AVERAGE COMPANY GROSSES $22,700 PER EMPLOYE Labor and equipment charges pegged at $21 per hour per man A statistic of increasing impor-tance to the industry in light of the nature of the economy is the cost of labor, including equipment, per hour per worker. The average charge for labor reported in the State of the Industry survey was $21.07, average labor cost of em-ployes was $5.94 per hour. Broken down into costs and percentage of respondents, the survey showed that 16.5 percent spend three to four dollars an hour on each employe, 15.1 percent spend five dollars, 26.5 percent spend six dollars, 15.1 percent spend seven dollars, 11.0 percent spend between eight and 10 dol-lars an hour, and 1.9 percent spend more than 10 dollars an hour. The seasonal nature of the lawn care industry in many parts of the country prohibits the record of a single average number of 
employes retained by lawn care businesses. Instead the Lawn Care Industry survey asked business to page 15 What Was The Average Hourly Labor Cost For Your Employees? $3-4/hr More HBJ) A Harcourt Brace Jovanovich Publication mm Serving lawn maintenance and chemical lawn care professionals OVER SEVEN MILLION ACCOUNTS SERVICED IN 1981 Is direct mail the only way to go? LdWNGRE^ 3 Industry tops $1.5 billion zmm This issue is devoted to both analysis of and speculation on the current status of the lawn care industry. Hope-fully, it will provide an index by which lawn care busi-
nessmen can assess their market position with respect to industry medians. Readers of Lawn Care Industry 
reported a gross income of $1.5 billion in 1981, according to the most recent survey conducted by the magazine. The results are based on a questionnaire mailed to 2,000 chemical lawn care and mowing/maintenance businesses. Companies expand services Of that sample, 74.6 percent indicated that they were actively involved in chemical lawn care, and reported an average gross income of $114,562 from chemical applications. Expanded over total readership, 7600 businesses 
achieved gross revenues of $870.7 million in 1981 from chemical applications. It must be pointed out that this includes more than just "Chem-
Lawn type" companies who basi-cally apply fertilizer and pes-QUICK STARTS Supply distribution analysis 7 How much do you purchase? 10 State of the Industry panel 12 Company start-ups 14 How the industry advertises 15 Business identity breakdown 19 Lehr on labor law 20 
Cross-section of employe benefits 25 QrtPTlsl Ctotn r»f fV»n Tnrlnnfn.r !nn|in L»peUdJ^R 0037699 X M DH P E PI^Kf PROF MICHIGAN STATE UNIV CROP £ SQIL SCL E LANSING MI ticides only. As the statistics indi-cate, many companies are doing both chemical lawn care and What was your pre- tax profit in 1981? 1-4%^ 5| 1 | 15-19% prof I 20-24% profit >% profit jfit \% profit )rof it ^or^harj 50 % 6.8% mowing/maintenance. At the same time, 71.7 percent, or 7,300 readers responded that they were actively involved in mowing/maintenance. They re-
ported an average gross income of 
$85,999 from their mowing/ maintenance accounts. Thus, over the same universe, lawn care businesses achieved a gross in-
come of $627 million in 1981 from their mowing/maintenance ac-counts. Lawn care businesses actively involved in chemical lawn care 
reported that they had an average of 881 accounts in 1981. Expanded over total readership, this indi-cates that 6.7 million chemical application accounts were serv-iced in 1981. Mowing and mainte-nance business reported an aver-age of 58 accounts, or a total of 
424,200 accounts serviced. Businesses reported an average to page 17 CONSUMPTION TO GROW 24 PERCENT ANNUALLY Lawn care industry single largest user of chemicals 48828 SCF Residential and commercial lawn care companies represented the single largest segment of turf and grounds management users of pes-ticides and fertilizers in 1981, according to a study by Charles H. Kline & Co., Inc., an independent market research firm located in Fairfield, N.J. Total value gauged Of the 18 end-use segments of the market isolated in the report, lawn care businesses purchased 32 percent, or $185 million of the turf and grounds management end-use market, valued in the study at $585 million in 1981. Total value of the market, including miscellaneous professional users, was $1.1 bil-lion. Lawn care businesses were fol-lowed in order in the study by golf courses, pest control operators, landscaping firms, horticultural companies, roadways, educational facilities, water management groups, and a variety of other professional end users. Major products detailed include fertilizers, herbicides, insec-ticides, fungicides, and soil con-ditioners. Fertilizers were the largest category, with consump-
tion valued at $310 million, fol-lowed by herbicides with sales at 
$120 million. Although the study indicated that the overall consumption of the to page 25 Without a summer application of Dursban, big problems could pop up in fall. While most insects emerge in spring, sod webworms and other varieties don't spring into action until late summer or fall. And even DURSBAN* insecticideŠwhich gives you the longest residual action in the businessŠwon't protect your customers' lawns from spring to fall. That's why it's important to apply DURSIW1 twice a yearŠon your first round for the early risers and later in the summer 
