MARKETING Is direct mail the only way to go? Lawnmark's Marty Erbaugh thinks so If you are a chemical lawn care businessman, you shouldn't be using any other form of advertis-ing except direct mail. It offers less risk. It is by far the most effective and efficient media for this busi-ness. Done properly, it allows 100 percent targeting of those prime, juicy potential homeowner ac-counts. So says Marty Erbaugh, presi-dent of Lawnmark Associates. The company has offices in Peninsula, Ohio, a sleepy town that has the look of New England, but is in-
stead nestled midway between Cleveland and Akron. Lawnmark 
grossed close to $1 million last year with additional offices in Milwaukee and Rochester, N.Y. Erbaugh favors Brooks Brothers-type blazers and button-
down oxford shirts. He reads Sales 8r Marketing Management maga-zine. And he formed his de-
cided preference for direct mail working with his own company, 
and, prior to that as general man-ager of Davey Lawnscape, Kent, Ohio. He holds both a law degree 
and a post-graduate business de-gree. Some of his thoughts on direct mail are: Ł You can put together a good direct mail piece for 20 cents, 
including postage. to ^ 23 Too many direct mail pieces look the same, there is often no differentiation between companies, Lawnmark's Er-baugh says. H^jy A Harcourt Brace Jovanovich Publication RE Serving lawn maintenance and chemical lawn care professionals LCI SURVEY Industry retains an average of 6 workers Readers of LAWN CARE INDUS-
TRY employ an average of six full time workers on a year-round basis and an average of 11 employes full time during the busy season, according to a recent survey con-to page 22 FULL-TIME EMPLOYES 15-30 PERCENT GROWTH Maintenance firms sharpen bid pencils, ask: 'What recession?' Number of Full-time Full-time employes (all year) (busy season) FRACTION OF SAMPLE 0 25% 8% 1 9 5 2 13 11 3 11 6 4 11 10 5 5 6 6 2 8 7 1 1 8 3 11 9 1 1 10 3 5 more 12 23 Source: 1980 LCI Survey Although many have had to design programs that "customers can live with financially," major 
mowing/maintenance lawn care businessmen across the country are reporting that business is up 15 to 30 percent thus far this lawn care season. Pencils have had to be shar-pened on many bids for large accounts, but the business climate is not as severe as it was during the 
general recession of 1973-74, 
when many commercial/industrial accounts were asking mowing/ maintenance lawn care business-
men to trim budgets in half. In tough economic times, mowing/maintenance lawn care businessmen told LAWN CARE INDUSTRY, property managers want to have their landscapes QUICK STARTS Disease program for growth 8 Lehr on labor law 11 Should you offer tree care? 14 International acquires NAPB rights 20 Diamond Shamrock plant expansion ... 20 Herbicide tank-mix problems 26 Upfront 4 Newsmakers 7 Tools, Tips & Techniques .. 8 Meeting Dates 8 Marketing Idea File 13 Cost Cuttings 20 Memos 30 Products 31 E*8 LL Ha-id xi> NOIiViS 3931102 3DN3IDS dOdD i ]IOS A I Nil A 3 V S VX 31 iSSV S3 d Û3 3 d 3 A3 i S IVO 108 3 ŠWN-bE20100dV 31 looking good so that they can attract the few business dollars that are available. There have been reports of "ir-"I wish everything was going as well as our maintenance business," says Ron Kujawa of Kujawa Enterprises, Inc., Cudahy, Wis. responsible competition" in terms of low bids, but major companies with good reputations in their 
community can usually overcome this situation. Construction down. "I wish everything was going as well as our maintenance business," Ron Kujawa, Kujawa Enterprises, Inc., Cudahy, Wis., told LAWN CARE INDUSTRY. "Things are looking 
good, at least for us. We have retained all of our major contracts and have taken on significant new business." Kujawa is concerned about "ir-responsible competition." He said: "Not only in terms of low bids, but these guys don't really know what they are talking about. When you have unemployment at seven per-cent, there are a lot of guys who want to get into the maintenance business. That is alright on a small scale, they certainly can't do the kind of complexes we are han-dling. A few of these guys went out to page 21 mm ŁŁŁBHHHH COMPANIES Sears, Montgomery Ward into lawn care nationally Two of the nation's largest retail-ers Š Sears and Montgomery 
Ward Š have entered the lawn 
care industry this season and are looking to substantial expansion across the country next year and beyond. Sears is going at the lawn care market through its national con-cessions department, according to Chicago-based Mike Campbell, national concessions sales man-ager. The company has established a position in Philadelphia and has BEAkD a'SO wor^ec^ out an agreement with COLLECTION a Bismarck, N.D. company. Further expansion is planned, Campbell told LAWN CARE IN-DUSTRY, mentioning San An-tonio, Texas among other places. Montgomery Ward, also Chicago-based, has an agreement with a Dallas-area company to handle expansion on a national basis. 40 dealers. Ron Anderson, Solar Cell Industries, Arlington, Texas, told LAWN CARE INDUSTRY, he has been working with Montgom-to page 22 f WHY 9 OUT OF IO LEADING USE % ' v > When the top 9 of 10 lawn care firms in America all choose DURSBAN* brand insecticides as their predominate insecticides for surface insect control...there has to be a good reason. Or two. Well there are two. 1. DURSBAN insecticides last longest of alk' > jP^^^^^H leading insecticides. 2. DURSBAN insecticides cost less to use than other ^ leading insecticides. V * ^ In fact one application of DURSBAN 4E, % oz. per 1,000 sq. ft., costs only about 45«. Yet with this small amount, you get six to eight 
weeks of unsurpassed residual control of dozens of turf pests. Compare this to two to four weeks with any of the other leading insecticides* And although DURSBAN insecticides are highly effective against insects, they are kind to turf, to people and to pets. You also use a lower dosage rate with DURSBAN than with other leading insecticides. That means you handle fewer drums to do the job. 1 ' So ask your supplier for the turf insecticide that saves you time, trips, storage space and money. Ask for DURSBAN 2E insecticide or double-strength DURSBAN 4E insecticide. Just be sure to read and follow all label directions arid precautions. Agricultural Products Department, if ^ Midland, Michigan 48640. ^^^Éfc X\M i Circle 125 on free information card DOW CHEMICAL U.S.A. * Trademark ol The Dow Chemical Company UPFRONT / w Z 5 >« DC H co D Q Z < u z £ < J Are you making money? By the time most of you in the lawn care industry are reading this, you should have a pretty good fix on how your lawn care season is going to go. That is, whether or not you are going to be making any money this year. Chemical lawn care business-men by now are through with their first application, and well into 
their second, depending of course on climate conditions. Mowing/ 
maintenance lawn care business-men also are well-along into their 
season, and when we spoke to a number of them over the last few 
weeks, business seems to be up in landscape maintenance. What re-cession? they are asking. As you can see from our lead news story 
on page 1, many mowing/ maintenance lawn care business-
men are quoting increases in busi-
ness up to a healthy 25 percent. 
Even though dollars are obviously 
tight, most commercial/industrial and apartment/condominium con-
cerns need to have their land-scapes looking first-class to effect a good impression on their clients WWN GIRE INDUSTRY ROBERT EARLEY, Editor/Publisher PAUL McCLOSKEY, Assistant Editor CANDY MANKOWSKI, Production Manager MARILYN MacDONALD, Production Supervisor DENISE JOHNSON, Graphic Design JOAN SMITH, Circulation Supervisor MARKETING/SALES New York Office: ROBERT EARLEY (212) 888-2892 757 Third Ave., New York, NY 10017 Midwest Office: KIMBERLY CORRY (312) 938-2312 111 E. Wacker Dr., Chicago, IL 60601 Southern Office: DICK GORE (404) 33-1817 3091 Maple Dr., Atlanta, GA 3030 Northwest Office: BOB MIEROW (206) 363-2864 1333 N.W. Norcross, Seattle, WA 98177 Classified: DAWN ANDERSON (218) 727-8511 1 E. First St., Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120 W. Second St. Duluth, MN 55802 218-727-8511 HARCOURT BRACE JOVANOVICH PUBLICATIONS HBJ ROBERT L. EDGELL, Chairman RICHARD MOELLER, President 
LARS FLADMARK, Executive Vice President ARLAND HIRMAN, Treasurer THOMAS GRENEY, Group Vice President EZRA PINCIJS, Group Vice President LAWRENCE WITCHEL, Group Vice President JOE BILDERBACH, Vice President 
JAMES GHERNA, Vice President GEORGE GLENN, Vice President HARRY RAMALEY, Vice President LAWN CARE INDUSTRY (USPS 397250) is published monthly by Harcourt Brace Jovanovich Publications. Corporate and Editorial offices: 757 Third Avenue, New York, New York 10017. Advertising offices: 757 Third Avenue, New York, New York 10017,111 East Wacker Drive, Chicago, Illinois 60601 and 3091 Maple Drive, Atlanta, Georgia 30305. Accounting, Advertising Production and Circulation offices: 1 East First Street. Duluth, Minnesota 55802. Subscription rates: $15 per year in the United States and Canada. All other countries: $40. Single copies: $2 in the United States and Canada; all other countries: $4.50. Second Class postage paid at Duluth, Minnesota 55806 and additional mailing offices. Copyright © 1981 by Harcourt Brace Jovanovich, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or any information storage and retrieval system, without permission in writing from the publisher. POSTMASTER: Send address changes to LAWN CARE INDUSTRY, P.O. Box 6017, Duluth, Minnesota 55806. and potential clients. So for many of the more substantial mowing/ maintenance businessmen, busi-ness is up, and we think that is just great. Also on page 1, there is some more good news. Two of the nation's largest retailers Š Sears and Montgomery Ward Š are gearing up for serious entry into the lawn care industry in various parts of the country. Sears had some false starts in Chicago a few years back, but they are working with some experienced business-men, and all indications point to a substantial effort this time. And that can only mean good things for the lawn care industry as a whole. Anybody who attended last year's Professional Lawn Care As-sociation of America Conference and Trade Show in Louisville heard Marty Erbaugh speak. He is the president of Lawnmark As-sociates, and leaves no doubt in anybody's mind what form of advertising he thinks is the most effective for the lawn care industry Š direct mail. Must reading for those of you in the chemical lawn care industry. Assistant editor Paul McCloskey takes a look at tree care in "Inside 
the Industry." If you are not al-ready providing it as a service to 
your custoners, perhaps you should be. Paul talked to lawn care businessmen across the country and reports: "Most of the lawn care businessmen I talked to think meshing a lawn care business with a tree business is very workable. One of the biggest advantages is that tree work is year-round, and it offers the possibility of being able to keep your good workers on the payroll the whole year. "The seasons are very compati-ble too. A lot of the tree work is done in early spring and late fall, with pruning in the winter. It 
doesn't always cut into the prime lawn season. It is a moneymaker too, and that, coupled with the fact 
that a lawn care businessman could afford to keep his younger workers with a future on the payroll year-round makes tree care very attractive." Speaking of young guys with a future, Paul certainly qualifies. Make no mistake about it, tall fescue is coming. In "Tools, Tips & Techniques," there is a report on how ChemLawn Corp. regional 
agronomist for the St. Louis and Kansas City areas Š Gary Custis Š is working to try to convert those cities to be tall fescue rather than 
bluegrass markets. The company feels the area is more suited for tall 
fescue, and with the necessary renovation work being done after last year's high heat and drought 
in those areas, is suggesting tall fescue. Look for a report on the many new tall fescue varieties available to the lawn care 
businessman in a coming issue. Also in the Kansas City area, John Cazzell, Four Seasons Lawn Care, has established a "hotline" 
that customers and (more impor-
tantly) potential customers can call in on to ask questions about a particular problem they may be 
having on their lawn. Cazzell says 
he doesn't push his lawn care programs too hard, but gets a lot of customers this way. It is in "Mar-keting Idea File." If increased mailing costs and the advent of the nine-digit zip code are giving you the direct mail blues, check out "Cost Cuttings." Here it is explained how Davey Lawnscape uses carrier route pre-sort to cut costs and increase 
efficiency. Davey's Kim Schaefer 
suggested the short piece. And on the disease manage-ment front, we have included a product report on Mobay's new fungicide Š Bayleton. You have been hearing about it at turf con-ferences for the last few years and now it is available. Further news on fungicides: Diamond Shamrock Corp. has ex-panded its Daconil production facilities, and there is a news story 
on it inside this issue. Also, word 
is that Ciba-Geigy Corp. has a new fungicide soon to be on the market 
that is a sister product to Mobay's Bayleton, possibly with some ad-ditional claims. And keep on the lookout for the announcement That Mobay is going to be mar-keting the new insecticide Oftanol for next season. Researchers claim it has excellent potential for the 
lawn care industry. Around the industry: Small business and farm-industry bor-rowers are sitting on the sidelines when it comes to cpmpeting for loans at or around 20 percent, reports the Wall Street Journal Š and lawn care businessmen are no exception. The prohibitive prime lending rate has forced many to 
simply postpone their borrowing. Is there an end in sight? Al-though forecasters rarely agree, there is an unusually wide variety 
of opinions today as well as many 
frank acknowledgements of "I don't know." George McKinney, chairman of the economic advis-
ory board for the Irving Trust Co. says: "Anybody who can go out and say what interest rates will be 
at the end of the year has rocks in his head." One of the things many agree on is that short-term rates probably will continue to tumble in the near 
future. The view has gained rein-forcement as most major banks are beginning to trim their prime rate gradually. And if there is any consolation in all this uncertainty for the lawn care businessman, it 
comes from a spokesman at New 
York's Mellon Bank who said: 
"When I look at the forecasts of my 
colleagues, I don't find anybody 
who has been right." Keep your hats on. Dates to remember: Professional Lawn Care Association of America Conference and Trade Show, Nov. 18-20 in Louisville; Ohio Turf-grass Conference and Show, Dec. 1-3, Columbus. Next month in LAWN CARE INDUSTRY we focus on irrigation equipment and soil amendments available to the lawn care 
businessman. U Uy Circle the Reader Service numbers of those items of interest to you. Inquiries serviced for 90 days from date of issue. For those countries outside the U.S., please apply appropriate postage before mailing. READER SERVICE INFORMATION CARD 6-81 1 For more information on products or services mentioned in this issue, circle the corresponding numbers below, fill in appropriate information and mail today. 101 108 115 122 129 136 143 150 157 164 171 178 185 192 199 206 213 220 227 234 102 109 116 123 130 137 144 151 158 165 172 179 186 193 200 207 214 221 228 235 103 110 117 124 131 138 145 152 159 166 173 180 187 194 201 208 215 222 229 236 104 111 118 125 132 139 146 153 160 167 174 181 188 195 202 209 216 223 230 237 105 112 119 126 133 140 147 154 161 168 175 182 189 196 203 210 217 224 231 238 106 113 120 127 134 141 148 155 162 169 176 183 190 197 204 211 218 225 232 239 107 114 121 128 135 142 149 156 163 170 177 184 191 198 205 212 219 226 233 240 PLEASE CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. CONTRACTOR OR SERVICES: ŁLawn care service business involved primarily with fertilization, weed, and insect control Please specify method of application: 10 ŁLiquid 11 DDry 12 OBotti 20 J Primarily mowing/maintenance service SO Ł Landscape contractor/lawn service company 40 Ł Nursery or garden center/lawn service company SO GPest control/lawn service company 60 ŁIrrigation contractor/lawn service company B GR0UN0S CARE/MAINTENANCE AT ONE OF THE FOLLOWING TYPES OF FACILITIES: 110 DPrivate or public estate NAME BUSINESS NAME. CITY 120 130 140 150 190 ŁSchool, college, university, hospital, or similar facility ŁCondominium housing development or industrial park ŁGovernment grounds, parks, around municipal buildings, facilities Ł Cemetery or memorial garden ŁOther (please specify) military C. SUPPLIER 210 ŁChemical dealer or distributor 220 ŁEquipment dealer or distributor 230 QSeed broker/dealer 240 DSod grower .TITLE . .ADDRESS. _STATE_ _ZIP_ _TELEPH0NE_L ) AREA CODE I WISH TO RECEIVE (CONTINUE RECEIVING) LAWN CARE INDUSTRY EACH MONTH Ł YES Ł NO SIGNATURE DATE NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY CARDl == FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT L4WN OIRE INDUSTRY POST OFFICE BOX 6200 DULUTH, MINNESOTA 55806 NEWSMAKERS Dr. James F. Wilkinson has been appointed general manager of Old Fox Lawn Care Inc., a new sub-sidiary of Old Fox Chemicals, Inc., by Bernard V. Buonanno, Jr., president. The new subsidiary, based in East Providence, Rhode Island, will provide regular fertilization and pest control treatment to 
homeowners at a cost little above the retail price of the chemical used. Before joining Old Fox, he was director of research for the Chem-
Lawn Corporation, Columbus, Ohio. Prior to that he was assistant professor of agronomy at Ohio State University. Clifford Mallinckrodt, Inc. has pro-moted Nicholas B. Clifford from senior business manager for spe-
cialty products in the specialty chemicals division to business manager. Clifford joined Mallinckrodt in 1965. He has held a variety of sales and marketing positions in the specialty chemicals division. He was graduated with a B.S. degree in chemical engineering from Yale University. Dr. Jack D. Early, president of the National Agricultural Chemicals 
Association, announced the ap-pointment of Paul B. Jacoby as 
manager of state and regional 
affairs. Mr. Jacoby, who holds a law degree from American University in Washington, D.C., will be chiefly responsible for coordinat-ing legislative and regulatory ac-tivities associated with state hazardous waste programs. Harold E. Thayer, chairman of the board of directors of Mal-linckrodt, Inc., announced that he will become chairman of the 
executive committee and that Raymond F. Bentele will become 
chief executive officer and con-
tinue as president. Mr. Thayer, who remains as chairman of the board, has been named chief executive officer since 1965. Mallinckrodt is a St. Louis-based manufacturer and marketer of specialty chemicals, health care products, food ingredients, flavors and fragrances with 1980 sales of $442 million. New officers and directors were elected at the 28th Annual Confer-ence and Show to the Florida Turfgrass Association. Serving as president will be James D. Carter, president of Bingham Seed Com-
pany, Inc., Jacksonville, FL; vice 
president is Dan Jones, superin-tendent at Banyan Golf Club, West 
Palm Beach, FL; serving his sec-ond term as secretary-treasurer is Paul L. Deets, marketing manager for Woodbury Chemical Compa-ny, Mount Dora. Harvey Phillips is the immediate past president. New board members include: Stephen E. Baeumel, director of golf course operations for the City 
of Pompano Beach; Max A. Brown, 
Ph.D., turfgrass consultant, Plan-tation; and Michael J. McLaughlin, sales manager of DeBra Turf and Industrial Equipment Company, 
Tampa. Re-elected were: E. E. "Mack" Baugh, superintendent of Long-boat Key Golf & Tennis Club and Gerald Millholen, agronomistI sales, Southern Turf Nurseries, Brandon. Returning board members are: Michael T. Ayer, Quandt, Ayer & 
Associates, Tampa; Jim Hamilton, Zuan Equipment, Inc., St. Petersburg; John P. Hayden, San Jose Country Club, Jacksonville; 
W. Timothy Hiers, Suntree Coun-try Club, Melbourne; Thomas M. Latta, Ph.D., Florida Aquatic Weed Control, Inc., Fort Lauder-dale; Leroy Phillips, Green Glove Corporation, Fort Pierce; Lloyd D. Purdy, Jr., A Duda & Sons, Oviedo; Michael Swanson, Pursley Turf Farms, Palmetto; and William G. 
