2013 | LANDSCAPE TRADES

hidden costs that might be overlooked in estimating. The economies of scale are a bit different today; Casey mentioned saving cents per work hour, but the principle of knowing your costs remains the same, and is an issue we cover frequently.

The damage companies do to each other, themselves and the industry’s reputation, by undercutting or undervaluing products and services, was another thread in Casey’s editorials from 40 years ago.

Rather than focus on price, Casey explained we should sell the benefits our products offer including clean air, pollution filtration and restful green spaces. Sound familiar?

Finally, I’m pretty sure Casey would have been a big Casey van Maris fan of the industry’s Green for Life branding efforts. After many years of writing about the need for a national promotional program to encourage gardening and appreciation for plants, in 1985 he floated the idea of using member company trucks as ‘moving billboards’ to promote the association’s message. With Canada’s provincial associations adopting the industry’s Green for Life brand, using all the members’ points of contact to spread the word among the public, I hope Casey would be pleased to see his idea take seed and grow.

Casey cared about the health of the industry, as well as his provincial and national trade associations. There are lots of strong, passionate leaders among us, but few have Casey’s commitment to communication. If you are interested in reading editorials by Casey van Maris, they are available online at www.horttrades.com/caseyLT van-maris.

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Helping to manage stormwater runoff responsibility:

Permeable interlocking concrete pavement

By DAVID SMITH

As urbanization increases, so does the concentration of pavements, buildings and other impervious surfaces. These surfaces generate additional runoff and pollutants during rainstorms, causing erosion as well as degenerating lakes and polluting sources of drinking water. Increased runoff also deprives groundwater from being recharged, decreasing the amount of available drinking water in many communities. With a North American population living in close proximity to water resources, there is growing concern for diligent management of stormwater runoff and pollutants.

Permeable interlocking concrete pavement (PICP) replicates the natural environment and has proven successful at reducing stormwater runoff and pollutants. The key difference between a PICP system and a regular interlocking concrete pavement is in the construction. Regular interlocking concrete

Elements of permeable interlocking concrete paving

6 | JUNE 2013 | LANDSCAPE TRADES

pavers and sand are placed on a dense-graded, aggregate base. PICP uses open-graded bases. Wider joints are filled with permeable aggregates (not sand). Water enters the joints between the concrete pavers and flows through the open-graded base/ subbase, i.e., crushed stone layers with no small or fine particles. The void spaces among the crushed stones store water and allow it to infiltrate into the soil subgrade. The stones in the joints provide 100 per cent surface permeability; the base filters stormwater and reduces pollutants.

The highest priority during construction of PICPs is preventing sediment from entering the base materials and surface. Any contaminated materials must be removed and replaced, as fine sediment can clog the system and render it less effective in storing and filtering runoff. Some ways to prevent or divert sediment include: staging excavation to minimize drainage of sediment from disturbed soil, keeping muddy construction equipment off the base, installing silt fences and temporary drainage swales to direct sediment away from the base.

Permeable pavers for vehicular applications (including residential driveways) should be at least three and one-eighth inches thick. Permeable pavers are placed on a two-inch thick, open-graded bedding of angular washed stone (sometimes called ASTM No. 8 stone) averaging one-quarter inch in size. They are placed in a manner similar to regular interlocking concrete pavers and can be installed by hand or mechanically.

Like all permeable pavements, PICP can become clogged with sediment over time, thereby slowing the surface infiltration rate. For residential patios and driveways, a shop vac can be used to remove

THE LANDMARK GROUP

Kortright Centre, Woodbridge, Ont.

Property owners recognize that properly maintained permeable paving can last a long time and provide a sustainable solution to stormwater management.

sediment. It may require loosening the dirt first with a broom and then vacuuming. For commercial sidewalks and plazas, there are small, walk-behind, vacuum machines with lawnmower-type engines, which can remove sediment as well as litter, crushed leaves, etc.

For parking lots, alleys and streets, regenerative-air vacuum-truck equipment can be used to remove loose dirt and detritus from the openings. These machines have sweepers to loosen dirt that can be vacuumed up.

Water spraying shouldn’t be used. The pavement surface should be inspected twice a year for sediment, crushed leaves, nuts and twigs accumulating in the openings and, if necessary, vacuumed. Surfaces in high traffic areas such as at entrances should be checked frequently, as they often receive the most sediment.

PICP is not recommended over expansive or fill soils. In such situations, PICP can be designed with an impermeable liner to filter, detain and then drain collected water via outflow pipes. PICP can be used on slopes, but may need baffles on the subgrade

to slow water flow and encourage infiltration behind each. Subgrade slopes should generally not exceed 12 per cent and careful attention should be given to ensuring no unstabilized soil is eroding onto the PICP. When carefully constructed and regularly maintained, PICP should provide at least 20 years of service. Its service life is measured by the ability to continue accepting runoff, while supporting traffic without excessive rutting. Periodic maintenance and inspection are required to monitor drainage and pavement performance. Developers and property owners are recognizing their maintenance role in ensuring long-term performance of all stormwater structures. In North America, PICP is quickly becoming a proven sustainable solution for projects seeking a pavement surface that can function as a stormwater management system.

For more information on permeable interlocking concrete pavement, visit www.

LT permeablepavement.org.

Stone Mountain Park, Georgia, U.S.

About ICPI Founded in 1993, the Interlocking Concrete Pavement Institute (ICPI) is the North American trade association representing the interlocking concrete pavement industry.

ICPI introduced the PICP Specialist Course in 2010 to train installation contractors on the specialized techniques for PICP construction and maintenance. This one-day classroom program is designed for hardscape contractors who are, at present, building residential and commercial pavement and would like to move into the permeable pavement market. With PICP installation experience, contractors can earn a designation that will enhance their credibility and improve the value and quality of PICP installations.

For more information about the PICP course, visit http://www.icpi.org/InstallerCourses.

David Smith is Technical Director at the Interlocking Concrete Paving Institute.

JUNE 2013 | LANDSCAPE TRADES |

7

Making use of

how plants tell time

Plants give us silent hints of the optimal time to apply insect and disease controls.

The key is to observe and use them.

BY MELISSA SPEARING, NPD ’13

Magnolia denudata (Yulan magnolia) above and Magnolia xsoulangiana (saucer magnolia) were in full bloom March 26, 2012, five weeks ahead of usual, at Niagara Parks Botanical Gardens.

8 | JUNE 2013 | LANDSCAPE TRADES

Heat waves in July are soon forgotten, but the heat wave of March 2012 won’t be. Living and working at the Niagara Parks Botanical Gardens made the early flush of warmth even more obvious, as buds and blossoms of so many species erupted en masse. On March 26, I rushed to capture photos before the threat of heavy frost. Days later, magnolias in full flower looked like they were decorated with brown paper bags.

Despite a few success stories, fruit orchards and nurseries experienced significant cold temperature injury to crops that had budded out early.

Our magnolias recovered a few weeks later and lateral flower buds soon opened to disguise the frosted terminals. The end. Or is it?

At the Landscape Ontario Growers Short Course this past February, I surveyed attendees about the effects unusual weather patterns have had on their businesses. Besides frost damage, responses included digging, transplanting, shortened shipping windows, lack of snow cover, undesirable nutrient release, drought effects, wind damage, as well as pest management and seed collection challenges. Many alluded to issues of scheduling seasonal employees, irrigation and meeting production timelines. These are just effects on growers! If you are in retail, snow removal, turf care, arboriculture, landscape design, maintenance, research or agri-tourism, how have your normal routines been interrupted? Can anything be done to minimize these risks?

