Apples & oranges: A 'fresh' approach to marketing Closing rate up 22 percent Cost is only 75 cents BY JAMES E. GUYETTE Editor BIRMINGHAM, ALA.ŠWhen potential clients of Lawn-Green of Alabama, Inc. are sizing up the competition, co-owner Paul Burton tells 
them it's just like comparing apples and 
oranges. With that in mind, each homeowner who requests an estimate is given a plastic bag con-taining a hugeŠperfectŠapple and orange. "This was just an extension of the sales pitch," Burton explains. "I just took it one step further." While urging prospective customers to select his company over all the others, "I always 
found that I was going back to saying, 'It's just 
like comparing apples and oranges/ This puts it into a form they can hold in their hands." If nobody is home, the packet is placed See APPLES Page 26 WWN GIRE INDUSTRY Serving the needs of the professional lawn care operator * VOLUME 14 NUMBER 1 JANUARY 1990 Unreeling new technology: The type of hose used in a spraying system can have an impact on production. An expert on hoses discusses advances in the field in an article on Page 13. REGULATIONS LCOs nationwide are dealing with threatening pesticide 4 A legislation. I £L SAFETY You can devise a company safety program for under $500. 18 CLASSIFIED See what's for sale, miscellaneous items. 35 Chem Lawn jobs cut during restructuring COLUMBUS, OHIO ChemLawn Services Corp. is cutting more than 500 full-time jobs nationwide during a restructuring effort by parent company Ecolab, Inc. The restructuringŠex-pected to cost $28 to $32 mil-lionŠincludes staff reduc-tions, management upgrading, a reorganization of branch op-
erations and the development of new business systems. ChemLawn lost $10 million during a nine-month period in I Hücr MMUTU .IT 157 00435132 10 93 PETE COOK INGHAM LIBRARY W-121 USGA TURFGRASS INFU MICHIGAN! STATE tm V EAST LANSING HI FILE 3DG 43324-1048 1989. The company had made $2 million during that same period in 1988. The problems at Chem-Lawn have led some investors and analysts to demand a shake-up or sale of the unit, according to the Wall Street Journal. Ecolab paid $370 million for ChemLawn in 1987, and industry insiders believe the company is now worth much less. "We are optimistic we have have developed the right strat-egies for this business and that it will.. .develop into the stra-tegic asset it was considered to be when acquired two years 
ago," said Pierson M. Grieve, 
Ecolab's chairman and chief executive officer. LCI Researchers still making discoveries New pesticides are changing lawn care BY JAMES E. GUYETTE Editor Expect the 1990s to bring additional innovations in pesticides as scien-tists continue to develop unique products that are safer and more effective. "This is really something for people to look forward to in the next several years," says Consultant Steven J. Day of Landscapes Plus in Wheat Ridge, Colo. Public concern over the safety of pesticides and in-creased government regula-tions have spurred manufac-turers into seeking compounds 
that offer peace of mindŠand scientific discoveries are mak-ing sure that the new products 
are able to get the job done. DowElanco's non-phenoxy Confront herbicide "is abso-lutely ideal for clients who de-
mand beautiful weed-free turf without the concerns raised by some presently available prod-ucts." The firm goes on to report that "the state-of-the-art tri-clopyr/clopyralid chemistry of Confront specifically ad-dresses the needs and con-cerns of customers at your most sensitive accounts." Gallery is another Dow-Elanco product that is being 
greeted with positive reac-tions. Cooper's Lawn Aeration Service in Virginia was one of 
11 companies to test the prod-uct last year, and owner Gary Cooper is impressed with the control. He found only one 
weed in the test lawn, which was located next to a vacant lot. See PESTS Page 25 LATE NEWS State groups are organizing INDIANAPOLISŠLCOs representing 19 states are taking steps to form statewide associations. Detailed organizational meetings are set to begin this month, according to Robert E. Andrews of the Indiana State Lawn Care Association. He is 
spearheading the efforts, which are sponsored by 
Monsanto and the Professional Lawn Care Association of America. Preliminary seminars were planned to be held here in December, and Andrews was pleased with 
the anticipated turnout. "If we could have had six or seven states we'd be pleased, but we have 19," he said. Interested representatives hail from Tennessee, Oklahoma, Illinois, Pennsylvania, Ohio, Michigan, 
Wisconsin, Minnesota, Texas, Montana, New Jersey, Colorado, Nebraska, Massachusetts, Connecticut, North Dakota, Florida, Iowa and 
Idaho. LCI Tàfl ones. Short ones. Thin ones. Fat ones. All shapes and sizes qualify for our PAGEANT. Nothing's worse than slimy worms crawling on your shrubs, ugly beetles munching on your pines and nasty borers blemishing your birches. That's why you need new PAGEANT* DF in your tank. Any other insecticide has to settle for first runner-up. PAGEANT DF is the only tree and shrub insecticide that gives you the active ingredient chlorpyrifos in a dry, flowable formu-lation. Its long residual keeps protecting the 
beauty of trees and shrubs long after other insecticides have left the scene. And studies show 
that chlorpyrifos is gentle to both applicator and environment. What's even more attractive is its broad spectrum of control. You can 
control everything from beetles to borers to worms-all with a 
single insecticide. Since it's a dry, flowable formulation, PAGEANT DF also 
has minimal odor and less chance of phototoxicity. Plus, it goes into solution beautifully- no more clogged nozzles, or undissolved clumps. Your 
applicators can mix without dust. And without the splashing caused by liquid insecticides. So much talent in such a beautiful package. Almost seems unfair. PAGEANT DF not only works better than the competition, it also looks better. But that cube-shaped container 
offers more than good looks- it's specially designed for easier handling and disposal. Each container holds five full pounds of insecticide. At a mixing ratio of 1-2 pounds per 100 gallons of water, PAGEANT DF is ideally packaged for larger spray tanks. Why not judge for yourself how well PAGEANT DF protects the beauty of trees and shrubs? Then send 
a clear message to the insecticide you're presently using: hand over the crown. To find out more, call 1-800-3 73-2DOW. ŁTrademark of The Dow Chemical Company. Circle No. 105 on Reader Inquiry Card MEMOS 4 LAWN CARE INDUSTRY JANUARY 1990 A growth regulator for warm-season turf will be test-marketed this year by American 
Cyanamid. The imazaquin product, to be called Timeout, works on St. Augustine, zoysia 
and Bermudagrasses. "There's nothing like it on the market," says the company's Nicholas Kalm. Computerized billing is being introduced by Monsanto for its Greens Center agents. Progam allows agents to bill 
orders for the company's 
Expedite system via credit cardŠcustomers are then sent a bill from the factory. This system eliminates the distributor's role in the billing process and frees up time for increased customer service, Monsanto says. An irrigation association is forming in Ohio. All Green Management in Columbus will serve as executive director. Meeting is set for Jan. 16 or 17. For more information call All Green at (614) 891-3111. Attendance was up at the Professional Lawn Care Association of America national convention in Las Vegas. 
PLCAA's Sandra J. Hensel reports that there were 1,312 attendees and 168 exhibitors set up over 37,000 square feet of display spaceŠall increases over 1988. An innovative, money-saving system for bulk turfgrass seed shipping is being tested by the Jacklin Seed Co. A test delivery of the corrugated units to Scott's in Ohio from the Jacklin HQ in Idaho was declared a success. About 450 industry professionals attended the Green Team Conference and Trade Show in St. Louis, Mo. LCI "1 was hesitant to try it at first. I thought, surely, there would be some injury to my flowers. But Surflan convinced me otherwise. It didn't harm them at all when we sprayed directly over the top. "Surflan wasn't so gentle to the weeds. We used to have a real problem with crabgrass. We'd have to go in and pull them all by hand. It was so time-consuming. I figured I was paying close 
to $50 for each thousand square feet 
just for labor. "But with Surflan, the job took only minutes. And cost me less than $3.00 for what used to cost me almost $50. "Surflan also took care of our oxalis and chickweed. And many other prob-lem weeds, too. For almost eight months." Prove Surflan for yourself. See your Elanco distributor and ask for a free Surflan brochure. Or call toll-free: 1-800-352-6776. Elanco Products Company A Division of Eli Lilly and Company Lilly Corporate Center Dept. EM-455, Indianapolis. IN 46285, U.S.A. Surflan*Š(oryzalin, Elanco) "Are you kidding? Spray herbicide over the top of my flowers? WWN GflRE 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 ORENEY, Senior V. Pres. EZRA PIHCUS, Senior Vice President JOE BILDERBACH, Vice President JAMES GHERHA, Vice President GEORGE GLENN, 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 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 Canad?; 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 © 1990 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. W VBPA 117 LAWN CARE INDUSTRY JANUARY 1990 TOP OF THE NEWS EPA could require tighter applicator recertification WASHINGTON, D.C. The U.S. Environmental Protec-tion Agency is expected to pro-pose rules that would require commercial applicators to be recertified every three years. Any EPA rules such as the ones being proposed would most likely be adapted into state regulations. Current EPA guidelines followed by the states set no specific interval for recer-tification. An earlier proposal would have required renewal every 
five years, at the minimum, for 
applicators. Tom Delaney, director of state government affairs for DowElanco Pageant for trees, shrubs MIDLAND, MICH.ŠPageant DF, the first dry-flowable in-secticide formulation devel-oped specifically for the tree and shrub care market, has re-
ceived approval from the U.S. Environmental Protection 
Agency. Created by DowElanco, the product will be available in February. Pageant DF contains 50 percent active ingredient formulated into water disper-sable granules. This formulation offers im-proved handling benefits such as less dust, less residue in the 
container, excellent pour-ablility, ease of measurement, less applicator exposure and minimal agitation, according to the company. "It's a dustless formula-tion,M emphasizes Dr. Mike Shaw, product technical man-ager for DowElanco. He adds that the special formulation assures control. "We feel that this gives bet-ter coverage of the plant," Shaw explains. "Pageant DF is a unique broad-spectrum tree and shrub insecticide differenti-
ated by its excellent activity on worms, scale and aphids," says Rob Peterson, Dow-Elanco's product marketing manager. While most tree and shrub insecticides currently being used were originally produced for agricultural use, Pageant DF was specifically formu-lated for the tree and shrub care market, Shaw and Peter-
son say. Chlorpyrifos, the active in-gredient, offers broad-spec-trum control, proven efficacy, longer residual, vapor action and a well-established track record that includes extensive Calif. Weed Conf. in San Jose SAN JOSE, CALIF.ŠThe Cal-
ifornia Weed Conference will be Jan. 15-17 at the San Jose Red Lion Inn. The conference theme is "Weed Science in the '90sŠ 
An Environmentally Sound Approach." To register contact Wanda Graves at (415) 790-1252. LCI human exposure studies, they 
report. "This product also ad-dresses the delivery system needs of the market via its water-dispersable granule technology coupled with con-venient disposable packag-ing," says Peterson. "You end up with no resi-due," Shaw points out. LCI OSHA calls for driver instruction WASHINGTON, D.C. A proposal from the Occupa-tional Health and Safety Administration would re-quire LCOs to devise a doc-
umented driver training program, and workers would have to wear seat 
belts. At presstime the rules had not yet been published, but release of the details was pending. The proposed standards would apply to any industry in which workers drive motor vehicles. The rules would not apply to vehicles 
operated from the stand-up 
position or off-road vehi-
cles containing not between roll bar systems. Under the proposal, em-ployers would have to im-plement a safety program to familiarize workers with safe operation of their par-ticular vehicle. At the minimum, the program would have to cover the use of seat belts, 
and employers would be re-
quired to conduct an annual drivers' training refresher 
course. "They're mandating em-ployers to have a docu-mented safety program," 
said Paul Skorupa, assis-tant director of the Pesticide Public Policy Foundation. OSHA is also consider-ing mandatory vehicle maintenance plans or 
safety inspections to insure that work vehicles are in safe condition. LCI the Professional Lawn Care Association of America, said most states have recertifica-tion every five years. He said he expects the states to object to tighter rules. "I don't believe that three (years) will stick," Delaney said. "The states will fight them tooth and nail to keep 
the five." The EPA is considering three levels of licensing for pesticide applicators, based on the classification of the mate-rials being used: Application only by a certified person; on-site supervision, in which one 
certified person will supervise 
other applicators; or off-site supervision, which requires a 
certified person to be able to get to the site quickly. Licensed supervisors would have to provide guidance on the type and amount of 
pesticide to be used at each site, plus they would have to monitor hazards and issue 
safety precautions. The supervisor also would be responsible for non-cer-tified workers, and would have 
to keep training records. LCI K Mm Delaney: States are likely to object to three-year plan. Y< S 0 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 POINT COMMUNICATIONS Ł 11171 EMBASSY OKIVE Ł CINCINNATI, OHIO 4S240 o Circle No. 113 on Rearipr Innuirv Carri 6 UPFRONT LCOs want to charge for a lawn analysis LCOs should be charging a consulting fee for a lawn analysis. That's the con-census of readers who have responded to November's Upfront column. As you may recall, this space aired the views of L.V.Šwho is fed up with spending the time and money to visit a potential customer, only to find that the prospect was interested only in free lawn care advice. To eliminate "wild goose chases" L.V. charges $5 for a lawn analysis, and she was hoping other LCOs would 