Wagner, Tequesta Country Club, Tequesta. Herb Cole, a veteran salesman and sales manager for Lakeshore 
Equipment & Supply Co. has been 
named vice president of marketing for Lescoe Products. In his new capacity Cole will be in charge of golf course salesmen selling to over 5,000 courses. He 
will oversee sales, management coordination, training and mar-
keting duties including monthly specials and Lescoe truck dis-plays. The Associated Landscape Contractors elected and installed their new officers for 1981 at the association's annual meeting in New Orleans. Allen L. Keesen, 
Allen Keesen Landscape, Inc., becomes the association's 19th president, and Ray Gaustin III Gaustin Gardens, Inc., becomes president-elect. Also installed for 1981 are: Vice President David R. Pinkus, North 
Haven Gardens, and J. Landon Reeve, Chapel Valley Landscape Co., Treasurer Rodney L. Bailey, Evergreen Services Corporation, 
and Secretary Irvin Dickson, 
Chemlawn. Lawnmark, Peninsula, Ohio, is opening an office in Buffalo, New 
York. It will be managed by Pete Mahler. Other promotions include 
Harold Olmstead to production manager in Akron; and Steve 
Bruckner to senior service rep-resentative in Milwaukee. to page 8 > $ z n > z a c C/3 H PO C Z m Finally, An Aid For Teaching Turfgrass Superintendents, Contractors, Lawn Care Managers, New, On-the-Job Reference. The Turf Managers' Handbook is a compre-hensive, organized approach to turfgrass science and care. It has been designed and written by leading turf specialists from Purdue, Dr. William Daniel and Dr. Ray Freeborg, for on-the-job reference and as a text for students. The book contains 150 illustrations and 96 color photographs. Data includes 240 
tables and forms. Included are specifications for rootzones, employment, calculations for chemical applications, and extensive metric-imperial conversion. Business and technical aspects of turfgrass management are covered in this 424-page book. Planning, purchasing, hiring, construction, and plant selection are put together for easy on-the-job reference. Markets covered include lawn care, sod production, golf course nanagement, cemeteries, athletic fields, *nd low maintenance areas. If it concerns turf, it's in the Turf Managers' Handbook. mana HanDlBOOK Ordering Information Signature Please send . .copies of the hardback ($18.95* ea.) .copies of the paperback ($14.95* ea.) * Please add $2.50 per order, and if ordering multiple copies, also add 25c per additional copy for postage and handling costs. Name (Print). Address City .State. -Zip-A check or money order for. is enclosed. I understand that delivery may take six to eight weeks. Quantity and bookstore rates available upon request. Send to: Book Sales Harcourt Brace Jovanovich Publications One East First Street Duluth, MN 55802 HBJ: TOOLS,TIPS,TECHNIQUES 8 PEOPLE fro m page 7 W 2 5 > oc H C/3 D Q 2 < a 2 3 Spring-Green Lawn Care Corpo-ration recently announced the promotion of two employes and the addition of three new members to the management staff. James C. Gurke will work di-rectly for President William R. Fischer in the area of franchise marketing. Mr. Gurke, a graduate of the University of Illinois, joined Spring-Green in March 1980 as a manager-in-training. Terry L. Bradford recently joined Spring-Green as a corporate field representative working di-rectly for Vice President Richard G. Gretz. In this position, Mr. Bradford will be involved with training and professional de-velopment of franchisees. Mr. Bradford has extensive lawn care management experience with Greenlawn of Cincinnati. George M. Steffens has been named manager of Spring-Green's 
company owned franchise which 
serves Chicago's western suburbs. Mr. Steffens joined Spring-Green 
in September of 1980 as a manager-in-training. He previ-ously had gained extensive man-
agement experience with Sun-beam Appliance Company. As-sisting Mr. Steffens will be Barry F. 
Matthews and Paul R. Cramer. As assistant managers they will be vitally involved with both cus-tomer service and the operational aspects of the business. Spring-Green is a lawn and tree care company with franchises throughout Illinois, Indiana, and Wisconsin. It originated and is headquartered in the Chicago area. MEETING DATES University of Massachusetts Turfgrass Field Day, South Deerfield, June 24. Con-tact: Dr. Joseph Troll, Stockbridge Hall, University of Massachusetts, Amherst, MA 01003, 413-545-2353. American Seed Trade Association Annual Meeting, Atlanta, June 28-July 2. Contact: ASTA, Executive Building, Suite 964,1030 15th St., N.W., Washington, DC 20005. American Sod Producers Association Summer Conference and Field Days, Her-shey, Pa., July 15-17. Contact: Bob Garey, ASPA, Association Building, Ninth & Min-nesota, Hastings, NE 68901, 402-463-5691. 1981 Penn Allied Nursery Trade Show, Hershey Lodge and Convention Center, Hershey, PA, July 28, 29, 30. Contact Pat Norman, Penn Allied Nursery Trade Show, 234 State Street, Harrisburg, PA 17101, 717-238-1673. University of Nebraska Turf Field Day and Equipment Show, Mead, August 4. Contact: Dr. Robert Shearman, University of Neb-raska, 377 Plant Science Building, Lincoln, NE 68503, 402-472-1143. Central Plains Turf Foundation/Kansas State University Turf Field Day, Manhat-tan, August 12. Contact: Dr. Robert Carrow, Kansas State University, Dept. of Horticul-ture, Waters Hall, Manhattan, KS 66506, 913-532-6170. University of Rhode Island Turfgrass Field Day, Kingston, August 26. Contact: Dr. C. Richard Skogley, Agronomy Dept., Univer-
sity of Rhode Island, Kingston, RI 02881. 1981 Garden Industry of America Confer-ence and Trade Show, Sept. 10-11-12, Pittsburgh Convention Center, Pittsburgh, 
PA. Virginia Tech Turfgrass Field Days, BlacKsburg, Sept. 15-17. Contact: Dr. Jonn 
R. Hall, 421 Smyth Hall, Virginia Tech, 
Blacksburg, VA 24061, 703-961-5797. National Lawn and Garden Distributors Association Annual Conference, Opryland Hotel, Nashville, Tenn., Sept. 15-18. Con-tact: Nancy S. Irving, NLGDA, 1900 Arch St., Philadelphia, PA 19103, 215-564-3484. Pacific Horticultural Trade Show, spon-sored by the California Association of Nurserymen, September 23-25, Long Beach Convention Center, Long Beach, CA; Con-tact: Richard Staples, manager, Pacific Horticultural Trade Show, 1419 21st Street, Sacramento, CA 94814, (916) 443-7373. Central Plains Turf Foundation/Kansas State University Turf Conference, Manhat-tan, Oct. 6-8. Contact: Dr. Robert Carrow, Kansas State University, Dept. of Horticul-ture, Waters Hall, Manhattan, KS 66506, 913-532-6170. 1981 Chemlawn Turf Symposium, Oct. 14-15; Contact: Dr. B. G. Joyner, Plant Diagnostic Lab, Chemlawn Corporation, 6969 Worthington-Galena Road, Suite L, Worthington, Ohio 43085. Can tall fescues beat the drought? Bluegrass is just not the turf for Kansas City. The problem has been getting steadily worse for some time, but last year's heat and drought (the area set seven weather records) drove the point home: as beautiful as bluegrass is, it's just not tolerant enough for that kind of stress. And now, the people at ChemLawn Corp., Columbus, Ohio are doing something about it. Last fall, Gary Custis, regional agronomist for ChemLawn, together with the operations, advertising, marketing, and specialists staff, met in Kansas City to lay the groundwork for converting Kansas City into a tall fescue market. Their work 
will be of interest to all lawn care businessmen working in similarly afflicted areas. Custis seeded approximately 60,000 square feet of home lawns with Falcon, one of the new fine leafed tall fescues. Seaboard Seed Company, Bristol, 111. provided the seed and Monsanto provided Roundup to clean the seed beds prior to renovation. The lawns ranged from full sun to shade and one lawn was seeded with bluegrass to check the compatibility of the two grasses. So far he plans to use Falcon, Rebel, Houndog, and hopes to obtain Olympic in order to give him a reliable 
comparison on how each turf will respond to the climate. And, to help boost customer awareness in the Kansas City market, ChemLawn called each account and inquired if they would be seeding their lawns in the spring. If they were going 
to seed, they were placed on a special Tupersan program. The program consists of a seeding rate of a complete fertilizer and Tupersan as the pre-emergent. They used Dacthal on the non-seeding customers. Four weeks after receiving the seeding application, those customers received a full rate of Dacthal and the regular customers a back-up rate. Since they want to encourage their customers to switch to tall fescues, ChemLawn is offering to spray Roundup at cost on 
anybody's lawn who is reseeding. Also, each branch has purchased six verticutters and are offering them to their customers at a minimal maintenance charge. Those of you in drought-stricken parts of the country will be interested in taking note of ChemLawn's renovation and conversion program. We will keep you posted of their results. Florida Turf-Grass Association Confer-ence and Show, Orlando, Oct. 18-21. Contact: Nona Murphy, Florida Turf-Grass Association, 1520 Edgewater Dr., Suite E, Orlando, FL 32804, 305-425-1581. The 69th Annual Grounds Management Conference and Trade Show, Portland Marriott Hotel, Portland, Oregon, November 1-5, 1981. Contact: Allan Shul-der, Executive Director, Professional Grounds Management Society, 7 Church Lane, Pikesville, Maryland 21208: (301) 653-2742. To improve your lawn care business, justadd water. You've got a grow-ing business, we've got a growing business. Why not combine them? Installing under-ground automatic sprinkler systems is easy and profitable. And with quality controllers, heads and valves from Rain Bird, rainmakers to the world since 1933, your customer is assured the best system available. His lawn stays healthier and so do you. For more information on this money-making opportunity, contact your nearest Rain Bird distributor. Or write to us at the address below. We'll show you how easy it is to make more green while you make more green. Rain^BIRD Bringing new ideas to life. 7045 N. Grand Avenue, Glendora, CA 91740 « Rain Bird is a registered trademark of Rain Bird Sprinkler Mfg Corp Glendora California c 1978 Rain Bird Sprinkler Mfg Corp National Institute on Park and Grounds Management, Kansas City, Mo., Nov. 1-6. Contact: National Institute, Box 1936, Ap-pleton, WI 54913, 414-733-2301. Missouri Lawn & Turf Conference, Ramada Inn, Columbia, MO, November 2-4. Con-tact: Dr. John H. Dunn, Dept. of Horticul-ture, University of Missouri, 1-40 Agricul-
ture Building, Columbia, Mo. 65211, 314-882-7838. New York Turfgrass Conference and Trade Show, Empire State Plaza, Albany, N.Y., 
Nov. 16-19. Contact: Ann Reilly, 210 Cartwright Blvd., Massapequa Park, NY 11762, 516-541-6902. Professional Lawn Care Association of America Conference and Trade Show, Commonwealth Convention Center, Louis-
ville, Ky., Nov. 18-20. Contact: Jane Stecker, PLCAA, Suite 1717, 435 N. Michigan Ave., Chicago, IL 60611, 312-644-0828. Ohio Turfgrass Conference and Show, Columbus Hyatt House, Dec. 1-3. Contact: Dr. John Street, 1827 Neil Ave., Columbus, OH 43210, 614-422-2592. Texas Turfgrass Conference, College Sta-tion, Texas, Dec. 7-9. Contact: Dr. Richard L. Duble, 349 Soil & Crop Science Center, Texas A & M University, College Station, 
TX 77843, 713-845-4826. Nebraska lurteri enee & Trade Show, Holiday Inn Conven-tion Center, Omaha, January 12-14, 1982. Contact: Paul Bergman, 2428 W. 11th, Hastings, Nebraska 68901; (402) 463-5055. Send Meeting Dates to: Editor/LCI 757 Third Ave. New York, NY 10017 iwvocfc« I fl /r&H «»IIÜfOMlM * CONWt ^ ŁMW^r «*«» Mr ^ f mulino tOMOCU 5«L CW-vilwTï1 tfPMMftllD 10« 10C41 SOK CONWtlOv MUfllD 10« VWM. SOtt COWTK* MUlMlO 10« lOCAl SOU COWMt^ 1 r ;<*MW«TfO row toc^ JOJ C0N0(r^ scosan 4r tS-jt <*»} Si i ft Jj mk * MJi I ^SttrS,^ M ;Awm*n> tw loe» sot ¿womoT^ . "HfSni: m —— "«"""O Ł«mumid tool tor loom soa COHOUWW /«RMWA,( ll0,QR 10CHSWI ^ ^ROFÉSSÍOÑAT fOfciocAi SOU Cf Fertilizer KiCovAN | It . ItdX« TSSwa'IO LESC PROFESSIONAL Jkj^ Fertilizer use «ISAS 1 (G . Ir.'^rt, (UK LOC* SOIL PROFEÜoSSÍ ! hxWWl listos»«) M» I* ^ COSO» te m co» Ł-V SOtt a 'wmw T son i ¡ORMI m » ' Lescosan* (Betasan-registered trademark of Stauffer Chemical Co.) using his Minimizer Program, customers are offered an optional service consisting of well-timed fungicide applications to keep diseases in check. Field experi-ence confirms the program's suc-
cess. Here's how the program works: established customers are advised 
of the optional service and the 
benefits of minimizing leaf spot. 