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management tools are possible with data on these freakish weather patterns, plant responses and what successful actions have been taken so far.

What is phenology?

You may not recognize the word “phenology,” but you practice it every day. Phenology is the study of recurring biological events and the relationship to environmental factors; essentially, it is how organisms tell the time of year. Temperature is the primary driver of plant and insect development, but research shows photoperiod, water availability, topography and elevation, nutrients, CO2 levels, fire, genetics, and even natural co-evolution of plants and their pollinators can influence when and how long growth stages occur. Horticulture is all about manipulating plant growth to suit our needs, but surprisingly, we don’t have hard facts for many ornamental crops.

Phenologists can isolate main factors if they have multiple years of observations from the same location: local weather data, the date, a properly identified species or cultivar and the life cycle stage called a “phenophase.” Bud burst, full bloom or adult insects emerging are easily observable stages that we know are initiated or halted by the weather.

As horticulturists, we also have “phenophases” such as when to dig, prune, pro-pagate, fertilize, water, spray and mow. If done correctly, our actions march in step with plant development. Do you know what order of species to dig bare root in accordance with spring soil temperatures? Do you know at what development stage you should do the first cut of cool-season Festuca lawns to discourage flowering? Do you use evapotranspiration sensors to verify irrigation needs? Most of us go on experience or a gut feeling with

GYPSY MOTH GDD MODEL

Location: 2013 D5727 Millbrook DW5727 ON DD accumulation on 4-19-13: 66.

This year is about 32 days behind NA 7 days behind DATE 5-15-13 5-29-13 6-11-13 6-18-13 6-26-13 7-8-13 7-11-13 7-23-13 7-26-13

DEGREE DAYS 352 603 894 1074 1294 1646 1736 2098 2188

versus 2012 2011 30-year normal EVENT 2% egg hatch peak 1st instar peak 2nd instar peak 3rd instar peak 4th instar 2% pupation peak 5th and 6th instar 50% pupation 2% adult emergence

To get an idea of when to begin pest monitoring or treatment, users can input their location along with the plant diseases and insects they are concerned with into www.uspest.org. Predictions of insect and disease development are made using over 30 years of weather data collection. The chart shows an example of when Spearing could expect to see stages of gypsy moth development this year in Millbrook, Ont.

10 | JUNE 2013 | LANDSCAPE TRADES

these kinds of questions, but accurate records from past years mean we can better forecast when to take action as weather unfolds. From there, statistical models give us hard numbers to work with.

The most common model used to quantify and predict accumulated heat units before a phenophase will occur is called growing degree-days (GDD). In order to make sense of GDD recommendations, you must know the formula parameters used (i.e., the starting date or biofix, base 10°C, sine wave method). For a good reference, see Daniel Herms’s article at http://www.entomology.umn.edu/ cues/Web/049DegreeDays.pdf. Despite some limitations, GDD is still more accurate than scheduling a pesticide application every May 1.

Phenology pervades so many aspects ofwhat we do. Regional calendars of bloom for landscape design, selection of new cultivars, specific pruning schedules for woody plants, planning native species seed collection and experimenting with new propagation techniques are just a few examples. But I wanted to know how phenology can be useful to you; the majority of respondents to my survey in February identified pest management and production or work scheduling as priorities.

Phenology and IPM The influence of weather on pest life cycles is well documented, as is timing for effective scouting, cultural control and application of pesticides or use of biological insects. Important phenology information is already embedded within standard IPM references, from our own OMAFRA publications to too many resources online to list here. If I must highlight one, http://uspest.org/wea/ spans all of Canada and the U.S., covering agricultural and horticultural crops and pests.

For my area, the Gypsy Moth GDD model shown on this page (starting Jan. 1, 42°F base temperature), tells me I should expect the peak of first instar larvae at 603 GDD, or around May 29. Specific information leads to specific action.

A Living Weather Station Donald Orton, a retired USDA nursery inspector from Illinois, developed a synchronous plant indicator program aptly named Coincide (2007, available from www.laborofloveconservatory.com). The Orton System uses obvious phenophases of 54 landscape plants as indicators for monitoring and controlling 102 widespread pests and diseases. He doesn’t make specific pesticide recommendations, only noting vulnerable phenophases of the pest’s life cycle.

Another practical suggestion Orton made was to plant a phenology garden and use it as a living weather station. You could plant all 54 species if desired, but I narrowed it down to the top 12 plants (and one weed if you can tolerate it) that cover a wide range of pest species and have observable phenophases from the earliest onset of spring to the end of our normal growing season.

Here they are in phenological order (starting Jan 1, base 10°C for GDD ranges): 1. Acer saccharinum (0-1780 GDD, 36 pest correlations) 2. Syringa vulgaris (0-280 GDD, 32 pests) 3. Magnolia xsoulangiana (25-115 GDD, 46 pests) 4. Amelanchier laevis or A. xgrandiflora (25-500 GDD, 52 pests) 5. Spiraea xvanhouttei (100-335 GDD, 43 pests) 6. Aesculus hippocastanum (110-335 GDD, 33 pests) 7. Sorbus aucuparia (150-1225 GDD, 34 pests)

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PHOTO: MELISSA SPEARING

PHOTO: SARAH BURT

Magnolia xsoulangiana April 17, 2012

Magnolia xsoulangiana April 19, 2013

Comparing the stage of development of Magnolia xsoulangiana blossoms from the heat and frosts of spring 2012 to a phenologically normal spring in 2013.

At left, Magnolia xsoulangiana on April 17, 2012, compared with the same species on April 19, 2013.

8. Viburnum dentatum (220-1615 GDD, 23 pests) 9. Hydrangea arborescens ‘Grandiflora’ (275-1170 GDD, 52 pests) 10. Cirsium arvense (385-945 GDD, 45 pests) 11. Sambucus canadensis (500-670 GDD, 11 pests) 12. Solidago canadensis (1000-1725 GDD, 24 pests) 13. Hamamelis virginiana (1000-1780 GDD, 6 pests) Many government and extension services worldwide use phenology data to alert professionals of biological phenomena. For Ontario, OMAFRA’s Nursery Crops Specialist Jennifer Llewellyn provides this information in the Nursery and Landscape Plant Production and IPM Guide, Publication 383 (starting on p. 63), and in her weekly NurseryLandscape Report e-blasts. Using common indicator plants such as those noted above, she can go beyond GDD guides and make specific recommendations for your microclimate, using Orton or other sources. As an added motivation, Orton claims a phenological monitoring program can reduce the volume of pesticide sprays by 94 per cent.

Imagine what other areas of your business could be better informed with forecasted phenophases.

How to Make the Tools We Need Although production scheduling was the second priority of survey respondents, I found limited practical options that meet the challenges of business and wacky weather and are tailored to growers. The next gen12 | JUNE 2013 | LANDSCAPE TRADES

eration of horticulturists isn’t afraid to get their hands dirty, but they expect decisions to be guided by user-friendly mobile information, remote sensors and collaborative social networking. We also need to “download” the collective wisdom of our elders and work with our peers to identify which industry-wide problems to tackle first. We need to bring together multi-disciplinary teams. I nominate Matt Deir.

