June July 2014 issue by Colorado Nursery and Greenhouse Association

June/July 2014 • Volume 32 • Number 3

Colorado Nursery & Greenhouse Association • Serving Colorado & New Mexico

The Value of Residential Landscaping 9

Home Building Heats Up 12 Landscaping Increases Home Prices up to 10.2%

14 Generating Cash Flow through the Summer 15 Creating Post-Peak Demand

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10/29/13 11:33 AM LooseLeaf June/July 2014

Our Mission Professionals growing for a better tomorrow... your growing resource. Cover Photo Courtesy of Botany Lane Greenhouse, Denver, Colo.

In This Issue

14 Generating Cash Flow through the Summer

3 CNGA Board & Staff Information 4 Message from the Board: Summer 5 Member Profiles: Botany Lane Greenhouse,

Arbor Valley at Country Lane, and Rifle Creek Nursery

Creating Post-Peak Demand

16 Water Rules in a Dry State: Water Storage 18 CSU Update: Dependable Landscape Trees

Home Building Heats Up

20 Financial Affairs: IRS Implements New Rule 21 Safety Corner: Seasonal Workers 22 Calendar & New Members

12 Landscaping Increases Home Prices up to 10.2%

23 Classifieds & Advertisers List 24 Psst... Pass It On: Book Recommendation by Charlie Hall 24 Thank you to our Sponsors!

Board Of Directors

Ex-Officio Members

Bill Kluth, President Tagawa Greenhouse Enterprises, LLC 303.659.1260 x205 bkluth@tagawas.com

Stan Brown, CCNP Alameda Wholesale Nursery, Inc. Phone: 303-761-6131 stan@alamedawholesale.com

Sarada Krishnan, Ph.D. Denver Botanic Gardens 720.865.3679 krishnas@botanicgardens.org

Jesse Eastman, CCNP, Vice President Fort Collins Nursery 970.482.1984 j.eastman@fortcollinsnursery.com

Dan Gerace, CGG Welby Gardens Company, Inc. 303.288.3398 dangerace@hardyboyplant.com

Kirby Thompson, CCNP Britton Nursery, Inc. 719.495.3749 info@brittonflowers.com

Levi Heidrich Heidrichâ&#x20AC;&#x2122;s Colorado Tree Farm 710.598.8733 levi@coloradotreefarmnursery.com

Terry Shaw, CCNP Harding Nursery, Inc. 719.596.5712 hardingoffice@aol.com

Dan Wise, CCNP, Secretary/Treasurer Fort Collins Wholesale Nursery 970.484.1289 dan@ftcollinswholesalenursery.com

Publisher

Editorial

Colorado Nursery & Greenhouse Association 959 S. Kipling Pkwy., Ste. 200 Lakewood, Colo. 80226 303.758.6672 or 888.758.6672 Fax: 303.758.6805 info@coloradonga.org coloradonga.org

Sharon R. Harris Executive Director Colorado Nursery & Greenhouse Association 303.758.6672 sharris@coloradonga.org

Printer

Michelle Munoz, CNGA 303.758.6672 mmunoz@coloradonga.org

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Sharon R. Harris Executive Director CNGA 303.758.6672 or 888.758.6672 sharris@coloradonga.org

Contributing Writers

Staff

Colorado Community Media 9137 S. Ridgeline Blvd., Ste. 210 Highlands Ranch, Colo. 80129 coloradocommunitymedia.com

Display Advertising

Jim Klett, Ph.D. CSU Dept. of Horticulture & Landscape Architecture 970.491.7179 jim.klett@colostate.edu

Charlie Hall Tanya Ishikawa Bill Kluth Merle T. Northrop Stan Pohmer

The LooseLeaf feature writer and editor is Tanya Ishikawa of Buffalo Trails Multimedia Communications at 303.284.6762 and i.tanya@comcast.net. The LooseLeaf is published six times a year with issues scheduled for February/March, April/May, June/July, August/September, October/November, and December/January. Visit coloradonga.org for classified advertisements, plant publications, upcoming events, a member directory, and much more!

Sharon Harris

Michele Munoz

Executive Director

Administrative Coordinator

sharris@ coloradonga.org

Greg Hobbs Dr. Jim Klett Beth Kolakowski Richard Ortega

mmunoz@ coloradonga.org

MESSAGE FROM THE BOARD

Summer Summer – a time of kicking back on the patio with a cool drink and a good summer novel – nothing too serious, just fun and easy reading. Or maybe tasting the latest microbrew while grilling a feast with family and friends. We deserve a break. We just survived another crazy spring season of customers, weather, inventory, and labor challenges. Time to relax and unwind at least a bit? Or time to review and anticipate?

By Bill Kluth CNGA Board President

“Reset not just your inventory but your staff for summer sales.” LEADERS IN

Summer is the time to review your spring season in detail. What were your customer trends? Customer traffic on a daily basis? Sales per customer? What was hot and what was not? Doing an immediate post-season candid and complete review of your spring business will make planning for next spring much easier because you will have the details and facts to support your decisions. We are so busy in the spring that memory fades quickly of what worked and what didn’t work from one day to the next – because we need to maximize every single day of spring sales. We need to “make hay while the sun shines” like any good farmer knows.

Hardy,

Colorado-Grown NURSERY STOCK

Summer is the time to watch your transition from spring into summer and fall. Manage your staffing closely as it is easy to keep seasonal/ part-time people just a week or so longer than you have sales to support that labor. Rearrange your inventory at retail and wholesale to give your customers a “new” look when they arrive so you can easily highlight your summer inventory. Identify inventory that didn’t move as expected in the spring and make plans on how to move it during the summer. Review your training programs. Did your staff really learn and execute the desired skills you thought you were teaching? Ask your staff what problems they encountered and identify new or additional training for the summer or next year. Reset not just your inventory but your staff for summer sales. Meet with customers and ask them what they like and dislike about your business. How can you improve the customer experience? Customer loyalty is critical to know, so as you plan, you can have confidence that next year’s sales will meet expectations. Get out and see how your product is used in the market. Visit neighborhoods to see landscaping designs, home plantings, and public spaces. Identify innovative products and uses that you can add to your product offering or share ideas with your customers. Visit your suppliers. Relationships are important when you are trying to get a lastminute order filled or a problem resolved. Visit CSU Trial Gardens and arboretum or Denver Botanical Gardens to see how the products you offer are doing in Colorado’s climate or discover new products.

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Enjoy summer and the wonderful Colorado outdoors. Our businesses contribute so much to making the outdoors a beautiful and relaxing place. By using your summer time wisely, you can help to ensure a successful summer and fall season in 2014 and a great spring in 2015.

2224 North Shields Street Fort Collins, Colorado 80524 970-484-1289 | fax 970-484-1386

800-794-1289 Our quality is your success

LooseLeaf June/July 2014

Team Of Experts Offering High Quality & Full Service

MEMBER PROFILE

Interview with Matt Edmundson, Arbor Valley at Country Lane Owner

Please tell us about the recent ownership change.

began handling the financial side of the business, eventually taking over purchasing and sales management.

