Drugs: Firm only hires workers who test 'straight' BY MEGAN HARDING Contributing Editor Mandatory drug testing is one govern-ment regulation that business owner Jerry Moland would welcome with open arms. Moland voluntarily began a substance abuse program last summer after learning that an employee was smoking marijuana while on the job at his firm, TurfScape Landscape Care, Inc. in Chandler, Ariz. TLC hired a consulting operation, Great Vi-"100% DRUG FREE" Motto: The company slogan appears on the uniforms. sions, Inc., to develop a drug policy and pro-gram for the company. For an initial fee of $400, consultant Gary Allhiser produced a written policy, conducted a two-hour orientation for employees (who then signed consent forms), and trained managers to recognize signs of drug abuse. Moland also pays a laboratory, Tasc, Inc., to do the testing. Moland says he hired an attorney to be sure he wouldn't be on the wrong side of the law in requiring employees to submit to drug tests. See DRUGS Page 22 WWN ORE INDUSTRY Serving the needs of the professional lawn care operator VOLUME 14 NUMBER 2 FEBRUARY 1990 Diversification: Are you on the trail toward bagging big bucks, or does it hide a money trap? FIGHT WEEDS A number of materials are available to battle weeds. 6 TRAINING Employee instruction can boost your business' bottom line. 12 CLASSIFIED See what's for sale, Q A miscellaneous items. ÖH Injection of pesticides nails bugs where they live BY JAMES E. GUYETTE Editor Using machines that in-ject pesticides and fer-tilizers below the turf surface could ease environ-mental fears, reduce applica-tion rates and save LCOs money. Researchers are currently at work perfecting such a de-vice. "With concerns about the environment and chemical usage on the rise, the use of ± #*ííiííí 3-D IG IT 157 00486132 10 93 POTE C COKINGHAM LI3HARY W-121 U5GA TURFGRASS INFO MICHIGAN STATE UNIV EAST LANSING MI 483 nsect FILE 3DG 48824-1048 McGary: Is lawn care enough? Diversification plan avoids money trap BY JAMES E. GUYETTE Editor COLUMBUS, OHIOŠSpeaker Dr. Rudd McGary eyed the meeting room packed full of attendees at the Ohio Turfgrass Conference. "By the 
year 2000, half of you are going 
to be out of the business," he told the startled LCOs. Later in the talk he amended his remarks: "Half of 
the room is not going to be in 
the business by the year 2000 if you do lawn care only." Consultant McGary, a sen-ior partner at All Green Man-
agement Associates in Colum-bus, believes that LCOs must diversify if they wish to sur-
vive the 1990s. Not only will the lawn care market be saturated, but, "Consumers don't like to shop for home services," McGary said. Homeowners will instead opt to have one firm provide 
their household needs, he said, noting that diversification is both an opportunity and a necessity. There are some risks in-volved, though, and LCOs need to recognize those and come up with a proper plan 
before branching out. "There's a possibility that you can lose your company," he warned. A number of bank-
ruptcies occur because the company owner did not make a wise choice when diversify-ing. Some of the risks McGary cited include the losing of money, focus, personnel and the operation itself. See EXPAND Page 18 injection equipment for pesticides is about to take off," according to Dr. Doug House-worth, manager of technical support for Ciba-Geigy's turf and ornamental products 
group. Entomologist Dr. Harry Niemczyk and Agricultural Engineer Dr. Erdal Ozkan 
have been redesigning a ma-chine that injects chemicals and biological agents into the 
ground rather than spreading 
them on top. Besides providing extra safety, the machine, called the RainSaver Jr., will aid in con-trolling insects that live below the surface, Niemczyk says. The RainSaver operates by a set of coulters that open a 
series of narrow slits in the See INJECT Page 12 I LATE NEWS I Nitro-Green moves HQ to Calif. FAIRFIELD, CALIF.ŠNitro-Green Corp. is moving its headquarters here from Fort Collins, Colo. 4'We spent about three years investigating and doing market studies" before deciding that California was the place to be, said Roger Albrecht, company president. "We feel there's an excellent opportunity there," he said. "There's still a growth potential." Increasing development of upscale properties has made the Solano County area a good place to 
expand, and Albrecht said it is better to have the company headquarters there. Corporate and franchisee outlets are being planned for other Golden State communities, including Redding and Modesto. In 1988 Nitro-Green grossed $4.5 million and was No. 10 on the LAWN CARE INDUSTRY "Million Dollar List." LCI Tedi ones. Short ones. I Thin ones. M 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 B^GEANTDF 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. "IYademark of The Dow Chemical Company. 4 f mmammmm ;; MEMOS L a LAWN CARE INDUSTRY FEBRUARY 1990 MEMOS L a The Industry Task Force on 2,4-D Research Data has reinstituted its "hot line" for questions about products 
containing 2,4-D. Dr. William Mullison, a noted pesticide expert, will man the information line. To get specific information on 2,4-D issues call 
(800) 345-5109 in the United States. In Canada call (517) 
835-2091. A court decision in Oregon lias upheld the Plant Variety Protection Act in regard to marketing "brand-name turfgrass varieties. The defendant in the case, an Oregon seed grower, had sold a protected variety under the label 4'Variety Not Stated." The court ruled that the labeling of the seed was irrelevant in 
determining royalty liability 
under the act. A 18-minute video on "Pesticide Handling For The Turf Industry" is available 
from American Cyanamid on a 
loaner basis. Contact the company at PO Box 8459, Spartanburg, S.C. 29305; (803) 582-1908. The CHIPCO/Specialty Products Group of Rhone-
Poulenc Ag Co. has appointed John Durfee as national accounts manager. Replacing 
Durfee as product manager for Sevin is Jack Boyne. Information on IPM techniques can be obtained from the Bio-Integral Resource 
Center, a non-profit organization. BIRC can be reached at PO Box 7414, Berkeley, Calif. 94797; (415) 
524-2567. Lofts Seed, Inc. and the American Golf Corp. have signed an agreement under which Lofts will be exclusive supplier of turf seed to about 110 
nationwide golf courses. Owen E. Dell has been selected to appear in the 20th edition of Who's Who In California. Dell, owner of County Landscape and Supply in Santa Barbara, was 
honored for 4 Outstanding professional achievement, superior leadership and 
exceptional service." ChemLawn Services Corp. has appointed David M. Shumate to the new position of vice president-field operations. Shumate, who was previously with Emery Worldwide, will be resposible for ChemLawn's 
operations throughout the US and Canada. The Environmental Protection Agency has sponsored the development of a directory of available pesticide safety and training manuals. The Pesticide Safety and Training Materials Catalogue can be obtained from the Pesticide Farm Safety Center, Division of Occupational and Environmental Medicine, Dept. of Internal Medicine, Univ. of Calif, at Davis, Davis, Calif. 95616. A biological control for fire ants is expected to be on the market by 1991. Evans Biocontrol, Inc. and the University of Florida have agreed to develop the product. A fungus strain isolated in Brazil co-evolved with fire ants, making the pathogen the most effective control, according to Jerry Stimac, research entomologist at U. of Fl. The new federal minimum wage law takes effect April 1. Workers must be paid at least $3.80 an hour. That figure jumps to $4.25 in 1991. EPA test findings on drinking water well pesticide residues indicate that out of 295 
well samples, only 15 contained residues. Of those, only three were above EPA standards. The testing 
program continues. The big industry show sponsored by the Oalifornia Landscape Contractors Association has been renamed GreenTech/90. It will be April 26-27 at the Long Beach Convention Center. In other CLCA news, Robert Baier has been elected president of the organization. He's also president of Plant Control Corp. Barefoot Grass in Doanville, Ga. was featured in a positive 
story on Page One of The Alanta Constitution business section. The piece was headlined: "Lawn Care Pros Make Hay." The Keystone State's turf industry will be surveyed by the Pennsylvania Turfgrass Council. Results are due in mid-summer. The Canadian turf industry keeps growing. The National Lawn, Garden and Power Equipment Showcase will cover more space Aug. 26-28 at the Toronto International Centre. LCI ¡1 green® '' garde FLOODING NOZZLES Top Quality Spray Guns Need the Top Performing Nozzles! Specially Engineered to Fit the Green Garde JD9-C (and JD9-CT) and LESCO/ChemLawn Spray Guns. Green Garde and JD9-Instantly expands and increases the versatility of the Green Garde JD9-C (and JD9-CT) and LESCO/ChemLawn Spray GunsŠproviding various spray patterns, droplet sizes and volumes for the appropriate application of pesticides and ferti-lizers to turf and soil. Stainless steel screens mounted in hi-impact and chemically resistant plastic. Available in five sizes for various flow rates and patterns. ENCAP PRODUCTS COMPANY Ł P.O. BOX 278 Ł MT. PROSPECT, IL 60056 Ł 708-593-6464 L4WN GIRE INDUSTRY JAMES E. GUYETTE Editor JERRY ROCHE Executive Editor JON MIDUCKI Publisher ROBERT EARLEY Group Vice President CAROL HIMANGO Production Manager ROSY BRADLEY Production Supervisor BRYAN VOLLMAN Graphic Design MARILYN COPP Circulation Supervisor GAIL PARENTEAU Reader Service Manager THEODORE C. MATHEWS Promotion Director JOHN PRESSELLO Graphics Manager MARKETING/SALES Midwest Office JON MIDUCKI (216) 826-2855 National Sales Manager MARSHA DOVER (216) 891-2739 Regional Sales Manager BARBARA THOMAS (216) 826-2886 Regional Sales Manager 7500 Old Oak Blvd. Cleveland. OH 44130 FAX (216)826-2832 Southern Office: DICK GORE (404) 233-1817 FAX (404) 261-7022 3475 Lenox Road, N.E., Suite 665 Atlanta. GA 30326 Western Office: BOB MIEROW (206) 783-0549 FAX (206) 784-5545 1515 N.W. 51 Street Seattle, WA 98107 Classified DAWN NILSEN (218) 723-9349 1 E. First St., Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120 W. Second St. Duluth. MN 55802 218-723-9192 EDGELL COMMUNICATIONS INC PUBLICATIONS ROBERT L. EDGELL, Chairman RICHARD MOELLER, President LARS FLADMARK, Executive V Pres ARLAND HIRMAN, Vice Pres./Treasurer THOMAS GRENEY, Senior V Pres EZRA PIHCUS, Senior Vice President 
JOE BILDERBACH, Vice President 
JAMES GHERHA, Vice President GEORGE 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 Ea?t Wacker Drive. Chicago. Illinois 60601 and 
3475 Lenox Road. N.E. Suite 665 Atlanta. Georgia 30326 Accounting, Advertising Pro-duction and Circulation offices: 1 East First Street. Duluth. Minnesota 55802. Subscrip-tion rates: $25 per year in the United States; $50 per year in Canada. All other countries: 
$100 per year. Current issue single copies 
(pre-paid only): $2 50 in the U S $5 00 in Canada; elsewhere $10.; add $3.50 for ship-
ping and handling per order. Back issues, if 
available $10; add $3.50 per order for ship-ping and handling (pre-paid orders only). Of-fice of publication: Edgell Communications. Inc.. 1 East First Street. Duluth. Minnesota 55802. Second class postage paid at Duluth. Minnesota 55806 Copyright © 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. AMI' VBPA UPFRONT SAFETY FIRST! concept is targeting LCOs Safety issues continue to be a major concern for LCOs, and LAWN CARE IN-DUSTRY is taking steps to help our readers become more informed about the various techniques available to insure 
accident-free production. The effort kicks off next month with the publishing of our special SAFETY FIRST! supplement. Not only are LCOs becom-ing more aware of the need 
for safety precautions within their own businesses, but members of the general pub-
lic (politicians in particular) are also taking a closer look 
at the industry. The safety factor may not have been as apparent just a few years ago, but the large tank trucks used by many firms do indeed attract atten-tion as they cruise 
throughout North American neighborhoods. "I don't think a lot of people took it seriously," says Lawn Doctor's Neel Brown, 
"now we're all under the spotlight." And that spotlight is bringing on increasing regula-
tionsŠeven in the Lone Star JAMES E. GUYETTE EDITOR State. "A year-and-a-half ago Texas was wide open as far as 
that goes," says Neel, who is 
western zone coordinator. You can expect the SAFETY FIRST! campaign to be a cooperative effort among readers, suppliers and indus-try experts. The aim is provide a clear-inghouse to report on the latest developments. And we invite your participation! Readers are encouraged to contact LAWN CARE INDUSTRY with their ideas and questions regarding safety issues. If you have a question you'd like to see addressed in a storyŠjot it down. If you have a solution to an industry 
concernŠjot it down. "I think it helps all of us if we have an idea what other companies are doing with their training sessions," says Laurie R. Broccolo, manager of tree and lawn care at Ted Collins Associates, Ltd. in Victor, N.Y. Before moving into management, "I was an applicator for six years, so I'm always concerned 
about what materials we use and how we apply 
them," Laurie notes. Other safety concerns are on her mind, too. "I don't like to zero in just on pesticide issues," she comments. "Driving is one one of the biggest image 
and safety factors." That's right, observes Jack Robertson, owner of Jack Robertson Lawn Care in Springfield, 111. Jack says it doesn't make much sense to take safety precautions all day and then smash up the truck. He tells his people: "We don't have a 
quotaŠso slow down." It appears to be working, because his com-pany hasn't had an accident in 14 years. "I think that safety should be more of a factor" through-
out the entire industry, says Jack. "I'm concerned about every aspect of it." His firm takes a great inter-est in making sure that the 
employees are properly trained 
and conditioned to think about safety constantly. An eyewash bottle and hand-cleaning solution is kept on the truck, as is a supply of surgical gloves. He's 
seen his people wash their hands at a job and then don the glovesŠwhich cost only 20 cents a pairŠand drive to eat their lunch. For those workers who smoke, "We explain to them the extra hand-to-mouth contact" and stress the im-portance of keeping clean hands. "I think more attention should be paid to the safety issue. A lot of it starts with 
knowing what product you're using," Jack points out. Industry suppliers and read-ers will all be contributing to 
the SAFETY FIRST! campaign. Feel free to write with your ideas! Your colleagues will thank you for it, and the entire lawn care industry will benefit. PICK-UP EXTRA PROFITS With the (pUB PICKUP SPREADER The CHIEF FS-P Is the Performance Leader In the selff-i Powered, pickup Mounted Spreader market.... LDesigned to meet the ice control needs of cities/municipali-ties/and independent operators for fast, efficient spot and clean-up work on bridges. at intersections ..hospitals..schools.shopping malls.. In-— dustrlal areas., airports, parks.. apartment and condo complexes., the list goes on and on and on... The FS-P is a quick mounting utility spreader for light duty trucks. Self-pow-ered by an 8 HP 4-cycle air cooled engine that is controlled from the cab. The material being spread is metered for accuracy and economy of spread. HENDERSON MANUFACTURING COMPANY P.O. BOX 40 MANCHESTER, IA 52057 PHONE: (319) 927-2828 PROFIT BUILDER for: LAWN & GROUNDS MAINTENANCE PERSONNEL Now you can turn the winter blues into green dollars. Utilize your pickup in the off-season to service your regular customers and acquire new customers. The CHIEF FS-P Pickup Spreader is a fast, efficient and profitable applicator to handle ice control problems in the ever growing parking and service road areas. Make your business a profitable year-a-round business with the CHIEF FS-P. Contact us for more details. DISCOVER THE VERY BEST VALUE IN PROFESSIONALLY CUSTOMIZED NEWSLETTERS, BULLETINS AND SALES FLYERS AVAILABLE FOR THE GREEN INDUSTRY You can maintain that professional image you've worked so hard to build while keeping your customers and prospects informed and up-to-date. And now with Focal Point communication tools you can do it with almost no effort. We know your business and we speak your language. Call today for our current Portfolio of samples or to discuss your custom design project. GROW! THE CUSTOMER NEWSLETTER PUBLISHED 6 TIMES PER YEAR; 2 AND 4 PAGE FORMATS; CUSTOMIZE 7 DIFFERENT WAYSŠ FROM STOCK TO OUR 100% CUSTOM PAGEPRO OPTION. BULLETIN 2 PAGE NEWSLETTER WITH 12 ISSUES PER YEAR; IDEAL FOR INSERTION IN BILLINGS OR FOR PROSPECT MAILINGS. SALES CUSTOM POSTCARDS, GREETING CARDS, FLYERS AND BROCHURES DESIGNED AND PRODUCED BY GREEN INDUSTRY PROS FOR GREEN INDUSTRY PROS. FocalPoint COMMUNICATIONS 800 525 6999 FOCAL POINT COMMUNICATIONS Ł 11171 EMBASSY DRIVE Ł CINCINNATI, OHIO 45240 Circle No. 114 on Reader Inquiry Card Circle No. 113 on Reader Inquiry Card TODAY'S TURF Cool-season weed control poses special challenge BY NICK CHRISTIANS Most lawns in the Northern United States are established with cool-season grasses such as Kentucky bluegrass, peren-nial ryegrass, tall fescue, creeping red fescue, chewing's fescue and hard fescue. These are grasses that do well in cooler periods of spring and fall, but generally have a more difficult time tolerating the stress periods in midsum-mer. (Tall fescue, though, is better at tolerating stress than 
the others.) Many lawn weeds in the North are summer annual, warm-season plants. They grow from seed in the spring or early summer, produce seed and die at the end of the sea-
son. Being warm-season plants, they out-compete the cool-season grasses in midsummer and are often a reason for call-
backs by dissatisfied lawn care 
customers. The most common weed grasses in this group are large 
and smooth crabgrass (Digi-taria spp.)> goosegrass (Ele-usine indica), foxtail (Setaria spp.), and barnyardgrass (Echinochloa crusgalli). Crabgrass and goosegrass are the most common of this 
group that lawn care spe-
cialists have to deal with. 