Deir is the chief software architect for Dragonfly Information Technology a Kingston, Ont.-based company specializing in custom desktop, online and mobile agribusiness tools. Dragonfly’s Fruit Tracker application is exactly what I envisioned as a multi-functional solution. With initial support from the Ontario Apple Growers, Dragonfly took the OMAFRA Fruit Production Recommendations, Publication 360, and converted it into a searchable database of pest cycles and spray recommendations, with associated plant phenophases (hooray!). Users select the type and calibration of spray equipment, and click on a GPSmapped inventory block to calculate the tank mix needed. A workorder and MSDS sheets are printed off for the applicator. The spray record notes real-time weather conditions at time of application, in case of conflicts with pesticide recommendations. It has modules for scouting reports, and can send weather-based email or text alerts. The user’s data can generate GAP audit reports and shipping labels. Currently, paid members of the Ontario Tender Fruit Producers Association benefit from easy access to cost-shared licensing and development of Fruit Tracker.

Deir explained to me that converting

our own Publication 383, or any other supplied data including a grower’s own notes, would be easy using Fruit Tracker’s system.

I explained similarities and differences in managing our businesses compared to an orchard. He was intrigued and unfazed by production scheduling challenges, our phytosanitary programs, integrating with remote sensors, irrigation and greenhouse systems, inventory mapping and barcoding, and the idea of an anonymous feedback loop for industry research such as new crop phenology models. So exciting to contemplate!

We are brainstorming ways of collecting landscape and nursery observations but, currently, you can contribute basic phenology data for native and cultivated species to the Canada PlantWatch program, or two U.S. networks that accept Canadian locations: the USA National Phenology Network and Project BudBurst from Cornell University.

We can build any phenology-based tool we can conceive, but your support will be the sunshine we need to grow. Please contact me if you have comments, questions or data you’d be willing to share. Most of all, keep notes! They are more valuable than LT you think.

Melissa Spearing is a second-generation grower at Ground Covers Unlimited of Bethany, Ont. She recently graduated from the Niagara Parks Commission School of Horticulture with hopes of turning horticultural science into practical business ideas, and vice versa. She doesn’t have an iPhone yet, but can still be reached at groundcoversunlimited@gmail.com

roadtosuccess

Listening: On the Road to Success

BY ROD McDONALD

When I was twelve years old, my father would ask in a rather loud voice, “Are you listening? Are-you-listening?” He would pronounce each word with distinction. “Yeah, yeah,” I would respond, “I heard you.”

Many years later, I fully understand that listening is a difficult skill to master.

Speaking comes more easily. In spite of its difficulty, listening is a skill set and a useful tool that we need to develop, if we wish to be successful.

There is the adage, “God gave us two ears and one mouth because he wanted us to listen twice as much as we speak.” If only I could remember to follow God’s design and place my tongue on lockdown.

Listening helps us to be successful because we need to hear, to learn and to incorporate. If we take the time and effort to listen, we realize that customers are telling us most of the information we need to know. The problem many of us have is that sometimes we are too busy talking or selling to hear what a customer really wants and is prepared to buy.

Nothing is more misunderstood by the home gardener than fertilizer. To the average gardener, it is a confusing subject. On the other hand, we in the trade take classes on NPK; we discuss it amongst ourselves at great lengths and we read articles in trade journals. All of us have strong opinions on what works best.

Customers will tell us what they really want to buy, if we take the time to listen.

14 | JUNE 2013 | LANDSCAPE TRADES

A gardener walks in to your garden centre.

She wants fertilizer. She could buy it at any number of box stores, but she came to her local garden centre because we are the perceived experts. The gardener engages us, and we immediately launch into a ten minute lecture on fertilizer analysis, micro nutrients and added ingredients.

Now the gardener is really confused. All she wanted was something to make her tomatoes grow; instead, she received an entry level chemistry lecture (or as I prefer to call it, gobbledygook). Most gardeners want assurances the fertilizer that the garden centre is recommending is the right one to make their plants happy. It is similar to when I ask my pharmacist for a cough medicine. I don’t need the rundown on everything that is in it. I want him to hand me the bottle and say, “This is the best medicine for what you have.” There is a caveat here: Before handing me the bottle, the pharmacist asks me several questions, in order to select the most appropriate medicine for me; and to do that requires listening.

As I mentioned earlier, listening is hard work. I used to coach at a local boxing club.

One evening I had 10 kids in the ring with me, working on sparring techniques. Half the kids were boys and half were girls. When you work with a mixed-gender class, you soon realize boys have more difficulty listening than girls. The boys were busy looking around the gym and up at the ceiling.

They were not paying attention to me until I said, “Listening is hard work, isn’t it?” That caught their attention and they nodded in agreement, “Yeah.” I hope we have all moved beyond that stage.

Customers will tell us what they really want to buy, if we take the time to listen. I learned

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roadtosuccess a long time ago that when selling a landscape project, the key is to forget the jargon. What the customer really wants is to hear you say, “I will make it look really nice. This will be a backyard you can enjoy.” Sell what is important. Enjoyment is much more sought after than spirea, albeit spirea is a part of that enjoyment.

Four years ago I was in the surgical suite of our local hospital. I had to go under for an hour, so the surgeon could carry out his job.

The anaesthetist said to me, just before he put me into a deep sleep, “I want you to take a deep breath and relax. I am going to take really good care of you.” Now, that is what I wanted to hear. I was going to be looked after. I didn’t need to know the names of the drugs he was going to use or where he did his residency or how many kids he had at home. I needed to know that I was going to be okay, in his capable hands. Perhaps I should have hired him to sell trees for me.

Sometimes, we complicate things for ourselves. My long-time friend, Heinz Wiffel, owned Wascana Greenhouse and Nursery.

Heinz said it best when he told me, “I know too much to make a great salesman.” Heinz said a customer would come into his nursery and ask, “Does this plant get bugs?” Good question. Heinz, with his years of experience, knew that most plants do attract one insect or another over their lifetime. He found it hard to resist offering a lecture titled “Bugs 101.” He realized, usually after the fact, that what he needed to say was, “This plant has very few insect problems and if you plant

SINCE

it today, you will enjoy it for many years to come.” Sometimes we talk ourselves out of a sale rather than into one. As Heinz said, “I know too much.” I would like to add, “I talk too much when I should be listening.”

When I read my books, my financial statements, I realize those numbers are telling me a story, if I am prepared to listen.

Yes, I know I am making money on certain products, but I am not making money on all products, nor am I profitable in every area.

Some days, I am working for free; most of us prefer not to have too many of those days.

When I listen to my numbers, I am more successful than if I ignore them. Your books are telling you a story. Those pay no attention to these accounting stories usually suffer from their ignorance.

Listening to employees is equally important.

It is also misunderstood. Too often, an employee of value to the company will be in the boss’s office with a litany of complaints. In order to address this dissatisfaction, the boss will offer an increase in salary. The employee leaves feeling better, for a short while, and the boss thinks the problem has been resolved.

