The Buckeye, January/February y2019

JANUARY/FEBRUARY 2019 Vol. 30, Issue 1

The Official Publication of Ohio Nursery & Landscape Association

INSIDE: MGIX Member Summit Recap p. 16 • Marty Grunder Talks Work-Life Balance p. 13 Tom Demaline's Seven Ways to Control Your Business Destiny p. 8 • Bobbie Schwartz's Book Review p. 24

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January /February 2019 Vol.30, Issue 1

The Buckeye is published six times per year by Ohio Nursery & Landscape Association, Inc. 72 Dorchester Square, Westerville, OH 43081 614.899.1195 | www.onla.org

EDITORIAL / ADVERTISING ISSN 1536-7940 Subscriptions: $75/year alana@onla.org OFFICERS Tim Clark, President H. J. Benken Florist & Greenhouses, Inc Andy Doesburg, Immediate Past resident Ward + Thornton Landscape Emily Showalter, President-Elect Willoway Nurseries, Inc. DIRECTORS Brandon Druffel Dan Druffel, Inc. Tom Hilgeman Bower & Branch Molly John M.J. Design Associates, Inc. Ryan Kolb Ryan Kolb Co. LLC Mindy Moore Cardinal Landscape, Tree Service & Lawn Care Wendy Moore Davis Tree Farm & Nursery, Inc. Steve O’Neal Columbus State Community College

STAFF Ken Fisher, Executive Director Karen Lykins, Accounting Roni Petersen, Membership & Certification Alana Settle, Marketing & Communications Mary Ann Shrum, Education Tracie Zody, MGIX 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.

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CONTENTS 3

Executive Director's Message

4

President's Perspective

5

MGIX Training Days

7

Legislative Update

10

Ohio Green Industry Advocacy Day

FEATURE STORIES 8

Tom Demaline's Seven Ways to Control Your

Business Destiny with Lawmakers

13

Marty Grunder's Work-Life Balance

14

Retail Roundtable: Customer Engagement

16

MGIX Member Summit Recap

20

Ohio High School Landscape Olympics

24

Bobbie Schwartz's Book Review

ALSO IN THIS ISSUE

28 New Members 29

Classifieds

29

Calendar of Events, Advertising Index

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EXECUTIVE DIRECTOR'S MESSAGE Ken Fisher, ONLA Executive Director, ken@onla.org

What we do together matters when it comes to growing and protecting the future of our industry in Ohio and beyond.

MGIX Member Summit – A great start

We were pleased to be joined by nearly 300 green-industry leaders from across Ohio for our MGIX Member Summit in December. This important conference brought together industry-leading speakers and educators with top suppliers and key industry service providers to interact and network with business owners and managers. There was a great mix of education, commerce, and professional development. I am excited about the value this conference can provide to our members as it grows in the future.

MGIX Training Days

While the Member Summit focused on owners and managers, our Training Days are designed as a pre-season tune up for those operating your businesses. These one-day programs will feature education sessions, workshops, and networking opportunities for growers, landscapers, and retail garden centers. Connect with colleagues, train your employees, and learn new skills to grow your business.

Featured speafor the program include: • Bill Hendricks, President, Klyn Nurseries Inc. • Steve Foltz, Director of Horticulture, Cincinnati Zoo & Botanical Garden • Gail Reinhart, Human Resources, Hidden Creek Landscaping The program also features hands-on workshops for Diagnosing Irrigation Electrical Problems, led by Scott Knowles, President, Wolf Creek Company and Landscape Lighting Installation and Servicing, led by Chuck Watterson, Lighting Specialist, Wolf Creek Company.

The Training Days are March 5, 2019 at Cuyahoga Community College Corporate Career Center East in Warrensville Hts., OH. and March 7, 2019, Sinclair Community College, Dayton, OH Registration is open on the ONLA website.

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2019 – A Year of Opportunity

It’s always fun to start a new season. If you’re a baseball fan that includes the anticipation of Spring Training and your favorite team still “undefeated” with a sure path to the World Series.

2019 holds great opportunity for our industry as well. I hope you’re excited to build your business on the success of 2018— which proved to be a strong year for most in our industry across Ohio.

At ONLA, our goal is to help you and your employees continue to grow and improve, serve your customers even better, and enjoy the rewards of your labor. While we can’t control the weather or the stock market, we are working hard to improve the business environment for your success in 2019.

February 27th is our Ohio Green Industry Advocacy Day where the focus is on State legislative and regulatory issues and meetings with our elected officials. I would encourage you to sign up on our website and attend. Through our involvement in the Lighthouse Program, ONLA participates in Federal advocacy programs focused on improving seasonal workforce availability, workforce development, and improved trucking regulations among other industry issues.

Our certification programs, diagnostic walkabouts, and industry events are designed to improve the capabilities of you and your employees. Despite some challenges, 2019 will be another good year for our industry in Ohio. I appreciate the opportunity to team up with our members to strengthen our industry in Ohio.

Our team at ONLA is working hard to bring you programs to improve your business. Your membership and participation in ONLA events will encourage others to join. I appreciate your continued support of ONLA. Help us get the word out: the industry benefits from a growing ONLA membership.

Because “what we do together matters”. B

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PRESIDENT'S PERSPECTIVE Tim Clark, H. J. Benken Florist and Greenhouses, Inc. Greetings and Happy New Year!

I am blessed and honored to have been elected to serve as President of the Ohio Nursery and Landscape Association. I have previously served on the Board of Directors for two terms a few years back so it feels good to be back in the swing again.

For those who do not know me, I am from Cincinnati and grew up in a Garden Center/Greenhouse environment in our family business, H.J. Benken Florist & Garden Center. I decided after college to enter into the corporate world and experience work life outside of the family business. I spent five years working in Chicago for Frito-Lay and developing my managerial skills.

