July 2013
The Official Publication of the Ohio Nursery & Landscape Association
Vol. 24, Issue 6
RIGHT
Reasons there’s an for that
APP
attracting generation
NEXT!
WHAT OUTDOOR LIVING SHOULD BE®
www.oberfields.com www.discoverrosetta.com 614-252-0955 • 740-369-7644 • 419-225-6761 • 937-885-3711 • 800-845-7644
CONTENTS The Buckeye is published 10 times per year by The Ohio Nursery & Landscape Association, Inc. 72 Dorchester Square Westerville, OH 43081 p 614.899.1195 f 614.899.9489 www.onla.org info@onla.org
THE FINE PRINT The statements and opinions expressed herein are those of individual authors and do not necessarily represent the views of the association, directors or staff and do not constitute an endorsement of the products or featured services. Likewise, the appearance of advertisers, or their identification as members of the ONLA does not constitute an endorsement of the products or featured services. STAFF Kevin Thompson, Executive Director Jennifer Gray, Associate Executive Director Amanda Domsitz, Communiciations Assistant Amy Eldridge, CENTS Manager Roni Petersen, Membership & Certification Heather Eberline, Accounting
Vol. 24, Issue 6
industry news 8
President’s Perspective ONLA Members: A Closer Look
11
ONLA Office Update CENTS 2014: Grand. New.
12
Legislative Hotline Summer Shorts from the State House
EDITORIAL / ADVERTISING ISSN 1536-7940 Subscriptions: $75/year jennifergray@onla.org, editor
July 2013
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Apps
departments 14
By Design Shrubs That Love Heat
16
Look to the Future Green Industry Statistical Update
20
Safety First Importance of Timely Reporting
27
Educational Update Improper Nursery Harvesting Can Be Costly For Everyone: A Case Study
35
Why Trees Matter Name That Tree
41
Retail Roundtable Attracting Generation Next
Heat Loving 14 Shrubs
OFFICERS Jim Searcy, President Hyde Park Landscaping, Inc.
features
David Richards, President-Elect South Ridge Farm
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Andy Harding, Immediate Past President Herman Losely & Son, Inc.
Leadership Essentials: Build a Positive, Productive Workplace
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ONLA Connect: Join Our Growing Networks On Your Mind
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There’s An App For That
DIRECTORS Jason Bornhorst, Board Member JB Design Group, LLC
Right 22 Reasons
David Listerman, Board Member Listerman & Associates, Inc.
Steve Maddox, Board Member Snapshot Garden Design Dr. Hannah Mathers, Board Member The Ohio State University
Mike Satkowiak, Board Member Markman Peat
In the spirit of land stewardship, please consider recycling this publication.
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Bill Mainland, Board Member Klyn Nurseries, Inc.
Mark Reiner, Board Member Oakland Nursery, Inc.
Next Gen 41 Customers also in this issue
Right Reasons: The Horticulture Industry is Teetering on the Brink of Something New What’s New? OCNT Program More Walnut Twig Beetles Found! Management Matters: • Avoid Crucial Failures • Sales Metrics to Measure • Manage Your Own Professional Development • Find a Mentor
front cover: perennial pop at 2012 NGLCO Field Day, Pam’s Perennials display by Jennifer Gray
4 Member Services • 5 New Members • 19 Annuals Open House • 25 Bus Tour 39 Diagnostic Walkabouts • 44 Industry Calendar • 46 Classified Ads • 46 Ad Index
ONLA Membership: The Ohio Nursery & Landscape Association leads, promotes, and facilitates the success and growth of green industry businesses.
Exclusive Member Benefits Business Apparel - Land’s End
Trust Lands’ End Business Outfitters for all of your business clothing, uniform clothing, corporate gift and promotional product needs. 10% off full price retail and logo application fees.
Cell Phone Service - Sprint
ONLA members can receive a 12% discount on corporate Sprint wireless accounts, and an 8% discount on personal Sprint wireless accounts.
Credit Collection - Cash Flow Management (CFM) With CFM, a trained collection specialist is assigned to bring in your past-due accounts before they fade away as bad debts.
Credit/Debit Card Processing - Merchant Services
ONLA members can take advantage of credit and debit card merchant service processing program through Merchant Services. Merchant Services brings electronic processing programs specifically designed to fit the needs of your business.
Energy Program - Growers Energy Solutions (GES)
Office Supplies - Friends Business Source
Friends Business Source is a leader in providing office supplies and equipment with ONLA member discounts on over 35,000 products. Receive 30-55% off list price!
Online Safety Training- LS Training
LS Training offers 23 high-quality online videos; complete with online exams and field checklists to make your employees more efficient. Save 5% off the total invoiced price.
Payroll/Human Resource Services - Automatic Data Processing, Inc. (ADP)
(ADP) offers a range of payroll, payroll tax, and human resources services to assist ONLA members with staffing, managing, paying, and retaining employees.
Grower Energy Solutions (GES) helps manage an energy program designed to help save on your natural gas and electric bill by utilizing the strength of group buying. Average savings between 8 and 15%.
Property/Casualty Insurance - Best Hoovler McTeague
Federation of Employers & Workers of America
Safety Services - American Safety & Health Management Consultants, Inc./American Premier First Aid
FEWA is an internationally recognized non-profit association which provides members with educational and informational services related to cultural and non-immigrant and immigrant labor management issues.
Fuel/Fleet Program - SuperFleet®
Save up to $.05 per gallon on all fuel purchases at SuperFleet® (Speedway, Marathon and Rich Oil) locations with no minimum purchase required.
Save on your property and casualty insurance with BHM. BHM’s group program is designed for ONLA members to save at least 15% with the best coverage rates for your liability, fleet and equipment.
American Safety & Health Management Consultants, Inc. (ASH) fills the growing need for professional safety and health management services for companies of all sizes. Meet requirements and reduce costs using first aid products from American Premier First Aid, Inc.
Shipping Solutions - PartnerShip
Take control of your shipping costs and add profits to your bottom line. PartnerShip delivers effective discounted shipping services to small- and medium-sized businesses nationwide, save up to 20%.
Green Industry Networking
Attend educational and social events hosted by the ONLA and engage with fellow green industry professionals.
Health/Life/Income Insurance - TAH Benefits
The ONLA Group Benefit Programs has partnered with various health plans to offer a variety of plans with many optional benefits such as vision, dental, life, and disability.
Legislative Advocacy
Full-time lobbyist, Capitol Consulting Group, is employed by the ONLA to ensure green industry legislative involvement.
Long Distance/Local Telephone
First Communications provides full telecommunications services: long distance, data services, conference calling and toll free service.
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Soil & Plant Tissue Testing/Ag Hort. Consulting Services CLC LABS
Through CLC LABS, ONLA members receive various laboratory services at a 10% discount off list prices including testing of soil nutrients, soilless media, soil texture, fertilizer solution, plant tissue, irrigation water suitability and dry fertilizer analysis.
Workers’ Compensation - CareWorks Consultants, Inc.
The ONLA Workers’ Compensation Group Rating Program has saved its members over $21.4 million in the last 12 years.
For more information on ONLA member savings visit onla.org or call 614.899.1195 onla.org
Feature
New Members The following firms and individuals have been approved for ONLA membership, pending the completion of the application process, which includes requesting comments from the current ONLA membership regarding the qualifications and/or dues classifications of applicants within three weeks following receipt of this issue of The Buckeye. The following companies are applying for ACTIVE membership: A & J Landscape and Garden Center 8061 Sylvania Avenue Sylvania, OH 43560 Jessica Schaefer, Category 3 Grass Master, Inc. P.O. Box 519 Canal Fulton, OH 44614 Dave Hofacre, Category 1 The following persons are applying for Student membership: Amy Day Cincinnati State
Leadership Essentials: Build a Positive, Productive Workplace
Managing people calls for a mix of skills, and any list is bound to leave a few important items off. But these three issues are crucial to leading with integrity and building a positive, productive relationship with your workforce: The golden rule. Don’t adopt a “Do as I say, not as I do” attitude with your employees. If you expect them to be honest with you, tell them the truth even when it feels awkward or risky. Don’t tell them to get the job done any way they can and then criticize their methods. Be consistent and fair in your treatment of everyone you work with. The face-to-face element. Employees need to feel comfortable talking to you one on one. If their
only interaction comes through curt emails and brief, meaningless chats, they won’t ask questions, make suggestions, or alert you to problems when you’ve got the best chance of avoiding disaster. Be approachable: Keep your door open, symbolically and literally, as much as possible; listen to what they say; and watch for hints that they want to tell you more. Encourage employees to speak their minds, and don’t punish them when they do. Everybody makes mistakes. Employees won’t lose respect for you when you’re wrong, unless you refuse to admit it. don’t waste time attempting to justify your decisions when they fail to achieve results: Be open about what went wrong, and then move on. Results, not excuses, matter to employees and managers alike. B
Nicholas DeMauro Gates Mills Environmental Education Center Brandon Kiger Hocking College Emily Main Hocking College Robert Rayfield Hocking College Mary Ann Schultz Cincinnati State Technical & Community College Joseph Wheeler Hocking College B
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ONLA CONNECT Join Our Growing Networks
facebook.com/onlaconnect
Like us for daily posts to update you on the Green Industry and ONLA events!
Follow @onlaconnect to stay on top of ONLA and Green Industry trends.
pinterest.com/onlaconnect
HOUZZ
BUCKEYE GARDENING
issuu.com/onla
Enjoy the latest electronic version of The Buckeye magazine as well as an archive of past issues.
Ohio gardeners can access useful and practical gardening information compiled from reliable sources.
NURSERY STOCK SELECT
centsmarketplace.com
CENTS is the marketplace to increase your buying and selling power, attend educational seminars, and discover up-andcoming industry developments.
Your source for premium nursery stock throughout Ohio.
LINKEDIN Network with other professionals in the Green Industry. linkedin.com/company/onlaconnect
buckeyegardening.com
CENTS MARKETPLACE
nurserystockselect.com
6  The Buckeye
houzz.com/pro/onlaconnect
Browse landscaping ideas from ONLA as well as our members.
Find inspiration in our boards on landscaping, backyard gardening and DIY ideas.
ISSUU
twitter.com/onlaconnect
YOUTUBE
youtube.com/user/columbusonla
Visit our channel for videos of CENTS, members and Ohio landscapes.
www.ONLA.org onla.org
Feature
There’s An App For That We Asked. You Answered. What is your best or favorite technology tip or app? I love the map app that comes on the iPhone. I can drop a pin in a spot on a map and send it to another iPhone user. They can then follow the directions to the location. This is helpful to locate areas of a park where we may be doing tree work that is not an actual address. Also, it is very helpful to direct friends to my tailgate during Buckeye football! ~B. Trubisky, OCNT Ahlum & Arbor Tree Preservation I really like my Pinterest, Pandora, Instagram and Daily Mail App. ~N. McCullough McCullough’s Landscape & Nursery, LLC For android, Brightest Flashlight (for those of us unhooking trailers after dark) and Weather Bug Elite. For finding addresses, the android app. Using google maps has never failed me. ~David P. Richards, CLT, Master OCNT South Ridge Farms & Auburn Career Center onla.org
First you gotta have a good weather app in this business. I have both Accuweather and the Weather Channel. Unilock has a really good app, very handy because you have the entire catalog plus more at your fingertips Techo has an app as well where you can actually walk off a patio area (Apple only) and it will do the take off and even send the order straight to your supplier. Pro Landscape has an app for the IPad in its latest CAD software which allows you to use the image editor right on your IPad. This allows you to stand right with the client in their yard take a picture on the IPad then create an image right on the spot. ~J. Bornhorst, Master OCNT JB Design Group, LLC
You definitely need a “to-do list” app. I use Teed, but there are a lot out there. Teed lets you create a project and tasks assigned to that project. Or you can make a long to-do list with due dates and reminders! Then you can check off the item when it’s done (which is the best part of course!) and scroll through your to-do list and see lots of green check marks! The Shutterfly app is nice too. You can order photo prints directly from your phone without having to go to the store, or download them on your computer. ~E. Showalter Willoway Nurseries, Inc.
JOIN THE CONVERSATION Share your thoughts with The Buckeye team by emailing jennifergray@onla.org
QUESTION OF THE MONTH How do you stay on top of industry trends and techniques (ie: training, reading, etc.)? Send your answer to jennifergray@onla.org
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President’s Perspective
ONLA MEMBERS
A CLOSER LOOK In the May edition of President’s Perspective, I wrote about the Legislative Advocacy Day which occurred this past February. I had the great pleasure of riding with Andy Doesburg that day for the trip from Cincinnati to Columbus. Andy and his father, Rick Doesburg, are owners and operators of Thornton Landscape in Maineville, Ohio. Both are currently, or in the past, have been very active in ONLA and both are Past Presidents of the ONLA. Andy made a comment as we rode home as he was telling me about his early years in the business and the decision to enter this field. He had attended and graduated from college, and like a lot of young graduates he was not totally sure of a career path. Andy chose to begin in our fine industry and work with his father. The comment to which I referred above stuck with me and I will share at the end of the article.
