The Scoop - March 2021 by Minnesota Nursery & Landscape Association

THREE TRILLION

STAY HEALTHY

GOVERNANCE

AWARD WINNING PROJECTS PLUS:

THE DIFFERENCE BETWEEN I CAN, AND I WON’T

march 2021 n v44 n3

ALSO INSIDE:

EMPOWER YOUR FRONTLINE TEAM

T H E O F F I C I A L P U B L I C AT I O N O F T H E M I N N E S OTA N U R S E RY & L A N DS C A P E A SS OC I AT I ON

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Western Red Cedar Chips

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Inver Grove Heights Location 5500 Blaine Ave. Inver Grove Heights, MN 55076 651-450-0277

Eagan Location 1980 Seneca Rd. Eagan, MN 55122 651-361-8500

Loretto Location 6265 County Rd 19 Loretto, MN 55357 763-479-1481

Elk River Location 906 Hwy 10 Elk River, MN 55330 763-241-4930

Stillwater Location 10010 60th St. N Stillwater, MN, 55082 651-777-7229

Forest Lake Location 55 2nd St. SW Forest Lake, MN, 55025 651-464-3326

gertenswholesale.com | P: 651-450-0277 | F: 651-450-9380 | E: wholesale@gertens.com

WHOLESALE NURSERY & HARDSCAPES

march 2021 n v44 n3

12 26

8 Events 22

10 Oh No, Not Another Governance Article! MNLA President Tim Malooly reviews important governance changes and their effectiveness.

17 Federal EAB Quarantine Ends What you need to know about the continuing Minnesota EAB quarantine as the federal quarantine

Three Trillion Faith Appelquist discusses a recent study that maps tree density.     

4 Rules to Managerial Communication Excellence Kit Welchlin advises to set goals routinely, manage by meandering, delegate more effectively, and appraise performance thoroughly. 

2021 Landscape Award Winners Congratulations to the companies and individuals behind these awardwinning projects!  

Owners: Stay Healthy Grant Harrison says if you stay healthy so can your business. 

The Difference Between I Can and I Won’t Retail expert Bob Phibbs asserts that the battle for sales isn’t for more customers; it’s between our own ears.  

Empower Your Frontline Team to Interface with Customers Tom Borg says communication and success come down to the last person your customer had contact with. 

 Landscape & Hardscape Install & Design  Garden Services & Landscape Mgmt  Garden Centers  Growers: Nursery & Greenhouse  Irrigation & Water Mgmt  Arborists & Tree Services  All

comes to an end.

21 Legal Issues: New Independent Contractor Rule Patrick McGuiness reviews the U.S. Department of Labor final rule revising its interpretation of independent contractor status.

26 Northern Green Virtual: The Show Lives On! A wrap up of Northern Green Virtual and how you can still participate in on-demand educational sessions and visit vendors until Sept. 1.

54 Day on the Hill – The Online Edition! MNLA held its first successful virtual advocacy day on behalf of the Green Industry.

62 Index of Products and Services in the 2021 Membership Directory Check out this preview of the various vendors and the categories where they can meet your needs.

63 Support the MNLA Foundation Learn the various ways you can support the MNLA Foundation and its focus on workforce development.

Cover photo: Livit Site + Structure. Table of Contents Images: Top: istock.com/Nadezda_Grapes. Middle: iStock.com/Prostock-Studio. Bottom: Courtesy of Yardscapes, Inc.. march 21 MNLA.BIZ

DIRECTORY

march 2021 n v44 n3

MINNESOTA NURSERY & LANDSCAPE ASSOCIATION Successful Businesses Grow Here! 1813 Lexington Ave. N., Roseville, MN 55113 651-633-4987 • Fax: 651-633-4986 Outside the metro area, toll free: 888-886-MNLA, Fax: 888-266-4986 www.MNLA.biz • www.NorthernGreen.org Mission: The mission of the Minnesota Nursery & Landscape Association is to help members grow successful businesses. BOARD OF DIRECTORS Tim Malooly, CID, CLIA, CIC, President Water in Motion 763-559-7771 • timm@watermotion.com Randy Berg, Vice-President Berg’s Nursery, Landscape/Garden Center 507-433-2823 • randy@bergsnursery.com Matt Mallas, Secretary-Treasurer Hedberg Supply 763-512-2849 • mmallas@hedbergaggregates.com Faith Appelquist, MNLA-CP Tree Quality LLC 612-618-5244 • faith@treequality.com Terri McEnaney Bailey Nurseries (651) 459-9744 • terri.mcenaney@baileynursery.com Patrick McGuiness Zlimen & McGuiness PLLC (651) 331-6500 • pmcguiness@zmattorneys.com John O’Reilly Otten Bros. Garden Center and Landscaping 952-473-5425 • j.oreilly@ottenbros.com Jeff Pilla, MNLA-CP Professional Turf, Inc. (Proturf) 952-469-8680 • jeff@professionalturf.com Nick Sargent, MNLA-CP Sargent’s Landscape Nursery, Inc. 507-289-0022 • njsargent@sargentsgardens.com Cassie Larson, CAE MNLA Executive Director 651-633-4987 • cassie@mnla.biz STAFF DIRECTORY Executive Director: Cassie Larson, CAE • cassie@mnla.biz Membership Director & Trade Show Manager: Mary Dunn, CEM • mary@mnla.biz Communications Dir.: Jon Horsman, CAE • jon@mnla.biz Education/Cert. Manager: Susan Flynn • susan@mnla.biz Dir. of Government Affairs: Forrest Cyr • forrest@mnla.biz Regulatory Affairs Manager: Jim Calkins • jim@mnla.biz Accountant: Kris Peterson • kris@mnla.biz Foundation Program Coordinator: Paulette Sorenson • paulette@mnla.biz Administrative Assistant: Lora Sondrol • lora@mnla.biz Advertising Sales: 763-295-5420 Betsy Pierre, Advertising Mgr • betsy@pierreproductions.com Legislative Affairs Consultant: Doug Carnival 6

MNLA.BIZ march 21

Ancom Communications Inc and Midwest Radio Rentals ......... 39 Anderson Nurseries, Inc. ..................................................................... 9 Aspen Equipment ................................................................................ 44 Bachman’s Wholesale Nursery & Hardscapes ............................... 3 Bullis Insurance Agency ..................................................................... 44 Central Landscape Supply ................................................................ 19 Contree Sprayer & Equipment Co, LLC ........................................... 16 Cushman Motor Co. Inc ...................................................................... 25 Davey Twin Cities Wood Products ................................................... 43 Edney Distributing Co., Inc. ............................................................... 53 Fahey Sales Agency, Inc. ....................................................................... 9 Frost Inc ................................................................................................. 58 Fury Motors ........................................................................................... 29 Gertens Wholesale & Professional Turf Supply ............................. 2 Glacial Ridge Growers ........................................................................ 16 Green Turf Sod Farms ........................................................................... 4 Hedberg Supply ................................................................................... 39 Jeff Belzer Chevrolet ..................................................................... 32–33 Keen Edge Company ........................................................................... 58 Klaus Nurseries .................................................................................... 19 Lano Equipment, Inc. .......................................................................... 47 Midwest Groundcovers LLC ............................................................... 20 Minnesota Propane Association ...................................................... 18 Niebur Tractor & Equipment, Inc. .................................................... 40 Out Back Nursery ................................................................................. 44 Plaisted Companies .............................................................................. 7 Rock Hard Landscape Supply ........................................................... 40 SMSC Organics Recycling Facility .................................................... 16 Sunbelt Midwest .................................................................................. 40 The Resultants ..................................................................................... 25 The Tessman Company ......................................................................... 9 Tri-State Bobcat, Inc. .......................................................................... 60 Unilock Chicago, Inc. ........................................................................... 52 Versa-Lok Midwest .............................................................................. 55 Wheeler Landscape Supply .............................................................. 47 Ziegler CAT ............................................................................. Back Cover

UPCOMING

MNLA continues to plan education and events for the green industry. All precautions will be taken to meet social distancing requirements and the guidelines set in place by local and state agencies as well as venues. Should changes occur causing an event to be cancelled due to COVID-19 issues, your registration would be refunded in full.

