February/March 2016 Volume 34 • Number 1
Colorado Nursery & Greenhouse Association
Balancing Supply & Demand 8 Grower Insights into Continued Plant Shortages 11
The Secret Sauce to a Stable Workforce
13 The Inside Scoop on Microchip Credit Cards 18 Reaching out to Youth
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LooseLeaf February/March 2016
Our Mission To create opportunities for horticultural and associated industry professionals to collaboratively grow their businesses through fellowship, education, advocacy and certification.
In This Issue 4
Cover Photo Courtesy of Bailey Nurseries
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Message from the Board: Continuing to Grow Despite Short Supply
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CNGA – Here for the Members: An Eventful Year of Education & Fellowship
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The Inside Scoop on Microchip Credit Cards
15 Safety Corner:
Member Profiles:
Preventing Slips, Trips & Falls
Kankakee Nursery & WaterPulse
16 CSU Research Update:
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2015 Superior Perennials
Grower Insights into Continued Plant Shortages
18 Funding Research & Education: Reaching out to Youth
19 Calendar, Classified Ads & Advertisers List
The Secret Sauce to a Stable Workforce
20 GreenCO Water Plan Analysis
Board Of Directors Jesse Eastman, CCNP President Fort Collins Nursery 970.482.1984 j.eastman@fortcollinsnursery.com Dan Wise, CCNP President-Elect, Secretary/Treasurer Fort Collins Wholesale Nursery 970.484.1289 dan@ftcollinswholesalenursery.com Levi Heidrich, Officer-At-Large Heidrich’s Colorado Tree Farm Nursery, LLC 719.598.8733 levi@coloradotreefarmnursery.com
Directors
Ex-Officio Members
Bill Kluth Tagawa Greenhouse Enterprises, LLC 303.659.1260 x205 bkluth@tagawas.com
Kirby Thompson, CCNP Britton Nursery, Inc. 719.495.3676 info@brittonflowers.com
Stan Brown, CCNP Alameda Wholesale Nursery, Inc. 303.761.6131 stan@alamedawholesale.com
Kerri Dantino Little Valley Wholesale Nursery 303.659.6708 kerri@lvwn.com
Sarada Krishnan, Ph.D. Denver Botanic Gardens 720.865.3601 krishnas@botanicgardens.org
Beth Gulley Gulley Greenhouses 970.223.4769 beth@gulleygreenhouses.com
Publisher
Editorial
Contributing Writers
Colorado Nursery & Greenhouse Association 959 S. Kipling Pkwy., Ste. 200 Lakewood, Colo. 80226 303.758.6672 Fax: 303.758.6805 info@coloradonga.org coloradonga.org
Allison Gault, MBA Executive Director Colorado Nursery & Greenhouse Association 303.758.6672 agault@coloradonga.org
Mindy Carrothers Mike Kingten
Printer Colorado Community Media 9137 Ridgeline Blvd., Ste. 210 Highlands Ranch, Colo. 80129 coloradocommunitymedia.com
Display Advertising Michelle Muñoz, CNGA 303.758.6672 mmunoz@coloradonga.org
colorado coloradonga.org
Jesse Eastman Dr. Jim Klett
Jim Klett, Ph.D. CSU Dept. of Horticulture & Landscape Architecture 970.491.7179 jim.klett@colostate.edu Allison Gault, MBA Executive Director Colorado Nursery & Greenhouse Association 303.758.6672 agault@coloradonga.org
Allison Gault Ben Northcutt
Tanya Ishikawa
The LooseLeaf feature writer and editor is Tanya Ishikawa of Buffalo Trails Multimedia Communications at 303.819.7784 and office@tanyaishikawa.com. 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!
Staff
Allison Gault, MBA
Michelle Muňoz
Ben Northcutt
Executive Director
Administrative Coordinator
Membership Manager
agault@ coloradonga.org
mmunoz@ coloradonga.org
bnorthcutt@ coloradonga.org
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MESSAGE FROM THE BOARD
Continuing to Grow Despite Short Supply Slowly and steadily, the economy is rebounding from the depths of the recession. Gone are the days of slashing fields of trees due to lack of demand. Gone are the days of buyerfriendly dating and terms. Welcome the return of a demand-heavy market, unfilled orders, and scrambling to find everything on your shopping list. At Fort Collins Retail Nursery, we get to see how this recovery plays out and we are learning many lessons along the way.
By Jesse Eastman, CCNP CNGA Board President
“With a lean supply chain stretched thin, retailers must adapt.”
The first thing we’ve seen is a tightening of terms from wholesalers. We used to be able to place orders and get amazing flexibility from wholesale growers and suppliers. Deep early order discounts and 90- to 180-day dating were the norm. However, with increasing demand, buyers need to be prepared to pay more and pay sooner. The tendency by many wholesalers to be overstocked prior to the recession has been replaced by an almost compulsive effort to keep inventories lean. Buyers also need to be prepared to commit quickly to purchases. We’ve seen significant portions of our orders suddenly become unavailable because a different buyer was ready to pay for and receive product before we were, and then we have to race to find replacements. Wholesalers, it seems, have learned a valuable lesson – don’t get caught holding inventory if there is a buyer who can pay. With a lean supply chain stretched thin, retailers must adapt. Sometimes this can lead to customer disappointment when they can’t find what they are looking for. In particular, commonly used landscape plants such as Hedge Cotoneaster and Spring Snow Crabapple sell out quickly and are more challenging to replace, while less widely used plants are easier to find. We often find ourselves needing to consider
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substitutions for popular plants, but that’s not all bad. The opportunity to promote a more diverse plant palate is all the more important in the face of current pest concerns including Emerald Ash Borer and Japanese Beetle. Plant diversity is one of the simplest ways to minimize the impact of these pests, as well as to avoid future catastrophic infestations. An explanation of a tight market may not be very well received by a customer, but if you can paint them a picture of a world filled with unique and diverse landscapes that are more highly resilient in the face of pests, they might not care that you don’t have the Red Twig Dogwood they thought they wanted. Another result of the plant shortages is rising prices – an effect that tends to work its way through the supply chain and into the consumer’s wallet. It seems unlikely that growers will soon forget the pain of having too much stock and not enough customers, so expect to see slim inventories and higher prices stick around. If you try to weather the storm by keeping prices artificially low, you may find your margins slipping while your competitors reap the rewards of being value savvy. At Fort Collins Retail Nursery, we evaluate our pricing every year, considering not only the cost of the plant, but also what we feel the plant will be worth to the customer. All of these challenges, while frustrating, are a sign of the strength of our industry. Wholesale growers are recovering well from a painful stretch of uncertainty, and are now able to demand full value for their products. Retailers and contractors must adjust accordingly, and that can force us into some unfamiliar territory. The good news is that consumers seem ready to pay, and that’s good news for all of us.