All of the businesses or individuals who are members have a story to tell The ONLA is made up of over 1250 members. We have nearly 900 businesses in the organization, and close to 400 individual members. I have selected a few different size businesses to feature this month in an attempt to take a closer look at some of our members. All of the businesses or individuals who are members have a story to tell and I would like to take this opportunity to share just a few of the wonderful stories about businesses that fall under the ONLA umbrella.
8 The Buckeye
Jim Searcy Hyde Park Landscaping, Inc. ONLA President jim@hydeparklandscaping.com
{ DEMONYE’S GREENHOUSE Our first featured member is deMonye’s Greenhouse, Inc. located in Columbus. Recently I spoke with General Manager Brian Killilea and have added a visit to their location on my “to do” list. When viewing their website I was attracted to my favorite subject - history. The story of de Monye’s is long, having started in 1929. Four deMonye brothers emigrated from the Netherlands to the United States to begin a Holland bulb importing business. The brothers sold Holland bulbs and grew cut flowers to sell to local florist. After WWII three of the brothers returned to Holland while Arie deMonye remained here operating as an importer and grower. In 1953 Jerry Killilea was a young student who began working at the business. When Arei deMonye decided to retire in 1965 he sold the business to Jerry and Lou Killilea. The Killilea’s have operated the business successfully and are into their 48th year. All four of their children have assisted in the operation of the family business at one time or another. If you are in Columbus and have an opportunity, stop by and visit deMonye’s Greenhouse. I am sure it will be quite an enjoyable experience.
onla.org
{ H.A.M. LANDSCAPING Herrick Mann is the owner of the second firm I chose to feature this month. The firm is H.A.M. Landscaping, Inc. in the Cleveland area. Herrick has over 40 years experience in the landscape business. As a northern Ohio landscaper, he has also become quite the expert in managing the snow removal side of the business. Recently there was a fine article in Snow Business magazine about the Manns’. The article deals with many aspects that have made H.A.M. Landscaping successful. Some of those aspects are “Delegation and Trust,” “Training Employees” and “Letting others Lead.” It is not hard to see why Herrick and his wife, Lisa Mann, have been able to negotiate the difficult business world we all experience. They have tackled and worked through these types of issues in the daily tasks of operating a business. Herrick and Lisa have three children (Jeffrey, Stephanie, and Andrea). The Mann’s are closing in on retirement and have had a long term plan of selling the business to their employees. If the transition occurs as planned, we wish the new owners great success and we wish the Manns’ nothing but the best as they transition to a new phase of life.
a connection for young folks needing to earn some cash which provides seasonal labor. It can also be challenging for a small firm to survive the off season. Kyle has a passion for education and became a substitute teacher during the winter months to supplement the landscape business; one can imagine this was very helpful in the early years. Kyle places a high value on company “brand” and strives to always exceed his client’s expectations. I started with telling you a little bit about the owners of Thornton Landscape and my travel time with Andy Doesburg. The idea occurs to me that as participants in the Horticultural industry, we are blessed with many family owned operations. Most all of us know these are not always the easiest of situations, but as with many items in life that are difficult, they can be the most rewarding. My own son rode with me on a “nursery stock scouting” trip many years ago. He was only 3 years old and after many hours in the pickup truck I asked him if he was bored and tired. He only said he was glad he was with me because I would have been lonely on the trip without him. Andy’s comment to me I promised to reveal at the end of this article was very beautiful. He said: “I go to work every day with my best friend.” What a great tribute from a son to a father and I thank Andy for allowing me to share the sentiment with you. B
{ THE NICOLAUS COMPANY The third and final business is a bit smaller in size than the others we have reviewed, but no less of an interesting story to share. There are many members of our association with dozens of full time employees and several with very large operations and several dozens of employees. We wanted to look at some smaller firms that are sometimes overlooked. I found a nice example in Kyle Nicolaus, owner of The Nicolaus Company, LLC. located in Batavia, Ohio. Kyle is the owner and the one and only full time employee. He is an Ohio State graduate with a degree in Landscape Architecture. Kyle proudly told me he and his wife will celebrate 20 years of marriage in 2013. They have two daughters in high school and an 11 year old son. The Nicolaus’ purchased an old horse farm when they started the business and he states that the property has become their best advertising. Members of the community remember the condition of the property when they started the remodel and can observe the beautiful transition. Kyle worked in Pittsburgh and Cincinnati before starting out on his own. He has found it quite beneficial having two daughters in high school as this gives the company onla.org
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AS MANY STYLES AS THERE ARE POTENTIAL CUSTOMERS.
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Call 1-800-UNILOCK to talk to your local representative.
10 The Buckeye
onla.org
Get ready. We’re making some changes, and we’re not talking about carpet color. We’re talking about MEANINGFUL CHANGE, inspired by our members and attendees.
Kevin Thompson ONLA Executive Director kevinthompson@onla.org
onla.org
It is July and I am already thinking about CENTS. This may not be top of mind for most of you, but there’s a reason it should be. As a member of the ONLA, you have a vested interest in CENTS’ success. CENTS is ONLA’s most valuable asset aside from our members—it is the engine that drives our programs, our events, our resources and our planned giving. This is your industry show, and we need your partnership in taking CENTS to the next level. At the ONLA, we’re feeling fortunate. The recession has been very difficult for many in our industry over the last 5-6 years. We were saddened to see the many businesses close their doors. Hundreds of acres of nursery production in Ohio vanished and landscapers went out of business or were purchased by larger companies. Retailers saw profits decline as consumers cut discretionary spending. It was an unprecedented time, but it seems to be behind us. To those of you still standing I say “Congratulations!” Perhaps it’s because you were more cautious, or because you listened more closely to your customers or your accountant. For CENTS, maybe it’s because we listened to our members, exhibitors and attendees. Whatever the reason, con-
gratulations to you and your company for weathering the storm. It is a new day. Now the real work begins! As for us today, it begins with CENTS. Get ready. This is not your garden variety CENTS, and it’s one you don’t want to miss. We’re making some changes (top secret!) but we’re not talking about the color of the carpet or the sugar in your coffee. We’re talking about meaningful change, inspired by our members and attendees. Mark your calendar for January 13-15, 2014 (that’s the easy part). Remember when setting your 2014 budget to include CENTS registration for you and your staff. Plan to bring new employees for motivation and perspective, so they can learn new things, meet new people and discover more about the career they’ve chosen. Talk to your suppliers. Ask them if they exhibit at CENTS. If not, ask them why not, and send me an email to tell me what we need to do to bring them aboard. When a salesperson calls on you for your business, inform them that you prefer to do business with CENTS exhibitors. If they want your business they’ll need to support your industry association and its trade show. We want them to exhibit because we’re confident
we offer an excellent marketplace for their company to network, show and sell their products and services. If you’re an exhibitor, talk it up. Tell people what a great show it is. We draw exhibitors and attendees from across the nation for a reason, and with other associations and conferences no longer operational, we’re becoming a new “home” for many of them. What else can you do? Start the conversation now with an email or phone call. Invite them to your booth, or better yet, suggest an appointment or dinner reservations. If you’re already one of the thousands of loyal attendees, share your enthusiasm with others. Tell them about the great education, the chance to see new products and services on the show floor, and talk about the many fun networking opportunities and parties. As the economy recovers and businesses rediscover the invaluable opportunity for face-to-face selling at trade shows, we’re working hard to make CENTS 2014 an unforgettable experience. So, although you have red, white and blue on the brain, it’s not too soon to think about the winter fireworks at CENTS now. We’re excited to partner with you. After all, it’s your show too! B
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Legislative Hotline
Summer Shorts from the State House
Belinda Jones ONLA Legislative Consultant bjones@capitol-consulting.net
OARDC and Extension line items of $1.03 million and $.87 million respectively for each year of the biennium A bridge provision to the new state higher ed funding formula to “hold harmless” campuses for FY 2014, protecting ATI from a $1 million reduction for the first year of the biennium. In accordance with the Ohio Constitution, the operating budget must be passed by the legislature and signed by the Governor by June 30. As such, swift action is expected by the conference committee on this behemoth bill that is now in excess of five thousand pages.
HB 5 (Grossman) Municipal Tax Reform Dan Jones ONLA Legislative Consultant djones@capitol-consulting.net
Below is an update on some of the bills we are following on your behalf!
HB 59 (Amstutz) Budget Bill Biennial operating budget has passed the Senate and is now pending in the Conference Committee. Unlike previous years where we have had funding issues at stake, in terms of the Ohio Department of Agriculture’s this budget is not of dramatic effect to the green industry. However, one area of interest, per our efforts during Green Industry Advocacy Day, HB 59 does make changes to funding to OSUE, OARDC and ATI. While the “As Introduced” version of this bill would have cut these agencies, the House made changes that were retained by the Ohio Senate. Among the changes include: An increase in funding for the
12 The Buckeye
Another issue we discussed during the Green Industry Advocacy Day was Municipal Tax Reform as proposed in HB 5. The ONLA has joined forces with numerous other associations to form the Municipal Tax Reform Coalition. The coalition is urging prompt passage of this bill that would provide administrative relief making Ohio municipal income tax system simpler, fairer and more predictable. Although the bill would NOT afford businesses the chance to pay LESS in tax; however, it will minimize administrative hassles and make Ohio more competitive. As you might guess, the Ohio Municipal League has not been in favor of this bill but interested party talks between proponents and opponents are progressing. At deadline for this article, the coalition remains hopeful that the bill will pass out of the House by June 30. All coalition members are urged to contact their legislator to request their support. If you have an interest in helping lobby in favor of this bill, please call Belinda Jones (614)2243855 and she will set you up with
talking points and legislator contact info. http://bit.ly/17zLFAT
HB 140 (Patmon) Residential Construction If passed, HB 140 would require licensure of residential construction contractors and to create the Residential Builders’ and Maintenance and Alteration Contractors’ Licensing Board to regulate the licensure and performance of residential construction contractors. Although landscape construction activities are not specifically delineated as part of this bill, neither are such services specifically exempt. At deadline, the bill has had only sponsor testimony in the House Commerce, Labor and Technology Committee. During his sponsor testimony Rep. Patmon indicated that he introduced the bill on the basis of consumer protection for consumers who build homes or have renovations done on their homes and an increasing number of underqualified people entering the business, and performing work that damages homes. Rep. Patmon expressed concern that the state does not currently require licensing for many who work in home construction and remodeling businesses and that under current law, contractors are only required to be bonded and obtain insurance before doing work. The ONLA Legislative Committee is in the process of reviewing this bill and ancillary issues relating to it (such as an apparent increase in city construction licenses, etc…). We will keep you apprised as to the recommendations that the legislative committee gives to the Board on this matter. http://bit.ly/10QGbic
SB 78 (Hughes) Specialty Construction Contractors SB 78 would make changes to the law regulating specialty construconla.org
tion contractors by keeping the existing divisions of the Ohio construction industry licensing board but denoting plumbing and hydronics section; electrical section; and the heating, ventilating, air condition and refrigeration section as “specialty sections”. In his sponsor testimony on the bill, Sen. Hughes said that “the measure would give the construction industry licensing board the ability to suspend, revoke or refuse to issue licenses, require additional continuing education hours, or issue a fine if an applicant or license holder violates standards of conduct.” Examples of violations include being convicted of a crime of moral turpitude or disqualifying offense; obtaining or attempting to obtain a license by means of fraud, deception or misrepresentation; failing to follow disciplinary action; and failing to maintain insurance. The bill is currently pending in the Senate Commerce and Labor Committee. The ONLA Legislative Committee is in currently reviewing the bill. http://bit. ly/19osRoL
SB 68 (Schaffer) Architects and Landscape Architects Board Senator Schaffer introduced this bill at the request of the Board of Landscape Architect Examiners. Among other provisions the bill would: • Change the title of the Ohio Board of Landscape Architect Examiners to “Ohio Landscape Architects Board”; • Allow landscape architects to use the titles “registered landscape architect,” “professional landscape architect,” or just “landscape architect.” • Creates a new category of “emeritus landscape architects” would be created for those retired from the profession to exempt them from renewal fees and continuing education requirements. • Removes a provision in current law allowing for architects to reapply for license reinstatement after their license has been revoked for six months. • Provides that if a licensee doesn’t request a hearing within 30 days of being notified, the board may proceed without an adjudication hearing • Clarifies several disciplinary guidelines for landscape architects and changes the profession’s biennial renewal cycle. The bill has passed out of the Senate State Government, Oversight and Reform Committee and is currently pending in the Senate Rules Committee. http://bit. ly/14oo2VN B
Online Availability klynnurseries.com Visit our website Sales Staff Availability* Hot List* Klyn Catalog 2013* Quote Form Photo Gallery E-mail addresses About Us Directions *Contact us for user name and password
KLYN NURSERIES, Inc. 3322 SOUTH RIDGE RD. • P.O. BOX 343 PERRY, OHIO 44081
TELEPHONE: (440) 259-3811 FAX: (440) 259-3338 1-800-860-8104 Web Site: klynnurseries.com E-Mail: klyn@klynnurseries.com
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Shrubs that love
By Design
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Now that the weather is heating up (hopefully the last weekend in May was a mere hiccup with night temperatures in the thirties and forties), I’d like to recommend some shrubs to you that are relatively impervious to the heat. These include: Physocarpus (Ninebark), (Hydrangea quercifolia (Oakleaf Hydrangea), and Kerria japonica (Japanese Kerria). Physocarpus opulifolius is as tough as can be. My ‘Diabolo’, a purple foliaged cultivar, receives almost full sun all afternoon and is never watered except by Mother Nature. It is a very large, vase-shaped shrub that needs a space 10’x10’.Unless you give it this large a space, you will be pruning annually. Use it as a multi-season screen that has attractive foliage, ruby-red buds that open to pale pinkish-white flower clusters in May, and red fruit from June until fall when the foliage turns bright reddish-orange. There are, supposedly some smaller cultivars such as ‘Center Glow’ and ‘Summer Wine’ but not having grown them, I can’t attest to their smaller stature over a period of time. I have grown a relatively new dwarf cultivar called ‘Donna May’ (First Edition Little Devil™) that is just as tough as ‘Diabolo’ and seems to be a bit more shade tolerant. It definitely stays smaller at three to four feet. I find that Physocarpus grows best in full sun. In shaded conditions, it survives but also seems to be susceptible to powdery mildew although ‘Donna May’ did not exhibit any signs of this mildew.
