Western n Edition
Section One of One
GROWER
June 2012 Volume e6 Number r7
$2.50
Serving All Aspects of Commercial Horticulture
Greenhouse • Nursery • Garden Center • Fruit & Vegetable • Farm Markets • Landscapers • Christmas
Delany’s Landscape Center ~ Page 3
Classifieds . . . . . . . . . . . 18 Greenhouse . . . . . . . . . . 21 Melissa Piper Nelson
Today’s Marketing . . . . . 5
Bark and Garden ~ Evolving into a multidimensional business ~ Page 2
Page 2 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
Bark and Garden ~ Evolving into multidimensional business by Kelly Gates It boasts more than 100,000 square feet of greenhouse space. It sits on 14 acres of land west of Olympia, WA. And it’s open 360 days each year, offering everything from annuals, perennials, trees and shrubs to hanging baskets, bulk materials and a line of hard goods that is sure to suit anyone’s garden and landscape needs. The business is Bark and Garden Center, a familyowned and operated garden center founded in 1969. “My grandfather and two of his buddies started the company as a bark business and my dad bought them out when he graduated from college,” said Kern Rexius, present owner of Bark and Garden Center. “Since 1979, the company has undergone major changes that have evolved it into the multidimensional business it is today.” For many years, plants and bulk materials were the main focus there. But as Kern and his parents, Sidney Clausen and Robin Rexius, saw the opportunity to turn the business into a year round operation, they steadily added an array of house plants to their inventory. Gardening tools, giftware, planters, garden and landscape décor, and other related items were blended into the mix too. According to Kern, there is such a wide array of hard goods sold at the garden cen-
Angelo Lombardini and Collin Williams lift a tree to load with Ron Barnhart who’s manning the ball carrier. Photos courtesy of Bark and Garden Center ter that the staff dedicates time in the fall to managing the influx of new products, readying them for the following spring several months in advance. “We sell a lot more hard goods than other nurseries in this area, so it takes a lot more preparation,” he told Country Folks Grower. “Here, the weather could break in
Pennie Clark waters the perennials.
January or February, inspiring customers to come in early, so we have to have everything ready. When shipments arrive in the fall, we sort everything, tagging each product right then and there.” With such laborious tasks completed during the shoulder season, workers are free to focus on plant production in mid winter, when growing is top priority. During the holidays, the company brings in poinsettias and Christmas trees. Its staff custom decorates the trees and wreaths for customers. They also help shoppers select from a wide assortment of ornaments. At the end of January and into February, fruit trees start showing up at Bark and Garden Center. Those are planted up along with ornamentals before being placed outdoors. At the end of February and the first few weeks of March, annual hanging baskets are planted. The company has established a quick and efficient system for planting large quantities of baskets in a short period of time. “Everything is laid out ahead of time on a cart using color combinations that are proven to sell well here,” he explained. “We use 4-inch plants instead of plugs because they grow faster. We plant the first of March through the third week or so and by the time they’re ready for sale, they’re around two
feet long.” Customers frequently visit Bark and Garden Center to purchase the latest plant material to enter the horticulture market. The company has a Stuppybrand propagation greenhouse specifically for cultivating plant material. An additional six Stuppy greenhouses are used for storage; housing the plants until they are
mature enough to go into the facility’s retail spaces. The indoor growing spaces at Bark and Garden were built one-by-one over the years as the need for more covered area arose. As a result, nearly all buildings and display shelves were custom made. “All of the greenhouse were stick built with hardened acrylic as cover where our perennials are displayed, a heated area for annuals with twin wall Lexan in the house plant area,” noted Kern. “We display our plants on A-frame racks we’ve made using 2-by6 cedar boards. Each one is scrubbed down and re-stained every year to keep them in top shape.” The Rexius family believes that such upkeep not only results in a healthy environment for plants. It also addresses the consumer need for change. Change is so important that a garden center doesn’t need to increase in size to capture consumers’ attention, said Kern. “We don’t plant to expand our business further,” he said. “But we do plan to add more parking, keep everything scrubbed and clean, paint the walls a fresh color every now and then, add new varieties to our inventory and rearrange our displays so our shoppers can have a different experience each year when they come. This will make our business better without getting bigger.”
Meghan Hollopeter restocks an annual display.
Delany’s Landscape Center As the company grew, a small fleet of landscaping equipment was acquired. Greenhouses also started going up on the property. At the same time the town began to grow up around the garden center. Today, there is 21,000 sq. ft. of greenhouse space dedicated to plant production, with the total property just under 6 acres. Approximately 4 acres of outdoor area is home to the retail nursery featuring trees, shrubs, and bulk mulch products. The remaining area is the indoor retail garden center where customers can find a wide assortment of gardening supplies. Fertilizers, bagged bark, compost, organic growing supplies, tools, pest control, gift ware, along with a wide assortment of plant containers can all be found in the retail store. “Winter finds us busy finalizing hanging basket designs and orders so we can be ready to begin bedding plant production mid February. We start off with planting our many hanging baskets,” explained Twila. “By the end of July, we’re typically finishing the last of our bedding plant sales.” Most plant retailers experience slowed sales in June. But Delany’s Landscape Center is located on the south end of Flathead Lake, a popular vacation area that has an influx of summer residents in the early summer months. As a result, there is a second wave of sales that helps the plant and landscape company continue to thrive. Through the years Delaney’s have developed a real niche market with their large combo
Delaney Landscape Center owners Wesley and Twila Delaney in the greenhouse.
hanging baskets that truly look like a work of art. The most popular is the 16-inch hanging baskets but other sizes are available from 12” to 20”. Most are made with wire baskets and moss lining, the voluminous displays are unlike anything customers can find at a box store. “We had a WalMart move in right next to us a number of years ago. But we’re still going strong because the type, size and quality of products we offer is so different” said Twila. “Our hanging baskets in particular, are so popular that people start ordering them in September for the following spring.” Even though the hanging baskets are the specialty, Delaney’s still offers a wide selection of annuals, perennials, and vegetable starts in their greenhouse operation. In the early years bedding plant production consisted mostly of items started from seed. That has now evolved into many varieties brought in as rooted cuttings that were taken from a stock plant. This process, said Twila, produces a much more uniform crop. By bringing in the rooted cuttings they are also able to save several weeks of propane use. Each spring, the landscape center opens its doors for a much-anticipated “Customer Appreciation Night.” Held near the end of April, it is the official opening of the greenhouse season. Customers enjoy food, drink and live music-usually played by one of their own talented, current or former employeeswhile viewing the new crops. Many take advantage of special discounts and giveaways.
From left, Twila Delaney and greenhouse employees Brenda Dupuis, Laura Siegelin and Olga Lincoln dressed up for the fiesta theme at Customer Appreciation Night. Photos courtesy of Delaney’s Landscape Center Others tag baskets to be picked up when the weather warms. The tree and shrub division has been a staple at Delany’s Landscape Center since the early years. It still thrives today, thanks in large part to the wide array of items it offers. It boasts over 200 varieties of ground covers, shrubs, flowering trees, shade trees, and fruit trees ranging in size from one-gallon shrubs to 3” caliper trees that can be over 10 feet tall. The Delaneys also attribute the division’s success to the mulch, compost and other bulk materials that all others in the area only sell in bags. Landscape design/build is where they got their start and
Irrigation foreman Nate Buchmann and landscape foreman Walter Eggebrecht, dressed up for the western theme, mingle with guests at Delaney’s Customer Appreciation Night.
they have continued to develop the division. Wes, with college degrees in landscape and business, heads up the landscape division. In the early years Twila used her degree in landscape design as the companies sole designer. They now employ a landscape designer, nursery manager, and hard goods manager full time along with numerous seasonal employees. “Our landscape crews do everything from small jobs that only take a few hours to large residential homes or commercial entities with expansive properties, including sprinkler” said Twila. With such a well-rounded business under foot, the couple is prepared for the future, regardless of the state of the economy. Twila notes one of the positives to come out of this recession, that so many young people have become vegetable gardeners in an effort to save money. “In the end it’s good for our industry and good for them since they develop healthy eating habits and spend less,” she said. While the downturn has temporarily delayed plans for expansion, Wes and Twila will be making improvements to their business when the economy starts to rebound. “We don’t have plans to increase the size of our facilities,” noted Twila. “The goal is to create better efficiencies throughout the business-it’s our nature to look for ways to improve. And, we also hope to have enough work to offer year round employment for our staff.”
Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 3
by Kelly Gates Delany’s Landscape Center of Polson, MT, has a unique logo that features a tree, a flower and a shrub holding hands, forming a circle. According to Twila Delaney, who co-owns the company with her husband Wes, the couple’s son, Jason, created the design when he was 10 years old. And he captured the essence of the business perfectly. “He had misbehaved so I made him sit down at the table and work quietly for a while.” Twila told Country Folks Grower. “He started doodling on a piece of paper and what he drew, the plants embracing each other, really made sense to us since each of our divisions need the others to survive. We had a graphic artists touch it up a bit, but our current logo is really his design.” Working together is no new concept to the owners. Wes, with a college degree in business, and Twila with her Home Economics teaching degree, both went back to college to earn degrees in horticulture before working side-by-side to start Delany’s Landscape Center back in 1980. They partnered to grow and evolve the operation into a multifaceted growing facility, retail outlet and landscape services provider too. “For the first few years, we were only doing landscaping, with the two of us as the only people on the crew in the beginning. At times, I’d be out there planting and handling a wheel barrow with a baby on my back,” said Twila. “Then, in 1984, we leased a one acre property out in the middle of a cow pasture and started Delany’s Landscape Center.”
