The Scoop - August 2023

We want to thank you for your continued support! Mark your calendars now for our Customer Appreciation Week. We will be serving up great savings the entire week and topping it off with a delicious lunch on Friday. Formal invitations are coming soon.

Steve

How Did the Pandemic Shift US Consumer Spending

8 Events

9 Scholarship Program

Make a difference, sponsor a student scholarship.

10

When is Enough, Enough?

President Berg encourages all green industry professionals to focus on themselves to rejuvenate.

31 Lyon County Quarantined for EAB

The Lyon County infestation is the fourth new find of EAB this year in Minnesota.

35 Northern Green 2024

New place, new time, new impact! Join us January 23-25, 2024 for the all-new Northern Green.

50 Benefits of MNLA Membership

Advocacy, credibility, connections, education, information, and money-saving partnerships all impact your bottom line.

53 Helping Members at the Local Level Government Affairs Director Felipe Illescas explains how MNLA can help with local issues.

54 MNLA Foundation: Future Landscapers!

MNLA Past President John Mickman highlights his work to attract future landscapers to the industry.

Cover photo: © Can Stock Photo Inc. / image191. Table of Contents Images: Top Left: iStock.com/AerialPerspective Works. Middle: iStock.com/MaskaRad. Bottom: iStock.com/designer491.

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

Randy Berg, President

Berg’s Nursery, Landscape/Garden Center

507-433-2823 • randy@bergsnursery.com

Matt Mallas, Vice-President

SiteOne Landscape Supply

763-512-2849 • mmallas@siteone.com

Terri McEnaney, Secretary-Treasurer

Bailey Nurseries

651-459-9744 • terri.mcenaney@baileynursery.com

Susan Bachman West

Bachman's, Inc.

612-861-7600 • sbachman@bachmans.com

Kim Gaida-Wagener

Rock Hard Landscape Supply

612-619-3312 • kgaida@rockhardmn.com

Greg Krogstad

Rainbow Treecare

952-922-3810 • gkrogstad@rainbowtreecare.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

Jim Shimon

Willow River Company — Landscaping & Tree Farm

715-386-3196 • jimshimon@willowrivertree.com

Cassie Larson, CAE

MNLA Executive Director

651-633-4987 • cassie@mnla.biz

STAFF DIRECTORY

Executive Director:

Cassie Larson, CAE • cassie@mnla.biz

Associate Director: Jon Horsman, CAE • jon@mnla.biz

Dir. of Government Affairs: Felipe Illescas • felipe@mnla.biz

Education & Cert Mgr: Hallie Chasensky • hallie@mnla.biz

Communications Coor: Brianna Burns • brianna@mnla.biz

Regulatory Affairs Mgr: Jim Calkins • jim@mnla.biz

Foundation Program Mgr: Paulette Sorenson • paulette@mnla.biz

Administrative Assistant: Louise Nemmers • louise@mnla.biz

Accountant: Pam Helgeson • accounting@mnla.biz

Advertising Sales: 763-295-5420

Betsy Pierre, Advertising Mgr • betsy@pierreproductions.com

Legislative Affairs Consultant: Doug Carnival

The Scoop, August 2023, Issue 8 is issued monthly, 12 times per year. All original works, articles or formats published in The Scoop are © Minnesota Nursery & Landscape Association, 2023, and may not be used without written permission of MNLA, 1813 Lexington Ave N., Roseville, MN 55113. Subscription price is $99 for one year, which is included with member dues. POSTMASTER: Send address changes to The Scoop, MNLA, 1813 Lexington Ave N., Roseville, MN 55113.

Editorial Contributions. You are invited to share your expertise and perspective. Article ideas and manuscripts should, whenever possible, reflect real and specific experiences. When submitting an article, please contact the editor at brianna@mnla.biz or 651-633-4987. MNLA reserves the right to edit all Scoop content.

LANDSCAPE TOUR: SAINT CROIX RIVER VALLEY

We’ll tour various business and residential sites throughout the day from Afton to Scandia, and wrap it all up with a social hour at Rustic Roots Winery. Lunch and transportation included. Register now!

MNLA Office, Roseville, MN ➽ mnla.biz/events

MNLA NIGHT AT THE SAINTS

Take a break from your busy season to enjoy a game at CHS Field. Register now! CHS Field, Saint Paul, MN ➽ mnla.biz/events

MN GREEN INDUSTRY CANNABIS FORUM

Join us for a full-day educational forum on the cannabis growing industry. Topics include marketing and selling, insurance and banking, cultivation, and more. There will be networking opportunities throughout the day, as well as an ask-the-expert breakout session. Register now!

Columbia Golf Course Manor, Minneapolis, MN ➽ mnla.biz/events

MNLA FOUNDATION SHOOTOUT

This sporting clays tournament is fun for everyone and is a great way to spend time with colleagues and friends this fall. This is a 75-round course and the difficulty level is FUN! First time shooters are welcome, and guns are available for rent. Proceeds support workforce development.

Game Unlimited: 871 County Road E, Hudson, WI 54106 ➽ mnla.biz/events

MNLA PROFESSIONAL CERTIFICATION EXAMS

Save the date! Sit for the exam to become an MNLA Certified Professional in 2023. Additional test dates on Oct 13 & 20 and Nov 3 & 17.

MNLA Office, Roseville, MN ➽ mnla.biz/events

PESTICIDE RECERTIFICATION WORKSHOP (CATEGORY A, E, AND OPTIONAL P)

Obtain recertification credits (Category A, E and Optional P) by attending the Pesticide Recertification Workshop and have your current license scanned and checked by MDA. Applicators MUST bring their license identification card. Wilder Foundation, Saint Paul, MN ➽ mnla.biz/events

NORTHERN GREEN

Save the date! New place, new time, new impact. Exhibit booths now available. Saint Paul RiverCentre, Saint Paul, MN ➽ northerngreen.org

2023 MNLA Foundation Shootout generously supported by:

2023 MNLA education generously supported by:

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

Making a Difference in Horticulture Partner with the MNLA

When is Enough, Enough?

Imagine running a seasonal business or two or even three at one time. You are responsible for payroll, budgeting, sourcing materials, hiring, project management, invoicing, marketing, and long-term growth. You may not execute each of these operations, but you certainly oversee each one closely. Now add the fact that you are a Type A personality or even a Type AA. Everything you do you execute at the highest level possible. Seasonal businesses come with extremes in pressures. Too little time to do too many things. High dollar revenue expectations to meet or exceed previous sales goals, staffing issues, employee productivity at an all-time low, material costs rising, and an increase in the acceptance of low quality/sub-par workmanship by competitors. Now take all of this times three.

Wait there is more. Imagine you also feel compelled to volunteer with MNLA out of a sense of duty to your chosen industry. Not just volunteer but perform at the highest level in the room. First as a committee member then committee chair and then to the Board of Directors, Executive Board, and finally President. The time spent volunteering totals nearly 20 years. When board service is over you know there is still a lot of work to be done so you continue as a committee chair. Not just any committee

but a committee requiring constant monitoring of rapidly changing issues.

This all should be enough to have you say, “Who would do that?” And why would anyone do that? The desire to excel and perform at the highest level possible is taught at an early age. Once this work ethic is embedded it doesn’t leave you. It continues to drive you forward in everything you do. This drive is not a bad thing. In fact, it can be good if you take some time for yourself. This downtime is critical for long performance. To sustain and be effective, downtime is an important part of recovery. There is a funny thing about a few days off. Solutions magically come to light for some of those nagging problems you couldn’t solve. The weight of the world doesn’t seem quite so bad. Your employees notice a better, more focused leader, and respond. And most importantly the world did not come to an end because you were absent for a time.