These weed grasses are gener-
ally controlled with a combi-nation of proper management and the use of preemergence herbicides. Broadleaf (Dicot) weeds are also a problem in Northern lawn areas, although these can usually be controlled satisfac-
torily with a combination of proper management and 
postemergence, broadleaf weed controls. There are certain annual broadleaves, however, that may present serious problems to lawn care specialists. Among the worst of these are knotweed (Polygonum avi-
culare), prostrate spurge (Eu-phorbia supina)y and yellow About the Author Dr. Nick Christians is a professor in the Department of Horticulture at Iowa State University. TABLE 1 PREEMERGENCE HERBICIDES CURRENTLY IN USE, OR SOON TO BE RELEASED FOR USE, IN COOL-SEASON LAWNS. COMMON NAME BENEFIN BENSULIDE DCPA DITHIOPYR ISOXABEN OXADIAZON PENDIMETHALIN PRODIAMINE TRIFLURALIN/BENEFIN SIDURON QUINCLORAC TRADE NAME BALAN BETAMEC-4, PRE-SAN, BETASAN DACTHAL DIMENSION GALLERY RONSTAR PRE-M, WEED GRASS CONTROL BARACADE TEAM TUPERSAN BAS 514 woodsorrel (Oxalis stricta). It is the timing of germina-tion that makes these particu-lar weeds such a problem. Knotweed germinates very early in the spring, too early to make standard preemergence applications practical. Prostrate spurge and yellow woodsorrel (A weed that is also known by the name "Oxalis," it is a perennial in the South, but an annual in cooler regions of the North.) germinate in early to midsummerŠtoo late for satisfactory control by most preemergence her-bicides, which lose their effec-tiveness with time. All three are somewhat dif-ficult to control with both pre-emergence and postemergence herbicides, regardless of tim-
ing. The purpose of this article is to provide a summary of pre-emergence herbicides used on 
cool-season lawns. It should be clearly under-stood, though, that the control of turf weeds involves an inte-grated approach that includes 
the proper use of sound man-
agement practices first and Weed Control in the Environmental Age: As turf management has become more sophisticated and environmentally significant, it has become absolutely essential for turf professionals to select a post-emergent herbicide that: Ł Has a broad enough spectrum to control virtually all problem weeds Ł Releases a minimum of active ingredients into the environment Ł Provides maximum safety to turf and adjacent trees and ornamentals Ł Reduces overall expenses (chemical and labor) to an absolute minimum. Read why only Trimec^ Turf Herbicides can help you solve all of these problems. Of course you know that herbicidal activity is influenced by tempera-ture, weed species, state of growth, and type of turfgrass. So a herbicide that would be effective in taking hardened-off spurge out of bluegrass would be totally out of place for treat-ing dollarweed in bermudagrass. Indeed, in light of today's complex weed control problems, the one-size-fits-all approach to herbicide selec-tion has become totally obsolete. As a matter of fact, in order to maximize the efficiency of weed control throughout the U.S.A., we have developed seven different Trimec Turf Herbicide formulations. But even more important, we have developed a unique manufacturing process for each of these seven SAFETY AND EFFICIENCY proven in Over 30 Miff/on rres TreatedV formulations so that the acid compo-nents are reacted together to form a Complex of unified salt, thus assuring you that every Trimec Complex will always be dependable, time after time. For a comprehensive explanation of how a Complex differs from a for-mulator tank mix Š and why this difference is vital to you in coping with weed control problems today Š we invite you to take a close look at the schematic diagrams on the opposite page, which were drawn up for us by one of the most prestigious university professors ever involved in ornamen-tal turf. Start 1990 right and early Š with Trimec Start early in the season with a broadcast treatment of Super Trimec any time when the temperature is above 40 degrees ... even in weather with intermittent rain or snow. This not only enables you to get those over-wintering annuals at a time when you might otherwise have a void in your work schedule, but it also enables you to get them before their roots have a chance to compete with the turfgrass you are trying to thicken up ... and you get all the broadleaves because Super Trimec has the broadest spectrum of any post-emergent broadleaf herbicide. Everett Mealman, President of PBI/ Gordon, asks: "Can any other herbi-cide manufacturer point to such a record of safety and efficiency?" Ł Super Trimec: Unparalleled broadleaf control for cool-weather broadcasting and spot treatment of hardened-off summer annuals such as spurge, oxalis and ground ivy. One gallon covers 4 acres. Ł Trimec Classic: Unmatched efficiency for con-trolling broadleaves when they are actively growing. One gallon covers 2Vi acres. Ł Trimec Plus: The ultimate post-emeraent herbi-cide. Outstanding control of crabgrass and nutsedge. plus all the broadleaves controlled by Classic Trimec Ł Trimec Southern: Especially designed to control broadleaves in 2.4-D-sensitive southern grasses Ł Trimec 992: The applicator's formula. Especially designed for tank mixing with liquid fertilizer and other multiple tank-mix combinations. Ł Trimec Encore: A Trimec Complex that contains no 2.4-D. Ł Trimec Bentgrass Formula: Especially designed for use on bentgrass. herbicides only when needed. Cultural practices such as fertilization, mowing, irriga-tion and cultivation, should be designed and timed to meet the needs of the lawn grasses 
being managed and to work against the weeds to be con-trolled. There is an old adage in the turf industry that states that the best weed control is a well-managed turf. That is as true today, even with our extensive arsenal of effective herbicides, as it was before these materials 
were invented. Although the proper use of cultural practices can do much 
to control weeds and to reduce the need for herbicides, this is rarely 100 percent effective and some herbicides are gener-
ally necessary. There is a wide variety of preemergence herbicides available for use or proposed for future use in cool-season 
grasses (Table 1). There is no clear winner among these products. There are no rightŠand there are no wrongŠproducts. Each has its own character-istics, its own advantages and disadvantages, and each has its particular place in the lawn-weed control market. A clear understanding of these characteristics is an im-portant part of management for lawn care specialists, and is Crabgrass Control In 1988 Research Trials At Iowa State University With Preemergence Herbicides 100 § 80 p 0 5 60 1 & 40 1 p q> 20 c o O Preemergence Herbicide a necessity if the company is to be efficiently operated. The following evaluations of each product are my percep-tions based on as much as 20 years experience with the older materials, and on the last 11 years of working with com-No matter how tough your weed problems, you can depend on a Trimec Complex for a specific solution. Furthermore, Super Trimec is not only extremely economical in terms of cost per acre, but it is also very friendly to the environment in that one gallon covers four acres. If, however, you are unable to apply your first broadcast until later in the season Š when the temperature is up around 75° and the weeds are actively growing Š don't fret about the lost time. Simply apply the one-and-only original Classic Trimec. You'll get the same excellent weed control, and your cost per acre will be slightly less (which will help you justify not getting out earlier with Super Trimec). Depending on the season and the condition of your turf, you may or may not need another application of Classic to treat summer annuals. If crabgrass, goosegrass or dallis-grass become a problem, even in spite of your pre-emerge precaution, don't worry. Trimec Plus will take them out Š usually with one application Š 
without discoloring your Kentucky bluegrass or bermuda grass. And, of course, Trimec Plus will also control any broadleaves that are present. Certainly Trimec Plus is the ulti-mate post-emergent herbicide... we 
have never introduced a new product that has met with such universal approval. Ag- Ag- Ag-grade grade grade 2,4-D Banvel MCPP Why only a Complex is right for weed control in ornamental turf: Historically, the chemicals used to control weeds in ornamental turf were developed for use in agriculture, where 80% weed 
control is considered acceptable. And while Trimec was specifically developed for ornamental turf, it was originally formulated by tank-mixing ag-grade 2,4-D; ag-grade MCPP; and ag-
grade Banvel® (dicamba). Although the original Trimec im-mediately and dramatically improved weed control over that of any other herbicide, the tank-mixing procedure of 
ag-grade chemicals resulted in minute inconsistencies in the chemical composi-tion of individual droplets, with con-sequent inconsistencies in weed control. To eliminate these inconsistencies, we developed a technique of reacting the acid components of Trimec together to form a unified salt Complex in which every droplet of every production run would always be an exact mirror image of the total. The manufacturing process involved in making a Trimec Complex is a trade secret, but the basic building block is known to all chemists. It is technical Banvel « is a registered trademark of Sandoz Trimec" is a registered trademark of PBI/Gordon c 1989. PBI/Gordon Corporation Circle No. 124 on Reader Inquiry Card dicamba (the active ingredient of Banvel) that triggers the synergistic activity and makes it chemically possible to react the 
acids into a Complex. Of course, it is this same Banvel synergism that enables Trimec Com-plexes to be so effective with such a small amount of active ingredients . . . which in turn contributes to Trimec's unparalleled safety record, as demonstrated by the fact that more than 30 million acres of turf-grass have been treated with Trimec, and there has never been an instance in which damage to trees and ornamentals was proven to be the result of root absorption traced to Trimec when applied according 
to label directions. Technical Banvel acid is the key! And since PBI/Gordon has the exclusive turf use of technical Banvel acid in North America, only PBI/Gordon can make Trimec. Do you have a weed problem? One of our weed control specialists will gladly help you. Call toll-free, tell us your problems. No obligation. Ask for Sales Service. 1-800-821-7925 Tech. Tech. Tech. 2,4-D Banvel MCPP acid acid acid V i / êTè Color code: Red, 2,4-D; Yellow, Banvel; Blue, MCPP; Amber, Complex acid. Note: Colors are for code only and do not in any way indicate the color of the product they are intended to identify. Schematic drawings show the differences between a tank-mix and a Complex These drawings indicate that, in a formulators tank-mix (left), the molecules of 2,4-D, MCPP, and dicamba do not combine to form a new molecule. Accord-ingly, each droplet will contain its own unique amount of one or more of the ag chemicals, and control may vary from droplet to droplet. In a Complex (right), the three acids are reacted together to form a salt Complex. When this is formulated with the other important ingredients, wetting agents, dispersants and sequestrants, as well as with continuous analytical monitoring that includes the use of a high-pressure liquid chromatograph, the unique product that is 
Trimec becomes a reality. Every droplet is an exact mirror image of the total, and thus precisely optimizes the intended synergistic activity. The differences between a tank-mix and a Complex become major when the goal is cosmetic excellence. pbi/Gondon coRpoRation 1217 WEST 12th STREET P.O. BOX 409Ü KANSAS CITY, MISSOURI 641Ü1 DDH A r\l CT A c ucDDinnc mercially available and experi-mental herbicides in field and laboratory research. Benefin Benefin, or benfluralin as it is also known, is one of the older materials listed in Table 1. It has been widely used in the turf industry for many years, and is often included in research trials as a standard against which other pre-
emergence herbicides are com-
pared. It is relatively inexpensive, but its residual activity tends to be somewhat shorter than many of the other materials 
listed. In nearly every year that I have worked with it experi-mentally, a second application was required for complete con-
trol of crabgrass. It would not be the best choice in lawns where goose-grass and spurge are serious problems. But where crab-grass is the primary problem, and the repeat applications fit into the company's program, it can be used very effectively. The shorter residual activ-ity may also be an advantage 
when late summer reseeding 
becomes necessary. Bensulide Bensulide is another of the old standards that has been used by lawn care profession-als for many years. It has the advantage that it is readily available in the liq-uid form and is very conven-ient for tank-mix operations. Its residual activity tends to be quite good compared to benefin and, in many regions of the north, a single applica-tion will provide satisfactory 
preemergence control of crabgrass. Its efficacy on foxtail is poor, and if this weed is a prob-lem, one of the other materials should be considered. There have been recent re-ports from researchers in the east and east-central part of 
the cool-season region that 
bensulide is not providing the same excellent control of 
crabgrass that it once did. There have been several such reports. No satisfactory 
explanation for this poor per-formance has yet been made. In tests at Iowa, bensulide continues to provide excellent crabgrass control. DCPA DCPA is yet another of the industry standards. It is avail-
able in the flowable, granular 
and wettable powder formula-
tions, and can easily be incor-porated into programs that center around liquid applica-
tions. One of its primary advan-tages is safety. Whereas many 
of the other materials have the potential of doing some dam-age to the cool-season grasses, DCPA has been shown to be very safe for use on these grassesŠwith the exception of See COOL Page 29 TOP OF THE NEWS DOT rules a 'bugaboo,' but less strict than before BY MEGAN HARDING Contributing Editor New U.S. Department of Transportation rules requiring drug tests for drivers who carry hazardous substances will not be as far-reaching as originally feared. "There's been a major shift in the interpretation of the law," says Dr. Barry Trout-man, director of education for the Professional Lawn Care Association of America. Only vehicles that must be placardedŠones that carry reportable quantities of cer-tain hazardous chemicalsŠ 
will come under the drug test-ing rule, according to David J. Rutledge, a PLCAA lawyer. In most instances, lawn care trucks must display 
placards only if they carry more than 1,000 pounds of am-
monium nitrate fertilizer, says Rutledge. Other types of lawn care products do not require warn-ing placards, he says. "Probably 95 percent of the lawn care operators won't have to institute a drug testing program," says Paul Skorupa, assistant director of the Pesticide Public Policy Foun-dation. A management guide pub-lished by PLCAA last year (authored by Rutledge) stated that drug tests would be re-
quired of all carriers of haz-
ardous materials or sub-stances, including commonly 
used pesticides. Skorupa says DOT rules re-lated to the Commercial Motor Vehicle Safety Act of 1986 were re-stated in a Fed-eral Register issued just this past November. The way Skorupa inter-prets the rules, the majority of LCOs are exempt because pesticides are generally classi-fied as ORM-A (other regu-
lated materials), which do not require warning placards. Chemicals classified as ox-idizers, such as ammonium ni-trate, require placards when 
carried in quantities of more 
than 1,000 pounds, he says. "This DOT business has been a real bugaboo for us, be-cause the law was written for 
truckers that carry concen-trated chemicals," Troutman points out. PLCAA worked with DOT officials for more than a year to pin them down on exactly how the rules would apply to lawn care companies, he says. PLCAA members received an update in January on DOT 