LooseLeaf February/March 2016
An Eventful Year of Education & Fellowship Greetings from the CNGA offices! I’m looking forward to seeing many of you at ProGreen Expo, February 9-12 at the Colorado Convention Center. We have an excellent lineup of speakers and will focus on three distinct content areas: Pesticides/Pollinators, Water & the Environment, and Industry Growth. I have no doubt the conference will offer both you and your staff many opportunities for continuing education and networking with colleagues. Over the next year, CNGA will be sending you information on our events and opportunities for members to gather and network. When I meet members, one of the consistent benefits I hear about is fellowship. We realize that connecting you with other members is a key benefit and we hope you take advantage of at least one member gathering this year. Mark your calendars and register online (coloradonga.org/events) for the following events. • February 11 – Industry Celebration, Crown Plaza Hotel – Join us for fellowship with members, the annual awards ceremony and silent auction benefitting the Colorado Horticulture Research & Education Foundation (CHREF). Drinks and hors d ’oeuvres will be served. • July-August – Rocky Mountain Short Course – We’ll provide education on a key industry issue for you and your staff. Keep an eye out for more information in April. • July-October – Member BBQs will be held in the Colorado Springs, Denver, Ft. Collins, and western and southern Colorado areas as well
CNGA — HERE FOR THE MEMBERS
as New Mexico. We hope you will join us and bring all of your staff as well! • September 15 – Women in Horticulture, Lakewood Country Club – Join us for lunch, dessert, a speaker and fellowship with women in the industry – plus some great door prizes! • September 19 –CHREF Golf Tournament, Arrowhead Golf Club – Give back to the industry by participating in the golf tournament. All proceeds support student scholarships and industry research. We sold out early last year, so make sure you register early! • November 4-5 – Owners & Managers Leadership Retreat, Vail – What could be better than networking and brainstorming with your fellow owners and managers? Join us for a thought-provoking speaker and roundtable sessions on the industry’s most challenging issues. • Lastly, don’t forget about certification. If you’re looking for a way to provide education to your staff and elevate their value to customers and more importantly to your business, I encourage you to look into certification. We’ll be holding the Certified Greenhouse Grower (CGG) classes and test at ProGreen. The Colorado Certified Nursery Professional (CCNP) classes and test will be in July/August in Colorado Springs and November/December in Denver. I look forward to seeing you at many events over the coming months. Watch your email and check our event calendar for the most up-todate information.
By Allison Gault, MBA CNGA Executive Director
“We realize that connecting you with other members is a key benefit and we hope you take advantage of at least one member gathering this year.”
NEW members Growers Supply
1440 Field of Dreams Way, Dyersville, Iowa 52040 | Kelley Roche | 860.528.9550
United Energy Trading, LLC
225 Union Blvd., Suite 200, Lakewood, Colo. 80228 | Vinnie Tracey | 303.634.7414
Scott Gridley
7812 S. Newbern Circle, Aurora, Colo. 80016 | 303.906.9803
Christian Varga
12270 N. 5200 W., Garland, Utah 84312 | 435.754.5078
coloradonga.org
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MEMBER PROFILE
90 Years of High Quality Tree Production Interview with Mike O’Gorman, President
When did Kankakee Nursery start and who were the founders? Kankakee Nursery Company P.O. Box 288 Aroma Park, Illinois 60910 tel 815.937.9358 or 800.344.7697 fax 815.937.9389 sales@kankakeenursery.com www.kankakeenursery.com
We are proud to be celebrating our 90th anniversary as a premier Midwest nursery. This is a wonderful testament to the hard work that four generations have devoted to this company, starting way back with Clyde Worth and his sons, Phil and Bob. Kankakee Nursery was the first Midwest nursery to come to Colorado. Since growing is our only business, our customers have come to trust our knowledge and service.
Are you concerned about plant shortages? The B&B tree supply will be tight for spring of 2016, and probably remain that way until spring of 2018. Many factors have contributed to this condition and some may not change much in the foreseeable future. For example, tree liner growers have reduced inventories due to the economic downturn of a few years ago and may keep them that way. A very difficult labor market in some areas is also limiting increased production. For us, this means we have to maintain our customer relationships at the highest possible level and on a long-term basis, and be especially dedicated to maintaining good communications.
What drives your decision to add new plant species to your production list? We look at four factors. First, we consider how strong market demand is and what kind of feedback we are getting from our sales people. Second, we look at sales history to determine what plants are not performing well and determine if there is a void to be filled. Third, we evaluate the production process to determine if a new plant will be successful within our growing framework. Finally, we determine if we can obtain enough plant material and whether we can propagate it ourselves.