feel likewise. She didn't want her name used because she wasn't sure what the re-sponse would be. When told of the results, L.V. breathed a sigh of relief and commented: "Well, maybe we'll all come out of the closet" and set an indus-
try-wide trend of collecting 
those fees. So, readers: Meet Louise Voss, owner of Organic Way Lawn Spray Service in Davis, 111. Not only are you on her side, but a number of you feel 
she's not charging enough. "Should LCO's charge for a lawn analysis? Damn right 
we should," says Jerome P. Faulring, president of Hydro-Lawn in Gaithersburg, Md. "L.V.'s points are well taken and I agree." Jerry reports that two years ago his company ex-
plored the idea on a small scale as a test. To avoid paying for new brochures, "paid consultations analyses" were solicited over the phone. Cost was $25, to be deducted from the bill if the account purchased anything. "It worked to the extent that several for-fee con-
sultations were made," says Jerry. "Most of those who agreed also bought services from us." He is going to again pursue the idea and expand the test, although Jerry's not quite ready to print a million bro-chures promoting it. "I'm so pleased that you wrote the piece because it 
serves as a reminder that we should re-visit the matter." Like Louise, other readers were reluctant to be identi-fied as favoring such an idea. An anonymous card postmarked Youngstown, Ohio arrived, and the writer 
says the concept is a great one, but.. ."the only problem: Who is going to be first on 
the block?" This reader observes that such a fee would save five different LCOs from going to 
the same "how much" pros-pect whose only concern was price. "I've been doing it for 20 years," says an LCO in the San Francisco Bay area who charges a $30 fee. He requests that he not be indentified, because a few years ago he stood up at a turf conference to promote 
the idea, "and everyone looked at me like I was crazy." He adds, "Time is money today. "We're genuinely of-fering a service to our clients who are picking our brains. Even the TV repair man charges you before you open 
the door." He says that one out of eight contacts refuses to pay JAMES E. GUYETTE EDITOR the fee. Of those who pay, six out of ten will become an 
account. At the Trees, Shrubs and Landscapes Co. in Tulsa, Okla., "They all buy" after clients invest a $35 con-sulting fee, which includes a soil test, says owner Ralph Hallin. (It should be noted here that for this discussion a lawn analysis involves spot-ting problems without conducting tests.) Ralph thinks "you're miss-ing a bonanza here" if LCOs don't use their expertise to spot areas that require ser-vice. Gerry Rubenstein of Lawn-A-Mat of Syracuse, Inc. has a Yellow Pages ad that says "a small service charge" (it's $25) will be as-sessed if the prospect desires a personal visit. This dis-
courages people hunting for free lawn care advice. "I can't think of any pro-fessional, anywhere, that not only offers free service and 
advice, but who comes to your home and at your con-venience to boot!" says Gerry. "As long as our industry continues to do that, the only people who will consider our industry as an industry of professionals will be our-selves." We offer more than 10 exclusive varieties of grass seed. But only one color. At Scott we may offer a lot of exclu-sive seed varieties. But we have only one set of standards. The highest. And those high standards begin with our breeding and varietal devel-
opment. We not only work closely with universities and other seed developers, we have our own extensive in-house breeding program, with our own test-
ing facilities all over the country. The result? Seed to meet any requirement. Exclusive varieties like our Coventry, Abbey, Bristol and Victa Kentucky bluegrasses; Accolade, Car-avelle, Loretta, Applause and Ovation perennial ryegrasses; Banner Chewings fescue; and Chesa-peake and Aquaro tall fescues. But seed development is only part of the story We have the most stringent requirements and controls for clean seed in the in-dustry. From grower selection all the way through cleaning, testing and 
packaging, our standards are uncom-promising. In fact, we pioneered the 
seed business over 100 years ago. And only our seed comes equipped with a Scott Tech Rep. They're true agronomists, who can make recom-mendations and develop complete seeding and fertility programs to fit your specific needs and problems. Of course, we still aren't content. We're constantly working harder to develop even better seed 
varieties. Although you can rest assured, we're going to stick with the same old color. COVENTRYŁ Abbey Ł Bristol - VICTA-Accolade Ł Caravelle Loretta Ł Applause Ł Ovation Ł Banner Ł C hesapeake - Aquaro 7 LAWN CARE INDUSTRY JANUARY 1990 SPECIAL REPORT Exclusive interview PLCAA pres.: LCOs need to become more involved They keep an ongoing, up-dated, binder on these topics." Steinau adds that some 
PLCAA topics could include control of specific weeds or 
control of specific insects. Another plus to such a pro-gram would be the added par-ticipation of PLCAA mem-bers on the commitees as they prepare the handouts. "With those committees comes more involvement." Steinau notes that "it's a slow process" for each member as he or she becomes more in-volved. They are able to get used to the situation at a more gradual pace. "We want to get them im-mersed a little bit," he says: "Here, stick your toe in the water. How does it feel? Now 
try your foot. Now try your leg; now you're swimming." It will also help the PLCAA leadership spot the members who may be inclined to assume leadership positions in the fu-ture. "It gives us (on the 
board) a much broader view of 
who's out thereŠwho's doing the work." Providing for PLCAA's 
future is important to Steinau. "I'm only a third-year board member, and here I am as president. This 
has been a very difficult transi-tional period for me. We'd like 
to avoid that. We'd like people to be able to go through years 
of trainingŠto move up to 
this position." A combined trade show set to debut this year could offer PLCAA members a number of benefits, Steinau believes. (PLCAA, the Associated Landscape Contractors of America and the Professional Grounds Management Soci-ety are uniting to hold the Green Industry Expo in Nashville, Tenn.) Some PLCAA members ex-press objections to the event, but Steinau calls their reluc-
tance "nonsense, it's foot-dragging." He refers to it as "an anti-progressive move-
ment. I think we should be ex-tremely progressive." Steinau adds that "this Green Industry Expo is simply a new idea. If we don't like the idea we can step back. If we 
never take that step, how are we going to know? I see it as 
being very beneficial. It's a sharing of ideas, how could 
that possibly hurt?" Forming branches of PLCAA among the states is another objec-tive. "We see the creation of the state chapters as absolutely es-
sential," he says. "We've done a lot of work there." He cites the contributions of Robert E. Andrews and Tim Doppel as an example. (Both See STEINAU Page 32 BY JAMES E. GUYETTE Editor The new president of the Professional Lawn Care Association of America would like to see more LCOs taking part in the organiza-
tion's activities. "My goal is to get a much broader base of members in-
volved," says Richard D. Steinau. Toward that end, Steinau and other PLCAA officials are working to set up a series of smaller committees that will 
invite more participation and provide more services to the members. "Traditionally, the com-mittees have been extremely broad-based," explains Steinau, who was recently elected to a one-year term as PLCAA president. Citing the Education Com-mittee as an example, Steinau points out that currently "a lot Steinau: Action planned for '90. of things fall under educa-
tionŠI'd like to break that up and get much more specific." He'd like to see a setup sim-ilar to the National Pest Con-trol Association newsletter, in 
which members get ongoing tips on the latest technology and techniques. Such mailings include the latest university research, plus 
involvement by the member companies. "It goes out three-hole punched for the members. Ryan brings quality aeration from golf greens to green lawns. Introducing the new Ryan Lawnaire® 28. The revolutionary Lawnaire 28 combines the technology and preci-sion of golf course aeration with the demands of lawn maintenance. Its reciprocating, crank mounted tine arms feature a vertical coring ac-tion similar to larger Ryan aera-tors. Tines penetrate straight in to a depth of 2V2 inches, and come straight out. The results are a more professional-looking job, better root development, greener lawns, and more satisfied customers. Make more money by the yard. Because time is money, the Lawnaire 28 is designed to cover big jobs quickly Š up to 24,000 sq. ft. per hour. But because not every job is big, it's also compact and maneuverable. Just 34 inches wide, the Lawnaire 28 easily fits through yard gates. The unique 
tricycle front wheel gives the unit a zero turning radius while aerating! Even the tightest spots are no problem. And because it's a Ryan, you can rest assured that the Lawnaire 28 will keep you on the job and out of the repair shop for years to come. Check out Ryan's reliability in your own backyard. Contact your Ryan dealer and ask for a free demonstration today. Or call toll free: 1-800-228-4444. RYAN BUILT TO LAST A CU8HMAN Product: Group 9035 Ryan, P.O. Box 82409, Lincoln, NE 68501 Cushman, Inc. 1989. All rights reserved Circle No. 104 on Reader Inquiry Card LAWN CARE INDUSTRY JANUARY 1990 WÊttÊ Barefoot planning 9-city expansion with new cash BY BRIAN R BALL Barefoot offers tree and | business grow in order to make public in future years. 11 WORTHINGTON, OHIO Barefoot Grass Lawn Service, Inc. plans to expand into at least nine new markets this spring, and a cash infusion from a Chicago investment firm could lead to more acqui-sitions for the burgeoning 
business. Barefoot President Patrick J. Norton said six additional franchises and three com-pany-owned operations will open this year. The company had been operating in 47 mar-
kets. Barefoot owns 25 of the outlets. The 1989 sale of majority control of Barefoot to a Chi-
cago investment group means 
the company could soon ex-
pand its presence in markets 
where it already competes. "We're in the market to make acquisitions," Norton said, noting that potential tar-
gets have been approached al-ready, but no takers have signed on yet. The last acquisition for Barefoot, Tempo 21, Inc., oc-
curred three years ago. Barefoot ranks third in in-dustry revenues behind Chem-Lawn Services Corp. and Tru Green Corp. Barefoot had 1988 revenues of $39.7 million, with 1989 
projections of $47.7 million. Company-owned markets ac-count for 75 percent of its rev-
enues. Norton would not say where the company planned to 
expand, but he said most of the nine locations were outside of the Midwest. The company 
usually owns operations in the larger cities, and franchises the smaller communities. Four new markets opened in 1989, with two company opera-tions and two franchises. "It's not by any stretch of the imagination an easy business," Norton said, noting that each 
large market can have up to five 
major players plus smaller, in-dependent outfits. Barefoot's revenues have increased steadily during the last 10 years as it expanded out of Central Ohio into the Mid-
west. In 1979, four years after O.M. Scott & Sons spun off its 
Barefoot Grass operations, the company had revenues of 
about $2 million. The com-pany has continued to expand. "We expect revenues to grow in 1990," Norton said. "With nine new expansion cit-
ies, it's almost guaranteed." Norton said Barefoot plans to "stick with the basics"Š 
dry fertilizers and insecticides and liquid weed controlŠ rather than rushing into any add-on services. About the Author Brian R. Ball is a reporter with Business First in Columbus, Ohio. Barefoot offers tree and shrub care in its larger mar 
kets, but Norton said that ac-counts for only 5 to 10 percent 
of the revenues in those mar-kets. Norton is counting more on the financial backing of Golder, Thoma & Cressey, a private Chicago investment firm, as a catalyst for growth in the early 1990s. The firm acquired a major-ity share of Barefoot after ap-proaching the company in late 1988. "Their intent is to make the business grow in order to make their money," Norton said. "It gives us the financial firepower to compete with the large cor-
porations in the industry." "As a firm, we bet on a good industry and excellent man-agement," said firm associate Reeve Waud. "We think Bare-foot's a terrific company with 
excellent management in a 
good industry. It has a lot of potential." The purchase price and amount of investment was not 
disclosed, but Norton said the firm could possibly become public in future years. Ed Wandtke, senior part-ner with All Green Manage-
ment Associates, said he does 
not think Barefoot is growing too fast. "Barefoot is doing their growth very slowly and care-fully. They're not risking any-thing," Wandtke said, adding that the strategy is a reflection of Norton's business philoso-
phy. "Pat has always been a careful, conservative busi-nessman, so he doesn't let them run too quickly." LCI Norton: Expects to grow with new investment strategy. ACCLAIM KILLS CRABGRASS ALL SEASON LONG. Use ACCLAIM 1EC Herbicide instead of a pre. Don't gamble that your pre will still be around to prevent crabgrass pmeience-Sdp it entirely. And in new or resSS turf where pre's aren t an optioja. , ACCLAIM »ideal. £ JULY ^SrtS along , crabJ^fsîaewafl» Retain customers by kUluigcrabgrass before awes ACCLAIM® 1EC Herbicide is a safe, effective product for postemergence control of crabgrass. And you can use it anytime after the one-leaf stage. Whatever your current program, remember that no other herbicide gives you such flexibility in controlling crabgrass. Make ACCLAIM part of your lawn care service today, and keep your customers satisfied. ACCLAIMI Because your turf is always on display. Circle No. 118 on Reader Inquiry Card ^ ÄäS^Ä« Hoechst 53 r ^«JÄ^Ä R^selJy ¡= -< Special Bonus Savings: Buy3galkmsof 
ACCLAIM befare March 16, andget lgaüonfree. 12 SPECIAL REPORT LAWN CARE INDUSTRY JANUARY 1990 Industry action taking bite out of state regulations BY MEGAN HARDING Contributing Editor Green industry involve-ment in drafting new pesticide regulations softened the impact of legisla-tion in several states last year. Lawn care groups continue to work with state legislators in Michigan, North Carolina, Oregon and Pennsylvania, where bills mandating posting and prenotification have been introduced. New or revised rules go into effect this year in Florida, Illi-nois, Minnesota, Ohio and Wisconsin. Florida "We were screaming bloody murder" about a Florida bill 