If only life were that simple. Inadequate salary is not the number one reason for employee dissatisfaction. It is usually number four or five on the list. The number one reason for dissatisfaction is when employees feel their work is not important or not recognized for its value to the comany. You need to tell your employees they are appreciated, that they are doing a good job and they are important to the company. All those

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things are “touchy/feely” as opposed to the hard core math of salary and benefits, but “touchy/feely” is of greater importance.

I know this idea might be contentious to some readers. I get that. Here is my view on appreciation. I have had many customers over the course of 35 years. Those who spoke kindly to me, complimenting me on how a job was turning out, always got better service than those who were critical. I had customers who would bring us coffee at 10 a.m. and lemonade at 3 p.m., with cookies for the crew. They would offer a compliment regarding the brick work or perhaps mention how lovely the newly planted rose was blooming. Rest assured, those customers always got the extras and the special attention for no other reason than it feels good to be appreciated. No one enjoys working for a customer who is a grouch, telling you to hurry up with the work and reminding you that, “I’m not paying you to stand around.”

If we can avoid a customer who is a glorified Grinch, then we will do so. The same is true for your employees. If they feel what they do is important and that it is appreciated, they will come to work with a more positive attitude.

Listening, while appearing to be a simple skill or task, is much more difficult than we think. Before I wrap up this column, I should tell you that my wife walked into my writing room and read what I have written. She snorted, “You are not an expert on listening; you realize that, don’t you?” The woman has caught me on many occasions pretending to listen, which apparently is not the same thing.

If the three rules of success in real estate are “location, location, location,” then I am confident the three rules of success in business are “listening, responding, listening.”

Listen to stay on the road to success. LT Rod McDonald owned and operated Lakeview Gardens, a successful garden centre/ landscape firm in Regina, Sask., for 28 years. He now works full-time in the world of fine arts, writing, acting and producing in film, television and stage.

16 | JUNE 2013 | LANDSCAPE TRADES

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legalmatters

Managing construction debt collection as the project draws to a close

BY ROBERT KENNALEY

We complete our series of articles on debt collection issues with a discussion of what contractors, subcontractors and suppliers can do to protect themselves as a job moves toward completion. At this time, in particular, unpaid suppliers of services or materials must be careful to consider their options and prepare as well as document their files.

As last month’s column suggested, it is extremely important to understand the notice provisions and other contractual prerequisites to a claim. If your claim is for extras or delay, your contract will often impose conditions to be met in seeking payment. While a failure to meet these conditions might not be fatal to the claim, it is better to take the issue off the table rather than provide a reason for non-payment to the other side of a dispute.

A common mistake is the failure to properly put together the documentation necessary to support a claim. For instance, trades who seek additional compensation as an extra under their contracts often fail to properly track the work for which they are claiming. They may invoice for time and materials, for example, without documenting the support for the amounts claimed.

Backup your claim As lawyers brought in much later on to enforce the claim, we all too often find the backup to the claim sorrowfully lacking. Our clients might tell us they put two men on the extra work for eight hours, incurring $1,000 in material costs. Yet, by the time we have the file, the only backup to these costs READ the first two parts of are timesheets Rob’s series on managing debt collection: that show the www.landscapetrades.com/debt-collection-at-negotiation men were on site for eight www.landscapetrades.com/debt-collection-construction hours on the day in question. By then, of course, it is impossible for these men to tell us what they actually were doing on that day. This leaves the other side to argue the time might have been spent on the original scope of work, or on deficiencies. Further, if the actual invoices or materials price lists are not attached to back up your claim for material costs before the job is complete, it is often extremely difficult to locate such documentation later. The time to document the backup to your claim is when you are on site, while the information is readily available and details are fresh in your mind and your workers’.

It is important to respond to any suggestion that your work is in18 | JUNE 2013 | LANDSCAPE TRADES

complete or deficient, particularly as a project draws to a close. Often it is toward the end of the job when the owner and his or her consultant will issue deficiency lists. It is also all too common for a party who has run out of money on a project to issue somewhat dubious lists of deficiencies and incomplete work as a basis for non-payment.

In addition, allegations of delay may be made as a way to offset your claim. These should also be responded to promptly.

Separate facts and settlement options Claimants should also understand the difference between, and keep separate, correspondence that puts their factual position on the record from that which sets out their position on settlement. If the two are combined, any suggestion the claimant might take less could be admissible in a trial and taken as an admission the claim is not as strong as stated. Settlement proposals should be sent separately, and be clearly marked “without prejudice” so these letters will not be admissible in evidence.

I would also suggest settlement possibilities be explored at an early stage, because litigation can be very expensive and time consuming. If lawyers are to be involved, they should be brought in at an early stage to help protect your position and ensure all possible options are explored. These may include information requests under the Construction Lien Act, mediation or arbitration, bond claims, lien claims, trust actions and other legal proceedings. Your lawyer, if experienced in construction matters, should also be able to assist you, as required, to draft letters in response to allegations by the other side of delay or deficient and incomplete work.

It might seem easier to focus on getting the job done, leaving debt collection issues to be dealt with later. Yet contractors, subcontractors and suppliers who take steps to manage debt collection throughout the life of a project will generally find themselves in a better position LT to collect what is owed them.

Robert Kennaley is a former Landscape Design Build Contractor and an Honorary Member of Landscape Ontario who now practises construction law in Toronto. He can be reached at 416-368-2522 or at kennaley@mclauchlin.ca. This material is for information purposes and is not intended to provide legal advice. Readers who have concerns about any particular circumstance are encouraged to seek independent legal advice in that regard.

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managementsolutions

The six deadly mistakes of job costing

BY MARK BRADLEY

Last year, this magazine published an article on job costing, with simple steps to get it working in your business. I received a bunch of questions by email on the topic, so I thought this time of year, as our focus shifts from selling to executing, would be a great time to look at how to make job costing better.

There might not be a topic more overtalked and under-delivered than job costing. Owners want to know how they did on each job. Almost everyone agrees you need to be doing job costing, but very few companies figure out how to follow through effectively. Sure, you’re collecting information every day, but is the information being used regularly, is the information being entered and processed in the most efficient way possible, and, ultimately, is it improving your results?

If you answered no to any of these questions, chances are your business is falling victim to one or more of the six deadly mistakes of job costing.

Deadly mistake #1: Doing job costing in your head “We’re a small company. I know how we’re doing on our jobs.”

While this may be true, this will only work if you want to stay small and you want to stay in the field. Owners who can’t get out of the field are their own worst enemy. While they keep all the information “up here” (in their head), everyone else in the company is completely dependent on them for all the answers to who, what, where, when and why.

Employees don’t know how to do their jobs.

They become frustrated because they never know how they’re doing. And the owner is frustrated because he or she feels they have to hold everyone’s hand every day to get the job done right.

Even worse, if it doesn’t look like you’re doing job costing – tracking hours and costs and comparing them to how jobs are priced – your people won’t think being profitable is important.

Deadly mistake #2: Working without a good estimate A good estimate is essential for job costing.

The estimate solves two critical problems: It defines success for the job (e.g., the crew has X many hours to complete the work, given a specific list of equipment).

It’s critical the owner and the crew are clear about how long this job should take.

It defines how time and costs should be tracked. In our estimates, each phase of the job is assigned a cost code. Our cost codes are a simple, standardized list of categories that we track revenue and costs against.

That way, no matter what we call the work on the estimate (e.g., Front Gardens, Zen Garden, Front Gates Entrance Garden, Vegetable Garden), our bookkeeper knows exactly how to enter those costs in accounting (e.g., 1090-Softscapes).