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Kankakee’s Colorado team: left to right, Pete Worth, Pete Reeser and Steve Worth
What trends are shaping the way you do business? One particularly challenging trend is the number of new plant varieties that are being promoted. While we know the customer wants the best selection possible, this makes it difficult for us to have the right species and quantities on hand when the customer needs them. The rise of the “just in time” inventory approach further complicates our ability to plan, grow and deliver. Product branding is much more apparent now than in previous years, and we believe it will continue to be an important part of a company’s marketing strategy
What CNGA programs do you value the most? We like the legislative updates that keep us informed of the latest Department of Agriculture news and regulatory actions. We also like participating in ProGreen and the member BBQs. These really help us stay connected with the industry and our customers.
How can CNGA help grow the industry? CNGA’s interaction with the regulatory agencies serves as a useful gathering point for all of us. And as we work within this framework, we can achieve some positive things, including growth. CNGA helps us all, too, by providing education. In particular, the certification programs make our workers smarter, which in turn gives the end consumer more confidence – and that eventually translates into revenue growth for the industry. LooseLeaf February/March 2016
Innovative, Efficient Plant Watering Systems
MEMBER PROFILE
Interview with Chief Revenue Officer Jay Greenwald & Marketing & Executive Assistant Megan Haynes
How did your company get started?
What industry trends are influencing your company?
We have roots in a company called Irrigation Water Technologies America that started in 2009. It focused on producing subsurface products for athletic field applications. In 2013, the company name changed to WaterPulse and the product line changed to capillary action watering mats for serving retailers and commercial growers in the horticulture industry.
We’re seeing increasing pressure on commercial growers to increase volume while lowering prices. This is where our product can help reduce operating costs associated with plant irrigation, primarily in cutting water usage drastically and enabling commercial growers and plant retailers to better deploy their labor. Another trend that is strong in the western U.S is the increased focus on drought management and water conservation. Given the steep fines that some states now impose on businesses for excessive water use, any technology that helps businesses use less water is going to be very attractive.
Describe your product and how it fills a market niche. Our product is a capillary action watering mat that delivers water very efficiently to a wide variety of containerized plants and growing/ display configurations. The mats are constructed with three separate layers: an impermeable backing layer, a patent pending geo-textile capillary fiber layer, and a pervious top layer. Water is wicked through the middle geo-textile layer and distributed across the mat, continually moving to the plants as the soil draws it up from the bottom as plants do in nature. This is called capillary action. As a result, the plant uses only the amount of water it needs and overall water use is significantly decreased.
Tell us about your company’s rapid growth. We landed a contract with Walmart that placed our mats in all 3,724 Walmart stores with garden centers across the U.S. At that time we were a small company, facing a three-month deadline to start delivering hundreds of thousands of mats, representing 7.5+ million square feet of product. We met this challenge by outsourcing manufacturing and product design/engineering, which means we have world-class manufacturing and product design, all based in the U.S.
WaterPulse 12110 Pecos St., Ste. 250 Denver, Colo. 80234 tel 800.376.7161 or 303.772.9884 fax 303.772.9891 sales@waterpulse.com www.waterpulse.com
What do you like about being a CNGA member? One of the best things about CNGA are the opportunities the organization provides for us to interact with other local members. We attended several of the BBQs last year and they were great. We’d like to see even more events like these where we can start conversations and get to know our local horticulture community better. CNGA is a good vehicle that helps us connect with people in our industry.
How important is social media to your success? It is a ‘must-have’ component of our marketing strategy. We use it to stay in touch with our prospects and customers and keep our product fresh in their minds. We also use it to demonstrate our commitment to sustainability and water conservation. It is certainly an important message that our customers want to hear.
coloradonga.org
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Grower Insights into
Continued Plant Shortages Kent Broome, sales representative for Bailey Nurseries in Minnesota, and Bob Heath, sales representative for Baxter Wholesale Nursery of Idaho, agree that the industry can plan for continued plant shortages in 2016. Understanding the situation can help CNGA members to satisfy their customer needs and be successful this sales season.
Why are you expecting plant shortages again this year? Kent Broome: We watch trends and try to anticipate what’s coming up. We pay attention to different potential shortages based on state regulations and pest issues. We watch the EAB problem and how it is moving. We do the best we can by forecasting and asking for input from our sales reps during planting meetings each October, but it’s always an educated guess. Our crop planting for 2016 won’t be ready for our customers until 2018 or 2019, so their crops won’t be ready until 2020 or 2021. We really are reaching a long ways out there when planning production; we’ll be at the end of the next presidential administration by the time this year’s plantings are ready for sale. Bob Heath: We cut back like everyone else, due to the slow economy, and have not caught up to the economic turnaround. We increased plantings as the economy improved, but then our nursery like many others had a double whammy with a November 2014 freeze. The temperature changed too quickly and we lost a significant amount of trees. It not only affected this year’s production but next year’s and maybe some of the following year, since a tree in our turnaround takes about three to four years to grow to harvest.
What continues to be in short supply? Tree liners are short across the board, plus a bunch of plants including Autumn Blaze Maples and Snow Crabapple – that market has been really impacted hard. On the shrub end, Lodense Privet has been short for years and red twig dogwood is in short supply. Basically, the old standbys have been short, but each year what is short is drastically different than the past year. It’s almost impossible to predict the next shortage. Our product is mainly 2- to 2.5-inch caliper trees, and 80 percent of our inventory is sold in June and July for orders that will be delivered in the fall or following spring. Linden, Autumn Blaze, Oak, Pear, and Prairie Fire are some the varieties we are short of.
How can wholesale customers plan for supply issues? Order early, heavy and from multiple suppliers. A lot of my customers were ordering for 2016 back in June, May and even April last year. If we get partial orders, they can be covered across the board. Customers need to look at getting liners in various forms, so the guy who used to do all bareroot will get some containers now. I encourage customers to make sure they can find the specific products they want before canceling with us. They usually can’t find them so then I sit down and offer other options and pot sizes.
