The Scoop Online – October 2012 by Minnesota Nursery & Landscape Association

ADVERTISER INDEX

THE

From the Executive Director . . . . . . . . . . 8 Awards . . . . . . . . . . . . . . . . . . . . . . . . . . 10, 14 Certiﬁcation . . . . . . . . . . . . . . . . . . . . . . . . 12 Arborists. . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Government Aﬀairs . . . . . . . . . . . . . . . . . 18 MDA Update . . . . . . . . . . . . . . . . . . . . . . . . 19 Recycling . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 Education. . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Northern Green Expo . . . . . . . . . . . . . . . 22 Super Tuesday . . . . . . . . . . . . . . . . . . . 23-24 Landscape Design . . . . . . . . . . . . . . . . . . 25 State Fair . . . . . . . . . . . . . . . . . . . . . . . . 30-31 MNLA Membership . . . . . . . . . . . . . . . . . 32 MNLA Foundation Research . . . . . . . . . 33 Management . . . . . . . . . . . . . . . . . . . . . . . 36 Landscape Contractors . . . . . . . . . . . . . . 41 Plant of the Month . . . . . . . . . . . . . . . . . . 43

www.MNLA.biz | oCTobER 2012

A Top Notch Equipment ....................5 Aspen Equipment.............................4 Belgard Hardscapes - Northfield .....10 Bridgewater Tree Farms..................18 Carlin Horticultural Supplies/ ProGreen Plus............................20 Casualty Assurance.........................19 Central Landscape Supply...............16 Crysteel Truck Equipment ...............40 Cushman Motor Co. Inc ...................19 Frost Services.................................40 Fury Motors ...................................25 Gardenworld Inc.............................36 Great Northern Equipment Distributing, Inc.........................27 Haag Companies, Inc. .......................9 Hedberg Landscape & Masonry Supplies ....................................14

Jeff Belzer Chevrolet ......................11 JRK Seed and Turf Supply................26 Klaus Nurseries ..............................28 Landscape Alternatives ..................38 Liberty Tire Recycling .....................40 Quality Insurance Service ...............38 Sterling Arbor LLC...........................26 The Builders Group.........................33 The Mulch Store .............................15 Titan Machinery ..............................2 Towmaster, Inc. (Big Tow) ...............35 Tri-State Bobcat, Inc..................13, 39 Truck Utilities & Mfg. Co..................16 University of Minnesota Continuing Education.................17 Wheeler Landscape Supply .............41 Ziegler Cat .......................................3

event calendar OCTOBER 10

Open House Days at the Minnesota Landscape Arboretum Grass Collection Minnesota Landscape Arboretum, Chaska www.arboretum.umn.edu

24-26

8 Super Tuesday Best Management Practices for Minnesota Invasive Insects and Diseases Minneapolis Convention Center www.mnla.biz | 651-633-4987

GIE + Expo 2012

Kentucky Exposition Center, Louisville, KY www.gie-expo.com

24-26

JANUARY

Hardscape North America

Kentucky Exposition Center, Louisville, KY www.hardscapena.com

29-31

Upper Midwest Invasive Species Conference (UMISC) La Crosse Center, La Crosse, WI www.umisc2012.org

NOVEMBER 2-6

2012 Irrigation Show & Education Conference Orange County Convention Center, Orlando, FL www.irrigation.org

8-10 TCI Expo 2012

8 Super Tuesday Permeable Paver Certificate Course Minneapolis Convention Center Sponsored by County Materials Corporation. www.mnla.biz | 651-633-4987

8 Super Tuesday Landscape Irrigation Troubleshooting (PLT Relicensure) Minneapolis Convention Center Sponsored by MTI Distributing, Inc. www.mnla.biz | 651-633-4987

8 MNLA CEO Symposium Hyatt Regency Hotel, Minneapolis www.mnla.biz | 651-633-4987

9-11

Northern Green Expo

Minneapolis Convention Center Exhibit contracts available www.northerngreenexpo.org | 651-633-4987

The Baltimore Convention Center, Baltimore, MD www.expo2012.tcia.org

Pesticide Recertification

University of Minnesota , St Paul www.mnla.biz | 651-633-4987

DECEMBER 2-4 MASWCD Annual Convention & Trade Show Double Tree Hotel, Bloomington, MN www.maswcd.org

Visit www.mnla.biz for registration and details for MNLA programs! Questions? Call 651.633.4987. Sponsorships are available for selected seminars. Call Betsy Pierre at 763-295-5420 or e-mail betsy@pierreproductions.com. 6

www.MNLA.biz | oCTobER 2012

oCTobER 2012 | www.MNLA.biz

The Scoop | FROM THE EXECUTIVE DIRECTOR

Expo Makes Boring Topics Come to Life

Minnesota Nursery & Landscape Association 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

MNLA Mission The mission of the Minnesota Nursery & Landscape Association is to help nursery and landscape related companies in Minnesota and the surrounding region operate their businesses more successfully.

BOARD OF DIRECTORS Debbie Lonnee, MNLA-CP, President bailey Nurseries, Inc. 651-768-3375 debbie.lonnee@baileynursery.com Heidi Heiland, MNLA-CP, Vice-President Heidi's Lifestyle Gardens 612-366-7766 • heidi@bloomonMN.com Herman Roerick, Secretary-Treasurer Central Landscape Supply 320-252-1601 hermanr@centrallandscape.com Bert Swanson, MNLA-CP, Past President Swanson’s Nursery Consulting, Inc. 218-732-3579 • btswanson2@gmail.com Randy Berg, MNLA-CP berg’s Nursery, Landscape/Garden Center 507-433-2823 rberg@smig.net Scott Frampton Landscape Renovations 651-769-0010 sframpton@landscaperenovations.com Tim Malooly, CID, CLIA, CIC Irrigation by Design Inc. 763-559-7771 • timm@ibdmn.com Mike McNamara Hoffman & McNamara Nursery & Landscaping (651) 437-9463 mike.mcnamara@ hoffmanandmcnamara.com Bill Mielke Waconia Tree Farms LLC 952-442-2616 billmielke@waconiatreefarms.com Bob Fitch MNLA Executive Director 651-633-4987 • bob@mnla.biz All original works, articles or formats published in The Scoop are © Minnesota Nursery & Landscape Association, 2012, and may not be used without written permission of MNLA. The Scoop is published 12 times per year by MNLA, 1813 Lexington Ave N., Roseville MN 55113. Address corrections should be sent to the above address. News and advertising deadlines are the first of the month preceding publication.

