BUSINESS
MANAGEMENT
Turfgrass Producers International
Santa, Barbara, CA - February 17-21, 2003
“Turf & Surf” Midwinter Conference
Technologies for Athletic Fields” will be
Turf Professionals, welcome to YOUR
explored and discussed by Chuck
2004 TPI Midwinter Conference debut in
Dickson. Den Gardner will present a
Santa Barbara, CA, February 17-21!
summary of the newest goals of the
When you’re not learning about turf, you
Evergreen Foundation. A panel of seed
can enjoy the surf and the area’s other
experts will debate the methods of seed
great attractions... from the ocean breezes
testing and trials, with a focus on the
and cool California wines, to golden sun
sets, many exciting and interesting places
importance of obtaining quality seed for
to visit and lots of lush green turf! Bring
use on turfgrass sod farms.
your managers, employees and entire
family to experience Santa Barbara.
Oct./Nov. 2003TPI
ISSUE HIGHLIGHTS
Taking Care of Business................Page 2
Debt Collection Letters that Really Work
Marketing Tip.................................. Page 3
Market Round-Up of the Best Ideas from
the Field
Shrewder Computing...................... Page 3
Web Design Tips for the Graphically
Challenged
Water Awareness............................ Page 4
Share Locally: Ways to Save Water when
Establishing a New Lawn
TPI Action......................................... Page 4
—Ag Labor Legislation Needs TPI
Member Push
—Leaders Sought for TPI Board of
Trustees
—Evergreen Foundation Begins its
Formation
At the TPI Midwinter Conference, the
focus is on education. In addition to
leaning valuable information from semi
nars and education sessions, you will
gain insight from established area farms
and leading scientists. You'll find top-
notch education programs focusing on
some of today's hottest topics and issues.
Individual speakers and interactive pan
els will present the latest information that
can help you be a more efficient produc
er. You gain valuable insight by asking
questions and by listening to other pro
ducers from around the world who have
similar problems and solutions.
The Pre-Conference Seminar is enti
tled "Dealing Effectively with Labor."
Professional Consultant and Advisor
Angelo H. Mino will discuss ways to
more effectively manage seasonal labor.
TPI's General Education Sessions will
address a wide range of topics: “Future
Join TPI's Show & Tell presentation
to learn "what goes on" at some of the
leading turfgrass farms. A three-member
panel will each describe their farm oper
ations, including techniques, local mar
ket, challenges and solutions. Their
comments will be followed by a ques-
tion-and-answer session. Next, in a
"Back to the Basics" session, Dr. Frank
Wong from the University of California
will discuss “Best Management
Practices” for turf diseases and what
fungicides are being used to control
them. To close the session, The
University of Nevada, Las Vegas Athletic
Director John Robinson will share some
inspirational experiences.
This year's 3rd Annual ITPF Banquet,
Awards & Fundraiser will be held at the
Firestone Vineyards where you’ll enjoy
an evening of wine tasting, beer sam
pling, personalized wine glass etching
and musical entertainment with a Beach
Boys/Califomia sound; not to mention
great food! Check the TPI website
www.TurfGrassSod.org for
updates.
Nightmarish
Sod Installation and
Farm Stories Sought
By now, you should have received an
e-mail asking you to describe your most
challenging sod installation job and/or
farm “nightmare,” including what was
done to “fix” the problem. Your stories
could form the basis for an informative
article in future issues of Turf News mag
azine. If you don’t have access to e-mail,
contact Cathi Griffith at the TPI office.
Your Year-end Contributions to ITPF
Help You, Your Company, & Your Association
One of ITPF’s generous contributors says, "I can either contribute to ITPF, or I
can pay taxes... I'd rather spend the money where I know it will do some good... with
the International Turf Producers Foundation.”
As many farms and firms will be closing their financial books for the year, this
is an ideal time to consider how large a tax-deductible contribution can be made to
ITPF. The Foundation's “$2-An-Acre” Annual Campaign, donating an item for the
Midwinter Banquet Auction, participating in the ITPF Winter Golf Tournament or
simply writing a large check are all ways to help fund turfgrass sod-specific
research.
The other option of course is to not contribute to ITPF and pay more of your
hard-earned money to state and federal income taxes.
It’s your choice!
Taking Care of Business
By Thomas Stenklyft
I.C. System
St. Paul, MN
Debt Collection Letters that Really Work
Editor’s note: The following information
is from an article within "Nice People
Can Collect Bad Debts,” a booklet pre
pared by St. Paul-based I.C. System
. Nothing in
this material is deemed to give legal
advice.