Heat
Figure 1. Physocarpus opulifolius ‘Diabolo’ Figure 2. Hydrangea quercifolia ‘Snowflake’ Figure 3. Kerria japonica ‘Picta’ Figure 4. Kerria japonica Figure 5. Physocarpus opulifolius ‘Diabolo’ in flower This page: Physocarpus opulifolius ‘Diabolo’ fall color Photos courtesy Bobbie Schwartz
How does anyone live without at least one Hydrangea quercifolia? This versatile shrub will grow almost anywhere except poorly drained, constantly wet soil. The large, oak-leaf shaped foliage lends strong textural contrast to small-leaved shrubs and perennials. The species grows 4-6’ x 3-4’ and is an excellent background plant. The Hydrangeas large, pyramidal white panicles bloom in early June and frequently remain on the plant through the winter when the exfoliating bark is quite visible. In the fall, foliage turns shades of orange to maroon, depending on the amount of sun received. There are several cultivars, my favorite being ‘Snowflake’ that has double flowers that are absolutely gorgeous but also heavier than the normal panicle and thus the branches often have a fountain effect instead of
being upright. There are also three dwarf cultivars with which I am acquainted. ‘Peewee’ and ‘Sikes Dwarf’ have the usual green foliage and white flowers and only grow to three feet and could, therefore, be used in the middle of the border. ‘Little Honey’ is a yellowleafed cultivar that burns in the shade but is a chartreuse standout in partial shade. These cultivars should not be pruned unless there is some dieback or you want to encourage a bushier form. If you need to prune, do so immediately after bloom or you will lose the blooms for next year; unfortunately, it also means that you will be cutting off some of this year’s blooms. I’ve grown Kerria for at least twenty years in a dry shady spot under some privets that were fifteen foot trees when I moved into my
house thirty years ago. The first Kerria I grew was ‘Pleniflora’ which has double golden yellow flowers in April and May. Once I discovered ‘Picta’, I took out ‘Pleniflora’ and replaced it with ‘Picta’. The variegated green and white foliage lights up the shade and I also prefer the single, truer yellow flowers. Both cultivars and the species have stems that remain evergreen throughout the winter. Kerria also grows quite well in the sun but the flower color washes out. It will also bloom quite well in nearly full shade. The beauty of all these shrubs is their tolerance of varying conditions. Although very drought tolerant, once established, they also sailed through 2011’s wet conditions with no problem. Want to beat the heat? Try these three. B Bobbie Schwartz, FAPLD bobbie@bgthumb.com
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Green Industry Statistical Update Look to the Future
In 2005 the Ohio Nursery and Landscape Association conducted the “Ohio Nursery & Landscape Economic Impact Study” and created the “Coming Up Roses” brochure. This article is an attempt to look at some of the more recent statistics of Ohio’s Greenest Industry along with employment projections. Much of the data was obtained from the UDSA Census of Horticultural Specialties. This census is conducted once every 10 years, with the most recent being in 2009. It includes producers of floriculture, nursery, and other specialty crops, such as sod, food crops produced under glass or other protection, transplants for commercial production, and propagative materials. The Census of Agriculture is completed once every five years with the most recent data collection ending May 31, 2013. The 2007 Census of Agriculture reported the value of sales in the United States from the horticultural industry was 5.6% of the total value of agricultural products sold.
The 2009 Census of Horticultural Specialties reported all horticultural crops sales were valued at $11.7 billion, an increase of 10.3% from 1998. Nursery stock sales were valued at $3.9 billion, up 24.3% and annual bedding/garden plant sales were reported at $2.3 billion, up 33.3%. Herbaceous perennial plant sales in 2009 were valued nationally at $844 million, up 34.5% increase from 1998. Food crops grown under protection saw the largest increase in sales, up 148.5% from 1998. Nationally and very recently reported, the 2013 National Gardening Survey showed 2 million new households in 2012 compared to 2011 or an extra $354 million in retail sales of lawn and garden products. U.S. households spent $29.5 billion on lawn and garden products in 2012, but the per households expenditures remained the same or around $347. Interestingly the biggest rise in spending, according to the 2013 National Gardening Survey was in the 18 to 34 year old male demographic group.
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16 The Buckeye
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Type of Horticultural Specialty Operation (2009 Census Data)
Rank of # of Operations
Number of Operations
Rank in Sales
Sales ($1,000)
All Horticultural Specialties Annual Bedding/Garden Plants Potted herbaceous Perennial Plants Potted Flowering Plants for indoor or Patio Use Foliage Plants for Indoor or Patio Use Nursery Stock Cuttings, Plug Seedlings, Liners, Tissue Cultured Plantlets, and Prefinished Plants Food Crops Grown Under Protection Transplants for Commercial Vegetable and Strawberry Production Kind of Business by Value of Sales Other Horticultural Crops*
9th 4th 7th 18th
784 367 40 10
7th 5th 4th 16th
351,241 116,106 25,058 1,903
7th (4-way tie)
5
8th
1,809
10th 10th (2-way tie)
192 13
9th 15th
104,085 2,745
14th
22
14th
2,479
6th (3-way tie)
7
11th
612
15th 7th (1-way tie)
51 46
13th 2nd
2,562 86,327
Unfortunately, comparing these numbers to eight and ten years ago, consumers are spending less per household. In 2005 average expenditures on lawn and garden products were $387 per household and in 2002 it was $466 per household. Now, lets take a look at how the Ohio Green Industry stacks up to other states and within Ohio. Nursery, greenhouse, floriculture, and sod ranked sixth in total sales of all agricultural products sold according to the 2007 Census of Agriculture with $445 million in sales. Ohio reported 605 establishments and ranked 7th in sales nationally, with $1.12 billion in sales in nursery, garden center and farm supply store sales. This amounted to 3.65% of all U. S. sales. Texas was ranked first with 6.91% of all sales. The number of paid employees was 5,398, ranking Ohio as the 4th, largest nursery, garden center and farm supply store employer (following, Texas, California, and Illinois). Other interesting data from the 2009 Census of Agriculture showed Ohio ranking 9th in all “Horticultural Specialty Operations” and 7th in total sales. Ohio’s highest ranking was in Annual Bedding/Garden Plants, where we ranked 4th in number of operations and 5th in sales. Under the category of “Value of Sales and Value of Land, Buildings, Machinery, and Equipment by Type of Organization”, Ohio ranked 9th in the number of individually owned operations, and 8th in the number of partnerships and corporations. Please see page 18
onla.org
*An operation was classified as “other” when the sales in any one commodity group did not equal more than 50 percent of the total sales or if more than 50 percent of its total value of sales were from tobacco transplants or short rotation woody crops.
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You’ve found a you love, now help others do the same.
Connect your company’s website to
theLandLovers.org to help raise awareness of green industry careers. The website features: • Top 5 myths surrounding green industry careers • Job postings • Links to higher education • Information for parents and educators • Links to green industry associations • Video testimonials from industry professionals • Career path highlights (including duties, education & pay)
Help recruit the next generation of green industry professionals!
Four Reasons to Consider a Career in the Green Industry: Jobs. If you are interested in a skilled trade, employers in the green industry want you now! Many opportunities exist throughout the country, with positions available in every state. Make A Difference. Working in the green industry can give you tangible results and immediate satisfaction. Working in this field offers the perfect opportunity to see something that you’ve created everyday. Show Me The Money. A skilled green industry professional can make a good living - and the salary gets even better with experience! Enter Through Different Channels. You can enter the field with a high school diploma, a 2- or 4-year college degree, or get on-the-job training by your employer. There are many colleges and universities throughout the country that offer degrees for the green industry. -Source: TheLandLovers.org
18 The Buckeye
Continued from page 17
Next, let’s take a look at the type and number of positions available and projected growth of several green industry occupations. Data was obtained from O*NET OnLine and Career One Stop websites which use the Bureau of Labor Statistics, Occupational Employment Statistics Survey and Ohio Occupational Wages & Employment. Landscaping and Groundskeeping Workers were projecting the biggest growth change between 2010–2020 with a national faster than average growth of 20% to 28% or 444,400 projected job openings. In Ohio this category also had the most positive projected growth with a projected increase of 16% or 1,370 jobs. The median yearly salary in Ohio in 2011 for these workers was $21,600 or $10.37 hourly, as compared to the national median yearly salary of $23,400 or $11.26 hourly. First-line Supervisors of Landscaping, Lawn Service, and Groundskeeping Workers were projecting average growth of 10% to 19% with 60,100 projected job openings. In Ohio the 2011 projected change for 2010-2020 was a 9% increase or a projected 150 job openings. The median salary in Ohio for these first-line supervisors in 2011 was $41,800 yearly or $20.08 hourly, as compared to the national median salary of $42,100 yearly or $20.22 hourly. The Nursery and Greenhouse Manager category was noted as a “Bright Outlook” occupation according to O*Net OnLine. However the employment projections is grouped with “Farmers, Ranchers, and Other Agricultural Mangers” and shows a slight decline of 3% to 9% in growth with a projected 234,500 job openings nationally between 2010 and 2020. The 2012 median yearly salary in Ohio for Nursery and Greenhouse Mangers (again in the same category with Farmers, ranchers, and Other Agricultural Managers) was $61,200, and $29.42 hourly. The national median salary was $69,300 yearly and $33.32 hourly. The projected growth for Nursery Workers is expected to decline slightly, between 3% to 9%, with projected job openings of 227,400. Median yearly salaries in 2012 in Ohio were $20,900 or $10.04 hourly. National median yearly salaries in 2012 were $18,700 or $8.98 hourly. The projected growth nationally for Landscape Architects is average at 10% to 19%, with 7,800 projected job openings between 2010 and 2020. The median 2012 yearly salary in Ohio was $54,600 or $26.23 hourly. The national median yearly salary was $64,200, or $30.86 hourly. Overall projections in general seem to be bright and slowly returning to the peak sales of around 10 years ago. After reporting the statistics and reviewing the data, the Green Industry seems to be very diverse and growing in Ohio. B Susan Everett, Ph.D. ONLA Scholarship and Student Activities Committee everetts@clarkstate.edu onla.org
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July 2013 19
SAFETY FIRST
Two important components to an effective workers’ compensation claims management plan are communication and establishing a consistent process. Whether it is the Owner, Supervisor or Human Resources Manager, your office should identify a claims reporting point person and establish a first report of injury process. This can help ensure proper steps are consistently followed for each new workplace injury, enabling timely access to quality medical care and helping control future claim costs. Numerous studies in the insurance industry show a strong correlation between the speed with which a workers’ compensation injury is reported and the overall cost of the claim. In Ohio’s workers’ compensation managed care industry, timely in-
jury reporting helps a Managed Care Organization (MCO) begin medically managing claims as soon as possible. Promptly guiding injured workers to appropriate medical care can improve recovery times, lessen employee frustration, minimize the chance of litigation and help control claim costs. Here are six recommended steps to follow when a new workplace injury or accident occurs that enhance your MCO’s ability to create positive outcomes for all parties to a claim.