This article is not about me. I was not describing myself. I was describing a very dear friend and colleague. This individual is someone I count myself lucky to have met and worked side by side with on many projects. Maybe many of you are like this. If so, enough is enough. Take a little time for yourself. Relax and rejuvenate. There is work to be done.

Feeling a responsibility to truly care for your employees and your chosen industry must come with a responsibility to take care of yourself as well.

Randy Berg Berg’s Nursery

➽ RANDY BERG is the owner of Berg’s Nursery & Landscape in Austin, and a Certified Professional Landscape Designer. You can reach Randy at randy@bergsnursery.com.

MNLA members spent the day learning pruning techniques through one-on-one training from professionals at the Normandale Japanese Garden. Thanks to everyone who came out and made this pruning session a success!

Terri McEnaney presented Bailey’s approach to customer service to the 2023 Green Industry Leadership Institute.

LEGISLATIVE REPORT 2023

MNLA AT WORK ON YOUR BEHALF

The 2023 legislative session was the busiest and fastest-moving session we’ve ever seen. In full control of the Democratic Farmer Labor (DFL) party, this legislature introduced the most bills in a single year (6,800+), passed the largest budget ever ($71.5 billion in FY24-25), nearly allocated the entire largest surplus ever in Minnesota ($17.5 billion), and passed the largest bonding bill yet ($2.6 billion including cash allocations). This session was also known to be extremely unfriendly to small businesses. Because of all of this, we had to track an unusually high number of proposals throughout the session. Here is a breakdown of MNLA’s goals from the session, and what results were seen.

BUSINESS Duty to Defend

GOAL: Pass a bill that ensures subcontractors are not financially liable for the general contractor’s attorney’s fees if the subcontractor is not at fault.

RESULT: Bill passed

MNLA collaborated with the Minnesota Subcontractors Association and others to end the “Duty to Defend” that required subcontractors to defend the general contractor, regardless of fault. This common-sense change ensures negligent parties pay their own legal fees (including subcontractors) and preserves the right of general contractors to have subcontractors defend general contractors when the subcontractor was negligent.

Paid Family Leave

GOAL: Offer input regarding a bill that establishes a mandated Paid Family and Medical Leave program run by the state through DEED and paid for by a payroll tax of .7% on the employer. (The employer can deduct half of that amount from the employee’s wages.)

TAX

RESULT: Gained time

Several MNLA member business owners and MNLA staff met with the bill’s chief authors and carefully described how our industry would be impacted by this legislation. After a few key conversations, MNLA was able to help move the implementation for this program from 2024 to January 1st, 2026.

Sales & Use Tax

GOAL: Reform Minnesota sales and use tax related to landscaping, irrigation, and snow & ice removal services.

RESULT: TBD

Under the current system, green industry business owners are subject to constant tax audits due to the complicated nature in which Minnesota taxes these services. MNLA-proposed reforms make the system much easier to navigate and will remove burdens on small businesses caused by unnecessary complexities.

TAX

NEW TECH ADOPTION

Synthetic Turf Systems

GOAL: Assist a member experiencing a zoning roadblock when proposing installation of a synthetic turf system where there would otherwise be exposed soil.

RESULT: Resolved

Aside from passing and blocking legislation at the legislature, our Government Affairs team works year-round offering resources to help members resolve zoning, permitting, and local ordinance matters.

Gas to Electric

GOAL: Stop a bill that bans gas-powered landscape equipment and mandates use of electric zeroemission equipment in an unrealistic timeframe.

RESULT: Stopped bill, gained time

MNLA staff met with the bill’s chief author right after introduction of this bill, describing how detrimental the time restrictions in this bill would be to our industry. He agreed to not move the bill this session. MNLA is collaborating with the National Association of Landscape Professionals and equipment manufacturers to present a more workable plan. The proposed timelines are too fast a transition for commercial users.

ENERGY & ENVIRONMENT

Salt & Liability

GOAL: Liability protection for snow and ice removal professionals who implement best practices to protect the environment through less salt use.

RESULT: Bill passed committee

MNLA supports legislation to restrict the use of indemnification and hold-harmless clauses in snow and ice contracts, used to compel snow and ice contractors to shoulder all liability from slip-and-fall lawsuits, which incentivizes cost at the expense of safety and the environment.

Wood Waste Disposal

GOAL: Gain funding for disposing of ash wood waste with District Energy.

RESULT: $35 million approved

MNLA submitted a letter of support and spoke with Committee Chairs to express our support for more options for wood waste disposal.

Pesticides Preemption Removal

GOAL: Minimize the impact of a bill that would allow localities to regulate the sale and use of pesticides.

RESULT: Limited the impact

MNLA supports science-based regulations and the scientific expertise of career regulators at the state and federal level, versus politicians at the local level where resource and scientific expertise may be limited. MNLA was able to limit the impact of this legislation to “cities of the first class” (those with more than 100,000 residents, namely, Minneapolis, St. Paul, Rochester, and Duluth).

MNLA LEGISLATIVE REPORT 2023

In Januar y, MNLA will be introducing a redesigned Scoop. Our goal is to provide even greater value to you, the member, through this vital communication ser vice. To do that, we need to know what your current needs are! We would like to gather your feedback on how you read The Scoop, which content you value most, and what you wish we would include Please take five minutes and give us your opinions via a quick 5-question sur vey found here: http://www.sur

If you’d rather for ward your comments via email, send those to jon@mnla.biz.

WRITERS WANTED

We’re also looking for members who love to write – members who want to share useful information, ideas, and innovations with their fellow members in the association’s monthly magazine Write from the perspective of your industr y segment (landscape install, garden center, grower, etc.); share knowledge on business management or human resources; or offer insights via our soon-to-premiere features “Ideas That Work” and “My Favorite Tool ” To offer your ser vices and/or receive information on deadlines and other parameters, email susan@mnla.biz or call Sue Flynn or Jon Horsman at 651-633-4987.

HEAT ILLNESS

PREVENTION PLANNING

HEAT-RELATED ILLNESS

can affect workers in many industries, at indoor or outdoor worksites.

Some job-related risk factors include:

• Outdoor work in warm weather

• Heat sources such as ovens, fires, or hot tar

• Strenuous physical activity

• Heavy or non-breathable work clothes When these (or other) heat hazards are present, employers should plan ahead to protect workers.

Creation of a Heat Illness Prevention Plan

Employers should create a written plan to prevent heat-related illness. Important elements to consider when creating the heat plan are:

• Who will provide oversight on a daily basis?

• How will new workers gradually develop heat tolerance?

• Temporary workers may be more susceptible to heat and require closer supervision.

• Workers returning from extended leave (typically defined as more than two weeks) may also be at increased risk.

• How will the employer ensure that first aid is adequate and the protocol for summoning medical assistance in situations beyond first aid is effective?

• What engineering controls and work practices will be used to reduce heat stress?

• How will heat stress be measured?

• How to respond when the National Weather Service issues a heat advisory or heat warning?

• How will we determine if the total heat stress is hazardous?

• What training will be provided to workers and supervisors?

Day-to-Day Supervision

Heat conditions can change rapidly and management commitment to adjusting heat stress controls is critical to prevent heat illness. An individual at the worksite should be responsible for monitoring conditions and implementing the employer’s heat plan throughout the workday. This individual can be a foreman, jobsite supervisor, plant manager, safety director, or anyone else with the proper training. Proper training includes knowing how to:

• Identify and control heat hazards.