to get the late bloomers. And considering the relatively low cost of DURSBAN, a two application insecticide program makes doubly good sense. After all, DURSBAri costs as little as 35<£ per 1000 sq. ft. application. A small price to pay for protection against the immeasur-able costs of call-backs and shaken 
customer relations. DURSBAN gets just about every bug you'll face, too: chinch bugs, sod webworms, armyworms, cutworms, you name it. DURSBAri. Nake sure all insects get a shot. Available in 2E and concentrated 4E formulations. See your Dow distributor. Also ask him about our new "DURSBAN delivers the goods'' incentive program. Be sure to read and follow all label directions and precautions. Agricultural Products Department, Midland, Michigan 48640. DURSBAN Gets the jump on late emergers, DOW Chemical U.S.A. 'Trademark of The Dow Chemical Company. Ad no. 1906 The state of our industry I had my back turned to my office door. I heard a rustling and before I had a chance to turn around I heard a loud "thump" on my desk. I whirled around and saw it. Our research director had deliv-ered our 1982 "Profile of the Readers of Lawn Care Industry" Š all 312 pages of it. It is our fifth report on our readership and every year it keeps getting thicker. And it is the basis for Lawn Care Industry's "State of the Industry" report. Not all of the information in the report is carried in our June issue (which you are holding in your hands), but a good percentage of it is. Like information on average yearly expenditures and equip-nent inventory, who lawn care businessmen buy from and when they buy, average gross receipts 
and numbers of customers and predicted growth of the lawn care 
industry in the 1980's. The process started in early January, when we got together with our company's research 
people and lined out what we 
wanted to do. A questionnaire was developed, and we mailed to 2,000 of our readers in March. Associate 
editor Paul McCloskey spent two 
weeks living on coffee and Parli-aments and pulled the whole package together. Here it is. PLCAA regional seminars: The Professional Lawn Care Associa-
tion of America has put together an aggressive series of regional busi-ness seminars. Here are locations and dates for the ones still to be held: Ł Worcester, Mass., July, call John Kenney (617-879-4510). Ł Buffalo, N.Y., July 15, call Des Rice (416-279-5448). Ł Detroit, Mich., mid-July, call Steve Brown, (517-351-7227). Ł Cincinnati, Ohio, June 16, call Rick Steinau, (513-761-4100). Ł Cleveland, Ohio, July 21, call Larry Rininger, (614-872-3859). Ł Chicago, 111., July 21, call Charles McGinty, (312-438-5161). To register for any of these, or to receive up-to-date background information call Jane Stecker at PLCAA headquarters (312-644-
0828). ChemLawn taps Ogilvy & Mather: Ogilvy & Mather Direct 
Response, the Ogilvy & Mather International subsidiary with 25 offices worldwide, has just landed the account of ChemLawn Corp., 
Columbus, Ohio, whose $9 million in current ad billings mades it the biggest account ever landed by the five-year-old agency. ChemLawn's previous adver-tising was done by Stone & Adler. ChemLawn has 3,000 employees working out of 150 offices in 80 
markets. The average contract for annual care by ChemLawn is $150. Last year's sales of ChemLawn and ChemScape (for trees and shrubs) came to $142 million. The current advertising theme is "Service with a difference," and 
last year's budget was just over $6 
million. Ogilvy & Mather ads will 
not be seen until 1983. The new business brings the Ogilvy unit's billings to $70 mil-lion and although ChemLawn is the biggest account landed, others, already in-house have grown larger. They are American Express and Trans World Airlines frequent-flier bonus program. Nightly news and lawn care: We at LAWN CARE INDUSTRY re-cently got a call from Philadel-phia's WCAU-TV reporter Susan Golumb for background informa-tion on an investigative story she was doing about the danger of pesticides involved in lawn care. She told us she was following up a number of complaints from her viewers about pesticides used in lawn care. We did all we could to set her straight, and referred her to 
various experts in the industry. But this is a very serious remin-der that each and every lawn care businessman in the country should be prepared to handle such inquiries intelligently if his local television investigative reporter decides to call with questions. Fastest-growing cities: If you are about to launch a new lawn care company or branch, perhaps you should consider locating in a fast-
growing area so that your business 
can expand with the population. According to Andy Moody, di-rector of Metropolitan Area Fore-
casts for Chase Econometrics, the 10 U.S. cities projected to grow the fastest in the 1980's are: Ł Houston, Texas 
Ł Fort Lauderdale, Fla. 
