Louisville newspaper questions industry "In early 1977," the story on page 1 of the Family section of the Louisville Times' July 9 edition starts out, "the James J. Rodgers' of Jamaica Drive in Louisville hired a commercial lawn care company to turn their yard into a lush, green carpet of grass. The company uses a variety of fertil-izers, pesticides and herbicides to do the job." The story goes on to say that in March of 1978, the family's dog, Maggie, died of cancer of the jaw. A year later, Mrs. Rodgers' doctor discovered she had breast cancer. One breast was removed in a mastectomy this summer. "It may be a coincidence," Mrs. Rodgers wrote in a letter to the newspaper that was quoted from in the story. "Our lawn 
never looked better, but what concerns me is what dangers might be involved here." Mrs. Rodgers was quoted further from her letter in the story, saying: "Is there. . . anything that could be damaging to human or animal life? We need to know as more and more 
families are purchasing this ser-
vice." The story, written by the news-paper's Eleanor Flagler, goes on 
for nine more paragraphs saying that unfortunately, there are no FRANCHISING Our franchisees happy, says Lawn Doctor head Lawn Doctor, Inc., Matawan, N.J., does not have any franchisees that are dissatisfied with its franchise or royalty system, according to the com-pany's president, Anthony Gior-
dano, Jr. In response to an article on lawn care franchising prepared for the August issue of LAWN 
CARE INDUSTRY by assistant 
editor Dan Moreland "Lawn Care Franchising: A Sometimes clear-cut answers to Mrs. Rodgers' inquiry. The story also 
quotes scientists who question 
the adequacy of testing of pesti-cide products by the federal government. The story basically leaves the impression that homeowners are in danger from pesticides, and the quarter page 
picture of a turfgrass plant superimposed on a picture of a 
skull does nothing to dispel the impression of the words of the 
story. No local lawn care company executives are quoted, but the final paragraph of the story says: "On the other hand, the local agricultural extension agent, lawn care companies and 
chemical companies say the prod-ucts now widely used are safe and not harmful. Scientists studying pesticides say they have not proven harmful to man or his environment if used properly." Blueerass supplies are down, get your hands on what you can now Because of unfavorable weather conditions last fall, there is now a short supply of elite varieties of Kentucky bluegrass seed, says Richard Hurley, director of 
agronomy and research for Lofts Pedigreed Seed, Inc., Bound Brook, N.J. "Due to the shortage of pop-ular Kentucky bluegrass varieties," Hurley told LAWN CARE INDUSTRY, "we can anti-cipate greater usage of the fine leaf, turf-type perennial rye-grasses as a partial substitute. 
We can forsee shortages of cer-tain varieties of the elite rye-grasses but in general, supplies should meet demand." WWN m ^Ml Serving lawn maintenance Ł M^MK^J^mm and chemical lawn [ care professionals. INDUSTRY NOVEMBER 1979 Ł VOL. 3, NO. 11 Ł A Harvest Publication Stormy Past; The McDonald's of the Future?), Giordano said: "I was very disappointed to find the unobjective and negative slant in your reporting on the franchise lawn care in-dustry. Though it may be that there are many negative situa-tions which have occurred in the industry in many companies us-ing the franchise method of dis-tributing their service, let me 
point out that there is at least one 
company, and probably more, that have not had these kinds of problems and do not have any 
number of franchisees dis-
satisfied with the franchise 
system or royalty system. "The only company that I can speak for is Lawn Doctor and I to page 10 Hurley's advice to lawn care businessmen is to purchase blue-grass seed that is needed now and also that which will be needed for next spring and early 
summer. He expects all of the elite proprietary Kentucky blue-grasses to be sold out by spring. "Remember," he warns, "what we have now is what we will have to work with until next 
August's harvest." To understand seed avail-ability it is important to analyze 
harvests for all of the major turf-grass production areas in the world. Some of the key factors affecting seed production are: Grass farmers have two alter-natives, the production of either grass seed or wheat. If wheat prices are relatively high, the farmer wants more money for growing grass seed or he may plow out the existing crop and plant wheat or some other field crop. Many of the improved grass varieties are produced in one geographic location. This greatly increases the chance of incon-
sistent yields due to extremes in weather conditions. However, a few of the improved varieties are produced in three or four areas which provides for more con-
sistent production from year to year. Realistically, this can only be accomplished with varieties being grown in large quantities. Field burning is an extremely important procedure necessary 
for attaining maximum yields in to page 12 LCI SURVEY Average businessman purchases $9,010 worth of fertilizer yearly QUICK STARTS ChemLawn featured in Forbes page 5 ALCA annual meeting in San Diego page 5 Billbugs can cause damage page 6 Texas, Ohio, Illinois conferences set page 7 Fertilizer manufacturers listed page 16 Stretching the small ad budget page 19 NEWSMAKERS 2 MEETING DATES 3 MEMOS 5 TOOLS, TIPS & TECHNIQUES. 6 COST CUTTINGS 10 
MONEYWISE 13 
MARKETING IDEA FILE 19 PRODUCTS 22 The average reader of LAWN CARE INDUSTRY annually pur-chases $9,010 worth of turf fertil-izer, according to a recent survey conducted by the magazine. Virtually all readers of the magazine Š 97.2 percent Š said they purchased fertilizer in 1978, the year which these figures represent. Based on readership 
of the magazine involved direc-tly in lawn care, this projects to a figure of $82 million spent by readers of the magazine in 1978 for turf fertilizer. Almost 82 percent of readers said they purchased an average of $3,920 worth of turf seed in 1978, for an industry projection of $30 million. Almost 83 percent of readers said they purchased an average of $4,082 worth of turf insecti-
cides, for an industry projection of $32 million. Almost 80 percent of readers said they purchased an average of $4,080 worth of turf herbi-cides, for an industry projection of $31 million. More than 61 percent of readers said they purchased an average of $1,800 worth of turf fungicides, for an industry pro-jection of $10 million. The survey results are based on a 47.4 percent response to 500 questionnaires mailed July 10 to 
readers of the magazine, accord-
ing to market research manager Clarence Arnold. Seed, fertilizer and pesticide purchases > purchasing avg. purchase Industry projection Turf seed 81.9 $3,920 $30,000,000 Fertilizer 97.2 9,010 82,000,000 For a re about e¡ a contin 
ment pr Topics : EDIT-879-TOM MASCARC T l'i F IB R E PRODUCTS NF i 51 ST ST NORTH MIAMI Insecticides 82.7 4,082 32,000,000 Fl 33162 iers think s is part of I manage-ivery day. Herbicides 79.8 4,080 31,000,000 Fungicides 61.1 1,800 10,000,000 Source. 1979 LCI survey > o z >-oc E CD D Q Z w « < u z £ < NEWSMAKERS The Toro Co., Minneapolis, has named David C. Cox, Min-neapolis, and Marvin E. Williams, Columbus, as vice presidents. Williams is chairman 
of Barefoot Grass Lawn Service, Inc., acquired by Toro recently Williams Cox as a wholly-owned subsidiary. Williams was with O.M. Scott & Sons, , Marysville, Ohio, for 17 years, most recently as director of its lawn care service, which he acquired in 1974 and changed its name to Barefoot Grass. Cox will join Toro as vice president and general manager of its Consumer Products Division. Steven R. Wharton is assistant branch manager at ChemLawn Corp.'s Lenexa, Kans. branch in the Kansas City area. James Kaufman is president of Minnesota Toro, Inc., Minneapolis. Page Mays is director of regional operations for Barefoot 
Grass Lawn Service, Inc., Columbus, Ohio. Barefoor was 
recently acquired by The Toro Co., Minneapolis. Mays formerly worked for O.M. Scott & Sons, Marysville, Ohio. Dale Robertson is owner of Ferti-Green Lawns, Longview, Texas. Kevin McCarthy is owner of The Greenway Co., Peabody, Mass. Powerhouse Distributing, Inc., Brewster, N.Y., has taken over the distributorship of Atwater-Strong products for the whole of northern New Jersey, according to Atwater-Strong's Marsh Lane. Powerhouse currently covers several territories of New York 
state and all of Connecticut for the company's line, which con-sists of blowers and vacuums. Powerhouse president is Rick Colhoun, Jr. New officers of the American Sod Producers Association elec-ted recently are: John Hope, Manderley Turf Farms, Ltd., North Gower, Ontario, presi-dent; Chris Beasley, Tuckahoe Turf Farms, Canton, Mass., vice president; Woodrow Wilson, 
Eastside Nursery, Inc., Groveport, Ohio, secretary; Theodore Mund, Alboa Co., Needville, Texas, treasurer. Im-mediate past president is 
Charles Lain, Pine Island Turf 
Nursery, Inc., Sussex, N.J. Newly elected to the board of trustees was Stephen T. Cockerham, Rancho Verde Turf Farms, Perris, Calif.; Raymond A. Johnson, Shamrock Turf Nur-series, Hanna, Ind.; and Glenn Markham, Green Hills Sod Farm, Berthoud, Calif. John Detrick has been named marketing manager for Ashland Chemical Co., Columbus, Ohio, a supplier of liquid fertilizer to the lawn care industry. He replaces T.C. "Tully" Tupper, who has left the company. Rex Dixon has been named marketing manager for the Turf Division of Rain Bird Sprinkler Mfg. Corp., Glendora, Calif. In 
his new position, he will super-vise advertising and public rela-tions and marketing efforts on behalf of the division. Gil Roessler is owner of GPM Lawn Maintenance Service, Inc., Madison, Wis. Guy L. Dorey is president of Southeastern Property Service Corp., Atlanta. David Melendez is vice presi-dent of Oliver Exterminating Services Corp., San Juan, Puerto Rico. The National Lawn & Garden Distributors Association elected James L. Beckmann, president of Turf Products Co., St. Louis, as its president at its recent annual meeting. Elected association vice president was Franklin C. Diekman of M.G.R. Feed Co., Inc., Hammond, Inc.; and secretary-treasurer, Frank Forier of Terminal Sales Corp., Detroit. The new members of the board of directors are Tom Baxter, of 
Cole's Plant Soil, Inc., Kent, Wash; Guenther Mauk, Western Gar d'N-Wise, Denver; and Eugene Sidwell, Pennington, Inc., Madison, Ga. Gary P, Randolph has been named field sales manager for the turf division of Porter Brothers, Inc., Shelby, N.C. Gregory M. Hancock is owner of Ground Control, a lawn main-tenance and landscaping firm based in Poolesville, Md. Bill Tanner, formerly with Green-Lawn, Inc., Louisville, 
Ky., has joined the sales force of 
Lakeshore Equipment & Supply Co., Elyria, Ohio. He will sell to lawn care businessmen in nine Midwestern states. Toro reports record sales and earnings The Toro Co., Minneapolis, has reported record sales and earn-
ings for its fourth quarter and 
fiscal year ended July 31. Sales for the year advanced 60 percent from $223.9 million to $357.8 million, and fully diluted earnings from continuing opera-tions rose 51 percent from $2.14 per share last year to $3.22, while 
net earnings increased 57 per-cent from $11.1 million to $17.4 million. Chairman David T. McLaughlin said that the com-pany's irrigation equipment sales increased 47 percent over the year, and that professional turf equipment sales increased at rates in excess of industry averages. Toro recently acquired Barefoot Grass Lawn Service, 
Columbus, Ohio. A bigger little-big tractor. Introducing, a new John Deere diesel tractor with a 33-PTO-hp turbocharged engine Two years ago, John Deere in-troduced the 22-PTOhp 850 and the 27-PTC>hp 950 diesel tractors. They were simple, reliable, sen-sibly-priced tractors. And people loved them. At John Deere, we called them our ^little-big" tractors because they were big enough to handle many landscaping and construction jobs, yet small enough so they were economical to buy and operate. And now along comes another one: the new 33-PT /H . Vjy Optional me-chanical front wheel drive pulls you through the toughest spots with ease. It's a little bit bigger and more powerful than the other two, and it has some interesting new features. But the principle is still the same. A simple, basic tractor at an 
affordable price. Features Like the other "little-big" trac-tors, the 1050 has a number of big 
tractor features. Liquid-cooled diesel engine. 8-speed transmission. Differ-ŁŁ Maximum PTO horsepower measured at 2400engine rpm (factory observed). ential lock. 3-point hitch. Adjustable wheel tread. It also has some features the others don't have. For instance, the 1050 is the only tractor 
of its size to have a turbo-
charged 
engine. With a turbo, you get greater power in a smaller pack-
age. Plus 
fewer emis-sions. And smoother, 
quieter performance. The 1050 also has a continuous-running 540-rpm PTO that keeps your imple-ments running even while the tractor is standing still. A "load-and-depth-sensing" 3-point hitch (Category 1) that can be set to compen-sate for varia-
tions in soil density. And both the 1050 and 950 offer optional mechanical 
front-wheel drive to give 
you sure-footed traction Load-and-depL. in almost sensing 3-point hitch any terrain maintains constant or ground depth when working condition. with ground-engag-ing tcxils. Turbocharging gives you more power, better fuel economy, a cleaner, quieter ride. Attachments Of course, one of the big reasons for buying a John Deere is trie variety of tractor-matched attachments that go with it. We have over 20 implements to choose from, including 4 different kinds of mowers, front loader, backhoe, box scraper, planters, culti-vators, plows, rear blade, posthole 
digger and more. We also offer a choice of bar or turf-type tires. Parts and service Needless to say, your John Deere dealer is a man you can count on for parts and service. And his inventory of implements is nearly always complete. So if you're look-ing for a real work-
horse at a sensible price, see the new 1050 at the John Deere dealer Continuous-running 540-rpm PTO keeps imple-ments running at full power even while tractor nearest you. Better yet, take it for a test drive. We ; - --- m- -.-- - . ,, think you'll agree it's 75 standing still. the smoothest-runnine, quietest, most solidly built tractor in its class. ^ Nothing runs ~ likeaDeere, For free literature, write John Deere, Dept. 63, Moline, Illinois 61265. Circle 107 on free information card MEETING DATES pe Contractors of America Landscape Maintenance Sym-posium, Red Carpet Hotel, Milwaukee, Wis., Nov. 6-9, 1979. Contact: Ronald Ku-awa, Kujawa Enterprises, Inc., 3630 E. unkwitz Ave., Dudahy, Wis. 53110, 414-744-7646. iai M 33rd Annual New York State Turfgrass Conference, Onongada County War Memorial Auditorium, Syracuse" N.Y., Nov. 12-15. Contact: NYSTA, 210 Cartwright Blvd., Massapequa Park, N.Y. 11762, 516-541-9034. South Carolina Turf Conference, 
Clemson University, Nov. 13-14. Contact: Dr. Landon Miller, Department of Horti-culture, Clemson University, Clemson, S.C. 29631. New York State Turfgrass Conference and Trade Show, War Memorial Stadium, Syracuse, N.Y., Nov. 13-15. Contact: Ann Reilly, 210 Cartwright Blvd., Massapequa Park, N.Y. 11762, 516-541-9034. sponsored by Associated Landscape Con-tractors of America, Ramada O'Hare Inn, Chicago, Nov. 15-16. Contact: ALCA, 1750 Old Meadow Rd., McLean, Va. 22102, 703-821-8611. Southern Turfgrass Conference, Camelot Inn, Little Rock, Ark., Nov. 18-20. Contact: 
Dr. G. Euel Coats, Drawer CP, Missis-sippi State, MS 39762, 601-325-3138. New Jersey Turfgrass Expo '79, Cherry Hill Hyatt House, Cherry Hill, N.J., Nov. 26-29. Contact: Dr. Henry W. Indyk, P.O. Box 231, Cook College. Rutgers U sity, New Brunswick, N.¡ 9453. niver-08903, 201-932-Texas Turfgrass Conference, Texas A & M Conference Center, College Station, Texas, Dec. 3-5. Contact: Dr. Richard Du-ble, Department of Soil and Crop Science, Texas A & M University, College Station, Texas, 77843, 713-845-1551. 25th Annual National Fertilizer Solutions Association Convention and Chem-
ical/Equipment Exhibition, Alfonso J. Cervantes Civic Center, St. Louis, Mo., Dec. 3-6. Contact: NFSA Housing Bureau, 1375 North Highway Drive, St. Louis, Mo. 
