The Scoop Online - February 2016 by Minnesota Nursery & Landscape Association

Renewing Your Vows

Also Inside

Sargent Enters Hall of Fame

Election Results Foundation Research Top Blog Posts

CARING FOR NORTHERN TREES Tough conditions produce tough plants

Vol: 39 No: 2 Feb 2016 T H E O F F I C I A L P U B L I C AT I O N O F T H E M I N N E S O TA N U R S E R Y & L A N D S C A P E A S S O C I AT I O N

VERSA-LOK

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March 8, 2016 Barb: 651-770-3166 7-ICPI CE Credits 4-MNLA CE Credits

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BROOKLYN PARK (763) 488-1310

OAKDALE (651) 773-7444

BURNSVILLE (952) 894-4401

KIMBALL (320) 398-5415

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VERSA-LOK-MIDWEST.COM/ROSETTA

ONALASKA, WI (800) 770-4525

Volume 39 No. 2 Feb 2016

CONTENTS 18

25 34

IN THIS ISSUE 8

Events

10 From the Executive Director 15 Things That Will Make You Feel Joyful 25 Day on the Hill This annual event offers members an opportunity to meet their legislators on Capitol Hill.

13 How Does Minnesota Compare to Other States? Pt. 3 Chengyan Yue presents the final part of an analysis of Minnesota production firms by looking at marketing practices.  

18 Just Chill: How Cold Hardiness Works Brandon Gallagher Watson explains how hardy trees are able to survive and thrive in our northern environment.   

27 Ice Storms & Trees Dr. James Calkins describes the effect ice storms can have on trees, and some methods to employ to mitigate damage.   

34 NPS Explained

50 Foundation Research 2015 Report: Vera Krischik Finding data on systemic insecticide residues in greenhouse pots during plant production. 52 Election Results for the MNLA Board of Directors 55 MNLA 2015 Wage Survey Available Now How does your compensation stack up? 56 MNLA Award Recipients Forrest Sargent enters the Hall of Fame while Julie King is honored as Volunteer of the Year. 61 Research Grant 2016 Spotlight A quick highlight of the proposals approved by your MNLA Foundation in December 2015. 62 The Top Posts on MNLA.biz Here are the top blogs from last year for both MNLA eNews and Research for the Real World.

Terri Wilcox reveals a measurement tool that can be used to evaluate the loyalty of a company’s customers. 

39 Renewing Your Vows Joe Churchill helps us think about the crucial relationship between customers and suppliers. 

45 Listening to Your Retail Customers Regardless of our varying businesses, we can all benefit from learning these five ways to actively listen to our customers.   Landscape & Hardscape Install & Design  Garden Services & Landscape Management  Garden Centers  Growers: Nursery & Greenhouse  Irrigation & Water Management  Arborists & Tree Services  All

The Scoop, February 2016, Issue 2, is issued monthly, 12 times per year. All original works, articles or formats published in The Scoop are © Minnesota Nursery & Landscape Association, 2016, 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 publisher at jon@mnla.biz or 651-633-4987. MNLA reserves the right to edit all Scoop content.

february 16

MNLA .biz

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.NorthernGreenExpo.org

MISSION: The mission of the Minnesota Nursery & Landscape Association is to help members grow successful businesses. BOARD OF DIRECTORS

herman roerick, president

Albert J. Lauer, Inc. ........................................................................................... 35 Alliance Designer Products .............................................................................. 16 Anderson Nurseries, Inc. .................................................................................. 29 Aspen Equipment ............................................................................................. 11 Belgard Hardscapes ......................................................................................... 31 Bridgewater Tree Farms ................................................................................... 15 Carlin Horticultural Supplies/ProGreen Plus ..................................................... 60 Central Landscape Supply ................................................................................ 24

Central Landscape Supply 320-252-1601 • hermanr@centrallandscape.com

COWSMO, INC. ............................................................................................... 44

scott frampton, vice-president

Cushman Motor Co. Inc ................................................................................... 17

Landscape Renovations 651-769-0010 • sframpton@landscaperenovations.com

tim malooly, cid, clia, cic, secretary-treasurer Water in Motion 763-559-7771 • timm@watermotion.com

randy berg, mnla-cp

Berg’s Nursery, Landscape/Garden Center 507-433-2823 • randy@bergsnursery.com

matt mallas

Edney Distributing Co., Inc. ............................................................................. 42 Fahey Sales ....................................................................................................... 60 Fury Motors ...................................................................................................... 26 Gardenworld Inc. .............................................................................................. 36 Gertens Wholesale & Professional Turf Supply .................................................. 2

Hedberg Supply 763-512-2849 • mmallas@hedbergaggregates.com

Glacial Ridge Growers ...................................................................................... 44

mike mcnamara

GM Fleet and Commercial ................................................................................. 3

Hoffman & McNamara Nursery & Landscaping 651-437-9463 • mike.mcnamara@hoffmanandmcnamara.com

Hedberg Landscape & Masonry Supplies ........................................................ 43

john o'reilly

Jeff Belzer Chevrolet .................................................................................. 32–33

Otten Bros. Garden Center and Landscaping 952-473-5425 • j.oreilly@ottenbros.com

jeff pilla, mnla-cp

Bachman’s Inc. 612-861-7600 • jpilla@bachmans.com

nick sargent

Sargent’s Landscape Nursery, Inc. 507-289-0022 • njsargent@sargentsgardens.com

cassie larson, cae

MNLA Executive Director 651-633-4987 • cassie@mnla.biz

Jokela Power Equipment .................................................................................. 57 Klaus Nurseries ................................................................................................. 58 Kubota Dealers ................................................................................................. 38 Maguire Agency ............................................................................................... 36 Minnesota State Horticultural Society .............................................................. 11 Out Back Nursery ............................................................................................. 24 Plaisted Companies ............................................................................................ 7

STAFF DIRECTORY

executive director:

RDO Equipment Co. ........................................................................................ 15

membership director & trade show manager:

Reliable Property Services ................................................................................ 57

Cassie Larson, CAE • cassie@mnla.biz Mary Dunn, CEM • mary@mnla.biz communications dir.: Jon Horsman, CAE • jon@mnla.biz education/cert manager: Susan Flynn • susan@mnla.biz

legislative affairs manager: Tim Power • tim@mnla.biz regulatory affairs manager: Jim Calkins • jim@mnla.biz administrative asst: Gayle Anderson • gayle@mnla.biz accountant: Kris Peterson • kris@mnla.biz foundation program coordinator: Paulette Sorenson • paulette@mnla.biz

advertising sales: 952-934-2891 / 763-295-5420

Faith Jensen, Advertising Rep • faith@pierreproductions.com Betsy Pierre, Advertising Mgr • betsy@pierreproductions.com legislative affairs consultant: Doug Carnival

AD LIST

Volume 39 No. 2 Feb 2016

➾ S E CT I O N TITLE

MNLA .biz

february 16

Resultants for Business, Inc. (RFB) .................................................................... 17 Rock Hard Landscape Supply division of Brian's Lawn & Landscaping, Inc. .... 44 The Builders Group .......................................................................................... 46 Tri-State Bobcat, Inc. ............................................................................ 12, 37, 59 Truck Utilities & Mfg. Co. .................................................................................. 46 United Label & Sales ........................................................................................ 29 Versa-Lok Midwest ................................................................................. 4, 20, 49 Wolf Motors ...................................................................................................... 44 Ziegler CAT ......................................................................................... Back Cover

➾ C ALE N DAR

MNLA Event

O PR

➾

RTIFIE D

MNLA Event

SSIO

FEB4–5

FEB/MAR 2016

➾

CERTIFICATION FRIDAYS IN FEBRUARY/MARCH

BUILD A BETTER LANDSCAPE BUSINESS Ziegler CAT Columbus, MN Golmn.com

MNLA Certification Exam

Taught by actual landscape contractors, this hands-on, two day seminar will help you build the systems you need to create a more predictable, profitable future.

MNLA Classroom, Roseville MNLA.biz MNLA is offering the exam 7 Fridays in February and March — Pick a test date that works for you. Become a Certified Professional in 2016!

Generously supported by:

MNLA Event

MAR2

MNLA Event

MAR3

OWNER WORKSHOP – BUILDING A MORE VALUABLE BUSINESS

NCMA SRW Installer Training and Certification — Level 1

MNLA Classroom, Roseville

➾

MNLA .biz

february 16

MNLA.biz For your company to be valuable, even sellable one day, there is a lot more to consider than just the bottom line. This workshop presented by Resultants for Business is designed to show you how your business is really doing in terms of building value and help you identify areas that may be silently dragging down your company’s efforts to improve.

➾

MNLA Classroom, Roseville

MNLA Event

MAR16 GREEN INDUSTRY DAY ON THE HILL State Capitol, St. Paul

MNLA.biz

This seminar is designed to reinforce national standardized installation and site practices within the SRW installer community. Attendees successfully completing the classroom training and passing a written examination become recognized as a NCMA Level I SRW Installer.

This annual government affairs event is an opportunity to make personal connections with legislators that will provide greater political strength to MNLA as an organization and, thus, ultimately to your business.

2016 MNLA seminars generously supported by:

SALES • SERVICE • RENTALS • PARTS

MNLA Event

FEB10

➾

MNLA Event

FEB17

Webinar INTRODUCTION TO PLANT ELEMENTS OF DESIGN V2.0 – A Plant Selection Program for Upper Midwest Landscapes

NEW TECHNOLOGY FOR USE IN 3D LANDSCAPE DESIGN

➾

Brooklyn Park, MN

Whether you are a designer or run a garden center, choosing plants that will thrive on site mean healthy longerlived landscapes — and happier customers. Join Extension educator Julie Weisenhorn as she takes you through this helpful new tool that features over 2,800 plants and 3,450 images.

MNLA Event

➾

In this half day class, Jay Siedschlaw, Landscape Design Instructor at Hennepin Technical College, will demonstrate new software programs such as Lumion and SketchUp 2016, and will discuss how drones can be used in 3D design.

Note: The January Scoop incorrectly identified these sessions as Pesticide Recertification, however they are only valid for certification. MNLA Event

MAR 21–22

APR6–7 ➾

PESTICIDE CERTIFICATION WORKSHOP & EXAM

MNLA.biz Prepare for the Category A & E Pesticide Applicator Certification Exam by attending this 1 ½ day study program. Day 2 includes testing, if desired.

MNLA.biz

Event Education

PESTICIDE CERTIFICATION WORKSHOP & EXAM Roseville Oval, Roseville

Hiway Federal Credit Union, St. Paul

KEY:

Hennepin Technical College

Prepare for the Category A & E Pesticide Applicator Certification Exam by attending this 1 ½ day study program. Day 2 includes testing, if desired. ➾

All information on these and other industry events are online at MNLA.biz. february 16

MNLA .biz

➾ F R OM THE EXECUTIVE DI R EC TO R

The News is Depressing: 15 Things That Will Make You Feel Joyful It’s bad out there, ugly in every direction.

i was skimming the headlines today only to find reports of terrorism, police brutality, E. coli outbreaks, bombings, and school shootings. I don’t know about you, but I often just hide from the news because it gives Cassie Larson me a stomach ache. It seems that news sources rarely reMNLA Executive Director port anything positive. Sometimes it makes me sad that my kids will grow up in a world with so much brutality and anger. But for now, I say, “enough!” I am refusing to hand over a smile for dread. I asked the MNLA staff for some reasons to feel hopeful and joyful in this New Year and here are 15 things that helped me climb atop the mountain and gain back perspective. So I share with you these gems of joy in hopes that they will inspire you to find joy amid the ugliness, too. • Time with family and close friends. • New puppies and baby kittens. • Good coffee. • Vacations — especially on warm beaches in Hawaii or Mexico.