It’s safe to say that debt collection is
one of the least favorite jobs. However,
it is a necessary evil. You can improve
cash flow and collect debts without dam
aging customer relationships. When
debts are seriously past due, it may be
necessary to send out a debt collection
letter. At times, collection letters are
exactly the right medium to use. Keep in
mind the following guidelines:
- Mail all collection letters 10 days
apart
- Include the following: "Use
enclosed, pre-addressed envelope to
send payment in full because...”
- Three letters are enough to signal
state of communications
- Here is an example of a series of debt
collection letters:
First Letter
Dear Mr./Mrs./Ms.,
Your account has become seriously
past due in the amount of $250.
Please mail your check for $250 to
us today. Use the enclosed pre
addressed envelope to insure
prompt delivery.
We are anxious to clear your
record in the interest of maintain
ing your payment reputation with
us, and to save you money. Our
policy requires that we begin
charging interest on this $250, if
payment in full is not in our hands
within 10 days of the date on this
letter.
Sincerely,
(Your name and title)
Copy: Accounts Receivable
Department
Second Letter
(NOTE: Use legal rate of interest in your
state or legal contract amount).
Dear Mr./Mrs./Ms.,
Over 10 days ago, we wrote to
remind you that your $250 account
is seriously past due. It is impor
tant that you pay now, in full.
We will begin charging interest in
the amount of 5% simple annually
from the date of original charge. If
the $250 remains unpaid in 10
days, the amount due will be
$253.12.
Please use the enclosed return-
addressed envelope to mail your
payment to us today. We will be
looking for it.
Sincerely,
(Your name and title)
Copy: (name and title of owner or
general manager)
Third Letter
Dear Mr./Mrs./Ms.,
This is our final notice to immedi
ately pay the $253.12 you owe us.
In keeping with our standard poli
cy, 10 days from the date on this
letter, the account will be referred
to our collection agency for han
dling. That takes matters out of
our hands. We don't want to do
that but you have not responded to
our previous notices and letters.
We see no alternatives.
To avoid this action, it is impera
tive that you mail or bring your
$253.12 payment to our office right
away.
Respectfully,
(Your name and title)
Copy: Collection processing file
Answer the following questions about
collection letters and compare your
answers at the end of this section:
1- Is the letter brief? Y/N
2- Does a request for payment-in-full
appear in the first paragraph of the
letter? Y/N
3- Does the letter contain cute mes
sages? Y/N
4- Is the general tone of the letter
apologetic? Y/N
5- Does the letter use concrete, simple
language? Y/N
6- Does the closing paragraph include
a reason why the debtor is better off
by sending payment in full today?
Y/N
7- Does the letter include the exact
amount (in dollars and cents) of the
payment-in-full? Y/N
8- Does the overall tone of the letter
seem threatening? Y/N
9- Is there a sentence in the letter
which refers to the return envelope?
Y/N
10- Imagine yourself as the debtor.
Would this letter sell you on making
the payment-in-full today? Y/N
Answer Key:
6-Yes; 7-Yes; 8-No; 9-Yes; 10-Yes
l-Yes; 2-Yes; 3-No; 4-No; 5-Yes;
Four Ways To Qualify
Prospects
Once you’ve identified a credible
prospect, it’s a good idea to review his or
her needs and expectations of what is
expected, along with how you will deliv-
er the product, as well as the client’s
responsibility after the sale. For mutual
awareness, ask him or her some ”what,"
"when,” "how," and "who" questions:
□ "What decision-making process do
you go through when considering a pur
chase like this?” Reason: The answer is
your road map to the sale, telling who to
talk to, when, and about what.
□ "When do you see yourself moving
forward with this project?” Reason: The
prospect’s time frame may not match
yours. He might be a month away from
the decision, and you want it today. Or,
he might want to purchase tomorrow, but
you can’t deliver for a week or more.
Whatever the case, it's important to get
these issues out in the open now, to avoid
any nasty surprises later in the process.
□ "How should we proceed, assum
ing you want to move forward?” Reason:
How exactly will the purchase happen?
Does the prospect rely on purchase
orders? You need to know.
□ "Who besides you will be involved
in making the decision?" This question
assumes the prospect is personally
involved in the decision-making process.