Without standardization from job-tojob, bookkeepers and crews have to guess how they should track their time and costs.

Some people make no effort to guess well

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managementsolutions and the results are predictably useless. Other people try their best to guess correctly, but if they’re entering information in areas that don’t line up with your expectations, the results are still useless.

You can download a sample list of standardized cost codes I created, here: http://bit. ly/costcodes. You want to create a list of codes for your company so that every part of every job can be assigned to a standardized code.

Deadly mistake #3: Too complicated A complicated system is another mistake many of us make. I know, because my company lived through this mistake for years. We tried to track small details for every task on every job. We wanted to know how much time every component of every job took.

How much time did it take to excavate the pad?

How much time did it take to form up the area?

How much time to install and tie the rebar?

How much time to pour the concrete?

With all this information, we were sure to become much better at estimating, right?

Not in my experience. Unless I was going to pay a timekeeper to stand over this job with a stopwatch, the level of detail was far too much for any foreman to actually track. The result should have been predictable. Crews guessed at time on their timesheets. What came in at the end of the day wasn’t what actually happened in the field, it was what

the foreman thought I wanted to see. They simply made actual hours as close to estimated hours as they could, filling in hours not by what actually happened, but by what the timesheet form said should be happening. The data was useless.

On top of that, the complex time breakdowns meant things often got missed and forgotten. Tasks would have zero hours applied to them frequently. That meant another task was over-estimated. More useless information.

Deadly mistake #4: Punch-clock for payroll, handwritten logs for job costing Visit 10 job costing contractors and you’ll see that eight of them make this mistake. A time clock (or some timekeeping system) is used for payroll, while the foreman fills out daily sheets for job costing. In my experience, this leads to a lot of missing hours and a whole lot of overhead time invested in trying to reconcile the two systems.

Payroll and job costing should be the same system, not different. Otherwise, the information coming back is rarely the same.

You’ll have 10 hours in the payroll system, but only 8.5 logged to job costing. Who’s paying for the 1.5 “missing” hours and where did they go?

Here’s how the scenario always plays out.

The crew punches in first thing in the

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morning and works all day. They always remember to clock in the moment they start work but they ignore their paperwork throughout the day, because it doesn’t affect them or their payroll. At the end of the day, before punching out, the foreman sits down and fills out the daily log or job costing sheet to the best of his or her memory. If they spent more time than anticipated on one site, they’ll shave time off another, to make the sheet look good. Everyone wants to show that they’re bringing in jobs on time, yet they don’t want to look too good and have their expectations increased. When they’re done the paperwork, they clock out.

There are a few things wrong with this picture. First, you, the owner, have no idea whether these hours are actual job times or just times made to look like actuals. Second, what gets written on the job costing sheets isn’t the same as payroll. All kinds of hours are showing up on the punch clocks that are missing from timesheets. Time throughout the day and between jobs vanishes from your job costing, but not from your payroll.

If you want accurate data, you need to pay someone to sort through these differences and correct them. This is not an efficient use of overhead resources.

Employees are fantastic at tracking their time correctly, just look at how well they track their hours for payroll purposes. Make payroll and job costing the same system/

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form and make sure every hour gets allocated to something (it doesn’t have to be a customer job – it can be shop time or deliveries, etc.) and your job costing information will be far more accurate and complete.

Deadly mistake #5: Too many systems Most companies already have everything they need to use for better job costing – their accounting software. All your costs need to be entered into accounting for proper bookkeeping. To reduce errors and time, the most efficient way to jobcost your projects is to use the accounting software you already own. Quickbooks and Sage 50 (formerly Simply Accounting or Peachtree) both do job costing, but most businesses don’t use it. Why not? It’s not because it doesn’t work – it’s because the company doesn’t have systems or processes in place to record accurate job costing data.

Keep it lean and keep it simple. You don’t need information entered two and three times in different systems. You only need it entered once, correctly.

Deadly mistake #6: No feedback to crews If you’re going to do job costing, share the results with your people. Without feedback, your good staff will complain, “We never know how we’re doing.” Your bad staff won’t care. Without feedback, you’re driving out your good performers and giving your weak, unmotivated people a nice comfortable place to pick up a pay cheque every other week.

Share job costing information with your staff. Give a status update on each job at least once a week, more often if your jobs are smaller. This way, you’re not only keeping your staff in the loop, you’re showing them that being profitable is important. For the sake of everyone’s job, and everyone’s stanLT dard of living, it is.

Mark Bradley is the president of TBG Landscape (The Beach Gardener) and the Landscape Management Network (LMN).

JUNE 2013 | LANDSCAPE TRADES |

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Stackable pressure washer MS Gregson introduces the Cage stackable pressure wash system. Up to three Cage units can fit into the space of one traditional model.

Their compact size greatly benefits commercial users by reducing the product footprint in a garage or workshop. All the key products components store into the frame, including a two-piece, 36-inch, quick-connect spray gun that snaps into frame clips; an integrated spray nozzle tray holds four nozzle options to tackle any job.

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Protective sleeves The Armed Gardener is a protective sleeve for home or commercial gardeners. They are made of 95 per cent nylon and five per cent spandex, and include two sets per package. The Armed Gardener is a one-size-fits-all, durable protective cover that provides a snug fit from the wrist to above the elbow. These soft stretchy knit sleeves can be worn with tank tops or t-shirts and will protect a gardenerâ&#x20AC;&#x2122;s arms from sunburn and poisonous plants. Machine washable.

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www.armedgardener.com JUNE 2013 | LANDSCAPE TRADES |

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JUNE 2013 | LANDSCAPE TRADES |

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industrynews Foreign worker reforms not expected to affect agriculture The federal government has announced reforms to the Temporary Foreign Worker Program (TFWP).

According to the Canadian Nursery Landscape Association, it appears that the Seasonal Agricultural Worker Program (SAWP) will remain largely unaffected.

The Seasonal Agricultural Worker Program and other primary agricultural occupations will be subject to the reform that will increase the Government’s authority to suspend and revoke work permits and labour market opinions if they are being misused. However, they will be unaffected by the remaining reforms, as there are proven acute labour shortages in this industry and the unfilled jobs are truly temporary.

Plant Prod purchased MGS Horticultural, a North American supplier of fertilizers, pest control products, seeds and substrates, and Haifa Chemicals, a global supplier of potassium nitrate for agriculture and industry, specialty plant nutrients and food phosphates, have announced a plan to purchase Plant Products. Plant Products is Canada’s largest supplier of fertilizer and pesticides in the specialty horticulture market.

MGS will acquire Plant Products’ Canadian distribution business, sales force and name. MGS will maintain locations in Leamington, Ont.; Brampton, Ont.; Laval, Que.; St. Hyacinthe, Que.; and Detroit, Mich. Haifa will acquire Plant Products’ high-performance complementary fertilizers including the Plant-Prod and Plantex lines of solubles, and its Acer controlled-release fertilizer line. All the acquired business will be merged into Haifa group as a new company operating under the name of Master Plant-Prod. Haifa will also acquire the blending facility in Brampton, Ont.

Green roof industry grows Green Roofs for Healthy Cities (GRHC) is pleased to report a 24 per cent growth rate in installed green roofs in 2012 as part of the results of its Annual Green Roof Industry Survey.