• Our renovated office space. • The new Star Wars movie. • The carefree innocence of children at play (and at sleep). • Spirituality. • Vikings football (although I would argue that could cause more agony than joy at times!) • Homemade caramels. • Random acts of kindness like the guy who bought my drink at the drive thru window. • Learning and mastering something new. • A good belly laugh from funny YouTube videos like “Goats Screaming like Humans” and “Babies Laughing” compilations. So, to quote famed author Joseph Campbell, “Find a place inside where there’s joy, and the joy will burn out the pain.” So, focus on the joy today with us, if even just for a second.

Sargent Enters Hall of Fame Renewing Your Vows

Also Inside

• Fantastic books including Winter Solstice and 1,000 Gifts. Election Results Foundation Research Top Blog Posts

• Fondue!

CASSIE LARSON

can be reached at cassie@mnla.biz.

CARING FOR NORTHERN TREES Tough conditions produce tough plants

Vol: 39 No: 2 Feb 2016

T H E O F F I C I A L P U B L I C AT I O N O F T H E M I N N E S O TA N U R S E R Y & L A N D S C A P E A S S O C I AT I O N

ON THE COVER: Caring for Northern Trees

This issue features two articles that explain the unique northern environment in which MNLA members grow, sell, plant, and maintain trees. It takes a tough plant to survive and thrive in our climate, and Brandon Gallagher Watson’s article “Just Chill: How Cold Hardiness Works,” illuminates just how our hardy trees are able to do that. Jim Calkins’ Research for the Real World column, “Ice Storms & Trees,” describes the stress of ice accumulation on trees, and how to best prepare them to survive an ice storm.

MNLA .biz

february 16

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Bobcat®, the Bobcat logo and the colors of the Bobcat machine are registered trademarks of Bobcat Company in the United States and various other countries. 15-B261

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HOW DOES MINNESOTA COMPARE? PART III: AN ANALYSIS OF MARKETING PRACTICE BY MINNESOTA NURSERY AND GREENHOUSE PRODUCTION FIRMS Chengyan Yue, Associate Professor | Department of Horticultural Science and Department of Applied Economics,

Bachman Endowed Chair in Horticultural Marketing, University of Minnesota

Shuoli Zhao, Ph.D student | Department of Applied Economics, University of Minnesota Alan Hodges, Professor | Department of Food and Resource Economics, University of Florida

february 16

MNLA .biz

â&#x17E;ž MAR KETIN G PRACTIC ES

Single location garden centers Re-wholesalers Landscape firms Mass merchandisers Multiple location garden centers Home centers 0

Percentage of Wholesale Sales United States

Midwest

Minnesota

Percentage of Sales Percentage of Sales

Figure 1. Percentage of Wholesale Sales by Market Channel.

100 100 90 90 80 80 70 70 60 60 50 50 40 40 30 30 20 20 10 10 0 0

ntensifying domestic and international competition coupled with recent technological advances have gradually changed the marketing practices of production firms in the nursery and greenhouse industry. For example, industrywide structural changes have given producers more choices in locations to sell their products. The expansion of internet service has provided firms with more advertising outlets and transaction methods. Awareness of these changes over time is critical for businesses to adapt their marketing strategies. The objective of this article is to provide some insights into how Minnesota firms have adapted their marketing practices in relation to these structural changes at the regional and national level. These findings are important because they will help Minnesota nursery and greenhouse operators to identify their competitive advantages and adopt the marketing practices that will allow them to remain competitive. The Method and Findings

Repeat customers Negotiated Repeat customers Negotiated

Brokered Brokered

Minnesota Minnesota

United States United States

Midwest Midwest

Forward Forward Contracted Contracted

Figure 2. Percentage of Total Sales by Marketing Practices.

A National Nursery Survey is conducted by the U.S. Department of Agriculture Multistate Research Committee on Economics and Marketing (S-1051) at 5-year intervals to collect data on production, marketing, and management practices in the nursery and greenhouse industry. The most recent survey was carried out in 2014, and covered all 50 states. In total, 48 Minnesota firms, 461 Midwest regional firms, and 2657 U.S. firms, completed the survey. Market Channels.

Telephone Telephone In-person In-person Internet Internet Trade Shows Trade Shows Mail Mail 0 0

10 10

20 20

30 30

40 40

50 50

60 60

Percentage of Sales Percentage of Sales United States Midwest United States Midwest

Figure 3. Percentage of Sales by Transaction Method. 14

MNLA .biz

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Minnesota Minnesota

70 70

80 80

The survey results showed that 87% of Minnesota firmsâ&#x20AC;&#x2122; annual sales were generated through the wholesale market, and 13% of sales were from retail. Comparatively, on average, firms in the Midwest and U.S. as a whole only sold 60% of their products to the wholesale channel. The most important channel for Minnesota firms were single location garden centers, accounting for 44% of wholesale revenue. But single location garden centers were only the fourth largest wholesale channel, accounting for less than 20% of the wholesale values for Midwest and the U.S. firms. Re-wholesalers were the second largest outlet for Minnesota firms, accounting for 26% of total sales. Lastly,

As shown in Figure 2, about 92% of Minnesota firmsâ&#x20AC;&#x2122; sales were to repeat customers. Forward contracting, an important marketing practice for risk management, accounted for 55% of annual sales, which is significantly higher than the regional and national level. Negotiated sales and brokered sales of finished products accounted for smaller shares of total sales for Minnesota firms (10% and 1.4%, respectively). These percentages were significantly lower than the national average. Minnesota firms also differed from Midwest and U.S. firms in the transaction methods used to complete sales (Figure 3). Telephone orders and in-person orders almost evenly split the total sales by 46% each in Minnesota, while internet and trade show sales accounted for 5.7% and 1.5%, respectively. However, for Midwest and U.S. firms, most of the transactions were made in-person. A significantly higher percentage of Minnesota firms used the internet as a transaction method compared to the regional and national averages (Figure 2). Takeaways

The results of the National Nursery Survey identified distinct differences in the marketing practices of Minnesota firms, compared to firms in the Midwest and the nation as a whole. First, Minnesota firms sold a lot february 16

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➾ MAR KETIN G PRACTIC ES

The recovering housing market, improved consumer confidence, and advances in technology have provided the Minnesota nursery industry with many opportunities. At the same time, the industry is also facing challenges from intensified regional and national competition and continued expansion of mass merchandizers. more products at garden centers instead of home improvement centers. Second, Minnesota growers made relatively more forward contracted sales than the U.S., on average. Forward contracted sales are advantageous because they reduce risks from downward price fluctuations. Telephone and internet transaction methods have the advantages of reducing the transaction costs for firms. These were used more frequently by Minnesota firms compared to firms in other states. The recovering housing market, improved consumer confidence, and advances in technology have provided the Minnesota nursery industry with many opportunities. At the same time, the industry is also facing challenges from intensified regional and national competition and continued expansion of mass merchandizers. Thus, it is beneficial to Minnesota firms to evaluate their own marketing practices in the light these changes, so that they can adopt optimal marketing strategies to maintain profitability.

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CHENGYAN YUE holds the Todd and Barbara Bachman Endowed Chair in Horticultural Marketing, Associate Professor at the Department of Horticultural Science and Department of Applied Economics at University of Minnesota. By better understanding consumers’ and other stakeholders’ preferences, Dr. Yue’s research provides guidance and implications for marketing horticultural products in strategic ways, which help increase the products’ success in the marketplace. Photo credit: David Hansen

february 16

MNLA .biz

➾ C OLD HARDIN ESS

JUST CHILL:

HOW COLD HARDI

MNLA .biz

february 16

Brandon M. Gallagher Watson | Rainbow Treecare Scientific Advancements

INESS WORKS

In the upper regions of Siberia, nearly 450 miles above the Arctic Circle, resides one of the world’s toughest tree species. Larix gmelinii, known as the Dahurian larch, holds the distinct title of “World’s Northernmost Tree Species.”

february 16

MNLA .biz

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CONTRACTOR TRAINING:

March 8, 2016 Barb: 651-770-3166 7-ICPI CE Credits 4-MNLA CE Credits

Your locally owned headquarters for landscaping supplies and materials! • VERSA-LOK retaining walls • Willow Creek pavers and kits • Unilock pavers • Natural stone, flagstone, steppers, wall stone and more • Accessories, including lights, sealers, polymeric sand, edging and geogrid • Easy-in-and-out yards with knowledgeable staff and convenient hours

BROOKLYN PARK (763) 488-1310

OAKDALE (651) 773-7444

BURNSVILLE (952) 894-4401

KIMBALL (320) 398-5415

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FARIBAULT (507) 331-3198

ONALASKA, WI (800) 770-4525

➾ COLD HARDIN ESS

iving in this area, just above the permafrost layer, is not for the faint of sap. Air temperatures have been recorded at an astonishing -94°F (-70°C) during the winter, and summer temps climb above the freezing point for just a few short weeks. The growing season is less than 100 days long each year with polar night lasting from September to February. This species has adapted to low seed germination rates with the ability to sprout new trees off its root system, forming forest colonies of ‘creeping larch.’ This growth habit is common among hardwoods, like aspen, but uncommon amongst temperate conifers. Their tough wood and extreme cold keep insect and fungal pests to a minimum and, of the 268 other organisms that live on this tundra, there are no other tree species competing for sunlight. They can survive here for a long time. One individual was found to be 919 years old while the root system may be as old as several millennia. Despite these inhospitable conditions, the Dahurian larch thrives here. The Dahurian larch endures the local climate with great success thanks to a fairly complex series of adaptations we generally refer to as ‘cold hardiness.’ Hardiness is a measure of how well a plant can withstand adverse conditions and can include cold, heat, elevation, drought, flooding, and even wind. The lowest temperature that it can survive before freezing to death determines a plant’s cold hardiness. The USDA has made this fairly simple by evaluating and categorizing landscape plants into Plant Hardiness Zones. Starting at the Canadian border, Zones are assigned in 10° increments down

This growth habit is common among hardwoods, like aspen, but uncommon amongst temperate conifers. to the Mexican border. Zone 1a plants need to be hardy down to -60°F, while on the other end of the spectrum, Zone 13b plants are uncomfortably chilly at 65°F–70°F. This helps provide some guidelines on what temps a plant may be able to tolerate, but it does not mean that they can tolerate it all the time. A paper birch may be able to survive through weeks of -40°F in midwinter, but would likely die in 24 hours if exposed to those temps in midsummer. Plants must first acclimate to the cold before they can withstand it. The process of getting ready for the coming winter begins with the shorter days and cooling temps of autumn. Chlorophyll production ceases revealing the bright reds, yellows, and orange pigments we all love so much. As this is going on, trees are actively moving carbohydrates into storage tissues in their trunks and roots and reallocating their moisture reserves as well. Water management is the biggest key to surviving subfreezing temperatures as tree are comprised primarily of water. Water, of course, expands when it freezes and this expansion will rupture the walls of plant cells causing the death the cell, and if widespread enough, the death of the tree. Plants all around the temperate world have evolved different approaches for surviving winter. Annuals survive winter by not february 16

MNLA .biz

➾ COLD HARDIN ESS

While trees appear solid to us, their cells are comprised primarily of water and what they do with that water in the winter determines their survival. One mechanism involves pumping sucrose and the amino acid proline into the cell. This acts essentially like salting your sidewalks in winter by lowering the freezing point of the solution inside the cell to remain liquid.