In 1997, I returned to the family business and we started to make big changes to the structure of the business. We went from being a wholesale grower of bedding plants and seasonal crops to a full-fledged retailer in all things garden center. The transformation took a number of years as we knocked down old greenhouses and built new structures, renovated old greenhouses and updated our campus to be a retail friendly environment. Today, I get to work with my parents, a brother and a sister along with a number of dedicated and loyal staff. Our business is still centered on providing the excellent quality, home grown plant material for all seasons in a clean and friendly retail environment.

and educational programming that centers around the needs of the members. Our membership is strong; however, we must continue to strive to better ourselves and our companies and surround ourselves with people who will help take us to the next level. I cannot recall a single event that I have attended over the years where I didn’t come away with some new learning or met a new person who could help guide me along the way in my professional journey. It is my hope that you engage in the industry in some way; join a committee, volunteer your time to set up for our Ohio High School Landscape Olympics (if you’ve never seen this you don’t know what you are missing!), attend the Training Days in March, enjoy the golf outing or clay shoot while funding the PAC, attend the Advocacy Days and meet your legislators…there is something for everyone.

Spread the word to those who may not realize the benefits of membership. There are a lot of good people within this organization that can help make a difference that have highly successful businesses. I have met and know some of you. I hope to meet many more.

Here’s to a profitable and fulfilling year both personally and professionally! B

Our company has produced a number of other industry leaders as well including my grandfather, Dick Benken, and mother, Kathleen Benken; both serving as president of the Ohio Florists Association (now AmericanHort). I have been honored to serve in the Midwest Landscape Association as well as numerous boards and committees of local government and have learned a great deal from some really fine people. I look forward to many learning and growth opportunities over the next year.

By now, the dust has settled on our first MGIX Member Summit. I hope many of you had the opportunity to attend or will be attending our Training Days in March in the Dayton and Cleveland areas. You will notice that particular attention is being paid to our members with the programming being presented as well as where and how those programs are being held. It is with great intention that the ONLA starts to meet our members closer to their home turf and provide quality programs that meet their needs. Our focus will be on generating value to our membership through strong legislative advocacy

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Tim can be contacted at tclark@benkens.com onla.org

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MGIX

T R A I N I N G D AY S

Gear Up for Spring!

MARCH 5, 2019

M A R C H 7, 2 0 1 9

Tri-C Corporate College East Warrensville Hts., OH

Sinclair Community College Dayton, OH

Train your employees and learn new skills to grow your business just in time for the busy season. One-day programs feature education classes, workshops, and networking for landscapers and retail garden centers.

• Five, One-Hour Education Sessions

• Sponsor Displays and Networking

• Two Hands-On Workshops

• Lunch Provided

HEAR FROM THESE SPEAKERS AND MORE! BILL HENDRICKS President Klyn Nurseries Inc.

GAIL REINHART Human Resources Hidden Creek Landscaping

STEVE FOLTZ Director of Horticulture Cincinnati Zoo & Botanical Garden

HANDS-ON WORKSHOPS Diagnosing Irrigation Electrical Problems Irrigation control systems all require a wiring network, but finding and fixing electrical system problems is difficult to learn in the field. In this session, learn what a multi-meter can do for you and practice diagnosing several real-life problems.

Led by Scott Knowles, President, Wolf Creek Company.

Landscape Lighting Installation and Servicing Learn installation and diagnosis for low-voltage lighting and practice with work stations. Review common installation mistakes, service issues, and best practices. A great primer for beginners, "tips and tricks" shared for more seasoned installers.

Led by Chuck Watterson, Lighting Specialist, Wolf Creek Company

R E G I S T R AT I O N I S O P E N ! $129 per person, includes lunch. Register by February 20: onla.org/trainingdays

Presenting Sponsors:

Additional Sponsors:

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2019 MEMBERSHIP RENEWALS Membership Renewal Fees were Due on December 31, 2018 If you've overlooked your invoice, renew today! Otherwise, your membership status will be terminated on March 31.

Questions? Contact Roni Petersen at roni@onla.org or 614.899.1195 For more information about ONLA Membership, visit www.onla.org

OWNERS, DESIGNERS & DECISION MAKERS… DON’T MISS THE

CASCADE LIGHTING

Landscape Lighting Expo & Open House Over 15 manufacturers! The largest lighting show in the area!

Discover what’s new, what’s cool, and what’s next for 2019! > Meet with manufacturer representatives! > Enjoy free breakfast and lunch! > Raffles, giveaways, and more!

March 4, 2019. Holiday Inn Express & Suites, 898 Arlington Ridge E., Akron, Ohio Register online by February 25 at cascadelighting.com

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LEGISLATIVE UPDATE Belinda Jones, Capitol Consulting Group

JCARR BLOCKS DISTRESSED WATERSHED RULES In the last couple of updates, we have shared about the battle between the agriculture community and the Kasich administration relative to the declaration and governance, Watersheds in Distress (WID).

To quickly recap, the administration tried to have water quality legislation introduced in the spring that would have among other things added "fertilizer" to the definition of "agricultural pollutant". Met with overwhelming opposition from the ag community and others, the bill was never introduced. Not to be defeated, the Governor tackled the problem from a different angle; he issued an executive order asking the Soil and Water Conservation Commission to declare eight sub-watersheds in the Maumee River Basin as WIDs, which would have triggered rulemaking from ODA to address how to regulate the WIDs. After creating a special task force, the Commission put the declaration of WID on hold. Meanwhile, the ODA proceeded with promulgating a rule package (operating under the assumption that the WIDs would eventually be declared).

The rule package went swiftly through the CSI process and was recently heard before the Joint Committee on Agency Rule Review (JCARR) where it was "dealt a fatal blow". JCARR voted 8-1 to "authorize" the ODA to "revise and refile" the package.

JCARR Chairman Senator Uecker gave the following reasons for the request to revise and refile including the following: • We will have a new Governor and perhaps a new ODA Director in the near future • Opponents made a case that the adverse impact on business would not be justified • Rules conflict with the intent of the legislature • One of the JCARR members also commented that the rules had been rushed and reviewed adequately by the Common Sense Initiative, Small Business Advisory Council

Jacquemin, biology professor at Wright State University; and Thomas Rampe.

In the meantime, ag commodity group leaders are not sitting on their laurels. They have been meeting to discuss meaningful points of discussion to take up with the next administration.

NAMES IN THE NEWS At deadline for this article, we are still awaiting the appointment of the Director of the Ohio Department of Agriculture (ODA) but Governor-elect DeWine has made a few cabinet appointments including the Director of ODNR. Mary Mertz, now the first assistant attorney general, was nominated to lead the ODNR. Ms. Mertz was chief of staff during DeWine's time as lieutenant governor, Mertz also worked at ODNR in the Voinovich administration. Mertz is the first female to serve as Director of ODNR. Upon making the appointment, DeWine said Mertz "...certainly has a long history working on policy affecting stewardship of the environment."