Ł Tucson, Ariz. Ł Las Vegas, Nev. Ł Dallas-Fort Worth, Texas Ł Austin, Texas Ł Pheonix, Ariz. Ł El Paso, Texas 
Ł Tulsa, Okla. Ł San Diego, Calif. Garden centers and lawn care: Noting that many parts of the country have experienced the ad-vent of firms specializing in lawn care, the Garden Centers of 
America (GCA) most recent man-
agement survey asked four ques-
tions of its members in an attempt 
to determine the impact of lawn 
care firms and how many GCA 
firms are offering similar services. The survey results show that the majority of GCA's member firms do not offer lawn care services. Only 37 percent indicated that 
they offer a dry application serv-ice, an increase of three percent over 1980. Of those firms providing a liquid or dry fertilizer application serv-ice, 52 percent use a national brand, 38 percent use a regional 
brand and nine percent use a private brand. In comparing these figures with 1980 figures, the survey shows an 18 percent increase in the use of regional brands and a nine percent drop in each of the remaining categories. Overall fertilizer sales were up last year for 57 percent of the 90 firms responding to the survey. Of this group, 45 percent showed an increase of from 11 to 20 percent. Some 21 percent of the re-spondents said their sales re-mained the same as the previous year. The report ended by saying: "Certainly, these statistics point 
up an area where garden centers might expand their activity." U Oy WWN ORE INDUSTRY ROBERT EARLEY, Editor/Group Publisher PAUL McCLOSKEY, Associate Editor JOAN HOLMES, Production Manager MARILYN MacDONALD, Production Supervisor DAVE JOHNSON, Graphic Design JOAN SMITH, Circulation Supervisor GAIL KESSLER, Reader Service Manager LINDA WINICK, Promotion Director MARKETING/SALES New York Office: ROBERT EARLEY (212) 888-2892 757 Third Ave., New York, NY 10017 Southern Office: JIM BROOKS, National Sales Manager RON KEMPNER (404) 233-1817 3091 Maple Dr., Atlanta, GA 30305 Northwest Office: BOB MIEROW (206) 363-2864 1333 N.W. Norcross, Seattle, WA 98177 Classified: DAWN ANDERSON (218) 727-8511 1 E. First St., Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120 W. Second St. Duluth, MN 55802 218-727-8511 HARCOURT BRACE JOVANOVICH PUBLICATIONS (HBJj ROBERT L. EDGELL, Chairman 
RICHARD MOELLER, President 
LARS FLADMARK, Executive Vice President ARLAND HIRMAN, Treasurer THOMAS GRENEY, Group Vice President EZRA PINCUS, Group Vice President JOE BILDERBACH, Vice President JAMES GHERNA, Vice President GEORGE GLENN, Vice President HARRY RAMALEY, Vice President LAWN CARE INDUSTRY (USPS 397250) is published monthly by Harcourt Brace Jovanovich Publications Corporate and Editorial offices: 757 Third Avenue. New York. New York 10017. Advertising offices: 757 Third Avenue. New York, New York 10017, 111 East Wacker Drive, Chicago. Illinois 60601 and 3091 Maple Drive, Atlanta. Georgia 30305. Accounting. Advertising Production and Circulation offices: 1 East First Street. Duluth. Minnesota 55802. Subscription rates: one year, $15 in the United States. $18 per year in Canada. All other coun-tries: $40 per year. Single copies (prepaid only): $2 in the U.S.: elsewhere $4.50; add $3.00 for shipping and handling per order. Second class postage paid at Duluth. Minnesota 55806 and additional mailing offices. Copyright ©1982 by Harcourt Brace Jovanovich. Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or any information storage and retrieval system, without permission in writing from the publisher. Microfilm copies of ar-
ticles are available through University Microfilms. International. 300 N. Zeeb Road. Ann Ar-bor, Michigan 48106. POSTMASTER: Send address changes to LAWN CARE INDUSTRY. P.O. Box 6200. Duluth. Min-nesota 55806-9900. Inquiries serviced for 90 days from date of issue. For those countries outside the U.S., please apply appropriate postage before mailing. READER SERVICE INFORMATION CARD 6-82 1 For more information on products or services mentioned in this issue, circle the corresponding numbers below, fill in appropriate information and mail today. 101 108 115 122 129 136 143 150 157 164 171 178 185 192 199 206 213 220 227 234 102 109 116 123 130 137 144 151 158 165 172 179 186 193 200 207 214 221 228 235 103 110 117 124 131 138 145 152 159 166 173 180 187 194 201 208 215 222 229 236 104 111 118 125 132 139 146 153 160 167 174 181 188 195 202 209 216 223 230 237 105 112 119 126 133 140 147 154 161 168 175 182 189 196 203 210 217 224 231 238 106 113 120 127 134 141 148 155 162 169 176 183 190 197 204 211 218 225 232 239 107 114 121 128 135 142 149 156 163 170 177 184 191 198 205 212 219 226 233 240 PLEASE CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A CONTRACTOR OR SERVICES: ŁLawn care service business involved primarily with fertilization, weed, and insect control Please specify method of application 10 Ł Liquid 11 DOry 12 DBoth 20 Ł Primarily mowing/maintenance service 30 [ Landscape contractor/lawn service company 
