Grower Midwest 3.12

MidWest n Edition

Section One of One

GROWER

March 2012 Volume e 11 r3 Number

$2.50

Serving All Aspects of Commercial Horticulture

Greenhouse e • Nursery y • Garden n Centerr • Fruitt & Vegetable e • Farm m Marketss • Landscaperss • Christmas

Ohio growers association session focuses on food safety ~ Page 4

Classifieds . . . . . . . . . 22 Direct Marketing . . . 10 Landscape . . . . . . . . . 18 Today’s Marketing . . . 5

Loki’s Garden ~

page 2

Loki’s Garden: Creativity and originality leads to success

Page 2 • COUNTRY FOLKS GROWER MIDWEST • March 2012

by Kelly Gates In Norse mythology, Loki is the deity of mischief. At Loki's Garden of Van Meter, Iowa, Loki is the nickname of Don Curry, the company's inhouse landscape and construction services manager, a man who was given the monkey-around moniker by his third grade teacher.

Curry's capers may have caused commotion as a child, but coupled with the horticulture know-how, marketing mastery and plant production prowess of the rest of the team at Loki's Garden, the result is a growing operation abound with originality and creativity.

“Several years ago, we started a landscaping business,” Justin Hancock, co-owner of Loki's Garden, told Country Folks Grower. “The following year, we got a group of friends with a diverse range of backgrounds together and bought a garden center and began growing and selling unique varieties of plants that our customers can't find anywhere else.”

Hancock's personal taste in plants had a major impact on the group's decision to focus on rare varieties. The coowner not only has a degree in horticulture from the University of Wisconsin-River Falls, he is also the web editor for the gardening section of Better Homes and Gardens in Des Moines.

As part of his job, Hancock

frequently visits trial gardens throughout the region. This constant exposure to new cultivars enables him and the coowners at Loki's Garden to effectively predict and influence gardening trends in their local area.

Hancock even has the opportunity to personally test some of the newest-developed varieties that are yet to be introduced into the marketplace.

“Companies send me plants to test in my personal garden at home, which has over 2,000 different varieties in it at the moment,” he noted. “We have display gardens at Loki's Garden, but sometimes, we'll take clients to my yard to see if they are interested in any of the rare varieties I have growing there.”

Working with such a visual medium, it helps to have multiple display spaces to show customers.

According to Hancock, it is also important to showcase his staff's artistry at trade shows, like the annual Des Moines Home and Garden Show.

One of the most imaginative exhibitions the company has ever presented at this show included a pair of living walls packed with polychromatic plants and an antique-style pergola made with 120-year old barn boards, constructed from old fashioned pegs and notches instead of nails and screws.

Whenever possible, the Loki's Garden team goes for natural or repurposed materials in their designs.

Kim Rieber and B.J. Shorter of Loki's Garden stay busy all year long, whether it's growing perennial plugs and finished shrubs or tending to plants in winter to use at events.

Photos courtesy of Loki’s Garden The arrangement impressed attendees. It also caught the attention of several Loki's Garden's customers. “We moved the barn board pergola and a garden shed we built to our garden center after the home and garden show last year and ended up getting requests to build four similar structures for clients that summer,” explained Hancock.

“We're waiting for the living wall trend to catch on in this area so we can start installing those soon too.”

Like the recycled boards in the pergola and living wall concept, much of the landscape, hardscape and other elements at Loki's Garden are natural. The staff frequently centers an entire design around the naturally occurring nuances of each environment.

For instance, the company's landscape designers and installation crews are not likely to redirect drainage to another location for a property with waterflow issues.

Instead, a rain garden would be suggested.

Where most designers would insert a stone barrier, Loki's Garden's guys are apt to recommend a living wall. But the creative concepts don't stop there. The business offers a wide array of customized solutions for its clients.

“Last year, we worked with a client who is confined to a

wheelchair,” said Hancock.

“We established a living wall system on her deck rails, ensuring that everything is within reach, yet high enough in the air so she can move around the deck without encountering an obstruction.”

It takes a lot of planning to prepare for each one-of-a-kind design. There is also quite a bit of prep work every winter and in the early spring to ready the garden center to supply both retail customers and Loki's Garden's landscape division.

The company's garden center manager, Hayley Crum, oversees all the plantings.

Plugs and bare root material are planted in containers by hand in a series of four hoop

houses, two of which are heated. Then, when the danger of frost has passed, the plants are moved outdoors where customers can easily shop for their favorites.

Rather than arranging alphabetically like most plant purveyors, Loki's Garden's products are stocked in color groups. According to Hancock, this format makes the most sense to shoppers.

“People don't always know what they're looking for, but they usually know what colors they like,” he said. “One person might want red hues to match his or her front door while another might want purple to contrast with yellow elements in a garden.

Merchandising this way makes it easy to locate whatever they're looking for.”

Apart from trees and shrubs, much of the plant material there is displayed on benches. Customers in search of mixed containers and hanging baskets don't have to look far. There's a vast display of those on site too.

Most are uncommon blends of plants and flowers that shoppers won't find at standard garden centers. Even the pots, baskets and other containers they are planted in are distinctive.

“We use all sorts of fun shapes, like square pots that have a nice contemporary feel and contrast with the mounding habit of annuals,” said Hancock. “We also use high quality glazed terra-cotta containers, many in rich, earth tones.”

Whether it's stock plants, mixed containers or landscape designs, the owners of Loki's Garden are committed to promoting their company's image as a retailer of rare plants with a cutting edge landscaping division to boot. By continually bolstering this brand concept, the business is bound to thrive for many years to come.

In addition to the design-build component, the company offers maintenance packages, creating loyal, long-term customers.

Sekapp Orchard thrives in the shadow of the city

Fred Kappauf, the owner of Sekapp Orchard, sells his produce at the Rochester Farmers’ Market and through this market building on his farm.

Photo by William Weaver ramp to make the crossing. We leave spaces between the boards, and the deer avoid the ramps, seemingly afraid of getting their delicate hooves caught in the spaces and being unable to get away.”

Another right-next-to-thecity problem concerns the new market and sales area Kappauf would like to build on the farm. The plan is to have a licensed kitchen with freshdipped caramel apples, apple pastries, coffee, and warm apple cider.

Kappauf needs to look carefully at the possible ways he might proceed, keeping in mind the costs that would come from the various permitissuing agencies.

Financing is certainly a concern, but Fred never seems “down”, and his cheerful good humor seems to be infectious. He and his helpers always seems to be having a lot of fun, even with their long, long work days. It’s easy to see that his affability makes Fred a desirable employer to work for.

Labor “In the fall, I have about 25 workers, all long-term employees who have become friends,” Fred continued. “The only permanent worker on the farm is me. The rest are kind of seasonal. I hire two helpers in the spring to help me prune, which usually takes about 6 weeks. Our apple picking season is so spread out with all the different varieties we grow that I can get by with only six

full-time apple pickers, who also come back year after year.”

By hiring long-term employees he knows well, who work part of the year as needed, Kappauf is able to avoid problems with migrant housing and the risks of hiring illegals.

Minimizing Sprays Because of his health-conscious clientele, although his operation is not organic, Fred does work hard to minimize the number of times he sprays, spraying only when absolutely necessary. He also uses Bt and other soft chemicals when feasible. It helps, too, that the orchard has not had a problem with mites over the years.

“I use apple maggot and codling moth traps,” he explained, “and we monitor trap catches, waiting for the recommended threshold before spraying. We also go check Minnesota State Orchard websites to see what infestations are showing up in other orchards that we may need to monitor for.

“And with fungicides, we are careful to alternate products having different modes of action to avoid developing resistance to any one product.

That way we haven’t needed to escalate to ever more toxic materials.”

New Definition of crop insurance To keep from being put out of business by all the wildlife, Fred says, “We always plant more than we need. That’s the

cheapest ‘crop insurance’ there is, and it’s valuable if we have a bad year for a given crop, or several crops. For example, if it’s too hot, pumpkins and squash will drop blossoms instead of forming fruit. There’s no crop insurance you can buy to cover that. But by always planting more than we need, we usually have plenty of everything no matter what.”

Semi-dwarfs Sekapp Orchard was started

by Kappauf’s parents, and since he took it over, he and his employees have planted 17 acres of additional orchard in the newer varieties. In addition to apples, the operation is also planting more pears and plums.

“We have 27 acres of fruit trees, with 99 percent of that in apples,” Fred continued.

“Honey Crisp is by far our most popular variety and Haralson is a huge seller.”

Honey Gold and Regent also command good sales, and, “we have five different kinds of crab apples.” In addition to using crab apples as pollinators, the orchard has sales for four varieties: Centennial for hard eating, Whitney crabs for soft eating and pickling, and Kerr crabs for jelly. (This variety is also popular in certain cultures for sour eating.)

Kappauf has not made the switch to fully dwarfing rootstocks that require trellising.

“I prefer semi-dwarf trees, and use one steel post as a central leader.” In addition to all those

apple trees in the orchard, there are at present about 30 pear trees, 30 plum trees, and 40 tart pie cherry trees.

Veggies To have a steady supply of the many vegetables his customers count on being able to buy throughout the season, Kappauf succession-plants, with six succession plantings of sweet corn, and about three of cucumbers, pickling cukes, and summer squash.

The operation can count on picking 50 to 80 dozen ears of sweet corn every morning. The fresh-picked ears are piled high on a shaded table at the front of the market first thing in the morning.

“We plant six different varieties,” said Kappauf. “Around here, most people are looking for bicolor corn, but we also plant smaller succession plantings of yellow corn for customers who freeze and can.

Customers who process their vegetables for the winter are a surprisingly important part of Sekapp Orchards’ clientele. They buy in halfbushel and larger quantities.

“Most of our tomatoes go by the half bushel,” noted Kappauf. “By the half bushel, they’re 50 cents a pound. Sold by the pound, they go for $2 a pound.”

The operation also grows dill for the convenience of customers who make pickles.

“It’s a fading art, but it’s still very much alive around here,” said Kappauf, and these customers influence what Kappauf grows and how he markets. He grows 3-4 acres of zucchini, eggplant, okra, green beans, beets, and hot peppers, and 20 acres of vine crops-pumpkins, squash, and ornamentals.

Straw Mountain Kappauf also looks for experiences on the farm to offer his customers. “People want a destination to come to. They want to come to the farm and spend time.”

So in addition to PYO in strawberries, raspberries ( summer - and fall-bearing), and pumpkins — including wagon rides to and from the field — Kappauf offers a straw maze, a straw mountain, and lots of simple things. “Kids are easily entertained,” he noted.

Unlike many orchards, Kappauf doesn’t charge for the entertainment — “Just for the products the customers take home.” The orchard tours are also free of charge, led by “Grandma Joyce,” Kappauf’s mother, who will be 82 in March, but still keeps quite busy leading groups through the orchard and teaching them about how the fruit they enjoy is grown.

