Grower Northwest 10.12

Western Edition

Section One of One

GROWER

October 2012 Volume 6 Number 11

$2.50

Serving All Aspects of Commercial Horticulture

Greenhouse • Nursery • Garden Center • Fruit & Vegetable • Farm Markets • Landscapers • Christmas

Sunnyside Gardens

~ Page 2

Miller Farms ~ Page 4

Classifieds . . . . . . . . . . . 17 Christmas . . . . . . . . . . . 20 Melissa Piper Nelson

Today’s Marketing . . . . 10

INSERTS: Grower Marketplace Produce Promotions

by Kelly Gates The company’s slogan is, “Brighten your day the Sunnyside Gardens Way.” Its mission statement includes phrases like “providing top quality plant material” and “achieving long term success for users of the products we stock.”

Sunnyside Gardens of Idaho Falls, Idaho is a business committed to catering to its

Sunnyside Gardens Sunnyside Gardens and son of owner Kevin McCracken.

“We use social media like Facebook and we do spontaneous text promotions that are very effective too.”

Because Facebook is such a casual, interactive medium, the company receives feedback from its customers when posting about new products or offering discounts to them.

A professional texting serv-

A bird’s-eye view of Sunnyside Gardens.

customers’ every need. The owners also understand the importance of marketing positive messages and unique promotions to people in creative ways.

“We use a lot of traditional forms of marketing, like radio, which takes up the largest portion of our advertising budget. We have also had success advertising on cable channels during gardening programs,” said Aaron McCracken, Vice President of

ice has also been beneficial for the business. According to Aaron, he collected emails and cell numbers previously used for Constant Contact messages, plugged them into an online texting service and began sending call-to-action promotions that have brought in patrons by the dozens.

“I simply advertise asking people to text a word like ‘plant’ or ‘garden’ to receive local gardening tips and to enter to win a prize,” he

Tomato-tasting is one of Sunnyside’s unique activities that helps the garden stand out from other retail competitors.

explained. “Because we can track how many people text in from each word, we know how effective we are with our outreach and how to better use our advertising dollars the next year.”

Aaron always includes information about the products in-store or helpful tips in the texts to continually make people think about everything the company has to offer.

The constant mention of inventory is something all garden centers should do when marketing. Adding helpful tips is Sunnyside Gardens’ way of differentiating itself from competitors, said Aaron.

Because larger chains don’t typically have employees with the extensive horticulture experience that the McCrackens and their staff possess, repeatedly texting and posting advice, tips and instructions about gardening and landscaping reminds customers of one of the best things about shopping at Sunnyside — knowledgeable, one-on-one customer service.

“We have also texted quick promotions for things like a free flat of flowers for the first five people who come in and show our cashier the post on their cell phones,” Aaron told Country Folks Grower. “We actually did that free flower promo and within minutes of posting, all five flats were claimed.”

Over the next 10 to 15 minutes, another 30 to 35 people stopped in to see if they had won as well. Some admitted to driving in the area, seeing the post and literally turning around their cars on the spot in response to the offering.

The company uses promotional material and signage in the garden center, asking shoppers to text a word in order to receive an instant discount. This can be applied to plants, hardware, bulk materials or just about anything, said Aaron.

Sunnyside Gardens carries all of these types of products and more. The garden center has around 40,000 sq. ft. of covered greenhouse space for growing and retailing annual bedding plants, vegetable plants, hanging baskets and pre-planted containers.

“We offer a wide variety of potted containers and we display the same flowers and plants that make up the contents of the containers nearby,” said Kevin McCracken. “Some peo-

A customer shows owner Kevin McCracken a text in order to qualify for Sunnyside’s marketing promotions.

Photos courtesy of Sunnyside Gardens

ple like to see an example and customers to sample an then pot up a similar contain- assortment of tomato varieties er themselves. Others like to grown from tomato plants buy more of the same flowers sold at Sunnyside. They were and plants and incorporate invited to vote for their them throughout their land- favorites and to learn about scapes to have color consis- the many different types of tency in containers and beds.” tomato plants that are availfor purchase Aside from annuals, able Sunnyside Gardens also sells at the nursery each year. shrubs, trees and other nurs- People can even buy vineery stock. Much of these ripened tomatoes and cucummaterials are stocked out- bers grown on site during peak season, said Kevin. doors.

“We try to promote everyThe company grows nearly thing that everything it sells on we carry by site. Annuals are advertising, planted from seed.

Shrubs and trees are Repeatedly texting sampling or directing ordered as bare root and posting advice, people to and grown on from there. By producing tips and instructions the different most plants in about gardening and p r o d u c t s house, the garden landscaping reminds personally,” center is able to keep customers of one of he said. “We prices low, effectivethe best things about carry bulk bark and ly attracting cusat r o c k , tomers who might shopping otherwise choose S u n n y s i d e — b a g g e d large retailers knowledgeable, one- products, a because of the sav- on-one customer full line of chemicals, ings. service. fertilizers, “With prices fairly sprinkler compatible, it all g o o d s , comes down to what we can offer customers by way packets of vegetable seeds, of education, information and bulk grass and vegetable personal interaction,” said seeds and a lot more.”

While it takes extra effort to Kevin. “We employ quite a few horticulture interns from a constantly promote all of the local university and we teach items in store, it certainly gardening, potting and other pays off in register rings and classes too, all of which trans- loyal customers who come late into a better customer back year after year to buy from the family business. And service experience.”

Classes are requested it is this extra effort that has throughout the year. The enabled Sunnyside Gardens company has also hosted to thrive in the highly competunique activities, like a toma- itive world of retail sales for to-tasting event that allowed more than 25 years.

by Emily Enger Everyone has driven past a roadside sign advertising a small niche business or local farmers market. Sometimes those signs intrigue a driver enough to stop. But homemade signs tend to be difficult for drivers to read or contain confusing directions and, in our focused, fastpaced society, fewer customers feel stopping is worth the hassle.

This segment of lost business is a rather large target audience that growers and farmers can utilize to increase their average customer base. Jim Hoffman

Harnessing the best potential for roadside signs American Farmers Direct Marketing Association, thinks they should. In the face of modern systems of marketing, Touchette is quick to caution against sacrificing one target audience for the convenience of another. “Not everyone has facebook and twitter,” he reminds. “[to assume that] would be a mistake.”

Touchette does have a few tips and strategies to help farmers better utilize their signs’ potential, however.

First priorities, he claims, should be placement and frequency. “Give people some warning but be within three

Placement of signs is highly important. This sign is directly on the proper turn to assure out-of-towners that this is the correct road.

Due to its large size, drivers would have seen the sign from a distance, plus it is the third Sand Flats sign on this road, so drivers received plenty of warning, as well.

uses roadside signs to adver- to four turns of your busitise his farm, Sand Flats ness at least.” Touchette cauOrchard, an apple orchard, tions that placing signs too greenhouse and bakery locat- far away from a business ed in Fonda, NY. Hoffman would be ineffective. “People are rarely willing mourns that less to drive more than five percent than two or so of his customers “ Advertising is turns out of their are so-called way.” “impulse stop- related to people Once farmers pers” or tourists. being conscious of have circled a “It picks up in the fall, certainly, but what they intend to nearby radius to place signs, the most of my cusbuy. [Farmers] next key is to tomers are regulars or people should think of what place them often. they’re doing as “The more frecoming intending to stop,” he says. communication or quency, the better,” recommends “My road signs outreach.”

Touchette. “Every simply provide a ~Charlie Touchette sign breaks a reminder that I’m [potential cushere.” tomer’s] will each Can rural businesses reposess that impulse time.”

For Hoffman, this advice is traffic? Should they want to?

Charlie Touchette, Executive already applied. Hoffman Director of the North posts three signs along each

Jim Hoffman, owner of Sand Flats Orchard, keeps his signs simple and consistent in both logo and font.

He builds and paints each sign himself, but hires a print shop to design the lettering.

Photos by Emily Enger

route leading to his orchard.

He starts with two small signs as hints, which cumulate to one of his signature two foot apple signs placed directly at the turn customer’s should take. The apple signs are simple, with just his business name and an arrow directing customers in the proper direction.

Because the signs are targeting out-of-town drivers, an address or other specifics are futile and simplicity is the focus instead.

Hoffman employs general marketing wisdom with his signs, such as a consistent logo (in his case, an apple), big lettering and simple phrases, strategies with which Touchette concurs.

But Touchette continues on to express concern at equating roadside signs with advertising billboards.

“Advertising is not related to impulse; advertising is related to people being conscious of what they intend to buy.

[Farmers] should think of what they’re doing as communication or outreach.”

Hoffman recognizes this difference; he is also quick to acknowledge that his advertisements in local papers provide much more traffic. But he doesn’t intend to give up on attracting tourists, who remain a hope for increased

business in an otherwise consistent industry. In his orchard’s history, he has made changes that attempt to reach out instead of just advertize to impulse stoppers. For example, his road signs now hold a shingle boasting cider donuts. Where many tourists wouldn’t have the need to buy a bushel of apples, a brief stop to purchase fresh donuts for their drive through the beautiful countryside may be an angle to bring them in.

This adjustment in his

business is one that Hoffman is more than willing to employ.

“It’s not about growing apples,” Hoffman confesses.

“It’s about getting [people] in the door. It takes a long time to grow a customer base; marketing is certainly part of that. You can’t stay in farming if you can’t market.” Far from resentful of these practical adjustments, Hoffman recounts with a smile, “A wise man once told me, ‘Anybody can grow apples; it takes a genius to sell them.’”

Multiple signs stacked at Sand Flats Orchard to be posted later as the Hoffman’s prepare for the fall season.

Miller Farms

by Kelly Gates Located in Platteville, CO, Miller Farms has evolved from a dairy operation into a roadside produce sales business and eventually, into a company that sells at more than 40 farmer’s markets weekly.

In recent years the farm’s owner, Joe Miller, has added a fall festival to the farm, drawing a massive crowd of customers to the site each autumn.

While there are many similarities between Miller Farms’ fall offerings and those at other farms, there are also a few things that make it unique.

“We have a hayride and a pumpkin patch, a

corn maze and all sorts of fall produce and products,” Miller told Country Folks Grower. “ But we also let our customers go out into our 140 acres of fields at our homestead and pick their own produce, filling five pound bags with potatoes, tomatoes, carrots, onions, beets, Indian corn, squash, peppers and other vegetables, whatever they want to put in the bags.”

Thousands descend on the farm each fall for this unusual opportunity.

They also come to see the vast collection of antique cars, tractors, fire engines and other vehicles the Millers have acquired over the years.

The old-fashioned items

Picking potatoes is a multi-generational activity at Miller Farms.

Photos courtesy of Miller Farms

form a makeshift museum that is not only interesting to see, it’s interactive.

Photo courtesy of Sunnyside Farms Kevin McCracken, owner of Sunnyside Farms, has successfully blended technology into his marketing practices.

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“People love to sit in the cars or on the tractors and have their pictures taken,” said Miller.

“We have some painted to look like the characters from the kids movie ‘Cars’ and one that looks like the Ghostbusters car and another that looks like Kirby the Love Bug. Last year, we added an old airplane, which people really liked.”

Other activities at Miller Farms include a petting zoo, a bounce pillow and a giant hill slide, to name a few.

There is enough going on to keep guests busy all day. And an on-farm concession stand offers sustenance for those who need refueling before heading back out to pick their own pumpkin in the 25-acre pumpkin patch.

“We also have a retail store where people can buy produce and we sell a variety of value-added products too,” said Miller. “We have a guy in Fort Collins who makes salsas and marinara sauces using our produce. We also have a line of private label jams that we purchase from a manufacturer in Arkansas.”

Although the fall festival takes place on 140 acres, Miller Farms’ production spans more than 900 acres in all. Much of the land is dedicated to feed corn. The remainder is used to grow vegetables for the 40-plus farmer’s markets that the Millers attend weekly along the front range of the Rockies — from Colorado Springs to Wyoming.

Joe attends five mar-

kets each week. His wife Chris manages four farmer’s markets for the farm. And the couples’ seven kids, extended family and friends also lend a hand, covering the large number of locations.

“We like to keep things simple, having family and close friends involved with all sales,” noted Miller. “Getting the

there to pick up their shares of the farm’s CSA offerings.

“We started the CSA six years ago and never even had to advertise once,” said Miller. “Just like our fall festival, which started in 1996 and is now so big, we spend most of our time directing traffic, the CSA has increased in size each year with no marketing effort on our part.”

Traditional CSAs present members with a preselected variety of produce. Miller Farms however, hands its CSA members a half-bushel or a full bushel and allows them to choose what they want.

As long as they can fit it all in the container, they can have any combination of fruits or vegetables they desire, said Miller, adding that the fruits the farm sells at the markets and through the CSA are made available through a partnership with other area growers.

Harvest time means picking pumpkins at Miller Farms.

produce ready to go is straightforward too. We don’t wash or process anything. We just pick fresh, pack everything into our trucks and head to the market.”

Because the region is filled with sandy soil, potatoes, carrots, onions and other items do not require the extra effort of cleaning. The growers just tell customers to rinse each item at home before consuming.

Many people come to the farmer’s markets each week to browse the newly harvested produce sold by Miller Farms.