www.MNLA.biz | oCTobER 2012

By Bob Fitch, MNLA Executive Director or some of us, government affairs is a fascinating topic – an exciting game of strategy on multiple levels – kind of like the tri-dimensional chess set on the original Star Trek Bob Fitch series. However, I’m in the minority. For most people, government affairs is a like a trip to the dentist to get a tooth pulled – no fun. This year’s Northern Green Expo allows you to get a taste of government affairs presented in such a fashion as to be interesting to even the least political folks in our group. There are six sessions I’d like to direct your attention: Opening Keynote – This is not meant to be a government affairs session at all, but you just might learn a little bit about some public policy issues that could positively affect your bottom line. Speaker Don Shelby has become one of the region’s most outspoken advocates for the adoption of environmentally sustainable practices. As the former long-time anchor of WCCO-TV news, his high profile has helped to increase local awareness of sustainability issues. During his opening keynote, Shelby will share why green industry professionals are uniquely positioned to make a positive difference for the environment as well as the understanding among the populace about environmental sustainability. Japanese Barberry – On It’s Way to Being Outlawed? – Japanese barberry – one of the most popular landscape shrubs is likely facing judgment soon as a possible noxious weed to be regulated. Learn more at this 2:40 p.m. session on Wednesday. You Wouldn’t Plant Dandelions, Would You? – Bonnie Harper-Lore, U.S. Department of Transportation and Dr. Laura Jull, University of Wisconsin, will tackle the invasive plants issue from several different perspectives. Discussion points will include case studies of accidental and purposeful introductions, as well as

information on non-invasive cultivars of popular woody landscape species. The green industry has a lot at stake in this discussion. This session is at 3:40 p.m. Wednesday. Permeable Paver Systems for Stormwater Management – Another session that is not designed as a government affairs discussion, but is a topic with public policy ramifications which holds the promise of profits for landscape professionals. Learn more from Tim Oberg, Southview Design, at 9:40 a.m. Thursday. Current Trends and Policy Developments in Landscape Irrigation – The regulation of water has more potential ramifications for our industry than almost any other topic. At 2:00 p.m. Thursday, locally-based and nationally-recognized expert Tim Malooly, Water in Motion, will explain how the concept of water in North America as plentiful and cheap is rapidly changing and how you can prepare your business for a more water-aware world. City Permitting for Landscape Professionals – Finally, at 3:00 p.m. Thursday, Roger Axel, City of New Hope, returns to guide you through the state building code and municipal zoning codes as they apply to landscaping projects. Knowing when building permits are required, when an engineer’s signature is required, and provisions for working in the public right-of-way will minimize project delays, reduce cost overruns and help complete your project on time and, hopefully, under budget. Even if the word “government” raises the hair on your neck, these Expo sessions will bring government affairs to life in a way that promises to identify profit opportunities or position your business for success in the face of changes and threats. You can register for Expo at NorthernGreenExpo.org. ________________________________ Bob Fitch is executive director of the Minnesota Nursery & Landscape Association and can be reached at bob@mnla.biz.

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(612) 866-0430• Fax 612-866-8642 www.LandscapeAndConcreteCenter.com Your one-stop shop for all your concrete and landscaping needs! • Keystone Retaining Wall Systems • London Stone • Borgert Pavers • Boulder Creek Stone Product • Real Stone Product • Natural Stone • Stucco Product • Decorative Rock • Cement Block • Concrete Tools • Landscaping Tools• Jackson Wheel Barrows • Ames Tools • Wacker Power Equipment • Stihl Power Equipment

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KLIER’S NURSERY

5901 Nicollet Ave. S. • Minneapolis, MN 55419 (612) 866-8771 • Fax (612) 767-8377

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Wholesale & Retail: Sod • Topsoil • Decorative Rock • Mulches • Landscaping Tools • Firewood & Accessories • Garden Chemicals • Mowers • Trimmers • Other Power Equipment • Concrete Steppers • Boulders • Natural Stone • County Retaining Walls PICK UP OR SAME DAY DELIVERY

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www.SchaferEquipment.com EQUIPMENT FOR SALE: Bartell Power Equipment • Gilson Mixers Masonry Tools & Equipment Partner Concrete Saws Target Masonry Saws • Diamond Blades Jackson Wheelbarrows • FORMS • LARGE SELECTION OF CONCRETE STAMPS & CONCRETE TOOLS

RENTAL EQUIPMENT AVAILABLE

• Toro • Lawn Boy • Echo

SERVICE & REPAIR OF EQUIPMENT

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UW-River Falls Professor Terry Ferriss Honored With ASHS Fellow Award erry Ferriss, a professor of horticulture at the University of Wisconsin-River Falls (UWRF), was recently elected a Fellow of the American society of Horticultural Science (ASHS) for her outstanding contributions to horticulture and the Society. The Fellows Award is the highest honor that ASHS can bestow on a member. She was recognized for this accomplishment at the ASHS Annual Conference in Miami, July 31â&#x20AC;&#x201C;Aug. 3. Ferriss, of Hastings, Minn., joined the faculty at UWRF in 1979, and was instrumental in establishing the horticulture major. The program began in 1985 with 35 majors, and grew to more than 110 majors by 2005. Ferriss

www.MNLA.biz | oCTobER 2012

has held administrative positions at UWRF in her department and college, including serving as the director of the internship program for the College of Agriculture, Food and Environmental Sciences (CAFES) for the past 17 years. She has received multiple honors for her work at UWRF. In 1996, Ferris was named a UWRF Distinguished Teacher, the highest honor given to a faculty member at UWRF. Ferriss earned the UWRF Advisor of the Year award in 2003, and the UWRF Compass Award in 2009 for her work with first-year students. At UWRF, Ferriss initiated the establishment of the Alpha Zeta Chapter of Pi Alpha Xi (PAX), the national honor society for horticulture. She has served as secretary/treasurer, vice president and two terms as president of PAX National and was honored by being named a PAX Fellow in 2000.

Ferriss has been a member of ASHS for more than 34 years, missing only three annual meetings during that time. With ASHS, Ferriss has served in numerous roles, including leadership roles with the Teaching Methods Working Group, the Scholarship Awards Committee and the Collegiate Activities Committee. She is widely recognized for her advocacy work on behalf of the ASHS Certification Programs. In 1989, ASHS honored her with the Outstanding Undergraduate Horticulture Educator Award. The first class of ASHS Fellows was elected in 1965. ASHS boasts a membership of nearly 2,600 professionals from industry, academia and government, dedicated to promoting and encouraging national and international interest in scientific research and education in horticulture. q

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2012 ext cab 4x2 , 9,500 gvw, 8 ft asoria fiberglass service body,( no rust ). promo unit, call for pricing

2012 k3500 crew long box, wt, 6.0 gas, has to go $33,299, plus ttl

2012 k2500, ready for plow, call for pricing.

2012 k35 4x4, 84 c/a, gas, well equipped, from $29,495

2012 2500 expres vans , from $24,999.

2012 k3500 4x2 chassis 84 c/a, gas, posi, sno prep, from $26,999.

hard to find 2012 "red" k2500 crew cab 4x4 long box, gas, lt, from $37,499.

2012 1500 ext cab 4x2 "LT" 4.8 v8, posi, trailer pkg, $24,599.

2012 c1500 wt 4x2 ac, cruise, from $18,999.

COMMERCIAL HEADQUARTERS Jeff Belzer Chevrolet, 50 & Cedar, BX 965 Lakeville, MN Please Call the Commercial Dept, 1-877-466-2478 OR 952-469-4444 All Rebates & Incentives to Dealer, Must Qualify for Same, Prices Subject to Change George Miller 952-469-6820 gmiller@jeffbelzer.com

Ron Kelly 952-469-6821 rkelly@jeffbelzer.com

The Scoop | CERTIFICATION

MNLA-CP a Personal and Professional Landmark By Tim Vogel, Bailey Nurseries he MNLA certification test is designed to be a benchmark both professionally and personally, meant to instill respect in and outside of the green industry. To do that, it is necessarily a difficult test, designed to demonstrate a working knowledge that ought to be a positive impression on the marketplace.