63026. ... Ł . v. ' Ł - Ł ŁÄ.,--..;^-25th Annual NFSA Convention & Chemical/Equipment Exhibition, Cer-vantes Civic ¿enter, St. Louis, Mo., Dec. 
3-6. Contact: National Fertilizer Solutions 
Association, 8823 N. Industrial Road, Peoria, 111. 61615, 309-691-2870. Delaware Turfgrass Association Annual 
Meeting, Hercules Country Club, De. 4. Contact: Dr. William Mitchell, Agricul-ture Hall, University of Delaware, 
Newark, Del. 19711. Ohio Turfgrass Conference, Cincinnati Convention Exposition Center, Dec. 4-6. Contact: Dr. David Martin, 1827 Neil Ave., Columbus, Ohio 43210, 614-422-2592. Planning and Budgeting Seminar, sponsored by Associated Landscape Con-tractors of America, Marriott Inn North, Dallas, Dec. 4-5. Contact: ALCA, 1750 Old Meadow Rd., McLean, Va. 22102, 703-821-8611. Planning and Budgeting Seminar, sponsored by Associated Landscape Con-tractors of America, Airport Hilton, Den-ver, Dec. 6-7. Contact: ALCA, 1750 Old Meadow Rd., McLean, Va. 22102, 703-821-8611. Oklahoma Turfgrass Research Founda-tion Annual Meeting, Lincoln Plaza, Oklahoma City, Okla., Dec. 6-8. Contact: Dr. R. V. Sturgeon, 115 Life Science East, Oklahoma State University, Stillwater, Okla. 74074. Oklahoma Turfgrass Research Founda-tion 34th Annual Conference, Camelot Inn, Tulsa, Okla., Dec. 12-14. Contact: R.V. Sturgeon, Jr., 115 Life Sciences East, Oklahoma State University, Stillwater, Okla. 74074.a024 Illinois Turfgrass Conference, Ramada Inn Convention Center, Champaign, 111., Dec. 18-20. Contact: Dr. John Street, 106D Horticulture Field Lab, University of Il-linois, Champaign-Urbana, 111. 61801, 217-333-2123. Maryland Turfgrass '80, Baltimore Con-vention Center, Baltimore, Md., Jan. 7-9. Contact: Dr. David J. Wehner, Depart-ment of Agronomy, University of Mary-land, College Park, Md. 20742, 301-454-3715. 50th Anniversary Michigan Turgrass Conference, Michigan State University, East Lansing, Mich., Jan. 15-16. Contact: r-> n > sO m z a c cn H Z O < Dr. John E. Kaufmann, Department of ~":nigar Uni'versity, East Lansing, Mich. 48824, 517-353-2033. Crop & Soil Sciences, Micnigan State 501h Annual Michigan Turfsrass * "leni; m Jan. 15-16. Contact: Thomas M. Smith, Conference, Kellogg Center, Michigan State University, East Lansing, Mich., turfgrass extension specialist, 323 Agri-culture Hall, Michigan State University, 
East Lansing, Mich. 48824, 517-353-4417. Mid-America Trade Show, O'Hare Exposition Center, Rosemont, 111., Jan. 20-23. Contact: James Kelty, 4300-L Lincoln Ave., Rolling Meadows, 111. 60008, 312-359-8160. International Franchise Association 20th Annual Convention; Hotel Del Coronado, Coronado, Calif., Jan. 27-31. Contact: IFA Annual Convention Registration, 1025 
Connecticut Ave., N.W., Suite 1005, 
Washington, D.C. 20036 Annual Turf & Landscape Conference, Tappan Zee Inn, Nyack, N.Y., Jan. 30. Contact: Frank Claps, 136 Laurel Ave., Larchmont, N.Y. 10538, 914-834-6846. Associated Landscape Contractors of 
America Annual Meeting and Trade Ex-hibit, Town & Country Hotel, San Diego, Calif., Feb. 3-8. Contact: ALCA, 1750 Old Meadow Rd., McLean, Va. 22102, 703-821-8611. Northern Virginia Professional Lawn Maintenance Seminar, Vienna Com-munity Center, Vienna, Va., Feb. 19. Con-tact: Charles L. Hall, Jr. 3945 Chain Bridge Road, Fairfax, Va. 22030 or the Co-
operative Extension Service, U.S. Depart-ment of Agriculture, Virginia Polytecnnic Institute and State University, Blacks-burg, Va. 24061. Northwest Pest Control Conference on Integrated Pest Management, Spokane Sheraton Hotel, Spokane, Wash., Feb. 22-25. Contact: Christopher Senske, P.O. Box 6258, Kennewick, Wash, 99336, 509-783-5461. Pennsylvania Turfgrass Conference, Hershey Motor Lodge & Convention Cen-ter, Hershey, Pa., Feb. 26-29. Contact: Arthur D. Wick, P.O. Box 362, Sewicklev, Pa. 15143 or Christine E. King, Pennsyl-vania Turfgrass Council, 412 Blanchard Street, Bellefonte, Pa. 16823. Northcentral Pennsylvania Turfgrass School, Smethport Country Club, Smethport, Pa., March 18. Contact: C.E. 
Craver, McKean County Extension Of-fice, 814-887-5571. 6th Annual Garden Industry of America Conference & Trade Show, Convention Center, Baltimore, Md., Sept. 12-14, 1980. 
Contact: GIA Conference & Trade Show, Box 1092, Minneapolis, Minn. 55440, 612-374-5200. National Lawn & Garden Distributors Association Annual Convention, Century Plaza Hotel, Los Angeles, Calif., Sept. 16-19. Contact: Nancy S. Irving, executive director NLGDA, 1900 Arch St., Philad-elphia, Pa. 19103. > o z >-oí H c/3 D Q Z w Oí < U z < To avoid irate calls from burned up customers use Nitroform® organic nitrogen - it's a good nite. Choose either Blue Chip® for granular spreading or Powder Blue® for liquid application. Two-thirds of the nitrogen is water insoluble and gives long continuous feeding. No burning or leaching. Nitroform's 38% nitrogen guarantees you a full measure of N for your dollar. Nitroform has slow release characteristics that are predictable and dependable. Released by soil microorganisms, the nitrogen is available during plant growth cycles when organisms are also most active. $ A freshly-minted term for Cheap Nitrogen You can CHEA-NITE some of the people all of the time But you can't CHEA-NITE all of the people all of the time And when they catch up with you, they will be irate... may be burned up BOOTS HERCULES tífrcga BOOTS HERCULES AGROCHEMICALS CO. Wilmington, Delaware 19899 You can CHEA-NITE all of the people some of the time sail I Łggssss \AWN GIRE INDUSTRY immwmè ant Enter a trial subscription by returning this card. Read LAWN CARE IN-DUSTRY for: Ł Timely reports on how other lawn care and maintenance companies handle their business problems. Ł Useful tips on the tools of your profession: Direct mail, selling, customer service, equipment care, business management, service techniques. Ł Ideas, facts and figures to maximize your business 
development and profits. Edited to help you do a more ef-fective job. L4WN GIRE INDUSTRY 9800 Detroit Ave. Cleveland, Ohio 44102 ALCA annual meeting set for San Diego The 1980 Annual Meeting and Trade Exhibit of the Associated Landscape Contractors of America Š Landscape '80 Š has been scheduled for Feb. 3-8 at the Town & Country Hotel in San 
Diego, Calif. The theme for the convention is "New Dimensions for the New Decade." For further information, con-tact: ALCA, 1750 Old Meadow Rd., McLean, VA 22102, 703-821-8611. CHERRY HILL Lawn seed, disease, chemical talks on tap at New Jersey meeting Seven speakers talking on specific lawn care topics and many other sessions of interest to the lawn care businessman are scheduled at the New Jersey Turfgrass Expo '79 Nov. 26-29 at the Cherry Hill Hyatt House, Cherry Hill, N.J. On Wednesday morning, Nov. 28, Dr. C. Reed Funk, Rutgers University, will speak on "Choosing Ryegrasses." This will be followed by Rutgers' Dr. Henry Indyk, speaking on "Use of Ryegrasses." These sessions will be fol-lowed by a panel, starting off with Joe DeSantis, Royal Lawns, Pine Brook, N.J., giving a general overview of the lawn care in-
dustry. Then Eugene Mayer, O.M. Scott & Sons, Marysville, Ohio, will speak on "Why Good 
Seed?" Dr. Herb Cole of Penn State will speak on "Lawn Diseases." Dr. Bob Miller, ChemLawn Corp., Columbus, Ohio, will 
speak on "The Role of Chemicals in Lawn Care." Bob Earley, editor of LAWN CARE IN-DUSTRY, will speak on "Lawn Care Business Methods." For further information, con-tact: Dr. Ralph Engel, P.O. Box 231, Cook College, Rutgers Uni-versity, New Brunswick, NJ 
08903, 201-932-9427. HORTICULTURE Tech glossary printed for landscape firms From Abaxial to Zebrinus, the definitive source for the meaning of language in accepted use by the horticultural and landscape industry is the Technical Glossary of Horticultural and Landscape Terminology, published by the Horticultural Research Institute. Copies are $9.95 each; $6 to educational institutions and WWN OIRE INDUSTRY Editor/Associate Publisher: ROBERT EARLEY Technical Editor: RON MORRIS Assistant Editor: DAN MORELAND Graphic Director: RAYMOND GIBSON Publishing Director: RICHARD J. W. FOSTER Executive Editor: DAVID J. SLAYBAUGH Research Services: CLARENCE ARNOLD Advertising Production: CHRIS SIMKO Editorial Secretary: JEANNIE SUTTON MARKETING/SALES Circulation & List Rental: SHARON JONES (216) 651-5500 Marketing & Merchandising Services: FRAN FRANZAK (216) 651-5500 New York Office: BRIAN HARRIS (212) 421-1350 757 Third Avenue, New York, N.Y. 10017 Midwest Office: JOE GUARISE, JEFF DREAZEN (312) 236-9425 333 N. Michigan Ave., Chicago, Illinois 60601 Southern Office: DICK GORE (404) 233-1817 3091 Maple Dr., Atlanta, Ga. 30305 Northwest Office: BOB MIEROW (206) 363-2864 1333 N.W. Norcross, Seattle, WA 98177 Classified: DOROTHY LOWE (216) 651-5500 9800 Detroit Ave., Cleveland, Ohio 44102 CORPORATE OFFICERS Chairman: JAMES MILHOLLAND JR. President: HUGH CHRONISTER Senior Vice President: BERNIE KRZYS 
Senior Vice President: DAYTON MATLICK 
Vice President: CHARLES QUINDLEN LAWN CARE INDUSTRY is published every month by The Har-vest Publishing Company, a subsidiary of Harcourt Brace Jovanovich, Inc. at 9800 Detroit Ave., Cleveland, Ohio 44102 (216) 651-5500. Copyright « 1979 by The Harvest Publishing Company. All rights reserved. The contents of this publication may not he repro-duced either in whole or in part without consent of copyright owner. Controlled circulation postage paid at Cleveland, Ohio. SUBSCRIPTIONS: to Lawn Care Industry are solicited only from owners, managers, operators, buyers, merchandisers, agronomists, technicians, dealers, distributors and manufacturers of products associated with the lawn care and maintenance business. Position ana company connection must be indicated on subscription orders. Publisher reserves the right to approve all subscription re-quests. Single copy cost $1.00 for current issue. All back issues $1.25 each. Foreign $1.25. Subscription rates: $10.00 one year, $18.00 two years, $23.00 three years. Group and foreign air mail rates available on request. SUBSCRIBERS: Send change-of-address notices, correspondence regarding subscription service to Fulfillment Manager, Lawn Care Industry, 9800 Detroit Ave., Cleveland, Ohio 44102. Change of Address notices should be sent promptly, provide old as well as new address, attach address label from recent issue. Please allow one month for change of address to become effective. POSTMASTER: Please send form 3579 to Fulfillment Manager, Lawn Care In-dustry, 9800 Detroit Ave., Cleveland, Ohio 44102. The Harvest Publishing Company, a subsidiary of Harcourt Brace Jovanovich, Inc.. publishers of WEEDS TREES * TURF, PEST CONTROL. NPCA Extra, GOLF BUSINESS. libraries. Order from: HRI, 230 Southern Building, Washington, DC 20005. SOIL AMENDMENTS Aquatrols publishes wetting agent book Aquatrols Corp. of America re-cently published a six-page brochure on the whys and wherefores of wetting agents for turf. This new brochure contains information and data on what 
wetting agents are, why to use a wetting agent, what wetting agents do and how wetting agents work. For a free copy, contact: Aquatrols Corp. of America, 1432 Union Ave., Pennsauken, NJ 08110, 609-665-1130. MEMOS Female turf: Psychologically it may be a man's world, but women are starting to move in on the turf with Lawn Doctor franchises, and are becoming some of the most outstanding 
operators in the country, according to Matawan, N.J. based Lawn Doctor president Tony Giordano. "The number of inquiries from women is up 25 percent in the last year," he told Venture. "More than 10 percent of all franchise inquiries we get are now from women." Even now, only six of the 200-plus Lawn Doctor franchises are held by women, but Giordano claims those six have laid the groundwork for others. Last year, Carol Shapiro of Norwalk, Conn., broke all Lawn Doctor records for first-year business when she billed $92,000. Her counterpart in nearby Westport, Conn., Jane Fissell, who had been the only woman franchisee for years, suddenly caught fire, possibly inspired by Shapiro's success. Fissell expects to write more business this year ($250,000), than in her previous seven years com-bined. Fissell started doing the work herself, but now employs 10 full-time workers, three to four part-timers, and another 10 in telephone sales. This year she has doubled her materials she uses to keep up with business. This expansion will hold down 
profits this year, which she hopes will be "in the range of 25 percent of sales." Shapiro's biggest hurdle, and she is not alone here, was finding funding for her enterprise. "I naturally went to the local bank that I had dealt with for eight years and asked for $5,000 start-up expenses. They wouldn't even talk to me," she said. "Then I called the Lawn Doctor franchisee in nearby Stamford, Conn., and he told me which bank he used. Since the bank already knew the business was a good risk, they agreed to talk. They gave me the loan for three years at 10 percent interest." Shapiro says she is expecting to top $150,000 this year in revenues. Within five years she expects to reach $250,000 and to buy a franchise in another area. Billbugs can cause serious turf damage Although billbug beetles and their grub stages are not as com-mon as many other turf pests, they can be abundant in some 
areas and cause serious damage, 
according to William H. Robin-son, extension specialist in en-tomology at Virginia Polytechnic 
Institute and State University, Blacksburg. There are several species of billbugs that damage turf, but it 
is not necessary to be able to identify billbugs to species, he said, just to know how to dis-tinguish billbug adults and grubs 
is sufficient. The adults are beetles about three-quarters inch long with a snout (or bill) that carries a pair of strong jaws at the tip. The lar-vae (grub) are small, about five-eighths inch long, white and legless. The head of the grub is 
brown to reddish-brown. Billbugs overwinter as adults in sheltered areas (leaf litter, fence rows, uncut grass). The adults become active during the first warm days of spring. Adults feed on the tender growth of grass in the spring Š they insert their snouts into the center of the grass stem just above the crown of the plant. In spring and early summer, adult females chew a hole into the grass stem, then turn around 
and deposit an egg in the cavity. First instar larvae feed inside the stems but eventually move into the soil to feed on the roots. The larval or grub stage last two to three weeks and then changes into a pupa. The pupa changes into an adult in a few days. The new generation of adults feeds 
for a while before seeking a pro-tected place to spend the winter. Damage by billbugs may not always be serious or be hidden 
by other pest damage. The damage usually appears during mid-summer, the turf may show severe deterioration, with patches of dead or dying grass. The damage is similar to that of white grubs. Chemical control of these in-sects is best applied just before peak oviposition activity of the adults Š during late June and July. Both Sevin, marketed by Union Carbide Agricultural Pro-
ducts, Jacksonville, Fla. and Diazinon, marketed by Ciba-Geigy Corp., Greensboro, N.C., are labeled for billbug control in Virginia. 319 Fifth Avenue NW, St. Paul, Minnesota 55112 Circle 125 on free information card TOOLS, TIPS & TECHNIQUES Metering system proportions chemicals The demand for a closed system of introducing chemicals into lawn spray units has developed as a result of state and 
federal concern surrounding tank mixing of potentially-dangerous chemicals. To help meet this demand Liquid Ag Systems, Pompano Beach, Fla., has developed a "Liquid Ag 
Orifice Metering System" which automatically proportions 
chemicals in an enclosed environment. The system functions by utilizing a series of valves and orifices. Water is pumped through the system and a series of orifices automatically proportions chemicals into the solu-tion. "There's an orifice that controls the water that goes through the system and there are a series of orifices that control the amount of chemicals introduced into the line," Max Brown, president of Liquid Ag Systems, said. "One of the orifices might be for fertilizers and another might be for insecticides," he added. "Some of the systems have as many as five different orifices that introduce different chemicals into the system." Brown said he discussed the pros and cons of the orifice proportioning system with hydraulic engineers before deciding to design a unit for the lawn care industry. "They (hydraulic engineers) said they use the orifice system as the basis for metering fluids," he said. "It's the basis for all hy-draulic proportioning because it's a very precise method of proportioning a liquid chemical into water." Brown said the closed system is not only easier to operate than traditional open systems, but it is also safer and more economical. "There is no outside mixing or outside exposure 
to chemicals so It's safer," he said. "Another problem with chemicals is they are a corrosive material, but with an en-
closed system you minimize corrosion because the chemicals are always enclosed in the spray unit." For further information concerning Ag Systems' line of closed metering systems contact Max Brown, 1010 Northwest 
Ave., Pompano Beach, FL 33060. 500-gal fiberglass tank 1250-gal. stainless steel tank TORCO BUILDS LAWN SPRAYERS THAT LAST! TORCO LAWN SPRAY UNITS are engineered to eliminate problems. From the tank agitation system to the multi-function nozzle, you will find a simplicity of design that means low maintenance, little or no down time, and MORE PROFIT! Ask anyone who owns a TORCO. EQUIPMENT COMPANY 207 EILER AVE. LOUISVILLE, KY 40214 Used by one of the Largest Lawn Care Companies in the U.S.A.-Great for Measuring Roads, Parking Lots, and Driveways . .