• Recognize early symptoms of heat stress.

• Administer first aid for heat-related illnesses.

• Activate emergency medical services quickly when needed.

Ideally, the individual who is responsible for the heat plan should be on-site, where the workers are. On-site monitoring allows accurate determination of heat stress. In some industries with a widely distributed workforce, such as mail and package delivery, on-site monitoring might not be feasible. In those cases, the responsible individual at the site should be fully trained on the means and methods to contact and report to the employer any adverse heat-related conditions that may develop on the site as well as any signs and

symptoms of heat related illness experienced by any of the workers. The responsible individual in a central location should estimate heat stress using the best available methods for remote estimation.

EMPLOYER RESPONSIBILITIES

Under the General Duty Clause, Section 5(a) (1) of the Occupational Safety and Health Act of 1970, employers are required to provide their employees with a place of employment that “is free from recognized hazards that are causing or likely to cause death or serious harm to employees.” The courts have interpreted OSHA’s general duty clause to mean that an employer has a legal obligation to provide a workplace free of conditions or activities that either the employer or industry recognizes as hazardous and that cause, or are likely to cause, death or serious physical harm to employees when there is a feasible method to abate the hazard. This includes heat-related hazards that are likely to cause death or serious bodily harm.

Heat Standards in Specific States

Many U.S. states run their own OSHA-approved State Plans. Some states have adopted standards that cover hazards not addressed by federal OSHA standards. Read more about Minnesota’s standard that applies to indoor places of employment here: https://www. revisor.mn.gov/rules/5205.0110/

HEAT CONDITIONS CAN CHANGE RAPIDLY AND MANAGEMENT COMMITMENT TO ADJUSTING HEAT STRESS CONTROLS IS CRITICAL TO PREVENT HEAT ILLNESS.

20%

Prevent Heat Illness at Work

Ou tdoor and indoor heat exposure can be dangerous.

Ways to Protect Yourself and Others

Ease into Work . Nearly 3 out of 4 fatalities from heat illness happen during the first week of work . 100%

New and returning workers need to build tolerance to heat (acclimatize) and take frequent breaks

Follow the 20% Rule. On the first day, work no more than 20% of the shift ’s duration at full intensity in the heat .

Increase the duration of time at full intensity by no more than 20% a day until workers are used to working in the heat.

Drink Cool Water

Drink cool water even if you are not thirsty — at least 1 cup every 20 minute s.

Take Rest Breaks

Take enough time to recover from heat given the temperature, humidity, and conditions.

Find Shade or a Cool Area

Take breaks in a designated shady or cool location.

Dress for the Heat

Wear a hat and light- colored, loose-fitting, and breathable clothing if possible

Watch Out for Each Other

Monitor yourself and others for signs of heat illness.

If Wearing a Face Covering

Change your face covering if it gets wet or soiled. Verbally check on others frequentl y.

First Aid for Heat Illness

The following are signs of a medical emergency! Abnormal thinking or behavior

Loss of consciousness

1 CALL 911 IMMEDIATELY

2 COOL THE WORKER RIGHT AWAY WITH WATER OR ICE

3 STAY WITH THE WORKER UNTIL HELP ARRIVES

Watch for any other signs of heat illness and act quickly. When in doubt, call 911.

If a worker experiences :

Headache or nausea

Weakness or dizziness

Heavy sweating or hot, dry skin

Elevated body temperature

Thirst

Decreased urine output

Take these actions:

Give water to drink

Remove unnecessar y clothing

Move to a cooler area

Cool with water, ice, or a fan

Do not leave alone

Seek medical care if needed

Consejos para Prevenir las Enfermedades Relacionadas con el Calor en el Trabajo

La exposición al calor al trabajar al aire libre y en espacios interiores puede ser peligrosa.

Maneras de Protegerse a Usted y a los Demás

Modere Su Actividad. Casi 3 de cada 4 muer tes por el calor ocurren durante la primera semana de trabajo.

Los trabajadores nuevos y los que regresan necesitan adaptarse al calor (aclimatarse) y tomar descansos frecuentes. Siga la Regla de 20%. El primer día, no trabaje más de 20% de la duración del turno a intensidad plena en el calor. Aumente la duración del tiempo a intensidad plena no más de 20% al día hasta que los trabajadores estén acostumbrados a trabajar en el calor.

Beba Agua Fría

Beba agua fría aun si no tiene se d — al menos 1 vaso cada 20 minutos.

Tome Descansos

Tome suf iciente tiempo para recuperase del calor dada la temperatura, humedad y condiciones.

Busque Sombra o un Área Fresco

Tome descansos bajo la sombra o en un sitio fresco.

Use Ropa Adecuada

Use sombrero y ropa liviana, de color claro, holgada y respirable de ser posible.

Esté Pendiente a Sus Compañeros

Vigile a usted y a los demás por signos de enfermedades relacionadas con el calor.

Si Usa una Cubierta Facial

Cambie su cubier ta facial si se moja o ensucia. Pregunte frecuentemente si los demás están bien.

Primeros Auxilios en Caso de Enfermedades Relacionadas con el Calor

¡Los siguientes son señales de una emergencia médica!

Pensamiento o comportamiento anormal ? ? ? ? ? ? Dificul tad para hablar

Convulsiones

Pérdida de conocimiento (desmayo)

1 LL AME AL 911 DE INMEDIATO

2 ENFRIE INMEDIATAMENTE AL TRAB AJADOR CON AGUA O HIE LO

3 PERMANEZCA CON EL TRABAJADOR HASTA QUE LLEGUE LA AYUDA

9-1-1

Observe cuidadosamente cualquier señal de enfermedades relacionadas con el calor y ac túe rápido. En caso de duda, llame al 911.

Si el trabajador experimenta:

Dolor de cabeza o nauseas

Debilidad o mareos

Sudor abundante o caliente, piel seca

Alta temperatura corporal

Sed

Disminución del gasto urinario

Tome estas acciones:

Dar de beber agua fria

Qui tar la ropa innecesaria

Mover a un área más fresco

Enfriar con agua, hielo o ventilador

No dejar al trabajador solo

Buscar ayuda médica de ser necesario

Para más información: 1-800-321-OSHA (6742) TT Y 1-87 7-889-562 7 www.osha.gov/heat

La ley federal le concede el derecho a un lugar de trabajo seguro. Usted tiene el derecho de expresar sus preocupaciones sobre peligros sin miedo a represalias. Visite www.osha.gov/workers para información sobre cómo presentar una denuncia confidencial ante OSHA y solicitar una inspección

GIVING AND RECEIVING

CONSTRUCTIVE FEEDBACK

Steve Keating LeadToday

GIVING AND RECEIVING CONSTRUCTIVE FEEDBACK is an important skill in both personal and professional relationships.

It helps us to learn and grow. It gives us a chance to improve our performance. It can also build stronger connections between the giver and receiver of the feedback. Authentic Leaders know that

constructive feedback is fuel for growth. They seldom miss an opportunity to provide that fuel to their people. Even when the feedback can be somewhat difficult to deliver, they press on.

But not in a haphazard or “off the cuff” fashion. Their feedback is thoughtful and well-planned. They know that feedback can be easily misconstrued, so they choose their words carefully. Here are some additional considerations of Authentic Leaders as they prepare to provide feedback to their people.

• Find a suitable environment where both parties can have privacy. Feedback conversations require focus without distractions.

• Clearly identify the behavior or situation you want to address. Provide specific examples to support your feedback. Always avoid making generalizations or personal attacks.