drug testing requirements. Troutman says members were glad to hear that drug 
tests would not be applied 
wholescale to the industry. However, he adds, "This type of regulation is going to heavily drive our decisions about the types of products we 
use." LCOs are likely to avoid products that would activate drug-testing requirements, he Skorupa: Change in the rules. notes, because of concerns about employee turnover and 
the cost of starting a drug pro-
gram. In addition to testing driv-ers of placarded vehicles, the DOT has also warranted drug tests for anyone who uses a company vehicle to transport more than 15 passengers, or who drives a rig weighing more than 26,000 pounds, Skorupa 
says. In some cases, a 1,200-gal-lon tanker could be over the weight limit. The new DOT rules went into effect Dec. 21 for com-panies with 50 or more drivers; 
other companies with 
placarded trucks have until December of 1990 to begin 
drug programs. DOT rules require testing for traces of marijuana, co-
caine, opiates, amphetamines 
and phencyclidine (PCP) by an approved laboratory. Urine samples must be taken prior to employment, during a driver's first medical exam after a program begins, within 32 hours of an accident (if there is reasonable cause to believe the incident is drug-related), and if a trained su-pervisor has reasonable cause 
to believe an employee is abus-ing drugs. DOT rules initially man-dated drug testing at random and after each accident. Skorupa says those require-ments are on hold pending the 
outcome of six lawsuits filed 
against the Federal Highway Administration by special in-terest groups, including the Teamsters union. LCI WHEN YOU TREAT YOUR CUSTOMER S LAWN YOU VE GOT ATUSTOMER FOR LIFE Getting a new customer can be a whole lot harderŠand a lot more costlyŠthan doing the kind of good job that keeps an existing customer. And keeping a single customer can mean 
thousands of dollars over the life of your business. We're in it for the long haul, too. For over 25 years, The Andersons has provided the kind of proven product line-up and results-getting perfor-
mance that has helped hun-dreds of lawn care operators 
grow their businesses in healthy ways. Our broad range of fertilizers, herbicides, insecticides and combination products have helped us win over many a customer. And our product quality, consistency, excep-tional service and reliability have helped us keep them. the professional's partner lheCC<CS» Andersons We'd like the chance to prove ourselves to you. We think you'll find we're good people 
to do business with. Personal service. Consistently high product quality. Technical service. Proven performance. All backed by a genuine integrity that is all too uncommon in today's business world. That's The Andersons. © 1989 The Andersons Call us toll free, 1-800-225-ANDY for a comprehensive full-line Selection Guide or 
for the name of your nearest distributor. LAWN CARE INDUSTRY FEBRUARY 1990 INDUSTRY NEWS ^ J INDUSTRY NEWS ^ J |hhhhnmi Broccolo: Ruling pleases. New York regulations struck down ALBANY, N.Y.ŠA state ap-peals court has struck down several complicated regula-tions being battled by Empire State LCOs. The five State Supreme Court Appellate justices ruled that the New York's Depart-ment of Environmental Con-servation should have con-ducted an environmental impact study to assess the eco-
nomic and social effects of the rules. Laws passed in 1983 and 1987 that require posting, con-tracts and prenotification re-main intact. The rejected regulations consisted of 40 pages of de-
tailed rules. "It will be a much-sim-plified notification package," said Elizabeth Seme of the New York State Green Coun-cil. "It's a relief that these reg-ulations won't go through be-cause there's no way that we 
could comply with them," said Laurie R. Broccolo, manager of lawn and tree care at Ted Collins Associates Ltd. in Vic-tor, N.Y. "We couldn't even under-stand some of the regulations" because they were poorly writ-
ten, she added. "Most people couldn't un-derstand them," Seme agreed. "You had to go back and read them each time" a pesticide-related business decision had to be made. Some of the rejected re-quirements included the post-ing of signs every 75 feet around a property, and tight restrictions on how companies could reschedule applications after rain delays and similar 
interruptions. The state still can appeal the ruling. LCI Expert suggests off-season blood tests LOUISVILLE, KY.ŠBase line blood samplesŠused for checking levels of Cholinester-ase in employeesŠshould be 
taken at a time when there has been no exposure to insec-
ticides for at least 30 days. This suggestion comes from Dr. Lee Townsend, extension entomology specialist at the 
University of Kentucky Col-lege of Agriculture. He says testing should be done to establish a person's normal base line level so that it 
is available for comparison with values obtained during the period that a person works 
with the insecticides. The winter off-season is a good time to have base line 
testing done, he points out. Townsend says Cholin-esterase is one of the impor-
tant enzymes needed for proper functioning of the human nervous system, plus the nervous systems of insects 
and many other animals. Organophosphates and car-bamate insecticides interfere 
with the normal functioning of Cholinesterase, and this effect is used to control infestations of pest insects, says Towns-end. He reports that accidental exposure of humans to 
organophosphate and carba-mate insecticides can occur 
from breathing spray particles or dusts; skin or eye contact 
with the product during load-ing, mixing or application; or accidental ingestion of an in-secticide while eating or drinking. Over-exposure to organo-phosphates or carbamates may result in abnormally low cholinesterase levels in the bodies of people who handle or 
apply these types of products, says Townsend. He says anyone who mixes, loads, applies or expects to 
handle moderately or highly toxic organophosphate and/or carbamate insecticides should have their cholinesterase level checked regularly. (More than 30 hours of con-tact with these chemicals dur-ing a 30-day period is the standard rule for testing work-ers.) Levels vary among people, so background is needed. LCI New frontiers in turf technology SATURN PERENNIAL RYEGRASS *PVP800114 New variety introductions get better and better with every passing year. Significant advancements in turf science and genetics make it possible. This year's Number One introduction, Saturn Perennial Ryegrass, is the most outstanding of all. It ranked first in North American testing at 22 University locations in a just-released report by USDA. Saturn Perennial Ryegrass is setting a new standard that future introductions will find hard to beat. ZAJAC PERFORMANCE SEEDS 201-423-1660 FAX 201-423-6018 33 SIC0MAC ROAD NORTH HALEDON, NJ 07508 Other Zajac Performance Seed varieties include Jaguar II and Emperor Tall Fescues, Omega II Perennial Ryegrass, Vista Red Fescue, and Liberty Kentucky Bluegrass Good training explains 'how-to/and 'why?' BY MEGAN HARDING Contributing Editor KENT, OHIO Š Effective training is more than simply presenting information to an employeeŠit's creating a change in that person's be-havior, says Dr. Roger Funk, vice president of technical and human resources at the Davey Co. "Nobody does anything willingly unless they under-stand how they will benefit," 
says Funk. That's why all of Davey Tree's training sessions begin by establishing what he calls 
the point-of-view. This tells the employees what's in it for them, be it growth and promotion within the company or increased per-sonal safety. Giving a relevant point-of-view will get people's attention and increase the likelihood 
that they'll listen and retain 
the information, Funk says. In addition, he says expla-nations of why something is done a certain wayŠnot just, "This is the way we do it"Š should be given throughout 
the training session. "Most training programs are simply a how-to," which 
tend to lose a person's interest, he says. Motivating employees to follow proper work habits is largely a matter of selling them on why a certain technique is Learning atmosphere: Training is best conducted in a classroom-like setting away from the ringing phones and running trucks found in the work area. Injection not rejected: Culbertson says the RainSaver's coulters will not damage turf areas being treated by the machine. INJECT from Page 1 turf, Ozkan explains. The discs are followed by knives to 
widen the strips. A nozzle then injects a solid stream of insec-ticide into the slits one inch 
below the surface. The slits in the turf do not cause much damage. Ozkan says they are barely notice-
able. The RainSaver can also be used to apply fertilizers, growth regulators, fungicides, 
biological controls and some pre-emergence herbicides, he says. The injection method makes the whole environment safer, Ozkan adds. This is es-pecially true in residential areas because there is more 
chance of human exposure to chemical residue, he observes. Insects such as white grubs 
live one inch below the sur-face where thatch and grass meet the soil, Niemczyk says. "They're a big problem any place there is turf." Grubs eat the roots of grass and thatch, leaving no way for 
the plant to get water and nu-
trients. Also, Niemczyk points 
out, skunks and raccoons often tear up turf as they look for these grubs. When conventional pest control methods are used, some chemicals bind to the 
thatch or grass before they reach the insects, Ozkan says. This means extra chemicals must be used to make sure they reach underground pests. In fact, research shows that Drake firm purchased in S. Calif. SAN DIEGO, CALIF. Cynthia R. Drake has sold her Drake Landscape Pest Control and Consulting 
firm to New Way Land-
scape and Maintenance. Drake continues to offer her services in pest control, consulting and PCA recom-mendations to commercial and residential clients. In addition to managing the horticultural pest con-
trol operations at New WayŠwhich is owned by Randy NewhardŠDrake is also managing the pesticide 
applicators' safety training program; controlling the chemical and hazardous materials inventory; creat-ing a company newsletter 
for clients and acting as reg-ulatory affairs liason to the California Department of 
Food and Agriculture and Department of Health Ser-vices. LCI Stop crabgrass from grabbing hold Once crabgrass takes hold, you're the one who gets squeezed. Angry customers want your neck. Well now there's a pre-emergent pro-gram that's custom-tailored to your needs. It's a unique herbicide program available at your DOTS distributor. You can choose from TEAM 7 SURFLAN: BALAN* or XL-depending on your location and turf conditions. Your DOTS distributor will customize your choice by matching your desired better. "If it was just informa-tion, you could send a memo," Funk says. He says a good trainer has the same skills as the com-pany's top salesperson: Clear presentation, engaging per-sonality, good eye contact, em-pathy and persuasiveness. "They have to want to do it," Funk says, or else employ-ees will stop following the 
proper procedures as soon as the boss isn't watching. "What we're looking for is a behavioral change," he says. Says Dr. Barry Troutman, director of education for the Professional Lawn Care Asso-ciation of America, "Safety has to be a part of the disci-plinary program in any organi-zation." He says many safety 
regulations are mandated by 
law, and there's really no choice about whether to follow them. A little repetition never hurt, either. People are most 
likely to retain information given at the beginning and end 
of a presentation, so it's a good idea for a trainer to sum up 
important points at the end of the talk. Environment also affects the success of a training ses-sion. "The workplace is not the best place for training be-cause it is not associated with learning," Funk says. If you're 
going to take the time to con-
duct training, Funk says it's worthwhile to rent a hotel con-ference room to get away from day-to-day distractions in the shop. Funk says videos are an ef-fective training tool, as long as they maintain the viewer's in-terest. "It has to be entertain-ing," he says. To appeal to young people, Davey has produced a number of videos emulating the style of the MTV music television net-work. High-quality videos are often available from manufac-turers of lawn care chemicals, 
who have an interest in seeing that their products are used 
correctly. Safety videos, tapes and manuals are available from PLCAA, the Associated Land-scape Contractors of America, 
other trade associations, local 
organizations and cooperative 
extension services. Funk says employers should be sure to discuss such concerns as human exposure 
to pesticides and environ-mental hazards. He says even if employees don't ask these questions, they should be able to answer cus-tomers' questions. Troutman says safety training can also have an im-pact on an LCOs bottom line. "A professional realizes that someone who just knows how to spray isn't as good as an employee who knows safety, 
who can explain what he's (or she's) doing to the customer, 
and who can sell." "It's expensive," says Marty Erbaugh, president of 
Lawnmark of Hudson, Ohio. "It's also expensive to have an uneducated person out there." Erbaugh says training goes a long way toward retaining 
qualified workers. "All our employees know that we're investing in them," he says. LCI The researchers will con-tinue to perfect the machine to improve safety and insect con-trol, Ozkan says. "We know we can inject liquid insecticide, but the challenge now is to in-ject dry insecticides for the same purpose." Ozkan reports that he is working with three companies 
that make slitseeders in an ef-fort to convert the machines 
into application devices for 
granular materials. Dry chemicals are usually less hazardous to the environ-ment because if spilled, they're easier to clean up than liquid chemicals, he says. Also, prob-lems associated with disposing 
liquid chemical containers could be reduced if dry chemi-cals are used with the injection machine. Mac Hammond, a Ciba-Geigy senior field research 
representative, says the best 
reason to inject pesticides is a 
likely increase in consistency of insect control. With traditional applica-tions, Hammond says control may vary because many turf 
managers apply insecticides that don't get watered in right 
away. "Studies have shown that if many insecticides are not wa-tered in immediatelyŠeven 
within an hourŠthey are less 
effective." He adds that "because in-jected pesticides don't need to be watered in, the potential for runoff, leaching and exposure to animals or humans is greatly reduced." In addition, he notes, injec-tion equipment significantly reduces levels of insecticide residue on grass plants. "Even without recent inno-vations in our spray heads, re-
search results showed just a few parts per million of chemi-cal residue," says RainSaver's Culbertson. " With the new 
heads, residues are so small as to be almost unmeasurable." Niemczyk believes that See INJECT Page 14 less than 5 percent of the pesticides applied to the sur-face ever reach the insect zone, Niemczyk maintains. Recommended rates for pesticides are usually set higher than actually needed in the zone of insect activity, he 
says. "A major objective with the machine is to reduce chemical residue on the surface," 
Niemczyk says. "We're deliv-ering the control agent di-rectly to where the pest lives and significantly reducing the amount left on the surface." Reducing the amount of chemicals will cut costs for LCOs and their clients in the long run, Ozkan believes. The RainSaver Jr. was originally designed to inject 
water-conserving polymers Less waste: The material goes directly to the target area, and Niemczyk says grub spray rates can be reduced by 97 percent. into the ground, says Richard "Dean" Culbertson, Rain-Saver's president. The firm is headquartered in Walla Walla, Wash., and Culbertson reports that that 
region of the country does not 
have problems with grubs or 
mole crickets. However, when displaying the machine at a trade show it attracted the attention of Niemczyk, a professor at Ohio 