Arbor Valley at Country Lane

We announced on Feb. 4 that Arbor Valley Nursery acquired certain assets of Country Lane Wholesale Nursery and will continue operations at the Franktown, Colo. facility. Arbor Valley at Country Lane is expanding its offering of shrubs and perennials to include a full line of deciduous shade and ornamental trees, conifers, convenient hardline products and its industry leading MYKE Pro Landscape Warranty Program.

Dan Lira started in 1991 at Arbor Valley after beginning his career working for Sabell’s heading up a contract digging crew and as nursery manager. Dan’s specialty is operations which oversees all aspects of field and container production, receiving, and fleet and equipment management. He is bilingual and is an ASE certified mechanic. Dan became an owner at Arbor Valley in 2001.

303.688.2442 fax: 303.688.5978

Who will lead the company’s operation?

What makes your business stand apart from others?

Arbor Valley at Country Lane will continue to be managed by longtime managers Tom Halverstadt and Mary Tretten. Tom came to Colorado in 1984 from Ohio to complete his schooling in the Audubon Institute of Lesley College. Tom started work at Country Lane in 1985, and became co-general manager with Mary in 1995. Mary earned her bachelor’s degree in CSU’s College of Forestry with a concentration in landscape architecture. After college she worked at several landscape design/ build companies before landing at Country Lane Wholesale Nursery in 1990.

Our passion at Arbor Valley is to work hard to get better every day. Our core focus is: “Quality plants delivered on your time.” We are a full-service wholesale nursery offering a broad diversity of deciduous shade and ornamental trees, conifers, deciduous and broadleaf shrubs, ornamental grasses and perennials, primarily serving the landscape trade. Our goal with this product offering is to simplify the lives of our customers by being able to deliver all their plant needs with one phone call. Our service specialty is our Rapid Response Delivery System. We have a large, scalable fleet of diverse trucks to service the needs of large and small contractors alike. This includes semi tractor trailers, stakebed and box straight trucks with lifts and smaller one ton trucks.

Who are Arbor Valley’s owners? Matt Edmundson is a third-generation business owner at Arbor Valley. Matt started at the age of 12 working to earn the money for a bike. He worked every summer and spring break after that potting plants, pulling orders and making deliveries. Upon graduation from college, he

coloradonga.org

2979 N. Hwy 83 Franktown, Colo. 80116

Tomh@arborvalleynursery.com countrylanewholesalenursery.com

*See Edmundson’s insights and observations about the impact of home building trends on the green industry on page 9 in the article, “ Home Building Heats Up.”

MEMBER PROFILE

Botany Lane Greenhouse 1661 E. 77th Ave. Denver, Colo. 80229 303.289.5631 fax: 303.288.6953 sales@botanylane.com botanylane.com

Innovative Grower Focused on Fresh, Premium Plants Interview with Aaron McDonald, Botany Lane Greenhouse Owner

Please tell us a little about your company’s owners and the staff.

What home building trends are affecting your business?

Botany Lane is going into our 11th year. We were founded by my father, Mitch McDonald. He started on the premise of providing independent garden centers with high quality products.

Home sizes are getting larger, while yards and patios are getting smaller. A related sales trend has been toward more patio-friendly items that stay compact and won’t get too large for the end consumer. We have a micro line, which is a whole new line of vegetables being bred that won’t get real large but still produce a lot of fruit.

With experienced employees who have been with us 15 to 20 years, we have a high comfort level with our ability to produce premium quality. This work is not the easiest thing to do, so you need to have a passion for the industry to stay longterm. Our people have that passion and are here year after year, helping us to continue to grow.

What makes your business stand apart from others? Our most popular products are our 4.25 premium annual lines. Sales of those high quality annual trays are the mainstay of our business. We have established a reputation for our creativity with combination planters and hanging baskets with premium plants. We only do 12-inch baskets or larger, and continue to innovate with new, unique mixes. We are also known for our urban vegetable program: Herb Herbert’s Herbs. It has both traditional and unique herbs and vegetables, nearly 150 varieties of each. The pots have unique labels that are highly recognizable, and the information on each label’s back helps customers be knowledgable about their purchases. It’s a premium line, with Botany Lane as the only franchise for this territory.

How do you communicate the value of a great landscape to a home? During the economic downturn, people were not taking vacations as much, but they were doing staycations where they took a week at home. So a home’s outdoor space became more important. It’s as much about adding value to a house as about personal enjoyment. People are investing in houses for themselves, not only for those who are looking to buy.

What ways do you bring customers back after the spring rush is over? We try to have different product lines that match up with the seasons in Colorado. Our tropical line of plants is a big draw as summer begins. After Memorial Day, we also work hard to promote to customers in mountain towns. The biggest thing is to continue to always have fresh products.

LooseLeaf June/July 2014

Aspen Specialists Dedicated to the Details Interview with Pete Reeser, Rifle Creek Nursery Sales Rep.

Please tell us a little about your company’s owners and the staff.

our aspen to create a more regular, full-looking plant with leaves lower on the trunk, not just at the top.

Scott Fields started Rifle Creek Nursery on a challenge. He was on a landscape job in 1991, when he received a semi-load of aspen trees from the northwest. At a time when the majority of aspen were collected in native settings, these were the first nursery-grown aspen he had seen. When he told the delivery driver that he could grow better trees, a challenge to do it was made. The next year, 1992, Fields bought some land and started his aspen nursery.

What home building trends are affecting your business?

Scott and Thelma Fields are Rifle Creek’s owner operators with more than 32 years experience in the industry. Gabriel Hernandez is the field supervisor and has been with the company more than 20 years. Pete Reeser is the outside sales representative and has 32-plus years experience in the industry as well.

How does Rifle Creek keep good employees for the longterm?

What makes your business stand apart from others?

As home construction trends upwards so do the sales of Aspen, especially in the foothills and mountain areas. There are some areas where the boomer generation is trending toward bigger yards. By landscaping with trees versus lawn, they can use less water and it will be good for tree sales.

MEMBER PROFILE

Rifle Creek Nursery 2492 County Road 210 Rifle, Colo. 81650 riflecreeknursery.com Owner Scott Fields 970.618.1128 rcn.scott@yahoo.com Sales Rep. Pete Reeser 719.671.4462 p.reeser@bresnan.net

We pay a fair wage and treat our employees like good customers, because ultimately they are just as important. You can’t service your customers well if you don’t have dedicated employees.