More than 400 of the repeat customers are

With such a wellrounded farm under foot, the Miller family has no major plans to change the business anytime soon, though the fall festival may be expanded slightly.

And, as Joe and his wife get closer to retirement age, they are beginning the process of succession, mentoring their son and daughterin-law to one day take over the farm. But regardless of any subtle shifts that might occur, they hope the business will long remain a family farm with a focus on fresh produce and fall festival fun.

BUYER’S GUIDE INDEX AGTOURISM-AGRITAINMENT Produce Promotions ALTERNATIVE ENERGY Advancing Alternatives, Inc. ASSOCIATION Empire State Producers Expo BERRIES Awald Farms BioSafe Systems, LLC Doyle’s Thornless Blackberry, Inc. Nourse Farms, Inc. Vis Seed Company, Inc. CARTS AND WAGONS Satch Sales Wellmaster Carts CHRISTMAS ITEMS, OTHER JRM Chemical, Inc. Produce Promotions Santas Wholesale Supply CHRISTMAS TREES Natives Northwest Christmas Trees Needlefast Evergreens, Inc. Olson’s Balsams Produce Promotions EQUIPMENT-FRUIT & VEGETABLE Anderson Injectors (H.E. Anderson Co.) BioSafe Systems, LLC Dema Engineering Company Mechanical Transplanter Co. OESCO, Inc. Quick Industries, Inc. Robert Marvel Plastic Mulch Small Farm Works Stokes Ladders, Inc. EQUIPMENT-GREENHOUSE A1 Mist Sprayers Resources, Inc. Advancing Alternatives, Inc. American Coolair Corporation Anderson Injectors (H.E. Anderson Co.) BioSafe Systems, LLC Farm Wholesale Ag Growing Systems, Inc. Nolt’s Midwest Produce Supplies OESCO, Inc. Oregon Valley Greenhouses Inc Quick Industries, Inc. Seed E-Z Seeder, Inc. Small Farm Works Steele Greenhouse Components, Inc. EQUIPMENT-NURSERY & LANDSCAPE A1 Mist Sprayers Resources, Inc. Anderson Injectors (H.E. Anderson Co.) Awald Farms BioSafe Systems, LLC Dema Engineering Company Mechanical Transplanter Co. O’Neill Associates OESCO, Inc.

Pine Bush Equipment Company, Inc. Quick Industries, Inc. Salem Farm Supply, Inc. Stokes Ladders, Inc. Thomas Bros. Equipment Sales Inc. FARM MARKET ITEMS Nolt’s Midwest Produce Supplies Produce Promotions Putnam Plastics Inc. Quick Industries, Inc. Santas Wholesale Supply Tokens Direct Vitamin Institute FENCING AND TRELLISING OESCO, Inc. Olson’s Balsams Quick Industries, Inc. FERTILIZER Acadian Seaplants Limited Doyle’s Thornless Blackberry, Inc. JRM Chemical, Inc. Nolt’s Midwest Produce Supplies Soil Technologies Corp.

Vantage Partners FRUIT TREES A1 Mist Sprayers Resources, Inc. Harris Seeds GENERATORS OESCO, Inc. GREENHOUSE PLANTS-FINISHED Barone Gardens BioSafe Systems, LLC Hazzard’s Plants & Seeds Vitamin Institute GREENHOUSE PLANTSYOUNG PLANTS Barone Gardens BioSafe Systems, LLC Fleurizon LLC Harris Seeds Hazzard’s Plants & Seeds Vis Seed Company, Inc. Vitamin Institute GREENHOUSES AND SUPPLIES A1 Mist Sprayers Resources, Inc. Advancing Alternatives, Inc. Dema Engineering Company Farm Wholesale Ag Grower’s Supply JRM Chemical, Inc. Natural Industries Nolt’s Midwest Produce Supplies Northern Greenhouse Sales Oregon Valley Greenhouses Inc Quick Industries, Inc. RootMaker Products Company, LLC Santas Wholesale Supply Steele Greenhouse Components, Inc. Vitamin Institute Warp’s Flex-O-Glass Greenhouse Films

GROUND COVERS Nolt’s Midwest Produce Supplies Northern Greenhouse Sales Vantage Partners HEATING Nolt’s Midwest Produce Supplies Oregon Valley Greenhouses Inc HYDROPONICS BioSafe Systems, LLC Grower’s Supply Vitamin Institute HYDROSEEDING Ecologel Solutions, LLC JRM Chemical, Inc. Vitamin Institute IRRIGATION Anderson Injectors (H.E. Anderson Co.) BioSafe Systems, LLC Dema Engineering Company Ecologel Solutions, LLC Growing Systems, Inc. Nolt’s Midwest Produce Supplies Rain-Flo Irrigation LLC Robert Marvel Plastic Mulch Vitamin Institute LANDSCAPE PRODUCTS JRM Chemical, Inc. OESCO, Inc. Quick Industries, Inc. RootMaker Products Company, LLC Soil Technologies Corp.

Tallman Ladders, Inc. Vantage Partners Vitamin Institute MULCH PLASTIC Harris Seeds Mechanical Transplanter Co. Nolt’s Midwest Produce Supplies Northern Greenhouse Sales Rain-Flo Irrigation LLC Robert Marvel Plastic Mulch Vantage Partners MULCH-LANDSCAPE Northern Greenhouse Sales NATIVE PLANTS Vitamin Institute NURSERY SEEDLINGS AND TRANSPLANTS Harris Seeds

Find the product category you are interested in on this index and then refer to the expanded company listing on the pages that follow.

NURSERY YOUNG PLANTS Awald Farms BioSafe Systems, LLC D & B Plants Hazzard’s Plants & Seeds Vis Seed Company, Inc. Vitamin Institute

PRODUCE BioSafe Systems, LLC

ORCHARD SUPPLIES A1 Mist Sprayers Resources, Inc. OESCO, Inc. Quick Industries, Inc. RootMaker Products Company, LLC Stokes Ladders, Inc. Superior Fruit Equipment Tallman Ladders, Inc. Vitamin Institute Wafler Nursery

PUMPKINS AND HALLOWEEN Awald Farms BioSafe Systems, LLC Produce Promotions Santas Wholesale Supply Tokens Direct

ORGANICS Acadian Seaplants Limited BioSafe Systems, LLC Harris Seeds Natural Industries Soil Technologies Corp.

PACKAGING Putnam Plastics Inc. PEAT MOSS AND GROWING MIXES Harris Seeds JRM Chemical, Inc. Nolt’s Midwest Produce Supplies Soil Technologies Corp.

PERENNIALS Barone Gardens Hazzard’s Plants & Seeds Vis Seed Company, Inc.

PRUNING OESCO, Inc. Stokes Ladders, Inc. Superior Fruit Equipment

SEED-FLOWER Barone Gardens Harris Seeds Hazzard’s Plants & Seeds Olds Garden Seed - Seedway Terroir Seeds LLC Vis Seed Company, Inc. SEED-VEGETABLE Barone Gardens Growing Systems, Inc. Harris Seeds Hazzard’s Plants & Seeds Kitazawa Seed Company Nolt’s Midwest Produce Supplies Olds Garden Seed - Seedway Ornamental Edibles Outstanding Seed, LLC Rupp Seeds, Inc. Terroir Seeds LLC Vis Seed Company, Inc. SEEDERS Growing Systems, Inc. SKID STEER Randall Implements SOIL AND COMPOST Soil Technologies Corp.

Vantage Partners Vitamin Institute

PEST CONTROL BioSafe Systems, LLC Harris Seeds Natural Industries Soil Technologies Corp.

SPECIALTY FOODS Dillman Farm, Inc.

POTS-CONTAINERS Anderson Die & Manufacturing Harris Seeds Nolt’s Midwest Produce Supplies RootMaker Products Company, LLC Santas Wholesale Supply Small Farm Works Vantage Partners

SPRAYERS A1 Mist Sprayers Resources, Inc. Dema Engineering Company Nolt’s Midwest Produce Supplies OESCO, Inc. Thomas Bros. Equipment Sales Inc.

STAKES OESCO, Inc. Quick Industries, Inc. Vantage Partners TAGS, LABELS, & SIGNS Parker Davis Co. Putnam Plastics Inc. Quick Industries, Inc. TRACTORS Pine Bush Equipment Company, Inc. Randall Implements Salem Farm Supply, Inc. TRADE SHOW Empire State Producers Expo NJ Plants - Professional Landscape & Nursery Trade Show PANTS - Penn Atlantic Nursery Trade Show TRAILERS Wellmaster Carts TRANSPORTATION Satch Sales VINEYARD EQUIPMENT & SUPPLIES A1 Mist Sprayers Resources, Inc. BioSafe Systems, LLC Dema Engineering Company OESCO, Inc. Quick Industries, Inc. RootMaker Products Company, LLC Soil Technologies Corp.

Superior Fruit Equipment Thomas Bros. Equipment Sales Inc. WEED CONTROL A1 Mist Sprayers Resources, Inc. BioSafe Systems, LLC OESCO, Inc. Oregon Valley Greenhouses Inc RootMaker Products Company, LLC Soil Technologies Corp.

Thomas Bros. Equipment Sales Inc. Vantage Partners

TIME TO START THINKING ABOUT ORDERING TREES NOW TO SHIP FOR SPRING 2013

NURSERY STOCK-FINISHED BioSafe Systems, LLC Nourse Farms, Inc. Vitamin Institute Wafler Nursery NURSERY SUPPLIES A1 Mist Sprayers Resources, Inc. Advancing Alternatives, Inc. JRM Chemical, Inc. OESCO, Inc. Quick Industries, Inc. RootMaker Products Company, LLC Stokes Ladders, Inc. Vantage Partners Vitamin Institute

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AMERICAN COOLAIR CORPORATION

Contact: Mark Fales P.O. Box 2300 Jacksonville, FL 32203-2300 (904) 389-3646 Fax: (904) 387-3449 www.coolair.com agfans@coolair.com American Coolair Corporation has provided versatile and economical high velocity airflow systems for the greenhouse industry for more than 80 years. Precise engineering, quality materials and innovative production techniques have made Coolair today’s energy efficient solution to greenhouse ventilation.

ANDERSON DIE & MANUFACTURING Contact: Rick Anderson 2425 SE Moores St. Portland, OR 97222 (800) 950-7687; (503) 654-5629 Fax: (503) 654-5655 www.andersonpots.com info@andersonpots.com Anderson’s cross-bottom bands are famous for higher survival rates and superior root development. Anderson’s quality inject molded field and greenhouse containers, flats, and saucers are all highly praised by professional growers.

ANDERSON INJECTORS (H.E. ANDERSON CO.) Contact: Bruce Walters 2100 Anderson Dr. Muskogee, OK 74401 (800) 331-9620 www.heanderson.com bruce@heanderson.com Anderson Injection Systems are more affordable than you think.

Is it worth having the most accurate, dependable, flexible and long lasting injection system available? How much do you pay for fertilizers, fungicides, acids, sanitizers, Humic, etc.

Give us a call!

AWALD FARMS Contact: Ed or Millie Awald 2195 Shirley Rd. North Collins, NY 14111 (716) 337-3162 Fax: (716) 337-3600

awaldsfarm@aol.com www.awaldfarms.com Awald Farms has: U-Pick Blueberries, Red, Black, and Purple Raspberries, and Strawberries.

Nursery stock available for raspberries and thornless blackberries. Also grower of giant pumpkins.

BARONE GARDENS Contact: John Barone 6200 South Ray Rd. Cicero, NY 13035 (315) 699-4724 Fax: (315) 699-2081 www.bgardens.com info@bgardens.com High Quality liner producer of the complete line of the Suntory collection and Ecke Geraniums.

Also, producers of Yoder & Grolink mum liners. We also have a full line of spring finished plants!

BEJO SEEDS, INC. Contact: Jeff Trickett 1972 Silver Spur Place Oceano, CA 93445 (805) 473-2199 Fax: (805) 473-0897 www.bejoseeds.com j.trickett@bejoseeds.com Bejo, a name that stands for quality.... Our focus is quality, market specific vegetable seed.

As part of a worldwide Bejo team, we engage in breeding, seed production, marketing, sales, trials, product development and customer support.

BIOSAFE SYSTEMS, LLC Contact: Andrea Farwell 22 Meadow St. East Hartford, CT 06108 (860) 290-8890 Fax: (860) 290-8802 www.biosafesystems.com afarwell@biosafesystems.com BioSafe Systems provides disease control solutions utilizing reduced-risk chemistries that do not negatively impact the health and safety of people and the environment. BioSafe Systems manufactures biodegradable products for agriculture, horticulture, post harvest, food safety, aquatics, and home & garden.

CARL NEUTZEL SERVICES Contact: Carl Neutzel 2648 Openshaw Rd. White Hall, MD 21161 (410) 329-6791 Fax: (410) 357-4175 cwneutzel@verizon.net www.carlneutzel.com Carl Neutzel Services sells and services quality machinery for productive forestry. Splitters, processors, loaders, trailers, Meri Crusher, Logrite tools and Gransfors Bruks axes.