40 Ł Nursery or garden center/lawn service company 50 UPest control/lawn service company 60 ^Irrigation contractor/lawn service company B GROUNDS CARE/MAINTENANCE AT ONE OF THE FOLLOWING TYPES OF FACILITIES: 110 DPrivate or public estate 120 130 
140 150 190 ŁSchool, college, university, hospital, or similar facility ŁCondominium housing development or industrial park ŁGovernment grounds parks, around municipal buildings, facilities Ł Cemetery or memorial garden ŁOther (please specify) military C SUPPLIER 210 Ł Chemical dealer or distributor 
220 Ł Equipment dealer or distributor 
230 ŁSeed broker/dealer 
240 ŁSod grower NAME BUSINESS NAME. CITY _STATE_ .TITLE _ ADDRESS. -ZIP. _TELEPHONE_L ) AREA CODE I WISH TO RECEIVE (CONTINUE RECEIVING) LAWN CARE INDUSTRY EACH MONTH Ł YES Ł NO SIGNATURE DATE NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY CARD] FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTRY POST OFFICE BOX 6200 DULUTH, MINNESOTA 55806 LCI STATE OF THE INDUSTRY REPORT MANY ASSEMBLE THEIR OWN EQUIPMENT Most companies order from regional source Adequate product distribution is crucial to the success of most lawn care businesses. A reliable supplier can save a company thousands in unapplied labor and 
overhead costs. An irresponsible supplier, on the other hand, may force the lawn care businessman to 
chase an ever-increasing break-even point. This section of the State of the Industry report concentrates on where and from whom companies buy their supplies. The results indicate the break-down between national and local distributors, and between general and industry-specific suppliers. An interesting sidelight is the number of companies who assemble their own spray rigs and equipment. Two of five make own Almost 50 percent (49.5) of readers polled say they purchased 
spray equipment and spray trucks 
from a regional or local manufac-turer, 38.5 percent, a significant 
factor, assembled their own, and 
two out of ten (19.8 percent) purchased from a national man-ufacturer. Over 60 percent of the re-spondents reported that they pur-
chased pesticides from a national 
chemical distributor, over 20 per-cent said they purchased pes-
ticides from a consumer-oriented dealer, over a quarter of the re-
spondents (25.7 percent) said they purchased from a farm chemical 
distributor, 12.9 percent said they purchased from a consumer-oriented dealer, 12 percent from a national sales office of a man-
ufacturer, and 9.1 percent indi-
cated purchasing from the re-gional sales office of a manufac-turer. National brand fertilizers An overwhelming number of purchasers bought grass seed from a local farm or turf seed dis-tributor, one out of five (21.2 percent) purchased from a consumer-oriented dealer, and 12.7 percent from the national sales office of a seed grower. Nearly six out of ten readers (59 percent) said they purchased a 
national brand fertilizer, 26.6 per-cent reported purchasing a re-gional brand, 16 percent bought a 
private brand, and 13.5 percent prepared their own mix. Of those fertilizer buyers, nearly four of 10 (39.5 percent), said they purchased a fertilizer from a turf 
distributor, 34.6 percent said they purchased directly from a national manufacturer, a goodly 26.3 per-cent said they purchased from a farm distributor, and 13.2 percent reported purchasing fertilizer from a consumer-oriented dealer. A statistic of increasing impor-tance detailed in the chart at right is when lawn care businessmen make purchases, take delivery, and make payments. It is interest-ing to note that while most make 
purchases in March, a good per-centage (7.9), make purchases as needed, perhaps reflecting the 
need to closely monitor a com-pany's break even point before any purchase committments. Also, it appears, most suppliers want their product out fast. For Most Purchases, During Which Month Do You Make Purchase? March -20.6% November - 9.5 June 3.2 February -16.3 May - 8.3 September 2.8 April -15.9 As needed - 7.9 July 1.6 January -13.5 October - 6.7 December -12.7 August - 4.4 For Most Purchases, * Which Month Do You Take Delivery? March -31% December - 6.0 September -2.8 April -27.4 January - 5.6 July 2.0 February -11.9 June - 5.2 October 2.0 As needed - 9.5 August - 4.0 May - 7.5 November - 3.6 For Most Purchases, Which Month Do You Make Payment? May -29.4% July - 5.6 October 2.4 April -27.4 August - 3.6 February 2.4 June -23.4 September - 3.6 December 1.2 March -13.1 November -2.8 January 0.8 > z n > z a 
c cn H CD 00 N3 We've got killing weeds down to a formula. If you're looking for solutions to tough weed problems, Diamond Shamrock offers you three phenoxy formulations from the Turf CareŽ products line that get the job done effectively and more economically than the other leading postemergence herbicide. MCPP-K-4. Excellent early control of those hard-to-kill weeds that 2,4-D herbicides can miss.. .clover, chick-weed and plaintain. MCPP-K-4 is absorbed by weeds and translocated to the root system, so weeds are killed where they live. What's more, MCPP-K-4 is easy on tender grass too. If necessary, you can reseed within two weeks. 