“On the heels of a huge 115 per cent growth rate in 2011, the green roof industry still grew

26 | JUNE 2013 | LANDSCAPE TRADES

by 24 per cent in 2012,” said GRHC founder and president Steven W. Peck. “Green roofs are being embraced around North America, by policy makers, designers, building owners and developers because they deliver multiple proven public and private benefits,” he added.

In 2012, the Washington D.C. Metropolitan Region installed the most green roofs in North America. Washington D.C. adopted a number of public policies that support green roof investment.

To obtain a copy of the Annual Green Roof Industry Survey for 2012, go to www.greenroofs.org.

Growers to have access to bioinsecticide Engage Agro has reached a long term agreement with Marrone Bio Innovations to be the exclusive marketer and distributor of Grandevo bioinsecticide for Canada. Under this agreement, Engage will launch Grandevo once registration is received in Canada, and will work with Marrone to further expand its registered uses.

Grandevo is naturally derived from a newly discovered bacterium, commonly known as Achromacil, resulting in a potent biopesticide that is highly active against chewing and sucking insects and mites. Control of pests is achieved by combinations of repellency, oral toxicity, reduced egg hatch, and reduced fecundity (ability of pest to reproduce). Grandevo can be used in integrated pest management programs and resistance management programs for a wide range of crops, has been shown to maintain populations of most beneficials and introduced biological controls.

Grandevo is currently submitted for registration with the PMRA. In the U.S., it is certified for use in organic production.

Hino Motors expands dealer network Hino Motors Canada has opened four new Hino dealership stores in the Southern Ontario region.

Mississauga Hino in Mississauga, Expressway Hino in Ayr, Expressway Hino in Windsor and Anderson Hino in Woodstock, Ont., will further advance Hino’s presence in the marketplace.

Sports Turf Manager award introduced Nominations are being sought from across Canada for individuals who exemplify vision and leadership in the sports turf industry as part of a new professional award program from the Sports Turf Association, launched with the cooperation and sponsorship of the Guelph Turfgrass Institute and the GTI Solutions Group. The new Sports Turf Manager of the Year Award is intended to recognize a sports turf manager for his or her professional ability and contribution, and show appreciation for their proactive and progressive efforts within the profession and the industry.

The award may be presented annually to an STA member who has displayed outstanding performance in one of many key categories including community outreach, environmental stewardship, professional development, health and safety, sports turf management techniques, project management, promotion of the profession, stewardship of interns or students, and workplace improvements or innovations.

The nomination deadline is December 1, 2013 with announcement of the first Sports Turf Manager of the Year in early 2014. Additional information is available at www.sportsturfassociation.com.

JCB marks millionth machine milestone On May, 2, 2013, hundreds of JCB employees joined in the celebrations to mark the production of the company’s one millionth machine — enough diggers to stretch from the U.K. to Australia. The landmark is being marked in vivid style with the whole of the glass frontage of the company’s world headquarters at Rocester, Staffordshire, U.K., being encased in a graphic wrap marking the achievement. The picture covers more than 9,700 sq. ft., and 207 windows have each been individually covered with a section of the print — evolving like a giant jigsaw puzzle, as five people pieced it together over 50 hours. Nestled behind the glass in the reception area is the actual one millionth machine, a 22-ton JS220 tracked excavator in LT shimmering silver.

2013 Contractor/Landscape Prices F.O.B.

saskatchewanupdate Landscape Trades devotes space in each issue to provincial association news. This month features Landscape Saskatchewan.

2013 Landscape Saskatchewan annual conference, awards and AGM On March 14 and 15, Landscape Saskatchewan held its annual conference, awards presentation and AGM at the Heritage Inn in Saskatoon. Once again the conference was a success and a great opportunity for members to get together and compare notes about the industry and business.

This year, Tyler Wist, a PhD candidate at the University of Alberta and a graduate of the University of Saskatchewan, with an M.Sc. and a B.Sc. High Honours, spoke about how ash trees are food for a wide variety of insects that damage these trees in his presentation, “What’s eating your ash?”

Nigel Bowles of Landscape Alberta spoke on “Staying Out of Court: How to Write a Snow Clearing Contract.” Prior to becoming executive director of Landscape Alberta, Bowles was a successful landscape and snow removal contractor in Edmonton. He has authored and reviewed many landscape industry contracts, and has seen firsthand the consequences of poorly written or nonexistent snow removal contracts.

Paul Doornbos of Thornbusch Landscaping in Lansdowne, Ont., made two presentations to attendees. Doornbos is a graduate of Kemptville College of Agriculture Technology. Thornbusch Landscaping was born out of 30 years of varying degrees of Doornbos’s involvement in the horticulture industry. His involvement started as a child

in a family greenhouse and nursery business in Niagara, Ont., and has grown into a sincere desire and passion to be a part of the advancement of horticulture in general. Doornbos is both a Landscape Industry Certified manager and technician and has received Landscape Ontario’s Award of Excellence for his work. The first day of the conference, he spoke about, “Beginning Your Own Business: The Importance of Personal Development as a First Step.” The next day, he made a full-day presentation titled, “How to Get The Right Job at The Right Price,” based on the CLP module Marketing and Sales Management, which involves using effective communication in the marketing process.

His presentation looked at how market research, pricing strategies, advertising, competitive bidding, contract negotiation and customer service can improve business.

During lunch break on the first day, out-going Landscape Saskatchewan president Aaron Krahn presented Glen Thrasher, owner of G & S Landscape & Excavation, Saskatoon, with the SNLA 2012 Residential Landscape Construction Over $50,000 award. G & S Landscape & Excavation’s submission was for the River Heights Project.

Landscape Saskatchewan encourages members to take pictures of the work they do throughout

their busy season for submission to the provincial competition. Winners at the provincial level then compete for the National Awards of Landscape Excellence.

Landscape Saskatchewan also held its Annual General Meeting on March 14, electing a new board of directors: Leslie Cornell, president, Cornell Design & Landscaping, Moose Jaw; Lloyd Trask, vice-president, The Lawn Loggers Limited, Saskatoon; Robin Adair, director, Arbour Crest Tree Service, Saskatoon; Luke vanDuyvendyk, director, Dutch Growers Garden Centre, Saskatoon; Jeremy Herman, director, B & B Tree Service, Saskatoon; Aaron Krahn, CNLA representative, Lakeshore Tree Farms, Saskatoon.

On-the-job training On March 18 and 19, 2013, Landscape Saskatchewan held an OJT Course at Lakeshore Tree Farms, with seven of our association members participating. The training concept of the course is customized for our industry: simple in design and very practical for members to use. It taught those who attended how other people learn and demonstrated the best methods for improving the skills of the trainers. These improvements lead to faster training, more effective and productive trainees, and improved safety and work quality.

Annual softball tournament Once again Landscape Saskatchewan will host its Annual Softball Tournament on July 20 at the Forest Park 1 and 2 ball fields in Saskatoon. This is an opportunity for members to take a day off work, relax and have some fun with other industry members and family. If you would like to sponsor or register a team, please contact Christine at LT christine@cnla-acpp.ca.

Aaron Krahn (right) presented Glen Thrasher with the SNLA Residential Landscape Construction Award.

