FitzGibbon selected as LCI's 1989 Man of the Year James I. FitzGibbon is being honored as the 1989 LAWN CARE IN-DUSTRY Man of the Year for his contributions to the 
industry's success. "He was one of the first to recognize the potential of 
this industry, and he was instrumental in developing 
marketing programs and distribution systems to get product to the end-user," says Jon A. Miducki, LAWN CARE INDUSTRY publisher. FitzGibbon also played a crucial role in the founding 
of the Professional Lawn Care Association of Amer-
ica. "He's been a doer," re-ports James R. Brooks, PLCAA's executive vice president. FitzGibbon: Man of the Year. "He's been innovative for the industry. We're pleased to have him recog-nized as Man of the Year," 
Brooks adds. FitzGibbon maintains that any contributions he made to the lawn care in-dustry were the result of hard work done by his em-ployees, such as the retired Ron GiffenŠwho was a previous LAWN CARE IN-DUSTRY Man of the Year. "It was all done with a team effort," FitzGibbon says. In 1962 FitzGibbon and Robert Burkhardt founded the Lake Shore Equipment 
and Supply Co., which later 
became LESCO. FitzGib-
bon is currently chairman See AWARD Page 8 WWN ORE INDUSTRY Serving the needs of the professional lawn care operator PESTICIDES Tests by scientists show that pesticides do not pollute groundwater. SURVEY Survey of LCOs confirms that high service standards attract clients. CLASSIFIED See what's for sale, A n miscellaneous items. £ D LCOs meet in Vegas; Steinau elected pres. LAS VEGAS, NEV.ŠRichard Steinau was unanimously elected president of the Pro-fessional Lawn Care Associa-tion of America at its 10th 
annual convention and trade show. In his acceptance speech, Steinau challenged the organi-
zation's membership. "The choice is yours: spec-tator or participant?" Steinau said. "I'm going to offer you the chance to get involved as you never have beforeŠto shape your future and the future of ************* 3-DIGIT 488 157 00486132 10 93 PETE COQKINGHAM LIBRARY RF~121 30G MI 48824-1048 an entire industry. We need to hear your thoughts; we need your participation." Steinau is president of Greenlon Lawn Care Services in Cincinnati, Ohio. Bob Parmley, bringing an end to his one-year presi-dential tenure, pointed to ad-
vances in PLCAA affairs. "We raised dues a bunch," he recounted. "It was truly a painful decision, (but) your or-ganization is now better 
equipped to be pro-active and 
cope with the issues facing the industry." Secretary David Sek's re-port noted 184 new members during fiscal year 1989 to bring PLCAA's total to 1,259. The trade show, he said, was extremely successful with 
a pre-registration of 1,101,167 See VEGAS Page 8 LATE NEWS Industry-wide coalition seen ROLLING MEADOWS, ILL.ŠA green industry-wide coalition is closer to reality as nine organizations have agreed to draft governing documents to form the Landscape and Environmental Resource 
Council. A meeting is set for March. The groups involved are the Professional Lawn Care Association of America, the Associated 
Landscape Contractors of America, the 
Professional Grounds Management Society, The Lawn Institute, the Irrigation Association, the 
National Arborist Association, the International 
Society of Arboriculture, the American Society of 
Landscape Architects and the American Sod 
Producers Association. At a September meeting officials of the associations 4'voiced a continuing need for a 
unified voice on issues that affect the represented industries," said Doug Fender of the ASPA. Joint projects are in the offing, too. An inventory of educational programs will be expanded, an economic survey will be taken of the membership and a computer network will be developed. LCI DECEMBER 1989 EARTHQUAKE Calif, firms are shaken as 7.1 tremblor strikes BY JAMES E. GUYETTE Editor For green industry businesses in the earthquake-rat-tled region of California, one of the most pressing 
problems is simply reaching the clients. Work came to a grinding halt, of course, during the immediate aftermath, but as things got back on track, closed roads made scheduling difficult. The sheer volume of vehicular traffic in the San Fran-cisco Bay area can make getting to clients tough under the best of circumstances, but buckled pavement made every-thing even worse as main routes were suddenly impassable, reported Emiley Lincowski, a horticulturist/communica-See QUAKE Page 22 VOLUME 13 NUMBER 12 AN liiOlii PUBLICATION Chimney down: Falling bricksŠand the subsequent heavy cleanup workŠwill require turf repairs at this home in Watsonville, Calif., near the epicenter. November December January Early Order Early Payment Discount Discount 10% 5% 8% 4% 6% 3% Pickup Allowance 3% 3% 3% r It pays to order early. Save over 17% on LESCO equipment! spreaders Ł gas-powered poly tank and stainless steel tank sprayers Ł rotary mowers - including our new zero-turning-radius mower! Determine your savings by combining discounts for the month you order and the month you pay. Look what you can save on a LESCO 36 Commercial Rotary Mower: $2,415.00 Price of Mower 241.50 10% November Early Order Discount $2,173.50 108.67 5% November Early Payment Discount $2,064.82 65.20 3% Sebring Pickup Allowance $1,999.62 Net Due November 31,1989. Note: Example reflects total discounts of 17.2%. Sales tax not shown. If you're planning on buying new equipment for next spring, you simply can't afford to pass up this opportunity! Don't let the grass grow under your feet! Order early and make sure you get the LESCO equipment you need in time for next spring. The sooner you order, the more you'll save! LESCO, Inc., 20005 Lake Road, Rocky River, Ohio 44116 800) 825-3726 216) 333-9250 Order early and save! Pay early and save even more! OR PAY NOTHING UNTIL MAY 1,1990! Save an additional 3% by picking up your equipment at our Sebring, Florida manufacturing facility. Take delivery at our option. Foundation looking to lawn care's future The future of lawn care's tomorrow depends greatly on what accomplishments are made today. The Professional Lawn Care Association of America Education and Research Foundation, Inc. will 
"promote public awareness and knowledge of the science, culture and impact of 
turfgrasses in the urban landscape," according to a mission statement. The non-profit, independent foundation was founded a year ago in honor of the late Bill Fischer and Jim Marria. The foundation's activities will consist of public relations efforts, lawn care industry education, and university research and scholarship. Student education programs will be offered, seminars conducted and press releases written as part of the mission. "We see a future where our sons and daughters experience nature as they walk on the cushioned comfort of our lawns, and where they are introduced to 
the value of a day's work 
behind the family lawnmower," says Dr. Barry Troutman, foundation 
treasurer. "As a group, we have to have a vision of the future," 
he explains. "We want to improve the public's understanding of turfgrass. That's the vision we have for the future!" The foundation will be looking toward tomorrowŠ and coming up with solutions today. "We still have a long way to go to match what the golf course industry has done in 
terms of research," says Bob Earley, group vice president at Edgell Communications and a foundation director. "As an industry, we need to support aggressive research programs for lawn care," he says. To help fund this effort, LAWN CARE INDUSTRY is donating $50,000 in matching funds to the foundation. "Ten years ago we donated $5,000 to get PLCAA going," Bob recalls, "and now we're 
expressing our continued support for this vitally important cause. It's a down payment for the future of the industry." Also, LAWN CARE INDUSTRY was among the sponsors of the first PLCAA 
Foundation Classic, a fundraising golf tournament 
held at the Dunes Emerald 
Green Country Club in Las Vegas. "As publishers of the only magazine written exclusively 
for the professional LCO, we felt compelled to invest in the 
futureŠto let everyone 
involved know that we are sincerely committed to this industry," explains Jon A. Miducki, LAWN CARE 
INDUSTRY publisher. Other sponsors included Lebanon Total Turf Care, Ciba-Geigy Corp., Rhone Poulenc, Northrup King, Encap Products and Monsanto. Lebanon's Paul Mengle captained the winning team, 
which blazed the links by shooting an 11-under-par 62. Other team members were 
Dow/Elanco's Mike Lind and L4WN GURE INDUSTRY Delivers! I The Latest News I Business Management Information I Practical, How-To Solutions Advertisers Rely On LAWN CARE INDUSTRY for: Ł Blanket Coverage: Over 13,500 recipients* Ł Targeted Reach: 85.3% of LCI's circulation is classified as Executive Management, Owners/ Operators, and Management* Ł Popularity: Over 99% of LCI's circulation is by personal direct request from the recipient* LAWN CARE INDUSTRY... the only magazine that has it all! To reserve space, call Group Vice President Bob Earley at (216) 826-2856 or contact your LCI representative today. WWN OIRE NDUSTRY Vbpa ABP ŁSOURCE: December 1988 BPA Statement COMMUNICATIONS 7500 Old Oak Boulevard, Cleveland, Ohio 44130 Ł (216) 826-2856 JAMES E. GUYETTE EDITOR his step-brothersŠBret Madson, a golf course superintendent in Jefferson, Iowa, and Todd Madson, who lives in Phoenix, Ariz. The tournament was just the beginning of the foundation fundraising efforts during the PLCAA convention. Attendees in Vegas pledged to donate a whopping $122,500. Industry leaders hope to raise much more. "We want to have a substantial annual income," Barry told a cheering crowd at a reception honoring the foundation's efforts. The assembled guests saw the premier of The Value of TurfŠFor Today and the Future, a 10-minute video produced by Ciba-Geigy. Funds from the video sales will go to the foundation, and those who pledge $100 or more for three years will get a free copy. "We're pleased to support some of the breakthrough research that's going on in turf today," says Bill Liles, director of Ciba-Geigy's turf 
and ornamental products 
division. Bill stresses the importance of funding university programs. "Without scholarship and 
research we don't have a 
future." Y< S Ł WHILE IMAGE IS CLEARLY NO SUBSTITUTE FOR EXCELLENT SERVICE, WITHOUT A DISTINCT AND POSITIVE CORPORATE IMAGE, YOUR COMPANY IS SIMPLY ONE OF MANY. Too often, customers know only two things about their lawn care company: What they do keeps my lawn looking okay and every month or so I get an invoice. A custom Focal Point newsletter can establish that critical positive image for your company, and explain the value of your services. It can generate new accounts, increase sales to existing accounts, reduce service calls and cancellations, promote upcoming specials, and more. A Focal Point newsletter costs less than traditional advertising, but can have more impact. No other form of promotion has the sustained influence of a handsomely designed, expertly written Focal Point newsletter. Your customers will think of your newsletter as a valuable source of news and knowledge. So your newsletter is actually readŠ unlike the thousands of advertisements your customer sees, hears, and receives in the mail each year. And you can maintain absolute control of your newsletterŠ without the problems involved in going it alone. Your newsletter helps establish the image of an industry leaderŠ authoritative, professional, knowledge-ableŠ that's easy for brand-conscious customers to remember and rely on. Please call for free samples from our latest Portfolio of newsletters and other communication tools designed exclusively for the green industry. FocalPoint COMMUNICATIONS 800 525 6999 FOCAL POIHJ COMMUNICATIONS Ł 11171 EMBASSY DRIVE Ł CINCINNATI, OHIO 45240 B MEMOS Weedestroy Triamine II W.S. is a new water soluble herbicide just registered by EPA. Riverdale Chemical Co. product offers selective broadleaf weed control with combination of MCPA, mecoprop and dichlorprop acids. Works on cool- and some warm-season grasses. Amigo dwarf-type tall fescue is due out in fall 1990 from Northrup King. N.K.'s Joe G. Churchill says very good winterhardiness permits use in northern states. Greens up in early spring, stays green late in fall, says he. 