Dahurian larch (Larix gmelinii) — Troy Kimoto, Canadian Food Inspection Agency, Bugwood.org 22

MNLA .biz

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surviving at all. They have developed a way to complete their lifecycle in a single season leaving only their more storage-friendly seeds to endure the off-season. Herbaceous perennials often have specialized belowground structures that can store water and carbohydrates for the winter and can reactivate them in the spring. This includes familiar structures like the bulbs of a tulip, the tubers of a potato, and the taproot of a carrot. Hardy woody plants, such as trees and shrubs, do not have the luxury of moving all their tissues into the soil, so they have developed a few different strategies for subzero temperature endurance, and it all starts with water management. While trees appear solid to us, their cells are comprised primarily of water and what they do with that water in the winter determines their survival. One mechanism involves pumping sucrose and the amino acid proline into the cell. This acts essentially like salting your sidewalks in winter by lowering the freezing point of the solution inside the cell to remain liquid. Just like salting the sidewalk, however, this is only effective for combating ‘warmer’ freezing temps of about 20°F–32°F. This is due partly to the effects of osmotic pressure; you could keep increasing the quantity of dissolved solutes to continually lower a cell’s potential freezing point but at a certain concentration the increased volume of ‘stuff’ inside the cell begins to build pressure that increases its likelihood to rupture. Other

Larix gmelinii larch.

Hardy trees withstand freezing temps for months.

Water trees even after leaf drop for better hardiness.

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MNLA .biz

➾ CO L D H A RD I N E S S

Trees, such as paper birch, red twig dogwood, willow, quaking aspen, and, of course, the Duhurian larch survive the damaging crystallization effects of freezing water by trying to rid themselves of as much water as possible. Rather than pumping more items into their cells, these plants spend the autumn pumping the water out of their cells.

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MNLA .biz

february 16

plants take it one step further and undergo a process referred to as ‘deep supercooling.’ Deep supercooling is a way to keep a liquid in a liquid state well below its freezing point. To do this, these plants produce a special protein to prevent freezing. These are conveniently known as ‘antifreeze proteins’ or AFPs and they are pumped into the spaces between the cells during the fall acclimation period. AFPs work not by lowering the freezing point, but by inhibiting the reformation of ice crystals. They also function at very low concentrations, which means they do not have the same issues related to increasing the osmotic pressure as other methods do. Deep supercooling also has its range limits but will allow plants such as oak, elm, maple, beech, ash, walnut, hickory, rose, rhododendron, apple, pear, and stone fruits to survive temps down around -40°F. While that number seems ridiculously cold to our tropical-loving bodies, that is still only about half as cold as the Dahurian larch can endure. Trees, such as paper birch, red twig dogwood, willow, quaking aspen, and, of course, the Duhurian larch survive the damaging crystallization effects of freezing water by trying to rid themselves of as much water as possible. Rather than pumping more items into their cells, these plants spend the autumn pumping the water out of their cells. The water still freezes but the crystallization occurs in the cytoplasm within the intercellular spaces which has much less damage potential than freezing inside the cell membranes. Additionally, removing water from the cell increases the concentration gradient of solutes within the cell, which in turn lowers the freezing point of the cell, similar to the mechanisms we discussed above. The species that can best perform these tasks are those that are considered the most cold-hardy and come with the reward of being able to thrive in areas unsuitable for most other living things. Even the most cold-hardy species will suffer damage from the cold if they do not acclimate to it properly. Even though water is the most damaging thing plants confront once the temps drop, it is vital to their preparation. Keeping trees well watered up until the ground freezes is one of the best ways to help them survive the coming winter. Given the proper care in autumn, and if the temps do not drop below a tree’s minimum comfort range, they should be able to resume activity in the spring. If only surviving the winter was as easy for us humans…

BRANDON GALLAGHER WATSON is Creative Director for Rainbow Treecare Scientific Advancements and can be reached at BGallagher@treecarescience.com.

TAKE PART IN THE

GREEN INDUSTRY DAY ON THE HILL Wednesday, March 16, 2016 State Capitol, St. Paul

All Minnesota green industry professionals are invited to attend this event. In order for MNLA to coordinate appointments with your legislators, please register no later than March 1.

“I’ve never done this before. What can I expect?” • A friendly face-to-face conversation with someone who can make a real impact in your business • To partner with other experienced green industry professionals • To be equipped with the information you need to talk intelligently about the issues

Day on the Hill Success Stories From Past Years: • • • • • •

Helped fix subcontractor indemnification loophole in construction contracts. Protected nursery interests in invasive species discussions. Protected Green Acres status for nurseries and greenhouses. Gained EAB rapid response money plus tree removal and replacement money. Reduced update intervals for pesticide applicator training manuals. Held back anti-business immigration enforcement measures.

To register, go to the MNLA.biz event calendar and download the form on the Day on the Hill event page. Please reserve your spot by March 1st for the March 16th event. Questions? Call Tim Power at 651-633-4987, or e-mail tim@mnla.biz.

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Ice Storms & Trees Ninety-four years ago this month (February 21–23, 1922) marks the anniversary of the most severe ice storm recorded in the Upper Midwest since winter storm records have been kept.

Dr. James Calkins

Research Information Director MNLA Foundation

as the center of the winter storm moved northeast from Kansas to southern Michigan, the icing portion of the storm affected southeastern Minnesota, northeastern Iowa, and west central and southwestern Wisconsin along with heavy snow to the north and rain and flooding to the south. As a result of this intense storm, February 22, 2015, was the wettest February day on record in many of the affected areas with reports of significant precipitation and heavy accumulations of snow and ice. Ice accumulations of 1–2 inches on trees, power lines and other surfaces were recorded in the Twin Cities area and up to 4 inches of ice were reported to the east in Wisconsin. Snowfall accumulations of as much as three feet were reported from Eau Claire to Green Bay. In Wisconsin, the heavy ice accumulation damaged tens of thousands of utility poles resulting in interruptions of power, telegraph (yes, telegraph), and phone service for up to 15 days. In addition to the widespread failure of utility poles, there was considerable damage to forest, shade, and fruit trees. Ice accumulation on train tracks accounted for 10 train derailments when the locomotives and cars slid off the ice-covered tracks. Fortunately, although the damage was widespread and significant, only two deaths were attributed to the storm. Although ice storms are fairly common, catastrophic ice storms have historically been relatively rare. Southeastern Canada and the northeastern United States, including Minnesota and its neighboring states, are the areas that are most prone to ice storms worldwide. More specifically, ice storms are most common along a path extending from Oklahoma and eastern Texas to New York, Maine, and Nova Scotia (Canada). Ice storms are also fairly common in the Appalachian Mountains in the eastern United States and a relatively small area in the Pacific Northwest. Ice storms are most likely to

occur from October through April with the highest probability during the months of January and February. It has been suggested that these patterns may change in response to a changing climate. Some have suggested the primary ice storm track may transition northward where it would have a greater impact on Minnesota and other portions of the Upper Midwest, but what might actually occur remains unknown. The U.S. National Weather Service (National Oceanic and Atmospheric Administration/NOAA) defines an ice storm as an accumulation of ice of at least 0.25 inches on exposed surfaces and will typically issue an ice storm warning when the accumulation of this amount of ice is expected (http://w1.weather.gov/glossary/ index.php?letter=i). In most cases, ice accumulations range from a trace to about an inch, but as much as eight inches has been reported in extreme cases. Not surprisingly, the damage caused by ice storms can be devastating and tends to increase as the accumulation of ice increases. The “Great Ice Storm of 1998” is the most damaging ice storm on record and affected portions of the northeastern United States and southeastern Canada. Beginning on January 5, 1998, the storm (actually five storms in succession) lasted for five days and was responsible for the deaths of 45 people and an estimated $6.2 billion in damage. Ice accumulations of 3 inches were common and more than 4 inches accumulated in some areas. The damage to trees and utilities was devastating; roads were impassable and millions of people were without power for weeks and in some cases months. Freezing rain occurs when a winter storm includes a warm layer of air above a cold layer of air near the ground; snowflakes formed in the upper reaches of the storm become raindrops when they melt as they descend february 16

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➾ R E S E ARCH FOR THE R EAL WO R L D

Figure 1. Damage to a small boxelder tree (Acer negundo) caused by accumulating ice during an ice storm; boxelder is considered intermediate relative to its susceptibility to ice storm damage (Photo Credit: Jim Calkins).

through the warm layer of air and then supercool to a temperature below freezing (32°F/0°C) as they fall through the cold layer of air just above the surface. When these unfrozen, supercooled water droplets land on a surface that is below freezing (e.g., frozen ground, roads, sidewalks, power lines, and tree branches), they immediately freeze on contact and a layer of ice forms and continues to accumulate as long as the conditions are right. As a result, a thick layer of ice can form on exposed surfaces. Since the surface area to volume ratio for trees and above ground utility lines is very high, a tremendous amount of ice and weight can accumulate on trees and utility lines and other surfaces. In the case of trees, the weight of accumulating ice can increase the weight of the branches by as much as 100 times their ice-free weight. It’s not surprising that utility lines sag and break and utility poles snap, nor is it surprising that tree trunks and branches bend and break or that trees are sometimes uprooted. The damage caused by ice storms is typically exacerbated by windy conditions. A research-based publication developed by Richard Hauer, Jeffrey Dawson, and Les Werner is perhaps the best reference on the topic of ice storms and their effects on trees (see citation) and includes 28