We do one thing, grow aspen, and we do it well. It is unique and has been consistently a good seller. Our fields are clean cultivated and treated systemically through drip irrigation so that chemical use is minimal. Because of this you will not see twig gall or borer on our Aspen. We only dig in the spring due to typical fall soil conditions in our area. We do, however, heel in trees for people who need trees after harvest. While many other growers just let aspen grow without pruning them, we shape Photos courtesy of Rifle Creek Nursery

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LooseLeaf June/July 2014

Home Bulding Heats Up According to homebuilding industry insiders, housing construction activity is heating up in both dense infill subdivisions as well as more spacious suburban developments. A common theme in both markets is a consumer desire for seamless indoor/outdoor living and low maintenance yards. New opportunities are opening up for partnerships between homebuilders, landscape contractors and growers. “The trend in homebuilding and landscaping really depends on the type of building and where in town it is happening,” said CNGA member Matt Edmundson, the owner of Arbor Valley Nursery in Brighton and Country Lane at Arbor Valley in Franktown, Colo. “There is a strong multifamily trend within the urban corridor and along light rail. These projects are high density with little room for landscaping. Upright and columnar plants are important here.” One such development is Midtown at Clear Creek, located in unincorporated Adams County north of Denver and close to four highways and future light rail. Midtown will have 1,608 detached single-family homes on 181 acres. Brookfield Residential, one of two homebuilders in the new subdivision, is also building 2,000 detached homes in the Solterra development in Lakewood and 3,600 detached homes at Brighton Crossing in Brighton.

Photos Courtesy of Oread Capital & Development

coloradonga.org

Shannon Robbins

“The most important trend we address in all our homes is the emphasis on energy efficiency, and we have done that largely via our construction methods and materials,” said Shannon Robbins, Brookfield’s manager of architecture and design. Brookfield provides energy efficiency through an efficient insulation system, windows with a low U-factor and a high solar heat gain coefficient, plus energy-efficient appliances, 93 percent efficient furnaces and tankless water heaters.

Jeff Handlin

Jeff Handlin, the president of Oread Capital & Development, a Denver-based company that acquires, develops, and manages large-scale residential and mixeduse asset communities, commented that dense developments are able to attract younger buyers who don’t mind the small lots due to their urban location, convenient to many transportation corridors. “People will trade off lot size for community feel and location,” he added.

He also believes densification is happening with increased multifamily housing construction, due to the decrease in home ownership caused by the economic downturn. “The homeownership rate in the U.S. is the lowest it’s been in quite sometime,” he said. “The theory goes that those folks are renters. There’s a shift from homeowners to more renters. It’s a real trend generationally.” While baby boomers continue to own and buy homes, their children – the echo boomers – may have a different appetite than their parents, but Handlin said, “We don’t know yet because the younger generation has not had kids enmasse yet. They may move to the suburbs like their parents did so their kids can enjoy sodded yards with fences, rather than attached dwellings with little chance for yards. There’s no statistical data yet on whether they will remain renters even as they have children.” “The youngest generation x-ers are in their late 30s and their home ownership rate is generally consistent with prior generations,” Handlin said. “The early data on the Millennials shows home ownership is lower, but they are still in their 20s and mid-30s. They are getting married later, having kids later and leaving the nest later than previous generations. We will have to watch what they do over the next five to seven years to see what happens with home ownership rates.”

Bigger Plants, Homes & Yards Handlin’s company is involved in the Anthem Colorado development in Broomfield, Colo. The project on former agricultural land is approved for 3,500 detached single family homes on large lots and currently contains approximately 1,500 built and occupied homes. Similarly spacious Oread developments include Provenance and Somerset Meadows in Boulder County and Rocking Horse in north Douglas County.

“What we’ve found generally speaking in our neighborhoods is that consumers are actually looking for not less space, but more space, both internally in square footage and externally – that’s a relatively new trend,” said Handlin, who is also involved in projects outside Colorado. “Consistently one of the biggest requests homebuilders receive from their consumers these days is that they would like a larger yard.” He said larger lot sizes were a traditional standard in the Denver housing market, and though lot sizes really got compressed in the last 20 years, they are now starting to decompress a little bit. “Families buying homes are now in their mid-30s to 50s and they are moving up. It’s not their first home. They have memories as a kid having some room to knock around, so to speak. They are looking for that same room in the yard to throw a ball with their kids and let their dog run around. It’s a bit of a nostalgia play.” “Everybody wants what we don’t have, and when you survey the market and there is a dearth of slightly larger lots, then there’s going to be demand for that,” he observed. “Surveys show if given a choice people would always elect for larger lots. If you have more land and can afford to develop in a less dense style, our experience is the consumer rewards that.” With the single family home market heating up, Edmundson of Arbor Valley said he has noticed more model homes and new infrastructure being installed. “Model home budgets are now focusing on bigger plant material than during the downturn, with builders competing somewhat for curb appeal especially in projects where they have competition. Larger work is trending towards diversity of shade trees on one hand and mass planting of fewer varieties of shrubs and perennials on the other,” he said. This demand could pose significant challenges as the green industry begins to experience shortages of plant material. “Contractors have become accustomed to all the plants they want, on demand and at historically low prices. This trend is over. The best way for contractors to hedge against inflation is to partner with their suppliers and provide information as far in advance as possible. Even then prices are on the rise as the number of growers has shrunk due to the economy and the quantities of plants grown overall has depleted,” he explained. “Few people outside of the trade realize that the fastest produced #5 shrub takes almost three to four seasons from conception to salable size. For B&B trees you can add two to three additional seasons. The growers that have been left standing from this downturn are not going to over produce again or crank up speculative production,” he added. At Midtown, Robbins said hiring a local landscape architect ensured that the architect already had knowledge about what was going on locally. “We also put him in direct touch with our landscaper who is buying and installing. He knew alternatives, what was not available and what kind of drought-tolerant plants would do well here. That collaboration between designer, landscaper and garden centers is important to us,” she said.

Seamless Indoor/Outdoor Living Robbins sees a trend toward low-maintenance landscaping and says it is very important to homebuyers. The hardscape plan is as important as the planting plan, and people are looking for patios and paths that work well together with the lawn and plants. Cement patios come standard in Midtown’s homes. Drainage issues are being addressed by using gravel LooseLeaf June/July 2014

walkways with stepping stones rather than cement sidewalks along the sides of homes. Another trend she is seeing is consumers’ desire for openness to the outdoors. “For us, that means more windows, strategically placed, for more light,” Robbins explained. “The whole concept of indoor/outdoor living in this marketplace is an absolute must, especially in Colorado where people use their outdoor spaces and take that lifestyle seriously.” She added, “The yard is not just an extension, it is part of the home and the design process. When the hardscape is on the same plane as the living space, there is seamlessness between inside and outside. Here with the rain and snow, we always have to have some sort of barrier, so we are trying to have the outside complement the inside in a way that you don’t feel that transition. People like to dine and entertain guests outside, so we help them open up one side of their house, making the patio an extension of their great room.” Since Midtown’s home lots have limited space for gardening, the subdivision will have perennial plots, specialty crops and community plots for the residents to share. Approximately 3,307 square feet will be gardened with English lavender, California orange poppy, Red Rocks penstemon and purple coneflower. A garden of 10,000-plus square feet will feature kale, cabbage, tomatoes, marigolds and zinnias, and another garden of 4, 000-plus square feet is planned with basil, squash, marigolds, zinnias, jalapeno and pablano peppers, and yellow, green and orange bell peppers. Handlin of Oread agreed that outdoor living is “probably as big as it has been since I have been in the business. In terms of popularity it’s a must-have in most cases.” Plants have to fit with the amenities of outdoor living and entertaining, such as fireplaces, outdoor kitchens and play equipment. Another trend he sees is back yard design that’s “all about utility, not about the wow factor. The level of quality has increased dramatically with those types of treatments. The cost of features like barbecues has plummeted so they are more affordable. People know they want to use their yards as opposed to just show off to neighbors or gain resale value. The trend is toward very usable outdoor spaces.” The homebuilders working with him also leave the back yard installation to homebuyers and only landscape the front and visible side yards. He sees a big opportunity for greenhouses and nurseries to make strategic partnerships with homebuilders to connect with homebuyers for back yard landscaping.