Generally, two applications of Du 
Pont Tersan LSR fungicide are made. One application is made with the regular service visit during late April through May. The other application is made when leaf spot appears. A similar program can be offered for dollar spot, either alone or in conjunction with a leaf spot program. Another company that utilizes the Tersan program for leaf spot is the Perf-A-Lawn Corporation in New Carlisle, Ohio. Ron Wilson, vice president of franchising for the company, acknowledges the To his clients not engaged in disease control, Kelly recom-
mends a thorough examination of suspected diseased areas. More 
often than not, the extent of the problem is grossly under-
estimated. "Studying a company's strategy for handling diseases," says Kelly, "can offer some big surprises. In 
most cases, out-of-pocket costs for fungicides are merely the "tip of 
the iceberg' compared to hidden 
costs of service calls, lost custom-ers, and a tarnished reputation." Much of this could have been avoided with a preventive ap-proach to disease management. Disease management. Disease management is a phrase suggest-ing that lawn disorders can defi-nitely be minimized, though never eliminated. "Realistically, you can't expect to eliminate all prob-lems, but it's sure nice to hold them down," says Kelly. Lawn care professionals are dis-covering that many defensive 
techniques can be used against diseases. For example, fertilizer 
programs are now being designed to give otpimum results without antagonizing diseases. The use of improved grass varieties also aids in controlling disease. Unfortunately, many well-meaning lawn service companies have been midled into believing that improved fertilization, better grasses, and more mowing and watering are the only steps needed to eliminate diseases. Con-sequently, they have not benefited from the use of fungicides in their programs. Fungicides are a valu-able tool in the lawn care business, offering big opportunity for both improved lawns and a better 'bot-tom line'. Before embarking on a program to handle lawn diseases, Kelly urges careful planning. Deciding 
when to treat, what to treat, and 
how to charge are only a few 
considerations. A good place to begin is by categorizing the known diseases in a given service area. To help set priorities, list the major problems and the minor ones. (800) 321 -5325ŠNationwide (800) 362-7413ŠIn Ohio LESC^ PRODUCTS Division of Lakeshore Equipment & Supply Co. 300 South Abbe Road, Elyria, Ohio 44035 (216)323-7544 TURF CARE Proper disease management helps boost customer growth A Family off Fine Products Lescosan 12.5GŠLescoreneŠLeseo 4ŠLescoborŠ LescoparŠLescopex Š Leseo Non-Selective 
HerbicideŠLeseo AASMAŠLeseo Thiram 75WŠLescozyme ŠLakeshore Chinch Bug & Sod Webworm Control. When the lawn care profession began, most customers were well satisfied Š if not ecstatic Š with the results of fertilizer and chemi-cal weed control. But today most lawn care professionals agree things are quite different. In the Northeast, particularly southeastern Pennsylvania and New Jersey, lawn care profession-als face some pretty tough disease problems. The major culprits are leaf spot and dollar spot Š dis-
eases problems that have gone virtually unnoticed until recently. While customer demand for green and healthy lawns is on the rise, turf care specialists are fight-ing harder than ever to keep customers satisfied. "We've got the easy problems solved, but other diseases are now in the forefront," says Jim Kelly, a Lansdale, Pennsylvania lawn care 
consultant. Leaf spot. Case in point: in virtually all Northeast lawn care markets, leaf spot is the number 
one disease, followed closely by dollar spot. Together they repre-sent the major disease problems 
and highest priorities. Surpris-ingly, many companies let minor 
diseases such as Fusarium blight 
or Pythium fool them. Too much time is spent worrying about problems which affect relatively few lawns. Kelly encourages lawn care or landscape clients with leaf spot and dollar spot problems to im-plement a specific program to thwart .these major diseases. By 4M MO*"' * I «IM f «< Ł"< «*ft£¿LLL"( 10 TURF CARE from page 9 most important part of the pro-5 gram has been the field training ~ and support that has been pro-z vided. Mr. Wilson also believes £ that this program will further enhance his franchise sales by offering a more well-rounded 
franchise package. By September, 1980, the pro-gram had contributed an extra fe $50,000 in sales for Perf-A-Lawn. With an overall chemical cost of 27 percent, they recognized the profit 
potential as well as the increased side benefits of a quality fungicide 2 program. 
< This program consists of using two applications two weeks apart 
at the rate of four ounces per one 
thousand square feet. Mid-April to late May is the optimum season for this preventive program. Don't oversell, says Kelly. While the program will minimize leaf spot, it will never eliminate it. A few lawns may require retreat-ment, but that's part of the lawn care business and making the job right. Keep in mind, too, that the program won't control a minor 
disease such as Fusarium blight, so avoid calling it a fungus or 
disease control program. It's better to avoid confusion by calling it 
what it is Š leaf spot minimizer. Last, but not least, Kelly reminds his clients to be positive and maintain an optimistic outlook for a minimizer program. Properly 
executed, it's not uncommon to have 20 percent of the customers agree to this additional service. Repeat business can also improve 
profits nicely over the years. "Look at it this way," says Kelly. "Disease handling service pro-vides a competitive edge for re-
taining customers and adding new ones. Best of all, it's a service that 
can be highly profitable since fungicide applications can be 
combined with regularly 
scheduled calls. The ingredients of a successful minimizer program are planning, 
customer education, an effective 
fungicide for the problem disease, and a proper attitude. ŁŁŁŁŁŁŁŁŁŁ GOVERNMENT P.C. research needed to offset farm drain Adjustments in federal pest con-trol research policies are manda-tory to help restrict U.S. agricul-
tural production losses currently estimated at $35 billion a year, a leading spokesman for the ag-
ricultural chemicals industry said. "The need for pest control re-search and extension in agricul-
ture is of paramount importance 
since pests continue to cause farm production losses equal to 30 percent of the total sales value," Dr. Jack D. Early, president of the National Agricultural Chemicals Assoc., said in testimony before No mixing, no burning, 1 no hassle. Introducing FOLIAN... the easy-to-use liquid fertilizer that's safe and effective on any kind of turf. FOLIAN is a complete fertilizer. Its special formulation of N-P-K, sulfur and iron gets nutrients directly into grass tissue. And FOLIAN will not cause tip burn when used as directed. Convenient to use FOLIAN is the only fertilizer you'll ever need. It saves you time because there's no mixing or agitation required before using FOLIAN. And FOLIAN can be applied in more concentrated form than most other liquids. As a result, you can service more lawns per truckload with fewer wasted man-hours. A clear solution of the highest quality, FOLIAN won't settle out in your tanks. It's compatible with most pesticides, too. Greens lawns fast Because of its patented formulation and foliar activity, FOLIAN greens up turf quicklyŠfaster than dry fertilizers or suspensions. And at the recommended rates, FOLIAN supplies enough residual fertilizer in the soil to keep grass green and healthy for many weeks. Good for your business Your customers will love the results FOLIAN gives. And you'll appreciate FOLLAN's convenience. Best of all, FOLIAN makes your lawn care service more valuable. It means repeat business from satisfied customers and greater confidence in you. Give FOLIAN a try and discover how it can mean more green for both of you. To find out more about how to get started using FOLIAN, call toll-free 800-228-2178 Omaha, Neb., 800-446-1841/800-446-1845 Hopewell, Va. or write Allied Chemical, A||. . P.O. Box 1000R ^'llieCl. Morristown, Chemical N.J. 07960. An ^fUED Company FOLIAN complete liquid fertilizer. the House Committee on Agricul-
ture's Department Operations, Re-
search, and Foreign Agriculture Subcommittee. "Pests that are inadequately controlled," he added, "can di-minish the potential value of 
otherwise significant advance-ments in production technology in crops, livestock, forests and aqua-tic resources." Dr. Early told the panel that current government regulations 
constrain agricultural research scientists by diverting them away from their essential activities to provide defensive information for products whose value has already been demonstrated. "There is an obvious need for readjustment and realignment of 
research efforts nationally," he said, "and such readjustment must include reemphasizing the effec-tive and efficient control of ag-ricultural pesticides as a principal ingredient in pest management programs." He cautioned the panel that such pest control strategies as Inte-
grated Pest Management (IPM) 
should not be studied as separate entities but in the context of pest control needs in a total crop production system. The NACA executive said that the industry supports increased research for application technol-
ogy, basic research in biochemical processes of pests that could be exploited for control pruposes, 
cooperative research assistance 
from state experiment stations and extension services for determining potential pest control value of new 
materials, and crop loss research for allocation planning of re-sources in developing pest control strategies. NACA is a non-profit, Washington-based trade associa-tion whose 115 members make or formulate virtually all the crop protection chemicals used in the United States and a large percent-
age used abroad. This memorial to the push-type reel mower stands as a reminder of lawn care's stake in the American scene. The mower-mailbox is owned by John A. Bohn, who lives on the highway between Bellevilee and Millstadt, Il-
linois. LEHR ON LABOR LAW Is employe discrimination hurting your business? Here are some facts you must know There were important develop-ments last month in the wage and hour and employment discrimi-nation areas. In particular, the Minimum Wage Study Commis-sion has recommended eliminat-ing the minimum wage and over-time exemptions for employes of small retailing service establish-ments, which include many lawn 
care employers. In the employment discrimina-tion area, juries throughout the United States are awarding con-siderable damages to individuals between the ages of 40 and 70 who were terminated, allegedly be-
cause of their age. Wage and Hour. The Minimum Wage Study Commission was created by amendments to the Fair 
Labor Standards Act in 1977 to issue a report on a number of 
subjects relating to minimum wage, including a youth sub-
minimum wage, and minimum wage and overtime exemptions 
Though its final report is not expected for a few months, the Commission has recommended removing the wage and hour exemptions from minimum wage and overtime requirements for re-tail or service establishments who have a gross volume of annual sales of $325,000 or less (to be raised to $362,500 in January, 1982.). If this recommendation is enacted, at least one million 
employers will be affected nega-
tively by it. Approximately 28 percent of those employers who use the tax exemption would face wage in-creases of 10 percent or more if the exemption is eliminated. Clearly, the elimination of this exemption would negatively affect many lawn care employers, unless those 
lawn care employers are not claiming the exemption at this time. We will continue to monitor developments concerning this 
exemption. Regardless of whether 
the Commission recommends elimination of the exemption, it is unlikely that a Republican Senate would follow that recommenda-tion in the foreseeable future. Age discrimination awards. The Age Discrimination in Employment Act forbids dis-crimination on the basis of age against individuals between ages 40 and 70. Unlike other equal employment statutes, the ADEA provides that the individual claiming discriminatory treatment has a right to jury trial. This is a significant disadvan-tage to the employer. A jury of 12 men and women, many of whom may be between ages 40 and 70, 
would naturally empathize with an individual between ages 40 and By Richard I. Lehr 70 who claims he was treated improperly because of his age. For example, the former manager of the sales division of the Whirlpool Corporation was awarded $52,000 by a jury on his claim that he was demoted in responsibilities and salary because of his age, even though the employer demon-strated that problems existed with his job performance. In other cases, where juries have awarded whopping verdicts con-
trary to the evidence presented at 
trial, the judge has intervened at the end of the trial by reducing the verdict substantially. In either situation, the point should be 
clear: age discrimination cases are 
increasing and the lawn care 
employer needs to prevent age 
issues from arising. As I have discussed at other times in this column, a lawn care employer's best defense to a dis-
crimination allegation is pre-venting discrimination claims from arising in the first place by documenting decisions and coun-seling with employes. Lawn care 
employers who regularly docu-ment enployment decisions and 
decide employment questions on the basis of objective factors, such 
as merit and seniority, will have 
the important foundation of the paper fortress of documentation to resist discrimination attacks. On the other hand, the lawn care employer who is sloppy or careless about documenting his employ-ment decisions or who does not 
explain his decisions to employes 
will have a far more difficult time defining the nondiscriminatory nature of those decisions if called 
upon to do so. Texas versus Burdine. In the recent case of Texas Department of Community Affairs v. Burdine, the United States Supreme Court dis-to page 12 HERE ARE 12 REASONS ^ WHY LESCOSAN* ^m 3.6G + FERTILIZER M WP* WORKS FOR YOU. Lescosan 3.6G + Fertilizer Controls Crabgrass More Effectively Š than any other pre-emergence herbicide -because it has more granules per square foot than any other herbicide-fertilizer combination. Š and costs less than most other pre-emergence products. Lescosan 3.6G + Fertilizer Controls Crabgrass and Feeds Longer -than any other pre-emergence herbicide. - because this 18-5-9 fertilizer product contains slow-release nitrogen, LESCO Sulfur-Coated Urea of course, for sustained feeding. Lescosan 3.6G + Fertilizer Can Be Applied With Confidence Š because it is virtually dust-free. Š because it has uniform granules size for even application, -because Lescosan is labeled for all turf-type grasses including bents, Lescosan 3.6G + Fertilizer Is The Newest of Four Convenient Forms of Lescosan. Š Lescosan + Fertilizer provides crabgrass control and sustained fertilization. Š Lescosan 4E is competitively priced, an emulsifiable concentrate not * Lescosan a wettable powder for ease in mixing and application. (Betasan-registered TM - Lescon 7G has a 12/24 mesh size. Stauffer Chemical Co.) -Lescosan 12.5G has a 20/40 mesh size. Call Barb and ask her to The patented ChemLawn Gun. The best gun in the business have a salesman contact you to take your order. (800) 321-5325 Nationwide (800) 362-7413 In Ohio LESC# PRODUCTS Division of Lokeshore Equipment & Supply Co. 300 South Abbe Rood, Elyrio, Ohio 44035 (216)323-7544 Write 108 on reader service card LEHR from page 11 cussed technical matters regarding the burden of proving the exis-tence of discrimination in a claim based on Title VII in the 1964 Civil Rights Act. The technical aspects do not affect lawn care employers on a daily basis. However, it is important to note that the court unanimously agreed that if two applicants are equal, and one of those applicants is a minority or female, the employer is not re-quired to hire the minority or 
female applicant. It is the employer's discretion to decide which of the equally qual-
ified candidates he chooses to hire, 
so long as his decision is not based 
on race or sex. "The fact that a 
court may think that the employer misjudged the qualifications of the applicants does not in itself expose him to Title VII liability," stated 
the Supreme Court. Unionization. The 650,000 BanvelH-2,4-D = Turf (minus 29 off the toughest kinds off weeds) All it takes is one application, and your weed control job is done for the season. And so are 29 of the hardest-to-kill varie-ties of broadleafs. BANVEL plus 2, 4-D is a versatile com-bination you use anytime from early spring to late fall. It kills by penetrating both leaves and roots, so weeds can't come back. Mixes quickly, stores well. Use it accord-ing to directions, and your weed worries are over for the year. Ask your Velsicol distributor about BANVEL 4S, too. Or write Velsicol Chemical Corporation, 341 E. Ohio Street, Chicago, IL 60611. va*-.*" V Before using any pesticide, read the label. ^Banvef+2,4-0 OVelsicol G Velsicol Chemical Corp., 1981 member Service Employes Inter-national Union and Working Women, an organization of women office workers, have an-
nounced a joint effort to begin organizing the country's 20 mil-lion secretarial and clerical work-
ers, most of whom are female. These efforts know no bound-aries; though they will focus pri-marily on banks and insurance companies, any office environ-ment is vulnerable to a unioniza-tion effort. This is indicative of a 
trend toward a "raises not roses" attitude among female clerical workers. Traditionally employed at lower paid and only entry level positions, many women are seek-
ing employment opportunities equal to those of men. As 90 percent of all union activities involve employers with 50 or less employes, the lawn care employer who has an office staff of 
at least five employes should be 
aware of this trend, and follow those procedures to prevent a unionization effort from occuring in his office. Steward's Assistant. The United States Supreme Court ruled in 1975 that an employe has the right to have his union steward present at an investigatory review where 
there was a possibility of employe discipline, such as suspension or demotion. A recent case held that an employe has the right to request 
the presence of his union steward 
at an investigatory interview even if management and the employe are certain that no disciplinary action will be taken at the end of 
the interview. In this case, the supervisor ap-proached an assembly line worker and requested a meeting to discuss the worker's difficulty with as-sembly line duties and his slow 
work. The employe requested that 
a union steward be present at the meeting. The supervisor ex-plained that the steward's pres-ence was unnecessary, as the meeting was intended to improve the employe's work performance, and not to discipline him. The National Labor Relations Board and the Fifth Circuit Court of Appeals held that a meeting whereby the supervisor simply wishes to show a worker how to improve his work performance has the potential for leading to discip-line because of unsatisfactory work performance and, therefore, the employe has the right to request the presence of his union steward at such a meeting. The court stated that "an interview may well be investigatory and may well reasonably include the risk of discipline even though the employer is not seriously con-
templating discipline at the time 
the interview is conducted. Furthermore, an interview in which work related questions are asked of an employe, but which 
the employer does not intend to result in discipline, may never-theless result in discipline if the employe surprises the employer with an answer which the employer finds unsatisfactory or 
threatening. Union Interference. This deci-sion further exemplifies how a union, if selected by a lawn care employer's employes, can intrude 