Tim Vogel

The amount of material to cover is substantial, a full three inch binder that covers nursery standards, garden center management, growing, landscaping. There is a lot of information in the manual. The manual was written by college level instructors and nursery and landscape professionals. To cover this amount of material is not something that can be done over a weekend. When I took the test I allotted myself a year to study and hand-wrote notes on each chapter to help enforce the learning. The actual test has changed over the years; the oral portion is gone, and specialization has arrived. We currently have specializations in Garden Center, Grower and Landscaper. To pull together a test that fairly covers the manual and specializations is no small task; we have a number of educators from colleges around the state that review and re-write test questions to make them as relevant as we can. During the grading of the test, we constantly monitor the questions that are being missed to see if the question itself is vague or misleading. The Certification Committee makes the best effort we can to assure this to be a test that will convey to the industry and public that the successful passing of the test is a validation of the person’s ability and drive.

Rebates range from $1,000 − $6,000 on your choice of Dodge, Jeep, and Chrysler vehicles. Available to all MNLA members! Contact Mary at the MNLA office for more information 651-633-4987.

www.MNLA.biz | oCTobER 2012

I know that when I am shopping at a local garden center that displays certification plaques it gives me confidence that the nursery and its employees take their business seriously. Also when interviewing for potential employees, I have found that certification definitely adds weight to the resume’. So, I encourage you to look at certification again, and if you decide to attempt it, study hard and after passing, celebrate your accomplishment. _________________________________________________ Tim Vogel can be reached at tim.vogel@baileynursery.com

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Nominations Open for 2013 Friend of the Environment Award The MNLA Friend of the Environment Award honors an MNLA-affiliated company or individual for outstanding environmental efforts, a personal commitment to environmental protection and enhancement, or demonstrated leadership on a specific environmental issue in their field of work. The application is now available online at www.MNLA.biz. Nominations are due in the MNLA office no later than October 1 and must be accompanied by a signed letter of support from the nominator. Support documentation and/or an essay are also encouraged. The MNLA Awards & Nominating Committee, made up of past MNLA presidents, selects a winner from among the nominees. If you have questions, please contact the MNLA office at 651-633-4987 or visit us online at www.MNLA.biz.

Nominations Open for Todd Bachman Award Nominations are now being accepted for the annual Todd Bachman Award for Innovation in Horticultural Business. Created by the University of Minnesota, the Minnesota Nursery & Landscape Association and the MNLA Foundation to honor the legacy of the late Todd Bachman, the award annually recognizes a young individual whose innovation in private enterprise has positively influenced one or more horticulture and/or green industry businesses in the region. The award recipient will receive a plaque and will be recognized in trade and consumer publications. In addition, the MNLA Foundation will make a $1,000 cash award in the recipient’s name to his or her alma mater. Qualifications for Todd Bachman Award Owner or employee of a horticultural business in the north central region (MN, WI, IA, ND, SD). • Recipient of an associate’s or bachelor’s degree or greater in horticulture, business or related ﬁeld from an accredited institution of higher learning. • Demonstrated innovation in business, marketing, horticultural production, ﬂoral, or landscape practices For all details and nomination instructions, visit MNLA.biz. •

www.MNLA.biz | oCTobER 2012

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The Scoop | ARBORISTS

The True Cost of Emerald Ash Borer By Steve Sylvester, S&S Tree and Landscaping Specialists

ttrees on both private and public lland.

n Minneapolis alone, over 22 percent of the tree population is susceptible to the emerald ash borer*. The cost to remove and replace the 21,500 Steve Sylvester green ash trees with trees of the same size comes with a price tag of roughly $150 million. That’s just one city! Imagine this across the state. Who pays for this? We all do. Losing these trees would be devastating to not only taxpayers’ and homeowners’ pocketbooks, but the visual appearance of Minneapolis as well. This will be homeowners’ and taxpayers’ responsibilities as this study included

There are also environmental ccosts. A study done by the USDA Forest Service ‘Assessing U Urban Forest Effects and Values’ U ffocused on Minneapolis’ urban fforest. The green ash of Minneapolis reduce building M energy e use by $47,520 a year d decreasing power plant fossil-fuel eemissions by $36,080 a year. In aaddition, they store $1 million w worth of carbon dioxide in their ttissue mitigating climate change. T These numbers increase as trees m mature and have increased yearly ssince the study was published in 22006.

Continued on page 17

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www.MNLA.biz | oCTobER 2012

Continued from page 16 Do I have your attention? It takes approximately 11 years for a community to lose all of its ash trees to the EAB, but because it can take up to five years for signs and symptoms of an infestation to show, a community is nearly half way through the loss cycle by the time they know there is a problem. Imagine this scenario playing itself out across the metro area and eventually the state of Minnesota. What will our great state look like in the wake of this tiny pest? ere is hope. The emerald ash borer can only travel up to five miles a year on its own. However, when EAB arrived in the Twin Cities in 2009, it had jumped 150 miles from the last known infestation and most recently across the state of Missouri from Illinois to Kansas City. It cannot move this far on its own. In order for us to combat this pest, diligence is needed by everyone. It takes one piece of infested ash plant material to spread this menace. As members of the Minnesota Nursery & Landscape Association, we are leaders in the industry. As the media attention dies down, so does the public’s awareness. It is our job to help protect our great state from this insect. Please continue to do all you can to spread the word about the importance of stopping this insect. *All calculations based on a report published by the USDA Forest Service Assessing Urban Forest Effects and Values – Minneapolis’ Urban Forest. q ________________________________ Steve Sylvester can be reached at steve@sstree.com.

oCTobER 2012 | www.MNLA.biz

The Scoop | GOVERNMENT AFFAIRS

Working Within Quarantines By Gail Nozal, S&S Tree and Landscaping Specialists

business practice so you can keep an eye on the bottom line.

y now, most of us have heard of and abided by federal and state quarantines. They affect both our personal and Gail Nozal professional interactions. We understand their importance but they do pose problems for businesses. They change the way we operate, process material, and can affect efficiency and the bottom line.

Knowledge is power

Ignorance is not an excuse. Breaking quarantine rules can mean heavy fines for businesses. Here is a general overview of the emerald ash borer quarantine. Currently Hennepin, Ramsey, Winona and Houston Counties are included in the emerald ash borer quarantine. That ultimately means that no ash wood in any form can be moved outside of those county boundaries during the insect flight season. It also affects firewood and includes all nonconiferous wood less than 4’ in length. This could mean material that your crews carry in the back of their truck daily or even the wood chips that are carried from job to job on a daily basis. Visit the quarantine information at the Minnesota Department of Agriculture website for more information. http://www.mda.state.mn.us/plants/pest management/eab/eabquarantine.aspx

Our global economy will continue to grow introducing us to non-native species, and like it or not, quarantines are here to stay. Here are some tips on effectively dealing with quarantines. Get involved Work with the agencies creating the guidelines. As a company asked to follow these guidelines, lend your input. You’ll follow these regulations on a daily basis; help our government agencies to understand how they will affect your

more insects are discovered and better practices are established. I urge you to independently review quarantine information thoroughly. (S&S Tree and Landscaping Specialists and Gail Nozal are not liable for your interpretation of these guidelines.) Plan ahead Consider creating operational guidelines early to increase business efficiency: plan for additional travel time to dispose of wood in quarantined counties, tag work orders with ash removals and plan work around drop sites. As green industry professionals, it is our job to follow these guidelines and protect Twin Cities’ trees. q ________________________________ Gail Nozal is a member of the MNLA Government Affairs Committee and can be reached at gail@sstree.com.