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a wealth of information that should be of interest to nursery and landscape professionals. In addition to the characteristics of ice storms — including the amount of ice accumulation, the wind conditions, the duration of the storm, and the length of time the ice is present — and their relationship to the damage that can be caused by ice storms, the morphological characteristics of trees that tend to influence the susceptibility of trees to damage caused by ice storms are discussed. In general, trees with large stature, narrow branch angles and included bark, dead and decaying branches, broad crowns (decurrent branching patterns; trees that exhibit weak apical dominance and lateral branches that grow as fast as the terminal branches) and unbalanced crowns, limited trunk taper, and higher surface area to volume ratios (increased twiginess) tend to be more susceptible to damage caused by ice storms. Trees with damaged, restricted, shallow, and unbalanced root systems also tend to be more susceptible to damage. In contrast, trees with smaller stature, conical habits (excurrent branching patterns; trees with a dominant central leader that grows faster than the side branches) and balanced crowns, strong branch attachments, flexible stems, strong trunk taper, lower surface area to volume ratios (coarse branching habits/

decreased twiginess), and extensive root systems tend to be less susceptible to the damage caused by ice storms. It should be noted that a tree’s susceptibility to ice damage can sometimes change with age as the conformation of the crown may change and some trees exhibit an excurrent growth habit when they are young and a more decurrent growth habit as they mature. While many of these characteristics are genetically determined and are often species specific, considerable variability can occur within species populations. The likelihood that trees will lodge in response to the weight of accumulating ice can also be influenced by soil characteristics (wet soils and whether soils are frozen or not). From a landscape management perspective, research indicates that the damage caused by ice storms tends to be less for trees that have been selected, planted, and maintained properly. Selecting and planting trees that tend to be resistant to ice damage and proper maintenance can help reduce the likelihood of tree and property damage when ice storms occur. Selecting trees that are adapted to the growing conditions of a given site, proper planting technique, and good pruning practices can also result in healthier trees, stronger root systems, and enhanced crown characteristics that can reduce the damage that can result from ice storms. The authors have also compiled a list of trees based on their susceptibility to damage caused by ice storms wherein the trees are categorized as being susceptible, intermediate or resistant relative to the likelihood that they will be damaged when ice accumulates on their trunks and branches. Trees that are considered resistant to ice damage include Amur/ginnala maple (Acer tataricum ssp. ginnala), Balsam fir (Abies balsamea), bitternut hickory (Carya cordiformis), black walnut (Juglans nigra), American hornbeam/blue beech (Carpinus caroliniana), bur oak (Quercus macrocarpa), northern catalpa (Catalpa speciosa), Colorado spruce (Picea pungens), flowering crabapple (Malus spp.), Canadian/eastern hemlock (Tsuga canadensis), eastern red cedar (Juniperus virginiana), ginkgo/maidenhair tree (Ginkgo biloba), Ironwood/American hophornbeam (Ostrya virginiana), Kentucky coffeetree (Gymnocladus dioica), littleleaf linden (Tilia cordata), mountain ash (Sorbus spp.), northern/eastern white cedar/arborvitae (Thuja occidentalis), Norway maple (Acer platanoides), Norway spruce (Picea abies), Ohio buckeye (Aesculus glabra), shagbark hickory (Carya ovata), swamp white oak (Quercus biocolor), white oak (Quercus alba), white spruce (Picea glauca), and common witchhazel (Hamamelis virginiana). Species with intermediate susceptibility to damage from the weight of accumulating ice include boxelder (Acer negundo), common chokecherry (Prunus virginiana), eastern white pine (Pinus strobus), green and white ash (Fraxinus pennsylvanica and Fraxinus americana, respectively), red oak (Quercus rubra), paper birch (Betula papyrifera), pin oak (Quercus palustris), red maple (Acer rubrum), red/Norway pine (Pinus resinosa), Scotch pine (Pinus sylvestris), sugar/hard maple (Acer saccharum), American larch/tamarack (Larix laricina), white ash (Fraxinus americana), and yellow birch (Betula alleghaniensis). Some of the most susceptible species include American linden/ basswood (Tilia americana), American elm (Ulmus americana), bigtooth and quaking aspen (Populus grandidentata and Populus

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stress), windstorms, pests (insects, diseases, and animals), hailstorms, wildfires, landslides, avalanches, flooding, drought, hurricanes, tornadoes, and people (vandalism, poor planting, and tree and landscape management practices). All of these factors should be considered when selecting trees for designed landscapes. Citation: Hauer, R.J., J.O. Dawson, and L.P. Werner. 2006. Trees and Ice Storms: The Development of Ice Storm-Resistant Urban Tree Populations, Second Edition. Joint Publication 06-1; College of Natural Resources, University of Wisconsin-Stevens Point, and the Department of Natural Resources and Environmental Sciences and the Office of Continuing Education, University of Illinois at Urbana-Champaign. 20 pages. http://www.na.fs.fed.us/urban/inforesources/TreesIceStorms2ed.pdf For additional information related to ice storms and their effects on trees, consult the following selected references and resources: Figure 2. Ice accumulation on the branch of a red maple tree (Acer rubrum); red maple is considered intermediate relative to its susceptibility to ice storm damage (Photo Credit: Pennsylvania Department of Conservation and Natural Resources — Forestry, Bugwood.org).

tremuloides, respectively), black ash (Fraxinus nigra), black cherry (Prunus serotina), butternut (Juglans cinerea), common hackberry (Celtis occidentalis), eastern cottonwood (Populus deltoides), honeylocust (Gleditsia triacanthos), jack pine (Pinus banksiana), river birch (Betula nigra), silver maple (Acer saccharinum), and willow (Salix spp.). While these lists are not exhaustive, a knowledge of tree morphology and the characteristics that confer susceptibility or resistance to the types of damage that are caused by ice storms can be helpful when selecting trees for designed landscapes. It is important to note that the susceptibility of a given species to storm damage, including damage caused by the accumulation of snow and ice, is not the only factor that should be considered when selecting trees for designed landscapes. If we were to avoid planting specific tree species based on their shortcomings from a human perspective, the list of acceptable species would be very small or perhaps nonexistent. In fact, a diverse population of trees is needed to maximize the many benefits provided by trees. Still, there are valid reasons why some species shouldn’t be planted. For example, species that have the potential to be invasive (non-native species that have the capacity to escape cultivation and damage native ecosystems) shouldn’t be planted. And, although they are valuable species in Minnesota ecosystems, green and white ash (intermediate in their susceptibility to ice damage) and black ash (susceptible to ice damage) are no longer good recommendations for designed landscapes in Minnesota as a result of their susceptibility to emerald ash borer and the introduction of this devastating insect to the state. Remember, too, that genetic and phenotypic variation is inherent in tree populations and new and superior tree cultivars should be selected based on a variety of characteristics related to performance including their ability to withstand the weight of accumulated ice during ice storms. Of course, ice storms aren’t the only threat. Other weather events and a variety of other factors, alone and in combination, can also threaten and damage trees in landscape and forest settings including snowstorms, temperature extremes (freezing damage and heat 30

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Irland, L.C. 2000. Ice Storms and Forest Impacts. Science of the Total Environment 262(3):231-242. http://www.fs.fed.us/rm/pubs/rmrs_ gtr292/2000_irland.pdf Van Dyke, O. R.P.F. Landmark Consulting. 1999. A Literature Review of Ice Storm Impacts on Forests in Eastern North America. Ontario Ministry of Natural Resources Southcentral Sciences Section Technical Report #112. 28 pages. http://isfratt.eomf.on.ca/pubs.htm Pokorny, J.D. (coordinating author). 2003. Urban Tree Risk Management: A Community Guide to Program Design and Implementation. NA-TP-03-03. USDA Forest Service, Northeastern Area, State and Private Forestry, St. Paul, MN, USA. 194 pages. http://www.na.fs.fed.us/ spfo/pubs/uf/utrmm/index.htm Hauer, R.J., L.P. Werner, and J.O. Dawson. 2008. Why Trees Fail During Ice Storms: Developing Greater Ice Storm Resistant Tree Populations. Proceedings of the International Society of Arboriculture 84th Annual Conference. Oral Presentation. Saint Louis, MO; July 26–30, 2008. http://www.ct.gov/deep/lib/deep/forestry/icestorm/whytreesfail.pdf Crane, K., C. Nwosu, J. Park, and H. Leibach. 2008. Ice Storms. Severe Weather Wiki, James Scholar Project for ATMS 120, Fall 2008. University of Illinois Urbana-Champaign. http://severe-wx.pbworks.com/w/page/15957985/Ice%20Storms National Oceanic and Atmospheric Administration (NOAA) National Severe Storms Laboratory (NSSL). Severe Weather 101: Types of Winter Weather. http://www.nssl.noaa.gov/education/svrwx101/winter/types/ (accessed December 18, 2015) Rieck, T. and J. Boyne. This Day in Weather History for southeast Minnesota, northeast Iowa, and western Wisconsin. National Weather Service-La Crosse, WI. http://www.weather.gov/media/arx/research/ Cli19DayInHistory.pdf (accessed on December 19, 2015) McCarthy, J.J., O.F. Canziani, N.A. Leary, D.J. Dokken, and K.S. White (editors). 2001. Climate Change 2001: Impacts, Adaptation, and Vulnerability. Chapter 15: North America. Third Assessment Report of the Intergovernmental Panel on Climate Change (IPCC); Working Group II. Cambridge University Press, Cambridge, United Kingdom. http://www. ipcc.ch/ipccreports/tar/wg2/index.php?idp=545

TO COMMENT ON THIS RESEARCH 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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NPS EXPLAINED Terri Wilcox | Resultants for Business, Inc.

Through The Eyes Of Your Customers

Wouldn’t it be great if you could measure how valuable your relationship is to your customers…coming from their viewpoint, not yours? And wouldn’t it be awesome to be able to get that sort of feedback using an easy method that boils it all down to one simple metric? That’s exactly what the Net Promoter Score does. It is a measurement tool that can be used to evaluate the loyalty of a company’s customer relationships by asking one question: “How likely is it that you would recommend this company to a friend or colleague?”

No other question better defines loyalty. At Resultants For Business, a referral coming from one of our clients is THE highest compliment ever given to us. Loyalty is defined by our clients. Through their eyes, if they are willing to refer their friend, relative or professional alliance that means their loyalty and belief in us is set. The Net Promoter concept and scoring method was developed by Fred Reichheld, Bain and Company, and Satmetrix. It was introduced by Reichheld in his Harvard Business Review article “One Number You Need to Grow” in 2003. His book followed in 2006, “The Ultimate Question”. When the question is answered by your customers, using a 0–10 point scale, there are three categories that emerge: • Your most loyal customer who will continue to keep buying and referring others (the Promoters) • Your satisfied yet unenthusiastic customer who is on the fence when it comes to the competition (the Passives) • Your unhappy customer who will eventually do damage by negative word of mouth (the Detractors). Through The Eyes Of The Business World

With one question and based on these three categories, we use a simple formula to come up with our final “net score.” To calculate the net score, take the percentage of Promoters and subtract the percentage who are Detractors. So what does that score mean and how do other companies

compare to our score? From the research and gathering of data

by Satmetrix, the average company’s NPS efficiency rate is around 5–10 (Refer to www.Satmetrix.com and www.netpromoter.com). What they have uncovered with this score is that Promoters barely outnumber Detractors. Not very healthy, right? So why do companies accept that type of score? Perhaps it’s because there are a lot of companies out there that have negative Net Promoter Scores. According to Reichheld, this is why companies are having such a hard time with sustainable growth. So what is the gold standard? What is a truly well-deserving Net Promoter Score in the U.S.? Take february 16

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a look at Amazon (leading the pack five years in a row), Zappos, Harley-Davidson, U.S. Bank, Discover Card, Apple, and Southwest Airlines. Their scores consistently fall within the 50–80 range.

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This one simple metric, by our standards, is also THE most valuable accountability metric for the company. Simply recording the Net Promoter Score each year, bi-annually or every quarter is not the most important part of the measurable. If we expect our company to grow, then the work begins after we survey our clients and establish our NPS. We now have three very important actions: 1. We share it with everyone on our team from the part timers, to the executive C-suite, to our preferred partners…immediately. EVERYONE must understand what that number means to our organization, their department teams, and to their positions as individuals. We’ve got our communication work cut out for us. 2. We follow through and circle back to our clients. If you want your customers to quit staring, then let them know that “we heard you” (good or bad). This means we more than likely will need to ask more questions to uncover more specifics. It also means we will share what we plan on doing based on the score. 3. Even the highest scoring organizations have work to do. We want that score to improve. We have to continue to turn the detractors and passives into promoters. This is the focus. This is the only way to improve our score.