State University. "He spent a lot of time at our booth," Culbertson re-
counts, "and he said, 'You know, I think you might have something here that you don't know you have."' Ozkan and Niemczyk then went to work on adapting the device for pesticide applica-tions. active ingredient per acre rate with the fertilizer analysis to fit your nutrient demands. Your DOTS distributor then offers personalized service providing helpful and timely advice to maximize results. For more information on the DOTS fertilizer and pre-emergent herbicide program, call 1-800-345-DOTS. At DOTS, we help your turf look its best. So you look your best. Always Read and Follow Label Instructions. Hlff Supp4t•S Distributor's Own INJECT from Page 13 grub spray rates can be re-duced by 97 percent. The same system can be used to treat with biological 
controls, nematicides, liquid fertilizers and other turf treat-ments. Culbertson stresses that the coulters will not damage a cli-
ent's lawn. "We have very lit-tle disturbance to the turf." The RainSaver, which has hydrostatic steering, sells for $17,000 to $18,000. A tow-be-hind model due on the market this month is expected to cost $14,000 to $16,000. It treats a 
seven-foot-wide swath. LCI Pesticide users need to heed liabilities LOUISVILLE, KY. Follow the pesticide label and you're 
always safe, right? Wrong. Spreading a pesticide after a heavy rain, for example, might contaminate a nearby water supply. A court will most likely de-cide the possiblity should have 
been evident to the applicator, and therefore hold him or her liable for whatever damage is done. Liabilities for pesticide users were summarized in a re-
port by Dr. Mike Olexa, direc-
tor of the joint University of Florida/U.S. Department of Agriculture agricultural law 
extension program. Olexa, a lawyer, holds a Ph.D. in plant pathology. The public is more litiga-tion-conscious than ever, Olexa notes, making it most 
important for those who work with lawn chemicals to know 
the extent of their liabilities. Olexa's report first ad-dresses statutory laws govern-ing pesticides. Statutory law is that which is written by a leg-islative assembly. Pesticides are governed by the Federal Insecticide, Fungicide and Rodenticide Act (FIFRA), which, through labeling, regulates application, 
storage and disposal. "The la-bel is the law," Olexa says. "It's the intended use of a material that determines if it is going to be considered a pesticide," he says. By regula-tion, the Environmental Pro-
tection Agency has estab-lished that intent may be either expressed or implied. Many users of pesticides have a difficult time following the label, Olexa says. He recalls a humorous ex-ample of an applicator who was charged with a label viola-tion after two pet ducks died on a golf course. During his hearing, the ap-plicator held up the product and read the label out loud: "May be applied to spinach, kale and other greens." Funny as it may sound, the label violation resulted in a 
stiff penalty and dismissal of the applicator. Read the label carefully, Olexa says. Oftentimes, labels point out specific precautions that must be taken under spe-
cific conditions. For example, a backflow check is needed on an irriga-tion system for certain chemi-cals applied through irriga-tion. Sometimes precautions needed under certain condi-tions are stated on the label. Sometimes they are not. That is why pesticide users must also be cognizant of their 
responsibilities under com-mon law. Common law is based on court decisions rather than on codified writ-ten law. Common law applies Under common law, four principal areas under which chemical users may be liable for their use of chemicals in-clude trespass, nuisance, strict liability and negligence. Olexa says negligence is do-ing or neglecting to do some-thing that a reasonable person would do under like circum-stances. It comes down to a 
question of forseeability. "Is it foreseable that if this person puts this fertilizer in the irri-gation system, it could get into 
the water?" he asks. An applicator furnishing advice or consulting who holds himself out to the public as a 
specialist will be judged by those standards. Always, always stick to your area of expertise, he says. Some other considerations from Olexa are: Ł Don't supersede the label when recommending use to others. Ł When mixing pesticides, make sure they are compatible 
in the tank. (He's seen 17 dif-
ferent products in one mix-ture.) Ł Stick to recommended dosage rates. Ł Warn customers of drift potential. Ł Keep up with label changes. Ł Have adequate liability insurance, but keep it a secret. If you don't, someone will sue you just to see what they can collect. Ł Incorporate. If you do, the business must, of course, be managed as a corporation. Ł Keep written records of all complaints. ** 4' Ł Respond immediately to all complaints. The longer you 
wait, the more time the corn-plainer has to think about tak-ing legal action. LCI Used By Lawn Care Professionals BATA POLYBLEND BOOT * Two-stage injection moulded, one-piece construction for complete waterproof protection Constructed for environments where severe conditions require a high degree of chemical resistance Features include Ł Non-slip, self-cleaning soles for safety Ł Pull-up and kick-of lugs for ease in entry and removal Ł Removable cushion insole allows hygienic cleaning of boot interior Ł footbed® insole available for added comfort and support Ł Steel safety toe in selected styles MEN 16" Knee Boot - Full sizes 4-13 6" Work Boot - Full sizes 6-13 Black/ Grey. Cleated Sole. Full Steel Shank Standard WOMEN 14" Knee Boot - Full sizes 4-11 Black/ Grey. Cleated Sole. Without Steel Shank The jacket in the above photograph is the BATA TUTTEX 30 SERIES made of PVC/nylon/PVC material. It is lightweight and extremely tear and abrasion resistant with attached or snap on hood, raglan sleeves and 
storm fly front Permeation test results are available upon request. FOR MORE INFORMATION CALL: 1-800-365-2282 Circle No. 102 on Reader Inquiry Card BATA SHOE COMPANY, INC, INDUSTRIALS DIVISION Ł BELCAMP, MD 21017 All steel toe items meet or exceed ANSI STANDARD Z41 Class 75 foi impact and compression. BATA POLYBLEND® Boots are specially formulated for a wide variety of applications 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. 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) COMMERCIAL SERVICES About the Author Philip D. Christian III of Alpharetta, Ga. is a consultant with All Green Management Associates in Columbus, Ohio. For retail sale to and use only by certified applicators or persons under their direct supervision, and only for those uses covered by the applicator certification. services new for 1990. 3. Determine the customer needs in 1990. 4. Propose to modify and extend the existing service agreement. 5. Collect referrals and set a closing date. The first and most impor-tant step in the renewal pro-cess is confirming that last year's service was a success and a benefit to the customer. The customer purchased a promise from us to provide specific services. Promises are intangible. To evaluate our past perfor-mance the customer must per-ceive these promises as How to renew BY PHILIP D. CHRISTIAN III Large properties, both residential and commer-cial, require special at-tention between the last round in the fall and the first round in the spring. Homeowner properties of more than one or two acres and most commercial prop-
erty owner/managers do not have the easy option of per-forming lawn, tree and shrub services themselves. They must pay someone to do the work. Therefore they must plan ahead with budgeted, not dis-cretionary, funds. The industry-wide practice of "letting a sleeping dog lie" 
during the off-season, or ex-pecting the service agreement to be automatically renewed does not work on the big prop-erties. If left alone only 50 percent of properties will renew, and they will not automatically in-
crease the price or sell them-selves additional services. Although the second year on a large property should be more profitable than the first, many other benefits accrue 
from the renewal process. The opportunity to in-crease the price, to cross-sell 
and to offer additional services is part of the renewal process. Other benefits include ob-taining leads or information 
on additional properties the 
owner/manager may control or influence, and collecting re-ferrals to other property man-agers in the market. The renewal process also offers an excellent training en-
vironment for new sales peo-ple and an opportunity to in-fluence the property's upcom-ing budget. The renewal process is the activity of extending and mod-ifying the existing service agreement for an additional 
one- or two-year period. Goods and services for most large properties are procured large-property customers by a professional purchaser. The professional buyer has an established purchase pro-
cedure that relates to the prop-
erty's operating budget. We cannot always renew 100 percent of our large prop-erties prior to their final bud-gets, but we can renew them before the work is "out for 
bid" or before the LCO is se-lected. The renewal process has five major steps: 1. Review last year's service and confirm its success. 2. Introduce products and tangibleŠbut they cannot do that without our help. The customer who was very happy during the season can be easily unsold as a conse-
quence of discovering un-fulfilled expectations as they 
review the year. Customers who must rely on visual feed-back to judge the result tend to have short memories. Once they become accus-tomed to the increased quality 
or the unew look," they have 
trouble visualizing how the 
property looked before we took over. Evidence that we have fulfilled the promise must be presented. Before and after 
photos can be very effective as proof of improved color, tex-ture and density of the turf. A written opinion con-firming the improvements by an expert such as your agron-
omist could be submitted as evidence. You might document each property on video as an ongo-ing visual and verbal record of quality and efficiency. What about the bene-
fits the customer cannot see, such as an improved root system, in-
creased drought tolerance, or reduced vulnerability to insect and disease damage? Evidence of these benefits could be included in the letter from the agronomist who has actually inspected the root system, and can quote from 
actual job card records the re-
duced need for insect and dis-ease applications. A recent soil test analysis compared to the previous year's analysis is excellent evi-dence that we have delivered 
what we promised. Part of the success con-firmation process is a discus-
sion about those things which 
did not work well in the past season. If the customer expresses dissatisfaction with weed con-
trol, the sales person should be 
prepared to discuss the issue. The customer may say, "I didn't expect to have that many weeds, considering the money we paid for weed con-trol." If you, the sales person, are also disappointed in the weed 
control, admit it. Be prepared 
to explain why we did not get 
the control promised even though we correctly applied 
the material in accordance 
with the label. Show them a copy of the route card and other branch documentation as evidence that we did what we promised. If environmental condi-tions made weed control diffi-
cult, show the evidence. The dissatisfied customer can accept us as imperfect, but IF TRIUMPH CAN STOPONE OF THESE IN ITS TRACKS, IMAGINE WHAT IT CAN DOTO SOME LITTLE INSECT Compared to other in-secticides, Triumph can put the brakes to a good fifty percent or more of your callbacks. And with the cost per trip averaging around $75, that's no small savings we are talking about. It's also no great mys-tery how Triumph makes this possible. It simply controls turf insects (even not so little ones) better than anything else on the market. « they need to know we did what we promised. After a brief explanation of the problems with last year's program, we should outline to the customer how we intend to 
cure those shortcomings in 1990. This is an opportunity for the sales person to move to the second step of the renewal pro-
cess, a brief explanation of new things in 1990. Pull out your new two-color, large-property brochure and explain the benefits as listed. The first benefit is that your company specializes inŠ and understandsŠthe needs 
of large properties. Explain your flexible agronomic and horticultural programs specif-
ically tailored to the needs of large properties. Introduce, by photograph, your newly trained large-prop-erty service specialist, and the large-property delivery sys-tems available in 1990. Show the customer your growing list of satisfied large-property customers and point out their name on the list. Remember, you must have proof for everything new in 1990. After we have assisted the customer to evalu-ate past performance, and we have explained what 
services are available for him 
or her in 1990, the next step is to assist him or her in plan-ning and budgeting for the coming year. The best way to begin this phase of the renewal process is 
to ask the customer, "What are your goals for 1990? What 
would you change about our service? What would you add to our services? Do you have new and revised marketing goals for the property? Do you plan to upgrade the property? Is the property being used to 
market the services of your 
management firm? What is in the budget for the 1990s? How can we assist you in your bud-
geting process for next year?" Ask for specific budgeting information regarding land-scape services. The customer may be reluctant at first to re-
lease budget numbers, but your persistent questioning will sooner or later reveal some line item numbers helpful in putting together your pro-
posal. Some sales people believe property management budgets are private documents locked in a corporate safe only to be revealed to key people in the company. Not true. Budgets are day-to-day management tools used for of-
fensive and defensive negotia-tion. The line-item expense por-tion of the budget is always available to the resident man-
ager. They will share that por-tion with you once they are convinced it is in their best interest. The fourth step in the re-newal process is modifying and extending the existing ser-vice agreement for the next one to two years. Verbally outline the modi-fications discussed in step three and ask the customer to confirm exactly what he or she wants. Set a time and date for your return with a price and pro-posal for his or her signature. The last step of this renewal process is to gather leads and referrals from your existing customer. We have saved this for last because it is a good way to end the customer meeting. It confirms to the customer that your purpose is to gather information, not to close a sale. In relationship selling of any type, the successful sales person thrives on the strength of his or her referral base. The first step in getting a constant 
flow of referrals is to ask for them. Customers want to be help-ful, but they do not want to assume any risk to help you. Before you ask, it is important to cushion the customer and explain how you handle the re-ferral process. Explain that you treat all referrals with complete con-
fidentially unless you are spe-cifically given permission to use their name. Another reality in the refer-ral gathering activity is that you will have to ask the cus-tomer more than once for a referral. It may be necessary to di-rect the customer's thinking 
toward specific groups of pos-sible referrals. The first possibility is other properties he or she man-agesŠor other properties managed by their property management company. A second group of referrals could be from other property managers who are friends or colleagues. Ask about proper-
ties in the same geographic area including properties on 
both sides and across the street from their properties. To which management as-sociations do they belong? Do those associations welcome and encourage associate mem-
bers? When you receive a referral, write down all the information 