This is an informational overview. Regulations will continue to evolve as

Bridgewater Tree Farms Currently Digging Evergreens Please call for Field Direct Pricing. Delivery Available 5’ to 14’ Spruce & Pine 5’ to 12’ Techny Arborvitae Carefully grown on heavy southern Minnesota loam soil. Just off Interstate 35 in Northfield, Minnesota.

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www.MNLA.biz | oCTobER 2012

MDA UPDATE | The Scoop

Basil Downy Mildew By Kathryn Kromroy, Ph.D., Minnesota Department of Agriculture, Plant Protection Division he Minnesota Department of Agriculture (MDA) has confirmed the first case of basil downy mildew in the state. A homeowner from Ramsey County contacted MDA’s Arrest the Pest line and submitted pictures of basil leaves with dark fuzzy growth on the lower leaf surfaces. After collecting and examining a sample of the basil leaves, on August 22 MDA confirmed this to be basil downy mildew, Peronospora belbahrii. The University of Minnesota was alerted to this find, and on August 27 confirmed the second case of basil downy mildew in the state, this one in Washington County.

The June issue of Scoop ran an article describing the disease symptoms, history and potential for losses. Next year this disease will be a target of the new Fruit and Vegetable Pest First Detector program. Modeled after the successful Forest Pest First Detector program, the new program is the result of collaboration between MDA and University of Minnesota Extension. It will offer training for home gardeners, commercial growers, consultants and others to recognize new pests and diseases of specialty crops grown in the state. If you suspect you have basil downy mildew, please contact the Minnesota Department of Agriculture at Arrest.the.Pest@state.mn.us or 1-888545-6684 (voicemail).

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www.MNLA.biz | oCTobER 2012

November 16, 2012 | 9:00am—3:30pm | Continuing Education Center, University of MN, St. Paul

MNLA and the Minnesota Turf and Grounds Foundation (MTGF) are excited to again present this Pesticide Recertification session. The session will be applicable to those seeking to gain recertification credit for category A (general) and E (turf and ornamentals). There will be two tracks available at this session, one for those interested in turf related topics and one for those interested in woody plant topics as they pertain to pesticides.

January 8, 2012 | Minneapolis Convention Center

Make the most out of Expo week and devote an extra day to education. Join us at one of these full day classes: • • •

Best Management Practices for Minnesota Invasive Insects and Diseases Permeable Paver Certificate Class Landscape Irrigation Troubleshooting (PLT Relicensure)

See page 24 for more information!

January 25, 2013 | 8:30am—12:30pm | Hennepin Technical College, Brooklyn Park - or March 2013—Date TBD | 8:30am—12:30pm | Dakota County Technical College, Rosemount

CERTIFIED Professional

Interested in sitting for the MNLA Certification Exam? You will have two opportunities this winter—one in January and one in March. Go online to www.mnla.biz to purchase your Certification Manual today and start studying to earn your MNLA Certification.

Visit www.MNLA.biz for registration and details for these and other programs! Questions? Call 651.633.4987.

Sponsorships are available for these seminars. Call Betsy at 763-295-5420 or e-mail betsy@pierreproductions.com. oCTobER 2012 | www.MNLA.biz

NORTHERN

GREEN

EXPO

www.MNLA.biz | oCTobER 2012

CEO Symposium January 8, 2013 Hyatt Regency Hotel, Minneapolis

Great Ideas Aren't Enough Selling Ideas to an Indifferent World Inside Organizations To sell new practices up and down the internal pyramid at your company or corporation, you need to motivate others to change, and to market your ideas to a complex and often indifferent clientele. This fast-paced talk offers a proven framework that separates company departments into four types based on their values, then gives a concise explanation of how to best interact with each type. This session then reviews proven marketing techniques that apply, and teaches an executive sales practice that is effective at selling concepts to your co -workers and employees.

•

credible is the development of a strong, positive personal brand. Who are your clients? Recognize that individuals and departments have differing styles and cultures, and therefore will better respond to different messages. Define their style. Based on your need for information and desire for a personal relationship, a four quadrant model is built that explains the best way to sell an idea to the different groups. Adjust your message to their style. Learn concise, practical skills that work with each population.

Key points in this presentation: •

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It is getting tougher to sell ideas. All audiences have higher standards and shorter attention spans, and are becoming very selective about the messages they will "hear.” A quick review of basic motivational theories provides the learning foundation. To break through the barriers, we review the theories behind personal motivation. Consciously branding yourself is vital. The ﬁrst point in getting others to see you as

Karl Ahlrichs is a national expert in the people side of business. He is first and foremost a human resource consultant, but also has a broad range of experience in a wide range of business roles. He has trained management in Chicago, marketed software in Orlando, and launched an office of Right Management Consultants in San Diego. Karl is an SPHR (Senior Professional, Human Resources), and is qualified to administer many assessment tools.

Schedule of Events 4:00pm-4:45pm: Networking Reception 4:45pm-5:45pm: Presentation by Karl Ahlrichs 5:45pm-6:30pm: Q & A and Networking Time 7:00pm: Dinner

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LANDSCAPE DESIGN | The Scoop

Design to Infiltrate: Infiltration is an Important Landscape Function that Benefits Plants and Water Quality By Dr. James Calkins, Sustainable Horticultural Solutions recipitation is a valuable commodity that shouldn’t be wasted and non-point sources of stormwater runoff have replaced point sources as the primary Dr. James Calkins source of pollutants affecting our surface waters. In addition to the negative water quality impacts associated with runoff from rooftops, lawns, driveways, patios, walkways, parking lots, and streets, increased runoff

also reduces groundwater recharge and lowers groundwater tables, reduces base flow in streams during dry weather, raises the temperature of surface waters, increases erosion and damage to stream banks, and causes downstream flooding. Many storm sewer systems are also outdated and unable to handle the increasing amounts of runoff produced by continued development requiring costly system upgrades and increasingly engineered attempts to mitigate the effects of increased rates and volumes of runoff at great public expense.

These are serious issues with significant environmental, social, and financial consequences that have historically been overlooked or ignored and have ties with the development and landscape industry. Moving forward, members of the green industry can continue to be part of the problem or can choose to be part of the solution. Clearly we can’t do it alone; our clients will need to be educated and accept responsibility for the runoff that originates from their properties, but let’s make a commitment to do our best to be Continued on page 26

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Continued from page 25 part of the solution. Given the value of the water lost to runoff and the damaging effects caused downstream, promoting the infiltration of stormwater and reducing stormwater runoff should be a primary design criterion for every landscape project; not simply a good idea, but a must for every designed landscape. Although achieving this goal challenges a number of standard practices involved in the development of commercial and residential sites that increase the potential for soil compaction and otherwise increase runoff from rain and melting snow, options are available to prevent and mitigate these effects. Managing stormwater runoff certainly isn’t a new idea and most of you reading this have probably heard some of these ideas before. Most of us know the basics about rain gardens and permeable pavements and perhaps some of the myriad other stormwater management best practices available. Still, how many

of us are actually integrating these ideas into our designs and more importantly including stormwater management in every designed landscape and to the maximum amount possible? Runoff management needs to be viewed not just as something it would be nice to do; instead it needs to be recognized and accepted as a design requirement for every landscape project. It’s too easy to say the soils aren’t right, there isn’t room, or the cost is too high. And while our clients, the property owners and the ones who are ultimately responsible for the runoff that leaves their properties, may not always be willing to accept the responsibility and the cost, we, together with builders and developers, have a civic and professional responsibility to at least educate them and provide options for managing runoff. Ideally, the cost of runoff management should be factored into every development or landscape project just like the cost of preventing harm or

damage that results from any other activity. Managing runoff is the responsibility of the property owner and runoff should never be increased as a result of development nor should the burden and cost of managing runoff be pushed downstream. Someone or some entity, including public entities financed by taxpayers, will ultimately have to pay to mitigate the effects of increased runoff rates and volumes and downstream fixes can be difficult and very expensive compared to managing runoff at the source. Again, educating clients will be an important part of achieving this goal. Managing runoff where it originates is always a more responsible and better strategy; it is the right thing to do and a much cheaper alternative. Examples of sites considered challenging from a runoff perspective sites where it would have been easier to follow the see-no-evil rules that have Continued on page 27