and interfere with the lawn care employer's and his supervisor's business decisions. Imagine a Stanley Sablak of the Farms Country Club of Wallingford, Conn., is richer one American double eagle gold coin worth over $1,000. He won first prize in a special gold rush drawing conducted by the Rain Bird Sprinkler Manu/. Co. Congratulating him is Rex Dixon, Rain Bird turf marketing manager. situation where a supervisor 
wished to meet with a production 
employe, to discuss the employe's 
slow production or improper spraying techniques. Imagine 
further that the production employe refused to meet with his 
supervisor, unless his union ste-ward is present. Thus, a meeting between the supervisor and 
employe designed to improve the employe's job performance, is transformed into a three way ses-sion with employe's union rep-
resentative. Remaining union free is not only the better economic course for a lawn care employer to pursue, but it also eliminates the threat of individuals with little knowledge or interest in the lawn care indus-
try interfering with a lawn care employer's and his supervisor's efforts to manage a lawn care business. Lawn care employers are "campaigning" daily to remain union free; those efforts may make the difference by isolating intru-sive unions fron lawn care employers. The lawn care 
employer who seeks to remain 
union-free should follow these key principles: Ł Job security Š A lawn care employer should convey to his 
employes that they will have a job tomorrow so long as they continue 
to do a good job today. Ł Favoritism Š The lawn care employer's "favorite" employes 
should attain that status on the basis of merit or seniority and not friendship, family relationship, or other factors unrelated to job per-
formance. Ł Supervisors Š Are they at-tentive to employe needs, do employes trust their supervisors, 
and do the supervisors treat 
employes with respect? Ł Two-way conmunications Š Does the lawn care employer in-
form his employes of new de-
velopments that may affect an employe's job security, or does the 
employe have to rely on fellow employes and rumors for answers? Ł Complaint system Š How can an employe gripe or complain? Is there a periodic gripe session, or must employes only complain to each other? Ł Pride and rewards Š How does the lawn care employer dem-onstrate his satisfaction with employe attitudes and job per-
formance? Does the lawn care 
employer help promote pride 
among employes, such as by dis-tributing hats, jackets or shirts with the company name and or logo? Ł Wage and benefits Š This is listed last because it is not a 
primary reason why employes seek or join unions. Is the lawn care employer's wage and benefits program competitive with other chemical spray companies? Richard Lehr is a lawyer in the Birmingham law offices of Sirote, Permutt, Friend, Friedman, Held 8r Apolinsky, and a frequent contributor to LAWN CARE INDUSTRY. MERGERS Jacklin acquires Gold Coast Seed Co. Jacklin Seed Company, Division of 
Vaughan-Jacklin Corporation, has 
announced the purchase of the Nezperce, Idaho, operating 
facilities of Gold Coast Seed Com-pany. Officials at Post Fall, Idaho-based Jacklin Seed said it would be operated as a department of that division. The acquisition com-
plements Jacklin's seed and fer-tilizer operations, at the Post Falls and Salem, Oregon plants. Jim Henderson, currently the general manager of the Nezperce facility will continue in the same capacity for Jacklin. The Vaughan-Jacklin Corpora-tion is a nationwide wholesale distributor, manufacturer and grower of professionally used 
horticultural products and home/ 
garden supply items. Its varied product lines are offered through 
seven operating divisions. The 
Jacklin division grows, processes 
and markets proprietary and pa-
tented varieties of Kentucky blue-grass, environmental recalamation and other grass seed. The Gold Coast facility is lo-cated approximately 50 miles southeast of Lewiston, Idaho, in the city of Nezperce. It consists of several recovery buildings, elevators, a chemical warehouse and an office building. Mobay introduces fungicide A new fungicide for the control of a variety of turf diseases has been introduced by the Agricultural Chemicals Division of Mobay Chemical Corp. At turf conferences across the country for the last few years, lawn care businessmen have been hearing many favorable test reports about this new fungicide. Now it is finally labeled and available. Bayleton 25% Wettable Powder is a new systemic fungicide which has the capability to control, as well as prevent, several diseases affecting turf, including brown patch, copper spot, dollar spot, powdery mildew, red thread, rusts, striped smut, Fusarium blight and gray and pink snow mold. Many in the lawn care industry are particularly interested in using the fungicide as a new tool against Fusarium blight. The company recommends that outbreaks of Fusarium blight can be prevented by applying four to eight ounces of Bayleton per 1,000 
square feet. The first application should be made in 
early summer, with subsequent applications at 25- to 
30-day intervals, depending on disease pressure. Applied at a rate of one ounce per 1,000 square feet as a preventative measure, or at two ounces per 1,000 square feet as a curative treatment, Bayleton will 
control brown patch, copper spot, dollar spot, powdery mildew, red thread and rusts. The specified dosage should be mixed in two to four gallons of spray per 1,000 square feet, and applied at the preventative rate of seven- to 21-day intervals as needed. Bayleton is absorbed rapidly and works systemati-cally from within the plant, without causing un-
sightly residues on foliage. It is also compatible with most registered turf insecticides and fungicides. Mobay Chenical Corp. is a highly diversified manufacturer of basic chemicals for the turf and agriculture industries. The Agricultural Chemicals Division manufactures a variety of pest control 
chemicals for the turf industry, including Baygon, Dasanit and Dylox insecticides, Dyrene and Lesan fungicides and Nemacur nematicide. Other new turf protection chemicals are presently undergoing research and are expected to be registered for commercial usage soon. Further detailed information is available on Bayleton. Please write in the number below on the reader service card to obtain this information. Write 701 on reader service card MARKETING IDEA FILE Customer hotline keeps the door open "Hello . . . Hotline? . . . I've got so many grubs in my lawn they're starting to hold elections . . . What should I do?" Not an unusual question considering the problems lawn owners are having in some parts of the country. But there are others. Questions about establishment, cutting heights, dis-
ease, wash-outs, burn-outs, all occur to homeowners who in most cases don't have recourse to an answer man. And now, at 
least in the Kansas City area, they do. John Cazzell started his hotline in 1979 in order to establish a Four Season's John Cazzell - his hot line keeps the phones ringing in the Kansas City market. personal link to his market area. The summer of '79 was beautiful. The weather was great Š lawns were green and lush Š and grubs had a field day. In the spring of 1980 his telephones were jangling with questions about turf care. "We had to put in a rotating second line to handle the volume," said Cazzell, who is president of Four Seasons Lawn Care. "If you've got a market of 750,000 potential custoners, and just one percent of them decides to call, the response can be overwhelming." Four Seasons is a full service lawn care company with a nursery, a landscaping division, and about 4,000 accounts. When a call comes in on the hotline, it is routed through the receptionist to either Cazzell, his partner, or one of the two horticulturists on his nursery staff. "The people get a human being on the other end they can discuss their problems with," said Cazzell. "We try to pinpoint the problem and analyze it 
without putting sales pressure on the caller." The hotline, nevertheless, generates a good number of business leads and new customers. Cazzell explained that one caller couldn't keep turf established on the side of their house. By asking the right questions, he found out they had a 
downspout placed to drain right through the plot. "We made 500 dollars by designing a new drainage system," he said. "Just 
like that." The hotline number is advertised through Four Seasons' regular newspaper ads, radio spots, and door hangers. That way, it's all tied together and the customer gets the message whenever they see or hear the ads. It may be a good idea for 
those of you in areas touched by drought or severe disease problems. As an information service first, it opens up lines of communication and can also lead to valuable new accounts. If you're in the business of beating lawn diseases. Daconil 2787 fungicide could be worth a small fortune. Homeowners depend on you for the very best lawn care advice, service and products. Healthy, vigorous lawns mean healthy, vigorous sales. And that's where Daconil 2787 comes in. It's the best fungi-cide on the market because it delivers the most effective broad-spectrum disease control. A regular spray schedule with Daconil 2787 provides un-surpassed protection against the most common and most serious lawn diseases, such as Dollar spot, Brown patch, Stem rust and Copper spot...even in hot, humid weather. Daconil 2787 from Diamond Shamrock. Give your customers the best because it's best for your business. Find out more about Daconil 2787 effectiveness on turf and ornamentals. Write, Diamond Shamrock, Agricul-tural Chemicals Division, 1100 Superior Avenue, Cleve-land, Ohio 44114. 6b Diamond Shamrock AGRICULTURAL CHEMICALS DIVISION 1100 Superior Avenue Cleveland, Ohio 44114 INSIDE THE INDUSTRY w Z 5 >« DC H CO D Š Z i < u z £ < How do you keep business up and employe turnovers down? Tree care. The main thrust of lawn care marketing in the past several years has been on developing the ability to lock up a market area in such a way that a solid core of accounts builds up. Once that has been accomplished a decision has to be reached on whether to stick with one 
service or to become more elastic. And reports 
from around the industry suggest that there's few better ways of adding accounts and keeping your business versatile than adding a tree care program. Also, there are dangers in standing pat. Since more and more lawn care companies are getting 
involved in sidelines like pest control and landscape construction, the company that chooses to maintain just one well-rounded 
service may be faced with the likelihood of being disregarded by a customer with multiple needs. Other dangers are internal. In many parts of the country the lawn care season is limited to six or eight months. Once winter creeps up, many companies are left with employes who have little to do. Can these people be laid off? And if so, can you get them back? A solution many are turning to in the lawn care industry to solve both problems is a growing involvement in tree care services. In many respects, it provides an ideal solution to the twin liabilities of a limited program and excessive employe turnover. According to many of those interviewed, an employe with a solid lawn maintenance back-ground can be trained in-house within at least 
six months to handle a variety of tree mainte-
nance problems. Also, the tree care season neatly complements the typical lawn care 
season, with a tree feeding in early spring, a dormant feeding in the fall, and possible 
pruning and take-downs during the winter months. Year round business. Here's how Robert Milddin of the Tree Lawn Corporation in El Paso, Texas sets up his tree and lawn care season: In January they provide a deep root feeding with a hydro nozzle using a slow-
release fertilizer. February and March, still before the lawn care season begins, are taken up with a dormant spraying and general shrub spraying. When their lawn care season starts in late March, Milddin applies his first liquid pre-emergent herbicide spraying. During the peak lawn care season months of May, June, and July, Tree Lawn Corp.'s crews apply insecticide (MSR systemic on trees) and 
also lay the foundation for outside roach control using Sevin. In June and July they have a liquid lawn seeding and a webworm spray, and in August another liquid weed control applica-tion. Then the tree maintenance resumes in Sep-tember, after the peak summer lawn care months. Again there's a pesticide application to the trees. In October, they have a de-alkalization program, and in November and December they put down yet another herbicide and do their last tree feeding at year's end. "Our tree care program allows us to be very stable," says Milddin. "And we'd just as soon sell our customers either one or the other or both services." Milddin trains all his personnel in-house. "We can't turn them loose until they've had at least six months in the office," he said. Then they go out with more experienced tree care personnel to use the high-pressure rigs neces-sary for shade tree pest control. Using a John Bean rig with piston pumps allows then on some occasions to turn down the pressure for routine lawn spraying. it's unusuaJ when so many agree on the plusses of adding a tree care service. Those interviewed have done it with many rewards. The compatibility of the two services allows Milddin to keep his workers on practically all year round. The effect is that his personnel become seasoned applicators at the sane com-pany and therefore tend to know both the company and the market in El Paso extremely well. And the savings in terms of turnover is 
extensive. A natural extension. Other features of a tree care program make it accessible to the lawn care businessman. Says Gordon Ober, general man-ager of Davey Lawnscape in Kent, Ohio: "First of all he (the lawn care businessman) has the in. I 
think it's a natural extension because he already has that person as a client. So that client will be 
receptive to hin if he's satisfied with his lawn care work." But, warns Ober, the lawn care 
businessman must address his capital where-
withal! before seriously considering branching out. "You have to have the expertise and the 
capital in order to follow through. It does take more specialized equipment." The real advantage of starting a tree care division is the possibility of warding off the competition. "We're finding that as the in-dustry gets more and more competitive you've got to find more and more ways to get 
the business out of the customer and not let 
the tree care go to somebody else. Do every-thing possible for that homeowner. He has different needs and you must be able to find out if you can address them within your 
existing structure," said Ober. Ober is well acquainted with the lawn care market. And, he says, times have changed 
with respect to the typical tree market. Whereas in times gone by, the person who wanted tree care was essentially in an upper-income bracket, "We find that even 
they are moving down in their (market) seg-ments because there are more people in that middle income that see the value of tree care on their property." Closing the gap. In other words, Ober sees that the two market segments of tree and lawn care are merging and the time is right to tie into both markets. But in a large operation such as Davey has, it is necessary to separate the two divisions with separate managers as well. "It was decided that it was easier to form a completely separate division. We said 
to ourselves, 'let's get our expertise in lawn care, in marketing, and in servicing the lawns, rather than trying to incorporate both into the tree care office.' Specialization is the overriding reason we decided to separate the two divisions." Davey Tree and Lawnscape is a big opera-tion and it only seems reasonable that sepa-rate corporate divisions are necessary. But for 
those considering tree care on a smaller scale, 
total separation may not be practical. Separate managers. Instead, most agree that a different manager supervising each service is absolutely essential. Says Roger 
Finn, president of Antietem Tree and Turf, 
Inc., in Hagerstown, Maryland, "No matter which way you decide to go, you've got to set up areas of responsibility and let the mana-gers manage their own department." Finn stresses the need for quality person-nel. "You've got to get the right people because finding qualified ones is very hard. Our guys have at least a high school educa-tion, many of them have college experience. We send them to an arborist course to train those we want to keep and develop. And, we to page 19 Now, one-shot white grub control One application controls white grubs from season-to-season. Mobay Chemical Corporation Agricultural Chemicals Division Specialty Chemicals Group Box 4913, Kansas City, MO 64120 OfTMKX SN on tori gram AWtCATrïtJV1 New, one-shot ssr white grub s control. OFTANOL delivers unparal-leled residual control of white grubs. In fact, you can expect one application of OFTANOL at the highest recommended rate to control white grubs until about the same time next year. OFTANOL also offers these additional advantages compared to present white 
grub materials: Ł OFTANOL does not require watering-in. Ł OFTANOL does not tie-up in thatch. Ł OFTANOL does not require critical application timing. One application. Once a year. That's the OFTANOL one-shot advantage. There's only one insecticide that controls white grubs from season-to-season. New OFTANOL insecticide from Mobay. OFTANOL also controls these major turf insects. OFTANOL has been proven effective for control of sod webworm, Hyper-odes weevil, billbugs and chinch bugs. Consult the product label for the proper timing for control of 
these pests. New OFTANOL. For one-shot white grub control and in-season control of other pests. Available from many leading turf chemical suppliers. The use of OFTANOL for turf pest control is registered in many states. Check with your 
state extension office for details. SOD WEBWORM À Mobay Chemical Corporation Agricultural Chemicals Division Specialty Chemicals Group Box 4913, Kansas City, MO 64120 OFTANOL and BAYLETON are Reg TM s of the Parent Company of Farbenfabriken Bayer GmbH, Leverkusen CHINCH BUG MAIL TO: Mobay Chemical Corporation Agricultural Chemicals Division Specialty Chemicals Group Box 4913, Kansas City, MO 64120 Send the new OFTANOL Fact Sheet to: Name Company Address _ City What are your major turf pests? State _ ZIP What are your major turf diseases? Who is your turf chemical distributor? Ł Yes. I would like to receive the ^BAYLETON Turf Fungicide Fact Book. BILLBUG HYPERODES WEEVIL OFTANOL Fact Sheet To learn more about OFTANOL, just fill out this card and mail it 
today. We'll send 
you the all-new OFTANOL Fact Sheet by return mail. 8181 Printed in U.S.A. TREE CARE from page 14 always check the references of those we hire." At Antietem, all phases of tree care are handled, from chemical maintenance, pruning for disease, and shade tree take-downs. They have three 1,000 gallon hydrualic sprayers, a split tank rig, and two 500 gallon John Bean sprayers. What should I charge? One of the most difficult aspects of integrating a tree care business into your lawn care operation is estimating the tree job, says Finn. Lawn care 
jobs are easier to estimate than tree mainte-nance because lawn applicators usually have 
ready charts they can refer to. Estimating a tree maintenance program, on the other hand, requires a sophisticated knowledge of the amount of fertilizer, insec-ticide, and fungicide a tree will need per cubic foot. Depending on the diameter of the tree at breast height and the areas enclosed in 
the drip line, different application rates must 
be determined. Also, trees which border one another have overlapping root systems and 
require rate adjustments. Some companies make an educated guess based on experience and others use a formula for making precise requirement readings. Neither nethod is infallible and the best 
method seems to be a mixture of experience and technology. In his classic study of tree care, Tree Maintenance, P. P. Pirone writes: "Opinions vary on how much commercial fertilizer should be applied. Recommendations range from one to eight pounds for each inch in diameter of the trunk at breast height. Proba-bly a figure about midway between those extremes is the best general recommenda-tion." Other hazards spring up when estimating a tree job, however. John Cross, owner-partner of Spray Green Tree and Lawn Service says 