Fine leaf blade has reduced vertical growth, variety is broadly adapted in U.S. In the Great Northwest, Steve Jackson is Ciba-Geigy's new turf and ornamental sales 
rep. He previously sold for 
ChemLawn. The use of 2,4-D has passed muster Down Under as Australian court granted approval to weed control effort. Environmentalists had objected. France's No. 1 horticultural product, Minute Grass, has arrived in the U.S. Quick-growing lawn comes rolled in bundles. Unlike sod, grass grows in bark mixtureŠnot soilŠand is spread on strips of perforated plastic. In 6-8 weeks it's rolled down at site. Company H.Q. is in 
Studio City, Calif. Orkin has appointed Joe Cline to vice president of its lawn care division. He will be responsible for all 59 branches. In addition to turfgrasses, Mobay's Oftanol 5 percent granular insecticide is now registered by EPA for use on 
ornamentals. LCOs can treat lawn, beds at same time, says firm. LCI Łf' I - yj ^'rr^ kw jpwpl HKuP? jfifi mSw v»| Remember your roots. Just dig beneath the surface a bit and you'll see why it pays to make Dacthal your preemergence herbicide. With Dacthal you won't have to worry about stressed or damaged roots in desired turf. Because most turfgrass root systems have a 
high tolerance for Dacthal. So while you may save a few bucks with less expensive herbicides, you may not save turf 
root systems. And healthy turf is the bottom line in terms of satisfying customers and minimizing callbacks. What's more, Dacthal has a proven record of performance on more than 20 annual grass and broadleaf weeds. Including the tough ones like crabgrass, spurge, annual chickweed, foxtail and Poa annua. Given recent problems with crabgrass control and damaged root systems, it's no wonder lawn care professionals are making 
the Dacthal choice this season. Remember, Dacthal is not water soluble, so it won't leach during wet conditions. And Dacthal is biodegradable, so accumulation in the soil has 
never been observed. So why not make Dacthal your preemergence herbicide 
this season? Why not join a growing grassroots movement? Fermenta ASC Corporation, 5966 Heisley Road, RO. Box 8000, Mentor, OH 44061-8000. 4k Always follow label directions carefully when using turf chemicals. C'nrn back to Dacthal! L4WN QRE INDUSTRY JAMES E. GUYETTE Editor JERRY ROCHE Executive Editor JON MIDUCKI Publisher ROBERT EARLEY Group Vice President CAROL HIMANGO Production Manager ROSY BRADLEY Production Supervisor BRYAN VOLLMAN Graphic Design MARILYN COPP Circulation Supervisor GAIL PARENTEAU Reader Service Manager THEODORE C. MATHEWS Promotion Director JOHN PRESSELLO Graphics Manager MARKETING/SALES Midwest Office: JON MIDUCKI (216) 826-2855 National Sales Manager MARSHA DOVER (216) 891-2739 Regional Sales Manager BARBARA THOMAS (216) 826-2886 Regional Sales Manager 7500 Old Oak Blvd Cleveland. OH 44130 FAX (216)826-2832 Southern Office: DICK GORE (404) 233-1817 FAX (404) 261-7022 3475 Lenox Road, N.E., Suite 665 Atlanta, GA 30326 Western Office. BOB MIEROW (206) 783-0549 FAX (206) 784-5545 1515 N.W. 51 Street Seattle, WA 98107 Classified DAWN NILSEN (218) 723-9349 1 E. First St.. Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120 W. Second St. Duluth. MN 55802 218-723-9192 EDGELL COMMUNICATIONS. INC PUBLICATIONS ROBERT L. EDGELL, Chairman RICHARD MOELLER, President LARS FLADMARK, Executive V Pres ARLAND HIRMAN, Vice Pres./Treasurer THOMAS GRENEY, Senior V. Pres. EZRA PIHCUS, Senior Vice President JOE BILDERBACH, Vice President JAMES GHERHA, Vice President GEORGE QLEHH, Vice President HARRY RAMALEY, Vice President LCI ADVISORY COUNCIL MARTY ERBAUGH RON KUJAWA Erbaugh Corp. KEI Enterprises Peninsula. OH Cudahy. Wl A. J. POWELL U. of Kentucky Lexington, KY sat 'v. . Jtm JACK ROBERTSON Robertson Lawn Care Springfield. IL LAWN CARE INDUSTRY (ISSN 0160-6042) is published monthly by Edgell Communica-tions. Inc. Corporate and Editorial offices: 7500 Old Oak Boulevard. Cleveland. Ohio 44130. Advertising Offices: 7500 Old Oak Boulevard. Cleveland. Ohio 44130. 111 East Wacker Drive. Chicago. Illinois 60601 and 3475 Lenox Road. N.E. Suite 665 Atlanta. Georgia 30326. Accounting, Advertising Pro-duction and Circulation offices: 1 East First Street. Duluth. Minnesota 55802. Subscrip-tion rates: $25 per year in the United States; $50 per year in Canada. All other countries: $100 per year. Current issue single copies (pre-paid only): $2.50 in the U.S ; $5.00 in Canada; elsewhere $10.; add $3.50 for ship-ping and handling per order. Back issues, if available $10; add $3.50 per order for ship-ping and handling (pre-paid orders only). Of-fice of publication: Edgell Communications, Inc., 1 East First Street. Duluth. Minnesota 55802. Second class postage paid at Duluth, Minnesota 55806 Copyright © 1989 by Edgell Communications, Inc. All rights re-served. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical includ-ing photocopy, recording, or any information storage and retrieval system, without per-mission in writing from the publisher POSTMASTER: Send address changes to LAWN CARE INDUSTRY, P.O. Box 6200. Duluth, Minnesota 55806. ViV VBPA | NAME TITLE 
TITLE FIRM ADDRESS PRINT PHONE NUMBER BELOW CITY STATE ZIP PHONE( ) 101 116 131 146 161 176 191 206 221 236 251 266 281 296 311 326 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 103 118 133 148 163 178 193 208 223 238 253 268 283 298 313 328 104 119 134 149 164 179 194 209 224 239 254 269 284 299 314 329 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 106 121 136 151 166 181 196 211 226 241 256 271 286 301 316 331 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 WWN GIRE INDUSTRY DECEMBER 1989 This card void after Feb. 15,1990 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 30 Ł Both chemical lawn care company and mowing/management lawn care company B. SUPPLIER 70 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: Date BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 I.I.IMI.I.IMMI.M.IIMI.IMIM.IIMI.II.H NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES TOP OF THE NEWS DOT drug testing rules including lawn care drivers BY MEGAN HARDING WASHINGTON, D.C. Drivers of trucks carrying commonly used lawn care chemicals will be required to submit to drug tests under new federal regulations that begin this month. Under the Commercial Motor Vehicle Safety Act of 1986, the U.S. Department of Transportation has tightened controls on carriers of haz-ardous materials and sub-stances. LCOs who employ 50 or more drivers must comply with the new drug testing reg-ulations by Dec. 21. Those with fewer than 50 drivers have until Dec. 21,1990 to begin a drug testing pro-gram. "The problem with these rules is enforcement," says Paul Skorupa, assistant direc-tor of the Pesticide Public Pol-icy Foundation. "People could probably get away with it (failure to do drug 
tests) for years and years," he 
says, just as they now skirt DOT regulations on packag-ing and shipping hazardous 
materials. However, enforcement is likely to occur if a vehicle is involved in a traffic accident. DOT may then find cause to audit the company headquar-
ters and the entire operation, Skorupa warns. Drug tests are to be per-formed prior to employment, during routine physicals, within 36 hours of a traffic ac-
cident, or any other time there is reasonable cause to suspect that an employee is using drugs on the job, according to a guide published by the Profes-
sional Lawn Care Association of America. One disadvantage of drug testing, besides the expense, is that it may discourage a lot of potential job applicants, Skorupa says. However, he adds, many LCOs would prefer to weed out possible drug users before placing them on the payroll. "Personally, I would have to think very hard about working About the Author Megan Harding is a freelance journalist from Shaker Heights, Ohio. 'Most companies wouldn't fire an individual the first time9ŠPaul Skorupa for a company like that (that would require drug tests)," Skorupa says, simply because of the principle involved. Random drug testing must be phased in during the first year after the initial date of compliance. But, Skorupa points out, the constitutionality of ran-dom drug testing is being chal-lenged in the courts. "You have to prove probable cause" before a search and seizure, he says, and under this provision a urine test could be ruled as being illegal. There are a number of con-sulting firms that will provide drug testing along with the re-quired notification and docu-mentation. Drivers are to be tested for the presence of marijuana, co-
caine, opiates, amphetamines 
and phencyclidine (PCP). If test results indicate that a driver has used drugs, the new rules do not mandate that the person be fired. Each com-
pany, though, is required to have a written policy on how such an offense would be dealt with. "Most companies wouldn't fire an individual the first time," Skorupa says. LCI I J2L / Skorupa: Questions remain. Used By at Lawn Care Professionals BATA POLYBLEND BOOT Two-stage injection moulded, one-piece construction lor complete waterproof protection. Constructed for environments where severe conditions require a high degree of chemical resistance. Features include: Ł Non-slip soles for safety 
Ł Pull-up and kick-off lugs for ease in entry and removal Ł Removable cushion insole allows hygienic cleansing of boot interior Ł footbedB insole available for added comfort and support Ł Steel safety toe in selected styles All steel toe items meet or exceed ANSI STANDARD Z4J Class 75 /or Impact and compression BATA POLYBLEND BOOTS are specially formulated for a wide variety of applications. MEN Full sizes 16" Knee Boot 4-13. Full sizes 6" Work Boot 6-13. 
Black/Grey, Cleated Sole, Full Steel Shank Standard. WOMEN Full sizes 4-11. Black/Grey, 
Cleated Sole, Without Steel Shank. The jacket in the above photograph is the BATA TUFTEX 30 SERIES made of PVC/nylon/PVC material. It is lightweight and extremely tear and abrasion resistant with attached or snap on hood, raglan sleeves and storm fly front Permeation test results are available upon request. FOR MORE INFORMATION CALL: 1-800-365-2282 BATA SHOE COMPANY, INC., INDUSTRIALS DIVISION Ł Belcamp, MD 21017 Circle No. 101 on Reader Inquiry Card T CONVENTION REPORT Fundraising: Jim's Lawnscape, Inc. of Orlando, Fla. took part in a fundraising reception in Las Vegas on behalf of the Professional Lawn Care Association of America Education and Research Foundation. With Owner Jim Wingo, right, are his wife Debbie, daughter Angela and, left, Operations Manager Jack Wambach. Donation: John MacLeod, national sales manager for Ciba-Geigy, presents a $15,000 pledge to Russ Frith, president of the Professional Lawn Care Association of America Education and 
Research Foundation. The presentation was made in Las Vegas. 1 m <4 1 _ a VEGAS _ from Page 1 exhibitors and 67,000 sq. ft. of exhibition space. Executive Vice President James R. Brooks said that even more members are needed. "We are colleagues, not competitors, at meetings like 
this," he said. "I'd like us all to carry that AWARD from Page 1 of the board and chief execu-tive officer. "We never questioned the growth of this industry," FitzGibbon recalls. "We saw the growth in this industry 
and we still see the growth in 
this industry," he adds. "We saw the volume that ChemLawn and others were 
moving and we knew they'd 
have to be supplied," he re-counts. "We get as close to the mar-ketplace as we can," says 
FitzGibbon as he explains the LESCO "one-step distribu-tion" system. "We bypass dis-tribution and sell directly to the consumer." "That fostered growth for the lawn care industry because we were able to keep our prices down," notes Jerome R. Faulring, president of Hydro Lawn in Gaithersburg, Md. "He's had a big impact on people like me," Faulring com-ments, adding that he has often looked to FitzGibbon for 
advice on how to be more suc-
cessful. "He's an extremely wise businessperson. He's right more often than not," Faulring observes. "Jim has always been there to assist the association and the industry on the local level," Faulring points out. In the early days of PLCAA, banks were unwilling to extend a line of credit to the founders, Faulring recalls. "We needed a co-signer and Jim just jumped on it." The line of credit supplied by colleaguesmanship back to our 
communities. Do your part to 
bring other companies to be a part of us, and it'll really pay off," he urged. "Our new competitors are the environmentalists and leg-islators. We set a goal in 1990 of having 2000 members, but 
we won't meet that goal 
wihtout help from you, our current members." Former PLCAA president FitzGibbon's signature en-
sured PLCAA's survival. "There was a need for it," FitzGibbons explains. "Cer-tainly the lawn care industry needed an organization of its own." He again gives credit to Giffen for his foresight. One reason for LESCO's success is that the company 
was able to predict increased 
usaee of granular materials. With the sprays, LESCO officials could see that "mov ing that amount of water was not feasible. We saw it coming, but environmentalists pushed it along some," FitzGibbon says. "The environmental issue is here to stay," he reports. FitzGibbon also believes that LCOs will continue to add Russ Frith, president of Lawn Doctor and chairman of the new Education and Research 
Committee, reported pledges amounting to $122,500. LAWN CARE INDUSTRY magazine led the way with a pledge equal to 
$50,000 over the next three years. The E&R Committee also realized $4,000 in profits from a pre-show benefit golf tournament. Other officers elected unan-imously at the annual meet-ing: J. David Fuller of Fullcare, 
Louisville, Ky. and Joseph L. Winland of Tru Green Corp., Alpharetta, Ga. as vice-presi-
dents and Neal A. Deangelo of Lawn Specialties, Hazelton, 
Pa. as secretary/treasurer. Directors elected to three-year terms are Edward J. Coia of Lawnmark, Hudson, Ohio; Denny Linnell of LawnLife Corp., Salt Lake City, Utah; Jerome L. Faulring of Hydro Lawn, Gaithersburg, Md.; Pa-trick J. Nibler of ProGrass, Wilsonville, Ore. and Daryle L. Johnson of All American Turf Beauty, Van Meter, la. At the opening ceremonies, LAWN CARE INDUSTRY 
magazine Publisher Jon A. 
Miducki presented its "Man of the Year" award to James I. FitzGibbon, CEO of Lesco, other services to their opera-
tions, such as mowing, gutter cleaning and other home-ori-
ented tasks. "This has been talked about for years and (now) it's happening. It's a different 
marketplace than what we had 
20 years ago." Even at FitzGibbon's own home, he can see the need for a company offering complete services for around the house. "It would be nice to have one person to hang my hat on." Other industry trends for the future include the avail-
ability of better renovation machines and an increase in the use of zero-turn radius mowers. New chemistry will happen, too. Inc., in Rocky River, Ohio. "Many names crossed our minds in trying to decide what one person made the most sig-nificant contribution to the 
industry," Miducki said. "(We 
found) one person who consis-tently went the extra mile. FitzGibbon had the foresight to recognize lawn care as a sep-arate industry from landscape, 
and has been instrumental in 
developing marketing pro-grams and distribution sys-"In five years you'll be working with a new handful of chemicals," he predicts. As for LESCO, customers can look for overnight delivery of their orders through the use 
of computers. "It will be done in 24 to 36 hours," he says, adding that the service should be on-line sometime next year. FitzGibbon is happy work-ing within the lawn care in-dustry. "We enjoy the 
businessŠwe enjoy the people in the business." LCI PLCAA wins Michigan legal case MILFORD, MICH.ŠThe Pro-fessional Lawn Care Associa-tion of America is claiming victory following a court rul-ing against a local pesticide or-dinance. PLCAA lawyers argued that Milford's ordinance re-stricting pesticide use was pre-empted by the Federal Insecticide, Fungicide and Ro-denticide Act. A United States District Court judge in Detroit agreed, and Milford was enjoined from 
enforcing the ordinance. PLCAA expects similar re-sults in other suits filed in Mayfield Village, Ohio and 
Mashpee, Mass. Mashpee re-pealed its ordinance in August following the filing of the PLCAA suit. PLCAA officials said they were pleased with the results of the court action. LCI tems to benefit the LCO." The lengthy but interesting opening session also featured a reunion of some of the organi-zation's 36 founding members, who gathered in Fort Mitchell, Ky. on June 14,1979. LCI Steinau: New PLCAA president. Miducki now publisher of LAWN CARE INDUSTRY CLEVELANDŠJon A. Mid-ucki has been named publisher of LAWN CARE INDUSTRY magazine, said Robert Earley, group vice president at Edgell Communications, Inc. Miducki, who has been with the company for five years, was previously national sales manager for LCI. He re-mains national sales manager of Landscape Management magazine. LCI Miducki: Promoted to publisher. Man of the Year: LAWN CARE INDUSTRY Publisher Jon A. Miducki presents a special plaque to James I. FitzGibbon at the Professional Lawn Care Association of America national convention, held in Las Vegas. WE REACH THE PEOPLE YOU NEED TO REACH! Place a classified ad in any of these EDGELL COMMUNICATIONS' publications and you know your ad dollar is wisely spent. Circulation Magazine Circulation Magazine 22,587 AFTERMARKET BUSINESS 47,780 LANDSCAPE MANAGEMENT 13,252 AMERICAN AUTOMATIC MERCHANDISER 13,589 LAWN CARE INDUSTRY 135,134 AMERICAN SALON 15,209 LP/GAS 12,821 AQUA 17,322 MEAT PROCESSING 29,475 BEVERAGE INDUSTRY 14,496 NEUROLOGY 10,484 BODY FASHIONS/INTIMATE APPAREL 15,686 OPHTHALMOLOGY TIMES 3,119 CANDY INDUSTRY 13,797 PAPERBOARD PACKAGING 11,247 CANDY MARKETER 12,889 PAPER SALES 50,381 COMMUNICATIONS NEWS 16,335 PEST CONTROL 20,469 CONCRETE PRODUCER NEWS 19,656 PETROLEUM ENGINEER INTERNATIONAL 102,224 DENTAL MANAGEMENT 14,105 PETS SUPPLIES MARKETING 7,084 DERMATOLOGY TIMES 24,044 PIPELINE & GAS JOURNAL 12,777 DRUG & COSMETIC INDUSTRY 21,672 PIT & QUARRY 35,707 DVM NEWSMAGAZINE 10,100 POULTRY PROCESSING 24,546 FLOORING 20,281 ROOFING/SIDING/INSULATION 77,365 FOOD & DRUG PACKAGING 9,369 SNACK FOOD 62,170 FOOD MANAGEMENT 41,293 TELEPHONE ENGINEER & MANAGEMENT 19,051 HEARING INSTRUMENTS 9,056 UROLOGY TIMES 45,148 HOTEL & MOTEL MANAGEMENT 21,000 WORLD COGENERATION 13,833 HOUSEWARES Don't forget that classified advertising works just as effectively in locating employees as it does if you are looking for a position, have a line, machinery or a business to sell, are seeking representatives or wish to buy a specific item. Let it go to work for you! EDGELL COMMUNICATIONS does a better job of reaching those who count (your potential customers) than any other business publisher. COUNT ON US TO REACH THOSE WHO COUNT! Call Dawn Nilsen at
 218-723-9200 Fax: 218-723-9615 iiadii. COMMUNICATIONS One East First Street Duluth, Minnesota 55802 j Bird deaths create flap over 'lawn care syndrome' Bird deaths in urban and suburban areas have sparked allegations of "lawn care syndrome" as in-dustry-used chemicals are 
being blamed. "Amateur toxiologists are attributing these bird deaths 
to lawn care pesticides and de-scribing symptoms such as convulsions, shaking, gran mal seizures and uncontrolla-ble screeching," according to Dr. Barry C. Troutman, direc-tor of education at the Profes-sional Lawn Care Association of America. Wildlife centers in various areas of the country are con-firming bird deaths and saying that pesticides are involved, but "everyone seems to admit 
that there is very little evi-dence from autopsies to con-firm pesticide poisoning." According to Troutman, the most outspoken advocate 
of lawn care syndromeŠa re-cently named conditionŠis Ward Stone, a wildlife pa-thologist from upstate New York. Stone claims to have au-topsy evidence linking bird deaths to chlordane, dieldrin 
and other lawn care pesticides. Reportedly, he has asked some New York residents to 
send him their dead birds for testing in his lab. Troutman has prepared some information that will help LCOs answer questions 
raised by concerned customers and reporters: Ł Songbird populations in the United States have in-
creased since 1965. Fertilizers 
and weed control products are not particularly toxic to song-birds. Ł Insect control products used today decompose rapidly 
and do not accumulate in the food chain like DDT and early chlorinated insecticides. Chlordane and dieldrin have not been used by turf pro-fessionals for 10 to 15 years fol-lowing a ban mandated by the 
U.S. Environmental Protec-tion Agency. Ł The number of human-related bird deaths in the U.S. 