• Start by acknowledging the person’s strengths and accomplishments. This helps create a positive tone and shows that you value their efforts. Then, provide suggestions for improvement, focusing on the behavior rather than the person.

• Instead of telling someone exactly what to do, explain the impact of their actions. Offer suggestions for alternative approaches. Encourage them to find their own solutions and take ownership of their development.

• Frame your feedback using “I” statements to express your perspective and feelings rather than making assumptions or accusations. This helps avoid putting the other person on the defensive and fosters open communication.

• Maintain a respectful and supportive tone throughout the conversation. Show empathy by considering the person’s feelings and perspective, and be mindful of how your words may be received.

Authentic Leaders don’t just give feedback. They actively seek feedback on their own performance. They develop a level of trust with their people so that their people can openly and honestly help them become better leaders. Many people, even those who are effective at providing feedback, struggle with receiving it. Here are a few ideas to help with receiving feedback that, at times, may be hard to hear.

• Create an environment that encourages feedback by actively listening without be-

coming defensive. Remind yourself that feedback is an opportunity for growth and improvement.

• Seek clarification. If you don’t fully understand the feedback or need more information, ask questions to gain clarity. This demonstrates your willingness to learn and shows you value the other person’s input.

• It’s natural to feel defensive or upset when receiving feedback, especially if it highlights areas for improvement. Take a moment to collect your thoughts and focus on staying calm and composed.

• Instead of making excuses or justifying your actions, try to understand the perspective of the person giving feedback. Consider their points objectively and look for areas where you can learn and grow.

• Show appreciation for the feedback received, as it reflects someone’s effort to help you improve. Thank the person for their insights and for taking the time to provide feedback.

• Reflect on the feedback and develop an action plan to address the areas of improvement. Seek support or resources if needed, and communicate your progress to the person who gave you feedback. Remember, constructive feedback is meant to help individuals grow and develop. It’s important to approach these conversations with a positive and constructive mindset. That’s true whether you’re giving or receiving the feedback.

These suggestions are by no means all-encompassing. But they can help you build stronger relationships and continuously improve yourself and others.

As always, giving and receiving feedback is a choice you must make for yourself. Just be aware that the most successful people always “opt in” when it comes to feedback.

➽ STEVE KEATING has over 30 years of sales and sales leadership experience and speaks around the world on topics relating to leadership, sales, customer service, and business management. He can be reached at stevekeating@leadtoday.net.

BACHMAN’S GROWER DIRECT:

HOW WE GROW TOGETHER MATTERS

Bachman’s Floral, Home and Garden has been a part of the Twin Cities’ community for the past 138 years. Since 1885, we have been a place for quality products, florals, home goods, and more. We are rooted in the values of passion, inspiration, and a commitment to excellence. We believe it is important to give back to our communities and support the people around us. The work we do with the community is at the heart of our Grower Direct program where we partner with non-profits and other organizations to offer a fundraising initiative while bringing beauty to life.

Bachman’s “Grower Direct” program started in the 1970s with our partnership with Richfield Lutheran Church, offering beautiful and decorative poinsettias at a discounted price. Since then, we’ve expanded the program to help even more non-profits and schools. Our primary goal is to help beautify community spaces and

help raise money for their programs to benefit community groups. We work with non-profits who provide varied services, from school athletic teams and church youth groups to choirs and orchestras. There are five seasonal programs to help community groups raise funds.

Our product is grown at our farm in Farmington, Minnesota, located twenty minutes south of the Twin Cities. The Grower Direct program was named because we directly grow the product we sell. The commitment and care we put in growing beautiful and healthy plants is reflected in our long-standing relationships with community organizations.

We are honored to support our community organizations and help them grow! The passion we bring to our work shines through the quality of our product and our commitment to our partnerships.

Watch ‘Em Grow Bulb Gardens

Watch ’em Grow Bulb Gardens contain a stunning variety of spring blooming bulbs including fragrant hyacinth alongside tulips, crocus and muscari. You’ll love to watch as the bulbs peak through the soil and into full bloom –the perfect antidote to winter.

All photos courtesy of Bachman's Wholesale Nursery & Hardscapes

Spring & Easter Flowers

Welcome spring with Bachman’sgrown Easter lilies and other blooming favorites. Vibrant colors, abundant foliage, and fragrant blooms are striking additions to usher in a new season.

Annuals, Veggies & Perennials

Dig in and grow something beautiful (or tasty!) with annuals, vegetables, and perennial plants. This program makes the start to garden season easy.

“The Fort Snelling Memorial Chapel Foundation has purchased plants for our Easter and Christmas Gardens from Bachman’s for the past several years… Bachman’s has always exceeded our expectations. In fact, it seems like the tulips, lilies and poinsettias just keep getting more and more beautiful each year.”

- Bev J.

“Our Cub Scout troop has used Bachman’s Poinsettia fundraiser program for the last four years and we could not be happier! They have given us top notch special service whether at delivery time, quality of plants, communication or quickly solving those little issues that have a way of popping up! I highly recommend Bachman’s if you are looking for a winter fundraising partner.”

- Tim S.

“Our school LOVES selling Bachman's poinsettias! The first year we did it we hoped to sell 200 plants, and sold 500! Now in our 6th year, we now sell over 650 per year with an average of 25 sellers per year. It is easily our biggest fundraiser and a very profitable one for us! We look forward to working with Bachman's every year for the quality of the product, the level of service they provide, and the ease of selling these beautiful plants! Thank you, Bachman's for the opportunity! It is a real difference maker for our organization!”

- Stacey L.

Fall Mums

A few containers of brilliantly colored mums always set an autumnal tone on the front porch or patio. Transition into a new season with harvest-hued favorites.

Poinsettias & Spruce Tops

Poinsettias are traditional and easy to take care of. Our greenhouses grow over 85,000 of these holiday favorites! Beautify your outdoors with lush and fragrant spruce tops, ideal in containers and window boxes for a festive flair.

Contractor Sales Yards

Metro Yards: Summer Hours

NEW 2023 PAVER COLOR, LATTE

Slatestone Smooth Latte (as shown)

Mon - Fri: 7am to 5pm & Sat: 8am to 12pm

Your locally owned headquarters for landscaping supplies and materials!

• VERSA-LOK retaining wall systems

• Willow Creek pavers and kits

• Unilock pavers

• Rosetta hardscapes

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LYON COUNTY

QUARANTINED FOR EMERALD ASH BORER

James Calkins

MNLA Regulatory Affairs Manager

The Minnesota Department of Agriculture (MDA) has confirmed that emerald ash borer (EAB; Agrilus planipennis) has been found in the city of Marshall in the middle of Lyon County which is one county removed from the South Dakota border in southwestern Minnesota. The find was discovered by a homeowner who reported the suspected infestation to the city. Larvae were subsequently collected by the MDA and were formally confirmed to be EAB larvae by the United States Department of Agriculture (USDA) Animal and Plant Health Inspection Service (APHIS).

As a result of the documented presence of EAB in Lyon County, the MDA has placed the entire county under emergency quarantine to reduce the risk of spreading EAB to other areas by preventing the movement of firewood and ash-tree-related materials that may harbor EAB out of the quarantined area until Lyon County can be added to the state formal Minnesota EAB quarantine which is intended. Lyon County is on the western periphery of the expanding area that is quarantined for EAB in Minnesota. EAB has not yet been documented in the neighboring counties to the north (Yellow Medicine County), south (Pipestone County and Murray County), and west (Lincoln County), but has been found in Redwood County to the east. The MDA news release announcing the EAB find in Lyon County is available at Emerald Ash Borer Found in Lyon County (state.mn.us) and the

language of the emergency quarantine for Lyon County is available online. Search Lyon County Emergency Quarantine.