volunteered, then ask if you may use his or her name. We have over-simplified a complex issue in an effort to 
direct your thinking toward the customer rather than con-
centrating on closing a sale. What if the customer would not agree to an extension, and 
informs you he or she intends to put the work out for com-petitive bids in the spring? Do not be overly concerned. It is the customer's way of let-Some Things in Nature Were Meant to Have Spots. \bur Turf Just Wasn't One of Them. DYRENE* 4 turf fungicide. Effective control in the prevention of leaf spot. It keeps your turf, and your reputation, looking good. There's no better way to 
keep your turf spotless. Mobay Corporation A Bayer USA MC COMPANY DYRENE4 Bayer ^ Specialty Products Group Box 4913. Kansas City. MO 64120 ting you know that he or she will not make any commit-ment until you have demon-strated to his or her 
satisfaction that you are com-petitively priced. The objection may take several forms, but the impor-tant thing is to realize that 
this is not the time to deal with the objection, and we simply 
set it aside by asking, "Please 
allow enough time for me to submit an outline proposal based on our discussions to-day. If we cannot negotiate a fair price within your budget, you may use my proposal as a basis for your competitive bid." The large-property pro-posal and how to write it is the subject of next month's col-umn. LCI EXPAND from Page 1 When it comes to the money 
angle, business owners need to have a financial figure in mind as to how much they will lose 
before abandoning the diver-sification effort. "We need to state when we will get out," he explained. "We need to have a con-tingency plan for alternative actions." He added: "If you state that you're going to get out at $50,000 (in the red) and you're at $30,000, you have to come 
up with a plan." Another pitfall for the com-pany owner is losing the focus on the business that he or she founded. With a new diversification plan "you start losing interest in your baby" and "you can lose the whole darn thing" if you fail to keep tabs on the original enterprise, he said. Corporate identity can be lost during a diversification move, McGary cautioned. LCOs need to be aware of who they are trying to sell the new service to in order to make sure that they are targeting the 
same member of the house-hold. For example, according to McGary, 80 to 90 percent of the buying decisions for lawn 
care are made by men. A deci-sion to venture into indoor pest control may not be wise for a firm in the Northern 
states, simply because most indoor buying decisions there are made by women. The new operation has to be managed correctly, and the owner has to be-ware of new competition springing up. Setting cheaper prices is not the answer. "If you had the lowest price, would you have a 100 percent market share?" McGary pondered. The answer is no. People base their buying decisions on a number of fac-tors, and the success of the new venture will depend on See EXPAND Page 20 Fbrthe costof 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 itr-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 50<t 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. 105 on Reader Inquiry Card 9003 McGary: LCOs need to plan before branching out. EXPAND from Page 18 proper management. "All of a sudden you're not the expert anymore," and going through the "learning curve" can bring on frustra-tion, and that in turn can re-sult in additional problems. "You stop being an expert as soon as you diversify," McGary pointed out. "You want to acquire that good will" that's so important for a new business. Research 
shows that people seeking a home service make only one phone call, and that is on the recommendation of a neigh-bor, he said. Suppose you are branching into tree care: You can hire a college graduate who may know how to treat the trees, yet this person would lack the required business skills. "You might want to talk to someone (already) in the busi-ness" to get the operation off on a sound basis. The "barriers to entry" in the particular field need to be identified. "What does it cost us to get in?" Be careful not to fall into a trap with your image, McGary warned. An operation starting 
out may charge cheap rates and become known as "the 
cheap company," but there can be difficulty when the firm ACCLAIM KILLS CRABGRASS ALL SEASON LONG. februaby ^ Use ACCLAIM _T » Ł Ł jA >.T 1EC Herbicide instead of a pre. Dorit gamble that your pre will still be around to prevent crabgrass ACCLAIM j? ideal. / JULY pyiAV stalks ife^-d _ J / 1 Retain customers by I kitongcrabgrass before Acsastaft VB ^toneappS turtJtSalsoagS^fci'^W ' customer. ^»jmmg new m i ^ R^selï Special Bonus Savings gives you such flexibility in controlling crabgrass. Make ACCLAIM [ of your lawn care service today, and keep your customers satisfied. ACCLAIM: Because your turf is always on display. - ^»rrlft Klrt HR/vn PaaHar Innnlni HflpH Buy 3 gallons of ACCLAIM before March 16, and get lgallmfnee. then tries to become "the ex-pensive company." You have to see if your new service is needed. "What do 
the consumers expect?" Then you have to deter-mine how and when you will 
reach them. McGary said that he be-lieves phone soliciting will be outlawed in Ohio within the next four years. If your operation is geared toward reaching the man in 
the house to pitch lawn care, an enterprise such as a maid 
service may not be a wise move. It doesn't matter if you use the best products, either. "People are buying results." A survey indicated that 0 percent of those polled could remember a specific service product brand name, and only 0.02 percent could recall a gen-eral product used for a home service. If the expectations of the clients are not met by the new 
venture, you can lose them as customers and they will tell all 
their friends about the bad parts, McGary said. Failure can result from not understanding the competi-
tion, stretching the firm too 
thinly, or, "We didn't pay at-tention to the consumer." That means that the service being offered has to be prop-erly delivered: "I will not buy 
by price if I am a normal United States citizen." LCI Survey due on Ohio's turf market COLUMBUS, OHIOŠOhio State University researchers are conducting a survey on the Buckeye State's lawn care in-dustry. "We estimate the annual expenditures to maintain 
turfgrass in Ohio to total more 
than a billion dollars," says Dr. William Pound, OSU turfgrass specialist. "That figure covers the maintenance of golf courses, 
home and commercial lawns and athletic fields. It also in-
cludes the care of parks, ceme-teries, roadsides and sod fields," he says. "Ohio is home to several national lawn care firms. The state probably has more than 1,000 lawn care businesses and about 1,500 landscape man-agement companies." Researching Ohioans and busineses will be a 16-month project, and it includes phone calls and letters to lawn care 
and landscape firms, golf 
courses and sod farms, he 
points out. "Plus, there will be door-to-door surveys of homeowners," says Pound. The project will be under-taken with grant money from 
the Ohio Turfgrass Founda-
tion. LCI "The first year we used TURFLON, we realized a $1,200 savings on service call costs."-Tim Doppel, president Atwood Lawncare, Inc. Sterling Heights, MI Keeping a lid on expenses be-comes more and more important as your business continues to grow. Do things right, and pro-fits will rise while the cost of servicing each new customer 
falls. If that's the kind of lawn care firm you want to run, maybe it's time you moved 
up to TURFLON* herbicide. When more is less. "Even though the product costs more, I still end up saving money by using TURFLON," explains Tim Doppel. And he has three years' worth of documented results to prove it pays to broadcast spray TURFLON at about $9.50 per acre. "The first and foremost advantage of using TURFLON is its effec-tiveness. It works." Reducing callbacks and cancellations is the key. "The first year we used TURFLON, we had a 20 percent reduction in callbacks and that has held 
steady over the years," Tim 
says. "We've also seen an in-crease in customer retention in the three years we've been using TURFLON." And using TURFLON has one more advantage, Tim adds. It's 
the reason he's been able to reduce callbacks and cancel-lations: "My customers are 
happier." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-373-4DOW (4369). Move up to TURFLON ŁTrademark of The Dow Chemical Company 8006 DRUGS from Page 1 Under Arizona law, Moland had to give six weeks written notice before testing could be-gin. TLC's "zero tolerance level" program stipulates a 14-day suspension, without pay, for employees who test posi-tive or refuse to be tested. "You can't fire them. That's illegal. But I could sure make them look for other work," Moland says. Several of his employees-eight out of 24Šdid precisely that. Moland says two people who stayed on thanked him for giving them an incentive to quit smoking marijuana. However, a high-ranking TLC employee planned to leave the company rather than 
give up his habit. When Moland confronted the employee and he declined 
to enroll in a company-paid drug treatment program, Mo-land says, he fired him. Allhiser tailored a drug pol-icy for Moland, who wanted provisions for performing tests at random and after any 
accident or equipment dam-
age. If a person is injured due 
to an accident, Moland tests 
everyone working in the area. COVER STORY In California, courts have limited post-accident testing only to cases where there is a reasonable suspicion that the driver was under the influence 
of drugs, according to a recent publication from the Profes-sional Lawn Care Association 
of America. The courts do not generally favor random testing, accord-
ing to the PLCAA release, 
"Substance Abuse Policies and Testing." Moland says there was nothing random about his test; his employees knew sam-
ples would be taken the first day the company could legally 
do it. 4 4 My wife and I were first in the wee-wee line," he says, and 
they posted their results in the lunch room. (PLCAA recommends that if a company institutes a drug policy it should be applied evenly to everyone in the orga-nization.) Moland is happy with the results of his drug testing pro-gram. "All new employees possess better skill levels, more experi-ence and perform much higher 
quality work. All are at Turfscape because it is their 
desire to work in a drug-free environment," he says. "Other positives are greatly Should you attend a Mauget seminar? In a word, yes. Annual Mauget seminars attract professionals who are concerned about protecting the environment and keeping trees healthy Mauget seminars present another dimension to tree care. Micro-injection of materials into the tree's sap stream is an environmentally sound practice. Because it's a closed system, no spraying is needed, and there's no drift. Over 20 years of research by leading university scientists and field trials by well-known tree care 
companies have proven the benefits of Mauget micro-injection. Seminar topics include micro-injection of insecticides 
and fungicides, correcting nutritional deficiencies, 
wounding, insect and disease control, increasing survival rate of transplanted trees, and reducing stress. Special emphasis is placed on marketing Mauget micro-injection products to homeowners. Be prepared to step into the 1990s. Sign up for a 
Mauget seminar today. It's an opportunity that can totally change the way you care for trees. Seminars are open to all Green Industry firms. Dates, cities, and distributor marketing areas are listed on the right. Contact your nearest distributor for more information about an upcoming Mauget seminar in your area. aaVeirms J. J. Mauget Company 2810 N. Figueroa Street Los Angeles, CA 90065 D.H.D. Systems Inc. New Berlin. Wl (414)784-3556 Wisconsin January 28, Milwaukee. Wl Enfield's Tree Service Elkorn. NE 1-800-747-TREE (402) 289-3248 ND. Eastern SD. NE. KS. MN. 
Western OK. Western MO. IA February 1, Denver, CO February 16. Elkhorn, NE 
March 2, Kansas City. MO 
March 16, St. Paul. MN April 6. Fargo, ND Warne Chemical Co. 2680 Commerce Road Rapid City. SD 57702 (605) 342-7644 1-800-658-5457 Western SD. WY February 21, Rapid City, SD February 22, Casper, WY Tree Inject Systems Clarence Center. NY (716) 741-3313 New England. NY. PA. DE 
February 7, State College, PA February 27, Arnold Arboretum, MA March 7. Newark. DE Guardian Tree Experts Rockville. MD (301)881-8850 Maryland. Virginia. DC February 21, Gaithersburg, MD Tree Injection Products 617 Deer y Street Knoxville. TN 37917 (615)522-0533 KY. TN. No. AL. No. MS February 24, Chattanooga, TN March 3, Birmingham. AL 
Marchio, Florence. KY March 23. Kingsport, TN 
March 24. Ashland. KY 
March 31. Nashville. TN April 7. Huntsville, AL 
April 13, Vicksburg, MS April 14. Memphis. TN April 21, Gatlinburg. TN April 28. Frankfort, KY Michigan Injection Systems Grand Rapids. Ml 1-800-423-3789 (Ml only) (616)364-4558 Michigan February 26, Detroit. Ml Forrest Lytle & Sons Cincinnati. OH (513) 521-1464 SWOhio February 27, Cincinnati, OH Mid Western Tree Experts 
Indianapolis. IN (317) 291-0350 Indiana 
February 28, Indianapolis, IN Farm & Forest Research Ltd 1476 Wallace Road. Box 295 Oakville, Ont.. Can L6J 5A2 (416) 827-1134 
Ontario March 12, Toronto. Ont., Can. March 13, London, Ont., Can. March 15, Ottawa, Ont., Can. Lanphear Supply Division 1884 Green Road Cleveland. OH 44121 (216)381-1704 1 -800-332-TREE Ohio. West VA March 13, Toledo. OH March 14, Cleveland, OH 
March 16, Columbus, OH Pruett Tree Service Lake Oswego. OR 1-800-635-4294 (503) 635-3916 Washington. Oregon March 16, Portland. OR Arbortech Inc. Clayton. MO (314)576-6020 St. Louis Area Arbo Service Inc. Dartmouth, Nova Scotia Canada (819)372-1111 Maritimes. Nova Scotia Artistic Arborist Inc. Phoenix. AZ 1-800-843-8733 (602) 263-8889 Arizona. Nevada Cole Tree Service Albuquerque. NM (505) 877-9200 New Mexico Gem Spraying Service Jerome. ID (208) 733-7206 Idaho Harrod's Tree Service Fort Worth. TX (817) 246-9730 Northern Texas Liqui-Green Lawn & Tree Care Peoria. IL 1-800-747-5211 (309) 243-5211 Illinois Micro Injections Inc. Tampa, FL (813)961-1060 Central 8i South Florida Poulson Tree Service Billings, MT (406) 259-5109 Montana Prot. Tree Care 8i Injection Winter Park, FL (305)647-3335 Central 8i South Florida R.C. Humphreys St. Francisville, LA (504)635-4507 Louisiana. So. Mississippi Scientitic Tree Care Panama City FL (904) 763-5049 North FL. South GA&AL Target Chemical Co. Cerritos. CA (213) 865-9541 Calitornia The Tree Doctor Inc. Hendersonville, NC (704) 891-TREE NC, SC. No. Georgia Tree Clinic Austin, TX (512) 454-1411 Eastern Texas Tree Lawn Inc. El Paso, TX 
(915)581-5455 
West Texas Trees ot Hawaii Inc. Ewa Beach, HI (808)682-5771 Hawaii Utah Spray Service Sandy, UT (801)566-5773 Utah reduced turnover, no acci-dents, no in-house thefts, no excessive damage to equip-ment, lower tardiness and ab-
senteeism, andŠmost of allŠ the highest possible morale anyone in our industry could 
expect," Moland reports. "The quality of people that want a drug-free environment you wouldn't believe," he says. "Drug-free people in all walks of life are more productive 
than users.,, He admits, though, that it's harder to recruit employees. When he ran a help-wanted ad mentioning that applicants must take drug tests, Moland received only 
three responses. He had got-
ten 75 responses to similar ads in the past. Moland is so emphatic about his new policy that he had company t-shirts printed with the slogan, "100 percent drug-free." He's also brought drug test-ing into his advertising, posing the question: Can your land-scaper pass this test? A logo on the company uni-forms boasts that the firm is 100 percent drug-free. Although he feels his drug-free policy gives him a compet-itive edge, Moland says it's an advantage he'd be happy to lose. "Our industry is eaten up," Moland says, and he'd like to see others follow his 
lead. LCI C-Lawn changes reported COLUMBUS, OHIO Recently announced per-sonnel changes at Chem-Lawn Services Corp. include the appointment of Jay Romans to director of training, management and staffing. Prior to joining Chem-Lawn, Romans held the position of supervisor of organizational develop-ment with Amoco, Chicago, m In addition, ChemLawn promoted Tonie Feil to di-rector of quality improve-