BRIAN FERGASON, CPCU 651.635.2781 612.247.7346 Cell bfergason@maguireagency.com www.maguireagency.com 1970 Oakcrest Avenue, Suite 300 Roseville, MN 55113 36

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And yes, our clients are staring, especially our most loyal ones, because they want us to succeed, just as much as we want our clients to succeed. We are learning from our clients every time we measure using the Net Promoter Score. It’s worth the effort because it is the foundation for growth. Loyalty defines who we are. If you are wondering what RFB’s Net Promoter Score is, click on the link and scroll down to Our Success Stories. http://theresultants. com/results TERRI WILCOX is co-founder of Resultants For Business. Connect with Terri and other RFB® Business Development Advisors at www.theresultants.com/team, or on LinkedIn.

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RENEWING YOUR VOWS UNDERSTANDING THE RELATIONSHIP BETWEEN CUSTOMER AND SUPPLIER Joe Churchill | Reinders, Inc.

➾ RE NE WIN G YOUR VO WS

tion or landscape lighting, built a patio or retaining wall, or pushed snow with a plow. Having come clean on that, I will also tell you this — I have studied “the dance” between green industry business managers and their suppliers during these 3+ decades. It has given me an intimate understanding of the different types of relationships that exist between the two. MNLA business owners have their own needs, their own style of doing business and their own understanding and priorities of what is important to them when choosing a supplier. Similarly, supplier reps each have their own style, selling methods, and values. If you are married or are in a relationship, you know that things don’t work well between you and your partner unless both sides are willing to give a little. It’s the old “for better, for worse” and “in sickness and in health” fine print we all know about. If you need a brush up on how to sustain a wonderful relationship, read the book written by Gary Chapman entitled The 5 Love Languages, The Secret to Love That Lasts. I know we burly men don’t often engage in all this touchy, feely stuff. Check your macho ways and ego at the door for a while and take a few minutes to read on. Chapman claims that people, regardless of gender, are wired to need different things. It’s just the way we are. Without diving deep into the book, I will tell you his 5 Love Languages:

reat effort has been spent addressing the dynamics between employer and employees in an effort to improve this relationship. The desired goal is to make for a better work environment between the “coach” and the “players.” This important dynamic is no different in our business. The green industry professional is a “middleman” having to most likely answer to a supervisor or business owner while also being required to provide direction to subordinates (sales clerks, laborers, technicians, designers, etc.). When the roles are well defined and implemented, the work gets done, most everyone is happy and moral is high. It’s all good. There’s another relationship in most every industry, certainly in ours, which oftentimes gets overlooked. This relationship is the one between the MNLA member and the manufacturer or distributor sales rep. There have been articles, columns, and books written on the basics of the typical customer/vendor dynamics. It exists in daily life — at your local fast food place, the dentist’s office, department store or auto repair shop. This relationship exists in our daily work lives, too. If you make a living in the green industry, you can’t do it alone. Not only do you have co-workers, boards, committees, and bosses, you also work with service providers, government agencies, public relations groups, patrons, and suppliers. Ah yes, suppliers. . . . What sort of relationship do you have with your suppliers? What sort of relationship do your suppliers have with you? What does a good relationship with a supplier look like to you? What do you suppose a good relationship with a customer looks like to your supplier? Do you align yourself with vendors with similar values as yours? Full disclosure here — I make a living consulting and selling turf care products for an independent turf distributor. For 35 years, I have worked for either a manufacturer or a turf and ornamental products distributor. I have never worked in a greenhouse or garden center, grown plant materials, designed a landscape, installed irriga-

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1. Words of Affirmation 2. Quality Time 3. Receiving Gifts 4. Acts of Service 5. Physical Touch In a nutshell, the message is simple. When we do nice things for our significant other, we most often come from a place of good intentions. We offer them the sort of love we would like to receive ourselves. The problem with this mindset is your loved one’s “Love Language” may not be the same as yours. To sustain a healthy relationship, you must determine what your partner’s “Love Languages” are and then act upon them. And they may be totally different than yours! To simplify the message: You may like chocolate ice cream and she may like strawberry. If you buy her a chocolate ice cream cone (because that’s what you like), she will appreciate your kind act, but deep down inside, she would have rather had strawberry! Put in another way, you’re speaking English and she’s speaking Chinese. You both love each other, yet the love would be so much more enriched if you could speak each other’s language. Duh! That’s all interesting you may think, but what the heck does that have to do with the product or service I buy and who I buy it from?! Let’s frame Gary Chapman’s message a bit differently. Do you think maybe you, as a professional green industry manager, may have specific ways in which you like to buy things? I bet you could give me three criteria that are most important to you when it comes to buying something or deciding from whom to buy it. Is it the brand? Is it the price? The sales rep? Is it speed of delivery? Is it the supplier’s location and ease or convenience? Do you think maybe your suppliers have their own “Love Languages?” Do you think they value and respect the customer

So what sort of buyer are you? What sort of sellers are your suppliers? Can you find yourself and your product/service providers in the lists below?

CUSTOMER TYPE:

SUPPLIER TYPE:

LONE WOLF:

SCHMOOZER:

Introvert or reclusive Wants to “go it alone” Doesn’t look for help or see the need for it Been doing it this way forever and it works just fine for me Limited or no trade association involvement

Likes to stop by and talk about the weather or last night’s ball game May get around to asking you if you need anything Seldom comes prepared to talk about your needs or challenges Approaches a sales call as if you’re simply a name on a list.

MR. KNOW-IT-ALL TRANSACTIONAL: Their only need is for a reliable product source Researches product and service features/benefits on their own Knows what they want and just needs a place to buy First cousin to the Lone Wolf

Fancies himself as an expert Has an ego the size of Iowa My way is the right way Questions customer’s skills or ability via innuendo and ill-thought questions Doesn’t bother to ask what your needs or challenges are

MAD SCIENTIST: BARGAIN BOB Likes to try new methods and new products Always reading up on latest technology and trends Embraces the cause/effect concept. Wants to know why things happen Likes to ask lots of technical questions and review university data

Will beat anyone’s price Sees his value as being the lowest price in the market Doesn’t bother to ask what your needs or challenges are Places limited value on product quality or performance Plays golf with the Schmoozer

BEN & JERRY: MAD SCIENTIST Carefully builds a relationship with someone that is like-minded Looks for someone who will be their partner in growing their business Understands that a successful relationship works for both parties Is inquisitive and open to new ideas from their supplier partner Neighbor to the Mad Scientist

Thrives by the science behind the product Makes everything a science experiment Overthinks every turf challenge Creates a lot of extra steps when attempting to fill a customer need Have you met my best friend, Mr. Know-It-All?

PENNY PINCHER: MR. Q & A Thinks lowest price is highest value Spends money like it is their own No interest in product features/benefits Embraces “what’s my price” philosophy Friends with the Lone Wolf

Asks probing questions to determine customer’s needs Determines quickly what is important to his customer and responds accordingly Looks at his role as a problem solver and service provider Uses his expertise and product knowledge to create a professional partnership with his customer Provides relationship value

february 16

MNLA .biz

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DOWNLOAD SALES TAX SHEETS MINNESOTA REVENUE PUBLISHED UPDATES TO TWO KEY SALES TAX FACT SHEETS IN 2012. Nursery and Greenhouse Production: Sales Tax Fact Sheet 174 Nursery and greenhouse production farms that grow trees, shrubs, perennials, annuals, potted plants and other plants for sale ultimately at retail qualify for the agricultural production and farm machinery exemptions. (The definitions of farm machinery and agricultural production are located on page two.) Nursery and greenhouse operations that store plant stock waiting to be sold at retail or house inventory for landscapers do not qualify for the agricultural production and farm machinery exemptions. Please download the latest version of Sales Tax Fact Sheet 174 (last updated in May 2012) from http://www.revenue.state. mn.us/businesses/sut/factsheets/FS174.pdf. Farm Machinery: Sales Tax Fact Sheet 106 New and used farm machinery is exempt from sales tax. To qualify for the exemption, the machinery must meet the definition of “farm machinery” and must be used directly and principally in “agricultural production.” The definitions of farm machinery and agricultural production are in the fact sheet. Please download the latest version of Sales Tax Fact Sheet 106 (last updated in December 2012) from http://www.revenue.state.mn.us/businesses/sut/ factsheets/FS106.pdf.

Both the customer and the supplier need to know what language each other speaks. If you’re on the same wavelength, you can expect to strike a chord with each other. If you don’t seem to be getting along, you’re probably not communicating in a way that will satisfy either of your needs. Think chocolate vs. strawberry. You’re not being heard. Frustration sets in and the buy/sell process fails. relationship? Are they more comfortable selling on price? Do they place value on research and product knowledge? How important is it to them that they believe in the product or service they sell? Do they prefer face-to-face visits or would they rather reach out via social media or email? Both the customer and the supplier need to know what language each other speaks. If you’re on the same wavelength, you can expect to strike a chord with each other. If you don’t seem to be getting along, you’re probably not communicating in a way that will satisfy either of your needs. Think chocolate vs. strawberry. You’re not being heard. Frustration sets in and the buy/sell process fails. Like the beginning of any good relationship, both sides need to get to know each other. You have your needs, know what is important to you, and you have a unique way of doing your job. Your suppliers have the same. No one type of buyer or seller is right or wrong. The key to a successful relationship is to learn each other’s “Love Languages” and how to speak them. If they mesh, you’re in for a long, beautiful relationship. If they don’t, that’s perfectly fine. Keep searching. Your perfect partner is out there!

JOE CHURCHILL is Senior Turf Specialist with Reinders and can be reached at jchurchill@reinders.com.

MNLA .biz

february 16

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5 WAYS TO STOP SELLING AND START

LISTENING TO YOUR RETAIL CUSTOMERS I walked into a men’s boutique the other week when a young woman lurched out from a four-way rack with a small flier telling me how the whole store was now 40% off. She then asked how I was and what I was looking for that day...all in one breath.

Bob Phipps | The Retail Doctor

february 16

MNLA .biz

➾ 5 WAYS TO LISTEN TO Y O UR R ETAI L C USTO M ER S

ou could smell the desperation of this once-popular brand. I left. You don’t have to be much of a listener to be an order taker. And if all we had to do was ask our customers what they were looking for, then listen to their response and just take them to the product, anyone could do it. In many ways, that’s what Amazon does in their warehouses. It’s also why so many retailers are struggling. If you want to get the really big sales, the really loyal customers, the buzz people want to share with their friends about something other than your crazy discounts, you and your crew better learn how to communicate with strangers. That starts with a better job of listening. When you do that well you hear opportunities where most retailers don’t. But quite simply, we’ve all become passive listeners.

Key Words. Listen for the key words in what the other

Paraphrase. To make sure the customer knows you understand them, restate what you think you heard them say. When you check for your own comprehension, it helps make your exchange more human. It lets the other person relax. In a world that doesn’t seem to care — they know you heard them correctly.

Show it. How can another person know you are actively

What not to do?

Our ears are letting the information in, but it stops there.

It’s like being at a sports bar talking to a buddy with one eye on the game. The sound from the TV may be getting to your ears, but you aren’t processing it unless someone says, “Did you just hear that?” At that point your brain tries to rewind what the ears heard.

person is saying. Ask yourself, “What is most pressing about this situation?” When you do that, you’ll hear the critical words that help you solve their problem. That lets you personalize the interaction.

listening to them? You make eye contact. You lean in just a bit. You nod your head. You will be listening not just to the spoken words but to the tone and inflection to tell what emotion they have about what they are speaking about, so you can respond accordingly. Make sure to wait patiently for them to finish.