“Landscape contractors and wholesalers should make a deal where they can be there to offer turnkey solutions to consumers when the homebuilders tell them that the back yard landscaping is not included in their home sale,” he suggested. As far as the front yard installations, Handlin said not much has changed as far as appearance and quantity. The amount and caliper of trees and the amount of sod has remained the same as in past years. He said developers have a better understanding today of soil chemistry and the great differences from location to location. “Definitely the trend of marrying geotechnical engineering reports with drainability and soil composition plans by the landscape installer should be pretty important going forward,” he explained. “Growers understand where they have had trouble and had high attrition rates in landscaping. Homebuilders need to let growers and landscapers make important decisions and expect expert input from the beginning, so new homeowners are not frustrated with dying trees because they are a poor fit with the soil,” he noted. Some changes in plant type have been driven by municipalities and water providers, who are pushing water conservation by advising and even mandating the installation of dry climate plant species. A greywater system was installed throughout the Anthem Colorado project for landscaping in common areas and enhanced native open space, but none of his developments are using greywater in individual yard irrigation yet. Brookfield is integrating “smart-scaping” into its yards at Midtown, Solterra and Brighton Crossing, with a focus on using less water and finding the right mix of evergreen and deciduous trees and shrubs that suit the location, grow well and look good throughout the year. Though the homebuilder considered using greywater for irrigation at Midtown, it decided to install typical irrigation systems with landscaping in front yards. Back yard landscaping is left for the homebuyer to complete, and they are given the option to meet and work with the builder’s landscaper. Robbins agreed that possible partnerships could be created between homebuilders and plant wholesalers and landscape contractors to finish backyards. Landscape professionals and plant sellers could present a few yard plans that the developer can offer to homebuyers. “We prefer to establish partnerships within our communities because it’s a win-win for everyone,” she said. Photos Courtesy of Brookfield Residential

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Landscaping Increases Home Prices up to 10.2% Curb appeal has a positive impact on home values, with landscape and house appearance approximately equal in impact, according to a study by Emmett Elam and Andrea Stigarll of the Texas Tech University Department of Agricultural & Applied Economics. Research results reported in “Landscape and Housing Appearance Impacts on the Price of Single-Family Houses,” published in the Journal of Environmental Horticulture in December 2012, showed improved curb appeal can increase house prices by up to 17 percent. This research examined the impacts of improvements in landscape quality and exterior house features on residential property values. These two combined factors are referred to as curb appeal This study developed a quantitative indicator of curb appeal, included it in a hedonic housing pricing model, and determined its independent effect on values. Studies that focused on only landscape reported that when landscaping was improved from a Low to High rating, house price increased by 10 percent to 12 percent. The present study’s estimated 10.2 percent increase in house price for a simliar improvement in landscaping is within the range reported in these other studies. The fact that the results from these studies are so close indicates the robustness of the estimated impact of landscaping to alternative equation and variable specifications.

Photos Courtesy of Colorado Association of REALTORS®

LooseLeaf June/July 2014

Within a neighborhood, curb appeal is second only to house size in affecting house value. While these results, in a statistical sense, apply only to the neighborhood studied, it is logical that the conclusions apply generally to houses in middle-class neighborhoods in the United States. One implication of the research findings of this study is that attention to curb appeal is important for real estate professionals and homeowners. It may be worth their time and attention to seek input from professional design-builders and landscape architects (as well as independent garden center staff) to improve curb appeal, as well as attention to maintenance. Jolon Ruch, the president of the Colorado Association of REALTORS®, confirmed that real estate agents notice the significant impact of curb appeal on homebuyer decision making. “If a potential buyer sees your yard is well maintained they will most likely assume that you keep the interior of your home well maintained as well. Studies show that buyers typically decide within 60 seconds of seeing a home whether they want to consider buying it. Don’t turn them off before they get inside,” Ruch said. She added, “Landscaping can add thousands of dollars to the value of a home. In fact, it is one of the few home improvements you can make that not only adds value immediately, but also increases in value as the years go by. While interior decor and design concepts regularly go out of style and mechanical systems wear down, plants grow fuller and more robust as the years go by.”

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Curb Appeal Tips Greenhouses and nurseries can help their customers better understand the value of a great yard by sharing these tips on enhancing their homes’ curb appeal and encourage sales of products and services while promoting the value of a well-planned and maintained landscape. · Keep the yard cut and plants trimmed. · Be sure the yard’s landscaping looks wellplanned, not just a hodge-podge of plantings. · Plant some colorful flowers or plants that will bloom in spring and show color in autumn. · Get rid of weeds. · Install a reliable, efficient irrigation system for ease in maintaining the landscape. Source: Colorado Association of REALTORS® (coloradorealtors.com)

Attracting Customers after the Spring Rush

Photos courtesy of Nick’s Garden Center

Generating Cash Flow through the Summer By Richard Ortega, Managing Partner, Nick’s Garden Center & Farm Market

As we get over the “controlled chaos” of May and early June, we as owners and managers sense a feeling of disappointment. The big spring rush is behind us. There becomes challenges and opportunities that lie ahead in the coming summer months. Like many retail garden centers, we derive 40 percent to 50 percent of our annual sales from mid-April to mid-June. The challenge is how to keep generating cash flow in the summer months. Being in business for more than 27 years, we’ve tried out many things that have been successful and some that haven’t. I’d like to share some things that are working for us. Bulk soil, mulch and decorative rock sales: This category stays strong throughout the summer months. Not only homeowners but also contractors help boost sales.