requiring 24-hour advance no-tification for chemically-sen-sitive people, said Nick 
Dennis, owner of Pro Lawn Plus of Jacksonville. LCOs feared the proposed statewide registry system would unleash an avalanche of frivolous demands for pre-
notification. That was before industry LAWN ASSISTANT The #1 software for the lawn & tree care industry is now better than ever! Call for your free 100-page brochure. REAL GREEN COMPUTERS 3130 Crumb Rd. Walled Lake, Ml 48088 (800) 422-7478 Inside Michigan call (313) 669-1118 Circle No. 125 on Reader Inquiry Card groups added a provision that people listed on the registry must provide medical proof of their allergies to lawn care products. Individuals must pay a fee and undergo laboratory tests to show they are chemically sensitive. A companion bill, which also took effect in Florida Jan. 1, mandates posting of a 6-by-6-inch sign and requires 
pesticide applicators to pro-vide information to customers 
who request it. North Carolina In North Carolina, a post-ing and prenotification bill was tabled indefinitely after 
pest management groups raised questions about the cost of enforcment, said William 
Tesh of the National Pest Control Association. "You can't be negative all the time," said Tesh. "Some groups come down and just fight bills." He said lobbyists can gain respect by proposing legisla-tion and highlighting the ben-efits to consumers. For example, North Car-olina groups distributed a folder stating such facts as what a loaf of bread would cost if pesticide use were elimi-nated. Pennsylvania In Pennsylvania, two bills have been introduced that lawn care groups say are ex-tremely onerous. The more moderate bill would require written con-
tracts, 48 hour preposting of an 18-by-24-inch sign, and a mmm AmJCftTio« - áfi) * KZjy h feŁ ^ central registry for chemically sensitive people. Those registered could pre-vent applications from being made anywhere within a half-
mile radius of their homes. However, the Pennsylvania Department of Agriculture is 
establishing rules in response to a 1987 statute and is likely to block any new legislation at this time, said Robert L. Roberts, environmental coun-sel for ChemLawn Services Corp. Posting and contracts are not required under current Pennsylvania law, but LCOs 
must provide product safety 
information in advance to cus-tomers and neighbors who re-
quest it. Wisconsin Similar prenotification rules were adopted in Novem-ber by the Wisconsin Depart-With The Andersons choice of Tee Time fertilizers plus TEAM, you get to have it your way! Put results-getting Tee Time fertilizers together with the proven performance of TEAM pre-emergence herbicide and you've got a high-quality 
combination product that provides active double 
duty in a single application. The Andersons Tee Time 19-3-8 or 25-3-8, both incorporating TEAM, are now available at your nearby Tee Time distributor. Or, with our com-
puterized state-of-the-art plant, you can have it your way with a custom blend fertilizer/TEAM 
combination product made to your exacting 
specifications. The Andersons lineup of performance proven lawn care products is available in your area from one of our quality distributors. For the Name of Your Local Tee Time Dis-tributor or For More Information, Call Toll Free: l-800-225-ANDY(2639) the professional's partner lhe,•<£CS» Andersons © TEAM is a trademark of Dow Elanco and Company © 1990, Ite Time is a trademark of The Andersons "/ § ' Circle No. 101 on Reader Inquiry Card ment of Agriculture Consumer Trade and Protection. They should be in effect by spring. "There were a number of people who wanted very strong prenotification require-ments," said Russ Weisensel, director of the Wisconsin Turf Coalition. He served on the state's advisory committee. Weisensel said the state heeded industry recommenda-tions to require prenotifica-
tion only for customers (not neighbors) who make a writ-ten request. The Wisconsin rules also mandate containment and re-covery systems for sites that handle more than 1,500 pounds of concentrated 
pesticide per year. Ohio Ohio's right-to-know rules, which took effect Jan. 1, apply 
only to applications made 
within city limits or sub-divided areas of a township. They require posting and prenotificationŠ"reasonable attempts" should be made to 
do it a day in advanceŠfor 
customers who request it. The Ohio Pesticide Ap-plicators for Responsible Reg-ulation played a major role in lobbying for an acceptable compromise. OPARR had worked with legislators behind the scenes 
for several years, and negotia-tions were conducted with anti-pesticide activists. Oregon A successful "grass roots" effort stalled a posting bill in Oregon, said Paulette Pyle of Oregonians for Food and Shel-ter. Busloads of LCOs attended hearings on the bill, which was shelved until the next legis-lative sessionŠin 1991. The Professional Lawn Care Association of America is trying to circumvent a posting bill in Michigan by including provisions for posting under a 1988 revision of the state's pesticide control act. "The legislation will be See STATES Page 13 13 LAWN CARE INDUSTRY JANUARY 1990 SHOP TALK Thermoplastic hoses may offer advantage to LCOs STATES from Page 12 moot if posting is required in the 1988 rules," said Tim Dop-pel, managing director of the Lawn Sprayers Association of 
Michigan. Colorado In October, a federal judge upheld a decision allowing the 
city of Boulder, Colo, to re-
quire prenotification and posting. The Colorado Pesticide Ap-plicators for Responsible Reg-ulation appealed the ruling on November 1. "The thing that really threw up a red flag," said COPARR member Steven J. 
Day, was Boulder's insistence 
that LCOs post a one-foot sign 
one to seven days prior to an 
application. COPARR favors statewide posting, which may be adopted next year after Colo-rado's pesticide act comes up 
for review. Michigan PLCAA gained a favorable BY KEVIN HANNIGAN Thermoplastic hose of-
fers lawn and tree care 
specialists several solu-tions to spray problems that have troubled the industry for years. Thermoplastic hoses used in lawn and tree spraying sit-uations are smaller I.D. (inte-rior diameter) hoses rated for 
high pressure applications. They have special rein-forcement construction fea-tures that provide for safety and durability under pressure. Weather resistance. Thermoplastic compounds of-fer excellent resistance to weathering, ozone and sun-light. This is an important benefit for hoses used in tough, 
outdoor environmental condi-
tions. Abrasion resistance. The cover of thermoplastic hose has low drag resistance and slides easily over rough surfaces such as rocks, fences, foundation corners, tree trunks, etc. The thermoplastic 
tube is smooth, thereby reduc-ing friction and increasing the 
flow rate. Locked braid angle. This special construction fea-
ture applies the polyester cord hose reinforcement at a spe-ruling against the city of Milford, Mich., which has been ordered not to enforce lo-cal pesticide regulations. Milford has appealed the case to federal court. Doppel thinks the Milford ruling may dampen the plans of other Michigan suburbs, notably Davison and Livonia, that have been contemplating similar ordinances. New York A court battle continues in New York State, where five See STATES Page 25 cial locked angle. This in-creases the hose strength and enhances hose length sta-bilityŠan especially impor-tant feature when 300 to 400 feet of hose is in use during typical spraying situations. Length stability. Length stability means less movement of the hose as the spray solu-
tion is pulsed through it. Kink resistance. The special locked braid angle also promotes kink resistance. Good link resistance means easier handling, and that makes life easier on the user. Light weight. Ther-moplastic hose weighs 15 to 50 percent less than the equiv-alent rubber hose. Lighter weight makes han-dling easier, reduces user fa-
tigue and increases productiv-ity. For example, a commonly used 1/2-inch I.D. 400-foot length of spray hose weighs 76 pounds, as opposed to 60 pounds for a performance-equal thermoplastic hose of 
the same diameter. Colorful covers. Stan-dard thermoplastic lawn spray See HOSE Page 23 NEW TROUBLE FOR PESTS.» Lebanon Pro 20-3-5 ,Jwith m ¿3EVIN I brand carbaryl insecticide Announcing Lebanon Pro 20-3-5 with Sevin. A new, economical combination product with 20% Coated Slow Release Nitrogen from SCU-and 5.93% active Sevin insecticide - for a balanced feed-ing with dependable insect control. Or try Lebanon Sevin 7G, for straight granular pest control. Together, they're double trouble for pests. From your source for premium quality Lebanon turf products. Lebanon TOTAL TURF CARE A division of Lebanon Chemical Corporation 800-233-0628 SEVIN® is the Registered Trademark of Rhone-Poulenc Nederland and B.V. for carbaryl insecticides. Fighting fright: LCOs are organizing to lobby for rational laws based on scienceŠnot politics or fear, Circle No. 113 on Rearipr Innuirv Carri 14 LAWN CARE INDUSTRY JANUARY 1990 Improved nozzles help insure accurate applications Pesticides are most likely being applied dif-ferently now than they were fiveŠor even twoŠyears ago, according to Dr. Stephen Pearson, manager of technical services for the Spraying Sys-
tems Co. in Wheaton, 111. He notes that industry chemical experts and spray 
equipment engineers have got-ten the word out that accuracy is the key to reducing material costs, protecting nearby orna-mentals and safeguarding the environment. "The tricky thing about sprayer accuracy," Pearson Pressure drop: Some nozzles can cause coverage gaps at 15 psi. i HMimMfltifitUtflHHIIlilitHtCftiliHtftffitfHllll Newer design: Extended range nozzles form a uniform pattern. says, "is that as applicators have changed their applica-tion techniques they've some-times 'outgrown' the standard nozzle types they have used." Pearson says that new tech-nology such as electronic sprayer controls and marking systems have helped ap-plicators improve their accu-racy, but it's critical to remember that nozzles are still High performance y stress tolerance (including shade and drought) Huntsville Kentucky bluegrass is recognized as a new cool season, improved^ shade tolerant grass that proved so effective dur-ing the midwest's extreme heat and drought year. Testing clearly demonstrates Huntsville's outstanding qualities which include excellent resistance to powdery mildew, high ratings in shade tolerance, improved resistance to stem rust and fusarium blight syndrome. This excellent Kentucky bluegrass was discovered by Dr. C. Reed Funk of Rutgers University. It 
was found persisting in Huntsville, Alabama and has clearly demonstrated why it survived so well. It also scored high ratings in tests under high heat and humidity in the transition zone. Medium green in color, Huntsville blends beautifully with Arid and the newer turf-type tall fescues because of its similar color and leaf texture. /JA JL Š Huntsville starts ' with a vigorous seedling and ultimately develops deep rhizomes giving the grass staying power under drought conditions. This strength was strongly evident during testing in the Nebraska and Great Plains areas where researchers sought cultivars less susceptible to 
drought and low maintenance conditions. Another fine quality product of Order Huntsville from your wholesale seed distributor. Jacklm Seed Company West 5300 Riverbend Avenue Post Falls, Idaho 83854-9499 Phone 208-773-7581 TWX 5107760582 Jacklin PFLS FAX 208-773-4846 Circle No. 113 on Rearipr Innuirv Carri the most important elements in spraying fine turf. While many LCOs still use standard flat-fan nozzles, sprayer experts now recom-mend extended-range flat-fan 
nozzles as a better choice for 
similar application condi-tions, he says. The extended-range flat-fan nozzles are designed to 
maintain a consistent pattern throughout a range of pres-sures, including the low pres-
sures recommended when drift is a concern. Extended range tips can also be used at higher pres-sures with full accuracy and 
good penetration into the turf, he says. According to Pearson, all nozzles operate within two "windows" or "ranges" of per-formance. The first window is the pressure range with which a nozzle delivers a consistent pattern. The second is a height range within which a nozzle will deliver uniform distribu-
tion without having to change nozzle spacing. For standard flat-fan nozzles, the recommended pressure range is fairly nar-rowŠ30 to 60 psi. If the nozzle 
is operated outside that rangeŠsuch as down to 20 psiŠthe LCO risks uneven chemical coverage, he notes. For extended-range noz-zles, such as the TeeJet made by his company, Pearson says the operating pressure can range from 15 to 60 psi without 
sacrificing uniform distribu-tion. This extended range means that applicators can adjust the pressure with the same nozzles 
to reduce drift. "I've always advised ap-plicators to use the lowest 
pressure they can, without los-ing the spray pattern," says 
Dr. Loren Bode, an extension 
engineer at the University of Illinois. He recommends 15 to 30 psi for larger droplets less prone to drift. In order to use the lower pressure, Bode recommends ex tended-range flat-fan nozzles as the best choice. "With extended-range nozzles you can lower the pressure and still get a full pattern without having to adjust the boom or change nozzle spacings," he says. Dr. Bobby Grisso, exten-sion engineer at the Univer-When Rick Steinau moved up to theperformance of TURFLON, his customers gave him a big thumbs-up. ŁŁHBE "TURFLON* herbicides give us about 95% control of problem weeds. The standard three-way products give control in the 80-85% ranger-Rick Steinau, president Greenlon Lawn Care Services 
Cincinnati, OH In the lawn care business, you know that exceptional perfor-mance reduces callbacks and cancellations-and costs less in the long run. Less callbacks. "We started using TURFLON three years ago," explains Rick Steinau. "TURFLON simply does a better job on the hara-to-control weeds like spurge, oxalis, ground ivy and wild violets. These are the problem weeds that customers usually complain 
about most. With TURFLON, 
we've seen a 25% reduction in 
weed-related callbacks and a 15% drop in cancellations." More savings. "We are definitely saving money by using a premium herbicide," continues Rick. "We know that a treatment with TURFLON costs 
about 504 more per lawn than 
a standard three-way herbicide, but we actually realize a 30% savings in our herbicide program." Rick Steinau knows that the performance of TURFLON herbi-
cide has made a big, big dif-ference in his business. Just 
think what it can do for yours. 