The Lyon County infestation is the fourth new find of EAB this year in a Minnesota county and the eleventh county to be quarantined in the past seventeen months. EAB was first detected in Minnesota in 2009 and has now been documented in 41 of Minnesota’s 87 counties. In addition to the new find in Lyon County, the other counties where EAB has been found so far this year (2023) include Faribault County and Clay County in March and Watonwan County in January. Seven Minnesota counties were quarantined for EAB in 2022, including Isanti County in November, Sherburne County in August, Kandiyohi County in May, Carlton County and Lake County in April, Waseca County in March, and Le Sueur County in February. As unfortunate as the continuing spread of EAB in Minnesota is, it is important to note that the majority of Minnesota, including most

MNLA Foundation Design Contest

Guided by the MNLA Foundation’s mission to invest in education for the green industry, this year we initiated a juried landscape design competition for students to gain real-world experience.

We are pleased to announce Jacob

Dobson, a student in the Horticulture/ Landscaping Program at Central Lakes Technical College in Brainard, as the design contest winner. The objective of this new competition was to design a permanent garden at the Minnesota State Fairgrounds as a showpiece for

green industry education efforts. This garden space will be in a prominent location by the FFA Landscape Design & Construction Contest showcases near the CHS Miracle of Birth Center. Students worked with a professional landscape designer to craft and submit their

entries. Special thanks go to Kurt Schrader, SiteOne, for volunteering to work with the student designer and install the garden, and Bailey Nurseries for donating the materials. Support from members allows the MNLA Foundation to continue to fulfill our mission of changing

the way young adults, parents, and community members look at the green industry as a career choice.

New OSHA Rule Requires Enhanced Electronic Annual Injury Reporting for Landscape Companies with More than 100 Employees

Figure 1. The emerald ash borer (EAB) flight season begins on May 1 each year and D-shaped exit holes created by emerging EAB adults can be found on infested ash trees

James Calkins

of the area in the counties that have been quarantined for EAB, is not yet infested and efforts to prevent the spread of EAB in Minnesota remain valid and worthwhile, including protective treatments for healthy trees which have proven to be very effective.

In addition, and on a positive note, USDA Forest Service research initiated in Michigan and expanded to other states (including Minnesota) and Canadian provinces indicates that biocontrol efforts employing four species of parasitic wasps that are natural predators of EAB in China and Russia (Spathius agrili, Spathius galinae, Tetrastichus planipennisi, and Oobius agrili) may be effective in reducing the impacts of EAB. Ash trees are showing signs of regenerating in these areas (see the resources at the end of this update for links to additional information about these efforts.) These findings and the possibility that genetic resistance to EAB exists within ash populations based on the existence of “survivor” and “lingering” trees in infested areas is good news.

The public and nursery and landscape professionals have an ongoing opportunity to comment on the proposed addition of Lyon County to the state formal EAB quarantine through August 15, 2023, by contacting Kimberly Thielen Cremers at the MDA (625 Robert Street North, St. Paul, MN

55155; Kimberly.TCremers@state.mn.us). If approved, the addition of Lyon County to the state’s formal EAB quarantine will become effective on August 17, 2023. The state quarantine regulates the movement of all life stages of the emerald ash borer insect and the intra- and interstate movement of ash wood and wood products from quarantined areas including all hardwood firewood, ash nursery stock, and green lumber, wood waste, compost, and woodchips derived from ash species (Fraxinus spp.). It is critical that

these quarantine restrictions be followed if the continued, human-mediated, spread of EAB to new locations is to be prevented. The language of the current version of the state formal EAB quarantine (Version 29; Lyon County not yet added) can be found at Formal EAB Quarantine Version 29 Faribault County. docx_.pdf (state.mn.us)

EAB in Wisconsin, Iowa, and the Dakotas  New emerald ash borer infestations have also been found in two counties in Wisconsin

On July 21, 2023, OSHA announced a rule (bit. ly/oshalandscape) that is amending its regulation to require establishments with 100 or more employees in certain designated industries to electronically submit information once a year on three forms: 1) 300 – Log of work related

injuries and illnesses, 2) 301 – injury and illness incident report, and 3) 301A – summary of related injuries and illnesses. Additional information on completing the three forms can be found here: bit. ly/oshaforms. OSHA will not collect employee names or addresses, names of health care

professionals, or names and addresses of facilities where treatment was provided if treatment was provided away from the worksite from Forms 300 and 301. Landscape companies with 20+ employees will continue to be required to electronically submit information from their

OSHA Form 300A annual summary to OSHA once a year. This directly impacts the landscape industry because of its designation as hazardous under the NAICS code 5617 “services to buildings and dwellings” which encompasses NAICS 561730 “landscape services.” The

impetus of this action is to hold companies accountable via public information for the amounts and types of injuries that occur within their company for prospective employees. The rule will go into effect January 1, 2024.

Figure 2. Emerald ash borer (EAB) infested areas (circled in green) and quarantined areas (red) in Minnesota as of July 8, 2023; Lyon County is circled in blue.

Minnesota Department of Agriculture; Emerald Ash Borer Status (arcgis.com)

where EAB had not been previously detected this year (2023) – Vilas County in March and Polk County in April. EAB was first detected in Wisconsin 15 years ago in 2008 and has now been detected in 68 of Wisconsin’s 72 counties leaving only four counties where EAB has not yet been detected in the state. These four counties are in the northern part of the state and include Burnett, Rusk, Taylor, and Washburn County. It is still illegal to move firewood and other regulated items out of state to non-quarantined areas, and other restrictions on the movement of firewood related to spongy moth (formerly gypsy moth), and rules for the movement of firewood on state, federal, and tribal lands remain in place. The new finds in Wisconsin have not resulted in any federal or state regulatory changes since EAB was deregulated at the federal level on January 14, 2021, and Wisconsin instituted a statewide quarantine in 2018. A map of EAB detections in Wisconsin is available at EABDetectionsWisconsin.pdf and additional information about EAB in Wisconsin is available on the Wisconsin Department of Agriculture, Trade and Consumer Protection (DATCP) website at DATCP Home Emerald Ash Borer (https://datcp.wi.gov/Documents/EABDetectionsWisconsin.pdf).

EAB also continues to spread in Iowa where it has now been documented in all but two of Iowa’s 99 counties – Emmet County, located across the border from Jackson County and Martin County in Minnesota (EAB has not yet been documented in Jackson County but has been found in Martin County), and Palo Alto County, located directly south of Emmet County. Portions of both of these counties are, however, within 15 miles of infestations in the surrounding counties and EAB will likely be found in these counties soon. There have been finds in four new counties so far this year (2023). EAB was first detected in Iowa in 2010 and a statewide quarantine has been in place since 2014. Like Wisconsin, which has a statewide quarantine and where the movement of EAB-regulated materials is allowed throughout the state, it

is still illegal in Iowa to move regulated items out of state to non-quarantined areas.

In South Dakota, EAB has only been detected in Sioux Falls and several surrounding cities at this time and four counties have been quarantined – Lincoln County, Minnehaha County, Turner County, and Union County. EAB was first detected in South Dakota in 2018. Although EAB was found in Moorhead, MN, earlier this year (2023) and western Clay County has subsequently been quarantined for EAB, EAB has not yet been detected across the border in Fargo, ND, or anywhere else in North Dakota. Additional information about EAB in Iowa, North Dakota, and South Dakota is available at http://www.iowatreepests.com/eab_home.html, https://www.ndda. nd.gov/eab, and https://emeraldashborerinsouthdakota.sd.gov/, respectfully.