MAR

19 / 26



MAR

23 –24



MAR



MNLA CERTIFICATION EXAM Sit for the exam to become an MNLA Certified Professional in 2021. Roseville, ➽MNLA.biz

MINNESOTA SHADE TREE SHORT COURSE VIRTUAL Discuss, debate and disseminate best practices on all things shade tree with fellow arborists at this two-day virtual conference. ➽conference.umn.edu/minnesota-shade-tree-short-course

HOT LEGAL TOPICS 2021 Join Attorney Patrick McGuinnes, Zlimen & McGuinnes, for a one-hour webinar discussing important information on changes to the legal landscape and how it will impact your small business in 2021. Bring your questions for the informal Q&A. ➽MNLA.biz

MAR

30 –31



ICPI CONCRETE PAVER INSTALLER COURSE Two-day classroom-based training on proper installation (both residential and commercial) of interlocking concrete pavement systems. Participants will have the opportunity to pursue certification. Guidant John Rose Minnesota Oval, Roseville, ➽MNLA.biz

APR



PESTICIDE CERTIFICATION TRAINING: WEBINAR SERIES AND ZOOM REVIEW SESSION A series of 10 Pesticide Certification Study Webinars and 1-hour live Zoom Review Session with Vera Krischik, University of Minnesota. This review of the study manuals helps applicants prepare to take the MN Dept. of Agriculture Pesticide Applicator Exam. ➽MNLA.biz

iStock.com/AdShooter

APR



HALF DAY CHAINSAW AND CONCRETE SAW SAFETY AND MAINTENANCE SEMINAR (ENGLISH AND SPANISH) Armando Actis will teach in both English (morning) and Spanish (afternoon), providing landscape contractors important information on OSHA chainsaw and concrete saw safety and maintenance. Attendees will abide by Covid-19 guidelines.

The Scoop, March 2021, Issue 3 is issued monthly,

Roseville Oval ➽MNLA.biz

12 times per year. All original works, articles or formats published in The Scoop are © Minnesota Nursery &

APR

Landscape Association, 2021, and may not be used without written permission of MNLA, 1813 Lexington Ave



N., Roseville, MN 55113. Subscription price is $99 for one

MASTERING FOREMANSHIP SEMINAR In this dynamic workshop, foremen learn how to more effectively handle tight deadlines, tight margins, and increase customer satisfaction. Attendees will abide by Covid-19 guidelines set in place by local and state agencies as well as the venue.

year, which is included with member dues. POSTMASTER:

Guidant John Rose Minnesota Oval, Roseville ➽MNLA.biz

Send address changes to The Scoop, MNLA, 1813 Lexington Ave N., Roseville, MN 55113. Editorial Contributions. You are invited to share your

2021 MNLA seminars

expertise and perspective. Article ideas and manuscripts

generously supported by:

WHOLESALE NURSERY & HARDSCAPES

should, whenever possible, reflect real and specific

Your Trusted Partner

experiences. When submitting an article, please contact the publisher at jon@mnla.biz or 651-633-4987. MNLA



reserves the right to edit all Scoop content.

➽Information on industry events: MNLA.biz/events. Free member-only videos: MNLA.biz/OnlineEducation.

MNLA.BIZ march 21

Business

 Skills Training

 Networking



Leadership Development

General

COMMERCIAL TURF, GOLF COURSE MAINTENANCE & LANDSCAPE EQUIPMENT

CONSIGNMENT AUCTION

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EARLY ORDER

Turning Your Assets to Cash in a Global Market

FROM THE PRESIDENT

Oh No, Not a GOVERNANCE Article! Tim Malooly

Water in Motion

Way back in 2014 and for the entire year (!), I had the honor of serving on an MNLA Governance Task Team. This team was comprised of seven servant-leaders, our lobbyist, Doug Carnival, Executive Director, Cassie Larson and de-facto — the MNLA Board. At-large members were included along the way; invited to participate in surveys and discussions. We were tasked by then President (and participant) Heidi Heiland to review and update of much of our governance, especially the selection process and duties of our elected leadership. It was a heavy-lift that required assembly of a pathway plan to completion, benchmarks along the path, and regular reports to the Board to assure we remained focused and deliberate to deliver meaningful advice to the President and the Board. The Task Team took seriously the responsibility of its charge and met often to discuss and evaluate our thenprocesses, other organization’s processes, and to ideate new ways-of-being modeled as a result of our work. During the year, we combed through a TON of information. Once the Task Team built momentum, we began to consider the possibility-of-possibility in the face of established traditions and changing attitudes toward volunteering when time was (seemingly) becoming more valuable than money. At first glance, one might think of this type of work as less-than-thrilling but, I honestly believe to a person, those deeply involved found themselves intrigued by the intellectual exercise of de-constructing, deliberating over and re-constructing anew, the foundational underpinnings of a nearly 100-year old organization. The MNLA membership ratified the proposed changes as a component of our 2014/2015 electoral and annual meeting processes. If you happen to have the October 2014 issue of The SCOOP you can review the then-proposed changes. If not, go online to the MNLA website where you

MNLA.BIZ march 21

can find an archive of issues from the past decade and you can review it there. Fast-forward to the events of 2020 and associated challenges, it occurred to me that the meaning of our updated governance might be unclear. So, the remainder of this article is devoted to highlighting some examples of the underlying intent behind our governance. The Role Of The Board Development Committee (BDC) The BDC is assembled to: • identify and promote training opportunities for committee leaders and board members • help determine needed skills among MNLA leadership in rapidly changing times and in support of the strategic plan • help recruit MNLA leadership, including its board • act as an intimate and confidential candidate clearinghouse for freshman or returning junior board member nominations – this is where our election “contests” take place among competing candidates This impactful committee is chaired by the Vice President and comprised of junior board members and members-at-large; the immediate past president’s membership is intended to furnish historical context and contribute as-needed to leadership continuity. What Does This Mean? The board does not report to the BDC. The board reports to the members. That said, the BDC helps assure — on behalf of the members — that our leaders have skills that are relevant to the strategic plan and can lead. At-large members serving on the BDC bring grassroots perspective and help assure MNLA leaders are relevant to the members.

Putting it bluntly, properly choosing MNLA leaders, especially at the board level, is not about rewarding friendly people but instead, choosing effective leaders to advance our industry interests. How Is The Mnla Member Vote Meaningful? The members furnish final approval or redirection. The BDC vets candidates via a documented process that is respectful and is regularly refined. Candidates are presented to the Board for approval or re-direction back to the BDC. Board-endorsed candidates are then presented to the membership for affirmation or replacement, via write-in. Why Does The Board Choose The Treasurer? The Treasurer is selected by the board because the board knows who among its members has the skills and interest to serve as Treasurer. The role of Treasurer can be filled by members without long-term obligation. The process of selecting our Treasurer and the avoidance of long-term commitment when serving as Treasurer is one of the governance elements that help assure vibrant and relevant board leadership. Why Does The Board Choose The Vice President? Also known as the President-elect, the board members choose the Vice President because they know who can lead the leaders. If we’ve done our leadership selection work properly as a membership, then we will have selected great board members and we will have faith that the board’s choice of Vice President is satisfactory to us. That said, the members furnish final approval of the board’s selection. Candidates are presented to the membership for affirmation or replacement, via write-in. Why Does The Vice President Seem To Have Presidential Authority? MNLA operates from a strategic plan. We work your plan. Our board is made of nine leaders. There is much work to do on behalf of the members. Our governance seeks to minimize over-dependence on any one person. Again, If we’ve done our leadership selection work properly as a membership, then the at-large board members represent long-term future possibilities for our organization. The Vice President represents the near-term future. The President represents the present — and yes, still presides over the board. Ideally, we will have enjoyed the leadership of our President as an at-large board member

who emerged as a leader among leaders, and was later invited to serve as Vice President to further implement her/his initiatives under our strategic plan, and to work with the President to identify the next Vice President from among the at-large board members. As President, the idea is that this person continues to guide our strategic initiatives while presiding over the board and creating a clearing for the Vice President and at-large board members and their ideas and leadership. What Does Our Approach Say About Board Members Who Are Not Selected As Vice President? To retiring board members, our approach says nothing less than “Thank you for your service! We are grateful for your contribution to our industry as a leader and especially, as a member!” Not all committee members will serve as Chair. Not all board members will become President. This does not mean they are somehow not worthy of a senior board role. Some persons do not wish to serve as senior leaders. There is nothing wrong with that. Indeed, the built-in term limits of our governance is in place to enable an increased opportunity for our member leaders to serve on the board and return to the membership. It is one of the important elements of our governance that helps ensure the MNLA remains vibrant and relevant. There is no negativity whatsoever associated with serving on our board as an at-large member and then moving-on. To further this point, another important governance element prevents the “recycling” of senior board members. Once a member serves as the leader of the leadership, she/ he returns to the membership never to serve again on the board. That person can serve on committees or task teams or participate in a networking group as an at-large member, just like you. Preventing the recycling of board members is one of the means of assuring the organization remains relevant to the members and always searches for, and embraces future leaders. Good governance is quite important to a successful organization. I hope you feel this has been a good use of your time reading some of the “why” behind our governance. I’m happy to write more about our governance if you are interested but, I’ll leave it to you to request more governance information. Since 2015, our Boards, BDC, Executive Director and Presidents Heidi Heiland, Herman Roerick and Scott Frampton con-

tributed excellent leadership to establish the processes that we enjoy today, in support of our excellent organizational structure. Meantime, Vice President Randy Berg, your at-large MNLA board members, the BDC, our fantastic MNLA staff, and I include in our work the tradition of evaluating and refining our governance processes to help assure the MNLA is the best organization it can be to support you in the successful operation of your businesses!