Another big name in the news is Brian Hill. As you know, Hill has been serving in the Ohio House as House Ag Committee Chairman and has been a good friend to the industry. Recently, the Ohio Senate chose Hill to fill the unexpired term of former Ohio Senator Troy Balderson. Balderson was elected to the 12th Congressional District, a seat that was open after the resignation of former Congressman Pat Tiberi. No word on who will succeed Hill as House Ag Committee Chairman. B Belinda Jones Capitol Consulting Group bjones@capitol-consulting.net 614.224.3855

Those testifying in opposition included Tony Seegers, Director of State Policy for the Ohio Farm Bureau Federation; Kirk Merritt, representing the Ohio Soybean Association and Ohio Corn and Wheat Growers Association; Nick Rentz, Lake Improvement Association president; William Goodwin, a business owner from the Grand Lake St. Marys area; Stephen

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7 WAYS TO CONTROL YOUR BUSINESS DESTINY WITH LAWMAKERS Tom Demaline, Willoway Nurseries, Inc.

Reprinted with permission from Greenhouse Grower If you don’t know your state and federal representatives or senators, chances are someone will be making a decision that will have a negative impact on you or your business. It’s not because they don’t like you or the green industry, it’s because they didn’t understand the impact of their decision on what we do.

or state, and you can fill that void. Don’t disregard the people in their office, either. Staffers have a huge influence on the outcome of legislation. They are the ones dealing with the details of the issue and are very capable of relaying your point of view.

Step Three: Communications

As business owners and industry leaders, your job description should include being active and engaged in our political system.

As frustrated as we all get with the political system in this country, it is the fairest and best political system in the world. All you need to do is be engaged in the process and be willing to suit up to play the game when your number is called.

Write or call your legislator. Hearing from constituents has a significant impact on how serious the impact of the legislation is. As few as five letters, phone calls, or emails on a particular issue can put it on the radar screen and allocate staff time to dig into the matter deeper so they have a better understanding of the potential impact. In your correspondence, communicate your message with passion, tell your story, and explain how it impacts you and the people who work for you.

Step One: Vote

Step Four: Visits

First off, you need to vote. This is your constitutional right and your civic duty; however, many people take this for granted and then complain about the results. In the 2016 presidential election, only 55% of eligible voters showed up on Nov. 8.

Step Two: Relationships

Develop relationships with your elected officials and their staff.

Just like any business relationship, you need to continually work at it. You need to establish credibility and build trust one step at a time. One visit and a quick handshake will not get the job done. Position yourself as an industry expert and offer yourself up as a resource on industry-related issues, such as ag labor, water usage, runoff, or the positive impact of flowers, trees, and shrubs.

It is impossible for an elected official and their staff to know everything there is to know about every business in their district 8 The Buckeye

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Visit the district or capitol offices. A good way to get started and move past the intimidation of an office visit is to be part of an industry- or business-related advocacy day, such as the Ohio Green Industry Advocacy Day on February 27 in Columbus, Ohio. In September 2017, AmericanHort sponsored Impact Washington. We had more than 100 industry representatives visiting more than 250 congressional offices. These visits were about the continued development of relationships and gave us the opportunity to voice our concern on subjects such as immigration, tax reform, and the need to continue funding research.

We also discussed the positives of the green industry and our economic impact on our home state.

Step Five: On-site Tours

Invite your legislators to your place of business. They like to get out in the district to see what is going on and have a better understanding of what happens behind the scenes. Every legislator onla.org

12/21/2018 10:52:02 AM

who has visited our nursery has replied with, “I had no idea it took this much time and effort to grow a plant.” Most visits are an hour or less, but worth every minute.

Step Six: Support the Team

Sometimes part of the relationship building is contributing to an elected official’s campaign fund. Some people look at this negatively, thinking that you are buying votes. However, if you are not there, is someone else building their relationship? Refer to step two.

Step Seven: Reaching Across the Aisle

The analogy “laws are like sausages, it’s better not to see them being made” holds true in the entire political process. Your legislator is interested in doing the right thing, but sometimes he or she goes about it in a strange way. Without your input, you may not like the outcome. I encourage you to get involved. You can make a difference. B

Tom Demaline, President of Willoway Nurseries, Inc. tdemaline@willowaynurseries.com

Politics makes strange bedfellows. It doesn’t matter if you are politically aligned with your elected officials, they are still your voice and are casting a vote on your behalf. As much as it may hurt sometimes, all of the steps above apply — you just have to work harder to have your message heard.

The majority of our elected officials is concerned about your economic impact, how many people you employ, and the positive impact the green industry has on the state or district. They need to hear your message.

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GREEN INDUSTRY OHIO Advocacy Day W E D N E S DAY, F E B R UA RY 2 7, 2 0 1 9 O H I O S TAT E H O U S E & R I F F E C E N T E R , D OW N TOW N CO LU M B U S All members are welcome! Your participation in this grassroots effort is more important than ever before. Hosted every other year, Ohio Green Industry Advocacy Day is a great opportunity to network with colleagues, meet with state legislators, and make your voice heard on issues critical to your business.

BE AN ADVOCATE FOR YOUR INDUSTRY When surveyed, green industry association members regularly list legislative and regulatory advocacy as one of their key member benefits. So take advantage of this benefit! The best way to strengthen our industry is to become an active participant in legislative events. Advocacy Day is your opportunity to carry the message of “who we are” and have an impact on legislation that will affect green industry businesses.

BUILD YOUR NETWORK As is the case in your business, advancement is heavily based upon relationships. Green Industry Advocacy Day helps you build

ADVOCACY DAY

relationships with two important groups: green industry business

Tentative Schedule

partners and members of the Ohio legislature and their staff.

9:00 am

Registration & continental breakfast

9:30 am

Guest Speaker or Panel Discussion

10:30 am

Briefing Session: Review current bills and issues and prepare for afternoon meetings

Meet with your elected officials and offer to be a resource to policy

11:30 am

Guest Speaker from the Legislature

workers compensation and/or environmental reforms. Legislators

12:00 pm

Lunch and networking

want to make informed decisions. They want to hear from you.