Bob Heath (left), sales representative for Baxter Wholesale Nursery of Idaho, & Kent Broome (right), sales representative for Bailey Nurseries in Minnesota Background photo courtesy of Bailey Nurseries
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LooseLeaf February/March 2016
“Order early, heavy and from multiple suppliers.” – Bailey Nurseries Sales Representative Kent Broome
Our customers all know they need to get orders in early. The ones that don’t order early end up buying from companies they might not want to buy from, where quality might be an issue. We send out opening availability in June just to people who bought from us in the previous year. Our policy is to try to take care of people who have been loyal, steady customers. After six weeks of booking orders, we allocate the best we can, based on whose been getting what. For example, we won’t let a customer that has been getting 50 Autumn Blaze Maple, get twice or more of that. We can’t do it because we are selling out of it even with their previous order sizes so we can’t accommodate such a large increase. We also look at how customers pay and give preference to those who consistently follow our payment terms. We give our customers order acknowledgements as soon as possible, usually within 30 to 40 days of when they order, so they have the opportunity to buy from someone else if we did not acknowledge a certain amount or item. A confirmation is sent in September or the first part of October giving exact size, which can go up or down one size depending on the growing season.
How do you work with customers on making substitutions? We used to substitute sizes up or down one, but now we substitute to any available size. We used to get complaints about that but now customers understand the situation and will take what they can get. They are willing to make a lot of changes in their production to make it work. We try to give the best options we can, and help the end producer fix that crop so he can take it to a sellable point. We don’t change the amounts that customers order; we only change the sizes to what is available. We go up or down a size and customers can call me if something doesn’t work. When their order confirmation is short on certain plants, many customers call to order alternate options. We send out new availabilities once a month so they know what is left.
How will prices be impacted in the coming year? We’re heading into a stretch of a sellers market. We did not raise prices for five to seven years; in fact, we lowered prices. Throughout the industry, there’s a really aggressive push to correct that because all other costs increased. Labor, medical care and land expenses are higher. Plant price increases are usually not across the board, but item by item. We look at the costs of providing each product, because each has its own unique cost of maintenance in the field and storage. We also factor in demand and competitors’ prices, because we are sold out of some items into 2017 already. It’s a sellers market. Like most, we lowered prices during the downturn. Now, our price increases are across the board, not just for plants that are being sold out, because that isn’t really fair. Each year, our overall plant prices go up about 3 percent or so, so it’s not a huge surprise to anyone. If you don’t raise prices for a while, customers might not react well to a 10 percent or more raise. coloradonga.org
Photos courtesy of Baxter Wholesale Nursery
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How can your customers help their customers handle plant shortages?
“Our policy is to try to take care of people who have been loyal, steady customers.” — Baxter Wholesale Nursery Sales Representative Bob Heath
The ironic thing is even my wholesale customers don’t realize there’s such a plant shortage issue, so it’s hard for retail customers to understand the shortage. I heard that 3,800 acres of production area was lost in the downturn. Most went to nut production so the former inventory is not coming back. This is not a one-year or two-year shortage; it’s a multiyear event unless something dramatic changes within the economy to slow it down. As far as the general public, they just need to be aware that the retailer’s job is no different than mine. They need to look for substitutes that will serve the same purpose and look that the customer wants. Our customers can tell their customers they can’t get all of the products they need due to weather and the economy. The shortage doesn’t affect retailers as much as re-wholesalers because re-wholesalers are selling to contractors that work on bids from architects who want certain sizes. Re-wholesalers have to do more selling to contractors and telling them about size shortages. For retailers, when customers come into the garden center, they see what is there and can adjust based on what looks good. Retail customers are just looking for nice trees at good prices, not necessarily certain sizes.
What are some final insights about plant shortages in 2016? On the retail end and even on the wholesale end, we are selling plants in totally different finished forms to accommodate demand. Some customers, who used to just buy B&B trees, are now buying containers. Conversely, some of our container customers have changed to B&B production. Our customers are changing their business models to handle different forms of production so they can acquire enough supply. Since there is not enough production, I think there will be more downsizing of plants. If customers can’t get 2-inch trees, they may take 1¾-inch trees. Also, customers will buy more container plants, instead of B&B, because containers have a faster turnaround. Though I take most orders in the summer, I am trying to stay in contact with customers all the time to see how things are going and help them make adjustments for supply issues.
Photos courtesy of Bailey Nurseries
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LooseLeaf February/March 2016
The Secret Sauce to a
Stable Workforce Last December, Alameda Wholesale Nursery took all of its employees to Boondocks Fun Center where they and their families – 160 people in all – enjoyed a holiday party with games, a buffet, and gifts from Santa for the children. Each employee also received a football with cash inside, tossed to them by the nursery’s owners, who talked about the importance of team spirit and how all members of the team are critical. “We went out and bought 58 NFL footballs, cut them open, put cash inside, glued them back together and filled them with air. All of that came about because the six owners were brainstorming how to deliver employee bonuses at the company Christmas party,” said President Stan Brown, who has worked at the company in Littleton for 51 years.
to give out bonuses at the company Christmas party. One year, they put money in monopoly sets, and another year, they froze it to make cold, hard cash. For 2015, “our general manager said, ‘Maybe we could come up with a football.’ I got to thinking, if we can expand that into a team spirit kind of thing, we can communicate about how we were giving a football to valuable members of our team,” he said. Brown believes that companies should be concentrating on how to retain employees, more than spending energy on hiring new employees. Afterall, if companies keep employees on the job, they won’t need to worry about finding a new person that’s a good fit. “When we look for employees, we look more for that person’s personality and if they fit into the character of our nursery. The personalities have to match,” he said. “If we find somebody that fits into our company culture, we can teach them what they need to do a good job.”