that one time his crew was sent into a 
subdivision to spray for cankerworms. The 
estimate had been made, but the crew didn't 
get out of the subdivision for almost two weeks because the subdivision lined up to a forest. And the worms were bringing in their reserves, with the result that the demand for his men was furious. Don't undersell. The lesson Cross learned during that job is that a tree care job should never be undersold. "When you go out with a 500-gallon tank and you hit a subdivision 
with large trees and there's wood in back of 
the subdivision, you pump that 500 gallons out in a hurry," he said. Cross says he has his crews carry a tree care fact sheet with them when a job is estimated explaining how much it would cost to replace a neglected tree. It's a dramatic comparison aimed at wiping out buyer fear. "It may cost them 500 dollars to replace a tree when a 60-dollar charge can save all their trees," he said. "Never undersell the job," says Spray Green Tree and Lawn Serv-ice's John Cross. "When you go out with a 500 gallon tank and hit a subdivision, you pump that 500 gallons out in a hurry." Cross decided to expand his lawn care operation for tree maintenance when he found that during a regular eight week lawn spraying schedule, his crews sometimes finished in six or seven weeks. There was a one or two week lull before the next applica-tion, "So we put them on the tree truck in order to generate some income without hav-ing them idle. Now it's got to the point where we start our tree truck in April and they run right through until September." Spray Green offers what they call their "A" and "B" spray programs. The "A" program is a bi-annual spray that includes a full-year guarantee, while the "B" program provides thirty day coverage for one time spot sprays whenever a customer wants just one spray. Their tree business represents an industry success story. Although initially begun as a sideline, this year Spray Green will field two separate divisions to handle their lawn and tree care responsibilities. Rick White of Village Green Ltd., in Chicago, Illinois, started his tree care business in much the same way and feels that the two services are compatible. "It's attractive to the 
customers because when they have fewer people to contact the better. And during the lawn care season low period in the fall, the program fills in well." Hasty estimates. White finds the demand for light fall pruning "unbelieveable" and can 
switch some of his lawn care people over during the fall lag months. One thing he doesn't encourage, however, is hasty esti-
mates. "We don't make it real convenient for a person to have an estimate for tree care because people started to call when all they really wanted was lawn care estimates." Be-
cause tree care estimates are time consuming 
and complicated, they must make a separate 
tree appointment. Charles McGinty of McGinty Brothers, Inc., in Long Grove, Illinois agrees. "We spend all together too much time quoting for tree trimming," which, he says, returns the least profit margin. "But, it keeps people going," Says Davey Lawnscape's Gordon Ober: "We're finding that as the in-dustry gets more 
competitive, you've got to find more and more 
ways to get the 
business out of the customer." he said. One of the reasons tree trimming is marginally unprofitable for some companies is that the cost for trimming equipment can be prohibitive. McGinty says that it costs at least $50,000 for a claim loader, $45,000 for a tower, and $12,000 for a chipper. "But," he says, "It does help sell our other services." McGinty Brothers runs three separate divi-sions: a lawn care department, a tree care department, and a crew for trimming and removal. He says he keeps the branches dis-tinct because, for one thing, the equipment is so much different between tree and lawn care. "We would be very leery of using a truck that had herbicide on it or 2,4-D for any kind of tree spraying," he said. The tree removal business requires very costly labor. McGinty cites the added expense of worker's insurance for the occasionally 
high risk tree take-down jobs. He says that 
whereas lawn care insurance may cost him 
about $4.65 per $100 of income, tree work insurance is as high as $10.09. "The men are very expensive," he said. "Mainly we have it as an added selling feature." Selling the spoils. One of the ways some outfits allay the high cost of tree removal is by selling chip refuse as mulch and lumber as firewood. Dave Elias of Blanchard Tree in Toledo, Ohio has six acres of property for his company and finds that he uses every bit of it 
to store equipment, lumber and chip debris. Blanchard presently has 1,300 lawn care ac-counts and is expecting to add another 700 shortly. They offer a 10 percent discount to custom-ers who contract for both tree and lawn care 
and usually try to sell both jobs at once. "We 
try to sell the job right over the phone," he said. And, when one of their customers signs up for a pruning in the spring or fall for disease control, Blanchard reps can step right in and recommend a total feeding and fun-gicide program. Elias is troubled by the recent public sen-sitivity over pesticide use and fears that in a few years, tree spraying will be banned out-right. "The state agents are on our backs all the time," he said. His remark brings up one of the daily risks of the tree care business: you can't spray a tall shade tree in winds over "It's attractive to the customers," says Village Green's Rick White, "because 
when they have fewer people to contact the better. And during the low period in the fall, the demand for pruning is un-believable." 10 miles per hour in most areas. And in the midwest particularly, this can result in ex-pensive down time. Down time. That's the right way to spray under windy conditions. But often local ordi-nances prohibit spraying tall trees on such days. And that's when an integrated tree and lawn care operation can benefit you. Says Roger Albrecht, president of Nitro Green 
Lawn & Tree Care, in Bismark, North Dakota, 
"On windy days we send our tree people over to work on the lawns. We keep those people on all year round as they're so hard to get." Albrecht agrees that it's a little tougher for his lawn care applicators to make the transi-tion to tree spraying and maintenance. "Es-timating is tough for lawn care guys," he said. Most of his tree applicators have train-ing in either biology or horticulture, but he 
will take experienced people without formal training and train them on the job. Although he doesn't service trees for pruning because of the large investment needed, he says that if there are a lot of trees 
in your market area, the financial rewards are excellent. "It's a lot more profitable per ac-count," he says, "and it fills in well." Their services are so compatible, Albrecht says, that sometimes they can use regular lawn care fertilizer on a tree if there is no grass within the drip line. "Depending on 
what you use," he said, "lawn care fertilizer is just as effective as deep root feeding since tree feeder roots are closer to the surface anyway." There is one area in which the two services must always be kept separate however, says Albrecht, and that's the individual inven-
tories. "You never want to put yourself in a position where you're going to grab some 
herbicide to use on trees. You could easily use the wrong stuff and kill the tree im-mediately." Gonclusions. It is unusual when so many agree on the advantages of adding on a tree care service to your existing lawn care estab-lishment. All those interviewed have done it with success and many business rewards. However, not everyone has chosen to follow the same course of development. Some started 
slowly and even inadvertently with the ideal of keeping their crews busy between lawn 
spray applications. Others, already established in the tree busi-ness, chose to add a lawn care department to their mainline business. Tree care requires a large capital investment and many middle range lawn care companies just don't have the resources to develop pruning and take-down services. However, all have said that profits are excellent in the tree business even if it's only 
chemical spraying and fertilizer maintenance. And, while it helps generate cash flow in the off months, it also keeps valuable employes working year round, a benefit that can't be ignored. - Paul McCloskey 19 > z n > z a c C/3 H ?a Z m SEED International Seeds to produce, market Regal, Enmundi International Seeds, Inc., Halsey, Ore., has announced it will take over production and marketing of Regal perennial ryegrass and En-mundi Kentucky bluegrass. The varieties had previously been marketed by North American Plant Breeders, Inc., Mission, Kans. Hal G. Dickey, marketing man-ager for North American Plant Breeders, will begin work for International Seeds, it was an-nounced by International Seeds' product manager Harry Stalford. Dickey will continue to work out of the Kansas City area. Regal and Enmundi join Inter-national's stable of grass seed varieties: Derby perennial rye-grass, Emerald creeping bentgrass, Merit Kentucky bluegrass and Vantage Kentucky bluegrass. FUNGICIDES Diamond Shamrock expands Daconil production facilities The Agricultural Chemicals Divi-sion of Diamond Shamrock Corp., Cleveland, has announced a major expansion of its chlorothalonil production facilities at the divi-sion's Greens Bayou Plant in Houston. Diamond Shamrock markets chlorothalonil, a contract turf fun-gicide, under the trade name Daconil 2787. The company's management re-cently approved the project. En-vironmental permits have been applied for and, subject to ap-proval, construction is expected to begin this summer with the expan-sion scheduled for completion next year. The company's announcement of the chlorothalonil expansion follows completion of iso-phthalonitrile production facilities at the Greens Bayou Plant. Isophthalonitrile is the basic raw material for chlorothalonil. Engineering for the expansion is being done by Diamond Sham-rock's engineering department. VAN WATERS & ROGERS Ornamental pest control is new seminar topic For 27 years, the pest control seminars offered by the sales representatives of Van Waters & Rogers have become a widely respected education forum. Now, a whole new series of seminars have been created to focus on "Insect Pests of Ornamental 
Plants." The seminars are available throughout the 12 states served by Van Waters & Rogers, which has headquarters in San Mateo, Calif. There are four offices in 
Texas and other offices in Washington state, Oregon, Idaho, Montana, Nevada, Utah, Col-orado, Arizona, New Mexico, Hawaii and Alaska. The creation of the seminars on ornamental pests has been a special concern of Norman E. 
Ehmann, the company's general manager for pest control sales. Work on the program began 
three years ago. "We wanted to give the cus-tomer something back of an added value," Ehmann said. "It was our way of saying 'thank you' for doing business with us." From beginning when five people "who came just to see 
what was going on" gathered in the back of a company ware-house sitting on cartons, the seminars have become a library 
of reference guides and are still growing. When Larry A. Allen, a regis-tered entomologist, joined the company three years ago, Ehmann knew he had found the right man to help him create the new seminar series. A graduate of California State University, Long Beach, Allen had five years 
of field work in Washington state 
with special attention to pests that attack ornamentals and ag-
ricultural crops. Allen was soon to be trained by Stennett Heaton, one of the finest photographers of insect life cycles. Now retired, Heaton's work created a library of color slides numbering in the thousands which are used to il-lustrate the seminars. Just the beginning. The three-hour seminar on insect pests which attack ornamentals utilizes 250 color slides. For a $20 fee, attendees receive the first volume of a Pest Control Library guide which represents 
an introduction to aphids, cicadas, leafhoppers, spittlebugs 
and treehoppers. Volume Two is COST CUTTINGS Save thousands with carrier route presort The Post Office's plan to institute a nine-digit zip code sometime this summer may prove to be more of a task than a savings to lawn care mass mailers since the planned penny-a-piece discount is geared more toward first class mail. But Kim Schaefer, division sales coordinator for Davey Lawnscape in Kent, Ohio says that by using a method called 'carrier route presort' a mass mailer can save as much as 4* a 
piece on bulk mail. Herewith are his findings: Davey Lawnscape has converted its entire mailing list over to Davey's Kim Schaefer says that by using carrier route presort, lawn care companies can save as much as four cents a piece on bulk mail. carrier route presort. This means that prospect lists are broken down into the actual route the postman travels. Beginning this year, the rate of bulk mail postage was 8.4* per piece. The bulk mail rate has since risen to 10.4* per piece. The rate for carrier route presort at the beginning of the year was 6.7* per piece, and on March 22, it was lowered to 6.4* per piece. Now there is a savings of 4* per piece for sorting your mail by a carrier route. A small lawn care business doing 200,000 mailings could save as much as $8,000.00 in postage. The next question naturally is: how do I convert my list to obtain the savings? The government provides tapes for all regions of the country that lists every postal patron by carrier 
route. The tapes are provided free of charge. These tapes are then matched to your prospect list to convert your list into carrier route sequence. You must have 10 prospects in each carrier route to qualify for the discount. If there is less than 10 
prospects in a carrier route, they do not qualify and must be 
mailed at the bulk rate. It is not unusual for a list to qualify 90 percent of its prospects. This could amount to a savings of 4* per piece for 90 percent of a company's mailings. The savings involved are staggering. Schaefer believes that at this time that by using the carrier route presort there is no need for the nine-digit zip code. Both systems accomplish the same end. The nine-digit zip code 
aligns more with the speedy delivery of first class mail, whereas the carrier route presort is designed to hasten the delivery of bulk mail. For mass mailings carrier route presort is the course to follow. currently in progress. It will deal with mealybugs, scale insects and others. Allen identifies the Mediterra-nean fruit fly as the chief threat 
as an insect pest because it at-
tacks over 200 varieties of plants. Of continuing concern as well are the gypsy moth and Japanese bettle. The seminars provided by the conpany represented attendance of more than 11,000 people in 1979-80, ranging from three to 
12 hours each, and more than 
50,000 man-hours invested by 
people intent on improving their knowledge and skills. For further information on how one can secure volumes from the Van Waters & Rogers Pest Control Library or attend any of the seminars, write: Nor-man Ehmann, Director of Mar-
keting, Van Waters & Rogers, 2600 Campus Dr., San Mateo, CA 94403. Š Alan Caruba Embark" Plant Growth Regulator Distributor Locations California Mover Chemical Co. San Jose Santa Ana Target Chemical Co. Cerritos Fresno San Jose Van Waters and Roaers San Jose Los Angeles San Diego Wilbur-Ellis Co. Chula Vista Santa Fe Springs Fresno Woodland Colorado Balcom Chemical Inc. Greeley Florida Southern Agricultural Insecticides, Inc. Palmetto Georgia RegaT-Chemical Co. Alpharetta Illinois Chicago Toro Drake-Scruggs Equip. Inc. Decatur Turf Products, Ltd. West Chicago Indiana The Daltons Inc. Warsaw Iowa Big Bear Equipment Des Moines Davenport Kansas 
Champion Turf Equipment Wichita Kentucky George W. Hill & Co. Florence Ky. Maryland Commercial Lawn Services Inc. Rockville Cornell Chemical & Equip. Linthicum Heights Massachusetts Richey and Clapper Co. Natick Michigan Lawn Equipment 
Corp. Novi W. F. Miller Co. Birmingham Minnesota Minnesota Toro Minneapolis Turf Supply Co. St. Paul Missouri Beckmanns Turf Chesterfield Champion Turf Kansas City Nebraska Big Bear Equipment Omaha New Jersey Andrew Wilson Inc. Mountainside New York Agway Inc. Syracuse Green Spaces Yonkers J & L Adikes Jamaica North Carolina So. Agricultural Insecticides Inc. Hendersonville Boone Ohio Chemi-Trol Chemical Co. Gibsonburg Lakeshore Equipment & Supply Elyria Oregon Van Waters & Rogers Portland Wilbur Ellis Portland Pennsylvania Farm and Golf Course Supply Philadelphia Lawn and Golf Supply Pheonixville Miller Chemical Hanover Rhode Island Old Fox Chemical East Providence Texas Chemical & Turf Specialty Dallas Van Waters & Rogers Dallas Houston Utah The Steve Regan Co. Salt Lake City Virginia Wilson Feed and Seed Richmond Washington Van Waters and Rogers Kent Seattle Wilbur-Ellis Co. Seattle Spokane Wisconsin Reinders Bros. Inc. Elm Grove Canada Velsicol Corp. Mississauga, Ontario Hawaii Hawaiian Ag. & 
Fert. Co. Waipahu MOWING/MAINTENANCE from page t of business last year, more will go out this year. But a lot of them were not getting enough for the jobs anyway. In this economy, they drive the prices down so low, that it is hard to get them back up again." Construction is down in Kujawa's Milwaukee area, but he looks for his maintenance business to be up in the range of 15 to 20 percent. Most of his existing ac-counts are very understanding on RADNOR VALLEY SLICED TWO-THIRDS OFF CREEKBANK MOWING BILLS, Ł > % » ¥ ir Mark Curtin Superintendent Radnor Valley Country Club Villanova. PA You don t have to be a golfer to appreciate the job EMBARK plant growth regulator did on these j creekbanks. Mark Curtin, grounds superintendent of this 18-hole golf course, used to catch a lot of flack about lost balls if he wasn t constantly cleaning up these creekbanks. And the way he tells it that used to cost quite a piece of change. About $3,200 a season. : 'That old creek meanders along about a mile through the course. It used to keep a four-man crew busy for three days Three weeks later we d be back again. At least eight times a season ¿-"Now, just two treatments of EMBARK PGR and two mowings and I'm home. $1,000 a year against $3,200!' . With EMBARK PGR, you spray whenever grass is actively growing. Spring, summer or fall. One spray replaces two months mowing, at a fraction of the cost. , ' Ł , . Ask you - local distributor for EMBARK plant growth regulator- And this season bank on fewer mowings. 3M HEARS YOU. Agricultural Product6/3M Plant Growth Regulator 22^6 SE ® . Ł <- 3M Center I St PauLMM.5144 atOr Embark «a Trademark of 6M > £ Z n z a c t: G Z m 00 pricing, but he says he has had to stay responsive to legitimate com-petition. "But when you get down to apples against apples, there is usually no problem with good professional buyers," he said. "Some of the people with new business cannot understand why there is so much difference be-tween bids. We have participated in some public bids, and we are trying to get the buyers to look beyond bonding and insurability and low price. Low pricing wears very thin." Kujawa has upgraded his equipment this year, adding to his 
Hustler line, some pickup trucks, and converted a Toro Workmaster 
to a boom spraying unit for large spray jobs. He looks for construc-tion to be up by the third quarter, "but that will be just about too late for this year." Budget-tightening. Rod Bailey, Evergreen Services Corp., Bel-levue, Wash., says that the general landscape construction market has tightened in his area, so installa-tion work is down, but that "we are coming off of a construction boom, so there is quite a bit of mainte-nance work available. "It is becoming very competitive though, there used to be three pages of maintenance companies 
in the Yellow Pages, now there are eight or 10," he told LAWN CARE 
INDUSTRY. "They are coming out of the trees." He says there is some budget-tightening going on, financial in-stitutions particularly are down. "We have had to go back with a 
sharper pencil in sone cases, be-cause they have told us they are watching the figures," he said. 