Marketing to schools and institutions
Page 4 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
by Bill Rose Does it sound intimidating to sell produce to schools and institutions? Well, it does not have to be, according to David Conner, assistant professor with the Department of Community Development and Applied Economics at the University of Vermont in Burlington. Schools, institutions and hospitals can provide significant opportunities for diversification and risk management for fruit and vegetable growers. Says Conner, “Institutions tend to really be very stable markets. They buy pretty much the same amount of things in the fairly large amounts, and many farmers find they’re really a great outlet for their number two produce — not quite cosmetically ideal stuff.” This is because much of the produce used by institutions gets
sliced and diced and processed inhouse. Farmers should also realize that schools provide more potential sales than just school meals. Once you are an established vendor at a school, there may be opportunities to sell produce at fundraisers, and at concession stands. You may also be able to use the schools for CSA networking, or to sell directly to school staff and parents. Be creative! According to Conner, you can recruit schools and institutions as produce customers if you understand their special policies and requirements. For instance, there can be a lot of paperwork involved with institutional sales. Also, many schools want delivery to more than one location, which can really drive up delivery costs. Schools can be slow to payoften 30 days or more. And even
Cover photo courtesy of Bark and Garden Center Hilary Olsen works on an ornamental display at Bark and Garden Center.
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. Periodical postage paid at Palatine Bridge, NY 13428. Subscription Price: $22. per year. Canada $55 per year. POSTMASTER: Send address change to Country Folks Grower, P.O. Box 121, Subscription Dept., Palatine Bridge, NY 13428-0121. 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
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.
though they will pay a fair price, they usually will not pay top dollar due to budget and funding constraints. Conner points out that schools typically get less than $3 in funding per student meal. Of that, only about a dollar is the actual food cost, and of that, only about 10 or 20 cents goes toward the fruit and vegetable component of each serving. Questions to ask yourself about marketing to schools and institutions: Do you have adequate liability insurance? Many institutions require at least a $1 million liability policy. Do you have third party food safety certification? Many schools don’t require it yet, but the demands for such certification from institutions will only increase, given current trends. Are you willing to show up in person at the school for educational events to put a “face” on farming? If you are willing, this can be a great way of promoting your farm and your brand in the community. Are you willing to host field trips to your farm? If you are considering taking the plunge into institutional produce sales, a good source of ideas is the 47-page Michigan Farm to School (MIFTS) marketing guide from the University of Michigan. It is available as a free downloadable pdf file at www.mifarmtoschool.msu.edu. In it, you will find a host of helpful resources, such as a farmer selfassessment for school sales, samples of product availability, pricing and bid questionnaires, and an example of a questionnaire that schools use to
screen vendors. On such a questionnaire, they might ask you to fill in a product availability chart, including information such as variety, count, how it’s packed, condition, price, quantity, delivery details, and when the product is available. The questionnaire might ask if you are willing to deliver to more than one location, how much liability insurance you have, whether you expect to be paid at the end of the month or for each delivery, whether you are willing to go to the school and meet with the students, or to host field trips. For those who want to investigate further, another helpful resource is the National Farm to School Network, whose website is at www.farmtoschool.org/states.php. This website has links to farm-to-school contacts in all 50 states and eight regional lead agencies. According to Conner, “The idea of farm to institution and farm to school is increasing the sales and consumption of locally grown foods and vegetables at a variety of institutions, schools, universities and hospitals. What really excites me about this and why have spent a lot of time on it is, it can really help address the big lingering problems in our food system.” Chief among these is the under-consumption of food, fruits and vegetables, which leads much diet related illness. Conner notes that since many institutions have an educational mission, they can help put the farmer’s face on the food and create the connection between the farmer and eater.
CDFA and UC team up to promote specialty crops at fairs this summer The University of California Small Farm Program and the California Department of Food and Agriculture (CDFA) Division of Fairs and Expositions are teaming up to connect fruit, vegetable, nut and flower farmers with county and regional fairs to celebrate California specialty crops. The two organizations are organizing workshops and tours for farmers and agricultural leaders at seven different fairs throughout the state, to be held during the 2012 fair season. Each workshop will feature fair officials teaching farmers some of their methods for safely entertaining thousands of people, presentations by farmers currently involved with local fairs or local agritourism, interactive discussions on potential collaborations between specialty crop growers, agritourism operators and fairs, and guided tours of the fair facilities. Farmers, agritourism operators and fair leaders from surrounding counties are welcome to participate in each fair workshop. Also especially welcome are county agricultural commissioners, Farm Bureau leaders, tourism professionals, farm advisors and educators, fair and festival
vendors and entertainers. Registration is open, but space is limited. The workshop registration fee $20 and includes lunch and tour. Workshop Schedule All events will be held from 8 a.m. to 3 p.m. • Thursday, June 14 — Shasta District Fair, 1890 Briggs Street, Anderson. • Thursday, July 26 — Amador County Fair, 18621 Sherwood, Plymouth. • Thursday, Aug. 2 — Ventura County Fair, 10 W. Harbor Boulevard, Ventura. • Thursday, Aug. 9 — Napa Town & Country Fair, 575 Third Street, Napa. • Thursday, Aug. 16 — Yolo County Fair, 1125 East Street, Woodland. • Thursday, Sept. 13 — Santa Cruz County Fair, 2601 E. Lake Avenue, Watsonville. • Thursday, Oct. 4 — Big Fresno Fair, 1121 South chance Avenue, Fresno. For more information, contact Diana Paluszak, CDFA Division of Fairs & Expositions, 916-263-2967 or Penny Leff, UC Small Farm Program, 530-752-7779.
Today’s Marketing Objectives By: Melissa Piper Nelson Farm News Service News and views on agricultural marketing techniques. operations manager provides a level of protection against circumstances and events that could hamper a farm business where it would hurt most — the home farm or the business base. Someone has to be in charge of yes, turning out the lights, locking the door, and making certain base camp is secure. Just as important, the operations manager is the person who handles the company’s overall logistics and keeps the business running smoothly. Farm families busy with planting, harvesting, packaging and selling do not always have the time to handle business problems as they arise. That is one of the many benefits of having an operations manager in place. She can act on your behalf when you just can’t get in from the field or away from the farm stand. We know operations managers from their for-
mer business title, general manager. The general manager was hired for her leadership qualities, business planning insights, budget management and great sense of logistics. Simply put, a great operations manager makes a company more productive. Farm businesses may not require a full time operations manager, but a well-trained employee with leadership and human relations skills, can be a helpful addition to any venture team. In addition to employee management and logistics, the operations manager needs to know about every part of the business — how the business is run, who makes the decisions, where marketing is concentrated, how products move to outlets, what products are produced and how that is accomplished. Without a good background in the business, the operations manager cannot
tions managers with a sound background in your business can assist you in planning. Family-owned businesses often function with a spouse or family member assuming most of the responsibilities if a problem arises. One member may know how harvesting is best completed (your field manager), but not fully understand how your employees are hired or trained. Or, if a family member is hurt and unable to assist in the day to day operations, are you prepared for taking on all the roles related to your operation? Business people are encouraged to prepare for the unexpected by making a will, buying insurance, creating a
business plan and hiring a good leadership team. An operations manager should be part of the business team contributing to your success. Well trained, knowledgeable, having top leadership and human relations skills, and the ability to solve problems quickly will help ensure that your operations manager is prepared for whatever day to day circumstances arise. And, they will make sure that when everyone else leaves, someone is there to turn out the lights! The above information is intended for educational purposes only and should not be substituted for professional business or legal counseling.
Growers Supply announces its 2012 photo contest
DYERSVILLE, IA — Growers Supply, a division of FarmTek, will be holding a photo contest for people to submit photos of the company’s building products from now until June 30. Do you love showing off your Growers Supply greenhouse, high tunnel or building and feel that
your use is unique and interesting? Growers Supply would love to see it! Submit your photos and story to the Growers Supply 2012 Photo Contest. The best submission will receive a $500 gift certificate to the company and 10 runners up will each receive a $100 gift certificate.
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To participate, submit at least three photos of your Growers Supply structure and tell Growers Supply what you like about it. They are looking for striking images of buildings purchased from the company. These images should show how you use your structure. Growers Supply asks that you send the highest resolution images possible (4-by-6 prints or 300 dpi digital images). Submit your files in your digital camera’s original format (i.e., .jpeg, .tiff, .png). Growers Supply isn’t just interested in great photos — they would also love to hear how their structures are working for you. Let them know how installation went, how you benefit from using the building, how it impacts your business or home, your experience with ordering from Growers Supply, or any modifications you have done. Make sure your testimonial is at least 100 words. You may find your testimonial and photos in Growers Supply’s next catalog! Submit your entry electronically to contest@GrowersSupply.co m or post them to the Growers Supply Facebook fan page. All submissions must be received by June 30. To read the complete contest rules, visit www. GrowersSupply.com/PH OTO
Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 5
Who will turn out the lights? The benefits of hiring an operations manager Today’s producers are fortunate to have a number of great sales opportunities from which to choose. Farmers’ markets continue to spring up in almost every community, more farmers are building on-farm retail outlets, and agritourism ventures continue to blend farm life with destination events. Many of these ventures require labor in addition to the farm family to keep things running smoothly. So if your employees seem to be heading off in a number of different directions these days, you may need to ask yourself — who turned off the lights? Or, if you think of it in another way, who is the person back at the home operation making sure all the little details get completed each day. Hiring a designated
guide a company to its full potential, or make meaningful decisions. As a business owner, you and the operations manager must be on the same page in understanding the vision and mission of the business. If sales decisions must be changed or marketing plans revamped, the operations manager must be included to fully understand how any alterations to the business plans will impact other parts of the operation. Will you require more employees, and if so what training will they need? Do you need a new piece of equipment or packaging facility? How will it be financed and managed? These are but a few of the types of questions that opera-
Page 6 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
Future for organic ag bright, in spite of market swings
The Washington organic acerage planted in beans, like these, saw a decrease in 2011. Grant County repeated PULLMAN, WA — Cer- however, decreased for tified organic farmgate the second consecutive as the state’s leading producer with $64 milsales increased 16 per- year in 2011. WSU Extension sus- lion in farmgate sales, cent to $244.6 million for 2010, the last year for tainable agriculture spe- more than the next three combined. which statistics were cialist David Granatstein counties available, according to and research associate Grant County’s preemidata gathered by the Elizabeth Kirby co-au- nence, according to KirWashington State Uni- thored the just complet- by, stems from the fact versity Center for Sus- ed profile, “Certified Or- that it has more than 25 taining Agriculture and ganic Acreage and Sales percent of the organic acreage in the state, inNatural Resources. Cer- in Washington State.” Eastern Washington cluding 36 percent of tified organic crop acreage and the number accounted for 76 percent tree fruit acreage and 47 of certified organic farms of certified organic farm- percent of vegetable in Washington state, gate sales in 2010. acreage.