Thanks to Mike McNamara Mike McNamara’s term on the board of directors was completed in January 2021. MNLA members and staff celebrated his service at the MNLA Annual Meeting and final Board meeting of 2020. A sincere thanks to Mike for his time, dedication, and investment in the green industry! Board service is one of the toughest volunteer roles of all, and McNamara performed with dedication and tenacity. He distinguished himself as a judicious steward of MNLA resources and never flinched in the face of difficult decisions. MNLA leaders provided thank you notes to McNamara upon completion of his board service. Below are a few excerpts from those notes regarding his contributions: “Your knowledge, passion and dedication are inspirational.” — Dale Bachman “I have always appreciated your thoughtful, outspoken approach to the opportunities and challenges we had before us.” — Scott Frampton “You always had something wise to offer that provided an alternative viewpoint which I really appreciated.” — Heidi Heiland “It was a privilege to work with you and I always appreciated your honesty and willingness to address the hard questions.” — Dr. Bert Swanson “You’ve cultivated an approach in our leadership discussions of always moving forward — and responsibly so.” — Tim Malooly Thanks again for your selfless service Mike, and we look forward to your continuing contributions in new roles within the MNLA!

march 21 MNLA.BIZ

TREES

TRILLION Three

Faith Appelquist Tree Quality LLC

“WE SELDOM APPRECIATE ANY POSSESSION DURING ITS ABUNDANCE, NOR UNTIL IT HAS DISAPPEARED IS ITS WANT FELT.” John Pickney Brown, Practical Arboriculture 2015

iStock.com/borchee iStock.com/Nadezda_Grapes

3 Trillion. That’s the number of trees there are

on the planet. Researchers came up with this number after mapping tree density in a worldwide collaborative effort. Their results were published in the 2015 Journal Nature, called Mapping Tree Density at a Global Scale. They did it by measuring the satellite density of over 400,000 small plots around the world and counting the exact number of trees in those plots. Then they could extrapolate how many individual trees there are on the whole globe. Their research means there are roughly 422 trees per person on Earth. Before this study, the only global estimate was that there were just over 400 billion trees worldwide, or about 61 trees for every person on Earth. That prediction was generated using satellite imagery and estimates of forest area, but did not incorporate any information from the ground. Even though 3 trillion is a much bigger number than expected, this does not mean

the earth’s forests are healthy. The number of trees has fallen in half since the invention of agriculture by humans about 10,000 years ago. We have cut down half of all the trees in the world in 10,000 years. They also estimated based on the rates of deforestation that there is a gross loss of 15 billion trees every year. How many individual species of trees are there? In the rainforest in Brazil or Northern Australia you can have hundreds and thousands of trees in a square mile, verses California which has 150 different species in the entire state, so diversity of different species is variable in the world. There are 300,000 species of plants in the world and of those 60,000 are tree species. We grow about 1,500 of those trees species in the worldwide horticulture trade (about 2.5%). There is a lot of uncaptured diversity that we just don’t grow, or that can’t be grown. This study highlights how much more effort

is needed if we are to restore healthy forests worldwide. Healthy forests are essential for human health and combating climate change. You can help by contributing to any number of tree planting initiatives; Billion Tree Campaign, Delta Carbon Offset Program, Plant for the Planet, One Tree Planted, Green Belt Movement, American Forests, Trees for the Future, National Forest Foundation, or Eden Reforestation Projects, just to name a few. You can find the map on line and zoom in on the density of trees in different areas: https://www.arcgis.com/home/webmap/viewer.html?layers=89b382d6db534b57b7dbfd768ebc535d. ➽FAITH APPELQUIST is an ISA Board Certified Master Arborist, an ISA Municipal Specialist MN, and an ASCA Registered Consulting Arborist®. Faith can be reached at faith@treequality.com. march 21 MNLA.BIZ

Advertorial

COMMUNITY THE GREENHOUSE COMMUNITY RESPONSE TO GERTENS FIRE

In the growing industry, a greenhouse fire is the monster hiding under your bed while you sleep. These creatures lurk in the shadows and jump out when you least expect it. It is one of those things you hear about but never think will happen to you. – Bob Gerten

On a cold Minnesota Sunday evening, January 17, 2021, one of these fires broke out in a growing range at Gertens Greenhouse & Garden Center. That terror became a reality. A few smoldering embers quickly transformed into towers of flame and bellows of smoke. The fire was called in by a local firefighter who happened to see the mass of black smoke above the greenhouse while driving home, after responding to another fire incident earlier that evening. He notified the fire department before any smoke detectors went off, saving precious response time. Coincidentally, Lew Gerten was already on his way to the greenhouse to do a normal walk through to prepare for the large upcoming production week when the fire department alerted him of the dispatch. At that time, Lew got in touch with his son Bob and a number of staff members to make their way to the greenhouse. Upon arriving, Lew and Bob guided the firefighters in towards the fire, so they could begin their work. The fire started near the greenhouse production area where the pine bark

One of the definitions of “community” is stored. Here, in the ground house, is a unified body. That was and remains we stage soil components to be mixed clearly in place within this “growing into various soil recipes for our large community.” While we have our spring planting campaign that kicks own businesses, we remain friendly off in January. The pile generally has competitors, each strengthening the to be stored inside to prevent it from other. In adversity, this community came being completely frozen when we need together and the rippling affects reach to plant. Over time, this pile had far beyond what we see. accumulated enough heat to ignite the plywood Our businesses bring and plastic poly wall The coming beauty and bounty to nearby. Due to the together of our our local communities quick response of greenhouse community in multiple ways. 2020 firefighters, first really shines a spotlight was a prime example responders, and on the generosity, care with so many coming employees, less than and concern for each to understand the 2% of our growing other, especially in value of being outside, space was affected times of hardship. growing flowers, planting (roughly 14,000 square trees, growing vegetables, feet). Fortunately for creating natural spaces. That our season, almost no plant value expands what we see, including material was destroyed. what we feel. Relieving stress, lowering depression and anxiety and, in fact, We are also blessed to be a part of the raising our happiness quotient. In close-knit greenhouse community whose addition, there is the impact on our response has been overwhelmingly physical bodies, our climate, and our supportive. The coming together of our natural environment. The greenhouse greenhouse community really shines community provides the materials for a spotlight on the generosity, care, and our communities to effect change. One concern for each other – especially in plant at a time. times of hardship. "What can we do?" "What do you need?" "How can we help?" Those were the responses from our greenhouse community. Within hours, local growers and suppliers were bringing greenhouse parts and crews to help clean and rebuild the damaged areas. “I am so impressed by and grateful for the wide range of support we received in response to this fire,” Bob shares. “It is hard to believe the speed and depth that people came to bat for us.”

We remain ever grateful that no one was hurt and for the response from our firefighters, police, employees, and the kinship of our greenhouse community. Because of that teamwork, what could have been a devastating loss, was not. We are strengthened, we are resilient. If you have any questions or would like to discuss the content of this advertorial, feel free to reach out to Andy Vick, Gertens Wholesale & Professional Turf Supply at avick@gertens.com, or visit www.GertensWholesale.com.

All photos courtesy of Gertens Wholesale & Professional Turf Supply

Advertorial

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ENDS

Federal EAB Quarantine

James Calkins

iStock.com/Robert Winkler

MNLA Regulatory Affairs Manager

march 21 MNLA.BIZ

For complete rules & an application, email admin@mnpropane.org Propane Mowers can operate during most ozone action days or air quality nonattainment days.

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MNLA.BIZ march 21

David Cappaert, Bugwood.org

EAB

Figure 1. Adult emerald ash borer (EAB) beetle; the federal EAB quarantine was discontinued on January 14, 2021, but the Minnesota Department of Agriculture will continue to regulate EAB to help mitigate the spread of EAB and the impacts of this devastating insect on the state’s ash tree resources.