The Six Step Injury Reporting Process Step 1
good practice to report any “nearmiss” injuries that were avoided, helping correct a potentially dangerous situation and preventing future injuries.
Step 2 The injured worker should seek treatment from a network or BWCcertified provider. In emergency situations, injured workers should seek immediate treatment at the nearest medical facility (or call 9-1-1 or a local emergency number). Your MCO can assist you in identifying healthcare providers in your area to handle initial and emergency care for new injuries.
The injured worker should immediately notify their employer of the workplace injury/accident. It’s also
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Importance of Timely Reporting Step 3 The employer should ensure the injured worker has appropriate transportation to receive initial medical care.
Step 4 Complete a BWC First Report of Injury (FROI) form with the injured employee as fully as possible and submit to your MCO as quickly as possible. Having the injured employee take a FROI form with them to the provider allows the provider to complete their section of the FROI form and possibly even submit the FROI to the MCO.
Step 5 The injured worker should also complete any company injury report-
ing forms so you can track injuries as they occur at your worksite.
Step 6 To ensure proper payment of compensable claims, all treatment after the initial care must be provided by a MCO network provider or BWCcertified provider.
Summary Taking the time to establish a consistent reporting process for all new workplace injuries can create positive benefits for you and your valuable employees. These can include: • Timely medical care; • Improved return to work success rate; • Controlled claim costs; • Reduced lost time;
• Eliminated litigation activities and costs; and, • Improved employee and employer relations. Your MCO can offer educational materials to further promote timely and accurate injury reporting, such as injury reporting packets and initial treating provider posters specific to your worksite location. CareWorks is committed to helping employers establish consistent, effective processes for getting injured workers the quality care they need to quickly and safely return to work. If you would like to learn more, please contact CareWorks’ Ron Lucki at (614) 760-3510 or via email to ron. lucki@careworks.com. B
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Feature
Right Reasons
The horticulture industry is teetering
22  The Buckeye
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on the brink of something new. By all accounts, the business of horticulture has changed dramatically over the course of just a few years. In conversations with almost any green industry pro, you immediately get a sense of ‘before’ and ‘after.’ “Before the recession started...,” “We learned to…,” and “Even now, we…” pepper virtually every dialogue. A lot has been stated about how the economy has impacted horticulture businesses. A lot of research and time has been dedicated to discovering the ways businesses could negate the negatives and soldier on. Challenges were embraced: companies hunkered down, streamlined operations, and redefined products and services. Green industry pros worked harder, put in longer hours, and got smarter. Don’t worry. This article is not about the before or the after. It’s about what’s next. It’s about remembering or recognizing for the first time that the industry can serve a greater purpose. The green industry has long bemoaned the idea that “the green movement passed us by.” And, in many ways, it did. Few horticulture businesses capitalized on the environmental trends and messages. Industry insiders know that planting trees helps the environment, that recycling materials is not only good for the environment but also good for business, and that horticulturists are true environmental stewards. But, as an industry, green businesses did not successfully tell these stories. Customer recognition of the benefits provided to their families and communities by green industry businesses never materialized. Today, the horticulture industry is teetering on the brink of something new.
A Convergence of Seekers Consumers are seeking ways to simplify their lives, decrease their stress, and get back to nature. More and
more people are embracing “well-being” trends, and the horticulture industry, by definition, is positioned at the epicenter. Consumers are seeking ways to bring balance to their lives. Will horticulture businesses jump at the opportunity to be part of a movement that improves lifestyles? Will green industry pros embrace the movement and bring additional value to the industry? At the same time consumers are seeking experiences (and the products and services that help them have those experiences) that enhance their well-being, horticulture professionals are seeking both inspiration and new markets. How can the horticulture industry be part of, and capitalize on, changing peoples’ lives, mentally and physically? The answer may lie within the “Come Alive Outside” grassroots initiative.
Come Alive Outside Come Alive Outside is a movement that encourages people to get back outside and enjoy nature. There’s no strict doctrine or procedural messaging involved, just a simple “take action” proposition: come alive outside. The simplicity of the initiative and the idea that any horticulture business can be a part of it is the key to its success, says the movement’s founder, Jim Paluch. “Come Alive Outside began in 2010 as a reminder of what makes our lives healthy and our memories special. A benefit of the movement is that it doubles as a method to create new markets,” states Paluch. “It’s a big picture initiative that gives business owners a lot of room to interpret and use the core message of ‘Come Alive Outside’ in the ways that make the most sense for their customers and communities.” Paluch continues, “Come Alive Outside is a reminder of what works. It is a reminder of what makes our lives Please see page 24
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July 2013 23
Continued from page 23
healthy and our memories special. Over the past two years, these three words have inspired individuals, families, business and communities across North America to take action. With every action, the momentum grows. There are so many ways that we can get back outside, from the local bike trail to our own backyards. Children are automatically more active when they are outdoors, and spending time in outdoor spaces has the ability to melt away mental fatigue and stress like nothing else. The great outdoors is also a perfect place to create and enjoy a sense of community with friends, neighbors and coworkers. The reasons for coming alive outside are many, and the benefits start the moment that people step out the door.”
Adjust for the Future Aligning the desires of individuals and families with what can be financially beneficial to business is exactly what the Nursery Growers of Lake County Ohio board of directors sought when they approached Paluch about speaking at the upcoming NGLCO Summer Field Day. A long-standing tradition for green industry professionals, field day invites exhibitors and attendees to gather together, share ideas, and enjoy time with one another. The 46th Annual NGLCO Summer Field Day will host a special presentation to discuss the Come Alive Outside initiative and how our customers and our businesses can benefit from the program. Bill Weaver, NGLCO President and Lake County Nusery Sales Representative, says, “We wanted to bring additional value this year. We wanted to bring a new energy and new inspiration to the industry. We wanted to introduce a new idea that can benefit all of us.” “It didn’t take us long for us to realize the importance of this initiative and get behind it. We’ve been giving away our business to other industries, not to the competition within the industry,” adds Joe Zampini, NGLCO
Board of Director and Lake County Nursery Vice President of Sales. “We’re competing against tech devices and vacations and home decorating. Those industries are selling lifestyle. Jim’s concept is a way we can put focus on the greater ‘purpose’ and ‘why’ of what we do rather than pushing particular plants. The plants will come—after we sell the lifestyle,” states Zampini.
Walk the Walk Horticulture businesses have found ways to cut costs and become efficient. Now more than ever, there is a need for inspiration in the industry. Many leaders in industry have been discussing ways to get people to remember what made them love the industry. By educating the consumer, showing how the industry has changed and getting excited about the outdoors again, Come Alive Outside could be the answer. Zampini and Weaver are quick to note that the industry has a real opportunity, if businesses are willing to embrace change and get inspired again. “By selling a lifestyle, we can increase the pie for the entire green industry,” adds Weaver. “There is the motivation. There is the fresh air.” Paluch states, “Green industry professionals have the expertise and tools necessary to create the type of beautiful, useful green spaces that draw people outdoors. As stewards to millions of acres of green spaces, our profession is positioned to take the lead in a well-being revolution. Some people forget why they used to love this business. I think Come Alive Outside energizes people again.” “We’ve got to connect that emotional piece to what we do. And to sell it, we have to come alive ourselves, get inspired by something, and get out of our comfort zones,” adds Zampini. B Jennifer Gray, ONLA Associate Director jennifergray@onla.org
NGLCO Field Day Event Schedule www.nglco.com
August 12, 2013
9a.m.-5:30p.m.: NGLCO & ONLA Retail Bus Tour 6p.m.: Luau & Dinner
®
Everybody wins when somebody goes outside
www.comealiveoutside.com
24 The Buckeye
August 13, 2013 @ Holden Arboretum
9a.m.-4p.m.: Field Day 10a.m.-11:30a.m.: Come Alive Outside VIP Session 1p.m.-2p.m.: Come Alive Outside Open Session 2p.m.-4p.m.: Auction 6p.m.: Luau & Dinner
onla.org
r u o T s u B o i h O 3 1 0 2 t
en s e r P A L N O & NGLCO
r
e t n e C n e d r a G / l i a Ret 3
01 2 , 2 1 t s u g u A , y Monda
Join the Nursery Growers of Lake County Ohio and the Ohio Nursery & Landscape Association for the 2013 Ohio Retail/ Garden Center Bus Tour, Monday, August 12, 2013. Here are some key reasons why you should attend this event: AgriBUSiness – As an agribusiness professional, your mission-critical knowledge encompasses more than just business acumen. Attending this bus tour gives you the opportunity to find new methods to increase your profits. RoBUSt – Whether it’s marketing, technology, or human resources, you’re bound to find common ground with your peers on this tour. Increase your effectiveness as a leader by brainstorming with top performers. OverBUSy – In a business culture that thrives on a narrow window of opportunity, we know your time is limited. Take advantage of the networking opportunities you’ll have with fellow bus tourists! BlockBUSter – A full schedule of stops at a mix of destination garden centers and quality growers. Different products, different styles, different scale, different marketing, means you’ll drive away from this tour with new ideas and new enthusiasm. Here’s a tentative schedule of the day:
Registration Form
Earlybird Registration: $20/person by July 26 Late Registration: $25/person after July 26 Last day to register: August 2
This is THE tour for owners, managers, crew leaders, garden center managers, garden center staff, production managers, growers, greenhouse managers... DON’T MISS IT! Space is very limited; register today! REGISTRANTS: Complete the following information and return this form, to the NGLCO office (address below). Company Name: ______________________________________________ Names of Attendees: __________________________________________ ____________________________________________________________ ____________________________________________________________ Address:_____________________________________________________
8:30 a.m. - 9:00 a.m. (bus departs at 9!)
Registration at Dino’s Catering & Restaurant, Rt. 306; bus boarding
City, State & Zip: ______________________________________________
9:30 a.m. - 10:30 a.m.
Art Form Nursery tour
Email: ______________________________________________________
11:00 a.m. - 12:00 p.m.
Breezewood Garden Center tour
12:30 p.m. - 1:00 p.m.
Lunch (included with registration) at Petitti Garden Center
1:00 p.m. - 2:00 p.m.
Petitti Garden Center tour
2:30 p.m. - 3:30 p.m.
Lowes Greenhouse & Garden Center tour
4:00 p.m. - 5:00 p.m.
Bremec Greenhouse & Nursery
5:30 p.m.
Return to Dino’s Catering & Restaurant
No. of Attendees ____ x $____ (either $20 or $25) = ________ Return this form, along with check payable to NGLCO, P.O. Box 555, Perry, OH 44081. Ph: (440) 241-7969.
For those out-of-town tourists attending the NGLCO Field Day on August 13th, special rates are available at two hotels on Rt 306 in Willoughby: Red Roof Inn (866-356-6852) and Days Inn (440-9460500).
For additional information, contact Annette Howard at (440) 241-7969
onla.org
Phone: (______) ________________ Fax: (______) ________________
PAYMENT INFORMATION:
July 2013 25
B
Feature
What’s New?
OCNT Program
On November 1, 2012 the OCNT’s new Core and Landscape Written Training Manuals and Audio Visual components were complete. On January 16, 2013 the first Landscape and Core tests were taken by over 100 participants during CENTS. Congratulations to all our new OCNT’s!
How does the new Core & Landscape test differ from the Garden Center and Grower tests? To receive your Landscape certification you must pass both the Landscape and Core tests with a 72%. If you passed one of the two tests, you only need to retake the test not passed. Your passing score will be kept on file for three years. The Landscape test no longer has the slide show section. The new Core test is filled with pictures and common green industry knowledge on the written test. The Garden Center and Grower test remain the same with the 50 picture slide show and written test. The ONLA, in collaboration with OSU Extension, is updating the Garden Center training manual and adding the audio visual component. We are hoping for completion of this project in November of 2014.
Why become an (OCNT)? By joining the ranks of the 1,100 + OCNT’S who are benefiting from this program, you or your employees would help heighten the professionalism in the Green Industry. The purpose of the OCNT Program is threefold: to improve the skill and knowledge of green industry employees; to have this improvement and professional qualifications recognized in the eyes of the public as well as within the landscape and nursery industry; and to provide a means of self-improvement and increased worth to the employee.