Call us to find out more. 1-800-373-2D0W(2369). Move up to TURFLON Ł TYademark of The Dow Chemical Company Circle No. 109 on Reader Inquiry Card 9002 16 LAWN CARE INDUSTRY JANUARY 1990 sity of Nebraska, recommends that LCOs use extended-range nozzles when relying on auto-matic rate controllers. For example, suppose that an LCO is spraying with an automatic rate controller and 
the sprayer is calibrated to de-
liver 1 gallon per 1,000 square feet at 4 mph with 40 psi. If one variable Šlike speedŠbegins to change, the automatic rate controller tells the rest of the system to com-pensate in order to deliver a consistent rate. "The relationship between speed, pressure and applica-
tion rate is not what you might 
expect," explains Grisso. "In 
order to keep a constant rate without changing speed, pres-sure must change a lot more than the speed changes." If the speed drops to 3 mph when the sprayer heads up a rise in the ground, pressure will drop to 22.5 psi to main-tain the rate. At this pressure, he says, standard flat-fan nozzles are being forced to operate 7.5 
pounds below their recom-mended pressure levelŠout-
side the window of accuracy. This causes patterns to nar-row and it produces gaps in chemical coverage. Because extended-range nozzles are designed with a 
larger recommended pressure window, an automatic con-troller can easily compensate for slight variations in speed without letting the pattern drop out of its window of re-liability, he says. Even small changes in the sprayer setup, like bounces in the boom, can throw the pat-
tern off. For example, when trying to minimize drift most ap-plicators will keep the booms as low as possible to cut the 
time spray material is in the 
air. If spraying uneven turf 
areas, the boom can bounce four or five inches closer to the target, causing gaps in the 
chemical coverage. "Most spray patterns from standard flat-fan nozzles be-come significantly less uni-form as the boom gets closer to the target," says Pearson at Spraying Systems Co. "But the wider, more consistent pattern of the XR TeeJet is much more forgiving of boom bounces." With low-pressure applica-tions, automatic controls or 
bouncing booms, sprayer ex-
perts say that extended-range nozzles are worth looking into. "Extended-range nozzles are the nozzles of the future," says Bode at the University of Illinois. "I recommend the ex-tended-range nozzle to any-
body who is currently using flat-fan nozzles." LCI The Leading Force In Controlled Release Nitrogen / CoRoN 28-0-0, slow release /, clear liquid fertilizer is ^^^ your leading source of /.', nitrogen for all your lawn and turf j feeding needs. rf / CoRoN is a concentrated i £ clear liquid controlled release nitrogen fertilizer 'm* that promotes even turf growth over an extended period with a very low potential for burn. CoRoN liquid fertilizer's compatibility with turf protection products, its long term storage stability, and flexible mixing capacity makes CoRoN the leading Controlled Release Nitrogen for all your growing needs. J The L awn Care Ł Golf Couri lie Leading Force In Controlled Release Nitrogen For: are Ł Trees 8 Shrubs Ł Commercial 8 Industrial Complexes Courses Ł Sports And Recreational Facilities Ł Nurseries Circle No. 103 on Reader Inquiry Card m m CONTROLLED RELEASE NITROGEN 1988CoRoNc°">°'a"°" P.O. Box 198 Ł Souderton, PA 18964 Ł Phone: (800) 338-0836 Ł (215) 723-5099 Ł FAX (215) 721-2800 Perma-Green purchases Green Scape BOISE, IDAHOŠPerma-Green Lawn Co. has bought Green Scape, Inc., another 
locally-based lawn and land-
scape maintenance firm. The acquisition is not ex-pected to affect the way either firm conducts business. According to Perma-Green President Mike Spicer, Green Scape will maintain its own identity for at least one year, and its employees will be re-
tained by its new parent com-pany. Moreover, Spicer said former Green Scape owner Ron Hutt has been appointed Perma-Green's director of 
landscape services. Hutt, who left Perma-Green after five years of ser-vice to start Green Scape, will 
be responsible for sales and marketing at both firms and 
serve as liaison between them. He is also charged with en-hancing customer service at each organization and inte-
grating lawn mowing and landscape maintenance. "We'd like to think of the transaction as more of a mer-
ger than an acquisition," Spicer said. "Aside from relocating Green Scape's customer ser-vice office to our corporate fa-cilities, we will not be making 
any changes to the company. Green Scape customers will continue to receive the same level of service from the same people. "Meanwhile, Green Scape will accrue many substantial 
benefits," he said. "For instance, the firm will have greater access to re-sources, such as Perma-Green's in-house agron-omists.,, Spicer said Perma-Green will also benefit from the ac-
quisition, having recently de-cided to follow industry trends and add lawn mowing to its list 
of landscape services. "Perma-Green has no ex-pertise with the mowing as-
pect of the lawn maintenance industry," he said. "Hutt does. He added a mowing division to Green Scape this last year which con-tributed 10 percent of the com-pany's total revenues. We need his skills and experience work-
ing with us, not against us, to expand Perma-Green into a full-service landscape mainte-nance organization." Perma-Green provides lawn and tree care services to 22,000 customers in Idaho, 
Nevada, Utah and Wash-
ington. Founded in 1977, Perma-Green is the largest landscape 
maintenance firm in Idaho and ranks among the top 
twelve in the nation. It projected revenues of $4.4 million for 1989. LCI R)r the cost of a candy bar, Bob Kapp made tne sweet move up toTURFLON. "Our customers expect and demand quality -and we deliver. If it costs an extra 50C a lawn to keep customers, it's well worth it:-Bob Kapp, President and CEO Kapp's Green Lawn Munster, IN How much is customer satis-faction worth? For Bob Kapp of Kapp's Green Lawn, it's worth the performance difference that TURFLON* herbicide can provide. What price customer satisfaction? "We switched to TURFLON two years ago because we weren't pleased with our previous her-
bicide," says Bob Kapp. "Cost has never been a deciding factor in the products we use. The extra 50C per lawn for a treatment 
with TURFLON herbicide doesn't make a bit of difference. In this day and age, you simply have to retain customers-it costs too much money and time to 
replace them!' Its rewards. "TURFLON did a much better job, particularly on our problem weeds like wild violets, ground ivy and spurge," Bob continues. "Since switching to TURFLON, we've reduced our weed related callbacks and service cancella-
tions by 50% from a year ago." With performance like that, you'll be able to add some sweet-ness to your bottom line. Call us to find out more. 1-800-373-2DOW (2369). Move up to TURFLON ŁTrademark of The Dow Chemical Company Circle No. 106 on Reader Inquiry Card 9003 INDUSTRY NEWS 16 LAWN CARE INDUSTRY JANUARY 1990 Obtain pesticide safety training for less than $500 King: Invite free advisors. BY MEGAN HARDING Contributing Editor Lawn care companies that don't have a big budget for safety pro-grams need not despair. There are enough free and low-cost training programs and videos available for most small companies to begin a 
safety program for under $500. "The best way to get free training is to get involved with your local association," says Tim Doppel, managing direc-
tor of the Lawn Sprayers As-sociation of Michigan. Most groups hold an annual meeting where safety training is offered inexpensively. In Michigan, "All they ask is that you be a member," 
Doppel says. "It's really a 
nominal investment." Resources will vary from state to state, but the depart-ment of agriculture is usually a gold mine of information. Many offer winter courses for recertification credit. Any agency that regulates LCOs is likely to be active in providing some kind of train-ing assistance. Many states publish pesticide recommendations based on what types are safe and effective in that area. This type of information is gener-ally available through county extension offices. A safety manual published by the Professional Lawn Care Association of America is a 
compendium of safety tips 
based on current regulations. The manual is free to mem-bers; it costs $20 for non-members. PLCAA dues vary by the turf performers. % First-rate disease and weed control demands a professional's touch. And here are the T\irf Care products that have what it takes. Daconil 2787.® The cornerstone of a professional spray program. Daconil 2787 is economical to use and the most 
effective, broadest-spectrum turf fungicide on the market. Controls 12 major turfgrass diseases. Available as a 
flowable or wettable powder formulation. Daconil 2787® WDG. A new water-dispersible granular formulation that is virtually dust-free. Pouring and mixing 
are fast and easy. The 5-lb. reclosable container means 
better handling, storage and disposal. Dacthal.® The preemergence herbicide that consistently delivers superior broad-spectrum control of crabgrass, 
spurge and 22 other tough annual grasses and broadleaf 
weeds. Available as a flowable or wettable powder formulation. Daconate® 6. The proven postemergent herbicide. Highly effective against pesky weeds such as crabgrass. (Sold as Bueno® 6 in western states only.) 2 Plus 2 (MCPP + 2,4-D Amine). As effective as it is economical against more than 20 hard-to-kill broadleaf weeds such as clover and dandelions. Contains no dicamba. FVigate® adjuvant. The only product specifically formulated to enhance the performance of Roundup* for 
control of perennial and annual weeds. Fbr turf renovations and non-cropland use, too. When it comes to turf care, you'll see the difference in the professional's touch. Fermenta ASC Corporation, 5966 Heisley Road, P.O. Box 8000, Mentor, OH 44061-8000. ŁRoundup is a registered trademark of Monsanto Company. Always follow label directions carefully when using turf chemicals. « Circle No. 115 on Reader Inquiry Card size of the company. New memberships start at $200 per year. The association, head-quarted in Marietta, Ga., can be reached at (800) 458-3466. Michael L. King of Reno Green Landscaping, Inc., had experts from the State Indus-
trial Insurance System (SIIS) 
do an in-house evaluation of his Nevada firm. Four years ago, King says, seven of his employees lost 
time at work due to careless accidents. The fact sunk in when he received a notice from SIIS. "Our insurance rating started going up," King re-calls. He contacted SIIS, which provides workers' compensa-
tion for accidents, and they came in to provide tips, films and other advice. A year later, the Lawn Magic Division had cut its ac-cident rate by 43 percent and its insurance dropped by $3,000, King says. King also has his auto in-surance company come in 
once a year for a driver safety refresher. Video and audio tapes are a popular, inexpen-sive way to improve the use of safety techniques while on the job. Many LCOs swear by the effectiveness of video tapes, 
and say that a visual medium gets the point across much better than written material. PLCAA distributes a video produced by DowElanco that targets the lawn care operator. 