Swiss Listening

Passive listening is listening without reacting; there is nothing expected from you. As a result, the information going to the processing part of the brain is filled with holes. For that reason I call it Swiss Listening. When you are Swiss Listening, the stream of information is not complete. The brain tries to do its best by assuming from the words coming in, what the other person must be saying. In both cases, you’re just hearing the words, not processing what they mean or connecting them to a person, an activity or something that directly affects you. On the other hand, when you actively listen, you send a message that you care what the other person says. Think of a time you were trying to hear someone at a loud concert or crowded mall. You intentionally made yourself focus your hearing and connected it to a purpose. You wanted the details, the emotions. You connected the words your ears heard through to your brain so it could process the information and respond to it. You were actively listening. You were engaged in two-way communication. Active listening is the foundation of relationship building. It doesn’t just happen. You have to make it happen. Five Ways to Listen Better Before Trying To Sell

Focus. One of the first things is to not to allow yourself to get distracted when you are listening to someone. When we miss something, most of us get embarrassed and cover it by asking a question. The problem is customers don’t like to repeat themselves. Look at their face, watch their expressions and wait until they are finished to talk.

Get ahead of yourself. There’s only one thing not to do and that is to be talking to yourself while the other person is speaking. You do that because you want to try to fix something quickly, which may or may not be what is needed at that moment. Sometimes, people just want to get their thoughts all out. You want to avoid crafting any kind of response to what the person says until you’ve confirmed you understand what they said.

In Sum

In your personal life, you don’t want to be that guy or that gal who just waits for the other person to stop talking so you can talk again. I mean…do you? In a garden center store or on a landscape sales visit, the first skill you need to master and use is the ability to actively listen and react, restate, and encourage your customer to engage with you. Your ability to actively listen when someone is talking to you must come from your own personal discipline. Miss that key skill to actively listen and whatever sales tools and training you have will be worthless.

BOB PHIBBS, The Retail Doctor, is a nationally-recognized business strategist, customer service expert, sales coach, marketing mentor, retail author, and motivational business speaker. Contact Bob at www.retaildoc.com, or 562-260-2266.

february 16

MNLA .biz

➾ V OLU NTEER

MNLA

MEMBER

VOLUNTEERS NEEDED FO R T H E S CO O P CO N T RI BU T I O N S

The MNLA invites all members to get actively involved in your association. There are numerous volunteer opportunities that will expand your network and knowledge while supporting the green industry and the mission of MNLA. Get involved! You’ll take away more than you thought possible.

WRITE AN ARTICLE AND/OR SUBMIT PHOTOGRAPHS FOR THE SCOOP Who doesn’t like seeing their name in print? This month we’d like to highlight an opportunity for members to write articles for the MNLA monthly magazine — The Scoop! Feature Stories/Member Articles: Do you enjoy writing or feel passionate about an industry-related issue? We encourage you to start typing and send us an article or even two! We can learn more together than we can individually, so let’s share. Articles can be submitted at any time to MNLA Administrative Assistant Gayle Anderson at gayle@mnla.biz. Industry Response Questions: Not feeling up for a full-blown feature story? We have some short member-response features like “Word on the Street” or “My Favorite Tool.” Let us know that you’d like to be added to the e-mail response list for future renditions of these features. E-mail MNLA Administrative Assistant Gayle Anderson at gayle@ mnla.biz and we’ll add you to the list! Calling all Photographers: Perhaps you don’t feel like you’re a strong writer, but you’ve got some great photographs that you’re willing to share (with a photo credit of course!). Or maybe you want to be on a resource team and we can e-mail you when we’re looking for specific photos to run with a story. If this sounds like an opportunity for you, get in touch with MNLA Communications Director Jon Horsman at jon@mnla.biz.

MNLA .biz

february 16

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➾ MNLA FOUN DATION

Foundation Research Report Determination of residue in flowers and leaves from use of systemic insecticides imidacloprid, dinotefuran, and pymetrozine in greenhouse pots.

Vera Krischik

University of Minnesota

MNLA .biz

integrated pest management programs (IPM) promote the use of cultural, biological and chemical tactics to manage pest insects, while conserving pollinators and beneficial insects. Bee and beneficial insect conservation is important. Honeybees and bumblebees pollinate 1,000s of native plants and crops that produce the seeds, fruits, and nuts that we consume, and bees contribute approximately $15 billion worth of crop yields. Bee loss is due to a combination of factors, such as insecticides, habitat loss, and disease. In addition, using beneficial insects to kill pest insects is a major part of an IPM program, which can reduce insecticide use and decrease the potential that pests will develop resistance to insecticides. There are critical concerns about the impacts of systemic insecticides on beneficial insects, honeybees, and native pollinators. Systemic insecticides accumulate in pollen and nectar, but there is not enough data to understand if the levels that accumulate will harm bees and beneficial insects. Data does not exist for understanding if current management practices comply with the new 2014 MN bee labeling laws with 2015 changes (editor’s addition) that restrict residues of systemic insecticides in pollen and nectar of bee-friendly plants. One of the major deficits in knowledge is how much neonicotinyl insecticide is found in pollen and nectar of neonicotinyl–treated plants, besides seed-treated crops. Residue levels of neonicotinoids in pollen and nectar differ depending on the application method that is used in crops and landscapes. A sunflower seed is covered with 0.25 mg active imidacloprid (neonicotinyl chemical) that results in 7.6 parts per billion (ppb) imidacloprid pollen. In agriculture, an imidacloprid soil drench resulted in 122 ppb in pollen and 18 ppb in nec-

february 16

tar of pumpkin (Dively and Kamal 2012) and 15 ppb in pollen and 10 ppb in nectar of squash (Stoner and Eitzer and 2012). A 300 mg soil surface application of imidacloprid can be applied to a 3 gal pot in the greenhouse which results in residues of 6,000 ppb in flowers (Rogers et al. 2007, Krischik et al. 2015). Landscape applications of imidacloprid result in much higher levels of residue in nectar and pollen. Doering et al. (2005) found 1,038–2,816 ppb in Cornus spp., dogwood flowers, at 17 months after application. A soil injection around Eucalyptus trees resulted in 550 ppb imidacloprid in nectar (Paine et al. 2011). Turf and white clover treated with clothianidin resulted in residues of 172 ppb in nectar. Colonies did not avoid foraging on treated clover and showed reduced foraging activity and increased worker mortality in the hives within five days. Colonies showed a trend for fewer workers and males, no queen production, reduced number of wax pots, and reduced colony weight compared to controls (Larson et al. 2013). Fischer and Chalmers (employees of Bayer) (2007) reported that the oral LC50 (lethal death to 50% of a population, a standard used for measuring toxicity) for honey bees is 192 ppb imidacloprid. Thus, the potential for neonicotinyl insecticides to impact bee health may be underestimated as residue levels in agricultural and landscape plants are higher than reported for seed treatments. This proposed research will help the nursery industry by providing data on systemic insecticide residues in greenhouse pots during plant production. The proposed research is performed to understand the residue of systemic neonicotinoids (imidacloprid and dinotefuran) and systemic pymetrozine in leaves and flowers of plants grown in small 4 in pots and 1.5 gallon

One of the major deficits in knowledge is how much neonicotinyl insecticide is found in pollen and nectar of neonicotinyl–treated plants, besides seed-treated crops. Residue levels of neonicotinoids in pollen and nectar differ depending on the application method that is used in crops and landscapes. pots (hanging baskets). Leaves and flowers were sampled at 4 and 8 weeks after systemic insecticide application. In the 4 in pots small Calibrachoa plants and in the 1.5 gallon hanging baskets, Ruellia humillis (http://www.missouribotanicalgarden.org/PlantFinder/ PlantFinderDetails.aspx?kempercode=m220 ), a native petunia, were grown. Samples were frozen in an ultralow freezer at -80°F and shipped in October 2015 on dry ice to the USDA lab in Gastonia North Carolina for residue analysis. The residue data has not been generated yet.

References Dively GP, Kamel A (2012) Insecticide residues in pollen and nectar of a cucurbit crop and their potential exposure to pollinators. J Agric Food Chem 60: 4449–4456. Doering J, Maus C, Schoening R (2005b) Residues of imidacloprid WG 5 in blossom and samples of Cornus mas after soil treatment in the field. Application: 2003, Sampling: 2005. Bayer CropScience AG. Report No. G201801. Fischer DL, Chalmers A (2007) Neonicotinoid insecticides and honey bees : Technical answers to FAQs. Bayer Cropscience. Available: http:/ www.bee-quick. com/reprints/imd/BayerFAQ.pdf. Krischik, V, Rogers M, Gupta G, Varshney A (2015) Soil-applied imidacloprid translocates to ornamental flowers and reduces survival of adult Coleomegilla maculata, Harmonia axyridis, and Hippodamia convergens lady beetles, and larval Danaus plexippus and Vanessa cardui butterflies, Plosone DOI: 10.1371/journal.pone.0119133, March 232015

2015 RESEARCH RESEARCH FOR THE REAL WORLD The MNLA Foundation provides a great resource each month to members through Research for the Real World articles written by Jim Calkins. Calkins helps synthesize articles and research to make it easy for members to find the most relevant information for their business. Want to read in-depth on any of these topics? Visit MNLA.biz and choose “Members Only” from the menu. (Note: You’ll need to log in to access this exclusive member content!) Below is a review of the topics covered in 2015.

Hope in the fight against EAB Industry growth up 17% Genetically Modified Apples Approved by USDA Threats to Eastern Black and Butternut Walnuts Mountain Pine Beetle Quarantine Implemented in Minnesota Neonicotinoid Insecticides Continue in the News Disinfecting Pruning Tools New Bee/Neonicotinoid Insecticide Research Job Opportunities in Agriculture Controlling the Height of Tiger Lilies Smoke Overcomes Seed Dormancy Horticultural Myths Temperature & Plant Quality Daylilies Pathogen Immunity & Other Bee Research Irrigation, Plant Performance, & Water Use Efficiency Solar Pavers Root Zone Temperatures & Plant Growth 2015 EAB Update Hopguard & Varroa mites Status of the WOTUS rule Emerald Ash Borer Found in the City of Duluth Roof Top Gardens; Midwest Landscape Benefits

Larson JL, Redmond CT, Potter DA (2013) Assessing insecticide hazard to bumble bees foraging on flowering weeds in treated lawns. PLoS ONE 8(6): e66375. doi:10.1371/journal.pone.0066375 Paine TD, Hanlon CC, Byrne FJ (2011) Potential risks of systemic imidacloprid to parasitoid natural enemies of a cerambycid attacking Eucalyptus. Biol Control 56: 175–178. Rogers MA, Krischik VA, Martin, LA (2007) Effects of soil application of imidacloprid on survival of adult green lacewing, Chrysoperla carnea (Neuroptera: Chrysopidae) used for biological control in greenhouses. Biol Control 42:172–177. Stoner KA, Eitzer BD (2012) Movement of soil-applied imidacloprid and thiamethoxam into nectar and pollen of squash (Cucurbita pepo). PLoS ONE 7(6): e39114. doi:10.1371/journal.pone.0039114. Accessed 24 February 2014.

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MNLA .biz

➾ MNLA BOARD OF DIREC TO R S

MNLA BOARD OF DIRECTORS EL EC TI O N R E S U LT S

Herman Roerick, owner of Central Landscape Supply Inc., was elected president of the Minnesota Nursery & Landscape Association. A 1984 graduate of the University of Minnesota-Crookston, Roerick is an active volunteer within MNLA, as well as St. Cloud area business and outdoor groups.