 . Heavy Duty Measuring Wheel Welded Construction Wide Wheel-VU Cushioned Handle Grip Metal Housed Counter Reset Counter Guard Custom Colors Available on Request (Lots of 25 or more Only) Shipping F.O.B. Columbus Quanity Discounts Available For More Information Call or Write: Imler Industries, Inc. 1117 Broadview Ave. I Columbus, Ohio 43212 614/ 486-9068 For both Volume and Pressure Also available with gas engine and mounting base. T m^HV V A DIVISION OF LEAR SIEGLER. INC Use Hypro series 5200 Big Twin piston pumps. Model 5210C Here's a rugged two-cylinder piston pump that will deliver up to 10 gpm at 400 psi (600 rpm) for tree spraying, area spraying, fogging, or termite pretreating. Handles many kinds of weed and pest control chemicals including wettable powder suspensions. Available with solid shaft or with hollow shaft for direct tractor, truck, or jeep PTO mounting. FEATURES: Leather or impregnated fabric piston cups. Heavy duty ball bearings. Suction & discharge ports tapped W NPT. Lawn care sessions set for Texas meeting A series of special lawn care talks are scheduled for the Texas Turfgrass Conference Dec. 3-5 at Texas A & M University, College Station. Lawn care speakers include: Dr. Robert Shearman, University of Nebraska, speaking on use of herbicides in lawn care pro-grams; Dr. James Wilkinson, ChemLawn Corp., Columbus, 
Ohio, speaking on liquid lawn fertilization; and Dr. James Beard, Texas A & M, speaking on research being done to aid the lawn care industry. Other speakers include Dr. Richard Duble, Texas A & M, Dr. James McAfee, ChemLawn 
Corp., Richardson, Texas, and Roger Thomas of Jacobsen Divi-sion of Textron, Inc., Racine, Wis. For further information, con-tact: Dr. Richard Duble, 349 Soil and Crop Science Center, Texas A & M University, College Sta-tion, TX 77843, 713-845-4826. CHAMPAIGN Nitrogen symposium, lawn care sessions at Illinois meeting A symposium on nitrogen and a series of lawn care speakers will be featured at the Illinois Turf-grass Conference set for Dec. 18-20 at the Ramada Inn Convention Center in Champaign, 111. There will also be a trade show. Rick White of Village Green Lawn Spraying, West Chicago, 111., will head a panel of lawn care businessmen discussing problem solving in the industry. Other speakers include: Dr. 
Bobby Joyner, ChemLawn Corp., Columbus, Ohio, speaking on 
Rhizoctonia brown patch prob-lems in Kentucky bluegrass; Dr. Houston Couch, Virginia Polytechnic Institute and State University, speaking on chemical control of turfgrass diseases. Also, Dr. Roger Funk, Davey Lawnscape Service, Kent, Ohio; Sherry Roethe, Tempo 21, 
Chicago, speaking on practical 
approaches to diagnosis of lawn 
problems; and Dr. Ray Freeborg, Purdue University, speaking on growth regulators for turf usage. Speakers for the nitrogen sym-posium include: Dr. Paul Rieke, Michigan State University; Dr. Donald Waddington, Penn State; 
Dr. Don White, University of Minnesota; Dr. John Street, Uni-versity of Illinois; Dr. Seward Allen, Tennessee Valley Authority; Dr. John Hayes, Boots Hercules Agrochemicals Co., Wilmington, Del.; Dr. George McVey, O.M. Scott & Sons, 
Marysville, Ohio; Bob Dober-neck, Ashland Chemical Co., Columbus, Ohio; and Bob Rehberg, Estech General Chemicals Corp., Winter Haven, 
Fla. For further information, con-tact: Dr. John Street, 106D Horti-culture Field Lab, University of Illinois, Champaign-Urbana, 111. 61801,217-333-2123. 15 lawn care speakers headline Ohio meeting A total of 15 speakers addressing lawn care topics will be featured at the Ohio Turfgrass Con-ference set for Dec. 4-6 at the Cincinnati Convention Exposi-tion Center. In addition to the educational program, more than 150 booths will fill the exhibit hall with turf-grass products and equipment. Speakers and topics include: Dr. Keith J. Karnok and Dr. Bruce J. Augustin, Ohio State Univer-
sity, "Management Practices Af-fecting Turfgrass Shade Adapta-tion"; Dr. Harry D. Niemczyk, Ohio Agricultural Research and Development Center, and Doug Halterman, Leisure Lawn, Dayton, Ohio, "Controlling the Organophosphate - Resistant Greenbug Aphid." Dr. Robert Partyka, ChemScape, Columbus, Ohio, "Phenoxy Herbicides on Orna-mentals and Mimicking 
Symptoms"; Dr. Paul Rieke, Michigan State University, "Us-
ing Slow-Release Nitrogen Wisely"; Jerry Faulring, presi-dent of the Professional Lawn 
Care Association of America, "PLCAA Update"; Dr. Austin Hägen and Dr. Phil Larsen, Ohio State University, "Research on 
Helminthosporium Melting Out 
on Kentucky Bluegrass." Jerry Faulring, Hydro Lawn, Gaithersburg, Md., for his 
second speech will speak on "Staff Motivation Through Financial Incentives"; Douglas W. Baker, Leisure Lawn, "Land-ing Potential Customers"; Robert Earley, editor/associate 
publisher, LAWN CARE IN-DUSTRY, "Effective Lawn Care Advertising"; Robert Peterson, E.F. Burlingham & Sons, Forest Grove, Ore., "The International Dr. Donald B. Pfleiderer, Lebanon Chemical Corp., Dan-
ville, 111., "Turf Fertilization: 
From an Art to a Science"; Page Mays, Barefoot Grass Lawn Ser-vice, Columbus, Ohio, "Equip-ment used by Granular Lawn Services." Doug Halterman, "Using the Granular Approach to Lawn 
Care: Past and Future"; John H. Detrick and Robert Doberneck, Ashland Chemical Co., Columbus, Ohio, "The New Con-trolled Release True Solution Ni-
trogen Fertilizer"; Dr. Charles Darrah, ChemLawn Corp., Milford Center, Ohio, "An Up-
date on Liquid Lawn Care Technology." Lodging reservations may be made at Stouffer's Cincinnati Towers by calling 513-3522100 For further information, contact the Ohio Turfgrass Foundation, 1827 Neil Ave., Columbus, OH 43210,614-422-2591. Forget all the claims. Banvel® Herbicides give you what you really needŠ exceptional weed control, without turf damage, at a more than competitive cost per acre. Banvel 4S gives you broad control of tough weeds, while Banvel® + 2,4-D provides an even wider spectrum of 
control, but see the label for certain 
grasses susceptible to 2,4-D. Both mix readily, and are stable in storage. And, Banvel Herbicides offer special translocation properties. This means they attack the entire weed both from the roots up and the leaves down. Effective, yet economical weed controlŠ that's what Banvel Herbicides can add to your turf care program. When all is said and done, isn't that just what you need? Banvel HerbicidesŠ Tough on Weeds, Easy on Turf. Use Banvel Herbicides on your next broadleaf weed application. For more information: ŁVelsicol Velsicol Chemical Corporation 341 East Ohio Street Chicago, Illinois 60611 Before using any pesticide read the label. Selective Herbicide for crabgrass in turf is No Why have more turf care professionals selected Betasan herbicide? Betasan is tops in crabgrass control. Betasan is easy on established grass. Betasan is a pre-emergence herbicide.. .you stop crabgrass before it starts. Betasan is economical and reliable to use. Betasan is available from your Stauffer supplier or these fine private label distributors. Firm Brand Name Sales Area Best Products Div. of Zoecon Corp. Lathrop, California BestŽ 4-E and 12.5-G West Coast Southwest PBI Gordon Corp. Kansas City, Kansas Betamec-4Ž National Lakeshore Equipment and Supply Co., Inc. Elyria, Ohio Lescosan 
4-E, 12.5-G and 7-G East of Rockies Pratt-Gabriel Div. Miller Chemical and Fertilizer Co. Paterson, New Jersey PrattŽ 4-E, 12.5-G, 3.6-G and 7-G Northeast Mallinckrodt, Inc. St. Louis, Missouri Pre-SanŽ 4-E, 12.5-G and 7-G National Rockland Chemical Co. West Caldwell, New Jersey RocklandŽ 4-E, 12.5-G and 7-G Northeast Betasan, the one choice for you. Always follow label directions carefully. See your Stauffer supplier now. Stauffer Chemical Company, Agricultural Chemical Division, Westport, Connecticut 06880. Stauffer CHEMICALS . Betasan* COST CUTTINGS Incentives increase employe retention Employes are the most precious resource of any lawn care business. You can own the finest turf equipment in the world, but without top-notch employes to operate them you are destined for failure. Therefore, every lawn care businessman should take pains to produce a healthy work environment to keep his employes content. One way to do this is through work incentives. Don Burton, president of Lawn Medic, Inc., said his com-pany utilizes profit-sharing with equity ownership in the company in an attempt to keep his best employes. Lawn Medic is based in Bergen, N.Y. "We have a very low turnover rate and the way we accomplished this is by taking some of the strengths of the franchise system and combining it with equity ownership," he said. "If we find somebody who is good and has a lot of talent we like to lock him into our operation," he added, "and equity ownership in the company is one way to do it. Off the top of my head, we've only lost two or three people who have had equity in the last three years." Burton described the system as "profit-sharing with equity participation" in the company. "Take for example our Winston-Salem, N.C. office," he said. "We have two good managers down there. One of them has been with us five years and he owns part of the company. The second fellow worked with us for a year and wanted to have more income and everything so he bought in. It has worked out very well for both of them." Burton added that when employes buy into a company they are often more conscientious about their work and less likely to leave the company. "What they're doing is protecting their interests," he said, "and at the same time they're protecting 
ours." would like to take this opportun-ity to do so. "As the largest marketer of lawn service through the 
franchise system in the United States with a sales volume of 
over $17 million in 1979, I would 
like an opportunity, through your magazine, to set the record straight. Disloyal franchisees are rare, rare indeed. "The loyalty of the franchisee is directly related to the spirit of the company, of his fellow franchisees, the support he 
receives, and the money he, makes. In our experience with 
over 245 franchisees and having been in business since 1967, we 
have found that our franchisees 
have been extremely loyal. 