ECOLOGEL SOLUTIONS, LLC 1301 SW 37th Ave., Suite 110 Ocala, FL 34474 (888) 545-6307 D & B PLANTS Contact: Bob Kuszmaul 27550 School Section Rd. Richmond, MI 48062 (810) 392-3393 Fax: (810) 392-3397 www.dandbplants.com info@dandbplants.com

DEMA ENGINEERING COMPANY Contact: Jeff Smith 10020 Big Bend Blvd.

St. Louis, MO 63122 (314) 966-3533 Fax: (314) 965-8319 www.demaeng.com jeffs@demaeng.com DEMA Manufacturers chemical dispensers and solenoid valves for numerous industries including agriculture, greenhouses, landscaping and nurseries. We offer MixRite water drive proportional injectors, electronic pump systems and venturies.

Our customers routinely inject fertilizers, acids, sanitizing agents, cleaning chemicals and insecticides.

DILLMAN FARM, INC. Contact: Cary Dillman 4955 W. St. Rd. 45 Bloomington, IN 47403 (812) 825-5525 Fax: (812) 825-4650 carydillman@dillmanfarm.com www.dillmanfarm.com Manufacturer of all natural apple butter, fruit butters, fruit preserves, salsas, mustards, sucrose free spreads and hot apple products. Private labeling available.

DOYLE’S THORNLESS BLACKBERRY, INC. Washington, IN 47501 (812) 254-2654 DPSEEDS Contact: Yvonne Higgins 8269 E. Hwy. 95 Yuma, AZ 85365 (928) 341-8494 www.dpseeds.com info@dpseeds.com Committed to providing the highest quality seed from around the world. We are a hybrid vegetable seed company dedicated to providing seeds of the highest quality to commercial vegetable growers worldwide.

Give us a call!!

EMPIRE STATE PRODUCERS EXPO Contact: Jeanette Marvin Syracuse, NY 13202 (315) 986-9320 www.nysvga.org info@nysvga.org Formerly the Empire State Fruit & Vegetable Expo. The show serves the fruit, vegetable, direct marketing and greenhouse industries.

FARM WHOLESALE AG Contact: Phil Edmunds 3740 Brooklake Rd. NE Salem, OR 97303 (877) 234-1595 Fax: (503) 393-3119 info@farmwholesale.com www.farmwholesaleag.com Featuring corrugated plastic Solexx greenhouse coverings, tree guards, grow tubes and harvesting and shipping totes.

FLEURIZON LLC Contact: Frank De Greef 1602 Grace Crt. Camarillo, CA 93010 (805) 389-8980 Fax: (805) 823-2723 www.fleurizon.com info@fleurizon.com Fleurizon is the distributor for all your normal and exclusive plant starter material. We carry many interesting plants for the grower who wants to have different items in their assortment. We also carry your normal starter material products.

GROWER’S SUPPLY South Windsor, CT 06074 (800) 476-9715 GROWING SYSTEMS, INC. Contact: Dana V. Cable, Sr., President 2950 N. Weil St. Milwaukee, WI 53212 (414) 263-3131 Fax: (414) 263-2454 info@growingsystemsinc.com www.growingsystemsinc.com Manufacturers of plastic propagation trays, Vandana tubeless seeder, convertible tube seeder, convertible plug dislodger, dual rail traveling irrigator, boomless mono-rail irrigator, mono-rail trolley carts, spring lock poly fastener, channel and wire.

BUYER’S GUIDE COMPANY LISTINGS HARRIS SEEDS Contact: Richard Chamberlin 355 Paul Rd., PO Box 24966 Rochester, NY 14624-0966 (585) 935-7015 Fax: (585) 259-3609 rchamberlin@harrisseeds.com www.harrisseeds.com Full line vegetable and flower seed distributor. Plugs and liners, growing supplies, organic and untreated seeds. Serving professional growers for 133 years.

HAZZARD’S PLANTS & SEEDS Contact: Joyce Hazzard P.O. Box 151 Deford, MI 48729 (989) 872-5057 Fax: (989) 546-4344 www.hazzardsgreenhouse.com joyce@hazzardsgreenhouse.com Over 8,000 varieties of seeds as well as a huge selection of plants in plug trays. Easy click to buy. All items pictured! Open to all Shoppers! No Minimum purchase required!

HILLSIDE ORCHARD FARMS INC. Contact: Lynn McDaniel 105 Mitcham Cir. Tiger, GA 30576 (706) 782-4995 Fax: (706) 782-7848 www.hillsideorchard.com We are a manufacturing facility which processes over 600 jams, ciders, pickles, relishes, etc. We also offer private label and contract packaging.

JRM CHEMICAL, INC. Contact: Scott Wiesler 4881 Neo Pkwy Cleveland, OH 44128 (216) 478-8488 Fax: (216) 475-6517 www.soilmoist.com jrm@en.com Soil Moist water storing polymer products. Reduces plant waterings by 50%. Ideal for all plantings interior and exterior. Soil Moist Plus with fertilizer and a full line of mycorrhizal products.

Retail and commercial packaging. Holiday and decorative polymer products available.

KELLEYGREEN NURSERY Contact: Paul Ferretti P.O. Box 1130 Drain, OR 97435 (843) 814-1757 Fax: (341) 836-2290 www.kelleygreennursery.com paulferretti@bellsouth.net Japanese Maples, Beech, Dogwood - liners and larger, con-

tainer grown.

KITAZAWA SEED COMPANY 201 4th St., Unit 206 Oakland, CA 94607 (510) 595-1188 Fax: (510) 595-1860 www.kitazawaseed.com seeds@kitazawaseed.com Since 1917, specializing in Asian Vegetable seeds for commercial growers, retailers and home gardeners. Over 450 varieties for Japanese, Chinese, Taiwanese, Thai, Korean, India, Vietnamese and US Cuisines.

KRIEGER'S WHOLESALE NURSERY, INC. P.O. Box 116 Bridgman, MI 49106 (269) 465-5522 Fax: (269) 465-4822 www.kriegersnrsery.com Specialized growers of quality small fruit plants including raspberries, grapes, blueberries, gooseberries, currants, jostaberries, asparagus and rhubarb.

LESSORD CHRYSLER DODGE JEEP RAM Contact: Don Lessord 48 West Main St. Sodus, NY 14551 (315) 483-6916 Fax: (315) 483-2256 www.lessord.com

MECHANICAL TRANSPLANTER CO. 1150 Central Ave. Holland, MI 49423 (616) 396-8738 Fax: (616) 396-3619 www.mechanicaltransplanter.com mtc@egl.net Mechanical Transplanter Co. is a leading U.S. Manufacturer of transplanters, mulch layers, and other related products.

They also are the distributors of the Jang seeder products, plastic mulch & related drip tape products.

NATIVES NORTHWEST CHRISTMAS TREES Contact: Chris Aldrich 190 Aldrich Rd.

Mossyrock, WA 98564 (360) 978-4611 Fax: (360) 357-6299 www.nnwchristmastrees.com nnwchristmastrees@tds.net Natives Northwest grows premium quality Christmas trees with exceptional foliage. Family owned, professionally managed since 1978. Prompt affordable delivery nationwide.

Fresh and clean harvesting and loading. Mechanical shaking available. Sustainability Certification coming soon. Call us this season!

NATURAL INDUSTRIES Contact: Boomer Cardinale Houston, TX (888) 261-4731 www.naturalindustries.com boomer@naturalindustries.com NESEED Contact: Maureen 3580 Main St. Hartford, CT 6120 800-825-5477 www.neseed.com feedback@neseed.com Vegetable, flower and herb seed store for commercial and home growers. Seeds available in bulk and packets. Order by Phone: or online. Request our free catalog online. Flat rate shipping, free USA seed shipping over $99.99, 10% discount over $999.99.

NEEDLEFAST EVERGREENS, INC. Contact: Jim Nickelson 4075 W. Hansen Rd. Ludington, MI 49431 (231) 843-8524; (877) 255-0535 Fax: (231) 843-1887 www.needlefastevergreens.com nickel@needlefastevergreens.com Family owned and Operated — Providing Quality Nursery Stock and Christmas Trees Since 1956. Seedlings and Transplants — FIR: Balsam, Fraser, Concolor, Corkbark, Douglas, Korean. PINE: Red, White, Jack, Austrian, Scotch.

SPRUCE: Blue, Black Hills, Norway, White, Serbian. Christmas Trees Competitively Priced.

NJ PLANTS - PROFESSIONAL LANDSCAPE & NURSERY TRADE SHOW Contact: Mark Wartenburg 309 Morris Ave., Suite D Spring Lake, NJ 07762 (732) 449-4004 Fax: (732) 449-5566 www.njplantshow.com mark@macevents.com

January 22-23, 2013 - NJ Plants serves as a Green Industry catalyst for the NJ & the NY Metro area. It unites all segments of the Industry for 2 days of education/seminars, new product releases & business-to-business networking.

NOLT’S MIDWEST PRODUCE SUPPLIES Contact: Sales 3160 140th St. Charles City, IA 50616 (641) 228-4496 Fax: (641) 228-4258 Greenhouse and Vegetable growing supplies and equipment, whole goods and parts, Modine heaters, engine and electric pumps, plastic mulch and equipment, FREE CATALOG! NORTHERN GREENHOUSE SALES Contact: Bob Davis Box 42 Neche, ND 58265 (204) 327-5540 Fax: (204) 327-5527 www.northerngreenhouse.com info@northerngreenhouse.com Superstrong custom sizes, greenhouse plastic and pond liners, resists hailstones, snow, winds, ravens, yellowing, and leaf burning. Also black, silver, white strong plastic. Free samples. Phone 5 am - 6 pm central time, 204-327-5540

NOURSE FARMS, INC. Contact: Nate Nourse 41 River Rd. South Deerfield, MA 01373 (413) 665-2658 Fax: (413) 665-7888 www.noursefarms.com info@noursefarms.com Nourse Farms brings you the Best Berry Plants We have made our variety listings & descriptions available for you to review on our website www.noursefarms.com. Email us at info@noursefarms.com.

Free catalog and strawberry plasticulture guide available.

OESCO, INC. Contact: Howard Boyden P.O. Box 540, 8 Ashfield Rd. Conway, MA 01341 (413) 369-4335 Fax: (413) 369-4431 www.oescoinc.com info@oescoinc.com Supplying growers, gardeners and groundskeeping professionals since 1954.

OLDS GARDEN SEED SEEDWAY Elizabethtown, PA 53038 (800) 952-7333

OLSON’S BALSAMS Contact: Duane Olson N3268 Hill Road Antigo, WI 54409 (715) 623-6590 Fax: (715) 627-0624 www.olsonsbalsams.com olsonsbalsams@hotmail.com The Christmas Trees are located in Osseo, WI, near Eau Claire, WI and the trees are also located in Antigo, WI O’NEILL ASSOCIATES Contact: John Werder 795 Canning Pkwy.

Victor, NY 14564 (800) 724-3145 Fax: (800) 724-3144 www.oneilloutdoor.com john@oneilloutdoor.com Lawn and Garden Equipment: BCS Tillers, Lawn Mowers, Sickle Bar Mowers, Power Sweeper, Chipper/Shredder, Plows, Mini Trencher, Dozer Blade, Utility Trailers, Transport Sulky, Mowing Sulky, Log Splitter. In business for 59 years.

OREGON VALLEY GREENHOUSES INC Contact: Kip Schuening 20357 Hwy. 99E; P.O. Box 220 Aurora, OR 97002 (503) 678-2700 Fax: (503) 678-2789 www.ovg.com

BUYER’S GUIDE COMPANY LISTINGS kips@ovg.com Over 20 years of Greenhouse manufacturing. Also supplying poly, poly carbonate, shade cloth, ground cover, wire lock, heaters, exhaust systems, livestock structures and equipment storage.

ORNAMENTAL EDIBLES Contact: Ralph Waggitt 5723 Trowbridge Way San Jose, CA 95138 (408) 528-7333 Fax: (408) 532-1499 www.ornamentaledibles.com seeds@ornamentaledibles.com Ornamental Edibles is an international mail order seed business, providing untreated and organic vegetable seeds to discriminating specialty markets and hydroponic growers.

OUTSTANDING SEED, LLC Contact: John Hoffman 354 Center Grange Rd. Monaca, PA 15061 (877) 248-4567 Fax: (724) 775-1544 www.outstandingseed.com john@outstandingseed.com Outstanding Seed Company LLC is a breeder and producer of Mildew resistant pumpkin hybrids.

PANTS - PENN ATLANTIC NURSERY TRADE SHOW Contact: Mark Wartenburg 309 Morris Ave., Suite D Spring Lake, NJ 07762 (732) 449-4004 Fax: (732) 449-5566 www.pantshow.com mark@macevents.com The 41st PANTS is the mid-summer “must-see” horticultural marketplace event in Eastern Pennsylvania. PANTS allows green industry members to plan their year ahead & get the first look at new product lines, varieties & cultivars.

PARKER DAVIS CO. Contact: Roman Davis 2310 N. Tryon St. Charlotte, NC 28206 (800) 438-0387

Fax: (704) 375-9116 www.parkerdavis.com sales@parkerdavis.com StepStakes®, our patented line of nursery markers, are great for signage in garden centers, as well as working stakes for growers. Galvanized stakes come in 5 lengths, while corrugated plastic cards are available in a variety of sizes and colors.

