WWN ORE INDUSTRY Serving the needs of the professional lawn care operator VOLUME 14 NUMBER 3 ANiJa3ii PUBLICATION MARCH 1990 LCOs: 90 should be better The coming growing sea-son should be a good one for the professional lawn care market. That's what many LCOs said in a Lawn Care Industry telephone survey. Some prom-ise more aggressive marketing of their services. Others point to strong local economies and continued growth (there were some exceptions) of upscale residential housing for their optimism. There seems to be agree-mentŠat least among the in-dependent contractors we 
contactedŠthat a double-
digit expansion in sales re-mains within the reach of the LCO who stresses quality ser-vice at a fair price. Roger Heider, Quality Lawns Inc., Omaha, NB, is starting his 18th year in the industry (the last eight as a business owner) and he pre-dicts continued growth for his four-person operation because he knows his customers' needs extremely well. "I know every yard and when somebody calls we can discuss their particular yard because I've been on it as many as 20 or 30 times de-pending on how long they've been with us," he says. In fact, that's how Heider began his company: he got on 
the telephone and called every 
person he knew...and landed 200 customers his first season. Over the years, he's added aeration, seeding and snow re-moval to his company's ser-vices. "Our phone is ringing off the hook already," reports Ca-
thy C. Willcock, Lawn-A-Mat, Silver Spring, MD. Even so, she says she'll increase her 
telemarketing and direct mail 
campaigns. She reports she 
also receives good customer feedback from a newsletter ("I try to do it monthly.") that stresses the importance of 
good lawn grass cultural prac-
tices such as keeping a sharp mower blade and correct wa-tering. See LCO« page 30 David Ransome will use direct mail, handouts. "There's still lots of new business out there." He wants 20 percent growth. Evidence mounts in 2,4-D's favor Chem Lawn workers cooperate in study Tidewater Marketplace: The Chesapeake Bay region of Virginia has a micro-climate that invites fungus. The crew from Cooper's Lawn Aeration Service reports growing success in selling fungus control. Our coverage begins on Page 31. PLCAA says April first ever "Lawn Care Month" Professional lawn care is beneficial to the envi-ronment. LCOs are being given an ex-cellent opportunity to re-edu-cate their customers to these 
benefits in April because April 1990 will be the first ever "Na-tional Lawn Care Month". The Professional Lawn Care Association's public rela-tions efforts, energized by it's newest staff member, PR Di-rector Sandy Hensel, were un-veiled at PLCAA's January 
board meeting in Atlanta, GA. HenselŠshe joined PLCAA last NovemberŠsaid PLCAA is taking a "proactive" ap-proach to environmental con-cerns. In fact, LCOs should let 
the public know that they too 
want safe and clean living and working environments. And 
that they are doing something positive about it, said Hensel. Here's a rundown of PLCAA's efforts to showcase the benefits of professional lawn care: Ł A series of cartoon strips being developed concerning lawn care. When they're com-pleted they'll be sent to all daily and weekly newspapers The herbicide 2,4-D, one of the most widely used, extensively scrutinized pesticides ever, is to undergo yet even more study. About 8,000 ChemLawn employees, two-thirds of 
whom have been pesticide ap-plictors, are involved in the latest look at 2,4-D's safety. This investigation is still in its initial phases and explores exposures prior to 1980, says an "executive summary" com-
piled by Industry Task Force II 2,4-D Research Data, a group of six companies fund-ing ongoing research on the safety of 2,4-D. Task Force members are Agro-Gor, The in the United States and ap-propriate Canadian publica-tions. The cartoons illustrate the environmental impor-tance of lawn grasses. Ł Proclamation of the month of April as "National Lawn Care Month". Besides being the beginning of the growing season in much of the United States, April 22 is "Earth Day" and April 27 "Arbor Day". LCOs can justi-fiably align themselves with these special observances. Hensel said "Lawn Care See PLCAA page 12 BASF Corporation, The Dow Chemical Company, Nufarm USA, Rhone-Poulenc Inc., 
and A.H. Marks and Company Ltd. The Task Force's summary says "The consensus of opin-ion...is that 2,4-D poses mini-mal risk to the general public and that any risks to ap-
plicators and manufacturing workers are minimized through good work habits and 
use of protective clothing. "Research conducted to date provides considerable reason for confidence in 2,4-
D's safety," the Task Force wrote. Controversy surrounding the herbicide flared after pub-lication of a Kansas farm worker study in 1986 linking increased risk of non-Hodgkin's lymphoma among herbicide users (2,4-D is the 
most commonly used her-bicide in Kansas). These find-ings have not been supported by subsequent studies, said the Task Force. "Taken collectively, these studies of exposed groups gen-erally suggest that phenoxy herbicides do not pose a major public health problem, even among the most intensively 
exposed persons," said the summary. To date, studies in labora-tory animals have not shown lymphatic cancers. LCI ss^s 3- 01 GIT 488 157 00486132 10 93 PETE C0CKINGHAM LIBRARY W- 121 USGA TURFGRASS INFO FILE 3DG MICHIGAN! STATE UMV EAST LANSING MI 48824-1048 Granted, DURSBAN* TUrf Insec-ticide won't do you much good in a dark alley. But when it's 
time to get tough on surface-feeding insects, it doesn't make any sense to take chances. 
What makes sense is using the industry standard-DURSBAN insecticide. More muscle for your money. Nothing's meaner on Chinch Bugs, Billbugs, Sod Webworms and other surface-feeding thugs. Nothing. And there's simply no better value for liquid lawn care applications. One tough insecticide. What's more, DURSBAN TUrf Insecticide offers excellent resi-
dual, low odor and superb broad spectrum control. The kind of control you've come to expect-and customers demand. So arm yourself with DURSBAN TUrf Insecticide. And keep surface feeders off your turf. Wearing a black leather jacket during application is, of course, not recommended. DURSBAN TUrf Insecticide. The Professional Choice. OytSBAN ŁTrademark of The Dow Chemical Company The dollar value of pesticide shipments, which doubled between 1977 and 1988 climbing to $6.6 billion, are projected to grow 9 percent annually to reach nearly $19 billion by the year 
2000, says a study released by Leading Edge Reports, Cleveland. Meanwhile the volume by weight 
of pesticide shipments declined 
from 1.4 billion pounds for 1977 to 1 billion pounds in 1988. Leading Edge Reports points to 
continued development of more effective pesticides and increased 
regulatory restraint on pesticide. Safer Inc. sold its commercial pesticide division to Mycogen Corporation. Safer will concentrate on the retail market. Exmark Manufacturing Company, Inc., added P&D Distributing, Inc., Dadeville, AL, and Greatwinz Equipment Distributor, Inc., Utica, MI, as distributors. Jerome J. Peterson, president and CEO of Peterson Seed Company, Savage, MN, was named the Atlantic Seedsmen's Association Man of the Year. Seven graduate students at Rutgers University received Peter Selmer Loft Memorial Scholarship fund awards, each 
for $5,000. The recipients are Jane Brean, Leslie Reckert Campbell, Melody Kemp, Kathy Hofman Knight, Karen 
Plumbley, Suichang Son and 
Margarette Waters. The program is funded by royalites from the sales of Tribute, Lofts' proprietary tall fescue variiety named in memory of Peter S. 
Loft. 
Pesticide expert Dr. Wendell Mollison is manning the "hot 
line" for questions about 
products containing 2,4-D. For specific information on 2,4-D call (800) 354-1509, in Canada (517) 
853-0219. LCI "Last summer we had numerous problems with many lawn installations. Since our product is pre-germinated seed we would get initial growth, but after 2 weeks growth would languish and the lawn would become necrotic. Soil analysis done by the University of Oregon indicated correct Ph and the proper balance of elements. We determined that the high 
clay content and wood product in the topsoil prevented the 
availability of nutrients to the grass plants. One application of ROOTS solved the problem, within two weeks these lawns were more vigorous and green than they would have been in a normal situation. This year we are incoiporating ROOTS into our installation program and developing a ROOTS based fertilization program." rook inc. Tom Quinn, President Perfect Lawns, Inc. Redmond WA 25 Science Park. New Haven. CT 06511 ROOTS is a trademark of Soilizer Corporation. L4WN G4RE INDUSTRY RON HALL Editor JERRY ROCHE Executive Editor JON MIDUCKI Publisher ROBERT EARLEY Group Vice President LINDA O'HARA Production Manager ROSY BRADLEY Production Supervisor BRYAN VOLLMAN Graphic Design MARILYN COPP Circulation Supervisor GAIL PARENTEAU Reader Service Manager THEODORE C. MATHEWS Promotion Director JOHN PRESSELLO Graphics Manager BUSINESS STAFF Midwest Office JON MIDUCKI (216) 826-2855 Publisher MARSHA DOVER (216) 891-2739 Regional Sales Manager 7500 Old Oak Blvd. Cleveland. OH 44130 FAX (216)826-2832 Southern Office: DICK GORE (404)233-1817 FAX (404) 261-7022 3475 Lenox Road. N.E., Suite 665 Atlanta, GA 30326 Western Office BOB MIEROW (206) 783-0549 FAX (206) 784-5545 1515 N.W. 51 Street Seattle. WA 98107 Classified DAWN NILSEN (218) 723-9349 1 E. First St., Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120W Second St Duluth. MN 55802 218-723-9192 COGELL COMMUNICATIONS INC PUBLICATIONS ROBERT L. EDGELL, Chairman RICHARD MOELLER, President LARS FLADMARK, Executive V Pres 
ARLAND HIRMAN, Vice Pres /Treasurer 
THOMAS GRENEY, Senior V Pres EZRA PINCUS, Senior Vice President JOE BILDERBACH, Vice President JAMES GHERNA, Vice President GEORGE GLENN, Vice President HARRY RAMALEY, Vice President LCI ADVISORY COUNCIL MARTY ERBAUGH Erbaugh Corp Peninsula. OH A. J. POWELL JACK ROBERTSON U of Kentucky Robertson Lawn Care Lexington. KY Springfield. IL LAWN CARE INDUSTRY (ISSN 0160-6042) is published monthly by Edgell Communica-tions. Inc. Corporate and Editorial offices: 7500 Old Oak Boulevard. Cleveland, Ohio 44130 Advertising Offices: 7500 Old Oak Boulevard, Cleveland. Ohio 44130. 111 East Wacker Drive. Chicago. Illinois 60601 and 3475 Lenox Road. N E. Suite 665 Atlanta. Georgia 30326. Accounting. Advertising Pro-
duction and Circulation offices: 1 East First Street. Duluth. Minnesota 55802. Subscrip-tion rates: $25 per year in the United States: $50 per year in Canada. All other countries: 
$100 per year. Current issue single copies (pre-paid only): $2.50 in the U.S . $5.00 in Canada; elsewhere $10.; add $3.50 for ship-
ping and handling per order. Back issues, if available $10; add $3.50 per order for ship-
ping and handling (pre-paid orders only). Of-
fice of publication: Edgell Communications. Inc.. 1 East First Street. Duluth. Minnesota 
55802. Second class postage paid at Duluth. Minnesota 55806 Copyright © 1990 by Edged Communications. Inc. All rights re-served. No part of this publication may be 
reproduced or transmitted in any form or by 
any means, electronic or mechanical includ-ing photocopy, recording, or any information 
storage and retrieval system, without per-
mission in writing from the publisher. POSTMASTER: Send address changes to LAWN CARE INDUSTRY. P.O. Box 6200. Duluth. Minnesota 55806 AM' VBPA TOP OF THE NEWS LCOs readying trip to D.C. to discuss importance oflawn care with officials WASHINGTON, D.C. LCOs will seek the ear of top-level government officials March 28-29 in Washington D.C. They'll be a part of PLCAA's Congressional "Day on the Hill" program, cospon-sored by Monsanto. The LCOs' purpose will be twofold: to learn the proper protocol for dealing with senators and rep-resentatives, and to meet pri-vately with these elected of-ficials and inform them of the importance of professional 
lawn care. This inaugural "Day on the Hill" may be especially signifi-cant: lawn care chemicals are 
to be the subject of legislative committee hearings sometime 
this spring. (The date was un-Tru Green now under new corp. ATLANTA, GA Š Waste Management, the huge Chicago-based refuse-haul-ing firm, merged its lawn care and pest control com-panies into a new corpora-
tion called WMI Urban Services. "We have merged the management strengths of both Tru Green and pest 
control," Joe Winland, a vice president of WMI Ur-
ban Services, told LAWN CARE INDUSTRY. "It's an opportunity to share com-puter and accounting re-sources and to make the overall administration of the two units more effi-cient." WMI Urban Services is to have northern and southern regions, each con-
taining three districts. "Many of the managers that were either lawn care or pest control are now managers of both lawn care and pest control operations in a given geography," said Winland. Heading WMI Urban Services is John Slocum who has been with 
Waste Management for 17 years. Waste Management pur-chased Tru Green in Au-gust 1987. Tru Green is the 
second largest lawn care 
company in the United States with sales exceeding $100 million this past year. It was in 1987 that Waste 
Management also began ac-quiring pest control com-
panies. Although many of 
these companies retain their original names, taken 
as a whole Waste Manage-ment is the third largest pest control company in the country. LCI clear as of this writing.) "This first year we're not counting on large numbers of LCOs in Washington D.C.," Jim Altemus tells LAWN CARE INDUSTRY. "The elected of-ficials are going to have very 
small amounts of time and we're going to have to make 
the most of the 10 to 15-minute meetings." Altemus, with Monsanto, has been helping 
PLC AA staff plan the two-day affair. The "Day on the Hill" hopefully will grow and de-velop into an annual demon-stration of the lawn care industry's importance to law-
makers, says Altemus. PLCAA President Rick Steinau sent letters to associa-tion members in February, urging their participation. Wrote Steinau to PLCAA members: "You'll get a first hand view of the workings of Washington and be taught the proper protocal for dealing 
with senators and repre-sentatives." LCI Support effort Bob Andrews, The Greenskeeper Inc., Indianapolis, and Pat Nibler, Pro-Grass Inc., OR, learned of "Day on the Hill" at PLCAA board meeting. KENTUCKY BLUEGRASS figh performance, stress tolerance L_ (including < Huntsville Kentucky bluegrass is recognized as a new cool season, improved shade tolerant grass that proved so effective dur-ing the midwest's extreme heat and drought year. Testing clearly demonstrates Huntsville's outstanding qualities which include excellent resistance to powdery mildew, high ratings in shade tolerance, improved resistance to stem rust and fusarium blight syndrome. This excellent Kentucky bluegrass was discovered by Dr. C. Reed Funk of Rutgers University. It was found persisting in Huntsville, Alabama and has clearly demonstrated why it survived so well. It also scored high ratings in tests under high heat and humidity in the transition zone. Medium green in color, Huntsville blends beautifully with Arid and the newer turf-type tall fescues because of its similar color and leaf texture. ^ Huntsville starts with a vigorous seedling and ultimately develops deep rhizomes giving the grass staying power under drought conditions. This strength was strongly evident during testing in the Nebraska and Great Plains areas where researchers sought cultivars less susceptible to 
drought and low maintenance conditions. Another fine quality product of Order Huntsville Ł Ł from your wholesale seed distributor. Jacklin Seed Company West 5300 Riverbend Avenue Post Falls, Idaho 83854-9499 Phone 208-773-7581 TWX 5107760582 Jacklin PFLS FAX 208-773-4846 COMMERCIAL SERVICES Succeed with segmentation in commercial market BY PHILIP D. CHRISTIAN III The commercial market is large and any con-tractor, including LCOs, wanting to enter it must divide it into serviceable 
segments. "If you are not thinking segment, you're not thinking," 
wrote Theodore Levitt in his 
book "The Marketing Imag-ination". He added: "To think segments means you have to 
think about what drives cus-tomers, customer groups and 
the choices that are or might 
be available to them. To think segments means to think beyond what's obviously out there to see." Many contractors, includ-ing LCOs, profitably serve the 
homeowner market but shy away from the largely un-known commercial market. They've heard about negative 
experiences at the hands of the 
commercial purchaser and sometimes blame the market rather than the unprepared contractor who attempts to enter commercial territory. They're suspicious of the "bidding process". It appears to be a scheme to attract a low-ball price of a dirt-ball con-
tractor. That's too bad; the compet-itive bid process can work in the LCOs favor if he/she knows how to work within the existing system. And a first step in this direction is by not over-emphasizing the impor-tance of price. The commer-cial purchaser is not shopping for price over all else, and will not give up service, quality, and professional integrity to 
get the right number. Sure, price is important, but it's sel-dom the primary reason be-hind a purchase. To be sure, the system isn't going to change to suit the contractor. It's up to the con-tractor to profitably fit his/her 
company into the existing purchasing loop. Many of the industry's fastest growing and 
most profitable landscape ser-vice contractors work pri-marily in the commercial sector and prosper with the commercial client and com-Should you attend a Mauget seminar? In a word, yes. Annual Mauget seminars attract professionals who are concerned about protecting the environment and keeping trees healthy Mauget seminars present another dimension to tree care. Micro-injection of materials into the tree's sap stream is an environmentally sound practice. Because it's a closed system, no spraying is needed, and there's 
no drift. Over 20 years of research by leading university scientists and field trials by well-known tree care companies have proven the benefits of Mauget micro-injection. Seminar topics include micro-injection of insecticides 
and fungicides, correcting nutritional deficiencies, 
wounding, insect and disease control, increasing survival rate of transplanted trees, and reducing stress. Special emphasis is placed on marketing Mauget micro-injection products to homeowners. Be prepared to step into the 1990s. Sign up for a 
Mauget seminar today. It's an opportunity that can totally change the way you care for trees. Seminars are open to all Green Industry firms. Dates, cities, and distributor marketing areas are listed on the right. Contact your nearest distributor for more information about an upcoming Mauget seminar in your area. saVetroes J. J. Mauget Company 2810 N. Figueroa Street Los Angeles, CA 90065 Artistic Arborist Inc. Phoenix, AZ 1-800-843-8733 (602) 263-8889 Arizona, Nevada March 21. Las Vegas. NV March 22, Albuquerque, NM March 23, Phoenix, AZ Enfield's Tree Service Elkhorn, NE 1-800-747-TREE (402)289-3248 ND, Eastern SD, NE. KS. MN, OK, Western MO, IA March 2, Kansas City, MO March 16, St. Paul. MN 
April 6. Fargo, ND Farm & Forest Research Ltd. 1476 Wallace Road. Box 295 Oakville, Ont., Can L6J 5A2 
Ontario (416) 827-1134 March 12, Toronto, Ont., Can. March 13. London, Ont., Can. March 15, Ottawa, Ont., Can. Lanphear Supply Division 1884 Green Road Cleveland, OH 44121 Ohio. West VA (216) 381-1704 1-800-332-TREE March 13. Toledo. OH March 14. Cleveland. OH March 16, Columbus. OH Pruett Tree Service Lake Oswego. OR 1-800-635-4294 (503)635-3916 Washington. Oregon March 16, Portland, OR Tree Inject Systems Clarence Center. NY (716) 741-3313 New England. NY. PA. DE. NJ 
March 7. Newark, DE Tree Injection Products 617 Deer y Street Knoxville, TN 37917 
KY. TN. No. AL. No. MS (615)522-0533 March 3, Birmingham, AL 
March 10. Florence, KY 
March 23. Kingsport, TN March 24. Ashland, KY 
March 31, Nashville, TN 
April 7. Huntsville, AL April 13, Vlcksburg, MS 
April 14, Memphis, TN April 21, Gatlinburg, TN 
April 28, Frankfort, KY Arbortech Inc. Clayton. MO (314)576-6020 
St. Louis Area Arbo Service Inc. Dartmouth. Nova Scotia Canada (819) 372-1111 Maritimes, Nova Scotia Cole Tree Service Albuquerque. NM (505) 877-9200 New Mexico D.H.D. Systems Inc. New Berlin, Wl (414)784-3556 Wisconsin Forrest Lytle & Sons Cincinnati. OH (513)521-1464 SWOhio Gem Spraying Service Jerome. ID (208) 733-7206 Idaho Guardian Tree Experts Rockville, MD (301)881-8550 Maryland. Virginia. DC Harrod's Tree Service Fort Worth. TX (817)246-9730 Northern Texas Liqui-Green Lawn 8i Tree Care Peoria. IL 1-800-747-5211 (309) 243-5211 Illinois Michigan Injection Systems Grand Rapids. Ml 1-800-423-3789 (Ml only) (616) 364-4558 Michigan Micro Injections Inc. Tampa. FL (813)961-1060 Central 8i South Florida Mid Western Tree Experts 
Indianapolis. IN (317)291-0350 Indiana Poulson Tree Service Billings. MT (406)259-5109 Montana Prof. Tree Care 8i Injection Winter Park. FL (305)647-3335 Central & South Florida R.C. Humphreys St. Francisville, LA (504)635-4507 
Louisiana. So. Mississippi Scientific Tree Care Panama City. FL (904) 763-5049 North FL. South GA& AL Target Chemical Co. Cerritos, CA (213) 865-9541 California The Tree Doctor Inc. Hendersonville, NC (704) 891-TREE NC. SC. No. Georgia Tree Clinic Austin, TX (512)454-1411 Eastern Texas Tree Lawn Inc. El Paso. TX (915) 581-5455 West Texas Trees of Hawaii Inc. Ewa Beach, HI (808)682-5771 Hawaii Utah Spray Service Sandy. UT 
(801)566-5773 Utah Warne Chemical Co. 2680 Commerce Road Rapid City. SD 57702 Western SD. WY (605) 342-7644 1 800-658-5457 petitive bid process. Also, the landscape service contractor must be aware that the wants and needs of the commercial customer are 
being driven by the following trends: ŁA larger percentage of professionally managed com-mercial properties.The ap-pearance of the landscape is vital to property managers, es-
pecially when they market their services to new proper-
ties. ŁSignificant increase in demand for improved quality. ŁIncreased landscape maintanence by in-house crews. Property management 
companies want increased quality, more control of day-
to-day activities, and more ac-
countability for landscape managment. ŁIncreased use by custom-ers, employees, and tenants of landscaped areasŠrunning and and walking trails, picnic 
areas and outside activity 
areas. These trends point in the same direction, increased de-mand for more skilled land-scape management. Today's LCOs are well prepared and positioned to fill this need. It's time to divide the com-mercial market. The following examples are admittedly over simplified, but they provide a start to understanding ser-viceable segments even though there are additional smaller segments and sub-seg-
ments for each primary seg-
ment. And sometimes an owner/manager of a mixed-use building can be included in more than a single segment. Multi-Family: The multiŠfamily segment in-cludes apartments, condos, 
cluster homes, co-ops, and 
common areas in communities 
and single-family detached homes. These purchasers of your services will probably be prop-erty owners or managers, and may be at the site or elsewhere. Someone at the facility can About the Author Philip D. Christian III of Alpharetta, GA, is a consultant with All Green Management 
Associates, Columbus, OH. LAWN CARE INDUSTRY MARCH 1990 mmmmmmmmmmmmmmmm m give you the name, address, and telephone number of these individuals. Sometimes the purchasers for this segment are property management companies and belong to an association like the Apart-ment Owners and Managers Association (AOMA). There's 
an active chapter in every large city in the United States. Condos, clusters and co-ops also have management associ-
ations with regular meetings 
and printed membership lists. Often they're listed in alpha-betical order in the Yellow Pages and are available through any provider of mail-ing lists. This multi-family segment has an almost constant need to upgrade the lawn grass and landscape because of growing competition for tenants, and the desire to show the services of the management company in their best light. Sales and Service: This segment is mixed and lends it-
self to detailed sub-segmenta-tion. It includes retail, 
wholesale and specialty shop-
ping areas; food service, per-sonal service, professional service, and automotive ser-vice establishments including hotel/motel sub-segments. Purchasers are often owners or managers of the buildings. It's usually not hard 
to get the name and telephone number of these individuals. Just ask someone at the facil-ity. This sales and service seg-ment needs to make a good impression with customers and tenants even though it receives heavy abuse or wear and is open long hours (some-
times seven days a week) and has multiple locations. This segment definitely has a need for the LCO to become a part of its management team. It must look presentable to the public. PLCAA offers group deal on LCOs' forms MARIETTA, GAŠThe Pro-fessional Lawn Care Associa-tion of America has started a group purchasing program for LCOs' business formsŠ invoices, statements, survey 
forms, etc. Forms used by the four fol-lowing computer companies can be ordered: Practical So-lutions, Inc., Distribution Management Systems, Rain-bow Computer Sales and Contel Business Systems. LCOs can send form sam-ples to PLCAA. The quan-
tities will be returned a month after the forms are re-ceived. The program represents the first group purchasing plan sponsored by PLCAA, says Doug Moody, assistant 
executive director. LCI Office and Industrial: This segment is also mixed and includes office, industrial, manufacturing, warehousing and distribution. The pur-
chaser may be an owner/man-
ager of the real estate. In the 
case of the sub-segments of of-fice parks and high-rise office buildings the owner/managers may be found in the Building Owners and Managers Asso-ciaton (BOMA). There can be a fascinating variance in the quality of land-scape in this segment with a 
top-quality landscape around a high-rise office building and a small manufacturing or dis-tribution plant having no landscape to speak of. Usually the purchasers arising from this segment have little time to spend in managing the landscape. They welcome pro-
fessional assistance. Institutions: This seg-ment includes all real estate used for educational and medi-cal purposes, child care cen-
ters and retirement homes or 
villages. The purchasers are most often found on-site and may belong to associations for 
hospital administrators, child care centers, etc. This segment has a need for safety, security, reasonably high quality and a friendly and cooperative relationship be-tween owner/manager and contractor. Every sub-seg-ment of this segment such as 
hospitals or day care centers is a specialty niche. Once the LCO leans how to work within this niche he/she should get most of them within their market area. Government: This segment includes all government owner or operated real estate and real 
estate owned and operated by regulated utilities such as power and water companies. Purchasers for this segment are listed in government book-lets or publications available to the public. The same is true of the regulated utilities. Both 
sub-segments usually have 
easily identified purchasing 
departments which usually are are usually required to take 
competitive bids. Detailed proposal forms are usually pre-
pared so everyone is bidding on the same program. Which of these segments fits your company best? Which offers you the op-portunity for a competitive advantage? One of the benefits of seg-mentation is that it forces us to focus on the wants and needs of the customer and put aside, at least temporarily, the immediate wants and needs of our company. Segmenting your commercial market should be the first step you take to expand into commer-
cial services. LCI On Some Lawns, Grubs Just Aren't a Problem. OFTANOLŽ controls grubs before they have a chance to do their damage. Providing continuous protection that lasts. Nothing works better. It's your best bet for grub control. Mobay Corporation Ł BaycuSAwc COM**** OFTANOL Bayer Specialty Products Group OFTANOL is a Re*. TM of Bavcr AG, Germany. 7S351 C 1989 Mobay Corporation Spill urea in swimming pool? Here's a good remedy Occasionally a little dry or liquid urea is acci-
dentally deposited into a swimming pool during a lawn 
care application. Subsequently, the owners complain about low chlorine levels in their pool and blame the LCO. Urea fertilizer can reduce the free chlorine level in swimming pool water. However, the remedy is simple: The pool should be su-perchlorinated ("shocked"). Common treatment Superchlorination is a rou-tine treatment that is usually done once a week on any mod-erately used swimming pool. It involves adding excess chlorine to oxidize all nitro-
gen-containing compounds (urine, perspiration, urea fer-tilizer, etc.) to nitrogen gas. Greater amounts of urea, however, require significantly greater amounts of chlorine for superchlorination than 
most pool owners are used to, and this can cause confusion. Most swimming pools contain 0.5 to 2 ppm free available chlo-rine, although they can contain up to 5 ppm. Chlorine is usually added as calcium hypochlorite. Stablize pool Swimming pool water must be "stabilized" to reduce the rate of chlorine loss. Without a stabilizer, all chlorine will rapidly volatilize (as chlorine Better than anyone, you know the value of having the right tool for the jobŠ equipment that is always up and running strong, never down and draining profits. Pure quality from start to finish. That's why rugged Echo power equipment is proven and preferred by the toughest customers aroundŠthose that earn a living with the right tool. See your ECHO dealer today. He's proud to stand behind every ECHO product. You'll find him in the yellow pages. Or call (708) 540-8400. Mi IK (KIT TIM. ECHO INCORPORATED, 400 Oakwood Road, Lake Zurich, IL 60047 (708) 540-8400. Circle No. 116 on Reader Inquiry Card gas) from a pool. On a bright sunny day this can happen in four hours or less. If a little urea fertilizer acci-dentally gets into a swimming pool, the free available chlo-rine concentration will rapidly drop, the combined chlorine concentration will increase, 
and total chlorine concentra-tion will stay the same. A very small amount of urea can cause this to occur. The same process occurs when chlorine reacts with perspira-
tion and urine. Superchlorination When the combined chlo-rine (chloramine) level in the swimming pool gets too high (greater than 0.2 to 0.4 ppm), one must superchlorinate the pool. To superchlorinate, simply add calcium hypochlorite un-til the chlorine level reaches the "break point" (8 to 12 ppm chlorine). The normal super- chlorination rate is 1 pound calcium hypochlorite 
per 10,000 gallons of water. At this point all of the chlo-ramines will oxidize to nitro-
gen gas. The superchlorination pro-cess occurs in a very short pe-riod of time. Subsequently, the excess chlorine (about 8 ppm) will, within a few hours, vol-atilize out of the pool and the 
total chlorine level will return 
to normal. If a lot of urea is added to a pool, a chlorine demand is cre-ated. This means that all of 
the chlorine in the pool has reacted with the urea (to form chloramines) and there is still nonreacted urea left. Use test kit During superchlorination, this urea must first react with 
the newly added chlorine (the 
demand must be satisfied) be-fore superchlorination can oc-cur. This means that signifi-
cantly greater than normal 
amounts of calcium hypoc-hlorite may be required to su-perchlorinate a urea con-taminated pool. Total chlorine, free avail-able chlorine and combined 
chlorine can be determined at home with a simple color-
imetric (DPD) test kit. With this test kit a first reagent (often a tablet) is added to a sample of water to determine by color the amount of free available chlorine. A second reagent (tablet) is added which provides a mea-surement of total chlorine. 