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Washington accounts for more than half of U.S. organic Counties significantly creasing 12 percent to increasing year-over- just over 90,100 acres in year sales included Kitti- 2011. The number of tas, Walla Walla, Skagit, certified organic farms Pierce and Island. dropped to 729 from The long-term trend 735, with two farms shows that large organic transitioning to organic. producers are using Areas seeing decreastheir production focus to ing acreage included forgain an increased share age, tree fruit, grains, of sales. Farms with pulses (beans, peas, sales of more than $1 lentils and other million per year account legumes) and oilseed for 56 percent of sales in crops. Vegetables, mixed Washington, compared horticulture and small to 51 percent in 2006. fruits and nuts saw inThe smallest 30 percent creases in acreage. of organic farms, in conVegetables reversed a trast, contribute about 1 downward slide from percent of the economic 2010, while blueberries output. continued an upward The profile shows cer- trend. Much of the intified organic acreage de- crease in blueberry
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apple acreage. acreage, according to Granatstein, is due to the success of the crop under irrigation in central Washington. Although tree fruit acreage dropped 5 percent in 2011, it continues as one of Washington’s organic success stories, accounting for 20 percent of organic acreage in the state. Apples account for nearly 14,300 of the 19,590 acres of organic tree fruit and for 8.5 percent of Washington’s apple acreage. Washington accounts for more than half of U.S. organic apple acreage; other regions, especially the East and Midwest, suffer from a much more challenging disease and pest complex. “Central Washington has low humidity and is irrigated,” said Granatstein. “Growers can control the water and can thereby reduce the disease potential for many crops.” Washington lost one organic dairy farm in 2011, bringing the total to 33. The number of Washington’s organic dairy cows, however, increased nearly 8 percent. Due to the statutory three-year transition from conventional farmland to organic, Granatstein said growers cannot quickly respond to changes in market demand. But demand continues to grow. In 2010, organic food sales in the U.S. reached 4 percent of all food sales, up from 3.7 percent in 2009.
Serve up satisfaction: Tips for effectively handling customer complaints sents many other customers who had the same problem, but didn’t complain. And because that’s true, you should try to uplift them every time. “For every person who actually comes to complain to you, there is a quantum number who won’t come to you,” says Kaufman. “They’re the ones who go off and tell somebody else, complain about you online, and take their business elsewhere. Let’s say one out of 100 of your customers actually comes to you with their complaint. Shouldn’t you really value that person times 100? Because they’re representing all the other people who never came to you, you should be happy — or if not happy, at least very, very appreciative — when someone actually takes the time to give you a second chance.” Thank them for their complaint. Give positive recognition by saying, right off the bat, “Thank you for reaching out.” “Show appreciation for the complaining customer’s time, effort, communication, feedback and suggestions,” says Kaufman. “Always keep in mind that the customer didn’t have to come to you at all. He could have simply taken his business to your competitor. When a customer gives you the opportunity to recover their service, be grateful.” Don’t be defensive. It’s easy to get defensive when an angry customer is on the other end of the line. “When you get defensive, you raise the temperature even higher,” notes Kaufman. “When a customer complains, they’re doing so because they
feel wronged in some way. You don’t have to agree with what they’re saying. But you do have to agree to hear them out. That’s how you keep the conversation moving in a positive direction.” Acknowledge what’s important to them. Kaufman teaches that service providers must find a complaining customer’s value dimension (or what’s important to them). Even if you think the customer’s complaint is unfair, there is something they value that your company didn’t deliver on. Embrace that value. “When you validate what a customer values, you aren’t agreeing with them that your service is slow or that your staff is rude,” explains Kaufman. “You’re saying, ‘We agree with you on what you find important and what you value. And we want to deliver in those areas.’” Use judo, not boxing. In boxing, you go right after your opponent, trying to punch him to the ground. In judo, you work with someone else’s motions to create a desired result. You use another person’s speed and energy to spin him around and then end up together on the same side. “When you show a customer you understand what they value, you’re catching them off guard with your own movement,” explains Kaufman. “They don’t expect you to tell them that they’re right. Suddenly, just as you might do in judo, you’ve avoided a defensive confrontation and you can spin them. In judo, you’d spin them to the ground. In customer service, you use the opportunity to show the customer that you’re now both on the
same side and you can work together.” Apologize once, upfront. Every service provider knows that the customer is not always right. But the customer is always the customer. “You don’t have to tell the customer you were wrong, but you should apologize for the inconvenience they’ve experienced,” says Kaufman. “When you do so, you’re showing understanding and empathy for their discomfort, displeasure, or inconvenience.” Explain the company’s desire to improve. When you understand what the customer values, show them things your company does that helps you perform well in that area. For example, let’s say a customer is complaining because a package was delivered a day late. You would say, “We understand that quick, on-time delivery is important to our customers.” “Show you are sincere about your commitment to do well in the areas the customer values,” says Kaufman. “At the very least, you can say, ‘I’m going to make sure everyone in the company hears your story. We don’t want this to happen again.’ When you express the company’s desire to improve, you start on the path to rebuilding its credibility with the customer.” Educate your customer. Part of hearing the customer out is answering any questions they ask about their specific situation. “If they ask a question that you can’t answer or don’t know the answer to, tell them you’ll find out the answer and get
Tips 8
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Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 7
NEW YORK, NY — Spirit Airlines recently flew into a big public relations disaster. Sticking to a no-refunds policy, the airline refused to refund the airfare of a passenger who had to cancel his trip after finding out he has terminal cancer. The incident unearthed earlier cases of Spirit’s difficulty handling customer complaints. A couple of years ago, CEO Ben Baldanza hit “Reply All” on an e-mail from two customers who had missed a concert due to a delayed flight. Essentially, he told his employees and (accidentally) the customers themselves that Spirit Airlines didn’t owe the customers anything and the customers would be back the next time they wanted low airfare. These examples, says Ron Kaufman, are proof of just how tricky it can be to properly navigate customer complaints. “Spirit Airlines has a policy and they’re sticking to it,” says Kaufman, author of the new book ‘Uplifting Service: The Proven Path to Delighting Your Customers, Colleagues, and Everyone Else You Meet.’ “That seems to be how the company chooses to handle customer complaints. Unfortunately, as we’ve seen, that approach might not be what’s best for business. When any company receives a complaint, it essentially has two choices. One, treat the complaining customer like he’s a pain in the neck. Or two, appreciate each complaining customer and use the complaint as an opportunity to improve.” Kaufman explains that one complaining customer actually repre-
Funding announced for agriculture water use projects Agriculture Deputy Secretary Kathleen Merrigan and Deputy Secretary of the Interior David Hayes announced May 4 that collaboration between the agencies is again providing funds to improve the efficiency of agricultural water use throughout the state of California. Agencies of the Department of the Interior (Bureau of Reclamation) and Agriculture (Natural Resources Conservation Service), are working together to leverage funds for water delivery agencies and agricultural producers for a second consecutive year, and will provide $5.3 million in funding to five water districts and associated growers to save water and improve water management. “Coordinated federal actions and investments, such as this cooperative
effort between Interior and USDA, are an important step toward improving water conservation and water supply sustainability in California, now and in the future,” said Hayes. “By working in partnership, USDA and Interior better ensure that water management efforts enhance water supplies and sustain our natural resources,” said Merrigan. The Bureau of Reclamation (Reclamation) and the Natural Resources Conservation Service (NRCS) launched the cooperative pilot program to fund water conservation and water use efficiency projects last year. Due to the success of the program, Reclamation and NRCS partnered once again to expand the benefits of the collaboration. With NRCS support, Reclamation
selected five projects for funding, totaling $2.3 million under its Agricultural Conservation and Efficiency Grants program. The selected projects will increase district-level efficiencies and facilitate farm water conservation and water use efficiency. NRCS will provide up to an additional $3 million in funding, and technical assistance to growers in the selected districts, for eligible on-farm conservation practices. Adding $3 million from NRCS to Reclamation’s $2.3 million in funding, a total of $5.3 million is being provided to enhance water conservation. NRCS will work with each district to determine the appropriate application periods for the district’s eligible growers. The five recipients of the funding are the Henry Miller Reclamation Dis-
trict 2131, Firebaugh Canal Water District, Tulare Irrigation District, Rancho California Water District and Central California Irrigation District. Through a funding opportunity announcement, entitled “Agricultural Water Conservation and Efficiency Grants,” Reclamation invited Tribes, irrigation districts, water districts and other organizations with water or power delivery authority to leverage their money and resources with Reclamation for district-level water conservation and water use efficiency projects. For more information on Reclamation’s water conservation programs, visit www.usbr.gov/mp/watershare. For more information on NRCS conservation programs, visit www.nrcs.usda.gov/wps/portal/nrcs/ main/national/programs.