D N A L E E R T

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• Transplanting services with large and small tree spade trucks • All varieties up to 25 feet tall • Dependable, Professional, Best Prices

905-880-1828 WWW.TREELAND.CA

Rock your landscape

At Maynooth Natural Granite we are proud to provide river rock, pea gravel and bolders that are perfect for gardens, ponds, drainage and many other applications. Homeowners and landscapers alike find Maynooth granite rocks easy to work with producing exceptional results. Add some Maynooth natural granite rocks to your next landscaping project for year round appeal.

Available at: Baseline Nurseries & Garden Centre, London ON Stonemenâ&#x20AC;&#x2122;s Valley Inc., Kettleby ON Beaver Valley Stone Ltd., Thornhill ON Harperâ&#x20AC;&#x2122;s Garden Centre, Ancaster ON Hutten & Co. Landscaping, Owen Sound ON

Glen Windrem Trucking, Peterborough ON Upper Canada Stone Company Ltd., Shanty Bay ON Fisher Topsoil & Landscape Supplies, London ON The Stone Yard Company Ltd., Scarborough ON

Tel: 855-282-5895

sales@maynoothgranite.com

Sales Office: 63 Elmwood Avenue, London, ON N6C 1J1 Maynooth Operations: 428 Moxam Road, Maynooth, ON K0L 2S0

maynoothgranite.com

cnlanews EEWG survey The Energy and Environment Working Group (EEWG), part of the Horticulture Value Chain Roundtable (HVCRT), has created a survey to gain feedback from industry members regarding next steps in defining environmental priorities in the horticulture sector. The results from this survey will assist the EEWG in developing benchmarks and potential government projects and strategies to advise consumer demands, potential environmental regulations and North American standardization of environmental best management practices.

This is your opportunity to set horticulture priorities in front of the government, helping to set the future for environment and agriculture groups.

To complete the survey visit: https://www.survey monkey.com/s/7PL5ZGS.

COPF joins forces with CNLA Last month, the CNLA office space expanded to include the Canadian Ornamental Plant Foundation (COPF). This is the third association to join the CNLA workspace, with the Canadian Nursery Certification Institute (CNCI) and International Garden

Centre Association (IGCA) also operating out of the office. Working side-by-side, while retaining their separate identities, the associations will be able to streamline resources in order to better serve the industry.

COPF is a non-profit organization that helps fund new ornamental plant development by providing royalty administration. To learn more about the association please visit www.copf.org.

Industry research update The Canadian Ornamental Horticulture Alliance (COHA), in partnership with Vineland Research and Innovation Centre (VRIC), has applied to Agriculture and Agri-Food Canada’s AgriInnovation Program for research and innovation funding to develop a new ornamental horticulture research cluster over the next five years (2013-18).

Submitted research and innovation projects went through a rigorous screening process by COHA, Fédération interdisciplinaire de l’horticulture ornementale du Québec (FIHOQ), CNLA and Flowers Canada Growers (FCG), based on the nine priorities identified in the recently released National

Strategy for Ornamental Horticulture Research and Innovation. Projects were then grouped into three themes: water and nutrient management, market opportunities including green infrastructures, and sustainable production. In total, 21 projects were chosen out of 61 submitted proposals.

The anticipated value of the new cluster is $10.2 million, with AAFC being asked to provide $7.5 million, while industry is promising to invest more than $2.6 million (in money and time) over the next five years.

Visit www.cnla-acpp.ca/research for more information.

Certification is the ‘gold standard’ Are you a lawn care technician? Take the new lawn care technician exam and become Landscape Industry Certified. This credential is directly linked to the practice of the profession and reflects what you should already know as a lawn care practitioner. Other designations include designers, retail horticulturists and managers.

CNLA’s Certification Chair Jeannette French CLP says, “Certification is important to your business

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Find the HIAB Crane that’s right for your job at www.atlaspolar.com

Get certified and discover the benefits of professional designation.

Manager Julia Ricottone at Julia@cnlaacpp.ca or 1-888-446-3499 x8615.

as it shows you are a professional and adds value and quality to the services you provide.

It will validate your expertise to yourself, your employer and your clients, demonstrating that running a business effectively is a standard you hold for yourself. Those who hire Landscape Industry Certified individuals feel more confident that their projects will be completed with the utmost professionalism. You already know you are ‘gold’; certification is the ‘gold standard.’”

Upcoming Landscape Industry Certified test dates: l July 5 and 6, Langley, B.C. l July 18 and 19, Milton, Ont. For more dates and to register for a test near you, go to www.landscapeindustrycertified.org or contact Laura Brinton, CNLA certification coordinator, at laura@cnla-acpp.ca.

Follow us on Twitter @ldscpcertified.

National Plastics Recycling Event happening this month Garden centres, it’s not too late to sign up for this year’s National Plastics Recycling Event. Between June 21 and July 1, participating garden centres across the country will act as drop-off points for used pots, trays, etc. for recycling. Last year, more than 56 garden centres participated, collecting an estimated 91,229 pounds of plastic!

Even if you already have a recycling program in place, this is a great opportunity to take advantage of the PR that comes along with this national program. If you don’t have a recycling program set up for your garden centre, try it out during this 11-day period and see if it will work for you. You can then choose to continue your program throughout the year, or run it at the same time each year during this annual event.

For more information, visit www.cnla-acpp. ca/plasticsrecyclingevent. To register, contact CNLA Landscape and Garden Centres Priorities

USDA posts final NAPPRA ruling USDA-APHIS (United States Department of Agriculture, Animal and Plant Health Inspection Service) has published their final rule for NAPPRA (Not Authorized Pending Pest Risk Assessment) with an implementation date of May 20, 2013. This new regulation requires that Canadian exporters be able to prove Country of Origin of additional taxa considered by USDA to be hosts of quarantine pests. More

information can be found at the links posted on the CNLA website at www.cnla-acpp.ca/growers.

As it becomes available, further information will be posted on the CNLA website based on discussions with the CFIA, to ensure compliance with the new USDA requirements.

For more information contact rita@cnla-acpp.ca. LT

The Canadian Nursery Landscape Association is the federation of Canada’s provincial horticultural trade associations. Visit www.cnla-acpp.ca for more information.

Delivering superior sod and quality service • No. 1 Kentucky Bluegrass • Premium Bentgrass • Extreme Fescue • Custom grown sod available • Large or small rolls • Healthier, greener sod

Phone: 877-727-2100 17525 Jane St., RR #1 | Kettleby, Ontario | L7B 0J6

www.zandersod.com

National Plastics Recycling week will be taking place at Phoenix Perennials in Richmond, B. C. along with other garden retailers across the country.