Amine 4D. This selective post-emergence herbicide controls a wide variety of broadleaf weeds on established turf. Amine 4D is especially effective against dande-lions. And it's gentle on most grasses. Amine 4D is low in volatility, so it won't vaporize, even in hot weather. MCPP+2,4-D Amine (1 Plus 1). A new phenoxy formulation of MCPP and 2,4-D that combines excellent killing action with economy and convenience. Designed in a packaged mix, MCPP+2.4-D Amine (1 Plus 1) delivers effective control of hard-to-kill and common broadleaf weeds with better economy than the other leading postemergence herbicide. It s ideal for early season use on established turf because it provides first rate killing action with gentleness to most grasses. And areas around trees can be treated without risk of root injury. Compare Diamond Shamrock phenoxy formulations with other herbicides. You'll find that application for application,you can't beat our formula for beating weeds season after season. Always follow label directions carefully when using turf chemicals. 6b Diamond Shamrock Agricultural Chemicals Division Diamond Shamrock Corporation 1100 Superior Avenue Cleveland, Ohio 44114 SI £S. JO ate--Ł*Ł ŁluH 4. RENOVATION IN PROGRESS DAY 15 1. SPRAY DAY 1 2. SLICE DAY 10 3. SEED DAY 10 5. COMPLETED RENOVATION DAY 30 * "LAWN RENOVATION WITH ROUNDUP HERBICIDE IS ABOUT 30 TO 40% MORE PROFITABLE FOR US THAN CONVENTIONAL METHODS? 'J*: m John Loyet, President Greenscape Lawn & TVee St. Louis, Mo. ate We put Roundups herbicide on our customer's lawn, came back 10 days later to power rake it and then seed it. About 10 days after that, the per-ennial ryegrass we planted came up. We were just amazed at how good it looked. We used to have to plow or disk the lawn we were renovating or use a sod cutter to remove it. With 
Roundup, it only took us 6 mam-
hours to do a job that used to take 24. And the results were just as good. Our customers like Roundup almost as much as we do because the lawn holds up really well under light traffic all during the renova-tion period. For us, it extends the season by about a month and turns a normally slow fall into a profit 
opportunity season. We plan to use Roundup for lawn renovation from here on in." IF YOU WANT TO LEARN MORE ABOUT LAWN RENOVATION WITH ROUNDUP, CALL TOLL FREE 800-621-5800 FOR YOUR FREE LAWN RENOVATION GUIDE. ALWAYS READ AND FOLLOW LABEL DIRECTIONS FOR ROUNDUP Roundup® is a registered trademark of Monsanto Company. © Monsanto Company 1982. RUP-SP2-104 Monsanto LCI STATE OF THE INDUSTRY REPORT INDUSTRY INVESTS MORE THAN $21 MILLION FOR SPRAY TANKS IN 1981 How much equipment do you keep in inventory? The high cost of capitalization has forced many lawn care businesses 
to scrutinize their unapplied labor and inventory costs. This section of the State of the Industry report 
focuses on what for many has become a perplexing business problem, namely, how many pieces of equipment to keep on hand. Responses have been broken down into six separate equipment categories. Ł Spray tanks. More than 84 percent of the sample reported an average of 2.9 spray tanks in inventory. Thus, respondents indicated a total in-ventory of 24,900 spray tanks throughout the readership. Over 
31 percent said that they had one spray tank, 25 percent reported two tanks, 21.2 percent, three 
tanks, 10.4 percent said they had 
four, and 12.3 percent of the sample reported owning five or 
more spray tanks, with spray tanks the single most capital intensive lawn care purchase. MM t Ik % sample average per Projection to purchasing purchaser LCI readership Grass seed 76.9% $ 3395 $26.6 million Day-applied fertilizer 82.1 5645 47.3 million Liquid-applied fertilizer 37.3 10487 39.9 million Pre-emergence herbicides 79.8 3201 26.1 million Post-emergence herbicides 68.3 1806 12.6 million Turf insecticides 75.8 2420 18.7 million Turf fungicides 57.9 1358 8.0 million Soil amendments 28.9 1692 4.9 million Tree insecticides 44.0 1339 6.0 million Tree fungicides 23.0 886 2.1 million Tractors Less than 10 h.p. 9.9 1359 1.4 million 10-20 h.p. 15.1 4663 7.2 million 21-30 h.p. 4.4 8772 3.9 million 31-50 h.p. 4.8 8850 4.3 million Larger h.p. 2.0 1190 2.4 million Spray tanks Less than 500 gallons 24.6 1884 4.7 million 500-1200 gallons 11.9 12431 15.1 million More than 1200 gallons 3.2 4256 1.4 million Walk-behind mowers 41.3 1271 5.4 million Riding mowers 21.9 5034 11.2 million Hedge trimmers 30.6 225 702,300 String trimmers 40.1 412 1.7 million Mechanical tree care eqpt. 7.9 744 600,000 Irrigation equipment 8.7 4643 6.1 million Sprayers, pumps, hoses, nozzles, related eqpt. 56.0 1070 6.1 million Ł Walk-behind mowers. 71 percent of the sample re-ported an average of 6.66 walk-behind mowers in inventory in 1981. Based on readership calcu-lations, there are 48,000 walk-behind mowers in inventory in 1981. Nearly 43 percent of the respondents said they owned be-tween one and four walk-behinds, 31.2 percent put the figure at between five and eight mowers, 19.2 percent said nine to 20, and 6.7 percent reported owning more 
than 20 walk-behinds. Ł Riding mowers. Fifty-two percent of the sample said they have an average of 2.49 riding mowers in inventory, which expands to a total reader-
ship figure of about 13,200 riding mowers. Over 44 percent reported owning just one riding mower, 21.4 percent reported owning two, 14.5 percent said they owned three riding mowers, 14.5 percent owned between four and six mow-
ers, and 5.3 percent said they 
owned more than six riding mow-
ers. Ł Hedge trimmers. Seventy percent of the sanple said they owned an average of 3.1 hedge trimners in 1981, for a 
readership total of 22,000. Over 