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Five quick scripts for responding to customer complaints by Ron Kaufman, author of Uplifting Service: The Proven Path to Delighting Your Customers, Colleagues, and Everyone Else You Meet The last thing a customer with a complaint wants to hear you say is: “You’re wrong.” What they want to hear is that you understand them, appreciate them, and agree with them on the importance of the value they have cited in their complaint. Here are a few quick scripts to use when responding to customer complaints: Customer Complaint: Rude Service Your customer says: “Your staff was rude and totally unprofessional.” You say: “You are right to expect
courteous, respectful, and professional staff.” Customer Complaint: Too Many Rules Your customer says: “Your policies are rigid. Your company is so bureaucratic.” You say: “I agree that we should be as flexible and user-friendly as possible. Your suggestions can really help.” Customer Complaint: Overpriced Your customer says: “This product isn’t anything like what I was promised. And your price is way too high!” You say: “I am on your side in this situation. You have a right to be satisfied with whatever you purchase from us. You deserve good value for your money.
Tips from 7 back to them,” says Kaufman. “And then actually follow through. These are additional opportunities for you to say through your actions, ‘We care about you. We value your business.’” Contain the problem. Let’s say a family is at a crowded theme park on a hot day. The youngest child in the group starts to have an all-out meltdown. Suddenly, a theme park staff member sweeps onto the scene and whisks the family into a special room. Inside, they find an air conditioned room with water and other beverages, an ice cream machine, a bathroom, a comfortable sitting area, etc. The only thing missing in the room is any connection to the theme park’s brand. That’s because this room is used to isolate customers from the brand until they’re all — parents and children — having a more pleasurable experience. The room is also being used to isolate the unhappy family from the families outside the room who are enjoying their day at the theme park. And finally, they’re being isolated from some park staff who may not be as well-prepared as the staff member who brought the family to the room to handle these sticky situations. Recover. Show the customer you care about them, even if you feel the company did everything right, by
making them an offer. Companies worry that they’ll get taken advantage of if they give vouchers, discounts, or freebies as part of their service recovery, but the reality is that almost never happens. “Offer the customer something and then explain that you’re doing so ‘as a gesture of goodwill’ or ‘as a token of our appreciation,’” says Kaufman. “Sears takes recovery seriously. The company now has a ‘blue ribbon team’ of specially educated and empowered staff to handle recoveries. Once an issue goes to them, anything they recommend is what gets done. They have full support from the top down. Sears does this because the company understands that a successfully recovered customer can become your most loyal advocate and ally.” “Your customers are not your enemy,” says Kaufman. “It’s sometimes hard to remember that when you’re involved in a tense complaint situation. But they’re essential to your business and you really are both on the same side. Your customer wants the product or service you provide, and you want to give it to them. When you treat complaints as opportunities to build loyalty, you can create customers for life and uplift your entire company in the process.”
Let’s review what you have purchased and see if there’s a better option for you.” Customer Complaint: Slow Service Your customer says: “I’ve been waiting forever. Why did it take you so long to take my order?” You say: “We understand that in today’s world speed counts. You deserve fast, friendly service.” Customer Complaint: Bad Website Your customer says: “Your website is terrible. I couldn’t find the information I needed.” You say: “You are right to want an
informative, user-friendly website. What information couldn’t you find? Your suggestions on how to improve the site are a big help.” Notice how your responses make the customer feel right. We don’t argue over the facts: rude staff, stiff policies, or insufficient product features. But we do actively agree on the importance of what they value most. Let’s face it — the customer is not always right. But customers are always important, and we can make them feel much better by agreeing with them on the importance of the service dimensions they identify and value.
WSU announces $5 million investment to support organic ag, model farm SEATTLE — Washington State University took another giant step in becoming the world’s model for research, teaching and extension in organic and sustainable agriculture thanks to a $5 million donor investment announced April 20. “Washington State University has
played an important role in the region’s organic and sustainable agriculture for quite some time, establishing the nation’s first four-year organic agriculture systems major in 2006,” said WSU President Elson S. Floyd. “WSU’s ability to serve this economically important and growing industry
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broths, non-dairy beverages and pot pies. The company’s products are sold throughout the United States and Canada in mainstream grocery and natural food stores. “This is a game changer for the program,” said John Reganold, WSU regents professor of soil science and agroecology, who leads the university’s organic agriculture major. “This investment by the Eggert family greatly expands the opportunities provided by the organic farm and major for students at Washington State University.” The gift was announced during the Organic and Sustainable Agriculture Summit organized by the WSU College of Agricultural, Human and Natural Resource Sciences and attended by representatives from every aspect of the organic and sustainable food and agriculture industry in the Pacific Northwest. The Eggerts’ gift will be counted as part of the university’s $1 billion comprehensive fundraising effort: The Campaign for Washington State University: Because the World Needs Big Ideas. To date, generous donors, businesses and organizations have committed more than $680 million to the Campaign for WSU to increase support for the university’s students, faculty, research and extension programs and to leverage the university’s impact across the state, nation and world.
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Washington DSHS awarded $84K for nutrition assistance program The Washington State Farmers Market Association (WSFMA) has announced that the United States Department of Agriculture (USDA) has awarded Washington State’s Department of Social and Health Services (DSHS), $84,154 to increase access to fresh and nutritious food for residents who participate in nutrition assistance programs. This program will enable many more people in Washington state to buy more fresh, locally-grown foods at the state’s farmers markets. WSFMA interim Executive Director Karen Kinney says, “Washington State’s allocation will allow WSFMA and DSHS to work with more farmers markets to establish systems to accept EBT -SNAP benefits as well as credit and debit cards. These systems have been too expensive for many of our state’s farmers markets, which have always been cash-poor and dependent on large numbers of volunteers to operate. This USDA program is a result of listening sessions and fact gathering from states like ours that have launched innovative demonstration projects related to EBT.” In 2008 the legislature passed the “Local Farms Healthy Kids” initiative
which authorized funds that the WSFMA used to help 20 farmers markets start accepting EBT -SNAP benefits as well as credit and debit cards. Since then, two other projects, one operated by Washington State University (WSU) and one by King County’s Agriculture Program have expanded the number of farmers markets and farmers accepting electronic card payments. Today, there are 65 farmers markets across Washington State that accept EBT SNAP benefits. Economic impact studies in recent years have shown that food dollars spent locally have an economic multiplier effect of around 1.5. Increasing EBT -SNAP purchases at farmers markets will help the state’s farmers and bring more money into the rural agriculture communities where many of them live. Kinney noted that WSFMA and DSHS have worked closely together over the years to help the state’s farmers markets accept food benefits. “We look forward to supporting DSHS’ efforts to implement this program as quickly as possible. I know at least 12 farmers markets around the state that want to start accepting the EBT -SNAP benefits this season.”
Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 9
To Reach The Buyers You Need Regional or Coast to Coast
regionally, nationally and around the globe will be greatly enhanced by this generous investment.” WSU officials announced a $5 million investment by alumni and natural foods pioneers Chuck and Louanna Eggert and their family to expand the WSU Organic Farm from four acres to nearly 30 acres. The expansion provides WSU with the largest organic teaching farm on a university campus in the United States. “With deep roots in the natural and organic food industry that go back to our time at WSU, our family sees the critical role organic and sustainable agriculture plays in our food system day in and day out,” said Chuck Eggert, who with Louanna founded Pacific Natural Foods in 1987. “We greatly appreciate WSU’s efforts in preparing the future leaders in agriculture and, in particular, those focused on organic agriculture, as they are vital to the continued innovation needed to advance the industry.” The couple, who met while attending WSU, has grown Pacific Natural Foods from a small soymilk production company to a global leader in natural food development, sustainable and organic farming and land stewardship that supports farmers and ranchers. Founded in 1987 in Tualatin, OR, Pacific Natural Foods offers a wide variety of natural and organic food and beverages including soups,
Page 10 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
Washington growers turn to WSDA in fraud and theft cases OLYMPIA, WA — While growers are starting to harvest hay and early-season produce, they also need to focus on their bottom line, including getting paid promptly. The Washington State Department of Agriculture (WSDA) is ready to respond to complaints of theft, fraud and other unfair business practices growers encounter. WSDA’s Agricultural Investigations Program licenses more than 800 dealers, brokers, agents and cash buyers of livestock, produce, hay, seed and other crops. In most cases, WSDA requires licensees to purchase a bond. Farmers sell to agricultural dealers under a wide variety of agreements ranging from consignment to cash payment. While the majority of transactions are completed without problems, if there is a dispute, the farmer can file a complaint with WSDA. The agency’s investigations are funded through fees paid by licensees. “Our approach is to bring the two parties together to negotiate,” said Bob Radke, WSDA’s investigations supervisor based in Yakima. “Our goal is to get to a mutually agreed upon solution as soon as possible so the farmer can get paid.” Last year, WSDA resolved 21 formal cases and recovered $102,000 for producers. Investigations usually involve reviewing contracts, examining trans-
action records, conducting interviews and locating the individual, products or livestock. Bounced checks from dealers have been resolved through payment plans. WSDA investigators work closely with county prosecutors when criminal sanctions for insufficient-fund checks, theft or fraud are appropriate. “We work hard to protect producers and pass on suggestions on how to take care of the contract and payment part of their operations,” said Jerry Buendel, manager of the agency’s Agricultural Investigations Program. “Our program is well regarded by both producers and the regulated businesses because our three investigators consistently produce good results for the growers and the licensees.” Before entering into agreements with dealers, farmers are encouraged to check the licensing status of the individual or business before they give up possession of their crops. Growers need to review contracts carefully, retain paperwork, and ensure they have full names, addresses, phone numbers and vehicle license tag numbers of their business partners. Growers can check licenses or file a claim through the Agricultural Investigations Program by calling 509249-6961 or 360-902-1857, or by emailing commerch@agr.wa.gov.