Losses have been virtually non-existent. "The spirit of comradery and cooperation between dealers 
and the home office has been the norm rather than the exception. Let me give you some of the reasons why good franchisees in a good franchising company are willing to pay 10 percent of gross. "The franchise system is based on the fact that if the franchisee makes more money, the franchisor makes more money. It 
is a partnership in profits and all of the efforts of the franchisor must be directed toward improv-
ing the franchisee's financial position. A franchisee must not 
only have a good source of in-come, but also a good source of 
recoverable equity so that at the time in the future when he decides to sell his franchise or retire he has something of great value. "The Lawn Doctor system and name has brought both income and equity with some resales go-ing into the hundreds of thou-sands of dollars; the average resale being 80 cents on the con-tract dollar. A franchisee who did a $100,000 business in 1978 can sell his business for $80,000 in January of 1979. "Nobody fights with a com-pany that is accomplishing these kinds of things with their royalty income, unlike liquor stores, independent operations or 
slipshod franchise operations in our type of business that bring very little on the resale market. Our business is not much 
different from the hamburger 
business and I ask you to con-sider how much independent 
hamburger stands sell for as compared to a McDonald's or a 
Burger King. "All of these things combined with a good technical back-up, research and development which has produced the most un-ique equipment in the industry, 
and a marketing campaign second to none, have produced a company that is proud to use the 
franchise system of distribution and whose franchisees are proud to be part of that system. "In closing, a word of advice to all those franchisors who are having a lot of problems. Join and become active in the Inter-national Franchise Association." FIBERGLASS & POLYETHYLENE Tanks by Raven. Skid Mounted Tank Units for Lawn Care Applications. Ask the manufacturer who supplies both. We can recommend the tank that's right for you. RlAiVjEjNf A trusted name in industries, inc. agriculture for 20 years. Plastics Division Ł P.O. Box 1007 Ł Sioux Falls. S.D. 57101 Ł 605/336-2750 Write for our free 48 page Ag Products Directory. Finallyv An Aid For Teaching Turfgrass Superintendents, Contractors, Lawn Care Managers. New, On-the-Job Reference. The Turf Managers' Handbook is a compre-hensive. organized approach to turfgrass science and care. It has been designed and written by leading turf specialists from Purdue, Dr. William Daniel and Dr. Ray Freeborg, for on-the-job reference and as a text for students. The book contains 150 illustrations and 96 color photographs. Data includes 240 
tables and forms. Included are 
specifications for rootzones, employment, calculations for chemical applications, and extensive metric-imperial conversion. Business | and technical aspects of turfgrass management are covered in this 424-page Planning, purchasing, hiring, construction, and plant selection are put together for easy on-the-job reference. Markets covered include lawn care, sod production, golf course management, cemeteries, athletic fields, and low maintenance areas. If it concerns turf, it's In the Turf Managers' Handbook. TU mana' Hann BOOK Ordering Information Please send _ _ copies of the hardback ($18 95 ea ) _ copies ot the paperback ($14 95 ea ) A shipping charge of $1 25 per book musl be added A check or money order for is enclosed Please charge to my VISA or MASTER CHARGE (circle one) account no . expiration date Signature Name (Print). Address City I understand that delivery may take six to eight weeks Quantity and bookstore rates available upon request Send fo Books Department Business Publications Division Harvest Publishing Company 9800 Detroit Ave Cleveland. OH 44102 H SB» FERTILIZER 37-0-0 n > Z O > 23 w Z a c CD H 23 Z O < Lescosan, the name you remember for crabgrass control« LESCO Sulfur-Coated Fertilizer, the name to remember for greener lawns. Ron Giffffen, National Marketing Director I've told you about our Lescosan (Betasan*), the best-selling pre-emergence crabgrass control on the market. You've proven its effectiveness. I'm here to tell you now that Lakeshore Equipment & Supply pro-duces an equally effective line of sulfur-coated fertilizers. LESCO Sulfur-Coated Urea and 100% Sulfur-Coated Fertilizers provide the perfect ingredients for denser, greener lawns. The sulfur coating, applied to the fertilizer components, provides controlled release of nutrients for prompt and sustained feeding for safe, efficient and economical fertilization of lawns in all areas of the country. As supplier of the most effective full-season crabgrass *(Betasan Š registered TM of the Stauffer Chemical Company.) control on the market Š Lescosan (Betasan*)Š and of the latest in controlled-release (sulfur-coated) fer-tilizers, manufactured by our subsidiary, Ag In-dustries Manufacturing, we have a special interest in the lawn care market. Lakeshore carries a complete line of turfgrass supplies made and distributed with you in mind. The full family of fine LESCO Products mean quality at affordable prices. Call Barb today at Lakeshore and ask about Lescosan, Sulfur-Coated Fertilizers and our other turfgrass supplies. She'll have one of our lawn service specialists give you the full story and^ work out a complete program tailoredi to your specific needs. LESC^ PRODUCTS Division of Lakeshore Equipment & Supply Co. 300 South Abbe Road Elyria, Ohio 44035 A Family of Fine Products Lescosan 12.5GŠLescoreneŠLeseo 4ŠLescoborŠ LescoparŠLescopexŠLeseo Non-Selective HerbicideŠLeseo MSMAŠLeseo Thiram 75WŠLescozyme ŠLakeshore Chinch Bug & Sod Webworm Control. > o 2 12 SEED from page 1 species such as Kentucky blue-® grass and the fine leaf fescues. Burning is necessary as it reduces debris and stubble, thus keeping plants from becoming thatchy and sod-bound. After burning, the plants become "re-juvenated" so to speak, as regrowth will occur uniformly 
across the row instead of only from the edges in an unburned row. Burning also destroys weed seeds, and temporarily kills sur-face pathogens. "With many varieties, the shortage is the result of an ex-tremely wet and cold fall last > oc H C/3 D Q 
2 w oc < u 2 < year," he said. "The outcome was poor field burns affecting the past summer's yield. Without a good burn or as a result of a late burn, good fall regrowth did 
not occur. Fall regrowth is neces-sary because initial induction of the reproductive mechanisms oc-curs during the fall which pro-vides the next year's harvest." Hurley prepared the following charts with information from Lofts, Jonathan Green & Sons, 
Farmingdale, N.J.; Jacklin Seed Co., Post Falls, Idaho; E.F. 
Burlingham & Sons, Forest Grove, Ore.; and O.M. Scott & Sons, Marysville, Ohio: TABLE 1 1979-1980 SEED AVAILABILITY FOR THE MAJOR TURFGRASS SPECIES SPECIES KENTUCKY BLUEGRASS Improved Varieties Common PERENNIAL RYEGRASS Fine-leaf turf-types Common FINE LEAF FESCUES Improved varieties and Pennlawn Creeping red fescues and Chewings TALL FESCUES BENTGRASS AVAILABILITY Extremely shortŠ Many varieties sold out. Short Adequate Short Adequate Short Adequate Limited PRICE Much higher Higher Stable Higher Higher Higher Recent sharp increases should level off. Variable depending on variety Professional SPRAY EQUIPMENT AT AN ECONOMICAL COST!!! DEPENDABLE ACCURATE Ł ECONOMICAL 2 Inductor illowt you to mtx 4. Eloctric hoso root provides quick cliomlcals ono yard at a time. rewinding and proven service Your spray company is different than others so you need a sprayer tailored to your needs That's why the Professional Turf Specialties system is used by lawn spray companies from Chicago to Texas. No other system can suspend large particles such as IBDU and nitroform and offer a separate tank that allows you to mix one product, one lawn at a time, through an inductor as well as these features: 1) A pumping system that can load or unload itself and other trucks. 2) Remote throttle tachometer and pressure gauge for finite accuracy. 3) Ability to suspend slow release nitrogen such as IBDU® or nitroform. 4) Con be mounted on your present equipment or on any new truck. 5) Optional compartmentalized tank, allowing you to fill one section from the other and custom mix chemicals on the job through on inductor. Professional Turf Specialties CALL COLLECT (309) 454-2467 SUPPLIERS OF EQUIPMENT AND CHEMICALS FOR TURF MAINTAINENCE 1801 INDUSTRAL PARK RD. Ł NORMAL, ILLINOIS 61761 Circle 121 on free information card TABLE 2 MAJOR TURFGRASS SEED PRODUCTION AREAS FOR COOL SEASON TURFGRASSES COUNTRY UNITED STATES Willamette Valley, Oregon-Madras, Oregon-La Grande Valley, Oregon-Spokane, Washington/ Northern Idaho border TURF SEEDS PRODUCED Bentgrass Kentucky bluegrass Perennial ryegrass 
Annual ryegrass Fine-leaf fescues Kentucky bluegrass Perennial ryegrass Kentucky bluegrass Fine Leaf Fescues Kentucky bluegrass Perennial ryegrass MinnesotaŠ Missouri, Kansas, Arkansas, and Adjacent states-CANADA British Columbia Manitoba NEW ZEALAND EUROPE Holland, England, Denmark, and Germany COMMENTS Poa annua and bentgrass con-tamination is a constant con-cern for production in this area. Good climate for seed production with irrigation 
not as necessary as other pro-duction areas. Poa annua and bentgrass free area. Good yields depend on irrigation. Poa annua and bentgrass free area. Good yields depend on irrigation. Poa annua and bentgrass free area. Ryegrasses and tall fescues may winter-kill which limits extensive plant-ings. Good yields depend on irrigation. Big area for the production of the variety Park also common Kentucky bluegrass. Seed typically harvested off 
of grazing fields to increase a farmers income. Little effort put into seed production. Creeping Red Fescue Big source of commons. Kentucky bluegrass Kentucky bluegrass Tall fescue Perennial ryegrass Perennial ryegrass Bentgrass Fine Leaf Fescues Kentucky bluegrass Big source of commons or pasture types. 
Seed sold primarily in 
Europe and Australia. Poa annua contamination severely limits United States import potential. Seed sold primarily in Europe. LAWN CARE INDUSTRY READER SERVICE CARDŠ NOVEMBER 1979.(exPires m 90days) Use this prepaid reader service card to get additional information on products or services mentioned in this issue (Card must be completed before processing) NAME TITLE BUSINESS ADDRESS STATE ZIP If you would like a subscription to LAWN CARE INDUSTRY circle number 101. Subscription cost Is $10.00 per year. To help us better service you editorially, please answer the following: 1. Are you primarily involved in. Ł Chemical lawn care and maintenance services Ł Chemical application only Ł Mowing and other maintenance services Ł Other (specify) Application Ł Liquid Ł Granular Ł Both 2. Is your business location: Ł Headquarters Ł Branch office 3. Is your business: Ł Independent 
Ł Chain 
Ł Franchise Ł Other (specify) 4. Title: Ł President Ł Owner Ł Manager Ł Technician Ł Other (specify) . 5. Number of accounts: Ł Less than 500 
Ł 500-1.000 Ł 1.001-5,000 
Ł 5.001-10,000 
Ł 10.001-25.000 
Ł 25.000 or more 6. Estimated annual sales volume: Ł Less than $50,000 Ł $50,001-100.000 Ł $100,001-250.000 Ł $250,001-500.000 
Ł $500,001 1.000.000 Ł $1,000,000 or more Ł Please send product Information only on items circled Ł Please have a salesman call me about Items circled. Best time to call me is . SIGNATURE _ CIRCLE THE ITEM NUMBERS FOR FREE DETAILS ON PRODUCTS AND SERVICES 101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 117 118 119 120 121 122 123 124 125 126 127 128 129 130 131 132 133 134 135 136 137 138 139 140 141 142 143 144 145 146 147 148 149 150 151 152 153 154 155 156 157 158 159 160 161 162 163 164 165 166 167 168 169 170 171 172 173 174 175 176 177 178 179 180 181 182 183 184 185 186 187 188 189 190 191 192 193 194 195 196 197 198 199 200 201 202 203 204 205 206 207 208 209 210 211 212 213 214 215 216 217 218 219 220 221 222 223 224 225 226 227 228 229 230 231 232 233 234 235 236 237 238 239 240 241 242 243 244 245 246 247 248 249 250 251 252 253 254 255 256 257 258 259 260 261 262 263 264 265 266 267 268 269 270 271 272 273 274 275 276 277 278 279 280 NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 2675 CLEVELAND. OHIO POSTAGE WILL BE PAID BY ADDRESSEE ATTENTION: THE EDITORS LAWN CARE INDUSTRY 9800 Detroit Ave. Cleveland, Ohio 44102 NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH. MINN POSTAGE WILL BE PAID BY ADDRESSEE LAWN CARE INDUSTRY P.O. BOX 6136 DULUTH, MINNESOTA 55806 Editor's Information Card . .. HELP US TO HELP YOU The editors of LAWN CARE INDUSTRY would appreciate your comments on the magazine's contents. Please write your message below, tear out the card, and mail. Postage is prepaid. Which article in this issue did you find the most interesting and/or helpful? What subjects would you like us to cover in future issues of LAWN CARE INDUSTRY? NAME COMPANY B CITY _|TATE_ LAWN CARE INDUSTRY READER SERVICE CARD-NOVEMBER 1979.(exPires»n90days) Use this prepaid reader aervice card to get additional Information on producta or services mentioned in this issue (Card must be completed before processing) NAME TITLE BUSINESS ADDREt« CITY _STAT|_ ZIP If you would Hke a subscription to LAWN CARE INDUSTRY circle number 101. Subscription coat la $10.00 per year. To help us better aervice you editorially, please answer the following: 4. Title: Ł President Ł Owner Ł Manager 1. Are you primarily Involved in. Ł Chemical lawn care and maintenance services Ł Chemical application only Ł Mowing and other maintenance services Ł Other (specify) . Ł Technician Ł Other (specify) . Ł Liquid Ł Granular 
Ł Both 2. Is your business Ł Headquarters Ł Branch office 3. Is your business: Ł Independent Ł Chain 
Ł Franchise Ł Other (specify) . 5. Number of accounts: Ł Less than 500 Ł 500-1.000 Ł 1.001-5.000 Ł 5.001-10.000 Ł 10.001-25.000 
Ł 25.000 or more 6. Estimated annual sales volume: Ł Less than $50.000 Ł $50.001-100.000 Ł $100.001-250.000 Ł $250.001-500.000 
Ł $500.001-1.000.000 Ł $1.000.000 or more Ł Please send product information only on items circled Ł Please have a salesman call me about Items circled. Best time to call me is . SIGNATURE. -DATE-CIRCLE THE ITEM 101 102 103 121 122 123 141 142 143 161 162 163 181 182 183 201 202 203 221 222 223 241 242 243 
261 262 263 NUMBERS 104 105 124 125 144 145 
164 165 
164 185 204 205 
224 225 
244 245 
264 265 FOR FREE 106 107 
126 127 
146 147 
166 167 186 187 206 207 
226 227 
246 247 266 267 DETAILS ON 108 109 
128 129 146 149 168 169 
188 189 208 209 
228 229 248 249 
268 269 PRODUCTS 110 111 
130 131 
150 151 
170 171 
190 191 210 211 
230 231 
250 251 
270 271 AND SERVICES 112 113 114 132 133 134 
152 153 154 
172 173 174 
192 193 194 212 213 214 232 233 234 
252 253 254 
272 273 274 115 116 117 135 136 137 155 156 157 
175 176 177 195 196 197 215 216 217 235 236 237 
255 256 257 275 276 277 158 159 
178 179 118 119 120 138 139 140 160 
180 198 199 200 218 219 220 238 239 240 
258 259 260 278 279 280 NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 2675 CLEVELAND. OHIO POSTAGE WILL BE PAID BY ADDRESSEE Attention: Circulation Dept. LAWN CARE INDUSTRY 9800 Detroit Ave. Cleveland, Ohio 44102 NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINN POSTAGE WILL BE PAID BY ADDRESSEE LAWN CARE INDUSTRY P.O. BOX 6136 DULUTH, MINNESOTA 55806 SUBSCRIPTION GROUP SUBSCRIPTION RATE: 5 or more copies Š $7.00 per subscription. Include all names and addresses on company letterhead. Ł PAYMENT ENCLOSED Ł BILL ME Make check or money order payable to LAWN CARE INDUSTRY. 1 Year Š $10.00 2 Years Š $18.00 3 Years Š $23.00 BUSINESS ADDRESS STATE ZIP 1. Are you primarily Involved In: Chemical lawn care and maintenance services Ł Chemical application only Ł Mowing and other maintenance services Ł Other (specify) Application Ł Liquid Ł Granular Ł Both 2. Is your business location: Ł Headquarters Ł Branch office 3. Is your business: Ł Independent 
Ł Chain Ł Franchise Ł Other (specify) . 4. Title: Ł President Ł Owner Ł Manager 
Ł Technician 
Ł Other (specify) . Number of accounts: Ł Less than 500 
Ł 500-1,000 Ł 1,001-5.000 Ł 5,001-10,000 Ł 10.001-25,000 Ł 25,000 or more Estimated annual sales volume: Ł Less than $50,000 Ł $50,001-100,000 Ł $100,001-250,000 Ł $250,001-500,000 
Ł $500,001-1,000,000 Ł $1,000,000 or more D Signature . TABLE 3 1979/1980 AVAILABILITY OF THE IMPROVED KENTUCKY BLUEGRASS VARIETIES GOOD SUPPLY Baron FAIR SUPPLY Victa LIMITED SUPPLY Parade Rami Glade Fylking EXTREMELY LIMITED SUPPLY Majestic Cheri 
Columbia Shasta Enmundi Birka Sydsport Merit Vantage Nugget Touchdown Adelphi Bonnieblue NOT AVAILABLE Brunswick Pennstar Sodco Georgetown MONEYWISE A repairman from Keesen Enterprises, Englewood, Colo., begins to work on a water main break in a lawn sprinkler system the company services. His co-workers reports the problem to the main office and orders new parts to be delivered to the site. Keesen has equipped its entire fleet of trucks, vans and utility vehicles with RCA two-way mobile radios so that employes can stay in constant contact with head-quarters. SOIL ACIDITY Limestone: Smaller particle works faster How quick will limestone neutralize soil acidity? This de-pends on the fineness of the 
limestone. The smaller the parti-
cle of limestone, the faster it 
works. To neutralize soil acids, limestone particles must be in 
contact with the acids, according to the National Limestone In-stitute. The greater the number of particles, the more acids it will 
contact. The fineness of 
limestone is measured in mesh sizes. For example, the fineness of a material is described as the per-
cent of material passing through a 20- , a 60- , and a 100-mesh sieve. A cubic inch of 20-mesh material contains 8,000 particles. A cubic inch of 100-mesh material contains one million particles. The 100-mesh material has, for a given weight, 125 times more particles than the 20-mesh 
material. Therefore, the 100-mesh limestone will neutralize soil acidity much faster than 20-mesh material. Research has shown that limestone ground to 100-mesh or 
finer will neutralize soil acidity within a one-month period. A 60-For immediate reac-tion, limestone should be 100-mesh or finer mesh limestone will react over a 12-month period. However, it takes about three years for a 20-
mesh material to react. How fine should limestone be ground? It depends upon your needs. If you want immediate reaction, it should be 100-mesh or finer. Some lawn care com-panies use a 200-mesh material. If you want some immediate ac-
tion but continued reaction over a prolonged period, a portion should be very fine and the remainder less fine. Also, limestone for sandy soils should be somewhat coarser than for 
clay soils. STRONG ON SAVINGS... STRONG ON QUALITY... STRONG ON PERFORMANCE THE STRONG PC1200/PC800 LAWN CARE UNITS Ł High quality fiberglass tank, available in 1200 or 800 gal. capacity. Ł Matching fiberglass engine and pump cover. Ł First unit of its kind that can be bolted to either truck frame or flatbed body Ł Superfeatures...at an incredibly low initial cost factor. Ł "Tank constructed of chemically resistant fiberglass resins, baffled to reduce liquid surge. Ł FMC John Bean pumps. Ł Units designed to pump liquids or non-soluble fertilizers. Ł Many options and components to choose from. 