is estimated to be almost 200 
million per year. About 62 per-cent of those are due to hunt-ing. Another 32 percent die in collisions with man-made ob-jects such as windows, cars and television antenna towers. In addition, 1 percent are deliberately killed to protect 
crops or structures. Ł Government estimates combine pesticide poisonings 
with oil spills, and that cate-gory accounts for less than 1 percent of human-related bird deaths. Ł British researchers esti-mate that an average house cat kills about 250 songbirds a year. Ł Legal and judicious use of pesticides creates little or no danger to songbird popula-tions. The greater risk is from 
untrained homeowners im-
properly using the lawn care materials. Ł Millions of birds die of natural causes each year. Ł A recent survey of pesticide regulators in the Washington, D.C. area re-vealed that in the last five years there have been no re-quests for investigations of pesticide-related bird deaths. Troutman points out that PLCAA officials are available to help local LCOs handle me-dia inquiries. LCI New sprayer on market by E-Z Rake LEBANON, IND. A 13-gallon trailer-mounted sprayer is among 17 new models of sprayers, de-thatchers and vacuums being introduced by E-Z Rake, Inc. The product line will now be marketed under the 
recently adopted EasyRake brand name. A new logo also has been designed. "Major expansion of our product line from our tradi-tional base of high-perfor-mance dethatchers led us to take a similar step forward with appropriate changes in our product name..." said Jerry Jones, president. In addition to the new Model 84 sprayer, the com-pany also makes a 13-gallon tractor-mounted edition and a 30-gallon trailer-mounted sprayer. LCI BOOKSTORE Instructional and technical material designed to aid you in your work. 010 - ADVANCES IN TURFGRASS PATHOLOGY $27.95 665 - ARBORICULTURE: THE CARE OF TREES, SHRUBS AND VINES IN THE LANDSCAPE $56.00 220 - CONTROLLING TURFGRASS PESTS $36.00 345 - COST DATA FOR LANDSCAPE CONSTRUCTION 1989 $35.00 
410 - DISEASES & PESTS OF ORNAMENTAL PLANTS $37.95 800 - THE GOLF COURSE $35.00 510 - H0RTUS THIRD $135.00 415 - INNOVATIVE APPROACHES TO PLANT DISEASE CONTROL $52.50 690 - INSECTS THAT FEED ON TREES & SHRUBS $49.95 300 - LANDSCAPE DESIGN: A PRACTICAL APPROACH $41.00 305 - LANDSCAPE MANAGEMENT $29.95 370 - LANDSCAPE OPERATIONS: MANAGEMENT, METHODS & MATERIALS $38.00 365 - LANDSCAPE PLANTS IN DESIGN $58.95 375 - RESIDENTIAL LANDSCAPES $43.00 
230 -LAWNS $25.95 235 - LAWN CARE: A HANDBOOK FOR PROFESSIONALS $36.00 INSTRUCTIONAL VIDEOS 01 - PROFESSIONAL SOD LAYING TECHNIQUES $85.00 02 - PLANTING AND STAKING LANDSCAPE TREES $85.00 
03 - SUCCESS WITH BEDDING PLANTS $85.00 
04 - WORKING WITH PESTICIDES 2 videos $143.95 total All Others $60.00 810 - LIABILITY AND LAW IN RECREATION, PARKS AND SPORTS $33.00 645 - MANAGEMENT OF TURFGRASS DISEASES $26.70 
400 - NATIVE TREES, SHRUBS, AND VINES FOR URBAN AND RURAL AMERICA $79.95 500 - 1989 PESTICIDE DIRECTORY $75.00 125 - SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS $49.95 Domestic 720 - SHRUB IDENTIFICATION $12.95 755 - TREE DETAILING $32.95 750 - TREE IDENTIFICATION $14.95 760 - TREE MAINTENANCE $49.50 
225 - TURFGRASS MANAGEMENT $42.00 
640 - TURF IRRIGATION MANUAL $27.25 
615 - TURF MANAGEMENT FOR GOLF COURSES 
620 - TURF MANAGEMENT HANDBOOK $25.25 110 - TURF MANAGERS' HANDBOOK $32.95 630 - TURFGRASS SCIENCE AND CULTURE $42.00 405 - WOODY ORNAMENTALS $32.50 05 - PROFESSIONAL TURF MANAGEMENT $85.00 06 - LANDSCAPE IRRIGATION $85.00 07 - PLANT PROPAGATION 2 Videos $85.00 each 08 - ELEMENTS OF PRUNING $89.95 $52.75 Use this coupon to place your 
order Mail this coupon to: Book Sales, Edgell Communications One East First Street, Duluth, MN 55802 Name Street Address P.O. Box Number City/State/Zip _ Phone Number L ) Purchase Order Number. Signature Date. Please send me the following books. I have enclosed payment* for the total amount. Please charge to my Visa, MasterCard or American Express (circle one) Account Number _ Expiration Date _ BOOK NUMBER AND TITLE QUANTITY PRICE TOTAL PRICE DomesticŠ'Please add $3.00 per order plus $1.00 per additional copy for postage and handling. All othersŠ'Please add $5.00 per order and if ordering multiple copies, also add $2.00 per additional copy to cover postage and handling. Please allow 6-8 weeks for delivery. Prices subject to change. Quantity rates available on request. Questions? Call 218-723-9471 or 9472 (postage & handling) Total Enclosed LCI For the long run. CUSHMAN year 'round. Choose a 3 or 4 wheel design with 60- or 72-inch side or rear discharge mower deck. Or add the exclusive Cushman Grass Caddy® system, which lets you cut, catch, and hydraulically dump 16 bushels of clippings without leaving the seat. For a convincing demon-stration contact your Cushman dealer today. Or call toll-free: 1-800-228-4444. Introducing a powerful new force in riding rotary mowers. Now there's more to Cushman® Front Line® Mowers than top cutting performance. More power. More operator comfort. More endurance. Now there's the new diesel-powered model Cushman 807. Its totally integrated power train and new hydraulically-powered steering gives you un-matched performance over the long run. The 807 dispatches thick, wet grass on tricky maneuvers around obstacles without losing ground speed. No other rotary mower gives you a cleaner cut. At the heart of the new, four-wheel 807 is a powerful 21.5 horsepower, 3-cylinder Kubota 950 diesel engine. We've also included a heavy-duty Donaldson air cleaner and a new, heavy-duty Cushman PTO clutch to keep your new Cushman Front Line running longer. A complete family of Cushman Front Lines and a wide 
range of accessories are avail-able to meet all your needs all BUILT TO LAST 4011 Cushman, P.O. Box 82409, Lincoln, NE 68501 "Cushman, Inc. 1989. All rights reserved" Contacting the customer in the off-season is crucial BY RUDD MCGARY One of the facts of busi-ness that is becoming more and more impor-tant is that the cost of retain-ing a customer is lower than the cost of attracting a new one. Particularly in a business with repetitive services, such as lawn care, the management must look at ways to retain cli-ents as a major part of the 
overall marketing effort. Contact with the customer during the time when he or she is not receiving the service is an important part of having 
the customer remain. There are several keys to the off-season communication process; each of them is im-
portant in the retention pro-
cess. Let's look at some of them: Timing Many companies wait until the season is almost beginning before contacting the custom-
ers. By doing so, the company runs the risk that the cus-tomer will already have found 
a new company, particularly a 
company which is more ag-gressively pursuing customers. The time to make the first off-season contact is imme-
diately after the season. If your company has done a good job with the lawn, this 
will be the time when the cus-
tomer feels the best about your servicesŠmaking it the best time to ask for next year's 
business. If there has been a problem where the customer has been unhappy, the best time to con-
tact the customer is close to the event. If you call someone in Feb-ruary and they had a problem in October, your call will be of little use. Calling at the end of the season is the optimum time to get a renewal and to trouble-shoot any problems that may have occurred. Frequency A minimum of two contacts in the off-season is necessary. At least one at the end and one just before you begin. But this is a minimum. About the Author Dr. Rudd McGary is a senior partner with All Green Management Associates in Columbus, Ohio. Certainly you don't want to contact the customer so often that he or she is bothered. If you become annoying you'll lose a customer. On the other hand, if you don't make enough contact you'll lose the customer to a more aggressive company. Types of contacts There are three types of contact to consider: written, phone, and in-person. Of the three, in-person is the bestŠbut often difficult because of sheer numbers. If there is any way that you can have your staff contact the customers in person during 
the off-season, your retention rate will be excellent. You should contact your key com-mercial accounts in person at any rate. It is the residential side that has the numbers of customers that make contact difficult. I recognize that many large companies feel that in-person 
contact is difficult, that it is impossible. However, if there are 15,000 customers you must have serviced them somehow. You made at least four, if not five or six, contacts with all of them in the regular season. In some cases, the com-panies want to keep their ap-
plicators on in the off-season, yet they have no jobs for them to do other than vehicle and equipment maintenance. Why not use these people for off-season retention work? The answer is usually that it would be hard. So? The other types of contact are more common. The tele-phone is preferable. It at least gives a chance for the customer to make com-ments and to amplify these comments if they need to. This work can also be done by the applicators, and they often help cement a working relationship with the custom-ers if they make the off-season 
contact. The third type of contact is through written materials. These don't give the interac-tion that the in-person or tele-
phone contacts do, but they can be more frequent without 
bothering the customer. The issue with all three It's here. Your secret weapon against the destructive insect pests that threaten your entire course. Introducing CHIPCO* SEVIMOL* brand carbaryl insecticide. CHIPCO* SEVIMOL* is a special formulation of SEVIN* brand carbaryl insecticide 
that offers proven control of your most damaging turf, 
ornamental and tree pests: including white grubs, sod webworms, chinch bugs, bluegrass billbugs, cut-worms, and more than two dozen other insects. CHIPCO® SEVIMOL* gives you the added advantages of improved handling and superior formulation characteristics. Plus, a unique attrac-tant system effective against selected insect species. And, as effective as CHIPCO* SEVIMOL* brand is on turf pests, it's equally reliable against 86 insects known to attack a wide variety of trees types of off-season contact is what the content of these con-tacts will be. Certainly the content of the contact will determine the success of the off-season re-tention effort. Content There will be three types of communication going on in the off-season contacts: prob-lem-solving, informational and selling. Each has a specific function and they all occur with reg-
ularity in standard business. And it is important that the management understand why the off-season contacts are being made so that results of the calls can be monitored. (In fact, the only result that truly matters is keeping the customer.) It's important to note that often the contacts contain more than one type of commu-nication, and also that there are certain combinations that 
don't work well. Let's look at the different types: Problem solving is done with the first contact after the season is over. It is the most important from the cus-tomer's point of view if the customer has had a problem. Giving the customer a chance to tell someone that a problem has occurred is important. If a customer doesn't have a and ornamentals. Plus, CHIPCO* SEVIMOL* is one of the most environmentally favorable insecticides you can buy. In fact, other formulations containing SEVIN* brand carbaryl are used to control pests on poultry, pets and even some species of game birds. CHIPCO* SEVIMOI? brand carbaryl insecticide. Your secret weapon against your most damaging insect pests. Make it a part of your arsenal by calling your turfcare supplier today. Chipco Sevimol Brand Carbaryl Insecticide RHONE-POULENC As with any crop protection chemical, always read and follow instructions on the label. CHIPCO and SEVIMOL are registered trademarks of Rhone-ftxilenc. © 1990 Rhone-ft>ulenc Ag Company SEVTN is the registered trademark of Rhone-ftwlenc for carbaryl insecticide. means of telling someone that he or she is unhappy, it's likely that the customer will change vendors. Remember that most cus-tomers don't have problems, and therefore you should pay particular attention to ones who do. Problem-solving is best done in person, but most often done by phone. Some companies send the customers questionnaires that ask questions concerning sat-isfaction. In fact, these are 
something like problem-solv-ing contacts and generally they don't work too well. The informational type of contact is now most often done by newsletter. Several are available for purchase if you don't have a qualified agronomist, horticulturist or 
arborist on your staff. The key to the informa-tional contact is that it should 
be just that. Don't tell people that you're sending them an information letter and then fill the letter with sales. People won't read very far into your informational letter 
if they see that you are actually using it to sell something. Keep information separate from problem-solving and sell-ing communication. This type of communica-tion is valuable to the com-
pany as a retention tool in the off-season as long as it is valu-
able to the consumer. The selling communication should be done immediately 
after the season is over, and if 
done often, in conjunction 
with the problem-solving communicaion. Since most of the custom-ers don't have complaints, the selling communication is rather simple. Ask for the order. In this case make sure that the customer is going to be one for next year. If they say no, find out why and see if you can 
remedy it. This is the prob-
lem-solving part. But make 
sure that you close the next year's sale as soon as possible after the current season. Summary The company that retains its current customers is the one that has the best chance of continuous and vigorous growth. The contact can come in several different ways: You need to choose the most effec-tive given your current work force. The key is to understand what type of communication 
you are using and to make sure that those people involved in the communication are aware 
of the different types. If this is done, the off-sea-son communication process can be a major part of the suc-cessful growth of a lawn care company. LCI Have a SPILL? Call Chemtrec 1-800-424-9300 14 ŁŁŁŁŁŁŁŁŁŁŁŁŁŁMaMM^ INDUSTRY NEWS LAWN CARE INDUSTRY DECEMBER 1989 INDUSTRY NEWS Scientists: Pesticides little threat to groundwater WOOSTER, OHIOŠPesticides applied to turf mainly stay at the soil surface, say scientists 
at Ohio State University. Dr. Harry D. Niemczyk and Adam A. Krause say their findings could help allay con-cern that lawn care chemicals 
are leaching into soil and con-taminating groundwater. "Whether on 'Geraldo' or on '60 Minutes,' people have 
been saying that pesticides ap-
plied to turfgrasses are getting into the groundwater," says Niemczyk. "Our data says that's just not true," he declares. Niemczyk says there was little or no leaching of pesticides in the studies they conducted in the field. The studies did not address runoff, misuse or exposure to lawn care chemicalsŠother concerns of environ-mentalists. To determine the down-ward movement, or vertical mobility, of the pesticides, Niemczyk and Krause applied six herbicides and nine insec-ticides to turfgrasses in sepa-rate one-year experiments. Niemczyk: Groundwater safe. Niemczyk says they found that almost all the pesticide residues remained in the thatch, a layer of organic mat-ter at the soil surface, if thatch 
was present in the turfgrass. If thatch was not present in the turfgrass, most residues stayed in the top 2.5 cen-timeters of the soil, he says. The herbicides tested were benefin, trifluralin, pen-dimethalin, bensulide, ox-
adiazon and chlorthal-di-methyl. Insecticides tested were isofenphos, diazinon, tri-chlorfon, ethoprop, chlor-pyrifos, isazofos, fonofos, carbaryl and bendiocarb. "We wanted to find out How to make your career grow. Join PGMS. GROUNDS MANAGER: The Pro fessional Grounds Management Society treats your career with lov-ing care. Ł SHARE KNOWLEDGE AND IDEAS at the Annual Conference and Trade Show. This yearly forum brings together grounds mana-gers, top speakers and suppliers to give you ideas to grow on. Ł DISCOVER NEW IDEAS EVERY MONTH through the newsletter mailed to members. Ł RECEIVE PROFESSIONAL CER-TIFICATION: A peer review earn you the title of Certified Grounds Manager. It should be worth money in your pocket. Ł GET SMARTER. The Society conducts surveys on operational practices. These surveys are made available to members only. Ł GET ADDITIONAL INSURANCE AT NO ADDITIONAL COST. Your membership entitles you to $5,000.00 accident and dismem-berment insurance. Ł GET RECOGNIZED. Be one of those good enough to receive an award for outstanding achieve-ment in grounds management. Ł LEARN. Workshops all over the country give you management skills covering all aspects of 
grounds management. Ł SAVE MONEY. Members receive discounts on Hertz, Avis and Alamo rental cars and on the hor-ticultural publications you need to grow. Ł MAKE YOUR PERFORMANCE SUPERIOR with Ł the Grounds Maintenance Estimating Guide Ł the Grounds Maintenance Management Guidelines Ł the Grounds Management Forms and Job Descriptions Guide. They're free to members. Join today. Your career will take root and grow. mail to PROFESSIONAL GROUNDS NANAGEN ENT SOCIETY. 12 Galloway Avenue. Suite IE, Cockeysville. MD 21030or phone (301) 667-1833. Professional Grounds Management Society TO: PROFESSIONAL GROUNDS MANAGEMENT SOCIETY 12 Galloway Avenue Suite IE, Cockeysville, MD 21030 YES! I want to give my career a green thumb. Please send more information on what PGMS can do for me. Name Company Street City & State Zip Area Code and Telephone Number . what happens when pesticides are applied to turfgrasses," Niemczyk says. "Very few studies have been conducted on how these materials behave once they are applied." Now, he says, "I would hope that people will have con-fidence that what they're do-ing to lawns is not con-tributing to groundwater con-tamination." The studies will be con-ducted again next year, he says. LCI Biosys gets additional financing PALO ALTO, CALIF. Biosys, a company that devel-ops the Biosafe line of biolog-ical pest control products, has raised an additional $7 million in venture capital financing. The 6-year-old organiza-tion now has a total of $17.8 million to apply toward re-search, development, produc-tion, application and market-ing of biocontrol items. "This recent round of fi-nancing has affirmed the strong belief and commitment 
the investors have in commer-
cialization of the company's 
technology for non-chemical insect control," according to the firm. "This funding allows Bio-sys to accelerate the introduc-tion of several products" connected with agriculture and horticulture. "It just gets us to the mar-ket much sooner," said Kathy 
Hewitt, sales and marketing representative for the com-pany's Biosafe line. "We're looking at a commercial turf product for 1990." An item for the control of subterranean pests of orna-
mentals is also being re-
searched. Rice, cranberries and citrus are other product categories, and Biosys has developed technology that extends the use of beneficial nemetodes to 
control of household pests such as cockroaches, accord-
ing to the company. Among the participants in the latest round of funding are William Hewlett and David Packard, founders of Hewlett-
Packard and original Biosys investors. LCI CoRon nitro. in smaller jug SOUDERTON, PA. 