March 2012 • COUNTRY FOLKS GROWER MIDWEST • Page 3

by William Weaver Sekapp Orchard’s rather unusual location, with its 148 acres bordering Rochester, MN’s city limits on two sides, brings both blessings and problems. The location is a major blessing, because Rochester is home to the famed Mayo Clinic, with its multitude of health professionals who know about, and teach, the great benefits of a diet that is high in fruits and vegetables.

In this health-conscious environment, Fred Kappauf, the owner of Sekapp Orchard, is able to sell all he grows, nearly all of the time, through only two outlets: the rather small market building on his farm, and the Rochester Farmers’ Market, which is open and crowded with vendors and customers two partdays a week through the growing season.

His two school-age daughters and son man the stand at the Farmer’s Market. “They enjoy the experience immensely,” commented Fred. “In the fall, they work 10-12 hours a week. They particularly like their pay checks,” he added with a chuckle.

“Seriously,” he continued, “our sales at the Rochester Farmers’ Market seem to be getting better and better. We seem to be developing a larger and larger following.”

Downsides The downsides for Kappauf of his location “essentially surrounded” by Rochester, however, are several. First, there is the wildlife problem. “Nobody can hunt anywhere on the farm with guns,” explained Fred, “with all the houses encroaching.”

This is particularly unfortunate, because on two sides of Sekapp Orchard are wildlife management operations — so deer abound, as do marauding raccoons and other pests.

Fred’s solution? A pricey 11foot-high fence, with 7 1/2 feet of woven wire, and three strands of high tensile wire on top. The top wires aren’t electrified. “That’s not feasible with all the neighbors around,” explained Fred.

This fall, Fred and his employees were hard at work fencing another 27 acres, a daunting task with a fence of such large dimensions. To make the fence more neighbor-friendly — an important consideration when your farm is plunked down in suburbia — Fred said, “We built in a crossing of the deer fence, so neighbors’ snowmobiles and our own four wheelers can ride across it.

“The crossing is a 3-foot ramp. Deer won’t go up the

Ohio growers association session focuses on food safety

by William McNutt Attendance was at record levels at the mid-January Ohio Produce Growers and Marketers Association Congress, held in mid January at Kalahari Resort and Convention Center in Sandusky, Ohio.

Nearly 850 attendees, drawn in part to a first day non-registration fee session on food safety, had the opportunity to attend 40 educational sessions, while observing the latest industry trends at the 100-booth trade show, Vendors from across the country displayed the latest innovations in produce, equipment, products and services.

Attendance was overflowing at keynote speaker John Stanley’s kickoff presentation. The Australian-born international consultant, known worldwide for his expertise in produce marketing, emphasized the need for fresh produce safety. He presented several attention

grabbing statistics, which are drawing the attention of younger, better educated consumers who do not trust food providers and processors — with some justification, since nearly one-third of the U.S. population suffers each year from food borne illness.

Few people who contract a food borne illness are hospitalized for the upset stomach, diarrhea or other flu like symptoms, but 5,000 did die last year and several produce recalls in the same period added fuel to the fire. Nearly half of consumers have expressed concerns about supermarket produce, slightly more expressed concern about food served in restaurants. The direct marketing constituency of OPGMA, probably half the membership, have reason to need a certification program for their produce.

OPGMA, along with other produce grower groups, has been working for

Cover photo courtesy of Loki s Garden The Loki's Garden team strives to be everything customers need to create a beautiful home and yard. That goes from planning and planting to building decks and fences, or installing patios and fire pits.

Country Folks The Monthly Newspaper for Greenhouses, Nurseries, Fruit & Vegetable Growers (518) 673-3237 • Fax # (518) 673-2381 (ISSN # 1065-1756) U.S.P.S. 008885 Country Folks Grower is published monthly by Lee Publications, P.O. Box 121, 6113 St. Hwy. 5, Palatine Bridge, NY 13428.

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Publisher, President..................................Frederick W. Lee V.P., General Manager ....................Bruce Button, 518-673-0104 ....................bbutton@leepub.com V.P., Production ................................Mark W. Lee, 518-673-0132 .........................mlee@leepub.com Comptroller .....................................Robert Moyer, 518-673-0148 ....................bmoyer@leepub.com Production Coordinator ................Jessica Mackay, 518-673-0137 ..................jmackay@leepub.com Editor ...........................................Joan Kark-Wren, 518-673-0141 ...............jkarkwren@leepub.com Page Composition .........................Allison Swartz, 518-673-0139 ....................aswartz@leepub.com Classified Ad Manager ...................Peggy Patrei, 518-673-0111 ...................classified@leepub.com Shop Foreman ..........................................Harry DeLong

Page 4 • COUNTRY FOLKS GROWER MIDWEST • March 2012

Palatine Bridge, Front desk ................................ ....................................518-673-0160 Accounting/Billing Office ...............518-673-0149 .....................amoyer@leepub.com Subscriptions ..................................888-596-5329 ..........subscriptions@leepub.com Web Site:................................................................ .............................www.leepub.com Send all correspondence to: PO Box 121, Palatine Bridge, NY 13428 Fax (518) 673-2699 Editorial email: jkarkwren@leepub.com Advertising email: jmackay@leepub.com

AD SALES REPRESENTATIVES Bruce Button, Ad Sales Mgr . . . . . . . bbutton@leepub.com . . . . . . . . . . .800-218-5586, ext. 104 Dan Wren, Grower Sales Mgr . . . . . . . .dwren@leepub.com . . . . . . . . . . . 800-218-5586, ext. 117 Jan Andrews . . . . . . . . . . . . . . . . . . . . . jandrews@leepub.com . . . . . . . . . . . 800-218-5586, ext. 110 Dave Dornburgh . . . . . . . . . . . . . . . . .ddornburgh@leepub.com. . . . . . . . . . 800-218-5586, ext. 109 Laura Clary . . . . . . . . . . . . . . . . . . . . . . . . lclary@leepub.com . . . . . . . . . . . . .800-218-5586, ext. 118 Steve Heiser . . . . . . . . . . . . . . . . . . . . . sheiser@leepub.com . . . . . . . . . . . 800-218-5586, ext. 107 Tina Krieger . . . . . . . . . . . . . . . . . . . . . . tkrieger@leepub.com . . . . . . . . . . . 800-218-5586, ext. 108 Ian Hitchener . . . . . . . . . . . . . . . . . . .ihitchener@leepub.com . . . . . . . . . . . . . . . . 802-222-5726 Kegley Baumgardner . . . . . . . . . . . . . . . . . kegleyb@va.net . . . . . . . . . . . . . . . . . . . . . 540-255-9112 Wanda Luck / North Carolina . . . . . . . . . .luck@triad.rr.com . . . . . . . . . . . . . . . . . . 336-416-6198 (cell) Mark Sheldon . . . . . . . . . . . . . . . . . . . marksh500@yahoo.com . . . . . . . . . . . . . . . . . 814-587-2519 Sue Thomas . . . . . . . . . . . . . . . . . . . .suethomas@nycap.rr.com . . . . . . . . . . . . . . . . . 949-305-7447

Lee Publications 6113 State Hwy. 5, PO Box 121, Palatine Bridge, NY 13428 We cannot GUARANTEE the return of photographs. Publisher not responsible for typographical errors. Size, style of type and locations of advertisements are left to the discretion of the publisher. The opinions expressed in this publication are not necessarily those of the publisher. We will not knowingly accept or publish advertising which is fraudulent or misleading in nature. The publisher reserves the sole right to edit, revise or reject any and all advertising with or without cause being assigned which in his judgement is unwholesome or contrary to the interest of this publication. We assume no financial responsibility for typographical errors in advertisement, but if at fault, will reprint that portion of the ad in which the error appears.

Cooperative Extension specialist for food safety Hal Kneen, at right, presents a certificate of completion to Craig Mercer for his successful participation in Ohio State’s fruit and vegetable safety inspector program.

Photos by William McNutt three years to develop an Ohio Produce Marketing Agreement that will have the force of law. Ohio Farm Bureau will now work with the Ohio General Assembly to develop the legislation, which will become part of the Ohio Code. Previous attempts have failed. When all vendors are certified for environmental and food safety standards, markets for small growers should expand.

Stanley called on growers to take a more proactive leadership role to assure convenience, credibility and price justification to gain consumers’ trust that what is being sold is worth what is being charged. Growers and marketers need to tell their story — become, in Stanley’s words “local heroes,” a central factor in any promotion of local produce. He’s a great believer in using social media, YouTube, Facebook and even Twitter.

According to Stanley, growers should stress the measures taken to promote food safety in their operations. Growers should use onsite illustrations and market signage to let customers know their farms take a team approach to customer service.

In this vein he continued in another marketing session about the need to hear feedback, warning that 26 out of 27 who have reason to complain will not, but if one example of bad service is given via any communications outlet, 10,000 will be repeating it the next day.

He said Facebook is now mainstream, but Twitter use is more personal for such categories as trouble shooting, announcing the latest product release and local campaigns for shopping specials. Twitter can also be used to give a sales tip of the week and promote tourism.

According to Patrick Trail, of T3 Technologies, who conducted a session at the OPGMA Congress, bar coding can provide product tracing to the extent of pesticide use, field packing or shed packing, production history — such as field location, seed used, who the produce was delivered to, and who the members of harvest crew were. This type of documentation insures against

liability, provides more management information and decreases audit time.

Stanley is quick to acknowledge that, in the excitement of adopting the newer social media, marketers may forget tried and true methods. He focused especially on signage and its value in consumer education. To him, the golden rules to follow for signs are: Tell me what it is; list three specific benefits; and tell me the price. That’s all the customer wants to know and they will head to the supermarket where displays provide this type of information, along with assurances that the store buys only fresh produce that has been audited for safe production practices. Since most of their products come from large, year-round producing acreage in the West and South, smaller, Midwestern growers need a food safety certification program adapted to their needs.

Board members and the Distinguished Service Award The Distinguished Service Award, given annually to outstanding individuals for service to the horticultural industry, was awarded this year to Dr. Bobby Moser. Moser is retiring as vice president for Agricultural Education at OSU after 24 years of service. He will remain in his current position until a successor is named.

Three board members were re-elected to the board of the OPGMA. Ken Holthouse, Willard, is a partner in Holthouse and Doug Walcher Farms.

The two operations employ about 175 seasonal workers and have many custom growers that provide them with product for packing and marketing.

Roger Maurer grows 75 acres of fruits and vegetables for retail and wholesale marketing in the Wooster area. Aaron Buurma is the oldest of the fifth generation of Buurma Farms Inc., headquartered in Willard since 1896. Lisa Schacht, Schacht Family Farms, Canal Winchester, was re-elected president; Mike Hirsch, Hirsch Fruit Farm, Chillicothe, is vice president and Kerry Sullivan, Jacquemin Farms, Plain City, will be secretary/treasurer.