"Some of our national corporate 
clients are dropping down, but it is nothing like 1973 and 1974, when companies were asking us what we could do with half of the budget." He added a lot of new equipment last year, and about the biggest things he bought this year were 36-inch Bobcat mowers. He is 
looking for 20-25 percent growth in his maintenance business, and looking to increase work in areas 
where he already has business, to increase his density. Most of the new business is coming from conmercial park developments, large downtown office buildings and shopping centers in outlying 
areas of Seattle. New equipment. Frank Tim-mons, Landbug Industries, Jack-sonville, Fla., when asked about to page 22 David Frank: "25 percent up in signed contracts." Rod Bailey: "It's nothing like it was in 1973 and 1974." MAINTENANCE from page 21 his maintenance business, has a one-word reply: "Dynamite. "We'll be up 25 to 30 percent this year," he told LAWN CARE IN-DUSTRY. "The economy is not 
hurting in Jacksonville, we are more industrial and less tourist 
oriented. The home market is not depressed here, construction is up." Timmons purchased some new Hustler riding mowers this year, and also some new Jacobsen reel 
and gang mowers. He says that most of his clients have increased their budgets this year, not all of 
them, but across the board on an average. David Frank, David J. Frank Landscaping Contracting, Inc., 
Germantown, Wis., told LAWN CARE INDUSTRY that while busi-ness is up, he has had to go back and adjust specifications and fre-
quency of service in many cases to get a program that his customers can live with. "This is something I don't like to do," he said, "but you have to if you want to do business with them, you have to sharpen your pencil." He has noticed that if commer-cial businesses find their work-load slow, they have been allow-ing their payroll workers to handle some of the routine work such as mowing and cleanup, but leaving the chemical work to Frank's com-pany. He has added two new crews for maintenance, bought some new Hustler mowers and a Toro GMT, and is looking at the year with 
"guarded optimism. In signed 
contracts, we have increased our business 25 percent so far, and that is coming off a year when our maintenance business was up 40 
percent." Looking good. Herman Carruth, AAA Lawn Industries, Inc., 
Tucker, Ga., will do $3 million in maintenance work this year with 
his 28 crews, 25 percent up over last year. "We have taken on a number of new accounts," he told LAWN CARE INDUSTRY, "we have a sales contest every winter with our people. But of course anybody could make it in the maintenance 
business in Atlanta. "The economy might be hurting some of the companies, some of 
the leasing companies are cutting 
back," he said. "But if they have limited spaces they want to lease, 
they have to have them looking good. They have to have them looking like show places." Carruth has added some new Hustlers and Jacobsen Turfcats 
and also a new Wang 2300 com-puter. "We have it up and in basic 
language, and we have everything on it, we don't even have a checkbook anymore." ŠBob Ear-ley LCI SURVEY from page 1 ducted by the magazine. By far the single greatest per-centage of employers polled (25%) retain no employes on a full-time year-round basis. This is offset in 
the survey by those (23%) who employ an average of 10 or more workers full time during the busy season. The gap is a crude indication of the highly seasonal nature of many lawn care businesses which rely on a beefed-up staff during the working season and then cut back to an off-season skeleton crew. Upon closer examination, how-ever, the study reveals that most lawn care businesses (35%) keep 
an average of two, three, or four employes on a year round basis; 
only 12 percent keep between five 
and nine employes year round; 
and another 12 percent keep 10 or more employes on a full time basis. Those that keep a sizeable staff throughout the year are most likely involved in other cold-season in-dustry sidelines such as pest con-trol, tree maintenance, or snow removal. Based on the results of the survey and a measure of the size of the lawn care industry as a whole, the total number of workers in the industry was projected to 58,000 
serving on a full time year round basis, and 110,000 on a full time basis during the busy season. The results of the 1980 survey are based on a 53.6 percent re-sponse to 500 questionnaires mailed to readers of LAWN CARE INDUSTRY last year. For a copy of 
the survey, contact Bob Earley, editor/publisher, LAWN CARE 
INDUSTRY, 757 Third Avenue, 
New York, NY 10017. SEARS from page 1 ery Ward for IV2 years on the agreement for the lawn care busi-ness. His company markets hyd-romulch and hydromulch equip-
ment, and now is also handling lawn care chemicals and fertiliz-ers. Anderson has the nationwide agreement with Montgomery Ward and has thus far set up 40 dealers in Texas, Arizona, Ok-lahoma and Minnesota. They are also working with people in 
California and the Chicago areas. Most of the dealers are in busines-ses such as landscaping, pest con-trol, insulation and fencing, he 
said. Anderson said that his company sets up the dealerships, and then 
the separate dealers pay a certain percentage of business to Montgomery Ward. Sears test markets. Campbell said that lawn care is one of the 60 network of concessions Sears has established across the country. In 
the Philadelphia and mid-Atlantic region, the concession is being handled by Bob McCaffrey, RGM Services, Inc. "We are in a test mode right now," McCaffrey told LAWN CARE INDUSTRY. "It is difficult to read it right now, but it is a good business with potential." RGM handles cleaning services work for Sears in eastern portions of the country. Roger Albrecht, Nitro Green, Bismarck, N.D., told LAWN CARE INDUSTRY he has been working WE'RE GROWING! Building and maintaining a business on a profitable basis depends upon KNOWLEDGE and EXPERIENCE. PLCAA can give you that knowledge and experience. Grow with us! Ł Attend Regional Seminars and Conven-tionsŠwhere small groups get together to exchange ideas and share experiences. Re-ports are that members attending these seminars "find out what does and does not work." Ł Control your Business CostsŠMembers now have PLCAA's Standard Chart of Ac-counts for better accounting to control 
costs. Accountants can adapt their records to allow for comparison of members' 
operating expenses with those of the in-dustry average. Ł Put Industry Technical Resource Informa-tion to Good UseŠPLCAA is now com-pleting a reference manual which will in-clude valuable material covering: ŠGlossary of Terms ŠRegulatory Contacts ŠTurf Contacts ŠWaste Control ŠPesticide Safety 
ŠHandling and Storage of Pesticides Ł Participate in PLCAA's Insurance Plans Š Our casualty and workmen's compensation plans alone can save you many dollars. Ł Add your Voice to IndustryŠwhen regu-latory matters at federal, state and local level impinge on members' operations. The more members, the stronger the voice! Don't stand alone. Participating in your trade 
association's growth can save you valuable time and money. Invest now and be one of the top profitable businesses in the lawn care 
market. Grow with us! ARE T0U? Tell me more. The Professional Lawn Care Association is growing! Together we can make things happen. Grow with us. Complete this application for further information and 
mail it today. NAME. .TITLE. COMPANY-STREET CITY .STATE. _ZIP_ Mail to: PLCAA, Suite 1717 435 N. Michigan Ave., Chicago, IL 60611 Professional Lawn Care Association of America The classic example of not doing anything is where there is a competitive market and lawn care advertising features a white tank truck, professional service claims and a do-it-yourself price. with Sears for about a year on an agreement. The company is also experimenting in pest control ser-vices in five states Š Wyoming, Minnesota, North Dakota, South Dakota and Colorado. Offices have been set up thus far in Billings, Mont.; Bismarck, Fargo, N.D./ Moorehead, Minn.; Denver and 
Rapid City, S.D. DIRECT MAIL from page 1 Ł Too many direct mailers in the chemical lawn care industry look the same, there is often no differentiating between com-
panies. Ł The best direct mail cam-paigns are successful because 
hand-developed mailing lists have 
been used. Ringing phones. "When we talk about advertising, we are talking about systems employed by us to get non-users to use our lawn care service, to give us an opportunity 
to sell them," Erbaugh said. "Ad-vertising in our business is inquiry generation. Translated, it is what 
we all do to keep the telephone ringing, to keep the cards and coupons flowing in." He says that in analyzing adver-tising costs, it is very important to distinguish between an inquiry and a sale. "Say that you and I as lawn care conpetitors spend the same amount of money on ads, and we both generate exactly 1,000 inquiries. You sell 600 jobs, and I sell 500," he said. "In that case, we 
have been equally effective as 
advertisers; our cost-per-inquiry is exactly the same. However, you have out-performed me from a selling standpoint; your cost-per-
sale is lower, you have had a higher 'closing ratio/ " Erbaugh said that advertising objectives are just one part of a company's overall marketing 
strategy. A company's marketing strategy can be defined either informally or formally, and is of course grounded on funds avail-able for marketing. Some lawn care companies have a no-growth strategy, they are essentially satisfied with their level of customers at present. Their 
objective might be to increase 
earnings through productivity 
gains. Their advertising objectives would be defined accordingly, perhaps by limited dollars spend 
on promotion in areas where a 
company already has much busi-
ness. Steady growth. Other com-panies have a slow, steady growth philosophy. They plan on adding some equipment, they are confi-dent in their ability to generate a degree of sales. Essentially, their advertising strategy, following from overall marketing strategy, is 
to add enough customers to meet those objectives, and to replace lost customers. Then there are those companies that are extremely aggressive. They have 10 trucks and they are going to add 10 more, and they 
have the financing for an aggres-sive growth strategy, built upon 
aggressive advertising to meet 
those objectives. Erbaugh uses as an example a company that has 2,000 custom-ers, but would like to get to 3,000 customers in one season. If the 
company has a past experience of 20 percent attrition, this means that it will retain 1,600 of its present custoners. To get to the 3,000-customer level, the com-pany will have to develop 1,400 new accounts. The company is in a position of needing almost as 
many new customers as it will retain. Say, again for example, that the company's historical cost ratio has been 60 percent on all inquiries generated. On that basis, its ad-vertising is going to have to gener-ate 2,400 inquiries. "I suggest an analysis of the situation should not 
be based on how much money I might have to spend on advertis-ing. Rather, it should be based on how much business I can realisti-cally do, given the characteristics of my company and my financial 
backing. The issue then becomes, how much do I have to spend on advertising to get to that point?" Erbaugh said. Market competition. He says the whole issue of knowing what can be accomplished in a particular market is becoming increasingly difficult as the lawn care industry 
grows. Several years ago, he de-veloped a method which relates the number of potential customers 
in a marketing area to relative competitiveness of that area. "This can be very crucial," he says, "because from an advertising standpoint, we must always posi-
tion ourselves properly. To do this, we have to have a feel for the market. Is it competitive or non-
competitive? Is it an educated or 
uneducated market? The answers 
to these questions are relevant to media decisions, and to a com-
pany's general marketing objec-tives." In Erbaugh's opinion, the classic example of not doing anything is where there is a competitive mar-ket and lawn care advertising 
features a big, white tank truck, and claims of professional servic-ing at a do-it-yourself price. "That is the signal and the message that has been sent the last 15 years," he said. "When this type of campaign is used in a competi-tive market, and when a lawn care businessman tells me he didn't have a successful direct mail cam-paign, I say there has been no differentiation on the part of the direct mail user. The user blames 
non-success on direct mail when it is actually his fault for not differ-entiating." Market analysis. Erbaugh uses to page 24 Roundup makes him a one man army to fight weèds. One man with Roundup in a backpack sprayer can handle many weed control jobs that once took several people. General weed control. Edging. Trimming. Small renovation jobs. Roundup1* herbicide helps make all of these a one man job. Sprayed on the foliage of tough, actively growing weeds, Roundup goes right down to the roots, controlling the entire plant. Treated weeds won't grow back. So there is less need for repeat treatments, mowing and hand weeding. One man can do the work of several, and in less time. This can mean a savings for you in time, labor and maintenance costs. Reach for Roundup today, and put your own one man army to work. Monsanto Nothing works like Roundup. FOR LITERATURE CALL TOLL-FREE 1-800-621-5800 In Illinois. 1-800-972-5858. ALWAYS READ AND FOLLOW THE LABEL FOR ROUNDUP Roundup* is a registered trademark of Monsanto Co. RUP-SP1-111D © Monsanto Co. 1981 w Z 5 oc H 
cfl D Q Z u < u z £ < More than 1,200 guests attended the 5th Reinders Turf Conference held recently at the Waukesha County Exposition Center in Wisconsin. Sponsored by Reinders Brothers, Inc., Elm Grove, Wis., the conference offered more than 25 educational seminars on turf and irrigation management, including many lawn care seminars. There were 35 manufacturers exhibiting at the show. DIRECT MAIL from page 23 the Rochester area as an example. The metropolitan area has 300,000 households. Of this number, only 60,000 meet the requirements of being owner-occupied and having a buying income of $25,000 or more. These are prospective users of a lawn care service. He then discounts that market even more. He feels 10 percent are diligent do-it-your-selfers who will always do the work them-
selves. Another 10 percent will never do anything for their lawn. 
And still another five percent have the funds to pay for a full-service gardener. This reduces the market down to 45,000 homes. In Rochester in 1977, 3,000 of these homes were serviced by a lawn care company. In 1978, the number jumped to 8,000. In 1979, it was up to 14,000. And last year, the figure was 21,000. In four lawn care seasons, the market went from less than 10 percent penetration of these primary households to about 50 percent. He calls Rochester a marginally competitive market. When the penetration figure reaches 75 per-
cent, he would then call a market competitive. If it is below 30 percent, he would call the market 
non-competitive. "There is no question that a company's long-term success is a function of its service," Erbaugh says, "but in a market that is not that competitive, there is much more room for an aggressive 
strategy, and it also implies that it is an uneducated market. If it is a marginally competitive market, at some point you will have to differ-entiate yourself from the other guy. If it is an extremely competi-tive market, real growth is going to essentially come from the other guy. And you better be able to tell the customer why he should come to you. And be prepared for a higher cost of inquiry and a higher cost of sale." Triggering behavior. He says that once a lawn care businessman has a grasp of market size and the relative degree of competition in that market, he can begin to get to the point where he can set mar-keting objectives which translate into customer addition require-
ments. "Knowing your close ratio, your attrition rates, you can begin to get a feel for what you are going to have to do to get those inquiries, as 
far as advertising is concerned," he said. "The way I look at advertising, we are talking about 
the delivery of a message that is designed to trigger behavior to a 
prospective buyer at the right time." He says the classic example is a husband and wife, home on a Saturday morning. The wife tells the husband that their lawn looks 
terrible, its full of weeds, and that he has never done a good job taking care of the lawn. They go back into the house and turn on the radio or television, or the mailman shows up with a direct mailer. The message comes through: "Does your lawn look terrible? Is it full of weeds? You can have a nice-looking lawn without work and 
worry. Call us now and we'll be right over." The message was to-the-point, it was delivered at the right time to the prospective buyer, and it was seen or heard in the buying 
environment. Shaping ad programs. Erbaugh feels it is difficult to get the proper sequence of claims and positions stressing the benefits of a lawn care company into a television or radio ad because there is not enough time. With newspaper and direct mail, it is possible to set forth extremely strong positions. 