EAB Identification

Although EAB-infested ash trees can be identified at any time during the year, fall, winter, and early spring are the best times to be on the lookout for signs of EAB as these are the times during the year when EAB infestations are most often detected as a result of the damage to ash trees caused by woodpeckers searching for EAB larvae under the bark of infested trees that tends to be easier to see when leaves are not present – bark flecking (also called “blonding”) and deeper pecking holes where EAB larvae have been extracted. Although more difficult to see in the upper crown when leaves are present, woodpecker damage is still detectable on the lower branches and trunks of EAB-infested trees once the trees have leafed out and has been especially widespread and obvious in infested areas this year as are the numbers of dead and dying trees in infested areas. Canopy thinning and dieback, typically beginning in the upper crown of the tree and moving downward, and often preceded by the yellowing, death, and abscission of leaves on dying branches, heavy seed production on female trees, D-shaped exit holes produced by emerging adults on larger branches and

trunks of infested trees, bark splitting caused by the tunneling of EAB larvae that may expose the distinctive, S-shaped larval tunnels (galleries) under the bark, and the development of epicormic shoots on the trunk and in the lower crown (growth produced when dormant buds under the bark are triggered to grow in response to stress) are additional signs of an EAB infestation.

A video developed by the University of Minnesota Extension entitled How to Look for Emerald Ash Borer Now may also help property owners assess whether their ash trees are infested with emerald ash borer and learn how to protect and manage existing ash trees in their landscapes that are threatened by this devastating pest. The video can be accessed at NEW VIDEO: How to Look for Emerald Ash Borer Now (umn.edu) and is a good University of Minnesota resource that arborists and garden center personnel can recommend to customers who are concerned about EAB and the health of their ash trees.

When an EAB infestation is suspected, homeowners are encouraged to contact a tree care professional or their city forester. In addition, nursery and landscape professionals are also encouraged to be on the lookout for signs and symptoms of EAB, and suspected infestations that are not within the quarantined areas of the state should be reported to the MDA using the Report a Pest reporting system at 1-888-545-6684 or https://www. mda.state.mn.us/reportapest. A map showing the EAB-infested and quarantined areas in Minnesota is available at Emerald Ash Borer Status (arcgis.com)

Finally, it has been well-documented that the movement of infested ash firewood is a primary pathway for the spread of EAB (and other pests) to new areas. As a result, hardwood firewood may not be moved from quarantined areas to non-quarantined areas unless it is certified by the Minnesota Department of Agriculture (MDA). Better yet, firewood should not be moved around the state or even within an infested county. In Minnesota, firewood may only be moved out-

ALTHOUGH EAB-INFESTED ASH TREES CAN BE IDENTIFIED AT ANY TIME DURING THE YEAR, FALL, WINTER, AND EARLY SPRING ARE THE BEST TIMES TO BE ON THE LOOKOUT FOR SIGNS OF EAB…

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side areas quarantined for EAB if it has been heat-treated to state standards and certified by the MDA under a compliance agreement. With the entire state of Wisconsin under quarantine, firewood can legally be moved freely between counties within the state, but the movement of firewood is still discouraged unless it has been properly treated. It is important to remember that, in addition to EAB, firewood can harbor a variety of damaging insect pests and diseases, and the movement of firewood can introduce these pests to areas that are not yet infested.

Given the importance of firewood as a potential pathway for spreading EAB to new areas, moving uncertified hardwood firewood out of EAB-quarantined areas is illegal and punishable by a fine of up to $7,500 per violation per day. Only firewood that has been certified by the Minnesota Department of Agriculture (MDA) may be moved outside quarantined areas and must bear the MDA certificate on the label.

Additional Information About Firewood:

• Moving firewood in Minnesota: https://www.mda.state.mn.us/plants-insects/firewood-information

• Firewood restrictions in Minnesota: https://www.dnr.state.mn.us/firewood/ index.html

• Moving firewood in Wisconsin: https://datcp.wi.gov/Pages/Programs_ Services/MovingFirewood.aspx

• Firewood rules in Wisconsin: https://dnr.wisconsin.gov/topic/Invasives/ firewood.html

Additional Resources:

• MDA Newsroom Article – Emerald Ash Borer Found in Lyon County (state.mn.us).

• MDA EAB Webpage (including links to information about the status of EAB in Minnesota and North America, emergency and formal quarantines, and other information about EAB in Minnesota and the activities of the MDA in managing

EAB) – https://www.mda.state.mn.us/eab

• Additional information about EAB in the United States and Canada – http://www. emeraldashborer.info/

• Additional information about EAB biological control efforts nationwide and in Minnesota is available at bit.ly/3DNNdKB, https://www.mda.state.mn.us/ plants/pestmanagement/eab/eabbiocontrol, and https://link.springer.com/article/10.1007/s10526-023-10182-w

➽ TO COMMENT ON THE PROPOSED ADDITION, contact Kimberly Cremers at 625 Robert Street North, St. Paul, MN 55155; Kimberly.TCremers@ state.mn.us

➽ IF YOU HAVE QUESTIONS or comments regarding this MNLA Regulatory Update or the status of EAB in Minnesota and neighboring states, or other places in North America, contact Jim Calkins, MNLA Regulatory Affairs Manager, at jim@mnla.biz; 612-258-7744.

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HOW DOES THE COVID-19 PANDEMIC SHIFT

US CONSUMER SPENDING ON LANDSCAPE SERVICES AND EQUIPMENT?

Chengyan Yue, Professor, Bachman Endowed Chair in Horticultural Marketing, Department of Horticultural Science and Department of Applied Economics, University of Minnesota

Manlin Cui, PhD Candidate, Department of Applied Economics, University of Minnesota

Eric Watkins, Professor, Department of Horticultural Science, University of Minnesota

US HOMEOWNERS are motivated by recreation and aesthetic pleasure to purchase landscape products and services.

Many invest significant money and time in improving their gardens, yards, and lawns, using various tools and equipment for do-it-yourself (DIY) landscaping. Others opt for landscaping service companies to design, install, and maintain their landscapes. The onset of the COVID-19 pandemic restricted many residents to stay at home, limiting their options for entertainment and motivating them to spend more money on home renovations. To understand how the landscaping industry has responded to the COVID-19 pandemic, this report compares the consum-

er expenditure patterns on landscape service and DIY equipment between the pre-pandemic period and during the COVID-19 pandemic period (2009–19 vs. 2020–21).

The data used in this report was obtained from the US Bureau of Labor Statistics’ nationwide consumer expenditure (CE) survey. The survey collects data on participants’ reported expenditures for a wide range of categories of goods and services. In this report, we focus on participants who have lawns, and therefore, are likely to have demand for landscape services and DIY equipment. We use a representative sample of 78,570 U.S. consumers from the CE survey between 2009 and 2021 to examine the impacts of the COVID-19 pandemic on landscape services and DIY equipment expenditure patterns. As of the date of this study, the latest CE data captured expenditures only through the second

quarter of 2021, so we projected expenditures and percentages of purchasers for the third and fourth quarters of 2021 using average four-quarter expenditure ratios and purchasing percentage ratios from prior years. The expenditure data is adjusted for inflation based on the 2009 consumer price index.