Combined chlorine is deter-mined by subtracting the free 
from the total readings. All readings with the DPD test kit are approximate since the test is only sensitive to the nearest 0.5 ppm. Sending a sample to a lab to determine free or com-bined chlorine is of limited 
value because the chlorine 
usually volatilizes before the See POOL Page 24 Test helps families appreciate lawn care business BY RONALD H. DRUCKER Afamily lawn care busi-ness can offer work op-portunities, prestige in the community and personal fulfillmentŠas well as finan-cial securityŠto family mem-
bers. But it can't do any of these if the business isn't successful. And, conversely, if the busi-ness isn't successful, family 
life is likely to suffer. Getting the most out of your family means enjoying a healthy family life and run-
ning a healthy, profitable lawn care business. That's a tough juggling act, because family values and 
business values sometimes 
conflict. Nevertheless, many family business owners suc-cessfully balance the needs of family and business. The following quiz can help you determine if you are one of them. Consider each of the 
quiz items as a statement 
about your family and your 
business, and decide whether you agree or disagree. Think about the questions, but don't linger too long over any one of them. Your first re-
sponse is likely to be the most 
accurate. Although the quiz is de-signed for the founder/owner of a firm, the responses of 
other family members in the 
company can help provide per-spective. 1. Our family tries to com-pletely separate our family is-sues from business issues. Agree/Disagree 2. Family members do not understand or do not go along with company's goals. Agree/Disagree 3. One or more family mem-bers would rather be working somewhere else. Agree/Disagree 4. Our family is not very willing to change the way we do business. Agree/Disagree 5. Family members are rarely praised for doing a good job or criticized for their mis-takes. Agree/Disagree 6. Family members do not know what will happen to the business when the founder/ owner retires. Agree/Disagree 7. One person makes all the important decisions for the business; others are rarely consulted because a business needs one boss. Agree/Disagree 8. Our family usually at-tempts to resolve problems when they reach the crisis stage. Agree/disagree 9. Certain business infor-mation is not shared with all members of the family. Agree/Disagree 10. The family usually re-solves conflicts internally; we rarely seek outside advice. We built the business so we know it best. If you disagreed with all 10 statements, you probably have a healthy business and a healthy related family life. If you agreed with some of the statements, you may need to do some preventive mainte-nance. Here's why: 1. Complete separation of business and family is-
sues isn't possible. Some families attempt such a sepa-
ration to avoid conflict, but 
rarely succeed. The interaction between family and business is what gives the enterprise its unique strength and personal satis-faction. The family that never dis-cusses business at home is building an unrealistic wall; the pent-up conflicts are 
eventually going to spill 
over. Instead of constructing bar-riers, set ground rules or lim-
itsŠfor example, no business discussions at the dinner 
table. 2. Family members should understand why the firm exists; non-relatives should, too. Con-sider a company whose mission is "to provide a job for See FAMILY Page 17 The choice is yours. Whether your customers need season-long preemergence weed control by itself or on fertilizer from leading formula-tors, Team fits. Either way, you can control crabgrass and goosegrass season-long with just one application. Or even a split application, if need be, to better fit your program. Team granular also fits your high standards of annual grass weed control. University tests show it's out-standing. Team gets to the ground and stays put to form a zone of protection that keeps weeds out all season long. Circle No. 117 on Reader Inquiry Card And Team does all this without hurting your turf, including sensitive bentgrass. So spread it straight in granular form. Or spread it on fertilizer avail-able from leading formulators. Team fits your program. See your Elanco 
representative. Or call toll-free: 1-800-352-6776. Elanco Products Company A Division of Eli Lilly and Company ^ Lilly Corporate Center fftSft Dept E-455, Indianapolis, IN 46285, U.S.A. * Team1" Š (benefin+trifluralin. Elanco) /flfA/l ) Refer to Team label for complete use directions iŠ"jy-/ About the Author Ronald H. Drucker is a lawyer and CPA with Laventhol & Horwath, a national accounting and business consulting firm. The company, headquarted in Philadelphia, Pa. has just published a book entitled Your Family Business: A Success Guide For Growth And Survival. Teamgranular Team on fertilizer. Spread it your way. PLCAA's Doug Moody and Sandy Hensel support a new public relations program highlighting benefits of lawn care. PLCAA from page 1 Month" might also be an ex-cellent time for LCOs to plan special promotions and mar-keting activities. PLCAA can provide LCOs with news re-leases, 10 and 30 second radio public service announcements 
and a model proclamation for LCOs to use when approach-
ing their state governor, may-ors, etc. Ł Increased PLCAA coop-eration and support with state lawn care associations, partic-ularly in conjunction with the planning and promotion of "Lawn Care Month". Hensel encouraged state chapters to participate in special storm or disaster clean-up projects and 
to consider sponsoring state-
wide contests to recognize each state's most beautiful lawn city. This could be devel-oped into an annual program, "Lawn City U.S.A.", she said, with state associations in-volved. LCI ...If the dog bites, maybe it's a goodidea to scram ChemLawn employees have had "some serious disfiguring injuries from dog bites," ac-cording to Dr. Roger Yeary. He says that the best tech-nique for avoiding injuries 
from dogs is to simply avoid the yard when the beast is on the scene. And applicators ACCLAIM KILLS CRABGRASS ALL SEASON LONG. - FEBRUARY- II^Ap^pŠ Use ACCLAIM 1EC Herbicide instead of a pre. Dorit gamble that your pre will still be around -JSLI 2SMI t0 prevent crabgrass memence-skipit entirely. And in new or reSSTurf where pre's aren t an optiop, x ACCLAIM ij ideal ' £ JULY This is 1 coste Retain customers by *Mng crabgrass before ACCLAIM kills crabgrass W1^just one application turf- It's also a mmtShrlWOrrt harm W ' customers new arp pegLstenpd Lrademart.s of Roussel Uclaf S. A. ROUSSel A XLAIM® 1EC Herbicide is a safe, effective product for postemergence control of crabgrass. And you can use it anytime after the one-leaf stage. Whatever your current program, remember that no other herbicide gives you such flexibility in controlling crabgrass. Make ACCLAIM part of your lawn care service today, and keep your customers satisfied. ACCLAIM. Because your turf is always on display. Special Bonus Savings: Buy 3 gallons of ACCLAM before March 16, and get 1 gallon free. should take note if they find a dead dog in the yard. Or they should at least leave a note for the owners, if nothing else. One applicator found a dead dog, then proceeded to spray around it, and then left without leaving a note. Not surprisingly, the homeowner thought ChemLawn doused 
the dogŠand ChemLawn had 
to pay up. "That dog was stiff when the applicator got there," re-members Yeary, "but how do you explain that?" It's an easy out for many veternarians to say, 'Well, if you have lawn care that must be it'," says Yeary. However, that scenario is not being played out as often nowadays, as vets become edu-cated about lawn care by mem-bers of the industry. "I see fewer complaints about pets than I did seven years ago, and our business is much bigger now," Yeary 
notes. Applicators can help avoid some of these problems by using common sense. "You turn over birdbaths and pick 
up pets' toys," he says. LCI New Precision Seed Coaters 
doing business ROLL, AZŠIn order to serve the large bermudagrass seed and other grass and legume seed production industry in this area, a new company has been formed. Valley Seed Company, a di-vison of Arizona Grain, Inc., and Canadian Seed Coaters Limited, formed a joint seed coating corporationŠPreci-sion Seed Coaters. Canadian Seed Coaters, based in Brampton, Ont., be-
gan commercial production in 1977. The firm, together with its parent companies, has nine wholly owned or joint venture 
coating plants. The parent 
companies are Hodder & Tolley Ltd., Palmerston North, New Zealand, and Os-eco, Inc., Brampton. Valley Seed, established in 1898, markets seeds throughout the world. The company is based in Casa Grande, Ariz and conditions and sells bermudagrass seed, hybrid pearl millet and a complete line of seeds for the southwest. Valley Seed has seed con-ditioning plants in Casa Grande, Roll and Yuma, AZ. LCI The art of application for maximum germination KENTUCKY BLUEGRASS RYEGRASS PERENNIAL MIXTURE The Ryan® Mataway® Overseeder is simply better. Better results begin with the basics, like seed calibration. An easy-to-read chart on the Mataway Overseeder tells you the exact set-
ting for pounds of seed needed per 1,000 sq. ft. Just look it up, load it up, select setting, and you're ready to go. Two-inch spacing between rows gives you a dense pattern for 
one-pass application. Gandy® pre-
cision metering and an easily re-moved disc-type seed delivery system places the seed directly into the slits for uniform seed/soil 
contact allowing maximum 
germination. The result is a lusher, thicker lawn. The Ryan Mataway Overseeder gives you the flexibility to power rake, overseed, or to do both at the same time. Call today or contact your nearest Ryan dealer for more information and a free test drive demonstration. Call toll free 1-800-228-4444 for all the details. RYAN BUILT TO LAST 9053 Cushman, P.O. Box 82409, Lincoln, NE 68501 "Cushman, Inc. 1989. All rights reserved" Contracts help LCOs get the money they're owed BY EDWARD N. TIESENGA As an attorney, the big-gest, most recurring problems faced by my lawn care clients concern cus-tomer contracts and collec-
tion. When a customer is satis-fied it usually doesn't matter what contract is usedŠthe money is usually collected on time. In lawn care though there is a lot of room for misunder-standing and "slippage," espe-cially due to the non-written, multi-year nature of most lawn care "customer con-tracts." Collection rates average out at about 50 percent of the cases referred to lawyers. I 
think this acceptable rate oc-curs because the customers 
tend to be homeowners, and 
they are good for the money 
unless a serious misunder-standing or application error 
is involved. Written contracts A written contract is not re-Get all the yellow nutsedge and none of the innocent bystanders. Now you can really control yellow nutsedge from sod and ornamental grass*-without damaging the grass. It's simple. Just put down BASAGRAN® herbicide from BASF. No need for you to be selective. BASAGRAN does that for you. BASAGRAN is a registered trademark of BASF AG © 1988 BASF Corporation It's safe to grass and easy to use. And as effective against Basagran yellow nutsedge as anything you can buy. Always follow label directions. *Do not use on golf course greens. BASF Corporation Chemicals Division BASF quired to establish the existence of an enforceable re-lationship between you and your customer, unless you are working in New Jersey or New York. A contract is defined as an agreement that the law will en-force. Although contracts need not always be in writing, 
if they are, a judge may find it easier to enforce on your be-half. If you don't use written contracts in your business, you should at least define cer-tain terms of your relationship on your invoices. The average price of an an-nual residential lawn care con-tract seems to range from $120 
to $180. The economic real-ities of litigating only a hand-ful of these cases per year may be grossly disproportionate to 
the business' return on collec-
tion unless provisions are made for these enforcement costs in the initial contract 
with the customer. Unless there is an applicable state statute to the contrary, 
the American Rule of attorney fees dictates that each side pay 
its own fees. Collecting attorney fees, late charges and prejudgment in-
terest, for example, may be im-possible unless these charges are reflected on a written con-
tract signed by the customer. Invoices alone are usually deemed legally insufficient and can always be disputed, as can the very existence of a 
contract. Another problem with oral contracts is the difficulty of holding a customer to them on a year-to-year basis. Most lawn care companies operate under the assumption that they will continue to pro-
vide service to the customer 
until the customer tells them 
to stop. This ongoing arrange-ment is also easier to enforce if it is written. Written cancellation notice The lawn care contract should clearly specify that ser-vice will continue unless and until you receive written notice of cancellation. You should also require that this notice must be sent or received a certain number of days before the next sched-uled application. (This way, 
when you are trying to collect an unpaid bill, the customer 
will be precluded from saying, "Oh, I cancelled that.") Without receipt of a writ-ten cancellation notice in your file, you can assert that they have failed to honor the writ-ten cancellation notice. If you can't predict your next application date, the 
notice requirement can be 
stated in terms of pre-deter-mined dates such as: "Cus-tomer is responsible for 
payment of all services, unless notice of cancellation is re-ceived within 30 days follow-ing the last application." Attorney fees and costs As previously discussed, the relatively small margin on in-dividual residential lawn care contracts underscores the im-portance of including terms giving you the right to have 
attorney fees and court costs 
paid by the customer if they force you to sue for payment. Because most lawn care customers tend to own their own homes, a high proportion 
of non-payers will respond to a 
collection letter from your at-
torney. For those who do not, you may have to sue them to compel payment. Attorney fees and court costs can be high, and can 
only be shifted onto the non-
paying customer by the terms of 
your written contract. The courts will generally enforce attorney fee agree-ments if they are reasonable and in writing and agreed to at 
the beginning of the con-
tractual relationship. Written notice of problems Customers often remember problems with your service only after they receive a collec-tion letter. This can be several months after the service, and in some cases a year or more after the service (by the time you give up trying to collect and hand it over to your attorney). Complaints range from "they burned my lawn" to "chemical reactions killed my pets" to "they never came and I know, because I was in the house all morning on the day they said they supposedly 
came." Most of these problems can be avoided if the contract pro-
vides that written notice of 
any service problems must be 
delivered within a finite num-
ber of days, say, 7 to 10 days after the service is performed. This works well when a bill-ing memorandum or other evi-dence of service is left with the 
customer. An alternative would be to require notice of a service problem within 7 to 10 days of receipt of the invoice. Regardless of the exact de-tails you put in your contract (which should be repeated on each invoice and statement), 
the outcome is the same: Real problems will surface earlier, when you have a chance to cor-rect them. This mechanism is consis-tent with the legal concept of "opportunity to cure," well 
known in commercial law, whereby a merchant under cer-
tain circumstances is not forced 
to refund money for a product 
unless he or she is first given an 
opportunity to cure an alleged 
defect with that product. With lawn care, the reason-ing applies to prohibit a cus-tomer from failing to pay when he or she did not give the LCO an opportunity to cure an al-leged defect in a timely manner. This is particularly impor-tant in an industry directly 
tied to the whims of nature Attorney fees and court costs can be high. and seasonal changes. Rather than have to engi-neer this argument after the fact, put it in your contract beforehand. Eliminating dubious ex-cuses from potential non-pay-ing customers at the beginning of the relationship is the sort of "preventive law" that can 
be accomplished through a 
written contract. Posting Placing flags or signs on a lawn after each application is tangible evidence of your per-formance of the contractual bargain. Duplicate records by the LCO will corroborate this ac-tion. If you can establish that this is your routine procedure, testimony to that effect should be admissible in court to help 
overcome the defense of "I never saw them, and I know, because I was there all day." Part of the profitability of lawn care is keyed to the fact that it doesn't take long to per-form each application. For the same reason, it's easy for the homeowner to fail 
to see the application being 
performed. Conclusion Contracts won't solve all of the many problems of the lawn 
care business, but they will help avoid inadvertent and de-liberate customer misunder-
standings. Now that we have discussed the role of the contract in some detail, the next challenge is implementing this document 
in your business. If you don't have a serious collection problem, the bother may outweigh the benefit. If there is room in your business for the use of lawn 
care customer contracts, the document should be tailored 
to fit your particular needs in consultation with an attorney. LCI About the Author Edward N. Tiesenga is a lawyer with Hoogendoorn, Talbot, Davids, Godfrey and Milligan in Chicago, III. He serves a number of lawn care industry clients. ŁRoundup is a registered turf performers. ŁFirst-rate disease and weed control demands a professional's touch. And here are the T\irf Care products that have what it takes. Daconil 2787.® The cornerstone of a professional spray program. Daconil 2787 is economical to use and the most effective, broadest-spectrum turf fungicide on the market. 