CoRon controlled release nitrogen is now available in easier-to-handle 2.5-gallon 
containers, the company announced. A case of the product holds two jugs for more effi-cient operations. LCI Microbes found to 'eat' certain lawn insecticides WOOSTER, OHIOŠA once-ef-fective lawn insecticide no longer worked. Tests showed the insecticide, isofenphos, had vanished from the turf be-fore killing its target. But scientists at Ohio State University report they have found the cause of the com-pound's early exit: hungryŠ and adaptableŠmicrobes. The microbes, while ham-pering turf pest control, are in-suring that some insecticides never reach groundwater. Dr. Harry D. Niemczyk and Adam A. Krause say that mi-croorganisms in turf can adapt 
to both isofenphos and car-
baryl residues and quickly use 
the molecules of the com-pounds as an energy source. The phenomenon, seen be-fore in herbicides, is known as enhanced microbial degradation. Niemczyk says the discov-ery indicates that other insec-ticides may be subject to rapid 
degradation, too, and that the process could keep the insec-ticides from ever leaching into groundwater. "We found that microbes in the soil and thatchŠfungi, bac-teria and actinomycetesŠare 
very important in the fates of insecticides," Niemczyk says. "Whenever you apply a compound to turf, degradation 
begins with the microbes. They're in the turf naturally, 
and they're far and away the main cause of degradation." Niemczyk says that iso-fenphos was effective against grubs in turf when first used Lofts opens new branch WILMINGTON, OHIO Lofts Seed, Inc. is opening a regional branch operation in Wilming-ton, Ohio. "We're going to be handling the complete line of Lofts products," says David Good-
win, manager of the 19,000 square-foot facility. In addition to the Buckeye State, Lofts/Ohio covers parts of Michigan, Indiana, Ken-
tucky and West Virginia. LCOs will be able to obtain specialized grass varieties at the new branch. "We have the ability to make custom seed mixes for specific landscape jobs," Goodwin explains. LCI but became less effective after two years of use. "People thought the grubs had developed resistance," he 
says. "What we found is that the microbes in the turf had adapted to the presence of the 
compound. "They were actually using the molecules as a source of energy. Sometimes it's direct, and sometimes it's indirectŠ 
the microbes may generate en-zymes that break down the 
material. But the bottom line 
is that once the adaptation is complete, applying the mate-rial to the turf is no longer ef-
fective." Niemczyk says that some compounds, such as chlor-pyrifos, are not subject to rapid degradation by microbes. Other compounds, he says, the microbes never seem to forget. "Isofenphos can be re-moved for three or four years and another compound sub-stituted in the turfŠthe hope being that the microbes might 'forget' about it," he says. "But when isofenphos is re-introduced, the microbes will rapidly degrade it all over again." Niemczyk says that iso-fenphos normally has a half-life of about 90 days. In the test field, he says, it disap-
peared in seven days. "That means that before the compound reached the tar-get grub, it was gone," he says. "That also means that the risk of groundwater contami-
nation from this compound is very, very minimal." Niemczyk and Krause ap-plied diazinon, isazofos and carbaryl to the test field and found that some degradation occurred in all three insec-
ticides. Rotating insecticides could help slow the development of enhanced degradation, Niemczyk says. "It's wise to rotate if you can," he says. "But that's not 
always easy.. .and it's not al-
ways necessary for some com-pounds such as chlorpyrifos," he says. "The whole phenomenon is still poorly understood." Niemczyk adds that more study is needed. LCI Goodwin: New Lofts manager Spray herbicide directly over the top of your established shrubs and ornamentals? Go ahead. Surflan® lets you spray with complete confidence. All you'll see are the bright colors of your landscape or lawn. No crabgrass. No oxalis. No chickweed. And no prostrate knotweed and 50 other grasses and weeds, either. You 
won't see them for six to eight months, in fact, when you spray Surflan preemergence herbicide. You'll also see Surflan is more stable on soil surfaces. It'll wait three weeks for water. Then it stays put, Circle No. 114 on Reader Inquiry Card even in heavy rainfall, to provide out-standing weed control. Yet it's gentle enough to spray over the top of 175 different ornamentals. So go ahead. Fill up with Surflan and take your weed control where you never thought possible. Over the top of your ornamentals without injury See your Elanco distributor. Or call toll-free: 1-800-352-6776. Elanco Products Company A Division of Eli Lilly and Company Lilly Corporate Center Dept. E-455, Indianapolis, IN 46285, U.S.A. IfffJUj ^ Surflan® Š (oryzalin, Elanco) CŠ-jy-/ NNMMNNNMNH^ MAINTENANCE METHODS Use written maintenance policies and procedures BY PHILIP D. CHRISTIAN III The process of increasing the productivity of mowing maintenance crews includes setting daily goals for each crew. The crew must be trained and equipped to meet these goals by producing predictable 
quantities of work in accor-dance with an established quality standard. The most efficient way to reach the performance stan-dard is for management and production crews to agree on a procedure for performing each landscape maintenance activ-
ity. The written procedure is the company way of perform-ing the activity based on a se-
ries of steps in sequence. Most companies have pro-cedures for other activities such as payroll, but the order 
and sequence of landscape maintenance activities is usu-ally left to the individual crew 
chief or crew member. Landscape maintenance companies also have policies. Company policy is usually in written form, but it may not 
include the production process LCO cards introduced for customer greetings CINCINNATI, OHIO Focal Point Communications is in-troducing six specialized greeting cards to be sent to customers by LCOs. The cards are written to say thank you for new accounts, to Shooner: Positive response. greetings to their customers. "That appeared to be really popular," Shooner reveals. Focal Point also markets other published materials for 
green industry business oper-
ators. It can be reached at 11171 Embassy Drive, PO Box 40808, Cincinnati, Ohio 
45240; (800) 525-6999. LCI in any detail. Stated company policy is important because it is a re-flection of the company's value system and assists in clearing up sometimes vague 
or "matter of opinion" issues. For example, most com-panies have a strictly enforced policy on wearing seatbelts while occupying a company 
vehicle. Such a policy says "We care about our people, and we care about obeying the 
law." The absence of policies and procedures in field 
operations suggests to the field people it is acceptable 
to improvise or invent pro-
cedures as needed. Stated but unwritten pol-icies and procedures are often 
misunderstood or misin-terpreted. Let's look at an over-sim-plified example of a produc-tion policy and procedure. Mowing Policy Statement: Ł All grasses will be mowed on the specified schedule, at the specified mowing height, 
with properly adjusted mow-ing equipment. Ł All mowing equipment will have sharp and balanced blades, installed each day. Ł All mowers will be oper-ated at a minimum blade tip speed of X feet per minute at a 
ground speed not to exceed X miles per hour. (The appro-prate blanks will be filled in by management to fit the type of turf and geographic location.) If you intend to vary the mowing height, then a mowing 
height schedule should also be 
included. The procedure for mowing could begin with unloading 
and checking the equipment. Step 2 requires that the area to be mowed should have 
all trash removed prior to the mowing operation. The third step in a mowing procedure might instruct the largest mower to make the first and most critical pass around 
the turf area, leaving as little area as possible to be trimmed with a push mower or the nylon cord trimmers. The procedure should state that the push mowers are used 
only on trim areas that cannot be mowed by larger equip-ment, and the nylon cord trim-
mers are used only in areas that cannot be accessed by the 
push mowers. More than half of the con-tractors we surveyed were using nylon cord trimmers and push mowers in areas that could have been produced by larger equipment. The push mower is ten times more productive than 
the nylon cord trimmer, and a 
walk-behind or riding mower 
can produce two to four times more square footage per hour than a push mower. Crew chiefs should be in-volved in the development of step-by-step procedures. They may hesitate at first to commit to a "by-the-num-
bers" procedure, but once they understand that no procedure fits all situations, crew chiefs will gladly contribute. The benefits of having ev-eryone performing the basic 
activites the same way are 
beyond measure. You will have solid evidence on About the Author Philip D. Christian III of Alpharetta, Ga. is a consultant 
with All Green Management Associates in Columbus, Ohio. changes needing to be made. Results from the man-hour tracking system have new rele-vance with all crew members 
performing tasks in the same manner. Feedback from the field can be used to further fine-tune 
the procedures. Crew chiefs out on the job need the support of company-endorsed policies and pro-cedures. We can measure and esti-mate accurately. We can train crews to produce efficiently. We can equip them with state-of-the-art equipment. But we will not meet the challenge of the 1990s until we write and enforce policies and procedures which lead to in-creased productivity by mow-ing crews. LCI offer a year-end thank you for business, to convey holiday greetings, and there's even a 
card for former customersŠa "sorry to see you go" verse for cancellations. The cards allow year-round "classy contact" with the cli-ents, says Matt Shooner, Focal Point president. "The response has been really positive," he adds. The idea for the green-colored cards came from turf managers who responded to a Focal Point survey by indicat-ing that they wanted to send industry-specific holiday Stop crabgrass from grabbing hold Once crabgrass takes hold, you're the one who gets squeezed. Angry customers want your neck. Well now there's a pre-emergent pro-gram that's custom-tailored to your needs. It's a unique herbicide program available at your DOTS distributor. You can choose from TEAM" SURFLAN: BALAN® or XL-depending on your location and turf conditions. Yxir DOTS distributor will 
customize your choice by matching your desired Survey of LCOs says materials, service are The best way to dif-ferentiate a lawn care company from its many competitors is by offering more service and better qual-ity, according to a informal survey conducted for the Ciba-
Geigy Corp. "Quality is the best market-products, honesty, re-sponsiveness to customer 
questions and complaints, minimized callbacks, and 
knowledgeable staff. The majority of home-owners who use lawn care ser-vices have above-average incomes. Top service: Don Wells of Lawn Management, Inc. in Venetia, Pa. treats a client's lawn. ing tool I have," says Dr. Gil Chappell of Lawn Pro, Olathe, Kan. "Much of our business comes to us through referrals 
by satisfied customers, and the 
only way those customers are satisfied is through the quality we offer." Quality means different things to different LCOs, how-
ever. It includes the use of ef-fective and dependable lawn According to Randy Howard, owner of Lawn 
Keeper, Fruitland, Idaho, that trend makes the use of top-of-
the-line products more feasi-
ble. "Many of the lawns we treat belong to two-income families," he says. "They don't mind spending a little more if they get a beautiful 
lawn that they can enjoy dur-
ing their limited free time." David Sandler, president of Lawn-A-Mat, Paterson, N.J., agrees. "The cheapest product isn't always the best value," he says. "Many people in the lawn care business think that in 
order to succeed, you have to skimp on your materials. 