PINE BUSH EQUIPMENT COMPANY, INC. Contact: Jim Boniface 97 Route 302 Pine Bush, NY 12566 (845) 744-2006 Fax: (845) 744-2900 www.pbeinc.com PRODUCEPACKAGING.COM Contact: Cindy Zuhlke P.O. Box 609 Bangor, PA 18013-0609 (610) 588-7992 Fax: (610) 588-6245 www.producepackaging.com cindy@producepackaging.com Keeping it Green - Made of recycled PETE. Earth friendly packaging in a variety of sizes and styles. Clamshells: pints, quarts, half pints, 3 and 4 packs, utility packs, lettuce crispers. Trays, 10 and 15 pound box liners, corrugated, soaker pads.

PRODUCE PROMOTIONS Contact: Karla Wise 2811 U.S. 31 Plymouth, IN 46563 (574) 784-2188 Fax: (574) 784-2468 superbservice@mchsi.com www.producepromotions.com Eye catching preprinted signage to help bring the customers to your farm market! We offer many designs in 10-foot feather flags, 3x8-foot banners, slipover poly marketeers, road signs, postcards, balloons, so much more!

PUTNAM PLASTICS INC. 255 So. Alex Rd. West Carrollton, OH 45449 (800) 457-3099 Fax: (937) 866-9365 packaging@putnamfarm.com www.putnamfarm.com Roadside and farm market packaging solutions for any season.

QUICK INDUSTRIES, INC. 2728 Erie Dr. Weedsport, NY 13166 (800) 356-7354 Fax: (315) 834-9220 www.quickstring.com sales@quickstring.com Quick String is a time saving string dispenser that can clip

to your belt or the wall and allow you to dispense and cut with one hand. The tub will hold twine, string, or plastic tying ribbon in 1/2 lb. balls, spools, or rolls.

RAIN-FLO IRRIGATION LLC East Earl, PA 17519 (717) 445-3000 RANDALL IMPLEMENTS Contact: Wes Ostrander St. Hwy 5s Fultonville, NY 12072 (518) 853-4500 Fax: (518) 853-3917 www.randallimpls.com randall@telenet.net Case IH, Kubota, Claas, Kuhn, Knight, Husky, Large selection of used on hand

mulch equipment and drip irrigation needs!

ROOTMAKER PRODUCTS COMPANY, LLC Contact: Wayne Hinton P.O. Box 14553 Huntsville, AL 35815 (800) 824-3941 Fax: (256) 882-0423 www.rootmaker.com sales@rootmaker.com RootMakers containers are designed to create fibrous, noncircling root systems horizontally and vertically at all phases of production to equip plants for transplanting success. A fibrous root system means greater efficiency of water and nutrient absorption.

and with over 1,100 vegetable varieties from all the major vegetable breeders. Rupp Seeds is uniquely able to help farm families feed their friends and neighbors at home and around the world.

SALEM FARM SUPPLY, INC. 5109 State Rte. 22 Salem, NY 12865 (800) 999-3276 www.salemfarmsupply.com SANTAS WHOLESALE SUPPLY Contact: Barbara Jeske N9678 N. Summit Lane Summit Lake, WI 54485 (715) 275-4188 Fax: (715) 275-5052 www.santasupplies.com rbjeske@newnorth.net Our inventory includes ribbon, wreath making supplies, wreath decorations, Halloween Items, Silks.

SATCH SALES 63 Broadway Menands, NY 12204 (518) 426-5002

ROBERT MARVEL PLASTIC MULCH Contact: Tara Marvel 2425 Horseshoe Pike Annville, PA 17003 (800) 478-2214 Fax: (717) 838-0978 www.robertmarvel.com info@robertmarvel.com Your source for all your plastic

RUPP SEEDS, INC. 17919 County Rd. B Wauseon, OH 43567 (800) 700-1199 Fax: (419) 337-5491 www.ruppseeds.com info@ruppseeds.com From asparagus to zucchini with everything in between for professional growers of any size -

SEED E-Z SEEDER, INC. Contact: Marlynn Tesch 1640 15th St. Baraboo, WI 53913 (800) 448-9371 Fax: (608) 355-2097 www.sezsdr.com tesch@sezsdr.com Greenhouse Equipment, Vacuum seeder, dibble boards ger-

mination chamber, plug poppers, affordable, fast, easy, and accurate.

SMALL FARM WORKS Contact: John Hendrickson N1749 Yerges Rd. Reeseville, WI 53579 (920) 927-7362 www.smallfarmworks.com smallfarmworks@tds.net Home of the paper chain pot transplanting system: a unique and efficient means to transplant vegetables, herbs and flowers without kneeling, crawling or stooping. Put over 250 plants in the ground in a minute.

See the video on our website.

SOIL TECHNOLOGIES CORP. Contact: Steve Nichols 2103 185th St. Fairfield, IA 52556 (800)-221-7645 Ext 105 Fax: (641) 472-6189 info@soiltechcorp.com www.soiltechcorp.com Soil Technologies Corp. is a pioneer in the development of minimum-risk products for horticulture and ornamental growers.

Since 1983, we have supplied our unique bio-pesticides and soil conditioners to nurseries, landscapers, and horticulture professionals. Our products include all-natural weed controls, soil conditioners, insect controls, fungicides, bio-fertilizers, and animal repellents. These specialty products have been

BUYER’S GUIDE COMPANY LISTINGS field proven in thousands of applications and are university tested for efficacy.

STEELE GREENHOUSE COMPONENTS, INC. Contact: Brian 521 Montrose Rd. Mayne Island, BC CN V0N 2J2 (604) 532-1817 www.steele.com steele@axionet.com We fabricate unique greenhouses with enhanced growing features - great value - motorize and automate your roll up walls, call for a quote!

SUPERIOR FRUIT EQUIPMENT Contact: Jeff Martin 200 S. Columbia St. Wenatchee, WA 98801 (509) 662-6065 Fax: (509) 662-1661 www.sfequip.com sales@sfequip.com Superior Fruit Equipment is the manufacturer of Hickok and VACA Pruning Tools and Wells & Wade Harvest Equipment.

We also supply the professional fruit industry with Fanno & Silky Saws, ARS Pruning Tools and Manzana Clippers.

TALLMAN LADDERS, INC. Hood River, OR 87031 (541) 386-2733

STOKES LADDERS, INC. Contact: Greg Panella P.O. Box 445 Kelseyville, CA 95451 (707) 279-4306 Fax: (707) 279-2232 www.stokesladders.com info@stokesladders.com Stokes Ladders manufacturers the top-of-the-line tripod ladders for professional tree-fruit growers and landscapers as well as the back yard gardener.

Built for years of trouble-free use. Made in the USA. STOKES SEEDS INC. Box 548 Buffalo, NY 14240-0548 (800) 263-7233 Fax: (888) 834-3334 www.stokeseeds.com stokes@stokesseeds.com Supplier of high quality vegetable seed since 1881. A sales team of 18 professionals research and evaluate trials year round for the newest and best. Their knowledge assists growers to plant the most productive crop possible.

TERROIR SEEDS LLC Contact: Cindy Scott P.O. Box 4995 Chino Valley, AZ 86323 (888) 878-5247 Fax: (888) 878-5247 www.underwoodgardens.com seeds@underwoodgardens.com THOMAS BROS. EQUIPMENT SALES INC. Contact: Eddie Thomas 41764 Red Arrow Hwy. Paw Paw, MI 49679 (269) 657-3735 Fax: (269) 657-2110 Specializing in “out of the ordinary” fruit & vegetable equipment: sprayers, perfect mowers, flail choppers, Howard & Maschio Tillers, Lanco row mulchers, Vicon spreaders, plants, mulch layers, plastic lifters, box rotators, roundup applicators - Plus more!

TOKENS DIRECT Contact: Joe Saylor 2851 Massachusetts Ave. Cincinnati, OH 45225 (513) 354-3405 Fax: (513) 681-5604

www.tokensdirect.com Metal tokens reduce control problems. They’re re-useable, countable on high speed counters and eliminate waste generated by paper tickets. Tokens are customizable with logo, website and phone. Stock tokens ship in 24 hours. Custom tokens take 2 weeks.

VANTAGE PARTNERS Contact: Alan Fann 386 E Plaza Dr. Mooresville, NC 28115 (704) 871-8700 Fax: (704) 871-9700 www.vp-geos.com alan@vp-geos.com Manufacturer & distributor of woven & non-woven geotextile fabrics. Complete line of grass seed & fertilizer, erosion control products and silt fence. Nursery ground cover fabric.

VIS SEED COMPANY, INC. Contact: Hans J. Vis P.O. Box 661953 Arcadia, CA 91066-1953 (626) 445-1233 Fax: (626) 445-3779 www.visseed.com info@visseed.com Family owned and operated since 1984. Seeds for bedding plants, vegetables and herbs.

Young plants, plugs, liners and seedlings. Contact us for additional information.

VITAMIN INSTITUTE Contact: Patrisha Thomson 12610 Saticoy St., South North Hollywood, CA 91605 (800) 441-8482 Fax: (818) 766-8482 www.SUPERthrive.com info@superthrive.com SUPERthrive, a highly concen-

The Ladder Most Preferred by Growers & Workers • Strong top section • Rigid steel hinges • Dimpled resettable tread provides slip resistance in all directions.

Tallman’s superior design assures ease of handling and longevity.

SERVING THE FRUIT INDUSTRY SINCE 1954 1460 Tucker Rd., Hood River, OR 97031 (541) 386-2733 (800) 354-2733 tallman@gorge.net www.tallmanladders.com

trated solution of 50 vitaminshormones, improves growth in all plant and tree applications. It does not take the place of fertilizer as it contains no minerals.

Application may be combined, such as when irrigating or foliar-feeding.

WAFLER NURSERY Contact: Bill Pitts - Susan Wafler 10748 Slaght Rd. Wolcott, NY 14590 (315) 594-2399 Fax: (315) 594-8829

www.waflernursery.com info@waflernursery.com Specializing in quality apple, cherry, and pear fruit trees on dwarfing and semi-dwarf rootstocks. Also carry orchard supplies and Pica Hand Pruners.

WARP’S FLEX-O-GLASS GREENHOUSE FILMS Contact: Rick Hannigan 4647 W. Augusta Blvd.

Chicago, IL 60651 (773) 261-5200 x 222 Fax: (773) 261-5204 www.warpbros.com greenhouse@warps.com Warp’s has been developing and

manufacturing quality greenhouse coverings since 1924.

WELLMASTER CARTS Contact: Doug White 1494 Bell Mill Rd. Tillsonburg, ONT N4G 4J1 (519) 688-0500 Fax: (519) 688-0563 www.wellmaster.ca carts@wellmaster.ca Carts, Benches, Trailer, Four Wheel Steer Wagons, Customer Service Carts, Shopping Carts, Display Carts.

BioSafe Systems introduces the BioFogger BioSafe Systems introduces the new BioFogger®. The BioFogger provides a compact vertical rotomolded 15 gallon plastic tank mounted on heavy duty wheels and a built in handle. The fogger uses compressed air to generate a 15 micron fog through three air/water nozzles mounted on a stainless steel adjustable mast.

The BioFogger is available with a programmable time to allow the unit to pulse on and off, maximizing both efficacy and the use of most air compressors. This easy to use Fogger produces a high volume of fog that may be used for both humidification and chemical applications of BioSafe Systems products such as AzaGuard Broad Spectrum Insecticide/Nematicide, ZeroTol 2.0, and StorOx 2.0.

For more information on the BioFogger, contact BioSafe Systems at 888-273-3088, tollfree.

BioSafe Systems LLC is the manufacturer of sustainable and environmentally responsible disease control so-

lutions, many of which meet the requirements of the National Organic Program. BioSafe Systems develops products for the Agriculture, Ani-

mal Health, Post Harvest / Food Safety, Commercial Horticulture, Golf, Home and Garden, and Aquatics industries.

The BioFogger provides a compact vertical rotomolded 15 gallon plastic tank mounted on heavy duty wheels and a built in handle.

www.cfgrower.com

• Since 1964 • Specializing in Trade Publications, Trade Shows, Commercial Printing & Mailing Services

LEE PUBLICATIONS

Serving the agricultural, heavy construction, aggregates, solid waste, commercial horticulture and equine industries.

MARKET TO ANY OR ALL OF THESE INDUSTRIES WITH ONE CALL! Country Folks

Farm Weekly Newspapers - since 1972, serving fulltime farmers in the Northeast and Mid-Atlantic market areas. The number one agricultural publication in this market! Target your audience with 4 regional editions.

Monthly Equine Publication Covering New York, New England, Northern Pennsylvania, and New Jersey. Reaching the horseowners in this market area as the official publication of over 25 Associations. since 1979, serving heavy construction contractors, landscaping, aggregate producers and recyclers in the Northeast and MidAtlantic Markets every month. Qualified readership is guaranteed to get you results.

Country Folks

since 1990, serving the commercial greenhouses, vegetable and fruit growers, and nurseries in the Northeast, Mid-Atlantic, Midwest and Northwest market areas. Reach your target audience with this monthly publication that is by far the number one media for these industries.

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

WASTE HANDLING EQUIPMENT NEWS, since 1992, serving asphalt/concrete recyclers, composting facilities, construction demolition companies, wood waste recyclers and scrap metal recyclers with 2 monthly editions that cover the entire United States.