He says that because direct mail offers 100 percent targeting, there 
are less wasted impressions than with newspaper advertising. He assumes an ad budget of $5,000, and then goes through a 
cost analysis of different adver-tising media. "With direct mail, you have to consider in the cost list develop-ment, list purchasing, label typ-
ing, creative work on the mailer, printing of the mailer, you have to 
get it labeled and bundled, and you have to get it organized for America - Fiesta A grass team that won't break your budget You can't control the spiraling costs of chemicals and fertilizer, but you can control the quantities that you have to use by planting improved turfgrasses like America Kentucky bluegrass and Fiesta Perennial ryegrass. America and Fiesta, a new breed of turfgrasses that have the ideal turf qualities you want along with tolerance to summer and winter stresses and turf diseases. And you get all of this at a reasonable price. America Kentucky bluegrass and Fiesta Perennial ryegrass Š Two great turfgrasses that don't need pampering. malen KENTUCKY BLUEGRASS Pickseed also produces Touchdown KENTUCKY BLUEGRASS Produced by HCK^EMO) PICKSEED WEST Inc. P.O. Box 888. Tangent. OR 97389 Ł (503) 926-8886 Distributed in Canada by Otto Pick and Sons Seeds Ltd. Box 126. Richmond Hill. Ontario Ł (416) 884 1147 panies making when they use direct mail campaigns. "First, make sure you know what you want," he says. "And have it down in writing prior to approaching somebody to help you with the machinery. I see people who go to an ad agency first without really analyzing what 
their objectives are and what the character of their company is. Agencies can only work with the input they receive. They can of course provide sophisticated mar-ket research, but most of us cannot afford it. Usually, they simply ask for the brochures of your competi-
tion, and they essentially come up with a better version of the sane thing your competitor is doing. In my opinion, dollars spent with ad agencies on direct mail pieces are often wasted. "You know your market, you must define your positioning, then of course there is a place for layout 
and design assistance from a 
sophisticated ad agency," he said. Differentiation. If your market is competitive, you must offer the reader of your direct mail piece, through your message, a reason why he should call you instead of another lawn care company. "For the last four or five years, I have received six mailers at my home that are identical for all practical purposes," he said. 
"They all have a big white tank truck, they all have a nice-looking young man working on the lawn, they all have a beautiful-looking lawn, they all promote do-it-yourself prices. They all essen-tially are piggybacking on Chem-Lawn's initial efforts in advertis-ing." ChemLawn Corp., based in Columbus, Ohio, is the largest lawn care company in the country. "Why should a buyer distin-guish between these six?" Er-baugh asks. "Maybe one piece is 
bigger, one might have an orange return card instead of white, but basically what is the difference 
between any of them? What will make the homeowner call -your firm before he calls one of your competitors? His point again is differentia-tion. It does not have to take the form of an actual literal compari-son of your company with another. Judge the character of your con-pany. One of the most effective pieces he has seen was one of a small company that promoted it-self as "one company where you will meet the owner." List creation. Other common mistakes he has seen made are in the area of list creation. It is easy to purchase labels from a mailing house. He says mailing houses are getting more sophisticated, but you again have to consider the waste principal. "When you purchase an entire zip code list from a mailing house, 
you are getting a lot of fat," he said. "Any direct mail expert will tell you the secret of success is the quality of the list you are using. r > £ z n > z a c C/D H pa C Z m NOTICE! IDRIMOIENE" 30-0-2 LIQUID LOW-BURN FERTILIZER FOR LAWN CARE PROFESSIONALS is now exclusively manufactured and sold east of the Rocky Mountains by: HAWKEYE CHEMICAL COMPANY Box 899, Clinton, Iowa 52732 (319)243-5800 Order FORMOLENE Fertilizer or complete liquid lawn fertilizer formulations from these authorized dealers: mailing, you have to get it dropped off, and you have the cost of the return card back," he says. "In my opinion, you can do a good job for 20 cents apiece, including post-age. With our $5,000, we can get 25,000 mailers out the door." His experience has shown that he can expect a two percent return 
on a direct mail campaign that is 
organized properly. That would mean a generation of 500 in-quiries. Cost per inquiry is $10. 
Assuming a close ratio of 60 percent, that means 300 sales. Cost 
per sale is $16. He then takes the same $5,000 and determines what he can ex-pect with newspaper advertising. A newspaper in the Akron area has 
a circulation of 150,000, and for $5,000 he can purchase 10 news-paper ads that are nine inches 
wide by four inches. His ads would generate 1.5 million impressions, 
at a cost of four-tenths of a cent per impression. Active readership. But, he says, five out of six of the impressions are going to non-prospective buyers, using his Rochester ratio. 
There is also a marketing principle that says that only one out of six 
readers actually are concentrating on a particular newspaper ad. With all of these discounts, effec-tive exposures are knocked down 
to 19,000. "Now will you get a two percent return on that?" he asks. "Maybe yes, maybe no. Are the inquiries going to come from service areas 
where you want business? Maybe yes, maybe no. Will they be qual-ified buyers? Maybe yes, maybe 
no. All in all, the cost for an 
effective exposure with news-paper advertising is 38 cents ver-
sus 20 cents for direct mail." He does the same thing for radio. For that $5,000 you can buy 75 thirty-second spots. Marketing experts estimate that one out of four listeners are active. Again, 
five out of six are going to non-prospective buyers. Also, most radio signals are received in the non-buying environment (given the fact that most companies buy 
radio spots during drive-time hours). Thus, he feels that you essentially reduce your effective exposures through radio to a point lower than can be tolerated. "Now again radio, like news-paper, is effective in combination 
with direct mail or other advertis-
ing, no doubt about it," he says. But I'm talking about purely the expenditure of a set level of dollars on one media versus another." Television. He says television stacks up pretty well using the same type of analysis. For $5,000 
you can buy 12 thirty-second spots. You will get 100,000 expo-
sures for each spot, 1.2 million all together. The active viewer in-
volvement with television is greater than radio or newspaper, and using the sane discount fac-tors, television is the least expen-sive media per impression. "However, you have to figure in the high cost of creating an ad for television," Erbaugh says. "When 
you take that into account, the cost per effective inpression for tele-vision becomes prohibitive for most of us in the lawn care business. There are many common mis-takes he finds lawn care com-ALPINE PLANT FOODS LTD. New Hamburg, Ontario NOB 2G0 Canada (519) 662-2352 GREAT PLAINS ASSOCIATES, LTD. Niles, Ml 49120 (616) 683-7463 MOYER AND SON INCORPORATED Souderton, PA 18964 (215) 723-6001 AUSTIN FERTILIZER & CHEMICAL CO. Lake Placid. FL 33852 (813) 465-5203 Sanford, FL 32771 (305) 322-0443 GROWER'S AG SERVICE Kearney, NB 68847 (308) 234-2124 NICE'N GREEN PLANT FOODS, INC. Lisle, IL 60532 (312) 963-3328 HAWKEYE if NITROGEN FLO-LIZER INCORPORATED Kingston, OH 45644 (614) 642-3001 M0RRAL CHEMICAL COMPANY Morral, OH 43337 (614) 465-3251 OLD FOX CHEMICAL COMPANY Enfield, CT 06082 (203) 749-8339 SAALE BROTHERS FARM & GRAIN CO. VOGEL SEED AND FERTILIZER West Alton, MO 63386 Jackson, Wl 53037 (314) 899-0933 (414) 677-2273 26 DIRECT MAIL from page 25 You must constantly cull and update your list. I think it has to be done by hand, with most of the 
work done in the winter. You have to have your people out driving the streets within a zip code area, picking and choosing where you 
want to mail." If you as a lawn care business-es z 5 oc H C/3 D 
D z i < u z £ < J man are limited to use of one advertising media, there is no reason to use anything other than direct mail, Erbaugh says. "At $16 per sale, with the aver-age customer being with your firm three years, that is $5.50 per year Š or $1.35 per application Š to obtain that customer. You can't 
beat it," he said. Š Bob Earley PESTICIDES Problems of tank-mixing herbicides Hon- to make ymir lawn "nolf coursc green" without cutting into your playing liin*. N*rxt time you feel e fertilizing your lawn, e down till the feeling pillH, Then call us. Feeding a hungry lawn shouldn't eat you , out oí house > and home. Introducing the white house lawn. um* 4 114-1» U \ I f Î IUI f ' ,;T f J' * 4 Lawn care businessmen can use these ad slicks and add their own message. They are available from Allied Corp. At a recent lawn care seminar, the subject of tank-mixing the herbicides 2,4-D, mecoprop (MCPP) and dicamba arose as a possible way of saving money. The lawn care businessman who asked the question was consid-ering mixing the three her-bicides, but had had several bad experiences in the past and was 
hesitant. According to Urban Wessling of PBI/Gordon's research and de-velopment department in Kansas City, Kans., who cited the semi-nar instance to LAWN CARE IN-
DUSTRY, "To answer this type of question, it is necessary to give some background about tank-mixing. "In farming situations, it is common to tank-mix chemicals as Bookstore TURF MANAGER'S HANDBOOK by Dr. William Daniel & Dr. Ray Freeborg This specially designed manual by leading turf specialists is a comprehensive, organized approach to turfgrass science and care. An easy-on-the-job reference for planning, purchasing, hiring, construction and plant selection. $18.95 hardback $14.95 paperback Pascal P Pirone DISEASES & PESTS OF ORNAMENTAL PLANTS by Pascal Pirone This standard reference discusses diagnosis and treatment of diseases and organisms affecting nearly 500 varieties of ornamental plants grown outdoors, under glass or in the home. Easy to understand explanations of when and how to use the most effective fungicides, insecticides and other control methods. $26.50 INSECTS THAT FEED ON TREES AND SHRUBS by Johnson and Lyon Essential information for identifying more than 650 insect pests and the injuries they cause. More than 200 color illustrations. $38.50 TREE MAINTENANCE Pascal Pirone The fourth edition of this guide for anyone involved in the care and treatment of trees. Special sections on tree abnormalities, diagnosing tree troubles, non-parasitic injuries and assessing the suitability of different trees. $27.50 DISEASES OF SHADE TREES by Terry Tattar Because shade trees require specialized maintenance rarely used in the forest, this text seeks to aid the arborist in providing necessary care to maintain vigor and prevent shade tree diseases. An in depth look at infectious and non-infectious tree diseases. Plant pathology not necessary. $23.50 DftfftSlSOf StlflDf TRftS brunii ttrf ligation manual TURF IRRIGATION MANUAL by James Watkins A guidebook for engineers, architects, designers and contractors. Keeps pace with the latest 
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HORTUS THIRD - $99.50 TREE CARE Ł $9 00 SOILS AND OTHER GROWTH MEDIA $12.00 EXOTIC PLANT MANUAL - $37.50 HANDBOOK OF LANDSCAPE ARCHITECTURAL CONSTRUCTION $48.50 SOILS & SOIL FERTILITY $24.95 THE GREENHOUSE ENVIRONMENT - $28.95 FUNDAMENTALS OF ENTOMOLOGY AND PLANT PATHOLOGY - $21.00 MODERN WEED CONTROL - $16.00 DISEASES OF TURFGRASS - $27.00 TREE SURGERY - $17.00 TREE IDENTIFICATION - $9.00 
WESTERN HOME LANDSCAPING Ł $5.95 SHRUB IDENTIFICATION $8.00 MANUAL OF WOODY LANDSCAPE PLANTS Ł $19.00 WEED SCIENCE $24.00 HOME LANDSCAPE $16.00 THE PRUNING MANUAL Š $12.95 Mail this coupon to: Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 Name Address. 
City .State. . Zip. Signature _ Date. Please send me the following books. I have enclosed a check* for the total amount. Title Quantity Price Total Price 'Please add $2.50 per order, and if ordering multiple copies, also add 254 per additional copy for postage and handling costs. (postage & handling) Please allow 6-8 weeks for delivery. Total Enclosed directed by their label. For example, a farmer may tank-mix the agricultural herbicides Lasso and Treflan. He is mixing two compatible chemicals which perform two distinctly different jobs Š broadleaf weed control and grassy weed control. "On the other hand," Wessling continued, "it may not be possi-ble to combine other herbicides without encountering major problems. For instance, the ob-jective of a three-way compound such as Trimec is synergism, or a 'more-than-additive' effect, re-sulting in broad-spectrum weed control." Trimec is manufactured by PBI/Gordon Corp., and contains 2,4-D, mecoprop and dicamba. "The problem with tank-mixing these three herbicides is chemi-cal incompatibility, poor her-bicide activity, or even worse, turf injury," Wessling said. University reports. Attempts by lawn care businessmen to tank-mix these three herbicides is sometimes caused by mis-understanding university reports, 
he said. Traditionally, university 
researchers have avoided using trade names such as Trimec, in-stead referring to its generic in-gredients Š 2,4-D, mecoprop and dicamba. Herbicide users do not realize that the university is reporting about the synergistic activity of Trimec in this instance, and certainly do not recommend 
tank-mixing the three ingre-dients. Dr. Euel Coats, of the 
Department of Pathology and Weed Science at Mississippi State University, said: "The universities do not use trade names in order to prevent 
favoritism and in no way are the reports meant to direct operators to tank-mix 2,4-D, MCPP and di-camba." In order to attain the best pos-sible herbicide activity and at the same time attain a wide margin of turf safety, the correct herbicide-to-herbicide ratio must be carefully constructed, Wessl-ing said. When a lawn care businessman is mixing a 200-gallon spray batch, he must be 
sure that each drop leaving the 
spray nozzle contains the correct herbicide ratio. Furthermore, each spray drop must contain the pre-cise amount of the least-concentrated herbicide in the 
three-way product. Assured precision? Can the lawn care businessman be as-sured of precision when tank-
mixing three herbicides, the least-concentrated at four ounces to a 200-gallon tank of mixed spray? Will the four ounces dis-tribute uniformly in the tank without chemical reaction with 
the other herbicides or fertiliz-ers? "Complete homogenization of a three-way compound can only be arrived at when the man-ufacturer reacts the three her-
bicide acids to form the di-methylamine salt of a new prod-uct," Wessling said. "Trimec is 
the best example." LCI Circle the Reader Service numbers of those items of interest to you. Inquiries serviced for 90 days from date of issue. For those countries outside the U.S., please apply appropriate postage before mailing. READER SERVICE INFORMATION CARD 6-81 2 For more information on products or services mentioned in this issue, circle the corresponding numbers below, fill in appropriate information and mail today. 101 106 115 122 129 136 143 150 157 164 171 178 185 192 199 206 213 220 227 234 102 109 116 123 130 137 144 151 158 165 172 179 186 193 200 207 214 221 228 235 103 110 117 124 131 138 145 152 159 166 173 180 187 194 201 208 215 222 229 236 104 111 118 125 132 139 146 153 160 167 174 181 188 195 202 209 216 223 230 237 105 112 119 126 133 140 147 154 161 168 175 182 189 196 203 210 217 224 231 238 106 113 120 127 134 141 148 155 162 169 176 183 190 197 204 211 218 225 232 239 107 114 121 128 135 142 149 156 163 170 177 184 190 205 212 219 226 233 240 PLEASE CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. CONTRACTOR OR SERVICES: ŁLawn care service business involved primarily with fertilization, weed, and insect control 10 ST9 ÎTdo»y M,lt1,2'cDBoth 20 ^Primarily mowing/maintenance service 30 Ł Landscape contractor/lawn service company 40 Ł Nursery or garden center/lawn service company 50 ŁPest control/lawn service company 00 Ł Irrigation contractor/lawn service company B GROUNDS CARE/MAINTENANCE AT ONE OF THE FOLLOWING TYPES OF FACILITIES: 110 ŁPrivate or public estate 120 130 140 150 190 ŁSchool, college, university, hospital, or similar facility ŁCondominium housing development or industrial park ŁGovernment grounds: parks, around municipal buildings, facilities Ł Cemetery or memorial garden ŁOther (please specify) military C. SUPPLIER 210 Ł Chemical dealer or distributor 220 ŁEquipment dealer or distributor 230 DSeed broker/dealer 240 DSod grower NAME BUSINESS NAME. CITY _STATE_ .TITLE . .ADDRESS. _ZIP_ _TELEPHONE_L ) AREA CODE I WISH TO RECEIVE (CONTINUE RECEIVING) LAWN CARE INDUSTRY EACH MONTH Ł YES Ł NO SIGNATURE DATE NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY CARD FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN OIRE INDUSTRY POST OFFICE BOX 6200 DULUTH, MINNESOTA 55806 mmmmmmm MK^mmmmm PBI/Gordon's WessJing says that po-tential problems on tank-mixing 2,4-D, mecoprop and dicamba include chemical incompatibility and poor herbicide activity. There are other barriers to tank-mixing. The chemistry of a three-way combination is ex-trenely important. Solvents of differing chemical properties are used in making 2,4-D, MCPP, etc., each having varying abilities to absorb the herbicide acid. When the solvents clash, 
the herbicide falls out as useless 
crystals at the bottom of the tank 
or act to plug up spray screens and nozzles. Some incompatible solvents are the prime cause of turf injury. Dr. Roger Funk, vice president of research for Davey Lawnscape 
Co., Kent, Ohio, explains that when directly mixing different herbicides, a distinct probability 
exists that solvent imbalance may cause crystallization of the 
herbicide acids. He said: "The \ r#f y Mississippi State's Dr. Euel Coats: "In no way are the reports meant to direct operators to tank-mix, 2,4-D, meco-prop and dicamba Davey Lawnscape Co. has used Trimec since 1975 without any incident of turf damage." This is testimony to the effectiveness of a balanced her-bicide content and a compatible solvent system, Wessling said. Importance of pH. The pH of a solution is also of utmost im-portance. When the pH is not in a range of 8.0 - 8.5 the same problems of solvent compatibil-ity will occur. Wessling points out the problems lawn care businessmen may encounter using a single herbicide/fertilizer application. This practice adds another dimension to chemical compatibility. He said: "The pH must be made higher by mixing excess amine solvent to withstand 'abusive nixing.' 