Don't!" Tony Raffaele of Lawn Management, Inc., Venetia, Pa., says he uses high-quality products, including Ciba-Geigy's Triumph, for grub control. "It is not an inexpensive product, but it is cost-effec-tive," he says. "We don't have to re-treat our lawns, and we don't have to find another in-secticide that will do the job." Raffaele adds that it works well both on the turfs surface and beneath the soil. He says lawns with heavy thatch are no problem either, especially if they ve been watered prior to and following treatment. According to survey re-spondents, good prod-ucts help reduce expensive callbacks. According to a July 1988 LAWN CARE INDUSTRY survey, the price tag for call-backs ranges from $29.25 to $104.25 per customer, depend-ing on how callback costs are determined. Many LCOs count just ma-terial and manpower costsŠ direct costsŠwhen reviewing 
callbacks. The current trend among companies, though, is to figure 
the losses associated with not getting new businessŠindi-rect costsŠinto the cost of the callbacks. In addition, many LCOs cite the loss of customer satis-faction related to callbacks. "There's very little cus-tomer loyalty out there," says Chappell. "The only contact 
many customers have with their lawn care service is the invoice we give them. So, if we don't perform miracles and 
give them perfect lawns, 
they're likely to switch to an-other service." Naturally, all lawn care ser-vices try to minimize callbacks in any way possible. Lawn Management's Raffaele applies his grub con-trol product in the rain to make sure it is irrigated in, as prescribed on the label. "Frequently, homeowners are too busy to implement as 
we suggest, so by applying Tri-umph during a rainfall, they 
don't have to water in the 
pesticide." Lawn Keeper's Howard says he has cut his grub call-backs in half just by switching 
products. "My callbacks now are well under five percent, 
and the number of justified 
callbacks is even less," he says. An often-overlooked prob-lemŠand it's part of human 
natureŠcan be the most diffi-cult to overcome. "I think there's a tendency to 'oversell' in the lawn care 
business," says Chappell. "We don't say right up front that even though we aerate, fertil-ize and spray the grass, a beau-tiful lawn still takes work. We don't tell people there's no such thing as a carefree lawn." Richard Penn of Lawnco, Lincoln, Neb., concurs. "The Raffaele: Applies in the rain. biggest problem we face is homeowners. They have high expectations that we'll kill every weed and grub on the 
property, and they won't have 
to lift a finger." These experts suggest sit-ting down with each customer and explaining precisely what 
they can expect from their lawn care company. In turn, the service should outline the homeowner's du-ties in terms of how important the homeowner's role is in 
creating a healthy, beautiful lawn. Simple things like promptly returned phone calls form the cornerstone of responsiveness. "It really doesn't take much," says Robert Ferguson of Lawn Doctor, Charleston, S.C. "I return phone calls, and I do what I say I'm going to do. That really builds up trust 
with my customers. They ap-
preciate that responsiveness." Chappell adds: "I just want a chance to show what I can 
do. Unlike some in this busi-ness, I have a hard time ac-cepting the inevitability of a high customer turnover rate." Sandler says it also is im-portant to visit each person who calls with a question or complaint as quickly as possi-ble. "Many times, the problem isn't our fault," he says. "But 99 percent of the time, some-
one from Lawn-A-Mat is there 
within 48 hours." Finally, the lawn care pro-fessionals interviewed agreed that, if possible, each home should be visited about twice a month. That can be difficult with smaller services, but a See SURVEY Page 21 Sandler: Don't skimp. custom-blen with DOTS active ingredient per acre rate with the fertilizer analysis to fit your nutrient demands. Your DOTS distributor then offers personalized service providing helpful and timely advice to maximize results. For more information on the DOTS fertilizer and pre-emergent herbicide program, call 1-800-345-DOTS. At DOTS, we help your turf look its best. So you look your best. Always Read and Follow Label Instructions. Thrf Supplies Circle No. 107 on Reader Inquiry Card Distributor's Own 18 LAWN CARE INDUSTRY DECEMBER 1989 mmmmmmmmmmmmmmmm^ Off-season revenue: A company offering snow and ice removal can retain its top workers all year. BY HENRY W. KIRCHNER With winter now upon us, many lawn care companies have made the switch to ice and snow control operations. With this change in focus comes the inevitable search by 
owners and managers for bet-ter, more profitable ways to 
operate. One of the best and easiest ways to improve ice and snow removal operations is better use of the least costly element 
of the business: Deicing chem-icals. A good understanding of the best use of these products 
can prevent deicer re-applica-
tions, reduce fuel, labor and material costs, and enable faster service to more cus-tomer sites. Many lawn care/snow re-moval companies have achieved these results and im-
proved profits by breaking the habit of using only the least costly deicing chemicals. A review of how deicing chemicals work and perform in different situations will 
help owners and managers de-termine the best means of op-timizing ice and snow removal operations, and minimize problems that can arise. Proper use of deicers It is surprising how many companies use chemical de-icers improperly and waste-fully. Misinformed crews typ-ically apply large amounts of deicer and then wait for most 
of the ice and snow to melt. This is impractical and costly. The correct use of any deic-ing agent begins with spread-
ing it according to the manufacturer's instructions, waiting for melting action to break the bond between ice About the Author Henry W. Kirchner, P.E., works on technical service and 
development, brine specialties, at the Dow Chemical Co. in Midland, Mich. and pavement, and then re-moving the remaining ice and snow mechanically. This method reduces the amount of deicer used, and makes the job of shoveling or plowing both easier and faster. In situations where light snow occurs at relatively high 
temperatures (30 to 32 de-grees), deicing agents may be 
used sparingly. However, when ice adheres to a concrete or asphalt sur-face, the job of shoveling or plowing a walkway or parking lot becomes extremely diffi-cultŠregardless of the tem-perature. Generally, the colder the temperature, the harder it is to 
break that bond between ice and pavement. This is when 
good deicing agents are needed most, as anyone involved in ice/snow removal knows. Chemical deicers available While virtually any mate-rial that is soluble in water and can lower its freezing tem-perature could be used as a de-icer, there are just four chemicals in widespread use today: calcium chloride (CaCl2), sodium chloride (rock salt), potassium chloride (KC1), and urea. Another material, calcium magnesium acetate (CMA), 
has been tried in certain appli-cations, but is not yet thor-
oughly tested and is more costly than the four common 
deicers. Various blends of these common deicers are also 
widely available. Of the common four, cal-cium chloride and rock salt are the most widely used, both in their pure form and in mixes for large parking lots. Blends typically include at least some amount of rock salt, and fre-quently KC1 and urea. How deicers work All deicers work in much the same manner. Incapable of melting snow or ice in their solid form, deicers must first attract or come into contact with sufficient moisture to form a liquid brine. These brines have lower freezing temperatures than water, which causes ice and snow to dissolve on contact. The solutions formed by urea are not technically brines, but their effect is es-sentially the same. Spread onto icy surfaces, deicers begin the melting pro-
cess by penetrating their way downward until they reach the pavement. Here, the accumulation of brine spreads out under the ice, which "undercuts" and breaks the bond between pave-ment and ice. After sufficient 
loosening, the ice and snow are easily removed by shoveling or plowing. Performance differs Deicer performance is de-termined by a number of factors, including: tem-perature, traffic conditions, the time it takes for a deicer to form a brine, the shape of indi-vidual deicer particles, and the duration of the deicer's melt-ing action. The chemical behavior of the four deicers is very dif-ferent. There are significant differences in how quickly 
they dissolve, and in their be-havior while dissolving. These differences affect their performance at different 
temperatures. When deicing of the various chemicals is compared at 15 
degrees (See Figure 1) over a 20-minute period, it is appar-ent that calcium chloride pel-lets melt the most ice, followed by rock salt and a blend of 50 
percent rock salt and 50 per-cent potassium chloride. The performance dif-ference between CaCl2 and the other deicers becomes more 
dramatic as the temperature 
drops to 5 degrees. CaCI2 vs. other deicers Why does CaCl2 perform better than other materials, especially at lower tem-peratures? One reason is that calcium v hloride has a greater capacity to attract and retain moisture directly from its surroundings, 
which enables it to dissolve faster (and begin melting ice 
faster). This is important since the moisture in snow and ice is not readily available at freezing temperatures. Another reason is that CaCl2 actually releases 
heat as it melts, while the other three chemicalsŠeither 
alone or in blendsŠabsorb heat as they melt. When CaCl2 pellets dis-solve, they liberate heat in 
what is known as an "exother-mic" reaction. One pound of CaCl2 liber-ates 290 BTUs as it dissolves. 
A pound of rock salt, on the 
other hand, draws 39 BTUs from the environment as it dissolves in an "endothermic" reaction. Similarly, potassium chlo-ride draws 170 BTUs and urea absorbs 106 BTUs while dis-solving. Temperature impact What do these differences mean to commercial ice and snow control operators? In 
general, endothermic rock salt, potassium chloride, and ureaŠas well as blends of 
these materialsŠlose most of their deicing effectiveness at temperatures below 25 de-grees. Exothermic calcium chlo-ride is effective at tem-peratures as low -25 degrees, a difference of 50 degrees. This difference is impor-tant to snow removal com-
panies when a cold front first moves in, usually after a snow 
storm, causing the tem-perature to go down quickly and solidly freeze the accumu-lated moisture. Heat generated by the fric-tion of moving traffic on active roadways (especially inter-states) can assist rock salt's ef-
fectiveness at temperatures below 25 degrees, but this ef-fect is less pronounced in a parking lot and is absent on 
sidewalks and store front en-
trances. Readers who have seen claims of deicing effectiveness 
at temperatures below those mentioned should understand the difference between the-oretical ("eutectic") tem-peratures and practical low temperatures. The theoretical tem-peratureŠthe lowest tem-
perature at which a deicer can depress the freezing point of waterŠcan only be achieved at the ideal percent concentra-tion of the material in water under ideal conditions. All other concentrations have higher freezing points; this includes most real life sit-
uations. Since all deicers become in-creasingly diluted as they melt more ice and snow, they only very briefly attain and remain at their ideal concentration for ice melting. Claims that rock salt, po-tassium chloride, or urea are 
effective at temperatures well 
below freezing are based on this theoretical temperature, i I l ! I « * I which has little bearing on ac-tual outdoor deicing condi-tions. A more realistic measure of low temperature performance used by most public snow re-moval organizations is called the practical temperature limit. This is generally accepted as the lowest temperature at 
which sufficient deicing action is evident within a reasonable period of time, with a reason-able amount of deicer applied to the surface. Figure 2 compares the the-oretical and practical low tem-perature limits of the various deicing chemicals. Calcium chloride is the only one that remains practically 
effective below 20 degrees. The shape of deicers An independent testing lab demonstrated in 1986 that the After 30 minutes at 20 de-greesŠCaCl2, rock salt, and rock salt blended with various concentrations of potassium 
chloride or urea, work well in penetrating ice, but CaCl2 pel-lets undercut 95 percent of the 
ice/pavement surface, com-pared with 88 percent for rock salt, the next best performer. When the temperature is lowered to 5 degrees, only cal-
cium chloride pellets continue 
to be effective in penetrating or undercutting the ice. Efficient use From the preceding discus-sion of deicers, it is apparent that calcium chloride pellets 
are the most effective materi-
als available for private ice and snow control operations. This 
is an accepted, well estab-
lished fact within the indus-try. CaCl2 pellets are effective at Melt volume in 20 minutes at 15*F r i" T I Calcium Chlortdr (9.92 mi) Rack Salt (5.17 ml) Combination Product (50% rock salt. 50% pouvuum chkiridr) (4.67 ml) Urea (2.00 ml) Rxasuum Chloride (1.03 ml) Melt volume in 20 minutes at 5*F i: i r Calcium Chloride Btllets (8.67 ml) Rock Salt (1.53 ml) Combination Product Urea (50% rock salt, (0.00 ml) 50% potassium chloride) (1.23 ml) fotassium Chloride (0.00 ml) Figure 1. How well do various deicing chemicals really work? These photographs represent the results of tests conducted at two typical winter temperatures: 15°F and 5°F. Identical volumes of ice were first sprinkled with identical weights of various 
deicers. At the end of 20 minutes, the liquid accumulation (ice melted) was measured for each specimen. shape of deicing particles af-fects the speed of penetration through ice. Subsequent research at Dow this year has demon-strated that penetration effi-ciency in turn affects a deicer's undercutting and disbond-ment performance. Faster, vertical melting/ penetration action provides greater quantities of brine for 
undercutting the ice and 
breaking the bond between ice and pavement. The independent 1986 re-search demonstrated that uni-formly shaped spherical pellets of approximately l/ie-inch to 3/i6-inch penetrate ice faster and more efficiently 
than other shapes since they dissolve evenly and vertically. Chips, flakes and irreg-ularly-shaped materials have a tendency to produce thin ten-tacles of melting, causing them to skew in all directions. Flake particles are the worst performers; they spend as much time melting horizon-tally as they do vertically. By 
the time flake particles reach the pavement, they are often too diluted to effectively con-tribute to undercutting and disbondment. lower temperatures, melt the most ice and snow in all tem-peratures, and both penetrate and undercut ice faster and more efficiently than other materials. In addition, calcium chlo-ride poses the least threat of 
damage to concrete over time (Figure 3), and leaves no visi-ble white residue after use (Figure 4). The reason that calcium chloride is not used in greater volume is that CaCl2 is typ-ically a few cents more costly per pound than bulk rock salt, which is the next-best deicing 
performer. This price difference has led some ice and snow control companies to use rock salt or rock salt blends exclusively, a practice which is not the most cost-effective means of opera-
tion. More and more companies have begun using calcium 
chlorideŠby itself and in con cert with rock saltŠto save 
time, minimize consumption of deicing material, reduce fuel and labor costs, and avoid the need for re-treating ice-cov-ered surfaces. These companies have evolved from thinking in Figure 2. Theoretical vs. Practical Temperature Halts of Deicers Ideal Material Concentration Theoretical Low TemD. Practical Low Terno. Calcium Chloride pellets 29.6% -59*F -25'F Sodium Chloride (rock salt) 23.3* -6*F +20*F to +25*F Potassium Chloride 19.8% Ł12*F Ł20*F to +25*F Urea NA Łll'F Ł20*F to +25*F Combination Product approx. Ł0.5'F Ł20*F to +25'F (sodium chloride, potassium chloride, urea) terms of immediate costs to total costs. Most lawn care oompanies perform ice and snow removal services for private facilities such as shopping centers, of-
fice parks, industrial/manu-facturing parks, and the like. These facilities typically re-quire the removal of snow and ice from parking lots, pedes-trian walkways, and some-
times short roadway en-trances. Increasing numbers of cost-conscious users now typically trances have the most 
pedestrian traffic, and there-fore require quick, thorough 
removal of ice. CaCl2 pellets used over these relatively small areas are fast and efficient, and leave no visible residue that can be tracked inside. The appearance of the side-walk after use is better, and snow removal crews can start removing ice quicklyŠusually within 10 to 15 minutes. For roadways and parking lots, the use of CaCl2 alone is not cost Calcium Chloride Water — * W^Q; o ¥ * s m: Rock Salt fotassium Chloride Urea Technical Grade Figure 3. Concrete test slabs after exposure to a two percent concentration of each of the four basic deicing chemicals, and plain water. The slabs were all subjected to 500 freeze/thaw cycles in this 
test series, conducted by an independent testing laboratory. buy calcium chloride pellets like Peladow for deicing smaller walkways and store entrances, and a blend of rock salt and calcium chloride pel-lets for larger areas, such as parking lots and entrance roadways. There are several advan-tages to this approach. Side-walks and store or office en-effective. The use of rock salt 
alone is neither timely nor cost-effective, and is not via-
ble below 20 degrees. Many companies have found that a combination of rock salt and CaCl2 solves the problem of deicing larger areas more efficiently. CaCl2 properties comple-ment those of rock salt, Rock Salt Potassium Chloride Urea (technical grade) Brand name Combination Product (50% rock salt/50% potassium chloride) Figure 4. Equal amounts of deicer were dissolved in water and left until the moisture evaporated to simulate what happens when the brine from various chemical deicers are tracked indoors on floors and carpets. Only calcium chloride leaves no visible white powdery residue. Instead, it simply dissipates as the chemical attracts moisture from the air, becoming more and more dilute over a period of time. providing the benefits of faster melting and more efficient use of deicing material, since less is needed. Because CaCl2 melts faster and gives off heat as it dis-solves, it facilitates the con-version of rock salt into brine. The faster deicing action allows ice removal crews to swing into action faster and 
cover more ground each day. The addition of 80 to 160 pounds of CaCl2 pellets to one 
ton of rock salt is sufficient to take advantage of this cost-
performance tradeoff synergy when deicing large areas. At very low temperatures, additional amounts of CaCl2 may be required. If a company's operations are large enough, it might con-sider purchasing liquid cal-
cium chloride and wetting the rock salt at 10 gallons per ton (a 32 percent concentration), like many public snow re-moval organizations. However, liquid CaCl2 is normally available at a mini-mum quantity of 4,000 gal-
lons, and wetting operations would require pumping and spraying equipment for wet-ting the rock salt and dispens-ing it properly. Storage space would also have to be secured. Many pre-blended deicing products are available to ice and snow removal companies 