NORTH AMERICAN QUARRY NEWS since 1998, serving the quarry, sand & gravel, hot mix asphalt and ready mix concrete industries with one national edition. This is the fastest growing publication for these markets.

TRADE SHOWS

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

COMMERCIAL PRINTING

We specialize in short run (5,000-100,000) copies) web offset printing.

Tabloid style print jobs like this publication are available in increments of 4 pages in black & white or full color. Complete mailing sources are available as well as insertions in any of our publications.

LEE PUBLICATIONS PO Box 121, Palatine Bridge, NY 13428 Phone 518-673-3237 Fax 518-673-3245

info@leepub.com

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

The Sensory Point Consumers buy with their senses — feel, taste, sight and smell.

What we envision as appealing attracts us to lean in, learn more, and take another look.

Do you remember the former trend to sell groceries in less visually-attractive packaging? Consumers said they would buy goods in “generic” boxes and bags and resist the higher priced items in fancy packaging. The “trend” was over almost before it began, and consumers were back to buying what appealed to them, or the brand they had used for years.

As much as we think and plan for prudent customer options, the lure of visual, and other sensory appeals, is strong. That’s why grocery shelves are stocked with many brands and not just one or two generic packages. Visual appeal sells.

Colorful and attractive farmers’ market displays draw customers in. Customers gravitate to vendors who wisely use color, height and texture to enhance sales areas.

Retail businesses utilize aisle displays, banners and lighting to create ambiance. Think of your favorite stores and how items are arranged. You probably go back there to shop because you know you feel comfortable with the environment.

Producers selling at the farm gate have learned that visual context is a powerful

motivator. Customers may not return if the sales area is not presentable, has a perimeter of trash and dirt, or just looks under-kept.

While some producers protest the need for an attractive environment — “this is a working farm and customers need to get used to it” — the bottom line usually shows a different story.

As we are well aware, selling at or near the farm is influenced by the sense of smell just as compellingly as what we see. Smells around the farm are a fact of life, but producers have also learned that consumers do not always equate good farm products with what they feel are “bad” farm smells.

Feel and taste have their places in sensory selling as well. Consumers like to feel farm fibers and yarns before they buy, and taste juicy apples, smooth honey and chocolately- chocolate milk.

You may question why all of this attention to sensory selling is important. Doesn’t a consumer just want and appreciate a good product regardless of where it comes from or how it is displayed?

Savvy consumers do judge a product more on content than frills, but we live in a very sensory world and react to what we judge to be the best by the way it looks, feels, tastes and smells.

Just like any other business in today’s economy, we are competing for customers and seeking the profit

margin that will take us to the next level. We work hard to produce the best products possible and we need to present those products in an appealing way.

Customer supported agriculture, wholesale production, retail sales, on-farm vending and other agricultural sales ventures are bounded by lots of competition. We make our mark with something distinct and unique. Many times that is the packaging and display we develop to enhance the product itself.

Take some time to review your operation and the products you are selling. What visually works and is sensory-pleasing to your customers? What feedback are customers giving you? Where can you improve or change your options for increased sales? Perhaps you need to provide more samples, offer tastings, or let consumers tour your operation to get a sense of how you produce and package items.

As consumers we are all attracted to what appeals to our senses.

We make choices based on that appeal as well as the basic need we are trying to serve. If we understand that other buyers are doing the same with the products we, as producers, offer then we have gained a new sense of how to market more effectively.

The above information is presented for educational purposes and is not intended to replace professional business and legal counseling.

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FNGLA, OFA, and PLANET announce educational partnership

ORLANDO, FL — The Florida Nursery, Growers and Landscape Association (FNGLA) is pleased to announce OFA — The Association of Horticulture Professionals and The Professional Landcare Network (PLANET) are both joining FNGLA as partners to plan and promote the 2013 TPIE Short Course. It will be

held during FNGLA’s Tropical Plant Industry Exhibition (TPIE) on Jan. 23-25, 2013 in Fort Lauderdale, FL. In an ever -changing industry environment, FNGLA, OFA and PLANET embrace the benefits of working together to deliver extraordinary educational opportunities for all of their members. This is a grand

opportunity to offer an exciting venue and great industry resources designed to provide interiorscape professionals with critical take-away tools to make their businesses more successful.

FNGLA continues its administrative role of the TPIE Short Course and will handle logistical coordination and

registration. OFA and PLANET will participate directly in the program’s development and promotion.

All three associations will have industry voices participating in the TPIE Short Course planning meetings.

About TPIE Produced by FNGLA, the Tropical Plant Industry Exhibition

(TPIE) is an international tradeshow with an exhibit area of 200,000 square feet showcasing more than 400 exhibiting companies. TPIE offers foliage and tropical plant buyers the widest array of sources for these plants and products.

TPIE offers educational opportunities via free trade show floor

demonstrations and its top-notch educational program with sessions specifically geared to interiorscape professionals and business managers.

For more details on TPIE Short Course and the programs offered during the Tropical Plant Industry Exhibition (TPIE), Jan. 23-25, 2013, visit www.tpie.org.

America’s pumpkin growers unite in the fight against breast cancer

A Colorado nonprofit organization is uniting America’s pumpkin growers in the fight against breast cancer.

The Pink Pumpkin Patch Foundation based

in Rocky Ford, CO helps U.S. growers donate a percentage of sales of each Porcelain Doll F1 pink pumpkin grown to organizations supporting breast cancer re-

search. “It’s a great avenue for the growers themselves to support breast cancer research” says Kevin Skaling of DP Seeds LLC., the Porcelain Doll F1 breeder.

This 501(c)(3) charity has also launched a website not only to provide grower resources but to provide the public with information about the foundation and the Porcelain Doll F1 pink pumpkin.

PinkPumpkinPatch encourages customers to place a pink pumpkin on their porch this fall

to show their support in ending breast cancer.

“We want to see a pink pumpkin on every porch in America,” states Don Goodwin, Pink Pumpkin Patch Foundation president. He adds, “These pumpkins convey a sense of solidarity against a disease that directly and indirectly affects all of us at some

point of our lives.”

Growers wanting to purchase Porcelain Doll F1 Pink Pumpkin seed can do so through SEEDWAY and NESEED.com. For more information about the Foundation and the Porcelain Doll F1 Pink Pumpkin visit www.PinkPumpkinPatch.org.

The Porcelain Doll pink pumpkin is a tangible way to show support for breast cancer research.

Photo courtesy of pinkpumpkinpatch.org

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Farwest Show, Portland OR Aug 23-25

Randy Killion spent the day discussing Zenport Industries’ large display of specialty tools for the horticultural and viticultural industries.

Photos by Sue Thomas

Jeff Kline and Jesse Taylor displayed Bio Safe Systems’ retail line at the show, which is geared towards farm and feed store as well as retail nurseries. This line is an extension of their commercial and ag lines of sustainable soil treatment solutions.

Dana Cable, Sr. is knowledgeable about Growers Supply’s many products including propagating trays, Vandana Seeders, plug dislodgers and travelling irrigators as well as Spring Lock film fasteners. They have been in business 40 years.

Bruce Walters and Randy Nester want customers to know that Anderson systems are more affordable than you think!

Wayne Hinton lauds the many technological breakthroughs of Dr. Carl Whitcomb which have contributed to RootMaker’s innovative containers. Dr. Whitcomb’s patented container technology takes root pruning from propagation to landscape with a 20 to 30 percent increase in growth efficiency.

The Oregon Christmas Tree Growers is a unique group of small growers who have banded together for marketing purposes. They trade information on growing conditions, pests, and more; they also buy within the group to fill their orders when needed. They have been working together for 25 years and conduct farm tours of each others’ trees.

Both ornamental and tasty, the ARS-developed blueberry variety Pink Lemonade is likely America's most popular pink blueberry.

“Pink Lemonade,” “Razz,” “Sweetheart,” and “Cara’s Choice": Superb Blueberries from ARS

by Marcia Wood That interesting shrub growing in a neighbor’s front yard may actually be exactly what you think it is — a somewhat unusual ornamental that produces pink blueberries.

These berries not only look pretty, but they’re tasty, too, according to U.S. Department of Agriculture (USDA) scientist Mark K. Ehlenfeldt.

As a plant geneticist with USDA’s Agricultural Research Service (ARS) in Chatsworth, NJ, Ehlenfeldt has either developed or helped develop a dozen new varieties of blueberries, including “Pink Lemonade.”

Although not a first of its kind, “Pink Lemonade” is likely America’s most popular pink blueberry.

In 1991, Ehlenfeldt chose the parent plants that later yielded today’s “Pink Lemonade.” Results from his test plots in New Jersey and findings from West Coast evaluations by ARS plant geneticist Chad E. Finn in Corvallis, OR, led to the decision to officially “release” this blueberry as what is known as a numbered selection (specifically, ARS 96-138) in 2005, and, in 2007, to name it “Pink Lemonade.”

After a new kind, or variety, of plant has been thoroughly tested, “releasing” it typically involves giving it a name, describing its

pedigree and other features in a release notice (somewhat like a botanical birth announcement), and making it available to one or more suppliers of foundation plant materials so that commercial nurseries can buy and propagate it for wholesale or retail sale.

“Razz,” another stellar blueberry from the Chatsworth program, offers a flavorful surprise: it tastes quite a bit like a raspberry. “Razz” was bred by USDA’s first blueberry breeder, Frederick W. Coville, in 1934, and was chosen for further study during the next decade by USDA and university researchers. Originally regarded as too unusual for its time, “Razz” was later rediscovered, newly tested, then officially released last year.

“Sweetheart” is a beginning and end-of-season treat. It produces firm, delectable, medium- to medium-large berries in mid- to lateJune, and will also produce a small crop of new berries months later, if the autumn is mild. Ehlenfeldt named and released “Sweetheart” in 2010.

Some blueberry fans regard “Cara’s Choice” as the best blueberry they have ever tasted.

Ehlenfeldt describes it as a very sweet, mediumsized berry that has a pleasant aroma. This berry can be allowed to remain on the plant for

several weeks after ripening. It will continue to sweeten, while enabling growers to extend their harvests over a longer period of time.

Former USDA blueberry researcher Arlen D. Draper selected the parents for “Cara’s Choice.”

Evaluations by Draper, Ehlenfeldt, and others led to release of “Cara’s Choice” in 2000.

Read more about these berries in the current issue of Agricultural Research magazine and in release notices posted at www.ars.usda.gov/Ehle

World d Famouss Doyle’s Thornlesss Blackberry Thomas E. Doyle (6/26/1900 1/13-01)

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• Adapts to patios and small yards—a big plus • No other blackberry compares to the Doyle!

• Great for commercial growers and hobbyists

Doyle’s Thornless Blackberry, Inc. 1600 Bedford Road, Washington, IN 47501 PH: (812) 254-2654 FX: (812) 254-2655 doyle@fruitsandberries.com

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Brought to you by: Country Folks, Country Folks Grower, Wine & Grape Grower, Hard Hat News, Mane Stream, Waste Handling Equipment News, North American Quarry News, Small Farm Quarterly and by Lee Publications Inc. Palatine Bridge, NY 13428 www.leepub.com (800) 218-5586

Researchers use oxygenated phosphine fumigation to control insect pests

by Sharon Durham A fumigant called phosphine is more effective at controlling insects when it’s combined with oxygen, according to findings by a U.S. Department of Agriculture (USDA) scientist. The oxygen-phosphine combination could be an environmentally friendly alternative to methyl bromide for combating pests on harvested fruits and vegetables.

Entomologist YongBiao Liu with USDA’s Agricultural Research Service (ARS) in Salinas, CA, found that oxygenated phosphine fumigation effectively controlled several insect pests during laboratory studies. ARS is USDA’s principal intramural scientific research agency, and this research supports the USDA priority of promoting international food security.

In the ARS Crop Improvement and Protection Research Unit at Salinas, Liu tested phosphine fumigation under high levels of oxygen against four pests: western flower thrips adults and larvae, leafminer pupae, grape mealybug eggs, and Indianmeal moth eggs and pupae. The four species represent insect types and life stages for which quarantine treatments are needed.

In 5-hour fumigations with 1,000 parts per million of phosphine at 41 degrees, control of western flower thrips on lettuce increased from 80 percent to 98 percent when oxygen was increased from 21 percent to 40 percent.

When the oxygen level was increased to 80 percent, 99 percent of the western flower thrips were killed.

Western flower thrips are a common pest of fruits and vegetables in the United States and are often found on fresh products exported to Taiwan, where it is a quarantined pest. Currently, fresh fruits and vegetables exported to Taiwan are fumigated with methyl bromide to control western flower thrips, but use of methyl bromide is being phased out due to envi-

ronmental concerns.

Liu used varying concentrations of oxygen at 41 degrees and 50 degrees and found that oxygenated phosphine fumigation was also effective in controlling leafminer pupae, grape mealybug eggs, and Indianmeal moth eggs and pupae.

Phosphine has been used for more than 80 years as a fumigant to control pests in stored products. It acts slowly

Make Plans Now to Attend the

EMPIRE STATE PRODUCERS EXPO

against insects. Many insects, especially at egg and pupal stages, are very tolerant of phosphine, and it may take more than 10 days of fumigation treatment to control them. The new treatment would help speed up this process and control insects more quickly.

