Jan-Feb 2012

Jan./Feb. 2012 • Volume 30 • Number 1

Colorado Nursery & Greenhouse Association • Serving Colorado, New Mexico, & Wyoming

Remembering Why We Do What We Do 8 A Family of Growers – Our Story 13 Retailers Plan for Less Variety 16 Returning to the Farm 18 Successful Company Closings 22 Member Profile: Welby Gardens

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LooseLeaf January/February 2012

Our Mission Professionals growing for a better tomorrow... your growing resource.

Cover Photo Courtesy of Eagle Crest Nursery, El Jebel, Colo. See related article on page 13.

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In This Issue 5

Calendar, Classified Ads, & Advertisers

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Board Message: They Might Be Giants

7

CNGA – A Member-Driven Organization: Members Help Association Stay Relevant

Successful Company Closings Take Planning

20 Safety Corner: Pinnacol Launches Application for

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Injured Workers

A Family of Growers – Our Story

21 N.M. Chapter News: Green Industry Supports

Why We Do What We Do

Certification and Student Training

22 Member Profile: Welby Gardens,

13

Retailers Plan for Less Plant Variety, More Customer Service

Denver, Colo.

24 CSU Update: 2012 Superior Annuals

Returning to the Farm: Demand for Local Produce Outreaches Supply

Board Of Directors Dan Gerace, President Welby Gardens Company, Inc. 303.288.3398 dangerace@hardyboyplant.com Bill Kluth, Vice President Tagawa Greenhouse Enterprises, LLC 303.659.1260 x205 bkluth@tgi-entp.com

Stan Brown Alameda Wholesale Nursery, Inc. 303.761.6131 stan@alamedawholesale.com Steve Carlson Carlton Plants 303.530.7510 scarlson@carltonplants.com Jesse Eastman Fort Collins Nursery 970.484.1289 jeastman@fortcollinsnursery.com

Davey Rock, Secretary/Treasurer Picadilly Nursery 303.659.2382 rockandrock@mac.com

Tom Halverstadt Country Lane Wholesale Nursery 303.688.2442 countrylane@myedl.com

Kent Broome Bailey Nurseries, Inc. 303.823.5093 kent.broome@baileynursery.com

Sarada Krishnan, Ph.D. Denver Botanic Gardens 720.865.3601 krishnans@botanicgardens.org

Monica Phelan Phelan Gardens 719.574.8058 monicaphelan@phelangardens.com Les Ratekin Ratekin Enterprises 303.670.1499 lesratekin@earthlink.net Terry Shaw Harding Nursery, Inc. 719.596.5712 hardingoffice@aol.com

Publishing Info

EDITORIAL

Colorado Nursery & Greenhouse Association

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

959 S. Kipling Pkwy., Ste 200 Lakewood, CO 80226 303.758.6672 or 888.758.6672 Fax: 303.758.6805 info@coloradonga.org www.coloradonga.org The LooseLeaf is produced by CNGA and Millbrook Printing Company 3540 West Jefferson Hwy Grand Ledge, MI 48837-9750 Fax: 517.627.4201 www.millbrookprinting.com www.colorado nga.org

Ex-Officio Members

Bob Lefevre Advanced Green Solutions 303.916.0609 1950rfl@gmail.com

The LooseLeaf feature writer and editor is Tanya Ishikawa of Buffalo Trails Multimedia Communications www.coloradonga.org/editor-tanya-ishikawa Visit www.coloradonga.org for classified advertisements, plant publications, upcoming events, a member directory, and much more!

Jim Klett, Ex-Officio CSU Dept. of Horticulture & Landscape Architecture 970.491.7179 jim.klett@colostate.edu Lynn Payne, N.M. Chapter Senator Sunland Nursery Company 505.988.9626 ld@paynes.com Griff Sprout, Wyo. Chapter Senator Sprouts Greenhouse, LLC 307.332.3572 griffsprout@wyoming.com Sharon Harris, Executive Director CNGA 303.758.6672 sharris@coloradonga.org

CONTRIBUTING WRITERS Dan Gerace

Sharon R. Harris

Tanya Ishikawa

Dr. Jim Klett

Lynn Payne

Amy Statkevicus

ADVERTISING INFO Rick Haverdink 3540 West Jefferson Hwy Grand Ledge, MI 48837-9750 Fax: 517.627.4201 haverdink@chartermi.net

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2012

calendar

ProGreen Expo

CNGA Industry Celebration

Tuesday to Friday, Feb. 7 to 10 Colorado Convention Center, Denver, Colo.

Thursday, Feb. 9 The Ritz-Carlton, Denver, Colo.

As one of the most highly rated educational and training offerings by CNGA, you don’t want to miss the 2012 ProGreen Expo featuring 107 seminars, 650 booths and 6,500 buyers. It’s going to be a great show!

Visit www.progreenexpo.com for more information.

Cocktails at 5 p.m. Dinner at 7 p.m. The Annual Banquet is so yesterday…

This event will be short on program and long on celebration, socialization and fun! Don’t let our location at the Ritz intimidate you.

We’ll be bringing “CNGA style” to the Ritz, so come as you are!

CNGA thanks the following companies for their sponsorship of the Industry Celebration!

Update on ProGreen 2012 From all available information as of this writing in early November, ProGreen is on target to be another great show for booth sales and excellent industry-specific education.

Are you interested in “deals and discounts” while you’re downtown? Use your smart phone to text DENVER DEALS to 63638 and add a key word of what you’re interested in – dining, cocktails, sports,

etc. so you can receive information about discount offers.

Treat yourself to a downtown stay at one of the reasonably priced ProGreen EXPO hotels with prices starting at $119. New this year is the Magnolia at 818 17th Street, which offers free breakfast and wireless Internet for $149.

classified ADS CNGA offers free posts and searches of our online classified ads, including items for sale or lease and job openings. For more information and to see current postings, visit the Industry Professional side of www.coloradonga.org and click on Classifieds under the Resources tab.

advertisers Alpha One Inc . . . . . . . . . . . . . . . . . .

American Clay Works & Supply Co . .

Baxter Wholesale Nursery, Inc. . . . . .

Britton Nursery, Inc. . . . . . . . . . . . . . .

Bron & Sons Nursery Co. . . . . . . . . .

Carlton Plants . . . . . . . . . . . . . . . . . .

Circle D Farm Sales, Inc . . . . . . . . . .