The tape is $70; $50 for mem-
bers. It discusses the toxicology of various productsŠinclud-ing 2,4-DŠwhich are used by the lawn care industry. Another project is in the works: A videotape on han-
dling spills, with emphasis on 
avoiding the wrath of local au-thorities and the media. PLCAA offers an audio tape series on spill readiness. It comes with a workbook and 
costs $70; $50 for members. PLCAA sells an audio tape/ slide series ($200) to help LCOs comply with The Oc-cupational Safety and Health 
Administration's right-to-know program. The larger suppliers will often send a representative out 
to discuss the safe use of their products. When arranging such seminars, make sure the 
company understands that the 
talk is not to be a sales pitch. Dr. Barry Troutman, PLCAA director of education, says companies typically in-vest $40 million to develop a new pesticide, and much of the 
research goes on the label. "There is more safety infor-mation on that label than you can use in a lifetime. And they give it to you free when you 
buy the product," he says. "Read the label." LCI "TURFLON is more effective on the broadleaves that the competition is missing."-Russ Frith, president Lawn Doctor, 
Matawan, NJ If "easy" weeds were the only ones cropping up in customers' lawns, 2,4-D would handle the job. But that's not the case. You need a tough product to keep tough weeds down. Maybe that's why you should move up to TURFLON* herbicide. The real problem with lawn care. "Weed control is the most im-portant problem," explains Russ 
Frith. And as president of one of the nation's most successful lawn care franchisers, he ought 
to know. In explaining how TURFLON has worked for Lawn Doctor, Russ says, "It does a better job on the tough to con-
trol weeds." Prove it for yourself. How do franchisers who use it justify broadcast spraying TURFLON at about $9.50 per 
acre? "Reduced callbacks," Russ says. He adds that inde-
pendent Lawn Doctor operators 
select their own products. Most are skeptical of TURFLON until they prove for themselves that it does a better job of control-ling tough weeds. "Many who 
use it full service started with spot (spraying)." Finally, Russ says one word describes the experience Lawn Doctor franchises have had us-ing TURFLON: "Excellent." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-3 73-4DOW (4369). Move up to TURFLON ŁTrademark of The Dow Chemical Company Circle No. 107 on Reader Inquiry Card 8004 20 BUSINESS SENSE Does direct mail still apply to lawn care? BY ED WANDTKE In the beginning, there was direct mail. Companies, most notably ChemLawn, sent out mailers to people who lived in neighborhoods that 
seemed to be the best in terms of potential response. And the response was tremendous. In the beginning, there were lists of people who were 
waiting for lawn care. Some 
didn't even get to have it in the first yearŠand were put on a waiting list! In the beginning, it was bet-ter known as "the good old days." The "good old days" are gone. In their place are "the 
good new days." But the only companies for which the new days are good 
are those that understand how to reach the potential cus-tomer and how to keep that customer. A part of that attraction campaign is still direct mail. But certainly not like it was 
used in the "good old days." For many companies, the direct mail campaigns have 
been supplanted by teleselling. / Instead of a mail approach, the customer is called by phone. The numbers in terms of at-traction certainly look good for teleselling techniques. There are beginning to be problems, however. First, people are getting tired of being called for solic-itation. I talked to one con-sumer who had seven calls in one night. It seems that if you're in a good neighborhood, teleselling 
companies will get your name for all sorts of products and 
services. "Last August, we applied ROOTS* to our newly seeded and distressed lawns. A lot of fungus damage had occuned due to heat and heavy rains. TWo or three weeks after the application, the treated lawns showed tremendous improvement in turf density and color. The 
core samples we took showed twice the root mass as the 
untreated lawns. There was a definite acceleration in establishment and recovery time. This year we plan to use ROOTS throughout our operation." roots,« 25 Science Park. New Haven. CT 06511 ŁROOTS is a trademarx of Soilizer Corporation. Š Marc Biais The Green Machine Bloomfield, Connecticut LAWN CARE INDUSTRY JANUARY 1990 In some communities, ef-forts are underway to prohibit telleselling, and some type of legislation may happen within the next few years. A second problem is that the retention rate for telesel-ling is very low. People who buy by phone, particularly if you approach them rather than the reverse, are not likely to stay as long term customers. Cancellation rates are very high among telesold custom-ers, higher than any other form of advertising or selling. Direct mail, mailed out 
once, is a pretty useless 
effort. There are too many other brochures com-peting with you for a single mailing to make much im-pression on a consumer. At the same time, direct mail retains some ability to at-tract customers if you go about 
using it correctly. Here are some ideas for its use in the "new good days:" 1. Understand your seg-ment of the market. There isn't much sense in sending a direct mail piece to someone 
who isn't likely to buy. Before you send anything out from your organization 
you need to be certain that there is a good chance that the people you reach are both able and interested in buying what you are selling. You should look at your current customer profile in 
order to get a strong idea of whom you're likely to attract in the ftiture. Go after themŠ don't use the shotgun ap-proach. 2. Stop using technical in-formation in the brochure. Many companies seem to be convinced that the consumer is interested in how grass 
grows or in the agronomic pro-gram that is proposed by a 
given company. Most of them 
aren't. We've tested this for years and the consumer hasn't 
changed much. The reason for 
so much technical informa-
tion is that is the most com-fortable topic for most lawn 
care companies. Since the consumer isn't See MAIL Page 24 Circle No. 113 on Rearipr Innuirv Carri About the Author Ed Wandtke is a senior partner with All Green Management Associates in Columbus, Ohio. Introducing Gallery." Nothing's more terrifying than to hear a customer say, "They're back." Dreaded broadleaves. Costly callbacks. You want to scream. Your nightmares are over at last. Elanco introduces the unique preemer-
gence broadleaf weed control for turf-
grassŠnew Gallery 75DF. Featuring an advanced new chemistry, it casts broad-leaves into the dungeon and throws away the key all season long. Your customers won't be haunted by spurge. Or oxalis. Or white clover. Or 41 other tough broadleaves. And you'll be haunted less by costly callbacks. Yet turfgrass has nothing to fear. New Gallery is actually more tolerant on your turf than other herbicides. So 
there's no risk of off-site damage to nearby ornamentals, gardens and trees. Put an end to the horror of broadleaves. Instead of hearing "They're back," start saying, "They're gone." With new Gallery. See your Elanco distributor. Or call toll-free: 1-800-352-6776. Circle No. 19 on Reader Inquiry Card Elanco Products Company A Division of Eli Lilly and Company Lilly Corporate Center Dept. EM-455, Indianapolis, IN 46285, U.S.A. Gallery1"Š(isoxaben, Elanco) 22 BIO-CONTROL UPDATE Research: Biostimulants aiding lawn care Using biostimulant com-pounds in integrated lawn and plant manage-ment programs offers signifi-cant opportunities for LCOs, according to university re-search and commercial trials. "These products look like they will have an ever-increas-ing place in lawn care mar-ketsŠnot doing the same job as fertilizers, but rather providing a tool for optimizing 
plant chemical processes that will make them more effi-
cient," explains Dr. Eliot C. Roberts, director of The Turf Institute in Pleasant Hill, Tenn. Improved root growth, bet-ter stress resistance and re-duction in nitrogen levels can all be possible benefits from the use of some biostimulant compounds under some condi-tions. For LCOs, Roberts says that biostimulant products should open up new marketing opportunities. "As is often the case, cus-tomers will have a favorable impression of biostimulants because of their 'natural' prop-VPI TURFGRASS FIELD RESEARCH SEEDLING GROWTH RESPONSE OF KENTUCKY BLUEGRASS TMATKD AT TWO IMM(TAOS WHTW VAMCXM ROOT ENHANCNQ CHEMICALS IF YOUR UUMMJVER BREAKS DOWN,YOU MAY NEVER REPAIR THE DAMAGE. In the lawn business a broken engine can cost a lot more than the price of repairs. So Toro has made their mid-size walk power mowers even more reliable with new, high quality Kohler engines. They are available in 14 or 16 horsepower, and have a variety of commercial features. These include electronic ignition and full pressure lubrication for longer life. And Kohler engines come with a two year commercial 
use warranty In addition, Toro mid-size walk power mowers come with double width traction belts and cast 
iron spindles for greater durability. Available deck sizes are 36,44 and 52 inches. With so many advantages, it's not surprising that our mid-size 
walk power mowers have become the preferred choice of commercial cutters. Stop in to your Toro Proline dealer and see for yourself how much they've improved. You'll be impressed, you can depend on that. ProUne The Professionals that keep you cutting. LAWN CARE INDUSTRY JANUARY 1990 programs erties, although those of us who work with chemical mate-rials know that this is perhaps a false impression," Roberts explains. "But regardless of whether this impression is false or not, it does create a viable market-ing opportunity." Roberts cautions LCOs that customers may expect 
biostimulants to be fast-act-ing, much like nitrogen fertil-izer or iron. "Generally, biostimulants do not bring about a quick re-sponse," he notes. "Instead, they take time to improve plant processes and produce healthier, stronger and more disease-resistant plants." He adds that biostimulants seem to work best when a lawn is under some type of stress, whether it be from tem-perature extremes, too little or too much water, or too much traffic on the turf. "In these cases, plants aren't healthy enough to natu-rally manufacture sufficient biostimulant to function nor-mally," Roberts explains. "Any time a plant lacks in vigor and healthŠthis is when biostimulants will provide a 
pronounced response." Another situation where biostimulants can have a desirable effect is when turf is pushed to a rapid rate of growth by nitrogen ap-plications. "This is particularly true with turfgrasses. They can be pushed to the point where they are growing faster than the normal synthesis of bio-stimulant can keep up," Roberts adds. Roots, Inc., a division of Soilizer Corp. in New Haven, Conn., sells a biostimulant 
called Roots Root Growth En-hancer. It's a mixture of humic acids, warm and cold water seaweed extracts, chelating agents, metabolizing agents, co-enzymes and micro-nutrients like iron, zinc, man-
ganese and boron. (The company also is developing an iron material due out in the spring.) "Roots is also compatible with liquid fertilizers and See BIO Page 23 Iowa turf conf. set for Jan. AMES, IOWAŠThe 56th Iowa Turfgrass Conference and Trade Show will be held at the Des Moines 
Convention Center Jan. 29-31. For more information contact the Iowa Turfgrass Institute at Iowa State Uni-versity in Ames. LCI Circle No. 113 on Rearipr Innuirv Carri 23 LAWN CARE INDUSTRY JANUARY 1990 HOSE from Page 13 hoses are available in various bright colors ideal for color-coding hoses for various pres-sure ratings. The hose covers are chemi-cal resistant and have excel-lent durability for outdoor use. These hoses can be produced in almost any color on special orders. Thinwall construction. Typical spray hoses have a 
smaller outside diameter, al-lowing for easier plumbing in tight-fit areas and full flow BIO when the hose is coiled on a reel or bent in a tight radius. This helps prevent collapse and kinking. Non-wire reinforce-ment. Thermoplastic spray 
hoses have a polyester braid 
reinforcement, which is corro-sion resistant and durable. Excellent chemical re-sistance. Thermoplastic hoses will handle most pesticides and herbicides in water base solutions in con-centrations up to 10 percent. With these advantages in mind, why have lawn and tree care operations been reluctant to use thermoplastic hose? In order to understand this, it is necessary to look at some potential negatives of ther-moplastic hoses: Ł Depending on the type of hose and thermoplastic com-pound used, the hose may be stiffer than equivalent rubber hoses. Ł Again, depending on the compounds used, high and low 
temperature applications may 
be somewhat limited. Some thermoplastic hoses may tend to be brittle at cold temperatures and some com-pounds can become too soft to be serviceable at hot tem-peratures. Other ther-moplastic compounds have a broad temperature range ca-
pability which is close to rub-ber. The effective temperature range is from 15 degrees below 
zero to 150 degrees. Ł Some may feel coupling techniques are inconvenient. Thermoplastic spray hose is quite easy to couple when correct procedures are fol-lowed. The hose does not give and stretch like rubber; in fact, it is amost impossible to force a slightly oversize coupling into a plastic hose. Hose manufacturers gener-ally recommend the same 
types of industrial couplings 
used with rubber hoses. Gen-eral purpose spray hoses use 
couplings similar to rubber hoses, such as inserts, clamp-ons, bands or crimp-ons. LCI About the Author Kevin Hannigan is a hose specialist at the Gates Rubber Co., Denver, Colo. from Page 22 pesticides, which should be a good selling point with LCOs," Roberts adds. Dr. R.E. Schmidt, professor of agronomy and a turf ecology 
and physiology specialist at Virginia Polytechnic Institute in Blacksburg, is currently re-searching several types of bio-
stimulant compounds. He is concentrating mainly on bluegrass, bentgrass and, to 
a lesser degree, tall fescueŠ and most of his work involves sod production. "We know that we can stimulate growthŠespecially 
of rootsŠwith some of these 
biostimulant compounds," Schmidt says. "We are also getting better tillering and ini-tiating of buds." Schmidt believes that more widespread use of bio-stimulants could help solve problems with groundwater contamination, particularly 
with nitrates. "We're talking about bio-stimulant application rates measured in grams as opposed to hundreds of pounds of fer-tilizer," he says. "Of course, you'd never substitute a biostimulant for an essential plant nutrient like nitrogenŠbut you could use the two together and cut nitro-gen rates because nitrogen effi-
ciency would be greatly increased." Most of Schmidt's research thus far with biostimulants has involved seedling or juve-nile grasses. "We're getting our best results here, and it's 
easier to measure results," he says. "We are also finding that application timing depends tremendously on environ-mental conditions. For in-stance, under ideal growing 
conditions, we can get a mea-surable growth response fol-lowing biostimulant applica-tion in only a week," the researcher continues. "Under more stressful con-ditions, a growth response may not be evident for four to 
six weeks. We have also had 
good growth response with 
biostimulant applications made in the middle of the growing season." LCI ibur most valuable as aren't alw For many weed control problems, the answer is not a solution. It's granular Team" preemergence herbicide. Team puts your weed control where it does the most goodŠthe weed germina-tion zone. There, it turns into a vapor and 
delivers a zone of protection that's very solid. So solid, it keeps out crabgrass, goosegrass and many other problem weeds 
all season long. That keeps your reputation solid, too. With Team, your golf or lawn care cus-
tomers will see fewer weedsŠand more 
beautiful turfgrass. But it's not just Team's tough weed control that keeps customers happy. Many 
of them also prefer its gentle activity to turfgrass. Plus its easy, precise application. Team granules stay where you put them and won't leach out, even in heavy rainfall. And you can either apply Team by itself or on fertilizer available from leading formulators. Find out why your most valuable asset could be granular Team. Call your nearest DowElanco distributor or for technical assistance, call toll-free: 1-800-352-6776. DowElanco 4040 Vincennes Circle Š Suite 400 Indianapolis, IN 46268 U.S.A. Team'"Š (benefin+trifluralin, DowElanco) Refer to the Team label for complete directions. Circle No. 113 on Rearipr Innuirv Carri 24 MAIL from Page 20 likely to be attracted to your company for technical rea-sons, why would you put tech-nical information in the mailer? 3. Stop using too much copy. There are some well-known advertising executives who suggest that consumers like to read a lot of copy. They 
don't in a lawn care brochure. The copy should be simple. Explain what the consumer is buying, and be clear to the 
consumer. Long-winded explanations don't help the consumerŠthe consumer is either bored or confused by long copy in lawn care brochures. Both of these 
are bad for attraction. 4. Stop showing trucks. Studies of advertising pieces show that most consumers 
look at and search out people in the advertising. Why do we in this industry continue to show trucks? It's a mystery to me. It worked at the beginning, in "the good old days," but it doesn't work now. Stop it. 5. Make an offer to the con-sumer. If you want to have 
some chance of a consumer re-
acting to a direct mail piece, you have to make some offer. Otherwise you are sending an informational rather than a selling piece. This can be interesting to do, but it certainly is costly. There must be some reason for the consumer to react to the mailer. Without that, the 