ment and operations planning and development; and Jeff Mains to manager, 
budget and financial analy-sis. Dan Bickley joins the Franchise Division as an area manager. He brings nearly 10 years of experience in franchise supervising and directing to ChemLawn from Rax Res-taurants and Utah Food Services. LCI Have a SPILL? Call Chemtrec 1-800-424-9300 "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, vou 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 hard-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-
373-2DOW(2369). Move up to TURFLON 'Trademark of The Dow Chemical Company Circle No. 107 on Reader Inquiry Card 9002 TODAY'S TURF Products on market to battle warm-season weeds BY W.M. LEWIS Several preemergence herbicides are available for use on centipede-grass and St. Augustinegrass to control summer annual weedy grasses. These herbicides must be applied before germination of the weed seed. Preemergence herbicides provide several weeks of re-sidual control in the soil and will kill the weeds as they ger-minate. The ideal time to apply pre-emergence herbicides for 
crabgrass control is by the time the dogwoods are in full 
bloom. Adequate soil moisture prior to, and following, appli-cation is necessary to insure 
success of preemergence herb-icides. Unless rain falls soon after application, irrigation should 
be applied. For improved control of goosegrass, benefin and 
oryzalin, oryzalin, napropamide or pendimeth-alin should be selected. Extended crabgrass control and improved goosegrass con-
trol is frequently obtained with split applicationsŠthe second application being eight weeks after the first. In this case the minimum label rate, or one-half of the maximum label rate, is usually applied at each application 
date. For specific rate sugges-tions check the herbicide la-bel. Herbicides that, according to their labels, provide pre-
emergence sandbur control in-
clude XL, Surflan and Dev-rinol. Atrazine and simazine have both preemergence and 
postemergence activity against a broad spectrum of winter annual broadleaf weeds and annual bluegrass. October to early January treatments provide good to ex-
cellent control of annual blue-grass, chickweed, henbit, hop clover, corn speedwell, par-sley-piert, spurweed and other 
winter annual broadleaf 
weeds. Emerged annual bluegrass Table 1. Preemergence herbicides labeled for use In centipedegrass and St. Augustinegrass. Application rates lb active/acre Common name Examples of Trade Names Atrazine Benefin Benefin + Oryzalin Benefin -I- Trifluralin 
Bensulide DCPA Napropamide Oryzalin Oxadiazon* Pendimethalin Simazine AAtrex, Purge, Bonus S 1-2 Balan, others 3 XL, others 3 Team, others 3 Betasan, Bensumec, Lescosan 10-12.5 Pre-San, others Dacthal, others 10.5 
Devrinol 2 
Surflan 3 Ronstar G 3 Halts, Pre-M 60DG 1.5-3 Southern Weegrass Control, Weedgrass Control 60WDG Princep 1 - 2 12 3 'For use only on St. Augustinegrass. and chickweed can usually be controlled with post-emergence applications. Atrazine and simazine will not provide seasonal control of 
crabgrass when applied pre-
emergence in the spring. Certain herbicides are available on fertilizer carriers for preemergence control of broadleaf and grassy weeds. These granular homeowner formulations must be applied with a calibrated spreader to insure even application. Herbicides for post-emergence control of broad-leaf weeds are atrazine, bentazon, dicamla, imazaquin and mecoprop (MCPP) and chlorflurenol. Actively growing and dor-mant centipedegrass and St. Augustinegrass have excellent 
tolerance to atrazine. Postemergence broadleaf control is possible with atrazine applied as a spray at a rate of two pounds active per acre. Since centipedegrass has limited tolerance to 2,4-D, care must be taken when ap-plying this herbicide. About the Author Dr. W.M. Lewis is a professor in the crop science department at North Carolina State University. Secret It's here. Your secret weapon against the destructive insect pests that threaten your entire course. Introducing CHIPCO* SEVIMOL* brand carbaryl insecticide. CHIPCO* SEVIMOL* is a special formulation of SEVIN* brand carbaryl insecticide 
that offers proven control of your most damaging turf, 
ornamental and tree pests: including white grubs, sod webworms, chinch bugs, bluegrass billbugs, cut-worms, and more than two dozen other insects. CHIPCO® SEVIMOL* gives you the added advantages of improved handling and superior 
formulation characteristics. Plus, a unique attrac-
tant system effective against selected insect species. And, as effective as CHIPCO* SEVIMOL* brand is on turf pests, it's equally reliable against 86 insects known to attack a wide variety of trees Certain two-way and three-way combination products containing 2,4-D may be used in centipedegrass and St. Au-gustinegrass for broadleaf control at half-rate with a second application 10 to 20 days later. However, carefully read the labels for use suggestions and precautions. Dicamba may be used in es-tablished stands. However, low rates should be used and careful applica-
tion is required. To achieve the control de-sired it may be necessary to apply dicamba at very low rates and repeat in one to two weeks. Dicamba must be kept away from the rooting zone of ornamental species, since it 
can be absorbed through the roots. Mecoprop (MCPP) and chlorflurenol is labeled to con-trol many broadleaf weeds in centipedegrass and St. Au-gustinegrass. When applying these her-bicides as a spray, prevent 
drift to the foliage of desired ornamentals in the landscape. Postemergence control of 
annual weedy grasses in centipedegrass may be achieved with sethoxydim (Poast). Add a nonphytotoxic oil Table 2 Postemergence herbicides labeled for use In centipedegrass and St. Augustinegrass. Examples of Application rates Common name Trade Names lb active/acre Asulam* Asulox Atrazine AAtrex, Purge 1-2 Bentazon Basagran 1 -2 Dicamba Banvel 0.125-0.25 Imazaquin Image 0.25 - 0.5 Mecoprop (MCPP) + Weed-B-Gon for See label Chlorflurenol Southern Grasses Sethoxydim** Poast 0.28 2,4-D + MCPP Weed-B-Gon Lawn See label Weed Killer 2,4-D + MCPP + Triamine See label dichlorprop MCPA + MCPP + Triamine II See label dichlorprop MCPP + 2,4-D + Dicamba Southern Trimec See label 'For use only on St Augustinegrass "For use only on Centipedegrass The use of Trade names in this article does not imply endorsement ot the products named nor criticism of ones not mentioned concentrate to the spray solu-tion as directed by the label. Established centipedegrass can be treated with sethoxy-dim three or more weeks after spring green-up. Newly planted cen-tipedegrass should have three inches of new stolon growth prior to sethoxydim treat-ment. Sethoxydim is effective on large and smooth crabgrass, goosegrass, sandbur, dallis-grass and other weedy grasses. Repeat applications, four weeks apart, may be used to suppress bahiagrass growing 
in centipede. Sethoxydim will not control sedges nor broad-
leaf weeds. In St. Augustinegrass, Asulox applied postemergence will control large and smooth crabgrass, goosegras and sand-bur. Do not add a surfactant. Do not mow immediately before application because maximum leaf area favors absorption of the herbicide. - * -h m and ornamentals. Plus, CHIPCO* SEV1MOL* is one of the most environmentally favorable insecticides you can buy. In fact, other formulations containing SEVIN* brand carbaryl are used to control pests on poultry, pets and even some species of game birds. CHIPCO* SEVIMOL? brand carbaryl insecticide. Your secret weapon against your most damaging insect pests. Make it a part of your arsenal by calling your turfcare supplier today. Chipco Sevimol JL ^Š Brand Carbaryl Insecticide RHONE-POULENC As with any crop protection chemical, always read and follow instructions on the label. CHIPCO and SEVIMOL arc registered trademarks of Rhone-fbulenc. C 1990 Rhone-Fbulenc Ag Company SEVIN is the registered trademark of Rhone-lbulenc for carbaryl insecticide. Yellow nutsedge may be controlled with repeat postemergence applica-tions of bentazon (Basagran). Do not mow three to five days before, or after, applica-
tion. Purple and yellow nutsedge may be controlled with imaza-quin (Image) with a surfactant applied in mid-summer. Do not add MSMA to imazaquin because both grasses are very sensitive. Imazaquin may be used in dormant centipedegrass and St. Augustinegrass to control wild garlic and chickweed, henbit, and parsley-piert. Do not apply just prior to, or during, spring greenup of these grasses. Sandbur may be controlled with Image applied in the summer. Postemergence control of Florida Betony is indicated on the label of mecoprop (MCPP) and chlorfluernol and atrazine (Purge). Do not apply pre-emergence herbicides 
before, or immediately after, seeding centipedegrass. The use of preemergence herbicide applications must be delayed until the second grow-ing season. Once the new seedlings have grown three inches, postemergence applications of sethoxydim may be used for annual weedy grass control. In sprigged, sodded or plug-ged centipedegrass, atrazine may be used immediately after planting. This will provide good to excellent broadleaf 
weed control and some annual grass control. Tests have indicated that sprigged or sodded cen-
tipedegrass has good tolerance 
to oxadiazon applied over-the-
top. Other preemergence her-
bicides will inhibit root forma-tion. LCI Questions about Pesticides? Call 1-800-858-7378 National Pesticide Telecommunications Network Funds still sought for industry research foundation Officials of the Profes-sional Lawn care Asso-ciation of America Education and Research Foundation report a positive flow of donations to help fi-nance the non-profit organiza-tion. They point out, though, that additional contributions are still being sought. A fundraiser at the PLCAA convention in Las Vegas was a great success, says Dr. Barry Troutman, foundation trea-surer. "The current figures show that we received commit-ments from 55 individuals 
and companies," Troutman says. LAWN CARE INDUSTRY is Troutman: More money sought. contributing up to $50,000 
over a three-year period on a matching basis. Troutman reports that an-nual commitments total 
$46,037, which means the three-year total is $138,111. The foundation is involved in efforts to promote lawn care 
and improve the turfgrass in-
dustry through additional re-search and education. Corporate contributors in-clude: Philip Gardner of LESCO, Inc., Rocky River, Ohio; William Culpepper of DowElanco and Co., Indi-anapolis, Ind.; Joseph Winland of Tru Green Corpo-ration, Alpharetta, Ga.; Ed Coia of Lawnmark, Hudson, Ohio; Russell Frith of Lawn 
Doctor, Inc., Matawan, N.J.; David Duncan of Monsanto, St. Louis, Mo.; Neal DeAngelo of Lawn Specialties, Hazelton, Pa.; Dennis Linnell of Lawn-
Life Corp., Salt Lake City, Utah; Patrick Norton of Bare-foot Grass Lawn Service, Inc., 
Worthington, Ohio; Frank Reynolds of Reynolds Lawn 
Care, Inc., North Branford, 
Conn.; Mike Spicer of Perma-Green Lawn Care Co., Boise, Golf course superintendents and lawn-and-landscape managers depend on Bensumec v 4 LF because it's the one pre-emerge that they can trust to get poa annua, crabgrass and other grassy weeds. Spontaneous emulsification assures easy mixing with any Trimec* Complex; Ferromecr AC Liquid Iron; Embark" Plant Growth Regulator; and high-nitrogen liquid fertilizers. A pre and post tank mix that let's you eliminate early-season weather delays You can spray a tank mix of Bensumec 4 LF and Super Trimec" Herbicide whenever the temperature is above 40 degrees, and be absolutely confident of broadleaf and grassy weed control. Bensumec 4 LF is the ideal pre-emergence herbicide for tank mixing with Super Trimec. Together they give you a double barrel shot that you can fire once Š early in the spring Š and know for sure that you're going to control the over-wintering broadleaf annuals and the other 
toughies like poa, crabgrass, goosegrass, plus henbit, lambsquarter, redroot pigweed, and shepherdspurse. Just think what it can mean to your entire spring program to get this important weed control program out of the way Š in one shot Š early in the season Š at a time when you might not have any other 
constructive things to do. But don't try this early-season treatment with any pre-emerge other than Bensumec 4 LF. Bensumec 4 LF is PBI/Gordon's unique formulation of the one-and-only Betasan\ which has been the overwhelming choice of prestigious country clubs and professional landscape managers for over 20 years. The LF formulation greatly improves spray-tank compatibility with Trimec Herbicide, Embark® Plant Growth Regulator, and liquid fertilizers. Spontaneous emulsification assures easy mixing with water to provide a uniform mixture of Bensumec 4 LF, and thus eliminates problems of spray-tank layering Š even in those systems with limited agitation. And all of this is accomplished without losing any wettability or soil penetration that is so vital to the success of controlling grassy weeds. Any questions? Call PBI/Gordon toll-free Š 1-800-821-7925. THE PREMIER PRE-EMERGE FROM THE TRIMEC® PEOPLE G pbl/GQRclon conpoRation 1217 West 12th Street PO. Box 4090 Kansas City, MO. B4101 Bensumec " is a trademark of PBI Gordon Corporation TrimecV Embark* and Ferromec* are registered trademarks of PBI Gordon Corporation Betasan* is a registered trademark of ICI Americas BENSUMEC 4 LF C/1990. PBI Gordon Corporation PBI/GORDON S UNIQUE FORMULATION OF BETASAN HERBICIDE Idaho; Ed Wandtke of AGMA, Inc., Blacklick, Ohio; Warren 
Shafer of Tyler Enterprises, Inc., Elwood, 111.; Ed McGuire of The Lawn Co., Inc., South Dennis, Mass.; Jerome Faulring of HydroLawn, Inc., 
Gaithersburg, Md.; Joe 
Williams of Lawn Master, Inc., Pensacola, Fla.; Charles McGinty of McGinty Bros., Inc., Long Grove, 111.; John 
McLeod of Ciba-Geigy Corpo-ration, Greensboro, N.C.; Paul 
Bizon of Pro-Grass, Inc., 
Wilsonville, Ore.; Don Piper of Lawn America, Tulsa, Okla.; Dale Amstutz of Northern Lawns, Inc., Omaha, Neb.; and LAWN CARE INDUSTRY. Individual contributors in-clude: Timothy Doppel of Atwood Lawn Care, Inc., Sterling Heights, Mich.; David Sek of 
Monroe Tree & Lawntender, 
Rochester, N.Y.; Vern Bush-
lack of Country Green, Inc., Rochester, Minn.; Robert Dahlin of Green Baron, Inc., 
Yakima, Wash.; Joel Caplin of 
the Green Machine, Inc., Bloomfield, Conn.; Paul Schnare of Accu-Grow, Cape Girardeau, Mo.; Ed and Carol 
Coia of Lawnmark, Kent, Ohio; Marty Erbaugh of Er-baugh Corp./dba Lawnmark, Hudson, Ohio; Michael Kra-vitsky of Grasshopper Lawn, Inc., Edwardville, Pa.; Bill Zingy of Kern Turf Supply, Inc., Bakersfield, Calif.; Robert Parmley of Barefoot 
Grass Lawn Service, Inc., Lin-denhurst, 111.; John Robinson of Green Drop, Calgary, Al-berta, Canada; Richard Lehr of Sirote & Permutt, P.C., Bir-mingham, Ala.; Jim Wingo of Jim's Landscape, Inc., Or-lando, Fla.; Mike Spicer of Perma Green Lawn Co., Me-
ridian, Idaho; Paul Moore of Lawn Green, Inc., Las Vegas, 
Nev.; John Wright of Wright 
Lawn Spray Service Ltd., 
Bloomingdale, Ontario, Can-
ada; Don Piper of Lawn Amer-ica, Tulsa, Okla.; Chris Senske of Senske Lawn and Tree Care, Kennewick, Wash.; Russ and Margret Frith of 
Lawn Doctor, Matawan, N.J.; 
Ruth Ysursa-Gibson of 
Perma-Green, Boise, Idaho.; 
Steve Bizon of Bizon Land-scape Maintenance, Wilson-ville, Ore.; Gary Clayton of Perma-Green, Boise, Idaho; Ed Neufer of Safety Equip-ment & Supply Co., Ft. Wayne, Ind.; Douglas Adams 
of Yourland Protective Apps., Montrose, N.Y.; Maureen 
Mertz of Lawn & Landscape 