Brown credits the owners’ brainstorming sessions for great ideas that lead to employee retention. “We have breakfast meetings every Wednesday like clockwork, no matter what. At those meetings, they have free reign to say what is not working The nursery tries to keep a positive Stan Brown of Alameda Wholesale well. You get a half dozen brains thinking culture and make a pleasant workplace, Nursery about how to improve something or what including prohibiting swearing, dirty or to do better, and it’s amazing the ideas that come out of ethnic jokes and derogatory language. “It’s really easy to be there.” derogatory to an employee if they make a mistake or if they Each year, the owners try to come up with a creative way coloradonga.org
don’t do things the way the company has always done.
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Instead, we all really try to stay positive, pat them on the back and reward them. It’s the old golden rule of treat them how you like to be treated.” Another way that Alameda Wholesale keeps good employees motivated and happy is by giving them responsibility and the authority to do their jobs the way they feel is best. Though he admits it’s not always easy, his company embraces it through all levels and tries to get people to take ownership of what they’re doing. Brown’s father who owned the business before him was really skilled at passing responsibility to his staff, he added. “As long as they have the same goal at the end and if an owner can get over thinking ‘I’ve always done it this way. That’s the way, by god, were going to do it,’ there’s a lot of ways to skin a cat,” he said. “If you can allow an employee to have input on his or her job, they are more likely to follow through on it.” Probably the two most important benefits that contribute to employee retention are providing year-round employment and paying for 90 percent of employees’ family health insurance.
probably emphasizing them much more early on and even talking about them in our interviews to attract employees,” said Bill Kluth, general manager of the company’s Golden facilities. In recent years, the company has worked harder to make sure the right people are placed in the right departments. “When they interview with the supervisor, he gives a very detailed explanation of the work employees do and what is required of them,” Kluth said. Each department does their own interviews. “My sense is we are trying to learn more about the person, not just based on work history, but also what they do for hobbies and what their interests are. Our work is hard, long hours, so people who are active fit better than those who are not. If they’re hikers and outdoors people, they tend to fit better here,” he added. While some jobs are offered on Craigslist, TGE has the most success finding good employees through word of mouth and referrals from current staff. The company also recruits through horticultural programs at universities and colleges.
Bill Kluth of Tagawa Greenhouse “Providing year-round employment Kluth believes interns turn into some of Enterprises makes it easier for them not to go on the best employees. “The purpose of unemployment or find different jobs and then maybe or internships is not a six-month interview, but if after it’s over, maybe not come back here. Plus, it alleviates the brain they are looking to get in the business and like us, we death of us trying to find a whole bunch of employees in would be foolish not to offer them positions,” he said. the springtime,” he said. “It gets to be hard in December The company’s primary resource for and January. Some of the work that gets hiring interns is the Vic & Margaret Ball done around here is probably not the most Intern Scholarship Program through the productive, but it’s far better than laying American Floral Endowment, which selects off employees and trying to hire students based on outstanding academic knowledgable staff in the springtime.” performance and a demonstrated desire to Alameda Wholesale has been paying 90 enter a horticulture career. “We need to percent of family health insurance for 40 make sure they are really interested in years, even though costs have risen horticulture. They are given a really good dramatically with family plans up to $1,300 opportunity as interns to participate in all a month equaling about $8 an hour in aspects of our company including benefits, according to Brown. interaction with management,” Kluth explained. “I’m sure if we offered employees a couple bucks more an hour instead of Interns must commit to a minimum of health care some employees would take six months at TGE, where 18 to 19 weeks that, but that’s not the kind of employee are spent working in the greenhouse and we want to build our business on. We the remaining four to six weeks are want those who have a longer term vision working with key managers. “We’re not and can appreciate health care and what hiring a student to replace someone we that can do for their family,” he said. hire locally. We believe we are training
future leaders,” he said. Tagawa Greenhouse Enterprises, which has 325 regular, full-time employees in Whether hiring experienced interns or Photo courtesy of Tagawa three locations, has also been offering Greenhouse Enterprises offering regular full-time positions to good health insurance for many years. seasonal staff, the company prefers Additionally, the company offers 401K savings accounts, advancing employees from within to going out in search of paid holidays and vacations to attract and keep employees, new hires. “Part of the key to maintaining good full-time who can also take unpaid “off time” of two to three weeks staff is retention,” he concluded. “It is a challenge. We can’t in addition to regular vacation and still maintain their take it for granted, especially when we have somebody position, full-time status and benefits. good, we want to make sure we are giving them every “We’ve had these benefits a long time, but we are
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opportunity to be successful with us so they want to stay.” LooseLeaf February/March 2016
The Inside Scoop on
Microchip Credit Cards Photo courtesy of Worldpay
An estimated 80 to 90 percent of all credit card fraud attacks are on small to medium businesses, according to Brad Ross, regional sales manager for Worldpay, the third largest credit card processing service company in the world. “Small businesses face a bigger threat because they don’t have the equipment to deal with credit card fraud,” Ross explained. “You hear about Barnes & Noble because of their bigger scale. It happens at the neighborhood pizza joint too, but you don’t hear about it because they’re not as big.” Cybertheft of credit card information through malware, ransomware and other methods may not be common for small retailers, but one fraud event can cost a devastating $30,000 or more and bankrupt small companies. Ross, who has been with Worldpay since September 2008 and worked directly with 700 merchants, has mostly heard about fraudulent card use over the phone. One of his company’s merchant customers took $70,000 worth of orders, accepting credit card payment information over the phone. When the customer came to pick up the orders, no staff checked the credit card and he drove off with what turned out to be stolen merchandise since the card information was fraudulent. Between the costs of goods, profit loss, damage control and compliance fines, that company probably lost $100,000, Ross estimated. To combat fraud and cybertheft, credit card processors and banks fast-tracked the adoption of credit cards equipped with microchips last year. The widespread adoption of the cards came with a shift in liability: after October 2015, the responsibility for any fraud resulting from a payment transaction shifted to the party using the least secure technology – which meant any business not processing microchip credit cards. Microchips in credit cards, also trademarked as EMV (Europay/ Mastercard/Visa) technology, are based on technology already adopted throughout most of Europe, that has become the global standard. The microchips are like mini computers embedded in credit cards to prevent card fraud in two ways: coloradonga.org
Brad Ross
“Thieves are going to target businesses where they know they can still use stolen or cloned cards on older terminals, and where staff don’t take the steps to verify cardholder identity.” — Worldpay Regional Sales Manager Brad Ross
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1. The first is the storage of the cardholder data and security keys inside the chip, so that even if data were to be copied, it could not be used to create another chip card.