1:00 pm

Pre-scheduled meetings with legislators

YOU have the knowledge that can help advance decisions that are

4:30 pm

Legislative Reception

favorable to our industry. No one tells your story better than you!

SHARE YOUR STORY makers on issues like water quality, water quantity, immigration,

A PARTNERSHIP OF: Ohio Nursery & Landscape Association • Midwest Landscape Network Nursery Growers of Lake County Ohio • Ohio Irrigation Association • Ohio Landscape Association Ohio Lawn Care Association • Ohio Pest Management Association Ohio Professional Applicators for Responsible Regulation • Ohio Turfgrass Foundation 10 The Buckeye

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onla.org

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REGISTRATION FORM - DUE FEBRUARY 6, 2019 Registration Fee: $89.

Complete the registration form and return along with payment to Ohio Nursery & Landscape Association via email to roni@onla.org or mail to 72 Dorchester Square, Westerville, OH 43081.

Questions? Contact Roni at 614.899.1195 or email roni@onla.org

CONTACT INFORMATION: Participant Name:____________________________________________________________________________________________ Company Name:_____________________________________________________________________________________________ Address: _______________________________________________ City, State & Zip: _____________________________________ Email: _____________________________________________________________________________________________________ Phone: ______________________________ Cell: (For changes in meetings on day of event): ____________________________ Home Address: (Address will not be published or shared. We need this to identify your voting district.)

Address: _______________________________________________ City, State & Zip: _____________________________________ Name of State Rep & Senator: (or please indicate any legislators you would like to visit) ____________________________________________________________________________________________________________ PAYMENT INFORMATION: Check, Made Payable to Ohio Nursery and Landscape Association Visa

MasterCard

Card Number: _______________________________________________ Exp. Date:___________________ 3-Digit Code: ___________________ Cardholder Name: ___________________________________________ Signature: __________________________________________________ onla.org

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onla.org

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WORK-LIFE BALANCE Marty Grunder, Grunder Landscaping Co.

It’s hard to believe we’ve said goodbye to 2018 and kicked off another new year. The older I get, the faster time flies—come May my youngest child will graduate from high school and my wife and I will officially have an empty nest. Years ago, as an ambitious entrepreneur just starting out, I really struggled to balance leading a company with family time. I got better at it over the years, but it’s a lesson I stress to the young folks on my team at Grunder Landscaping and all the landscape professionals I work with through my consultancy: Don’t get so caught up in running your business or advancing your career that you miss out on time with your family. Block time off with them on your schedule and honor it the same way you do your most important business meetings.

The issue really comes down to time management, and when I think back over 2018 I’m struck by how often that subject came up. In October I gave a talk at GIE called Home by 5, and the room was packed to overflowing. As much as my ego would like to believe folks were there to see me, in truth I know they were there because so many of us are struggling to control our schedules and reclaim some time away from work. And with our cell phones attached to us 24/7, that’s never been harder to do. My advice? Set time in your schedule to turn your phone off and focus on your priorities, not someone else’s. Turn your social-media notifications off during the work day. Starting January 1 at Grunder Landscaping, we placed our phones in a box outside our conference room before every meeting. What is the point in meeting if we’re checking our phones the whole time?

The other issue that arose again and again in 2018 among those I coach is labor. No surprise there; finding and retaining good employees is an ongoing struggle for nearly everyone in our industry. What IS surprising is how many landscaping companies look for a quick fix to get candidates in the door and hired without considering the larger picture. Time and time again I am asked how to attract and retain good workers, and time and time again I say it all comes down to this: You have to create the kind of company people want to work at. Have a clear, inspirational vision for your company and communicate it to your team over and over again. Invest in training your people.

Provide them with a path for growth and advancement. Don’t

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micromanage; set clear goals and hold folks accountable, but let them do their jobs. Show them you appreciate them. Be kind. When you create a winning culture, not only do you retain good employees; those employees also refer their friends and acquaintances to your company—it has a true multiplying effect.

If you want to learn more about how to find and keep top talent, how to run your business more efficiently and profitably, and how to move your company forward, join me for the GROW! 2019 Annual Conference in Denver, CO, February 20–22. Now in its 24th year, I started this event to create a place and a space where ambitious landscape pros could come together to learn from each other how to grow their businesses and to trade real-world solutions to the challenges we all face.

GROW! has now grown beyond my wildest dreams—this year we expect to welcome 400 landscape pros for three days of education, networking, and fun. I would love to see you there! B

Contact Marty at marty.grunder@ grunderlandscaping.com

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RETAIL ROUNDTABLE

CUSTOMER ENGAGEMENT ONLA's Retail Committee weighs in on a new topic each Buckeye. Have something you'd like to see the committee tackle in a future issue? Email alana@onla.org.

Jeremy Newell, White Oak Gardens Customer engagement is such a broad, all-encompassing term that seems overwhelming and honestly confusing. What exactly does it mean? Is it what we used to call "marketing"? What components of our business beyond "marketing" does it encompass? These are questions we ask when discussing how to move our customer service forward. We have taken "customer engagement" to mean any touch point of White Oak Gardens from a customer.

In-Store Shopping Experience There are so many things to consider to create a positive customer experience. Things we do well include high quality material, friendly and knowledgable staff, strong, inspiring merchandising from creative team members, cleanliness, and a culture of positivity. Don’t forget the complimentary coffee year-round (it’s good coffee). Our events such as Make and Take Workshops and kids events are excellent ways to get customers and communities involved in what we do and create positive connections. Things we need to improve on include in-store signage (both directional and departmental) and continuing training of our core values to all employees.

External Touch Points Our marketing to reach customers includes weekly email, Facebook posts 1-5 times weekly, Instagram posts 1-3 times weekly, 5 or 6 print postcards yearly (to our customer mailing list), website updates, and our road-front marquee sign.

We have gotten better at consistent website updates, consistent social media postings and responses (don’t leave a Facebook question hanging!), and online sales (we are in our infancy of this component of our business). A couple of things that have generated a lot of response on social media include contests and event postings. Short videos also seem to get customers interest. The biggest challenge for us seems to be tying these together for a consistent look and message. We want a customer to see and feel the same things online, on social media, and instore. An across-the-board brand identity that customers know to be White Oak Gardens.