Clayton Tree Farm LLC . . . . . . . . . . .

Clifty View Nursery . . . . . . . . . . . . . .

Daniels Nursery . . . . . . . . . . . . . . . . .

DWF Grower Supply . . . . . . . . . . . . .

Fort Collins Wholesale Nursery . . . . .

Harding Nursery . . . . . . . . . . . . . . . .

Hash Tree Company . . . . . . . . . . . . .

Jayker Wholesale Nursery . . . . . . . . .

McKay Nursery Company . . . . . . . . .

RatekinEnterprises/Hollandia Nursery Richards, Seeley & Schaefer, Inc. . . .

Webb Nursery & Landscape . . . . . . . www.colorado nga.org

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Landscape Maintenance Crew Leader Dwyer Greens & Flowers in New Castle, Colo. (www.dwyergreens.com) is hiring for a crew leader with at least two years experience maintaining irrigation systems, lawns and gardens. Valid Colorado driver’s license required. Seasonal work from March through November, possibly less if employed by the ski industry. Housing may be available at nursery.

Pay commensurate with experience.

Please send resume to lynn@dwyergreens.com or P.O. Box 975, New Castle, CO 81647.

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Register for Calendar events with CNGA unless otherwise noted.

Tel: 303.758.6672 or 888.758.6672 Fax: 303.758.6805 E-mail: info@coloradonga.org CNGA is the host of calendar events unless otherwise noted. For more information, registration forms, and directions to programs, go to the Industry Professional site on www.coloradonga.org and open the Calendar under the Events tab.

Photo by CSU Dept. of Horticulture & Landscape Architecture

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MESSAGE FROM THE BOARD

They Might Be Giants:

Why We Do What We Do

By CNGA Board President Dan Gerace

I grew up in the bedding plant industry. I watched my father and uncles working; my dad and his brothers trusted in each other and each of them did their part to build their company.

Like my older cousins, I began helping after school and on weekends and during the summer when I was 8. We learned the business from the bottom up, with ever increasing responsibilities.

Although it was hard, working was always fun, especially when we started getting paid at age 16.

I went off to college planning to study something else – anything else. I did not want to work in the family greenhouse. It didn’t seem to me that I should have to work so hard to make a good living, and the extreme hours and the uncertainty seemed too stressful. During college, I had a typical job just to make some money. Although I learned

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a lot and enjoyed the experience, I never looked at it as a career. I also worked for a university as a post graduate and got my first taste of bureaucracy and all that it entails. Despite my successes, I felt something was missing.

I have since asked myself, “What was missing?

Why did I go back to the family business? Did I just give up, or did my priorities change?” The answer boils down to this: my accomplishments would benefit the people that I loved most in the world, my family. I found that there is a feeling of belonging to something bigger than yourself; the togetherness is remarkable. During college I realized I was a scientist at heart. In finding a way to apply my knowledge and skills in our business, I found a way to realize my passions and improve the family business at the same time. It also dawned on me that regardless of the career you choose, nobody becomes successful without a lot of hard work.

Did I make the right decision? I say “yes,” but maybe I absorbed too many nasty pesticides while playing under the benches, the kinds that interfere with proper judgment and common sense. Maybe you need to be a little crazy to love this kind of work. Although it took a few years, I really fell in love with growing plants when I produced my first perfect crop. The sense of accomplishment was like a rush of emotion that was unequalled to any other in my working life. So many things had come together. I did not do it alone, but as the grower I was the director and we were sweeping at Oscar night. Once you get a taste of that, you keep working your heart out to get back there.

In our company there has always been great leadership. The vision and passion becomes viral and everyone becomes addicted. Everyone is motivated to work together towards our common goal. In this industry, there are different challenges everyday; if you live for the challenge then you have found the right path. In our family business, every accomplishment feels like you are adding to the long list of those that came before you. I am standing on the shoulders of the previous generation.

They are giants and I have a lot to live up to. I am building upon the same foundation of trust and dedication to each other. I hope to create an environment that will draw the next generation.

I think we do what we do because it feels right.

We are propagating a legacy, and we do it with plants.

LooseLeaf January/February 2012

Members Help Association Stay Relevant In the last few months several board members and I heard from many individuals from other state associations that the days of strong, active associations are a thing of the past. A number of the organizations are determining if they can or should even remain in business since they can’t seem to find ways to meet their members’ needs.

By now many of you have provided your priorities at the November 2011 Owners and Managers Meeting, through the member survey on possible 2012 goals, and in conversations with board members and CNGA staff. We so appreciate you providing your thoughts, ideas, and feedback.

Based on membership renewals, program attendance, sponsorship commitments, and feedback from a significant number of members, CNGA is not sharing this problem. Don’t get me wrong; the association has experienced our share of adjustments, reductions, and changes that every business has faced. One important quality that other groups seem to be missing is the shared commitment by members and the association to keeping CNGA relevant. Asking you and hearing about what you want from CNGA, and then responding to those requests, helps keep us all working for the same goals: to be more efficient, informed, professional, forward thinking, and here tomorrow.

As we continue to strive to provide value and relevance to our members throughout the region by providing in-person and distance learning offerings and new Business Services, we need to hear from you more than ever. While other groups may slip away, together we can ensure CNGA is here to stay, continuing to meet the needs of our members in the Rocky Mountain region.

CNGA — A MEMBER-DRIVEN ORGANIZATION

By Sharon R. Harris CNGA Executive Director

“Sharing information is an incredible strength...”

At a recent regional meeting I attended with Dan Gerace and Bill Kluth, I heard an analogy that really resonated with me. Someone said that ice hockey great Wayne Gretzky knew not only where the puck was but where it was going. It seems to me that this is what we all need to attempt to do to be successful and remain “in the game.”

Hearing from you about your challenges, what you learned from them, and what you want or need to do to move forward is a key component in trying to collectively determine where “the puck” is going. Sharing information, not a common experience in all associations, is an incredible strength that helps all of us think more broadly and determine where we should be heading to stay ahead of the puck. CNGA members are way ahead of the curve in enjoying this shared knowledge.

Because you are the only reason we exist, we have you identify the programs and services you want and need CNGA to provide. This is the primary way the Board of Directors determines what outcomes should be met in the upcoming year.

www.colorado nga.org

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A Family of Growers –

Our Story

Once upon a time, about 55 or 60 years ago, in a sleepy, little town in Colorado, there was a family who made their living from farming. The parents and all the children worked hard from spring to autumn to grow vegetables in the hard soil.