Maintenance, Novi, Mich.; James Wilkinson of James F. Wilkinson & Assoc., N. King-stown, R.I.; Dick Ficco of Partners Quality Lawn Ser-vice, South Easton, Mass.; Joe Williams of Lawn Master, Inc., Pensacola, Fla.; Anthony Raffael of Lawn Management, Inc., Venetia, Pa.; and David White of CoRon Corporation, Souderton, Pa. LCI There are situations when this product will be well worth the extra cost, and there are situations when it will not. Knowing the difference is an important part of good management. COOL from Page 7 the fine fescues and close-mowed creeping bentgrass. Another of its advantages is its activity on prostrate spurge. Repeat applications are generally required to control this late-germinating broad-leaf, but DCPA will generally provide good control where benefin and bensulide will not. Its biggest drawback is cost. On a per-acre basis, this mate-rial will generally be signifi-cantly higher than many of the others. Its residual activity is usu-ally longer than benefin, but shorter that bensulide, and re-peat applications will be re-quired under some conditions. There are situations when this product will be well worth 
the extra cost, and there will 
be situations when it will not. Knowing the difference is an important part of good management. Dithiopyr Dithiopyr is a new material that will be marketed on a lim-ited basis in selected states in the coming year under the trade name Dimension. It has been widely tested at universities around the coun-try for the last several years under the experimental num-
ber MON 15100. Tests at Iowa State Univer-sity have shown this product to be an excellent pre-emergence crabgrass control 
with a long residual activity. It stands apart from most of the other products in table 1 in 
that it also provides post-emergence activity. All of the other materials, except Quinclorac, have either no postemergence activity, or very limited post activity in 
the first few days after weed germination. Although reports on post activity with dithiopyr are somewhat mixed, it is clear 
that good post control can be 
expected up to the first tiller stage of crabgrass, and per-haps at more advanced stages of development under some conditions. This product fits an impor-tant place in the market for 
the treatment of lawns where crabgrass has begun to germi-nate, but germination is not complete. Also, because of its long residual activity, it 
should compete well with the others as a preemergence 
product. As with any new product, it will have to prove itself in the marketplace. Isoxaben Isoxaben is a new product that is being marketed under 
the trade name Gallery. This product is being mar-keted primarily as a pre-emergence control for spurge and oxalis, and is capable of controlling more than 40 other 
broadleaf weeds preemer-gently. It will also control knot-weed if it is applied in the fall or in very early spring before germination. Isoxaben's activity on an-nual grasses is limited and it would have to be applied in 
conjunction with one of the 
other products if both annual grasses and broadleaves are a problem. As with the Dimension, it will have to prove itself in the marketplace. But where broadleaves are a source of late-season callbacks, it could play an important role. Oxadiazon Oxadiazon has been avail-able for many years, but it has not been widely used on cool-season lawns. Its primary disadvantages have been high cost and some risk of turf thinning at high 
rates. It does have two distinct advantages over many of the 
other preemergence herb-icides, however. It has a very 
long residual activity and is 
one of the best controls for goosegrass. These characteristics give it a distinct place in the north-
ern lawn care market, particu-larly in the southern parts of the region where goosegrass can be a serious problem. Pendimethalin Pendimethalin is a relative newcomer, although it has been around long enough to clearly be established as one of 
the primary preemergence 
weed controls in the northern turf market. It has good residual activity on crabgrass, it has reasonably good activity against prostrate spurgeŠif applied at high 
enough rates and carefully 
timedŠand its cost is quite 
competitive. It presents more risk to the turf than* E^CPA if it is misapplied "(fr accidentally overlapped, but its record for safety when used according to the label has been well-
established. Pendimethalin is a member See COOL Page 33 Get Weeds Before They Get Your Lawn With Fertilizer+ L15% TEAM From UAP Special Products TEAM on fertilizer provides quick green-up and effective preemergence control of crabgrass, foxtail, goose-grass, Poa Annua, and other annual weeds. TEAM on fertilizer gives 16-20 weeks of control with split applica-tions. This long residual preemergence control saves extra applications, labor and time. For more information on Fertilizer +1.15% TEAM or our new Early Order Booking Program, contact your UAP Special Products sales representative at 1-800-833-4UAP 1035 East Dodge Street Fremont NE 68025,1-800-833-4UAP TEAM is a registered trademark of Elanco Products Company. BUSINESS SENSE I I i Approach neighbors to find new clients BY RUDD MCGARY For all growth-oriented companies, the big ques-tion remains the same: "How do we find new custom-ers?" If the retention pattern is good, growth will occur quickly as new customers are attracted. The problem remains that almost all the other lawn care companies know the same 
areas, send out the same look-ing literature and offer just about the same prices. Who, then, should you look at in terms of determining 
where your efforts and money will be best spent finding the new customer? There are several answers to this questionŠall of them requiring some workŠbut ac-tually it can be fairly simple to do: * 1. Look for customers who have canceled. Every company has cancelsŠyou can't please all your customers every time. If the cancel occurred more than one year ago, you should 
be able to re-call them and see if the problem has been solved within the organization. All the good companies work very hard to save cancels 
when the complaint comes in, 
but still there are times when the moment makes it impossi-
ble for the cancel to be saved. If the problem wasn't a drastic oneŠand you should always record why you got the cancelŠthen there is a good chance that you can go after that person again, particularly if you have made improve-ments in the problem areas. 2. Look for those who turned down your service the last time you offered it. Unless you close 100 percent of the time, you will have a list of people who were at least inter-ested enough to have called you. There are a wide variety of reasons why they may have said noŠincluding timing, pricing, or simply that they were approached in the wrong manner. It may have been that the person selling to them wasn't very good at it, or that the re-sponse to the buyer's request About the Author Dr. Rudd McGary is a senior partner with All Green Management Associates in Columbus, Ohio. for a measure wasn't fast enough. As with the cancels, you must track the reasons why people aren't buying. If you do this you will prob-ably have the information you need to try to re-attract these people. Remember that at least they were interested enough the first time to let you 
come to their homes. This group can be a strong area to find new customers if you do some homework and are able to re-present yourself well this time. 3. The two main points above are starts to finding the new customer, but the best possible place to find a new customer is the household next to your current customer. (Throughout this column, the assumption is made that 
the company has done a good job. If this is lacking, most of this material is moot anyway.) Given the status of the lawn of your current customer and 
the potential referral that you have, the growth company is going to concentrate on areas 
where they are already selling and operating: A. Make sure you work on referrals from customers. If you are going to ask them for letters of recommendation, be sure that you also offer to type 
the letters so that all they'll have to do is sign them. You might also see if they will let you tape them, either 
on audio or video, and use that as your referral. Either way, you must ap-proach your current custom-ers to get them to give you recommendation letters. Some will come in anyway, but these are highly unpredict-able. B. Use personal sales for these "next door neighbor" calls, not the telephone. These types of sales go much more efficiently if there is a person who is face-to-face with the 
potential buyer. The potential buyer may have seen you on the neigh-bor's lawn during the past sea-son, and this will help. At least 
they are aware that some com-pany is doing the service. By being there in person you are making a statement about how you will treat them. By using the phone you are 
also making a statement. © 1988 The ( >.M. Scott & Sons Company * « * I » i t v» <* M V % As youcans quite afin % * 4 ft Ł By the square inch, nobody gives you more for inch for more complete, uniform coverage. And your money than O.M. Scott. Ł the more even release of pendimethalin means That's because the particles of Scotts fertilizer- even more consistent control and fewer appli-based pendimethalin are much finer, more con- cation breaks, sistently sized than typical competitive products. Our own greenhouse and field testing, as well So you get a higher particle count per square as independent university tests and five years of w %| Which one would you want to hear if you were a customer? C. Make sure you clover-leaf. Take two houses on either side and three across the street 
as your basic pattern. This is 
the group of people most likely 
to have seen your truck the 
past year and the one which is the most likely to buy because 
of a referral. If the lawn looked good last yearŠand it would have been a good idea to take a picture of it to remind next door neigh-bors how good that wasŠthen 
you have an excellent selling tool to use with them. The cloverleaf pattern is the strongest you can use, and you can extend it up and down the street. Next door neigh-
bors are the most likely to be persuaded, and the cloverleaf includes all of the "next door" people. D. Don't expect the current neighborhood customer to go out and sell for you. If you ask for referrals in letters you send out, almost nothing will hap-pen. You must take an active role in this type of selling or your referral program simply won't work. Some companies believe that by sending out a referral letter they will be rewarded by an onslaught of new customers brought in by the current ones. This sort of thinking leads to bankruptcy. You must seek out the re-ferral, ask for a recommenda-tion, and then go next door. Hoping that someone else will do the work for you won't last very long. You can find customers if you look. It is always best to find them in places that are 
known to you. If they have canceled, per-haps they can be resold. If they 
said no the first time, this may be a better time to approach them. Most importantly, if they live next to a satisfied cus-tomer of yours, then there is a good chance you can make them a satisfied customer. LCI Donation: LESCO Vice Chairman Robert Burkhardt presents MITF President Frank Dobie with a check representing redemption of Certified Blue Tags through Turf-Seed, Inc.'s promotion program. * « T Š t, W « e, we make product » V i practical, real life application confirm that pendi- a pre-emergent control program for your turf, methalin is unsurpassed for the number of weeds 1 We think it's time you started eryoying the it controls, the level of control and the duration finer things in life. Pendimethalin contact your Scott's Tech Rep for help designing Plus Fertilizer .Circle No. 122 on Reader Inquiry Card v of control. * t Call 1-800-543-0006 for more information. Or LESCO funds research ROCKY RIVER, OHIO LESCO, Inc. recently pre-sented a check to the Musser International Turfgrass Foun-dation, a non-profit organiza-tion dedicated to supporting education and research in 
turfgrass development and management. The check represents LESCO's redemption of Cer-tified Blue Tags through Turf-Seed, Inc.'s Blue Tag Promo-tion Program. Turf-Seed offers the Blue Tag Redemption to their cus-
tomers at 60 cents a tag to pro-mote the use of the company's 
Oregon Certified Turfgrasss Varieties and, in turn, to sup-
port turfgrass research pro-jects. The Musser International Turfgrass Foundation was created to honor and continue the work of Prof. H. Burton Musser, a pioneer in turfgrass 
research. Musser's efforts led to the development of numer-ous improved turfgrass vari-eties. The MITF funds the fur-ther development of turfgrass research and education by es-tablishing fellowships for out-standing turfgrass science graduate students working to-ward their doctorate degrees. The MITF has funded basic turfgrass research at uni-versities in every region of the 
country, including Ohio State, Cornell University, Penn State, Michigan State, the University of Maryland, 
Texas A&M, the University of Nebraska and the University of Arizona. Grants from the MITF help researchers work toward de-veloping drought-resistant and lower-maintenance turfgrasses. The goal of this research is to preserve and improve the 
quality of all turfgrasses, from golf courses to athletic fields to home lawns. LESCO, a national supplier of seed, fertilizer, plant protec-tion products, equipment and supplies to the green industry, continues to support the MITF. LCI NEW PRODUCTS Meter has rubber mount for mobile spray rigs Scienco has added an elec-tronic flow meter featuring rubber shock mounting to in-sulate it from bumps on the road. Its stainless steel and ryton plastic internal construction resist corrosion, making it 
suitable for use with lawn care chemicals, according to the Memphis manufacturer. The SEM-20B meter has an electronic sensor with a flow range of 1 to 20 gallons per minute. It runs on standard AA batteries, and stores cumulative flow data in per-manent memory while current totals are reset. LCI Circle No. 134 on service card. Ł WASH Precision labs develops eye wash station Precision Laboratories, Inc., 
headquartered in Northbrook, 111., has developed an eye, face or body flushing station for emergency use. Sixteen-ounce or 32-ounce bottles of saline solution pull out of the wall-mounted sta-tion immediately in the event 
of a mishap with acid or caustic chemicals. The station includes a ster-ile, isotonic, buffered saline 
solution and wall-mounted backplate. The bottles included in the Precision kit have tamper evi-dent, twist-off caps and are 
dated. LCI Circle No. 135 on service card. Chemical storage shed prevents spills, leaks A Red Bank, N.J., firm has in-troduced a line of prefabri-
cated steel sheds designed for storing hazardous materials. The sheds will comply with government requirements for secondary containment struc-tures, according to the com-
pany, X. S. Smith. 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. USA Rubigan® Š (fenarimol. Elanco) Only Rubigan spans the patch disease spectrum. Circle No. 109 on Reader Inquiry Card The ready-to-use units have 10 and 12-gauge steel walls. Floors are epoxy-coated, fire-resistant fiberglass, with a 6-inch sump for spill con-tainment. Standard models come in lengths of 6 feet or 10 feet 6 inches. Both are 6 feet 4 inches wide, and 8 feet 4 inches tall. Holding capacities are from 4,000 to 7,500 pounds. LCI 
Circle No. 136 on service card. Solo's new sprayers feature longer tubes Solo, Inc., has introduced new one and two-gallon sprayers for home and commercial use. These two models, to be manufactured in Newport News, Va., and Sindelfingen, West Germany, feature a longer tube, easier and larger 
fill cap and a lightweight, du-rable tank body, according to Solo. The high density, blow-molded polyethylene tank re-
sists corrosion and damage from ultra-violet rays, the company says. The new 456 series line of sprayers also has a profes-
sional-quality pressure relief shut-off valve with parts com-patible with other Solo sprayers. LCI Circle No. 137 on service card. Dickey-john meter controls applications Preselected application rates can be maintainedŠeven at varying ground speedsŠwith the new CCS100 Custom Con-
trol System from Dickey-john Corp., Auburn. 111. A large digital display indi-cates pressure and gallons per acre (or gallons per 1,000 square feet), and rates may be 