Read more about this research in the July 2012 issue of Agricultural Research magazine.

Oncenter • Syracuse, NY

January 22-23-24

2013

For trade show and exhibiting information, please contact Dan Wren Lee Trade Shows, P.O. Box 121, Palatine Bridge, NY 13428 800-218-5586 e-mail dwren@leepub.com www.nysvga.org/expo/info

EDUCATION SESSIONS ON

Alliums for Beginners Beginning Farmers Berry Blueberry Potato Cole Crop Cover/Crops/Soil Health Direct Market

Extreme Weather Food Safety Greenhouse/Horticulture High Tunnel/Greenhouse Hops Labor Leafy Greens

Pesticide Safety Processing Root Crop Roundtable Small Scale Onions Tomato/Pepper Tree Fruit Vine Crop School

WEDNESDAY KEYNOTE SPEAKER Jim Prevor’s Perishable Pundit, the industry’s most important forum for the discussion and analysis of issues relevant to the trade is widely recognized as a leader in understanding and assessing the state of the perishable food industries.

Mr. Prevor is the fourth generation of his family to be active in the food business in the United States. Prior to launching his own company, he served as a director of his family’s company, which was an importer, exporter and wholesaler of foodstuffs.

Mr. Prevor combines the real world experience of one who has worked in the trade with the analytical perspective of an editor and analyst.

THURSDAY–DIRECT MARKETING SPEAKER Don Frantz, A three-time winner of the Guinness Record for the World’s Largest Maze, Don developed a new, outdoor, family game called the “Amazing Maize Maze®.” His American Maze Company has built hundreds of projects, entertained millions of players, instigated a world-wide maze fad and has given him the label of “Father of the Corn Maze.”

The 2013 Empire State Producers Expo is sponsored by: • • • •

New York State Vegetable Growers Association Empire State Potato Growers New York State Berry Growers Association New York Farmers’ Direct Marketing Committee

• • • •

The New York State Horticultural Society Cornell University Cornell Cooperative Extension NYS Flower Industries

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Researchers use “Banker Plants” to help battle whitefly pests

by Dennis O’Brien A U.S. Department of Agriculture (USDA) scientist is showing growers how to combat whiteflies and other crop pests by using plants as storehouses for predatory insects that can migrate to cash crops and feed on the pests attacking those crops.

Cindy L. McKenzie, an entomologist in the Agricultural Research Service (ARS) Subtropical Insects Research Unit at Fort Pierce, FL, has done extensive work showing how papaya, corn and ornamental peppers can serve as “banker plants” for a range of insect parasitoids and predators. ARS is USDA’s principal intramural scientific research agency, and this research supports the USDA priority of promoting international food security.

Banker plants are considered environmentally friendly because they reduce insecticide use and offer a low cost, self-perpetuating alternative. The predators eat what they find on the banker plants and then disperse to find targeted pests on cash crops. Before they leave the banker plants, most of the predators will lay eggs on them, which extends the effect into subsequent generations. Lower pesticide use also means pests like spider mites, thrips, and whiteflies are less likely to develop resistance to the pesticides.

Using banker plants is a balancing act. Researchers must select not only the insect predators themselves, but also alternative prey that will keep the predators fed, but won’t damage the cash crops.

They also need banker plants and predators that will not host or spread diseases to the cash crops.

In a study designed for Florida’s greenhouse poinsettia operations, McKenzie worked with entomologist Lance S. Osborne and postdoctoral researcher Yingfang Xiao, both at the University of Florida Mid-Florida Research and Education Center in Apopka.

They chose papaya

(Carica papaya) for their banker plant, and the tiny non-stinging wasp Encarsia sophia as the predator. The larvae of E. sophia feed on the silverleaf whitefly (Bemisia tabaci), the targeted pest. E. sophia is native to Florida and poses no threat to the state’s

habitats.

In one set of experiments, they forced the wasps to eat the targeted silverleaf whitefly pest to make sure the wasps would control it.

In another, they gave the wasps a choice between the papaya whitefly they supplied as a

food source and the targeted silverleaf whitefly they want to eradicate.

The results, published in Biological Control, show that E. sophia has an appetite for both the alternative food source and the silverleaf whitefly, and that it effectively wipes out any silver-

leaf whiteflies on crops near the banker plants.

The system is now being tested in commercial greenhouses.

The researchers have also shown that corn can serve as a banker plant for a gall midge that controls the twospotted spider mite, and

they are studying whether ornamental peppers can bank a predatory mite, Amblyseius swirskii, which is effective at controlling whiteflies and thrips.

Results so far are extremely promising, and the concept is catching on among growers.

The newest publication in the Lee Publications, Inc. family of agricultural papers

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Wine & Grape

The NEWSPAPER for the wine and grape industry January 2012

www.wineandgrapegrower.com

Volume 1 Number 1

Newport Vineyards: Record harvest, grand expansion plans ~ Page 2 Breaux Vineyards Ltd. prunes now for shape, quality and production ~ Page 10

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Wine and Grape Grower will offer features, news and information on growing grapes, and making and selling wines.

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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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Christmas Trees

Christmas Trees

CHRISTMAS TREES, 3-4’ Alberta Spruce $11, 6-7’ Colorado Blue Spruce $13, 5-6’ Douglas Fir $15, 5-6’ Noble Fir $17. These are nice trees.

Table tops and other sizes available. Balling available for live trees. 503-380-1531, Oregon.

PLAN AHEAD for Christmas Tree Season: 10K Grand Fir 59 ft., $2.00 each – NOT per foot. Healthy plants. Harvesting available through local labor contractor. Easy loading & access to I-5. Salem,OR 503-932-2396

Fruits & Berries

Fruits & Berries

WHOLESALE NURSERY, INC. 9555 North Gast Road, P.O. Box 116 - Bridgman, Michigan 49106 Phone: 269-465-5522 Fax: 269-465-4822

WHOLESALE GROWERS OF QUALITY SMALL FRUIT PLANTS BLUEBERRIES ARE OUR SPECIALTY Grapevines Blueberries Jostaberries Gooseberries

Red Raspberries Purple Raspberries Yellow Raspberries Black Raspberries

Black Currants Red Currants Red Rhubarb Asparagus

www.kriegersnursery.com ALL STOCK GRADED TO AAN STANDARDS

Help Wanted

Help Wanted

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

Knowledge of the industry a must.

Articles could include educational topics as well as feature articles.

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

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. *** OCT 6 Inland Empire CTA Fall Meeting Newman Conference Center, Newman Lake, WA. Contact John Myhre, 208-689-9868.

On Internet at www.iecta.org OCT 12 WALP Bus Tour 8:30 am - 4 pm. Hop on board the WALP Bus Tour that will visit a handful of previous Environmental Landscape Award winner projects/sites. Lunch at Vibrant Plants included. Call 425-967-0729.

OCT 25 The Situation Room: Part II: Turning Your Employee Handbook Into A Money Saver Cougar Auditorium, McCollum Park, 600 128th St SE., Everett, WA. Call 425-9670729.

OCT 25-27 Planet Green Industry Conference Kentucky Expo Center & the Louisville Downtown Marriott, Louisville, KY. On Internet at www.Green IndustryConference.org NOV 2 OAN One Day Convention and Industry Awards Ceremony Oregon Garden in Silverton.

There will be a business meeting from 2-4:30 pm, followed by dinner from 6:30-9 pm. Visit www.oan.org for more information. Make your reservations now to stay the night at the Oregon Garden Resort by calling 503-874-2500. OAN members receive a discounted $69 room rate, which includes garden admission and breakfast for two. Mention you’re a member when calling.

NOV 2-6 2012 Irrigation Show & Education Conference Orange County Convention Center, Orlando, FL. Call em a i l info@irrigationshow.org.

NOV 7 CLCA Annual Convention Loews Coronado Bay Resort, 4000 Loews Coronado Bay Rd., Coronado CA. Contact Kym Dreher, 916-830-2780 o r e - m a i l kymdreher@clca.org.

NOV 15 The Digital Frontier: How To Make Sense Of It All When It Changes Weekly Garden Room/Brig Bldg, Magnuson Park, 7400 Sand Point Way NE, Seattle, WA. 8:30 am - noon. Examine new media resources and trends that are making up

the new normal of marketing, advertising and sales.

Call 425-771-9588.

NOV 29 Who Do You Trust?

Reducing The Risk Of Fraud Clark Nuber, 10900 NE 4th St., Suite 1700, Bellevue, WA. 8:30 am - noon. Join us for this eye opening seminar presented by Pete Miller with Clark Nuber as he outlines recent studies of trends in fraud prevention, fraud detection, best practices and other controls to help you safeguard your business.

Call 425-967-0729.

DEC 4-5 Northwest Environmental Conference & Tradeshow Portland, OR. Focuses on best management practices in environmental protection, as well as other areas of current interest to the business sector, including resource efficiencies, health & safety, supply chain management, product standards and emerging policies. Contact Catherine Van Zyl, 800-9856322 or e-mail Catherine@nebc.org.

JAN 9-10 2013 MT Green Expo Holiday Inn Grand Montana, Billings MT. Call 406-7553079 or e-mail ED@ plantingmontana.com.

JAN 23-25 Idaho Hort Expo Boise Centre on the Grove, Boise, Idaho. Contact Ann Bates, e-mail abates@inlagrow.org.

On Internet at www.inlagrow.org JA. 31 WALP / WSNLA 2013 Conference Hilton Vancouver - Vancouver, WA. 12 am. Save the dates for “Game On” WALP’s Annual Conference held jointly with WSNLA and scheduled for Jan. 31 - Feb. 2. Watch the WALP website for more information as it becomes available on sponsorship and registration.

Call 425-967-0729.

On Internet at www.walp.org FEB 1-6 28th Annual NAFDMA Convention - Pacific Northwest 2013 Doubletree by Hilton Hotel, Portland, OR. FEB 22 Pacific Northwest CTA Short Course Embassy Suites Hotel at the Airport, Portland, OR. Contact Bryan Ostlund, 503364-2942 or e-mail bryan@ostlund.com.

On Internet at www.pnwcta.org

Country Folks Grower Classifieds

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

Help Wanted

Help Wanted

Help Wanted

Help Wanted

JOHNNY'S SELECTED SEEDS is a privately held, employee-owned seed producer and merchant headquartered in Winslow, Maine, USA. The company was established in 1973 by our Founder and Chairman Rob Johnston, Jr. Johnny's mission is helping families, friends, and communities to feed one another by providing superior seeds, tools, information and service.

(See us at Johnnyseeds.com) Johnny's is known for supplying superior seeds, tools, information, and service to direct market growers and avid home gardeners. We find or design and sell outstanding varieties of vegetables, cut flowers, herbs, and thoughtfully designed tools and equipment. We pride ourselves on the wealth of information and experience we provide to our core customer base.

Wee aree leaderss inn ourr industryy andd wee aree growing!! Wee aree a strong,, stablee companyy andd willl stayy thhatt wayy becausee wee aree frugall andd passionatee aboutt whatt wee do!

Vice President of Sales and Marketing

Trials Manager

We have an opening for a seasoned Vice President of Sales and Marketing. Our Sales and Marketing organization is located in Fairfield, Maine and includes a state of the art contact center. We are a multi channel provider that includes Direct Sales, Catalog, Web, and Phone. We are looking for an individual that has broad experience across all these channels. We are interested in individuals who have experience in the seed or agriculture industry.

We have an opening for a seasoned Trials Manager. Our Research organization is located in Albion, Maine as well as contracted farms in other states. Each year we trial new variety releases, competitive and currently offered varieties to ensure our product offering meets the demands of the diversified direct small commercial grower. This includes trialing varieties in a variety of different cultural methods and seasons to select the best varieties and give us the experience to know how it will perform on the farm for our growers.

Key Duties & Responsibilities:

Johnny's Vice President of Sales and Marketing is responsible for the strategic Key Duties & Responsibilities: direction and daily operation of the Order Acquisition process. It includes Direct Sales Johnny's Trial Manager is responsible to support the product development process Representatives, Contact Center, Marketing, and Customer Service. by overseeing the management of the product evaluation process of prospective new Critical Functions: products. The Trials Manager accomplishes this by way of rigorous and selective internal and external trialing leading to superior products and information that meets * We don't really want "7 -10 years of Sales and Marketing experience;" we want the high quality standards of Johnny's Customers. the qualities we assume will come from that experience. * Someone with the ability to think on one's feet, to know the right answer almost instinctively, to be able to rely on a wealth of contacts and wisdom, * Someone who is as comfortable working with our customers as they are watching, reacting, and strategizing with the numbers. * Our company is seasoned in the business of Product Development, Order Acquisition and Fulfillment, and we require someone who is willing to challenge, teach, and guide us to higher levels. * Someone who understands the interconnectedness of business and not just the functional expertise. * Someone with an innate ability to quickly dissect difficult operational problems and driven to get the operational flow back to peak as soon as possible. * Someone with past experience developing a world class Sales and Marketing Organization. * Someone with a bachelor degree and formal or practical education at the master's level. * Someone with experience in developing a Sales and Marketing organization that has a strong technical component. * Experience in a multi channel sales organization within a niche market.