FEDERAL REGULATION OF EMERALD ASH BORER HAS ENDED, BUT REGULATION WILL CONTINUE AT THE STATE LEVEL IN MINNESOTA. Since it was first documented in North America in southeastern Michigan just over eighteen years ago in 2002, emerald ash borer (EAB; Agrilus planipennis) has been regulated by federal quarantine in partnership with the affected states in an attempt to prevent, or at least slow, the spread of EAB in the United States. As indicated in previous EAB updates and most recently in an article in the December 2020 Scoop, abandonment of the federal quarantine has been under consideration by the United States Department of Agriculture (USDA), Plant Health Inspection Service (APHIS) for several years and the decision to end the federal EAB quarantine was formally announced on December 15, 2020. As a result of this decision, the federal government officially abandoned its EAB quarantine efforts on January 14, 2021 and the USDA’s primary focus will now be on biological control efforts. EAB has currently been documented in 35 states including Minnesota where EAB was first documented in 2009 and has subsequently been documented in 25 of the state’s 87 counties. The Minnesota Department of Agriculture (MDA) has been preparing for the discontinuation of the federal regulation of EAB since the USDA announced that it was considering an end to the federal quarantine in 2018 and has decided that it will continue regulating EAB in the state. The MDA’s decision was encouraged by input from a variety of state entities including forest managers and the forest products industry, the MNLA and members of the nursery and landscape industry, and local and tribal governments that are concerned about the devastating impacts of EAB on Minnesota’s community forests and native forest ecosystems and the loss of the federal quarantine. As a result of its decision to continue regulating EAB in Minnesota, the MDA will continue monitoring for EAB in non-infested areas, quarantining newly infested areas, and regulating the movement of ash-based wood products into and around the state. In addition to maintaining an internal quarantine to prevent the spread of EAB within the state and the implementation of an external quarantine to regulate the movement of regulated materials into the

“

WHILE IT IS UNFORTUNATE THAT EAB HAS BEEN DOCUMENTED IN 25 OF MINNESOTA’S 87 COUNTIES, IT IS IMPORTANT TO REMEMBER THAT MOST OF THE STATE, INCLUDING MOST OF THE AREA IN QUARANTINED AREAS, REMAINS NON-INFESTED AND THAT BIOCONTROL AND OTHER MANAGEMENT EFFORTS CONTINUE.

”

state, the MDA will also be taking over some of the other regulatory activities that were included in the federal quarantine effort with the assistance of the USDA; specifically, this will include efforts to prevent the movement of regulated materials into Minnesota from outside the United States. Any article, product, or means of conveyance that is determined to be a risk for the spread of EAB by the commissioner of agriculture is subject to quarantine including but not limited to all life stages of the insect itself, ash logs and green lumber, ash nursery stock, ash tree waste, ash chips and mulch, and all hardwood firewood. As a result of the recent federal and state decisions related to the management of EAB, nursery and landscape professionals should be aware that EAB remains a regulated pest in Minnesota, stay informed about the quarantined areas within the state, and continue their efforts to help prevent the spread of EAB to new areas by educating their customers about this devastating pest and abiding by quarantine requirements. Of course, Green Industry professionals can also play a central role in maintaining the important aesthetic and environmental benefits provided by large, healthy ash trees on private and public property through the proper use of approved insecticides and such efforts can also help mitigate the budget impacts of ash mortality on cities and taxpayers. And finally, the nursery and landscape industry can be a leader in promoting and guiding a transition to more diverse and resilient community forests in the aftermath of the damage caused by EAB and thereby reduce the potential for significant pest-related impacts in the future. While it is unfortunate that EAB has been documented in 25 of Minnesota’s 87 counties, it is important to remember that most of the state, including most of the area in quarantined areas, remains non-infested and that biocontrol and other management efforts continue. Although the reasons why are uncertain, the rate of spread of EAB in Minnesota has generally been slower than in most infested areas and let’s hope this is a trend that continues. Additional information about the USDA’s efforts to manage EAB, the spread of EAB since its discovery in North America in 2002, and federal efforts to manage EAB in the future is available at https://www. aphis.usda.gov/aphis/ourfocus/planthealth/plant-pest-and-disease-programs/pests-and-diseases/emerald-ash-borer and the MDA announcement that it will continue the regulation of EAB in Minnesota is available at https://www.mda.state.mn.us/minnesota-will-continue-emerald-ash-borer-regulatons. Additional information about ongoing state quarantine efforts is available through the MDA Emerald Ash Borer Program webpage at https://www.mda.state.mn.us/eab.

➽ TO COMMENT ON this regulatory update, contact Jim Calkins, MNLA Regulatory Affairs Manager at jim@mnla.biz or (952) 935-0682.

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LEGAL ISSUES

New Independent Contractor Rule Patrick McGuiness,

On January 6th, 2021, the U.S. Department of Labor issued a final rule revising its

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interpretation of independent contractor status under the Fair Labor Standards Act (FLSA or Act). The updated rule is effective on March 8th, 2021. Please note

This article provides general information on employment law matters and should not be relied upon as legal advice. A qualified attorney must analyze all relevant facts and apply the applicable law to any matter before legal advice can be given. If you would like more information regarding this new rule or employment law, please contact Patrick McGuiness at Zlimen & McGuiness, PLLC at 651-331-6500 or pmcguiness@ zmattorneys.com

that at the time this article went to print, the Biden administration had issued a directive to the Department of Labor and other agencies to review any final rules which had been published but had not yet taken effect (including this rule). Please consult appropriate legal counsel if you have concerns that this rule taking effect (or not taking effect) could have a large impact on your business. The rule adopts general interpretations that courts and the Department have long adhered to. For example, independent contractors are workers who, as a matter of economic reality, are in business for themselves as opposed to being economically dependent on the potential employer for work. The regulations also explain that the inquiry into economic dependence is conducted through application of several factors, with no one factor being dispositive, and that actual practices are entitled to greater weight than what may be contractually or theoretically possible. To break it down further, the rule does the following: • It adopts an “economic reality” test to determine a worker’s status as an FLSA employee or an independent contractor. The test considers whether a worker is in business for themselves (independent contractor) or is economically dependent on a putative employer for work (employee). So if the worker only works for one contractor, they appear much more like an employee, not an independent contractor. • It identifies and explain two “core factors,” specifically: the nature and degree of the worker’s control over the work; and the worker’s opportunity for profit or loss based on initiative and/or investment. These factors help determine if a worker is economically dependent on someone else’s business or is in business for

themselves. In general, workers paid hourly do not have the opportunity for profit (or loss) based on initiative. True independent contractors should be paid on a per project basis so that they profit from efficiency. • It identifies three other factors that may serve as additional guideposts in the analysis including: the amount of skill required for the work; the degree of permanence of the working relationship between the worker and the potential employer; and whether the work is part of an integrated unit of production. If a worker is hired for a very specialized skill that is not normally provided by the contractor as a service, they appear more likely to be a true independent contractor. • Finally, it advises that the actual practice is more relevant than what may be contractually or theoretically possible in determining whether a worker is an employee or an independent contractor. If the contractor says the worker is free to work for other contractors but the independent contractor does not, the worker appears more likely to be an employee. The new rule is not significantly different than the old rule but does narrow how worker classification will take place. The bottom line is that if you pay an individual on an hourly basis to perform services for you on a regular basis, and the individual does not have a business entity, their own insurance, or their own tools, it is very likely that they are an employee. Regardless of whether you have a written independent contractor agreement with them. For all this information and more, go to the Department of Labor’s website located at www.dol.gov.

march 21 MNLA.BIZ

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COMMUNICATION

MNLA.BIZ march 21

L A I R E G A N A M to s y e ur K

E C N E L L E C X E N O I T A C I N U M M O C

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AS A MANAGER IT OFTEN FEELS LIKE YOU HAVE A COUPLE OF HUNDRED THINGS TO DO EACH DAY. HOWEVER, YOU CAN GET MORE DONE, AND PROBABLY DONE BETTER, THROUGH OTHERS.

The keys to managerial communication excellence are to set goals routinely, manage by meandering, delegate more effectively, and appraise performance thoroughly.