Why have OCNT’S on your staff? We are raising the professionalism of the landscape companies in Ohio by having OCNT’s on staff. The
26 The Buckeye
knowledge they have gained from the OCNT training manuals is keeping the industry educated and forward thinking. With CEU’s being earned, the OCNT’s are always adding knowledge and helping to keep the company successful. For more information on the OCNT program visit onla. org and click the certification tab at the top or contact me at 800.825.5062. B Roni Petersen, Certification & Membership Manager ronipetersen@onla.org
N U R S E R Y
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Call Us for all your nursery needs including Quotes, Availability or a Catalog
1-877-722-7337 411 N. State Route 235 Fax 937-845-9731
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onla.org
Educational Update Improper Nursery Harvesting Can Be Costly For Everyone A Case Study
This article is provided to you as a benefit of membership in the Ohio Nursery & Landscape Association. Content for this issue provided by: T. Davis Sydnor, Ph. D. Professor Emeritus, Urban Forestry, School of Environment & Natural Resources The Ohio State University 2021 Coffey Road, Columbus OH 43210 (614) 738-0667
I was asked a simple question the other day. What is going on and what can we do about it? I was asked by the property owner to help him and his landscape maintenance contractor to sort out the situation. The property owner and the landscape contractor/ maintenance contractor had a good relationship and wanted some outside advice to assist them in moving forward in a manner that would allow each of them to feel as if they were being treated fairly. This is unusual as most of the time I find that each party blames each other for any failure and the situation deteriorates to the detriment of both. Unfortunately decisions made at any stage of nursery production and/or harvest can affect performance in a later stage of production. Sometimes years after landscape installation the impact appears. I was fortunate to begin my nursery career in a full line nursery. Southside Nursery took the cuttings, rooted them, lined them out in the field, grew them to salable size, designed the landscape, installed the landscape, and often maintained them. It can be said that we saw the plant from cradle to grave. Specialization has pretty much eliminated such firms as Southside Nursery. A common scenario today follows this way. A seedling producer germinates the seed and ships it to another state where it is budded and grown to a whip liner. The whip is shipped to a
third state where it is grown to salable size and then it is sold to a broker. A landscape designer or architect designs the planting and bids the contract to the low bidder. The low bid landscape contractor then locates the cheapest required plants at a brokerage lot and then installs them. Maintenance is then shifted to a low bid landscape maintenance specialist who has never met anyone earlier in the process. By the time that the property owner knows that a plant on their property is not performing up to expectations there may be seven or more individuals in three of four states that have had an impact on the non-performing plant. The segmentation can produce benefits resulting in lower costs for the customer but critical information needed to manage plants in the landscape can be lost. For example information as to the seed source of the seedling is rarely passed on to the next stage grower. Harvest techniques or nursery growing techniques are rarely questioned and thus largely unknown to landscape architects or landscape contractors. A landscape maintenance contractor may not even know who the designer or installer was and surely does not know the original design intent or how the plants were installed. Now the landowner asks; “What is going on and what can we do about it?� Suddenly the simple question is not so simple Please see page 28
EDUCATIONAL UPDATE
Continued from page 27
and no one has the information needed. Now the low bid contractor is “forced” to find a scapegoat to “protect” his firm from a loss that is expected but often not included in the bid. Sometimes the property owner becomes an easy target for the green industry protecting itself. To solve the question a bit of a forensic deconstruction is needed. I will use a recent episode as a case study to look at this all too common problem. I will try to identify where the problem(s) arose, the costs associated with correcting the problem, and where those costs fall. I am assuming that the guarantee holds the property owner or his/her manager whole and that there are neither costs associated with collecting on the guarantee nor any costs associated with losses in environmental services for the dead or nonperforming plants. I will describe the site and what I found; analyze some of the data and explore some consequences; and suggest some suggestions that might be used to prevent or alleviate a similar occurrence in the future.
Site Analysis Upon approaching the site I discovered a nearby area where plants were being stored. Perhaps these are replacements. Perhaps the unplanted plants can
assist in determining what happened earlier. Thus I will divide the site analysis into the holding area and the problem area. 1. Landscape Site of Concern—The condition of the trees is highly variable with some plants growing as expected and others showing excessive crown and cambial dieback. Still others are dead. Fifty percent of the plants are not acceptable (<30% crown dieback) while the remaining plants appear to average 25% crown dieback. Randomly selected trees were measured at 12 inches above the soil line and had trunk diameters ranging from 4.5 to 5 inches. Root balls appear to have been dug with 44-inch diameter root ball on average. The random plants had three inches of soil resting above the trunk flair of the red oaks. Insect and disease problems noted during the inspection included buprestid and round headed borers as well as some obscure scale. Abiotic concerns included extensive crown dieback, substandard twig extension growth (1-3 inches), excessive water sprout development, and sunscald (death of cambium). I did not see evidence of micronutrient deficiencies but if that it is present it would be seen in an August inspection but not in emerging foliage in May. 2. Holding Area—Approximately six red oaks were chosen at random. Stem diameters measured at 12 inches above the soil line ranged between 5 and 6 inches. Root balls were 46-48 inches in diameter. Trees had three inches of soil above the root flair on average. Serious insect and disease problems were not seen in a cursory inspection but obscure scale was likely present. I was later asked to comment on 6-inch pin oaks which had also been stored in the holding area. These trees were being planted in an un-irrigated median nearby. When I measured randomly selected pin oaks, I found that the trees, when measured at 12 inches above the soil line, ranged between 6.5 and 8 inches in diameter but had 48 inch diameter root balls. The pin oaks averaged 7.25 inches in diameter. Serious insect and diseases were not seen. Minor scale populations (obscure scale) were noted but should not influence transplant survival unless plants do not re-establish a sufficiently dense crown within 3-5 years following transplanting.
Analysis of Conditions 1. Landscape Site of Concern—The random patterns of damage suggests that the problem(s) may have abiotic and could have been initiated prior to planting such as improper harvesting at the nursery, damage during storage, or damage during transit. Figures 1-3 show the overall site. The landscape manager noted that the red oak trees were purchased as 4-inch trees. The root balls of the 4.5 to 5-inch red oaks as planted averaged 44 inch diameter (Figures 4 & 5) and range from marginally below industry standards to unacceptable (46% below grade for a 5-inch tree). Oaks are particularly sensitive to being dug with too 28
The Ohio Nursery & Landscape Association’s The Buckeye, July 2013
Figure 1. An overall view of the red oak planting of concern is shown. Figure 2. Closer view of Figure 1 red oaks. Figure 3. Crown of one of the better red oaks showing dieback Figure 4. Five inch diameter red oaks were purchased as 4-inch diameter trees. Figure 5. Demonstration of technique used to measure root ball. Soil knife is at the root ball edge.
2
small of a root ball relative to maples and elms. Insect and disease problems noted during the inspection included borers and some scales (Figures 6 and 7). Abiotic concerns included extensive crown dieback, substandard twig extension growth (1-3 inches), and excessive water sprout development and sunscald (death of cambium). All of these problems are typically expected when oaks are planted with substandard root balls. Insect and disease activity was judged to be result of undersized root balls and not poor maintenance or improper planting. 2. Holding areaâ&#x20AC;&#x201D;The owner reaffirmed that the trees in the holding area were purchased as 4-inch trees and were to be used as replacements for the site of interest. The industry standard requires a root ball from 54-60 inches wide for 5-6 inch red oak trees. Trees are seen in Figures 8 and 9. All of these trees have root balls well below the industry standard since they had 46- to 48-inch root balls when measured in the holding area. Serious insect, disease, or mechanical concerns were not seen in a cursory inspection of the red oaks in the holding area. The trees purchased as six-inch diameter pin oaks were in even poorer shape than the red oaks as they averaged 7.25 inches in diameter and should have had 72.5 inch root balls according to the industry standard. They had 48-inch root balls. The root balls of these plants are grossly undersized and should have been 244% larger than delivered.
3
4
5
Please see page 30 The Ohio Nursery & Landscape Associationâ&#x20AC;&#x2122;s The Buckeye, July 2013
29
EDUCATIONAL UPDATE
1
Figure 6. Sunscald and flat headed appletree borer symptoms were seen on one tree.
EDUCATIONAL UPDATE
Figure 7. Cankering, cerymbicyidlike borer activity and scales were present. Figure 8. Pin oaks averaged 7.25-in. diam. in holding area with 48in. root ball. Figure 9. Closer shot of 7.25 in. pin oaks in holding area with 48 inch root balls
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7
8
9
Continued from page 29
3. Root Ball Sizeâ&#x20AC;&#x201D;Industry standard are presented in American Standards for Nursery Stock (ANSI Z60.1) and seen in Table 1. Industry or ANSI standards are based on the size of the plant delivered and not on what you paid for it. In other words, when a nursery delivers and oversized plant they are still bound by nursery standards to deliver a root ball sized to allow the plant to survive transplant. The sensitivity of oaks to being dug with undersized root balls is well known by the nursery industry and is often reflected in the sales price as oaks often sell for more money at a given size than maples, honeylocusts, and crabapples. The other issue is the excess soil above the root flair (Figure 10). If we assume that the cross section of a root ball dug with a tree spade is an isosceles triangle prior to removing the excess soil on the bottom we find that the width of the roots is reduced slightly more than 1 inch in diameter for each inch of excess soil above the root flair. Thus the widths of the roots in this situation (3 inches of excess soil) could have been three inches less than dug as seen in Figure 11. This could have been evaluated with destructive harvesting but was not considered necessary. 30
Trunk DBH (in)
Root Ball Diameter (in.)
Root Ball Volume (cu in)
Root Ball Weight (lb.)
1
12
339
17
2
22
2091
102
3
32
6434
314
4
42
14547
709
4.5
48
21715
1059
5
54
30918
1508
5.5
57
36363
1773
6
60
42411
2068
7
70
67348
3285
7.25
72.5
74824
3649
8
80
100531
4903
Table 1. The first two columns are from ANSI Z60.1 (2004). Ball volume was computed assuming that the root ball is a hemisphere. Ball weight assumes a soil density of 1.35 gm/cm3 and uses the volume in the previous column.
The Ohio Nursery & Landscape Associationâ&#x20AC;&#x2122;s The Buckeye, July 2013
Figure 10 (above). This diagram was extracted from ANSI Z60.1 (2004) and is the industry standard published by the American Nursery and Landscape Association. Note that the loose soil above the root flare is not part of the root ball according to the standard.
Figure 11 (above). This diagram was extracted from ANSI Z60.1 (2004).The light shading shows the root ball that is dug when a tree spade is set on top of incorrect loose soil above the root flair. Note that the root ball width at the trunk flair (top of the root ball) is reduced.
attracted to recently transplanted trees and would be especially attractive to borers if they had undersized root balls. Low levels of borer infestation would not be detected. However, nursery trees are sold with the expectation by the purchaser of being transplanted into their landscape where these native borers are normally found. Thus it is immaterial whether the plants were infested at the time of purchase as the borers are expected to be present in the Ohio environment. Root ball size as defined in ANSI Z60.1 should be sufficient to allow the plant to be established without making the plant overly sensitive to establishment risks such as borers. Stated differently, it is reasonable for a landowner (even the green industry) to expect the plants purchased to establish and grow with normal care such as watering. 5. Implied Warranties—A little known fact for many of us is that all products sold in the U. S. have an implied warranty which states that the product sold is as described and can perform the task for which it is purchased. For the green industry the implied warranty is often be stated as true to name and in good condition at the time of sale. In my judgment, the grower has violated the implied warranty (true to name and in good condition at the time of sale) since plants were dug and delivered with undersized root balls and not in good condition at the time of sale. No deference was given for plant size since plants sold as 4-inch trees were dug with the same sized root ball as the 6-inch trees. Another interesting fact regarding the implied warranty is that unlike a one year retail guarantee, the implied warranty does not expire. The landowner may collect on the implied warranty by identifying the problem when it becomes evident. An example might be Marshall Seedless green ash (male) which takes years to flower and fruit following planting (male ash produce no fruit). The landowner could go back and recover the 2-inch tree that was originally planted but could not recover lost growth when the plant began to fruit. The implied warranty has rarely been used in the green industry because plants are cheap (<$10,000) and lost growth is not recoverable. Damage in the green industry is often seen as a lost customer who then tells his friends that nursery stock is a poor investment and that they should spend their money on a nice trip rather than endure trying to establish plants with undersized root balls as in this case. 6. Winners and Losers when Plants Are Dug with Undersized Root Balls—Let us look at this by interest groups. Please see page 32
The Ohio Nursery & Landscape Association’s The Buckeye, July 2013
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EDUCATIONAL UPDATE
4. Insect and Disease Considerations—The scale identified here is obscure scale and often found in small amounts on plants in the red oak group. In my judgment, it does not influence transplant survival or establishment unless plants do not re-establish a sufficiently dense crown within 3-5 years following transplanting. Moreover the client or maintenance contractor would be likely to identify the problem in time to allow normal transplant recovery. Additional landscape maintenance costs would include a pesticide application or two only if another factor or factors such as an undersized root ball was present. Borers seen here are more problematic since borers present in the environment would be preferentially
EDUCATIONAL UPDATE
Continued from page 31
a. Growers – Plants may be dug with undersized root ball for variety of reasons. Trees can be dug with undersized balls inadvertently. Landscapers may request smaller root balls as they do not have the equipment to handle larger, heavier ones. Growers may use this to clear older fields for replanting without selling more topsoil. In this instance, this practice was marketed by the grower as doing the landscape manager a favor. Since the root balls are too small, they are selling you non-viable plants with serious downside risks as seen in this example. Down side risks are rarely borne by grower. Losses occur to the grower when plants are sold at below market prices. Some growers have suggested that they must reduce ball size to recover profit from their low bid pricing. Costs are also recovered if one does not have to buy a larger tree spade to make the sale. b. Landscape Installer – The installer can handle larger trees with their existing equipment if the root ball is undersized. Plants are generally less costly. Downside risks may not borne by the installer if the plants survive the guarantee period but die later.