Controls 12 major turfgrass diseases. Available as a 
flowable or wettable powder formulation. Daconil 2787® WDG. A new water-dispersible granular formulation that is virtually dust-free. Pouring and mixing are fast and easy. The 5-lb. reclosable container means 
better handling, storage and disposal. Dacthal.® The preemergence herbicide that consistently delivers superior broad-spectrum control of crabgrass, 
spurge and 22 other tough annual grasses and broadleaf weeds. Available as a flowable or wettable powder formulation. Daconate® 6. The proven postemergent herbicide. Highly effective against pesky weeds such as crabgrass. (Sold as Bueno® 6 in western states only.) 2 Plus 2 (MCPP + 2,4-D Amine). As effective as it is economical against more than 20 hard-to-kill broadleaf weeds such as clover and dandelions. Contains no dicamba. FVigate® adjuvant. The only product specifically formulated to enhance the performance of Roundup* for control of perennial and annual weeds. Fbr turf renovations and non-cropland use, too. When it comes to turf care, you'll see the difference in the professional's touch. Fermenta ASC Corporation, 5966 Heisley Road, P.O. Box 8000, Mentor, OH 44061-8000. TheThrf Care" pros. stered trademark of Monsanto Company. Always follow label directions carefully when using turf chemicals. JL Recognition can mean more to employees than pay Mike Hiller: Companies should provide timely and proper 
recognition to workers. COLUMBUS, OHIOŠDo you as manager have a sense of how happy your employees are working for you? If not, you have little control over how 
long they'll stick around. Ed Wandtke and Mike Hiller, consultants with Co-lumbus-based All Green Man-agement Associates, offer tips 
on motivating employees. Hiller is a former marketing director of Perf-A-Lawn Corp., New Carlisle, Ohio. Managers must first realize that what motivates them as managers is not what neces-sarily what motivates employ-ees. "What gets your motor running is not what neces-
sarily excites your employ-ees," Hiller says. "You're two 
different cats." Hiller says that for employ-ees, recognition is often more important than pay, even though the employees won't say so if asked. Plaques and certificates for a job well done will make em-ployees very happy, particu-larly if they are older employees. He says cash is 
usually more important to younger employees who are often at the lower end of the pay scale in the company. Hiller says employers must be aware of the work "hygiene factors"Šcompany work pol-icies, working conditions, atti-tude of management, interper-sonal relationships, pay, 
status and security. "These things are only im-portant if you don't have them," meaning they have the 
capacity to dissatisfy the em-ployees if they're missing. They will not, however, moti-
vate the employees. To motivate employees, the management must have pro-grams that provide timely and proper recognition. When to use incentives Incentive plans are pro-grams that reward employees for performance beyond what is expected of them, Wandtke 
says. Employees should not be given extra rewards for doing 
what is expected of them. Bonuses for incentives, there-fore, are not part of the com-pany's regular budget. Employees should have it spelled out for them what is expected of them. An incen-
tive plan should spell out what extra efforts will earn extra re-wards. An incentive program that fails to accomplish this goalŠ 
rewarding for performance beyond what is expectedŠcan do more harm than good. Wandtke relates the story of the lawn care company opening a new branch that of-fered service technicians $10 for every customer above a minimum amount. The prob-lem was that the minimum was way too low for what should have been expected for 
a new branch in the particular market area. The company ended up paying out $9,000 in incen-tives for a total of 8,000 cus-
tomers beyond the minimum 
expected 2,000. Wandtke gives the follow-ing tips on incentive plans: Ł They should be designed not just to increase revenue, but to increase operating effi-ciency as well. Ł They must be specificŠ the employee must know ex-actly what he is expected to 
doŠand it must be in writing. Ł There should only be one incentive plan in place at a 
given time and it should have a distinct beginning and end. Ł Cash rewards, when given, should not be included in an employee's paycheckŠ the incentive should be given in cash. "Don't let incentive plans carry on too long," he says. New customer acquisition, for example, will not be the com-pany's goal all year long. LCI Wild birds don't drop weed seeds KANSAS CITY, MO Wild birds don't spread noxious weed seeds said the Wild Bird Feeding Institute this winter. "True seedeaters crush es-sentially all seeds they eat in their gizzard," said Gregory Butcher, director of bird popu-lation studies at Cornell Labo-
ratory of Ornithology. He added that "other seed-eaters hull most seeds they eat; hulled seeds are easily digested and do not survive." Dr. Butcher concluded, "Since 
most weed seedeaters digest all 
seeds they eat, dispersal of 
seeds is the exception. LCI NQ1 f|1 CHOICE OF ^ I TOP OPERATORS White PVC Performance SPRAY HOSE Ł Rated 600 PSI working pressure, 2400 PSI Burst Features a tough, solid, PVC Tube with 2 layers of criss-cross spiral reinforcement. Available in 300' and 400' Continuous Lengths, 3/8" and 1/2" ID. il green p garde At Your Distributor or Call Us at (708) 593-6464. ENCAP PRODUCTS COMPANY P.O. Box 278, Mt. Prospect, IL 60056 Circle No. 120 on Reader Inquiry Card With The Andersons choice of Tee Time fertilizers plus TEAM and DURSBAN, you get to have it your way! Combine quality-formulated The Time fertilizers with the proven performance of TEAM pre-emergence herbicide and DURSBAN turf insecticide. The result is a single application product that provides active triple duty. The Andersons Tee Time 25-3-8 and 19-3-8, each with TEAM and DURSBAN, are now available at your nearby The Time distributor. Or you can have it your way with a custom blend fertilizer/TEAM-DURSBAN combination product made to your specifications in our state-of-the-art plant. The Andersons lineup of performance-proven lawn care products is available in your area from one of our quality distributors. For the name of your local Tee Time dis-tributor or for more information, call toll 
free: I-800-22S-ANDY (2639) the professional's partner" Andersons ® TEAM and DURSBAN are trademarks of DowElaneo © 1990, The Andersons Circle No. 104 on Reader Inquiry Card AMERICAUST & The names, numbers and know-how to% help you reach more prospects, faster!% CONSULT US FREE! AMERICAUST-1 -800-321 -0448 1-800-321-4911 (In Ohio) Ł 8,000,000 Business phones on file Ł 70,000,000 Residential phones 
Ł Tailored to your needs: cards, tape or diskette 
Ł Send us your list to append phone numbers, verify or update or send us phone numbers to append name and address AMERIDI AL-1 -800-445-0421 Ł Outbound from 50 computerized stations 
Ł Autodialing cuts wasted calls, doubles our speed so you save Ł Your message and our live voices make a winning combination Put fifty years of direct-marketing experience on your team! We've been helping America sell thingsŠand raise funds, 
tooŠsince 1932! AMERIDIAL Complete Telemarketing Services FAMILY from Page 11 anyone in the family who needs one." Such a policy tells both non-family members and hard-working relatives that personal effort really doesn't count for much. Now consider a company whose goal is to increase sales or market share by a certain 
percentage, or to double its size in five yearsŠgoals that require hard work and team effort by family and non-fam-ily members alike. If family members agree on and understand objectives like 
these, the family-owned lawn care business has a head start. Loyalty and the willingness to sacrifice for the common good are powerful family val-
ues that can enhance the com-petitiveness of a business. But the advantage is lost unless the 
goals are clearly and specifi-
cally defined and make "good business sense." 3. Work satisfaction is important, whether the business is family owned 
or not. Like any employee, a family member who is not rea-sonably content with his or her 'job is not going to reach 
full potential with the com-pany. Try to uncover the source of the person's dissatisfaction. A son or daughter might say, "I just don't like the lawn care business." Often this means, "I don't have enough (or I have too 
much) responsibility." Almost every business of-fers a variety of jobs to match an individual's talents and ap-titude. Discuss the situation with the family member to de-
termine whether another posi-
tion, or a revised job description, might solve the problem. 4. Change is inevitable; learn to anticipate it, wel-come it, use it. In a family, resistance to change can be a strength; the objective is to keep the family unit intact. In the lawn care business, unwillingness to change can be fatal. Businesses must adapt to changing market condi-
tions, develop new products or services, experiment and take risks. In short, businesses 
need to grow. The family leader has the responsibility to encourage in-
novation and to manage and direct growth. Individuals 
usually respond better to 
change when they understand 
the need for it and have the 
opportunity to provide input. 5. Everyone needs feed-back. Family business leaders have to monitor the profes-sional performance of their relatives just as they do other employees. Of course, performance evaluation is a delicate task 
when the employee in ques-
tion is a son or daughter. Evaluations based on writ-ten job descriptions and per-formance criteria can make the task of objective evalua-tion easier, and can lessen the potential for family conflict over who's doing or not doing his of her job. EmployeesŠfamily and non-familyŠwant and need to 
know how they're doing. 6. The succession plan should be known and un-derstood. Just as family members need to understand 
and agree on the business' 
goals, they need to understand 
and agree on what will happen 
when "Dad" dies or retires. It is understandable that a founder/owner may avoid fac-ing the fact that he or she is not immortal. But ignoring the inevitable can lead to devastating per-sonal and business con-
sequencesŠfor example, sib-ling rivalries that result in the 
loss of lawn care clients. Family businesses should have a succession plan that provides for the selection, training and installation of a new generation of manage-ment. Family members who 
have input into the plan are 
more likely to understand and 
support it. 7. Dictatorship doesn't work. Family-business owners are often entrepre-neurs who like to run the whole show. So what's wrong with that formula, if it works? Nothing, in the early stages of business formation. But as 
the enterprise grows, sharing responsibility becomes a prac-tical necessity. The LCO who reserves all power to himself or herself will 
be seen as a tyrant by other family members who also have a genuine stake in the com-pany's success. On the other hand, an owner who distributes power and responsibility appropri-
ately will enhance each family member's motivation and pro-ductivity. 8. Families should have systems in place to pre-vent problems from be-coming crises. Lines of 
communication Š regular family meetings, for exam-pleŠare the basis for a prob-lem-resolution system. Get the family to agree on a mission statement, strategic and management plans and a 
succession plan. The family can then resolve disputes with less acrimony by referring to agreed-upon pol-
icies. 9. Secrecy erodes team spirit. In a family business, it's common for a founder/ 
owner to keep information to himself or herself. Whatever the reason for se-crecy, it can nevertheless erode that sense of team spirit 
that gives the family business its unique strength. LCI When it comes to grubs, it's not enough just to sup-press them. PERCENT OF GRUBS CONTROLLED insects combined. Better yet,once Triumph® applied to the soil, is changing all that. Unlike Triumph keeps on working for up to 10 weeks, depend-grub damage. And protect you from losing what profits you have made to callbacks. W . Compiled from 18 . . , You want -i*Ž*/mostinsec- ing on the target to squash them, ticides, which are Pulverize them, unpredictable at Grind them into best, Triumph dust. Send the lit- has been proven in testing to consis-ts buggers to the root zone eternal, over ten And who could blame you? After all,this one creature has prob- tently rid ably baffled more turf of over turf professionals, 90 percent made a mockery of more chemical years of Ł Ł -WEm 7/ P of grubs pres-ent. And within WfdHfe V yH . J Tj 1 company claims, just 2-3 days of than all other turf application. HOW TO SQUASH A GRUB. c So one pre-ventive application in late summer or To find out more, contact your turf products distribu-early fall is all that's tor or Ciba-Geigy needed to protect representative, turf from costly TRIUMPH © 1990 CIBA-GEIGY Corporation, Turf and Ornamental Products, Box 18300, Greensboro, NC 27419. Always read and follow label directions. For retail sale to and use only by certified applicators or persons under their direct supervision, and only for those uses covered by the applicator certification. Dean: More rules not answer for pesticide overuse ITHICA, N.Y.ŠThe recent Public Citizen's Congress Watch report on lawn pesticides highlights serious public concerns about pesticide use, but fails to pro-
vide forward-looking solu-tions based on available and 
emerging research, said David L. Call, dean of Cornell Uni-versity's College of Agri-culture and Life Sciences. Keep Off The Grass, the re-port from the Washington-based consumer and environ-mental group, criticized the way the federal government reviews lawn pesticides, rated 
states' regulation of the lawn care industry as generally in-
adequate, and proposed rec-
ommendations for state and federal action. Call saluted the report's ob-jective of curbing unnecessary or unsafe pesticide applica-tions on turfgrass, but ex-
pressed reservations about what he termed incomplete data, overreaching interpreta-tion and scientifically unsup-
ported conclusions While saying that the report con-
tains some excellent recom-mendations, Call said the overriding problem with the Public Citizen's Congress Watch report was that it re-
sponds to the problem of ex-cessive pesticide use by seeking more regulation. "There's an important role for 
federal and state oversight, but we must realize that the 
care and feeding of a bu-reaucracy to implement, mon-
itor and enforce another code of regulations will not be inex-
pensive," Call said. Although he faulted the report for failing to consider how pesticide use can be cut bv research and ed-ucation as well as by regula-tion, he expressed hope that 
public reaction to the report will focus greater emphasis on research and public education. Call, referring to the 1988 New York State Integrated Pest Management Program's annual report, said that in 
commodity after commodity, 
applied research and sound ed-ucation have led to the adop-tion of integrated pest management (IPM) recom-
mendations and techniques. "Experience tells me that this voluntary adoption pro-
cess is ultimately more bene-ficial to society than modify-ing behavior through coercion and threats," he said. "I'm op-
timistic that the report will 
encourage consumers to seek more information and ask 
lawn care companies to use more modern practices." He added that he expects it to stimulate lawn care com-panies to adopt IPM turf grass practices now available from Cornell and other research in-stitutions. Public Citizen is reason-ably concerned with the abil-ity of lawn care applicators to knowledgeably and safely use chemicals and fertilizers, Call continued. The report ac-curately noted that New York does not mandate universal applicator training and test-ing, but Call said it is mislead-
ing to rate the state efforts as 
"inadequate".State Depart-ment of Environmental Con-
servation (DEC) regulations require all commercial pesticide applicators to func-
tion under direct supervision of a certified applicator. Working together, DEC and Cornell Cooperative Exten-sion trained 3,161 commercial 
applicators and 1,067 private applicators in 1988 who then 
successfully passed written ex-
aminations to earn state cer-
tification. In addition, DEC offered many re-certification 
courses in 1988, said state 
pesticide control specialist Richard Hager. Call concurred with Public Citizen's recommendation 
that Congress appropriate ad-
ditional funds to the Environ-mental Protection Agency's IPM unit, but expressed dis-may with the report's asser-tion that few states promote or encourage the use of non-chemical alternatives to pesticides. "That assertion simply is not true," said Call. "In fact, a national conference of IPM 
researchers was held late last month to share findings on 
non-toxic pest control strat-egies where chemical 
pesticides are viewed as the choice of last resort," he said. Cornell has been concerned 
with the volume of pesticides being used and has sought pest 
control strategies that rely less heavily on chemicals since it IPM research began in the early 1970s. With funding from the state Department of Agriculture and Markets over 
the past three years the pro-
gram has expanded its focus to reduce pesticide use on vegeta-bles, dairy and field crops, fruits, ornamentals and turf grass. "I'd like to extend an open door to Public Citizen and other citizen groups to come to Cornell and visit the future," Call said. Cornell's IPM turf grass efforts have focused on Introducing Tempo R>r Home Lawns And Ornamentals. Use new TEMPOŽ 2 ornamental insecti-cide and it will become your new standard of measure for all other insecticides. New 
TEMPO is the first affordable pyrethroid labeled for both ornamentals and home 
lawns. Better yet, it treats the same area as effectively as the leading insecticide, but with 80% less active ingredient. And that's a sizeable difference. Weigh the alternatives. New TEMPO uses approximately 80% less active ingredient than the leading insecticide. Which means there's approximately 80% less chemical for you to carry around. 
And 80% less chemical to impact the environment. HowTo Size Up Measure the effectiveness. TEMPO is a broad-spectrum, advanced- generation 
pyrethroid. In simple terms, TEMPO effectively con-trols the surface-feeding insects attacking your customers' lawns. Plus, TEMPO controls the toughest ornamental pests. So using TEMPO eliminates the need to stock several different insecticides. TEMPO effectively controls surface-feeding pests like cutworms, armyworms, chinch bugs, and sod web worms. Here's another good reason to put TEMPO in your tank. More and more 
of your customers have a growing concern about Lyme disease. TEMPO effectively controls the deer tick which carries the Lyme disease vims. Calculate the cost. TEMPO is the first affordable pyrethroid labeled for use 
on home lawns. Better yet, it's competi-908359 developing cultural, monitor-ing and biological-control techniques to eliminate calen-dar-based preventive pesticide applications and to reduce 
total pesticide use, according to turf grass science Assistant Professor Norman W. Hum-mel Jr.. "With the informa-tion we have right now, we can cut pesticide use on lawns and other turf grass areas by at least 25 percent with no com-promise in quality," he 
claimed and went on to ex-plain the three kinds of IPM 
techniques: Ł Cultural Practices. Homeowners can establish and maintain lawns without pesticides, Hummel said. His 19 paper "Lawn Care Without Pesticides," explains that suc-cess depends upon selecting 
grass varieties for disease and insect resistance and using mowing, watering and fertil-
ization techniques developed for residential lawns. Over the last three years, for example, 
Cornell researchers have con-ducted field trials without pesticides in upstate New York and Long Island with more than 300 varieties of turf grass. At least 40 varieties 
show excellent potential for natural resistance to diseases and insects, he noted. Ł Monitoring Practices. By actively monitoring turf grass for insect infestations, resi-dential and commercial lawn managers can eliminate pre-ventive pesticide applications and use pesticides only when 
destructive insects are present in large numbers or are at a vulnerable stage in their life cycle. A pilot project con-
ducted in 1988 by Cornell IPM 
associate Gerard W. Ferren-
tino demonstrated that pre-ventive fungicide spraying is not necessary to control all golf course turf diseases. Pesticide use was reduced by up to 85 percent where treat-ment decisions were based on 
frequent visual observations and correct disease diagnosis. New York has more than 800 golf courses covering 80,000 acres, according to Ferrentino. Use of a naturally occurring sex scent, called a pheromone to lure unsuspecting cutworms 
to traps is another IPM tech-nique being tested in monitor-ing insect populations, Hum-mel said. In another 1988 experiment, graduate assis-
tant James Skorulski tracked weather data, including tem-perature, humidity and pre-cipitation, to test its value as an aid to forecasting turf grass diseases. Diagnostic kits that mea-sure the presence of disease or-ganisms in a few blades of grass also show promise as an early detection tool to help golf 
course and institutional turf And 80% less chemical means fewer handling, mixing, and disposal hassles. In addition, TEMPO tank mixes with most fungicides and fertilizers. Analyze the safety. TEMPO has a very low mammalian toxicity. So TEMPO offers maximum safety for your customers and your employees. TEMPO is not a cholinesterase inhibitor like other insecticides. So you don't have the chore of constantly moni-toring your applica-
tors. And you don't 
have the applicator downtime caused 
by cholinesterase depression. Add it all up. Effective broad-spectrum control on both lawns and ornamentals. Reduced handling, storing, and disposal. Reduced potential for exposure to your customers, TEMPO reduces exposure to your customers, your employees, and the environment. Yom Insecticide. tively priced with what you probably use right now. So with TEMPO, you get the latest advancements in insect control for the same price of the 
older insecticides. Gauge the work involved. TEMPO uses 80% less active ingredient than the leading insecticide. So, TEMPO takes up 80% less storage space, both on and off the truck. your employees, and the environment. Plus, TEMPO has virtually no odor. And 
it's competitively priced. Now contact your Mobay distributor or Mobay representative. Then compare insecticides. We think you'll find that new TEMPO has some sizeable advantages. Mobay Corporation A Bayer USA MC COMPANY TEMPO uses 80% less active ingredient than the leading insecticide. TEMPO is a TM of Bayer AG. Germany ©1990 Mobay Corporation Bayer Specialty Products Group Box 4913, Kansas City, MO 64120 Too much spraying? grass managers avoid unnec-essary pesticide use, Hummel 
said. Ł Biological Controls. To date, microorganisms, includ-ing at least 250 viruses, 80 bac-teria, 460 fungi and 250 protozoans, have shown them-selves capable of introducing diseases to destructive insects, according to Cornell ento-mologist Michael G. Villani of the New York State Agri-
cultural Experiment Station in Geneva. Several already are commercially available, and others are in research and 
demonstration trials as poten-
tial IPM alternatives to pesticide use. Grubs are the prime con-cern of turf grass managers in 
the Northeast; control of Jap-anese beetle larvae cost Amer-icans $78 million for pesticide control and another $156 mil-lion to replace damaged turf in 1983, according to Villani. A bacteria known as milky spore is commercially available to control Japanese beetle larvae, but the Central Atlantic strain is not hardy enough to with-stand New York winters. Cor-nell IPM researchers are working on milky spore strains suitable to New York's climate. Another biological control, known as BT, is now commer-cially available to control cat-erpillars, including the ar-myworm, cutworm and sod webworm. According to Vil-lani, research at a number of universities is seeking a strain of BT that will work against 
grubs. Cornell plant pathologist Eric B. Nelson has found that composted organic wastes have the potential to suppress turf grass diseases such as dol-lar spot and brown patch with-out the use of pesticides. The technique may be able to elim-inate four to seven fungicide applications over a two-month period and help alleviate the state's waste problem. Nelson also pursues genetetic engi-neering to design strains of bacteria to fight turf grass dis-
eases. LCI developing cultural, monitor-ing and biological-control techniques to eliminate calen-dar-based preventive pesticide applications and to reduce total pesticide use, according to turf grass science Assistant Professor Norman W. Hum-mel Jr.. "With the informa-tion we have right now, we can 
cut pesticide use on lawns and 
other turf grass areas by at least 25 percent with no com-promise in quality," he 
claimed and went on to ex-
plain the three kinds of IPM techniques: Ł Cultural Practices. Homeowners can establish and maintain lawns without pesticides, Hummel said. His paper "Lawn Care Without Pesticides," explains that suc-cess depends upon selecting grass varieties for disease and insect resistance and using mowing, watering and fertil-
ization techniques developed for residential lawns. Over the 
last three years, for example, 
Cornell researchers have con-
ducted field trials without pesticides in upstate New York and Long Island with more than 300 varieties of turf grass. At least 40 varieties show excellent potential for natural resistance to diseases and insects, he noted. Ł Monitoring Practices. By actively monitoring turf grass for insect infestations, resi-dential and commercial lawn managers can eliminate pre-ventive pesticide applications and use pesticides only when 
destructive insects are present in large numbers or are at a vulnerable stage in their life cycle. A pilot project con-ducted in 1988 by Cornell IPM 
associate Gerard W. Ferren-tino demonstrated that pre-ventive fungicide spraying is not necessary to control all 
golf course turf diseases. Pesticide use was reduced by up to 85 percent where treat-ment decisions were based on frequent visual observations and correct disease diagnosis. New York has more than 800 golf courses covering 80,000 acres, according to Ferrentino. Use of a naturally occurring sex scent, called a pheromone 
to lure unsuspecting cutworms to traps is another IPM tech-nique being tested in monitor-
ing insect populations, Hum-
mel said. In another 1988 experiment, graduate assis-
tant James Skorulski tracked 
weather data, including tem-
perature, humidity and pre-
cipitation, to test its value as an aid to forecasting turf grass 
diseases. Diagnostic kits that mea-sure the presence of disease or-
ganisms in a few blades of 
grass also show promise as an 
early detection tool to help golf 
course and institutional turf And 80% less chemical means fewer handling, mixing, and disposal hassles. In addition, TEMPO tank mixes with most fungicides and fertilizers. Analyze the safety. TEMPO has a very low mammalian toxicity. So TEMPO offers maximum safety for your customers and your employees. TEMPO is not a cholinesterase inhibitor like other insecticides. So you don't have the chore of constantly moni-toring your applica-tors. And you don't have the applicator downtime caused by cholinesterase depression. Add it all up. Effective broad-spectrum control on both lawns and ornamentals. Reduced handling, storing, and disposal. Reduced 
potential for exposure to your customers, TEMPO reduces exposure to your customers, your employees, and the environment. \bur Insecticide. tively priced with what you probably use right now. So with TEMPO, you get the latest advancements in insect control for the same price of the older insecticides. Gauge the work involved. TEMPO uses 80% less active ingredient than the leading insecticide. So, TEMPO takes up 80% TEMPO uses less storage space, both 8(Ffthreading mSS^ on and off the truck. your employees, and the environment. Plus, TEMPO has virtually no odor. And it's competitively priced. Now contact your Mobay distributor or Mobay representative. Then compare insecticides. We think you'll find that new TEMPO has some sizeable advantages. Mobay Corporation ABAYEF USAWC COMPANY TEMPO is a TM of Bayer AG, Germany C1990 Mobay Corporation Bayer Specialty Products Group Box 4913, Kansas City, MO 64120 grass managers avoid unnec-essary pesticide use, Hummel said. Ł Biological Controls. To date, microorganisms, includ-ing at least 250 viruses, 80 bac-teria, 460 fungi and 250 protozoans, have shown them-selves capable of introducing 
diseases to destructive insects, 
according to Cornell ento-mologist Michael G. Villani of the New York State Agri-cultural Experiment Station in Geneva. Several already are commercially available, and 
others are in research and 
demonstration trials as poten-
tial IPM alternatives to 
pesticide use. Grubs are the prime con-cern of turf grass managers in the Northeast; control of Jap-
anese beetle larvae cost Amer-icans $78 million for pesticide control and another $156 mil-lion to replace damaged turf in 1983, according to Villani. A bacteria known as milky spore is commercially available to control Japanese beetle larvae, 
but the Central Atlantic strain is not hardy enough to with-
stand New York winters. Cor-nell IPM researchers are working on milky spore strains suitable to New York's 
climate. Another biological control, known as BT, is now commer-cially available to control cat-
erpillars, including the ar-myworm, cutworm and sod webworm. According to Vil-lani, research at a number of universities is seeking a strain of BT that will work against grubs. Cornell plant pathologist Eric B. Nelson has found that composted organic wastes have the potential to suppress turf grass diseases such as dol-lar spot and brown patch with-out the use of pesticides. The 
technique may be able to elim-inate four to seven fungicide applications over a two-month period and help alleviate the state's waste problem. Nelson 
also pursues genetetic engi-neering to design strains of bacteria to fight turf grass dis-
eases. LCI Too much spraying? Green industries invest in program, reap graduates PLATTSBURGH, NYŠGreen industry companies in north-eastern New York designed a work-study program at Paul Smith's College in Adirondack Park to create a pool of trained employees. The program gives students on-the-job training in aboriculture, turfgrass management and landscape installation. Companies such as Chem-Lawn Services Corp. and the F.A. Bartlett Tree Expert Co. provide field training and fi-nancial support for the pro-gram. "Basically, the industry brought to our attention the need for such a program," says Grover Katzman, associate professor of forestry at the col-lege. "They were crying out for trained, educated people in the field, but there was an incredi-
ble shortage of people with the knowledge and experience re-quired to fill all the jobs." Michael Simmons, tech-nical representative for Tree Inject Systems, a J.J. Mauget distributor, agrees. "We see a 
tremendous shortage of skilled labor in the future unless we can attract more young peo-ple." The program, started in 1986, is operated under the college's forestry department 
under the title, Urban Tree Management. Its advisory board consists of seven indus-
try representatives, including ChemLawn, Bartlett and the National Arborist Associa-tion. The companies have also been helpful providing equip-ment, Katzman notes. "Not only did they tell us what type 
of courses we should include, but they also made sure that 
the program became a reality 
by donating the equipment needed to properly teach this program." About 100 different firms have donated equip-ment, Katzman says, a total investment of about $40,000. The students care for trees and turf areas along the streets 
and in the parks of the city of Plattsburgh, areas not ser-viced by private companies. The project began with a tree inventory with 316 trees 
being examined for insects, 
diseases and dangerous limbs. Then the students began pru-ning, cabling, landscape con-
struction, insecticide and fungicide applications, fertil-Kentucky bluegrass Another fine, quality controlled product of Jacklin Seed Company U.S. Plant Patent 3151 Canada License No. 2133 ization, aeration and removal of dead and dangerous limbs. Industry reps chipped in with training seminars. LCI Tips given for shaded turfgrass RICHMOND, VAŠManaging lawngrass in shaded areas can be made easier by using an ap-
propriate mixture of cool-sea-son turfgrasses. The ideal mixture in the transition zone, according to one specialist, is: five pounds tall fescue, one pound Kentucky bluegrass and one pound fine fescue. Dr. Arthur Bruneau of North Carolina State Univer-sity says that selecting shade-tolerant, cool-season cultivars is the first step in managing turf in shaded areas. Bruneau says: Ł Provide for air flow. Ł Prune low branches in the area. Ł Selectively prune high branches. Ł Raise the mowing height. 
Ł Periodically prune the roots. Ł Minimize traffic in the area. Ł Remove fallen leaves. 