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OK, so this was more theory than practice, discussion over application. But truthfully, it reflects the conversations we have when the topic of customer engagement comes up with our team.

Noelle Clark Akin, Petitti Garden Centers This is a very broad topic, so I’m going to narrow it down to three separate engagement practices that we use at Petitti Garden Centers. One of our most successful customer engagement practices recently is posting educational YouTube videos on various gardening subjects throughout the growing season.

Our “likes” are fantastic, we receive excellent viewership returns, and comments from potential customers/fans inside and outside of our growing region that comment and interact with us as well. I try to spread the education and publicity throughout the plant departments, and focus on features and benefits, companions and care for most. YouTube reaches all demographics, but I have heard the most personal feedback from our 35-65 year old female customers that shop with us quite often. We have incentivized the YouTube audience with gift cards for their comments occasionally, which always results in plenty of interaction.

Ladies Night Out events have been wonderfully successful in the past with plenty of promotions, sweet treats, refreshments and raffles. Advertising in our Gardening with Angelo magazine, on our website, through email blasts, and billboards is adequate leading up to the event, however the demographic of the attendees is changing! We are seeing more spouses attend, which is capturing the 35-65 year old male side of the market, but we are also witnessing more families attending. Both good problems to have, but we need to switch gears in our marketing messages and event details to really entice these other demographics to shop longer and return again. Often we would print “bounce back” coupons on the bottom of the sales receipt, but redemption has been low.

For a few years now, we’ve been sitting on a wealth of marketing information from our loyalty program database. The loyalty program is useful, provides us with plenty of information concerning our best customers, and does “power” our marketing email blasts, but there is still much to learn and individually provide to each with their POS data. One of the goals for the onla.org

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near future is focusing on individual customer’s needs, being able to educate, anticipate, and influence their wants based on their shopping history. We are hoping to engage our customers early and continue to have them rely on our products and customer service in the stores. The loyalty program is our best promotion/communication vehicle, but we need to be careful not to not overuse it or the unsubscribe rate increases dramatically.

The only changes with merchandising in 2019 is the Houseplants department will be moving back to the entrance side of the garden centers, where they were over a decade ago!

Tim Clark, H. J. Benken Florist & Greenhouses, Inc. At our store we have tried to use promotions as a way to bring in new customers as well as bring back current ones. Our promotions are generally centered around spring which is obviously our busiest time of year. We try to hold classes and seminars throughout the year as well. We have found that a quick make and take hands on class is generally more well attended than a lecture. For spring 2019 we have a different promotion planned for 7 consecutive weeks over our busiest time and have paired an add-on sale with each promotional product. We have also added in more digital marketing to our mix to take advantage of the smartphones in use today.

Ron Wilson, Natorp’s Nursery Outlet Customer engagement can describe many things, so we’ll take a look at some of the things we do to stay in touch with (engage) our customers throughout the year. We have a management team at the Outlet and they’re nicknamed "Natorp’s Hort4"—four horticulturalists (all are managers) who are available to our customers as their personal contact. Each has their own business cards and hand those out for customers to stay in touch anytime they have a question. They can visit the home, chat via the phone or email, or invite the customer back to the Outlet. We also offer our emailed questions and answers on our website for anyone to use (questions@natorp.com).

We do a lot of social media interactions, including Facebook, Houzz, Pinterest, and our website. We have someone updating and posting every day to keep it fresh and timely interactions.

We offer speakers for garden clubs, business meetings, lunch and learn sessions, etc., and usually present 30-40 per year (all no charge).

We are now offering ONLINE Plant Purchasing. This allows our customers to shop online, or the opportunity to simply see our plant selections and availability. Using our Plant Lover’s Club data, we are able to mail our spring and fall plant guides to the most active top 30,000 customers (could be more if needed), as well as sending weekly emails featuring plants, recipes, solutions to timely gardening issues, and links back to our website. Of course, once the customers visit Natorp’s Nursery Outlet, in house experiences, customer service and the direct Customer Engagement begins! B onla.org

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M I DWEST GR EEN I N DU STRY EX P ER I ENCE

Member Summit December 12–13, 2018

Hilton Easton Columbus

On December 12 & 13 in Columbus, Ohio, ONLA hosted the first MGIX Member Summit, a redesigned annual conference that welcomed nearly 300 green industry leaders for two days of networking and professional development.

The conference kicked off with a keynote presentation by Terri McEnaney, president of Bailey Nurseries.

Each day was packed with education sessions by industry leaders. Sessions covered plant trends, landscape design, business and marketing, and pest and disease issues.

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Energetic general sessions, including roundtable discussions, "speed-networking" with sponsors, and a closing workshop connected attendees, sponsors, and speakers and provided a much-needed social break between education sessions.

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Thank You, Sponsors!

Presenting Sponsors:

Gold Sponsors:

Silver Sponsors:

Bronze Sponsors:

Supporting Sponsors:

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Attendees mingled with more than two dozen sponsors and learned about their products and services during breaks in the conference schedule.

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CHAMPION TEAM: JACKSON HIGH SCHOOL

2ND PLACE: UPPER VALLEY CAREER CENTER

3RD PLACE: OHIO HI-POINT CAREER CENTER

4TH PLACE: AUBURN CAREER CENTER

5TH PLACE: A-TECH

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ONLA welcomed 230 high school students from 20 school across Ohio for the third annual Ohio High School Landscape Olympics on November 1 and 2 at OSU ATI in Wooster, Ohio. OHLO is an educational competition where students can test their landscaping skills, meet sponsoring companies, and learn more about a career in the green industry.