JUNE 2013 | LANDSCAPE TRADES |

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JUNE 2013 | LANDSCAPE TRADES |

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comingevents June 19-22, 15th Annual Snow and Ice Symposium, Minneapolis Convention Center, Minneapolis, Minn. www.sima.org

July 21-27, 31st Annual Perennial Plant Symposium, Vancouver, B.C. www.perennialplant.org

July 31-August 1, Penn Atlantic Nursery Trades Show (PANTS), Pennsylvania Convention Center, Philadelphia, Penn. www.pantshow.com

July 13-16, OFA Short Course, Greater Columbus Convention Center, Columbus, Ohio. www.ofa.org

July 22-25, Turfgrass Producers International Summer Convention and Field Days, Chicago, Ill. www.turfgrasssod.org

August 3-7, ISA Annual Conference and Trade Show, Toronto, Ont. www.isa-arbor.com August 11-14, CGTA Fall Gift Show, International Centre and Congress Centre, Toronto, Ont. www.cgta.org August 18-21, Fall Alberta Gift Show, Northlands, Edmonton EXPO Centre, Edmonton, Alta. www.cgta.org August 20-22, Independent Garden Center Show, Navy Pier, Chicago, Ill. www.igcshow.com August 20-23, Canadian Fertilizer Institute 68th Annual Conference, Banff, Alta. www.cfi.ca August 21-24, Plantarium, International Trade Centre, Boskoop, Holland. www.plantarium.nl August 22-24, Farwest Show, Oregon Convention Center, Portland, Ore. www.farwestshow.com September 8-10, SPOGA GAFA 2013, Cologne, Germany, www.spogagafa.com September 16-18, GLEE, Birmingham, U.K. www.gleebirmingham.com September 18-19, CanWest Hort Show, Vancouver Convention and Exhibition Centre, Vancouver, B.C. www.canwesthortshow.com September 26-27, IIDEX/NeoCon Canada, Direct Energy Centre, Toronto, Ont. www.iidexneocon.com October 6-11, IGCA Congress, Melbourne, Australia. www.igcacongress.com October 8-11, IPPS Eastern Region Meeting, LT Chicago, Ill. www.ippseastern.org

32 | JUNE 2013 | LANDSCAPE TRADES

32 | JUNE 2013 | LANDSCAPE TRADES

classifieds BUSINESS OPPORTUNITIES

SERVICES AND SUPPLIES

EQUIPMENT

LANDSCAPE MAINTENANCE COMPANY FOR SALE Well-established grounds maintenance company serving the York Region area for 38 years.

Locally owned and operated, successful and respected company. Very loyal customer base.

Owner retiring. Serious inquires only.

Reply by email or phone to tacsacctg@yahoo.com or (416) 219-2027 attention Dave

WHOLESALE TREE NURSERY Growing caliper shade trees and evergreens.

Custom tree basketing.

Contact us for availability and pricing.

STAM NURSERIES INC. 593836 Hwy 59, RR 2 Burgessville, ON N0J 1C0 Ph. (519) 424-3350 • Fax (519) 456-1659 E-mail: info@stamnurseries.com www.stamnurseries.com

FINN Hydroseeders & Bark Blowers New and Used • Flex Guard FRM • Soil Guard BFM • Erosion Control Blanket Seed & Fertilizer Toll free: (888) 298-9911 • Fax: (905) 761-7959 www.fibramulch.com

ESTABLISHED MUSKOKA LANDSCAPE MAINTENANCE COMPANY FOR SALE Successful, respected company, locally owned and operated, is looking for a professional and dedicated purchaser. Well-maintained fleet of trucks and equipment. Dependable staff, loyal customer base. Year-round operation.

For serious inquiries only, please reply in confidence by email to: MuskokaOpportunity@gmail.com

NURSERY STOCK

LARGEST SELECTION IN ONTARIO Wholesale supplier of quality landscape lighting products.

190 Bovaird Dr. (Hwy. 7 West) Units 53-54 Brampton, ON L7A 1A2 Toll Free: 1-877-874-1022 Tel: (905) 874-1022 • Fax: (905) 874-0095 www.estatelighting.ca info@estatelighting.ca

TO ADVERTISE: All classified ads must be pre-paid by credit card. Rates: $62.15 (includes HST) per column inch (approx. 25 words). Deadline: 10th day of the month prior to issue date. Space is limited to a first-come, first-served basis. To advertise: E-mail your name, phone number and ad to Robert at classifieds@landscapeontario.com. Online advertising also available.

July-August 2013 special issue:

July-Aug ust 2012 VOL. 34,

landscapet NO. 6 rades.com

Overcome isolation with peer groups Rod McDonal Mark Brad d and ley the next gene on ration Research targets boxwood blight

PROFIT ST RATEGY:

SNO

SNOW and ICEW MANAGEMENT Pricing win contract ter services, tips smart salt , all for suc certification... cess with snow

Specializing in container grown Trees and Shrubs native to Ontario (705) 466-6290 natives@enviroscape.on.ca www.notsohollowfarm.ca

View these ads and more on our website at landscapetrades.com

Find it all

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Promote your snow equipment or product in Landscape Trades: reach the most successful and progressive operators in Canada’s vibrant industry.

Space closes July 2, 2013.

Contact:

Steve Moyer

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www.landscapetrades.com

New Ideas

Hard to Find Plants

Place to Connect

AT FARWEST Come to the largest green industry show in the west.

Come to the source.

AUGUST 22-24, PORTLAND, OREGON

JUNE 2013 | LANDSCAPE TRADES |

33

where to find it COMPANY

PAGE

Atlas Block Co Ltd Atlas Polar Company Ltd Beaver Valley Stone Becker Underwood Inc Caledon Treeland Chrylser Canada CORE Outdoor Power Cut Above Natural Stone Ford Motor Company of Canada Ltd Gro-Bark (Ontario) Ltd Hino Motors Canada Kubota Canada Ltd Maynooth Natural Granite Munger Lawnscape Inc Navascape by Permacon Oaks Concrete Products by Brampton Brick Oregon Association of Nurseries Permacon Group Inc Pro Landscape by Drafix Software Stihl Limited TIMM Enterprises Ltd Turf Tech Inc Unilock Ltd Zander Sod Co Ltd

34 | JUNE 2013 | LANDSCAPE TRADES

PHONE

EMAIL

25 800-461-0208 info@atlasblock.com 30 888-799-4422 info@atlaspolar.com 22 416-222-2424 info@beavervalleystone.com 15 306-373-3060 request@beckerunderwood.com 28 800-268-9516 treeland@treeland.ca 11 519-973-2000 34 406-883-2673 sales@coreoutdoorpower.com 27 888-557-7625 cutabovestone@live.ca 35 905-845-2511 24 888-GRO-BARK keith@gro-bark.com 21 905-670-3352 info@hinocanada.com 13 905-294-7477 info@kubota.ca 29 855-282-5895 sales@maynoothgranite.com 32 519-738-2571 jmunger@mnsi.net 5 2 800-709-OAKS info@oakspavers.com 33 800-342-6401 info@oan.org 36 800-463-9278 23 800-231-8574 sales@prolandscape.com 9 519-681-3000 info.canada@stihl.ca 16 905-878-4244 sales@timmenterprises.com 17 905-636-0731 info@turftech.ca 19 800-UNILOCK georgetown@unilock.com 31 877-727-2100 info@zandersod.com

WEBSITE

www.atlashardscapes.com www.atlaspolar.com www.beavervalleystone.com www.beckerunderwood.ca www.treeland.ca www.chryslercanada.ca www.coreoutdoorpower.com www.cutabovenaturalstone.com www.ford.ca www.gro-bark.com www.hinocanada.com www.kubota.ca www.maynoothgranite.com www.mungerlawnscape.com www.navascape.ca www.oakspavers.com www.oan.org www.permacon.ca www.prolandscape.com www.stihl.ca www.timmenterprises.com www.wrightmfg.com www.unilock.com www.zandersod.com

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