Set Goals Routinely Goal setting is a thing of the past, the present, and the future. All time zones should be considered in effective goal setting. There are two different ways to set goals: they can be assigned by the leader or they can be determined in collaboration between the leader and the staff member. Employee participation often creates higher goals, makes those goals more acceptable, and makes it less likely that there will be resistance to a process in which they actively participated. Also, goals need to be challenging, not too easy and not too hard, but just right. Consider the past performance and output, discuss reasonable future possibilities, and set challenging, but not impossible goals. A great way to accomplish effective goal setting is to keep these three Q’s in mind: Quickness, Quantity, and Quality. march 21 MNLA.BIZ

COMMUNICATION

• Quickness: Quickness considers when are we going to start and when are we going to stop. A deadline for achievement creates a sense of urgency. • Quantity: Quantity considers the general objectives and activities to be done. Quantity takes in account what tasks need to be done, how tasks are to be done, and what outcomes are expected. • Quality: Quality considers the level of performance expected. Quality describes the target or standard of performance to be reached with product, process, and service. One hundred percent, defect-free, excellent versus just good enough. Consider the past and the lessons learned, be honest about the current situation, then set challenging, yet realistic goals that get results. Goal setting will make your job easier because challenging goals set cooperatively will motivate your staff to live up to the quickness, quantity, and quality standards we can all be proud of.

WHEN IT COMES TO MANAGING BY MEANDERING, YOU WILL FIND IT TO BE A GREAT TOOL FOR PROVIDING FEEDBACK, ON THE SPOT, WHEN IT WILL HAVE THE GREATEST IMPACT.

Manage by Meandering To be an effective manager, you need to connect with and interact with your staff. Work is a task event and a social event. However, when you step out of your office and interact with your staff, if not done with purpose, can feel like you are just goofing off. Be sure to be managing and not just meandering. Managing by meandering provides you with the opportunity to give positive as well as constructive feedback in a casual, non-threatening way. Managing by meandering is a valuable activity. There is a substantial body of research showing that feedback leads to increased employee performance. Feedback tells people how well they are doing. If feedback is favorable, it acts as a positive reinforcer. If the feedback indicates inadequate performance, it may result in increased effort. When it comes to managing by meandering, you will find it to be a great tool for providing feedback, on the spot, when it will have the greatest impact. Keep in mind, if you are concerned about changing behavior, delays providing feedback on the substandard behaviors lessens the likelihood that the feedback will be effective in bringing about the desired change. Feedback is most meaningful to the recipient when there is a very short interval between the behavior and the feedback, and that is what managing by meandering is all about. Besides, providing feedback also coveys that you care about how they are doing. So, be sure to mingle with the masses. Go out to interact with your staff, and try managing by meandering, and give them some feedback. Have the recipient rephrase the content of your feedback to see whether it fully captures the meaning you intended. Managing by meandering is a valuable activity. This type of casual interaction will build a more positive relationship with each of your staff members and you will take the surprise out of those painful performance appraisals. Delegate More Effectively There are a number of good reasons to delegate. Delegation can free up some of your time, possibly improve decision making, enhance commitment, and improve relationships because it demonstrates trust. However, it needs to be done well, otherwise it could be costly in time and money. Be sure to clarify the assignment. Make sure it is crystal clear what you are asking people to do. Carefully describe and define all the components of the task. Specify the employee’s range of authority. What can they do, can’t do, look at, can’t look at? Allow the employee to participate in determining what they may need to be successful. Think about the relationships that will be affected; maybe you work well with someone, and they don’t. Give them the communication strategies you use to be successful in that relationship. Schedule feedback loops to keep the task on schedule. Check in half way through, three-quarters of the way, and close to the deadline. Discuss problems privately, acknowledge successes publicly. Finally, keep this in mind, when you effectively delegate a task to someone else, then you go from 60 minutes of productivity per hour to 120 minutes of productivity per hour. So, if you delegate many of your tasks to many people, you may enjoy hundreds of hours of productivity per hour. You will have your couple of hundred

MNLA.BIZ march 21

things to do today, done by noon, tomorrow. Consider your organization’s culture concerning tolerance for risk, consider your employee’s level of competence and the importance of the decision, then delegate and develop your staff. Appraise Performance Thoroughly Most people believe they do a good job at work. However, maybe with effective methods of appraising performance, all of your staff could be doing a great job. Hopefully, when coworkers joined our organization, they were given a detailed description of expected performance standards. It is important to provide staff with an overview of their job description, duties, responsibilities, tasks, and standards. Explain and provide examples of what they should do and how well they should do it. Ideally, we should have quarterly informal discussions about how things are going, rather than just the annual performance review. This practice would certainly take some of the stress out of the annual review and provide opportunities to make adjustments to guarantee outstanding performance throughout the year. That’s what we want. Here are some tips: • Schedule the appraisal a few weeks in advance. • Ask your staff member to do a little self-evaluation. • Review the job description, the employee’s file, and employee experiences. • List performance problems, job successes, and future training requests. • Be prepared with specific examples of positive performance behaviors and also areas that need to be improved. • Always keep a positive example to share at the end the appraisal to finish on a positive note. • Finally, describe and discuss a future plan of action. Take appraising performance seriously; we are talking about people’s careers and livelihood. It may make the difference whether they stay and feel valued or leave and share their talents with someone else.

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NORTHERN GREEN

THE SHOW Northern Green Virtual

LIVES ON

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ATTENDEES OF NORTHERN GREEN VIRTUAL WERE ABLE TO VISIT VENDOR BOOTHS, ATTEND EDUCATIONAL SESSIONS, AND NETWORK WITH COLLEAGUES — ALL ONLINE! BUT THE BEST PART ABOUT A VIRTUAL SHOW IS IT IS NOT OVER.

iStock.com/monsitj

On-demand educational sessions and access to

vendor booth pages will be available online through September 1, 2021. So, there’s still time to register and take in the tremendous VALUE that Northern Green Virtual has to offer. As we head into the spring season, this would be a great opportunity for… 1. Training: Use the on-demand videos for new or returning employee skill training. 2. Trends: Learn about new trends in equipment and materials to improve operations. 3. Communication & engagement: Build your business acumen to better engage and communicate with both customers and employees. 4. Inspiration: Be inspired by plant and design experts!

Education Access nearly 60 on-demand educational sessions for only $150 with an All-Access Pass. Above are just a few highlights of what continues to be accessible if you register today! Access the full list at NorthernGreenVirtual.com. Trade Show Just like the education sessions, trade show booths continue to be available until September 1, 2021. You can browse, search, watch videos, download materials, and more! Be sure to check out the booths online and contact your vendor partners. Networking Northern Green Virtual offered the opportu-

nity for individual video meetings as well as group video chats. The Morning Coffee Chats were a very popular element of the show. And MNLA hopes to continue segmented video chats throughout the year. Contact MNLA Education Manager Susan Flynn at susan@ mnla.biz to be added to the list and be notified of hosted coffee chats in the future. Testimonials

”

What I participated in had elements of the “regular” Northern Green. It was informative and colorful, community building (with the discussion and chat features), and provides the shot in the arm we need this time of season. — Heidi Heiland, Heidi’s Lifestyle Gardens & GrowHaus Garden Centre Thank you for continually redirecting the ship

”

march 21 MNLA.BIZ

NORTHERN GREEN

so everyone has a space on board. Your team has done a fantastic job, and as intimidated as I was last week with the idea of a virtual conference, I am coming out on the other side grateful for it all! Thank you! — Roxanne Stuhr, Green Space, LLC We have been to a few virtual events and the Pathable platform takes the best from all of them and blends them together. We love it. — Melissa Flora, Mycorrhizal Applications I just wanted to say that you did a great job on the awards video! I’ve had so many members reach out to me with positive feedback. It was fun to work with you, and I’m glad that our industry has been able to pivot and continue to move forward with Northern Green and the Awards, even if they are virtual. — Elizabeth Wynne, biota Landscapes

” ”

Thanks for hosting that great coffee chat! ” Everyone seemed to have great input!

— Anita Volkenant, Pleasant View Gardens Thank you so much! I always enjoy participating in Northern Green. I especially enjoyed all of the learning sessions this year in their virtual format, since I could watch all of the sessions I was interested in even if they were at the same time (which we can’t do while in person). Great job! — Sandy Vanek, Midland Concrete Products

”

Game Night Winners We played games. We laughed. And we won prizes — You Betcha Boxes filled with Minnesota made products. Congratulations to the following Northern Green Virtual Game Hour winners! • Bingo Game 1 – Christa Larkin, Larkin Tree Care & Landscaping • Bingo Game 2 – Sadie Green, Bachman’s Wholesale Nursery & Hardscapes • Trivia Game 1 – Joe Hansen, Outdoor Lab Landscape • Trivia Game 2 – Clare Ten Pas, 3 Bears Landscaping The following were able to identify attendees in past Northern Green photos. • Ghosts of Expo Past 1 – John Doepke, Bachman’s Wholesale Nursery & Hardscapes 28

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You Betcha Boxes were awarded to winners at the Northern Green Virtual Game Night!