Impact of the COVID Pandemic on Landscape Service and DIY Equipment Consumption

In the United States, the average quarterly expenditures on landscape services fell slightly in 2020 and then increased considerably in 2021 (Figure 1). The average expenditures for each quarter on landscape services in 2021 were higher than the same quarters for 2009–19. The expenditures per quarter on DIY equipment during the COVID-19 pandemic increased moderately in the first half of 2020 and then significantly afterwards.

THE ONSET OF THE COVID-19 PANDEMIC RESTRICTED MANY RESIDENTS TO STAY AT HOME, LIMITING THEIR OPTIONS FOR ENTERTAINMENT AND MOTIVATING THEM TO

Figure 2 shows the percentage of population that purchased landscape services and/ or DIY equipment increased after the onset of the COVID-19 pandemic. Prior to the pandemic, 28% of the population purchased landscape services and 13% bought DIY equipment. These statistics rose to 35% and 16% after the onset of the COVID-19 pandemic, respectively. In addition, we found that 40% of purchasers made repeated purchases of landscape services in the same year prior to the pandemic. And after the onset of the COVID-19 pandemic, the percentage of purchasers making repeated purchases of landscape services rose to approximately 48% in 2020 and 50% in 2021. Before the COVID-19 pandemic, approximately 4% of purchasers made repeated purchases of DIY equipment, while after onset of the pandemic, the percentage of repeat purchases of DIY equipment rose to 6% in 2020 and 7% in 2021.

Landscape Services and DIY Equipment Consumption Trends by Age Cohort

Age is an important factor affecting consumer expenditure on landscape services and DIY equipment. Among the three age cohorts studied, consumers aged 55 years or older

accounted for the greatest annual average shares of expenditures for landscape services (over 50%) and DIY equipment (over 40%) each year (Figure 3 and 4). Prior to the COVID-19 pandemic, this oldest age cohort increasingly directed their expenditures to landscape services — their share of services purchases rose from around 56% in 2009 to 67% in 2019, while the share of equipment purchases dropped from 53% in 2009 to 44% in 2019. However, during the pandemic, their share of landscape services expenditures declined by 8% and the share of DIY expenditures rose by 11%, which is roughly equivalent to their share in 2009. The shares of landscape services purchases made by the youngest cohort (under 40 years) varied little over time and their shares of DIY equipment expenditures have shown a pattern that did not. Their shares of DIY equipment expenditures have to correspond with economic downturns or the pandemic.

Takeaways

In the United States, the patterns of landscape services and equipment expenditure shifted in response to the COVID-19 pandemic. Here is the summary of the key findings of this report:

• During the COVID-19 pandemic, the

percentage of consumers who purchased landscape services increased, while the expenditures on landscape services decreased slightly in 2020 and began to rebound in 2021.

• Expenditures on DIY equipment increased during the COVID-19 pandemic, particularly in the third quarter of 2020. While more people made DIY equipment purchases during the pandemic, there was also an increase in repeat purchasers.

• During the pandemic, the increase in expenditure arose mostly from existing consumers rather than from new consumers.

• The older cohort (55 years or older) steadily spent more on both landscape services and DIY equipment with a shift toward DIY equipment during the pandemic.

• Over time, the younger cohort (under 40 years) did not change their expenditures on landscape services, but showed a growing interest in DIY activities and purchased more DIY equipment.

• As workers returned to their workplaces, their demand for landscape services and DIY equipment could shift again.

HOW TO REACH

RETAIL

CUSTOMERS IN SPITE OF THEIR COCOONS

Phibbs

Bob

The Retail Doctor

Cat videos... no

Banksy... yes

Candy Crush... no

People who like X... yes

People who believe in Y... no

We have surrounded ourselves with images, content, and opinions to protect ourselves from the fear of the outside world. Actually, we haven’t created worlds as much as we have created cocoons

With every new friend we add, video we share, or product we like, the web shapes itself more closely around our cocoon. App developers have discovered that people trust a machine more if it has a personality, especially a sense of humor, and not just the ability to answer a question correctly. The New York Times article, Siri Tell Me a Joke. No a Funny One, details how the app designers for Siri and its siblings give them more personality by scouring the billions of conversations on the web to learn how to replicate some of that natural banter.

It seems humor with natural banter can break the cocoon. Same with your retail customers. Like when I heard about a woman shopper who walked into a store, held up her hand, and said in response to a friendly greeting, “I’m not buying anything today. I’m just looking.” Seeing the need to engage, the professional retail saleswoman simply said, “Well, that’s good to know, then let’s just play!”

The shopper ended up buying.

Or another time when I heard a salesman use a Window of Contact with a customer who casually mentioned she had a 3-year-old as she walked by. “I have a 3-year-old too! Would you like to see a picture?” he asked. She replied, “Sure.” He then pulled out his smartphone and proudly presented a picture of his Great Dane, and the customer burst out laughing.

And the woman ended up buying.

Or when, many years ago, I was closing a big sale by showing the customer how the luxury items he’d picked out matched what he had been searching for high and low. He stopped, looked up at me, and asked rather strongly, “You’re not trying to sell me, are you?” I replied, “Let’s get the cast of characters right - you’re the customer who wants to buy; I’m the salesman here to help you buy.” He laughed and simply said, “OK, I’ll take it all.”

On the other hand

Many working in brick-and-mortar stores would approach these three scenarios very differently. To the woman who said she wasn’t buying, most clerks would accept her at her word, add their own narrative about what a witch she was, and go pout behind the register. To the woman who shared she had a young daughter, most would simply say how nice and wait silently for the customer to pick an item — or leave. In my case, most clerks would run as quickly as possible from ever saying they were indeed trying to sell something. They would apologize, trip all over themselves, and say, “Oh no, I’m not trying to sell you something,” then leave the customer without pushing through to the other side.

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RETAILERS NEED TO PULL SHOPPERS INTO THEIR STORES THROUGH EXCEPTIONAL EXPERIENCES

... HUMANS MEETING OTHER HUMANS.

So many salespeople are so unsure of their abilities that if a customer says something to put them off — to keep themselves in their own cocoon ‚ those employees take it as a purposeful building of an impermeable wall.  But more often than not, it should be taken as an opportunity to find something funny to share to crack the cocoon.

Humor goes a long way in letting the butterfly of the shopper out. Otherwise, they’ll walk. And you need to coax that butterfly out of the cocoon... especially if you sell luxury items.

A sales professional helps customers see everything they’ve wanted is on the other side of fear.

• Do you want to sell more, to give better customer service?

• Get your employees to talk with their

customers about their travels to other cities, cultures, and countries.

• Get them to talk about what excites them.

• Get them to mimic better conversations than they text.

• Get them to explain, with a few details, what they are feeling or seeing or doing.

• Get a copy of 30 Days To A More Powerful Vocabulary, and have them use a new word each day.

In sum

We don’t know how to talk to each other face-to-face. The New York Times article concluded, “As voice-activated assistants become more prevalent, moving from our smartphones into our cars, living rooms, and television sets, they will need to be more articulate and, most of all, funnier.” I would modify

it for retail to say, “As cocooned shoppers enter our stores and boutiques, our salespeople will need to be more articulate and, most of all, funnier.”

Rather than robotically pushing messages on a smartphone — discounts usually — to consumers, retailers need to pull shoppers into their stores through exceptional experiences they can’t find anywhere. Humans meeting other humans. And that takes retail sales training to get past shoppers’ cocoons.

➽ 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.

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Benefits of MNLA Membership

What do I get when I join?

1. Advocacy

MNLA has nearly 1,000 member-businesses whose unique voices combine to speak loudly in legislative affairs, and the larger MNLA is, the louder our collective voice. Our advocacy program exists to protect your business’ interests in government affairs.