Farm Market: From mid-June to the end of October, we sell fresh fruits and vegetables, seven days a week. Top quality seasonal fruits and vegetables are offered. This increases foot traffic and boosts add-on sales. Fresh Plant Material: Nick’s is known for bringing in fresh plant material. Fresh new crops of annuals and perennials keep the place looking fresh. No tired looking plants here. Many local growers produce fresh crops at discounted prices; pass the savings on to customers. Seasonal Events: Two very popular events that we host every year are our Chile Festival and our Giant Pumpkin Weigh Off. These two events bring an enormous amount of people and are great for the community. Fall Festival: Throughout the month of October, I like to say we are in the “agritainment” business. Our facility is transformed into a fall playground. We display and sell more than 100 tons of pumpkins. Fall décor is offered such as straw, cornstalks, gourds, etc. We also create a “haunted tunnel” that transports guests in tractor hay rides. Also offered are a straw maze, three large bouncy

castles for kids, pedal karts, games, photo opportunities and food. During the week, field trips are offered to area school children. Nick’s Café: We recently added a café that serves breakfast and lunch. Also included is a coffee and tea bar. Customers stay longer as they enjoy their latte! Obviously many of the things we do are very unique to Nick’s. The trick is to think outside the box and don’t be complacent! About the Contributor: Richard Ortega, his brother Randy Ortega and his sister Bella Gallegos are the owners and operators of Nick’s Garden Center, which was founded by Nicholas Ortega Jr. in 1987. Richard worked through high school at the garden center. He went on to earn a business degree from the University of Colorado in 1994, and joined the family business full time. Also working at Nick’s are third-generation family members Randy Ortega Jr. and Bert Gallegos (Richard’s nephews). The staff at Nick’s has been active in CNGA, GCC and GCA for many years. More information about Nick’s and its summer events can be found at nicksgardencenter.com.

LooseLeaf June/July 2014

Creating Post-Peak Demand By Stan Pohmer, Pohmer Consulting Group

We were due for a good spring, and hopefully everyone enjoyed strong sales and profits! After hard winters, consumers have lots of pent up demand and it doesn’t take too much effort on our part to help get them in the mood to buy and dig in the dirt. Our challenge has always been how to drive sales after the peak selling season is over, when the weather continues to be conducive for gardening and there’s always plenty of product to sell. The mindset most locally owned garden centers (LOGC’s) have to drive post-peak traffic is to heavily discount their retail price points, but does this really work? Consider this…if the consumer doesn’t have or perceive the need, they probably aren’t inclined to buy at any price! And post-peak, there’s a smaller interested audience to try to convince to buy. As an example, when car sales are soft, the dealers offer huge discounts (in the multi-thousand dollar range) to try to drive sales. Will this work? Probably not, because if I’m not already in the market for a new car, if I don’t have even a latent intent to purchase, then dramatic price reductions aren’t an incentive to entice me to buy a new car. So if significant price breaks aren’t the answer to drive post-peak sales in the LOGC’s, then what do we have left in our marketing toolkit? There’s a well-established theorem called the Pareto Principle, commonly known as the “80/20 Rule”. Some of the significant findings of the Pareto Principal when applied to businesses are that…

… 80 percent of a company’s profits come from 20 percent of its customers … 80 percent of a company’s complaints come from 20 percent of its customers … 80 percent of a company’s profits come from 20 percent of staff time … 80 percent of a company’s sales come from 20 percent of its products … and the list goes on. Let’s see how applying the thought process behind the Pareto Principle can help drive post-peak sales in your LOGC. Hopefully, you’ve been using a Point of Sale register that is linked to a loyalty program that allows you to identify which of that 20 percent of your customers generate 80 percent of your profits (and probably sales, too). These 20 percent are your Most Important Customers (MIC’s), the ones who believe in our products, believe in the value of gardening/home décor/landscaping, and believe strongly in you as a retailer (rather than the Big Box down the street). Trying to attract the other 80 percent with a post-peak price message probably won’t get you much return on your advertising investment, but appealing to your MIC’s will give you a better shot at success. I’m not suggesting that the 80 percent of your customers aren’t important to focus on, but they shouldn’t be your target audience for post-peak sales efforts. While discounted prices may appeal to some of your 20 percent MIC’s, a targeted message that communicates the emotional, psychological, social benefits of plants, trees and flowers and provides a compelling reason to buy now will appeal to almost all of them!

and hot dog dinner to thank them for their patronage and support. At this event, you can provide compelling reasons why late spring and summer planting is beneficial, explaining that they should be changing out varieties throughout the season to maintain color, and provide hot weather care and maintenance hints, among other points. For attending, you could give them a small MIC-only discount coupon that needs to be used within a few weeks to add a sense of urgency. And most importantly, these efforts show that you appreciate them and want to treat them as special guests by focusing your entire team’s attention on them without other interruptions. This approach will not only pay dividends by driving post-peak sales, but will build and strengthen the all-important relationship you have with customers for the future. The Pareto Principle has proven to work; make it work for you! The top 20 percent of your customers, the MIC’s, are the lifeblood of your business; take good care of them, and they’ll take good care of you. About the Contributor: Stan Pohmer, who spoke at CNGA’s Owners & Managers Meeting in 2013, focuses on the horticulture, floral, lawn & garden, and other perishable and seasonal industries, working with the entire demand chain, from breeders to retailers, to increase consumer consumption, identify operating efficiencies, develop marketing strategies and improve profitability. Pohmer has served in leadership positions in many national organizations, including as vice-chair of the Advisory Committee for the Ellison Chair of International Floriculture at Texas A&M University. He sits on the ANSI/Leonardo Academy Standards Committee, an initiative to develop a National Standard for Sustainable Agriculture. Pohmer can be reached at 612.605.8799 and spohmer@pohmer-consulting.com.

Consider hosting a MIC-only wine/ beer and cheese event, a pre-opening breakfast, or a mid-week casual burger

Photo courtesy of Nick’s Garden Center

coloradonga.org

WATER RULES

By Justice Greg Hobbs Colorado Supreme Court

Justice Hobbs previously worked as a Colorado Assistant Attorney General for Natural Resources and before that was an enforcement attorney for the Environmental Protection Agency.

Water Storage Always Key in Colorado Reservoirs that store water in storm events and during the spring snowmelt have always been the key to Coloradoâ&#x20AC;&#x2122;s survival in this arid climate. The ancestral Pueblo people of southwestern Colorado built at least four reservoirs they operated between 750 and 1180 A.D. in what is now Mesa Verde National Park. In his 1879 Report on the Lands of the Arid Regions, John Wesley Powell stressed the necessity of water storage in the western United States. He feared that corporate monopolies would control the sale and use of water unless government intervened on behalf of the farmers.

Faced with requirements in the Reclamation Act for local project sponsors to help repay a portion of project costs, the Colorado General Assembly adopted laws creating irrigation districts, water conservancy districts, and water conservation districts. These entities were given authority to contract directly with the U.S. Bureau of Reclamation. The contracts for early reclamation projects were devoted almost entirely to irrigation. Later projects, like the Colorado-Big Thompson Project and the Fryingpan-Arkansas Project, also served some municipal and industrial uses.

In 1902, Congress passed the Reclamation Act to help Colorado and the other western states finance reservoirs. Under a provision of the Reclamation Act, all reclamation projects must obtain water rights based on state law.