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Losses to the installer can result a variety of costs such as higher equipment costs. Replacement costs reduce profitability and may be particularly likely to result in the installer trying to point fingers at someone such as the client or maintenance contractor who has dealt with the plant more recently. Loss of future customers from current, disgruntled clients is a real and serious, hidden cost for all. Increased replacement costs can also be incurred during the guarantee period. I have surveyed retail installers many times and asked how much they charge for a one year guarantee. The range that I was given is 0-20% with ten percent being the average. Sadly the costs of replacements fall largely on the installer even if the installer were to recover the cost of the tree from the grower since on average the planting costs are 2-3 times higher than plant acquisition costs. c. Landscape Architect – Benefits to the landscape architect accepting an undersized root ball usually accrue in that there is no need to identify how the low bid can impact their client. They also benefit from the reduced costs associated with insuring that their specifications are delivered to the site. For example if they may specify nursery standard root ball sizes but do not inspect to insure that plants meet the specifications. They do not have to evaluate installers or growers for performance as needed to protect future clients. Losses to the architect are often in their reputations. Low bid prices often initially please their client but may carry unexpected risks. Costs are increased in dealing with final acceptance. The reason for nonperformance is often not known to the architect as he/ she was not present when plants were installed and in this instance the root ball size is unknown and architects may not even be aware of ANSI Z60.1. d. Landscape Maintenance – The landscape maintenance contractor often arrives on site after the guarantee period is over. More recently we have firms that are installer and maintenance contractors. For this section I will deal with maintenance separately. Maintenance contractors tend not to profit from having to deal with plants with undersized root balls unless the client does not ask why there is a lot of additional maintenance charges not included in the original bid. Rarely can a landscape maintenance contractor add these costs in a low bid scenario. Often the maintenance contractor is unable to turn the plant around and the plant dies leaving the maintenance firm to explain their ineptitude (In this case it was the grower.) to the property manager.
The Ohio Nursery & Landscape Association’s The Buckeye, July 2013
7. Summary—I recommended returning the holding area plants to the grower and asking them to provide new trees with the properly sized root balls. This has the advantage of putting the grower on notice that you noticed and that the plants were not acceptable and will encourage them not to do it in the future. If the plants cannot be returned, I recommended that the
plants be destroyed and not planted. This prevents the installer from incurring planting costs which are 2.5 times the plant acquisition costs and the maintenance contractor and the property manager from incurring increased maintenance costs such as preventative borer control or root crown excavation (This can exceed plant acquisition costs). Further, if the grower will not accept the holding area plants, I recommend that the grower be removed from the future bidder lists and that the landscape contractor send a note to the grower to that effect. With respect to the plants under guarantee, I recommend that the grower be contacted to allow him to provide new plants for the non-viable plants sent earlier. If the grower does not wish to participate in correcting the problem, I would order new plants from another grower for the reasons listed for the holding area. Again a letter should go to the grower explaining what was done. How should the property manager treat a grower when he/she goes to state and local meetings for property managers? Yes they exist. Should it depend on how he/she was treated by others? B
The Ohio Nursery & Landscape Association’s The Buckeye, July 2013
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EDUCATIONAL UPDATE
e. Property Owner – Generally they are clueless as should be expected. They did not know what to do and hired green industry professionals to deliver an attractive, viable landscape that will be easy to maintain. Sadly, if the landowner does raise questions, they may be faced with a group of individuals trying to prove that someone other than themselves is to blame. Due to a lack of knowledge the landowner may the easiest target for green industry professionals and blaming the landowner is surely the most profitable. Losses to the property owner are generally felt as frustration in dealing with the green industry, reduced growth, and losses in expected environmental benefits. One homeowner once told me “They are all crooks”. How do we defend against that attitude when we find it?
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Feature
Above, left: Adults on penny showing relative to size Above, right: Extensive galleries produced in bark of large branch
Backgroudn: Larvae associate with area of Fusarium infection on trunk Photos: Whitney Cranshaw, Colorado State University, Bugwood.org
Officials Detect Additional Walnut Twig Beetles in Butler County Ohio Department of Agriculture to expand Thousand Cankers Disease quarantine The Ohio Department of Agriculture (ODA) announced on June 6, 2013 more detections of Walnut Twig Beetle in Butler County in southwest Ohio. The Walnut Twig Beetle is a small beetle known to carry a fungus that causes Thousand Cankers Disease (TCD), which threatens the health and sustainability of walnut trees. The beetles were found in traps set by ODA officials near walnut trees in Butler County. Beetles were found in 9 of 26 traps. This is the second time Walnut Twig Beetles have been detected in Butler County. In late 2012 the beetles were found in traps set by Ohio Department of Natural Resources Division of Forestry officials near a wood processing business. ODA officials have quarantined walnut products that have the potential to spread the pest from leaving the site of discovery.
34 The Buckeye
TCD is caused when the Walnut Twig Beetles, which carry a fungus, bore into the branches and trunk tissue of walnut trees. The tree suffers repeated infections caused by the fungus and eventually dies. There is no known cure for TCD. The disease was first found in Colorado in 2003 and has since been detected in 13 other states. In September 2012, ODA enacted an exterior state quarantine regulating the transportation of walnut products from areas of the affected states. At this time, ODA will move to expand its TCD quarantine to include Butler County. Ohio’s updated quarantine, enforced by the ODA’s Plant Health Division, would add Butler County and other newly infested counties in other states. The quarantine would restrict walnut materials from entering Ohio from areas where TCD has become established. Restricted products originating from or traveling through the regulated areas include walnut
nursery stock, unprocessed walnut lumber, or any other walnut material, such as logs, stumps, roots, branches, mulch, wood chips and all firewood. Exemptions to the quarantine are nuts, nut meats, hulls, processed lumber (bark-free and kiln-dried) and finished wood products without bark, such as walnut furniture, instruments and gun stocks. Landowners and homeowners are strongly encouraged to watch for signs of TCD on their walnut trees. Symptoms of TCD vary, but commonly include thinning crowns, yellowing or wilted leaves in the crown, leaves that are smaller than normal and limbs that died recently. State officials will continue to survey the Butler County area for beetles, as well as surveying walnut trees for signs of TCD. B
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W h y Tr e e s M a t t e r
Name that Tree Name that tree. Sounds simple. Yet trees have multiple names. Why so many? Let us take a look at the discipline of nomenclature, defined as “the devising or choosing of names for things, esp. in a science or other discipline.” Nomenclature goes hand in hand with taxonomy, “the branch of science concerned with classification, esp. of organisms; systematics.” We discussed taxonomy a bit in the last Why Trees Matter column, especially as it related to plant species, genera, and families. First, let’s look at the sometimes confusing aspect of those multiple names. As we noted last month, the Chinese philosopher Krishtalka wrote: “The beginning of wisdom is calling things by their right name”. Fair enough. But if you have visited an arboretum or botanic garden recently or in your own nursery or garden center, you will notice that plant labels may have a multitude of names.
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Here is an example from Ohio State University’s Secrest Arboretum at the Ohio Agricultural Research and Development Center in Wooster, Ohio. Our example is a familiar species, with the common name of redbud. The Latinized botanical name for redbud is Cercis canadensis. The cultivar (cultivated variety) name of our example is ‘JN2’, with a plant patent number often attached to it, in this case PP#21,451. The trademark name of this particular redbud is The Rising SunTM redbud. Say what? Let us deconstruct.
Common Name Redbud. This is the name most people use for this small native tree, common in Ohio woodlands, especially as an understory tree in association with flowering dogwoods. It is often noted as the Eastern redbud to distinPlease see page 36
July 2013 35
B
Continued from page 35
guish it from the western redbud (C. occidentalis) and other species in the genus Cercis. It has pinkish-buds and wonderful reddish-pink flowers.
Botanical Name Cercis canadensis. The two part Latin name for the Eastern redbud is also known as the scientific or botanical name for this species. The idea behind scientific names for plants and animals was forwarded by the 18th century Swedish botanist Linnaeus to reduce confusion and improve communication. Don’t believe me? Consider this example cited in Michael Dirr’s “Manual of Woody Landscape Plants” in which he indicates that Nymphaea
36 The Buckeye
alba, has 245 different common names (including European white water lily) in just the four languages of English, French, German and Dutch. This tower of botanical babel obviously needed a better system. Common names are wonderful, but often communication commands clarity.
Cultivar Name ‘JN2’ (PP#21451), in our example. As horticulturists know, there are many different types of Eastern redbuds, in fact there is something of a renaissance of redbuds in recent years, from weeping redbuds to purple-leaved redbuds, to yellow and apricot-leaved redbuds. This is because horticulturists,
practiced in the nurture of nature, have noted variations that come about through genetic recombination and mutations. If they successfully can propagate these new variations, typically through asexual propagation, such as clonal cuttings and then grafting to a rootstock, then they may be able to patent their new introduction to the horticultural trade. Cultivars are designated by single quotation marks. In the case of the redbud in question, its name is sometimes termed a nonsense cultivar name, given that ‘JN2’ is not very descriptive, compared for example, to the cultivar name of, say, Acer palmatum ‘Bloodgood’ which clearly refers to this Please see page 38 onla.org
Captions 1-5 (facing page): Cercis candensis ‘JN2’ The Rising Sun™ redbud Caption 7 (above, left): Little Woody™ redbud Caption 8 (above, right): Lucious Lavender ™ redbud Caption 9 (above, lower photo): ‘Covey’ Lavender Twist ™ redbud Caption 10 (next page, background): ‘Forest Pansy’ redbud Caption 11 (next page, left inset): Native Eastern redbud at Clifton Gorge in Greene County, Ohio Caption 12 (next page, right inset): White redbud (Cercis candensis f. alba) at Chadwick Arboretum on the OSU Campus Photos courtesy Jim Chatfield
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July 2013 37
Continued from page 36
old standby purple-leaved Japanese maple. Why did Jackson Nursery of Tennessee decide to use a nonsense cultivar name (‘JN2’) instead of something more descriptive of what they describe as “A new and distinct variety of Cercis canadensis, an Eastern Redbud tree found and introduced by Jackson Nursery?” Typically the reason for this is that the nursery that introduces a new plant has control of the propagation for sale and other commercial use rights of the plant only for the 20 years afforded by plant patent regulations. After twenty years, other horticulturists can propagate and sell the plants without going through the patenting nursery.