Ł Irrigate deeply and fre-quently. Ł Minimize nitrogen and maximize potassium. Ł Monitor disease activity. LCI Bruneau: Use the right mixture. NUS is offering industrial risk safety programs GAITHERSBURG, MDŠNUS Corp., an engineering and en-vironmental consulting firm, has formed an industrial 
safety group to help com-panies with risk management 
programs. "NUS specialists provide clients with a full-service, co-
ordinated team that can de-
velop and implement pro-grams to safeguard the health 
and safety of employees and 
the community while protect-ing the environment," says Roy Denham, vp of the indus-trial safety group. NUS, 910 Clopper Road, Gaithersburg, Md. 20878. Phone: (301) 258-6000. LCI When you need color and turf density Š Glade. It does the job in sun and up to 60% shade. Widely accepted 
as the improved sun and shade 
bluegrass variety, Glade gives you confidence that your turf will perform beautifully Š excellent texture, pleasing 
green color, and offers improved 
disease resistance. For a healthy turf in sun or shade, insist on glade in every mix Š from 
your local wholesale seed distributor. When Rick Steinau moved up to theperformance of TURFLON, his customers gave him a big thumbs-up. V > ŁHV.R:-"TURFLON* herbicides give us about 95% control of problem weeds. The standard three-way products give control in the 80-85% ranger-Rick Steinau, president Greenlon Lawn Care Services Cincinnati, OH In the lawn care business, you know that exceptional perfor-mance reduces callbacks and cancellations-and costs less in the long run. Less callbacks. "We started using TURFLON three years ago," explains Rick Steinau. "TURFLON simply does a better job on the hard-to-control weeds like spurge, oxalis, ground ivy and wild violets. These are the problem weeds that customers usually complain about most. With TURFLON, 
we've seen a 25% reduction in 
weed-related callbacks and a 15% drop in cancellations." More savings. "We are definitely saving money by using a premium herbicide," 
continues Rick. "We know that 
a treatment with TURFLON costs 
about 50<t more per lawn than a standard three-way herbicide, but we actually realize a 30% savings in our herbicide program." Rick Steinau knows that the performance of TURFLON herbi-
cide has made a big, big dif-ference in his business. Just 
think what it can do for yours. 
Call us to find out more. 1-800-
373-2DOW(2369). Move up to TURFLON "Rademark of The Dow Chemical Company Circle No. 113 on Reader Inquiry Card 9002 INNOVATIONS Earthworm product gets good marks on client's lawn Rider: The material is easy to spread and it produces a lush lawn. RACINE, wiŠMike Rider, Rider Enterprises, Racine, WI, says a product made with worm castings tested well on a customer's lawn. His Rider Turf Care used Wiggle Worm Soil Builder (Unco Industries, Racine) on a portion of a client's lawn. "You could see where you put it down, and the color dif-
ference was amazing," says Rider. "The areas where it was put down came up lush green." Wiggle Worm is applied as a topdressing one-eighth to one-fourth-inch deep. "Earthworm castings are an incredible fertilizer," says Michael Marshall, Unco's na-tional sales manager. The material reportedly contains various levels of ni-trogen, sulfate sulfur, phos-phate, potash, magnesium, calcium, sodium, iron, maganese, copper and zinc. Although Marshall ac-knowledges that the NPK 
numbers are low, he claims the product is still effective be-cause of its fine texture, mak-ing nutrients more available to grass plants. Dr. Daniel A. Potter, asso-ciate professor and hor-
ticultural entomologist at the University of Kentucky, is not familiar with the Wiggle Worm material, but he says 
earthworms in general are 
good for soilŠtheir castings 
are high in bacterial and mi-
crobial activity and help de-
compose thatch. "The castings will bring back microbal activity" to lawns with depleted earth-worm populations, he says. The Wiggle Worm material is a by-product of a night-crawler production system. Marshall invites industry researchers to examine the product's effectiveness on turf. Unco Industries, Inc., 7802 Old Spring St., Racine, WI 53406; (414) 886-2665. LCI Marshall: The better bait worm creates a better fertilizer. Tall fescue is versatile RICHMOND, VAŠThere are good reasons for lawn grass managers to consider turf-type tall fescue grasses, says Dr. Arthur Bruneau, assistant professor at North Carolina State University. Tall fescuesŠespecially the newer turf-type varietiesŠof-fer greater shade and disease tolerance, says Bruneau, and perform well at low mowing heights. He suggests mowing heights of 272-3 inches. Bruneau also suggests wa-tering turf-type fescue lawns infrequently but deeply and 
fertilizing in split applica-tions: 1 lb. of nitrogen per thousand square feet in Sep-
tember, 1-2 lbs. in November, 72i/2-l lb. in February. Bruneau recommends mix-tures of 90 percent tall fescue and 10 percent Kentucky blue-grass for good results. LCI Have a SPILL? Call Chemtrec 1-800-424-9300 Trade In The Tools OfYo Trade! Trade in any broken or used cutter, trimmer, blower, or sprayer for a Maruyama product and get factory cash back for your trade! You can depend on the uncompromising quality of Maruyama commercial equip-ment. It's built for long life and backed with 
parts & service by local qualified dealers. We make long life products. When you're look-ing for the very best, look for Maruyama. Call your local dealer today Trade in offer ends soon. Maruyama's total line includes Ł BRUSHCUTTERS Ł BLOWERS ŁHEDGE TRIMMERS 
ŁMIST DUSTERS Ł POWER SPRAYERS ŁGRANULE SPREADERS Ł SOIL INJECTERS ŁMANUAL SPRAYERS Ł FRAME MOUNT SPRAYERS ŁWATER PUMPS U.S. Office MARUYAMA U.S., Inc. 15436 N.E. 95th St., Redmond, WA 98052 P.O. Box 2167, Redmond, WA 98073 Phone: (206) 885 0811 Fax: (206) 885 0123 Singapore MARUYAMA MFG. CO., Inc. 16 Raffles Quay Level 36, Hong Leong Bldg., Singapore 0104 Phone: 321 8943 Fax: 225 9060 Telex: RS 43382 COHQHL MARUYAMA Quality equipment since 1895 MARUYAMA MFG. CO., Inc. 34, BD. Haussmann, 75009 Paris, France Phone: (1)47 70 28 52 Fax: 011 331-45231830 Telex: MBI 290266F International Headquarters: MARUYAMA MFG. CO., Inc. 4-15 Uchi-Kanda 3-Chome Chiyoda Ku, Tokyo, 101 Japan Ł ( f>: Pill H m] m m "Our customers expect and demand quality -and we deliver. If it costs an extra 50C a lawn to keep customers, it's well worth it."-Bob Kapp, President and CEO Kapp's Green Lawn 
Munster, IN How much is customer satis-faction worth? For Bob Kapp of Kapp's Green Lawn, it's worth the performance difference that TURFLON* herbicide can provide. What price customer satisfaction? "We switched to TURFLON two years ago because we weren't pleased with our previous her-bicide," says Bob Kapp. "Cost has never been a deciding factor in the products we use. The extra 50<t per lawn for a treatment 
with TURFLON herbicide doesn't make a bit of difference. In this day and age, you simply have to retain customers-it costs 
too much money and time to replace them." Its rewards. "TURFLON did a much better 
job, particularly on our problem weeds like wild violets, ground ivy and spurge," Bob continues. "Since switching to TURFLON, we've reduced our weed related callbacks and service cancella-tions by 50% from a year ago." With performance like that, you'll be able to add some sweet-ness to your bottom line. Call us to Find out more. 1-800-373-2DOW (2369). Move up to TURFLON ŁTrademark of The Dow Chemical Company Circle No. 114 on Reader Inquiry Card 9003 POOL from Page 8 analysis is performed. Taking a sample to your lo-cal swimming pool shop is not a problem. Note that neither 
the DPD test nor most swim-ming pool shops are equipped to determine chlorine de-mand. In addition, when a chlorine demand occurs the DPD test kit will (errone-ously) indicate 0 total chlorine (and also 0 free chlorine), sim-ilar to when there really is no chlorine in the pool. Products available Common products (calcium hypochlorine) for chlorination include: HTH, Burn Out and PACE superchlorinator and shock treatment. Ammonium, nitrate, potas-sium or phosphorous fertil-izers should not cause any sig-nificant problems and will not affect the chlorine level. Tap water naturally con-tains about 500 to 900 ppm 
total dissolved solids (TDS), most of which are potassium, calcium, sodium and, to a lesser degree, ammonium 
salts. Phosphorous is basically inert in water, although it may react with other minerals (e.g. calcium) and form a precipi-
tate. High levels of calcium 
phosphate can make a pool cloudy; however, normal filter-ing will remove it. If necessary, diatomaceous earth (DE) filters can be tem-porarily connected to most systems to speed the filtering. The chlorine-like odor and eye irritation common to many swimming pools is usu-ally due to insufficient free available chlorine and excess 
chloramines; not, as you would suspect, from too much chlo-rine. These symptoms mean the pool is past due for super-
chlorination. Urea fertilizer can affect the free available chlorine level in a pool. However, rou-tine pool maintenance pro-cedures will resolve the problem. For additional information, Olin Corp. (203) 271-4171 and 
Bio-Lab (800) 241-5176 are 
swimming pool chemical sup-pliers that have literature and technical support people. LCI About the Author Dr. John S. Ahlrichs is a former research scientist for ChemLawn Services Corp. He now works for Cenex Land-O-Lakes, a farm cooperative. LCI Pro tips for hose care Lawn and tree care oper-ators will find the main-tenance and care of thermoplastic hose is just about the same as any rubber hose if these recommenda-tions are followed: Ł Always use the proper hose and couplings as recom-mended by the hose manufac-turer. Ł Do not exceed recom-mended working pressures. Ł Keep the hose out of working or traffic areas where it could be struck or run over by vehicles or falling objects. Ł Avoid excessive pull, and store new hose in an area pro-tected from direct contact 
with the weather. It should be kept in the original shipping carton, preferably on pallets. Ł Flush and coil the hose between extended periods of non-usage. Ł Wipe off, as soon as possi-ble, caustic or corrosive mate-rials that come in contact with the hose cover. Ł Inspect thermoplastic hose on a periodic basis. Look at the ends of the hose. LCI Add Chipco26019 toyour spray program, and you may add a new truck to your fleet. The best way to build bigger profits into your existing customer base is to add CHIPCO® brand 26019 fungicide to your regular spray program. Here's why! CHIPCO® 26019 provides more effec- Ž tive control of more damaging diseases than any other fungicide you can use. So, your customers get greener, healthier, more beautiful lawns. J Second, CHIPCO® 26019 delivers this broad-dependable. Applied in a preventative pro-gram, CHIPCO®26019 provides the kind of reli-able disease control that eliminates customer complaints and costly call-backs. spectrum control for a long timeŠup to a full month from a single application. That means it fits perfectly into your regular spray schedule. Third, CHIPCO® 26019 is HO RJNGCJOC Best of all, by upgrading your service with CHIPCO® 26019, you keep your current customers satisfied and build additional busi-ness through word-of-mouth. Add CHIPCO® brand 26019 fungicide to your 
spray schedule today, and you may just have to make room for a new truck in your fleet. Chipco26019 A I ungicidt if RHONE-POULENC base.) Plain water is not rec-ommended because it boils at a temperature too low to ade-quately heat the hose. 3.) Place the container on a heat source such as an ordi-nary hot plate. Heat the solu-tion to 250 degrees. 4.) Submerge the end of the hose in the solution. Allow it to stay in the solution about 45 seconds for every inch of hose inside diameter. Caution: Do not heat the hose to the point that it be-comes limp. 5.) Insert the coupling into the hose. It will easily slide into the tube. 6.) Allow the hose to cool on the coupling for 5 to 15 minutes 
before applying the coupling 
bands. Always use high tensile stainless steel bands for clamping. Remember, you are work-ing with high pressures and chemicals that can be dan-gerous to plants and humans if fittings come loose. LCI As with any crop protection chemical, always read and follow instructions on the label. CHIPCO is a registered trademark of Rhone-ft)ulenc. © 1990 Rhone-Fbulenc Ag Company Coupling hose easy way Obtain a suitable container For coupling braided thermoplastic spray hose, LCOs can have success by following these six easy steps: 1.) If the coupling stem is difficult to insert into the hose, simply immerse the cut end of hose into hot glycol solution. large enough to accept the end of the hose to be coupled. The 
container must be deep enough to submerge the hose 
to the full length of the coup-ling plus several inches. 2.) Fill the container with ethylene glycol. (Use an anti-freeze solution with a glycol When Jim Gourley moved up to TURFLON, callbacks in Kenosha went down, way down. "Our resprays have decreased by almost 50%."-Jim Gourley, owner Lawn Masters, Kenosha, WI If you're like most LCOs using standard three-way herbicides, there are days when you wish 
the phone wouldn't ring again. 
Callbacks and cancellations 
can really get you down. Well, maybe it's time you moved up to TURFLON* herbicide. One good reason to switch. "We switched to TURFLON be-cause we were having too many resprays," explains Jim Gourley. And after 22 years in the busi-ness, he's happy with the results: "Our records show that we do have much better weed control and many fewer resprays this year than we've ever had." You'll save money in the long run. "Yes, we pay more for TURFLON," Jim says. "But when I figure how much it costs us per respray, it's saving us lots of money. And 
that justifies the extra cost." ]im adds that there's another reason he can't afford to make too many callbacks. "When you have to go out and do a respray, you're taking a chance on losing that customer." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-373-4DOW (4369). Move up to TURFLON 'Trademark of The Dow Chemical Company Circle No. 115 on Reader Inquiry Card Proprietary's two new releases Lofts' seed gets a plug BOUND BROOK, NJ Two of Lofts Seed Inc.'s peren-nial ryegrasses recently ap-peared on Japanese TV, and got great notices. Pal-mer and Prelude were winter-overseeded on dor-mant zoysia turf in Japan's National Stadium in Tokyo for the prestigious Toyota Cup, the world cham-pionship of club soccer teams. During his narra-
tion, the TV reporter praised the field's color and beauty. LCI SALEM, OR Š Crew-Cut dwarf-type tall fescue and 
Vantage perennial ryegrass 
are new turfgrass releases by Proprietary Seeds, Inc. That company claims that Vantage is an improved turf-type perennial ryegrass that 
demonstrates resistance to Finally, the 11 ful engine that car toughest conditio) horsepower twin cooled Kohler Ma a proven, reliable design that will k running longer So when you many diseases, especially stem rust. Vantage is a medium dark-green color and compli-ments other ryegrasses, fine fescues and bluegrasses when used in mixtures. Vantage is reportedly avail-able in limited quantities this 
spring, but will be in good sup-a power-lie the .The 18 blinder air turn engine is d durable ) you up and tart getting ply after the 1990 harvest. Crew-Cut, says Proprietary Seeds, shows a dramatic re-duction in vertical growth rate (less mowing), along with nar-rower leaves, increased den-sity and upright growth habit. 
Crew-Cut will be available in the fall of 1990. LCI ProLlne The Professionals that keep you cutting. Seed coat corporation started up ROLL, AZŠValley Seed Com-pany, a divison of Arizona Grain, Inc., and Canadian Seed Coaters Limited, formed a joint seed coating venture known as Precision Seed Coaters. The new entity will serv the large Bermudagrass seed and other grass and legume seed production industry. Canadian Seed Coaters, Brampton, Ontario, Canada, began commercial production in 1977 and has, together with 
its parent companies, nine wholly owned or joint venture coating plants. The parent companies are Hodder & 
Tolley Ltd., Palmerston North, New Zealand, and Os-eco, Inc., Brampton. Valley Seed, established in 1898, markets seeds through-out the world and is based in Casa Grande, AZ. It condi-tions and sells Bermudagrass seed, hybrid pearl millet and a complete line of seeds for the Southwest. LCI Bluearass from Idaho released WORLEY, IDŠAlene, a new bluegrass variety, has been re-leased to an associaton of seed growers by the University of Idaho. Alene is being described as durable and drought-resistant with a medium-dark genetic 
color and improved disease re-sistance (compared to the common grasses). The devel-
opers of Alene think it will be particularly useful for low-maintenance lawns and in mixes replacing unavailable proprietary varieties. The original plants of Alene were discovered during a col-lection expedition in south-west Europe. Seed West, P.O. box 113, Rockford WA 99030 or Seeds 
Inc., Rt. 2, Box 28, Worley, ID. LCI Normarc says Phoenix is ready TANGENT, ORŠ Normarc Seed Company says its new turf-type tall fescue Phoenix was released in August 1989. It describes Phoenix as a per-sistant, attractive, low-grow-ing cultivar with medium density and leaf texture. Normarc says Phoenix has shown good winter hardiness and excellent seedling vigor, 
and it requires medium to low fertilizing. Phoenix is an advanced-generations cultivar. LCI IN THIS BUSINESS,YOU CAN TELL THE SUCCESSFUL PEOPLE B¥ VUHAT THEY DRIVE. So you've finally landed your first really big commercial lawn mowing contract. Say a 27-acre industrial park. It's a sure sign of success. But it could also be a sign of real 
problems. You see, trying to cover all that ground with a walk behind 
mower could very possibly inn you out of business. You need to step up to the Toro Proline 118 riding mower 
The 118 is packed with features that make it more efficient than 
walk behinds for larger jobs. It has variable ground speed up to 7 mph, so you can mow a lot in a little time. Controls, including the automotive-type steering wheel, are conveniently 
placed and easy to use, so you'll have less operator fatigue. And that means, hour for hour; you'll get the most mowing out of every employee. Trimming, too, is quicker and easier with the Proline 118. Unlike garden tractors, the 118 
lets you trim fast and close with rear wheel steering for superior maneuvering and hydrostatic drive for single pedal operation 
of forward and reverse. Plus, the 
out-front offset deck, in either 44" or 52" sizes, is big enough to cover a lot of turf, yet small enough to get into tight spaces. ProLine 118 shown with 52* deck and optional six-bushel bagger those bigger jobs, don't get behind even before you've gotten ahead. Get a Toro ProLine 118. There's no better way to deal with success. The problem will continue to grow. Lawn Doctor franchisees hear the facts about Lyme Disease ATLANTIC CITY, NJŠLyme disease won't be going away soon and will be a bigger issue during the 1990s. So says Bill Davis of Lawn Doctor. Franchisees of that com-pany learned more about the disease at their annual semi-nar here. Says Davis, "The peak period of lyme disease in-cidence (May through July) 
corresponds with people's out-
door activities, and north-eastern states have shown a high concentration of the dis-ease." The disease is transmitted by the tiny (about the size of 
the head of a straight pin) deer 
tick, and research is indicating 
that most bites occur in peo-ple's own lawns. Lyme Disease (named after the city of Lyme, CT, where it was first diag-nosed several years ago) is re-portedly spreading. Davis said LCOs can help homeowners reduce the Tidewater from page 31 professional. Still, "we have a lot of part-timers here," says Randal W. Jackson, extension agent in Virginia Beach. "This is a group that we have failed to reach. It's hard to reach these fellas or ladies," says Jackson. "They tell me that they can't afford insurance: If they 
can't afford insurance they 
can't afford to be in businessŠ they could lose everything," he 
says. "The problem I'm dealing with is that it leaves a bad taste in the customer's mouth (about professional lawn care in general)," Jackson com-
ments. Madden points out, though, that the summer heat and fungus often put the part-timers out of business in a hur-ry. "They usually don't last very long." Landers sees some hope that Tidewater LCOs are making an impact. "I think that most of the industry 
around here is concerned with image." LCI Nason at post OGDEN, UTAH Š National turf specialist, a new position created by Great Salt Lake Minerals & Chemicals Corp., is held by Danton Nason. In the new post, Nason pro-vides technical and marketing support for Great Salt Lake's 
sulfate of potash turf fertiliz-ing programs, says GSL's Bryan Evans. LCI chance of contracting the dis-
ease by telling them: Ł to keep their lawns mowed and raked and to re-
move underbrush. Ł to locate bird feeders away from the house. Ł to have them inspect chil-dren and pets for ticks: look 
closely, deer ticks are ex-
tremely small. Ł to stay away from wooded areas. Davis also suggested that applicators keep their ankles covered while working. He said Dursban 50 WSP or 
Dursban granules can help control fleas and ticks. There are three stages of the disease: 1) a bulls-eye rash; 2) chills and fever, headache, 
fatigue, pain and swelling in joints; and 3) irreversible ar-thritis, cardiac damage, facial 
paralysis, nerve damage. LCI 1990 New York New York State Turfgrass Association officers: (back, I. to r.) Karl Olson, Steve Griffen, Tom Strain, Mike Maffei, Steve Smith, Tim Madden, Tom Corell, John Fik. Front I. to r.: Gene Bowler, J.R. Brundage, Bill Stark and John Liburdi. Its a sure thing to do business with the most experienced people. Now TRIAZONE, a Division of Arcadian Corporation, offers N-SURE® and FORMOLENEŽ PLUS. This product line combination brings together every new and innovative development in slow-release liquid nitrogen technology. We at TRIAZONE offer scientific support, plus field application experience, to help you become #l. TRIAZONE products deliver Ł The highest slow-release N content. Ł Guaranteed stability. Ł An unmatched prompt delivery system. Ask any lawn care operator using TRIAZONE products. They'll tell you about better lawns, happier customers and fewer call backs. Contact us now. Call the TRIAZONE Division at 1-800-654-4514. Formolene Triazone A Division of ARCADIA N0® Corporation Crop biotechnology to strengthen future lawn care BY DAVID N. DUNCAN In 1982, Monsanto research-ers pioneered and devel-oped the capability of plant transformation in petunia, to-
bacco and tomato plants. Today, Monsanto research-ers at its state-of-the-art Life Sciences Research center in Chesterfield, MO, have suc-
cessfully transformed several 
vegetable and field plants, in-
cluding cotton, soybean, oil seed rape, potato and tomato. Monsanto is committed to the future of agriculture. With its leading technical position in plant sciences, Monstanto's goal is to be the most suc-cessful plant genetics com-pany in the world. $ to biotechnology With more than $100 mil-lion devoted annually to its ef-fort in biotechnology, Mon-santo is involved in a full spectrum of research includ-ing animal, human health care and plant sciences. This article focuses on Monsanto's technological ad-vances in the genetically engi-neered plant science effort, and its forecast for the future 
of agriculture. Traditionally, plant breeders have looked for desir-
able traits in plants, and then, through cross-breeding, tried to create new lines of plants that include the desired traits, 
often requiring eight to 10 years before a variety with new traits could be released. Speeding the process Biotechnology techniques offer ways to place specific traits into superior plants in a shorter period of time and with greater precision. Ge-netic engineers have the abil-ity to significantly enhance 
the efficiency of seed produc-tion. Monsanto is primarily working to introduce three single-gene traits in crops: re-
sistance to plant-eating in-
sects; resistance to infection by specific viruses; and toler-ance to Monsanto's Roundup herbicide, an effective, non-
selective product with low tox-icity and desirable health and environmental safety charac-m turf Sf ^stance to «* b^S;«dother P<*s a chemical SS3V" ful CITATION II Turf-Type Perennial Ityegrass is well known for its rapid establishment, fine texture, dark green color, improved mowability and drought tolerance, both in a monostand or as part of CBS 11 blend. But, the REAL plus is Citation II's high endophyte level (over 80%) that make it naturally resistant to leaf eating insects. This plus results in savings... in chemical costs to maintenance people and less exposure to insecticides for applicators, homeowners, golfers and picnickers. Citation II is not only an investment in finer turf, but it's a savings account for 
turf managers... and our delicate planet. PVP 8400142. Unauthorized propagation prohibited. Left, insect damage in perennial ryegrass. Right, endophytic ryegrass resists insect pests. .Black lines are endophyte mycelium in leaf tissue. Qualified turf grass associations can earn cash for turf research by saving Citation II Oregon certified blue 
tags. Call us or write for details. Magnified endophyte in seed. Produced and marketed by: Turf-Seed, Inc. PO Box 250, Hubbard, OR 97032 Outside Oregon 1-800-247-6910 
503-981-9571 TWX 510-590-0957 FAX 503-981-5626 Circle No. 151 on Reader Inquiry Card teristics. Successfully transferring genes from other organisms to plants was a method pioneered 
by Monsanto using a natrually 
occurring bacterium Š Agrobacterium tumefaciensŠ as a sort of vector. DNA involved This little bacterium has the capability of inserting some of its own DNA into plant cells. But his usually re-sults in a disease to the plant called crown gall. Monsanto researchers de-veloped a method to stop the agrobacteria from causing crown gall, while at the same 
time keeping its ability to in-sert DNA into cells. The altered cells are then regenerated into healthy plants through a process known as tissue culture. Using a common paper punch, discs are cut out of leaves, and placed with the Agrobacterium containing the desirable DNA into a test 
tube. The Agrobacterium at-
taches to the discs through the 
cut or wounded area of the leaf, and in doing so transfers its own DNAŠincluding the de-sirable trait. Each tiny plant will then be identical to its parent plant, except it will include the desir-
able trait, for either virus or insect resistance for for her-bicide tolerance. Finding more plants Currently, dicotyledons, such as tomatoes, tobacco, 
soybeans and oil seed rape, are more easily transformed using the Agrobacterium vector ap-proach just described. Monocotyledons, such as corn or wheat, have been more difficult to transform. Other methods used for gene transfer are newly devel-oped. These include elec-troporation, microinjection and the use of a promising, new particle gun, which can directly "shoot" minute gold or tungsten beads coated with pieces of DNA directly in 
plant cells. Another single-gene trait is the resistance to infection by specific viruses. Viruses are a significant problem in crops such as to-mato, potato, corn wheat and sugar beet, and are responsible for millions of dollars of losses each year. No treatment yet There is no chemical treat-ment for the control of plant viruses. In the 1988 Illinois field trial, non-engineered plants 
were compared to engineered 
plants. Non-engineered plants showed virus stunting, curled leaves, etc. The engineered plants, also inoculated, grew 
vigorously. Yield decreases experi-enced by the non-engineered plants were up to 70 percent. Monsanto and Washington University were able to take a component of tobacco mosaic 
virus called the coat protein and, in effect, vaccinate plants 
by genetically inserting the DNA directing production of that protein into plants. When the virus tries to at-tack the plant, the coat pro-tein produced in the plant stops the virus from reprodu-
cing and the plants show no symptoms of viral disease. In the area of insect control, home gardeners have been ap-plying a commercial, naturally occurring bacterium called Bacillus thuringiensis (or B.t.) for years on their toma-toes and other crops to ward 
off hungry, leaf-eating cater-
pillars and worms. B.t. a friend Monsanto researchers took a gene from that bacterium 
and genetically engineered po-
tato, cotton and tomato plants 
to protect themselves from these insects. Monsanto inser-
ted a B.t. gene into cotton, po-tato and tomato plant cells, causing the plants to produce a specific protein. Home buy triggers spending GILFORD, NH Š Con-sumers spend more on lawn care products and services after moving into a new house than at any other time in their lives, says a marketing study. "Like buying baby prod-ucts after having a baby, buying a home triggers an 
unprecedented spending 
spree," says Richard Wright, editor/publisher of 
New Home magazine, which sponsored the study. The study was con-ducted among buyers of homes above the national median price of $85,000. It found that these buyers have about $18,000 on the average to spend on home-related items. Some 17.1 percent under-take a landscaping project within three months of moving in, the study re-ports. In addition, 24 per-cent plan one within six months, and 18.1 percent within the year. Those 
planning a project six months and beyond expect to spend an average of 
$2,281. The study was con-ducted among 2,000 movers for New Home magazine, a bi-monthly magazine sent 
to new owners within two to four weeks of their deed reg-istration. The magazine is based in Gilford, NH. LCI Unprotected plants can be badly damaged by leaf-eating insects such as pinworm. In genetically engineered plants, when a worm or insect feeds on the plant, it ingests the protein 
along with a small portion of 
the plant. The protein affects the in-sect's feeding ability, it dies 
and the plant is left virtually 
undamaged. (The protein has no effect on beneficial insects such as ladybugs or wasps.) Monsanto estimates that some of its first biotech-pro-
duced crops will be marketed 
by 1993. The use of genes The licensing of high qual-ity biotech products forms the basis for Monsanto's "trans-
tech" effort. Once the firm successfully researches and field tests a candidate for com-mercialization, it plans to transfer that candidate gene into proprietary crop vari-eties. Monsanto's method is unique. The firm has con-
tractual agreements with leading seed companies pos-sessing advanced gene pools, 
distribution systems and mar-keting strategies. Monsanto will market its technology to seed companies and then to farmers and re-
ceive royalties from the licens-ing of genes. The royalties are based on the added value of the improved seed, which is sold to 
farmers. These improvements are expected to reduce the overall 
cost and improve efficiency of crop production for farmers. Thus, the transtech strat-egy is the foundation to the 
plant biotech effort. Agricultural biotechnology is a power science still in its 
infancy, with new knowledge and new techniques develop-ing continuously. Analysts estimate that by the year 2000, the total bio-tech industry will be generat-ing as much as $100 billion in sales on a global scale. Nowhere will the impact of this developing science be greater than on agriculture. But as it's refined, the impact will certainly be felt in the turf and ornamental industries. Monsanto's message is sim-ple: for farmers, biotech means a more cost efficient harvest, 
an improved competitive sit-uation, and solutions to prob-lems currently going unsolved. 