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Continued from page 26 promoted increased runoff in the past are increasingly easy to find and are challenging the myth that the ultimate goal of no increase in runoff compared to predevelopment conditions, or significant reductions in runoff from redeveloped sites, cannot be achieved. Effective stormwater management needs to become a higher priority, indeed a requirement to be included in any development or landscape development or redevelopment strategy, and we should be disappointed whenever we donâ&#x20AC;&#x2122;t achieve this goal. And while the impact of the water coming from a specific site may be small, the effect is cumulative and in most cities the biggest footprint is occupied by single family residences that are often exempt from stormwater management requirements. Although increased regulation may eventually force increased accountability, wouldnâ&#x20AC;&#x2122;t it be nice if fewer excuses and more personal responsibility for managing runoff on a voluntary basis,

instead of passing the responsibility and cost of mitigation downstream to others, were the norm? As members of the green industry, we must also recognize and share the truth that the rain and snow that lands on a property is a valuable commodity that should be retained on-site rather than disposed of as quickly as possible. With the exception of the arrowhead region of the state, most of Minnesota comes up short relative to the water needs of most residential and commercial landscapes. For example, consider that Kentucky bluegrass requires a minimum of one to one and one half inches of water per week during the growing season to remain green and growing. In Minnesota this amounts to 24-36 inches or more of water from precipitation or supplemental irrigation during the growing season (April through September). This is more than the average precipitation received for a full year in Minnesota, and more than the amount received during the growing

season across the continental United States, and much of this water is lost to runoff or evaporation and unavailable to plants. Thus, normal precipitation is limiting and Kentucky bluegrass must be irrigated in order for it to do well. In other words, we need every drop of precipitation, and then some, to maintain an attractive and successful Kentucky bluegrass lawn. The same is true for many of the nonnative species we use in our landscapes and native plants may also be stressed when planted on developed sites with poor, compacted soils and limited infiltration. Why, then, would we want to maintain the status quo and lose any of the valuable precipitation we do receive since it must be replaced by irrigation at a fairly significant cost and by putting additional strain on our municipal water supplies? Your professional association, the Minnesota Nursery & Landscape Continued on page 28

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Continued from page 27 Association (MNLA), deserves credit for its current efforts to educate its membership and others about this problem and how excess runoff and its damaging effects can be avoided, but we can do better and the green industry can be a leader in helping to balance the precipitation/development/runoff equation. While landscapes can be designed to be drought tolerant, most developed landscapes are droughtier than they were before human disturbance and even native plants are likely to require supplemental irrigation. The difference is the consequence of a variety of construction activities and site modifications associated with the development of a site including the removal of native topsoil and existing vegetation, damage to soils including compaction, grading to direct runoff off the site, and the introduction of impervious surfaces. Part of the solution is to develop the site in ways that keep the water provided by Mother Nature on site where it can be used by plants. Though seldom the case, it is nice when landscape designers can be involved early in the development process and are able to prevent or reduce the negative effects of construction activities on existing vegetation and soils. Alternatively, remedial work to help correct the damage done to soils and a focus on runoff abstraction to keep precipitation on site will be needed and should become key specifications and

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components of the completed landscape. At minimum, the goal should be to handle 1-inch rain events by capturing and returning rainfall to the atmosphere before it reaches the ground and diverting stormwater runoff from traditional storm sewer systems to areas where it can be absorbed and treated by soil and vegetation or stored and used during dry periods. Whenever possible, begin by protecting native soils and vegetation, and avoiding compaction. Always alleviate compaction, layered soils, and other damage should they occur or be present. Then design, implement, and maintain the new or redeveloped landscape to manage runoff and water use efficiency by promoting infiltration or by using other methods of abstraction. The goal should be to mimic natural hydrology using topography, amended soils, enhanced infiltration, detention, mulches, and vegetation. If every attempt is made to identify sources of runoff and enhance infiltration in every area of a landscape – every planted bed, every hardscape, every expanse of turf – the goal of no net increase in runoff can be achieved. Whether designing for a new landscape or the redevelopment of an existing landscape, we must ask ourselves some important questions such as: Where is runoff going to be generated, how much runoff will be generated, how can excess runoff be intercepted and managed (retained and evaporated or infiltrated) before it leaves the property, and how can the quality of runoff that does leave the site be managed? Where soils are not cooperative or space for managing runoff is limited, capture and reuse may be the best or only option. Interest in rainwater harvesting is growing and the variety and quality of rainwater collection, storage, and reuse products is increasing in response to this increased interest and demand. Systems like Containment Solutions’ rainwater harvesting tanks, designed specifically for use in residential landscapes and sized to collect and store 300 to over 1,000 gallons of roof runoff or more for later use when connected in series, are a good example (www.containmentsolutions.com). Landscapes should always be designed to be functional, maintainable, environmentally sound, cost effective, and visually pleasing. Effective stormwater management should be a functional requirement of every landscape to reduce the effort and cost of maintaining a landscape with supplemental irrigation and prevent the negative environmental impacts and costs associated with increased runoff that will otherwise occur. Managing runoff should also be accomplished in a way that is visually pleasing and seamlessly integrated into the overall landscape plan. Rain gardens are a good example. While they have become one of the most cost effective and widely used and accepted runoff management tools in residential and many commercial landscapes, rain gardens often seem to be an afterthought rather than an integrated part of a unified landscape. Most often they exist as a separate entity, an island within the landscape that was obviously designed to capture Continued on page 29

Photo by: Bachman’s Wholesale Nursery & Hardscapes

Roof Gardens

abstraction throughout the landscape in such a way that the every part of the landscape is designed to manage runoff in a way that isn’t obvious, but simply as part of a well-designed whole? Photo by: Clean Water Minnesota

Of course, rain gardens aren’t the only option available for the abstraction of stormwater runoff. Other options include permeable pavements, Bioswales French drains, infiltration trenches, green roofs, terracing, and rain barrels and other rainwater harvesting and reuse systems that can be used for irrigation during dry periods. In addition to its water conserving and other benefits, using organic mulches that act like a sponge and help prevent soil compaction and surface sealing, and thereby promote infiltration, can also play an important role.