Washington Apple Education Foundation elects chairman WENATCHEE, WA — At its annual meeting held May 1 in Wenatchee, members of the Washington Apple Education Foundation (WAEF) Board of Directors elected Brian Alegria to serve as its chairman. Alegria has been a member of the board of directors since 2007. He is the CEO of CPC International Apple Co. located in Tieton. Alegria followed Berti Stewart as chairman. Stewart, of Prosser, will continue on the board of directors serving on the Foundation’s executive committee as immediate past chairman. Also elected at the meeting were Miles Kohl, CEO of Allan Brothers in Naches, to serve as vice-chairman; Jeff Fagg, vice-president and account manager for Northwest Farm Credit Services in Moses Lake, to serve as secretary; and Stan Scheumann, controller at Auvil Fruit Co. in Orondo, to serve as treasurer. New board members Kailan Dunn Jr. from Banner Bank in Yakima and David Millheisler, CFO of Stemilt
Growers Inc. in Wenatchee were each elected to serve three-year terms on the board of directors. WAEF honored retiring board members Roger Strand, Cowiche; Tim Mowry, Wenatchee; and Bruce Frazier, Wapato, during the annual meeting. Additionally, a presentation at a luncheon immediately following the meeting recognized the contributions of Roger Strand to WAEF. Strand has been a board member of the Washington Apple Education Foundation since its incorporation in 1994. He served as the Foundation’s first chairman from 1994-96. The Washington Apple Education Foundation is the charity of the tree fruit industry. Its mission is to impact lives by providing access to educational opportunities. It is expected that scholarship awards valued in excess of $450,000 will be awarded this year by WAEF. For more information, visit the Foundation’s website at www.waef.org or contact Foundation staff at 509-663-7713.
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House hears from nursery and greenhouse grower as Farm Bill debate nears WASHINGTON, D.C. — As the House Agriculture Committee prepares to assemble its version of a new Farm
Bill, the Horticulture and Nutrition subcommittee held a hearing on May 8 to review specialty crop programs of
the last Farm Bill. The American Nursery & Landscape Association was invited to provide a witness and Jerry Lee
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stakeholders, to ensure that programs are relevant in the real world. • The National Clean Plant Network has stabilized and broadened infrastructure to allow for the safe importation and distribution of clean stock of high-value but high-risk plants ranging from apples to peaches to citrus to grapes and berries. The program helps to protect these critical industries and ensure their access to pathogen-tested planting stock of the newest and best varieties. • Specialty Crop Block Grants have allowed for state-level, lo-
cally-relevant projects and solutions to allow specialty crop producers to survive and thrive. Lee mentioned landscape water conservation and irrigation training during the long and severe Georgia drought and the new and expanding Plant Something program (www.plant-something.org) as achievements important to the nursery and landscape industry. Lee also offered ideas for some program improvements. The Specialty Crop Research Initiative has provided major new funding for sectors that have long been underserved by existing research programs. He called for Congress to direct full and consistent industry involvement early in the grant review process to ensure that projects reflect top industry priorities. He also described the “near-train wreck” that occurred when the Biomass Crop Assistance Program was set to pay federal subsidies to divert tree bark and wood materials away from established, value-added horticultural uses like growing media and mulch. He suggested that clearer definitions in the next Farm Bill might avoid such unintended consequences going forward. Nursery and greenhouse growers and other specialty crop producers do not receive, and do not seek, traditional farm payments or subsidies. Yet, wise investments in infrastructure for things like research and pest prevention enable growers’ success. “For our industry, the plant pest and disease, clean plant, research and block grant provisions have been among the most beneficial. We hope that they will be continued and improved upon in the next Farm Bill,” Lee concluded.
Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 11
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of Monrovia Growers of Georgia testified on the industry’s and ANLA’s behalf. Lee’s testimony focused on what is working well and programs that should be adjusted to perform better. Success stories discussed by Lee included the following programs: • The Pest and Disease Program (Section 10201) has funded innovative initiatives to identify pest threats, mitigate risks before they arrive here and detect them and respond rapidly when they do. A hallmark of the program’s success is the involvement of industry
BioSafe Systems introduces GreenClean Cleaners, GreenClean Acid Cleaner and GreenClean Alkaline Cleaner. The cleaners lift away organic mineral deposits and clean contaminated surfaces. The cleaners may be used in greenhouses, food processing and packing sheds, beverage facilities, dairy and poultry plants, hospitals, institutions & laboratories and veterinary areas. The GreenClean Acid Cleaner removes stubborn calcium and rust deposits and is ideal for wherever scale, oxide,
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Page 12 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
BioSafe Systems introduces full line of GreenClean Cleaners or lime buildup is an issue. The GreenClean Alkaline Cleaner eradicates grease and dirt and is effective against most water or oil saturated soils.
For more information on the GreenClean Cleaners, contact BioSafe Systems at 888-273-3088. BioSafe Systems LLC is the manufacturer of
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tems develops products for the agriculture, animal health, post harvest / food safety, commercial horticulture, golf, home and garden, and aquatics industries.
BioSafe Systems will continue growing with the release of new products and solutions to meet the disease-control needs of homeowners and professionals alike.
Asia trade delegation an excellent opportunity to promote California products
California Department of Food and Agriculture Secretary Karen Ross with Singapore Ambassador David Adelman.
by Karen Ross, California Agriculture Secretary Expanding export opportunities for California’s farmers, ranchers and food processors is a priority for me as I visit Singapore and South Korea as part of a U.S. trade delegation focusing on trade, market access and promotions. During my time in Singapore, I have had the opportunity to meet with
foreign trade associations, companies and media promoting California as a supplier of high value and quality food products and as a spectacular tourism destination with a diversity of food and wine experiences. California is uniquely positioned to meet Singapore’s growing demand for innovative and quality products. As a nation with lit-
from 15 to more than 200 containers per year. On a tour of food retailers, we learned about the good reputation our products enjoy, consumer awareness in Asia of food safety practices, and growing demand for organic produce and baby food. One specialty retailer offers only organic food and personal care products, receiving bi-weekly air freight shipments of high value organic milk. We also had a meeting with a fresh fruit and vegetable association whose members want more California products for the Singapore and Southeast Asia markets. With California’s agricultural diversity, quality and willingness to do business, Singapore and Southeast Asia represent great opportunities for California’s farmers, ranchers and food processors.
Everest PMRR joins Outstanding Seed’s pumpkin line Everest PMRR is a large fruited, homozygous Powdery mildew resistant pumpkin hybrid introduced by Outstanding Seed Company LLC. Everest PMRR has a semi-bush plant and excellent yield potential. Fruit are large; averaging 35 to 45 pounds, have very dark orange color and large handles. Everest PMRR compliments the company’s unique product line of large fruited, Powdery mildew resistant pumpkin hybrids, Summit and Apogee. To purchase seed or for more information, contact John Hoffman at 877-248-4567, or visit their website at www.outstandingseed.com.
Everest PMRR, a large fruited, homozygous Powdery mildew resistant pumpkin hybrid.
Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 13
tle domestic food production, Singapore relies on foreign imports and is an important hub for all of southeast Asia. More than 10 California companies participated in the Food and Hotel Asia trade show April 17-20, which drew more than 50,000 attendees from Southeast Asia. A wide range of California products including lamb, olives, and dried plums is represented. The California Milk Advisory Board is also on hand to develop export sales within the food service sector through sampling, demonstrations and by connecting dairy farmers with interested foreign buyers. At the opening day of the show I met with a new importing company from Thailand that has, within four short years, increased shipments of California table grapes
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Train key workers in CPR and first aid by Anna Meyerhoff, Bilingual Farm Safety Educator, NYCAMH Working safely on the farm is important. Minimizing risks, using personal protective equipment, and doing jobs the right way every time can help workers avoid illness and injury. Still, emergency situations can happen when you least expect it, and the first few minutes are crucial. It’s important for farm owners and managers to have a plan and ensure that all workers know what to do in the event of a fire, power outage, pesticide exposure, illness, injury or other sudden emergency. Every farm should have an emergency response plan outlining evacuation procedures and designating which workers are responsible for ensuring the safety of others. The plan should also specify who is to be contacted in the event of an emergency, as well as determine a safe meeting area for workers to congregate. Having a clearly established emergency plan and reviewing it with all employees can help make first response faster and less confusing in a fire, injury, sudden illness or other emergency situations. If everyone on the farm knows what to do and where to go, it will be easier to account for all workers and ensure their safety. There are a few easy ways you can help protect yourself and your workers in the event of an emergency. Post important phone numbers and directions to the farm near every phone, and keep this information up-to-date. Have supplies readily available: first aid kits, fire extinguishers and personal protective equipment are a small investment that could help save a life. First aid kits and supplies can be lifesaving tools. However, even the best first aid kit is useless if no one knows
how to use it properly. It is crucial to have your workers trained so they know what to do in an emergency. Untrained and inexperienced first responders can themselves become victims. To avoid this, all workers should know basic emergency response skills such as calling for help, ensuring that the scene is safe, assessing the victim, and using a fire extinguisher. Also, key workers should be trained in first aid and CPR. This may already be something you are required by third party auditors to do. Having a trained first responder on-site to provide care can make a huge difference in the outcome of the victim. Being prepared and having trained workers can improve your chances of a good outcome in an emergency. Review your farm emergency plan annually, and go over safety procedures with new workers when they come on board. Make sure all your workers know the location of the following: • fire extinguishers • machinery shut-off switches
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• emergency exits • first aid kits • phones or two-way radios • emergency phone numbers • personal protective equipment (PPE) • designated “safe meeting place” • fuel and pesticide storage areas • Material Safety Datasheets (MSDS) Although immediate care given by the first responder can make the difference between life and death in an emergency, advanced medical care is critical. Make sure someone knows what to do until the ambulance or fire department arrives, and have them stay with the victim and give first aid. Send someone else to call 911, and get help on the way as soon as possible. Here are some other things to remember and consider in case an incident should occur: • Stay calm • Make sure the scene is safe • Call for help • Remove additional hazards • Check breathing • Control bleeding • Check for spinal injuries
• Never move the victim unless they are in immediate danger • Keep victim as comfortable as possible until help arrives
Migrant or Hispanic workers may not know how to give first aid or call EMS. Be sure and talk with them about what to do in an emer-
gency. All workers, including supervisors and foremen, should be trained in how to handle situations such as these.