When winter came, the father went to work at whatever local company was hiring.

This hard-working family had a good life, full of love and good times. The children played in the fresh air and sunshine.

They got to see how seeds grew into plants, and became food for their neighbors.

When the oldest son graduated from high school, he decided to stay home and work on the farm. His parents could use another adult to drive the tractors and do the heavy work.

Besides, he couldn’t imagine doing anything else but growing plants. He just found so much satisfaction in seeing a field full of green leaves, which would someday be harvested and bring a good income.

Soon, his younger brother was graduating from high school and on his way to college to study horticulture. He was also hooked on the contentment from nurturing plants into valuable commodities, which could support him and his family. But, he was going to learn about growing plants for landscaping instead of food.

“We’re lucky. Our industry has something that most other industries don’t have – color, fragrance, and feel; you have to promote those benefits as much as possible. I love the marketing part of it. It’s the people you meet along the way. Probably one of the best things is the continuance of the passion. There are so many different opportunities, so many different places where the business can go. We’re all looking at different niches to fit into. Of course, having family come in and buy into the whole procedure of growing and selling plants is phenomenal. It makes me pretty proud, especially to have a business that is 61 years old.”

– Frank Yantorno, 2nd generation owner of Center Greenhouse, Inc. in Denver, Colo.

“The greenhouse and nursery business allows grandparents, parents, and children to work side-by-side beginning at an early age. Growing up, my brother and I had a work ethic that was second to none and knew the benefits and sacrifices that come with this business at a young age. My favorite part is April 15th to June 15th – the three months of the year that you spend the rest of the year planning around. We’re dealing with a product that puts smiles on people’s faces, and it’s a friendly industry for the most part.”

– Brian Yantorno, 3rd generation owner of Center Greenhouse, Inc. in Denver, Colo.

He and his brother planned to turn a couple acres of their family’s land into tree and shrub fields. After his second year of college, still working through the summers, he and his brother had saved enough to plant the tree seedlings and start the shrub cuttings. The owner of a garden center down the road recommended a mix of evergreens, Ash, Honey Locust, and Silver Maple, and told them he would buy most of the trees when they were ready.

In the new nursery’s first season, between the garden center and some local landscapers, they sold out of their inventory. It was a great feeling and the whole family was proud of the success of their new venture. They decided to convert more acres to trees and shrubs.

Over the next few years, the younger son graduated from college, both sons got married, and their younger sisters and brother graduated from high school and went off to college.

The family was growing and staying close through their ties to the land and the plants.

www.colorado nga.org

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Why We Do What We Do Before long, the father was joining the nursery business and investing in loop houses to grow flowers. They hired their first few employees, mainly the same people who had worked their farm with them in years past. They also added a bedding plant expert to oversee the flower production.

“The best part is being with my family. I feel that I’m a very lucky man to have raised two children here in the nursery, and now I’ve got grandchildren and great grandchildren working here on special occasions, even the 3 year old. It’s kept my family together.”

– Billie Harding, founder of Harding Nursery, Inc. in Colorado Springs, Colo.

“You live for the craziness of the spring rush. There is great satisfaction in watching a plant grow from a small seedling or cutting into a beautiful plant. Also there’s not many careers in which you get to see your parents, your children and your grandchildren everyday and I enjoy that. We are fortunate to work in the green industry!”

– Sharon Harding-Shaw, 2nd generation owner at Harding Nursery, Inc. in Colorado Springs, Colo.

On the 25th anniversary of the nursery business, the family threw a great celebration. Now, a large clan of parents, children and young grandchildren, plus an extended family of longtime employees, they reflected on their hard-earned good fortune. Surrounded by beautiful, fragrant plants and loyal customers and friends, they took a moment at the end of that silver season to appreciate everyone for their contributions to the business’s success.

Then, it was back to work, planning for the next year, preparing for the winter, and continuing the seasonal cycles that were both challenging as well as comforting. Jobs controlled by the seasons, at the mercy of the weather, and dependent on so many living variables, the family business was like no other. It was not an 8 to 5 schedule; the plants were on their minds 24/7. Some children and later grandchildren chose different career paths, while others left only for a while to college or other jobs, returning before long to find their new niche at the nursery.

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LooseLeaf January/February 2012

The property and number of greenhouses grew. A welcoming garden center and classroom was constructed, as well as a new parking lot. The family’s original home, where the oldest brother’s family lived after their parents’ passing, remained in the middle of the property. The younger brother’s family lived on the adjoining property, which also had homes for seasonal workers.

The investments in facilities always meant more work to keep up sales and increase customers. But, even when sales were good, there wasn’t much time to rest. Constant work was part of the business. So was change – challenging but also exciting. New plant varieties, different customer trends, and updated technology made adaptation a necessity.

Balancing tradition with innovation was the way the business survived, as each staff member contributed their own talents and ideas.

And, that is how the company still is today: an ambitious, busy, refreshing, colorful, meaningful, supportive, stimulating, difficult, rewarding place to make a living.

To be continued... by the next generation Who was this family and company? Did it remind you of yours? It could be almost any CNGA member, established in the 1950s, when many entrepreneurs started greenhouses and nurseries in Colorado. It’s actually not just one company or family, but an amalgam of several family businesses, created to help you recall the history of the green industry and the reasons why we do what we do. Though not an easy career in any economy, nurseries and greenhouses provide an essential service to communities and a fulfilling livelihood to the dedicated owners, managers and employees who choose the work.

Thank you to the following CNGA members who provided the real stories to inspire this fictional tale: Center Greenhouse, Inc. in Denver, Harding Nursery, Inc. in Colorado Springs, Kiyota Greenhouses, Inc. in Fort Lupton, and Ken and Mike Jeronimus.

“I just loved the challenge. When you walk through a field of trees, it’s like you are living with them, and they get into your whole body.

It’s hard to put into words what it is; it’s part of your genes, I guess.

You’re only as good as the people that work for you. I always like to surround myself with good people. It’s a family effort; that’s exactly what it is. Of course, I’m so proud of my son, the way he took over.

It was awesome to have Mike there.