• Ghosts of Expo Past 2 – Bob Bade, Bailey Nurseries • Ghosts of Expo Past 3 – Lisette Chapman, Heidi’s Lifestyle Gardens & GrowHaus Garden Centre NGV Leaderboard Winners Attendees had the opportunity to earn points for participating in different online activities during the live event. The following were able to come out on top each day and were awarded with $100 gift cards. Congratulations to the winners! • Monday, Jan. 11, 2021 Dennis Pearson, GreenLife Supply • Tuesday, Jan. 12, 2021 Julie Weisenhorn, Univ. of Minnesota, Dept. of Horticulture • Wednesday, Jan. 13, 2021 Andrea Hamilton, Midwest Landscapes • Thursday, Jan. 14, 2021 Sandy Vanek, Midland Concrete Products

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Business Choice is designed for business owners who rely on their vehicles Business is designed for business owners who on their vehicles for their Choice day-to-day operations. It’s available withrely eligible Chevrolet Business Choice is designed for business owners who on their vehicles for their and day-to-day operations. It’ssuch available withrely eligible Chevrolet vehicles offers great incentives as valuable upfit equipment. for theirand day-to-day operations. It’ssuch available with eligible Chevrolet vehicles offers great incentives as valuable upfit equipment. Visit gmbusinesschoice.com today to see if you qualify. vehicles and offers great incentives such as valuable Visit gmbusinesschoice.com today to see if you qualify. upfit equipment. Visit gmbusinesschoice.com today to see if you qualify. 1 1 1

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Business Choice is designed for business owners who rely on their vehicles for their day-to-day operations. It’s available with eligible Chevrolet vehicles and offers great incentives such as valuable upfit equipment. Visit gmbusinesschoice.com today to see if you qualify. 302 302 302

www.jeffbelzerchevy.com Version # 4 Version # 4 Version # 4

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Retail Planning Flyer Control Art Jarret Petsch •Mechjpetsch@jeffbelzer.com Scale 100 8.75”952-469-7063 x 11.25” Bleed Chevy CopyDirector Writer TBD

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CONTENT CONTENT CONTENT

Job Description 8.75” Chevy Retail Planning Flyer 11.25” Bleed Trim 8.5” x x11” 8.75” x 11.25” Chevrolet, 50Bleed & Cedar, Box 965, Trim Live 8.5” 8.25”x x11” 10.75”

Publications None

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CD/ACD

COPYWRITER

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LANDSCAPE AWARDS

2021 MNLA LANDSCAPE AWARD WINNERS

Several members of the Minnesota Nursery &

marketing assets. MNLA delivers a linkable project

Landscape Association were recently honored

page a sample press release, a winner’s crest,

with a 2021 MNLA Award for Excellence in

guidelines for pitching projects to local home

Landscape. Nine projects received awards, and

magazines, and tips for marketing to other media.

you can view all submitted photos and read the project descriptions by visiting the project gallery

Did you know?

at MNLA.biz/landscapeawards. Congratulations to

Entries are NOT judged against each other. In any

the companies and personnel behind these

given year, ALL entries could win awards, or NO

projects! Winning projects were recognized at the

entries could win an award. Each entry is judged

Green Industry Awards Celebration, presented for

against the standards of excellence. Judges must

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Name of Entrant: Tim Johnson Application Name: Coastal Retreat Judges’ Choice Award Winner – Look for a feature article on this project in an upcoming issue of The Scoop! Firm Name: LIVIT Site + Structure

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Name of Entrant: Tim Johnson Application Name: Beach Cottage Beauty Firm Name: LIVIT Site + Structure

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LANDSCAPE AWARDS

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LANDSCAPE AWARDS

Name of Entrant: biota Landscapes Application Name: Tonka Bay Firm Name: biota Landscapes march 21 MNLA.BIZ

LANDSCAPE AWARDS

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MNLA.BIZ march 21

Zlimen & McGuiness, PLLC have 25 years combined experience as small business owners in construction and landscaping. They understand what green industry business owners face on a regular basis: Contracts, Construction Law, Mechanics Liens, Business Formation, Collections, and Employment Law.

MNLA members receive a discounted rate. Contact Bryan Zlimen or Patrick McGuiness 651-331-6500 | info@zmattorneys.com | www.zmattorneys.com

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HEALTH

HEALTHY Owners: Stay

LANDSCAPE PROS HAVE ALL THE TOOLS NEEDED TO ALIGN ENVIRONMENTAL ACTION WITH PROSPERITY

Grant Harrison Nextra Consulting

“

THE HEALTH OF ONE’S BUSINESS IS SO OFTEN DIRECTLY TIED TO THE HEALTH OF THE OWNER OR MANAGEMENT. SO, LET’S TALK A BIT ABOUT STAYING HEALTHY SO YOUR BUSINESS CAN BE HEALTHY.

”

march 21 MNLA.BIZ

HEALTH

or most landscape companies, the impact of Covid-19 on the bottom line has been positive. With people spending more time at home, they are choosing to do more work on their homes, and that includes landscaping. Many landscapers, pool installers, and concrete companies are booking well into 2021… some even into 2022.

This article was originally published in Landscape Trades (Canada’s Premier Horticultural Trade Publication), and thus reflects a Canadian perspective on this North American-wide issue.

NEWS & NOTES

MNLA.BIZ march 21

Though we celebrate the financial blessing, business owners have paid a high price for the mental and emotional toll Covid has taken. Never have I spoken with so many business owners who are struggling with stress, anxiety, work/life balance, sleeplessness, and exhaustion. At the beginning of Covid, landscapers were concerned they would not be able to work. Then when they were able, they worried there wouldn’t be enough. When work started coming in — and lots of it — they were concerned they wouldn’t have the staff to complete the work. Then there were the material shortages, with owners concerned they could not get the supplies to finish jobs. In the midst of all this, we were unable to operate our businesses or our lives as normal. No wonder we’re tired. What a rollercoaster ride it’s been! The result is owners who are overwhelmed, stressed out, and struggling with mental, physical, and emotional health. This

leads them to not manage well, make poor decisions, struggle with relationships, and feel lost. The health of one’s business is so often directly tied to the health of the owner or management. So, let’s talk a bit about staying healthy so your business can be healthy. Physical health This is usually the easiest area to make changes. As landscapers, we’re used to being outside and doing physical work. But as owners, we often find ourselves sitting at a desk or driving a truck more than doing any physical labor. Here are some small changes you can make to improve your physical health: • Go for a walk or run. Get up half an hour earlier to get active in the morning. Or take a walk/run around the neighborhood after dinner. Just get outside and move. I started taking morning and

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evening walks this spring and I can’t tell you how much better I feel, how it clears my head, and how it’s improved my overall health. • Park further away.

asa

This drives my wife nuts, but when we go to the grocery store, I park at the far end of the parking lot in order to walk more. It’s simple and doesn’t really take any more time. /T m • Buy a pedometer. This has o k.c oc made the biggest impact in iSt getting me moving. Perhaps it’s my personality, but when I’ve set a goal for myself, missing it is not an option. So, when I purchased a Fitbit this year and set a goal of 15,000 steps per day, I was not going to settle for failure. That has meant some late-night

walks around the block or even around my yard. But I’ve rarely missed hitting my goal. • Find someone to exercise with. It’s so much easier to stay on track with your physical fitness goals if there is someone holding you accountable. It’s also more enjoyable to exercise with a friend. Mental health This is without a doubt the more difficult aspect of health, especially for men, it seems. Here are a few tips: • Start by getting enough sleep. The aforementioned Fitbit lets me know how much I am sleeping, and how deeply. It has been very interesting to see how often I’m restless. • Turn off your phone. (Dare I suggest such an extreme measure?!) There are many studies that link phone usage to mental health. Set hours for your phone usage and stick to them. Let your phone charge in a different room, or at least

across the room from your bed. Turn off unnecessary notifications. And put the phone away a half hour before you go to bed. • Open up. I may be speaking to a mostly male audience on this topic, and this is a tough one. But the older I get, the more I realize that whatever I’m feeling, someone else has been there and gone through it. When I open up about the struggles I am having, I am so often surprised by the response I get, the encouragement I receive knowing someone else gets it, and the relief I feel knowing I’m not crazy. I usually find some helpful advice for moving forward. Find someone who you trust and let them know how you’re doing. Allow them to be a friend. You are not alone. • Take time for yourself and your family. I recently recognized that I was getting close to burnout and needed a break. I told my wife that I would like to take a

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couple of days to go away on my own for some silence, solitude, and rest. She was delighted — not sure if she was delighted to see me go or delighted that I recognized my need and expressed it to her. Regardless, I spent a couple of days at a friend’s cottage all by myself. My time there included lots of walks, reading and napping. By the morning of my departure, I was ready to be home and ready to jump back into work with renewed perspective. I love my work. But it is not my life. I sometimes need to remember that. I’m pretty sure I’m not the only one. If you’re feeling burned out, stressed out, tired out — you’re in good company. Take a walk. Take a nap. Talk to a friend. As we keep hearing during Covid, we are all in this together.