Farmers may be more organic than people think

by Lynne Finnerty Ever heard of the hype cycle?

Created by Internet consulting firm Gartner, Inc., the theory goes like this. New technology goes through a cycle, including a “technology trigger” phase, in which it generates excitement and press coverage; a “peak of inflated expectations” phase, in which the hype leads to unrealistic expectations; a “trough of disillusionment” phase, in which the technology fails to meet expectations; followed by a “slope of enlightenment” phase, in which the hype has subsided but some businesses continue to use

the technology for its actual benefits; and, finally, the “plateau of productivity” phase, in which the practical benefits become accepted as part of normal business.

For example, “cloud computing,” the use of computer programs and data storage over the Internet, has been a subject of media buzz.

It’s supposed to save businesses money on computer software they won’t need to buy if they can get the same services at no or low cost via the Web. Gartner says cloud computing is coming to the end of the “peak of inflated expectations” and is headed toward

the “trough of disillusionment.” Recent news stories have pointed out that information entered into a Web-based service could be compromised. Of course, people will continue using cloud computing, just with their expectations less in the clouds.

What does all of this have to do with farmers? The hype cycle is an interesting way to look at what’s happening with organic agriculture. Organic food has been the darling of the news media, with stories about how it was going to save everything from small farms to the planet. Then some organic food com-

panies got big and some already big companies, seeing consumers’ willingness to pay premium prices for organics, jumped on the bandwagon. Some of the same people who were early fans of organic food tend not to be fans of big companies, so they started wondering if buying local was more important than buying organic. Then, the recession hit and the growth in organic food sales continued but slowed. Organic milk sales dropped.

However, some organic practices have practical benefits and farmers across the agricultural spectrum are adopting

FOCUS ON AGRICULTURE American Farm Bureau Federation them. For example, specialty potato grower Brendon Rockey of Colorado has started growing “green manure” crops to build up his soil quality to the point where he doesn’t need commercial fertilizers or pesticides.

He considers himself a hybrid of organic and conventional farming.

Jay Yankey, a Virginia fruit, vegetable, corn and soybean grower, uses beneficial insects to control pests and cover crops to prevent erosion, as well as no-till farming to retain soil moisture and nutrients.

But Yankey also uses pesticides. He says farmers use the practices that work for them and more organic practices are be-

coming the norm.

That sounds like the “slope of enlightenment,” which means the “plateau of productivity,” in which farmers use a mix of methods and modern technologies to achieve all of their goals — maximizing yields, reducing costs, satisfying consumer expectations, caring for the land and meeting growing food demand — with less division between those who wear this or that label, might be around the corner. That’s good news for all of us.

Lynne Finnerty is the editor of FBNews, the official newspaper of the American Farm Bureau Federation.

2012 National Value Added Ag Conference slated LANSING, MI — Michigan Farm Bureau (MFB) members are encouraged to mark their calendars and reserve June 24-26, for the 14th National Value Added Ag Conference, which will be held at the Grand Traverse Resort and Spa in Traverse City.

The Michigan State University (MSU) Prod-

uct Center, American Farm Bureau Federation (AFBF) and MFB have joined forces to co-host the event. The 2012 conference will have an added rural communities focus to emphasize the importance of rural economic development in today’s economy.

The conference should appeal to a wide

array of individuals, including MSU Extension educators, community development practitioners, academic researchers specializing in rural economic development, and farmers with a stake in the success of rural communities.

“Conference participants will have the opportunity to interact

with innovative business owners from throughout Michigan to discuss rural entrepreneurship, adding value to agricultural products, agritourism, and community development,” said Matt Kapp, MFB’s land use and elections specialist and member of the conference planning committee.

“Attendees will learn

the latest information from researchers who have studied rural development strategies and how to best modify them to fit local assets and resources,” said Kapp. “There will also be ample opportunities for discussion among participants on how they can collaborate on local efforts.

“The goal is for individuals who attend to

walk away with new models of successful rural development initiatives for their own communities.”

The agenda is being developed but will include a keynote speaker, breakout sessions and tours of local entrepreneurial businesses.

For more information, visit the AFBF Rural Community Building blog.

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“VIRUS TESTED” & “GUARANTEED”

Today’s Marketing Objectives By: Melissa Piper Nelson Farm News Service News and views on agricultural marketing techniques.

Called to an accounting Laura Ingalls Wilder, the famous author of the book and series Little House on the Prairie, wrote an article from her farm in January 1918 entitled “Make a New Beginning.” In it she outlined justifications for a yearly accounting.

While she hurried to mention that she did not herself make resolutions on New Year’s Day just because it was the first day of the year, she did encourage readers to review past efforts to see if they had advanced forward in their plans, or fallen back.

She and her husband once decided to compare accounting records for one year between their two sepa-

rate farm operations — her poultry income and his dairy business. At the time of the accounting, they were surprised with the outcome — they had equaled out in profitability. (Her husband had predicted a much greater profit from his dairy operation.)

Not only did Mrs. Wilder encourage good accounting skills for the farm or agribusiness operation, but asked her neighbor farmers to use the process to discover all they had accomplished throughout the past year. Her conclusion tendered that to acknowledge accomplishments brought extra effort to current business operations — a push forward toward success.

Accounting today is much more sophisticated than the author’s 1918 ledger books, but her advice is sound nearly a century later, and comes with her added caution that if we do not see improvement, “…it is time to take a new path.”

The beginning of a new year is past and we are on toward spring and a new season of planting and production. If you have not taken the time to bring yourself to an accounting (and the approaching tax season is a good reason to) then maybe now is the time to see which path you have been on and where you may want to go in the future.

If you think pouring over your modern day computer ledger is bor-

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ing, you might take stock of your operation through the photos you have taken, blogs posted, reports written, journals kept, customer newsletters developed and social media blasts sent. All are reminders of what was accomplished (profitably, or not) over the past year.

I’ve worked with farmers who kept all accounting records in a file until the tax season reared its head and then re-created a year’s worth of computer records in a couple of “all nighters” sessions.

Other producers are strictly regimented about more consistent accounting so they see the patterns of good business options and where changes must be made on a more fluid basis.

Whatever your business dictates and your time allows, Laura Ingalls Wilder was reminding her readers that for a number of financial and philosophical reasons, bringing oneself to an accounting is as important as any New Year’s resolutions.

“Besides the help in a business way, there are a great many interesting things that can be gotten out of farm accounts if they are rightly kept,” said Mrs. Wilder.

Sage advice indeed, Mrs. Wilder!

The above information is from the book, Little House in the Ozarks, The Rediscovered Writings. The information provided is intended for educational purposes and should not be substituted for professional business or legal counseling.

Farmers, law enforcement cooperate on security BLOOMINGTON, IL (AP) — Illinois farm groups are joining forces with law enforcement to improve security related to agriculture.

They have created the “Agro-Security Working Group” and will educate farmers on preventing crime and terrorism.

The working group includes representatives of the FBI, state police and Illinois Emergency Management Agency, as well as the Farm Bu-

reau, Illinois Corn Growers Association and Illinois Pork Producers.

FBI Agent David Ford says creating the working group is an attempt to get in front of security issues before something terrible happens.

The group has produced a brochure advising farmers to watch for mysterious livestock deaths, unauthorized people taking pictures and attempts to borrow farm equipment “for no logical reason.”

OPGMA seeks food safety certification program

by William McNutt For three years, the Ohio Produce Growers Marketing Association (OPGMA) has been working to establish a marketing agreement and inspection standards for Ohio growers that will enable them to be inspected and certified to meet all food safety standards.

Existing legislation, such as the Food Safety Modernization Act and

national Leafy Greens Marketing Agreement, are oriented toward large, Western and Southern, year -long growing seasons. Neither are adapted to Midwestern produce growers who operate on a more seasonal schedule, with heavy emphasis on direct marketing from much smaller acreages. Ohio has a small number of larger growers who are audit-

ed for Good Agricultural Practices (GAP). These operations are classified as Tier 3 producers for sales on a national basis. They are inspected and certified by their buyers, such as supermarkets and terminal outlets. Tier 2 producers are those limited to in-state sales, produce auctions and other handlers in general, while Tier 1 growers are primarily direct farm mar-

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keters, many involved in Community Supported Agriculture. These are the classifications for which food safety certification is being finalized in Ohio.

Karl Kolb, project leader for the Ohio Produce Marketing Agreement (OPMA), sponsored by OPGMA, said that inspection procedures for certification have been developed by the OSU Department of Horticulture and Crop Science, which has held training sessions for inspectors and is holding more. Core areas covered are water, to assure it is potable; inputs, including pesticides and fertility treatments; traceability back to producers and handlers; and GAP, such as sanitation and hygiene standards for field workers.

The program will go into effect when 200 signatures are obtained on a petition to be presented to the Ohio Department of Agriculture.

Ohio Farm Bureau will request legislation to make the certification program part of the Ohio code, which will give it the force of law, a unique approach to food safety in the U.S. Eligible growers include those on muck soils, small family farms, farm marketers, organic

producers, tree fruit growers, and other specialty producers. Most of the speakers at the OPMGA Congress, held in January, emphasized that, in the near future, food safety will be a requirement and retailers will not buy uncertified produce.

Those present at the Congress were assured a certification system is a protection against liability, would help achieve national recognition, protect investment and expand direct marketers’ ability to secure low-cost assurance of quality and safety.

While the Ohio plan will not replace other marketing plans or federal requirements, it should lower third-party audit

fees, such as city or county requirements, and it might even be accepted by wholesale buyers who now insist on their own inspections. Ohio’s plan, Kolb said, is one developed

by Ohioans to meet their special needs. It will provide access to new markets and additional assurance of food safety to consumers.

Lack of migrant labor in 2012 will hurt growers Frank Gasperini, National Council of Agricultural Employers (NCAE), told OPGMA members that 2012 prospects for migrant labor, especially from Mexico, were poor and

OPGMA 8

New Hampshire produce grower Bruce Smith, at left, and Frank Gasperini discussed H-2A and H-2B visa problems as they pertain to the farm labor shortage expected to occur this year.

Photos by William McNutt

March 2012 • COUNTRY FOLKS GROWER MIDWEST • Page 7

OPGMA from 7 not being helped at all by a lack of Congressional action. He reported that millions of workers, legal and illegal, were going home because of a bad U.S. economy and a rapidly improving Mexican economic climate, with its 5 percent unemployment rate, compared to 8.5 percent in the U.S. Congress’ refusal to set up a path to legal residency, continued deportation of longtime residents and failure to amend H-2B visa regulations that limit the number of workers allowed to perform seasonal labor, are all contributing to the problem. States such as Georgia and Alabama have passed legislation allowing random police checks of drivers who might be in the U.S. ille-

Page 8 • COUNTRY FOLKS GROWER MIDWEST • March 2012

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gally. This is causing an exodus of migrant laborers from those states, to the detriment of produce growers.