mailer is thrown away imme-diately. 6. Send it more than once. It is a mistake to think that sending out a large number of mailers means success. Send-
ing out mailers to the right people means success. And sending out mailers to the right people more than one 
time is at least a start on being successful at direct mailing. If you want, you can even send the same piece a few times. In order to make this work you need to target your audi-ence as well as possible. Once you do, multiple mailings to a small set of people are better 
than one massive mailing to a basically non-descript set of 
people. 7. Make sure that your name and phone number are dominant in the mailer. I've seen mailers that have good design but they don't feature 
the name of the company. In order to make an im-pression on the consumer, the name must be large and a 
method to reach the company 
must be prominent. You don't have very long to reach the consumer with a 
mailer, so make sure you have Excellent Overall Performance JAGUAR TURF-TYPE TALL FESCUE *PVP 8200167 Jaguar takes care of itself. It needs less feeding and thrives in hot weather and drought with limited watering. Jaguar takes traffic because it forms a dense, deeply-rooted persistent turf. Jaguar resists diseases (Rhizoctonia brown patch, in particular) and tolerates shady, low light areas. Jaguar needs 
less mowing. It is lower growing and more tolerant of close cutting. Jaguar has a leafier, finer texture and beautiful dark green color. Circle No. 129 on Reader Inquiry Card ZAJAC PERFORMANCE SEEDS 201-423-1660 FAX 201-423-6018 33 SICOMACl ROAD NORTH HALED0N. NJ 07508 Other Zajac Performance Seed varieties include Emperor Tall Fescue, Omega II and Saturn Perennial Ryegrasses, Vista Red Fescue, and Liberty Kentucky Bluegrass LAWN CARE INDUSTRY JANUARY 1990 your name prominent enough so that the consumer will know the company and the type of offer being made. Direct mail is still a viable and valuable means of cus-tomer attraction. But it's get-ting harder and harder to use since so many companies use it. It's becoming more impor-tant to understand the con-sumer: The above suggestions aren't centered around the 
companyŠas many firms like to operateŠthey are centered around the consumer. LCI Dennis is new ALCA director FALLS CHURCH, VA.ŠDebra H. Dennis has been selected as the new executive director of the Associated Landscape Contractors of America. Dennis, 32, is a 10-year vet-eran of ALCA. She started as an administrative assistant 
and progressed to office mana-ger. She later moved up to be-
come staff liason to six major 
ALCA committees. According to Ron Kujawa, ALCA president, the selection process was rigorous. "We had quite a few appli-cants. She was not a shoo-in. She went through a competi-tive process and she emerged 
victorious," he said. Dennis said she plans some "new and exciting" additions to ALCA's programs. "I think it's a great opportunity to start 
some new things." Dennis wants to improve communications between ALCA, the membership, the media and the general public. "If we strive to improve the image it can only help bring more people into the profes-sion." Dennis is orininally from Cochran, Ga. She was gradu-ated in 1979 with a degree from 
the University of Georgia, and she attended the Institute of Organizational Management at the University of Deleware. Her husband Larry is an ex-ecutive with the National Pest Control Association. Terry Peters, ALCA's former executive director, left to take a job outside of the in-dustry. LCI Dennis: Boosts industry image. 25 LAWN CARE INDUSTRY JANUARY 1990 from Page 1 "I was so impressed with Gal-lery that all 92 acres of my 350 customers have all received Gallery" as part of the regular program. Cooper estimates that he'll be able to save 280 man hours in the spring because post-emergent treatments will be unnecessary. He's considering using that extra time to treat his clients' dogwood trees. At Lawn Doctor, there are no plans yet to use Gallery as part of the regular program. But John Buechner, director of technical services, says the 
company will "use it as a cus-
tomer relations tool for prob-lem lawns" because of the 
safety factor. Consultant Day says turf managers in the Denver area are pleased with the product. "Everybody here is pretty ex-cited about Gallery." Day adds that Mobay's ? JÜWL k ^ Day: Biologicals improving. STATES from Page 13 groups have appealed a deci-sion upholding right-to-know rules developed by the New York Department of Environ-mental Concern. Beth Seme of the New York Turf Grass Association called the rules "unworkable." The 
case was heard Nov. 1 and a 
decision is expected soon. Minnesota The City of St. Paul, Minn., will hear recommendations Jan. 15 from a Toxic Chemical Task Force. The city created the task force even though the state's attorney general says munici-palities do not have the au-thority to regulate the use of 
pesticides and fertilizers. "That has not stopped St. Paul in the past," says Terry Ambroz, state coordinator for Minnesota Pesticide Informa-tion and Education. Meanwhile, LCOs in the Land of 10,000 Lakes are gear-ing up for compliance with Minnesota's comprehensive new Ground Water Protection Act. Ambroz says the new act is tough, reflecting the progres-sive politics of the state, but he 
calls it a major victory for in-
dustry groups because it will 
be enforced by the agriculture 
department and not the Min-nesota Pollution Control 
Agency, as originally pro-posed. LCI "Tempo is one that people are using with apparent success." Mocap is also a material that LCOs in the Mile High City are using. "Another one that people are interested in is this LESCO TFC," says Day. "It does seem to do a pretty good job" at killing unwanted tall fescue. In Michigan, LCOs are tak-ing notice of PBI Gordon's 
Trimec and UAP's Mec-amine-D. "They're a very good spring and fall weed control," says Robert E. Bushouse of G&L Distributing in Kalamazoo. Bushouse observes, though, that aggressive marketing pro-grams are needed for recent re-leases because his conserva-tive customers tend to be wary of buying something new. "They still want to stay with the old standards that 
work," he points out. Often a product that tests well never even makes it to the mass market, notes Keith Waller, president of Perfecturf 
USA, Inc. in Mentor, Ohio. He has previously taken part in testing programs. Now, he says, "I don't worry about it until it's labeled and ready to 
go." Dr. John R. Street, turfgrass extension specialist 
at Ohio State University, says 
that Monsanto's Dimension Cooper: Likes Gallery diclopyr is something to look 
at because it offers both pre-and post-emergent crabgrass 
control. "We had excellent control Š zero percent crabgrass." He also is checking out a Bushouse: Marketing needed. new Acclaim compound, plus a prodiamine material from Sandoz. Street says that the experi-mental BASF 514 kills crabgrass within seven to ten days. "It's a very exciting ma-Circle No. 113 on Rearipr Innuirv Carri Trade In The Tools Of Your Trade! Trade in any broken or used cutter, trimmer, blower, or sprayer for a Maruyama product and get factory cash back for your trade! You can depend on the uncompromising quality of Maruyama commercial equip-ment. It's built for long life and backed with parts & service by local qualified dealers. We make long life products. When you're look-ing for the very best, look for Maruyama. Call your local dealer today Trade in offer ends soon. Maruyama's total line includes ŁBRUSHCUTTERS ŁBLOWERS Ł HEDGE TRIMMERS ŁMIST DUSTERS Ł POWER SPRAYERS ŁGRANULE SPREADERS Ł SOIL INJECTERS ŁMANUAL SPRAYERS ŁFRAME MOUNT SPRAYERS ŁWATER PUMPS U.S. Office MARUYAMA U.S., Inc. 15436 N.E. 95th St., Redmond, WA 98052 P.O. Box 2167, Redmond. WA 98073 Phone: (206) 885 0811 Fax: (206) 885-0123 Singapore 
MARUYAMA MFG. CO., Inc. 16 Raffles Quay Level 36, Hong Leong Bldg., Singapore 0104 Phone: 321 8943 Fax: 225 9060 Telex: RS 43382 COHQHL MARUYAMA Quality equipment since 1895 MARUYAMA MFG. CO., Inc. 34, BD. Haussmann, 75009 Paris, France Phone: (1)47 70 28 52 Fax:011-331-45231830 Telex: MBI 290266F International Headquarters: MARUYAMA MFG. CO., Inc. 4 15 Uchi-Kanda 3-Chome Chiyoda-Ku, Tokyo, 101 Japan 26 LAWN CARE INDUSTRY JANUARY 1990 Buechner: Sees special uses. terial and one you want to keep your eye on. It just took that crabgrass right out of there. We got 100 percent con-trol." ICI, DowElanco, American Cyanimid, Mobay and Biosys all have grub control products in the works, says Dr. Harry Niemczyk, research ento-mologist at Ohio State Uni-versity. He expects nematodes to create a large impact once the prices are reduced through more effective production techniques. At the Ohio Turfgrass Con-ference, Niemczyk noted that high-pressure applications and subsurface applications of insecticides may soon come to pass. "We've been looking at this for a couple of years." The Rainsaver machine, made by Rainsaver, Inc. in Walla Walla, Wash., has been 
a useful application device, ac-cording to Niemczyk. Spinning coulters place the product underground. "To a fairway or a home lawn that damage is minimal" and the 
control effective. "We're trying to reduce sur-DYNAMIC anon Pro What two ucts have teamed up to lead tl sect pests? It's Lebanon Pi percent DURSBAN - a new and izer/insecticide formulation. We've taken our 20-3-5 fertilizer base, with four units of sulfur-coated, slow-release urea and added a higher concentration of DURSBAN, a time-tested and effective insecticide. So you can get early green-up and sustained feeding while controlling surface and soil insects - without the time-consuming efforts of two applications. And for straight granular insect control, try Lebanon DURSBAN 2.32 percent. From your source for pre-mium quality turf products. Leßcir non TOTAL TURF CARE A division of Lebanon Chemical Corporation 800-233-0628 'DURSBAN is a Registered Trademark of The Dow Chemical Company. Circle No. 113 on Rearipr Innuirv Carri face residues," he points out. In 1989 Monsanto released 
its Expedite handheld her-bicide application system. It consists of a battery-powered lance device that op-erates with a selection of pre-mixed herbicides. The closed delivery system minimizes worker exposure to chemicals, and spinning discs supply a consistent, even 
spray pattern that reduces waste, acording to the com-pany. Volume and speed controls enable the operator to control 
droplet size, swath width and amount of herbicide applied. Expedite Grass & Weed non-selective herbicide con-tains glyphosate, the active in-gredient in Roundup. Expe-
dite Broadleaf herbicide provides selective control for spot treatments and callbacks. Expedite Grass & Weed Plus, containing glysophate and a residual for long-lasting 
control, is due out in the spring. Ciba-Geigy introduced its Pace fungicide last year, and label changes were added to 
several other products. Scotts added two new weed controls and an insecticide to its ProTurf line. The Fluid 
Broadleaf Weed Control at-tacks 68 weeds. Weedgrass Control 6060 WP features drop-in packets. Riverdale has a new three-way water soluble herbicide on the market, Weedestroy Tri-
amine II W.S. And last year it 
also introduced a selective 
weed killer in an aerosol can, called Triamine Jet-Spray. Future product develop-ments are expected in the field of biological controls as interst continues 
to grow and new discoveries are made. "The companies that have been providing you with (chemical) pesticides will be providing you with biologicals as well," reports Dr. Eric Nelson, a research plant pa-thologist at Cornell Univer-sity. "This area is still in its in-fancy, but you're going to be 
seeing a lot more of these," 
says Nelson, who spoke to well-attended sessions at the Ohio Turfgrass Conference. "The larger companies have research programs di-
rected toward biological con-trols," he says. "We have a very active pro-gram," confirms Dr. Mike Shaw, product technical man-ager at DowElanco. Consultant Day believes that because of the safety is-sues "we are increasingly being forced to look at biolog-icals, botanicals and soaps/ oils." And Day likes what he sees. "These are the biggest growth areas into the 1990s.99 Pyrethroid insecticides are being developed, and Abbott Laboratories is expected to re-lease a bacteria product that kills elm leaf beetles. The field is wide open, Day maintains. "There are so many of these coming on the market now 
that you have to check the la-
bel to see if it's for ornamen-
tals or turf," observes a somewhat amazed Day. LCI APPLES from Page 1 where it can easily be seen in 
order to best grab the cus-tomer's attention. In recent years the Birm-ingham area has attracted sev-eral new lawn care companies in addition to the established 
firms, and Burton says it is not uncommon to leave your esti-mate along with two or three others. "I feel the apples and oranges spark a curiosity fact-
or and compel the customer to read the enclosed sales liter-ature, which is entitled Com-paring Lawn Care Companies Is Like Comparing Apples and Oranges?9 he says. "A lot of people thank us. You get a lot of feedbackŠit's 
something that gets people talking." It's also something that gets people to sign up. From 1988 to 1989 the com-pany's closing rate was up 22 
percent to 67 percent. "We knew our lawn care program offered the best pos-sible service, but we needed to 
educate our potential custom-
ers, and this sales aid accom-
plished this," Burton points 
out. "The packet includes only the largest and prettiest oranges and apples, because use of small, cheap or blemished fruit might be in-
terpreted by the customer that our service might be substan-dard." The cost of the two items adds up to about 75 cents. "I go pick it out" personally to make sure the giveaways are of the highest quality. "Another sales aid we use is the 'before and after' photo-graphs. A photograph is taken of the lawn when the service is started, and later on in the year another photgraph is taken to document the 
changes," Burton adds. "When selling a new cust-omer these photographs give an honest idea of what they 
can expect. "Several times estimates have been made on lawns across the street or next door to a current customer, and we 
give the potential customer 
the before and after pho-tograhs of their neighbor's lawn," he explains. "These photographs are also used when a customer 
calls with a problem; to show 
them that progress is being made on their yard." The extra time and money is well-spent, he says. LCI 29 LAWN CARE INDUSTRY JANUARY 1990 COMMERCIAL SERVICES Commercial services offering economic opportunity BY PHILIP D. CHRISTIAN III Commercial clients who buy lawn, tree and shrub care applications may offer the greatest oppor-tunity for growth and profit in 
the 1990s. Until now most LCOs have concentrated their sales ef-forts on the homeowner lawn care customer. But some of the other avail-able markets for lawn, tree and shrub care include multi-fam-
ily projects, office buildings, 
retail centers, industrial areas, 
institutions, municipal prop-erties and assorted govern-ment agencies. The exact size of the com-mercial segment is unknown, but a 1980 study by Dr. Louis Snyder projected commercial green space to reach 5.5 mil-lion acres bv the year 2000. Based on existing revenue for lawn care only, the poten-tial of the commercial market will grow to almost $5 billion. Differences attract our at-tention more than sim-ularities, but there are two striking simularities between these market segments: The 
people are basically the same, and the lawns, trees and 
shrubs are basically the same. Up to 30 percent of the pro-fessional purchasers in the commercial market have lawn 
care at homeŠeven if those services are purchased by the 
spouse. As for the turf, trees and shrubsŠthe standards for color, weed control and tex-
ture are not exactly the same, 
but they are getting closer than ever. We have noticed the trend toward higher quality expecta-
tions in the commercial sector. The most important dif-ference between the two seg-
ments is who does the purchasing. In the commercial sector oneŠor more than oneŠper-son is responsible for purchas-ing landscape services. They also are held accountable for About the Author Philip D. Christian III of Alpharetta, Ga. is a consultant 
with All Green Management Associates in Columbus, Ohio. these purchases. This professional buyer may be a full-time purchasing agent, somebody selected to do 
the task, the vice president, 
the president or the owner of 
the property. No matter what their title might be, purchasing this type of service is part of their jobŠ 
they are professional pur-chasers. The professional purchaser has different motives for buy-
ing lawn, tree and shrub care. Therefore, our biggest chal-lenge when expanding into the commercial sector is learning to satisfy the needs of this commercial buyer. The second major dif-ference is the size of the average commercial property versus the typical home lawn. Even though 25 percent of commercial properties are un-der 10,000 square feet, there is no limit on how large they can be. Part of our challenge is to learn how to cope with the See GROWTH Page 33 You never know what's hit you when you see patch disease. It could be Fusarium blight. Or necrotic ring spot. Or summer patch. Or take-all patch. Or spring dead spot. Or 
any combination. They all look very similar on turf. Only with a microscope can you 
tell them apart. So guessing which one's causing your patch disease still leaves your turf open to the other four. That's why complete coverage pays. And only Rubigan is labeled to prevent and treat all five of these 
pathogens that cause patch disease. Not to mention dollar spot, snow mold, copper spot, red thread and stripe smut. And this spring is an 
excellent time to begin your preven-tive program. Why take chances controlling only part of the patch disease problem? Span the spectrum with Rubigan. 