2018 MEDALISTS Top Ten Individuals 1. Trace Thomas, Jackson High School 2. Charlie Brown, Tolles Career & Technical Center 3. Joshua Mays, Ohio Hi-Point 4. Corbin Haney, Delaware Area Career Center 5. Benjamin Chapman, Jackson High School 6. Grant Kessler, Marysville High School 7. Blake Kessler, Marysville High School 8. Eli Baker, Upper Valley Career Center 9. Daniel Walter, Penta Career Center 10. Haley Simmons, Portage Lakes Career Center Sales Presentation Gold: Braedon Snider, Upper Valley Career Center Silver: Alaina Robb, Ohio Hi-Point Bronze: Garrett Zisk, Penta Career Center Irrigation (team event) Gold: Jackson High School Silver: Ohio Hi-Point Bronze: Portage Lakes Career Center Truck and Trailer Operation (team event) Gold: Upper Valley Career Center Silver: Ohio Hi-Point Bronze: Jackson High School Skid Steer Operation Gold: Ryan Bader, Portage Lakes Career Center Silver: Alexander Haymaker, Jackson High School Bronze: Max Lyttle, Auburn Career Center Cost Estimation Gold: Daniel Long, Ohio Hi-Point Silver: Tyler Severance, Knox County Career Center Bronze: Alaina Robb, Ohio Hi-Point Hardscape Installation (team event) Gold: Jackson High School Silver: Delaware Area Career Center Bronze: Marysville High School

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Compact Excavator Operation Gold: Benjamin Chapman, Jackson High School Silver: Joshua Mays, Ohio Hi-Point Bronze: Eli Baker, Upper Valley Career Center Landscape Maintenance (team event) Gold: Jackson High School Silver: Auburn Career Center Bronze: Gates Mills Low Voltage Lighting Gold: Hunter Myers, Auburn Career Center Silver: Jovany Chavez, Delaware Career Center Bronze: Isaiah Shepard, Upper Valley Career Center Turfgrass (team event) Gold: Knox County Career Center Silver: Jackson High School Bronze: Auburn Career Center Landscape Plant Installation (team event) Gold: Auburn Career Center Silver: Jackson High School Bronze: Marysville Plant ID Gold: Courtney Espenschied, Jackson High School Silver: Tara Klingenberger, Jackson High School Bronze: Hannah Wisniewski, Jackson High School Participating Schools Ashtabula Technical and Career Campus, Jefferson, OH Auburn Career Center, Concord Township, OH Buckeye Career Center, New Philadelphia, OH Columbiana County Career Center, Lisbon, OH Delaware Area Career Center, Delaware, OH Eastland Career Center, Groveport, OH Four County Career Center, Archbold, OH Gates Mills Environmental Center, Gates Mills, OH Jackson High School, Massillon, OH Knox County Career, Mt. Vernon, OH Marysville High School, Marysville, OH Marlington High School, Salem, OH Ohio Hi Point, Bellefontaine, OH Patrick Henry High School, Hamler, OH Penta Career Center, Perrysburg, OH Portage Lakes Career Center, Uniontown, OH Tolles Tech, Plain City, OH Trumbull Career and Technical Center, Warren, OH Upper Valley Career Center, Piqua, OH Wayne County Schools Career Center, Smithville, OH

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22  The Buckeye

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onla.org

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THANK YOU TO OUR GENEROUS SPONSORS! Gold Sponsor

Silver Sponsor

Bronze Sponsors

Competition, Fun Zone, Lunch Sponsors

The Bremec Group • BrightView Landscape Services • Buckeye Resources, Inc. First Impressions Lawn & Landscape Co. • Landscapes by Terra • M.J. Design Associates, Inc.

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THE FIRESIDE READER BOOK REVIEW Bobbie Schwartz, Bobbie's Green Thumb The Less Is More Garden: Big Ideas for Designing Your Small Yard This book, written by landscape designer Susan Morrison, illuminates the fact that small gardens are more difficult to design than larger gardens. Too many different plants or concepts leave one feeling overwhelmed or muddled rather than relaxed.

In this day and age, the design must be practical (relatively low maintenance) as well as beautiful. Most clients want to spend time enjoying their outdoor refuge, not working in it.

Susan believes that the key is focusing on the client’s lifestyle and how the space will be used. Therefore, she asks three questions: What will you be doing in the garden? When you will be outside? Who will be with you? Defining realistic goals is critical to preventing the inclusion of too many elements in a small space and creating a space that reflects you. It is important to focus on creating space for activities instead of objects.

For instance, if you grill outside, how often? Simple or elaborate meals? Those answers will help determine the size of this space. Do you want herbs growing nearby? Is there space for a vegetable/herb garden or will herbs grown in pots, placed nearby, be sufficient?

Timing is important. Are there specific times of the year when your client will be outdoors more than others? That is when you want the garden beds to look their best so select plants that will be at their best during that time. If you can choose plants that have more than one season of interest, even better.

After answering these important questions, the next step is evaluating the existing landscape. Susan suggests that this evaluation should be in the following order: primary living spaces, structures, pathways, plants, and accessories. This takes discipline because many people tend to look at plants first, not last or almost last. During this evaluation, they should be thinking about scale and proportion, circulation patterns, and comfort.

I loved Susan’s examples of both curvilinear and rectilinear design on paper and then photographs that showed the reality of each. They are inspirational and easy to understand and apply.

Susan also reminds us that diagonal designs are particularly effective in countering the bowling alley effect of narrow spaces.

She has many practical suggestions, e.g. a firepit rim that can be used for plates and glasses; including attractive outdoor storage for seating cushions, toys, tools, etc. with storage chests 24 The Buckeye

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that can also be used as seating; using vertical space (walls and fences) and illusion (mirrors) to increase perceived space. Although many of the plants are applicable to California, Susan’s design philosophy and ideas are universal.

Susan is a kindred soul and I think that her book would be a great companion to my book, Garden Renovation: Transform Your Yard into the Garden of Your Dreams. Although this book was also written with the homeowner in mind, it is equally useful for landscape designers because it reiterates many ideas about which we should be thinking and incorporating in our designs. This will be a highly useful book for your design library.

Rain Gardening in the South: Ecologically Designed Gardens for Drought, Deluge, and Everything in Between Rain Gardening in the South by Helen Kraus and Anne Spafford is not a new book. However, participating in a symposium last winter at which Anne also spoke, I was so impressed with her talk that I purchased this book.

Rain gardens are an integral part of green infrastructure, the need for which becomes greater every day. However, many homeowners and municipalities are resistant to installing them because of poor design that leads to gardens that appear weedy and unattractive. The biggest challenge in designing rain gardens is that they need to cope with both inundation and drought as well as the cleansing of pollutants.

Contrary to many pamphlets and treatises I have read about constructing rain gardens, these authors posit that rain gardens do not need to be expensively engineered. They have a defined structure made up of five basic components: 1. A depression created by berming a sloped area or by digging down three to six inches and piling soil around the edges.