Both states, whose laws were labeled a disaster by Gasperini, are being sued by the federal government, which has jurisdiction over such matters. However, it will take sometime before this matter is settled. He also said recently enacted national health legislation needs to be revised to cover seasonal employees who are in and out of the labor force. These, and other, seasonal workers will need a special program effective for specified periods of time.

He indicated the data base for the E-Verify program for agriculture, which was supposed to expedite migrant labor

certification, is faulty and needs to be amended, which, so far, Congress has refused to do.

While the House has passed helpful amendments, the bill is hung up in the Senate. NCAE, in collaboration with the American Farm Bureau, is refusing to support any legislation till the needs of agriculture are met. This labor problem is critical, with an estimated 8-12 percent labor shortage forecast for the coming year. Welfare recipients and prison labor and parolees have been suggested as alternative labor sources. However, both classes of workers would be difficult to adapt to the rigid scheduling of harvesting produce.

H-2B program has a 50,000 worker limit.

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This limit needs to be raised and other programs implemented to allow more workers into the country for specified periods of time. Some definite action is needed soon on the fate of the 11 million illegal workers in this country, most now afraid to seek employment.

Bruce Smith, a produce grower from New Hampshire, is experimenting with a program coordinated by the Center for Cultural Exchange, which issues J1 visas to young professionals seeking further training and experience.

There are 400,000 of these visa holders now in the country, all for a specified period of time ranging from a few weeks to several months. They are not allowed to become permanent employees or to replace current workers.

Gasperini’s advice has appeared in many specialty produce industry trade publications. In a recent column, he addressed the problem of where farm workers will

come from in 2020.

Gasperini says he believes farm labor will always be considered entry level in this society and that few farm workers spend more than two generations as migrant workers, making every effort to see their children move on to live a better life. He believes that, in the long term, the labor supply will come in the form of a program allowing workable and sustainable

non-immigrant guest workers, coming for specified work during a specific time period.

Most of the temporary workers we now have go home after the season and will stay there permanently when their working days are over.

While there may be less permanent migration from other countries, the labor supply will be evened out and grower needs are more likely to be met.

Karl Kolb, at right, outlined the OPMA Agreement in his talk to Congress attendees, many of whom signed up during the meeting. With Kolb is Aaron Buurma of Buurma Farms Inc. of Willard, Ohio.

2012 Spring Peach Update slated for March 6 EAST LANSING, MI — Are you a peach grower looking to increase your profits?

The 2012 Spring Peach Update

meeting will target all facets of fresh market peaches including new varieties, insect management, disease con-

trol, ground cover management, mechanical peach trimming, farm marketing strategies and much more.

Sponsored by the Michigan Peach Sponsors, Michigan State University Extension (MSUE) and the Michi-

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Attendees will be eligible for credits toward recertification of Michigan pesticide applicators licenses.

Numerous accommodations are available off I-94, close to the Southwest Michigan Research and Extension Center.

Advanced registration is $25 for current Michigan Peach Sponsor members and $30 for nonmembers.

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Page 10 • COUNTRY FOLKS GROWER MIDWEST • March 2012

The marketing mix – The four Ps of successful marketing

by Jenny Carleo, Stephen Komar and Brian Schilling A common misconception is that marketing is the same as advertising.

In fact, advertising is only one component of successful marketing. While approaches to marketing vary, most experts agree that successful marketing is built around addressing the Four P’s: product, price, placement and promotion. Often known as the marketing mix, these are four factors that an agritourism operator needs to manage in order to successfully reach a target market and attract customers.

Product Product refers to the product, service, or — relevant in the context of agritourism — experience that you are providing for your customers. In thinking about your product, it is useful to keep two things in mind. First, be able to identify what a marketer would call your unique selling proposition.

In the eyes of potential customers, what makes you different from similar businesses? Why should someone visit your farm?

Second, understand that your agritourism product is multifaceted.

You may define the core elements of your business as pick-your-own apples, a farm market, or a corn maze. Indeed, these can be important aspects of your agritourism product, but view your operation from the eyes of your customers. What experiences will they encounter on your farm, either intentionally or unintentionally?

For example: • Will they be greeted by courteous, friendly, and informed employees?

• Is your farm clean and visually appealing?

• Is parking convenient?

• Do you provide recipes or helpful hints on how to select, store, and prepare fresh products from your farm?

• Do you have attractive and functional packaging for products purchased or prepared at your farm?

• Are you willing to speak with visitors, sharing stories and experiences about the farm and farming life?

• How do you respond to customer concerns or dissatisfaction?

Also think about the

entire range of services or amenities you offer.

• Do you accept credit cards?

• Do you have clean and easily accessible restroom facilities?

• How able are you to accommodate visitors who may have special needs (for example, elderly individuals, persons with disabilities, parents with baby strollers)?

• Do you have a play area for children or tables for picnicking?

The important role that you and your farm staff play in providing a quality visitor experience cannot be overstated.

Agritourism is a hospitality business and its success will be based upon customer satisfaction. Here are some helpful hints on how your farm staff can create happy and satisfied visitors: • Ensure that your employees are readily visible and identifiable. For example, consider apparel with a farm name or logo and name badges.

• Instruct employees to approach and welcome customers in a friendly and sincerely helpful manner.

• Make sure employees are knowledgeable about all aspects of the farm, its history, and its products.

Have them become wellversed in a list of frequently-askedquestions. Such as: Are there any other attractions I should visit while in this area?

What accommodations are available nearby?

Are there any good places to eat?

Where is the nearest gas station?

What is it like living in this community?

Are there any special events happening in town?

Are there any retail stores near here?

An informed, knowledgeable employee will enhance the visitor experience!

The bottom line is that you want to create a unique impression of your products, and of your entire agritourism operation, within the minds of your customers.

Some marketing professionals call this positioning. To best illustrate this idea, ask yourself: “How will my customers describe my agritourism operation to their friends?”

Or, even more importantly, “How do I want my

customers to describe my farm?”

Price Setting an appropriate price for each product or service is critical, although potentially challenging. As a farm entrepreneur, you will want to offer a price that is competitive in the market for your product, acceptable to your customers, and able to generate sales consistent with your financial goals.

A common goal of pricing would be to generate revenues from product sales that allow for full cost recovery plus a pre-determined level of profit (a cost plus pricing strategy).

However, in some instances, an agritourism activity may be viewed as successful if it were costneutral (revenues only cover costs) but attracted additional visitors to the

DIRECT MARKETING profit center of your operation.

For example, breaking even on a corn maze may be acceptable if it increases business at your farm market.

The first piece of advice for developing pricing strategies is to know your market. What will customers pay for your product? What comparable products do other farms offer in your market area, and what do they charge?

Visiting other agritourism operations, reviewing trade publications, joining direct marketing associations, and attending state or regional direct marketing conventions will help you better understand your market

and consumer trends.

Another strategy is to ask existing or potential customers directly about their willingness to pay for your product(s). A simple postcard-sized survey provided to visitors at your farm is one alternative for gathering information on likely customer acceptance of various pricing options.

Understanding your costs and expectations for financial returns on investments in new agritourism products is also vital. Break-even analysis is a useful tool for determining the price point needed to cover all fixed and variable costs associated with offering a prod-

uct. Such analysis can be based on detailed accounting of expenses or, for preliminary assessment purposes, “back of the napkin” estimates. A break-even production point (how much would I need to sell?) is calculated as: Break-even Point = Total Fixed Costs/(Price – Variable Costs)

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MIX from 10 Alternatively, a break-even price can also be calculated for a specific number of products sales as: Break-even Price = (Total Fixed Costs/Number of Units to be Sold) + Variable Costs Equipped with an understanding of your costs, market, competition, and personal financial goals, it is time to develop a pricing strategy. As a broad rule of thumb, when you begin an agritourism business or introduce a new agritourism activity, you will need to increase customer awareness and excitement around the destination, which may mean higher advertising and promotion costs. You may offer lower introductory prices as a strategy to quickly attract new customers (known as market penetration pricing).

While profit margins on a per-unit basis may be lowered, higher sales volume will help build market share. Conversely, if you are offering an innovative new product in a market with limited or no competition, perhaps you will seek a higher price point in order to recover initial development expenses and generate higher profit margins (known as skim pricing). As competition increases, perhaps a higher price point can be sustained if your product remains differentiated by quality, reputation or strong customer loyalty. Or, perhaps the price will need to be lowered to retain customers now faced with more alternatives to your products.

Creating an overall pricing strategy may also require you to think creatively about price discounts to introduce new products or re-energize sales of an established product.

Consider the following: • Will you offer bulk purchase discounts (e.g., charge a lower price per unit if the customer buys a higher volume or offer a “buy 5, get 1 free” offer)?

• Will you offer seasonal discounts or special price promotions to draw visitors?

• Will you offer discounts to strategic partners (e.g., other businesses that can help expand your distribution network or assist with promoting your brand name)?

Placement Placement refers to distribution. How will you provide access to your products? The goal of agritourism is to bring customers onto your farm. Your farm is therefore your primary distribution channel and it must be safe, clean, and inviting to the public. Here are some tips to consider: • Make it easy for customers to find driving directions to your farm, days and hours of operation, and product availability for seasonal items. This information can be conveniently posted on a farm website or telephone recording, as well as promotional materials.

• Ensure that risks of injury to farm visitors are minimized. Designate and secure areas that are not open to the public, such as pesticide or equipment storage areas and the farmhouse. Also consult with an insurance provider to determine adjustments in existing policies necessary to cover added liability.

• Carefully plan and prepare for the safe movement of all farm visitors. Most traditional farms have been organized for production efficiency, for example easy movement of farm equipment. As an

agritourism destination, you will need to consider the safe movement of visitors on the farm. Design paths and other directional features that move visitors to where you want them to go, while avoiding unsafe or non-public areas.

• Maintain a high level of aesthetic appeal. Consider decorations and create an overall appearance that is welcoming to visitors and reflects seasonal or special events.

• Recognize that many visitors may not be familiar with all products you offer. Clearly mark items in retail displays and offer tips for product selection (for example, what apples are best for cooking?) and preparation. If you offer pickyour-own alternatives, identify and direct visitors to appropriate fields and provide signage identifying each crop.

Also provide clear guidance on product quantity and pricing. Visitors may not be able to readily translate a basket of apples into pounds or cost.

Promotion John D. Rockefeller once said that “next to doing the right thing, the most important thing is to let people know you are doing the right thing.” These are wise words to live by as you attempt to make your farm an agritourism destination.