Biotech will also benefit all mankind and our environ-
ment, as new ways to grow crops emerge. For consumers, this new technology means a continued supply of quality food, and ul-timately, more affordable food. A truly global benefit from biotechnology. LCI You never know what's hit you when you see patch disease. It could be Fusarium blight. Or necrotic ring spot. Or summer patch. Or take-
all patch. Or spring dead spot. Or 
any combination. They all look very similar on turf. Only with a microscope can you 
tell them apart. So guessing which 
one's causing your patch disease still leaves your turf open to the other four. That's why complete coverage pays. And only Rubigan is labeled to 
prevent and treat all five of these 
pathogens that cause patch disease. Not to mention dollar spot, snow mold, copper spot, red thread and stripe smut. And this spring is an excellent time to begin your preven-tive program. Why take chances controlling only part of the patch disease problem? 
Span the spectrum with Rubigan. See your Elanco distributor. Or call toll-free: 1-800-352-6776. Elanco Products Company A Division of Eli Lilly and Company Lilly Corporate Center Dept E-455. Indianapolis. IN 46285, U S A Rubigan® Š (fenarimol. Elanco) Only Rubigan spans the patch disease spectrum. Circle No. 121 on Reader Inquiry Card COVER STORY Fungus treatments sell in Tidewater marketplace Brissette and Barnhart: Their military background instills good work habits, customer relations skills and a can-do attitude. BY JAMES E. GUYETTE Fungus treatments are getting a good response from lawn care clients in the Tidewater region of Vir-ginia. "Tidewater is God's gift to fungus," says Gary Cooper, owner of Cooper's Lawn Aera-
tion Service. His fungus control program nets him a 17 percent profit as customer acceptance contin-
ues to mushroom. Tidewater, also referred to as Hampton Roads, includes 
the southeast corner of Vir-ginia near the James River 
and Chesapeake Bay. The area is in the heart of the transition zone, and it car-ries its own "micro-climate," according to Cooper. A snowfall 100 miles away will manifest itself as a rain shower in Tidewater because of the Bay and the Atlantic Ocean. "We get a lot of moisture and we get hot temperatures day and night in midsummer," says Dr. Ed Borchers, director 
of the Virginia Tech Hampton Roads Agricultural Experi-ment Station. Constant moisture can lead to fungus. "It's very severe here," re-ports Steve Madden, presi-dent of Lawn Doctor of Kempsville. "We get much more of it than other areas." Ponders Cooper: "Does fungus control sell? YesP' "It's a very inexpensive marketing technique, but it pays off big-time," adds Cooper worker Richard Bris-sette. "You're selling a service," points out Thomas J. Barn-hart, another Cooper em-ployee. Out of 350 Cooper clients last year, 215 opted for monthly fungus control at about $250 annually. Alternating treatments of Daconil 2787 and Chipco 26019 are used. Also, every Cooper cus-tomer gets monthly liquid iron 
applications. In addition to making the grass greener and hardier, "It 
allows us to be on the cus-
tomer's lawn to look for prob-lems on a monthly basis. From March through December you have a monthly inspection of LCOs from page 1 Willcock says she emphasizes service, not chemicals. "If I go out to a yard and the owner says to me, T want all my weeds gone yesterday,' I tell 
them, 'You've got the wrong 
company'. We're a lawn care 
company and we use chemi-cals only when we have to." Atwood Lawncare Inc., Sterling Heights, MI, services over 2500 accounts in the met-ropolitan Detroit area and Tim Doppel says it's aiming for 10 percent growth in 1990. "We're optimistic about this year. There's good potential and we're looking for an im-
proved year," he says. The big question mark in his market area is car sales. Says Doppel, "We like to think we target a more upscale 
customer that won't be di-rectly influenced by any slow-down in the automotive industry, but that's something we can't overlook. "We're looking for growth, we're planning for growth and we won't settle for anything short of growth," he says. George T. Jameson, Crockett's Green Lawn Ser-vice, Northboro, MA, remains "optimistic" because quality Roger Heider knows every yard on his routes in Omaha, NB, area. home builders in central Mas-sachusetts are still putting up homes in what, over the past decade, has developed into one 
of the highest-priced home markets in the nation. "New homes in this area are selling in the $200,000 range and up, and many of the people buying them are profes-sional people, two-income families and they don't have time to spend on their yard. When they have free time they 
want to spend it doing other 
things than fertilizing and 
weed control," says Jameson who describes Crockett's as a landscape contracting firm with a 25 percent business mix of lawn care. Fewer than one in four homeowners in his area con-tract for professional lawn care. "That's why I think there's still potential in this 
area," says Jameson. "Also, 
there's a lot of competition around here but it's good com-petition and we don't seem to have a lot of price cutting or bad mouthing." Roger A. Young foresees no growth in lawn care business for Lawn-O-Green Inc., Sum-merville, SC. Many of the lawns Lawn-O-Green serviced 
are gone, wiped out by Hur-ricane Hugo last fall. "It's going to create a lot of problems a lawn care company 
wouldn't normally encounter. The number of customers we've lost as a result of the storm has been significant," 
says Young. "Much of the Isle 
of Palms (just outside of Charleston) ceased to exist. 
We do have some customers there but in some locations 
there's a lawn but no house and in others a house but the lawn has been covered with up to 12 inches of sand." David Ransome, aims for 20 percent growth for his Northern Turf Spray, Elyria, OH. "I'd like to get the cus-tomer base up to about 800 and I intend to go with some 
direct mail advertising, hand 
distribution of brochures in 
target neighborhoods. And I might try some newspaper ad-vertising. I know that that type of advertising is probably too general but I want to keep our name out in front of the public." "We're planning for growth9" Tim Doppel Ransome said he's always stressed "personal service" and he thinks that's helped him weather downturns in the 
northern Ohio economy. "There's still a lot of new busi-ness out there and we've al-ways been pretty strong in keeping our present customers from year to year," says Ran-some. LCI BOOKSTORE TUR-0RAS3: SOfcNCE AND CULTURE 375 Ł RESIDENTIAL LANDSCAPES by Gregory M Pierceall An excellent reference for individu-als involved in the design and development of plantings and con-structed features for residential 
sites Illustrations and actual resi-dential case study examples are used to communicate graphic, plan-ning and design concepts which are the focus of this text $53.00 345 COST DATA FOR LANDSCAPE CONSTRUCTION 1990 Kathleen W Kerr. Editor An updated unit cost data reference for designers and cost estimators. Developed to fill the tremendous need for detailed landscape con-
struction cost data Laid out in 
easy-to-use CSI format. Annual. 
$39.95 365 LANDSCAPE PLANTS IN DESIGN by Edward C. Martin An annotated black & white photo-graphic guide to the desian qualities of ornamental plants and 
their aesthetic and functional use in landscape designing Over 600 trees, shrubs, vines, ground covers and turfgrasses are described in non-technical language Over 1900 
photographs Provides a basis for 
selecting the best plant materials for any particular use in landscape design. Contains detailed indexes 
that provide quick reference to particular design qualities and growing conditions $68.95 010 ADVANCES IN TURFGRASS PATHOLOGY by Joyner and Larsen Leading U.S. turf pathologists re-
port on turfgrass diseases, pythium 
blight, snow molds, fairy rings, leaf 
spot of Kentucky bluegrass in Min-nesota, initial and field fungicide 
screening, turfgrass disease resis-tance. etc. Contains new ideas on how to combat turfgrass prob-
lems $27.95 420 HERBICIDE INJURY TO 
TREES AND SHRUBS By Jeffrey F Derr and Bonnie Lee Appleton Describes how to diagnose her-
bicide damage to nursery crops and 
landscape ornamentals Injury symptoms resulting from the her-bicides used today are described and compared to other plant disor-
ders to assist in diagnosing plant problems Tables list common names, trade names, maior uses and injury symptoms for the her-bicides currently used in agronomic, horticultural, landscape 
and noncrop areas $15.95 415 - INNOVATIVE APPROACHES TO PLANT DISEASE CONTROL by llan Chet Brings together alternative ap-
proaches and methods that have 
potential to control diseases caused by fungi, bacteria and vi-ruses Maior concepts of disease control discussed include biological 
control systems, their possible mechanisms, potential application and genetic improvement $54.95 370 LANDSCAPE OPERATIONS: MANAGEMENT. METHODS A MATERIALS by Leroy Hannebaum An m-depth examination that com-bines technical training in 
landscape science with methods of accounting, business management, marketing and sales Discusses effective methods for performing lawn installations, landscape plant-ing and maintenance Step-by-step 
accounting calculations are ex-plained in simple terms. $52.00 320 - LANDSCAPE REJUVENATION By Bonnie Lee Appleton Explains how to reiuvenate a land-scape renovation Included is 
information on how to make an 
appraisal of the landscape, how to 
determine landscape needs, main-
tenance considerations, how to 
execute a landscape renova-tion. $15.95 450 HANDBOOK OF PLANTS WITH PEST CONTROL PROPERTIES By Michael Grange and Saleem Ahmed Provides information on approxi mately 2.400 plant species having 
pest-control properties in addition to the plant's specific common and family names, coded information is provided on such plant charac-teristics as life cycle, classification, and the ecological conditions suited for growth Also lists 1.000 plants that are potential candidates for screening pest-control activity due to their poisonous nature or their ability to control human and animal diseases $46.95 110 -TURF MANAGERS HANDBOOK-Second Edition by Daniel and Freeborg ENTIRELY UPDATED. A practical guide for the turf practitioner Chap-
ters on grasses, growth regulators and diseases have had extensive modi-
fication Innovations resulting from research and practice have been 
added to reflect the current techniques 
available for turf managers $32.95 620 TURF MANAGEMENT HANDBOOK by Howard Sprague Practical guide to turf care under both healthy and poor turf condi-tions Chapters cover turf in cooler and warmer regions, fertilizer use, regular turf care, weed and disease 
control and special turf problems Useful seasonal schedules for 
management of turf areas $26.60 630 TURFGRASS: SCIENCE AND CULTURE by James Beard Comprehensive basic text and ref-erence source used in many leading 
university turf programs Includes findings of current research com-piled from more than 12.000 sources $52.00 Cost Data for Landscape Construction 1990 CL Madden and Cooper: High humidity and clay soils make it tough to grow turf in Tidewater. the lawn," says Cooper."We're out there scoutingŠlooking for problems Š and doing something useful at the same time." The fungus program has a net profit of 17 percent. Cooper has a complete han-dle on his profit rates. Aera-tion nets 35 percent; dethatching, 45 percent; seed-ing, 24 percent; granular mate-rials (fertilizer and crabgrass control), 46 percent; pelletized lime, 19 percent; postemergent weed control, 41 percent; liq-
uid iron, 22 percent; and Gal-lery, 20 percent. Each customer gets Gallery treat-ments plus iron. Rebel II tall fescue is Cooper's choice for seeding work, but Tide-water LCOs say it takes a lot of 
effort to produce good lawns no matter what type of turf is planted. "I consider this an interest-ing and challenging place to grow grass," observes Lawn 
Doctor's Madden. He estimates that 90 per-cent of the yards have tall fes-cue lawns, 7 percent have Bermudagrass and the rest are zoysia or St. Augustine. The Bermuda is often viewed as a weed. Local resident Paula O'Meara refers to it as "wire-grass" that attacks and spreads throughout her 
flowerbeds. A "leopard effect" is found on some lawns where Ber-muda and tall fescue grow to-gether in blotches. In situations where resi-dents actually want Bermuda, peer pressure from neighbors will often put a stop to those plans. "You get Bermuda on a cul de sac and everyone will get it eventually," says Madden. Madden points out that "it's hard to seed in this area because the soil is not too good here. Most of our lawns are on very heavy clay, that doesn't drain well." Conditions vary between pockets of clay and sand. Any attempt at spring seeding is gobbled up by fungus and summer humidity, 
reports Ron Walden, research associate at the Hampton Roads agricultural experi-ment station. "People want their lawns seeded like they do everywhere 
else, but it doesn't usually 
work that way here," Walden explains. Efforts are under way to improve the profession-alism of the area mar-ketplace, but there's still work to be done, says Virginia Landers, who is with the beau-tification, parks and recrea-
tion department in Ches-apeake. "I think there are more peo-ple in the area who are more concerned with being more See Tidewater Page 27 Tidewater marketplace has military influence Tidewater has close to full employment, and a large military presence in the area assures a basically robust economy, although enlisted service families often cannot afford professional lawn care. "Growth-wise we haven't peaked yet," says Gary Cooper, owner of Cooper's Lawn Aeration Service. He notes that "there's also an ef-
fort by the city councils to con-trol growth." His business is doing well, and he is mulling expansion plans. "I'm increasing at a steady 13 to 14 percent a year by word of mouthŠno advertising or 
anything," says Cooper. "We're just a small chunk of the market." Cooper is a retired Marine Corps, lieutenant colonel, and the success of his business is largely due to the military pre-cision applied to the operation 
and employee selection. Cooper usually hires mili-tary people to work part-time. "The work ethic's been in-stilled in them. They know how to take charge of a situa-tion and handle it," he ex-plains. In addition to the can-do take-charge attitude, they are polite to the clients. The equipment is rebuilt during the winter, and during the season each truck carries spare parts so repairs can be made in the field. "I don't want to be stuck with somebody else's timeta-
ble," explains Cooper em-
ployee Thomas J. Barnhart, using a military anology: "You 
pack your own parachute." Currently assigned to the U.S. Coast Guard, Barnhart remains on call as a Navy SEAL, which is a highly spe-cialized covert action com-mando unit. He has been awarded two Silver Stars, two Bronze Stars and seven Purple Hearts among his 33 decorations. Barnhart spent six years in 
Vietnam, plus he continues to be called upon for secret SEAL missions that he will not dis-cuss except in the most general 
terms. Barnhart keeps his "war bag" packed 24 hours a day, seven days a week, and Cooper 
says he occasionally gets a call from Barnhart saying that he has to leave on a missionŠ 
nowŠand that he won't be in to work for a while. Cooper employee Richard Brissette is a retired Navy 665 - ARBORCULTURE: THE CARE OF TREES, SHRUBS AND VINES IN THE LANDSCAPE $60.00 220 - CONTROLLING TURFGRASS PESTS $46.00 410 - DISEASES & PESTS OF ORNAMENTAL PLANTS $39.95 430 - DISEASES OF TREES AND SHRUBS $49.95 800 - THE GOLF COURSE $35.00 450 - HANDBOOK OF PLANTS WITH PEST CONTROL PROPERTIES $46.95 510-HORTUS THIRD $135.00 690 - INSECTS THAT FEED ON TREES & SHRUBS $49.95 300 - LANDSCAPE DESIGN: A PRACTICAL APPROACH $52.00 305 - LANDSCAPE MANAGEMENT $35.95 230 -LAWNS $27.95 235 - LAWN CARE: A HANDBOOK FOR PROFESSIONALS $46.00 400 - NATIVE TREES, SHRUBS, AND VINES FOR URBAN AND RURAL AMERICA $86.00 500 - 1990 PESTICIDE DIRECTORY $75.00 125 - SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS Domestic $49.95 All Others $60.00 720 - SHRUB IDENTIFICATION $12.95 750 - TREE IDENTIFICATION $14.95 760 - TREE MAINTENANCE $45.00 225 Ł TURFGRASS MANAGEMENT $52.00 640 - TURF IRRIGATION MANUAL $28.50 615 - TURF MANAGEMENT FOR GOLF COURSES $68.00 Return this coupon to: Book Sales. Edgell Communications. Inc.. One East First Street. Duluth. MN 55802 PLEASE SEND ME THE FOLLOWING BOOKS. MY PAYMENT* IS ENCLOSED. Book Number and Title Quantity Price Total Price PAYMENT MUST ACCOMPANY ORDER DomesticŠ'Please add $3 50 per order plus $1 00 per additional copy for postage and handling All othersŠ'Please add $5 00 per order and it ordering multiple copies, also add S2 00 per additional copy to cover postage and handling Please allow 6-8 weeks (or delivery Prices subfect to change Quantity rates available on request Questions7 Call 218-723-9471 or 9472 Total _ Postage & Handling _ Total Enclosed _ Please charge to my Visa. MasterCard or American Express (circle one) Account Number Expiration Date Name Street Address _ City State 
Zip Phone Number i Signature _ Date lieutenant commander. They say their background helps the marketing aspect of the business because they have an immediate common bond with most potential cli-ents. "We can target a house and keep them because I'm mili-tary and I can relate to them," Barnhart explains. Because enlisted service people tend to have low sal-aries and cannot afford profes-sional lawn care, officers and retirees are often the best bet 
for making a sale. Although it varies by neigh-borhood, it's estimated that 70 
percent of the highly mobile enlisted population usually cannot afford steady lawn 
care. "You tend to have a higher turnover in the enlisted ranks," says Steve Madden at Lawn Doctor of Kempsville. "A lot of people will buy our service with the thought that they are trying to sell their house," Madden observes. "Also, I've had military wives call me and she wants a lawn care company because 
her husband's going to be gone 
for six months and she wants the lawn to look as good as 
when he leftŠbut she can't take care of it." According to Barnhart, the best clients are obtained in up-
per scale areas where home-owners are trying to keep up 
with their neighbors. "They have to have some sort of com-petition out there." LCI Cooper: Inspect the lawn. BOOKSTORE 615 - TURF MANAGEMENT FOR GOLF COURSES by James Beard Written by an eminent turfgrass researcher, this USGA sponsored text is an ideal reference and how 
to" guide Details all phases of golf course design and construction, 
turf management, course adminis-
tration. irrigation, equipment and disease and pest control. Fully illustrated $68.00 640 - TURF IRRIGATION MANUAL by James Watkms A guidebook for engineers, archi-
tects. designers and contractors Keeps pace with the latest develop-ments in turf and landscape irrigation Specific chapters devoted to rotary sprinkler design systems Golf course design systems and 
expanded engineering and refer-
ence material $28.50 510 Ł HORTUS THIRD from Cornell University A 1,300 page concise dictionary of plants cultivated in the United 
States and Canada. A reference which every horticulture professional should have. $135.00 450 HANDBOOK OF PLANTS WITH PEST-CONTROL PROPERTIES By Michael Grange and Saleem Ahmed Provides information on approxi-
mately 2.400 plant species having 
pest-control properties in addition to the plant's specific common and 
family names, coded information is provided on such plant characteris-tics as life cycle, classification, and the ecoloaical conditions suited for growth Also lists 1.000 plants that 
are potential candidates for screen-ing pest-control activity due to their 
poisonous nature or their ability to 
control human and animal 
diseases $46.95 Landscape Plantsh 365 LANDSCAPE PLANTS IN DESIGN by Edward C Martin An annotated black & white photo-
graphic guide to the design qualities of ornamental plants and 
their aesthetic and functional use in landscape designing. Over 600 trees, shrubs, vines, ground covers and turfgrasses are described in non-technical language Over 1900 
photographs Provides a basis for 
selecting the best plant materials 
for any particular use in landscape design. Contains detailed indexes 
that provide quick reference to particular design qualities and growing conditions. $68.95 010 - ADVANCES IN TURFGRASS PATHOLOGY by Joyner and Larsen Leading U.S. turf pathologists re-port on turfgrass diseases, pythium blight, snow molds, fairy rings, leaf 
spot of Kentucky bluegrass in Min-
nesota. initial and field fungicide screening, turfgrass disease resis-tance. etc. Contains new ideas on how to combat turfgrass prob-. lems. $27 95 420 HERBICIDE INJURY TO TREES AND SHRUBS By Jeffrey F Derr and Bonnie Lee Appleton Describes how to diagnose her-bicide damage to nursery crops and landscape ornamentals Injury 
symptoms resulting from the her-bicides used today are described 
and compared to other plant disor-
ders to assist in diagnosing plant problems. Tables list common 
names, trade names, maior uses and iniury symptoms for the her-bicides currently used in 
agronomic, horticultural, landscape 
and noncrop areas $15.95 415 Ł INNOVATIVE APPROACHES TO PLANT DISEASE CONTROL by llan Chet Brings together alternative ap-
proaches and methods that have 
potential to control diseases caused by fungi, bacteria and vi-ruses Major concepts of disease 
control discussed include biological 
control systems, their possible mechanisms, potential application and genetic improvement $54.95 500 THE 1990 PESTICIDE DIRECTORY bv Lon Thomson Harvey and W. T. Thomson A Guide to Producers and Products. Regulators, Researchers and Asso-ciations in the United States. For the person who needs to know anything in the United States pesticide industry $75.00 Available in March 1990 % if ' : V \ * ? LANDSCAPE OPERATIONS rranagemert methods and materials LANDSCAPE REJUVENATION M 620 - TURF MANAGEMENT HANDBOOK by Howard Sprague Practical guide to turf care under both healthy and poor turf condi-tions. Chapters cover turf in cooler and warmer regions, fertilizer use. regular turf care, weed and disease control and special turf problems. Useful seasonal schedules for 
management of turf areas. $26.60 630 TURFGRASS: SCIENCE AND CULTURE by James Beard Comprehensive basic text and ref-
erence source used in many leading 
university turf programs. Includes 
findings of current research com-piled from more than 12,000 
sources $52.00 370 LANDSCAPE OPERATIONS: MANAGEMENT. METHODS A MATERIALS by Leroy Hannebaum An in-depth examination that com-bines technical training in 
landscape science with methods of accounting, business management, 
marketing and sales Discusses 
effective methods for performing lawn installations, landscape plant-ing and maintenance. Step-by-step accounting calculations are ex-
plained in simple terms. $52.00 320 LANDSCAPE REJUVENATION By Bonnie Lee Appleton Explains how to rejuvenate a landscape renovation. Included is information on how to make an appraisal of the landscape, how to determine landscape needs, maintenance considerations, how to execute a landscape renovation. $15.95 H#rtncKJ® Iniury to Tr*«s and Shrub* WW-Ł 9HCNAFIVE APPROACHES TO PLANT DISEASE CONTROL i: r l EdMvd by I AM CHIT 225 Ł TURFGRASS MANAGEMENT by A.J. Turgeon Revised edition. Covers the latest developments in turfgrass science and technology. Heavily illustrated 
with dozens of new drawings. Pro-
vides specific recommendations for applying the newest pesticides, fer-tilizers and other materials to combat turfgrass problems. A valu-
able reference for diagnosing problems and determining their causes. $52.00 110 -TURF MANAGERS HANDBOOK Second Edition by Daniel and Freeborg ENTIRELY UPDATED A practical guide for the turf practitioner. Chap-ters on grasses, growth regulators and diseases have had extensive 
modification. Innovations resulting from research and practice have been added to reflect the current techniques available for turf managers $32.95 rwoMss TUR-QRAS8: SCIENCE AND CULTURE Landscape DeaJgii 230 - LAWNS-Third Edition by Dr. Jonas Vengris and Dr William A. Torello Designed as a textbook or a prac-tical usage manual, this book has been completely brought up-to-date. Care of lawns and turfgrass. from selection of varieties to main-tenance of established arass is 
completely covered. $27.95 235 Ł LAWN CARE: A HANDBOOK FOR PROFESSIONALS by H Decker. J Decker Written by turfgrass professionals, 
this handy guide will be invaluable 
for playing field managers, golf course managers. or any lawn care practitioner Covers all aspects of turfgrass management $46.00 300 LANDSCAPE DESIGN: A PRACTICAL APPROACH by Leroy Hannebaum Geared for the commercial de-
signer/salesperson, this is a one-
stop guide to the landscape design 
process. Covers the entire highly competitive field including design 
analysis techniques, pointers on land forms, specialized business 
landscaping methods, environ-
mental design guidelines, specifications, estimations, 
bids. $52.00 690 - INSECTS THAT FEED ON TREES AND SHRUBS by Johnson and Lyon Essential information for identifying 
more than 650 insect pests and the injuries they cause. More than 200 
color illustrations. $49.95 305 LANDSCAPE MANAGEMENT by James R. Feucht and Jack D. Butler 
Planting and Maintenance of Trees. Shrubs, and Turfgrasses. Describes the basic principles of cultural man-
agement of installed landscapes 
The important factors of plant 
growth, soils and fertilizers, im-proved planting techniques and new pruning techniques, integrated 
pest and disease management, and 
spray-equipment calibration and care are all featured $35.95 400 NATIVE TREES. SHRUBS. AND VINES FOR URBAN AND RURAL AMERICA by Gary L. Hightshoe This award-winning reference to native U.S. plants has now been expanded to include shrubs and vines. Over 250 maior species are characterized by form, branching pattern, foliage, flower, fruits, hab-itat. soil, hardiness, susceptibility, urban tolerance and associate spe-
cies. Includes unique color-coded keys that classify plant species by visual characteristics, cultural re-
quirements and ecological relationships. $86.00 Cost Data for Landscape 
Construction 375 - RESIDENTIAL LANDSCAPES by Gregory M Pierceall An excellent reference for individu-als involved in the design and development of plantings and con-structed features for residential sites. Illustrations and actual resi-dential case study examples are used to communicate graphic, plan-
ning and design concepts which are the focus of this text. $53.00 345 - COST DATA FOR LANDSCAPE CONSTRUCTION 1990 Kathleen W. Kerr. Editor An updated unit cost data reference 
for designers and cost estimators. Developed to fill the tremendous 
need for detailed landscape con-
struction cost data. Laid out in 
easy-to-use CSI format. Annual. 