Ł Custom fabrication available upon request. STRONG UNITS ARE STRONG UNITS! SPECIFY FROM ONE OF THE COUNTRY'S BIGGEST PRODUCERS OF HI-VOLUME CAPACITY LAWN CARE UNITS. SPECIFY STRONG! For complete specifications on the PC1200/PC800, or any other strong unit, circle the reader card, or please write or call: STRONG ENTERPRISES, INC. 4240 S.w. 72nd Ave., Miami, Florida Ł (305) 264-5525 Write 118 on free information card > o z w The supplier/lawn businessman relationship Suppliers say too many businessmen want their order "two days after it is placed" while lawn care businessmen say sales reps often "lack product knowledge" by Dan Moreland Assistant Editor Q: Where is the most likely place to find a manufacturer's sales representative? a.) Anytime of the day or night States b.j In a bar c.J At a golf course superintendent's office d.J In route to a lawn care company e.J Warsaw, Poland Q: When is the best time to order lawn care equipment? a.] Anytime of the day or night b.j V-J Day c.J October through November d.J When your wife tells you to e.J Two days prior to the start of the new season The correct answers to our survey are D and C. If you responded incorrectly, it's likely that your relationship with sales reps is strained. If you responded B and E, it's 
likely you will be physically assaulted by a sales rep within the next six months. A positive relationship between lawn care professionals and sales reps is an im-portant ingredient in the operation of a "stable" lawn care business. Therefore, improving the lines of communication with sales reps should be a primary concern of lawn care businessmen. Half the battle in improving any relationship lies in identifying current areas of conflict and identifying potential problem areas. So what are some of the 
"typical" problems encountered in the day-to-day interaction between sales reps and lawn care businessmen and how can these conflicts be resolved to the benefit of both parties? The major complaints of sales reps in conducting business with lawn care pro-fessionals include: Ł Lawn care professionals are inacces-sible throughout much of the day. Ł Most businesses are too small to warrant a personal call from a sales rep. Ł Lawn care businessmen have difficulty 
paying in advance for supplies because of cash flow problems in the winter. Ł Overall, the industry is unsophisticated 
and "more headaches than it's worth." 
Ł Lawn care businessmen disrupt pro-duction schedules by ordering too late. The number one complaint lodged by sales reps is that lawn care businessmen are inaccessible throughout much of the 
day, particularly during the primary lawn 
care months (April-October). The smaller businesses are the most troublesome because the owner, who is often the pri-mary buyer, is generally out in the field 
monitoring the work of his crews. There-fore, it is both impractical and unecon-
omical for the rep to attempt to "track down" the owner and attempt to sell him his products. Further, many lawn care businessmen work out of their homes and do not employ 
secretaries or an answering service to collect their messages. As a result, many 
utilize recording devices to monitor their 
phone messages and this can cause prob-lems. According to one sales rep, "In a lot of cases I call up a lawn care operator and all I get is a recorded message asking me to leave my name, phone number, and a message. The problem is half the time my messages are never returned." Evidently, what often happens is lawn care businessmen are unwilling to return 
their calls after a long day in the field or are unable to because the sales reps' office hours are over by the time he returns to his home or office. "If a company is too small we cant afford to waste our time on them so we go after the middle-sized accounts . . Strick Newsomf Lofts/Mary-land, Landover, Md. The key to overcoming the problem of ac-cesibility is for the lawn care businessman to make an effort to collect his messages prior to the end of the business day. In this way, he can contact sales reps before they leave their offices. Further, a lawn care businessman should not force a sales rep to track him down in the field. He should set 
aside one or two days a month to sit down with the sales rep at his home or office to discuss product needs. His crews can sur-vive one or two days a month without him looking over their shoulders. An almost universal complaint of sales reps is that most lawn care businesses are 
not large enough to warrant serious con-sideration. After all, it may take four or five sales to lawn care businessmen to equal one sale to a golf course superintendent. Strick Newsom, manager of Lofts/Mary-land, Landover, Md., readily recognizes the 
problems encountered by small lawn care companies in trying to compete for the sales rep's time. "We divide the lawn care industry into two categories," he said. "The big guys and the little guys. If a company is too small we can't afford to waste our time on them so we go after the middle-sized ac-counts. Many small landscapers are just too small to justify the attention of our sales-men." However, not everyone agrees. Bob Per-son, of Finn Equipment Co., Cincinnati, Ohio, said most of his lawn-related business comes from small operators. "We're most successful selling to small 
companies," he said, "because they generally don't have any other equipment they want to duplicate. For example, we're not successful selling to ChemLawn because they already have the type of tanks and trucks they want and ours wouldn't be 
consistent with their operation." The key here appears to be in educating sales reps about the size of the lawn care market. Granted, the golf market may be more profitable, but the lawn care industry 
also has a lot to offer in terms of chemical 
and equipment sales. Perhaps lawn care businessmen should also think about coop-erative purchasing to make it more attrac-tive for sales reps to seek out their business. Yet another complaint centers around the belief by many reps that the lawn care industry lacks sophistication. They are ac-customed to working with individuals who 
are familiar with basic business practices. Thus, they sometimes lack patience with lawn care businessmen who are not yet totally indoctrinated into the ways of the business world. Person, of Finn Equipment, said, "It's a new industry and so you're going to have people kind of feeling their way around. There is a lot of trial and error work currently going on in the industry, but three years from now it's going to be a much 
smoother running industry than it is today." It would be unrealistic to expect those new to the lawn care industry to have as much business expertise as those who have been involved in the industry since its in-fancy in the late 1950's. It is a relatively 
new industry so sales reps should be tolerant until its members have an op-portunity to develop their business skills. The biggest complaint of equipment manufacturer sales reps is late orders. One 
equipment rep said, "Lawn care business-men order in February and expect to 
receive the equipment in March. They don't understand that it takes time to put a truck together. They want to order it today and have it tomorrow." Person, of Finn Equipment, agrees. "As a rule, the lawn care businessman doesn't INSIDE THE INDUSTRY tr > ? Z o > pa m z a c CD H pa Z O < "We have difficulty getting informa-tion about a product from someone knowledgeable." Robert E. Brown, Michigan Lawn Sprav Service, Sterling Heights, Mich. "I don't feel the individuals in the lawn care industry are using the banks properly. They're often look-ing to their suppliers to . . . finance their businesses." John R. Wittpenn, Rockland Chemical Co., West Caldwell, N.J. "Many small landscapers are just too small to justify the attention of our salesmen." Strick Newsom, manager, Lofts/Maryland, Landover, Md. "The biggest problem is the people in the lawn care industry are not get-ting their financing approved until after the first of January." Ed Gustin, Consolidated Services, Piqua, Ohio. plan ahead in purchasing equipment/' he said. "They look in December, but they don't order until February or March. If they could give us six months lead time on ordering equipment it would really work 
out smoothly." Ed Gustin, president of Consolidated Ser-vices, Piqua, Ohio, attributes the lawn care businessman's penchant for late ordering to financial concerns. "The biggest problem is the people in the lawn care industry are not getting their financing approved until 
after the first of January ," he said. "There-
fore, they cannot commit themselves to equipment purchases until after the first of January which leaves us with a very short production schedule. "This is one of the biggest problems we have with people in the lawn care industry from a manufacturer's viewpoint," he 
added. "They think because they order a 
piece of equipment on January 15 they should receive it on the 20th. I don't think there is an equipment manufacturer in the United States that can handle this type of situation." In the future, Gustin looks for the situa-tion to improve, but he still predicts con-flicts with some of the smaller companies. "I can see your major companies getting 
educated about purchasing equipment," he 
said, "but the small guys with one or two trucks are still going to expect miracles." Skip Strong, president of Strong Enter-prises, Inc., Miami, Fla., has also experi-
enced late order problems with lawn care clients. "The main problem we have is 
everybody wants everything at the last minute," he said, "but we can't operate like that because we can't project our equip-ment sales." The reps have a legitimate complaint here. The fact is many companies are just complacent about ordering early. They are the root of the problem. There are also a significant number of companies which are unable to order early because of cash-flow 
problems. Little can be done for them. 
Sales reps would be wise to offer incen-tives for ordering early; perhaps discounts or preferred service. But the burden is really on the lawn care professional. Remember, if possible, order early. Cash-flow problems go much deeper than just in equipment purchases. In fact, 
John R. Wittpenn, president of Rockland Chemical Co., West Caldwell, N.J., said he thinks the entire lawn care industry is un-dercapitalized. "I don't feel the individuals 
in the lawn care industry are using the banks properly," he said. "They're often looking to their suppliers to capitalize or fi-nance their businesses." I think this situation is going to have to change if they are going to operate their 
lawn care operations as businesses," he added. "To maximize profits they're going to have to use the banks and not their sup-
pliers." Customers going beyond the design limitations of turf equipment is yet another complaint of lawn care businessmen, ac-cording to several equipment manufac-turers. Person, of Finn Equipment, said, "I have had lawn care businessmen ask us what our equipment will do and then they will try and make it do something it's not designed for." For example, we will say a machine is designed to spray four gallons (of fluid) a minute through 300 feet of hose and they 
will try to make it spray five gallons (of 
fluid) a minute through 500 feet of hose," he added. Sales reps are not the only individuals with complaints when it comes to a dis-cussion of the relationship between lawn 
care businessmen and sales reps. The lawn care businessman's list of complaints in-clude: Ł Sales reps are not readily accesible. 
Ł Many reps are not only uninformed about their own products, but are also ignorant 
about their competition's line of products. In other words, their are too many order 
takers and not enough sales reps. 
Ł Sales reps often provide misinformation 
about products. 
Ł Sales reps are more concerned about the golf market than they are about the lawn care market. Robert E. Brown, of Michigan Lawn Spray Service, Sterling Heights, Mich., said, he is tired of the lawn care industry taking a back seat to the golf market. "I don't see the lawn care sales reps in the 
field," he said. "There is definitely a need for them, but I don't see that need being 
fulfilled." I don't know where they could be spending their time," he added, "unless it's 
with golf course superintendents. I know that is the way it used to be years ago when the lawn care industry was just beginning." Others argue that lawn care sales reps don't follow-up their leads as feverishly as they might. Don Burton, president of Lawn Medic, Inc., Bergen, N.Y., said, "They will often send us information on their products after we inquire about them in a trade magazine, but in the majority of cases we don't get a call from them after we receive the literature they send us." Lawn care professionals also complain that sales reps often lack technical knowledge about the products they are sell-ing. Brown, of Michigan Lawn Spray Ser-vice, said, "We have difficulty getting information about a product from someone knowledgeable. Often times the kind of person we get is someone who just wants to sell us their product and are not concerned about us." Manufacturers and distributors are aware of the problem of uninformed sales reps and they are attempting to do some-thing about it. Strick Newsom, of 
Lofts/Maryland, said, "From what I have seen in this business there are too many order takers and not enough salesmen. An order taker is the kind of guy who goes into existing accounts and stocks their shelves. The company may buy his products, but they are never really sold anything." Burton added that a good sales rep listens to the potential buyer and together they determine what his needs are. "I think most people in this business are more inclined to 
buy through a semi-education process," he 
said. "We want a knowledgeable rep who is also knowledgeable about his competition. This is a soft sell industry. Hard sell doesn't work too well in the lawn care industry." Burton added that honesty is also an im-portant quality of a good sales rep. "I would rather have an inexperienced salesman come in and say he doesn't know every-thing about a product than have a guy come in and try to pull something over on me," he 
said. Gustin, of Consolidated Services, said understanding customer needs is also an 
important factor in good salesmanship. "You can go out and know your product better than anybody else," he said, "but if you don't understand your customer's needs, you have got problems." Jerry Amstutz, of Spray-A-Lawn, Inc., Orrville, Ohio, said he has had little trou-
ble with sales reps, particularly those with the larger companies. "Most of the people with the majors like Dow Chemical and Boots/Hercules are quite knowledgeable about their products and quite cooper-
ative," he said. Overall, the relationship between the lawn care businessman and sales rep ap-pears to be good, but their is room for 
improvement. As the industry becomes more sophisticated this relationship will improve through a natural process of give-and-take. However, until that time both 
parties should cooperate with one another to continue to improve their working 
relationship. Communication is the first step. Lawn fertilizer 05 2 manufacturers listed > o Here is a partial listing of manufacturers that supply fertil-izers to the lawn care industry: Boots Hercules Agrochemicals Co. >« Box 7489 £ Wilmington, DE 19803 s 302-575-7850 D Lakeshore Equipment & Supply Co. 5 300 S. Abbe Rd. £ Elyria, OH 44035 g 216-323-7544 Ashland Chemical Co. U P O. box 2219 2 Columbus, OH 43216 £ 614-889-3444 Allied Chemical Corp. J Agricultural Division P.O. Box 2120 Houston, TX 77001 713-960-7928 Summertime Lawn Care Products 402 E. 2nd Ave. Columbus, OH 43216 614-294-4556 Pro-Lawn Products, Inc. Box 4933 Syracuse, NY 13221 315-477-6112 The Andersons 
Lawn Fertilizer Division 
P.O. Box 119 Maumee, OH 43537 Best Products P.O. Box 198 
Lathrop, CA 95330 209-858-2511 Canadian Industries, Ltd. P.O. Box 200, Station "A" Willowdale. Ontario Canada M2N 5S8 416-226-6110 USS Agri-Chemicals 233 Peachtree Center Atlanta, GA 30303 404-572-4000 Agrico Chemical Co. Northeast Region P.O. Box 7013 Wilmington, DE 19803 302-478-4504 Chevron Chemical Co. 575 Market St. San Francisco, CA 94105 415-894-4519 O.M. Scott & Sons 
Marysville, OH 43040 513-644-0011 Estech General Chemicals Corp. Professional Products Division 
PO. Box 1996 Winter Haven, FL 33880 813-299-5023 Lebanon Chemical Corp. P.O. Box 647 Danville, IL 61832 217-446-0983 Bandini Fertilizer Co. 4139 Bandini Blvd. Los Angeles, CA 90023 213-263-7391 Liquid Ag Aystems, Inc. 
1010 N.W. 15th Ave. Pompano Beach, FL 33060 
305-971-0022 Heritage House 1025 Northern Blvd. Roslyn, NY 11576 NuLife Fertilizers 
P.O. Box 883 Tacoma, WA 98401 
206-272-5171 
Woodbury Chemical Co. 