To be successful, an agritourism operator needs to constantly think of creative ideas for directing customer traffic to the farm and encouraging repeat visitation. The challenge lies in finding the most effective and cost efficient strategies for reaching your desired market.

• Developing the appropriate mix of advertising and promotion may require some degree of trial and error.

Evaluate the effectiveness of various advertising options to see which work

best for your farm.

• Strive to establish brand recognition of your farm by displaying your farm name or logo on apparel, bags, give-aways (e.g., reusable bags, pens, refrigerator magnets, etc.).

• Have a presence in the communities from which you seek to draw customers. Strategically participate in offfarm events to raise awareness of your agritourism operation (for example, community farmers’ markets, local festivals, county fairs, etc.).

• Get online! There is a well-placed belief in the conventional wisdom that word of mouth is the best form of advertising. While personal testimonies are invaluable for expanding awareness and appreciation of your business, a study in Pennsylvania found that word of mouth ranked only fifth among agritourism visitors in terms of resources used in trip planning. Welcome to the new age of marketing: websites were identified as the most frequently used resource for identifying potential farm destinations.

• Consider using social media (examples include Facebook and Twitter), which are increasingly popular tools being used effectively to promote agritourism. Also, maintain e-mail lists of customers to inexpensively announce product availability or special events and promotions.

This article is an excerpt from Marketing 101 for your Agritourism Business from Rutgers NJAES Cooperative Extension. The view the article in its entirety, visit http://njaes.rutgers.edu/pubs/ publication.asp?pid=E337 Source: Rutgers NJAES Cooperative Extension

March 2012 • COUNTRY FOLKS GROWER MIDWEST • Page 11

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Michigan Farmers Market Association Conference planned The first Michigan Farmers Market Association Conference, a twoday farmers market conference, will be held Tuesday and Wednesday, March 6 and 7, at the Kellogg Center in East Lansing, MI. The conference will include three tracts: a

market manager “boot camp” tract designed for new and beginning market managers; an advanced tract for managers that have attended previous sessions and are looking for specialized information; and a farmer tract designed for the small- and mid-sized

farmers that direct market through farmers markets.

Conference rates for MIFMA members for the full conference is $75 and $50 for one day. For non-members, the cost is $125 for the full conference and $85 for one day. The cost for MIFMA

Page 12 • COUNTRY FOLKS GROWER MIDWEST • March 2012

Agricultural diversification through agritourism What Is Agritourism?

Agritourism is a growing industry as farmers seek ways to diversify and create additional farmrelated income to sustain the family farm. In general terms, agritourism can be defined as any activity, enterprise or business designed to increase farm and community income by attracting the public to visit agricultural operations and out lets.

Agritourism creates an opportunity for educational or recreational experiences to help sustain and build awareness of the rural quality of life.

Agritourism activities are limited only by the imagination. Some common examples include: Special events, including farm festivals and fairs, bonfires, outdoor plays or concerts, dances, rodeos, livestock shows, farm activity demonstrations and classes, farm implement or antique shows and farm tours.

Direct sale of products through onfarm retail markets, roadside stands, pickyour -own operations,

farmers markets community supported agriculture (CSA) and adopt an animal or tree programs.

Seasonal entertainment, such as corn mazes, hay rides, haunted barns and other Halloween activities.

Children’s activities, such as petting zoos, birthday parties, playgrounds, school or youth group tours and farm school programs.

Alternative uses of farmland, including onfarm fishing, hunting, horseback riding, trap and skeet shooting, canoeing, bird and wildlife viewing, camping, biking, ATV and offroad motorcycling and paintball.

Hospitality services, such as cabin or room rentals; restaurant or catered meals; facilities for weddings, corporate retreats, family reunions or church groups; camping; working vacations; and picnic areas.

Agritourism is defined differently by different people and organizations. Some related terms that are used interchangeably with agritourism or that are complementary to agritourism in-

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clude nature tourism, alternative farming, wildlife enterprises, ecotourism, agritainment, heritage tourism, agrieducation and valueadded agriculture.

University of Arkansas, United States Department of Agriculture, and County Governments Cooperating Why do farmers engage in agritourism?

Farmers develop and offer agritourism activities for many reasons. For many, particularly owners of small and mediumsized farms, the primary reason is to increase farm income.

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Agriculture 13

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ated from agritourism activities or the sale of products grown on the farm. For farmers who sell directly to consumers, agritourism offers an opportunity to identify new customers and build a relationship with those customers. By marketing farm products directly to the customers, they are able to lose the middleman

and reduce costs.

Although agritourism offers the potential for financial gain for farmers, actual results may vary widely from farm to farm. In some instances, an agritourism enterprise begins as a secondary business generating minimal revenue and evolves into the primary source of farm

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and businesses.

Farmers may also start an agritourism enterprise to meet new people, to socialize and to share the rural experience with outsiders.

Farmers considering agritourism should become thoroughly educated about the risks and costs involved. Financial risks may range from loss of investments made in the business to costs associated with legal issues such as violation of laws and regulations or liability for injuries occurring at the enterprise. Other risks that can negatively impact an agritourism enterprise include business interruptions, production problems, marketing difficulties and human resource issues.

Potential benefits for rural communities Agritourism also has the potential to benefit rural communities.

From an economic development perspective, agritourism may help to increase the local tax base by drawing more visitors to

the area. In addition to spending money at agritourism venues, these visitors may also shop at other local businesses, generating additional revenue to individual businesses and additional sales tax revenue for the provision of local services. Data from the 2005 Farm Market Annual Survey showed that farms engaged in agritourism tend to have higher numbers of employees, which may mean more job opportunities for local residents.

This article is part of the Agritourism Series, Agricultural Diversification Through Agritourism, by Stacey McCullough Instructor Community and Economic Development, Sheila Brandt County Extension Agent Staff Chair, Shaun Rhoades County Extension Agent Staff Chair. For more information or to view the article in its entirety, visit www.uaex.edu/Oth er_Areas/publications/PDF/FSCED301. pdf Source: University of Arkansas

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USDA Value Added Producer Grants: turning great ideas into sustainable business In February, Deputy Agriculture Secretary Kathleen Merrigan announced almost 300 Value Added Producer Grant recipients across the Nation.

Each one of those recipients has a story, and a dream that, with help from USDA, will become reality. From producing pumpkin puree and gourmet cheese to expanding a

caviar production operation in Idaho (Yes, Idaho), Rural Americans are using these matching grants to grow their businesses and bring high quality products to market.

One recipient, Living Water Farms, Inc., is a three-year -old familyowned company that focuses on the production of hydroponic greens for specialty

markets in the Midwest.

Located in Strawn, two hours south of Chicago’s Loop, three generations of the Kilgus family are part of a group called Stewards of the Land which was organized to market produce from small farms. The hydroponic complex was developed to consider year round sales. Living

Water Farms applied for a VAPG to expand the market for their greens. Their current market includes Illinois supermarkets, high-end restaurants in Chicago and St. Louis and a Midwest college food service program. The grant will help them evaluate their brand and expand their distribution to other restau-

Page 14 • COUNTRY FOLKS GROWER MIDWEST • March 2012

Farmers must learn to talk consumers’ language People are talking about food, and farmers and ranchers need to take the lead in the conversation, Melissa Kinch and Keith Yazmir, members of the U.S. Farmers & Ranchers Alliance’s communications team, told attendees at the American Farm Bureau Federation’s 93rd Annual Meeting.

Opening a dialogue with consumers is an opportunity for farmers and ranchers to restore and build on the public’s trust in how food is grown and raised.

“You can’t build trust if you can’t have a conversation,” according to Kinch, senior vice president of Ketchum Communications.

Kinch and Yazmir outlined four steps that will help farmers and ranchers move out of combat mode and

have a constructive conversation about what they do and why they do it. The four steps are engage, acknowledge, share and earn trust, or E.A.S.E. Growers should start by engaging the people around them. Ask a fellow traveler at the airport, “Where are you headed?” Tread lightly, find common ground and steer the conversation toward food.

Next, acknowledge peoples’ worries about the food they’re feeding their families, but don’t take on the persona of a professor whose task it is to educate.

“A farmer’s and rancher’s job is to answer those legitimate questions with truthful, transparent answers,” Kinch explained. One of the best ways growers can do that is by sharing

what they do on their farms and ranches.

Addressing consumers’ real concerns will go a long way in earning their trust.

In talking about what they do, farmers and ranchers need to recognize that there is always room for improvement, stressed Yazmir, a partner at Maslansky Luntz & Partners. Discussing the future creates a space of shared interest, he said.

More than being willing to have a conversation, growers need to be ready and able to use words consumers can embrace. The typical agriculture vocabulary is full of landmines, Yazmir and Kinch cautioned.

“We need to move away from the language of our industry and toward the language of the benefits of what we’re doing,”

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Yazmir said. For example, rather than using the term “GMOs,” talk about seeds that grow stronger, and are more resilient, and better tasting crops.

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rants, specialty retail and institutional outlets.

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igible applicants. To learn more about how to apply, visit www.rurdev.usda.gov/ BCP_VAPG_Grants.ht ml.

Future is bullish for Ag graduates

by Karen Ross, California Agriculture Secretary My e-mail inbox lit up last week after Yahoo! published a story

claiming that college degrees in agriculture are useless. It certainly is a counterintuitive statement. Across our

country, farming is hotter than ever. Agricultural exports broke records in 2011 and demand for local pro-

duction of food made available through farmers’ markets and other venues is an exciting trend that I firmly believe is here to stay.

The view from here shows a dramatic increase in farming-related job opportunities, and that’s much more than young people on the farm. There are

roughly 300 different kinds of careers in the food industry. It takes a lot of hands to grow, package, distribute and serve food to hungry consumers here and around the world.

Many of the available jobs are unfilled because, as technology advances, there is a corresponding need for

science and technical educational programs.

The foundation to meet that demand must be built at the high school level and then extended into colleges and universities. Some of our best minds are working right now to address this issue.

Agriculture needs young minds now more than ever.

In the meantime, as the Washington Post reported recently, Ag graduates are finding jobs. The Post referenced a study by Georgetown University’s Center on Education and the Workforce showing that Ag graduates were among the most employable coming out of college.

So that Ag degree is very useful, and graduates will be highly sought-after well into the future.

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NCTA 2012 Convention and Trade Show set for Aug. 8-11 Discover innovative ways to enhance your business, learn management and marketing best practices and compete for national recognition at the National Christmas Tree Association Convention and Trade Show.

Set for Aug. 8-11 at the Sacramento Convention Center in Sacramento, CA, the Convention and Trade Show will attract more than 350 Christmas

tree growers, wholesalers, retailers, choose and cut farmers and related industry members from around the world.

Convention highlights include: • Learn innovative ideas to enhance your business at the educational sessions; • Gain firsthand knowledge of management/marketing practices from peers on the farm tours;

• Compete in the national tree and wreath contests; • Network with new and old friends at the Theme Night and celebrate with industry honorees at the Awards Banquet; and • Explore new products and services at the trade show.