Tapping into technology humidity, irrigation, fertilization and much more. They even consider the altitude of a greenhouse before adjusting accordingly to produce the best quality fruits, vegetables and plants possible.” When implementing a controls system, greenhouse growers must first consider the physiological characteristics of the plants they are growing. Most require a certain amount of light, certain temperatures and a balance of other exacting factors to produce at optimum levels. “Tomatoes, cucumbers, lettuce, peppers and all sorts of other vegetables and landscape plants grow best within a certain temperature regime,” said Jensen. “Any time a greenhouse is above or below these temperatures, yields suffer. Companies can try manually managing this, but they will never come close to achieving what a com-
puterized system will.” Such systems can be used in a direct manner. Or, they can be used to manipulate production, he added. For instance, knowing that plants under stress tend to reproduce, controls can be set to mimic stress situations. This can force plants to reproduce more readily. Jensen cited another possible scenario. When there isn’t enough natural sunlight to kick-start photosynthesis, automated systems can be programmed to increase salinity input to the root system. This reduces water levels in the produce and in turn, concentrates sugars. All this, results in a fruit or vegetable with better flavor, which is what today’s consumer demands, he said. “I have a client who grows produce in onequarter of an acre of greenhouses in New York,” Jensen told Country Folks Grower. “She is able to produce highly
flavorful cherry tomatoes using greenhouse controls to monitor and manage daily, hourly and even to-the-second environmental factors.” The grower sells her cherry tomatoes at a farmer’s market in midtown Manhattan, charging $7 per pound and frequently selling every last piece. The most common feedback she receives, he said, is regarding the sweet flavor profile, a flavor she achieves by strategically increasing sugar levels via her greenhouse controls. Whether changing the taste or managing a straightforward production, manipulating greenhouse crops is most effective when using certain growing media, said Jensen. “Most of the soils being used are lacking nutrients that must be replaced manually,” he said. “This, coupled with all of the pests and diseases that require additional measures to cor-
rect, have caused media like coconut coir, perlite and rock wool to emerge as better options.” Because these media are less dense than soil, it is easier to measure the actual temperature of the entire plant, including the root system. Consequently, application of the desired amount of water and fertilizer is more likely. According to Jensen, the difference between employees managing irrigation, temperature, ventilation humidity and other factors, and a technologically advanced computer system tracking them with precision, can be great. “Instead of following a pre-set schedule or watering and ventilating in response to what has already happened in a greenhouse, environmental controls monitor light units and humidity continually,” he said. “These systems adjust immediately. So a crop might be wa-
tered every 30 to 45 minutes in the morning and then every seven to 12 minutes later in the day. And humidity levels can be altered instantly as they change too.” If humidity levels are too low, the stomates in most plants close, prohibiting the exchange of gases. When this happens, the plant’s growth ceases. Whatever the focus, environmental monitoring devices and responsive software programming can be an asset for a produce greenhouse operation. “Even the smallest growing business can benefit from the decreased labor costs, higher plant yields and enhanced flavor profile that are common of fruits and vegetables grown in spaces with automated environmental systems,” said Jensen. “It’s something that everyone should at least consider.”
New Cottage Food rules available for review, comment OLYMPIA, WA — Jelly producers across the state applauded last year when the Legislature adopted the Cottage Food Act. The law legalizes the sale of low-risk
BIG SPRINGS NURSERY and TREE FARMS Thank You For a Successful Season in 2011. We Look Forward to Supplying Quality Fraser Fir Christmas Trees For the Upcoming Season. We Specialize in Supplying Quality Garden Centers & Farm Stands with Beautiful Fraser Firs. WE WELCOME YOUR INQUIRY PLEASE CALL OR WRITE WITH YOUR NEEDS Richard Calhoun rkcdoc@skybest.com
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foods made in the home, allowing potentially hundreds of new small businesses into farmers markets and other direct-sales venues. Up to this point, all foods intended for sale to the public were produced in licensed commercial kitchens. This requirement was seen as a barrier to some small businesses, especially in rural areas where commercial kitchens were not available for rent. Since the law was passed, 250 homebased businesses have expressed interest in applying for a Cottage Foods license. The Washington State Department of Agriculture (WSDA) estimates that more than 1,000 Washington businesses may eventually apply for the license. Oregon, which enacted a similar law, has around 800 licensed cottage food operations. “The interest in this new license has been astounding,” said WSDA’s Kirk Robinson, assistant director for
food safety and consumer services. “Working with our applicants, we’ve developed a common-sense approach in helping these new home-based food businesses open their doors, while protecting the public from food-borne illness. We’re excited about working with these new operations.” WSDA spent several months meeting with interested bakers and others to write the rule necessary to implement the law. The draft rule, now available for review, stipulates which foods may be produced, the required licenses and inspections, as well as labeling requirements. Products allowed for sale under the draft rule include: breads, cakes, cookies, granola, nuts, jams and jellies, and other low-risk products. All recipes should have a cook step to prevent the spread of food-borne illness or be made from shelf-stable ingredients. Prohibited products include: meat jerkies, poultry, seafood,
canned or processed fruits and vegetables, fresh juices, pickles, dairy products and other higher-risk foods. Under the law, gross sales of cottage food products may not exceed $15,000 per year. Only direct sales to consumers are allowed; mail order or Internet sales are not permitted. Cottage food operations will be inspected annually by WSDA. Operators must have a food worker card from the local health department, a requirement typical for restaurant workers. Homes not on a public water supply must test their water for bacterial contamination. Costs to the business to meet all requirements should range from $230 to $290 per year. Operations must implement acceptable sanitary standards. Food contact surfaces and floors must be smooth and easily cleanable. Pets and children under 6 must be excluded from the kitchen when food is being prepared.
Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 15
by Kelly Gates Savvy produce growers are using greenhouse controls to create better efficiencies and reap greater yields. The most advanced systems are capable of monitoring everything from the amount of water individual plants receive to calculating the levels of photosynthesis taking place in fruits and vegetables. According to Merle Jensen, Professor Emeritus at the University of Arizona and consultant with Arizona-based Greenhouse Vegetable Consultants, precisely assessing the spectrum of environmental conditions is virtually impossible without the aid of automated controls. “There are systems on the market, which include both hardware and software, that can provide growers with absolute control over their greenhouses,” said Jensen. “They control light and temperature,
Greenhouse grower calls on House subcommittee to address agricultural labor crisis Bert Lemkes, co-owner of Van Wingerden Intl., Mills River, NC, testified April 17 before the House Judiciary Subcommittee on Immigration Policy and Enforcement. The subcommittee was holding a hearing on the E-Verify program, and identity theft issues. Lemkes’ growing operation, which employs 350 people at peak season, is using the federal E-Verify program and has learned first-hand of the challenges it poses for agricultural employers. Lemkes cautioned Subcommittee members that making E-Verify
mandatory without broader reforms could have the opposite of its intended effect, since false documents that feature a legitimate name and Social Security number routinely clear the E-Verify system now. It would also deprive greenhouses, nurseries, and farms of much of their labor force. Most of Lemkes’ testimony, though, focused on the need for Congress to create a viable and practical visa program for agricultural workers desperately needed by farmers across the country. “This spring … had us experiencing terri-
ble problems finding help for our busiest shipping season. When I get the question ‘how does E-Verify work for you?’ my answer is: ‘Those that are willing to do the work often fail the system, but many of those that pass the system, fail to do the work.’” “This latest in a series of E-Verify hearings signals a renewed push for passage of mandatory E-Verify legislation,” said Craig Regelbrugge, vice president of government relations for the American Nursery & Landscape Association and co-chairman
of the Agriculture Coalition for Immigration Reform. “Agriculture has been clear to E-Verify proponents: EVerify will decimate American agriculture unless you give us a market based and practical visa program to address the farm labor crisis,” Regelbrugge added. Lemkes emphasized this very point, telling Congress, “To put this in an agriculture picture — they are the cart and the horse. The cart can’t move without the horse, and they need to be in the right sequence.”