➽ GRANT HARRISON operates Nextra Consulting, based in Ingersoll, Ont.

CONNECT WITH US

Have you seen our JOB BOARD? Browse CAREERS in the menu, or go directly to MNLA.biz/careers.

EMPLOYERS:

PROFESSIONALS:

• PLACE your job in front of our highly qualified members

• POST a resume or anonymous career profile that leads employers to you

• SEARCH our resume database of qualified candidates

• SEARCH and apply to hundreds of new jobs on the spot by using robust filters

• MANAGE jobs and applicant activity right on our site

• SET UP efficient job alerts to deliver the latest jobs right to your inbox

• LIMIT applicants only to those who are qualified

• ACCESS career resources, job searching tips and tools

Find Your Next Great Hires

Keep Your Career on the Move

• FILL your jobs more quickly with great talent

WWW.MNLA.BIZ/CAREERS

march 21 MNLA.BIZ

GOVERNMENT AFFAIRS

2021 Day on the Hill – Online Edition! Forrest Cyr

MNLA Director of Government Affairs

On February 1, 2021, members of the Minnesota Nursery & Landscape Association attended the association’s first virtual advocacy day on behalf of the Green Industry, Green Industry businesses, and the communities they serve. With both legislators and members in attendance for the online

webinar, attendees were able to learn about the work done at the Capitol by MNLA and connect with legislators during and after the event. At Virtual Day on the Hill 2021, MNLA volunteer leaders, staff, and members persuasively presented MNLA’s legislative priorities, discussed the state of the Green Industry in Minnesota, and laid the groundwork for future conversations and relationship building between members of the Minnesota House and Senate and members of MNLA. MNLA’s advocacy leaders — both newbies and veterans alike — helped move the needle on key legislation essential to the success of the Green Industry and its members. These priorities are listed below. 1. Allowing our industry’s trained individuals to test and repair backflow devices. 2. Establishing fairness in construction contracts by prohibiting certain indemnity clauses. 3. Providing slip and fall liability protection for snow and ice removal contractors. 4. Securing funding to combat the Emerald Ash Borer. While MNLA’s ongoing advocacy work and legislative agenda were central to the discussion at Virtual Day on the Hill, MNLA President Tim Malooly discussed the state of the Green Industry following a tumultuous 2020 and presented on the advocacy successes experienced by the industry while working to secure the ability to remain open during numerous shutdown orders in Minnesota. Additionally, members of the legislature asked insightful questions and indicated their interest in numerous proposals that were presented.

MNLA members meet with Rep. Rick Hansen (DFL, South Saint Paul), chair of the House Environment Committee, to discuss green industry legislative priorities in a prior year.

To help continue this conversation, MNLA encourages members to follow-up with their legislators by sending a quick email through MNLA’s online VoterVoice system to provide additional resources into the Green Industry’s legislative efforts and share their unique insights into their businesses, families, and communities. If you were unable to attend the event, we have you covered! A full recording of the event is available on MNLA’s YouTube channel. We extend a thank you to everyone who attended and to everyone who contacted their legislators following this unique virtual event. These resources can be found at https://www.mnla.biz/ legislativeupdates.

➽ FORREST can be contacted at 612-248-4463, or at forrest@mnla.biz. 54

MNLA.BIZ march 21

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BUSINESS

I CAN The Difference Between

AND I WON’T

Bob Phibbs The Retail Doctor

iStock.com/oatawa iStock.com/Olivier Verriest

“

THE BATTLE FOR SALES ISN’T FOR MORE CUSTOMERS; IT’S BETWEEN OUR OWN EARS.

I was on the sales floor, conducting a Retail Selling Boot Camp for a client when I came to a roadblock. I was coaching a young woman on the new greeting we were going to use. She half-heartedly tried again and again and kept saying after each, “I can’t do this.” I told her, “Stop saying that. You are making it a reality and killing your selling skills.” We tried again and again but to no avail. She was frustrated. I was frustrated. I finally reminded her of the old adage, “The person who says, ‘I can’t’ and the person that says, ‘I can,’ are both right.” She paused, had an aha moment, and we were on to the next person to role-play. The next day she said to the rest of the group, “Yesterday I learned the difference between ‘I can’ and ‘I won’t.’” That’s it for all of us isn’t it? Attitude about change, customers, – anything – is black and white. Yes, one could say, “That’s the glass half-full vs. the glass half-empty.” But it goes deeper than that. I used to work with a coffee franchise and a franchisee was telling the founder about the horrible experience he had at Starbucks. In detail he went on and on about how all of it was bad and his store was perfect. The CEO’s response was, “I think you often get the experience you’re looking for.” If you expect the competition is lousy and that you’re perfect – you’re going to be right. The trouble is that blinds us from looking at our own business objectively. And why do

we do this? To build ourselves up. Visit the website www.customerssuck.com and you’ll find plenty of anonymous victims sharing how their endless days are someone else’s fault. You think customers are rude, arrogant and nasty when you go to work in your store and guess what you find? Customers are rude, arrogant, and nasty. Think customers are all cheap, looking to haggle and find a discount? Yours are. But think you’re going to find people who will want to talk to you, to share their experiences in a new way, that work can be fun, and guess what? You find them. Think of a time when everyone just bought from you. Weren’t those days great? Think it was all coincidence? No, people pick up on your attitude. You brought success to yourself. Now if you think and say to yourself (and others), “No one is buying,” guess what happens? Self-fulfilling prophecy, no one’s buying from you. But it’s hard isn’t it? Sometimes we really do feel that way. How to handle it? My friend Ian Percy shared his suggestion: Every morning take five minutes before the doors open to have everyone (managers and staff) meet and talk about wonderful expectations for the day. How terrific customers who are eager to buy will soon enter the store and what a privilege it will be to serve them. You could even set an

”

expectation for dollar sales that day. Just five minutes is all it takes to tell the Universe what kind of day you’d like to have. Now as you read that suggestion, what was your honest reaction? 98% will have had a negative reaction: “That’s stupid and naive.” “Staff won’t show up 5 minutes early.” “Waste of time.” Guess what? You’ll be right. And I rest my case. Many people made fun of The Secret when it hit big a couple years ago. Why? It was intimidating to think we could control our destiny just by choosing to think better. In Sum If you want to be beaten down by your job, the economy, or fear, give into it and focus on it. You want to stay the same — stuck? Tell people, “I can’t.” But if you’re looking to grow your retail sales, just remember it is a choice of what your attitude and thoughts are about the situation. The battle for sales isn’t for more customers; it’s between our own ears. ➽ BOB PHIBBS, The Retail Doctor, is a nationally recognized business strategist, customer service expert, sales coach, marketing mentor, and retail author. To learn exactly how to provide retail sales training in a system that is easy to duplicate and train, contact Bob at www.RetailDoc.com. march 21 MNLA.BIZ

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Keen Edge Company Bill Burke / General Manager | Phone: 262-749-8097 Email: bburke2@keenedgeco.com

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INTERFACE How to Empower Your Frontline Team to