If you take pride in your ability to look at an order acquisition flow and not only see the opportunities for improvement but also the potential bottlenecks of future growth then you want to talk to us!

Critical Functions: * We don't really want "7 -10 years of Research and Trialing experience;" we want the qualities we assume will come from that experience. * Someone with the ability to think on one's feet, to know the right answer almost instinctively, to be able to think strategically and problem solve, * Someone who is as comfortable working with our customers and has a broad understanding of products and customer needs. * Someone who can support the evaluation and trial needs from start to finish and can bring us to a higher level of information gathering. * Someone who understands the interconnectedness of business and not just the functional expertise. * Someone with an innate ability to evaluate, understand and develop alternative or new trial methods, technologies, processes to ensure we are meeting the demands and needs of our customers. * Someone with past experience developing budgets, working with and managing trialing staff. * Someone who enjoys working on a team during a fast passed growing season.

If you have a passion for selecting the best products to create success for our growers and pride yourself on your ability to lead an effective team, then you want to talk to us!

GREENHOUSE MANAGER Are you looking for a career instead of just a job? Do you feel a sense of ownership in your work? Then Johnny's Selected Seeds is looking for you!

Johnny's Selected Seeds is an employee-owned seed producer and merchant headquartered in Winslow, Maine, USA. The company was established in 1973 by our Founder and Chairman, Rob Johnston, Jr. Johnny's mission is, "Helping families, friends, and communities to feed one another by providing superior seeds, tools, information, and service."

To this end, Johnny's works as a team of employee owners and is currently recruiting a Greenhouse Manager to be part of our team. As an employee owner at Johnny's, you will be part of a team focused on providing superior seeds, tools, information, and service.

You will be responsible for the propagating, cultivating, and harvesting crops in our greenhouses and high tunnels, as well as designing and maintaining those structures and their mechanicals.

You will work at our Albion Research Farm where the breeding work, trials, and seed production activities are held.

Key Job Elements: Raise healthy plants year round using organic methods, from seedlings for field transplanting to mature plants for indoor breeding nurseries and trials. Your internal customers will be doing the work of trials, breeding, and seed production.

You will manage our covered structures inside and out, including the set-up, adjustment, monitoring and maintenance of heating and cooling, fertigation and irrigation systems, and coverings.

You have farm-scale plant prorogation know-how, particularly vegetables, flowers, and herbs. Working knowledge of IPM, beneficial insects, and organic strategies. Soil and tissue analysis sample gathering, submissions to third-party labs, and follow-up.

You have knowledge of business and management principles involved in coordination of people and resources.

In addition to your resume, please send us a letter of interest that describes why you think you are suited to and would excel in this position along with your salary requirements to:

You will make constant improvements to plant propagation and facilities maintenance. You will inventory and maintain greenhouse propagation supplies. You are capable and at ease with maintaining detailed records.

You will seek creative ideas and new methods of greenhouse production. You will be energetic in gleaning information from outside sources, at trade shows and greenhouse events.

You have good communication skills. You will be providing oral and written information to supervisors, co-workers, and subordinates. And building and maintaining relationships with vendors, university and cooperative extension personnel, crop advisors and greenhouse suppliers.

You are capable of the research, design, and purchase and overseeing of construction of new greenhouses and covered structures within time and budget considerations. This includes greenhouse orientation, foundation needs, heating, cooling and ventilation systems controls and design, cost analysis of various structures from different manufacturers and the purchase, delivery, construction and start-up of the new structure along with its contents.

You have a sense of urgency in meeting deadlines and objectives, while balancing and optimizing multiple priorities. Problem solving skills and willingness to take responsibility for those decisions. Acceptance of constructive criticism and ideas & opinions while remaining objective in the quest for optimum results.

Essential Physical Requirements: Ability to read, count, and write to accurately complete all documentation.

Ability to freely access all areas and locations of the business and in all different types of weather.

Ability to work varied hours/days as business dictates.

The ability to travel occasionally for training.

Ability to bend, stand, walk, and lift up to 50 lbs.

1-800-836-2888 To place a Classified

Education Requirements: We prefer an associate's or bachelors degree and/or at least 3-5 years of experience in horticulture, preferably in mixed market gardening.

jssees@johnnyseeds.com Human Resources 955 Benton Avenue • Winslow, ME 04901

www.cfgrower.com

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Country Folks Grower Classifieds

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FAX IT IN For you MasterCard,Visa,American Express or Discover customers.. Fil out the form attached completely and fax to Peggy at (518) 673-2381 MAIL IT IN Fil out the attached form, calculate the cost,enclose your check or credit card information and mail to: Country Folks Grower Classifieds PO Box 121, Palatine Bridge,NY 13428

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ON-LINE- Go to www.cfgrower.com Name:(Print)______________________________________________________ and fol ow the Place a Classified Address:_________________________________________________________ Adbutton to place your ad 24/7! City:_____________________________________St.:_______Zip:___________

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C H R I S TMA S S E CTI O N Safety and liability with choose-and-cut

by Sally Colby Tom and Kerry Dull started growing Christmas trees in 1985 with a planting of 200 Scotch pines.

Since then, they’ve added trees; replanting and expanding their 25-acre chooseand-cut business in Thorntown, IN. One of the Dulls’ main focuses

throughout the year, and especially during the season, is safety.

“We have a rack full of saws,” said Dull, “and we change the blades every year. There’s nothing more frustrating than using a bad saw. It costs, but in the long run, it’s good customer service.”

When customers arrive

One of the Dulls’ main focuses throughout the year, and especially during the season, is safety.

One of the Dulls’ main focuses throughout the year, and especially during the season, is safety.

to choose and cut a tree, they park in a lot, then walk to the farmstead where no vehicles are allowed. As they come into the farmyard, visitors see a sign that’s a result of a 2011 Indiana law that focuses on agrotourism stating that consumers accept some of the responsibility for liability. Dull sums up the bill: “This can be a dangerous thing to participate in, and we’ve taken every measure to make sure it’s as safe as possible for you, but you (as the customer) accept some of the responsibility.” Dull says the new law provides ease of mind for those considering adding agritourism as part of their farm operation. “The sign doesn’t take away our responsibility to provide a safe place,” said Dull.

“We have to continue to let the consumer know that there are risks, and by participating they accept that responsibility.”

The greeter asks if customer has visited the farm before, and if not, explains that the farm provides saws, carts to move trees from the field. As people head to the field, they see signs that say ‘only tagged trees are available for cutting’ and pass at least two signs that say, ‘watch where you step, beware of stump holes and other

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natural hazards.’

“We’ve already been in the field and pre-tagged every tree that’s for sale,” said Dull. “We color-code the trees — Scotch pines have a blue tag, white pines have a white tag and Canaan firs have a red tag so the customer knows at a glance what kind of tree it is. On the tag is the height and price, so before they cut it, they know how tall it’s going to be.” Dull says pre-tagging eliminates issues of customers not understanding the true size and price of trees.

“Since we’ve gone to pre-tagging and prepricing trees in the field, the stumps are a lot closer to the ground than they used to be,” said Dull. “If someone goes to the field and sees a tree for $43, they’re going to cut it as close to the ground as they can because it’s their tree. Before, when we measured the trees up here (at the barn), they might leave six or eight inches because it was still my tree.” Dull says remaining stumps are ground after the season, and holes left by coyotes digging for vermin are filled as often as possible.

At the barn where trees are being processed, customers are asked to remain outside. Any buildings that have a step include a sign indicating that step, and if necessary, a handrail is provided.

As part of overall management, Dull keeps the rows mowed and clean throughout the growing season. “We mow probably more often than we need to, but that’s part of who we are,” said Dull. “We think our customers like to look out and see a nice, clean field.”

That’s a safety as well as a marketing issue.”

Customers can also dig trees, and those holes must be filled as soon as possible. “We don’t

dig trees from where our choose and cut customers are cutting — we dig trees from a different part of the field.”

The farm is managed in sections, and each season, customers are directed to the section that is available for cutting. “This year, we’ll be selling from a particular section, and that’s the only place customers can go,” said Dull. “At the end of the year, if there are trees left in that section, if the tree is good, we’ll dig it and transplant it. We’ll cut and burn the trees that aren’t good, then clear the field and replant.”

Dull says by being aware of each year’s sales and the continuing trend, they can determine what to plant.

“That helps us figure out how many more to plant,” he said, “and how many pre-cut trees to bring in to meet that demand. Every year, we sell more trees than the year before. We’ve started to bring in trees from other farms because we can’t meet the demand.”

The family includes Dull and his wife Kerry, who started the farm, and now their son Lucas and wife Dana are interested in returning to the farm. The Dulls encouraged the young couple to work off the farm for a while before making the decision, but Dull says that Lucas and Dana came back recently and expressed interest in coming back sooner to help keep the farm moving forward. “We don’t do a fall business, but we could,” said Dana. “We’re also grain farmers with 1,900 acres of corn and soybeans so we’re busy harvesting in fall.”

Another potential liability issue is the horsedrawn wagons that carry visitors to the fields.

Dull uses someone who works as an independent contractor and carries his own insurance.

When that person is on

the farm with the team of horses, there’s another man on the ground to watch for people who might come too close to the horses, and someone on the wagon seat.

On the farm are several restored log cabins and a revamped barn.

One large cabin, the Stone Cabin Inn, serves as a bed-and-breakfast, and Dull says that that creates another liability issue. “There’s something going on in that building four days a week,” he said. “Kerry does dinners for groups, family reunions and retreats.” The Dulls won a grant for refurbishing their barn through a contest sponsored by Campbell’s Soup Company. “The FFA Alumni Association was the workforce for that,” said Dull. “The top five vote-getters got their barns renovated.”

Christmas tree growers should check their state’s liability laws regarding agrotourism, and work with their insurance company to ensure adequate coverage.

Visitors to Dull's Tree Farm are made aware of uneven steps through signage.

Photos courtesy of Dulls Tree Farm

C H R I S TMA S S E CTI O N Now’s the time — get involved in Trees for Troops by the Christmas SPIRIT Foundation Trees for Troops, which provides free,

farm-grown Christmas Trees to armed forces members and their families in the U.S. and

overseas, is off and running for 2012. Now is a great time to join in on this worthwhile, re-

warding cause. Last year, more than 19,000 trees were delivered to bases in the U.S. and

Look how far we have come 2005

2011

6-year Overall

4,300

19,229

103,186

200

460

2,099

Participating States

17

28

28

Participating Farms

280

750

800

Trees for Troops Weekend Locations

0

31

31

Trees for Troops Weekend Trees Donated

0

5,856

20,354

Bases Receiving Trees (U.S. and Middle East)

5

69

69

13,000

60,375

352,011

Trees Delivered Trees Delivered Overseas

FedEx Donated Miles

Middle East to thankful troops and military families, through the generosity of the Real Christmas Tree industry, consumers and corporate sponsors, including FedEx. Trees for Troops is important to our military families AND important for our industry. Research from the National Christmas Tree Association shows that more 20 million households reported an awareness of Trees for Troops, and that more than 2 million households indicated they were influenced to purchase a real tree because of Trees for Troops. That is a strong statement on the positive values that prospective buyers as-

sociate with Trees for Troops and, through it, real Christmas Trees.

You can support Trees for Troops in a number of ways. You could donate trees through your participating state or regional Christmas Tree association, host a trailer drop during Trees for Troops Weekend, donate money or collect donations from consumers at your farm or retail location, help locate local and national sponsors, and more. Details on the opportunities to help can be found on the Trees for Troops website (www.TreesForTroops.o rg) or by contacting the headquarters staff at the Christmas SPIRIT Foundation.

Troops 22

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C H R I S TMA S S E CTI O N

PostScriptPicture Tree,Fir

PostScriptPicture Tree,Fir

Troops from 21 What's coming up next? The Trees for Troops International kick-off will be Nov. 20 at the Dull's Tree Farm in Thorntown, IN. Plans are to ship out more than 300 donated trees prior to Thanksgiving to USO destinations in and around Kuwait.

Trees for Troops Weekend is set for Nov. 30 - Dec. 2, 2012. If you would like to host a trailer to collect donated trees, please sign up ASAP as this is a first come, first served opportunity.

The Trees for Troops online tool kit has plenty of great resources that can be downloaded from the newly redesigned website www.TreesForTroops.or g. Please make sure you take advantage of the tools, which include: • Checklists for pickup locations • Sample press releases you can customize for your local newspaper/media • Recognition certificates you can print and give to those who go above and beyond • “Pin up” signs (new

this year and easy to do) - just print the pinup forms and ask customers to buy one for $1. Customers can sign their name and display their support for Trees for Troops in your retail location.

Your help is needed to get the word out about this valuable program and the need to donate dollars in addition to trees. This year, the Christmas SPIRIT Foundation Trustees and staff are making major effort to ensure Trees for Troops is financially sustainable and can continue well into the future. About $7 in donated dollars is needed for each tree that is delivered.

Every effort is helpful in meeting this goal,

from the annual quilt raffle to the jar collections many of you do each year (thank you!).

Here are some other ways you can help: • Join the Christmas SPIRIT Foundation Trustees in seeking out local sponsorships from the people you do business with. It's hard to say no to such a great program, and local sponsorships can be at any price point. Download the sponsorship form from the online tool kit to get started.