$39.95 800 THE GOLF COURSE by Cornish and Whitten The first book ever to give the art of golf course design its due. and golf course architects the credit and recognition they deserve 320 
pages and 150 color and black and white photographs. Traces the his-
tory and evolution of the golf course, analyzes the great courses, shows how they were designed and constructed $35.00 OTHER TITLES AVAILABLE 665 Ł ARBORICULTURE: THE CARE OF TREES, SHRUBS AND VINES IN THE LANDSCAPE $60.00 220 - CONTROLLING TURFGRASS PESTS $46.00 410 - DISEASES & PESTS OF ORNAMENTAL PLANTS $39.95 430 Ł DISEASES OF TREES AND SHRUBS $49.95 125 - SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS Domestic $49.95 All Others $60.00 720 - SHRUB IDENTIFICATION $12.95 750 - TREE IDENTIFICATION $14.95 760 Ł TREE MAINTENANCE $45.00 Mail this coupon to: I I Name Street Address. | City I Book Sales, Edgell Communications One East First Street, Duluth, MN 55802 State. ) .Zip. | Phone Number L PAYMENT MUST ACCOMPANY ORDER | Signature . Date. Please send me the following books. I have enclosed payment* for the total amount. Please charge to my Visa. MasterCard or American Express (circle one) Account Number _ Expiration Date _ BOOK NUMBER AND TITLE QUANTITY PRICE TOTAL PRICE DomesticŠ'Please add $3.50 per order plus $1.00 per additional copy for postage and handling. All othersŠ'Please add $5.00 per order and if ordering multiple copies, also add $2.00 per additional 
copy to cover postage and handling. Please allow 6-8 weeks for delivery. 
Prices subject to change. Quantity rates available on request. Questions? Call 218-723-9471 or 9472 (postage & handling) Total Enclosed LCI Boutilier with Ringer Corp. EDEN PRAIRIE, MN Scott Boutilier became commercial marketing di-rector for Ringer Corpora-tion last year. Ringer manufactures and mar-kets natural, organic fer-tilizers, pesticides and composting products. Previously Boutilier served as marketing direc-tor for Nitragin (Lipha Chemicals, Inc.), Mil-waukee, WI, and before that he worked with Rhone-Poulenc in Mon-tana and New Jersey. He holds a bachlor's degree from the University of Idaho and did graduate re-search work in insect physiology at the Univer-sity of Minnesota. LCI Santakumari at Aquatrols PENNSAUKEN, NJ Dr. Mane Santakumari joined Aquatrols as senior scien-tist where she will assist the director of research in quality control, technical services and product de-velopment. Dr. San-takumari has her Ph.D. in Plant Physiology from Sri Venkateswara University in India. "Dr. Santakumari's re-search experience in plant water relations, anti-transpirant development and herbicide activity makes her a valuable addi-tion to the Aquatrols' team," said Robert Moore, 
president of Aquatrols. In a related matter, Phil O'Brien became a technical sales repre-sentative for the com-pany. He is a graduate of Glassboro State College and has more than nine 
years experience in indus-trial sales throughout South Jersey and Penn-sylvania. Aquatrols manufactur-ers and markets a variety of water management 
products used by turf and horticulture profession-als. LCI NCTGA's new director eyes regional workshops BISMARCK, NDŠ Betsey B. 
Smith, the new executive di-
rector of the North Central Turfgrass Association, says her goal is to expand NCTGA services to its members. A first step in that direction will be the establishment of re-gional workshops around 
western Minnesota, northern South Dakota, eastern Mon-tana and throughout North Dakota. She also plans to offer NTCTGA services to the 
landscape irrigators in this re-gion. "It's only logical that land-scape irrigators should be a part of what the lawn care op-erators and golf course super-intendents pursue," said Smith. "What each of these professionals do will have an effect on water use...We need 
to be communicating." Smith promises continued cooperation with the Profes-sional Lawn Care Association 
of America, the sponsorship of 
turf scholarships and support for research efforts at North 
Dakota State University. Betsey Smith has a BS de-gree from The Ohio State Uni-
versity, Columbus, OH, and 
while in Ohio headed up her own landscape servicing busi-ness. She also has sales and 
service experience in the lawn 
care industry in both Ohio and 
Texas, before moving to North Dakota in 1985. For the past five years NCTGA was run by a board of directors aided by the volun-
teer efforts of Kevin Stayton. "NCTGA has grown over the 
interim to the point that it needed a director to schedule 
meetings, workshops, watch over finances and handle cor-respondence," reported NCTGA President Mark Bergstrom. LCI Betsey Smith: wants to begin offering workshops for NCTGA in the upper midwest. WE REACH THE PEOPLE YOU NEED TO REACH! Place a classified ad in any of these EDGELL COMMUNICATIONS' publications and you know your ad dollar is wisely spent. Circulation Magazine Circulation Magazine 22,587 AFTERMARKET BUSINESS 47,780 LANDSCAPE MANAGEMENT 13,252 AMERICAN AUTOMATIC MERCHANDISER 13,589 LAWN CARE INDUSTRY 135,134 AMERICAN SALON 15,209 LP/GAS 12,821 AQUA 17,322 MEAT PROCESSING 29,475 BEVERAGE INDUSTRY 14,496 NEUROLOGY 10,484 BODY FASHIONS/INTIMATE APPAREL 15,686 OPHTHALMOLOGY TIMES 3,119 CANDY INDUSTRY 13,797 PAPERBOARD PACKAGING 11,247 CANDY MARKETER 12,889 PAPER SALES 50,381 COMMUNICATIONS NEWS 16,335 PEST CONTROL 20,469 CONCRETE PRODUCER NEWS 19,656 PETROLEUM ENGINEER INTERNATIONAL 102,224 DENTAL MANAGEMENT 14,105 PETS SUPPLIES MARKETING 7,084 DERMATOLOGY TIMES 24,044 PIPELINE & GAS JOURNAL 12,777 DRUG & COSMETIC INDUSTRY 21,672 PIT & QUARRY 35,707 DVM NEWSMAGAZINE 10,100 POULTRY PROCESSING 24,546 FLOORING 20,281 ROOFING/SIDING/INSULATION 77,365 FOOD & DRUG PACKAGING 9,369 SNACK FOOD 62,170 FOOD MANAGEMENT 41,293 TELEPHONE ENGINEER & MANAGEMENT 19,051 HEARING INSTRUMENTS 9,056 UROLOGY TIMES 45,148 HOTEL & MOTEL MANAGEMENT 21,000 WORLD COGENERATION 13,833 HOUSEWARES Don't forget that classified advertising works just as effectively in locating employees as it does if you are looking for a position, have a line, machinery or a business to sell, are seeking representatives or wish to buy a specific item. Let it go to work for you! EDGELL COMMUNICATIONS does a better job of reaching those who count (your potential customers) than any other business publisher. COUNT ON US TO REACH THOSE WHO COUNT! Call Dawn Nilsen at 218-723-9200 Fax: 218-723-9615 instil COMMUNICATIONS One East First Street Duluth, Minnesota 55802 Santakumari is Aquatrols new senior scientist. Grass, as we like it, isn't Mother Nature's choice BY JAMES D. WILMOTT Is the use of insecticides, herbicides and fungicides to maintain turf quality un-natural? Many who oppose the use of these pesticides 
claim that their use is not Mother Nature's choice. This, of course, is true! If Mother Nature had her choice we would not have any lawns, golf courses or athletic 
fields. Here in the north-eastern states, we would have all deciduous forests with 
some evergreens mixed in. Some folks may enjoy liv-ing in the woods, but personally, I like my lawn. As we know, maintaining a high 
quality turf area takes a lot of 
workŠwork against Mother Nature. Who or what is Mother Nature anyway? Those who use her as a reference in their argument against pesticides must be referring to some basic principles of ecology. Let's take a look at eco-systems. These are composed of liv-ing organisms which interact with themselves and their physical environment. Natural ecosystems have developed over a long period 
of time without interference from Man. They are charac-terized by tremendous 
variability both in the num-
ber of different species and in 
the gene pool of each species. This variability contributes 
to balanced populations. In other words, the num-ber of individuals in each 
population neither gets too high nor too low. When pop-ulations remain in balance, 
an ecosystem is considered stable. The ability to keep stable is a feature of a natural ecosystem. Areas of turf are good ex-amples of just the opposite. 
Turf ecosystems lack vari-ability both in the types of organisms and in the genetic makeup of the grass plants. Thus, the system lacks the ability to keep all of its popu-lations in check. Typically, the populations that get out of balance are 
those of the organisms we 
call pests. Without inputs or management from man, pests will overcome the turf grass. This is also true in agri-Great performance for an active America KENTUCKY BLUEGRASS America's new lifestyle is active and new Liberty Kentucky Bluegrass can take the action. Why? Because it's tough and aggressive. Liberty performs well with little maintenance... resists pests and tillers freely... has a dwarf growth habit... and best of all, is economical. It greens up early in Spring and 
stays dark green later into Fall with no purple 
coloring. Ideal for sod, sports turf, parks and the above-average home lawn. Liberty is basic to every seed mixture. America, just when you need it most, you've got Liberty. ZAJAC PERFORMANCE SEEDS 201-423-1660 FAX 201-423-6018 33 SICOMAC ROAD NORTH HALEDON. NJ 07508 culture where plants are produced in monocultures. Monoculture simply means that the genetic makeup of 
the plants being grown is the same. While the plants are all genetically similar, the pests 
are not. They are highly vari-
able and can adapt to 
environmental adversitiesŠ like pesticides. Turf ecosystems, like agro-ecosystems, are crippled in that they cannot protect 
themselves from pests. Be-
cause of this we have the science of plant pest manage-ment. Turfgrass quality, as it re-lates to pest problems, is a 
function of our inputs. Higher quality requires greater care including a re-
duction in competition from weeds, insects and pathogens. Maximizing the health of turf through good cultural in-puts is vital. "Proper" fertilization, irri-gation, thatch management, mowing and aeration will go a long way in enabling turf to overcome pest problems. The selection and establishment of well adapted and genet-ically variable turf types will make it difficult for patho-gens. Even hard physical work will help if one is willing to pull weeds and reseed prob-lem areas. Under some conditions, pest problems will 
become severe and pesticides 
will be the only alternative. The point is, we need to implement a comprehensive strategy to minimize pest 
damage. Pesticides must be used judiciously along with all other alternatives. Re-member, we created the turf ecosystem, not Mother Nature, and therefore we must maintain it. LCI About the Author James D. Wilmott is a cooperative extension agent with the Cornell Cooperative Extension Association of Monroe County in Rochester, 
New York. ALCA chooses Orlando firm ORLANDO, FLŠGround Con-trol Landscaping, Inc., received 
a Grand Award for commercial retail maintenance in the 20th Annual Environmental Im-provement Awards program sponsored by the Associated Landscape Contractors of America (ALCA). Ground Control, estab-lished in 1978, is one of the 
largest landscape firms in 
Florida. The winning project invovled the maintenance of the Peabody Orlando Hotel, a See ALCA Page 35 LAWN CARE INDUSTRY MARCH 1990 ŁŁŁŁŁŁŁŁŁŁŁŁHi Turned down last year? Ask again Searching for new customers BY ERNEST W. FAIR Americans are searchers. They're always search-ing for something. For identity, peace. Happiness. New customers. New custom-ers? Now that rings a bell, par-ticularly in the lawn care in-dustry where many companies do a lot of searching and con-siderably fewer do much find-
ing. This raises the thorny question: where does one 
search to actually find a new 
customer? There's no single answer and that's the way it should be, but there are some places where the search is most likely 
to be get new customers. For example: Ł New arrivals to your mar-ket area. These people are un-likely to have any local fixed 
loyalties. Many are ready to 
have your service if you only ask. Ł Within past failures to sell. Sooner or later an LCO is going to give up on certain 
prospects. That doesn't mean 
the LCO can't come back a year later and try again on these very same prospects. Ł Your prospects change. The single man or woman who 
buys a home or the home-
owner who gets a promotion, these are potential clients for you. Buying habits change as a person's income rises. Ł You offer a new or dif-ferent service. Anytime you develop a new wrinkle to your 
business or feature a new ser-
vice, you automatically open 
up new opportunities for in-
creased sales. Sometimes a 
person who declined your ini-tial offerings will be excited by your new service. Ł Couples just getting started, particularly young professionals. Many are two-income earners. They have promising careers. They're so-cially active. They don't want 
to spend their weekends car-ing for their lawns. Ł Customers you've lost. Some were probably dissatis-fied with your service but that's no reason to give up on 
them. Go after them. If you 
can win them back (it'll proba-
bly take some extra attention), they can become your greatest supporters. Ł Leads from customers. Rare is the individual who re-sents being asked for leads. Most will be flattered and they'll be eager to help. Few, however, will volunt er the in-
formation without being asked. Ł Casual contacts are im-portant. Talking sales at every drop of the hat isn't wise, but there's no reason why you can't speak optimistically and 
truthfully about your com-
pany and its services. You might be surprised at who's listening. Ł Within the activities of other members of your family. Does your family understand the importance of your ser-vice? Do family members speak of it in a positive light when they're with their friends? Ł When businesses and properties change hands. Actually there a set of pros-pects in each transaction, the buyer and the seller. The buyer of the property probably needs your ser-vice. The seller suddenly has cash. But the best place to find a new customer is where you're certain no new cus-tomer could possibly exist. 
There are few such places and a LCO can find new cus-
tomers in, seemingly, the 
unlikliest situations if 
they're persistent enough. Customers show up only now and then for LCOs who 
rely on chance to bring in new business. LCI ALCA M About the Author Earnest W. Fair is a freelance writer and businessman living in Clackamas, OR. from page 34 luxury convention hotel on a 22-
acre site. Maintenance includes mowing, edging, pruning, tree/ palm trimming, fertilization, plant disease/pest control, plant replacement, annual flower change-outs and irrigation maintenance and repair. ALCA's Environmental Im-provement Awards Program re-flects the association's commit-
ment to creating and preserving the beauty of our landscape. In sponsoring the program, ALCA also strives to increase public awareness of environmental im-
provement through quality landscaping. LCI For Getting Rid of Grubs in Record Time, There's Nothing Faster Than Dylox. DYLOX is a Reg. TM of Bayer AG. Germany. 75371 C1989 Mobav Corporation DYLOX* insecticide stops grubs in their tracks. Fast. Usually in less than 48 hours. And for the record, nothing on the market works better or faster. Mobay Corporation A Bayer USA NC COMPANY DYLOX Bayeijgf Specialty Products Group Boi 4913. Kansas City. MO 64120 A sound financial control system helps aid success BY JOSEPH ARKIN MBA, CPA An effective financial control system is vital for effective business management. From another perspective, the lack of an ef-fective control system inevita-bly damages a firm's earnings. In more extreme cases, poor financial and accounting con-trols can lead to business fail-ure. To help reduce the poten-tial damage, we will review the major elements that make up an effective financial control system in a business. Not 
every element is necessary in 
every business. But the ab-sence of too many elements 
suggests that a firm's internal controls may be inadequate. That increases the potential for unforeseen management problems. Regular statements In any circumstance, a business should produce fi-nancial statements in a reg-ular, timely manner. That typically calls for an up-to-
date balance sheet and income statement every month. A current balance sheet provides an up-to-date picture of a firm's financial circum-stances. Attentive managers use that picture to help spot potential problems before they become severe. Small prob-lems easily can elude mana-
gers operating without current balance sheets. That gives those problems the oppor-
tunity to grow into severe fi-nancial threats before attract-ing management attention. Measuring results A current income state-ment stands as a natural fi-nancial complement to a current balance sheet. That 
accounting document mea-sures the results from a firm's 
operationsŠi.e. its profit or lossesŠacross a specific oper-ating period. Again, prudent managers have income state-
ments prepared on a monthly basis. An income statement re-mains essential for effective expense control and profit management. In the absence of an income statement, a firm's expenses can creep out of control and erode a firm's 
earnings without manage-It's a Way of Life at Tyler. Our Sales Staff: Back Row: Bob Kobriger, Curt Matt an, Warren Shafer, John Ripp, Jim Lutz. Front Row: Scott Jacobs, Joe Ernst, Mike Akin. "Our daily "Hands On" sales approach with our customers has developed the practical expertise necessary to anticipate and solve our customers' turf problems. Problems dont have hours ... that's why we encourage our customers to call day or night for solutions. This sales staff brings over 60 years of agronomic and technical expertise to the marketplace. This experience allows Tyler to bring you practical insight into the sometimes difficult problems the turf professional faces. Now two easily accessible locations: south of Joliet, Illinois and our new location in Milwaukee, Wisconsin. We at Tyler can: 1. Set up specific programs and recommenda-tions for individualized lawn and turf needs. 2. Identify specific disease, insect, and other miscellaneous turf problems. 3. Evaluate and recommend specific solutions to both the Turf Professional and the Golf Course Superintendent. 4. Analyze tree and shrub fertilizer needs and recommend proper nutritional solutions. The Tyler Sales Staff is committed to serving you with the best technical support available. We also have university support available to us to help solve your individual turf problems. Tyler offers Greensward^ Custom Formulated Fertilizers in liquid or dry, large or small quantities, in bag or bulk. Ask us about our grass seed and chemical control products for your turfgrass program. If you want the very best in technical support, quality products and service, write or call us today. .Quality Products for Quality Turf GREENSWARD FERTILIZER Tyler Enterprises, Inc. PO. Box 365 Ł Route 53 South Ł Elwood, Illinois Ł 60421 Telephone: (815) 423-5551 Ł FAX: (815) 423-6331 TOLL FREE 1-800-421-4740 (IN MILWAUKEE (414) 535-0466) Copyright 1990 Tyler Enterprises Inc. ment's knowledge. Managers become aware of the higher ex-penses and lower earnings belatedly. The damage may not prove financially fatal. But the business operating with-out current financial state-ments earns less than it 
should. Financial forecasts In any event, current finan-cial statements only provide the starting point for an effec-
tive financial control system in a business. Those account-
ing documents then provide the basis for preparing a com-
pany's financial forecasts and cash flow budgets. These com-plementary projections pro-
vide the foundation for effec-tive financial planning. A financial forecast helps anticipate a firm's need for funds that inevitably accom-pany growth. After all, an in-crease in receivables, inven-tory and other assets results naturally from a higher sales volume. The typical business must finance some of the asset expansion with borrowed funds. A financial forecast helps anticipate that need. Remember cash flow But a financial forecast isn't sufficient for a con-scientious planning effort. A manager also needs a cash flow budget. That budget focuses 
on the timing of the cash flow into and out of a business. 