Photo by: Bonestroo

While the term rain garden may have an educational benefit, to a significant degree I think the term has been a disservice to Trees the ultimate goal of managing runoff. Looking to natural ecosystems as a guide, wouldn’t it be better to use the term “infiltration depression” and to integrate infiltration depressions and other methods of

These methods of abstraction often have other benefits above and beyond mitigating the negative effects of excess and poor quality Permeable Paver Systems runoff. For example, permeable pavements appear to drain better in the winter than impervious surfaces, reducing the potential for icy conditions and the need for deicers to enhance pedestrian and vehicular safety. Finally, it is important to note that runoff related to rain events and snowmelt is a natural process and is, therefore, not inherently a bad thing. Although interactions with groundwater may also play an important role, the water levels in wetlands, lakes, and streams are dependent on runoff. It is the enhancement of runoff and influences on runoff quality caused by human activities that are of primary concern. As stated at the very beginning of this article, precipitation is a valuable commodity that shouldn’t be wasted. Landscapes that are more susceptible to drought and a variety of environmental impacts caused by increased runoff are the result. Still, the standard is to direct water from a developed property to the street, a storm sewer, and ultimately a surface water – a wetland, lake, or stream. This standard clearly needs to be changed. So, if you aren’t already doing so, consider adding runoff management as a primary design criterion for all of your landscape design and Rain Gardens installation projects. Be on the lookout for opportunities to incorporate practices that will promote infiltration and reduce runoff throughout the landscape whenever possible. Let’s make infiltration and other methods of runoff abstraction the norm rather than the exception. We will have done the right thing, our landscapes will perform better, the short and long term costs of runoff mitigation will be reduced, the environment will benefit, and our clients will be happier. q _________________________________________________ James Calkins can be reached at jamesbcalkins@gmail.com Photo by: Barr Engineering

and infiltrate runoff, and this is especially true when rain gardens are used as a retrofit in existing neighborhoods. We can certainly do better from a design perspective.

Photo by: Harold Pellett

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STATE FAIR | The Scoop

2012 MNLA State Fair Display Garden By Susan Flynn, MNLA Executive Assistant opefully, you had a chance to stop and see the MNLA Display Garden outside the Ag/Hort Building while at the Minnesota State Fair this year. MNLAâ&#x20AC;&#x2122;s dedicated State Fair Task Team and numerous MNLA volunteers kept the garden looking its best despite the hot and dry weather this summer. Many garden enthusiasts make a point to visit the gazebo and garden while attending the fair. It seems that the Royal Hawaiian Diamond Head Coleus was the popular plant addition to the annual area this year.

Jim Calkins and Heidi Heiland were our booth captains again this year. They also put on daily seminars at the "The Dirt" demonstration stage in the Ag-Hort Building. Topics like Landscaping for Wildlife and Horticultural Therapy were popular with fairgoers, and all the seminars were well attended. Thank you Jim and Heidi! Thank you to all the MNLA members who volunteered their time getting the garden ready for the fair and also to those who worked shifts during the 12 days of the fair. Volunteers handed out thousands of 2012 GardenMinnesota Yearbooks, "Tree on a Stick" fans, and personal garden plans. MNLA would like to extend a special thank you to Bill Mielke of Waconia Tree Farms. Bill is the chair of the State Fair Task Team and without his leadership, eďŹ&#x20AC;ective management, and attention to detail, this project could not happen every year.

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The Scoop | MEMBERSHIP

MNLA wants to know you better!

MNLA members John Hamblet and Alisha Painschab, Maplecrest, shared their thoughts and concerns with MNLA Vice President Heidi Heiland.

MNLA staďŹ&#x20AC; and volunteer leaders want to see you in action! We know that MNLA will meet your needs better as we increase our understanding of your operations, including the challenges you face every day. If you'd be interested in a short visit to your nursery, garden center, shop, or job site, please call Mary at 651-633-4987 or email mary@mnla.biz.

Kevin Theis and MNLA Past President Jerry Theis, Dundee Nursery, with MNLA Vice President Heidi Heiland.

MNLA's Commercial Seedling Growers met with the Minnesota Soil & Water Conservation District Forestry Association on Sept. 18 in Grand Rapids to discuss transitional issues as the DNR State Forest Nurseries phases out of selling tree seedlings to private landowners. The discussion was followed by a tour of Itasca Greenhouse in Cohasset. Pictured are: Nathan Maren, Bailey Nurseries; Bill and Cathy Sayward, Itasca Greenhouse; Dave Olsen, North Central Reforestation; Adam and Dean Schumacher, Schumacher's Nursery & Berry Farm; and MNLA Executive Director Bob Fitch.

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MNLA Vice President Heidi Heiland, Heidi's Lifestyle Gardens visited Renae Chesley and JeďŹ&#x20AC; Pilla at Bachman's on Lyndale.

RESEARCH | The Scoop

Quality of Work Valued by Consumers By Dr. James Calkins, Research Information Director MNLA Foundation ot surprisingly, customer surveys and marketing research supports the idea that multiple factors can influence consumer choices when selecting Dr. James Calkins products and services and the nursery and landscape industry is no different. Although research in this important area has been limited and studies don’t always agree or rank the factors that determine consumer choices the same, several key factors seem to consistently rank as being the most important and might be used to market a particular firm’s expertise to attract new customers and increase sales. Several

studies have focused on how consumers choose landscape products and services. Signiﬁcant points/ﬁndings: The top factors that influence consumer choices when searching for and selecting nursery and landscape products and services include referrals from friends and family (more important when searching for service providers), price (more important when selecting a service provider), and the types of services offered; the rankings of these factors vary depending on the particular study, but all three consistently rank highly.

For landscape service providers (landscape installation and maintenance), quality of service was important to consumers; price and the types of services offered were also important considerations; schedule for completion of a project, recommendations from family and friends, environmental consciousness, and meeting licensing requirements are

Continued on page 34

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Continued from page 33 also cited, but are ranked lower by consumers. Not surprisingly, customers who are employed and homeowners are more likely to purchase landscape and installation services and so are consumers who have earned a college degree, own a home valued at $350,000 or more, or that have a household income of $100,000 or more. Males are more likely to be purchasers of landscape installation and maintenance services. For landscape installation services (ranked most likely to least likely), plantings and hardscapes were the top types of purchases followed by turf (seed/sod), design services, walls, irrigation, lighting, and outdoor living spaces (kitchens, etc.). Plant quality and appearance (healthy, fresh, and well-maintained), informative labels and signage, knowledgeable and friendly staff, and a good selection of plant material are consistently cited by consumers as being important factors when purchasing plants; lower prices, guarantees, and convenience are also commonly cited; as might be expected,

guarantees and being northern grown were ranked as being more important when purchasing herbaceous perennials and woody plants compared to annuals; and maximizing these attributes and services may attract new customers and increase sales. Plant appearance is considered more important for trees than for annuals and herbaceous perennials while being in bloom at the time of purchase was considered relatively unimportant for perennial plants and only slightly more important for annuals; having unusual flowers was an important factor when purchasing herbaceous perennials. Consumers are more likely to purchase all types of landscape plants (annuals, herbaceous perennials, and woody plants) from independent garden centers compared to mass merchandisers; plant garden chemicals and fertilizers are most often purchased from mass merchandisers (68%) compared to independent garden centers (30%) because prices are lower (90%); convenience (49%) was cited as the primary reason these types of purchases were made at independent garden centers. Relaxation and enjoyment (66%; 89% ranked first or second) and

improving outdoor living spaces (29%; 69% ranked first or second) are the primary reasons why people garden; increased property value was ranked lowest of the choices offered. Independent garden centers and nurseries tend to be viewed as the best and most reliable source of gardening information (65%); magazines, friends, the Internet, and mail order catalogs are also relied upon as important sources of gardening information by about 50% of respondents; books and television were cited as valuable information sources by about 25% of respondents; and this information may help retailers respond to market trends and help garden center personnel be prepared to answer specific questions. Gardening customers are considerably more likely to make purchases in the spring rather than the fall (78% and 22%, respectively) because they have more enthusiasm for gardening and the conditions are considered better for establishing plants at that time of year; those who are more likely to make their purchases in the fall believe fall is the best time for planting. Interestingly, educational seminars, evening hours, landscape design services, and display gardens were of much less importance in attracting landscape and garden customers when choosing landscape products or service providers. Customers are more likely to comparison shop for trees and shrubs than annuals and perennials; however, as the value and lifespan of the plants purchased increases from annuals to trees and shrubs customers are more likely to purchase plants from independent garden centers than mass merchandisers. Trust and professional status are also considered important attributes for customers seeking landscape and garden products and services.