Scott Frampton, co-owner of Landscape Renovations, was elected vice president. Frampton received a degree in landscape technology from Anoka-Hennepin Technical College in 1989 and has been active in many of MNLA’s committees over the years.

Mike McNamara, owner and president of Hoffman and McNamara Nursery & Landscaping, was re-elected to the MNLA Board of Directors. Mike has a degree in entrepreneurship from the University of St. Thomas and has been a member of the MNLA Foundation Board of Trustees, the Green Industry Leadership Institute Task Team, Landscape Education Committee and the Landscape Contractors Committee.

Jeff Pilla, Director of Retail Stores for Bachman’s, Inc., was re-elected to the MNLA Board of Directors. Jeff has an AA degree from Rochester Community College and is an MNLA Certified Professional. Pilla is a member of the Networking and Government Affairs Committees as well as the MGI Green Industry PAC. He is a past chair of the Garden Center Committee as well as a past member of the Certification Committee.

Nick Sargent, owner of Sargent’s Landscape Nursery in Rochester, was re-elected to the MNLA Board of Directors. Sargent holds a Bachelor of Science degree from the University of Minnesota, Carlson School of Management and is an MNLA Certified Professional. Nick is a past chair and current member of the MNLA Networking Committee and has served as a chair of the Sustainable Environment Committee and a member of the Certification Committee. John O’Reilly, Vice President of Operations at Otten Bros. Garden Center and Landscaping, was elected to the MNLA Board of Directors. O’Reilly has a degree in sociology from Western Illinois University and is an MNLA Certified Professional. O’Reilly has served on a number of committees with MNLA, including the Garden Center Committee, Education & Certification Committee, and the Communications & Technology Committee.

Matt Mallas, Manager of Purchasing & Logistics for Hedberg Supply, was elected to the MNLA Board of Directors. Mallas has an associate’s degree in Architectural Drafting & Estimating. After participating in and contributing to MNLA events and initiatives for 18 years, Matt was chosen as 2015 Volunteer of the Year for his work with the MNLA Green Industry Leadership Institute. He has served on both the Hardscape Committee and Networking Committee. Matt currently serves as the chair of the Networking Committee.

Also continuing to serve on the MNLA Board of Directors are Tim Malooly, Irrigation by Design and Water in Motion and Randy Berg, Berg’s Nursery, Landscapers/Garden Center. 52

MNLA .biz

february 16

➾ ME MBER N EWS

COMMITTEE OPENINGS The MNLA Board of Directors forms committees to carry out the strategic direction of the organization. Below is a summary of the committees with current openings, and a summary of their mission. Are you interested in learning more about the committee’s task or time commitment involved? For more information, contact a board member, a committee chair, an MNLA staff member, or to submit a volunteer application online, visit www.MNLA.biz. Membership Committee: Current openings: 8 Chair: Rob Friend, The Mulch Store Van Cooley, Malmborg’s, Inc. Katie Feckers, Nelson Nursery, Inc. Andy Petersen, Spectrum Sales Herman Roerick, Central Landscape Supply Kelsey Sparks, Green Barn Garden Center, Inc. Bert Swanson, Swanson’s Nursery Consulting, Inc. Staff Liaison: Mary Dunn Mission: an outreach team which personally shares information about the value of membership, and acts as a conduit for gathering insight and ideas from members and prospective members. Communications + Technology Committee: Current openings: 7 Chair: Randy Berg, Berg’s Nursery, Landscapers/Garden Center Faith Appelquist, Tree Quality LLC Diana Grundeen, Trio Landscaping Justin Mangold, Mangold Horticulture Jessica Miles, Minnesota Department of Agriculture — MN Grown John O’Reilly, Otten Bros. Nursery & Landscaping, Inc. Betsy Pierre, Pierre Productions Rick Triviski, Windsor Companies / LAC Enterprises Andy Wilson, Wilson’s Nursery, Inc. Staff Liaison: Jon Horsman Mission: help members grow successful businesses by developing MNLA into a critical hub of vital and unique knowledge for members. Government Affairs Committee: Current openings: 3 Chair: Timothy Malooly, Water in Motion Douglas Carnival, McGrann, Shea, Carnival, Straughn & Lamb Scott Frampton, Landscape Renovations, Inc. Matthew Kuha, Irrigation By Design, Inc. Terri McEnaney, Bailey Nurseries, Inc. Mick McGuire, McGuire Landscaping, Inc. Gail Nozal, S & S Tree & Horticultural Specialists Jeff Pilla, Bachman’s, Inc. — Minneapolis Derek Tweten, Barrett Lawn Care, Inc. Cory Whitmer, The Mustard Seed Landscaping and Garden Center Jennifer Wilson, Wilson’s Nursery, Inc. Staff Liaisons: Cassie Larson, Tim Power, Jim Calkins Mission: help members grow successful businesses through legislative and regulatory involvement to protect and advance the collective interests of members. Trade Show Committee: Current openings: 2 Chair: Dave Kemp, The Catholic Cemeteries Teresa Craig, Grove Nursery, Inc. Kim Gaida-Wagener, Arteka Companies Paul Griffin, City of Woodbury Chris Halverson, Bailey Nurseries, Inc.

Kent Harris, Arteka Companies Roger Hintze Ken Liddell, Adwear Specialties Mike McNamara, Hoffman & McNamara Nursery and Landscape Charlie Miller, Truck Utilities, Inc. Steve Pallas, Hunter Industries Brad Pederson, Bloomington Garden Center & Landscape Co. Andy Petersen, Spectrum Sales Kent Williamson, Dulcet Fountains & Aeration, Inc. Staff Liaison: Mary Dunn Mission: ensure the presentation of a world-class commerce and networking event at the most exhibitor-friendly green industry trade show in the country. Networking Committee: Current openings: 8 Chair: Matt Mallas, Hedberg Landscape & Masonry Supply Duggan Kelly, Kelly Green Irrigation, Inc. Julie King, Sage Landscape Design, Inc. Patrick McGuiness, Zlimen & McGuiness PLLC Jeff Pilla, Bachman’s, Inc. — Minneapolis Nick Sargent, Sargent’s Landscape Nursery, Inc. Jim Saybolt, biota Landscape Design + Build Amy Voight, A Team Landscaping Inc. a division of Voight Home Improvements Inc. Staff Liaison: Susan Flynn Mission: help members grow successful businesses by creating and supporting member-to-member business connections and networking to foster camaraderie and commerce. Education & Certification Committee: Current openings: 1 Chair: Debbie Lonnee, Bailey Nurseries, Inc. Neil Anderson, University of Minnesota Susan Bachman-West, Bachman’s, Inc. — Minneapolis Sam Bauer, University of Minnesota Extension Anoka County James Calkins, Sustainable Horticultural Solutions Brandon Gallagher, Rainbow Treecare Jim Hagstrom, FASLA, Savanna Designs, Inc. Mike Heger, Ambergate Horticultural Consulting Theresa Helgeson, University of Minnesota Crookston Manuel Jordan, Heritage Shade Tree Consultants, Inc. Dave Klein, Amcon Block and Precast Matthew Kuha, Irrigation By Design, Inc. Alyson Landmark, Southview Design Jeff Pilla, Bachman’s, Inc. — Minneapolis Kathy Zuzek, University of Minnesota Extension Staff Liaisons: Susan Flynn and Cassie Larson Mission: help members grow successful businesses by setting MNLA’s overall education program strategy and developing new online learning modules.

february 16

MNLA .biz

O PR

MNLA CERTIFICATION

TIFIE R E

SSIO

Prove what you know. Become a Minnesota Nursery & Landscape Association Certified Professional.

Who is eligible?

Who?

You are eligible to register for the exam if you meet the following requirements: • Have either two years of study in an accredited post-secondary nursery and/ or landscape program that includes a structured internship, OR • A minimum of 2,000 hours in nursery or landscape-related employment. A signature of an educational advisor or work supervisor is required on the exam registration form to verify completion of the prerequisite.

What’s new?

SA M E VALU E, N E W FO R MAT When and where are the 2016 exams?

When & Where?

Why does it benefit me in my career?

Why?

When: This year, as a convenience to you, testing will occur on all Fridays in February and three Fridays in March. February 5 FULL, 12 FULL, 19, 26 | March 4, 11, 18 Where: Testing will take place at the MNLA office in Roseville. Please note, only seven seats are available for each test date. Please apply early!

• Identifies you as a professional. • Gives you credentials and proves your qualifications. • Provides you instant credibility with your clients and employers. • Contributes to increased opportunities for advancement with many employers. • Demonstrates your commitment to your profession. • Distinguishes you from the competition. • Qualifies you to do expert work and give advice.

Why does it benefit MNLA member companies?

MNLA member businesses that employ certified professionals enhance their professional image, increase customer recognition and respect, provide a consumer marketing tool, and offer an additional tool for employee motivation, evaluation, and advancement.

O PR

TIFIE

The exam is now given in an electronic format with immediate results and integrated photos and videos. It is still a two-part exam: you must pass a Basic Knowledge Exam and a specialty of your choosing (Landscape, Garden Center or Grower) to become MNLA Certified. To maintain certification status, all individuals must compile at least 18 continuing education points every three years.

SSIO

What’s New?

HOW TO PREPARE: USE THESE RESOURCES TO PREPARE FOR THE EXAM: ONLINE STUDY CHAPTERS | PRAC TICE TEST | PL ANT I.D. WEBINAR

➾ ME MBER N EWS

WELCOME NEW MNLA MEMBERS! Carlin Sales/Pro Green Plus — Joliet Todd Owens Joliet, IL, 815-744-7333

JR Landscaping Ron Larsen Buffalo, MN, 763-477-5712

River Heights Lawn & Landscape LLC Nick Marsden Inver Grove Heights, MN, 612-701-0648

David Cota Snowplowing David Cota Bethel, MN, 763-670-1837

Kerber Lawn & Yard Fred Kerber Chanhassen, MN, 952-237-8019

Scotts Tree Service MN LLC Scott Kautor Maple Grove, MN, 763-245-3184

Evolve Landscaping LLC Joe Mages Winthrop, MN, 507-301-7373

LSJ Engineering Larry Olson Andover, MN, 612-964-4524

Shared Landscapes Susan Van Baerle Bloomington, MN, 952-217-9801

Fertile Building Center Tim Fuchs Fertile, MN, 218-945-6964

Lucky’s 13 Cory Hamilton-Burrows Inver Grove Heights, MN, 612-414-4070

Stone on Demand Marc Mahowald Stillwater, MN, 651-983-2429

Forrest Lawnscape Mike Ellison Zimmerman, MN, 763-221-4840

Midwest Consulting, Inc. Dave Svobodny Park River, ND, 701-331-0418

Terry Overacker Plumbing Terry Overacker Anoka, MN, 763-323-8885

GardenKare by Kris Kristin Heath Apple Valley, MN, 952-807-7055

Nexus Insurance Solutions Mike Nahlovsky Chanhassen, MN, 952-697-4403

Tri-State Bobcat William Quirk Burnsville, MN, 952-894-0894

Gordon Construction of Mahnomen, Inc. Ronald Spry Mahnomen, MN, 218-935-2191

Outdoor Renovations Landscape & Nursery Marie Jacobson Underwood, MN, 218-826-6623

West Wind Apiaries Steve Weber Hampton, MN, 507-302-9118

IOCC Dan Christopulos Edina, MN, 952-930-3286

Ran-Dar Builders Randy Hopkins Scandia, MN, 651-433-3348

Joe Foltz Construction, Inc. Joe Foltz Perham, MN, 218-371-9229

Winter Greenhouse Jim Wilson Winter, WI, 715-266-4963

Right-Way Caulking, Inc. Dustin Kanewischer Fridley, MN, 763-780-4102

HOW DOES YOUR COMPENSATION STACK UP? partnered with Readex Research to complete a 2015 Wage Survey. It’s been a long-time challenge for nursery and landscape businesses to find the best ways to fairly compensate employees while still attracting and retaining the most desirable candidates. Underpay, and employees will eventually look for a better offer. Overpay, and your budgets and profitability will suffer. That’s why the Minnesota Nursery & Landscape Association

Wholesale Nursery (Woody Plants) — average wages reported for general labor, pesticide applicators, and inside sales.