There should also be an overflow pipe to direct a heavy rain event to a different area.

2. The soil may need to be amended so that water will infiltrate and drain quickly.

3. Organic matter should be added to the soil as a mulch or as a onla.org

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soil amendment because it increases the soil’s ability to absorb and drain water as well as fostering the proliferation of microscopic organisms and earthworms. Keep in mind that organic mulches should have large particles to prevent being washed away during a heavy rainfall.

4. Plant selection is crucial.

5. If rocks are used to slow stormwater velocity or to create swales, they should be designed to flow with the natural contours of the landscape.

Then they discuss designing a rain garden. Like any other type of garden, the first step is a detailed analysis of the property which includes the water flow, the slope or flatness, the sun/ shade pattern, the views, existing significant vegetation, and either underground or overhead obstructions such as buried pipes and utility lines. The next step is making sure that the rain garden will be at least ten feet from the house. The third step is deciding whether to create the rain garden as a stand alone feature or whether to choose the plants so that it blends with the other beds.

Helpfully, the authors provide the tools for calculating the desired size of the rain garden. They also dispel two myths about rain garden plants. Drought-tolerant plants are not the answer in most instances because they tend to rot if their roots stay wet. They can be used at the top of deep rain gardens but never further down. The other is the belief that native plants are always better. For reasons that the authors explain, the best solution is using a mix of native and non-native plants. Their chapter on plant selection and design is excellent and many of the plants can be used in Ohio even though the authors live in North Carolina.

Two other chapters on troubleshooting and alternatives to rain gardens are also extremely helpful. Don’t be misled by the title of this book; it is just as applicable to those of us in Ohio as it is to those who live in the South.

A Year in the Garden: A Guided Journal As a plant geek, I’ve been journaling for years in order to keep track of weather and the success and failures of my plantings. I was recently introduced to a lovely journal by the Montenegro sisters. They have a company called The Far Woods that sells their artworks to serve as educational tools and inspiration for reconnection to nature, food, and community.

Each page of the journal is decorated with drawings of nature, both flora and fauna. Divided by month and week, the journal serves as a reminder of what has occurred but also is full of timely prompts. For instance: Plants to start from seed; tools onla.org

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to buy, replace, or maintain; perennials to transplant, divide, give away, or compost; color combinations to create and which plants to use; wish lists; good design ideas from gardens of others that you can implement in your own; possible container combinations for this year; bulbs to order for fall planting.

There are also several prompts about edibles: which ones to plant, how you will use them, recipes for them.

The drawings are a joy and made me want to keep turning the pages to see what would appear next. Use this journal for yourself and your own garden or as a gift to clients who really like to garden.

The Art of Gardening: Design Inspiration and Innovative Planting Techniques from Chanticleer Over the years, I have visited many gardens but few have made such an impression on me that I want to return over and over again to see what new creative designs and tweaks have been implemented. I have nothing but admiration for the Chanticleer staff. This is not a new book – it was published in 2015 – but I am only now finding the time to read it.

Once a private estate, Chanticleer is a pleasure garden, a gardener’s garden. It is romantic and imaginative yet contemporary. It is unique. I would say that the foremost principle of Chanticleer is the notion that art and gardening are inextricably intertwined. The talented staff take their ideas and flesh them out in various media; they find beauty everywhere and then present it to visitors. The garden, that changes constantly, is not just about plants. It’s also about creating an experiential journey that includes scent, color, sight, sound, and texture.

Similar to residential gardens, Chanticleer is divided into a series of garden rooms, making the ideas in each easily translatable to home gardens. Each of the gardens has a microclimate and a focus that designers and homeowners look for: low-maintenance, xeriscape design, perennial plantings with differing levels of maintenance, high water levels, shade, native plants, container combinations, to mention a few. We are reminded that gardens should be designed with views from the house windows in mind as well as views while walking through the gardens. We are also reminded that repeating patterns and plants helps to unify a series of garden rooms.

The gardeners at Chanticleer are very lucky; they have the ability to let their gardens evolve whereas most landscape designers create a design for their clients and never see it again. That evolution means constantly refining and tweaking the design as plants mature or changes are made by nature. In addition, it involves editing so that plants that reseed freely do not overtake the site.

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A different kind of evolution is called transitioning at Chanticleer. This is a design method that avoids empty spaces. For instance, many spring-blooming bulbs are planted but we know that they claim attention for only a short period of time. Thus, the Chanticleer gardeners interplant other spring-blooming perennials or perennials with interesting foliage that will fill the spaces left by dying bulbs. Later those spaces will be filled with striking annuals.

ed, a condition that usually results in death of some branches.

Another is a reminder that finding plants for sunny, dry sites is not as simple as it might be appear because, although many plants may be hardy, they cannot tolerate wet roots during the winter. I’ve always believed, incorrectly it seems, that heathers don’t survive in my garden because they need dry soil but Marietta says that they will be long-lived if planted in welldraining, moist soil. Guess I’ll try again.

I love the fact the Chanticleer gardeners look at the functionality of plants: how they contribute structure, define spaces, provide screening, provide color through their foliage, twigs, and bark as well as their flowers, texture, soften hardscape structures, and provide places for the eye to rest.

As a designer, I appreciated the comment that a collection is not a garden, that one needs a series of paths that provide movement through the garden as well as other plants that partner well with the collection. For instance, in the conifer garden, plants with softer texture were essential.

One of the foremost photographers of our day is Rob Cardillo and his photos make this book even better because each is a work of art.

Sadly, our world seems to be riven with division but, as Marietta points out, “denizens from multitudes of countries of origin” co-exist in chaotic harmony in their garden. I know that the emphasis today is on using native plants but there is room in our gardens and landscapes for all.

As an experienced gardener, I know how many failures I’ve had. In the introduction, Bill Thomas, the former director of Chanticleer, stresses the importance of trying again and again and then of moving on to something else. His words are inspiring and so are those of the staff members who contributed to this wonderful book. If you are looking for inspiration, read this book; you won’t be disappointed.

A Tapestry Garden: The Art of Weaving Plants and Place Although I’ve heard about them for years, I’ve never met the O’Byrnes but, after reading A Tapestry Garden, I feel as though I’ve encountered friends who share my love of gardening. For us, it is play, not work, and the concept of low-maintenance gardening rarely enters our minds.