In the old days, there was such a closeness with the association. I’m sure it’s the same today. Al Foster, Stan Brown’s dad, George Kelly – all those guys were so helpful to me. It was so much fun to get together. Everybody was just so nice, so encouraging. Harry Swift, Ken Wilmore, Charlie Wilmore – they were a big inspiration to me, and helped out a lot when I started.”

– Ken Jeronimus, founder of Green Acres Nursery and Boxelder Creek Nurseries “The love of the plants and the land really gets underneath the skin.

I really enjoyed growing plants, watching them grow. Starting from nothing and making a plant out of it was very enjoyable. I really enjoyed the people, too. I had a lot of happy moments through the years: walking through the lilac fields watching them bloom in the spring, the fall colors in the field, seeing one of the plants go off on a pickup. There was no one defining moment.

“It was just being with the people and growing up with them.

Enjoying their lives was a lot of it for me. I held the babies, went to the graduations, and put a few into the grave. Employees are as close as family because we have to be so tight to make things work. There was a year when we didn’t get our seasonal labor and visas, and our year-round staff brought their children and wives, and did everything it took to get that crop out of the field. That’s what family’s about and they are family.”

– Mike Jeronimus, 2nd generation owner of Green Acres Nursery and Boxelder Creek Nurseries

“I love the retail part of the business. We are lucky to have such loyal customers.

My favorite time of the year is around April 15, when the greenhouses are full of blooming baskets overflowing with plants all ready for spring sales. I believe the greenhouse business is a great place to raise a family. Children can help if they want at an early age. It is so satisfying to see a small plant grow into a beautiful flower or vegetable. It is hard work, especially during May, but if you love the business, it’s very gratifying.”

– Mayrene Kiyota, founding owner of Kiyota Greenhouses, Inc. in Fort Lupton, Colo.

“My favorite part would have to be working together as a family. The best part of the business is all the people we deal with. We have customers that help with suggestions from new varieties to new programs to implement. All of our vendors help out with their expertise. Several customers, vendors, and friends have joined us at a Bronco game (south stands of course) from time to time. I have met a lot of great industry friends during my tenure. My favorite moment is now having accomplished 52 years of business with two generations. It’s great to sit back and think about what we were then and where we are now.”

– Dale Kiyota, 2nd generation owner at Kiyota Greenhouses, Inc. in Fort Lupton, Colo.

www.colorado nga.org

11

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LooseLeaf January/February 2012

Retailers Plan for Less Plant Variety, More Customer Service Thank you to Fort Collins Nursery Owner Jesse Eastman, CCNP, and Eagle Crest Nursery General Manager Diana Mundinger, CCNP, for sharing their perspectives and insights on market conditions in the coming years.

Photo Courtesy of Fort Collins Nursery

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What do you see coming ahead as far as plant inventory?

Eastman: From my perspective as a grower/retailer, we’ve already enacted a lot of inventory changes over the last two years. We’ve been overwintering less plants, and back-stocking fewer plants. As unpredictable as the retail climate has been, we’re not getting caught having too much stock. We’ve pared down our inventory levels pretty low, and don’t see much more changing.

It will have an impact on what is available from growers.

The market situation is definitely forcing growers to focus more on what they’re doing and how to make it valuable to customers.

The plant material supply will most likely get tighter down the line, since most growers have reacted to the economic conditions in the last couple years by growing fewer plants and cutting back on expenses to compensate for fewer sales. Some growers can react to stronger sales ahead quickly, but longterm crops such as large landscape B&B trees may be tight in years to come.

Will a tighter inventory lead to higher prices?

“More and more, customers are interested in a plant’s utility rather than the particular variety.”

Eastman: We’re seeing some of the bigger growers actually lowering prices; quite often that comes with a narrower inventory. We’re starting to see more tradeoff between selection and price, whereas the two didn’t used to be mutually exclusive.

There’s a lot of emotional – Jesse Eastman, Fort Collins Nursery backlash against growers that are selling to Home Depot, Mundinger: Although because independent retailers a tighter inventory should feel it is cheapening those lead to higher prices, I brands. Also, we are finding out now that independent garden know that we as retailers and most growers are fighting raising centers won’t be able to carry some new annuals like Blueberry prices too drastically. Sales are hard enough to get in this Cheesecake Petunias for two years because Home Depot economy without fighting price resistance from customers. signed an exclusive contract for them. Wise growers will focus How will customers react to less variety on who their market is, and whether it is the big box stores or or higher prices? independents. Independents are getting savvy not to duplicate what is available at big boxes.

Eastman: There are still a lot of customers out there who My hope is we will continue to see big variety, but growers are into what’s going to be the new heuchera this year, or who are more committed to the big box customers as their what’s going to be the new lilac. But, we’re seeing more and outlets will probably pare back options because big boxes more people not interested in a breadth of variety and more don’t carry variety but quantity. With retailers in general carrying interested in the utility of plants. People are looking for good less inventory on hand, it will surely make it harder to find shrubs for hedges, rather than adding for example a new lilac certain varieties or at least make them more expensive. to the flower repertoire in their yards. Hopefully that transition to the potential of less variety in the marketplace will coincide Mundinger: After talking to Eagle Crest Owner George with a shift in customer needs and wants.

Robinson and Nursery Manager Bryan Becker, who toured growers during the late summer months of 2011, I think that the glut we have seen on B&B trees and the lower prices may continue for the next year or two. It is still necessary for many growers to thin their fields. After that we may start seeing plant material become scarcer.

Mundinger: Thankfully, we have a loyal following of customers, but there is always a concern that higher pricing would drive some of them to shop at big box/discount stores.

Eagle Crest Nursery is aggressively preparing for the future by building a new store and greenhouse that will better serve customers and display popular merchandise more attractively. Photo Credit: Eagle Crest Nursery.

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LooseLeaf January/February 2012

What trends or changes are happening for retailers?

What are you doing to prepare for any of these trends and changes?

Eastman: At trade shows and industry meetings, I’ve heard that the idea of selling a packaged project is going to increase in popularity. Whether grouping a whole range of plants for a landscaping strip, or just creating instruction sheets, retailers are making it easier for customers to accomplish projects.

Customers are more focused on the utility of accomplishing something in their yards, rather than the satisfaction of the gardening endeavor itself. They are saying ‘How much can I accomplish in three hours on a Saturday, and can I start and finish a project in that time?’ We are couching our products in the language of how many hours they take, to show them what they can do in the limited time they have.