P.O. Box 4319 
Princeton, FL 33032 
305-247-0542 Southern States Cooperative Box 26234 Richmond, VA 23260 National Liquid Fertilizer Corp. 3724 W. 38th St. Chicago, IL 60632 312-254-3115 FERTILIZER Boots Hercules Boots Hercules Agrochemicals Co. manufactures Blue Chip and Powder Blue Nitroform for the lawn care industry, according to product manager C. Robert Staib. "Blue Chip is for dry applica-tion," he said. "Powder Blue is 
applied as a water suspension with agitation and can be mixed 
with soluble fertilizers and chemicals in the spray tank. Nitroform will not burn or leach 
out of the soil even under heavy 
rainfall. Nitrogen is released from Nitroform by the soil bac-teria, providing steady release of nitrogen up to three months or 
longer. "Granular Nitroform is also available in a wide variety of quality mixed fertilizers under different brands," he said. "Look 
for water-insoluble nitrogen 
derived from ureaform on the fertilizer label." Since Powder Blue is not solu-ble in water, the Boots label 
points out, good agitation is nec-essary to keep it in suspension for uniform coverage. Mechani-cal agitation is recommended, although a sparge line with strong jet action sufficient to 
keep the powder in suspension could be used. For custom lawn spraying, the label recommends application of two to two-and-a-half pounds of Powder Blue per 1,000 square feet in each application. One ap-plication (with or without solu-ble nitrogen sources) totaling one to two pounds of actual nitrogen in five gallons of water per 1,000 square feet has been shown to be a proper concentration. Blue Chip is 38-0-0, as is Pow-der Blue. For cool-season grasses, the label recommends application of five pounds of Blue Chip per 1,000 square feet in early spring and fall; apply half-rate during summer months as needed. For warm-season grasses, apply five pounds of Blue Chip per 1,000 square feet 
in late spring and early fall prior to overseeding cool-season grasses; supplement as needed during summer months at half-
rate. Circle 278 on free information card FERTILIZER USS Agri-Chemicals USS Agri-Chemicals manufac-tures four fertilizers available to the lawn care businessman: USS Vertagreen 19-5-9, 48% Organic, which also contains sec-ondary nutrients and micro-nutrients: calcium, magnesium, sulfur, boron, copper, iron, manganese and zinc. USS Vertagreen 17-0-8 with Balan for professional use, which also contains sulfur, boron, manganese and zinc, in addition to the herbicide (.78%). Twenty-five percent of the nitro-gen in this product is derived from ureaformaldehyde. USS Vertagreen 18-0-9, which also contains sulfur, boron, cop-
per, iron, manganese and zinc. Twenty-five percent of the nitro-gen is derived from ureaformaldehyde. USS Vertagreen 12-4-8, which also contains calcium, 
magnesium, sulfur, boron, cop-
per, iron, manganese and zinc. Twenty-five percent of the nitro-
gen is derived from ureaformal-dehyde. Circle 280 on free information card Allied Chemical Lawn care companies are dis-covering a new foliar fertilizer for turf that allows economical application of high N-P-K and sulfur rates without burn prob-lems. The product, Allied 
Chemical's Folian, is a ready-to-use solution developed es-
pecially for foliar feeding. According to Allied, Folian has caught on fastest in Nebraska, Il-linois and Colorado since the material became commercially available in 1977. But economics 
and successful results with the fertilizer are expected to spur in-creased use throughout the na-tion in coming years. Dennis Faith, of Centra Chemical Service in Kearney, 
Neb., says his company moved 
80,000 gallons of Folian in the 1978 season because it reduces turf injury problems at a 
moderate cost. Centra tested Folian in July, 1977, applying the fertilizer at a rate of one gallon per 1,000 square feet. One gallon mixed into four gallons of water and didn't burn and also produced an 
excellent response. Folian, a 12-4-4-.5 (sulfur) formulation, can be applied in a more con-centrated form than most other 
lawn fertilizers, the company said. It contains 1.2 pounds of ni-trogen per gallon. Armed with the test results, Centra incorporated Folian into 
its 1978 program. Herbicides, in-secticides, chelated iron supple-ments and other materials are 
mixed into the solution as needed. The company also dis-tributed the foliar fertilizer to lawn care firms in ether 
Nebraska towns. Faith says that labor con-siderations and convenience are other advantages. "Only one storage tank is needed and mix-
ing time is reduced," he points out. "Also, it has a low pH and is 
compatible with most additives." Because Folian has other specialty uses in agriculture, it is widely available. Most dis-When there are no alternatives for the best! Model PC 1200 Portable Use Tank: Cap. 1185 gal. 108" long, 60" wide and 53" high. Standard equipment: Baffling system, free standing molded base for ease in mounting, steel hold down lugs for securing tank to frame. 18" vented access hatch secured with deluxe hinged hardware. The TUFLEX menu factoring process al-lows a five year war-ranty on all tanks. For economy prices and more information on our complete line of tanks, 
write or call now: l^.is the only manufacturer to spe-cialize in seamless fiberglass spray tanks 
specifically for the pest control and lawn 
care industry. Remember when craftman-
ship was an art... at Tuflex it still is! The exclusive Tuflex process carries a full five year warranty on all handcrafted seam-less fiberglass tanks. Tuflex Manufacturing Company PO Box 13143, Port Everglades Station Fort Lauderdale, Florida 33316 Phone 305/525-8815 Plant Location: 800 Eller Drive, Port Everglades in Fort Lauderdale __ Custom-made binder easily holds entire years copies of LCI magazine. Green binder with logo protects your magazines and gives your library a neat appearance. Magazines can be inserted as they are received....send check or money order to: LAWN CARE INDUSTRY 9800 Detroit Ave. Ł Cleveland. Ohio 44102 MiV Help in making the right decision from experts will be available to you at the First National Lawn Care Business Conference and Trade Show March 16-19, 1980 Milwaukee, Wis. 'Managing for Profitability' To get on the mailing list for more details, write: Lawn Care Conference Box 1936 Appleton, Wl 54913 414/733/2301 Circle 119 on free information card Circle 120 on free information card tributors receive the product in rail cars or large tank trucks. Faith, in turn, ships Folian in 1,-000 to 2,000 gallon tank trucks directly to customer storage. He 
reports that Folian has caused no corrosion or equipment plugging problems. Another Nebraska la\vn care firm, Huebner Supply Co., North 
Platte, also has switched to the new foliar fertilizer. Jim Hueb-
ner reports that he tested the same application used by Centra and determined that one gallon in four gallons of water could be applied without burn under hot, 
dry conditions. "However, in actual practice, we vary our rates according to the growth stage of the grass and weather conditions," he said. In cool, damp, spring weather, Huebner boosts the Folian rate as high as one-and-a-half gallons 
per 1,000 square feet. As the season progresses, the rate may 
be reduced sharply. "What we are aiming at is to apply about four pounds of actual nitrogen 
per season in doses the lawn can handle, at the times it needs it most," he said. Folian underwent university testing last year at Purdue Uni-versity, where Dr. Ray Freeborg evaluated its performance on bluegrass. "A major problem in the lawn care industry has been finding a liquid nutrient source with a suitable analysis that is relatively non-phytotoxic," Dr. 
Freeborg said. "We made some tests with Folian and were quite pleased with the results. Poten-tial phytotoxicity is minimal, the 
analysis is acceptable for use on turf, and it's a liquid, so it can be applied readily in solutions by lawn care applicators." He ap-plied Folian at various rates. Ap-plications containing one pound and two pounds per 1,000 square feet both produced good turf quality with no significant 
ophytotoxicity evident. Allied Chemical's guidelines recommend dilution with water 
in a 5:1 ration and an application 
rate of 1.2 pounds of nitrogen per 1,000 square feet (six gallons of 
5:1 solution per 1,000 square 
feet), applied at early spring, 
pre-summer and early fall. When applied to sensitive grasses such 
as St. Augustinegrass and bermudagrass, the guidelines call for a dilution of 10:1. Circle 269 on free information card FERTILIZER Bandini Fertilizer Co. Bandini Fertilizer Co. handles a complete line of fertilizers for the lawn care businessman and other turf professionals on the West Coast, according to director of institutional sales O.V. "Chip" Morgan. The company's major organic turf foods are 10-6-4 grass and dichondra, 10-4-6 greens-tees-turf, 21-6-6 Super Plush, 21-8-8 Turf-Urea Formaldehyde, 6-2-0 Milorganite, and 38-0-0 Nitroform. The company's major 
inorganic turf foods are 21-7-14, 16-8-4 Turf Food, 16-6-8 Turf Mix and 16-4-4 Special Turf Mix. Circle 276 on free information card Lakeshore Last month marked the first an-niversary of the opening of the first commercial fertilizer plant to produce complete slow-
release, sulfur-coated fertilizers by Ag Industries Mfg. Corp. Using a process patented by the Tennessee Valley Authority, Ag Industries, a wholly owned subsidiary of Lakeshore Equip-ment & Supply Co., Elyria, in-troduced the advantages of sulfur-coated urea and fertilizers to the lawn care industry. Jim FitzGibbon, company pres-ident, noted remarkable product acceptance of sulfur-coated prod-ucts in reporting on the plant's first year of operation. "First-year production pro-jections are being met," he told LAWN CARE INDUSTRY, "and 
with the acceptance of the sulfur-coated products in the marketplace, we intend to in-The heart of the Ag Industries operation is a sulfur-coating drum where 350-degree molten sulfur is applied through nozzles at 3,000 pounds-per-square-incn pressure. crease production 50 percent in the coming year. This increase would bring us to one-third of our capacity, so we have a lot of room to grow." Sulfur coating regulates and limits the access of water to fer-tilizer, thus slowing and con-
trolling the release of nutrients to growing plants. Advantages of sulfur-coated fertilizers include: improved nutrient recovery by growing 
plants over an extended period 
of time; reduction of seedling and foliar damage from nitrogen burn; enhancement of leaf color coupled with steady, uniform 
plant growth; reduction of poten-tially toxic fertilizer salt injury by spreading the nutrient release 
over a relatively long period; prevention of pollution of ground water, streams, lakes and at-mosphere; reduction of caking 
and moisture absorption; and the reduction of non-productive con-sumption of nitrogen and potassium by plants, the com-
pany said. Circle 268 on free information card ANNOUNCING THE LOW-INVESTMENT, NO-FEE. NO-ROYALTY, NO-ADD-ON PROFIT PROGRAM FROft/l AGRO-CHtM. For as little as $5000, you can become part of the fastest growing field in the great outdoors. As an independent dealer of Agro-Chem, a leader in lawncare products and training. Agro-Chem will supply you with everything you'll need to grow along with the incredibly profitable lawn-spraying industry that has seen sales increase more than 20% in the past year alone. As manufacturers, we ship directly to you from our modern plant in Franklin Park, Illinois. There are no profit-picking middle-men involved. (Our profit comes from the products you buy.) And best of all, you remain your own boss. Free to grow with the rising demand in your own area. WE HELP YOU ALL THE WAY. We ll teach you the very latest in organic, scientific lawncare. And 
we'll supply you with super-effec-tive sales tools. Newspaper ads. Radio commercials. Brochures, door-sellers, publicity and advertising. You supply the desire to make big money in this growing field. AGRO-CHEM, INC. Where the grass is always greener. 11150 W. Addison, Franklin Park, Illinois 60131 r* > ? Z n > 70 m Z a c CO H 70 Z o < A WORD TO THOSE WHO THINK IT TAKES A FORTUNE TO MAKE BIG MONEY IN LAWNCARE A UNIQUE, ORGANIC LAWNCARE PRODUCT LINE SUPERIOR TO OTHERS. Agro-Chem lawn nutrients are totally organic. Natural. And specially formulated by us according to soil tests in your area. There are no harsh chemicals that can lead to weakened, disease-ridden lawns. Instead Agro-Chem nutrients create a natural, deep-root growth that assures green lawns and turns undesirable thatch into humus. And all Agro-Chem products have been proven effective, and profitable, after thousands of residential, commercial and institutional applications. IT DOESN'T COST A FORTUNE TO START IN BUSINESS NOW!-The return investment is substantial, from the start. For instance, an initial product order costing you $5000 can bring you a gross profit of about $10,000. Even if you begin with a small truck and only a 300-gallon product tank. IT ONLY TAKES A PHONE CALL OR A STAMP. Call us collect today, or fill out and return the attached coupon to receive our no-obligation booklet describing your incredible profit potential as an Agro-Chem dealer. But act now, and be ready for the big profit season ahead. CALL MR. THOMAS GREENE, COLLECT 312-455-6900 V Estech General Chemicals Corp. > o z >< oc H c/D D O Z w OC < u z The Professional Products Divi-sion of Estech General Chemicals Corp. (formerly Swift Agricultural Chemicals Corp.) markets a number of complete, high-quality fertilizer products 
well-suited for the lawn care businessman. These fertilizers are marketed under the brand name Par Ex. "One of the most important things we have to offer the lawn care businessman is our exten-sive custom formulation capabilities," Irv Stacy, Profes-sional Products sales manager, told LAWN CARE INDUSTRY. "In most cases, we can custom-formulate a fertilizer product that matches the geographic and agronomic needs of the lawn 
care specialist. The Professional Products Division markets fertilizer for-mulations containing water-insoluble nitrogen (IBDU), 
coated slow-release nitrogen (sulfur-coated urea), water-soluble urea nitrogen, as well as additive products for weed and 
insect control. Par Ex fertilizer mixes are available in standard formulations of nitrogen, 
phophorus and potassium and 
combination products using IB-DU/SCU and water-soluble 
urea. A free, 24-page Turfgrass Performance Guide is available. Circle 27l on free information card FERTILIZER Lebanon Chemical Lebanon Chemical Corp., 
Lebanon, Pa. is currently marketing its homogeneous fer-tilizers and control products to lawn care businessmen in the 
Northeast, according to Edward W. Price, sales co-ordinator for the company. "Although it is not our main source of sales for our profes-
sional product line, it certainly is an area growing at a very active pace," he said. "We find that lawn care peo-ple in our area are recognizing the quality of the material that is 
available today, and they're will-
ing to pay a slightly higher price for products which are easier to 
spread and which give their customers more satisfactory and longer-lasting results." The company's Country Club and Greenskeeper fertilizers are a homogeneous combination of the three primary elements, ni-
trogen, phosphorus and 
potassium, and also micro-
nutrients in some analyses. The homogeneity gives the lawn care businessman an even release of 
plant food nutrients regardless of how the material is spread. Each small granule will insure fast-acting and long-lasting release of nitrogen to promote uniform December 4-6,1979 Cincinnati Convention-Exposition Center (Exhibit floor opens at 9:00 a.m., educational sessions start at 1:30 p.m.) Headquarters hotel: Stouffer's Cincinnati Inn Ł Over 70 exhibitors of turf equipment, materials, and services Ł Speakers from leading university and industry sources All professional turf managers welcome. Register upon arrival (no pre-registration necessary). Mark your calendar now! December uesday Wednesd; color and growth. In addition, each particle is made up of both 
water insoluble and water solu-ble nitrogen. Detailed 
information is available on the company's line of granular and 
water soluble fertilizers. Circle 279 on free information card FERTILIZER Agrico Chemical Co. According to Ted J. Black, market development manager for the northeastern region territory of Agrico Chemical Co., 
there are 28 farm centers ex-
tending from Maine to Virginia. "At these locations," he told LAWN CARE INDUSTRY, "we inventory material products, such as urea, diammonium phosphate, monoammonium 
phosphate, Sul-Po-Mag, and 
potash from which we can blend a complete dry fertilizer in almost any desired analysis. "On the liquid or fluid side, the Agrico farm centers carry 30 percent nitrogen solution made 
from urea and ammonium 
nitrate," he said. "We also have strategically located dealers who can manufacture fluid suspen-sion type complete fertilizers 
which could, after proper dilu-tion, be applied to lawns." Circle 273 on free information card FERTILIZER Chevron Chemical Co. Chevron Chemical Co. has available complete lawn and gar-den product manuals for the Midwest/Northeast, South and West. Fertilizer products include Greenol Lawn Tonic, Ortho Crabgrass Control Plus 18-3-6, 
Ortho Lawn Food 24-4-8, Ortho 
Spring Seeding Crabgrass Con-trol Plus Fertilizer 18-3-6, Ortho Weed and Feed, Ortho Bahia 
Weed and Feed, Ortho St. Augustine Weed and Feed 21-4-4, Ortho-Gro Lawn and Dichondra 
Food 22-4-4, Ortho-Gro Lawn Food 2-4-4 and Ortho-Gro Multi-purpose Lawn Food 16-16-16. Circle 277 on free information card FERTILIZER National Liquid Fertilizer Corp. National Liquid Fertilizer Corp. has available information on its Envy line of water-soluble fertil-izers and liquid fertilizer con-centrates. Envy 30-10-10 with mi-
cronutrients is completely and quickly soluble in cold water for 
easy application through any spray, meter or proportioning device, the company said. At 
receommended rates, a clear, stable, sequestered solution is produced. Envy will not "fall 
out" to clog equipment. The com-
pany also has 33-0-16 and 10-20-30 water-soluble fertilizers, and 15-
5-5 and 10-20-20 liquid fertilizer concentrates. The Ohio Turfgrass Foundation 1827 Neil Avenue, Columbus, Ohio 43210 (Tel: 614/422-2592) Liquid Ag Systems Liquid Ag Systems, Inc. blends clear-solution fertilizers for use on turfgrass, lawns and nursery crops in Florida, according to 
company president Dante T. 