and the general public. Most of 
these include various amounts of rock salt and potassium chloride due to their low cost. Many blends also include small amounts of urea. Buyers should take care to note the specific contents of blended products, because re-gardless of the specific propor-
tion of chemicals present, overall deicing performance 
cannot exceed the optimal 
performance of the most effec-tive ingredient at its available concentration. Owners and managers can get the most from their ice and 
snow removal businesses by making the best compromise between cost and performance in each situation. Labor and fuel are much more expensive than deicing 
chemicals, and the best busi-ness strategy is to minimize the most costly factors at the start. LCI Calibration on videocassettes MARIETTA, GA. Instructional videocassettes on liquid calibration and aera-tion are available from the Professional Lawn Care Asso-ciation of America. The video titled "Liquid Calibration and Application Technique" comes with a workbook that covers ele-ments of proper calibration: 
rate, swath, effective swath and overlap. It was produced in cooperation with the Milli-
ken Chemical Corp. To order contact the PLCAA. LCI BIO-CONTROL UPDATE Tests indicate that bio product reduces compaction FAIRFIELD, IOWA Soil Technologies Corp. is market-ing Turftech, a biotech prod-uct that the company promotes as a "biological ap-plication designed to naturally increase soil aggregation and improve soil structure." Turftech offers a biological solution to soil problems such as compaction, says Steve Nic-hols, vice president of sales. The current offering is tar-geted toward high mainte-nance properties, but a 
formulation for use on lower 
maintenance lawns is due out 
in the spring. Nichols observes that LCOs can simply add the product into their treatment program, or it can be marketed 
as an add-on by companies with a "Chinese menu" ap-proach toward pricing. The material costs about $12.50 per 5,000 square feet, 
and it can be an added selling 
plus for LCOs who offer "organic-ey"-type materials, Nichols says. Turftech is composed of soil-borne, single-celled plants 
packaged as a wettable powder. When spray applied, these grow on the soil surface and produce unmanipulated plant residues (bio-polymers) that are beneficial to the soil with-out interfering with grass growth, he says. One of these residues is polysaccharide, a com-plex sugar. The sugars are capable of bonding indi-vidual soil particles together and forming a soil aggregate, 
according to Nichols, who 
adds that test results have been favorable. "These polysaccharides form larger soil aggregates, which appear to be beneficial to the soil," claims Dr. Fred Williams, a microbiologist at Iowa State University who has studied the product. His re-search has documented a 
structural change in soil 
treated with the material. Tests at golf courses have produced satisfying results. During the past three sea-sons, Turftech has been used 
at Oakland Hills Country Club in Birmingham, Mich, to im-prove root development and get more consistent air and 
water movement through the soil profile. "I noticed it was much easier inserting a 4-inch pro-file probe into the treated 
soil," reports Ted Woehrle, Oakland Hills golf superinten-dent. "The samples taken showed less compaction and less layering. Root depth was 5 
inches on the treated soils and two-and-a-half inches on the 
untreated," he explains. John Carlone, superinten-dent at Middle Bay Country Club in Oceanside, N.Y. re-ports, "I was able to reduce ir-rigation time from 20 to 25 minutes per sprinkler to 10 to 15 minutes per sprinkler on a sandy fairway exposed to the 
drying winds. "The turf was denser on the Turftech-treated fairway and 
the divots in the treated areas filled in more quickly," Car-lone explains. Nichols points out that compaction is a breakdown of soil structure, creating a high bulk density robbing the soil of 
pore space. Compaction also inhibits the emergence of seedlings and greatly reduces root growth 
and soil aeration. Nichols notes that fertil-izers are not utilized efficiently in compacted soils, and soil-activated insecticides and her-bicides are less effective. Jim Burlington, superin-tendent of the golf course at Erie Shores Country Club in Leamington, Ontario, Can-ada, reports that "I started noticing a lot of things hap-pening on the four treated fair-ways: The other night it rained one-and-a-half inches and the next day the No. 10 fairway was dry. This is a fair-way that usually puddles with just an irrigation cycle." He adds that "I also had overseeded some areas with 
perennial ryegrass, and on my Turftech-treated fairways the germination was phenomenal. I'd estimate 75 percent ger-
mination in 4 to 5 days." Increasing soil aggregation creates additional pore space, allowing air and water to move into the soil more freely, ac-
cording to Nichols. By increasing pore space, Turftech helps compacted 5/19/88 TREATED CONTROL 7TH FAIRWAY OAKLAND HILLS COUNTRY CLUB Ł MICHIGAN soils to drain, so that grass is healthier and less prone to dis-ease, he says. It can be applied with a standard spray rig. LCI Weed Control in the Environmental Age: As turf management has become more sophisticated and environmentally significant, it has become absolutely essential for turf professionals to select a post-emergent herbicide that: Ł Has a broad enough spectrum to control virtually all problem weeds Ł Releases a minimum of active ingredients into the environment Ł Provides maximum safety to turf and adjacent trees and ornamentals Ł Reduces overall expenses (chemical and labor) to an absolute minimum. Read why only Trimec® Turf Herbicides can help you solve all of these problems. Of course you know that herbicidal activity is influenced by tempera-ture, weed species, state of growth, and type of turfgrass. So a herbicide that would be effective in taking hardened-off spurge out of bluegrass would be totally out of place for treat-ing dollarweed in bermudagrass. Indeed, in light of today's complex weed control problems, the one-size-fits-all approach to herbicide selec-tion has become totally obsolete. As a matter of fact, in order to maximize the efficiency of weed control throughout the U.S.A., we have developed seven different Trimec Turf Herbicide formulations. But even more important, we have developed a unique manufacturing process for each of these seven SAFETY AND FFECIENCY proven in Over 30 Miff/on ires Treated/ formulations so that the acid compo-nents are reacted together to form a Complex of unified salt, thus assuring you that every Trimec Complex will always be dependable, time after time. For a comprehensive explanation of how a Complex differs from a for-mulator tank mix Š and why this difference is vital to you in coping with weed control problems today Š we invite you to take a close look at the schematic diagrams on the opposite page, which were drawn up for us by one of the most prestigious university professors ever involved in ornamen-tal turf. Start 1990 right and early Š with Trimec Start early in the season with a broadcast treatment of Super Trimec any time when the temperature is 
above 40 degrees ... even in weather with intermittent rain or snow. This not only enables you to get those over-wintering annuals at a time when you might otherwise have a void in your work schedule, but it 
also enables you to get them before their roots have a chance to compete with the turfgrass you are trying to thicken up ... and you get all the broadleaves because Super Trimec 
has the broadest spectrum of any 
post-emergent broadleaf herbicide. Everett Mealman, President of PBI/ Gordon, asks: "Can any other herbi-cide manufacturer point to such a record of safety and efficiency?" Ł Super Trimec: Unparalleled broadleaf control for cool-weather broadcasting and spot treatment of hardened-off summer annuals such as spurge, oxalis and ground ivy. One gallon covers 4 acres. Trimec Classic: Unmatched efficiency for con-trolling broadleaves when they are actively growing. One gallon covers 2Vi acres. C Trimec Plus: The ultimate post-emergent herbi-cide Outstanding control of crabgrass and nutsedge. plus all the broadleaves controlled by Classic Trimec [Ij Trimec Southern: Especially designed to control broadleaves in 2.4-D-sensitive southern grasses. Ł Trimec 992: The applicator's formula. Especially designed for tank mixing with liquid fertilizer and other multiple tank-mix combinations C Trimec Encore: A Trimec Complex that contains no 2,4-D. Ł Trimec Bentgrass Formula: Especially designed for use on bentgrass. New turf newsletter by American Cyanamid SPARTANBURG, S.C. American Cyanamid has re-cently introduced the pre-miere issue of For Your Image, a quarterly newsletter for turf professionals. For Your Image is designed to provide golf course, lawn care, landscape and grounds maintenance professionals with helpful turf management news and information. The name of the newsletter makes reference to Image her-bicide, introduced by Cyanamid in 1987. (Image is Łi SS B MM* Muni * Ł>*<«» ftfa* Sur^Sok an herbicide which controls 
weeds such as purple nutsedge, 
wild garlic and wild onion. It is labeled for use on all warm-season turfgrasses except Bahiagrass.) The newsletter features ar-ticles devoted to helping turf management professionals. It contains research results, new product and new label in-formation, and testimonials 
from peers who have solved tough vegetation-manage-ment problems. For Your Image also serves as a two-way communication vehicle, allowing readers to share turf management tips, questions and comments. Those interested in receiv-ing a free subscription to For Your Image should call or write on your company let-terhead to the following: American Cyanamid Com-pany, P.O. Box 8459, Spartan-
burg, SC 29305-8459 Phone: (803) 582-1908. LCI NOR-AM buys research center WILMINGTON, DEL. NOR-AM Chemical Company has finalized negotiations to pur-chase the ICI Agricultural Products Group Eastern Re-search Center in Goldsboro, N.C. No matter how tough your weed problems, you can depend on a Trimec Complex for a specific solution. Furthermore, Super Trimec is not only extremely economical in terms of cost per acre, but it is also very friendly to the environment in that one gallon covers four acres. If, however, you are unable to apply your first broadcast until later in the season Š when the temperature is up around 75° and the weeds are actively growing Š don't fret about the lost time. Simply apply the one-and-only original Classic Trimec. You'll get the same excellent weed control, and your cost per acre will be slightly less (which will help you justify not getting out earlier with Super Trimec). Depending on the season and the condition of your turf, you may or may not need another application of Classic to treat summer annuals. If crabgrass, goosegrass or dallis-grass become a problem, even in spite of your pre-emerge precaution, 
don't worry. Trimec Plus will take them 
out Š usually with one application Š 
without discoloring your Kentucky bluegrass or bermuda grass. And, of course, Trimec Plus will also control any broadleaves that are present. Certainly Trimec Plus is the ulti-mate post-emergent herbicide ... we have never introduced a new product that has met with such universal approval. Ag- Ag- Ag-grade grade grade 2,4-D Banvel MCPP Tech. Tech. Tech. 2,4-D Banvel MCPP acid acid acid o 3-WAY A** § <1> v*> Why only a Complex is right for weed control in ornamental turf: Historically, the chemicals used to control weeds in ornamental turf were developed for use in agriculture, where 80% weed control is considered acceptable. And while Trimec was specifically developed for ornamental turf, it was originally formulated by tank-mixing ag-grade 2,4-D; ag-grade MCPP; and ag-
grade Banvel® (dicamba). Although the original Trimec im-mediately and dramatically improved weed control over that of any other herbicide, the tank-mixing procedure of 
ag-grade chemicals resulted in minute inconsistencies in the chemical composi-tion of individual droplets, with con-sequent inconsistencies in weed control. To eliminate these inconsistencies, we developed a technique of reacting the acid components of Trimec together to form a unified salt Complex in which every droplet of every production run would always be an exact mirror image of the total. The manufacturing process involved in making a Trimec Complex is a trade secret, but the basic building block is known to all chemists. It is technical Banvel" is a registered trademark of Sandoz Tnmec » is a registered trademark of PBI/Gordon c 1989. PBI/Gordon Corporation dicamba (the active ingredient of Banvel) 
that triggers the synergistic activity and makes it chemically possible to react the acids into a Complex. Of course, it is this same Banvel synergism that enables Trimec Com-plexes to be so effective with such a small 
amount of active ingredients . . . which in turn contributes to Trimec's unparalleled safety record, as demonstrated by the fact that more than 30 million acres of turf-
grass have been treated with Trimec, and 
there has never been an instance in which damage to trees and ornamentals was proven to be the result of root absorption traced to Trimec when applied according 
to label directions. Technical Banvel acid is the key! And since PBI/Gordon has the exclusive turf use of technical Banvel acid in North America, only PBI/Gordon can make Trimec. Do you have a weed problem? One of our weed control specialists will gladly help you. Call toll-free, tell us your problems. No obligation. Ask for Sales Service. 1-800-821-7925 Color code: Red, 2,4-D; Yellow, Banvel; Blue, MCPP; Amber, Complex acid. Note: Colors are for code only and do not in any way indicate the color of the product they are intended to identify. Schematic drawings show the differences between a tank-mix and a Complex These drawings indicate that, in a formulator's tank-mix (left), the molecules of 2,4-D, MCPP, and dicamba do not 
combine to form a new molecule. Accord-ingly, each droplet will contain its own 
unique amount of one or more of the ag chemicals, and control may vary from droplet to droplet. In a Complex (right), the three acids are reacted together to form a salt Complex. When this is formulated with the other important ingredients, wetting agents, dispersants and sequestrants, as well as 
with continuous analytical monitoring that includes the use of a high-pressure liquid chromatograph, the unique product that is Trimec becomes a reality. Every droplet is an exact mirror image of the total, and thus precisely optimizes the intended synergistic activity. The differences between a tank-mix and a Complex become major when the goal is cosmetic excellence. pbl /Gondon coRpoRation 1217 WEST 12th STREET P.O. BOX 4090 KANSAS CITY, MISSOURI 64101 Circle No. 110 on Reader Inquiry Card Purchase price was not dis-closed. According to Leo Ekins, president of NOR-AM, the new facility encompasses ap-proximately 265 acres of land and includes research labora-tories, greenhouses, environ-mental testing sites, a 
formulation pilot plant, office buildings and a research farm. The North Carolina facil-ity, Ekins said, will enable NOR-AM to expand its re-search and development capa-bilities. In addition, according to Ekins, it allows substantially 
greater research in environen-
tal sciences, residue analysis 
and formulation. Initially, NOR-AM will staff it with about 50 people. 
The research center in Lion-ville, Pa. will be closed. LCI SURVEY from Page 17 journal written by each ap-plicator can serve the purpose as well. Company employees should know what they are doing with the equipment and chemicals in use, but they should also be 
able to relate to customers 
when they come in contact 
with them, according to those 
polled. "A lawn care service is only as good as the people 
who represent it," says Raffaele. "Our applicators share our commitment by managing cli-ent lawns as if they were their 
own personal properties. We 
encourage a 'do it right the first time' standard by not overbooking services. As a re-sult, callbacks are minimal." Public relations skills also are an important qualifica-
tion. According to Lawn Pro's Chappell, with larger opera-tions, the owners can't get out and meet each customer, so 
applicators must serve as their ambassadors. "Customers sometimes need hand-holding," he says. "So applicators should be able to clearly communicate what is happening and why it's hap-pening." Chappell prides himself on Lawn Pro's emphasis on con-tinuing education. Chappell himself, for exam-ple, holds a doctorate in chem-istry. And he stresses to all his employees the importance of keeping up with the latest de-velopments in lawn care. The final qualificationŠfor applicators and owners 
alikeŠis that they should be sure they want to be in lawn care, and they should be will-ing to work long hours. Says Lawn Doctor's Fer-guson: "If you really want to go into the lawn care business, all the problems will work them-selves out." LCI BROADLEAF HERBICIDE Magoscy: Build on a rock. said just days after the massive quake struck. Once crewmembers reach-ed the properties, one priority was to re-program the irriga-
tion clocks that had been knocked out of action by power failures. Irrigation contractors in the region were anticipating a good amount of repair work as inspections were expected to 
reveal a number of systems damaged by the shifting 
ground. Erosion control became an urgent task in some areas as heavy rains began to pour down just after the killer 
quake. "These cracks in the earth are going to fill up with water, 
and I think we're going to ex-perience mudslides," feared » * Novy: Rescheduling needed. HQ to be in Indianapolis Dow Elanco complex: Completion is expected by Oct. 1992. QUAKE from Page 1 tions specialist at the Valley Crest Tree Co. "There's been some re-rou-ting of our trucks," Lincowski said in an understatement as she assessed the quake's im-pact. "The traffic is incredibly thick," said Robert L. Crudup, Jr., Valley Crest's vice presi-dent. Finding new routes to get to and fro quickly became a major chore. That's right, agreed Linda J. Novy, chief executive officer at Gardeners' Guild in San Rafael. "Right now, the chal-lenge is to make it through the crowded streets," she said. "We're doubling up on our crews," Novy noted, adding 
that it was important to have as few vehicles on the road as possible. "We're looking at our schedules very carefully," Novy said. "It's going to sharpen our whole scheduling procedure." The normal starting time of 6:45 a.m. was moved up to 6 
a.m. in an effort to beat the rush. "We know it's a hard-ship, but almost everybody was here this morning," Novy Lincowski: Roads are out. Dow Elanco INDIANAPOLISŠThe global 
headquarters for the new Dow Elanco joint venture will be lo-cated in Indianapolis. The new complex, which consists of a research building and an administrative build-ing, will be situated on prop-erty owned by the Dow Chemical Co. and will ul-timately house about 900 em-ployees. The new complex will be the headquarters of the largest research-based agricultural products company in North America and the sixth largest in the world. Cost of the proposed 800,000-square-foot facility is estimated at more than $100 million. The proposed complex will be located on 325 acres, south 
of the global headquarters for DowBrands, a wholly owned 
subsidiary of the Dow Chemi-
cal Co. The Dow Elanco joint ven-ture, announced last April, combines the plant science and specialty pest control 
businesses of Eli Lilly and Co. 