The newly renovated Hyatt Regency Sacramento is located across from the State Capitol and adjacent

to the Sacramento Convention Center, where all Convention events will be held. To reserve your room,

call 888-421-1442 and ask for the NCTA group rate of $112 per night.

Watch www.christ-

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Page 16 • COUNTRY FOLKS GROWER MIDWEST • March 2012

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Michigan exporter of the year applications being accepted LANSING, MI — The Michigan Department of Agriculture and Rural Development (MDARD) began accepting applications for the Michigan Agriculture Exporter of the Year Award. The award designates a Michigan company on the basis of its application as the company that is most strongly pursuing international markets and working to increase export sales.

“Our state’s food and

agriculture companies are producing innovative products showcasing the diversity and quality of our commodities while delivering safe and healthy products to both the domestic and international markets,” said Keith Creagh, MDARD director.

“Michigan’s high quality agricultural and food products are helping our state compete in the global marketplace and expand into new trade markets.”

Michigan has a growing food and agriculture export industry, and the Michigan Agriculture Exporter of the Year award recognizes those companies making sustained, significant contributions to that growth. Michigan’s agricultural exports reached $1.75 billion in 2010, increasing more than 10 percent from 2009.

To be eligible for the award, a company’s products must be over

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50 percent grown, processed, or manufactured in Michigan. Any company with products meeting those qualifications is invited to apply on the basis of their Michigan production facilities. Companies that have received the award in the past; and that have continued to expand into new markets or increase export sales, are invited to apply five years following their initial award.

The Michigan Agriculture Exporter of the Year application requests information about a company’s international marketing activities and export history as well as

growth in exports for the past year.

Last year, the Michigan Agriculture Exporter of the Year was awarded to Cherry Central Inc., of Traverse City. Cherry Central was recognized for continued growth in export sales to a wide swathe of countries, even after many years of export success.

Cherry Central President Richard Bogard said, “This award helped strengthen and expand our export business and also showed the seriousness, importance and viability of Cherry Central to our export customers.”

Nominations for the award must be received

by Monday, March 12.

Self-nominations from companies are encouraged. A panel of various representatives will review applications and present recommendations to the MDARD Director for a final selection. The top exporter will be recognized at an event to be announced at a later date.

For more information, contact Jamie ZmitkoSomers, MDARD’s International Marketing Program manager, at 517241-3628 or zmitkoj@michigan.gov.

V i s i t www.michigan.gov/agexport for a copy of the application.

Farm Bureau county presidents primed for local leadership LANSING, MI — More than 50 county Farm Bureau presidents and other leaders convened in Lansing Jan. 25 and 26 for Michigan Farm Bureau’s (MFB) 2012 Council of Presidents’ Conference. The annual event brings together local Farm Bureau leaders from across the state for informative workshops, guest speakers and opportunities to learn from and exchange ideas with their peers and MFB staff

— all to help them make the most of their role at the helm of their local farming organization.

Ten of 12 new county presidents were making their first appearance at the state conference: Josh Humm of Gratiot County, Harold Sheffer of Kalkaska County, Rick Kawalski of Livingston County, Dean Johnson of Grand Traverse County, Joshua Lehman of Ogemaw County, Douglas Steinhaus of Osceola

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County, Merle Langeland of Ottawa County, Tony Czymbor of Saginaw County, Travis Fahley of St. Clair County, Sara Trattles of St. Joseph County, Tod Kubiszak of Van Buren County and James Vogler of Wexford County.

This year’s conference began with special programming for attendees new to the role of county Farm Bureau president.

All participating presidents later convened for an address from Lt. Gov. Brian Calley. The next day began with more informational sessions and a lunchtime presentation from Keith Creagh, director of Michigan Department of Agriculture and Rural Development, who updated attendees on his department’s recent activities and achievements.

Several instructional workshops offered attendees guidance in the more practical aspects of their new roles, such as making the best use of county office staff, strategies for effective membership retention, communicating with members and matching their interests and abilities to appropriate Farm Bureau programs. MFB staff offered the county presidents updates on membership and operations from a state-level perspective.

The conference wrapped up with a word from Michigan Farm Bureau President Wayne H. Wood.

WGIF scholarship awarded to Wisconsin student Wisconsin Green Industry Federation sponsored

Page 18 • COUNTRY FOLKS GROWER MIDWEST • March 2012

The

West Bend Mutual Insurance Co. scholarship is awarded annually to a college student involved in, or pursuing a career in the Green industry.

Janet Clark, a La Crosse, WI, resident and nontraditional student, has been selected to receive the $500 scholarship from WGIF and WGIF member company West Bend Mutual Insurance.

Clark returned to college recently, after five semesters in the Department of English at Carroll College in Helena, MT. She is now enrolled at Western Technical College (WTC) in La Crosse, pursuing a degree in landscape horticulture. She’s also taking courses in bookkeeping, accounting and computers, and maintaining a 3.78 GPA. Clark has worked at several nurseries in recent years, including Anderson Tree Farm, Linda’s Flowers, and Fimrietes Sunset Gardens.

Clark’s education and scholarship will come in handy as she and her family are purchasing a tree farm, with the goal of managing the leasing and harvesting of various tree species.

A member and officer of the Landscape Horticulture Club at WTC, and a committee member of both the Tree Campus USA and Sustainability committees, Clark’s education has given her the opportunity to pursue her passion in the fields of horticulture and sustainability.

“The Landscape Horticulture program at Western Technical College has been a very positive experience for me, in that not only does it provide training for future employment, but has served to enlighten me concerning the broader aspects of the green industry and the need for using sustainable practices in every area of life,” she remarked.

Clark’s school work has introduced her to a broad range of topics that have captured her attention.

“My interests have greatly expanded from the program requirements to include urban gardening, farmer’s markets, permaculture practices, ecological farming and agricultural practices, arboriculture, and others,” Clark said. “I ex-

pect that what I’ve learned from the program at WTC will be the initial phase of my interest and education in the green industry and implementation of sustainable practices in all areas of my life, at home and in the workplace.”

Congressional Hard-Liners Still Pushing E-Verify

by Craig Regelbrugge Is mandatory E-Verify dead in this Congress? It may be too soon to say. Last September, the full Judiciary Committee approved its version of EVerify, which would make the program mandatory for all U.S. employers over three years. But the bill has been held up from further action over concerns that it would decimate the agricultural sector, which runs on immigrant la-

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I I I I

bor, and alienate farmers, generally a conservative political constituency.

On Feb. 9, a House Judiciary subcommittee will hold a hearing titled “Regional Perspectives on Agricultural Guestworker Programs.” The subject of the hearing suggests an effort to move beyond the agricultural roadblock and take EVerify to the House floor. “Georgia and Alabama are the poster children for what hap-

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“Any federal mandate to use E-Verify must be paired with reforms that ensure agricultural and seasonal employers access to an adequate legal labor force,” he added.

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March 2012 • COUNTRY FOLKS GROWER MIDWEST • Page 19

What is the future of the ANLA Clinic?

by Jonathan Bardzik WASHINGTON, D.C.— The conclusion of ANLA’s successful 2012 Clinic has been surrounded by industry buzz asking, “What’s next?” Rumors ranging from a new location to the end of the Clinic’s four decade-long run as the industry’s premier education event have circulated at tradeshows and in the trade press. According to Skip Shorb, ANLA Treasurer, and Chairman of the Board of American Plant

garden centers, “Clinic was, by most measures, a resounding success. It remains the top event where our industry’s owners, top managers and future leaders gather to learn, strategize and share the ideas that make our businesses successful. Clinic remains relevant and important to the future of our company and those of my peers.”

Shorb clarifies that Clinic cannot move forward exactly the way it is today. “The Clinic

we know and love, at the Galt House in Kentucky, is built for 750 - 1100 attendees. Our industry is not supporting that right now and the meeting has to change, just as we have changed our garden center to reflect the current economy.”

ANLA President, Bob L yons, owner of Sunleaf Nursery, adds, “ANLA also has a new partner in OFA - The Association of Horticulture Professionals. Clinic 2013 needs to reflect that partnership and

serve the educational needs of our joint memberships.”

During Clinic’s closing general session in Louisville, ANLA executive vice president Bob Dolibois stated, “Clinic today looks very different from Clinic two years ago. We have radically changed the format to meet the rapidly changing needs of our attendees. Clinic 2013 will again differ from Clinic 2012. What will not change is the creativity, innovative education and

community - the strong sense of family - that makes Clinic so unique, and so special to our industry.”

What is next for ANLA’s Clinic? ANLA and OFA’s boards of directors are meeting jointly, later this month.

Their goal is to come out of that meeting with a framework for a new meeting that allows the organizations to engage their memberships in building a new event for 2013. Stay tuned.

Page 20 • COUNTRY FOLKS GROWER MIDWEST • March 2012

New AgrAbility fact sheets online COLUMBUS, OHIO — Farmers, growers and any agriculture workers dealing with a disabling condition can find tips on how to cope with their condition while continuing to farm thanks to 15 new fact sheets from the Ohio State University Extension’s Ohio AgrAbility Program.

The fact sheets are designed to provide useful information and resources to any farmer or agricultural worker who has a disability, injury or illness, said Kent McGuire, Ohio AgrAbility program coordinator.

“Much of the focus of this series of fact sheets is on helping farmers prevent injuries, including secondary injury, and how to manage serious conditions such as arthritis or Parkinson’s disease while being able to continue daily farm activities,” he said.

The fact sheets also seek to provide farmers with tips on how to use assistive technology to be able to remain productive on their farms and can be useful to any grower or producer, McGuire said.

“They provide useful information on health and various strategies

that can be used to help with a particular issue in farming,” he said. “The fact sheets help farmers, growers and producers to continue to be productive in order to maintain their life and livelihoods on the farm and reduce the potential for secondary injury that may be caused by an original disability.”

This group is the second in a series of 40 new fact sheets the Ohio AgrAbility Program is planning to produce over the next year. This second set is available to download as PDF files now at http://ohioline.osu.edu /lines/farm.html#FSAF E. Topics are: • Farming with Lower Extremity Amputation, AEX-981.9-11: Amputations to toes, feet or legs can pose a specific set of limitations to those in-

volved in agriculture.

• Farming with Upper E x t r e m i t y Limitation/Amputation, AEX-981.10-11: Amputations to fingers, hands or arms can pose a specific set of limitations to those involved in agriculture.

• Secondary Injury Prevention: Understanding Concussions, AEX981.11-11: A focus on mild traumatic brain injuries known as concussions. Includes signs and symptoms of concussions.

• Secondary Injury Prevention: Repetitive Motion, AEX-981.12-11: Repetitive motion injuries are linked to type of work conducted, the tools used and the design of the work area.