Although they are avid plant collectors, the O’Byrnes have never lost sight of the need to keep design principles in mind, varying foliage forms and textures, layering with low groundcovers up to tall trees, always maintaining visual interest.

In discussing their shade garden, I appreciated the reminder that while yellow foliage loses its brightness in shade, silver foliage becomes more silver in shade. I was also overcome with plant lust for the many species of Podophyllum they use for texture and color. Many are hardy to zone 6 and a few are hardy to zone 5. These are woefully underused shade lovers. The explanation of the plants they use in the woodland garden, interweaving their bloom times, illustrates how designers may achieve the holy grail of a garden that is always interesting.

Although the discussion of plants is always fascinating, I loved the cultural tips that appeared throughout, e.g the caution that one should not plant conifers too closely lest branches be shad26 The Buckeye

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During my reading, I took many notes about plants and combinations I want to try. This book is not for everyone but, for plant-a holics, it is a treasure trove of information about unusual plants.

Container Theme Gardens This is a book written for those who don’t have space for in-ground gardening, only have enough time to create container gardens, and/or for those who wish augment their gardens and homes with container plantings.

The author posits that there are several reasons to garden in containers and I agree with all of them.

Containers provide ideal growing conditions, quick privacy, an opportunity to play before redoing a landscape, an opportunity to experiment with plants or color combinations before actually putting them in the ground, a way to control creepers (such as mint), a way to create instant impact, and make maintenance easier. They may also keep your plants safe from small animals like rabbits, voles, and chipmunks and they are ideal for featuring small treasures that might be otherwise overwhelmed. Last but not least, container gardening can be relatively inexpensive, depending on the size and type of container.

The added element of this book is the notion that you can create fascinating combinations with only five plants, always keeping in mind color combinations and diverse plant forms. For each combination, Ondra tells us whether the combo is for sun or shade, what the size of the container is, and the sizes of the plant pots, e.g 4”, 6”, etc. Additionally, each combination is accompanied by alternate suggestions as well as descriptions and care for the combination in each season. The illustrations are very helpful. onla.org

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You may not like every combination but each will give you a plethora of ideas and most of the combinations have a strong focus on foliage which will keep the plantings looking good, even when flowering is in a lull. Some of the suggested plants may not be available in your area but you can always find a substitute. My only reservation about several of the combinations is that there is not enough difference in texture in the same pot. I thought many combinations would be stronger with the addition of some linear foliage.Since I like to vary my container plantings every year, I’ve already made several notes about possibilities for 2019. You will too.

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So, that’s it for reading suggestions for this winter. Hopefully, you Combo Planters have a fireplace and can snuggle close or at least wrap yourself in Grasses a warm blanket while the winter winds blow and the snow falls Hardy Ferns gently upon us. B

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ONLA PUBLICATIONS EXCLUSIVELY AVAILABLE FROM ONLA

Welcome New Members!

These companies and individuals have been approved for membership, pending the completion of the application process, which includes requesting comments from the ONLA membership regarding the qualifications and/or dues classifications of applicants. Please submit comments within three weeks of receiving this issue to info@onla.org, or call 614.899.1195.

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EMPLOYMENT OPPORTUNITIES

ADVERTISER INDEX

Landscape Crew Leader BrightView Landscape Services Columbus, Ohio

Buckeye Resources. . . . . . . . . . . . . . . . . . . . 9

For details, visit onla.org/careers.

Ads listed here were current as of press time. For details, or to place a classified ad, visit onla.org/ careers

UPCOMING EVENTS View www.onla.org/events for more information.

O designates qualifying OCNT recertification events.

OCNT Exam January 17 Westerville, Ohio onla.org/ocnt Unilock Contractor Seminars O January 31, February 5, 6, 7, 19, 21 Multiple locations events.unilock.com/contractor-seminars OCNT Exam February 21 Westerville, Ohio onla.org/ocnt Green Industry Advocacy Day February 27 Columbus, Ohio onla.org Landscape Lighting Expo & Open House March 4 Akron, Ohio cascadelighting.com MGIX Training Days O March 5 and March 7 Cleveland and Dayton, Ohio onla.org

buckeyeresources.com Bull Country Compost. . . . . . . . . . . . . . . . . 15 bullcountrycompost.com Cascade Lighting . . . . . . . . . . . . . . . . . . . . . 6 cascadelighting.com Ernst Seeds. . . . . . . . . . . . . . . . . . . . . . . . . 24 ernstseed.com Evergreen Seed Supply.. . . . . . . . . . . . . . . . . 9 evergreenseedsupply.com Fairview Evergreen Nurseries. . . . . . . . . . . . 24 fairviewevergreen.com Green Velvet. . . . . . . . . . . . . . . . . . . . . . . . . 2 greenvelvet.com Millcreek Gardens. . . . . . . . . . . . . . . . . . . . 27 millcreekplants.com Murphy Tractor. . . . . . . . . . . . . . . . . . . . . . 12 murphytractor.com Bull Country Compost. . . . . . . . . . . . . . . . . 15 bullcountrycompost.com Spring Meadow Nursery. . . . . . . . . . . . . . . . 2 colorchoiceplants.com Unilock. . . . . . . . . . . . . . . . . . . . . . . . . . . IFC unilock.com

Are you hosting an industry event? Email alana@onla. org with details. Events will be listed in the Buckeye and online at onla.org

Ad Rates & Info Contact Alana Settle, alana@onla.org, 614.899.1195

onla.org

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Ohio Nursery & Landscape Association 72 Dorchester Square Westerville, OH 43081-3350 Address Service Requested

MGIX

T R A I N I N G D AY S

Gear Up for Spring!

MARCH 5, 2019

M A R C H 7, 2 0 1 9

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Train your employees and learn new skills to grow your business just in time for the busy season. One-day programs feature education classes, workshops, and networking for landscapers and retail garden centers.

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HEAR FROM THESE SPEAKERS AND MORE! BILL HENDRICKS President Klyn Nurseries Inc.

GAIL REINHART Human Resources Hidden Creek Landscaping

STEVE FOLTZ Director of Horticulture Cincinnati Zoo & Botanical Garden

T O R E G I S T E R : O N L A . O R G / T R A I N I N G D AY S Jan-Feb 2019.indd 30

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