EFFECTIVELY WITH YOUR CUSTOMERS Tom Borg

iStock.com/MicroStockHub

Tom Borg Consulting, LLC

march 21 MNLA.BIZ

CUSTOMER SERVICE

HAVE YOU EVER ANSWERED YOUR OFFICE PHONE AND FOUND A VERY UPSET AND ANGRY CLIENT, WHO BEGINS TO VENT AT YOU OVER A RECENT INTERACTION WITH ONE OF YOUR FRONTLINE WORKERS? UNFORTUNATELY, IT HAPPENS OVER AND OVER AGAIN EACH AND EVERY DAY IN THE GREEN INDUSTRY. Truth be told, most Green Industry companies

don’t spend a lot of time, if any, teaching their frontline team members how to effectively interface with their customers. As I have always told my clients, using a football game analogy, your frontline personnel are the “final five yards” of your company. Everyone else on your team can do everything right, including bringing the ball down the 95 yards of the field. But, if at that point the ball handler fumbles the ball, then the whole team is in deep, deep trouble. George and Michael LaForest, father and son team and co-owners of Apartment Services in Livonia, Michigan, know firsthand the value of the importance of having your foremen and frontline workers interface effectively with customers. In a recent interview with George, he explained how important it was to build trust from the very first encounter. “Two initial touch points with our clients that we emphasize are the appearance and cleanliness of our trucks and our employees being in uniform. Many of our clients are cemeteries, and with that comes two sets of customers, the cemetery managers and the mourners visiting a gravesite.” As George explained, their employees show respect and compassion for those who are visiting their loved one’s gravesite. They do this by not blowing grass in the direction of that person, or simply not mowing that area until after that person has left. If someone approaches them for information about where to find a particular gravesite, they will patiently listen to them, and then very courteously direct them to the office or to the proper person. If the manager wants to vent about something they feel is not right, his front liners will stop and patiently listen. If there is any damage to a cemetery marker or gravestone, it is reported immediately to the cemetery office. Action is taken to repair or replace it immediately. When a worker notices damage they were not responsible for, they will also report it to the cemetery manager. This builds trust and prevents the crew from being blamed for damage they did not commit. If there is any type of a complaint regarding their crew or their work,

it is addressed within 24 hours. The foreman will keep in contact with the manager until it is completed. Building trust, cultivating, and keeping solid relationships with their customers has been extremely important to Apartment Services’ success. It has been the cornerstone to growing their company in an extremely competitive market. The lifetime dollar value of each one of your clients is enormous. Yet, it is so easy to lose them over a simple incident. It is imperative that you do everything possible to ensure a positive experience each and every time each one of your team members interacts with them. You can’t afford to leave it to chance. Speaking of chances, it has been said that your frontline team gets only one chance to make a good impression with clients and customers. Yet, literally, every day they are making a “first impression.” Each impression builds on the last one. Let’s take a look at how you can develop your team to effectively interface and engage with clients and help them develop a positive customer relations building experience. The first step to build the people skills of your front liners is to create a structured approach that your leadership team will use to teach their employees the best way to interact with their customers. Don’t skimp in this area. A structured approach doesn’t have to be formal. Manuel Gonzales, a production manager for Brightview Landscape Services located in Pleasanton, California, recently shared some of his insights on training their front liners with me. One of the approaches he takes is to match the skills and work ethics of each team member to the type of job they will be working on. That way, they find that the employees enjoy their job more and it results in better performance with lower turnover. Manuel spends regular time with each one of his employees on the four crews he manages. He uses the “walk and talk” method. This means, he walks along with his employees on the job site, answers questions, and teaches a specific skill set and mindset. He helps them to use the specific

situations as learning opportunities. He makes it clear to them that one of his goals is to teach his people something that is going to help them in their overall career. When it comes to interfacing with their clients and customers, one of the things Manuel teaches his team members is to first listen to the customer. He says, “Many times, the concern can be resolved quickly by just responding to the client’s need to be heard. Refraining from interrupting the person can be a very effective tool in getting all of the facts.” He reminds them that good eye contact with the client or customer is critical. Establishing trust and rapport is much easier when non-threatening eye contact is maintained throughout the conversation. The next step Gonzales teaches is to do what they can to solve the problem. If that is not possible, then the next step is to call him. Many times, using the Facetime feature on their phone, a second pair of eyes is needed, and a resolution can be achieved. Evidence that his approach works are the regular comments they get from property managers that tell him that his crews are “easy to work with”. When you stop to think about the “Cycle of Service” that your customers experience when they do business with your company, it is critical that the approach your frontline personnel use is professional and reassuring to the people you serve. As always, it comes down to the last person the customer has contact with. If that last impression is positive or negative, it depends on the employee. Remember, in the eyes of your clients and customers, your front liners are the company. What is one thing you have learned or have been reminded of after reading this article that you can implement? When you implement it, what are the results you expect? When will you start?

➽ TOM BORG is a Green Industry business consultant who works at the intersection of leadership, communication and culture. Connect with him at: tom@tomborg.com. march 21 MNLA.BIZ

THANK YOU TO THESE BUSINESSES FOR THEIR CONSISTENT SUPPORT OF THE SCOOP AND OUR ANNUAL DIRECTORY!

MNLA would like to thank the below companies for being 2021 Member Directory and frequent Scoop advertisers this year. We are proud that The Scoop is consistently a top-rated member benefit, and MNLA appreciates these businesses for their help in making this magazine happen! (Companies listed by area of product/service.) EQUIPMENT & VEHICLES Ancom Communications Inc and Midwest Radio Rentals Aspen Equipment Contree Sprayer & Equipment Company LLC Cushman Motor Co. Inc. Ditch Witch of Minnesota Edney Distributing Co., Inc. Frost Inc Fury Motors Jeff Belzer Chevrolet Kubota Lano Equipment, Inc. Minnesota Propane Association Monroe Truck Equipment Niebur Equipment Nuss Truck Equipment Olson Power & Equipment RDO Equipment Co. - John Deere RDO Equipment Co. - Vermeer Tri-State Bobcat Inc. Ziegler CAT GROWING SUPPLIES FOR NURSERIES & GREENHOUSES Albert J. Lauer, Inc. Arborjet Central Landscape Supply Farber Bag & Supply Co. Gertens Wholesale & Professional Turf Supply Klaus Nurseries Plaisted Companies The Tessman Company Xylem, Ltd HARDSCAPES Bachman’s Wholesale Nursery & Hardscapes Borgert Products, Inc. Gertens Wholesale & Professional Turf Supply Haag Companies, Inc. Hedberg Supply Plaisted Companies Rock Hard Landscape Supply The Outdoor Greatroom Company The Tessman Company Unilock

Versa-Lok Midwest Wheeler Landscape Supply Xylem, Ltd HERBACEOUS PLANTS Bachman’s Wholesale Nursery & Hardscapes Gertens Wholesale & Professional Turf Supply Glacial Ridge Growers Hedberg Supply Landscape Alternatives Out Back Nursery RETAIL & LANDSCAPE PRODUCTS Albert J. Lauer, Inc. Anderson Nurseries, Inc. Arborjet Carlin Sales / ProGreen Plus Central Landscape Supply Ditch Witch of Minnesota Farber Bag & Supply Co. Gertens Wholesale & Professional Turf Supply Lano Equipment, Inc. Plaisted Companies RDO Equipment Co. - John Deere RDO Equipment Co. - Vermeer Rock Hard Landscape Supply SMSC Organics Recycling Facility The Outdoor Greatroom Company The Tessman Company Versa-Lok Midwest Wheeler Landscape Supply Xylem, Ltd SERVICES Ancom Communications Inc and Midwest Radio Rentals BankCherokee Bullis Insurance Agency Fury Motors Gopher State One-Call GreenTurf Sod Farms, Inc. Hiway Federal Credit Union Jeff Belzer Chevrolet Maguire Agency Minnesota Propane Association SMSC Organics Recycling Facility Tri-State Bobcat Inc. Ziegler CAT

SNOW & ICE Aspen Equipment Contree Sprayer & Equipment Company Cushman Motor Co. Inc. Ditch Witch of Minnesota Edney Distributing Co., Inc. Frost Inc Gertens Wholesale & Professional Turf Supply Hedberg Supply Kubota Lano Equipment, Inc. Niebur Equipment Olson Power & Equipment Plaisted Companies RDO Equipment Co. - John Deere Rock Hard Landscape Supply The Tessman Company Tri-State Bobcat Inc. Wheeler Landscape Supply Ziegler CAT TURF PRODUCTS, SOD, IRRIGATION Carlin Sales / ProGreen Plus Contree Sprayer & Equipment Company Cushman Motor Co. Inc. Edney Distributing Co., Inc. Gertens Wholesale & Professional Turf Supply GreenTurf Sod Farms, Inc. Haag Companies, Inc. Hedberg Supply Kubota Lano Equipment, Inc. Niebur Equipment Olson Power & Equipment The Tessman Company WOODY PLANTS Anderson Nurseries, Inc. Bachman’s Wholesale Nursery & Hardscapes Gertens Wholesale & Professional Turf Supply Glacial Ridge Growers Klaus Nurseries Landscape Alternatives Out Back Nursery

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