Brunetti. "Although 80 percent of our production is applied to turf-grasses, only about 15 percent is currently being applied to home 
and commercial lawns through 
lawn service operators," he told LAWN CARE INDUSTRY. "We feel the lawn care market is largely untapped by the liquid fertilizer industry, and hope to do more market development in that area," he said. "We are for-tunate in that we have the capability to formulate liquid 
fertilizer grades with secondary and minor elements, giving us the advantage of overcoming localized nutritional deficiencies 
in Florida with relative ease." Brunetti said that the greatest single advantage of liquid fertil-izer application is control. The 
lawn spray operator may apply 
liquid fertilizer as often as he sprays pesticides, and he may do 
so at the same time. "Liquid Ag's philosophy is not so much to sell a fertilizer as 
it is to sell a program of handling ease for the operator and agronomically sound response for the lawn and landscape." he said. "Liquid fertilizers may be very effectively applied and easily 
adapted to most lawn trucks," he said. "All that is required is the 
Liquid Ag Orifice Metering System, a storage tank and transfer pump." Some advan-
tages Brunetti listed: The need for fertilizer storage space inside your building is eliminated; handling of bags is eliminated; liquid fertilizing and 
pesticide application can be done at the same time; affords controlled accurate metering of 
all soluble materials; eliminates predilution of fertilizers and pes-ticides because materials are 
mixed in line; eliminates layered 
concentrations of materials in 
drop tank; allows total flexibility 
of switching of materials in the field by a simple turn of the 
valve; since the system is flow-
sensitive, accurate metering is achieved even when water flow varies; liquid fertilizers can be prescription-formulated to meet the macro- and micro-nutrient needs of any soil and turf; there 
is no danger of burn to turf; the system is easily cleaned for elimination of corrosion and material build-up. Circle 275 on free information card MARKETING IDEA FILE Stretching a small ad budget In these days of spiraling inflation, all costs are rising and ad-vertising is no exception. For the large company with many advertising dollars to spend, this might not present the prob-
lem it does for the smaller businessman with a limited ad budget. Here the cost of advertising may be increasing faster than earnings allow. What to do? An easy temptation might be to cut out advertising altogether or to allocate what money is available to one medium says Frank McDonald, senior vice president and director of media and marketing services for New York ad agency Cunningham & Walsh. Yet spending your entire 
budget on one medium while ignoring others can make your program as ineffective as not advertising at all, he says. Advertising, like many endeavors, requires a team effort approach that utilizes the unique capabilities of each player 
to produce best results. For small businesses, a team effort approach put forth by an advertising mix is the best way to realize profits. Even with a small ad budget, you still can achieve an effec-tive blend of advertising media without sacrificing response. The trick is to exercise caution and judgment, making sure to zero in on your prospects in a way that your advertising message Š and dollar Š is not wasted. Before determining the value of each medium in the adver-tising mix, first decide what message you want to convey, whom exactly you are trying to reach with this message, and how much you can spend to deliver that message. This means taking a good look at your lawn care business, reevaluating your marketing objectives, and then studying your target audience carefully. Now more than ever it pays to know your prospects thoroughly by studying their demographics Š age, income, type of residence, neighborhood, etc. Š against each of the major advertising media. Newspapers. Newspapers are the place for a timely or newsworthy lawn care ad. Your newspaper should tie into a special time of the year Š such as spring or fall Š or a special service being offered. Don't think you need a large ad to attract attention in a newspaper. While most people's eyes probably are attracted to the big ads at first, you yourself may have noticed there are some smaller ads that always run in the same place, year-in, year-out. Most people come to expect them there and subconsciously might even look for them in a certain spot. Therefore, if you must place a small adm study the paper well to determine which section is most likely to get the greatest number of readers in your target audience. A good place to start might 
be the sports page, or the Sunday garden section, or the home section. Since budget limitations can mean space limitations, con-fine yourself to a key idea, keeping your copy crisp and to-the-point. Select a headline that will attract a reader's atten-
tion, placing your name further down in the ad. Unusual 
borders are another good way to draw attention to your ad, but don't let large or unwieldy artwork cut down the size of your ad copy. Small illustrations are fine, but use line draw-ings for clarity instead of photos that generally look muddy when reduced. Don't overlook the classified section of the newspaper either. A classified ad's seemingly tiny size can do quite a job for even a smaller investment than a small display ad. Brevity and imagination are the key, as well as a convincing headline to make the ad stand out next to those run by your competi-
tion. Magazines. In general, small businesses won't want to spend money advertising in large magazines because it is too costly. However, for a business which is well-known in its area, smaller regional and city publications, as well as the regional editions of national magazines, can be a good invest-ment. Radio. Like newspapers, radio is a timely medium and should be used accordingly. Radio also offers a wide range of 
stations catering to diverse market segments. Once again, it is important to study the demographics of your target audience so that your message is focused on it. By reducing the number of radio stations you might ordinarily use to air your message if you had the money, you still can select those few that will enable you to maintain a high frequency of exposure. However, with a small ad budget, you won't have time to get your message across in the spot announcements that run between programs. Nor do you have the impact of illustra-tions or unusual type and border styles to attract the pro-spect's attention as you would in the print medium. You are also competing with whatever else the listener may be doing while listening to the radio. Therefore, words alone must provide the punch and should be chosen precisely and 
carefully. Write the copy as though you were speaking it, us-
ing an attention-getting "headline" or introduction. Keep your message as simple as possible, repeating the points you especially want to convey. Steer clear of unnecessary details. Television. Don't shy away from television because you think it is too expensive a medium to use. While prime time is very expensive and you may not be able to afford a profes-sionally produced commercial or to sponsor a particular pro-gram, there are alternatives. Running spot commercials adjacent to programs that are likely to attract the prospects you want to reach is an effective way of delivering your message. Generally, spot commercials on local stations are more affordable than those aired on ma-jor networks, while late night time and day time are less ex-pensive than prime time. Yellow Pages. Unlike the other media just discussed, the Yellow Pages is unique in that it is actually a buyer's guide to 
which prospects refer once they are planning to buy. Some consumers turn to the Yellow Pages because they have already seen you other advertising and have forgotten a vital fact such as the address or phone number. Others haven't 
been influenced by other advertising at all but simply are un-decided as to which particular lawn care firm to use. In either case, these prospects are seeking what you offer and an ad in the Yellow Pages helps insure that your special message is noted. Because your Yellow Pages ad will be listed among the competition, it is even more important to tell prospects why they should deal with you and you alone. An attractive Yel-low Pages ad, including a brief catalog of your basic services that indicates to prospects what makes your business unique, is a good investment that works every day, all year round. Remember, when a prospect turns to the Yellow Pages, he or she is in an "action" mood. Other media. In addition to the major media already dis-cussed, there are other forms of advertising you should ex-
plore when deciding upon your advertising mix. For example, if you want to direct a message to a select group chosen on basis of income, for example, direct mail is an excellent advertising tool used by many lawn care firms. However, be sure your mailing list is accurate and up-to-date in order to reap the best possible results for your dollar. Similarly, weekly shopping guides will zero in on your im-mediate prospects quite efficiently if you are absolutely sure of their "pulling power." Outdoor advertising Šwhether 
large billboards or small subway or bus cards Š is a great way to keep your message in front of your prospects on a daily basis, provided that you know your market well and select a heavily trafficked location. LAWN CARE INDUSTRY ORGANIZES Ł To provide and disseminate informa-tion to the industry regarding laws and regulations affecting the industry and to promote the enforcement of same Ł To provide industry statistics Ł To exchange knowledge among the members for the improvement of the industry PURPOSES OF THE ASSOCIATION Ł To collect and disseminate informa-tion regarding lawn care for the betterment of public interest Ł To recommend standards of nomen-clature for the improvement of the industry Ł To sponsor and promulgate research related to lawn care among other persons or institutions Ł To provide information to the public regarding lawn care by sponsoring or participating in seminars, confer-ences and congresses related to educa-tion in the lawn care fields Ł To promote the lawn care industry in all other lawful ways. NATIONAL CONVENTION An annual event for the professional exchange of new ideas, innovations and operating know-how. Also a forum for Lawn Care industry suppliers to sell and demonstrate their wares. NEWSLETTER A periodic publication distributed to dues-paying 
members to keep them abreast of the latest thinking and activities affecting their business and industry and what 
other Lawn Care professionals are doing about it. The proposed Newletter will include regulatory and consumer market trends, technical, economic, legislative and 
industry news as it happens. 
SEMINARS Conferences, clinics and workshops will be conducted In sessions aimed at continuing management education for today's business climate and conditions relating to the Lawn Care profession. TRAINING PROGRAMS Specially designed courses for sales, service and supervisory employees of member firms to project a strong 
overview of the Lawn Care profession and to teach, with case histories wherever possible, the common fundamentals of business practices, customer relations, regulatory and legal aspects, cost control and the importance of economics to business success. 
RESEARCH AND DEVELOPMENT Industry-funded projects will be initiated relating to advancement of Lawn Care technologies, analysis of new 
or unique methods, preparation of generic and industry-
wide information for general dissemination, conduct of 
studies relating to supplies, safety, equipment, transporta-tion and other general market data 
CONSUMER EDUCATION A generic (non-proprietary) approach to inform potential customers of the advantages of Lawn Care and the importance of putting the proper care of lawns in the hands of dedicated, trained, skilled professionals. STATISTICS Surveys to enable each PLCAA company to compare its performance against the average performance of all MEMBER ACTIVITIES AND SERVICES member companies and to compare business performance factors, such as: sales volume, profit, investment, inventory levels, growth, etc. The Association will gather proprietary data from participating members for statistical analysis and prepare generalized data for dissemination to participating members while protecting the confidential information of each participant. 8. SAFETY PROGRAM The establishment of safety standards that, effectively followed by an industry, can better prepare that industry to contend with the multiplicity of national government regulatory groups and state and municipal codes that might seriously inhibit a business activity. Self-regulation and standards create a strong position on safety 
comprehension. Safety education films can also be produced for use in employee training, presentation to 
regulatory groups, management or customers as required. 9. ENVIRONMENTAL PERSPECTIVE A basic concern of all Lawn Care professionals is proper understanding of environmental factors relating to services performed and the responsibility to protect the environ-ment. This important aspect of consumer and governmental awareness of environmental treatment will be carefully monitored and an alert system will be maintained. 10. DIRECTORY A listing of each member of the Association in good standing, the PLCAA statement of objectives, code of ethics, active committees, members' management personnel and association representatives. Current officers, directors and active projects will also be listed to facilitate participation. 11. INSURANCE An extremely important service to members is the 
availability of insurance programs tailored to the specific needs of the average PLCAA member. A package of selective coverage is planned to include health and medical plans, accident, death, liability, comprehensive 
business insurance and risk management. LEGISLATION 
A significant factor in today's business climate is the constant presence of state and national legislation that could seriously affect the operation of Lawn Care professionals through laws and regulations controlling industrial material and processes for example. Reports to member companies in these areas will provide advance notice of pending legislation which will enable PLCAA members to respond GOVERNMENT RELATIONS In a broader concept, federal government activities relating to labor, standards, safety, liability, consumer interests, finance, trade, revenue, environment, imports and exports and other areas of special interest will be monitored. Appropriate agencies will be contacted when necessary. PLCAA, as spokesman for the entire industry, can present your interests with greater force and 
effectiveness than can an individual company. STANDARDS Establishment of acceptable and common technical and safety standards will allow the Lawn Care profession to look upon criteria for their own performance and to have specifications that are tangible and demonstrable to both 
critics and allies. TRADE PRACTICES Development and recommendation of industry objectives and encouragement of practices that will reflect favorably on the industry as a whole constitute an important Association function. Special problems in trade matters can then be addressed and solutions recommended within 
the framework of industry objectives and policies. ASSOCIATION LIAISON The exchange of information and industry viewpoints with 
related Associations in -industry, arts and sciences will significantly expand the influence and prestige of PLCAA as well as give PLCAA members a broader insight into their own industry. 
INDUSTRIAL RELATIONS Motivation of employees, the proper utilization of human resources, standard operating procedures, labor relations, training and job descriptions will be explored under this activity. MEMBERSHIP APPLICATION INSTRUCTIONS Please read qualifications and answer all questions on this application. Membership in the PLCAA may be held in the name of the company only. Send together with your check for the $50 application fee. I, (WE), HEREBY APPLY FOR MEMBERSHIP IN THE PROFESSIONAL LAWN CARE ASSOCIATION OF AMERICA, AS FOLLOWS: Ł REGULAR MEMBER Š $200 per year Application for Regular Membership in the PLCAA may be made by any person, firm or corporation active in the chemical lawn care business for at least six months prior to this application. Ł AFFILIATE MEMBER Š $100 per year Application for Affiliate Membership in the PLCAA may be made by an operating branch or division of a Regular Member or business-related entity/individual designated by a Regular Member entitled to all rights of membership other than voting. Ł ASSOCIATE MEMBER Š $500 per year Application for Associate Membership in the PLCAA may be made by any person, firm, corporation or other association engaged in business or research activities, related to, but not directly engaged in lawn care management, i.e. chemical suppliers, manufacturing and equipment suppliers, distributors and manufacturer's representatives. Name of Company Street City Phone State .Zip Name and title of individual(s) who will represent your company to PLCAA: In making application for the class of membership indicated above, I certify that the applicant is qualified in accordance with the requirements for membership as defined above. I further certify that all information submitted in this application is true and, if accepted as a member (Name of Applicant Company) agrees to abide by the Articles of Incorporation, By-laws, and Code of Ethics of the Professional Lawn Care Association of America. A check in the amount of $50 is enclosed. I understand the application fee is not refundable if the company is not accepted as a member. If accepted, I will be billed for annual dues. (Fiscal year of association extends from July 1 through June 30. Dues are payable a full year in advance, but credit will be made on the following year if a portion of current fiscal year has passed when joining.) BACKGROUND DATA 1. Date applicant company started: 2. Applicant company is primarily involved in. Chemical lawn care and maintenance services Application Ł Chemical application only Ł Liquid Ł Mowing and other maintenance services Ł Other (specify: Ł Granular _) Ł Both 3. Are you licensed? Ł YES Ł NO 4. Applicant company is an: Ł Independent Ł Partnership Ł Corporation Ł Chain Ł Franchise Ł Other (specify: 5. Applicant's type of business: Ł Manufacturer Ł Dealer Ł Distributorship Ł Lawn Care Service Ł Other (specify: 6. Is applicant company's business location: Ł Headquarters Ł Branch Office CONVENTION PLANS 1. Will you attend a national PLCAA meeting? Ł YES Ł NO 2. What time of year would you prefer the meeting to be held? Ł Winter Ł Summer Ł Other Date . . Signature . Title . Please complete the reverse side of this application and return with your check to: Professional Lawn Care Association of America, 435 N. Michigan Avenue, Suite 1717 Chicago, IL 60611. FOUNDER S DESIGNATION Please send the necessary information for this membership to receive "Founder" member status. Ł YES Ł NO NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY MAIL First Class Permit No. 2675 Cleveland, O. Postage will be paid by addressee L4WN G1RE INDUSTRY Attn: Circulation Department 9800 Detroit Ave. Cleveland, Ohio 44102 L4WN OIRE INDUSTRY The news monthly serving chemical lawn care and maintenance professionals. Please enter my introductory subscription to LAWN CARE INDUSTRY for just $10 (12 monthly issues). I understand that if LAWN CARE INDUSTRY doesn't meet my expectations I can cancel and receive prompt refund. Ł Bill company Ł Bill me Ł Payment enclosed Name Title Firm Business Address 
City State Zip Signature Date Type of Business (check one) Ł Chemical lawn care & mow- Ł Lawn mowing and other mainte-ing/maintenance services nance services Ł Chemical lawn care only Ł Other (specify) Heritage House In 1976, the management of Heritage House Products Corp. recognized a sleeping giant within the lawn and garden in-dustry that was gaining mo-
mentum and would soon have a greater hunger for a variety of lawn fertilizers and related chemicals, said Jack Hamilton, vice president of horticulture for the company. "As the original lawn care ser-vices began developing, many were built around complicated equipment which was very often 
designed to use basic granular fertilizers in a variety of bins or hoppers which would dispense at differing ratios and in theory would blend or mix fertilizers 
sufficiently for spreading on the lawn," he said. "As lawn technology progressed, it became evident that blending of basic products in the lawn com-bines often left the applicator a 
wake of problems such as streak-ing, or inadequate coverage when a malfunction occurred." At this stage, Hamilton said, many companies changed over to pre-blended granular fertilizers. 