The Colorado-Big Thompson Project provides up to 240,000 acre-feet of water annually for some 600,000 acres of farmland and 30 cities and water districts in seven northeastern Colorado counties. The Fryingpan-Arkansas

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WATER RULES Project supplies water to farmers and cities in the Arkansas River Basin, averaging a total of 74,982 acre-feet of project water annually. Other examples of U.S. Bureau of Reclamation projects include the Uncompahgre Project in the Gunnison River Basin and the Grand Valley Project, which diverts water from the Colorado River near Grand Junction. These two federal projects currently irrigate approximately 122,000 acres in western Colorado. The Aspinall Unit of the Colorado River Storage Project near Gunnison helps the Colorado River upper basin states (Colorado, New Mexico, Utah, and Wyoming) meet their Colorado River Compact water delivery requirements to the lower basin states (Arizona, California, and Nevada). It operates in connection with Navajo Dam in New Mexico, Glen Canyon Dam in Utah, Fontenelle Dam in Wyoming, and Flaming Gorge Dam in Utah. The Dolores and Animas-Plata Projects serve the needs of the Ute Mountain Ute and Southern Ute Tribes in southwestern Colorado. In addition to reclamation reservoirs, many other reservoirs owned by farmers, cities and

businesses exist throughout the state. There are approximately 2,000 reservoirs in Colorado, with an active storage capability of 6.42 million acre-feet of water. They are the backbone of the state’s water supply infrastructure, and together with flowing streams, constitute a valuable fishing and boating resource. In the 2002-03 drought years, Colorado evacuated nearly 6 million acre-feet of water from these reservoirs for use, coming dangerously close to exhausting its total storage supply. Colorado is now in the midst of preparing a water plan to meet a doubling of the state’s population within the next 50 years. To meet this need while helping to preserve open space farmlands, and also providing water releases to streams in low flow years for fish and recreation, additional water storage along with other measures will be necessary both east and west of the Continental Divide. For a wealth of information about Colorado water, please go to the website of the Colorado Foundation for Water Education: yourwatercolorado.org.

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CSU UPDATE

By James E. Klett CSU Professor and Extension Landscape Horticulturist

Dependable Landscape Trees A new publication “Dependable Landscape Trees from the Colorado State University Arboretum”-Bulletin XCM -150 was recently published by Colorado State University Extension, authored by Sarah Shaub, M.S, and James Klett, Ph.D. It is a collaboration between Colorado State Extension, Colorado State University College of Agricultural Sciences and Colorado Agriculture Experiment Station. The Colorado State University Arboretum is at the Plant Environmental Research Center (PERC) in the southwest corner of the main campus. The main objectives of the arboretum are to determine which plants are suitable for growing in the Rocky Mountain area and to display the plants for teaching and public viewing. The PERC arboretum contains more than 1,100 different plants, with an additional 120 Taxa located at another six-acre arboretum on Center Avenue in Fort Collins. The plants discussed in this publication are based on data collected between 1997 and 2012. Every plant in the arboretum is evaluated every two years using a standard evaluation

form comprised of 31 parameters relating to plant characteristics, aesthetic value, plant health, insect and disease problems, and cultural and maintenance problems. The plants discussed in this publication needed to be growing a minimum of 10 years in the arboretum and then ranked on two evaluation parameters: overall health and aesthetic value. Plants were given an assigned ranking, and a minimum point cut-off eliminated less suitable plants for the region. This selection process yielded the 225 trees discussed in the publication. Both deciduous and evergreen trees are arranged by scientific name in alphabetical order of each section in the publication. Each plant entry lists the years transplanted, 2012 height and width, mature height and width, growth habit, landscape uses, flowers, fruit, fall color, pests, and potential problems. Along with the list of general plant characteristics, a description of each plant is provided. This is a summary of the main ornamental features of the

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tree. Entries for tree cultivars include a shorter description with the primary information being the main characteristics of the cultivar that differ from the species. The performance section of each entry is a summary of the evaluation data for each plant. If any characteristics of the arboretum are different from what is expected, it is indicated here. Photographs of most of the trees are adjacent to the plant characteristics. There are also numerous appendices in the book including a list of plants that did not meet the criteria for number of years in the arboretum, list of plants still under evaluation, list of trees by flower color, fruit color, landscape uses, mature size, and fall color. Funding for the publication was provided by Colorado Nursery Research and Education Foundation (CNREF), GreenCO Foundation, the Colorado Agricultural Experiment Station (CAES), and Colorado State University Extension. Many foundations and organizations contribute yearly funding to operate the arboretum along with numerous nurseries and botanic gardens providing plant material. The book is available for $19.95 plus shipping and handling from CSU University Resource Center, 115 General Services Building 4061 Campus Delivery, Fort Collins, Colo. 80523, 970.481.6198, or csuextstore.com.

Sample plant description from the book: Amelanchier laevis —Allegheny Serviceberry Year Transplanted: 1988 2012 HxW: 18-25’ x 20-30’ Mature HxW: 15-25’ x 20-40’ Growth Habit: Upright-oval to round Landscape Uses: Wildlife, specimen, small/ confined areas Flower: White Fruit: Red/Black Fall Color: Golden yellow, orange Pests: None Potential Problems: Suckering Description*: Allegheny serviceberry is a small, multi-stemmed tree that is more upright in habit than other Amelanchier species. It features attractive white flowers and edible purplish blue/black fruit that attracts wildlife. The smooth, gray bark is striped, adding winter interest. Performance: Two of these trees were planted in the arboretum in 1988, and they established easily. One of the two trees was severely damaged by the early snow in 2000, and had to be removed. The remaining tree has been in good health with no pest or disease issues. The growth habit and foliage is nice looking overall, but the trees experience some suckering. White flowers create an excellent display, covering 95-100% of the tree in spring. Fall color is golden yellow with some orange and lasts for 1-2 weeks. * Three photos accompany each description, similar to the ones on this page: growth habit, fall color and flower.

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FINANCIAL AFFAIRS

By Merle T. Northrop Flatirons Ventures, Inc.

IRS Implements New Reporting Rule Most business owners may not be aware of a new IRS requirement that’s a small housekeeping detail but could cause problems down the road. Beginning January 1, 2014, the IRS is requiring all taxpayers with an employer identification number (EIN) to report changes in the “responsible party” within 60 days of the change. The responsible party is the person whose name was filed in the application to the IRS for an Employer Identification Number. This person as defined by the IRS has a level of control over, or entitlement to, the funds or assets in the business that enables the individual to control, manage or direct the business and the disposition of its funds and assets. A business may have a change in the responsible party when the accountant, a CFO

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or an owner is replaced with a new individual. Because of that change, it has become mandatory to file Form 8822-B to report the change within 60 days. Unlike the Colorado annual reports where the Secretary of State sends out reminders to file renewals, no notification is sent by the IRS so the owner just needs to know about filing the change form and be aware when it is required. A business will not incur penalties for failure to file, but if it fails to provide the IRS with the identity of the new responsible party, notices of deficiency and notices of demand for tax may not be received. Even if such notices are not received and the owner is unaware of penalties and interest on any tax deficiencies, the amount will continue to accrue. A business can review its responsible party information on its previously filed Form SS-4: Application for Employer Identification Number (irs.gov/pub/irs-pdf/fss4.pdf). The change in responsible party can be reported by filing Form 8822-B: Change of Address or Responsible Party – Business (irs.gov/pub/irs-pdf/f8822b.pdf). The IRS notes that it takes four to six weeks to process a responsible party change. Information about any future developments affecting Form 8822-B (such as new legislation) will be posted at irs.gov/form8822.