changed. An alarm warns of inaccurate application. LCI Circle No. 138 on service card. LAWN CARE INDUSTRY FEBRUARY 1990 WÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊÊHÊÊÊKÊÊÊKÊHÊMÊÊÊUXRË COOL from Page 29 of a group of compounds known as the dinitroanilines. This group also includes bene-fin, prodiamine and tri-fluralin. The dinitroanilines are known for their bright yellow color. Staining may prove to be an inconvenience with all of these products. Staining is a minor disad-vantage, however, and pen-dimethalin is widely used by lawn care specialists in the North. Prodiamine Prodiamine is another ex-perimental product. It will likely be released on the mar-ket soon under the trade name Baracade. It is another of the din-itroanilines, similar to pen-dimethalin. Initial experimental results from the laboratory indicate that it may have a little more risk to Kentucky bluegrass as-sociated with it than pen-dimethalin. However, field trials indi-cate that it is safe if used as 
directed. As with any new 
product, it should be carefully 
tested with currently used products before it is adapted into the lawn care program. Trifluralin/benefin This combination of two dinitroaniline herbicides is marketed under the trade name Team. It is a relatively new mate-rial and has been widely used on cool-season grasses for three seasons. The combined product has a longer residual activity and 
controls a broader spectrum of 
weed species than benefin alone. Team is effective and rela-tively inexpensive and it has 
been readily accepted by the turf industry. There have been some reports of turf damage with this product, but it has 
been used successfully in most regions. As was the case with the prodiamine or with any new 
product, it should first be tested side-by-side with the standard materials. Siduron Siduron is unique among the products listed in that it can be used when seeding cool-season grasses. All of the other materials will kill the germinating cool-season grasses as well as the 
germinating weeds. They can 
be used only on cool-season grasses after they have emer-
ged. Siduron will selectively al-low cool-season grasses to emerge while controlling many of the competing weeds. This material is generally not competitive with the oth-ers for standard preemergence 
weed control, but at the time of seeding there is no sub-stitute for it. Quinclorac Quinclorac is still experi-mental, but research results with this material have been quite encouraging at most lo-
cations and it will likely reach 
the market in the near future. It has appeared the last few years in many state research trials as BAS 514. It has some 
preemergence activity, but its best selling point is its 
postemergence activity on crabgrass. This will be an interesting material to watch the next 
few years and should readily 
find a place in the turf mar-ket. Summary Each of the products listed above have many other char-acteristics that the lawn care professional will want to be-come familiar with. The best source of informa-tion on each is the label. A careful reading of the label and 
care in following label instruc-
tions is an important part of 
every turf manager's job. No new product should ever be used as a total substitute for 
products that have been used successfully in the program. Always test a new product carefully side-by-side with your standards. If they prove to be successful, then adopt them into the program. LCI Gelled fertilizers will now receive research nod MEMPHIS, TENN. In order to examine the effec-tiveness of gelled fertilizers, research is under way at the National Fertilizer Devel-opment Center of the Ten-nessee Valley Authority. Gelled fertilizers are made by mixing a fluid fer-tilizer with a dry, hydro-
philic (water-loving) poly-mer. The resulting product has varying levels of vis-cosity, from honey-like to a rubbery-like gel. Researchers are looking for ways to gain the most from the fertilizer while minimizing the adverse im-pacts on the environment. Benefits from gelled fer-tilizers may include slow or delayed nitrogen release, re-sulting in improved plant 
nutrition and decreased 
leach losses; less damage to 
seedlings; reduced vol-atilization of ammonia; and 
the addition of micro-nutrients or pesticides. LCI Remember your roots. Just dig beneath the surface a bit and you'll see why it pays to make Dacthal your preemergence herbicide. With Dacthal you won't have to worry about stressed or damaged roots in desired turf. Because most turfgrass root systems have a high tolerance for Dacthal. So while you may save a few bucks with less expensive herbicides, you may not save turf root systems. And healthy turf is the bottom line in terms of satisfying customers and minimizing callbacks. What's more, Dacthal has a proven record of performance on more than 20 annual grass and broadleaf weeds. Including the tough ones like crabgrass, spurge, annual chickweed, foxtail and Poa annua. Given recent problems with crabgrass control and damaged root systems, it's no wonder lawn care professionals are making 
the Dacthal choice this season. Remember, Dacthal is not water soluble, so it won't leach during wet conditions. And Dacthal is biodegradable, so accumulation in the soil has never been observed. So why not make Dacthal your preemergence herbicide this season? Why not join a growing grassroots movement? Fermenta ASC Corporation, 5966 Heisley Road, RO. Box 8000, Mentor, OH 44061-8000. Always follow label directions carefully when using turf chemicals. C'mon back to Dacthal! 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 FREE PARTS CATALOG - If you own a 32-36-48-52-61 " walk-behind or riding mower and feel you're paying too much for your parts and equipment call PRECO DISTRIBUTORS today. We have BELTS, BLADES, WHEELS, GRASS CATCHERS. Replacement parts that fit Bobcat, Bunton, Kees, Exmark, Scag & others. Engines and Parts for Honda, Kawasaki, Briggs & Stratton and more. Order your free catalog 24 hours a day. TOLL FREE 1-800-428-8004, US, in Mass. 1-800-421-3900. Preco Distributors, 97 Center St., Ludlow, MA 01056. TF One Lawn Truck - Mercedes Benz Diesel. 'Excel-lent condition '1980*1200 gallon *2 compartments 'stainless steel tanks. Also holds 1000 lbs. of dry fertilizer. Hydro cell 25 gallon per minute pumps and 2 hose reels with guns. Asking $8,000. Call 
(201)891-6035. 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. 2/90 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. 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 AKRON LANDSCAPE SUPPLY: Start saving with our complete line of commercial walk behind mower parts, blades, air filters, monofilament line, wheels, baggers and accessories. To fit Bobcat, Kees, Bunton, Scags and more. Call today for a 
Free Catalog (216)867-5344. 2/90 MATURE, DEVELOPED TREE FARM FOR SALE. 51,000 TREES, 80 ACRES IN FIELD AND CON-TAINER TREES. To 25 ft in Height ORNAMEN-TAL. NEAR DISNEY AND ORLANDO, FLORIDA. Phone George Tumor, Manager 904/429-3639. 2/90 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. 2/90 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 PROFITABLE GRANULAR FERTILIZATION (60%) AND LANDSCAPE COMPANY. Manage-ment in place. Computerized. Owner attending Harvard Business School September, 1990. $275,000 Revenue with consistent growth. $150,000. Main Line, Philadelphia. John 215-565-6895. 2/90 PONT PANIC GO ORGANIC LIQUID PRODUCTS for: A rich green lawn healthy shrubs and trees / PLANT EXTRACTS Ł made from Ag. crops Ł BIO-ACTIVATOR Ł liquid earthworms Ł SOILAID Ł catalyst for healthy soil Our products are non-toxic, non-poisonous and will not harm your children or pets. Safe to use next to ponds, lakes and streams. Safe for new seeding too, 
because our products are salt and acid free. "I'm not harming a living thing." Dealer Inquiries: Call 800-798-1069 Organic & Lawn Care émt Ufettál "we're nature friendly" 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 We are unbeatable for price, quality and service. Volume Purchases Only. Attention Distributors and Manufacturers: Custom processing and packaging available. KELWAY® professional SOIL ACIDITY and SOL-
UBLE SALTS TESTERS, available from distribu-tors nationwide. HB-2 and SST brochures from KEL INSTRUMENTS CO., INC., Dept. 2, P.O. Box 2174, Vineyard Haven, MA 02568. (508)693-7798. 12/90 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 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 Spring Green franchise, fully established and growing. Excellent suburban area in Twin Cities 
(Minnesota). Good cash flow to owner. Asking $40,000 down and seller will finance. Call 
612-331-8392. 2/90 FREE CATALOG COMPLETE TRANSMISSION 159.99 PART # JT-215 OTHER SPECIALS: GEAR BOX REPAIR KTT (BOBCAT) 99 95 GEAR BOX REPAIR KJT (BUWTON) 99 95 BUNTON 10" COMPLETE ASSBLY 23 95 SNAPPER r STEEL WHEELS 4.75 16" HIGHLIFT BOBCAT/BUNTON BLADE 5^5 J. THOMAS DISTRIBUTORS, INC. 1-800-634-5463 OROERS 1-313-427-8988 CATALOGS 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 SPRAY TRUCKS: (2) 1986 Chevy C60's 350 4-speed. Both have low mileage and are in excellent condition. Each truck is equipped with Hypro 1304 pumps, Kohler 23 h.p. engines, 1,000 gallon Poly tanks, Hannay hose reels with 350' of 3/4" hose. PRICED TO SELL! Call Mr. Ward. 516-549-5100. 2/90 HELP WANTED PRODUCTION SUPERVISOR: Growing Memphis, TN area firm seeks highly motivated maintenance supervisor. BS degree in horticulture or related field and experience in landscape maintenance desired. Excellent salary, profit sharing, and bene-fits for the right person. Reply to MorGreen, Inc., 
885 W. Poplar, Coll ie r vi I le. TN 38017 
(901)853-9877. 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 LAWN DIVISION ASSISTANT MANAGER: Needed Immediately! Full-time year-round posi-tion for an aggressive career-minded individual. 2 years minimum experience in chemical lawn care with supervisory experience. A degree in turf or horticulture preferred. Responsibilities will include 
crew training, supervision, customer communica-tions, new program development & equipment care. Medical, dental plan, pension & bonuses. This is a career opportunity with a rapidly growing division in a company that has a 40 year reputation for quality service. Unlimited growth opportunity. Call Tom Tolkacz, Swingle Tree Company, Den-ver, CO. (303)337-6200. 2/90 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 SPRING GREEN OPPORTUNITIES TECHNICIANS/MANAGERS: Are you a hard-working, customer conscious individual with a strong desire to suc-ceed? Then one easy phone call to our toll-free hotline may lead to an exciting new career. One of our many benefits is our employee train-ing program that can lead to own-
ing your own lawn care business 
JOIN THE BEST - THE SPRING GREEN LAWN CARE TEAM. Positions avail-able in these states: Arkansas. Dela-ware, Georgia. Illinois. Indiana. 
Iowa. Louisiana. Minnesota, New 
Jersey. North Carolina. Ohio. 
Oregon, Pennsylvania. South Car-
olina. Texas. Virginia. Washington, and Wisconsin. Call Today: 1-800-435-4051 1-800-892-4013 (In Illinois) YOUR SUCCESS CAN BE THE SPRING GREEN SYSTEM GROUNDS MAINTENANCE/LANDSCAPE/LAWN CARE- Expanding grounds management firm in Cincinnati seeks qualified and experienced per-sonnel to fill openings in Grounds Maintenance, Landscape Construction, Lawn Care, Irrigation and Flower Care. Quality conscious individuals knowledgeable in ornamentals, turfgrass, land-scape installation, grounds maintenance, irriga-tion, pest management and flower care should respond. Outstanding compensation, benefits 
and advancement opportunities available. Letter or resume to PROLAWN PROSCAPE, 11488 Deer-field Road, Cincinnati, Ohio, 45242; Attn: Clayton Sheeler. (513)489-2433, days. 2/90 LANDSCAPE DESIGNER/SALESPERSON: Growing Memphis, TN area firm seeks experi-enced individual. Strong communication, design, and estimating skills a must. Excellent salary, pro-
fit sharing and benefits for the right person. Send resume or call MorGreen, Inc., 885 W. Poplar, Collierville, TN 38017 (901)853-9877. 2/90 Gulf Consult - A leading architectural and engi-neering firm in Kuwait requires several European/ North Americans qualified with Master's/Bach-elor's Degree and 7 to 15 years experience with Landscape Architects/Horticulturists/Park Spe-cialists to supervise contractors maintaining the gardens and landscaping/open areas. Experience in warm/desert climate will be welcome. The jobs are on 2 & 3 year contract basis. Please send your resume with expected salary to P.O. Box 22412, 
13085 Safat, Kuwait - Fax (00965) 4849532. 2/90 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 MISCELLANEOUS ŁŁŁŁŁŁŁŁŁŁŁŁŁ 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 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. 2/90 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 Well established chemical lawn care business in Fairfield County, Connecticut with top reputation and excellent growth potential. Great one or two man operation. 802-878-9757. 2/90 CONNECTICUT AND NORTHEAST: Selling or buying a green industry business? I'm a specialist in your field with over ten years experience and can locate buyers and sellers. Phil Nilsson 
(203)621-6199. 7/90 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. 2/90 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. 4/90 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. 2/90 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 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 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 Westmac Aerators BUY 1 OR U All fit same Westmac 5 HP Briggs & Stratton I.C. with Oil Bath Chain Drive and/or other Roto-Tillers. SAVES COST & SPACE CORE AERATOR Sharp, Tapered Spoons Do Not Plug up! 33,000 Sq. Ft. per hour Axle-end Weights SEED-SPIKER 112 -1/4" Thick Steel Spikes R0T0-TILLER Parts & Labor -1 year Spoons/Spikes/Tines - 2 years O cn SELF-TRAILING PLUG-IN AND GO TO NEXT JOB - NO LIFTING OR DANGEROUS STRAP-DOWNS Div. of Lawn Masters, Inc. P.O. BOX 636 Ł KENOSHA, WL 53141 (414) 552-8911 Circle No. 120 on Reader Inquiry Card M CHOICE OF l TOP OPERATORS TOUGH BRAIDED PVC High Pressure Neon SPRAY HOSE Ł Braided reinforcement, rated 800 PSI working pressure, 3000 burst. Ł Worker's favorite, easy to work with, resists kinking and memory bend. » 300', 400', 600' continuous lengths in multiple IDs available. ^'9garde At Your Distributor or Call Us at (312) 593-6464. ENCAP PRODUCTS COMPANY P.O. Box 278, Mt. Prospect, IL 600561 Circle No. 111 on Reader Inquiry Card AD INDEX NO. ADVERTISER PAGE 101 The Andersons (Regional) 8 102 Bata Shoe Co., Inc. ...14 103 Ciba Geigy Corp. .. 16-17 104 Dow Chemical Co. . ..2-3 105 Dow Chemical Co. . 19 106 Dow Chemical Co . 21 107 Dow Chemical Co. . 23 108 Dow/Elanco 15 109 Dow/Elanco/North ...32 132 Dow/Elanco/South ...32 110 Encap Products Co. ...4 111 Encap Products Co. ..35 112 Fermenta ASC Corp. ..33 113 Focal Point 5 114 Henderson Mfg. . . . 5 115 Hoechst-Roussel .. ...20 116 D.O.T.S./Distributor s Own Turf Supplies 12-13 117 J.J. Mauget Co 22 118 Lebanon Chemical Corp 35 119 Lesco Inc 36 120 Lawn Masters Inc. 35 121 Mobay Chemical Corp. 18 122 O.M. Scott 30-31 123 Organic Lawn Care ...34 124 PBI/Gordon Corp. . ..6-7 125 PBI/Gordon Corp. . ...26 126 Real Green Computers 35 127 Rhone Poulenc (South) 24-25 133 Rhone Poulenc (North) 24-25 128 UAP Special Products 29 129 Zajac Performance Seeds 11 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. 118 on Reader Inquiry Card Dollars & Sense LESCO LESCO Three-Way Selective Herbicide Three-Way Selective Herbicide ^ Ł-» pÂwÔÉiT^* J Three-Way Selective Herbicide LESCO LESCO Three-Way Selective Herbicide LESCO Three-Way Selective Herbicide LESCO Three-Way Selective Herbicide is the way to go for proven broad spectrum control of broadleaf weeds. The first choice of professional turf managers, 
Three-Way offers outstanding control at an economical cost. Dicamba makes the difference. Its systemic action combined with 2,4-D and MCPP make Three-Way the uncontested 
winner in turf weed control today. You can pay more for other herbicides, but you won't find a LESCO, Inc., 20005 Lake Road, Rocky 
better performer than Three-Way. River, Ohio 44116 Ł (216) 333-9250 Dollar for dollar, Three-Way 
makes sense. To order visit your nearest LESCO Service Center or call toll free (800) 825-3726. The best gun in the industry. Always read and follow label instructions before applying any pesticide product. Circle No. 119 on Reader Inquiry Card