Page 16 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
California Homemade Food Act passes committee California’s version of a “Cottage Food Bill,” which was introduced in the state Assembly by Assembly member Mike Gatto (D-Los Angeles), unanimously passed the Assembly Committee on Health on April 17, but has a long way to go to become law. The bill creates a new category of food production called a cottage food operation, which, unlike other types of commercial food facilities, can be operated out of a home kitchen. The types of foods that a cottage food operation can sell are limited to “nonpotentially hazardous foods,” which are foods that are unlikely to grow
harmful bacteria or other toxic microorganisms at room temperature. A few examples of such foods include: • Baked goods without cream, custard, or meat fillings, such as breads, tortillas, cookies, churros and partries; • Jams, jellies, preserves and fruit butter; • Candy, such as toffee and brittle; • Fruit pies and fruit or vegetable tamales and empanadas; • Dried fruit; • Dried pasta; • Granola and other dried cereal;
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• Roasted coffee and dried tea; • Kombucha; and • Other similar products specified in rules to be adopted by the California Department of Public Health. The bill includes negotiated requirements for a “cottage food operation” including registration with a county health department; permits, inspections and fees for operations conducting indirect sales (to local shops and restaurants); packaging and labeling requirements; adher-
ence to sanitary procedures; and maximum limits on the operation size of $50,000 annual gross revenue and not more than one employee, in addition to help from family or household members. Co-authors to the bill include Assembly members Jared Huffman, Bob Wieckowski, V. Manuel Perez, Brian Nestande and Sen. Mark DeSaulnier. Source: California AgTour Connections, May 2012
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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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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. *** JUN 12 2012 Garden Tour Idaho Botanical Garden. All day rain or shine. Call 208343-8649. JUN 13 California Grown Show Long Beach Convention and Entertainment Center, Long Beach, CA. The ONLY show for California Growers. If it grows in California, it’s HERE! Register ONCE and gain access to BOTH the California Grown Show and Nursery Mart. Contact Daneé, 916-928-3900 or email info@cangc.org. On Internet at www.cangc.org The Nursery Mart Long Beach Convention Center, 300 East Ocean Blvd., Long Beach, CA. Products for Growers, Retailers and Landscape. Register ONCE and gain access to BOTH the Nursery
Mart and California Grown Show. Contact Daneé, 916928-3900 or e-mail info@cangc.org. JUN 14 23rd Annual Duffers Classic Stonecreek Golf Club, 14603 South Stoneridge Dr., Oregon City, OR. • 7 am - Check-in • 8 am - Tee off: 18 holes (shotgun start) • 1 pm - Barbecue lunch Early registration is $99/person by June 6, 2012. Registration after that will be $109/person. (incl. greens fees, cart, and food). On Internet at www.oan.org JUN 18-24 28th Perennial Plant Symposium and Trade Show Doubletree Hotel Lloyd Center, Portland, OR. On Internet at http://ppa@ perennialplant.org
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Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 19
Insect Control Foliar Fertilizing Debris Control plications Fungicide Ap
JUN 19-20 Retail Growth Solutions: A Mini-Conference for Florists Cherry Hill, NJ - Philadelphia Metro Area. Contact Laura Weaver, 800-336-4743 or email lweaver@safnow.org. JUN 26 Ohio Produce Growers & Marketers Association Summer Tour & Field Day 8 am - 4 pm. Eshleman Fruit Farm, 781 E. Maple St., Clyde & Buurma Farms, 3090 Kok Rd., Willard. Admission $20 for OPGMA members, $10 for each additional attendee from same operation, $25 for nonmembers, $10 for each additional attendee from same opeation. Registration online at www.opgma.org/?q=tour. For more information call 614--884-1140. JUL 10 Association of Northwest Landscape Designers Portland OR/Vancouver WA. Behind the Scenes Garden Tour. Call e-mail gardentour@anld.com. JUL 16 Northwest Nursery Research Day Oregon Garden Resort, Silverton, OR. On Internet at www.oan.org AUG 8-11 National Christmas Tree Association Convention & Trade Show Sacramento Convention Center, Sacramento, CA. More than 350 Christmas Tree growers, wholesalers, retailers, Choose & Cut farmers and related industry members from around the world. On Internet at www. christmastree.org/ convention2012.cfm AUG 8-12 NCTA Convention & Trade Show Sacramento, CA. Contact NCTA, 636-449-5070 or email info@realchristmastrees.org. On Internet at www.christmastree.org/ convention2012.cfm AUG 17-20 NAFDMA 2012 Advanced Learning Retreat Tanners Orchard, Speer, IL. On Internet at www.nafdma.com AUG 26-28 38th Annual FARWEST Show Oregon Convention Center, Portland, OR. On Internet at www.farwestshow.com SEP 6-7 Montana Nursery & Landscape Association Fall Tour Bozeman Area. Call 406-7553079 or e-mail ED@ plantingmontana.com. SEP 11 Fall Tour Montana Nursery & Landscape Association, Bitterroot Valley, MT. Call 406-7553079 or e-mail ED@ plantingmontana.com. NOV 2-6 2012 Irrigation Show & Education Conference Orange County Convention Center, Orlando, FL. Call email info@irrigationshow.org. JAN 9-10 2013 MT Green Expo Holiday Inn Grand Montana, Billings MT. Call 406-7553079 or e-mail ED@ plantingmontana.com.
Page 20 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
GREENHOUSE Greenhouse Energy Conservation Checklist leaving 1" gaps allows 23,000 Btu/hr of heat to escape, costing $0.35. A partially open louver may allow several air changes per hour. Additional fuel is needed to heat this air. Shut off some fans during the winter and cover openings with insulation or plastic to reduce infiltration of air. • Repair broken glass or holes in the plastic covering. • Close holes under the foundation of plastic houses. Double Covering • Line the "inside" sidewalls and end walls of greenhouse inside with poly or bubble wrap to achieve the thermopane effect. Install double wall polycarbonate structured sheets to get insulation effect and reduce recovering labor. • Use poly with an infrared inhibitor on the inner layer for 15 percent savings. Payback is 2-3 months. • Add a single or double layer of plastic over older glasshouses to reduce infiltration and heat loss by 50 percent.
Energy Conserving Curtain • Install a thermal curtain for 20 percent-50 percent savings. Cost at $1.00 - $2.50 per square foot will result in payback within 1 to 2 years. Tight closures should be maintained where curtains meet sidewalls, framing or gutters. Use a U-shaped trap to prevent heat from escaping overhead. Heat and water lines should be insulated or located below the thermal curtain. An energy curtain can significantly reduce nighttime heat loss from a greenhouse. Foundation and Sidewall Insulation • Insulate the foundation - place 1-2" polyurethane or polystyrene board to 18" below ground to reduce heat loss. This can increase the soil temperature near the sidewall as much as 10 degrees during the winter. • Insulate the kneewall or sidewall to bench height. Use 1" to 2" of insulation board. Applying 2" of foam insulation to a 3' high kneewall on a 28' x 100' greenhouse will save about 400 gallons of fuel oil/year. • Insulate behind sidewall heat pipes - Use aluminum faced building paper or insulation behind heat pipes to radiate heat back into the growing area. Leave air space next to the wall to prevent frost damage to the wall. Site Location • Locate new greenhouses in sheltered areas to reduce wind-induced heat loss, if this does not reduce light. • Install windbreaks on the north and northwest sides of the greenhouse. The windbreak can be a double row of conifer trees or plastic snow fence. Space Utilization • Increase space utilization to 80 percent - 90 percent with peninsular or movable benches. • Install multi-level racks for crops that don't require high light levels. • Grow a crop of hanging baskets on overhead rails or truss-mounted conveyor system. • A roll-out bench system can double growing space. Top level plants are moved outside during the day. Efficient Heating System • Installation of floor or under-bench heat will allow air temperature to be set 5° - 10°F lower. • Yearly maintenance- Check boiler, burner and backup systems to make sure they are operating at peak efficiency. Have furnaces cleaned and adjusted and an efficiency test run before heating season. A 2 percent increase in efficiency for a 30' x 150' greenhouse will save about 200 gallons of fuel oil. • Clean heating pipes and other radiation surfaces frequently. • Check accuracy of thermostatscorrecting a reading that is 2ºF off will save $100-$200. • Install electronic thermostats or controllers with a 1°F accuracy. Poten-
tial yearly savings of 500 gallons of fuel oil in a 30' x 100' greenhouse when changing from a mechanical to electronic thermostat or controller. • Aspirate thermostats or sensors for more uniform temperature control. Differential between on and off can be reduced as much as 6ºF. • Install horizontal air flow (HAF) fans to get more uniform temperature in the growing area. • Insulate distribution pipes in areas where heat is not required. • Check and repair leaks in valves, steam traps and pipes. Efficient Cooling System • Build new greenhouses with openroof design to eliminate the need for fans. • Install roll-up or guillotine sides to reduce the need for fan ventilation. • Use shading to reduce the need for mechanical cooling. • Install evaporative cooling to get better temperature control during the summer. • Select fans that meet AMCA standards and have a Ventilation Efficiency Ratio greater than 15. • Use the largest diameter fan with the smallest motor that meets ventilation requirements. • Keep doors closed when fans are operating. Locate intake louvers to give uniform cooling. Conserve Electricity • Have wiring system inspected for overloading, corroded parts and faulty insulation. • Replace 3 hp or larger motors with high efficiency or variable frequency drive motors to reduce electric consumption by 2-5 percent. • Check for proper belt tension and alignment. • Replace incandescent bulbs with low wattage (compact) fluorescent or HID bulbs. Can save 67 percent on electricity. • Install motion detectors to control security lights so they are not on all the time. Trucks and Tractors • Regularly scheduled tune-ups can save 10 percent on fuel usage. Keep tires properly inflated. • Avoid lengthy idling. Idling can consume 15-20 percent of the fuel used. • Run equipment in the proper gear for the load. Water Systems • Locate hot water tanks as close as possible to the largest and most frequent use. Insulate pipes. • Heat water to the lowest temperature needed, usually 120ºF is adequate. • Use pipe size large enough to supply necessary water at minimum friction loss. • Eliminate water leaks - A dripping faucet at 60 drops/min. will waste 113
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Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 21
by John Bartok, Jr., Agricultural Engineer, University of Connecticut High energy costs make conservation and efficient use of facilities an important part of today's greenhouse operation. New greenhouse designs, better glazing, improved heating and ventilating equipment and new management systems should be included when upgrading or adding on. With typical annual energy usage being 75 percent for heating, 15 percent for electricity and 10 percent for vehicles, efforts and resources should be put where the greatest savings can be realized. The following checklist can help you make energy-saving improvements to a greenhouse operation. Reduce Air Leaks • Keep doors closed - use door closer or springs. • Weatherstrip doors, vents and fan openings. • Lubricate louvers frequently so that they close tightly. If you burn fuel oil at a cost of $1.50 per gallon, a 48" fan louver that fails to close properly
Page 22 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
Using existing greenhouse ebb and flow benching for hydroponic raft lettuce production by George Crosby, Ph. D., Department of Plant Science, State University of New York at Cobleskill Making good use of expensive greenhouse space by diversifying crop production and keeping greenhouses full are key considerations for growers in today's competitive market. This may be a good time to consider some alternative production systems that may readily utilize existing greenhouse equipment. Consumers currently have healthy appetites for locally grown produce, and the demand for high-quality leafy green vegetables is strong. Field-grown lettuces can be highly perishable and represent one of the more difficult crops to handle during the heat of summer at local retail farm stands and farmer's markets. Hydroponically - grown greenhouse lettuces harvested with roots on may provide a good opportunity for local greenhouse growers to establish a new crop while using existing greenhouse equipment. Hydroponic production continues to attract interest among growers as a method of producing high-end greenhouse-grown vegetables. Contemporary hydroponic culture often uses highly sophisticated technology to produce crops of extremely high quality in relatively short periods of time. Hydroponic systems often are a part of “CEA”, or controlled environmental agriculture facilities.