Trademark Name ‘The Rising SunTM redbud. Jackson Nursery chose as the trademark name a descriptive term which relates to its
38 The Buckeye
features of what they describe as its “orange new growth developing into bright yellow, then into yellow green, finally maturing into light green with some lighter and darker speckling on the leaves.” I also like their description of “golden tangerine heart-shaped foliage in summer extends through fall; new leaves are bright rosy apricot.” Indeed that well describes its features as does the trademark name of The Rising SunTM. A key factor of trademarks is that they can be renewed, not for 20 years, but rather…forever. This is done because 20 years is often deemed inadequate for recouping the costs of discovery, propagation, production, and marketing of a new tree. So, that is at least one aspect of why trees have so many names. For our last word though, about names and any
word, go ask Alice. Or rather, in this case - Humpty Dumpty: From Lewis Carroll: ‘When I use a word’, Humpty Dumpty said in a rather scornful tone, ‘it means just what I choose it to mean – neither more nor less.’ ‘The question is,’ said Alice, ‘whether you can make words mean different things.’ ‘The question is,’ said Humpty Dumpty, ‘which is to be master—that’s all.’ B Jim Chatfield and Kathy Smith The Ohio State University Extension Nursery Landscape and Turf Team
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Return this form, along with payment, to the Ohio Nursery & Landscape Association, 72 Dorchester Square, Westerville, OH 43081. Ph: (614) 899-1195. Fax: (614) 899-9489. Checks made payable to the Ohio Nursery & Landscape Association. MasterCard and Visa payment accepted. July 18
July 18, 2013
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Delaware, OH 43015 (Core [1/2 hour], 6A, 8) August 1, 2013 7:30 a.m. - 9:30 a.m. 714 N. Portage Path (Core [1/2 hour], 5, 6A, 8) August 15, 2013 7:30 a.m. - 9:30 a.m. Toledo Botanical Gardens 5403 Elmer Dr Toledo, OH 43615 (Core [1/2 hour], 6A, 8)
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July 2013â&#x20AC;&#x192; 39
Okay, as you look to put your advertising/marketing plan together, to develop a plan that best targets your customer, you have to ask who our customer is? The ‘silent generation’, ‘baby boomers’, ‘Gen X’, ‘Gen Y’, ‘Gen Z’ (born after 2001) to whom you would actually be marketing to their parents ‘Gen X or Y’ or maybe even some late blooming ‘baby boomers’, or are they a mix of all of the above? Now that your head is spinning with all these generations to consider, let’s focus on the ‘younger generations’ and how to attract them to our garden stores now, and build on them for the future. So, our question is simple:
“How are you attracting younger customers to your garden store?” White Oak Gardens Tom ‘Don’t Call Me Donny Osmond’ Hilgeman “We are always looking for ways to attract younger customers, including the use of direct mail, email and social media. Attracting younger customers has come from some of the displays and workshops we do. We have worked at making certain seasons at the store more family/kid friendly. We are located on a busy street and have tried to improve our displays. Large round straw bales double stacked that can stand up to 10 feet tall, painted up like pumpkins and Frankenstein in the fall, then Santa and Polar bears during the winter months. Now we have a giant Adirondack chair in our front landscape, a week doesn’t go by without getting an email from a customer with an attached family picture in the giant chair and our logo on it. All this helps create a fun family friendly atmosphere that helps attract younger customers. Our seminars and ‘Make & Take’ classes are well attended by younger customers because we choose topics that younger more DIY like customer would be interested in. The younger customers are looking for ideas and new ways to brighten up their outdoor living space. So we choose topics and maybe more importantly the name of the class that is more likely to interest first time gardeners and homeowners. This year we opened our ‘Potting Bar’ where customers can bring in or buy a container to pot up right at the garden center, leave the mess here. We continue to use facebook, email, website and our new phone app to connect with all customers.”
40 The Buckeye
Buckeye Resources Tony ‘Toni Tone’ Sciambi “In order to attract younger customers you need to change the way you communicate with your customers. Create an easy to use web site. Make it colorful. Put QR codes on your packaging where possible. Use Twitter and Facebook. Revise your packaging to emphasize your “organic”, all “natural” content. Let your customer know how easy “organic at home” is and combine a “wine tasting” with organic vegetable gardening, herb garden or cooking classes. That should attract the younger generations!”
H.J. Benken Florist & Greenhouses Tim Clark “At Benkens we try to attract younger customers by using social media and technology such as QR codes or MS tags. We have featured them in our past marketing to go into detail about promotions or featured producst. In addition, we try to gear some of our educational classes around the younger clientele or those that may be new to gardening. We do a lot of introductory type classes. Your question is really one we all need to figure out how to answer. Our clientele is aging fast and we will need to fill in with the next generation. When a young person comes in the door we spot them right away and make sure we are available to answer any and all of their questions. We want them to have such a good experience that they go home and tell their friends about it and never even consider going to a box store. I think that is the biggest problem we face. They have been raised on Home Depot or Lowes and don’t even know we exist in many cases. I don’t believe that we can effectively reach them with traditional advertising such as postcards or newspaper ads. I believe it is technology driven and socially driven. The key is how do we capitalize on it?”
Green Vista Water Gardens Stephen Blessing ‘Sakai Jumbo Tosai Sanke Koi’ Blessing – “We have been committed the last 4-5 years, to a nearly exclusive internet-based advertising schedule. Because of this we feel our strength has been connecting with the typical younger demographics that Please see page 42
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Retail Roundtable
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Attracting Generation Next
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July 2013â&#x20AC;&#x192; 41
Continued from page 40
are more web-active, especially those who prefer to shop by the internet. We have not felt the need to “reach out” in additional ways to our younger customers. If anything, we are most concerned with keeping contact with the more traditional baby-boomer “gardeners” (45-65 age range) who are less internet active. This spring, we have committed to our first “traditional” media campaign (radio on 2 major stations over 8 weeks) since 2007 in an attempt to keep our audience from becoming too young! “
Knollwood Garden Center Rob ‘Biergarten’ Scott “I can’t say that we are specifically marketing to the younger generations. I would say that we are promoting organic products and sustainable gardening, seeing as these are important to these groups. We also try to promote some of our community efforts, such as working with schools and organizations that help the disadvantaged. We also have the Green Thumb Gardeners Club for kids. They come in and have to find our little mascot and learn about that month’s topic. They then go to the cashier and tell what they learned, in order to earn the month’s prize or activity. Getting kids involved, as well as their parents, addresses two different younger generations.”
DeHaven Home & Garden Showplace John ‘Kewpee Burger’ DeHaven “We are using social media as one of the many ways to attract the millennials. What is interesting about this age group is they are buying homes and planting gardens. So if we have fresh stock that is unique and different that helps. These younger people like shopping local. We also carry grills and patio furniture that way we are a complete store. I also believe that a garden center has to carry all the general garden basics. Capture the whole sale. At out Lima store we are leasing 2,500 sq ft to a specialty wine and beer shop. This generation is into craft beers and wines so it is a great fit. We have held several events where they have brought in a wine maker and we have brought in a local book author. It’s a win-win for them and us. I would like to have them in Findlay as well. It drives traffic especially on Saturday nights.” (NOTE: Yes, John, craft beers will probably drive Rob Scott up I-75 to visit your locations more.) One of my boyhood idols, Ian Baldwin, recently stated in an industry publication that after reviewing the National Gardening Survey results, he saw the biggest rise in spending by demographic group was the 18-34 year old males, pointing out they are the leading buyers of ‘food gardening’ and independent garden centers need to have the whole ‘kit’ for them buy, as this group is less interested in shopping around. “Get them in and
LandscapeAwards celebrate excellence
2013 CALL FOR ENTRIES INTRODUCING THE ALL-NEW EASY-SUBMISSION PROCESS
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42 The Buckeye
Ohio’s Most Prestigious Landscape Awards Competition:
There’s no time like the present to start thinking about which projects you will enter. Get out there pronto and start photographing all this fabulous spring color! Fresh mulch and green grass help to make any landscape look even better, so don’t delay! Take advantage of your freshly prepared spring landscapes and take photos for any projects you might enter. Award winners will be recognized at CENTS 2014, in The Buckeye magazine, on the consumer website buckeyegardening.com, and on Pinterest, Houzz, Facebook, Twitter, and more.
LESS TIME TO ENTER
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start collecting your best before-and-after project photos!
The 41st Annual ONLA Landscape Awards Program applications due 9/20/13 DOWNLOAD THE APPLICATION TODAY WWW.ONLA.ORG
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sell the whole package including your how-to and aftersale information. Don’t let any demographic group buy their plants from you and then go somewhere else to feed them.” And how to reach this group? Mr. Baldwin suggests social media would be the obvious first answer, with direct mail being his least likely choice. “Anecdotally I hear a lot of evidence that this group is also very hot on classes, workshops, hands on how to information, and will expect retailers to have downloadable YouTube type video clips so they can prop their phone or tablet on a rock as you talk the, through tomato planting or various common skills for their ‘Sat’ morning projects.” (Just curious – did you read his quotes with the Ian Baldwin English accent?) Word of mouth (personal recommendations) still is and will always be one of the best ways to market your business. And with today’s technological culture change (especially with the younger generations), where we actually talk less (verbally – face to face), yet talk more letting our fingers do the walking across the key pads, social media has become a ‘must have’ to market our garden stores not only to the younger generations, but to us baby boomers as well. And if the baby boomers tell their kids and friends, and their kids tell their kids and friends, and their kids tell their kids and friends, and all their kids tell all their friends, who tell their kids and parents and friends, all with a quick click on “share”...”Woah Nellie”, imagine the possibilities! Many years ago, as the ONLA looked at the younger generations and new technology, I am reminded of a quote from the honorable Wm. P. Stalter who said, “I want to be the bridge to the next generation”, bringing the ONLA screaming and kicking into the world of the internet and websites. (Only to find out later that Michael Jordan stole Mr. Stalter’s quote!) “We are all on this ship, our generation, going to discover a New World of generations, and the ONLA must be in the crow’s nest of that ship.” (Later found out that John Lennon stole that quote from Mr. Stalter!) Now, let’s all join together, young and old, and sing a song written for the baby boomer generation, and still being sung today by Gen X and Y, as well as Bill Stalter on ‘open-mic night’ at Planks. “People try to put us down (talkin’ ‘bout my generation), just because we all get around (talkin’ ‘bout my generation) This is my generation, baby, my generation.”
• Perennials • Herbs • Ornamental Grasses • Hardy Ferns
• Edibles • Stepables® • Peonies • Annuals • Vines
Premium Quality Container Plants
Hey Retailers – can we talk? B Ron Wilson Personal Yardboy Retail Committee Ghost Writer in the Sky rwilson@natorp.com
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Millcreek Gardens LLC
15088 Smart Cole Road • Ostrander OH 43061 P (800) 948-1234 • F (877) 964-6446 www.mgohio.com • sales@mgohio.com
July 2013 43
Industry Calendar View www.onla.org for seminars, events, trade shows and more!
O designates
qualifying OCNT recertification events O July 18, 2013 Diagnostic Walkabouts for the Green Industry, Mingo Park, Delaware, Ohio. Tim Malinich, Horticulture Educator with Ohio State University Extension, and other horticulturalists will lead indepth discussions of the art and science of scouting, diagnostics and control of landscape pests. O July 22, 2013 Attract, Manage and Motivate “A” Players, Jeffrey Scott will discuss: how to turn your company into a “Destination Company” for A-players. Business should be fun and profitable and it can be again with the principles covered in this dinner seminar. O July 31, 2013 OSU Annuals Trial Open House, The OSU Dept. of Hort. & Crop Science, Columbus, Ohio. OSU’s Annual Trial Garden is where YOU can get info on annuals to include in your sales plans.
The Official Publication of the Ohio Nursery & Landscape Association
The Buckeye is the nursery and landscape industry’s authoritative voice in Ohio. Second to none in editorial and graphic quality, The Buckeye publishes a wide range of editorial features on the green industry’s key issues. The Buckeye is another example of how the ONLA leads, promotes, and facilitates the success and growth of green industry businesses.
The Buckeye is published 10 times each year with a circulation of over 5,000 each
issue and an estimated readership of over 10,000. Advertisers benefit from an industry-specific audience, with distribution to professional nursery, landscape and independent garden center businesses and individuals, certified green industry professionals, educators/researchers, and subscribers. Access Ohio’s $4.9 billion industry. Contact Jennifer to learn how your business can benefit from becoming an advertiser in The Buckeye.