Even a financially healthy business can have a cash short fall in a particular month. A cash flow budget helps foresee such short falls. The foresight provides the time a manager needs to obtain the funds to prevent that cash flow prob-lem. From a different perspec-tive, a cash short fall comes as an unhappy financial surprise 
when business managers oper-ate without a cash flow budget. Some business managers view efforts to develop finan-
cial forecasts and cash flow budgets skeptically. That skepticism stems from the premise that accurate predic-
tions in an uncertain eco-nomic environment remains 
impossible. A good guess But precise predictions aren't necessary to make fore-casts and budgets beneficial. In most instances, a firm's fi-nancing needs remain predict-
able with a reasonable margin of error. In any circumstance, a con-scientious planning effort re-
duces the potential for then occurrence of a financial prob-lem as an unanticipated sur-prise. That planning effort helps managers anticipate and prevent problems that other-wise could prove financially damaging. Of course, an efficient ac-counting system provides the 
basis for the information in-eluded in a firm's financial statements and projections. And an effective accounting system remains essential for financial controls. To ensure that your firm's system is op-
erating properly, conduct some checks on the system. First, make sure the general ledger and other account rec-ords are posted up to date. At first glance, that may seem to be a mundane concern. After all, a business exists to earn a profit by delivering products and services to its customers. Maintaining up-to-date ac-counts presumably remains a secondary consideration. But the failure to keep ac-counting records posted up to 
date undermines the funda-mental financial control ef-fort. Without current account-
ing records, a business cannot produce the current income statements and balance sheets 
that remain essential for effec-tive financial management. And the absence of current ac-counting records makes sensi-ble financial planning impos-
sible. Loss of control From a different perspec-tive, the failure to maintain current assets erodes a mana-ger's ability to control a firm's financial activities. A manager with unposted accounts can't 
be sure of the status of his re-
ceivables and payables. A manager with unposted ac-counts can't be sure of his in-
ventory totals. Short lags in posting ac-counts seldom poses a serious 
problem. But some managers allow their accounting records 
to lag behind current business 
transactions by several weeks or months. Such lax account-ing procedures easily can re-sult in unnecessary problems that absorb a busy manager's 
time. Credit problems For example, unposted ac-counts can lead to trade credit 
problems. Moreover, that can occur even though a business has the cash necessary to 
make payments for purchases on schedule. A firm's poor rec-
ords can leave important sup-
pliers unpaid because mana-gers lack the necessary spur to remit payment. Eventually 
rendering payment in re-sponse to supplier reminders doesn't alter the fact that the 
payment arrived late. From the other perspective, unposted accounts can dam-
age a firm's cash flow when managers lack the informa-tion necessary to follow for un-
collected receivables. Even customers who normally pay 
promptly can overlook sched-
uled payments. And slow-pay -ing customers will take advantage of any excuse to pay later. Tracking deadbeats A business with accounts posted up to date has the in-formation necessary to urge Slow-paying customers will take advantage of any excuse to pay later. The business must keep accounts current. payments from past-due cus-tomers. The information pro-
vides the basis for reminding 
payments that good customers have overlooked. And the in-formation provides the basis 
for the actions necessary to collect from slow-paying cus-
tomers. In either circumstance, the business that fails to maintain current accounts suffers. In one instance, the inadvertent failure to meet supplier pay-ments promptly will damage 
its trade credit rating. In the other instance, delayed pay-ments from customers will damage its cash flow. In either instance, the business that 
fails to maintain current ac-counts sustains a setback. Bank accounts Closely monitoring a firm's bank account stands as an-
other essential step in an effec-
tive financial control program. As a basic consideration, a firm should have a reasonable 
number of bank accounts. Ex-tra, unnecessary bank ac-counts can become risky. Managers also should in-sure that all of a firm's bank accounts are reconciled on a 
timely basis. Moreover, the reconciliations should be com-pleted by employees who have no other cash functions. The 
failure to make that distinc-tion increases the potential for employee theft. Many managers refuse to take the potential for em-ployee theft seriously. They presume that trusted employ-ees would never steal from the firm. But some common sense easily contradicts that pre-sumption. Employee theft? Trusted employees remain responsible for most signifi-cant internal thefts from busi-nesses. Those who lack a manager's trust have less op-portunity. Managers restrict those employees' access to a firm's accounts. From a different perspec-tive, the most trustworthy em-ployee can be motivated to steal by severe problems. See FINANCES Page 41 Here you see our finest products. But not our best work. # I \\ r Our finest products are lush, green, Medalist North, Premium Sod Blend, and vigorous. Our best work is knowing we Landscape Pro, and the Medalist Winter can stand behind them. Overseeding Products. And we never \ears of field experience. Continuous stop improving them, research. Nationwide testing. All these are For help with your toughest turf hidden in every blade that sprouts from a ^lisi^ problems, contact us. Then we can show Northrup King Medalist*Turfgrass iflJlFllml Vou more our ^est work- Listening. Mixture. And answering with turfgrass Mixtures such as Athletic ProK II, vffEgSKr mixtures that work. Northrup King Medalist Turf Products, P.O. Box 959, Minneapolis, MN 55440 ©1985 Northrup King Medalist Circle No. 144 on Reader Inquiry Card ALCA asks for trucking reg changes WASHINGTON, D.C. The Associated Landscape Con-tractors of America is urging the Federal Highway Admin-istration (FHWA) to revise 
federal motor carrier safety regulations to exclude com-
mercial vehicles where the 
hauling of goods and services 
is only incidental to the job. In comments that the asso-ciation submitted to FHWA 
officials concerning the crite-rion used to define a commer-cial motor vehicle, ALCA pointed out that the trucks contractors use vary in size from half-ton pickups to two-and-a-half ton C-70 single axle 
units. ALCA noted that the com-panies are not motor carriers, and that the workers who 
drive these vehicles spend lit-
tle time on the highway and do not suffer from fatigue. Congress has passed three comprehensive bills that are aimed at increasing the safety of buses and trucks. In 1982, Congress passed the Surface Transportation Assistance Act, which in part established an incentive grant program to the states to de-velop roadside safety inspec-
tion programs. Under the program, states are required to adopt the Fed-
eral Motor Carrier Safety Reg-
ulations for both interstate 
and intrastate motor carrier 
operations. Also, the requirements mandate equipment stan-dards, driver qualifications 
and hours of service. In 1984, Congress enacted the Truck Safety Act, which in part required safety audits at individual company head-quarters. The act mandated that the Department of Transporta-tion establish a system to per-form safety audits, which included an analysis of com-pany safety policy, procedures and overall compliance with vehicle regulations. In 1986 Congress enacted a national Commercial Driver's License Program as part of the Omnibus Drug Bill. Under this program, driv-ers are required to possess one 
driver's license and the DOT is required to develop a grant program for the state to estab-lish testing programs to li-cense commercial motor 
vehicles. ALCA also recommended that the DOT raise the gross 
weight rating for compliance 
to 26,000 pounds, as opposed 
to the current rating of 10,000. ALCA also recommended that the definition of "worker," as used in the regulations, should not apply to operations where driving is only inciden-
tial to the performance of other job responsibilities, and whose total driving time does not ex-
ceed 40 hours in 7 consecutive 
days. LCI All Green calls 1989 a profitable year \ MARIETTA, GAŠFiscal 1989 was a good year for All Green Corp. because the firm achieved its profit objective and realized a 45 percent 
growth in revenue. Founded in 1987, All Green has expanded to 14 offices in eight states. "Expansion has occurred primarily through in-
ternal growth, augmented by strategic acquisitions," said Paul Anderegg, president. "In 
1989, our company has contin-ued to position itself for the future by adding new offices in 
Orlando and Ft. Lauderdale, 
FL, and Las Vegas, NV." Bill LeBaron, vice president of operations, said: "Paralleling 
with our strong growth in 1989, All Green has also continued its ongoing programs to control 
costs and to increase its re-sponsiveness to the needs of competitive local markets." LeBaron says the success of the firm is the "direct result of the committment and dedica-
tion of our outstanding people. We recognize the most impor-tant resource we have is our 
people, who represent the rea-
son we have achieved our posi-tion as a leader in the chemical lawn care industry, while offer-ing services to our customers." The services include pest control and tree and shrub op-
erations. Anderegg said the firm is "a quality-oriented company ex-
panding in a controlled manner for the future." LCI Correction EDITOR'S NOTEŠIn the February issue it was incor-retly reported on Page 14 that a pesticide injection machine 
could reduce spray rates by 97 percent. That prediction in-stead referred to a 97 percent 
reduction in spray residues. LAWN CARE INDUSTRY regrets the error. LCI Special honors Dr. Ralph Smalley (above, l.) received a plaque at the dedi-cation of the SUNY Cobleskill Turfgrass Building, named in his behalf. Right, Bob Em-mons, turfgrass professor, 
with a plaque given to the New York State Turfgrass Associa-tion for its financial support of the building. Bottom center, Joe Hahn received NYSTA's Citation of Merit, flanked by former winners, Sherwood Moore, L, and Mel Lucas, r. LCI Ci NYSJL4 DE}**£D TO EDrV"|j Some bad news for yourgrubs to digest, Ringer Grub Attack is the only milky spore product made by a patented fermentation process. You can apply it in granular or powder form to match your management practices. It has a very low order of mam-malian toxicity Milky Spore is the name given to a natural soil microbe that is a death sentence for Japanese beetle grubs. The spores enter the insects body cavity and germinate, turning the grub "milky white.' When the grub dies, it releases billions of spores back into the soil to kill more grubs. A properly timed application will control grubs 15 to 20 years. So if you apply Grub Attack this spring, it will still be attacking and controllinggrubs 15 to 20 springs from now For information and the name of your closest distributor, call or write: Ringer Corporation. 9959 Valley View Road. Minneapolis. MN 55344. 612-941-4180. FAX: 612-941-5306. Grub Attack Met naturally Numbers of pesticides 
are dropping WASHINGTON, DC Pesticide registrations are being cancelled left and right. The reason: registrants didn't pay the annual $425 mainte-nance fee in 1989. Most of the products had no recent com-mercial production. This information surfaced at a symposium attended by top EPA and USDA officials here. At that gathering, EPA said of the about 45,000 pesticide almost 20,000 pesticides registrations for all uses are being lost. Many at 
the symposium, co-sponsored by the American Association 
of Nurserymen, said to expect more cancellations, especially among pesticides with limited 
commercial uses. The AAN is seeking modi-fied pesticide re-registration 
requirements because of low-volume users such as some seg-ments of horticulture. LCI ALCA asks for trucking reg changes WASHINGTON, D.C. The Associated Landscape Con-tractors of America is urging 
the Federal Highway Admin-istration (FHWA) to revise 
federal motor carrier safety regulations to exclude com-
mercial vehicles where the hauling of goods and services is only incidental to the job. In comments that the asso-ciation submitted to FHWA 
officials concerning the crite-rion used to define a commer-cial motor vehicle, ALCA 
pointed out that the trucks contractors use vary in size from half-ton pickups to two-and-a-half ton C-70 single axle 
units. ALCA noted that the com-panies are not motor carriers, and that the workers who 
drive these vehicles spend lit-
tle time on the highway and do not suffer from fatigue. Congress has passed three comprehensive bills that are aimed at increasing the safety of buses and trucks. In 1982, Congress passed the Surface Transportation Assistance Act, which in part 
established an incentive grant program to the states to de-velop roadside safety inspec-tion programs. Under the program, states are required to adopt the Fed-
eral Motor Carrier Safety Reg-
ulations for both interstate and intrastate motor carrier operations. Also, the requirements mandate equipment stan-dards, driver qualifications 
and hours of service. In 1984, Congress enacted the Truck Safety Act, which in 
part required safety audits at individual company head-quarters. The act mandated that the Department of Transporta-tion establish a system to per-form safety audits, which included an analysis of com-pany safety policy, procedures and overall compliance with 
vehicle regulations. In 1986 Congress enacted a national Commercial Driver's License Program as part of the Omnibus Drug Bill. Under this program, driv-ers are required to possess one driver's license and the DOT is required to develop a grant program for the state to estab-lish testing programs to li-cense commercial motor 
vehicles. ALCA also recommended that the DOT raise the gross 
weight rating for compliance to 26,000 pounds, as opposed 
to the current rating of 10,000. ALCA also recommended that the definition of "worker," 
as used in the regulations, should not apply to operations where driving is only inciden-tial to the performance of other job responsibilities, and whose total driving time does not ex-ceed 40 hours in 7 consecutive 
days. LCI All Green calls 1989 a profitable year MARIETTA, GAŠFiscal 1989 was a good year for All Green Corp. because the firm 
achieved its profit objective 
and realized a 45 percent growth in revenue. Founded in 1987, All Green has expanded to 14 offices in eight states. "Expansion has occurred primarily through in-
ternal growth, augmented by strategic acquisitions," said Paul Anderegg, president. "In 
1989, our company has contin-ued to position itself for the future by adding new offices in 
Orlando and Ft. Lauderdale, 
FL, and Las Vegas, NV." Bill LeBaron, vice president of operations, said: "Paralleling 
with our strong growth in 1989, All Green has also continued its 
ongoing programs to control 
costs and to increase its re-sponsiveness to the needs of competitive local markets." LeBaron says the success of the firm is the "direct result of the committment and dedica-tion of our outstanding people. We recognize the most impor-
tant resource we have is our 
people, who represent the rea-son we have achieved our posi-
tion as a leader in the chemical lawn care industry, while offer-ing services to our customers." The services include pest control and tree and shrub op-
erations. Anderegg said the firm is "a quality-oriented company ex-
panding in a controlled manner for the future." LCI Correction EDITOR'S NOTEŠIn the February issue it was incor-retly reported on Page 14 that a pesticide injection machine 
could reduce spray rates by 97 
percent. That prediction in-stead referred to a 97 percent reduction in spray residues. LAWN CARE INDUSTRY regrets the error. LCI Special honors Dr. Ralph Smalley (above, i) received a plaque at the dedi-cation of the SUNY Cobleskill Turf grass Building, named in his behalf. Right, Bob Em-mons, turfgrass professor, 
with a plaque given to the New York State Turfgrass Associa-tion for its financial support of 
the building. Bottom center, Joe Hahn received NYSTA's Citation of Merit, flanked by former winners, Sherwood Moore, I, and Mel Lucas, r. LCI Some bad news for your grubs to digest. Ringer Grub Attack is the only milky spore When the grub dies, it releases billions of spores product made by a patented fermentation ^^ > back into the soil to kill more grubs, process. You can apply it in granular or JaV A ' ° , A properly timed application will control powder form to match your management nMUfr* m grubs 15 to 20 years. So ifyou apply Grub Attack 
practices. It has a very low order of mam- - 1 this spring, it will still be attacking and malian toxicity jXTj^^f ° "M controlling grubs 15 to 20 springs from now Milky Spore is the name given to a natural lLj * ' J For information and the name of your closest soil microbe that is a death sentence for Japanese distributor, call or write: Ringer Corporation, beetle grubs. The spores enter the insects body ^^mmir 9959 Valley View Road. Minneapolis. MN 55344. cavity and germinate, turning the grub "milky white." 612-941-4180. FAX: 612-941-5306. HIKER Grub Attack Better naturally Numbers of pesticides are dropping WASHINGTON, DC Pesticide registrations are being cancelled left and right. The reason: registrants didn't pay the annual $425 mainte-nance fee in 1989. Most of the products had no recent com-mercial production. This information surfaced at a symposium attended by top EPA and USDA officials here. At that gathering, EPA said of the about 45,000 pesticide almost 20,000 pesticides registrations for all uses are being lost. Many at the symposium, co-sponsored by the American Association 
of Nurserymen, said to expect more cancellations, especially among pesticides with limited commercial uses. The AAN is seeking modi-fied pesticide re-registration requirements because of low-volume users such as some seg-ments of horticulture. LCI FINANCES from Page 37 Family, drug, or alcohol-re-lated problems can lead to personal crisis that remain 
concealed from management. In such instances, personal fi-nancial burdens can appear overwhelming. An employee 
with easy access to uncon-trolled company bank ac-
counts may elect to "borrow" from the business to relieve that pressure. Only regular reconciliation by other em-ployees can reduce that poten-tial. The potential for theft also raises the need for the final ele-ment in the financial control program discussed here. That 
comes from a periodic, com-
plete physical count of a firm's inventory. That count re-
mains essential for insuring that the firm's actual inven-
tory corresponds to that indi-
cated on its records. Check inventory A periodic physical count remains a necessity to insure that a firm's inventory control procedures remain adequate. That helps reduce the poten-tial for inventory shrinkage from internal theft, external theft, or simply from sloppy record keeping. In some cir-cumstances, an effective in-ventory can make the dif-ference between a profitable and unprofitable operation. In any event, an effective financial control system isn't the only element necessary for 
the success of a business enter-prise. And some businesses 
can overcome the absence of financial controls for long pe-
riods. But an effective finan-cial control system remains 
essential for the long-term survival and success of any 
business enterprise. LCI About the Author Joseph Arkin holds a BBA degree from St. John's University, an MBA degree from Pace University and is licensed by the States of Florida and New York as a Certified Public Accountant. He has written extensively for trade and professional publications. LAF announces scholarships WASHINGTON, DC The Landscape Architecture Foundation (LAF) announced 
a $30,000 endowment to fund 
the Edward D. Stone, Jr. and 
Associates Minority (EDSA) Scholarship Program. The en-dowment celebrates EDSA's 30th year anniversary and re-. affirms its commitment to re-
cruiting and assisting in the education of qualified minor-ity students. Two $1,000 scholarships will be available 
to students entering their final years of undergraduate study in landscape architecture. For more information: Landscape Architecture Foundation, 4401 Connecticut Ave. NW, Washington, DC 20008. (202) 686-0068. Dead-line for receipt of applications 
is June 29,1990. LCI Hendricksen to lead NAA AMHERST, NH-John Hendricksen, Arlington 
Heights, IL, is the 1990 presi-dent of the National Arborist Association. Hendricksen is president of both Hendricksen, The Care of Trees and Aerial Equipment, Inc. Hendricksen has served on the NAA board of directors since 1982, and he's a graduate of Northwestern University. LCI NAA's John Hendricksen. Sampson new sales director 
of Greenview KING OF PRUSSIA, PAŠBert Sampson became director of sales for Greenview Lawncare Products, a division of Lebanon Chemical Company. Sampson was formerly the di-vision sales manager. Sampson joined Greenview in 1972 as account manager, was promoted to sales super-visor and in 1978 became divi-sion sales manager. Sampson, who lives in Fraser, MI, heads the entire Greenview sales or-ganization which spans 32 states and Washington D.C. Jack Weber became sales supervisor, North Central Di-vision, for Greenview. He joined the company in 1983. LCI Greenview's Bert Sampson Some Things in Nature Were Meant to Have Spots. YourTurf Just Wasn't One of Them. DYRENE is a Reg. TM of Mobay Corporation. 75361 © 1989 Mobay Corporation DYRENE® 4 turf fungicide. Effective control in the prevention of leaf spot. It keeps your turf, and your reputation, looking good. There's no better way to keep your turf spotless. Mobay Corporation A BAYER USA MC COMPANY DYRENE 4 Bayer jfiLl Specialty Products Group Bo* 4913. Kansas City. MO 64120 42 Mi Jet rinse excellent for cleaning chemicals The Jet Rinse from Select Styled Systems Ltd. com-pletely and thoroughly cleans the inside of pesticide con-tainers. Jet Rinse can be used on 1-, 2.5- and 5-gal. con-tainers, metal or plastic. The system has two parts, the shut-off and the nozzle. Using normal water system pressure (40-45 psi) with the 
Jet Rinse hooked up to a garden hose or a hose from the nurse tank, you can triple-
rinse a 2.5 gallon liquid con-tainer in approximately 30 seconds using from 2 to 2.5 gal-lons of water. Under ideal circumstances, the manufacturer says that the product should be used while the sprayer is being filled so 
that the rinsed contents can be used as part of that batch of pesticides. Circle No. 165 on service card Versatile seeder uses latest technology Using the latest technology in the science of overseeding ex-isting lawns and seeding new 
lawns, BlueBird International has introduced the Lawn Seeder F-20 and F-20B. The seeder unit is an integral part 
of each Lawn Seeder model, or it can be attached to an F-20 or 
F-20B BlueBird Lawn Com-
ber. Seed is dropped, then cut into the soil by the blades of the Delta Reel, which is stan-dard equipment, the Delta 
blades do not tear up the turf due to their swept-back, bev-
eled leading edges, says com-pany president Doug Zehrung. Specifications: 2-inch blade and seed-drop spacing; 18-inch working width; depth to "Last August, we applied ROOTS* to our newly seeded and distressed lawns. A lot of fungus damage had occurred due to heat and heavy rains. TWo or three weeks after the application, the treated lawns showed tremendous improvement in turf density and color. The 
core samples we took showed twice the root mass as the untreated lawns. There was a definite acceleration in establishment and recovery time. This year we plan to 
use ROOTS throughout our operation." rook mc. 25 Science Park. New Haven. CT 06511 ROOTS is a trademark of Soilizer Corporation. Marc Blais The Green Machine Bloomfield, Connecticut IVA inches, approximately 20 lbs. of seed hopper capacity; seed agitator attached to front wheel axle with positive ground engagement. Circle No. 166 on service card Windshield cuts down on drift The new Windshield from Sal-sco allows you to spray where you want, when you want. No more rescheduling spray jobs because of the wind. The all-aluminum frame and fiberglass shroud are de-signed to cut pesticide drift. Windshield is an easy-to-op-erate, tough 27-lb. machine that helps keep spray out of the air, avoids damage to nearby plants and reduced op-erator exposure. Circle No. 167 on service card Aerator attachment, lawn rollers new Two sizes of lawn rollers and an optional aerator attach-ment are available from the Gandy Company turf care line. The 18-by-24-inch and 24-by-24-inch lawn rollers fea-ture convertible handles so 
users can quickly convert from 
push handle to two hitch. The rugged 11-gauge drums have a 
solid internal shaft, replacea-ble end bearings with grease fitting, a spring-loaded scraper 
bar and wide expansion plug stoppered opening for easy fill. For the smaller roller, an optionnal clamp-on aerator attachment permits dual use of the roller. The shell quickly 
bolts onto the roller drum. Circle No. 168 on service card MEET YOUR TALL FESCUE NEEDS WITH THE BEST Lofts has three of the best-performing tall fescues available. Each one offers all the good looks and tough performance you need: Attractive, dark green color I Fine-leafed texture I Resistance to drought, disease, insects and traffic Ł No thatch buildup Adaptability to sun or shade Less maintenance than bluegrasses or ryegrasses New Rebel Jr.* even offers the added advantage of slower growth. All of these varieties offer good looks, tough performance and low maintenance. When you need a fescue, choose one of the best! \ i is \ »MYl* TAll FISCU* ^ Lawns and T^ ^n or Shade f *** «ach pound sold, a royalty «nU * ***uedto the Ptlcr Sdmcr Loft Memon^ (ml in support of turf pass education. A Darker Green A Denser Growth A Slower Growing F°r Lawns and Tud In Sun or Shade Kfi68®"* 1Lofts Seed Inc. Lofts/New England Lofts/Maryland Lofts/Great Western Sunbelt Seeds ja, . . v! V Ł Arlington, MA Beltsville, MD Albany, OR Norcross, GA World's largest marketer of turfgrass seed (617)648-7550 (800)732-3332 (503) 928-31 oo or (404)448-9932 Bound Brook. NJ 08805 (800) 732-7773 (MD) (800) 547-4063 (800) 522-7333 W (800) 526-3890 (E ŁLimited quantities avai - Ł Ł Ł / j \ J- v v N V iUr Ł f L ' ' '' \ ' V ' " Circle No 135 on Reader Inquiry Card A. . -all 1990. ; Slicing attachment is now available Encore Manufacturing Co. now offers a slicing attach-ment for the Pro Power-Thatch, its heavy duty com-mercial dethatcher. Cutting blades of the new slicing at-tachment adjust to 3V2 inches in depth and from IV2 to 3 