2. Credibility

Enhance your marketing power by identifying your company with the leading regional Green Industry organization. Plus, earning the MNLA Certified Professional credential provides instant credibility with your clients and distinguishes you from the competition.

3.

Connections

Network with your peers and connect with industry professionals who understand your situation. Many members report finding “just-in-time” answers to nagging questions. Sometimes your best resource is a colleague who has gone before you. Join the journeys of other owners or employees who face the same challenges you do.

4. Education (with special member rates)

Members enjoy special rates to attend Northern Green and other educational programs, including licenses and certifications your company is required by law to maintain. The Green Industry Leadership Institute is available for MNLA members only. Plus our library of free online education and our partnership with Greenius helps you save money while training your crews.

5. Information

Members stay up-to-date on industry news and issues with access on MNLA. biz, in MNLA eNews, and The Scoop. Vital industry information on trends, research, marketing, and regulatory compliance gives you an edge in a competitive market.

6. Partnerships (that save you money)

We’re proud to partner with multiple organizations to offer members discounts on vehicles through Chrysler; fuel discounts and more from Holiday/Circle K and Kwik Trip; discounts on legal services through Zlimen & McGuiness; discounts on green industry training via Greenius; discounts on garden center pop-up trays; and more. It all adds up!

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“MNLA did a great job of lobbying for and informing all garden centers during the initial phases of Covid shutdown. We all tried to do our part, but I know that a strong and healthy association like MNLA is essential to the well-being of all our industry businesses.”

David Lewis, Sargent’s Nursery, Inc., Red Wing

“In spring 2020, the Governor and state officials heard from our industry loud and clear, which brought about the changes we needed. Just like any business decision, you have to stick with who has supported you in the past, and MNLA has proven themselves as a valuable partner.”

Tony Yost, Twin City Lawn Maintenance, Shoreview

When ill-advised Covid-19 policy threatened your business, MNLA made sure policymakers knew you were essential.

Help us to be ready to fight for you the next time.

In the spring of 2020, it became clearer than ever how essential a strong, professional association is.

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• Flowers & perennials

We Sell New, Used and Repair:

• Toro • Lawn Boy • Echo PICK UP OR SAME DAY DELIVERY SERVICE

5901 Nicollet Ave S, Mpls

P: (612) 866-8771

F: (612) 866-2156

Nicollet5901@yahoo.com

We accept:

M

• Fresh Sod cut daily

• Rock

• Black dir t

•

landscapeconcretecenter.com

• Keystone Retaining

Wall Systems

• Borger t Pavers

• Cement Block

• Decorative Rock

• Concrete Tools

• Landscaping Tools

• Natural Stone

• Jackson Wheelbarrows

• Stihl Power Equipment

• Wacker Power Equipment

• MK Diamond Products

• Stucco Products

• Boulder Creek Products

• London Stone

313 West 61st St., Mpls

P: (612) 866-0430

F: (612) 866-8642

landscapeandconcretecenter@yahoo.com

Jerrysgardenplace.com

Provides plants, Shrubs, Landscaping Hardware and Supplies, Yard Decor, Seeds, Garden Chemicals, Flowers & Perennials, Firewood & Accessories, Fresh Cut Sod Daily, Top Soil, Mulches, Decorative Rocks & Boulders. PICK

Jerrysgardeneagan@yahoo.com

EXTENSIVE LINE OF PRODUCTS FOR COLORED, STAMPED CONCRETE.

Serving the metro area for generations.

Felipe Illescas Government Affairs Director

Helping Members at the Local

You have heard about how active we are as an association at the Capitol to represent the priorities of members at the state level. However, did you know that we can also help you at the local level?

I recently had the pleasure of helping one of our members with a permitting issue in Minneapolis regarding synthetic turf. This member reached out to us because he could not get a permit approved to install the synthetic turf material that his client had asked for. The City of Minneapolis simply said that their code did not approve of this material due to it not being permeable. However, our member explained to me that his new product was different and that it is in fact permeable.

We reached out to the city zoning department to get more details and determined that the only way to move forward was to reach out to the City Council. Within a week, we had a couple of meetings set up, and one of the members of the City Council and their staff were able to contact the right department head and truly went above and beyond to ensure that our member could install his

product. Because of this particular scenario, we are now exploring the options of passing a city ordinance that will update city code to reflect this new technology in the synthetic turf arena and ensure that members that use this new product do not face the same challenges experienced in the past weeks. Additionally, I will be reaching out to other cities to ensure that their city code is up to date and will also be reaching out to state legislators to explore the possibility of introducing a bill on this topic in 2024.

Are you experiencing issues getting permits with local zoning departments? Do you have suggestions on other ways in which we can help your business? Please do not hesitate to reach out to me at 612-418-5382 or at felipe@ mnla.biz. Thank you so much for everything that you do as an MNLA member.

Future Landscapers!

For decades, I have visited Wilson Elementary School in Anoka to present a writing seminar for 5th graders each Mother’s Day week.

The kids are excited young ‘sponges’ and relish the insights from a ‘real’ author as to how to write interesting short stories about subjects they are familiar with. I always encourage them to keep a journal to record significant happenings in their lives and their day-to-day routines.

Then, on the Friday before Mother’s Day, the kids arrive in school buses at our company, Mickman Brothers (a recent Davey Tree acquisition), to tour our campus and do some horticultural training on annuals, perennials, trees, and shrubs. They are always in awe of our annuals greenhouse as we explain that these flowers were planted in February as small plugs and now they are large thriving baskets, containers, etc. ready to sell to families in our community.

Each child receives an annual (and a coupon for the garden center!) in a shopping bag to give to their mothers in honor of Mother’s Day. It is so fun to see them select their free 4½" annual for their moms. This part of the morning is more of a frenzy than an organized event!

We also stress the multiple career opportunities in the green industry. From driving bobcats and trucks to greenhouse growing and backoffice jobs, we explain that our industries have huge career opportunities.

At the end of the morning’s activities, I always ask if they have any more questions. Every single year, the one question that is ALWAYS asked is, “Mr. Mickman, how old do I need to be before I can work for Mickman Brothers?” Their eyes sparkle when I tell them there are many jobs for them when they get into high school. Future landscapers, indeed!

➽ JOHN MICKMAN is the co-founder and CEO of Mickman Brothers and a Past President of MNLA. He can be reached at john@ mickman.com. Photos courtesy of the author.

John Mickman Mickman Brothers Inc., A Davey Tree Company

MONDAY, JAN. 22 | ST. PAUL RIVERCENTRE

Northern Green 2024 Pre-Conference Sessions

POWER LIMITED TECHNICIAN (PLT) RELICENSURE

PESTICIDE RECERTIFICATION (CATEGORIES A, E, & P)

Course Approval Code #: Pending on approval from MN Dept. of Labor and Industry

This course has been submitted to the Minnesota Dept. of Labor & Industry for approval for eight hours of continuing education requirements for the Power Limited Technician License, including 2 hours of code and 6 hours of technical training oriented specifically toward the landscape industry.

Pending approval by the Minnesota Dept. of Agriculture (MDA), this workshop meets Commercial Pesticide Applicator Requirements for Category A (Core), Category E (Turf and Ornamentals), as well as an option to add Category P (Vertebrate Pest Control).

Licensed applicators with Categories A and E who last attended a recertification workshop in 2022, and newly-licensed pesticide applicators in 2023, must attend an MDA-approved workshop by December 31, 2024. By attending the Pesticide Recertification class and scanning in and out onsite with staff of MDA, applicators will obtain recertification credit.