The chip technology is the next level of security to help protect businesses, and makes it much more difficult to clone a credit card than it has been with just a magnetic strip, said Ross.
2. The second is by generating a one-time, unique code, called a cryptogram, during each payment transaction. The cryptogram proves the card’s authenticity and the uniqueness of the transaction data, so any duplicate use of the same card data would be detected and the trans-action denied.
“If fraud does occur with a chipped card, the merchant is not liable for that transaction if they have the right equipment to check it. If the merchant does not take the initiative and invest in updating equipment, they are liable for that transaction,” he explained.
In an article by Small Business Administration Acting Region VIII Administrator Stanley Nakano, he noted, “The United Kingdom has seen nearly a 70 percent decline in counterfeit card transactions since making the transition [to EMV technology], according to Barclays. Meanwhile, America has 25 percent of the world’s credit card use but 50 percent of the world’s credit card fraud, making the case to shift from antiquated swipe-and-sign to microchips on credit cards.”
The investment needed to update a company’s equipment and software to accept EMV cards varies greatly depending on their size, number of cashier stations, age of their systems, and whether they use onsite or cloud-based (internet-based) systems. Basic credit card terminals cost between $400 and $800, while signature capture machines with PIN pads run between $1,000 and $2,000, Ross estimated. He describes updates to credit card terminals as similar to iPhones, where the memory capacity and security features of new models are increased many times compared to older models. Terminals that are five or 10 years old just can’t handle the increased data protection tasks as the new ones, and may even run on older software that is akin to trying to use a Windows 95 operating system on a new computer – not compatible with the new applications. Retrofitting older equipment can cause unexpected headaches and just doesn’t make as much sense as investing in new equipment and software that can handle the new technological requirements, he said.
RESOURCES: EMV information from Worldpay at worldpay.com/us/emv Online tools and resources from CNGA’s member business services partner Heartland Payment Systems at heartlandpaymentsystems.com/emv-liabilityshift A real-time tracker of cyber attacks across the world at map.norsecorp.com A cybersecurity page for small employers with a self-paced online cybersecurity course and a free small biz cyber planner at sba.gov/ cybersecurity Information for small businesses on the transition to EMV cards at sba.gov/emv An article on the costs of data breaches at pcicomplianceguide.org/the-real-cost-ofdata-breach A website developed by Smart Card Alliance to assist all industry stakeholders with EMV migration at emv-connection.com Photo courtesy of Worldpay
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“Many manufacturers are coming up with cloud systems with EMV capabilities that are more cost competitive,” he added. Besides terminals and related software, merchants will need to ensure their POS (point of sale) systems can integrate with the new EMV card terminals and software, which means that “pretty much all POS systems need to be updated.” Ross said sales promotions are available to reduce out-of-pocket expenses for the upgrades. Training is also available from companies like his, which provides webinars, newsletters, manuals and sales staff assistance. “When I talk to my merchants, I help them out as much as possible. Our job is to make businesses secure and have financial longevity,” he said. In addition to upgrading equipment and software, companies must be sure staff is following secure procedures, checking signatures and when available PIN codes. Thieves are going to target businesses where they know they can still use stolen or cloned cards on older terminals, and where staff doesn’t take the steps to verify cardholder identity, he explained. On the flip side, customers are getting more used to how chip card terminals work and their value. “Customers will be more savvy in knowing that their data is secure. Nobody wants that headache and hassle of fixing credit card theft. If a business is not using new equipment, the customer will start considering whether they want to shop there,” he said. LooseLeaf February/March 2016
Preventing Slips, Trips & Falls Here are some essential safety tips that can prevent your employees from experiencing slips, trips and falls at work. Tips for Worker Safety • Wear boots or overshoes with non-slip soles. Avoid shoes that have smooth soles, which increase the risk of slipping. • Walk consciously. Be alert that you could quickly encounter an unseen patch of ice and slip. • Avoid the temptation to run to beat traffic when crossing a street. • Walk cautiously. Your arms help keep you balanced, so keep your hands out of your pockets and avoid carrying heavy loads that may cause you to lose your balance. • “Walk small.” Avoid having an erect, marching posture. Look to see ahead of where you step. When you step on icy areas, take short, shuffling steps, curl your toes under and walk as flatfooted as possible. Walk like a penguin! • Avoid horseplay or other distractions. • When entering or exiting your vehicles, hold onto the door or side of the vehicle for extra support. Tips for Worksite Safety • Have a program and procedures to promptly remove ice and snow from parking lots, garages and sidewalks. • Email winter weather warnings to staff, cautioning them about ice, snow and slippery surfaces at the worksite. For staff who have no email access, post notices on bulletin boards.
• Place freezing weather warning monitors at entrances to employee parking areas. • Post and distribute phone and email contacts for maintenance department, encouraging employees to report icy conditions. • Place labeled bins of ice-melting chemicals and scoops that employees can use immediately on icy patches. Consider placing bins in areas of heavy pedestrian traffic, such as the top and bottom of outdoor stairways, parking garage exits and entrances, and healthcare facility entrances. The bins should be labeled appropriately and include instructions for handling ice melting chemicals. Bins should be secured so they cannot be removed. • Provide additional mats in entrances during winter months and when it rains. Consider mats with beveled edges on all sides to prevent trip hazards.