inches in width. The Pro Power-Thatch easily cuts a 201/4-inch to 23V8-inch path through dead grass. Tough on thatch, yet operator friendly, the Power-Thatch 
features a single-action height adjustment, 28 self-cleaning flail-type fingers and minimal vibration. It is powered by a 5 hp Briggs and Stratton engine. Circle No. 169 on service card Self-propelled unit does seeding, fertilizing The new Brouwer Seeder/ Overseeder is a self-propelled unit that is perfect for seed-ing/overseeding and fertiliz-
ing. Available basically as a 
seeding unit, the optional fer-ORTHENE Turf,Tree & Ornamental Spray keeps pests out of your dub. Stop pests from playing a round on your course with ORTHENE Turf, Tree & Ornamental Spray. One treatment provides a broad spectrum of protection for turf as well as a wide 
variety of trees and ornamentals. ORTHENE kills quickly on contact, then by systemic action. So you'll keep hard-to-kill pests like mole crickets, armywormsand leaf hoppers under control. ORTHENE supplies long-lasting residual action against other insects including tent caterpillars, aphidsand thrips. ORTHENE Turf,Tree& Orna-mental Spray. Ifs more than enough to drive unwanted pests right off 
your course. Turf, Tree & Ornamental Spray Avoid accidents. For safety, read the entire label including precautions. Use all chemicals only as directed Copyright © 1990 Valent U S A Corporation. All nghts reserved ORTHtNt is a registered trademark of Chevron Chemical Co. VALENT. tilizer hopper and overseeder attachments are quickly and easily fitted. It is powered by a Honda 5 hp engine with a heavy duty chain-and-gear drive for ex-cellent traction in a variety of 
conditions. The gear-driven 
contra-rotating blades and guides place the seed precisely, in adjustable depth slits that are IV2 inches apart. Offset 
wheels then cover the seed for 
the best possible germination 
conditions. The operating width is 22 inches and the seed flow is cal-
ibrated for efficient distribu-tion. Circle No. 170 on service card This sprayer handy for many small jobs Maruyama says its ST31 Slide 
Sprayer is handy for spraying shrubs, small trees and other 
small areas. It has dual nozzles which can be adjusted to spray a wide pattern or a straight stream reaching as high as 25 feet. The nozzle cap can be ro-tated 360°. The trombone-
type sliding action produces a steady spray on both the in 
and out strokes. The ST31 comes with a weighted pick-up line to drop into a bucket of chemical solution. LCI Circle No. 173 on service card. Mechanical agitation on fiberglass tanks The Broyhill Co. has ex-panded its state-of-the-art 3000 Series to include fi-berglass tanks. The new 3000 Series is available in 120-, 170-and 300-gallon sizes with a 
choice of 14 gpm at 550 psi 
diaphragm pumps and 30 gpm 
at 100 psi centrifugal pumps. Both systems are standard with 10 hp Briggs & Stratton electric start I/C engines. Agitation on the diaphragm pumping system is provided by Broyhill's exclusive full length 1-inch stainless steel 
mechanical agitation while the centrifugal pumping sys-
tem units use "quadra-jet" ag-itation. Trailer options will accom-modate tires up to 31x13.5-15 NHS. Circle No. 171 on service card Turf mats make new grass ready and easy International Absorbent Products, Inc., describes its E-Z Lay Turf mats as preseeded wood-fiber mats, 5 feet wide and 50 feet long that make es-
tablishing new turf a breeze. IAP Inc. uses sterilized aspen wood fibers (identical to hy-
dromulching material) 
blended with a biodegradable, starch polymer that absorbs 
up to 200 its weight in water. E-Z Lay Turf mats are light weight (2.5 oz. sq. ft.), inex-
pensive to transport and in-stall, and they can be cut easily with scissors. They come in 
the customer's choice of turfgrasses. LCI Circle No. 174 on service card. New-concept cultivator for top-flight aeration The Agri-vator" turf 
cultivator by First Products Inc. uses a low axle-weight sys-tem that bores through turf 
without adding to compaction around and below the punched holes. Powered by a top-mounted 5 hp 4-cycle industrial engine with a double B-belt clutching 
drive, Agri-vator's burrowing motion gives deeper and larger holes with soft side walls for more storage capacity and 
faster absorption of air, water and nutrients, the company says. Most of the loosened soil remains in the hole for a better 
finished appearance with no unsightly cores left on the top of the turf to be picked up. It aerates to a width of 40 inches with a hole pattern of 6 per sq.ft. and penetration up to 3 inches. The Vfe-inch diam-eter by 3Vi-inch long forged 
and hardened spikes are mounted on four 14Vi-inch OD 
rotors with triple-sealed bear-ings, 16 spikes on each. Circle No. 172 on service card Questions about Pesticides? Call 1-800-858-7378 National Pesticide Telecommunications Network Blue marks the spot with spray additive Hi-Light, a blue colorant made by Becker-Underwood, can be added to spray mix to help increase the accuracy of applications. Reducing skips, overlap-ping and drift can decrease the amount of chemical applied by 10 to 30 percent, according to the Ames, Iowa, manufac-turer. Hi-Light comes in quart and gallon containers with self-calibrating spouts. Also available in larger quantities. For a free color brochure, call (515) 232-5907. LCI Circle No. 173 on service card. ease and drought damage. In warm season grasses, Iron-Roots helps prevent spring root decline brought on by early spring fertilization, a flush of growth and then a sud-den cold snap. Circle No. 175 on service card Two Scotts fertilizers have added nutrients Two new ProTurf fertilizers have been formulated by the O.M. Scott & Sons Co. to cor-rect micronutrient deficien-ciesŠespecially on golf course tees and fairways. Fertilizer with Minors (26-4-13) has all major nutri-ents plus selected minor and secondary nutrients: sulfur, copper, magnesium, iron, manganese, molybdenum and zinc, says the Marysville, 
Ohio, company. High Density Fertilizer Plus Manganese (22-0-12) supplies plant-available man-ganese (9.18%) to correct and prevent deficiencies, and con-tains nitrogen and potassium, the company says. The dense, homogeneous product is de-
signed for quick greenup plus 
sustained release of nitrogen. LCI Circle No. 176 on service card. LAWN CARE Lawn care catalog for safety-conscious Safety Equipment & Supply Co. introduces its free 1990 lawn care catalog. The company specializes in supplying arborists, land-scapes, groundskeepers, maintenance crews and lawn care operators with safety 
products. Included in the cata-log are gloves, goggles, protec-tive clothing, emergency equipment and more, most at competitive prices. Circle No. 177 on service card U.S. SAVINGS BONDS 1-800-US-B0NDS A public service of this publication Catalog lists all kinds of equipment Cushman has published the newest catalog of its turf care vehicles and accessories. The full-color catalog covers the complete line of Turf-Truckster vehicles. Also included is the Cushman Runabout vehicle and the full line of accessories and attach-ments available for Turf-Truckster vehicldes, including the Core Harvester, dump boxes, seed and fertilizer spreader and four spray mod-els. Circle No. 174 on service card Bio-stimulants are designed for lawn care Roots Inc., a crop science com-pany, introduces Roots and IronRoots root growth en-hancers for the landscape and turf maintenance profes-sional. Both products are concen-trated liquid bio-stimulants 
developed with scientists from the Yale School of Forestry. Roots, is a natural bio-stim-ulant containing peat humic 
extracts, marine algae ex-tracts, intermediate metabo-lites and co-enzymes. It is formulated to promote root 
growth and stress tolerance in 
the establishment and trans-planting of horticultural and agricultural crops. Benefits in-
clude reduced transplant dam-age and loss, and quick establishment of new seedings and ground cover. IronRoots contains the same natural bio-stimulants 
as Roots plus 3% chelated iron 
citrate. It is formulated to pro-mote stress tolerance, healthy color and recovery from sea-sonal stress damage in main-
tained turfgrass and ornamen-
tal plants. Benefits include 
better water and nutrient up-take, longer lasting green color 
without excess nitrogen, and fast recovery from insect, dis-Spray herbicide directly over the top of your established shrubs and ornamentals? Go ahead. Surflan® lets you spray with complete confidence. All you'll see are the bright colors of your landscape or lawn. No crabgrass. No oxalis. No chickweed. And no prostrate knotweed and 50 other grasses and weeds, either. You won't see them for six to eight months, in fact, when you spray Surflan preemergence herbicide. You'll also see Surflan is more stable on soil surfaces. It'll wait three weeks for water. Then it stays put, Circle No. 118 on Reader Inquiry Card even in heavy rainfall, to provide out-
standing weed control. Yet it's gentle enough to spray over the top of 175 different ornamentals. So go ahead. Fill up with Surflan and take your weed control where you never thought possible. Over the top of your ornamentals without injury. See your Elanco distributor. Or call toll-free: 1-800-352-6776. Elanco Products Company A Division of Eli Lilly and Company Lilly Corporate Center Dept E-455, Indianapolis, IN 46285, U S A JfijSyp Surflan* Š (oryzalin, Elanco) CLASSIFIED RATES: $1.00 per word (minimum charge. $35). Boldface words or words in all capital letters charged at $1.25 per word. Boxed or display ads charged at 1X $85; 3X $80; 6X $75; 9X $70; 12X $65 per column inch (one inch minimum). (Frequencies 
based on a calender year). Agency commission allowed only when camera ready art is provided by agency. For ads using blind box numbers add $15 to total cost of ad. Send ad copy with payment to: DAWN NILSEN, LAWN CARE INDUSTRY. 1 E. First St.. Duluth. MN 55802. (218) 723-9505. Fax 
Number (218) 723-9615. FOR SALE "HOW TO SELL A PEST CONTROL COMPANY FOR THE HIGHEST AND BEST PRICE". Report $19.95 + $3.00 handling to: A + BUSINESS BRO-KERS, INC., 1605 S.E. Elm Street. High Springs. FL 32643. TF AKRON LANDSCAPE SUPPLY: Start saving with our complete line of commercial walk behind mower parts, blades, air filters, monofilament line, wheels, baggers and accessories. To fit Bobcat, Kees, Bunton, Scags and more. Call today for a Free Catalog (216)867-5344. 4/90 FMC TREE SPRAYER - (D060/1000): 5 years old. 1000 gallon, stainless steel. 60 GPM, V-4 Wiscon-sin. (65 HP). Hose, reel and gun. Mint condition. Picture on request. $11,995/best offer. 516-585-1335. 3/90 FOR SALE- Landscape Maintenance Company. Major Texas Metro area. Sales of 1.5 Million, High profile accounts, Industry leader in area. Seeks 
being acquired by larger landscape maintenance company, or by fertilization/ spray company want-ing to expand in Texas market. Owner will stay if desired. Principals only. Send confidential inquir-ies to LCI Box 219. 3/90 1977 Ford F-600 Spray Truck. 60.000 miles. 1200 Gal. Stainless Tank, Mechanical Agitation, Beam 
20-20 Pump, Twin Hannay Hose Reels, P.T.O. or 12 H.P. Kohler. No Rust. Execellent. $8,000. Con-tact Bob at (502)782-2730. 4/90 HANNAY HOSE REELS: New in the box. E1526's and E1530 s - $349.00. We will ship and pay freight 
anywhere in the U.S.A. and Canada. Immediate delivery. Other size reels and parts available at fabulous savings! Call 313-543-2200, in Michigan. 
Outside Michigan - 1-800-843-LAWN. TF LAWN CARE SPRAY TRUCK: 1987 F-350 Diesel 
XL package with auxiliary fuel tank, P.T.O. Hypro pump, electric hose reel, 10' steel bed, back flow preventor, G.P.I, flow meter, DuPont Imron paint throughout, very low mileage, well maintained. Call (201)337-0017 in New Jersey. Asking $17,600; 
optional injection system for $1,000. 3/90 FREE CATALOG COMPLETE TRANSMISSION 159.99 PART # JT-215 OTHER SPECIALS: GEAR BOX REPAIR Kft (BOBCAT) 99 95 GEAR BOX REPAIR KJT (BUNTON) 99 95 BUNTON 10" COMPLETE ASS8LY 23 95 SNAPPER r STEEL WHEELS 4.75 16" MIGHLIFT BOBCAT/BUMTON BLADE 5.25 J. THOMAS DISTRIBUTORS, INC. 1-800-634-5463 ORDERS 1-313-427-8988 CATALOGS USED CHIPPERS, BUCKET TRUCKS, BOOM TRUCKS: Stump grinders, stake bodies, tree 
trucks and dumps. New Morbark and Woodchuck Chippers. Rayco stump grinders at discount prices. We also buy trucks and equipment. Op-dyke. Inc.. Hatfield, PA(Phil. area) 215-721-4444. 8/90 1985 Chevrolet 1 ton diesel equipped with FMC 600 gal. fiberglass tank, mechanical agitation. Hannay hose reel 10/10 beam pump, driven by power takeoff. Contact: Perf-A-Lawn 502-684-4331. 3/90 FOR SALE: TORO TURF PRO 84. 7 blades, 709 hrs., well maintained, has had estate use only, sharpened, tuned, ready to cut, (exceptional con-dition), $8450. Call (617)334-4805. Lynnfield, MA. 3/90 Spray Truck-1979 C-30 1 ton; 2-350 gal tanks; paddle agitation; hannay elec. reel. Ready to 
spray. Good condition $5900. 216-267-6989 
Steve. 3/90 FOR SALE: 1986 Howard Price Hydro 180. Rebuilt Hydraulic and Electrical Systems. Many new parts and new paint. Low hours. MUST SELL. Asking 
$11,000. (508)430-1533. 4/90 tough. b.rr«l»-Ł °*5*J> storage w"*8 a&ft-mw Seaweed products for healthy roots and vigorous growth Seaweed Extract Foliar Fertilizer A natural storehouse of micro-nutrients and other substances promoting plant growth. Kelp Meal Soil Conditioner A natural source of organic matter and essential plant nutrients. A Acadian Seaplants Limited 202 Brownlow Avenue Tower D. Suite 304 Dartmouth, Nova Scotia Canada B3B 1T5 Tel: (902)468-2840 Fax: (902) 468-3474 M? are unbeatable for price, quality and service. Volume Purchases Only. Attention Distributors and Manufacturers: Custom processing and packaging available. Husler zero turning radius mowers: 2-Model 251 
18 hp 50" deck, Model 272 23 hp 72" deck, Model 305D diesel 20 hp 72" deck, Model 262 18 hp 60" 
deck, Model 400 Rangewing 24 hp 1-72" deck, 2-40" decks, Model 400 D 24 hp 72" deck. ŁMowers only in operation 2 seasons and have been completely renovated for a new season. 
Owner highly motivated to sell. Call Mr. Khalsa. 407-831-8101. 3/90 WANNER D-10 HYDRACELL PUMPS: Completely reconditioned, tested and Guaranteed $290.00 each. Quantity discounts available. Call Industrial Services Company (614)965-4112. 4/90 HELP WANTED GROUNDS MAINTENANCE/LANDSCAPE/LAWN 
CARE- Expanding grounds management firm in 
Cincinnati seeks qualified and experienced per-sonnel to fill openings in Grounds Maintenance, Landscape Construction, Lawn Care, Irrigation and Flower Care. Quality conscious individuals knowledgeable in ornamentals, turfgrass, land-scape installation, grounds maintenance, irriga-tion, pest management and flower care should respond. Outstanding compensation, benefits and advancement opportunities available. Letter 
or resume to PROLAWN PROSCAPE, 11488 Deer-field Road, Cincinnati, Ohio, 45242; Attn: Clayton Sheeler. (513)489-2433, days. 3/90 Landscape Supervisor: Established Michigan Contractor looking for self-motivated individual 
with 5 years minimum experience to manage crews and oversee landscape installation. Send resume and salary requirements to: DeAngelis Landscape Incorporated, 22425 Van Horn Road, Woodhaven, Michigan 48183. EOE. 3/90 BRANCH/SALES MANAGERS LOCATIONS IN THE NORTH CENTRAL. NORTHEAST. SOUTHEAST. WEST. 
USE YOUR OUTSTANDING LEADERSHIP ABILITY AND PEOPLE-HANDLING SKILLS TO ESTABLISH A 
CAREER WITH A REAL FUTURE AS THE RECOG-NIZED LEADER IN LAWN CARE SERVICES TO BOTH 
RESIDENTIAL AND COMMERCIAL ACCOUNTS WE ARE EXPANDING OUR MARKET PENETRATION AND NEED TALENTED SELF-MOTIVATED BRANCH AND SALES MANAGERS WHO CAN TAKE US TO THE TOP YOU WILL RECEIVE Ł COMPETITIVE SALARY Ł COMPLETE TRAINING Ł CAR ALLOWANCE/COMPANY VEHICLE 
Ł FANTASTIC BONUS POTENTIAL Ł COMPREHENSIVE BENEFITS IF YOU HAVE: Ł PROFIT AND LOSS RESPONSIBILITY EXPERIENCE Ł SALES OR SALES MANAGEMENT EXPERIENCE Ł SUPERVISORY EXPERIENCE START YOUR FUTURE TODAY BY SENDING YOUR RESUME IN COMPLETE CONFIDENCE TO 0RKIN LAWN CARE PAT GUY 2170 PIEDMONT ROAD NE ATLANTA, GA 30324 Major award winning midwest landscape firm seeking a qualified, experienced individual to ne-gotiate and sell commercial landscape mainte-nance. Some design experience would be helpful, 
but most of all this individual must understand the 
business side of commercial landscape mainte-
nance from initial contact through execution of the work. If you are aggressive, self motivated and are 
willing to work hard for success, send a complete resume along with past work history and salary 
requirements to: Arnold O. Sieg, The Bruce Com-
pany, 4950 Memco Lane, Racine, WI 53404. 3/90 SPRING GREEN OPPORTUNITIES TECHNICIANS/MANAGERS: Are you a hard-working, customer conscious individual with a strong desire to suc-ceed? Then one easy phone call to 
our toll-free hotline may lead to an 
exciting new career One of our 
many benefits is our employee train-ing program that can lead to own-
ing your own lawn care business. JOIN THE BEST - THE SPRING GREEN LAWN CARE TEAM. Positions avail-able in these states: Arkansas. Dela-
ware, Georgia. Illinois. Indiana. 
Iowa, Louisiana, Minnesota. New 
Jersey. North Carolina. Ohio. 
Oregon, Pennsylvania. South Car-olina. Texas, Virginia. Washington, and Wisconsin. Call Today: 1-800-435-4051 1-800-892-4013 (In Illinois) YOUR SUCCESS CAN BE THE SPRING GREEN SYSTEM End of de Line for Dandelions And Other Broadleaf Weeds. MecAmine D from UAP Special Products contains three herbicides that provide effective, economical control of a wide spectrum of broad-leaf weeds. For use on most cool season grasses (except bentgrass), MecAmine D offers a wide margin of safety to turfgrasses in a low volatile amine formulation. And it costs less per application than comparable products! To order your supply of MecAmine D, contact your UAP Special Products representative today. 1-800-833-4UAP (Fremont, NE) 1-800-222-9963 (in Ohio) 1-800-821-0170 (States contiguous to Ohio) 1035 East Dodge Street Fremont NE 68025,1-800-833-4UAP Circle No. 153 on Reader Inquiry Card ORGANIC LAWN CARE NEW TECHNOLOGY SUPERIOR TO CHEMICALS ENERS0L ORGANIC FERTILIZER -100% water soluble. Easy to apply, just spray it on. Slow release organic nutrients. ENVIRONMENTALLY SAFE. ORGANO-UG Š University proven to enhance nutrient uptake, improve color, increase turf density and root mass. ENERS0L HUMIC ACID - The Liquid form of 0RGAN0-LIG AMERICAN COLLOID COMPANY 1500 W. Shore Dr. Arlington Heights, IL 60004 TEL: (708) 392-4600 Circle No. 102 on Reader Inquiry Card HELP WANTED "Consider all of your employment options in the irrigation and landscape industries. Call Floraper-sonnel, the international employee search firm for the ornamental horticulture industry. Completely confidential. Employer pays fee. Florapersonnel, Inc., P.O. Box 1732,1450 S. Woodland Blvd., Suite 201, DeLand, FL 32721-1732. (904)738-5151. Jim Bambrick, Jeff Brower, David Shaw, CPC, Bob Zahra. CPC." TF LAWN SPECIALIST: One of the Nation s top 50 Landscape Maintenance Contractors seeks a 
knowledgeable professional to join our profes-
sional Lawn Care Division. Responsibilities in-clude care of our large commercial properties in 
the Boston area. Salary commensurate with expe-rience. Send resume to Hunt and Hulteen, Inc., 50 
Spark Street, Brockton, MA 02402. (508)580-1062. 3/90 Sales person needed for established growth & quality oriented lawn & tree care company located in North Jersey. Must have experience in northern turf maintenance with knowledge of shrub & orna-mental care. We prefer applicants with the above knowledge along with a highly aggressive per-
sonal sales ability, since starting income will be based on $425/week plus 5% commission on all sales. Income is limited only by applicants desire to sell & follow up on sales. All leads supplied by us, cold call only if you wish. Strong desire to 
achieve along with excellent customer relation 
skills a must. Medical, Life Insurance & vehicle supplied. Send resume & references to Michael Papp, Echo-Wood Services Inc., P.O. Box 104, Califon, NJ 07830. 3/90 MISCELLANEOUS WANTED LANDSCAPE TRAINING VIDEOS Intermediate mower maintenance field and shop repair: efficient/profitable mowing techniques; professional shrub trimming, plant installation, basic landscape plan drawing, etc. ENGLISH AND SPANISH. Write for free brochure. C.D. Anderson Landscape Videos 515 Ogden Avenue Downers Grove, IL 60515 1-800-937-0399 SOFTWARE Lawn Care Computer System with Software, Data General Hardware. Desktop 20 CPU, 75MB Hard Drive, 3 Wyse Terminals, Digital Printer, 1200 Baud Support Modem. CLC1 Lawn Care Software with System Support Available. Call 618-632-5296, or write MLS c/o LB, PO Box 8068, Belleville, IL 62222. 3/90 COMPUTERIZED PRICING for the lawn care in-dustry. Generate your own unique price sheets for mowing, aeration, fertilizing or any other product in seconds. Versatile, flexible, and inexpensive at 
$149.00. A must for any size lawn care company. Requires IBM Compatible. 640K. Call 316-721-2540. CMP Computers, P.O. Box 4419, 
Wichita, Kansas 67204. 4/90 WANTED TO ACQUIRE Lawn care companies of all sizes in U.S. and Canada being sought by national cor-poration. Complete buy out or stay and grow with us. If inter-ested, please call me directly: Don Karnes Senior Vice-President TRU GREEN CORPORATION (404) 442-8700 STRICT CONFIDENTIALITY MAINTAINED I TRU GREEN irŽ :n ra wr wTOTHnMn mil Wanted to Buy - Lawn care companies of all sizes anywhere in U.S. wanted to purchase by national corporation. If interested, please respond to LCI Box 197. Strict confidentiality maintained. TF BUSINESS OPPORTUNITIES CONNECTICUT AND NORTHEAST: Selling or buying a green industry business? I'm a specialist in your field with over ten years experience and can locate buyers and sellers. Phil Nilsson 
(203)621-6199. 7/90 CURBMATE-THE MONEY MACHINE. Patented, 
electrically driven and self-propelled machine pro-
duces beautiful continuous concrete landscape 
edging. Simplifies the installation of concrete bor-
ders between lawns and flower beds, along driv-
eways and sidewalks, etc. Applications for residential and commercial settings, golf courses, etc. Turn $5,000-$10,000 equipment purchase into $50,000-$100,000 potential annual income. (801)273-3938. 3/90 HOW TO EARN AT LEAST $60 PER HOUR MOW-
ING GRASS...AND STILL BE THE LOW BIDDERI 195 pages, by contractor with 15 yrs. experience, $29.95 postpaid. GOMC, 10490 Bluegrass Pkwy., Louisville, KY 40299. VISA/MC. (502)499-9031. 2/90 AD INDEX NO. ADVERTISER PAGE 101 Americalist 16 102 American Colloid Co 46 103 American Cyanamid 33 104 The Andersons (Regional) 16 BASF Corp 14 108 Ciba Geigy Corp 17 110 Ciba Geigy Corp 17 109 Cushman, Inc 13 112 Dow Chemical Co 2-3 113 Dow Chemical Co 21 114 Dow Chemical Co 23 115 Dow Chemical Co 25 116 Dow/Elanco 8 117 Dow/Elanco 11 118 Dow/Elanco 45 119 Dow/Elanco/South 29 121 Dow/Elanco/North 29 116 Echo Inc 8 120 Encap Products Co 16 121 Encap Products Co 47 123 Fermenta ASC Corp 15 126 Hoechst-Roussel 12 130 J.J. MaugetCo 6 
131 Jacklin Seed Co 5 132 Jacklin Seed Co 20 NO. ADVERTISER PAGE 133 Lebanon Chemical Corp 47 134 Lescolnc 48 135 Lofts Seed Inc 43 137 Maruyama US Inc 22 138 Mobay Corp 7 
139 Mobay Corp 35 140 Mobay Corp 41 141 Mobay Corp 18-19 
144 NorthrupKing 37 145 Rhone-Poulene Ag Co 24 147 Ringer Corp 38 146 Roots, Inc 4 148 Roots, Inc 42 149 Toro Company 26 150 Triazone 27 151 Turf Seed, Inc 28 152 Tyler Enterprises, Inc 36 
153 UAP Special Products 46 155 Valent USA 44 156 Zajac Performance Seeds 34 This index provided as an additional ser-vice. The publisher assumes no liability for 
ommission or error. Thanks for Give the power to over-come. Support Easter Seals. \> The Power To Overcome. MfM CHOICE OF l\\l | TOP OPERATORS Heavy Duty ROOTFEEDER Ł Pressure feeds from V to 10" deep Ł For use with JD9-C Gun. Ł 2-hole tip included, 3 and 4 hole tips and extensions available. ©"SB. At Your Distributor or Call Us at (312) 593-6464. ENCAP PRODUCTS COMPANY P.O. Box 278, Mt. Prospect, IL 60056 Circle No. 122 on Reader Inquiry Card NEW TROUBLE PESTS, fc Lebanon brand carbaryl insecticide Announcing Lebanon Pro 20-3-5 with Sevin. A new, economical combination product with 20% Coated Slow Release Nitrogen from SCU - and 5.93% active Sevin insecticide - for a balanced feed-ing with dependable insect control. Or try Lebanon Sevin 76, for straight granular pest control. Together, they're double trouble for pests. From your source for premium quality Lebanon turf products. Le^Sr non TOTAL TURF CARE A division of Lebanon Chemical Corporation 800-233-0628 SEVIN® is the Registered Trademark of Rhone-Poulenc Nederland and B.V. for carbaryl insecticides. Circle No. 133 on Reader Inquiry Card Dollars & Sense Three-Way Selective Herbicide Three-Way j Selective Herbicide J* -H | """pAWQgW I Three-Way Selective Herbicide «. 2Z DANGER Three-Way Selective Herbicide Three-Way Selective Herbicide r sr I Three-Way Selective Herbicide Three-Way Selective Herbicide LESCO Three-Way Selective Herbicide LESCO Three-Way Selective Herbicide LESCO Three-Way Selective Herbicide is the way to go for proven broad spectrum control of broadleaf weeds. The first choice of professional turf managers, 
Three-Way offers outstanding 
control at an economical cost. Dicamba makes the difference. Its systemic action combined with 2,4-D and MCPP make Three-Way the uncontested winner in turf weed control today. You can pay more for other herbicides, but you won't find a LESCO, Inc., 20005 Lake Road, Rocky 
better performer than Three-Way. River, Ohio 44116 Ł (216) 333-9250 Dollar for dollar, Three-Way makes sense. To order visit your nearest LESCO Service Center or call toll free (800) 825-3726. LESCO/ CHEMLAWN GUN The best gun in the industry. Always read and follow label instructions before applying any pesticide product. Circle No. 134 on Reader Inquiry Card