22.2 percent reported owning one hedge trimmer, 31.8 percent re-ported owning two hedge trim-mers in 1981, 19.9 percent said they had three, 11.4 percent said four, and 14.7 percent reported an inventory of over four hedge trimmers in 1981. Ł String trimmers. Sixty-six percent of the sample said they had an average of 3.24 string trimmers in inventory, for a total of 21,700 string trinmers. Nearly 33 percent reported own-ing just one string trimmer in 1981, 29.1 percent owned two, 
10.9 percent, three string trim-mers, 12 percent reported owning between five and 10, and 5.0 percent reported owning more than 10 string trimmers in 1981. Ł Tractors. Sixty percent of the sample indicated that they have an aver-
age of 2.45 tractors in inventory. This means that 6100 readers own tractors, for a readership total of 14,900 tractors. Thirty-one percent of the respondents said they owned one tractor in 1981, 25 percent reported owning two 
tractors, 21.2 percent said three, 10.4 percent said four, and 12.3 percent of the sample reported owning more than five tractors in 1981. Further, the State of the Industry survey shows that among equip-ment purchases, the single most frequent expenditure is made for spray tanks between 500 and 1200 gallons. Projections to Lawn Care Industry readership shows that over 15 million was invested in these tanks for chemical lawn care. HAVE ONE THING IN COMMON They now can be controlled by a NEW effective carbamate insecticide TURCAM TCiRCAM Insecticide offers the professional turf and ornamental care specialists a new effective broad 
spectrum insecticide for the control of a wide range of ornamental and turf pests including gypsy moth, Eastern 
tent caterpillar, certain scale insects and weevils, Japanese beetles, sod 
webworms, chinch bugs, mole crickets, 
white grubs and various nuisance pests such as fleas, wasps and fireants. In addition to controlling these and many other pests, TCiRCAM Ł Will not damage your ornamentals Ł Will not get tied up in your turf thatch Ł Is odorless Ł Is suitable for use in Liquid Systems. For further information on TURCAM including full labeling and recommendations for use please contact your local distributor or write to the address below. TURCAM Broad Spectrum Insecticide BFC Chemicals, Inc. 4311 Lancaster Pike Wilmington, DE 19805 H l Hi i r~l IllMMMHl If Circle No. 103 on Reader Inquiry Card LCI STATE OF THE INDUSTRY REPORT CM 00 05 On March 9,1982, these men I i met to talk about your job. Fischer Kenney Rice Stinson White Zwiebel Here's what they said about cancellation rates, undercapitalization, lowballing, and much more. he setting was Lawn Care In-dustry's offices on Third Avenue in New York City. These 12 chemi-cal lawn care businessmen were asked to participate in a round-table discussion focusing on key problems facing their industry. The discussion lasted three hours, during the course of which the 
talk was often spirited, the room 
smoky, and the tempo brisk. Those participating in the talk were: Doug Baker, president, Lei-
sure Lawn, Inc., Dayton Oh.; Paul Bizon, manager, Pro Grass Lawn 
Service, Hubbard, Ore.; Larry Brandt, president, Spray-A-
Lawn, Cincinnati, Oh.; Don Bur-ton, president, Lawn Medic, Inc., Rochester, N.Y.; Marty Erbaugh, president, Lawnmark Associates, Peninsula, Oh.; Jerry Faulring, 
president, Hydro Lawn Corp., Gaithersburg, Md.; Bill Fischer, president, Spring Green Lawn Care Corp., Naperville, 111.; John Kenney, general manager, Turf Doctor, Framingham, Mass.; Des Rice, president, The Weed Man, Ltd., Mississauga, Ont.; Bill Stinson, manager, New Business Development, O.M. Scott & Sons, 
Marysville, Oh.; Rick White, pres-ident, Village Green, Ltd., West Chicago, 111.; and Ronnie Zwiebel, president, Green Care Lawn Ser-vice, Birmingham, Al. The staff of Lawn Care Industry Š Bob Earley, group publisher/ editor, Paul McCloskey, associate 
editor, Jim Brooks, national sales manager, and Ron Kempner, re-gional sales manager Š posed the questions. The discussion went 
something like this: What is the economic forecast for the industry this year? BRANDT: I feel it's going to be an excellent year. My feeling is that if you look for a bad year, it's going to happen, and so far this year, cancellations are down, sales are 
up, and we have not cut back at all on advertising. FISCHER: We are experiencing a 
similar positive response in terms of cancellations this year. I really have no idea why, but one thing we have seen is a down-selling by some accounts instead of cancel-ling. Some are dropping from four applications to two Š the spring and fall applications. BIZON: I feel that the economy is affecting people in general. People are spending more dollars around their homes in order to take care of what they've got, possibly travel-ling less. When we first started in this business we had to educate the people that this was a year-round business. Now that we have be-come established, many are seeing the value of year-round programs. ERBAUGH: I think there had been a 'fix-up' approach toward lawn care on the part of the consumer five or six years ago. There is probably still alot of that remain-ing. KENNEY: I've been doing this since 1969. There was a substan-
tial recession at that time and a few 
ups and downs in the mean time. This market is characterized by 'booms' and what I would call 'boomlets'. The boomlets are all of the time and the booms are when the housing market is in trouble. By trouble I mean either that prices are going rapidly up or rapidly down. But to go from a boomlet to a boom there has to be activity in the 
housing market. People have to be 
concerned about the value of their property. I think that all these housing machinations turn a 
boomlet, which is the normal state 
of affairs for this industry now, into a boom. But we are still a very young industry. STINSON: I remember seeing a survey done on 100 accounts lost 