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 Rubigan* Š (fenarimol, Elanco) Only Rubigan spans the patch disease spectrum. Circle No. 130 on Reader Inquiry Card There is some turf even DURSBAN can't protect MPS* -.Ł«vi-*' V: ? rift ÏîS*É Granted, DURSBAN* TUrf Insec-ticide won't do you much good in a dark alley. But when it's 
time to get tough on surface-
feeding insects, it doesn't make any sense to take chances. 
What makes sense is using the industry standard-DURSBAN 
insecticide. More muscle for your money. Nothing's meaner on Chinch Bugs, Billbugs, Sod Webworms and other surface-feeding thugs. Nothing. And there's simply no better value for liquid lawn care applications. One tough insecticide. What's more, DURSBAN TUrf Insecticide offers excellent resi-
dual, low odor and superb broad spectrum control. The kind of control you've come to expect-and customers demand. So arm yourself with DURSBAN TUrf Insecticide. And keep surface feeders off your turf. Wearing a black leather jacket during application is, of course, not recommended. DURSBAN TUrf Insecticide. The Professional Choice. 'Trademark of The Dow Chemical Company Circle No. 27 on Reader Inquiry Card 32 LAWN CARE INDUSTRY JANUARY 1990 STEINAU from Page 7 have been successful at organ-izing and reaching smaller companies.) The idea is to get more of the smaller firms to partici-pate. "We feel that these are very positive moves: To go out and extend a hand to these smaller companiesŠto say, 'Listen, we need your input. Come back in the door, or if you haven't been here ini-tially, come test us." An increase in dues last year led to a number of com-
panies dropping out of the or-ganization. "We're still smarting from mmmummmmmmmmmmmmmmmm the loss in membership, but 
we're sitting with 1,200-plus members. The loss was not as severe as we once had antici-pated. I think we lost a couple hundred members." The increase in the dues was long overdue. "For a na-
tional organization, we made a mistake for 10 yearsŠwe un-dercharged. To belong to a na-
tional association for only a 
couple hundred dollars (a 
year) is ridiculous," he main-tains. "Our membership fees were too low and we made a mis-take. Like a business, we should have been increasing those dues 3 to 5 percent each year, instead of what we did this (past) year." Steinau is confident that some of the companies that 
dropped out will again become members. "With a good, pro-gressive program those mem-
bers will eventually come to realize what they are missing. Whose nose are they cutting 
off to spite whose face? PLCAA is, without a doubt, the leading agency for lawn care." In regard to those who were upset over the dues increase, "If they are angry, hopefully they'll get over that anger and 
come back." Perhaps they will say to themselves: "I punished 
them for one year, and now I'm ready to come back and show them what I can do." Says Steinau, "The only way to facilitate change is to 
become involved. You can't do it if you're not involved." On the media front, PLCAA's new director of communications, Sandra J. Hensel, will be mak-ing plans for meetings with anti-lawn care activists, Steinau reports. "Sandy has some good clear thinking on this." He adds 
that "we'd rather sit down 
with these people at a roundta-ble forum to show them that we're willing to work with 
them. Let's hear both sides, let's come to common ground." The consumer news media is likely to lose interest if there is cooperation between the op-posing camps. "If we have suc-cess working with them we will become a media non-event. Let's make this a non-issue. 
Let's put the fire out." More and more lawn care companies will begin to offer 
add-on services to enhance revenues, Steinau predicts. Aeration, seeding and black-topping are just a few ideas. "You can't be afraid to go back and knock on old doors." Customer contracts are sure to become more popular within the industry, he be-lieves. "I think contracts are a very positive thing. With some 
companies you hear their knees knocking on that, (but) 
it lays out the conditions and terms for the customer to see Šnothing is hidden Š you're acting like a pro." Look for additional rules and regulations to have a posi-
tive impact, he says. "We're going to be forced into being more professional just by reg-ulations." Tougher testing require-ments are likely to be seen at the state level, and Steinau 
thinks that's a good idea, too: "You want to be in this indus-try? It takes more than a 50-gallon drum and a pump in the back of your pickup truck. You'll have to know this in-
dustry, and you'll have to prove it by taking some tests." Steinau, 42, is president 
of Greenlon Lawn Care Service in Cincinnati, Ohio. "I grew up in pest con-trol. As a kid I ran routes dur-ing the summer. I've always been involved in chemical ap-plication." At one time his father worked for Otto Orkin himself before forming his own com-
pany in 1950. "Around 19741 started tak-ing note of all the ChemLawn trucks on the street. I thought that this would be a good di-rection to go," Rick recalls. He located a lawn care en-terprise that might be avail-able. "It turned out there was a 
company for sale which had 
been in operation since 1972. 
These were home heating oil people who wanted their driv-ers to have something to do 
during the summer." The seasons became too long to support both branches, and Steinau bought the lawn care portion. "It was a good 
call. This industry's been very 
good to me." Steinau became involved with pesticide associations, and went on to play a major role in the Ohio Pesticide Ap-plicators for Responsible Reg-
ulation. He became knowledgeable at working with the news me-dia, writing his own press re-leases and columns. For PLCAA he helped set up a net-work of media contacts. LCI Add Chipco26019toyour spray program, and you may add a new truck: to your fleet. The best way to build bigger profits into your existing customer base is to add CHIPCO® brand 26019 fungicide to your regular spray program. _ Here's why! CHIPCO® 26019 provides more effec- " tive control of more damaging diseases than any other fungicide you can use. So, your customers mjjuaw get greener healthier, more beautiful lawns. Second, CHIPCO® 26019 delivers this broad-spectrum control for a long timeŠup to a ^^^ full month from a single application. ^ That means it fits perfectly into your ^ jj^ regular spray schedule. Third, CHIPCO® 26019 is 26019 FLO dependable. Applied in a preventative pro-gram, CHIPCO®26019 provides the kind of reli-able disease control that eliminates customer complaints and costly call-backs. Best of all, by upgrading your service with CHIPCO® 26019, you keep your current K customers satisfied and build additional busi-ness through word-of-mouth. Add CHIPCO® brand 26019 fungicide to your spray schedule today, and you may just have . to make room for a new truck in your fleet. fWP RHÔNE-POULENC Chipco26019 .A. Fungicide As with any crop protection chemical, always read and follow instructions on the label. CHIPCO is a registered trademark of Rhone-ibulenc. © 1990 Rhone-ftmlenc Ag Company Circle No. 126 on Reader Inquiry Card 33 LAWN CARE INDUSTRY JANUARY 1990 GROWTH from Page 29 scope of these properties when applying our services. A change in the buying en-vironment is a third major dif-ference. We are moving from the warm, personal delivery to 
the homeowner to the harsh reality of the competitive busi-ness world. This professional purchas-ing environment has existed for yearsŠlong before lawn care was viewed as a specialty. We are not about to sub-stantially change this existing environment, therefore we must learn how to mold our 
specialty to fit. The increase in average property size offers the LCO an opportunity to increase productivity More square feet per stop equates to more square feet per 
day, and, hopefully, more dol-lars per day. A good working rela-tionship with one commercial 
purchaser may yield addi-tional acres of land to be ser-
viced. These commercial 
buyers often make purchases Roberts: Conducting turf trials. Pennington appoints Roberts MADISON, GA. Don W. Roberts is Pennington Seed's new corporate turfgrass spe-cialist. Roberts is focusing on re-search and marketing of turf seed varieties. He is working with Pen-nington's research efforts and with agricultural colleges on an in-depth program of trials 
and evaluations of various 
turfgrass varieties. In the area of marketing, Roberts concentrates pri-marily on golf courses, athletic fields, professional lawn care and major construction pro-jects. Roberts is a BSA graduate of the University of Georgia with a major in horticulture and a minor in plant pa-thology. He received his Mas-
ter's Degree from Clemson University in horticulture and plant pathology with empha-sis on turfgrass management. His master thesis was done on the study of Pythium. Before joining Pennington in 1987, Roberts' work experi-ence was concentrated in the lawn and garden industry. LCI for multiple properties. And each year they have the capability of growing in total number of acres. The commercial customer is buying from budgeted funds. Initially the budget may not be large enough, but you can in-fluence that budget in the coming years as your working relationship with the pur-chaser improves. We are accustomed to selling a luxury in the homeowner mar-ket, paid for with discretion-ary funds. Commercial buyers do not have the option of do-ing the work themselves. They must pay someone to take care of the lawn, trees and shrubs. Surveys indicate that lawn care companies have less than 10 percent of their clients in the commercial classification. If the opportunity is so prom-
ising, why is the existing pen-etration so low? Many LCOs have simply not needed the commercial customer to meet their pro-jected growth. The home-owner segment was perceived 
to contain enough business for 
everyone. That assumption could be true today, but what about to-morrow? Will the marketing cost of increasing our homeowner ac-WÊÊÊÊÊÊÊBÊÊÊÊÊKÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊHKÊHÊÊKÊM counts be more prohibitive 
than penetration into the commercial market? Our initial experience with commercial cli-ents may not have been all that positive. Accurate measurments of commercial properties were difficult and time-consuming. We offered the commendai buyer com-mercial programs at home-owner pricing. In many cases these pro-grams did not fit the needs of the property or the profes-sional buyer. What specific skills do we need as LCOs to become more successful at expanding our WKÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊKÊtm existing services into the com-mercial market sector? Ł Skills in marketing to the commercial client. Ł Development of commer-cial agronomic and hor-
ticultural programs. Ł Commercial measuring, estimating and pricing. Ł Commercial sales abil-ities. Ł Commercial proposal forms. Ł Commercial production. In the coming months, each of the above topics will be dis-cussed in greater detail in this column. LCI Have a SPILL? Call Chemtrec 1-800-424-9300 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 ^ m accumulation in the soil has never been observed. So why not make Dacthal your preemergence herbicide !Ł this season? Why not join a ^^Š growing grassroots movement? Fermenta ASC Corporation, 5966 Heisley Road, RO. Box 8000, Mentor, OH 44061-8000. Always follow label directions carefully when using turf chemicals. C'mon back to Dacthal! Circle No. 113 on Rearipr Innuirv Carri 34 NEW PRODUCTS LAWN CARE INDUSTRY JANUARY 1990 Kawasaki engine on frame mount sprayer Maruyama has developed two frame mount sprayers featur-ing 3.6 horsepower Kawasaki engines. The units spray 5 gallons per minute at up to 500 psi, and come with an adjustable spray nozzle. The hose reel holds 164 feet of 1/4-inch hose. The entire system is mounted on a U-channel 