That’s an assumption that can only work
in your favor: It gives the prospect the
illusion of power, regardless of the reali
ty of the situation.
Marketing Tip
By Sis Reda
Sod Solutions
Mt. Pleasant, SC
Market Round-Up of the
Best Ideas from the Field
As a leading warm-season turfgrass
developer, Sod Solutions provides a comprehen
sive marketing support program to our
licensed producers located through-out
the U.S., Brazil, South Africa and
Australia. The program includes national
and regional advertising to help them sell
our proprietary turfgrasses. However,
we've discovered they are often the most
savvy about their local markets, able to
refine our programs and even weave
their own into the most effective strate
gies for motivating customers to buy.
Following are some of the producers'
marketing ideas we've seen during the
last few years.
Truck Signage and Driver
Preparation—Green Acres Turf Farm,
Furman, SC. These two ideas fall into
the category of "Why didn't we think of
this?" Green Acres displays its farm
name and contact information on signs
mounted on the backs of their trucks, as
well as on the doors. Their reasoning is,
“There are as many cars following their
Green Acres
Turf Farm, LLC
843-987-1211
Furman, SC
trucks as there are passing them on the
road.” Green Acres also educates their
drivers about the farm’s turfgrasses, and
they keep brochures in the trucks. These
simple activities equip the drivers, who
are key customer contacts, to promote
the farm’s turfgrasse.
Turf Demonstration Area, Field Day
Activities—Rhyne’s Select Turf,
Benton, AL. Rhyne's Select Turf pro
duces EMPIRE Zoysia and another
variety. Their farm’s first field day event
was last year. It was well organized and
incorporated a series of demonstration
activities that were fun, engaging and
effective in reinforcing the best qualities
of the zoysia. The demos included: an
operating harvester, to show how neatly
and cleanly the zoysia will block; a golf
pro hitting balls across a wide expanse of
it; and guests shoveling up corners of
planted variety, to show the deep, tight
root structure. Rhyne's Select Turf also
has recently installed an impressive turf
demonstration area, which includes
EMPIRE Zoysia and a number of vari
eties that the farm does not produce. The
individual plots and the entire demo area
are large to help customers, especially
homeowners, evaluate their prospective
purchases.
Promotional Video—Modern Turf,
Rembert, SC. Modem Turf developed a
cable TV commercial which they also
have used as a promotional video. The
original commercial, which was taped at
the farm, effectively captures Modem
Turfs capabilities, competitive advan
tages and products. The video has been
used as a sales tool at special events and
for other promotional efforts. Modem
Turf is an active marketer, and as this
dual use of resources demonstrates, they
are practical.
Creative Print Advertising—
You don’t need to “do time’' waiting
for sod to be delivered.
Evergreen Turf, Tempe, AZ. Last year,
Evergreen Turf developed a series of
print ads that cleverly and effectively
communicated some of their best (most
competitive) business advantages. One
ad featured the legs of a "prisoner," drag
ging ball-and-chain, with the headline,
"You don’t need to ‘do time’ waiting for
sod to be delivered." This ad promoted
Evergreen's ability to deliver great sod, at
the right price, right away. Other ads
featured
similarly
unusual
graphics
tied to cre
ative copy
appropri
ately pro
moting the
farm in a
memorable
way.
Evergreen
continues
demonstrat
ing creativ
ity and
strategic focus in the advertising they
have implemented this year for
Celebration Bermudagrass.
EvergreenTurf 480456.11199
* In-town, same-day
* Available in slabs,
fertilized
inspection
* Power-rolled and
* Weed-free sod
* Pre-installation
Why wait? Life’s too short.
Get great sod, at the right
price, delivered right now.
Whether you need 10 sq. ft.
or 8 acres, we can turn dirt
into grass virftually
overnight. Call today for
details. After all, you have
better things to do than wait.
Real grass. Real fast. Real easy.
small rolls and
large rolls
pickup
Shrewder
Computing
Web Design Tips for the
Graphically Challenged
Blinking spheres, spinning globes
—they’re a bit dated... somewhere
about the early ‘90s. Instead of
attracting people to your website,
chances are those "cool" graphics
are at least annoying but very likely
driving your customers away in
droves. That’s because most people
don’t want to view a website that
reminds them of A Clockwork
Orange.
Above all, your website should be
a place where you can attract cus
tomers. Information should be easy
to find and easy to read. If you
don’t grab the viewers within the
first few minutes, it’s a lost sale.