• Injury Prevention: Types of Cold Stress, AEX-981.13-11: Awareness of cold

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stress injuries associated with completing farm tasks in adverse weather conditions.

• Injury Prevention: Working in Cold Weather, AEX-981.14-11: Reducing the risks of prolonged exposure to cold, wet and windy conditions in a farm environment.

• Managing Arthritis When Farming, AEX982.1-11: Strategies to minimize the effect arthritis has on completing farm tasks.

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• Farming with Diabetes, AEX-982.6-11: A resource based on daily farm activities and limitations associated with diabetes.

• Assistive Technology for the Farm, AEX983.2-11: Devices, modifications or services that will help a person with a disability work and live more independently on the farm.

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• Primary Caregiver for a Farm Family Member, AEX-984.2-11: A resource to assist those who are primary caregivers in an agricultural or rural setting.

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CHECK YOUR AD - ADVERTISERS should check their ads. Lee Publications, Inc. shall not be liable for typographical, or errors in publication except to the extent of the cost of the first months insertion of the ad, and shall also not be liable for damages due to failure to publish an ad.

Adjustment for errors is limited to the cost of that portion of the ad wherein the error occurred. Report any errors to Peg Patrei at 518-6733237 ext. 111 or 800-8362888.

Number / Classification 35 Announcements 50 Applicators 80 Auctions 110 Bedding Plants 120 Bees-Beekeeping 130 Bird Control 155 Building Materials/ Supplies 165 Business Opportunities 210 Christmas Trees 235 Computers 330 Custom Services 415 Employment Wanted 440 Farm Machinery For Sale 445 F a r m M a c h i n e r y Wanted 470 Financial Services 500 For Sale 505 Forklifts 510 Fresh Produce, Nursery 515 Fruit Processing Eq. 530 Garden Supplies 535 Generators 570 G r e e n h o u s e Plugs/Cuttings 575 Greenhouse Supplies 580 Groundcover 605 Heating 610 Help Wanted 680 Irrigation 700 Lawn & Garden 805 Miscellaneous 820 Nurseries 840 Nursery Supplies 855 Orchard Supplies 910 Plants 950 Real Estate For Sale 955 Real Estate Wanted 1035 Seeds & Nursery 1040 Services Offered 1130 Tractors 1135 Tra c t o r s, Pa r t s & Repair 1140 Trailers 1155 Tree Moving Services 1165 Trees 1170 Truck Parts & Equipment 1180 Trucks 1190 Vegetable 1205 Wanted

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CHRISTMAS TREES & CEDAR POSTS CHRISTMAS TREES FRASER FIR BALSAM FIR CEDAR R POSTS POSTS: 7', 8' 4x4 POSTS: 8', 9' RAILS: 12'6" (pheasant fencing) 16" shingle block

Duane e orr Janett Olson Antigo, WI 54409

Phone:: 715-623-6590 E-mail: olsonsbalsams@hotmail.com Website: www.olsonsbalsams.com

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Fruits & Berries

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Specializing in Edible Landscaping.

Blueberries, Blackberries, Raspberries, Grapes, and Fruit Trees.

TN: 931-467-3600 • Fax 931-467-3062 email sales@freedomtreefarms.com www.freedomtreefarms.com

Help Wanted

WRITERS WANTED Country Folks Grower is looking for self-motivated free-lance writers to contribute to their monthly horticulture trade paper.

Kurt Weiss Greenhouse is a leading wholesale greenhouse operation with multiple production facilities in the Northeast. We are looking for a motivated and experienced Grower Manager with a strong working knowledge of greenhouse plant production. This individual will be responsible for all aspects of production from propagation through crop finish including water, nutrient, PGR and pest management as well as environmental controls and record keeping. The applicant must be a self motivated team player who is detail oriented.

Salary commensurate with experience. E-Mail resume and letter of interest to: joseph@kurtweiss.com

Native Plants

Knowledge of the industry a must.

Articles could include educational topics as well as feature articles.

Please send resume to Joan Kark-Wren jkarkwren@leepub.com or call 518-673-0141

NATIVE GRASSES, sedges, rushes, wildflowers, and herbaceous plants for use in wetland mitigation, restoration, and landscape design.

Contract growing available.

Signature Horticultural Services, Freeland, MD. Call 410329-6466 or fax 410-3292156.

Nursery Liners A R B O RV I TA E RO OT E D CUTTINGS: One year old.

Techny, Emerald, Green Giant, Pyramid, Nigra,Little Giant. 6-9” .44ea., 5-6” .32ea.

Free Shipping. Quantity discounts. RENS NURSERY, N11561 County MM, Waupun, WI 53963. 920-324-9595 www.rensnursery.net

Country Folks Grower Classifieds

( 800 ) 836-2888 PO Box 121, 6113 State Hwy. 5 ( ) Fax: 518 673-2381 Palatine Bridge, NY 13428 E-mail: classified@leepub.com Nursery Liners

Nursery Stock

COMPLETE LIST of deciduous and evergreen seedlings and transplants at www.hramornursery.com or call 231-723-4846 Hramor Nursery LLC, 2267 Merkey Rd., Manistee, MI 49660

WHOLESALE NURSERY STOCK: 6-7’ Deodora Cedar $24, 4-5’ Colorado Blue Spruce $20, 18-24” Mugo Pine $10, 5-6’ Austrian Pine $25, 24-30” Otto Luyken $12, All nice B&B, Visa/ Mastercharge, 503-380-1531

Nursery Stock DAYLILIES, wholesale pricing, shipped bare root. Pictures and pricing at http://stores.ebay.com/Sawflyr -lawn-and-garden?_rdc=1 or contact us at http://www.sawflyr.com/

Refrigeration

Refrigeration

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Rainbow Valley Seeds

4. classified@leepub.com - Go to www.cfgrower.com 5.ON-LINE and follow the Place a Classified E-MAIL IT IN - E-mail your ad to

Hybrid Ornamental Corn Seed

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LARGE VARIETY of Evergreens, Flowering Trees, Shrubs & Natives in larger sizes. Pre-dug trees available.

700 acres of quality field grown material. 40 years experience. Roger Coffey & Sons Wholesale Nursery P h : 8 2 8 - 3 9 4 - 2 2 5 9 Fa x : 828-758-2240 email: sales@rogercoffeyandsons.com www.rogercoffeyandsons.com

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Nursery Stock

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the form attached completely and fax to Peggy at (518) 673-2381 MAIL IT IN - Fill out the attached form, calculate the cost, enclose your check or credit card information and mail to:

Country Folks Grower Classifieds PO Box 121, Palatine Bridge, NY 13428

Seeds

Douglas & Charlene Woodruff rbvseed@embarqmail.com Quality Seed for Quality Customers

5 EASY WAYS TO PLACE A COUNTRY FOLKS GROWER CLASSIFIED AD IT IN - Just give Peggy a call at 1. PHONE1-800-836-2888 FAX IT IN - For you MasterCard,Visa, 2. American Express or Discover customers... Fill out

Tree Equipment

Trees

MANUAL CHRISTMAS TREE baler plus 2 bales of netting.

Can e-mail pictures. Call 740439-2004

Forest Nursery Co. Inc. McMinnville, Tennessee

931-473-4740 OAK LINER SALE Call for Prices & Availability

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Plants

Plants

Calendar of Events E-mail announcements of your regional event(s) to: jkarkwren@leepub.com We must receive your information, plus a contact phone number, prior to the deadline that’s noted under the Announcements heading on the 1st page of these Grower Classifieds.

MAR 1-3 Minnesota CTA Winter Meeting Sheraton Hotel, Woodbury, MN. Contact e-mail Donna Revak d.revak@frontiernet. net or Jan Donelson donelson@frontiernet.net.

On Internet at www. mncta.com MAR 2-3 Michigan CTA Winter Meeting Holiday Inn, Midland, MI. Contact Marsha Gray, 800589-8733 or e-mail marsha@mcta.org.

On Internet at www.mcta.org

MAR 21 Dormant Pruning Workshop Secrest Arboretum, Seaman Orientation Plaza, Ohio Agricultural Research & Development Center, 1680 Madison Ave., Wooster, Ohio. 8 am - noon. $50. Call 330464-2148.

Ohio Compost Operator Education Course Shisler Center, Ohio Agricultural Research & Development Center, 1680 Madison Ave., Wooster. 8 am - 4:30 pm. Registration $175 for Organics Recycling Association of Ohio members, $225 for non-members. Call 330202-3533. On Internet at http://go.osu.edu/GcZ MAR 30 Fruit, Vegetable Safety Program Patterson Center, 14269 Claridon-Troy Rd., Burton, Ohio. 1-4 pm. Good Agricultural Practices or GAPS, for fruit and vegetable production are the focus. Registration is $25/person at the door, payable by cash or check, with checks made out to “OSP.” Call 330-2023555, ext. 2918 or e-mail kuhlanek.5@osu.edu.

MAR 31 Small Farm Conference and Trade Show R.G. Drage Career Center, 6805 Richville Dr. SW, Massillon, Ohio. Call 937-3820901, ext. 15 or e-mail nye.1@osu.edu.

APR 12 Fruit, Vegetable Safety Program Marion Community Center, 7474 College St., Chesterhill, Ohio. 1-4 pm. Contact Tom Redfern, 740-767-4938 or email tomr@ruralaction.org.

March 2012 • COUNTRY FOLKS GROWER MIDWEST • Page 23

3 Pt Terminator

MNCTA 2012 Winter Meeting Sheraton St. Paul Woodbury Hotel, 676 Bielenberg Dr., Woodbury, MN. Call 651209-3280.

MAR 6-7 Michigan Farmers Market Association Conference Conference rates for MIFMA members for the full conference are $75 or $50/day. $125 for non-members for the full conference or $85/day, MIFMA student members are $50 for the full conference or $25/day. For more information visit www.mifma.org or call 517432-3381.

MAR 8 Ohio Pesticide Commercial Applicator Recertification Conference Greater Columbus Convention Center, 400 N. High St., Columbus, Ohio. 8 am - 3:30 pm. Call 614-292-4070. On Internet at http://pested. osu.edu MAR 9-10 Ohio Farmers’ Market Conference Nationwide & Ohio Farm Bureau 4-H Center, Ohio State University, 2201 Fred Taylor Dr., Columbus, Ohio.

On Internet at http://ohio farmersmarkets.osu.edu Opening Doors to Success Small Farm Conference & Tradeshow Wilmington College, Wilmington, Ohio. Registration is $20 for March 9, $50 for March 10 or $60 for both days. Deadline is March 5.