Eastman: We are focusing more on education, including creating project packaging, and providing more opportunities for people to learn more about plants. We’re finding fun, gentle and positive ways to teach people more about gardening, so it’s not this intimidating thing to understand. It doesn’t do any good if they have fun in class, but go home and have a crummy time and not accomplish anything, so we really have to support them.

We are getting a lot more customers who haven’t done gardening projects, landscaping, or farming before, and can’t look at it and estimate what they’ll need. A lot of people are finally accepting that the economy is down for the long term, not traveling as much, and doing “staycations” instead. They are deciding to stay home and that it’s worth investing in their yards.

Mundinger: As with most every industry these days, being able (and willing) to adjust to changing trends is the key.

Although we have seen a decline in large landscape installations, we have seen the trend of flower and vegetable and small ticket sales increase. We anticipate this trend to continue even as the economy recovers.

An improvement in economic conditions seems painfully slow, but we do expect a turnaround in the future. It is our job to be prepared and ready to react to a changing economic climate.

New construction will return, although not at the pace it once was. We will be able to see new construction starts, and since the landscape is always the last step of construction there will be some time to prepare for the need, once again, of larger trees.

In the environmental and social sustainability area, the city of Fort Collins has the Climate Wise Initiative, where they cooperate with local businesses to set customized goals to reduce impact on the environment and save money. They are helping us with figuring out where to get rebates for energy efficiency improvements, calculating payback times, and developing ways to incorporate the changes into the whole company culture. We are being sure to communicate these changes to our customers, which will differentiate us from other businesses and provide another reason for customers to choose to shop with us.

We are finding more ways to interact with people online, and selling our products online makes it easier for our current customers as well as reaching new customers. We are creating and selling Christmas wreaths online, though we’re not at a point of doing a full mail-order catalog online. Already our business is building and we are shipping wreaths all over the country.

Mundinger: At Eagle Crest Nursery, we are taking an aggressive stance to prepare for a future upturn. We are in the middle of building a new store and greenhouse facility that will communicate to our customers our commitment to be here for the long haul. It will allow us to better serve the customer, better display the type of merchandise that has been increasing in sales (gift and bedding plants), and establish a better presence as a major garden center in our mountain valley.

Fort Collins Nursery is finding more ways to interact with people online, including selling Christmas wreaths from its website. Photo Credit: Fort Collins Nursery.

www.colorado nga.org

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Returning to the Farm

Demand for Local Produce Outreaches Supply Ryan Kinnison was raised in Nebraska spending time on his family’s farm. When entering college, he knew he loved growing plants but also wanted a more modern career. He decided to study horticulture, and after graduation, found a job in a nursery and greenhouse growing ornamental grasses and flowers.

Fast forward several years later and Kinnison has returned to farming. But this time, as the operations specialist with Circle Fresh Farms, he visits with potential and new growers and helps them develop strategies and facilities for growing produce for the local market.

Circle Fresh, a distributor and consulting firm for a network of Colorado growers, was created to help fill the state’s unmet demand for local, pesticide- and herbicide-free vegetables and fruits. The new company is connecting small farmers to markets and restaurants, whose customers are asking for more local produce.

Consumer demand for healthy, local produce at markets and restaurants is opening up new opportunities for growers. Photo Credit:

“Nursery and greenhouse growers have the opportunity to go into this new market. They already know the art and science of growing plants so just need to change things up and add new crops,” Kinnison said. “It’s funny to me. Several years ago, I said ‘Mom and Dad, I want to diversify into a nursery career.’

Now, I am diversifying in a different way. I’m going back to food production, but I’m filling a new need.”

Studies by Colorado State University have shown that more than 70 percent of Colorado consumers prefer locally grown food. Yet, every greenhouse in Colorado could stop growing everything, switch to food production and still only feed 7

Circle Fresh Farms.

“The market for local produce is stable and will grow, because food is a recession resistant product and customers are demanding healthier options.”

– Ryan Kinnison, Circle Fresh Farms

percent of the people in the Denver metro area, according to Department of Agriculture statistics cited by Kinnison.

He and Circle Fresh CEO Richard Naha agree now is the time to empower small-scale farmers to to take advantage of consumer demand for healthier produce.

“People are willing to pay a premium for locally grown, organic produce. Eight years ago this would not have been possible,” explained Naha, who gives a lot of credit for food nutrition awareness to employees of Whole Foods and other natural grocers as well as books and documentaries such as Food Inc. “For a while we took our eyes off the ball, and became disconnected from our food. But, we have started learning that when food comes from so far away, it never has a chance to develop nutritional value and flavor.”

For example, to transport tomatoes long distances, they are picked before they are ripe, loaded with salt to preserve them, and immersed in ethylene gas to turn them red. As information about this unnatural process is spread, “Consumers are listening and concerned, and that is creating a demand for something picked when fully ripened. They are willing to pay the premium, which supports the launch of new growing ventures,” Naha said.

“Later, we will be able to grow to scale to get better price points.”

People are not only demanding healthier food, but due to the economic decline, they are shifting spending from what they consider non-essential landscaping and gardening to

www.colorado nga.org

necessities like food and edible plants. Some greenhouses and nurseries are either adding edible crops to their production mix, or switching completely to produce as the former Picadilly Nursery owners did this year. Picadilly closed (see related article on page ?) and re-opened as Trinity Farms, one of Circle Fresh Farms’ six growers.

The growers wholesale their produce through Circle Fresh to Whole Foods and 18 restaurants in the Denver metro area, but can also retail their produce through highway stands, farmer’s markets or other venues. And, their products still maintain their individual company brands.

Diversification into agriculture is definitely going to be “a movement for the longterm, not a fad for a few years,” said Kinnison. “There’s a market for all but everybody needs to be diverse and unique to make it good. The market is stable, because food like health care and other essentials is recession resistant. Purple petunias are discretionary versus feeding the kids at night.”

Demand is going to continue to grow, and greenhouses have the advantage of supplying local produce all year long, even during months where supplies from out-of-state sources dwindle, he said.

“Local food is the new wave, and it’s an exciting wave to be on,” he concluded.

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Successful Company Closings Take Planning News of greenhouse and nursery closures can hit customers and industry colleagues in the industry hard. However, conditions – whether they are market-driven or personal – may just not be right for the continuation of a certain business.

A variety of factors can cause companies to close their gates.