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Seasonal Workers An important part of the U.S. workforce, seasonal workers are employed in numerous industries throughout Colorado every year. Seasonal workers regularly step in to fill employers’ needs for additional manpower when those needs cannot be handled by full and part-time staff. Although seasonal workers have the same rights as other workers, it is important that employers who hire seasonal workers understand some specific issues. Seasonal jobs are frequently filled by “word of mouth” so the screening process for these employees may be different. Once they start working, seasonal workers are typically very loyal and it isn’t unusual for them to return to work for the same employer year after year. In some industries – for example, agriculture – because some seasonal workers return annually, the workforce includes a greater percentage of older workers. In industries like agriculture where seasonal workers perform heavy labor tasks, the cost of claims by older workers may be higher. On the flip side, many seasonal employees work in industries in which they have little or no experience, a factor which can lead to an increased risk of injury. (According to Pinnacol’s data, since 2011, nearly 40 percent of claims filed by policyholders were for workers with less than one year of experience on the job.) The combination of older workers and employees with little experience has the potential to create real safety concerns for employers. Good communication between the employer and the seasonal worker is an effective way to help safeguard against injuries. It is critical that seasonal workers understand the organization’s safety rules, how to use protective equipment, etc. When an injury occurs, the seasonal worker needs to know who their medical provider is and how to report an injury. Employers should hold ongoing meetings to go over important procedures, identify safety hazards, review equipment safety, etc. Employers can also use posters and employee paycheck stuffers to reinforce good safety practices. Pinnacol provides these materials to our policyholders free of charge. To order, visit our website at Pinnacol.com/resources/order-materials. Employers should ask all of their employees – seasonal or permanent – these important questions and make sure that their employees know the answers. 1. Who is your medical provider? 2. Who is your safety coordinator? coloradonga.org

SAFETY CORNER

3. Do you know and understand the organization’s safety rules? 4. What protective equipment is required for your job? 5. Do you know how to use this protective equipment? 6. Do you know how to report an injury? While seasonal workers are temporary, shortterm employees, their injuries can have longterm impacts for employers. By reporting claims early with complete and accurate information, costs can be reduced and injured workers can get the prompt medical attention they need. And, because a strong safety program is a key to building safeguards against potential injury, employers should regularly review the organization’s safety policies and procedures with seasonal staff and have good safety and return-to-work programs in place. By following these recommendations, employers can help to ensure their temporary workers have a safe season.

From Pinnacol Assurance

“The combination of older workers and employees with little experience has the potential to create real safety concerns for employers.”

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2014 calendar

SAVE THE DATE for CNGA’s 2014 events and mark your calendars now! Colorado Certified Nursery Professional (CCNP) CNGA’s CCNP program was designed to promote high quality standards and professionalism for the Colorado nursery industry. The certified employee receives the satisfaction of being recognized as a professional by industry owners, their peers, and by the public – or feel free to enroll in a seminar (or two) just for the education! Summer Seminars: Tuesdays, Colorado Springs, Colo. July 22, 9 a.m. – 4 p.m., Perennials Seminar, Britton Nursery July 29, 9 a.m. – 3 p.m., Trees Seminar, Harding Nursery Aug. 5, 9 a.m. – 3 p.m., Shrubs Seminar, Phelan Gardens Aug. 12, 9 a.m. – 3 p.m., Landscape Design Seminar, Colorado Springs Utilities Fall Seminars: Tuesdays, Denver Metro Area, Colo. (Locations TBA) Nov. 4, 9 a.m. – 4 p.m., Perennials Seminar Nov. 11, 9 a.m. – 3 p.m., Trees Seminar Nov. 18, 9 a.m. – 3 p.m., Shrubs Seminar Dec. 2, 9 a.m. – 3 p.m., Landscape Design Seminar Colorado Certified Nursery Professional (CCNP) Exams Tuesday, Aug. 26, 9 a.m. – 1 p.m. Colorado Springs Utilities, Colorado Springs, Colo. Tuesday, Jan. 13, 2015, 9 a.m. – 1 p.m. ProGreen EXPO, Colorado Convention Center, Denver, Colo. Tuesday, Jan. 27, 2015, 9 a.m. – 1 p.m. Location TBD, Denver, Colo. Employers can be assured that a Colorado Certified Nursery Professional is dedicated to the industry and can provide exceptional customer service, knowledge and professionalism. The CCNP exam can be taken on its own – enrolling in the seminars is not required. CNGA Annual Plant Walk Thursday, July 24, 3 – 5 p.m. Craig Hospital Rehabilitation Garden, Englewood, Colo. Enjoy a guided tour of this therapeutic garden and learning about the selection of plants and landscape design. Free for all CNGA members.

new members Ball Horticultural 622 Town Rd. West Chicago, Ill. 60185 Susan Stauber, Sales Representative 303.551.2515 ballseed.com

SHS Griffin 8584 Doubleheader Ranch Rd. Morrison, Colo. 80465 Galen Dokter, Local Sales Representative 303.909.9939

Tamie Baggett EuroAmerican Timnath, Colo. 80547 32149 Aquaduct Road 832.274.8357 Bonsall, Ca. 92003 Ron Newble, Pacific Northwest & Midwest Regional Sales Manager 760.497.1061

Outreach & Member BBQs Tours 3:30 – 5 p.m., BBQs 5 – 7 p.m. Thursday, Sept. 4, Gulley Greenhouse, Fort Collins, Colo. Friday, Sept. 19, Four Seasons Greenhouse & Nursery, Dolores, Colo. Thursday, Oct. 2, Phelan Gardens, Colorado Springs, Colo. Date TBA, New Mexico location and host Join your CNGA friends at our free member BBQs around the region. Take a behind-the-scenes tour of the host location and see what’s new! Thank you to our sponsors: Pinnacol Assurance, Richards, Seeley & Schaefer, and Wells Fargo Insurance Services. Safety Training – Back Safety Tuesday, Sept. 16, 9:30 – 11:30 a.m. Pinnacol Assurance, Denver, Colo. Open to all CNGA members! This FREE course covers what you need to know to prevent back injuries at work including risk factors, common back injuries, preventative measures, correct and safe lifting and carrying techniques. This is a Pinnacol-approved training for our Safety Group Members. Women in Horticulture Luncheon Thursday, Sept. 18, 11:30 a.m. to 2:30 p.m. Lakewood Country Club, Lakewood, Colo. An annual tradition for women in the green industry – come and enjoy a great speaker, lunch and networking with your peers and friends. Thank you to our sponsors: Wells Fargo Insurance Services and Welby Gardens! CNREF & CFF Golf Tournament Monday, Sept. 22, Noon shotgun start. Colorado National Golf Club, Erie, Colo. We’re excited about our new location this year! Located just 20 minutes north of Denver, Colo., National Golf Club (formerly Vista Ridge) is the premier golf course on the front range – voted Colorado’s #1 Rated Golf Club in 2010, 2011 and 2012! Come to see for yourself and have fun while supporting the foundations. Safety Training – Slip, Trip and Fall Prevention Wednesday, Oct. 15, 9:30 – 11:30 a.m. Pinnacol Assurance, Denver, Colo. Open to all CNGA members! This FREE course covers prevention strategies to help keep your employees safely on their feet and safety techniques that work to avoid slips, trips and falls. This is a Pinnacol-approved training for our Safety Group Members. Owners & Managers Meeting Friday & Saturday, Nov. 7 & 8 Antlers Hilton, Colorado Springs, Colo. Mark your calendars to attend this meeting designed for decision makers to share experiences, ideas, and practical information both in the meeting and the social offerings. Thank you to our sponsors: Tagawa Greenhouses, Pinnacol Assurance, Wells Fargo Insurance Services, Arbor Valley Nursery, and Richard, Seeley, & Schaefer.