Figure 1. Your companyâ&#x20AC;&#x2122;s image is important; a growing body of research designed to better understand the factors that affect consumer choices may help nursery and landscape firms decide how to best market their products and services to consumers (photo credit: Jim Calkins). 34

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Understanding the driving forces behind consumer choices is important for any industry and can be used choosing product lines and market a firmâ&#x20AC;&#x2122;s products and services. For both Continued on page 35

Continued from page 33 landscape installation and maintenance services, quality of service and price are the most important factors to consumers when choosing a firm to provide landscape services and plant quality and price are most important when purchasing plants. For additional detail and information on the factors that influence consumer choices related to the nursery and landscape industry, see the following selected references: McCoy, M.S., K.M. Kelly, and D.T Stearns. 2008. Factors Influencing Consumersâ&#x20AC;&#x2122; Selection of a Landscaping Service Provider. HortTechnology 18(1):148-153. http://horttech.ashspublications.org/content/18/1/148.full.pdf+html Brand, M.H. and R.L. Leonard. 2001. Consumer Product and Service Preferences Related to Landscape Retailing. HortScience 36(6):1111-1116. http://hortsci.ashspublications.org/content/36/6/1111.full.pdf Barton, S., J.R. Booker, C.R. Hall, and S.C. Turner. 1998. Review of Consumer Preference Research in the Nursery and Landscape Industry. Journal of Environmental Horticulture 16(2):118-124. To comment on this monthâ&#x20AC;&#x2122;s update, suggest research topics of interest, or pass along a piece of research-based information that might be of interest to your industry colleagues, please email us at Research@MNLA.biz.

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The Scoop | MANAGEMENT

Building A Rewarding Team Atmosphere (For a list of the top ten things that motivate your staﬀ, go to www.UpSellingGreen.com). To get an even better indication…ask your team!

By John Kennedy, John Kennedy Consulting ver the last 50 years, there is a study that has been done to place a finger on the pulse of motivation and engagement in workplace America. It is a unique study because it not only asks the employees what matters most to them in a work environment, but it also asks the management and ownership what they feel matters to their employees.

I have the joy of working with many wonderful growers, landscape companies, nurseries and garden centers. One company in particular that would be “headed to Bermuda” based on their understanding and commitment to the success of their associates and customers is SummerWinds. John Kennedy

The company’s whose management team is closest to the answers of the employees should be sent on vacation to Bermuda… the company’s whose management team is farthest away should be sent to me. True leadership is the ability to know what matters to the employees, and to deliver each day on those values the employees’ desire. And guess what… money is not at the top of the list! It’s actually not even in the top three!

SummerWinds Garden Centers are located in northern California, Arizona and Missouri, and they are one of the most progressive examples of creating a wonderful work environment that I know. From their annual corporate leadership “advance” (we don’t call them retreats for the obvious military reference) to their management summit, to their dedication to employee development and finally to their undying commitment to the customer experience, SummerWinds continues to strive to become the world-class standard for both sales and service in our industry. I first met SummerWinds at the ANLA Management Clinic in Louisville, Ken., a few years back. I was invited to present at their management summit (a meeting of general managers and assistants of their roughly one dozen store locations). From that successful meeting, I was invited back to speak at their senior leadership meeting the following year. From our open discussion of strategic planning and sales growth in a tough economic climate, it was determined that retaining good employees was invaluable to the success of SummerWinds and it’s customers. However, recruiting new talent to replace the underperformers was also addressed. (Some folks look at the unemployment rate as a crisis…I see it as an opportunity to “Trade Up” to a better team!) We also discussed the issue of image at the location level and keeping consistent the message of colorful, vibrant plants and people. Our third item to be tackled in our leadership advance was service and the importance of continuing to deliver on their key retail operating standards (KROS). And finally, the whole reason for this article… Engagement. SummerWinds has a set of guiding values that afford “unity in leadership and consistency in service”…a culture of RISE. Each day, each location is challenged with a certain value that they will drive for that day (Recruitment, Image, Service, Engagement). An awesome way to keep the associates engaged is through training on product knowledge and mini-games to

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drive sales and success. We pick a certain product line or outcome that is worth applying eﬀort in order to gain an outcome. (Inevitably, the better the effort…the better the outcome!) “You can’t expect what you can’t inspect!” One such example is to see how each store can raise its average transaction amount over the same time last year. So far, a majority of the locations are seeing great results with the associate’s engagement in the “UpSelling” process. One of the top 10 values that matter most to employees is “feeling in on things,” and SummerWinds does an exceptional job of not only communicating to their associates, but also rewarding them for a job well done. Each location that wins the challenge gets a free lunch for the victory. Over the course of the next few months, they will continue to track other areas of improvements and compete with other store locations for the greatest overall improvement. (They emulate the NASCAR points system!) Another great company that has bought into this idea is Greenstreet Gardens in Lothian, Maryland. Ray Greenstreet has a beautiful property in the Chesapeake Bay area and recently incentivized his staff to “UpSell” their product line of Bumper Crop…. they had a cubic foot goal to sell for the month and had already exceeded that goal by the third week of the month!! Well done team!!!

year…numbers don’t lie! (But if you torture them enough they will confess to anything!) Engagement is key to the success and profitability of your garden center, farm, nursery, distribution or landscape firm. What are you doing each and every day to engage your staff, your crew, your employees and yourself to create a culture worth keeping? Motivation is just the start…the systems and strategies to support and extend the motivation over a long period of time is where the money is…. are you investing wisely? These great companies have…and the return on their investment is already providing an UP tick in Selling Green! One location is UP an average of $5.00 per transaction at their garden center (Do the math at your place…how much would that amount to for the rest of your selling season?). ENGAGE….ENRICH….ENJOY! _________________________________________________ John Kennedy is an author, strategist and consultant to the green industry and resides in Sykesville, Maryland with his son Benjamin. He will be a speaker at the 2013 Northern Green Expo. John@ishakeitup.com John Kennedy Consulting 443.605.7095

With that victory, every employee will receive a gift card with a dollar amount to spend as they wish (not a Greenstreet Gardens gift card!). You see, if it’s good for the company and owner, it should be good for the employee as well…sharing the success and outcomes based on the efforts is key to the engagement factor of any successful organization. On a scale from 1-10, how would you rate your engagement factor??? If it’s 7 or below, it’s time to make some serious efforts in shaking it up! (Go to UpSellingGreen.com for a list of ideas to incentivize, engage and motivate your team) I work with another group in Maryland that incentivized the landscape division to increase the profit margin on each job sold as well as the average price of the job…when those two deltas are reached, not only is the sales team winning, the entire company wins…and a dollar amount is shared amongst them all. I work with a grower in South Carolina that measures safety. For each 90 days without injury, the entire staff gets a pizza party…you would think that pizza wouldn’t be a motivator but at this nursery is certainly is…they eat it up!!!