frame, which also holds the 50-gallon tank, and has a hydraulic jet agitator. LCI Circle No. 130 on service card. True Temper spreaders boast key features Two new models of True Tem-per Cyclone push broadcast spreaders have features the Camp Hill, Pa. company says will make them easy to use. The spreaders have rain covers to protect the material, hopper screens to break up 
clumps, dual ground props for 
added stability and handle-mounted on/off controls. Model CB3000 has 8-inch rubber wheels and model 
CB4000 has 10-inch pneu-matic tires. Both have a 
spread width of 4 to 8 feet and a capacity of 60 pounds, or 1,500 cubic inches. Both spreaders are made of corrosion-resistant polypro-
pylene, and have enclosed nylon gears to prevent clog-ging. LCI Circle No. 131 on service card. LESCO produces new turf and tree sprayers LESCO, Inc. of Rocky River, 
Ohio has introduced its new 
line of fiberglass turf and tree 
sprayers. They can be used for turf spraying with a gun or boom, 
and the 15-gallon-per-minute model will spray trees up to 50 feet high, according to the company. Two different engines are available: A 5-horsepower Briggs & Stratton capable of spraying 10.5 GPM, or an 8-horsepower Kohler engine that sprays 15 GPM. The tanks, which come in sizes from 100 to 500 gallons, fea-ture seamless five-layer con-struction, 16-inch fillwells and mechanical agitation. LCI Circle No. 132 on service card. Is your weed control SR'Sj^SsI A 4 J m ITŁŁ f I Ł« i Ł / m^ Sfefcfc ' ' - -t., . ir ; r :; t ; 'ÌLK ; L , ' ' ' ¿/r iV\ ttrJ . ; — ' V * > v. ' V - J, . rrMti a? vV j You need to reseed, but you can't. That's the trouble with many herbicides. They lock you out of your turf program for months. Not Balan.' It's the preemergence her-bicide that lets you reseed your turf only six weeks after application (or 12 weeks at the higher three-pound southern rate). Without harming your new seedlings. That's how predictable Balan is. Its weed-controlling activity is reduced enough to permit reseeding. You can even apply Balan in the spring to turf seeded last fall. What you'll see is turfgrass. What you won't see are weeds. Problem weeds like crabgrass and goosegrass. Balan has more than 20 years of experience in pre-emergence weed control. Control this dependable is now easier to useŠwith Balan DF. It's a new dry flow-able formulation that mixes easily with less dust. Just one more way Balan puts you in control of your weeds and your turf man-agement program. Call your Dow Elanco 
distributor. Or for technical assistance, call toll-free: 1-800-352-6776. Circle No. 113 on Rearipr Innuirv Carri üssr~ Dow Elanco 4040 Vincennes Circle Š Suite 400 Indianapolis, IN 46268 U.S.A. Balan»Š(benefin, DowElanco) LAWN CARE CATALOG E SAFETY EQUIPMENT ft SUPPLY CO . INC Safety Equipment and Supply offers catalog Lawn care professionals may be interested in the new mail-order catalog from Safety Equipment & Supply Co. of Fort Wayne, Ind. The 1990 catalog is free, and features a variety of gloves, goggles, protective clothing 
and emergency equipment. To receive a catalog, call SES toll-free at (800) 558-5330. In Indiana, call (800) 552-4989. LCI Circle No. 133 on service card. Low profile tanks available from Cushman Two new turf sprayers with low profile tanks are now available from Cushman. The tanks come in 120-gal-lon or 150-gallon sizes. Both mount easily on the chassis with a pin-disconnect system. The spray tanks are light-weight, centrifugally-cast fi-berglass, colored to resist ultraviolet light. They have sloped bottoms and center 
sumps for complete drainage, 
and feature a new agitation system that constantly recir-
culates the chemical mix. Boom guards and four-way spring tension hinges break 
away if the outer boom hits a 
solid object. LCI Circle No. 134 on service card. 35 LAWN CARE INDUSTRY JANUARY 1990 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. FOR SALE 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. 2/90 "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 TRUCKS: 1977 to 1980 Fords and Chevys stainless tank, 2 reels with injection system beam 20/20 PTO pumping, mechanical agitation 5 trucks, good condition, complete ready to run $6000 to $8000. Pro Masters, 216-758-8890. 1/90 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 Residential/Commercial Chemical Lawn Care Company. Well established accounts. 34 years of service. Growth potential unlimited! Approxi-mately 800 accounts. Owner retiring. Send inquir-ies to: Lawn Care, P.O. Box 33634, Mpls., MN 55433. 1/90 71 Chev 6/300 Fbrgls W/Dual Reels, 56,000 Act. 79 IH S1800 DSL 3/800, S/S W/Dual Reels. 80 M/ Benz DSL 3/800, S/S W/Dual Reels. 81 IH S1700 DSL 3/700, Fbrgls W/Dual Reels, 53,000 Act. 84 Ford 1 Ton W/575, S/S, Single Reel, 64,000 Act. 500/200 MN Wanner Envert. 260/40 S/S 150 Poly MN Wanner Envert. 700 S Pull Type Hydr Boom Solid Sprayer. Clyde (612)479-2340. 1/90 One Lawn Truck - Mercedes Benz Diesel. 'Excel-lent condition "1980 *1200 gallon *2 compartments Łstainless 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. 1/90 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. 2/90 Spray Truck-1979 C-30 1 ton; 2-350 gal tanks; paddle agitation; hannay elec. reel. Ready to spray. Good condition $5900. 216-267-6989 Steve. 1/90 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 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 $11,000. (508)430-1533. 2/90 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 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 LESCO 300 GALLON SPRAYER: Used 50 hours. Stainless steel tank, 8 h.p. Kohler, electric reel, 1/2" x 300' hose, Lesco and Green Garde Guns, Flow meter. $4,000. Call 215-953-0555. 1/90 1985 Ford F350; 6.9 Liter Diesel; 4 SPD Manual Tran.; Dual Tanks 400/200 Muncie PTO; Wanner D-10 & D-25. Great Combo Truck; Sell at $18,000 or possible trade. (206)391-9127. 1/90 USED TUFLEX TANKS (2) 600 Gal. rectangular tanks with mechanical agitation. $1,700 each. 3 years old. (1) 600 Gal. rectangular tank with three separate compartments and mechanical agitation in each. $2,750. 3 years old. (614)771-0067 FREE CATALOG COMPLETE TRANSMISSION 159.99 PART # JT-215 OTHER SPECIALS: GEAR BOX REPAIR )OT (BOBCAT) 99 95 GEAR BOX REPAIR KIT (BUNTON) 99.95 BUNTON 10" COMPLETE ASS8LY 23.95 SNAPPER r STEEL WHEELS 4.75 16" HIGHLIFT BOBCATVBUNTON BLADE 5.25 J. THOMAS DISTRIBUTORS, INC. 1-600-634-5463 ORDERS 1-313-427-8368 CATALOGS 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 Lawn Care Manager. Medium company, west suburbs of Chicago. Candidates must be experi-enced in management and sales and be able to communicate well. Salary, bonus and opportunity for advancement. Send resume to Lawn Care, Box 2257, LaGrange, IL 60525-8357. 2/90 Field Operations Manager: Organized, responsi-ble, self-starter to manage lawn maintenance crews. Professional, managerial, horticultural skills required. Must enjoy customer contact. Five years proven experience, horticulture degree pre-ferred. Benefits package, vehicle. Reply to: Box 3534, Des Moines, IA 50322. 1/90 We are unbeatable for price, quality and sen/ice. Volume Purchases Only. Attention Distributors and Manufacturers: Custom processing and packaging available. HELP WANTED 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. 2/90 '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 SERVICE MANAGER: Lawn/tree & shrub care. Northeast, growing company needs a take charge person with practical experience and good communications skills. Total responsibility for all aspects of service will include team-build-ing, customer satisfaction and budgets. Send resume with experience and salary history to: LCI Box 218. 1/90 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 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 i TRU GREEN POSITION WANTED Need a General Manager or troubleshooter for Chemical Lawn Care? Need growth increased profits? Need a leaner for productive company or if you want to add a Chemical Lawn Care Division or start a new company, call John at 1 -801 -399-2181, ext. 311. 1/90 SOFTWARE > Lawn Care Computer System with Software, Data General Hardware. Desktop 20 CPU, 75MB Hard Drive, 3 Wyse Terminals, Digital Printer, 1200 Baud Support Modem. CLC1 Lawn Care Software with System Support Available. Call 618-632-5296, or write MLS c/o LB, PO Box 8068. Belleville. IL 62222. 1/90 COMPUTERIZED PRICING for the lawn care in-dustry. Generate your own unique price sheets for mowing, aeration, fertilizing or any other product in seconds. Versatile, flexible, and inexpensive at $149.00. A must for any size lawn care company. Requires IBM Compatible. 640K. Call 316-721-2540. CMP Computers, P.O. Box 4419, Wichita, Kansas 67204. 1/90 BUSINESS OPPORTUNITIES CURBMATE-THE MONEY MACHINE. Patented, electrically driven and self-propelled machine pro-duces beautiful continuous concrete landscape edging. Simplifies the installation of concrete bor-ders between lawns and flower beds, along driv-eways and sidewalks, etc. Applications for residential and commercial settings, golf courses, etc. Turn $5,000-$10,000 equipment purchase into $50,000-$100,000 potential annual income. (801)273-3938. 1/90 HOW TO EARN AT LEAST $60 PER HOUR MOW-ING GRASS...AND STILL BE THE LOW BIDDERI 175 pages. $29.95 postpaid. GOMC, 10490 Blue-grass Pkwy., Louisville, KY 40299. VISA/MC. (502)499-9031. 2/90 ADVERTISERS INDEX NO. ADVERTISER PAGE 101 The Andersons 12 102 Blackburn Mfg 35 103 Coron 16 104 Cushman-Ryan 8 105 Dow Chemical Co 2-3 106 Dow Chemical Co 17 107 Dow Chemical Co 19 108 Dow Chemical Co 30-31 109 Dow Chemical Co 15 110 Dow/Elanco 4 111 Dow/Elanco/North 29 130 Dow/Elanco/South 29 112 Dow/Elanco 23 113 Dow/Elanco 34 114 Dow/Elanco 21 115 Fermenta ASC Corp 18 116 Fermenta ASC Corp 33 117 Focal Point 5 118 Hoechst-Roussel 11 119 Jacklin Seed Co 14 120 Lebanon Chemical Corp 13 121 Lebanon Chemical Corp 26 122 Lesco, Inc 36 123 Maruyama's 25 124 O.M.Scott 6-7 125 Real Green Computers 35 126 Rhone Poulenc 32 127 Roots. Inc 20 128 The Toro Company 22 129 Zajac performance Seeds 24 WANTED MARKET SHARE LEADER WANTS TO SELL: One Million -I- Lawn Care Company located in South-east. Please direct all serious inquiries to LCI Box 217. 2/90 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 MARKING FLAGS for PESTICIDE APPLICATION BLACKBURN The world's leading manufacturer! Ł 9 flog colon Ł 7 Ink colors Ł 3 flag sizes ORDER FACTORY West of Rockies P.O Box 276 Cambria. CA 93428 800/552-FLAG Fax: 805/927-1601 Ł Plastic or wire staff Ł Custom print available DIRECT TOLL-FREE East of Rockies P.O Box 86 Neligh. NE 68756 800/942-5816 Fax: 402/887-5171 Circle No. 102 on Reader Inquiry Card 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 outstand-
ing preemergent weed control at a cost and performance no other product can match. With the active ingredient pendimethalin, PRE-M 
delivers broad spectrum control of crabgrass, 
goosegrass, foxtail and other grassy weeds and at the same time tack-les tough broadleafs like oxalis and spurge. Easy-to-use water dispersible granule formula-tion makes PRE-M convenient 
to handle and apply. Only PRE-M offers built-in flexibil-
ity that lets you use it on 
most cool and warm season 
grasses, and programmed applications control both early and late germinating 
weeds. Convenient 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 or call (800) 825-3726 toll free. ŁI <Ł f Ate LESCO PRE-M 60 WP Herbicide is now available in easy-to-use water-soluble packaging. Supply is limited, so contact your salesman today. LESCO, Inc., 20005 Lake Road, Rocky River, Ohio 44116 (216) 333-9250 PRE-M 60 DG Herbicide S?=sîï-ACTTOWGKECMENTS 6000% 4000% TOTAL 10000% <*rt Of AUCM Of cms*** CAUTION Šmwgmwm. OOEPESZES* Net m iK Always read and follow label instructions before applying any herbicide product. PRE-M® is a registered trademark of LESCO, Inc. Circle No. 122 on Reader Inquiry Card <7 CYAN AM ID Agricultural Division VPC Ventures Wayne. NJ 07470