Some are more external such as a poor economy, increased competition, or a catastrophic weather event, while others are more internal such as key retirements or negative consequences to operational decisions. But, no matter what the case, closure is often a natural part of entrepreneurship, just another change among the many that people in the green industry know all so well.

Statistics cited by several marketing websites claim that 95 percent of retailers don’t have a strategy for closing down a business. Yet, marketing experts recommend business owners create an exit strategy when first starting the business.

A strategic plan for ending or transitioning a business not only helps save money by avoiding lost profits, but can also stop a slide into debt. The success of business closings can be affected by decisions about what time of year to close, how to communicate to customers and employees, and what mixture of sales methods and discounts to use. As with any business decision, considering the possible scenarios – both negative and positive – can help deter unexpected situations and ensure a smooth transition.

Closing a Business Takes a Lot of Work A few years ago, Dian Torphy, CCNP, decided to close Left Hand Valley Nursery in Longmont, Colo. She wanted more flexibility in her life than the longterm commitment of a tree-growing business could provide. Due to the slow economy, Left Hand Valley had reduced its staff and she was working more hours. With her kids finishing up college, she felt it was a good time to try something new.

Before Torphy began the three-year closing process, she did a lot of talking with the previous nursery owner and “a few select people” who helped her to make decisions on the best strategies. Though telling her staff was an emotional and difficult part, she informed them of her plans early on.

“My employees were great. They stuck with me and kept quality up,” she said. “I planted only what I knew we would

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sell out of and those trees that I would need to fill the customers’ orders. For example, I knew I would have a lot of Ash and Honeylocust remaining at the end, so to make a more diverse selection available I planted Autumn Blaze Maple and Aspen the final year.”

“I kept our yards fully stocked during that time to maximize sales while we continued to grow out our trees in the fields,” she added.

To continue to serve her current customers, Torphy sent out a letter to all customers in July 2011 to announce the mid-2012 closing.

“I made it a part of our upcoming sales flyer with ‘tree sale’ stamped on the envelope, hoping that would aid in their opening the letter. I called many of my closest vendors and customers before the letter went out. That was important to me – to have direct communication with as many people as I could,” she explained. “I received a lot of support from customers once I told them the news. Being a small company I deal with the customers everyday directly. It was nice to hear both that they were sorry we were closing and that they wished me well.”

Torphy did not have to sell the land, because she agreed when buying the business to return the land to the former nursery owner when the time came for Left Hand Valley to close. The landowner is planning to convert the open space to grassland.

The hardest part of closing has been the uncertainty, “not knowing how everything will play out especially in this slower economic time. I think closing down would be easier if your product was in greater demand, but then one would be less inclined to do so!” she said. “It has taken a lot of work and energy to close and I’m not done yet. There are still a lot of questions to be answered. Basically, I have put a lot of thought into it and most things have gone really well, but there are always some disappointments – but no more than when I was running the business full steam. As far as planning, I wrote down all sorts of scenarios and then put budgets to them and went with those ideas that felt the best and made the most sense financially.”

As she nears the final days at the nursery, Torphy is feeling glad to have owned a business, even though it was overwhelming much of the time. She is thankful that the experience taught

LooseLeaf January/February 2012

her so much about everything from politics and government to people, finances, tree growing, land issues, and machinery.

And, she is ready for her next career adventure.

Closing a Business Can Open New Doors The owners of Picadilly Nursery in Brighton, Colo. had been investing a lot more time in their business since sales dropped off five years ago. With a poor economy and customers buying less, Davey Rock, CCNP, his father and brother were hiring less employees and filling in the gaps in labor themselves. The family began talking about what else they could do with their talent, land and equipment.

In the spring of 2011, they decided if sales were not showing improvement by fall, they would close the business and reopen as a wholesale organic produce grower.

“The decision didn’t happen overnight. We had been looking for different ways to generate revenue, and that one fit the slot pretty good,” Rock explained. “We put up one greenhouse full of tomatoes last spring, and it was more successful than not.”

When fall came, it was clear that Picadilly was ready to close, and the family followed a game plan they had created for their closing. Rock said he never sought out resources on how to close, believing the industry is so unique that a general business closing plan would not fit his company well. Still, he said a little more planning time would have been helpful.

Picadilly informed vendors of the closing by telephone and in person when salesmen came to the nursery. An e-mail was sent to 3,000 customers and contacts, announcing the closing and informing gift card holders to use them before the last day.

Newspaper ads and a billboard were also used, and the local newspaper wrote an article.

“People were naturally disappointed we wouldn’t be here anymore,” Rock recalled. “Some people came in to shop to help out. People were happy to know we weren’t selling the property and moving away, and happy to know we were keeping most the staff.”

He couldn’t believe the influx of people who came to the going-out-of-business sale. Before the announcement, the nursery advertised a 50 percent discount sale and only got a small customer response. But, after announcing the business closing, people flocked to the nursery for the same 50 percent discount. Rock was surprised at the material he was able to sell that was not as attractive to customers previously.

His family made the decision not to sell anything for less than 50 percent, because “Whenever you discount much more than that, it almost becomes more convenient to throw it away then to sell it,” he said.

They plan to take whatever inventory remains to auction this spring. Auctions around Mother’s Day are known to be more profitable than fall auctions, because spring’s when people are wanting to plant, Rock said.

Picadilly is fortunate to be closing on its own terms, due to not having gone into debt before deciding to close. Plus, keeping the property for the new business has made the transition easier.

“The hardest part for me is this is all I’ve ever done. My family has made its living from it for 28 years. Thinking about that nursery not being there is a scary thought,” Rock admitted. “The scariest thing was making that decision to go out of business.”

But, he added, “If you’re going to make that decision to do it, make a plan and advertise heavily. Springtime would be a www.colorado nga.org

peak time to do it. And, don’t feel as if it’s someone’s fault.

The market is like it is; there’s a lot of competition in everything.

There’s always a chance you can’t do the same thing that you were doing on day one.”

His advice for closing a business is to not feel like you failed but to make the best of it. Don’t be embarrassed or quiet about it, but advertise “the heck out of it” and liquidate inventory.

As Picadilly’s shelves got emptier, they worked out a deal with another nursery to sell their plants on consignment. “I probably would have stocked up more had I known things were going to take off the way they did. We were able to load up on someone else’s material that they were long on and bring back what didn’t sell. It worked great for them, us and our customers,” Rock said.