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Lastly, there is a client of mine in New York that through our partnership and the consistent application of effort in “UpSelling,” he is now UP 40% over this time last oCTobER 2012 | www.MNLA.biz

NEW SCOOP COMING I JJanuary, MNLA In L willll bbe introducing LA d a redesigned Scoop. Our goal is to provide even greater value to you, the member, through this vital communication service. 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 survey found here: http://www.surveymonkey.com/s/ScoopFeedback. If you’d rather forward 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 industry 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 services and/or receive information on deadlines and other parameters, email susan@mnla.biz or call Sue Flynn or Jon Horsman at 651-633-4987.

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Hedberg Adds Rice and Regal Hedberg Landscape & Masonry Supplies recently added two new employees. Brad Rice is the new branch manager for the Hedberg-Stillwater location. Mitch Regal is a new outside salesperson for the HedbergFarmington location. Rice brings 23 years of managerial experience from United Rental in Roseville to HedbergStillwater. Regal comes to Hedberg with 23 years of selling experience at Anchor Block Company and North Star Stone and Masonry. For more information, call (763) 392-5920 or visit www.hedbergrocks.com.

Brad Rice

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Mitch Regal

LANDSCAPE CONTRACTORS | The Scoop

Your Business Partnerships â&#x20AC;&#x201C; Are They a Happy Marriage or Near Divorce? By JohnTurrittin

business relationship training.

hat are those essential building blocks of a highly successful business? Generally, you do not spend time thinking about them because John Turrittin you established your business years ago and the business is doing well enough. If you were to list those building blocks, I am sure the list would include a good business plan, adequate capital, good credit lines, quality personnel, good marketing plan, defined business base, etc. Something probably not on that list because it is often taken for granted would be

In every aspect of our lives, those that are most successful have developed a unique talent and perceptive understanding of the value of strong relationships. Think about relationships based on friends, family, spouses, and social activities such as bowling buddies, hunting pals, the card group, and your church groups. All close relationships that you value highly, you nurture and you work hard to preserve them when conflict enters that relationship.

Do you consider those people and businesses that you work with as relationship partners? Or just another person/business doing only what you would expect them do. And if they fail once or their price is slightly higher than

someone else, you change allegiance without a second thought. Or, maybe the scenario is reversed. You take your partners for granted and they may leave you at the drop of a hat. The point is simple and not rocket science, business to business relationships are vital for the success of any business. These relationships must be consciously nurtured, not taken for granted. Establishing, nurturing, preserving partnerships is a learned talent. Relationship building is not the box of candy or bottle of wine at the end of the season. It is doing what is right, it is making time for others, it is dedicating your efforts to make sure you have done Continued on page 42

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Continued from page 41 as much as you can to assist and ensure your partners’ successes which will ensure your long term success as well.

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One of the most basic examples of what you need to do to positively nurture a business partnership is communicate. You never will be criticized for over communicating. The simple act of connecting with those that you do business with to update them, to notify them of the delivery status, to make them aware of a change in the schedule that will affect them can have a huge impact on business functions. Modern electronic communication technology means it is inexcusable to not promptly touch base with partners for any, even seemingly minor, situations that will affect them and which you have control over. Time is money and in this example, a timely call may save them significant time and allow them to maintain their efficiency. Your failure to value their time is a blatant slap in their productive face. It seems simple, but I can recite way too may times how this simple practice goes neglected. And most certainly, those that are ongoing and valued partners are very conscientious regarding this one method of maintaining and growing their partnership relations. Of course, it seems that avoidance behavior takes over when communication is most needed, making things even worse. Everyone, regardless of the message, prefers to be informed as opposed to being left hanging or in the dark. I have tremendous respect for the contractors and suppliers with whom I work because they are the ones who communicate; they value my time as I do theirs. It is a win, win combination. We all need to work better; we all need to work smarter. The road to gaining that critical advantage is through strong, supportive, collaborative, respectful business partnerships. Doing the simple things can give you proven advantages, not doing them can cost you. You do the math. q ________________________________ John Turrittin can be reached at johnturrittin@mchsi.com.

The Scoop | PLANT OF THE MONTH

BERBERIS THUNBERGII ‘ORANGE ROCKET’ PP18,411 ORANGE ROCKET BARBERRY By Debbie Lonnee, Bailey Nurseries ver since the old columnar buckthorn (Rhamnus frangula ‘Columnaris’) was banned in Minnesota, we’ve been missing a shrub to use in our Debbie Lonnee landscapes that has that very upright, columnar shape that is so perfect for small spaces, and especially hedge use.

But finally, here is a new shrub that can fill the need for a narrow, upright hedge plant. ‘Orange Rocket’ barberry is a relatively new cultivar, developed in the Netherlands, using another columnar barberry ‘Helmond Pillar’ as one of its parents. If you’ve used ‘Helmond Pillar’ in recent years, you may have found that it is a little bit marginal in our Minnesota winters, and in many cases will die back to the ground. I have not seen that in ‘Orange Rocket’ and I suspect that is because of the rest of the parentage of this fine new plant. It is hardy in zones 4-8.

Plant of the Month

But the habit of this plant is not its most redeeming feature. The color of the foliage is outstanding and throughout the season adds a splash of orange to red color to the landscape. When the foliage first emerges in the spring, it is a bright coral/orange in color, and as the foliage ages through the summer, it matures to a dark red. As the plant matures, you will find the oldest foliage may turn green, especially the foliage that is shaded out by new, young growth. In autumn, the foliage colors intensify, creating a pillar of flame colored foliage. ‘Orange Rocket’ is best grown in full sun sites that get a minimum of 6-8 hours of direct sunlight a day. It prefers well drained soils, and will not tolerate overly wet or severely dry soils (although once established it is quite drought tolerant). When it is a young plant, it is recommended that you trim it back hard in the spring to encourage strong basal branching. It is a vigorous grower. It will reach a mature height of 4’ and will spread 16-20” wide. It can be used as a single specimen in a foundation planting or mixed in a perennial bed, or can be used as a hedge, by spacing them 115-18” apart. This will give you a nice w tthick hedge that w would be best ggrown as an iinformal hedge ( (meaning that you d not prune it do i into a square t throughout the s summer). It will bloom in spring, but it is not s a heavy bloomer. Flowers make way F to t small crimson fruit. Although I f

sterile, I hav have cannot say a it is sterile ay a e not seen av any seedlings around the plant in my own yard, and, although the entire genus Berberis is being examined for invasiveness here in Minnesota, this plant does not produce a lot of fruit. By the way, I haven’t mentioned it, but yes, it has thorns. Be careful when pruning! It is propagated via softwood cuttings, but is protected by a plant patent, therefore propagation without a license is illegal. This variety is one of a series of three columnar barberries introduced by PlantHaven (a plant introduction company based out of Santa Barbara, California). There is a chartreuse leafed form available called ‘Golden Rocket’ PP18,626, and a variety with a variegated leaf (similar to ‘Rose Glow’ barberry), called ‘Rosy Rocket’ PP18,413. q ________________________________ Debbie Lonnee can be reached at debbie.lonnee@baileynursery.com. oCTobER 2012 | www.MNLA.biz

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