SAFETY CORNER
From Pinnacol Assurance
Pinnacol Resources: For more information on preventing slips, trips and falls during the coming months, as well as sample lists and worksite posters, visit the Resources web page at Pinnacol. com. Additional resources are available on the website pages of the Occupational Safety & Health Administration and National Institute of Occupational Safety and Health (NIOSH). Or call Pinnacol’s Safety On Call hotline at 303.361.4700 or 888.501.4752. Our safety services team stands ready to answer questions and help keep your workforce on sure footing.
ver gO o d win Gro olora ed C end 50 m s! om Rec rietie Va
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Shade, Ornamental, and Fruit Trees B&B and Containers Located in Southwest Idaho 208.482.6600 www.claytontreefarm.com coloradonga.org
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CSU UPDATE
By Jim Klett, Ph.D. Professor & Landscape Horticulturalist, Colorado State University
2015 Superior P Three-year, two-winter herbaceous perennial trials continued in 2015 at the Colorado State University Annual Trial Garden, directly west of the University Center for the Arts in Fort Collins, Colorado. The garden was established to observe garden performance, along with winter hardiness of newer herbaceous perennials. Eighteen different companies from around the world entered 107 taxa in 2015. A total of more than 217 different taxa of perennials are in the trial. Nine superior perennials, planted in 2013 and grown for three complete growing seasons and two winters, were given the ‘Top Performer’ category and are described here.
Three Hellebores from the Gold Collection from Skagit Gardens were voted as superior perennials, including: Helleborus x ballardiae ‘COSEH 890’ – Gold Collection® Maestro Hellebore: This selection had more compact plants with good vigor and shiny dark green foliage that almost appeared black at times. Prolific flowers were a creamy white with shades of dusty rose on the back side.
Coreopsis verticillata ‘Electric Avenue’
Coreopsis verticillata ‘Mayo Clinic Flower of Hope’PPAF or ‘Electric Avenue’ – Electric Avenue Coreopsis: We acquired this plant from Creek Hill/Eason. It had a sturdy, compact and uniform growth habit all season. Bright yellow flowers covered the plant over a very long bloom time. The fine textured foliage and nice flower shape contributed to a very pleasing overall effect. Overwintering survival was impressive both years compared to other coreopsis in the trial. Festuca glauca ‘Casca11’PP23307 – Beyond Blue Fescue: This plant is available from Skagit Gardens and is considered to have the best blue color of the blue fescues. Plants maintained a nice ball shape and did not open in the middle. Plants had very uniform growth habits even after three growing seasons. Flower stems were very few in 2015, and faded into the foliage for a superior appearance.
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Helleborus x ballardiae ‘COSEH 810’USPP22350 – Gold Collection® Merlin Hellebore: The flowers emerged with a brighter pink color and matured to shades of dusty rose. Blooms were held above the foliage on compact plants with good dark green foliage. Helleborus x ballardiae ‘COSEH – Gold Collection® Snow Fever’: The speckled green and white foliage makes this more of a foliage plant that adds sparkle in any shady garden. Plants had sturdy growth habit and were proven hardy over two more severe winters. Perovskia ‘Novaperlac’ – Little Lace™ Russian Sage: This was brought to the marketplace by Star Roses and Plants/The Conard-Pyle Company, and has shorter growth habit with great uniformity. Purple flower spikes were long lasting and created a lot of flower power. It is a good choice for xeric areas. Rosa x hybrid Sunrosa™ – Red Sunrosa™ Red Rose: This rose was developed by Suntory® Flowers and had consistent red flowers and great smaller growth habit all season. Red flowers did not fade and bloomed steadily from LooseLeaf February/March 2016
r Perennials mid-June through October. The compact growth habit was maintained without any pruning. Veronica ‘Novaverblu’ – Dark Blue Moody Blues™ Veronica: This is part of the Moody series developed from Star Roses and Plants/The Conard-Pyle Company. The abundant spikes of dark blue flowers and long bloom period made this plant a standout in the trials. Plants were very uniform and had excellent winter hardiness. Additionally, plants had good disease resistance with no signs of mildew on leaves. Veronica ‘Pink Moody Blues’: This is another introduction in the Moody series from Star Roses and Plants/The Conard-Pyle Company with spikes of bright pink flowers on very uniform plants. Overall height was taller than others in the Moody Blues™ series but still maintained a nice compact growth habit. The entire Moody Blues™ series was noted for superior performance. Red Sunrosa™ Red Rose
For a complete listing of photos of all of these plants, go to flowertrials.colostate.edu and click on 2015 Winners under “Top Performer” Perennial on the left side of the page.
Veronica ‘Pink Moody Blues’
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FUNDING RESEARCH & EDUCATION
Reaching out to Youth You have heard it time and time again: youth are the future of everything. In a time when admissions into horticulture and botany programs across the nation are falling, causing many universities and higher education systems to eliminate or cut back on such programs, it’s difficult to say what the future of the green industry is. We all know that our industry is an essential piece of a well-rounded, functioning society, but what do we do if the people are not there to take over the vacancies left by us?
By Mike Kintgen CHREF Board Vice President
In an era where the natural world seems to be falling further and further out of reach of the average person, the first thing we can do is reach out to the youth that come to us. Many of us have summer employees that are teens, or perhaps there is even that teen or high school student that comes to your nursery as a customer. Many of us probably reach out to these individuals, but do we always take the full time it might take to help answer some questions? Do we make the time and effort to expand their knowledge of opportunities in the green industry or even let them know that ours is a viable – and most importantly – fulfilling line of work?