800.825.5062 jennifergray@onla.org 44 The Buckeye
August 1, 2013 OCNT Test, Butler County Extension Office, Hamilton, Ohio. The Ohio Nursery Certified Technician (OCNT) Garden Center, Grower & Landscape tests. O August 1, 2013 Diagnostic Walkabouts for the Green Industry, Stan Hywet Hall and Gardens, Akron, Ohio. Tim Malinich, Horticulture Educator with Ohio State University Extension, and other horticulturalists will lead indepth discussions of the art and science of scouting, diagnostics and control of landscape pests. August 6, 2013 OCNT Test, Holiday Inn Worthington, Worthington, Ohio. The Ohio Nursery Certified Technician (OCNT) Garden Center, Grower & Landscape tests. August 7-8, 2013 Landscape Industry Certified Technician Test, OSU/ATI in Wooster, Ohio. The PLANET Landscape Industry Certified Technician Test will take place at OSU/ATI in Wooster, OH. The written exam will be offered at the OSU-ATI campus in Wooster, Ohio on August 7 and 8, 2013. The hands-on portion will take place on August 7, 2013. O August 12, 2013 NGLCO & ONLA Grower Bus Tour, Lake County, Ohio. Join the Nursery Growers of Lake County Ohio and the Ohio Nursery & Landscape Association for the 2013 Ohio Grower Bus Tour. August 13, 2013 NGLCO Summer Field Day, The Holden Arboretum, Kirtland, OH Sponsored by: NGLCO, www.nglco. com August 13, 2013 OCNT Test, Holden Arboretum, Kirtland, Ohio. The Ohio Nursery Certified Technician (OCNT) Garden Center, Grower & Landscape tests. August 14, 2013 Get Your Green Industry Fix Webinar, ONLA is pleased to once again offer a series of 50-minute webinars, in cooperation with OSU extension. O August 15, 2013 Diagnostic Walkabouts for the Green Industry, Toledo Botanical Gardens, Toledo, Ohio. Tim Malinich, Horticulture Educator with Ohio State University Extension, and other horticulturalists will lead indepth discussions of the art and science of scouting, diagnostics and control of landscape pests.
August 21, 2013 Middle Tennessee Nursery Association, 23rd Annual MTNA Horticultural Trade Show. Embassy Suites, Murfreesboro, Tennessee. September 11, 2013 Get Your Green Industry Fix Webinar, ONLA is pleased to once again offer a series of 50-minute webinars, in cooperation with OSU extension. O September 12, 2013 Diagnostic Walkabouts for the Green Industry, Inniswood Metro Gardens, Westerville, Ohio. Tim Malinich, Horticulture Educator with Ohio State University Extension, and other horticulturalists will lead indepth discussions of the art and science of scouting, diagnostics and control of landscape pests. O September 26, 2013 Diagnostic Walkabouts for the Green Industry, Sunset Memorial Park, North Olmstead, Ohio. Tim Malinich, Horticulture Educator with Ohio State University Extension, and other horticulturalists will lead indepth discussions of the art and science of scouting, diagnostics and control of landscape pests. October 9, 2013 Get Your Green Industry Fix Webinar, ONLA is pleased to once again offer a series of 50-minute webinars, in cooperation with OSU extension. October 24, 2013 PLANET Green Industry Conference, Louisville, Kentucky, https://www.landcarenetwork.org/ events/GreenIndustryConf/index.cfm O November 9, 2013 20th Annual “Grateful Embrace” event. The Ohio Lawn Care Association along with the Ohio Nursery and Landscape Association join lawn care volunteers from across our great state give up a Saturday in November to provide the manpower necessary to apply fertilizer plant greenery so generously provided by our suppliers. Dayton and Rittman, Ohio. O January 13-15, 2014 CENTS & The Ohio State Nursery Short Course, Columbus Ohio, Attend the Central Environmental Nursery Trade Show (CENTS), with over 225,000 square feet of exhibition space, and soak up the innovation and ideas in an expanded market, http://www.onla.org/index.cfm/ fuseaction/home.showpage/pageID/14/ index.htm
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B
Management Matters
Avoid Crucial Failures “Failure is not an option” became a popular catchphrase after the release of the movie Apollo 13. Failure happens, but when you’re responsible for the people working for you, you have to do everything you can to guard against it. As a leader, devote yourself to avoiding these crucial failures in leadership:
Sales Metrics to Measure
• Disconnecting from people. Don’t get so caught up in strategy and planning that you forget to talk to the people who work for you. Most of the time, they know more than you about how things work from the ground level, and their insights can be valuable.
To keep your sales force productive over the long term, pay attention to these additional areas:
• Doing too much. Delegate appropriately so you don’t get overwhelmed and lose sight of the big picture. When you hire, look for people who can perform aspects of your job as well as or better than you can. Your role is complicated enough without adding tasks that your team should be able to handle. • Avoiding risk. Play it safe, and your organization will never grow. That doesn’t mean being foolhardy with your organization’s assets. Seek opportunities everywhere, and be willing to commit resources wherever you’ve got a reasonable chance of success.
If you manage a sales team, you know that sales volume is an important measure of a salesperson’s success. But you also probably realize that other metrics are useful, too.
• Sales volume vs. units sold. One salesperson closes a single deal worth $1 million. Another lands 10 sales worth $100,000 each. Which sales pro is more valuable to your organization? Don’t overlook salespeople who produce consistent numbers in favor of those who score an occasional high-ticket shot. • Profitability. Generating revenue is good, but if that doesn’t translate into profits, your efforts are ultimately futile. Make sure your sales force is pursuing deals that contribute to the bottom line, not just looking for break-even sales.
• Exhaustion. Take care of yourself, physically and mentally. Eat well, exercise, and take time off so you can stay fresh as you confront the day’s challenges. Pushing yourself to the brink will only increase everyone’s anxiety.
• Productivity and efficiency. A salesperson who spends 12 hours a day, 7 days a week to make his or her numbers probably isn’t managing his or her time as effectively as possible. Beware of honoring Sally for all her extra hours if Jill brings in the same sales figures in less time.
• Falling in love with authority. You’re the boss, not a monarch ruling by birthright. Don’t rely on your title, and the volume of your voice, to get employees to do what you want. Base your decisions on your experience and judgment, and be willing to listen to other points of view instead of assuming that only you know what’s right. B
• Customer service. Retaining current customers is vital to most companies. It requires time that might be spent chasing new business, though. Do you reward salespeople for keeping today’s customers satisfied, or penalize them for ignoring existing customers in favor of new ones? B
Manage your own professional development Your employer may offer some jobspecific training, but in the long run you’re responsible for your own professional development. To keep your career skills sharp, follow this advice: • Read widely. Look for books and articles (online and in print) with fresh points of view that will open your mind to new professional techniques and innovative ways of looking at the world. onla.org
• Join up. Look for professional organizations that relate to your job, your industry, and where you want to go in the future. Attend their meetings, volunteer to help with their events, and participate actively. • Network. Joining professional organizations is one way to expand your network. Look for other ways to make meaningful contacts inside your industry and beyond. Listen to their ideas and advice.
• Embrace technology. Don’t be a Luddite. Invest in a smartphone and other tools that the rest of the workforce is already using. Getting comfortable with high tech will help your mind grow more adaptable and increase your efficiency. • Challenge yourself. Look for opportunities to get out of your comfort zone. Take on a stretch assignment, or speak at a conference. You’ll learn and grow by doing something different. B
July 2013 45
Advertisers’ Index
Find a Mentor
Acorn Farms. . . . . . . . . . . . . . . . . . . . . . . . . . . 19 acornfarms.com
A mentor can help even experienced managers boost their job performance and advance their career. But how do you go about finding a good mentor?
Boulders Direct. . . . . . . . . . . . . . . . . . . . . . . . . 17 330.324.5336 Buckeye Resources. . . . . . . . . . . . . . . . . . . . . . 16 buckeyeresources.com
Follow this advice:
Decker’s Nursery . . . . . . . . . . . . . . . . . . . . . . . 35
• Find the right match. Look for someone with skills similar to yours but who has progressed further up the professional ladder. Don’ assume they have to be in the same city. With e-mail and the phone, they could be anywhere. • Do not limit yourself to one mentor. You may want to have several mentors to help with different aspects of your life, a kind of mentoring “board of directors.” • Do not grovel. The surest way to scare off a potential mentor is to beg them to be your mentor. • Manage your time together. Be mindful of the amount of time a mentor can commit to the relationship. It may be necessary to discuss your expectations and whether you should have an agenda for your meetings to keep discussions on track. B Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others. ~Jack Welch
deckersnursery.com Ernst Seeds. . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 ernstseed.com Grayhawk Greenhouse Supply. . . . . . . . . . . . . 9 grayhawkgreenhousesupply.com Hobby Nursery. . . . . . . . . . . . . . . . . . . . . . . . . 16 hobbynursery.com Klyn Nurseries, Inc. . . . . . . . . . . . . . . . . . . . . . 13 klynnurseries.com Medina Sod Farms. . . . . . . . . . . . . . . . . . . . . . 37 medinasodfarms.com Miami Nursery Company. . . . . . . . . . . . . . . . . 43 miaminurserycompany.com Millcreek Gardens, LLC . . . . . . . . . . . . . . . . . . 43 mgohio.com Netafim. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 netafimusa.com Oberfield’s LLC .. . . . . . . . . . . . . . . . . . . . . . . . IFC oberfields.com ONLA Education. . . . . . . . . . . . . . . . . . . . . . . . . . Annuals Trial Open House. . . . . . . . . . . . IBC Diagnostic Walkabouts. . . . . . . . . . . . . . . 39
ONLA Classified Advertising: onla.org
The online classified service can be found on onla.org along with the complete postings. New ads will be added as soon as they are submitted to the ONLA. For more information, please contact the ONLA office at (614) 899-1195. The ONLA reserves the right to refuse ads. As we go to press, here are the ads posted on onla.org’s online Classified Section:
Help Wanted • Distribution Center Manager A. M. Leonard, Inc., Piqua, Ohio • Inside Sales Consultant A. M. Leonard, Inc., Piqua, Ohio • Landscape Management Instructor/Coordinator Hocking College, Nelsonville, Ohio
46 The Buckeye
• Nursery Annual Grower W. A. Natorp Corp., Mason, Ohio • Nursery Container Grower Manager W. A. Natorp Corp., Mason, Ohio • Product Manger A. M. Leonard, Inc., Piqua, Ohio • Product Support Representatives A. M. Leonard, Inc., Piqua, Ohio
NGLCO/ONLA Summer Bus Tour. . . . . . . 25 Webinar Series . . . . . . . . . . . . . . . . . . . . . 32 ONLA Member Benefits. . . . . . . . . . . . . . . . . . . 4 onla.org ONLA Publications. . . . . . . . . . . . . . . . . . . . . OBC onla.org Pickens Tree Farm. . . . . . . . . . . . . . . . . . . . . . . 28 pickenstreefarm.com Scarff’s Nursery . . . . . . . . . . . . . . . . . . . . . . . . 26 scarffs.com Spring Meadow Nursery. . . . . . . . . . . . . . . . . 21 colorchoiceplants.com Unilock . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 unilock.com
Ad Rates & Info Contact Jennifer Gray 614.899.1195 jennifergray@onla.org
u n n A
l a i r T s al
H n o e use p O
growth habit tolerances
visual characteristcs Register Today! Space is Limited! $10 on or before July 22nd; $15 after July 22nd (includes lunch, program, handouts, parking permit, refreshments)
sponsored by
July 31, 2013
OSU’s Annual Trial Garden is where YOU can get info on annuals to include in your sales plans. Growers, independent garden center buyers, landscape designers and installers are encouraged to visit and take note of the new varieties being grown and to observe and study the different growth habits, tolerances and visual characteristics of the many different varieties that have been put on display. In addition, 2013’s trial celebrates the Year of the Coreopsis, and attendees will have access to the Ornamental Plant Germplasm Center’s coreopsis displays and research. A wide variety of annual plant material will be presented so industry professionals can evaluate and note those that have commercial application in Ohio.
Return this form, along with checks payable to the Ohio State University (attention Claudio Pasian), 2001 Fyffe Court, Columbus, OH 43210. Ph: (614) 292.9941. Name(s): __________________________________________________________________________ Company Name: ____________________________________________________________________
annuals in ground beds and containers trial
JULY 31, 2013
The Ohio State University Department of Horticulture & Crop Science 2001 Fyffe Court Columbus, OH 43210 Schedule of Events 10:00 a.m.: Trials Presentation 10:30 a.m.: Trials Tour (Annuals in ground beds and in containers) 12:00 p.m.: Box Lunch (included with registration) 1:00 - 3:30 p.m.: Classes* *three sessions to be announced; 1 OCNT credit, 1 HSW credit, Landscape Industry Certified credit available; pesticide certification credits pending
Address: __________________________________________________________________________ City, State & Zip: ____________________________________________________________________ Email (required): ____________________________________________________________________ Phone: (_____) ____________________________ Fax: (_____)_____________________________
For additional information, contact Dr. Pasian at 614.292.9941 or pasian.1@osu.edu or Lindsay Pangborn at 614.292.3319 or diewald.10@osu.edu
Get Customers dreaming about their outdoor living spaces! full color catalogs and indexed “how-to-garden” encyclopedia: • RESELL IN YOUR STORE • SUPPLEMENT YOUR CATALOG • LEAVE BEHIND WITH A PROPOSAL • STAFF TRAINING features: space on the cover to promote your brand, available in small quantities, beautiful images to inspire customers and assist staff
Visit onla.org or call 614.899.1195 to order
Choose the ONLA publication that sells the beauty of outdoor living!