A total of 863 members were surveyed and 126 members took part — a 15% response rate. The following are a listing of positions that garnered enough respondents to provide average wage data in the report.

Wholesale Greenhouse (Annuals, Perennials) — average wages not reported for any positions as there were not a critical mass of respondents.

Retail Nursery/Garden Center — average wages reported for manager, asst. manager, sales personnel, general labor, and cashiers.

Landscape Contracting — average wages reported for division manager, field (continued on page 57)

february 16

MNLA .biz

➾ MNLA N EWS

MNLA

CONGRATULATIONS! Congratulations to the following individuals who were honored with MNLA Awards at the 2016 Awards Gala on January 13 at the Hilton Minneapolis.

KING NAMED MNLA VOLUNTEER OF THE YEAR Julie King was named Volunteer of the Year during the MNLA Awards Gala held Jan. 13, King is a partner in the landscape firm Sage Landscape Design in Minneapolis, MN which specializes in residential landscape design and maintenance. The MNLA Volunteer of the Year Award honors an individual who has, within the previous 18 months, risen up to make special achievements happen for the association. Working within the MNLA, this individual’s leadership and commitment will have helped significantly improve the activities, stature, or services of the association. King was honored this year because of her wide variety of participation in association activities. Her involvement included: 1. Acting as the first leader of the Professional Gardening segment networking group. King was instrumental in launching this group as an example of what the MNLA Board of Directors hoped networking groups would become. 2. Serving on the team that re-envisioned the MNLA awards programs and continuing to shepherd the program forward as part of the Landscape Awards Task Team. 3. Serving on a focus group that helped to re-envision the strategic future of the Association. 4. Serving on both the newly formed Board Development Committee and Networking Committee. According to MNLA Past President Heidi Heiland, “Julie King is a quiet and dedicated servant leader. We’re pleased to recognize her for her hard work, dedication, leadership and passion on behalf of MNLA.” King is currently an active member of both the MNLA Networking Committee and the Board Development Committee. She has been serving as an MNLA volunteer for over five years in a variety of roles and exemplifies the professionalism, work ethic, and strategic vision of the excellent volunteers that fuel MNLA’s programs and services.

SARGENT INDUCTED INTO MNLA HALL OF FAME Forrest Sargent of Sargent’s Landscape Nursery in Rochester, was inducted into the Minnesota Nursery & Landscape Association Hall of Fame during the MNLA Awards Gala held on Jan. 13. The MNLA Hall of Fame honors leaders who have given long-time service to the association and the industry. The commitment and sacrifice made by these leaders will have dramatically improved the activities, stature or services of the association. “Sargent has been a dedicated association volunteer throughout his 40-plus year career and encourages the same of his family and employees,” said MNLA Past President Heidi Heiland, Heidi’s Lifestyle Gardens. After graduating from Red Wing High School in 1962, Sargent went on to work for Sargent’s Nursery, Inc. in Red Wing with his father, Maxwell Sargent until 1971, when the two partnered to open Sargent’s Landscape Nursery in Rochester. In 1979, Forrest purchased the nursery from his father to obtain full ownership of the business. Due to its success, a second location, Sargent’s on 2nd was then opened in 1984. Sargent currently holds the position of President and CEO of Sargent’s Landscape Nursery, and his son Nick became a partner and officer in 2010. Sargent served as President of the Minnesota Nurserymen’s Association, and comes from a heritage of volunteerism as his father Maxwell served as President of the association as well. Not only does the culture of Sargent’s volunteerism proceed him, it also follows him as his son Nick Sargent currently serves on the MNLA Board of Directors and many Sargent employees have served on committees, task teams, and networking groups. In addition to his volunteer service with the MNLA, Sargent also served two terms as Lieutenant Governor and two terms as Governor for the American Nursery and Landscape Association. He has also served as president of Quarry Hill Nature Center, the Channel One Regional Food Bank for Southeastern Minnesota, as chairman of the University of Minnesota Waseca horticulture program, chairman of the Rochester Community and Technical College horticulture program, and President of the Kiwanis Club. He has also been honored with the Rochester Mayor’s Medal of Honor for Industry. Sargent has donated countless hours to ensuring that the future of the green industry in Minnesota and nationally remains strong through volunteerism. His service has set a high bar and set an example for a future generation of volunteers. Sargent currently resides in Rochester, MN with his wife Faye.

MNLA .biz

february 16

(cont'd. from page 55) supervisor, foreman, assistant foreman, designers, general labor and shipping/ receiving. Hardscape Contracting — average wages reported for foreman, designers, and general labor. Irrigation — average wages reported for division manager, residential foreman, commercial foreman, service technician, and general labor. Landscape Management (Turf Care, Fertilization, Snow Plowing) — average wages reported for division manager, foreman, pesticide applicators, general labor, skid steer operators, truck operators, and sidewalk operators. Landscape Design (For Independent Design Firms Only) — average wages not reported for any positions as there were not a critical mass of respondents. Professional Gardening Services — average wages reported for foreman and general labor. Tree Care/Arboriculture — average wages reported for arborist, technician /pesticide applicator, and general labor. In addition to compensation, the report also includes job descriptions for each position as well as the percentage of companies offering a variety of benefits to seasonal vs. part-time vs. full-time employees. The executive summary offers an in-depth analysis of key data to help you to accurately interpret trends in compensation and benefits. MNLA members may purchase an electronic copy of the report for $99 and non-members may purchase an electronic copy of the report for $149.

ORDER ONLINE AT WWW.MNLA.BIZ TODAY! february 16

MNLA .biz

➾ NE T WORKIN G N EWS

NETWORKING NEWS PROFESSIONAL GARDENING NETWORKING GROUP MEETING DATE: 12-3-15 TOPIC: Pre-ordering annuals from local growers

FEEL FREE TO SUBMIT YOUR IDEAS FOR FUTURE TOPICS AND MEETING PLACES! TAMI@HOMESOWNGARDENS.COM

Joining us were Gail Havlicek from Wagner’s Greenhouses and Van Cooley from Malmborg’s Greenhouse & Garden Centers. Each greenhouse rep had a chance to tell us more about their facility, specialties, ordering process, deliveries, etc. We really appreciate their time and sharing of information and resources. • Now is the time to pre-order your annuals for spring/summer. Ideally orders are placed by mid-December. They can still be placed after that, but quantity/selection may be limited. Fall annuals should ideally be ordered by mid-January. • Both companies are flexible on order minimums, but all orders need to be full trays. Contact them for specifics. Each have different size containers and trays. Orders can be coordinated with other companies if you do not need full trays, etc. Pose a question to this MNLA group to coordinate, if needed. • Deliveries can be made to a job or office site, or orders can be picked up starting the first week in April for early spring items, first week of May for spring/summer items, and second week of August for fall items. • Malmborg’s is known for its Geraniums, Wagner’s for its container recipes. • The best way to get timely information is to get on their respective mailing lists. Please contact them to get on their list, find out more information or to place an order. • Group members report great products and ease of ordering and delivery in the past.

Congratulations to the winners of the Northern Green Expo 2016 Treasure Hunt! • Bailey Nurseries, Inc. - $100 Gift Card to Best Buy: Ron Soukup • Fury Motors - $100 Gift Card to Sears: Liisa Schmitt • Gertens Wholesale & Professional Turf Supply - $100 Gift Card to Best Buy: Ben Rietz • Komptech Americas LLC - $100 Gift Card to Home Depot: Douglas Joyer • The Builders Group - $100 Gift Card to Home Depot: Annette LeDuc • Ziegler Cat - $100 Lowe’s Gift Card: Brandon Asfeld

MNLA .biz

february 16

Treasure-Hunt-Winners-Quarter page.indd 1

1/28/2016 10:45:38 AM

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â&#x17E;ž MNLA FOUN DATION

Research Grant Spotlight Your MNLA Foundation has three focus areas: scholarships, careers, and research.

Debbie Lonnee

Bailey Nurseries

at the most recent foundation board meeting in December of 2015, the board voted to approve some grant proposals that, in time, will positively affect your business with research that can be applied to the Minnesota nursery industry. Iâ&#x20AC;&#x2122;d like to quickly highlight those research proposals for you. 1. Dr. Neil Anderson, of the University of Minnesota department of Horticulture was awarded a grant for his continuing research on gladiolus. Neil has been developing some interesting new cultivars and now wants to explore how to market these gladiola as pot plants. 2. Angela Orshinsky and Kathy Zuzek, both with the University of Minnesota have been awarded a grant for work on the disease Xanthomonas which can devastate many of the Hydrangea species that we grow here in Minnesota, especially the H. arborescens types. This research can help any MNLA member who grows, sells or gardens with Hydrangea.

3. Dr Alan Smith, of the University of Minnesota department of Horticulture was awarded a grant to continue his work on the genus Berberis. He is working on developing cultivars that are seedless which will eliminate the invasive nature of this genus. While these are very quick and brief explanations of this important research work, rest assured that the research grant process is taken very seriously and each application is very thoroughly vetted by a dedicated group of volunteers who chose which proposal to award a grant to. The Foundation is happy to be supporting the work of these very accomplished and professional researchers.

article in the March Scoop where you can read more in depth about each of these grant projects.

LOOK FOR JIM CALKIN'S RESEARCH FOR THE REAL WORLD

february 16

MNLA .biz

➾ LA S T WORD

LOOKING BACK ON 2015 B L O G PO STS O N M N L A . BI Z

TOP 10 ENEWS BLOG POSTS 1. What’s Hot: Gardening Trends for 2015 2. USDA study concludes neonics not driving bee deaths as White House set to announce ‘bee revival’ plan

1. 2015 EAB Update 2. New Bee Neonicotinoid Insecticide Research

3. Perennials of the Decade

3. HopGuard Varroa Mites

4. MN Accreditation to Test and Inspect Backflow Prevention

4. Industry Growth Up 17%

5. Obscure Tax Rule Catching Some by Surprise

5. Daylilies

6. A Sneak Peek at 2016’s Hot Outdoor Colors

6. Hope in the Fight against EAB

7. Bee and Pollinator Health: What Horticulture Needs to Know

7. Horticultural Myths

8. Statement in Response to Lowe’s Position on Neonicotinoids 9. Top Trends That Connect With Consumers 10. Top Residential Landscape Design Trends in 2015

TOP 10 RESEARCH FOR THE REAL WORLD BLOG POSTS

MNLA .biz

february 16

8. Smoke Overcomes Seed Dormancy 9. Genetically modified apples approved by USDA 10. Threats to Eastern Black and Butternut Walnuts

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