There are a few simple steps on
which most web designers agree:
1- Leaving white space (a place
with no text or graphics) on the
page helps the eye focus more
radily on the content.
2- Make it easy for web surfers to
find information on your site.
You can do this by thinking
through your site navigation.
Determine what links make
sense to the average person, not
just your business or organiza
tion.
3- Graphics are an important ele
ment, but don’t overdo them,
possibly making the file size too
large. Graphics take longer to
download. And because many
people have slow modems, they
don’t want to waste their inter
net minutes waiting for your site
to appear. If your site doesn’t
arrive quickly, viewers will
leave it even more quickly.
4- Unless you are a news-driven
site or scholarly journal, lighten
up on the text. Most people
scan websites for information
instead of reading word-for-
word.
Whether relying on a paid web
designer, friends or family to devel
op your website, ask them to use
these tips and to pay attention to the
details that could irritate viewers.
TPI Action
Water
Awareness
Ag Labor Legislation Needs TPI Member Push
Even with strong bi-partisan support in both Houses of Congress, newly intro
duced legislation that will streamline the H-2A seasonal farm labor process and
provide a means for current illegal aliens to “adjust” their status, passage will
require encouragement from TPI members. Call, fax or e-mail your Senators and
Representatives to seek their vote for the AgJOBS legislation introduced by
Senators Craig and Kennedy and Representatives Cannon and Berman. For more
details and “talking points” contact the TPI office or the National Council of Ag.
Employers (202/728-0300).
Having worked on this important farm labor issue for over seven years, TPI
leaders are convinced this legislation (while not perfect) is the best possible solu
tion to multiple farm-labor problems. Failure to act immediately and gain pas
sage will translate into no activity on this issue for at least two more years.
Leaders Sought for TPI Board of Trustees
If you, or another turf producer you know, have leadership qualities and an
interest in helping to guide TPI, contact TPI Nominating Committee Chairman
Stan Gardner immediately: Tel: 303/252-1900; e-mail: StanTurf@aol.com
Potential candidates must be Class A (producer) members in good standing who
are willing to participate in at least three Board meetings and other activities as
needed for a period of at least three years. The Nominating Committee will meet
candidates during the Midwinter Conference in Santa Barbara, CA.
Evergreen Foundation Begins Its Formation
In the coming months, you’ll be hearing a lot about a new “super-coalition” of
green industry associations. Its mission: “To raise the awareness of the environ
mental, economic and lifestyle benefits of landscapes and promote the signifi
cance of those who preserve and enhance green spaces at home, work and play.”
Plans call for a national, industry-supported $2 million annual national PR and ad
program. TPI Exec. Dir. Doug Fender serves on the Foundation’s board.
To receive additional information on any of these items, Contact the TPI Office
e-mail: info@TurfGrassSod.org
Website: http://www.TurfGrassSod.org
Tel: 800/405-8873 or 847/705-9898
Fax: 847/705-8347
Share Locally: Ways to
Save Water When
Establishing New Lawns
♦ Reduce steep slopes—level surfaces
allow water to penetrate; steep slopes
allow run-off.
♦ Test soil and amend—create the best
possible growing medium with organic
materials, pH balance and nutrients.
♦ Install an irrigation system—water
efficiency is greatly improved over
hoses and especially hand-held sprin
klers.
♦ Select drought-tolerant varieties—sci
entific grass breeding has developed
many varieties of improved turfgrasses.
♦ Sod rather than seed—turfgrass sod
requires 15 to 60 percent less water to
establish a lawn than does seeding,
depending on the area and conditions.
♦ Use a soil probe—water only when a
probe or screwdriver is difficult to
push into the ground or shows dry soil.
♦ Water in the early morning or
evening—less wind drift and lower
evaporation rates increase water effi
ciency use rates.
♦ Prevent run-off situations—apply
water for brief periods or at reduced
rates to allow greater penetration of the
soil before run-off occurs.
♦ Match fertilizer to plant requirements
—extension agents or professional
agronomists can recommend timing
and amounts of fertilizer needed.
♦ Mow higher than normal with a sharp
blade—larger leaf surfaces hold plant
liquids and shade the root zone.
Business Management
Turfgrass Producers International
1855-A Hicks Road, Rolling Meadows, IL 60008
e-mail: info@TurfGrassSod.org
FIRST CLASS MAIL
U.S. POSTAGE
PAID
Palatine, IL 60095
Permit No. 2590