CEA greenhouses are generally designed as crop-specific operations frequently dedicated to a particular type of hydroponic production. Short-term hydroponic crops - particularly leafy greens like lettuce - may be grown successfully using existing ebb and flow benching. This is particularly attractive for growers who desire to fill gaps in their production schedules periodically during times of the year when their greenhouses may be partially empty. Using existing growing facilities provides a grower an opportunity to try an alternative cropping system without committing to infrastructure dedicated specifically to hydroponics. Raft culture is a common method for growing hydroponic crops where plants are floated on “ponds”, which are either constructed of concrete or are polyethylene lined, and typically measure about 1-foot deep. This depth is necessary to minimize damage to roots as they are dragged along the bottom of the ponds and the possibility of subsequent infection as rafts are pushed through their crop cycle, usually starting at one side of a greenhouse at planting and ending up at the other side at harvest. An alternative to custom-built ponds for raft production uses existing ebb and flow benching, common to many greenhouse ranges. The shallow depths typical of ebb and flow
Energy from 21 gallons/month. Management • Lower night temperature - Fuel consumption is reduced 3 percent for each 1ºF night temperature is lowered. • Delay starting the greenhouse by a week or more. Build a germination/growth chamber to start seedlings. • Keep growing areas full at all times. For more information visit www.extension. org/pages/28041/introduction-to-greenhouse-efficiency-and-energy-conservation Source: www.extension.org
benching may be overcome by keeping plants in one location throughout the growing period. Hydroponic lettuce crops have been grown successfully using this technique for the past several years in the Plant Science Department at the State University of New York at Cobleskill. Ebb and flow benching is lined with polyethylene to ensure there are no leaks in the raft system. While benching may be relatively leak-free and sufficient for bottom watering potted crops, it is critical that the benches be made 100% leak-free to ensure no loss of nutrient solution from the hydroponic system. Lettuce plants are spaced 8-inches on center on StyrofoamTM (1inch “Blue Board”) boards, and planted in batches so plants remain in the same location for the entire growing period. This strategy eliminates the concern of roots dragging along the bottom of the pond. Dissolved oxygen levels must be maintained at a minimum of 4 parts per million (ppm) for proper root respiration, and is easily accomplished by using a regenerative blower and air stones. An appropriate nutrient solution would consist of 8 ounces of 511-26 Hydrosol, 8 ounces of calcium nitrate, 5 ounces of magnesium sulfate, and 20 g of chelated iron per 100 gallons of water. A 40-foot long,
4-foot wide ebb and flow bench filled to a depth of about 2-inches will hold approximately 200 gallons of nutrient solution, with a fertilizer cost of just a few dollars. A pH of 5.8 is maintained in the nutrient solution by adding phosphoric acid. Since lettuce is a cool season crop, temperatures - and therefore heating costs - may remain lower than those required for warm season vegetables. On the other hand, growers who wish to attempt growing hydroponic lettuce during the summer in greenhouses must have structures with good cooling systems. Lettuce is seeded in 1-inch diameter rockwool or Oasis® cubes and grown for 10-14 days before being placed in the raft system. Lettuce seed germination and seedling growth is favored by relatively high light levels during this period and 24-hour light increases seedling growth tremendously. An additional 3-4 weeks is required in the hydroponic system. Red and green leaf lettuce, Romaine and bibb-style lettuces may all be grown successfully using this system. Plants are generally harvested with roots on which greatly increases shelf life. Bibb-style lettuce is often packaged in individual clamshell containers, while leaf lettuce is generally bagged or sleeved. A 25' X 50' greenhouse with
four, 4'x 40' ebb and flood tables each holding 300 plants can produce 1200 plants per batch per crop cycle. This method of lettuce production may be particularly attractive to diversified farm-stand operations having the opportunity to sell high-quality lettuce at retail prices. Assuming a 95% pack out rate and $3.00 per head pricing, harvesting one bench weekly - 300 plants would gross around $850 per bench or $3400 for all four benches. Leafy green vegetables may also be grown hydroponically in unheated hightunnel structures. Lettuce has been harvested as late as early December from high tunnel hydroponic systems here in Cobleskill. Specialized facilities can greatly improve hydroponic crop production, but highquality leafy green vegetables like lettuce may be produced using existing greenhouse facilities. While growing hydroponic lettuce may not be for everyone, it may provide some growers with an opportunity to establish a niche market and increase the use of their greenhouse space. George Crosby is a faculty member in the Department of Plant Science at the State University of New York at Cobleskill where he teaches courses in Hydroponics, Greenhouse Management, and Vegetable Production.
Greenhouse maintenance tips from Growers Supply — work smart, not hard! ate, you should look at every square foot of your greenhouse. Make sure it is secure and clean, not cracked or torn. Clean with a mild soap and soft cloth to improve light penetration and plant growth. Poly film that is only a year or two old can be easily repaired with greenhouse repair tape. However, if your poly film is three to five years old, it may be time to consider an upgrade to a new film or polycarbonate. 3. Inspect your gutters and doors. Gutters often need to be cleaned and re-caulked to prevent leaks and your doors will need adjusting. Doors that seal properly will save you money on heating. Gutters that don’t leak prevent excess moisture and disease problems
within your growing environment. Air Quality 1. Check your heater or evaporative cooling system (depending on season). Both need to be inspected and tested annually. Evaporative cooling pads should be cleaned and disinfected to optimize airflow and minimize fungus growth. Treat your cool pads with an anti-fungal agent as your manufacturer recommends. Your heating system should also be cleaned and completely inspected. Shop-vac any dust and debris that may have accumulated and be sure the vent is not obstructed. 2. Plants generally enjoy a humidity level between 50 to 60 percent. If your air is too dry, transpiration is increased and the plants
can become easily stressed. In this situation, plants can quickly become dehydrated. Pest problems will also be more likely to arise. If the plants are too moist, fungal diseases (such as botrytis) and mold can become a
problem. Horizontal airflow (HAF) fans can help create consistent humidity levels and improve overall plant growth. Inspect all exhaust fan belts and replace as necessary. 3. If you really want to optimize plant
growth, consider injecting CO2 into your growing range. While humans breathe oxygen and release CO2, plants do just the opposite. Increased levels of CO2 (up to 900 ppm) can “super -charge” the
Caulking will prevent leaks and will save you money on heating.
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Month 2009 • COUNTRY FOLKS GROWER WEST • Section A - Page 23
Whether you are managing an 8’ by 10’ structure or a greenhouse covering acres, the maintenance principles are the same. By following this simple checklist, you can minimize your maintenance efforts while maximizing your profits. Your Structure 1. Take a thorough walk around your greenhouse, both inside and out. Look for any loose, worn or rusted screws or bolts. Replace or tighten as needed. Change out any suspect hardware. Replace them now-don’t wait for them to fail! Adjust vents and lubricate rack and pinion systems. 2. Carefully inspect your greenhouse covering. No matter if you are covering with glass, poly film or polycarbon-
plant’s photosynthesis process. You will notice increased growth and higher yields in a very short period of time. The best time to inject CO2 is during the daylight hours when the plants are photosynthesizing but while your vents are closed. Water and Soil Quality 1. Send in your water for analysis at least annually. Watch for high pH (most plants prefer 5.8-6.2 pH) and/or “heavy metals.” Acid injection can often eliminate both problems and provide a more consistent, productive crop. If you happen to grow in an area with low pH, you may need to supplement your irrigation water with sodium bicarbonate (baking soda) to reach your desired pH level. 2. The same goes for your soil. Send in a soil sample to help you fine tune your growing operation. Your local extension agent can help you with this and provide you with sample bags. A prudent grower tests both water and soil often because the pH and nutrient levels can fluctuate. 3. Consider an upgrade to a pH/EC controller such as the Hanna® 5000 Mini Fertigation System. Take the guesswork out of your
www. leepub .com
Page 24 - Section A • COUNTRY FOLKS GROWER WEST • Month 2009
Tips from 23 production and know exactly what your plants are getting each time they are irrigated. Keeping on top of greenhouse maintenance will prevent more costly repairs down the line. By running through this easy
checklist once or twice a year, you can keep your growing operation running at maximum efficiency. Growers Supply is the leading manufacturer of greenhouses, high tunnels and hydroponic systems, offering de-
sign-build solutions for the horticulture industry. Growers Supply is an expert in the field and by following this checklist you can minimize your maintenance efforts while maximizing your profits. Growers Supply can provide
planning, design, startup and operation training, and their knowledgeable National Account Managers can help you with any project. With a catalog of over 30,000 products, complete growing systems can be custom de-
signed to fit the needs of your home or business. For more information on Growers Supply and its line of greenhouses and hydroponic systems, call 800-476-9715 or visit www.GrowersSupply.co m/ADCFG.