With the nursery’s closing has come the opening of Trinity Farms, which is distributing its produce grown year-round through fellow CNGA member Circle Fresh Farms.

“It is exciting to have a change,” said Trinity’s co-owner.

“The change makes life exciting. We should have a lot more time. I’m really looking forward to not having a storefront, where you have to be there rain or shine. I’m looking forward to not having as much fluctuation in income, and to having more consistent cash flow and more time for the family.”

Tax Resources for Closing a Business • http://www.colorado.gov/cs/Satellite/Revenue/REVX/ 1178305429865 • http://www.irs.gov/businesses/small/article/0,,id=98703,00.html

HASH TREE COMPANY WHOLESALE CONIFER NURSERY

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SAFETY CORNER

Pinnacol Launches Application for Injured Workers Application gives workers access to vital claims data Pinnacol recently launched a new online application for injured workers designed to provide instant access to claims and benefits information. “Helping injured workers has always been at the core of what we do. And,

“Injured workers will now be able to access critical information and services instantly on Pinnacol.com.”

– Pinnacol Business Analyst Monica Donaldson

now more than ever, we’re focused on their health, comfort and satisfaction,” said Pinnacol Associate Vice President Debby Magures.

Injured workers can access Pinnacol’s online application from the company’s main website at Pinnacol.com. Under the “I’m an Employee” heading on the homepage is a link that says “View My Claims.” Using this link, injured workers can register for access to the site by entering an e-mail address and password. An e-mail will then be sent to the address with further instructions and a link to set up their Injured Worker Online account. (For security and confidentiality, establishing an account requires a claim number, date of injury and the last four digits of the injured worker’s social security number.)

Once the account is established, injured workers can access: • Name and contact information for their designated claims representative and other key staff • Information to help them understand and navigate the workers’ compensation process • Benefits check information, including payment details and the scheduled mailing date of their last check • Medical information, including bills, records and correspondence from providers • Claims-related correspondence from Pinnacol Assurance.

According to Pinnacol Business Analyst Monica Donaldson, “This new online application for injured workers is comparable to our Pinnacol Online application in the way it provides instant access to important information for agents, policyholders and medical providers. In terms of doing business online with Pinnacol, injured workers will now be able to access critical information and services instantly, like our other key stakeholders.”

If you have questions about the new injured worker application or would like more information, please contact your Pinnacol marketing representative.

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LooseLeaf January/February 2012

Green Industry Supports Certification and Student Training Greetings from the Land of Enchantment! And yes, for all of us folks lucky enough to be involved in the nursery/greenhouse/landscape business in New Mexico, it truly has been enchanting. Driest year on record, lowest temperatures on record, dust storms, forest fires. Let’s see, what’s another word for enchanting? Captivated? Ravished? (Or is that Ravaged?) Overpowered? Overwhelmed? I don’t know: “The Land of the Overwhelmed”?

Nah, that’s no good; I guess we better stick with the original motto!

Aldershot of New Mexico, a wholesale greenhouse company, also partnered with the university in offering positions to students. It has turned out to be a great program, allowing the students to get a little hands-on experience and college credit at the same time.

CHAPTER NEWS NEW MEXICO

By N.M. Chapter Senator Lynn Payne

Happy New Year from all your friends in New Mexico!

So, what’s the good news? Well, there just happens to be a lot! Now that we’ve set all these records, we only have blue skies to look forward to from now on! The economy is improving; there’s less competition (sorry about that), and there’s less bargain priced plant material on the market.

2012 is going to be a great year, no really! I’m not being sarcastic; I really believe it!

More good news. We made great strides forward with the New Mexico nursery professional certification manual. Many of us will be able to say “Our company has more certified nursery people than your company!” Since we are a CNGA chapter, we were able to modify the excellent CNGA manual and add a few topics to make it more New Mexican! Our intention is to review and improve it every two years. Recommended pesticides change regularly, new pests are introduced, new and improved techniques are developed, and you know, no matter how good you get, there’s always room for improvement!

Here’s even more good news! Every fall, Sunland Nursery Co. in Las Cruces hosts a dinner for all NMSU horticultural students, professors and department heads. Also invited are NMDA folks and everyone else in the area involved in the green industry, including the community college, local high schools and county extension agents.

This year Sunland had over a hundred guests!

That’s a lot of enchiladas, especially when you consider the average appetite of a college student!

The event gave everyone a chance to socialize, as well as encourage the students to work hard and make us all proud!

Several years ago, Sunland partnered with NMSU to develop an “externship program,” which created intern opportunities for the students. Since then, www.colorado nga.org

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MEMBER PROFILE

An aerial view of Welby Gardens main location in Denver, Colo.

Welby Gardens 2761 E. 74th Ave. Denver, Colo. 80229 Tel: 303.288.3398 Fax: 303.287.9316 hbfax@hardyboyplant.com www.hardyboyplant.com

Hard Work Reaps Rewards for Welby Gardens Family What were the early days of the business like?

Coast had a great impact on the 2,000 local farmers. Welby Gardens began to add geraniums and other flowers to the product offering.

Alex and Esther Gerace started their married life truck farming with Alex’s extended family of 13 siblings in 1938. By 1943, it was obvious that Alex and Esther would have to make it on their own and they purchased Welby Gardens’ original 17 acres at the confluence of the Clear Creek and Platte River in Welby.

What is the background of the owners?

For the first seven years, Alex farmed the property with work horses. By 1948, their family had grown to six and it was necessary to supplement the short summer harvest season with additional income during the winter months.

They bought an old glass and wood-trussed greenhouse, and grew young vegetable starts, which were sold at the Denargo Market in April and May. This enabled local farmers to get earlier harvests at premium prices in Midwestern and Texas markets. Truck farming gave the area a great advantage nationally until the dam projects were complete on the Colorado River, which led to year-round farming in central and southern California and Arizona.

By the mid 1950s, the celery blight in Welby and the intensive competition from the West

Alex and Esther were first-generation, American-born Italians with 8th grade educations, but they were blessed with a depression hard work ethic and common sense, which they passed onto their children. At 91, Esther still runs the original garden center. Second generation Carmen and John Gerace finished high school and entered the business; they both were gifted with great mechanical abilities to engineer the equipment and construct the facilities from the ground up. All three sons took on growing responsibilities as well, and laid the groundwork for the next generation, teaching them skills as they worked alongside them and encouraged them to take up responsibilities and to further educate themselves to carry on the business.