to a lawn care company. Fifty percent of them moved, 46 percent went to another lawn care service, 
and four percent went back to being do-it-yourselfers. Now, if the economy is such that people are 
stationary, a lawn care company won't lose that half that would 
have moved. FAULRING: I think that's why we 
are seeing cancellations dropping. That's the key to the whole thing. ZWIEBEL: Because many people 
are not able to move into a better 
quality home, they are improving what they have. The two best times we ever had was during the Water-gate recession and right now. Our 
sales are up considerably over what they were last year, and quite frankly, the competition is quite a bit more aggressive this year. But are you trading cus-tomers, or is this real growth? ERBAUGH: I don't know if we here at this table are 100 percent representative. I think there are a lot of companies out there in a start-up mode and a lot who are reaching for that break-even point. They have a little bit different perspective on the market and may 
have more anxiety. I keep asking myself what the real size of this market is and if it is possible that we have radically underestimated its scope. I think of Cleveland, of course, which is a highly competitive market, and I've been waiting for it to slow down for years. But that may not happen for another ten years. BAKER: I agree. I don't think we are anywhere near saturation point. The reason is that we are still growing. I've preached for years that lawn care is the best 
home service value a homeowner 
can have. Our cancellations are down about two-thirds of what we experienced last year. That's the 
only explanation I have for it. It's a tremendous value and we should raise our prices. BAKER: You have to understand how and when your business flows. When you are looking at 50 or 60 percent of your business in the first two months, May first is a good fence post. You can sit back, take a look at everything, and adjust your capacities. At that time you can always get that extra piece of equipment. But as far as advance ordering, the cost of money puts a real squeeze on. ERBAUGH: At the same time all this is happening, I think we are becoming far more sophisticated purchasers. We are well aware of the price of money and are getting a little bit tighter than we were last year. We are still in a very aggres-sive sales mode but perhaps post-poning some of those sales com-mittments until June and July in 
order to wait and see what the square footage actually is. WHITE: That's a good point. I've talked to some equipnent people who are finding a lot of fence-sitters in terms of actually making 
that committment. Some are say-ing: "It depends on how many accounts I get in order for me to decide whether to get that new 
machine." FAULRING: The pessimistic 
economic news is coming from less than 20 percent of the poten-tial employes of this country. And even though there is a ripple effect, 80 percent of our people are employed in either service or high-tech businesses which are flourishing. ZWIEBEL: The other point is that people who are either present or 
potential customers are not the 
people that are going to be affected by the economy anyway. The people that are not employed are the people that wouldn't be cus-tomers even under the best of 
conditions. RICE: We have a town in Canada dominated by White Tractor and Massey-Ferguson. Sixty percent of their employes were laid off and I think we lost only 25 or 30 
customers. I think many don't 
realize that when General Motors lays off 500 or 1,000 people, 75 
percent of those people are still getting paid. It sounds bad, but all they are losing is about five per-cent of their income. Does the public perceive the industry as profes-sional? FAULRING: We are now per-
ceived as professionals and I really think we have ChemLawn to thank for much of that. When I got into 
this business in 1973,1 would go to 
a neighborhood party and some-times sheepishly admit that I had a lawn care company. Now they say, "Oh you mean like ChemLawn?'' That may rile you, but at least they recognize it as a valid service that's 
getting better all the time. We did a survey of our staff last year which asked on a scale of one 
to ten how they felt about discus-
sing their job position and employment with friends, peers, and neighbors. The responses 
were in the eight range. They are 
all proud to be in the industry and if you feel good about it, you are 
going to be good. KENNEY: Why is that when it wasn't true 10 years ago? FAULRING: Because the percep-tion of the industry was the guy with a pick-up truck. If you got out of college and said you worked for a lawn care company, you knew that's what flashed through their minds. ERBAUGH: I agree with you about my own perception of the job we are doing, but sometimes I see a less than professional approach on the part of some of the new entrants into the industry. We sometimes shudder when we have a customer call us and say 
they were former customers of certain companies. We know we have a tougher sales job on our hands and we're not sure we want them. That, coupled with price disparity, may bring a potential for real confusion in the marketplace. So, I agree that the industry is a lot better perceived than it was six or seven years ago, but we are still attracting into the business a good number of people that are not very 
well capitalized. FAULRING: You can't pick an industry where you don't find a bad apple and I think that kind of 
thing is going to be less and less of 
a problem in our industry. Unfor-tunately, it will be because of the 
costs of the capital required to enter the market in the first place. 