On Internet at http://go. osu.edu/sfmtgs MAR 13 Invasive Species and Climate Change 12-1 pm. Web based seminar sponsored by Ohio State University Climate Change Outreach Team. On Internet at http://changingclimate. osu.edu

Page 24 • COUNTRY FOLKS GROWER MIDWEST • March 2012

Biogas plant to let us run on rotten tomatoes Mushy tomatoes, brown bananas and overripe cherries — to date, waste from wholesale markets has ended up on the compost heap at best.

In future it will be put to better use: Researchers have developed a new facility that ferments this waste to make methane, which can be used to power vehicles.

Drivers who fill up with natural gas instead of gasoline or diesel spend less on fuel and are more environmentally friendly.

Natural gas is kinder on the wallet, and the exhaust emissions it produces contain less carbon dioxide and almost no soot particles. As a result, more and more motorists are converting their gasoline engines to run on natural gas. But just like oil, natural gas is also a fossil fuel, and reserves are limited.

Researchers at the Fraunhofer Institute for Interfacial Engineering and Biotechnology IGB in Stuttgart have now developed an alternative: They have found a way to obtain this fuel not from the Earth’s precious reserves of raw materials, but from fruit and vegetable waste generated by wholesale markets, university cafeterias and canteens.

Fermenting this food waste produces methane, also known as biogas, which can be compressed into highpressure cylinders and used as fuel.

In early 2012, the researchers will begin operating a pilot plant adjacent to Stuttgart’s wholesale market. The facility uses various microorganisms to generate soughtafter methane from the food waste in a two-stage digestion process that lasts just a few days.

“The waste contains a lot of water and has a very low lignocellulose content, so it’s highly suitable for rapid fermentation,” says Dr.-Ing. Ursula Schließmann, head of department at the IGB. But it still presents a challenge, because its precise composition varies every day.

Sometimes it has a high proportion of citrus fruits, while other times there are more cherries, plums and lettuce. On days with a higher citrus fruit content, the researchers have to adjust the pH value through substrate management,

because these fruits are very acidic.

“We hold the waste in several storage tanks, where a number of parameters are automatically calculated — including the pH value. The specially designed management system determines exactly how many liters of waste from which containers should be mixed together and fed to the microorganisms,” explains Schließmann. It is vital that a correct balance be maintained in the plant at all times, because the various microorganisms require

constant environmental conditions to do their job.

Another advantage of the new plant lies in the fact that absolutely everything it generates can be utilized; the biogas, the liquid filtrate, and even the sludgy residue that cannot be broken down any further. A second sub-project in Reutlingen comes into its own here, involving the cultivation of algae. When the algae in question are provided with an adequate culture medium, as well as carbon dioxide and sunlight, they produce oil in their cells that can be used to

power diesel engines. The filtrate water from the biogas plant in Stuttgart contains sufficient nitrogen and phosphorus to be used as a culture medium for these algae, and the reactor facility also provides the researchers with the carbon dioxide that the algae need in order to grow; while the desired methane makes up around two thirds of the biogas produced there, some 30 percent of it is carbon dioxide. With these products put to good use, all that is left of the original market waste

is the sludgy fermentation residue, which is itself converted into methane by colleagues at the Paul Scherrer Institute in Switzerland and at the Karlsruhe Institute of Technology.

Others involved in this network project, which goes by the name of ETAMAX, include energy company EnBW Energie Baden-Württemberg and Daimler AG. The former uses membranes to process the biogas generated in the market-place plant, while the latter supplies a number of experimental vehicles designed to run on natural gas. The five-year project

is funded to the tune of six million euros by the German Federal Ministry of Education and Research (BMBF). If all the different components mesh together as intended, it is possible that similar plants could in future spring up wherever large quantities of organic waste are to be found.

Other project partners are the Fraunhofer Institute for Process Engineering and Packaging IVV in Freising, FairEnergie GmbH, Netzsch Mohnopumpen GmbH, Stulz Wasserund Prozesstechnik GmbH, Subitec GmbH und the town Stuttgart.

Advertise in Country Folks To Reach The Buyers You Need Regional or Coast to Coast

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We stock parts for most spray pumps including: Ace, Bertonlini, Comet, Du-All Pump Line F.E. Myers, Hypro, John Bean Please call for availability, we have many parts for older model pumps 2638 Townline Rd., Madison, Ohio 44057 PH: 440-259-5436 Fax: 440-259-4795 Web: www.fwservice.com

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March 2012 • COUNTRY FOLKS GROWER MIDWEST • Page 25

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New book links Ohio growers, institutional food-service buyers

Page 26 • COUNTRY FOLKS GROWER MIDWEST • March 2012

WOOSTER, OHIO — A new book called Ohio’s Specialty Crops: A Boost to Food Service Menus is now available free online at http://go.osu.edu/HSa. It’s for farmers and for food buyers — specifically, food buyers for institutions, such as colleges, restaurants, hospitals and nursing homes.

Increased selling, buying, serving and eating of local foods is a goal.

“We’ve found that many institutions want to provide Ohio-produced specialty crops to their clients” but don’t know where or how to get them, said author Megan Shoenfelt of Ohio State University’s Agroecosystems Management Program (AMP).

Farmers, meanwhile, “need to know the level of quality, consistency and efficiency expected by food-service administrators,” Shoenfelt said.

“This book addresses issues on both sides of the supply chain.”

Ohio’s Specialty Crops is published by AMP with support from the Ohio Department of Agriculture. It’s based on a research project funded by the U.S. Department of Agriculture’s Specialty Crop Block Grant Program.

Included are sections on: • “Making Connections,” on such topics as packaging, pricing,

delivery, and building relationships between farmers and buyers; • Local food success stories, featuring DNO Produce in Columbus, Ohio State’s dining halls in Columbus, Medina County’s Green Harvest Trading and an Ohio University dining facility; • Food safety, including Good Agricultural Practices and educational programs for farmers by Ohio State’s Fruit and Vegetable Safety Team; and • The monthly availability of more than four dozen crops, with a chart detailing the crops, their best storage

temperatures and humidity levels, and when and how long a buyer can get them.

Bulk printed copies are available to groups.

Contact Shoenfelt, 330202-3537, shoenfelt.9@osu.edu, for details and to arrange for her to speak to your business or group.

AMP is part of the Ohio Agricultural Research and Development Center. OARDC is the research arm of Ohio State’s College of Food, Agricultural, and Environmental Sciences and is the largest university agbiosciences research center in the U.S.

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GROWER W and fruit growers, and nurseries in the Northeast, Mid-Atlantic, Midwest and Northwest market areas. Reach your target audience with this monthly publication that is by far the number one media for these industries.

Is our newest publication. Started in 2011 to serve an important and growing segment of horticulture, this newspaper is targeted at businesses active in commercial scale growing and winemaking in the United States. In addition to a six times a year mailing, a searchable version is available to our online readers.

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• Ground Cover • Erosion Blankets • Silt Fence • Metal and Wood Post • Erosion Waddles • Sand Bags • Grass Seed and Fertilizer • Fanntum Containers • Coconut Fiber Plantable Containers Manufacturer, Converter

TRADE SHOWS Lee Publications produces trade shows, both regionally and nationally for each of the markets listed above. Go to our website at www.leepub.com for more information or call 800-218-5586.

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Vinca ‘Jams ’N Jellies Blackberry’ AAS flower award winner DOWNERS GROVE, IL — At its annual winter meeting, the All-America Selections (AAS) Board of Directors met and approved another trial entry as an exclusive AAS Winner for 2012. The new winner is the ‘Jams ’N Jellies Blackberry’ vinca.

“A most unique and exciting color,” is one

judge’s comment about this stunning vinca that can appear almost black in some settings. The novel color drew many positive comments from both judges and trial visitors. The velvety deeppurple flowers are an excellent accent plant and work beautifully in combination with other flowers that are powder blue,

bright pink, white and/or lavender. Mature plants are 12 to 16 inches tall, making them perfect as a medium height divider. The 1 to 2 inch dark purple flowers are offset by shiny, deep green foliage creating a striking color combination.

‘Jams ’N Jellies Blackberry’ vinca was bred by

Kirin Agribio/PanAm Seed Co. As with all AAS Winners, this new, never-before-sold entry was trialed by the esteemed AAS Trial Judges who are trained and experienced horticulture professionals. A complete list of judges and trial sites can be found on the AAS website,

www.aaswinners.com.

This newest AAS Winner is available for immediate sale. Commercial growers should inquire with their favorite seed supplier. AAS Winner tags are available from supporting tag suppliers. Consumers will find these seeds as sup-

ply becomes available in the coming months with catalog companies, in seed packets, from mail order companies and various websites. AAS Winners will also be available as young plants in lawn and garden retail stores in the spring.

‘Jams ’N Jellies Blackberry’ vinca

Small Farm Works Plant over 250 seedlings in less than a minute with the paper chain pot transplanter. See the video at

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March 2012 • COUNTRY FOLKS GROWER MIDWEST • Page 27

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Name ______________________________________________ Business/Farm Name ____________________________________ Address _____________________________________________ City ___________________State _______________Zip Code ___________ PHONE ( Page 28 • COUNTRY FOLKS GROWER MIDWEST • March 2012

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Acct. # Signature ___________________ Date _____________ Please fill out the optional questionnaire below. All information is confidential.

A. Do you grow vegetables? Acres: 1-3 3-10 Over 10 Beets Onions Tomatoes Broccoli Cabbage Celery Cauliflower Pumpkins Beans Potatoes Sweet Corn Cucumbers B. Do you grow fruit? Acres: 1-3 3-10 Over 10 Grapes Cherries Strawberries Peaches Apples Pears Cranberries Blueberries Melons Brambles C. Do you operate a greenhouse?

Sq. Ft. Up to 5,000 5-10,000 over 10,000 Bedding Plants Vegetables Foliage Plants Cut Flowers Potted Flower Plants Other D. Do you operate a nursery? Acres 1-3 3-10 Over 10 Wholesale Retail Christmas Trees Shade Trees Fruit Trees Mums Shrubs Perennials Herbs, Drieds, Cuts E. Other Crops F. Is there any aspect of horticulture that you would like to see more of in Country Folks Grower?

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$11.00

$11.30

$11.60

$11.90

$12.20

$12.50

$12.80

$13.10

$13.40

$13.70

If you have used equipment for sale, ask about our group of weekly farm newspapers that cover from Maine to North Carolina.

Signature_______________________Date________ Payment Method

Acct#________________________Exp. Date______ Name:______________________________________ (Print)______________________________________ Address:____________________________________ City:_____________________St.:______Zip:_______

This Sweepstakes 3 Mail in Entry Form

Name Co./Farm Name

_ _ _

Address

_ _ _

City State Phone( ) E-Mail Birth Date

Zip

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Entries must be dated before June 1st, 2012. Employees & relatives of employees of Lee Publications Inc., John Deere, Zahn & Matson are not eligible. Must be 18 years of age.

Mail to Country Folks Grower, PO Box 121, Palatine Bridge NY 13428