• Sell Trees for Troops bears (available through the online store at www.TreesForTroops.or g) at your gift shop.

Wholesale prices are available, and Trees for Troops receives $5 for

BIG SPRINGS NURSERY and TREE FARMS Specialist in Fraser Fir Christmas Trees • Quality Wreaths • Garland (Roping) • Fraser Fir • Bough Material by the Pound WE WELCOME YOUR INQUIRY PLEASE CALL OR WRITE WITH YOUR NEEDS Richard Calhoun rkcdoc@skybest.com

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• If you know government employees, encourage them to direct a payroll donation to the Christmas SPIRIT Foundation through the Combined Federal Campaign (CFC #12283).

• If you have family members whose employers offer matching gift programs (many larger companies do) ask them to work with their companies to arrange a match for their donations. This is often handled through the human resources department.

• If you know contacts with a major corporation that might be a potential corporate sponsor, e-mail the CSF staff (info@T reesFor Troops.org).

We will

make the “ask” - we just need the right person in the right company.

Lastly, as trees are being delivered to military bases, make sure you follow /like/retweet/pin Trees for Troops on Facebook, Twitter, Pinterest and

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Secretary Vilsack announces availability of grants to improve housing for farm workers - Grantees will help prepare loan application packages

WASHINGTON, D.C. — Agriculture Secretary Tom Vilsack announced that the USDA is accepting applications for technical assistance grants to develop domestic and migrant farm labor housing.

“These grants will help communities submit quality applications to increase their chances of getting funding to build much-needed affordable housing for farm workers,” Vilsack said. “Increasing the

supply of affordable housing in rural communities not only helps the residents, it helps the entire community.”

Grants are available to organizations that will help housing authorities, state and local govern-

ments, Indian tribes, non-profit organizations, and community- and faith-based groups apply for loans and grants to build farmworker housing. The purpose of the grants is to increase the number of high-quality

applications USDA receives.

Vilsack announced on July 18 the Notice of Funding Availability (NOFA) for loans and grants to build or preserve affordable rental farm worker housing. This technical assis-

tance funding is to organizations that assist potential borrowers under that NOFA. Technical assistance grantees must have the knowledge, ability, expertise or practical experience necessary to develop and package farm labor housing loan and grant applications. They also will be required to submit a minimum number of applications to USDA, based on their location.

For additional information, see page 54877 of the Sept. 6 Federal Register, www.gpo.gov /fdsys/pkg/FR-201209-06/html/201221885.htm. The deadline for submitting applications is Nov. 5, 2012.

Please visit Rural Development’s new interactive web map featuring program funding and success stories for fiscal years 2009-2011. The data can be found at: www.rurdev.usda.gov/R DSuccessStories.html.

President Obama’s plan for rural America has brought about historic investment and resulted in stronger rural communities. Under the President’s leadership, these investments in housing, community facilities, businesses and infrastructure have empowered rural America to continue leading the way — strengthening America’s economy, small towns and rural communities. USDA’s investments in rural communities support the rural way of life that stands as the backbone of our American values. President Obama and Agriculture Secretary Tom Vilsack are committed to a smarter use of Federal resources to foster sustainable economic prosperity and ensure the government is a strong partner for businesses, entrepreneurs and working families in rural communities.

USDA, through its Rural Development mission area, has an active portfolio of more than $172 billion in loans and loan guarantees. These programs are designed to improve the economic stability of rural communities, businesses, residents, farmers and ranchers and improve the quality of life in rural America.

Supplement to Country Folks GROWER

PAGE 1

FALL EDITION • October 2012

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FALL EDITION • October 2012

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Changes to the hazard communication standard are coming

by James Carrabba, The New York Center for Agricultural Medicine & Health — NYCAMH The Hazard Communication Standard, (HCS) 29 CFR 1910.1200 is a law administered by the Occupational Safety and Health Administration (OSHA) and is applicable to agricultural workplaces. The purpose of this law is to ensure chemical safety in the workplace. Under this law, the identities and hazards of workplace chemicals must be available and understandable to workers. Employers are required to inform workers of any chemical hazards in the workplace and to train workers on how to protect themselves from these hazards. In the past, this standard was sometimes referred to as “The Right to Know”, because under the law, workers have the right to know about the hazards of the chemicals that they work with.

The HCS is now in alignment with the Globally Harmonized System of Classification and Labeling of Chemicals (GHS). These new changes will

make it much easier for workers to identify chemical hazards and understand the potential hazards of chemicals that they must work with. According to OSHA, these updates will provide a more uniform and easier to understand approach for classifying chemicals and communicating hazard information on labels and safety data sheets. The former Material Safety Data Sheets (MSDS) will now be called Safety Data Sheets (SDS) under the new revisions. These changes will make it safer for workers by providing easily understandable information on appropriate handling and safe use of hazardous chemicals. These new changes were announced on March 26, 2012.

Changes to the HCS will be phased in over the next few years and will be fully implemented by June 1, 2016.

Major Changes to the Hazard Communication Standard: • Hazard Classification: Provides specific criteria for classification of

Changes

3

DON’T MISS THESE IMPORTANT ISSUES

NOVEMBER • Winter & Spring Planning • NE Greenhouse Conference • Deadline Oct. 11TH

DECEMBER • New Varieties • Fruit & Vegetable Equipment • Deadline Noon (due to Holiday) Nov. 15TH

JANUARY • Winter Show Issue • Deadline Noon (due to Holiday) Dec. 13TH

GHS Hazard Pictograms that will appear on chemical labels. Each pictogram has a white background framed by a red border. The pictogram used on the label is determined by the chemical hazard classification.

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PAGE 3

FALL EDITION • October 2012

MARKETPLACE Changes from 2 health and physical hazards, as well as classification of mixtures.

• Labels: Chemical manufacturers and importers will be required to provide a label and SDS that includes a harmonized signal word, pictogram, and hazard statement for each hazard class and category. By June 1, 2015, GHS standardized pictograms will be required on chemical labels to warn of hazards that each chemical has. Precautionary statements must also be provided.

• Safety Data Sheets (SDS): (formerly known as MSDS) Will now have specific 16 section format.

• Information and Training: Impor-

tant to note; employers are required to train workers by Dec. 1, 2013 on the new label elements and SDS format to facilitate recognition and understanding.

Other provisions of the HCS have not changed. To be in compliance with this standard, a business must have a written hazard communication program.

The hazard communication program must address these six areas: 1. Name a person responsible for overseeing the program 2. Create an inventory of all chemicals at the worksite 3. Properly label all chemical containers 4. Obtain and keep on file a SDS for

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each chemical 5. Train workers on how to read product labels and SDS’s 6. Train workers on how to protect themselves from the chemicals and document training The HCS states that SDS’s must be readily available to workers. Workers are free to consult the SDS anytime they have a question about a particular chemical. Before using a chemical, it is a good idea to check the SDS. The SDS will list the personal protective equipment needed and the appropriate first aid measures that should be taken in case of an emergency. Worker training is an important component of

complying with the HCS. The employee training should include an explanation of the standard, how to read a label and SDS, where to find the SDS’s, types of chemicals used in the workplace, how to protect themselves from these chemicals and how to use the appropriate Personal Protective Equipment (PPE). Employers need to document the training. Pesticide labels are exempt from the HCS, but they will have the new SDS’s and need to be included in a farm’s HCS program. Pesticide labels are covered under the EPA Worker Protection Standard (WPS), 40 CFR 1970.

FALL EDITION • October 2012

PAGE 4

MARKETPLACE A Greener Way to Fertilize Nursery Crops

by Dennis O’Brien A U.S. Department of Agriculture (USDA) scientist has found a “green” alternative to a type of fertilizer additive that is believed to contribute to the accumulation of heavy metals in waterways.

Ornamental nursery and floral crops require micronutrients like iron, manganese, copper and zinc. But fertilizers that provide these micronutrients often include synthetically produced compounds that bind with the micronutrients so they are available in the root zone.

The most commonly used compounds, known as chelating agents, are not readily biodegradable, and can extract metals from sediments. Their use is believed to add to the amounts of iron and other heavy metals that sometimes flow into or become soluble in waterways. Concerns in Europe about one, called EDTA, have prompted calls there for use of alternative

chelating agents.

Joseph Albano, a horticulturalist with the Agricultural Research Service (ARS) U.S. Horticultural Research Laboratory in Fort Pierce, FL, thinks he has found a “green” alternative for the floral and nursery crop industries.

ARS is USDA’s principal intramural scientific research agency, and this research supports USDA’s commitment to agricultural sustainability.

Albano’s alternative chelating agent is known as EDDS. It is a natural compound that is biodegradable and less likely to persist in the environment.

In a series of studies, Albano grew marigolds in standard soil-less potting media using fertilizers formulated with EDDS or one of two commonly used chelating agents: EDTA and DTPA. Each of the three treatments was chelated with iron so Albano could assess the effectiveness of EDDS as a fertilizer iron source.

The results showed that EDDS was a

suitable chelating agent for use in fertilizers. There were no differences in plant growth or leaf-tissue iron levels among plants grown with iron-EDDS, those grown with iron-EDTA, or those grown with iron-DTPA fertilizers.

Iron-chelates, like iron-EDTA and iron-DTPA, degrade when exposed to light (photodegradation), so they are often stored in opaque containers that prevent exposure to sunlight. Albano also assessed iron-EDDS photodegradation and discovered that iron-EDDS degraded more quickly than ironEDTA when exposed to light, which

would contribute to its low persistence in the environment. Given how quickly it degrades, Albano recommends that iron-EDDS chelates also be stored in opaque containers.

The report, published in HortScience, was the first peer -reviewed study to evaluate EDDS as a chelating agent in fertilizers used in the production of a floricultural crop, according to Albano. The work is expected to encourage the use of EDDS as an environmentally friendly chelating agent in floral and nursery crop operations.

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FALL EDITION • October 2012

PAGE 5

MARKETPLACE Smart Marketing includes services & relationships not just products

by Brian M. Henehan, Dyson School of Applied Economics and Management, Cornell University In agriculture, we have a tendency in marketing to focus most of our attention on the hard products we produce and bring to market — fruits, vegetables, meat, grains, milk, or cheese. Today’s markets demand more attention

to the services and relationships associated with marketing the actual product itself. The smart marketer is one who not only produces a high quality product, but also delivers needed services and builds effective relationships with customers.

A useful way to examine these questions of services and relationships is to

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begin with the old journalistic outline of — who, what, where, when, why, and how. We also need to understand the distinction between a customer and the consumer. Our customers may actually be consumers if we are direct marketers. But usually a relationship with some type of intermediary customer is required to get the farm product to the end-user, the consumer.

Typical intermediary customers in the food system can include: wholesalers, retail supermarket buyers, food service buyers, brokers, or processors.

Who are you doing business with? If you are a direct marketer, know your consumer. Who are they in regards to: age, income, residence, family size, gender, ethnic group, etc.? How is your consumer base changing? What services will enhance your relationship with your consumers? If you are working with other types of customers, learn about their operations: sales, distribution, terms of trade, transaction protocols, etc. How do your customers understand the consumers that buy your products? What information about consumers can they share with you, or you with them, to assist both of you in better serving them?

What makes your product superior?

What differentiates your product from the rest of the pack? What will make your product more attractive to your customers or consumers? What will your product bring to the assortment of products your customer markets?

What information can you provide along with your product (nutritional values, recipes, portion sizes, variety, etc.) to increase sales?

Where will your product have to

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FALL EDITION • October 2012

MARKETPLACE Marketing from 5 end up to effectively serve your customers or consumers? How will your product hold up in transit? Will your product arrive in a package ready for store display or use in the kitchen?

Are there any ways to make life easier for those who buy your products in regards to scheduling or delivery?

Can you better coordinate shipping with other firms shipping similar products in your area?

When does your product need to arrive? Time is of the essence for all of us. How can you cut your customer’s time spent receiving or handling your product? Are there ways to minimize the time your consumer (convenient parking, check-out) or customer (processing invoices or payment) does business with you? Just-in-time delivery and automated inventory replenishment are becoming standard business practices in both the retail and food service industries.

Why should your customer do business with you in regards to the services you offer and the value you bring to the business relationship? Why should you be considered a “preferred” supplier by your customer?

Why should your ability to attract consumers to your product add value to your customers business?

How will you better understand what services and relationships will

be needed to insure the effective marketing of your products? In a rapidly changing marketplace, those services and relationships are changing. How will your services increase the productivity and profitability of your customers?

In summary, smart marketers not only deliver high quality products that are relevant to consumers, but must also provide valuable services to build effective relationships with customers.

Hopefully, answering some of these questions might shed some light on how to improve your marketing capacity. In the haste to produce the hard product itself, don’t forget the needed services and relationships that will keep your product on the shelf, on the plate, or in the hands of consumers.

Smart marketers not only deliver high quality products that are relevant to consumers, but must also provide valuable services to build effective relationships with customers.

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PAGE 1

WINTER EDITION • January 2012 Supplement to Country Folks GROWER

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MARKETPLACE

Country Folks Grower Will Have A Marketplace Glossy Section In The January Winter Show Issue

There is limited space Full Coverage available so contact us early Special Rates to reserve your spot.

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FALL EDITION • October 2012

MARKETPLACE

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