Basic mixing problems were alleviated and rate of application became the major decision lawn service technicians had to make and they also could use the same 
automated equipment.. "Based on the needs and desires voiced to us by lawn care dealers, our company's Gro-Care line of professional products was developed and field-tested in 1977 and marketing began last year," Hamilton said. "The success of this line is attributed to the flexibility and variety of products offered." The Gro-Care line includes a varied selection of granular pro-ducts from 30-5-10 professional lawn food to 20-5-10 maintenance 
formulation, available with Dacthal, MCPP, 2,4-D, Dursban, etc. "With the organic corn cob base carrier and sulfur-coated urea for controlled, slow-release nitrogen, the product works well 
in lawn care operations," he said. "Aware of the mounting in-terest in liquid fertilizer applica-
tions, we developed and tested formulations leading to a 20-3-3 fertilizer solution with Cu, Fe, Mn and Zn as trace element additives." The combination of a soil con-ditioner/wetting agent to the pro-
duct greatly improved its 
effectiveness. Circle 270 on free information card sum; ferrous ammonium sulfate; 
sulfate of ammonia and urea; complete fertilizers in dry, water-soluble forms with trace elements added; pelletized fer-tilizers; and complete granular blends. "Because we are in a cool, moist area, moss in turf is a com-mon problem," Crabb said. "This and other factors are given special consideration when mak-ing up a program." He said a typical program might be: Dolomite would be applied in late fall or early spring when rains will dissolve the lime, releasing calcium and correcting soil acidity. He prefers late fall (Oct.-Nov.) or early winter months, before freezing, because this allows for more rain to break down the lime, and it will not be 
in the way of early spring thatch 
removal. Immediately following spring thatching (Feb.-March), he rec-
ommends either 9-3-6 or 18-1-3. Because of the lower analysis, the 9-3-6 will be applied at a higher rate. This increases the amount of iron applied per 1,000 square feet, and will last longer 
because of its organic base. The 18-1-10 has a special nitro-gen blend to combine both fast and long acting products. Phosphate is kept low to dis-courage Poa annua , a common 
problem in Washington state. Potash is at a sufficient mainte-nance level. At the correct rate of application, six percent iron will discourage any moss. The next feeding (April-May) would probably be the 16-6-8 pellet. The high sulfur, ease of application and low cost make it 
Crabb's choice. Washington nor-
mally has enough rain at this time of the year that burning is not a problem, especially with a pellet. In June-July, he recommends application of 21-3-5 pellets. The 
long-lasting nitrogen and high sulfur from sulfur-coated urea makes this a non-burning favorite. Crabb's recommended Sept.-Oct. application would be a 5-3-10 made up of one-third to one-half of nitrogen from ureaform, or an organic base Š either one will keep your color until the 
following spring. "A program such as this, and mostly knowing what is available 
and what is "usually" required, then making up a year's program in advance , is the difference be-tween a lawn care businessman and someone who just fertilizes lawns," he said. Circle 274 on free information card The December issue of LAWN CARE INDUSTRY will feature a look at "Lawn Care in the '80's" as seen through 
the eyes of major manufacturers and suppliers to the industry. tr > ? Z n > X w Z a 
c CD H X >< Z O < FERTILIZER NuLife Fertilizers "Our key to the fertilizer business with the lawn care busi-nessman in Washington is that we are a custom mixer," says Robert C. Crabb, assistant manager of NuLife Fertilizers. "We often blend fertilizers to an individual's specific request." The company has several large groups of products, including organics such as blood, raw 
bone, steam bone, cottonwood, fish and tankage; dolomite; gyp-Groundsmasfer 52. lYom a 52"offset deck to hydrostatic drive, ilfc designed to be a Professional. Donaldson air cleaner for better engine protection. Deck up front, steering in back 
for more maneuverability. Hydrostatic drive for smooth, one-pedal control 
of forward and 
reverse. |1§: TS© Ł P.T.O. shaft eliminates belts, simplifies change of accessories. Deck raises hydraulically for fast, easy transport, even over curbs. You're looking at just a few of the features that make this versatile midsize rotary mower so durable and productive. We don't have room enough to show them all. For now, we'll tell you the Groundsmaster 52" mows like a garden tractor, trims close like a walk mower and lets one man do both. With optional attachments, it's a year 'round workhorse with everything from vacuum 
to snowblower to V-plow to broom. Above all, it's engineered for professional use by the Professionals in turf care products. Want a demonstration of the Groundsmaster 52"? Or our Grounds-master 72* that mows up to 3,7 acres an hour without losing its cool? Call your Toro distributor. Or, mail the coupon. TORO The Professionals Offset deck for trimming around obstacles, along curbs, under shrubs. Tell me more, Toro! I'm interested in a free demonstration of the Groundsmaster 52®. Please have my distributor call me. Name Company Address City County State Zip Telephone area code number Mail coupon to: The Toro Company, Commercial Marketing Dept. LCI-099 8111 Lyndale Ave. S., Minneapolis, MN 55420 | ! BEHIND THIS ISSUE > o z DC Cfl D C z w OS < u z < hJ Talk about unobjective reporting. Bam. The whole top half of the Family section of the Sunday edition of the Louisville Times. Bam. The whole left side of that taken up by an ominous picture of a turfgrass plant superimposed on a picture of a skull. Bam. A dog dead. Bam. A mastectomy. Bam. A letter to the editor, a reporter is put on the story, quoting the housewife's letter as if it is fact. Bam. Quotes from a whole bunch of scientists that don't think pesticides are safe. Bam. No local lawn care company executives are quoted. But, oh yes, way down in the last para-graph of the story (if anybody even got that far after going into shock and then calling to cancel their lawn care service), the stock disclaimer in 25 words or less: "On the 
other hand . . As the lawn care industry becomes more visible, this is a problem that more and more of you are going to have to face. But you just can't sit back and wait for stories like the one mentioned on page 1 of this issue to appear, and then try to undo 
the damage. First, get the facts and get the informa-tion out to your customers. In writing, before a story appears. And have your field men armed with the information too. Second, you might have to band together with other lawn care businessmen in your area and get your story out to newspaper garden editors and other media. This is one project the Professional Lawn Care Associ-ation of America is planning, and it might 
not be such a bad idea to check out what they are doing to help the industry too. Third, if the lawn care industry in your area does get some bad press, respond 
immediately. Demand equal time from the 
newspaper or television station that ran 
with a story before they got all of the perti-nent information. It could save you a lot of trouble Š and customers. PRODUCTS Vinyl tree guards TreeGard, from Ross Daniels, Inc., protects young trees from sun scald, hungry rabbits, and other rodents. Made of vinyl, TreeGard expands with the growth of the tree to provide protection up to 36 inches from the soil line. Circle 211 on free information card Paving stones Uni-Stone, interlocking pav-ing blocks, are offered by North American Stone Co., Ltd. The compressed concrete paving stones are made to withstand ex-treme weather conditions and heavy traffic. The blocks come in either natural grey or standard colors. Uni-Stones are made in thicknesses of 23/e inches for car and medium weight truck traffic 
and 3Vb inches for heavy truck traffic. Control 15 major lawn pests with versatile SEVIN carbaryl insecticide. They nip, munch, burrow and bite. As sure as grass is green, lawn pests will try to make life miserable. You can minimize the misery STOP! ALL PESTICIDES CAN BE HARMFUL With SEVIN TO HEALTH AND THE ENVIRONMENT r^rh^rvl IF MISUSED. READ THE LABEL CARE- ual / 1 FULLY AND USE ONLY AS DIRECTED. ¡HSeCtlClde And protect lawns from as many as 15 different problem pests. Both the most common ones and the worst: ants, bluegrass billbugs, chiggers, chinch bugs, cutworms, ear-wigs, European chafer, fall armyworm, fleas, green June beetle, leafhoppers, millipedes, mosquitoes, sod webworms (lawn moths) and ticks. Broad registration only starts the list of SEVIN benefits. It's also compatible with many other commonly used insecticides, miticides, fungicides and foliar nutri-ents. And residents can resume using the grounds or yard as soon as the spray dries. There's a choice of ADVERTISERS INDEX PRODUCTS Agro-Chem, Ine 17 Boots Hercules Agrochemicals Co 4 Deere & Co 2-3 Hanson Equipment Co 12 Hypro, Div. of Lear Siegler 6 Imler Industries 6 Lakeshore Equipment & Supply Co 11 Lawn Care Business Conference 16 Lebanon Chemical Corp 12 Lofts Pedigreed Seed, Ine cover IV Ohio Turfgrass Conference 18 Professional Lawn Care Association of America 20 Professional Turf Specialties 12 Stauffer Chemical Co 8-9 Strong Enterprises, Ine 13 Torco Engineering 6 The Toro Co. 21 
Tuflex Mfg. Co 16 Union Carbide Corp 22-23 Velsicol Chemical Corp 7 Dump truck converter Mini Dump converts most 6V2-foot and eight-foot fleetside and stepside pickups into econ-omy-sized dump trucks for all-purpose hauling. The conver-sion unit weighs 600 pounds and attaches to four existing bolts on the original pickup bed. No addi-
tional drilling or welding is re-quired. The 3,000-pound capacity hydraulic scissors lift is powered by the truck's battery. Circle 202 on free information card High pressure hose Flexispray, a high pressure spray hose, is offered by Flex-itube International Corp. Con-
structed of orange PVC tubing, the hose is tough, lightweight, 
and extremely flexible. Circle 208 on free information card Gas-powered trimmer The Echo GTL-140 gas-powered trimmer features a flex-ible plastic blade which is easier to use than nylon line, but trims away grass and weeds like a steel blade, according to the manufac-turer. The trimmer weighs 8.1 
pounds and is powered by a 13.8cc engine. Circle 204 on free information card Billy Goat blowers A five-horsepower blower, the BL-58, is available from Billy Goat Industries. The blower features a fold-down handle for easy storage, an easy-grip hand throttle for adjusting air volume, and the exclusive Gust AdjusterŽ exhaust port which concentrates and directs air currents. Pneu-matic tires are also offered as op-tional equipment. Circle 209 on free information card CLASSIFIED only is given, please address as follows: Box number, % LAWN CARE IN-DUSTRY, Dorothy Lowe, Box 6951, Cleveland, Ohio 44101. Rates: 35c a word for line ads, 65c a word for display ads. Box numbers add $1 for mailing. All classified ads must be received by the publisher before the 10th of the month preceding publication and be accompanied by cash or money order 
covering lull payment. Mail ad copy to Dorothy Lowe, LAWN CARE INDUSTRY, Box 6951, Cleveland, Ohio 44101. FOR SALE '75 CHEVY, 1 ton, 750 gals., and 76 Ford, 1 ton, 850 gals. Both mech. agitation and in very good condition. 502 456-6777. MISCELLANEOUS KELWAY SOIL pH TESTER, used by professionals everywhere. Direct reading, longlasting, portable, 
lightweight, no power source. Model HB-2 reads moisture too. Available through local distributors or contact Kel Instruments Co., Inc., P.O. Box 
1869, Clifton, N.J. 07015. 201 471-3954. 23 z n > 70 m Z a C CD H TO z o < four formulations Š sprayable, wettable powder, flowables and SEVIMOl! 4, a liquid blend of SEVIN and molasses. Granules, dusts and baits are also available for certain specialized uses. Plus, SEVIN isn't harsh on the environment. It is bio-degradable; and when compared with other insecticides, it ranks low in toxi-city to people, animals, birds and fish. So it's probably no surprise to hear that SEVIN carbaryl is one of the largest selling insecticides in the United States today For more information about SEVIN, contact your pesticide supplier or Union Carbide at the address below. Make SEVIN carbaryl insecticide your answer to pest control too. SEVIN CARBARYL INSECTICIDE ISTHE ANSWER. SEVIN and SEVIMOL are registered trademarks of Union Carbide Corporation for carbaryl insecticide. UNION CARBIDE AGRICULTURAL PRODUCTS COMPANY. INC., 7825 Boymeodows Way, Jacksonville. FL 32216 "Tough K.C. Chiefs need tough grass! Thats why I pieked baron KENTUCKY BLUEGRASSe Šr - r-w v m George Toma, Director of Field and Landscaping Operations, Kansas City Chiefs and Royals, and consultant for all Super Bowl games. "I need a grass that will withstand the wear and tear of forty big football players on it five days a week from August to December. With the toughness of Baron there are darn few worn out spots." George Toma explains to Peter Loft: "I overseed this practice field with 50 lbs. of Baron as early as February and the field is ready in April. We'll have good grass all the way through the season." "With the field in use so much of the time, I need a grass that doesn't need much care. In the 3 years this field 
has been in, I've never used a fungicide, insecticide or herbicide. That's a plus for me. I can only water maybe once a week and you can see how green this 
field is." "We fertilize well around Thanksgiving. With the lower fertilization require-ments of Baron, we don't have to worry about tender grass. Baron stays tough." "We mow whenever the grass needs it. That may be once, twice or even three times a week. We only remove V* of the growth and usually cut it to lA" up until June 1. After that we keep it at 2"." Lofts Pedigreed Seed, Inc. Bound Brook, NJ 08805 / (201) 356-8700 1CH/efT The players love this field. They even replace their own divots! And I think psychologically they practice better when they see a beautiful field like this." Lofts /New England Arlington, MA 02174 (617) 648-7550 Lofts/New York Albany, NY 12205 (518) 456-0042 Loft Kellogg Seed Co, Milwaukee, Wl 53201 (414) 276-0373 Great Western Seed Co, Albany, OR 97321 (503) 926-2636 Circle 115 on free information card (Canadian Baron Dist.) Oseco L td. Ontario, Canada (416) 457-5080