Tell us about your property and your staff.

Over the 63 years of greenhouse operation, Welby Gardens has grown to 23 acres or more than one million square feet of greenhouse space.

The growing facilities are located at Welby main on 74th Avenue, a propagation range on North Washington Street, and the Westwoods location on West 64th Avenue in Arvada. Welby also has three retail stores: the Welby Garden Center at 74th and Clayton, Country Fair at I-25 and South Colorado Boulevard, and the Westwood location in Arvada. Besides family members, the Welby staff consists of 150 year-round employees and seasonally swells to 260 members. Welby is proud to have a dozen staff members who have served for 20 years or longer.

Please describe your product line and services.

The Hardy Boy ® Summer Container Trials at Welby Gardens in Denver, Colo.

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Welby Gardens specializes in bedding, perennial, and potted plants. The finished plants are sold under the trademark of Hardy Boy® Plants. The company also sells young plants from vegetative cuttings to other growers across the country under the trademark of Hardy Starts™. We offer

LooseLeaf January/February 2012

a wide assortment of 3,000 different items, as well as a narrow and deep assortment of great garden performing annual and perennials.

Welby customers expect consistent quality and speedy, reliable service. Gardeners appreciate our plants’ ability to thrive in our harsh climate. Welby Gardens still uses local mineral soil in all finished products to ensure a smoother transition from the greenhouse to the troublesome local soils.

ways to reacquire a leadership role in this movement. Green has to also mean green industry in the minds of the public and be an essential part of the communal thinking. This requires that we find new products and reinvent old products to conform to this green standard, and we need to promote the products as such. We need to rebrand the green industry and all our products and services this way. As always what is old will be new again, but with better technology and science behind it.

Why have successive generations chosen to follow the founders’ footsteps into the business?

As family members have been able and willing to take up responsibilities, they have been allowed to do so. Each member of the family has brought their own particular set of talents to the organization and has been able to exercise them to their full potential. Family members have been able to share in the equity of the company. The business has always been open to outside talent and good hard-working people, who the family “adopted” and integrated into an every-growing, extended family. The family considers their employees to be their best and finest assets. The staff continues to challenge and invigorate the core family and visa-versa.

What makes the greenhouse business satisfying?

A crop of Cyclamen in the fall at Welby Gardens in Denver, Colo.

Welby Gardens has grown up in a nascent bedding plant industry and has matured and grown along with it. The industry was ripe for innovation and creativity. Science and technology has furthered the breadth and scope of the ability to grow and market plants and flowers. With the help of Welby’s fundamental suppliers, growers like Welby are at the head waters of a chain of production and distribution that brings living plant material to enrich the lives of others. We learn and pass along the skills to care for these plants and bring beauty to the hard and increasingly mechanical world. Our plants keep nature and living things in the forefront around our homes, places of business, and public areas. Today there still is a place in the greenhouse business for a family firm to grow and prosper, if we are willing to sacrifice and to evolve to meet its challenges.

For our family business, growing flowers is a way of life, a very special life choice, and its success can be very fulfilling and personally rewarding.

What were valuable lessons from the founders that support the business today?

Alex and Esther always taught that hard work was necessary for success, and by making mistakes, we learn. Making a mistake is an opportunity to learn and prosper. This allowed the younger generations to take up the tasks at hand and to learn from their mistakes. We have all been made better for it and remained open to new ideas and new people. It is humbling and empowering at the same time.

How does the near future look for the industry?

The green movement is here to stay; the next generation is taking up the banner and is rededicating itself to return to the earth in many ways. We need to double our efforts to find new www.colorado nga.org

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

CSU UPDATE

By James E. Klett, Professor and Extension Landscape Horticulture Specialist, Colorado State University

2012 Superior Annuals from the CSU Trials The annual flower trials at Colorado State University continue to grow. The garden has become a major tourist site in Fort Collins during the growing season. 2011 was the eleventh year annual flowers were planted at the Remington Street site near the University Center for the Arts.

The garden is maintained by the Department of Horticulture and Landscape Architecture with guidance from a committee of growers, flower seed and plant companies, and public garden horticulturists. Twenty-five plant and seed companies participated and funded the 2011 trials along with many other in-kind donations of supplies. Industry and university personnel and Master Gardeners served as trial judges.

Some 2011 winners include:

Lantana ‘Bandana Rose Improved’

Best of Show – Argyranthemum ‘Flutterby Yellow’ from Paul Ecke Ranch Intense flowering and bright yellow color makes this variety stand out in any garden.

Plants were uniform in growth habit and flowering. Constant bloom throughout the summer made it rank the highest.

Best New Variety – Lantana ‘Bandana Rose Improved’ from Syngenta Flowers Vibrant multicolor flowers on this Lantana looked good even as they aged. Plants had a uniform “tidy” growth habit with healthy green foliage. Plants produced virtually no fruit or seeds, saving energy for a constant show of blooms.

Other outstanding plants include: Phlox ‘Astoria Peach’

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Nicotiana ‘Whisper Mix’ from Floranova The light pink and white flowers on this

variety sway in the air on tall stems give it a very delicate and fanciful feel in the garden.

It would make a great landscape plant especially for the backs of borders. The basal leaves of the plants had good vigor and a healthy appearance.

Pennisetum ‘Skyrocket’ from Eason Horticultural Resources The showy variegated foliage was impressive and vigorous. The graceful pink plumes added additional texture to the garden.

Phlox ‘Astoria Peach’ from Suntory Flowers, LTD. This plant was truly outstanding along with the other flower colors in this series.

The soft peach flower color combined with prolific flower numbers throughout the entire growing season made it an obvious standout. Plants were also uniform in habit and had great vigor.

Zinnia ‘Queen Red Lime’ from Benary Unique flower color, starting out as a lime green color and maturing to a mauve color on the outer petals, was the primary feature of this variety. The taller statuesque growth habit made it an excellent cut flower. Plants were also ranked high due to resistance to powdery mildew and strong stems which were weather resistant.

A complete listing of all winners can be found at www.flowertrials.colostate.edu. The information and photos of winners are also available on the CNGA website at coloradonga. org on the Industry Professional Side under Members Only on the Member Resources page.

LooseLeaf January/February 2012