and Dow. Projected sales for 
the new joint venture in its first year of operation are esti-mated at more than $1.5 bil-lion. "It isn't often that two companies have this oppor-tunity to come together and form a stand-alone company of this stature," said E. R. Roberts, Elanco president. "To combine the research and marketing horsepower of Dawson: Educate yourself. Sharon McGuire, executive director of the California Landscape Contractors Asso-ciation. (The storms were un-related to the earthquake.) As it turned out, there were "major, major areas of slid-ingŠacres," confirmed Bob Morrissey of Prime Landscap-ing in Santa Cruz. "There are a lot of cracks on slopes," Morrissey reported. "Everything is unstable as it is," and more forecasted rain promised to make things even worse: "We've been in a 
drought for the past two years." Crews were hustling to get endangered slopes covered 
with "Santa Cruz Mix," which is a region-specific combina-tion of clover, barley and ryegrass. It was put down "just to get the quick growth" needed to avoid future crippling mudslides, Morrissey said. "Our biggest thing right now is clean-up," Morrissey 
reported later. "A lot of limbs are down." Mature, large oak trees took a beating, according to Crudup 
at Valley Tree. "These were thrashed as if a hurricane was blowing through here," he said. "We've seen a substantial number of downed limbs." Crudup added that many of these two businesses means that Dow Elanco will be more 
than just a member of the in-
dustry," he said. "Rather, it 
establishes a significant pres-
ence in world markets and a 
critical mass of plant science research. It creates a global 
leader in this industry." Some workers will relocate from Dow facilities in Mid-
land, Mich.; Walnut Creek, 
Calif.; and Champaign, 111. An estimated 300 employees will 
transfer from Lilly facilities in the Indianapolis area. LCI the fallen branches were weak to begin with: "It just acceler-ated what nature would have 
done anyway." The quake benefitted owners of walnut groves in the 
agriculturally active area. "They don't have to go out and shake their walnut trees be-cause their walnuts are already 
on the ground." Chimneys crumpled into rubble, and houses col-
lapsed into heaps as the quake struck. The heavy 
equipment needed for the 
cleanup was sure to damage 
the turf. As local residents returned to their homes, "I'm sure 
they're going to be wanting a lot of work," predicted Mor-
rissey. "We had a lot of water out of swimming pools," reported Henry A. DeLaRosa, owner-manager of Pro Lawn Turf 
Care Services in Campbell. "We had a couple of renova-tion jobs where the seeds were 
washed away." DeLaRosa said those lawns would be reseeded for free as a customer service. For more established lawns, the timing of the quake re-
duced the amount of possible chlorine damage from water 
gushing out of the pools. "Swimming season's over, so most people don't keep their chlorine levels up," Crudup said. Earthquake damage was es-timated to approach $7.1 bil-lion, but financial windfalls for 
green industry operators re-mained in doubt because most people don't have earthquake insurance. "It's too expensiveŠit's not worth it," said Patricia E. Polifrone, a homeowner in Sunnyvale, 10 miles from the epicenter. Polifrone estimated that a $100,000 policy would cost 
$600 a year and carry a whop-ping $10,000 deductible. Her house escaped rela-tively unscathed, but "there 
were chimneys around the cor-ner from me that toppled." In a number of cases dam-age was randomŠoften it de-pended on where a particular 
property was located. "My neighborhood's built on a rock," explained Mary Magocsy, an emergency room nurse in the trauma center at San 
Francisco General Hospital. Her Upper Market resi-dence suffered a few broken windows, while other areas DeLaRosa: Seed washed away. built on fill dirt were de-stroyed. "You can see the buildings that fell over." "Fill shakes longer than rock," observed John Dawson, who lives in Marin County. Like many Bay area home-owners, Dawson, who is a singer-songwriter-guitarist with the New Riders of the Purple Sage, has extensively educated himself on earth-quake geology. Dawson specifically chose a well-constructed "earthquake 
proof' home on stable ground. "It's built on a rock." (The Marina District suf-fered so much devastation be-cause the soft fill underneath 
shook so violentlyŠmuch like jumping on a mattress.) After the quake, some business owners were busy making prepara-tions for future tremblors. "This is our second chance to 'get with the program,'" said John Battaglia of John Bat-taglia Landscaping in Hol-lister. He was injured slightly by a falling cabinet and flying chair. At the office, "I'm rearrang-ing things to make sure noth-
ing's thrown around." This includes "packing away knick knacks" and se-
curing file cabinets to the wall. He advised his industry col-leagues to do likewise. "Here at the office, we had some file cabinets that fell over," reported Kathy Hewitt, 
a sales and marketing repre-sentative at Biosys, a biolog-ical pest control company based in Palo Alto. Hewitt was at home when the quake struck, and her kitchen cupboards were open-
ing and closing as the struc-ture shook. "It was as if the house were possessed," she observed. Polifrone was in her Sun-nyvale home when everything started shaking. She said she's used to feeling tremors of short duration, but this one 
rumbled for 15 seconds. "It felt like 15 minutesŠit lasted so long," Polifrone re-called. Magocsy was on duty at the trauma center when the hospi-tal started moving. Concern grew when the lights went out. As auxiliary power kicked in "we went into the disaster plan" to prepare for the ex-
pected onslaught of victims. "We anticipated a lot more than there was," she said. LCI Circle the Reader Service numbers of those items of interest to you. 101 116 131 146 161 176 191 206 221 236 251 266 281 296 311 326 341 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 342 103 118 133 148 163 178 193 208 223 238 253 268 283 298 313 328 343 104 119 134 149 164 179 194 209 224 239 254 269 284 299 314 329 344 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 345 106 121 136 151 166 181 196 211 226 241 256 271 286 301 316 331 346 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 347 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 348 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 349 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 350 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 351 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 352 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 353 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 354 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 355 L4WN CURE INDUSTW DECEMBER 1989 This card void after Feb. 15,1990 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 30 Ł Both chemical lawn care company and mowing/management lawn care company B. SUPPLIER 70 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: Date _ GET MORE FACTS BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA NO POSTAGE NECESSARY IF MAILED IN THE I UNITED STATESl POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT L4WN GflRE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 I.I.IHI.I.I..I.IIH,.II..I,I..I.HII..I.II 1.11 Spray in wind with driftproof applicators Spraying programs can con-tinue during windy conditions with the Turfoil driftproof ap-plicator, made by Innovative 
Equipment, Inc. in Saskatoon, Saskatchewan, Canada. The device comes in 30-inch, 48-inch and 60-inch widths. According to the company, environmental concerns and costs are reduced because less 
material can sometimes be used in the ultra small-drop sprayer. LCI Circle No. 125 on service card. Riverdale releases chelated liquid iron Riverdale Chemical Co.'s new Fe 6 is a complex (chelated) liquid iron that contains three nutrients for fast greenupŠ nitrogen, sulfur and iron. According to the company, the product is amine compati-
ble, and the solubility as well 
as stability results in fast cor-rection of iron chlorosis, a condition that develops even 
adequate N-P-K fertilizers have been applied. LCI Circle No. 126 on service card. Herbicide/fertilizer used for Southern turf Lebanon Total Turf Care has two new products on the mar-ket for controlling annual weeds in Southern grasses. Both Country Club 19-4-6 with Surflan and Country Club 7-3-22 with Surflan are granular combinations of her-bicide and fertilizer. They will provide a balanced feeding while controlling sev-eral broadleaf weeds and annual 
grasses such as goosegrass, 
crabgrass and sandbur. Formulated with Surflan pre-emergence herbicide, these products stop weeds as they germinate in bahiagrass, bermudagrass, cen-tipedegrass, tall fescue, St. Au-gustinegrass and zoysiagrass, according to the company. When used as directed, they are safe to use near ornamen-tal trees and shrubs. The material is available in 50-pound bags that cover up to 14,7000 square feet. When ap-plied at the recommended rate 
of 4.5 pounds per 1,000 square feet, they will put down 2 pounds of active ingredient per acre. In the spring they can be applied for summer annual weed grass and broadleaf weed 
control, and in the fall they can be used on poa annua and 
winter annual broadleaf weed 
control. LCI Circle No. 127 on service card. Fungicide from Lesco now water-dispersible Lesco's Benomyl DG systemic fungicide is now being intro-duced in a water-dispersible granular formulation. The product controls dollar spot, brown patch, fusarium blight and stripe smut, accord-
ing to the company, located in Rocky River, Ohio. LCI Circle No. 128 on service card. Newletters available for property managers Landscape and Grounds Care Bulletin is a new 
monthly newsletter avail-able for distribution to prop-erty managers. Mowing/management con-tractors and LCOs can distrib-
ute the newsletters, which are prepared by Focal Point Pub-lications in Cincinnati, Ohio. The newsletters are educa-tional and they promote the 
work done by turf managers on 
commercial accounts. Subscriptions are sold with a money-back guarantee. LCI 
Circle No. 129 on service card. Weather station is world's smallest Spectrum Technologies, Inc. is introducing what it calls the world's smallest weather station for use by LCOs in the field. The Weather Pro applies state-of-the art micro-pro-cessor technology that is so-phisticated, highly accurate, easy-to-use and affordable, ac-
cording to the company. A microchip inside allows the device to measure wind speed, gust, direction, wind chill, high and low tem-peratures, rainfall and other details. A scanning system and metric conversion are in-cluded with the unit, which runs by battery or AC. LCI 
Circle No. 130 on service card. WWN OIRE INDUSTRY HOW TO GROW YOUR LAWN CARE BUSINESS This new handbook from the editors of LAWN CARE INDUSTRY is packed with hundreds of ideas from industry experts. HOW TO GROW YOUR LAWN CARE BUSINESS offers practical tips and ideas to improve your... HIRING MARKETING CUSTOMER RELATIONS BUYING ADVERTISING MANAGEMENT PROMOTION LIABILITY KNOWLEDGE Here are only a few of the subjects examined.... Ways to find good employees Off-season options Marketing to new homeowners Joint bidding Š what are the pitfalls? To buy or to rent? How to motivate workers at $5 an hour Expanding into mowing/management work How to write a snow removal contract To sell or not to sell? Contractors liabilities All this and much, much more in the new "HOW TO GROW YOUR LAWN CARE BUSINESS" handbook. The more you use this book, the more useful it will be to you. ^x YES, SEND ME COPIES OF 'HOW TO GROW YOUR LAWN CARE BUSINESS" AT $35 EACH (plus $3 postage and handling) NAME COMPANY ADDRESS CITY STATE TELEPHONE (_ ZIP. 4-CHECK ONE: Ł MY CHECK FOR_ IS ENCLOSED MADE PAYABLE TO LAWN CARE INDUSTRY. Ł PLEASE CHARGE MY CREDIT CARD: Ł AMERICAN EXPRESS Ł MASTER CARD Ł VISA MY CREDIT CARD NUMBER IS EXPIRATION DATE MAIL TO: BIS/HOW TO GROW YOUR LAWN CARE BUSINESS 7500 OLD OAK BLVD. CLEVELAND, OHIO 44130 TO ORDER BY PHONE, CALL 1-800-225-4569 Ext. 839 . In Ohio call (216) 826-2839 CLASSIFIED RATES: $1.00 per word (minimum charge, $35). Boldface words or words in all capital letters charged at $1.25 per word. Boxed or display ads charged at 1X $85; 3X $80; 6X $75; 9X $70; 12X $65 per column inch (one inch minimum). (Frequencies based on a calender year). Agency commission allowed only when camera ready art is provided by agency. For ads using blind box numbers add $15 to total cost of ad. Send ad copy with payment to: DAWN NILSEN, LAWN CARE INDUSTRY, 1 E. First St. Duluth, MN 55802. (218) 723-9505. Fax Number (218) 723-9615. BOX NUMBER REPLIES: Mail box number replies to: LAWN CARE INDUSTRY, Classified Ad De-partment, 1 E. First St., Duluth, MN 55802. Please include box number in address. FOR SALE "HOW TO SELL A PEST CONTROL COMPANY FOR THE HIGHEST AND BEST PRICE". Report $19.95 + $3.00 handling to: A + BUSINESS BRO-KERS, INC., 1605 S.E. Elm Street, High Springs, FL 32643. TF Spray Truck: 1985 F-350 diesel with 750 gallon stainless steel tank; new Myers PTO pump, 2 elec-tric Hannay hose reels. 912-897-4279. TF Chemical Lawn Care Company for sale. 6 year business. Excellent 2-3 man operation. Limited competition. (409)569-0591, ask for Mark. Or write: P.O. Box 632713, Nacogdoches, TX 75963. TF SPRAY TRUCK: 1985 Ford 350 XL 600 gal tank. Hannay Reel with 300 ft. hose. 14 H.P. Kohler engine. Excellent condition. 28,000 miles. $10,500. (205)853-2642. 1/90 SPRAY TRUCKS: (2) 1986 Chevy C60 s 350 4-speed. Both have low mileage and are in excellent condition. Each truck is equipped with Hypro 1304 pumps, Kohler 23 h.p. engines, 1,000 gallon Poly tanks, Hannay hose reels with 350' of 3/4" hose. PRICED TO SELL! Call Mr. Ward. 516-549-5100. 12/89 HANNAY HOSE REELS: New in the box. E1526's and E1530's - $349.00. We will ship and pay freight anywhere in the U.S.A. and Canada. Immediate delivery. Other size reels and parts available at fabulous savings! Call 313-543-2200, in Michigan. Outside Michigan - 1-800-843-LAWN. TF FOR SALE: 1986 Howard Price Hydro 180. Rebuilt Hydraulic and Electrical Systems. Many new parts and new paint. Low hours. MUST SELL. Asking $15,500. (508)430-1533. 12/89 USED CHIPPERS, BUCKET TRUCKS, BOOM TRUCKS: Stump grinders, stake bodies, tree trucks and dumps. New Morbark and Woodchuck Chippers. Rayco stump grinders at discount prices. We also buy trucks and equipment. Op-dyke, Inc., Hatfield, PA(Phil. area) 215-721-4444. 2/90 1985 Chevrolet 1 ton diesel equipped with FMC 600 gal. fiberglass tank, mechanical agitation. Hannay hose reel 10/10 beam pump, driven by power takeoff. Contact: Perf-A-Lawn 502-684-4331. 12/89 FREE PARTS CATALOG - If you own a 32-36-48-52-61'' walk-behind or riding mower and feel you're paying too much for your parts and equipment call PRECO DISTRIBUTORS today. We have BELTS, BLADES, WHEELS, GRASS CATCHERS. Replacement parts that fit Bobcat, Bunton, Kees, Exmark, Scag & others. Engines and Parts for Honda, Kawasaki, Briggs & Stratton and more. Order your free catalog 24 hours a day. TOLL FREE 1-800-428-8004, US, in Mass. 1-800-421-3900. Preco Distributors, 97 Center St., Ludlow, MA 01056. TF One Lawn Truck - Mercedes Benz Diesel. 'Excel-lent condition *1980 *1200 gallon #2 compartments 'stainless steel tanks. Also holds 1000 lbs. of dry fertilizer. Hydro cell 25 gallon per minute pumps and 2 hose reels with guns. Asking $9,000. Call (201)891-6035. 12/89 FOR SALE: Toro Groundmaster 52 in good me-chanical shape, low hours on engine $1200 or best offer. Toro GMT 200 in good mechanical shape. Grass Catcher & Snow plow $1200 or best offer or both for $2000. (313)757-5352 9AM-3PM. 12/89 LAWN CARE SPRAY TRUCK: 1987 F-350 Diesel XL package with auxiliary fuel tank, P.T.O. Hypro pump, electric hose reel, 10' steel bed, back flow preventor, G.P.I, flow meter, DuPont Imron paint throughout, very low mileage, well maintained. Call (201)337-0017 in New Jersey. Asking $17,600; optional injection system for $1,000. 1/90 r REDI'RAMP -B* (414) 898-4221 6 SPRAYING TRUCKS FOR SALE 1987 International S1600 Series, 35K miles 1984 GMC D350 1985 Dodge D350 1984 GMC 6000 Series, 39K miles 