One of the most significant ways to engage young people is internships, allowing them to fully experience the potential of the jobs. Internships are not meant to be cheap labor, but relationships that train and teach interns what the field entails while allowing them to make tangible accomplishments for both themselves and employers. Many nurseries and greenhouses may not be set up to offer internships. If your business is not set up, take time to direct interested individuals to internships and seasonal positions at nurseries or public gardens that offer such programs. If you have a 4-H program or urban gardening program in your area, perhaps direct them to that. Tell them about how you entered the field and what you might have done differently. Looking back, nothing has been more valuable than the time and tips that people gave me as a teen wandering through the Denver Botanic Gardens and various nurseries in Colorado. Together we can increase the flow of interested individuals entering programs in higher education, and more importantly make sure that humanity still has some connection to nature.
Cultivating Love & Life
A family-owned wholesale perennial grower since 1979, Britton Nursery is Cultivating Love and Life in order to produce both healthy and beautiful plants as well as joyful and vibrant people. Our secret is that we are Rooted and Established in Love! (Ephesians 3:17) We invite you to come see what a difference love makes!
Britton Nursery, Inc.
7075 Wyoming Lane Colorado Springs, CO 80923 Office: 719.495.3676 Fax: 719.495.3749 . info@BrittonFlowers.com www.BrittonFlowers.com Proud Member
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Licensed Propagator
Licensed Grower
LooseLeaf February/March 2016
CNGA calendar
SAVE THE DATES for these events, and mark your calendars now!
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, or contact the office by phone: 303.758.6672, fax: 303.758.6805, or e-mail: info@coloradonga.org. ProGreen EXPO 2016 Colorado Convention Center, Denver, Colo. Tuesday – Friday, Feb. 9 – 12 Colorado Certified Nursery Professional (CCNP) Exam ProGreen EXPO, Colorado Convention Center, Denver, Colo. Tuesday, Feb. 9, 1 – 5 p.m.
Certified Greenhouse Grower (CGG) Seminars & Exam ProGreen EXPO, Colorado Convention Center, Denver, Colo. Tuesday – Thursday, Feb. 9 – 11
CNGA Industry Celebration Happy Hour Crowne Plaza Denver, 1450 Glenarm Place, Denver, Colo. Thursday, Feb. 11, 4 – 6:30 p.m.
Young Nursery Professionals Happy Hour Bubba Gump Shrimp Co., 1437 California St., Denver, Colo. Wednesday, Feb. 10, 5:30 – 7:30 p.m.
classified ADS CNGA offers free posts of online classified ads to members, including items for sale or lease and job openings. For more details about the classified listings below and to see other current postings, visit coloradonga.org, click on the Resources tab and click on Classifieds.
Help Wanted Distribution Office Assistant & Loading Specialist, Distribution Alternate Crew Foreperson Little Valley Wholesale Nursery, 13022 E. 136th Ave., Brighton, Colo. 80601 Various Irrigation & Gardening Positions in Aspen Fitzgerald Landscaping and Design, Inc., P.O. Box 423, Aspen, Colo. 81612 Inside Sales & Customer Service Arbor Valley Nursery, 18539 WCR 4, Brighton, Colo. 80603 Assistant/Nursery Manager, Facilities Maintenance/Small Deliveries, Plant Care, Nursery Sales Dreamscapes Landscape Center, 6100 E. 104th Ave., Northglenn, Colo. 80233 Greenhouse Supervisor Tagawa Greenhouses, 14784 W. 52nd Ave., Golden, Colo. 80403
Landscape Architect/Estimator, Tree Farm Position, & Horticulturists/Gardeners Steve Koon Landscape & Design, Inc., 2301 W. Oxford Ave., Englewood, Colo. 80110 Professional Gardeners & Farm Interns Gardening By Tess, 1669 Hoyt St., Lakewood, Colo. 80215 General Manager Organix Supply LLC, 15121 Weld County Road 32, Platteville, Colo. 80651 Assistant Nursery Manager, Nursery Sales, Landscape/ Maintenance Technicians, Design As-sistants, Supervisors & Managers in Summit, Eagle & Grand Counties Neils Lunceford, Inc., P.O. Box 2130, Silverthorne, Colo. 80498 Retail Sales Manager, Shipping Manager, Inside Sales Associate, & Wholesale Delivery Driver Harmony Gardens, 4315 E. Harmony Road, Fort Collins, Colo. 80525
advertisers LIST ACW Supply.................................................. 17
Fort Collins Wholesale Nursery ......................... 2
Baxter Wholesale Nursery, Inc........................... 2
Harding Nursery, Inc........................................ 2
Britton Nursery, Inc. ........................................ 18
McKay Nursey Company ................................. 15
Carlton Plants ................................................ 18
United Energy Trading, LLC............................... 2
Circle D Farm Sales, Inc. .................................. 17
Willow Creek Wholesale Nursery ...................... 4
Clayton Tree Farm, LLC .................................... 15 coloradonga.org
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Colorado Nursery & Greenhouse Association 959 S. Kipling Pky, #200 Lakewood, CO 80226
Photo courtesy of Bailey Nurseries
Colorado Water Plan Analysis What Does the Plan Mean for You? A key CNGA member benefit is access to information from the Green Industries of Colorado (GreenCO), of which CNGA is a founding partner association. One of the projects that GreenCO has undertaken this past year is an analysis of the Colorado Water Plan and its impact to our industry. In addition to the analysis, GreenCO conducted a study to explore the role of landscape water conservation and efficiency in meeting Colorado’s water gap. You can read the full report by going to greenco.org, clicking on the BMPs tab and clicking on the “Read the study here” link in the first paragraph. The summary is available online at cnga.memberclicks. net/assets/cowaterplanreview.pdf You can find out more about our policy positions related to water at greenco. org/advocacy. CNGA will continue to monitor legislation that is created as a result of the water plan and keep you informed of the impacts it will have to our industry.