This is done with Trimec. Furdiermore, unless a lawn care businessman adds the additional amine solvent to a three-way herbicide mixture, incompatibil-ity of chemicals will cause 'salt-
ing out' when an acidic fertilizer is added." Other problems related to tank-mixing are not immediately obvious. Involvement with the Environmental Protection Agency (EPA) can occur if labels are misused. Furthermore, if a lawn care businessman tank-mixes products which do not 
have tank-mix instructions on 
their label, he waives all re-course from manufacturers in the event of custoner complaints re-
sulting from turf damage. As Wessling points out, it is a direct infringement of the patent protecting Trimec to tank-mix 
2,4-D, MCPP and dicamba. Minimize callbacks. Efficiency is the key to any successful lawn care operation. William R. Fischer, president of Spring Green Lawn Care Corp., Plain-
field, 111., says: "We spray thousands of lawns in the upper Midwest area with approximately 50 spray trucks. We absolutely must service as many lawns as we possibly can every day Š and we must do it right the first time to minimize callbacks. So, we can't afford to burden our lawn technicians with any responsibilities for tank-mixing when one product is measured in quarts, another in 
ounces and still another in pints. "We know that Trimec does the job, and since we rely a good deal on word-of-mouth from our present customers to help us get new customers, we're not about to take any chances." ORGANIZATIONS Canada landscapers to form education group Landscape Ontario Horticultural Trades Association announces the formation of a Professional Hor-ticultural Sprayers' Group under the chairmanship of John Wright of Wright Lawn Spray Service, Ltd., Bloomingdale, Ontario. The aim of the group is to educate members of Landscape Ontario who are in the spraying business on business practices, new technology and to raise the level of professionalism in the horticultural spraying industry in 
Ontario. As a group they can obtain a better voice with government, in-surance programs and achieve a good working liaison with the 
Ontario Ministry of Environment. An educational program has been started with 66 people in 
attendance at the first seminar held at the University of Guelph on February 18th, 1981. Business 
management and the 2,4-D issue 
were the two main topics of dis-cussion. Future programs are to 
consist of a field day in July and a 
seminar in November. For further information contact Bob Chees-man: (416)276-6177. r* > Z n > z a c C/3 H 70 C z m Š CO 00 r aur L I J. \ it fj m >M Hv/V i . 0 * - r. I 4 / >1 ŁÍ w in your turf-' i / Ł > ' I Ł \ , / Ł : s \V ' ÉÉÈ ' y * / >¡i* ' TV'- ..M - y >V l' / vZ * ( / » V V KM * Ł ^ Ł/ -'R, / - Ł ^ iJmL/tli. f Ł * v.? Ł ''.;.) ' ŁŁ - ' V : Ł Wf. < - / ' ' ¿k . Ł / ., , . . ;, i - . < - -A J. - ŁŁŁ.>Ł >. ¿te 'Ł; . i \ j » Ł r i .-Tv / m Ä/ m WS y Łs Ł/ Ł hWyŁ ' -KŁ f< '-^üA mtî m'mmm m - _ m ' ** * «. As a turf professional, you know how yellow nut-sedge can compete with desirable grasses for water and nutrients. This 
tough weed reduces the attractiveness of residen-tial turf, golf course fair-ways and tees. It can lower the value of sod crops as well. And you don't want to risk using a herbicide that might dam-
age your turf. But you don't have to live with these problems. This year get the so-lution. Basagran® herbi-cide. Applied according to label directions, Basa-gran is the only post-emergence herbicide that effectively controls yellow nutsedge, without turf injury. So, for the proven combination of toughness 
on yellow nutsedge and gentleness on your turf, use Basagran herbicide. And get the edge on yel-low nutsedge. BASF Wyandotte Corporation, Agricultural Chemicals Division, 100 Cherry Hill Road, Parsip-pany, New Jersey 07054. I f »i \ .¿syr - - You Know you're going to get 'em with Basagran." V >r ^ Ł A ' \ / i A « 71 a2S'-r . f Ł I - « V Follow label instructions BASF >-DC H co D Q Z i < U z £ < New directions. National Agricultural Chemicals Associa-tion president Jack D. Early told a House agriculture panel that adjustments in federal pest control research policies are mandatory to help restrict U.S. agricultural production losses currently estimated at $35 billion a year. What with chemical regulation on the rise, Early's comments carry precious freight for the lawn care businessman. Early told the panel that current government regulations constrain agricultural research scientists by diverting them 
away from their essential activities in order to provide defensive information for products whose value has already been demonstrated. 'There is an obvious need for readjust-ment and realignment of research efforts nationally," he said, "and such readjustment must include reemphasizing the effective and efficient use of pesticides as a principal ingredient in pest management programs." He cautioned, however, that such pest control strategies as Integrated Pest Management should not be studied as separate entities but in the context of pest control needs in a total production system. Bulk mail discount. Lawn care businessmen mailing more than 588 first class letters can expect a one-half cent discount on each piece displaying the nine digit zip code once the 
change is approved, the Postal Service has reported. By a 
unanimous vote the Postal Service's Board of Governors endorsed the controversial system, which is still waiting 
approval from the independent Postal Rate Commission. The discount would be in addition to rate reductions already allowed for businesses that presort and prepare their mail for automatic processing. The Post Service contends that the nine digit plan will improve the efficiency of mail deliveries and hold down costs. Postal officials say the system would direct mail automatically to a letter carrier's route rather than to a particular post office, and would save $571 million a year. CLASSIFIED RATES: 40* per word (minimum charge, $15). Bold face words or words in all capital letters charged at 60* per word. Boxed or display ads charged at $40 per column inch (one inch minimum). Agency commissions will be given only when camera-ready art is provided by agency. For ads using blind box number, add $5 to total cost of ad. Send ad copy with payment to Dawn Anderson, LAWN CARE IN-DUSTRY, 1 East First Street, Duluth, *MN 55802. BOX NUMBER REPLIES: Mail box number replies to: LAWN CARE IN-DUSTRY, Classified Ad Department, 120 W. 2nd St., Duluth, MN 55802. Please include box number in address. HELP WANTED FOR SALE KELWAY® SOIL ACIDITY TESTER, used by PROFESSIONALS nation-wide. Direct reading, lightweight, portable, fully serviceable, no power source. Model HB-2 reads moisture too. Available through distributors. For brochure contact Kel Instruments Co., Inc., Dept. T, P.O. Box 1869, Clifton, N.J. 07015. 201-471-3954. TF Finn lawn seederŠ800 gallon mounted on 1971 F600 Ford with 300 cubic inch 6 cylinder engine. Unit used very little. $9,000 complete. 816-331-7441. e/8i Logos for Lawncare Š special offer. Buy 1 Introductory Tee Shirt (It's your lawn)/(And we care) $5.99 + $1.00 shipping and 1 Lawn Care of America Cap $4.50 -I- $1.00 handling and get free wholesale price catalog. Limited time only. Rush order to: Box 67, Jamesport, NY 11947. 6/si SALES REPRESENTATIVE Hawkeye Chemical Company, a lead-ing Midwest nitrogen products man-ufacturer, has an excellent oppor-tunity for a Sales Representative, specialty fertilizers. Duties include solicitations and servicing of liquid fertilizer blenders and distributors and lawn service companies in the 
sale of FORMOLENEŽ low-burn liq-uid nitrogen fertilizer for turf. Sales area covers eastern half of United States with concentration in Mid-west. Degree in agriculture and ex-perience in formulation and applica-tion of liquid fertilizers for turf are essential. Hawkeye offers car, ex-penses. salary plus commission, and an excellent employee benefit pro-gram. Send resume in confidence to: Employee Relations Manager HAWKEYE CHEMICAL COMPANY P.O. Box 899 Clinton, IA 52732 An Equal Opportunity Employer M/F BRANCH MANAGER Chemical Lawn Care firm is accepting applications for Managerial position. Must be experi-enced in route and service type busi-ness, responsible for sales personnel and administration. Must be willing to relocate in Ohio, Indiana or Kentucky areas. Write LCI Box 52. n/si ADVERTISERS xpe Bile cellent opportunity for person experi-enced in chemical lawn care. New company with growing pains. Excel-lent promotion possibilities. Salary, bonus, benefits. Send resume and salary requirements for further infor-mation. All inquiries held in complete confidence. Tuckahoe Lawn Care, P.O. Box 27, Slocum, RI 02877. TF SERVICES Increase your profits this year with "Garden Tips", the monthly customer newsletter with your company name/ phone. Proven response . . . cements customer relations, gets them to spend more, opens new doors expertly in new expansion areas. Low cost, effec-tive profit building. Call today 516-538-6444, we'll send complete infor-mation or write: Garden Tips, Box 117, Garden City, NY 11530. TF Allied Chemical Corp 10 The Andersons 7 BASF Wyandotte Corp 29 Diamond Shamrock 13 Dow Chemical Co 2, 3 Hawkeye Chemical Co. ... 25 Lawn Care Industry 26 Lakeshore Equipment ... 9, 11 Mobay Chemical . . . . 15-18 Monsanto Co 23 Pickseed West, Inc 24 PLCAA 22 Rain Bird Sprinklers 8 Tecumseh Products 31 3M Co 20, 21 Tuco Chemicals 32 Velsicol Chemical Corp 12 A Pat on the Bark It's funny how many people don't really appreciate trees. Besides providing shade on a hot sunny day or shelter on a windy cold one...trees make cities more enjoyable places in which to live. Strong healthy trees provide oxygen for our planet. And they give us a chance to get away from the hustle and bustle of city life. Next time you see a tree, a really majestic tree, stop for just a moment and think of all the things trees do for us every day. You may just want to pat it on the bark. Make your city greener, prettier, more enjoyable by becoming a TREE CITY USA. For information on TREE CITY USA, send in this coupon or contact your state forester. CITY USfi NAME ADDRESS CITY STATE ZIP The National Arbor Day Foundation Arbor Lodge 100. Nebraska City. NE 68410 PRODUCTS New absorbent meets EPA, RCRA regulations Oil-Dri Corp. of America has in-troduced Safe 'n Dri, a new absor-bent for hazardous waste solidifi-cation. With the advent late last year of the Resource Conservation Recov-ery Act (RCRA), lawn care com-panies face serious financial penalties from the federal gov-ernment if they do not properly 
dispose of any hazardous wastes they might be dealing with in their lawn care operation. Pesticide spills and waste from tank fills are prime examples of hazardous wastes in the lawn care industry. The company says that Safe 'n Dri is a proven waste absorbent material for most hazardous liq-uids. It also meets Environmental Protection Agency and RCRA reg-ulations for containment of toxic liquid wastes. The company also says that Safe 'n Dri costs less per cubic foot to use than other liquid waste absorbents available pres-ently on the market. The product is available in 50-pound bags or bulk. Further detailed information 
is available from Oil-Dri Corp. of America. Write 702 on reader service card New no-drift herbicide applicator Vandermolen Corporation an-nounces availability of the Drift-master Š a completely new applicator that applies liquid her-bicides without drift for the lawn care businessman. The Driftmaster rolls-on liquid herbicide. The weed killer is applied to the ground by a ribbed roller right alongside shrubbery or self-sharpen in use and dig deeply for finely tilled seed bed. Easy 
rearrangement of tilling tines for smooth cultivation and tilling 
width variations. The tiller con-verts quickly to the walk behind power lawn aerator which pene-trates the turf to allow air, water and fertilizer to reach root, while promoting thatch deterioration for healthy, lush, green lawns. Chain drive. Wheels 7 inch diameter. Depth stick with handy tine fastener wrench. Automatic single lever hand safety release clutch for forward and neutral. Fold down handle for auto trunk transport and compact storage. Write 704 on reader service card Pocket sized microscope developed Micro-Mike is a new line of agricultural-use, pocket-sized 
microscopes, ideal for the identifi-cation of plant diseases and pests in the field. A precision, four-lens optical system gives distortion free, razor sharp magnification without focusing or adjustment. It has no moving parts, is virtually indestructible and carries a life time guarantee. Available in 10X, 20X, 40X, or 50X power magnifi-cations. Manufactured by the 
DuMaurier Company, Virginia Beach, Virginia. Write 705 on reader service card Smooth riding with tandem axle trailer Snowco Division of Beatrice Foods Co. has announced the addition of a new 4200 pound capacity trailer to their existing utility trailer line. The new Model 20-016 features as . t X > Z n > z a c C/5 H pa < C z m standard equipment: a 76 inch by 180 inch steel deck; 7:00 by 13C tires; tandem axle; hydraulic brakes; adjustable loading ramps; cargo tie-down loops; screw-jack tongue stand and adjustable hitch height. Write 706 on reader service card C flower beds with no possibility of drift onto adjacent plants. Other benefits of the Driftmaster are even application and better results with less chemicals. There is no waste. Write 703 on reader service card New rotary tiller lawn aerator combo Feldman Engineering & Man-ufacturing Co., Inc. introduces the new combination rotary tiller/ lawn aerator machine for the lawn care businessman. Powered by a 
two-horsepower Briggs & Stratton engine, the lightweight, compact tiller/aerator allows easy handling for garden cultivation and lawn 
aeration. Its tough, spring steel tiller tines m ^ TECUMSEH Symbol of Value Throughout the world the familiar indianhead trademark has come to mean engineering excellence, product reliability and responsible business conduct. Tecumseh's dedication to product quality is clearly expressed in the construction features of the Model TVS105XL (xtra life) heavy duty commercial rotary mower engine. The TVSI05XL design embodies components of proven durability - -Cast Iron Cylinder Liners, Bronze Main Bearings, Hardened Crankshaft Journals, Solid State Ignition, Twin Element Air Cleaners Components and design so rugged that in-warranty time has been extended to eighteen months. Easy topside accessibility encourages routine maintenance. Tecumseh's TVSI05XL - Today s better long-term engine value for the fj commercial user, rental service, and discriminating homeowner. TECUMSEH PRODUCTS COMPANY Š ENGINE DIVISIONS GRAFTON and NEW HOLSTEIN, WISCONSIN WIPE OUT GRUB PROBLEMS WITHPRQHOL PROXOL WORKS Kills white grubs, sod webworms, cutworms and armyworms on contact. Proven results for many years by golf course professionals to meet their precise insect control needs. NO ODOR Proxol produces no unpleasant odor to offend customers. PENETRATES THATCH Readily penetrates thatch to concentrate in the soil at the zone of larval activity. ENVIRONMENTALLY SOUND Proxol does not produce a long-term residual buildup. At recommended rates it controls principal damage-causing insects as listed on the label without significantly affecting beneficial insects. LOW CONCENTRATIONS Proxol is effective at 11/2 oz. to 3% oz. per 1,000 sq. ft. for cutworms and sod webworms. 3% oz. per 1,000 sq. ft. is requiredior grubs. TUCO Division of The Upjohn Company USE IN A PROGRAM Proxol is highly soluble in water. Easily applied with conventional ground equipment. Can be tank mixed with other non-alkaline pesticides. Low effective rates offer economy. CONVENIENT 2 and 5 lb. packages make measurement easy. Eliminates waste. READILY AVAILABLE Over 150 U.S.distributors and 8 regional TUCO Distribution Centers assure convenient product availability. ACTI'DIONE A TUCO broad spectrum fungicide, long used by golf course professionals, to stop turf disease problems before they start. TOLL-FREE INFORMATION For product availability and information just call: Outside Michigan 1-800-253-8600 Inside Michigan (collect) 0-616-323-4000.