CORRECTION On page 11 of the April/May 2014 Looseleaf in the article titled “Knowing the Facts about Impatiens Downy Mildew”, the plant species noted as being susceptible should have been Impatiens walleriana. Thank you to Debi Borden-Miller of Welby Gardens for pointing out the error. LooseLeaf June/July 2014

classified ADS CNGA offers free posts of online classified ads to members, including items for sale or lease and job openings. For more information on the postings below and to see other current postings, visit coloradonga.org, click on the Resources tab and click on Classifieds.

Help Wanted

For Sale

Landscape Labor & Crew Leaders Steve Koon Landscape & Design, Inc., 2301 W Oxford Ave., Englewood, Colo. 80110, is now hiring motivated landscape laborers and crew leaders for their residential landscape company. Opportunities for education, advancement and benefits. Email resumes to SteveKnLandscape@aol.com.

Greenhouse – For Sale by Owner Turnkey greenhouse facility in sunny Las Cruces, N.M. 56,000 sq. ft. Gutter Connect greenhouses, all concrete/rolling benches, hot water and natural gas heating/evaporative cooling; 11,000 sq. ft. Warehouse with loading dock, two enclosed offices and large walk-in cooler. 2.92 Acres of land; 3 wells with 16 acre feet water rights; 10,000-gallon storage tank, also connected to city water; fertilizer injector and insecticide application systems; plumbed throughout. Established market. Trained employees. Price: $650,000. Please contact Lynn Payne at ld@paynes.com or 505.988.9626.

Plant Health Technician Steve Koon Landscape & Design, Inc., 2301 W Oxford Ave., Englewood, Colo. 80110, is seeking an experienced pesticide applicator for our landscape/tree farm/maintenance company. Must have experience in pesticides and fertilizer application. Department of Ag. license is preferred but not necessary. Pay commensurate with experience. Must have a valid drivers license and clean MVR. Email resumes to SteveKnLandscape@aol.com. Outside Sales Manager Plant World, Inc., 250 El Pueblo Rd. NE, Albuquerque, N.M. 87113, is seeking a customer service focused, goal oriented, and sales driven Outside Sales Manager with an assertive, aggressive results-oriented attitude. Position is responsible for direct outside sales activities within an exclusive territory. The Outside Sales manager will be providing outstanding customer service to existing and prospective clients to retain, renew, and build sales. Email resumes to Veleta Clay at vclay@plantworldinc.com. Nursery Production Manager Conservation Seeding and Restoration, Inc., 3780 County Road 233, Rifle, Colo. 81650, is seeking a Nursery Production Manager to ensure adherence and oversight of the plant/seed production and collection programs. This individual conducts a key role in maintaining CSR’s native plant diversity and genetic integrity. Responsible for the construction and management of all plant production, seed production, collection, propagation and maintenance programs as well as the inventory protocol and upkeep; orchestrate plant production programs to promote CSR as a leader in technology, forethought and vision. This position will indirectly supervise the Nursery and Seed Department staff by establishing protocol and constructing systems by which each program must follow and maintain. Email resumes to applications@ csr-inc.com.

advertisers LIST American Clay Works & Supply Company . . . . . . 18 Baxter Wholesale Nursery, Inc. . . . . . . . . . . . . . . 21 Britton Nursery, Inc. . . . . . . . . . . . . . . . . . . . . . . . 19 Circle D Farm Sales, Inc. . . . . . . . . . . . . . . . . . . . 13 Clayton Tree Farm LLC . . . . . . . . . . . . . . . . . . . . . 16 DWF Grower Supply . . . . . . . . . . . . . . . . . . . . . . . . 2 Everris . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 Far West Trade Show . . . . . . . . . . . . . . . . . . . . . . . 8 Flatiron Ventures, Inc. . . . . . . . . . . . . . . . . . . . . . 20 Fort Collins Wholesale Nursery . . . . . . . . . . . . . . . 4 Harding Nursery, Inc. . . . . . . . . . . . . . . . . . . . . . . . 8 Hash Tree Company . . . . . . . . . . . . . . . . . . . . . . . 16 Jayker Wholesale Nursery . . . . . . . . . . . . . . . . . . 19 McKay Nursery Company . . . . . . . . . . . . . . . . . . . 8 Richards, Seeley & Schaefer . . . . . . . . . . . . . . . . 18

Register for calendar events with CNGA unless otherwise noted. Tel: 303.758.6672 • Fax: 303.758.6805 • Email: info@coloradonga.org CNGA is the host of calendar events unless otherwise noted. For more information, registration forms, and directions to programs, go to coloradonga.org and click on the Events tab to view the Calendar. coloradonga.org

Colorado Nursery & Greenhouse Association 959 S. Kipling Pky, #200 Lakewood, CO 80226

Acknowledging our Major Sponsors Corporate Sponsor – Tagawa Greenhouse Enterprises Marketing Sponsor – Pinnacol Assurance Partner Sponsor – Wells Fargo Insurance Services

ThankYou PSST... PASS IT ON

Book Recommendation “Sway: The Irresistible Pull of Irrational Behavior” by Ori Brafman and Rom Brafman (2008) In “Sway: The Irresistible Pull of Irrational Behavior”, brothers Ori Brafman and Rom Brafman dive into the way that we make decisions. Why do we make some decisions when logic would dictate otherwise? Several psychological influences sway our decisionmaking ability. The authors of Sway look at several different factors with a lot of fascinating and logic-breaking examples. This book will help you understand your decisions.

By CNGA Member Charlie Hall, Ellison Chair in International Floriculture Texas A&M University

figure out if they’d be a good fit at the company) is a very bad way to evaluate whether someone will be a good employee. They suggest that you select your employees using aptitude tests instead. For those who are most successful, use the “interview” to sell them on the company (and get them to agree to come work for you). This is but one example of the managerial applications of this book.

The authors’ suggestion about a better approach to hiring employees seemed very reasonable to me. They make a convincing case that the unstructured interview (where the hiring manager chats with the potential employee to

LooseLeaf June/July 2014