1979 GMC 6000 Series 
1979 Ford F350, 35K original miles! 1977 Chevrolet C30 All in excellent condition. Call for photos and full information. Call us now! 516-366-1818 Days 516-331-4713 Eves, weekends FREE CATALOG COMPLETE TRANSMISSION 159.99 PART # JT-215 OTHER SPECIALS: GEAR BOX REPAIR KIT (BOBCAT) 99.95 GEAR BOX REPAIR KIT (BUKTON) 99.95 BUNTON 10" COMPLETE ASSBLY 23.95 SNAPPER r STEEL WHEELS 4.75 16" HIGHLIFT BOBCAT/BUNTON BLADE 5^5 J. THOMAS DISTRIBUTORS, INC. 1-800-634-5463 ORDERS 1-313-427-6988 CATALOGS SAVE YOUR BACK From METK0, INC. 1251 MILWAUKEE DRIVE ACCESSORY NEW H0LSTEIN, Wl 53061 -1499 1 QDc?m7cfc V FAX (414) 898-5293 SPECIALISTS Seaweed products for healthy roots and vigorous growth Seaweed Extract Foliar Fertilizer A natural storehouse of micro-nutrients and other substances promoting plant growth. Kelp Meal Soil Conditioner A natural source of organic matter and essential plant nutrients. A Acadian Seaplants Limited 202 Brownlow Avenue Tower D, Suite 304 Dartmouth, Nova Scotia Canada B3B 1T5 Tel: (902)468-2840 Fax: (902) 468-3474 Mfe are unbeatable for price, quality and service. Volume Purchases Only. Attention Distributors and Manufacturers: Custom processing and packaging available. send a Classified Advertising Message. ... write here. (Please Print) 1. Number of insertions: (circle) 2. Start with (month) 3. Amount enclosed: $ 1 2 3 6 9 12 TF (Til Forbid) issue. (Copy must be in by 1st of preceding month.) To keep our rates as low as possible, payment must accompany order. SIGNATURE DATE NAME COMPANY STREET CITY .STATE ZIP PHONE NUMBER MAIL AD COPY TO: Dawn Nilsen, LAWN CARE INDUSTRY, 1 East First Street, Duluth, MN 55802. RATES: $1.00 per word (minimum charge, $35). Boldface words or words in all capital letters charged at $1.25 per word. Boxed or display ads charged at 1 x$85; 3x$80; 6x$75; 9x$70; 12x$65 per column inch (one inch minimum). (Frequencies based on a calender year). Agency commission allowed only when camera ready art is provided by agency.For ads using blind box number, add $15 to total cost of the ad. BUSINESS OPPORTUNITIES Well established chemical lawn care business in Fairfield County, Connecticut with top reputation and excellent growth potential. Great one or two man operation. 802-878-9757. 12/89 HELP WANTED ©I SPRiNG GREEN OPPORTUNITIES TECHNICIANS/MANAGERS: Are you a hard-working, customer conscious individual with a strong desire to suc-ceed? Then one easy phone call to our toll-free hotline may lead to an 
exciting new career. One of our many benefits is our employee train-ing program that can lead to own-
ing your own lawn care business. JOIN THE BEST - THE SPRING GREEN LAWN CARE TEAM. Positions avail-able in these states: Arkansas. Dela-ware. Georgia. Illinois, Indiana, Iowa. Louisiana. Minnesota, New 
Jersey. North Carolina. Ohio, 
Oregon. Pennsylvania. South Car-
olina. Texas. Virginia. Washington, and Wisconsin. Call Today: 1-800-435-4051 1-800-892-4013 (In Illinois) YOUR SUCCESS CAN BE THE SPRING GREEN SYSTEM LET CLASSIFIEDS WORK FOR YOU! TREE & SHRUB CARE MANAGER, Op-erations - Production Division, Major. Tree & Shrubs Care Company (Spraying - Feeding only) seeks take charge per-son with horticulture management expe-
rience. Hands on experience in all 
aspects preferred, including ornamental spraying, truck and equipment mainte-
nance, personnel management. This dy-
namic management position to lead to Vice President. Excellent salary and bonuses. Position for New Jersey Branch. Confidential. Contact: Sean Grace Executive Vice President 516-366-1818 Sales person needed for established growth & quality oriented lawn & tree care company located in North Jersey. Must have experience in northern turf maintenance with knowledge of shrub & orna-mental care. We prefer applicants with the above knowledge along with a highly aggressive per-sonal sales ability, since starting income will be based on $425/week plus 5% commission on all sales. Income is limited only by applicants desire to sell & follow up on sales. All leads supplied by us, cold call only if you wish. Strong desire to achieve along with excellent customer relation skills a must. Medical, Life Insurance & vehicle supplied. Send resume & references to Michael Papp, Echo-Wood Services Inc., P.O. Box 104, Califon, NJ 07830. 12/89 MANAGER/LAWN CARE DIVISION: The Pan-oramic Corp. is looking for an Agronomist/Hor-ticulturist to develop and manage our lawn care division. The right person will have a thorough knowledge of landscape horticulture as it applies to Midwest (Chicago) region. If you are looking for challenge and growth and have the technical ex-pertise and experience to back it up, we want to talk with you. A degree in horticulture, agronomics is helpful. Send resume and salary history to: Al Bofinger, 54 N. Eisenhower Lane, Lombard. IL 60148. 12/89 "Consider all of your employment options in the irrigation and landscape industries. Call Floraper-sonnel, the international employee search firm for the ornamental horticulture industry. Completely confidential. Employer pays fee. Florapersonnel, Inc., P.O. Box 1732,1450 S. Woodland Blvd., Suite 201, DeLand, FL 32721-1732. (904)738-5151. Jim Bambrick, Jeff Brower, David Shaw, CPC, Bob Zahra, CPC." TF BRANCH/SALES MANAGERS LOCATIONS IN THE NORTH CENTRAL. NORTH-EAST. SOUTHEAST. WEST. USE YOUR OUTSTANDING LEADERSHIP ABILITY AND PEOPLE-HANDLING SKILLS TO ESTABLISH A CAREER WITH A REAL FUTURE! AS THE RECOG-NIZED LEADER IN LAWN CARE SERVICES TO BOTH RESIDENTIAL AND COMMERCIAL AC-COUNTS. WE ARE EXPANDING OUR MARKET PEN-ETRATION AND NEED TALENTED. SELF-MOTIVATED BRANCH AND SALES MANAGERS WHO CAN TAKE US TO THE TOP! YOU WILL RECEIVE: Ł COMPETITIVE SALARY Ł COMPLETE TRAINING Ł CAR ALLOWANCE/COMPANY VEHICLE Ł FANTASTIC BONUS POTENTIAL Ł COMPREHENSIVE BENEFITS IF YOU HAVE: Ł PROFIT AND LOSS RESPONSIBILITY EXPERIENCE Ł SALES OR SALES MANAGEMENT EXPERIENCE Ł SUPERVISORY EXPERIENCE START YOUR FUTURE TODAY BY SENDING YOUR RESUME IN COMPLETE CONFIDENCE TO: ORKIN LAWN CARE PAT GUY 2170 PIEDMONT ROAD, NE ATLANTA, GA 30324 WANTED WANTED TO PURCHASE Tree Spraying Company in New Jersey. Any size. Will pay all cash. Confidential, Sean Grace, Vice President. 516-366-1818. Wanted to Buy - Lawn care companies of all sizes anywhere in U.S. wanted to purchase by national corporation. If interested, please respond to LCI Box 197. Strict confidentiality maintained. TF WANTED TO ACQUIRE Lawn care companies of all sizes in U.S. and Canada being sought by national cor-poration. Complete buy out or stay and grow with us. If inter-ested, please call me directly: Don Karnes Senior Vice-President TRU GREEN CORPORATION (404) 442-8700 STRICT CONFIDENTIALITY MAINTAINED TRU GREEN MISCELLANEOUS LANDSCAPE TRAINING VIDEOS Intermediate mower maintenance field and shop repair; efficient/profitable mowing techniques; professional shrub trimming, plant installation, basic landscape plan drawing, etc. ENGLISH AND SPANISH. Write for free brochure. C.D. Anderson Landscape Videos 515 Ogden Avenue Downers Grove, IL 60515 1-800-937-0399 SALES REPRESENTATIVE UAP Special Products, a division of Con-Agra, currently has openings in the Kan-sas City, Omaha, Chicago, Baltimore, Dallas and Atlanta areas for Sales Rep-resentatives. This "outside sales" position is respon-sible for direct face-to-face selling and servicing of the UAPSP customer base which primarily consists of lawn care service companies. Outside sales experience of at least two years is required, with preference being given to candidates with sales experi-
ence in the lawn care industry. Please send your resume along with sal-ary requirements to: UAP Special Prod-ucts, P.O. Box 1467, Fremont, Nebraska 68025; Attn: B.C. Equal Opportunity Em-ployer. 12/89 ADVERTISERS INDEX NO. ADVERTISER PAGE 101 Bata Industries 7 102 Blackburn Mfg 27 103 Cushmanlnc 11 104 Elanco 15 
114 Elanco 15 105 FermentaASC 4 106 Focal Point Comm 3 
107 D.O.T.S./Distributor's Own Turf Supplies 16-17 108 Lesco, Inc 2 109 Lesco, Inc 28 
112 Mobay Speciality 9 110 PBI/Gordon Corp 20-21 
111 Rhone Poulenc 12-13 113 Rhone Poulenc 12-13 This index is furnished for the readers convenience. How-ever. the publisher cannot guarantee its accuracy due to circumstances beyond our control LET CLASSIFIEDS WORK FOR YOU! f i Husband. Grandfather. Great American Investor. When Bob Lawrence joined the railroad nearly 30 years ago, he be-gan buying U.S. Savings Bonds for his retirement. Now he buys them for his grandkids. "Bonds pay good strong rates and they're simple to 
purchase," he says. Become the next Great American Investor. Call us to find out more. U.S. SAVINGS BONDS THE GREAT AMERICAN INVESTMENT I-8OO-US-BONDS A public service of this publication WE REACH THE PEOPLE YOU NEED TO REACH! Place a classified ad in any of these EDGELL COMMUNICATIONS' publications and you know your ad dollar is wisely spent. Circulation Magazine Circulation Magazine 22,587 AFTERMARKET BUSINESS 13.833 HOUSEWARES 13,252 AMERICAN AUTOMATIC MERCHANDISER 47,780 LANDSCAPE MANAGEMENT 135.134 AMERICAN SALON 13.589 LAWN CARE INDUSTRY 12,821 AQUA 15.209 LP/GAS 29.475 BEVERAGE INDUSTRY 17,322 MEAT PROCESSING 10.484 BODY FASHIONS/INTIMATE APPAREL 14,496 NEUROLOGY 3,119 CANDY INDUSTRY 15.686 OPHTHALMOLOGY TIMES 11,247 CANDY MARKETER 13,797 PAPERBOARD PACKAGING 50.381 COMMUNICATIONS NEWS 12.889 PAPER SALES 20.469 CONCRETE PRODUCER NEWS 16,335 PEST CONTROL 102.224 DENTAL MANAGEMENT 19.656 PETROLEUM ENGINEER INTERNATIONAL 7,084 DERMATOLOGY TIMES 14.105 PETS SUPPLIES MARKETING 12,777 DRUG & COSMETIC INDUSTRY 24,044 PIPELINE & GAS JOURNAL 35.707 DVM NEWSMAGAZINE 21,672 PIT & QUARRY 24.546 FLOORING 10,100 POULTRY PROCESSING 77,365 FOOD & DRUG PACKAGING 20,281 ROOFING/SIDING/INSULATION 62,170 FOOD MANAGEMENT 9,369 SNACK FOOD 19.051 HEARING INSTRUMENTS 41,293 TELEPHONE ENGINEER & MANAGEMENT 45.148 HOTEL & MOTEL MANAGEMENT 9,056 UROLOGY TIMES 21,000 WORLD COGENERATION Don't forget that classified advertising works just as effectively in locating employees as it does if you are looking for a position, have a line, machinery or a business to sell, are seeking representatives or wish to buy a specific item. Let it go to work for you! EDGELL COMMUNICATIONS does a better job of reaching those who count (your potential customers) than any other business publisher. COUNT ON US TO REACH THOSE WHO COUNT! Call Dawn Nilsen at 218-723-9200 Fax: 218-723-9615 JJJSUli COMMUNICATIONS One East First Street Duluth, Minnesota 55802 J CLASSIFIED ADVERTISING Ł Easy Ł Effective Ł Economical CAUTION 
PESTICIDE APPLICATION KEEP OFF Designed especially for the lawn care industry Ł 9 flag colors Ł 8 ink colors Ł 90° bend in staff Shipped straight. You bend when used. Ł 18" or 24" PVC staff (Vt" diam.) Ł Custom printed if you like CUSTOMER: PLEASE REMOVE AFTER 72 HRS. Less than 6C ea. (Min. 1000) Actual Size: 4"x5" flag P.O. Box 86 Ł Neligh, NE 68756 FAX# 402-887-5171 BLACKBURN MANUFACTURING COMPANY/ TOLL-FREE / 800/942-5816 East of Rockies 800/552-3524 West of Rockies P.O. Box 276 Ł Cambria, CA 93428 FAX# 805-927-1601 With all you have to do, ood to know one decision is easy Booking your PRE-M order may be one of the easiest business decisions you make all year. That's 
because LESCO PRE-M® 60 DG Herbicide delivers outstanding 
preemergent weed control at a 
cost and performance no other 
product can match. With the active ingredient pendimethalin, PRE-M delivers 
broad spec-trum control 
of crabgrass, 
goosegrass, 
foxtail and other grassy weeds and at the same time 
tackles tough 
broadleafs like oxalis and 
spurge. Easy-
to-use water dispersible granule 
formulation makes PRE-M convenient to handle and apply. Only PRE-M offers built-in flexibility that lets you use it on most cool and warm season 
grasses, and programmed appli-cations control both early and 
late germinating weeds. Con-venient packaging requires less storage and simplifies shipping and handling. Combine the effectiveness and convenience of PRE-M with the 
fact that it costs less than other 
preemergent herbicides and it's easy to understand why this busi-
ness decision is easy Order today Stop by your nearest LESCO Service Center, contact your LESCO sales representative or call (800) 825-3726 toll free. .ŁSi . . - Ł Ł t Ł I Ł f * i , . V-i \ Ł j^w A r Ł LESCO PRE-M 60 WP Herbicide is now available in easy-to-use water-soluble packaging. Supply is limited, so contact your salesman today Ask about the special LESCO EARLY-ORDER PROGRAM with terms 
designed to improve first-
round cash flow. LESCO, Inc., 
20005 Lake Road, Rocky River, Ohio 44116 (216) 333-9250 PRE-M 60 DG Herbicide A water dispersibte granule lor use Kixri,weedcomro,in *£»vewgkeoiewts mmSSSg^^^ OUT Of REACH Of CX10KX CAUTION 6000% Ł 4000% TOTAL 10000% ^^^OHAmsWBWMT* OMftM, M. '. ' Š Š Net 10 lb. Always read and follow label instructions before applying any herbicide product. PRE-M® is a registered trademark of LESCO, Inc. CYAN A MID Agricultural Division VPC Ventures Wayne, NJ 07470