You will find fewer and fewer of these thinly financed operations even attempting to get in. WHITE: I can't share quite the 
same level of enthusiasm you have. I think that within the industry a lot of people are proud of their businesses. And yet to our 
customers we are somewhat of a generic service. I don't think real pride will come until there is some real differentiation among lawn 
care services. FISCHER: I see a lot of pride of 
industry among our employes. In the last month or two we have gone through our hiring cycle, and have found that the respondents are of much higher quality than they 
have been in a long time. ERBAUGH: In one sense it is 
economy related. From the point of view of the turf graduate, we've always been the orphan of the golf course industry. Lawn care was an after-thought for him. Our experi-
ence this year is that we had'a 
number of people come down from Ohio State whose first choice was a 
lawn care company. There is an awareness that lawn care is finan-
cially entrepreneurial and poten-tially more lucrative than the golf 
course is. To what degree is low-balling hurting the in-dustry? BAKER: We've got a new entrant that is capitalized in the Cincin-nati market and are looking for 
new ways to penetrate through branch expansion. But they are 
block selling and are at half the price of what anyone else is offer-
ing. You've heard the stories: 35,000 square foot lawns for 35 bucks. RICE: On the other hand, I've gone 
into markets where companies are charging three times what I would 
charge. One buy is charging 55 dollars for a single weed control application Š a single application on a 6,000 square foot lawn. We 
had a hard time cracking the market because people thought we couldn't do it at the price we 
offered. BROOKS: You're saying that they 
have different prices for different 
subdivisions? BAKER: No matter what the size of the lawn is. Every house in that subdivision is 25 dollars an appli-
cation. And every house in another is 40 dollars an application. And then they don't put down any pre-emergent and things like that. ERBAUGH: Many of these people preach the gospel of under-measuring lawns. And they don't 
emphasize the follow-up services. This can be a very easy business to shave on. BAKER: There is no penalty for underformulation. WHITE: Well, I don't see how that is going to help the consumer. I can tell my customer that my nitrogen source is urea and he's not going to know that that is any io page 14 The Roundtable: Lawn care businessmen meet to discuss the state of the industry. better or worse than any other fertilizer. Within the industry we know that our competitor uses this and another uses quality products. Hopefully, there will be a differ-ence in lawn quality, but that might be fairly subtle. I don't think we are dealing with a real sophisticated customer in many instances. A bill of lading identifying the product we put down may just puzzle him. He really doesn't know the difference. CO D < U z £ < J KENNEY: So, the customer is not going to eliminate these people? FAULRING: They will eventually because lawn and service quality will make a difference, but it may 
take a long time. RICE: I find that if a customer gets misrepresented or gets taken by a lawn care company, he's going to go to another one, not just stop f CLEAN ( CROP® PROFESSIONAL TREE AND TURF PRODUCTS THE ONE SUPPLIER FOR ALL YOUR PROFESSIONAL CHEMICAL NEEDS FOUR POWER MCPP Excellent post emergent control for chickweed, clover, pigweed, ragweed and many other broadleaf weeds. Economically priced. FOUR POWER DP (WEEDONE DP)® Best post emergent spurge and oxalis control available. An outstanding herbicide for your hard to control weed problems. Weedone is a Reg. TM of Union Carbide Corp. FOUR POWER PLUS Four Powe' Plus is the most effective, efficient and economical 2,4-D, Banvel® combination broadleaf herbicide available. Registered with E.P.A., one application controls a wide spec-trum of broadleaf weeds. Banvel is a Reg. TM of Velsicol Chemical Corp. Read and follow all label instructions. FAST IN SEASON SERVICE BEST IN SEASON PRICES I CALL YOUR CLEAN CROP j REPRESENTATIVE TODAY ŁŁ Clean Crop ! Special Products Group J Home Office - Greeley Colorado (303) 356-4400 Ł Dwight Mellecker ŁŁ Balcom Special Products Ł Colorado S Greeley, Colorado | (303) 352-4750 Ł Cary Hall 
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I i i 
i i 
i Ł i i i i "Ł i i i i service altogether. And usually they will pay more because they have the perception that more is better. Do you consider the thatch problem unsolv-able? FAULRING: We are all very con-cerned about it, but don't have all the answers. When you start get-ting into these old neighborhoods that have been under professional care about seven years, they've still got a thatch problem by the hundreds of acres. You have to get everyone to cooperate with the job. I think what's going to happen is that it will be a little bit like the energy crisis. We didn't conserve when we had a problem. No one will recognize the problem until it is at an extent at which lawns are just falling over and we can defi-nitely attribute it to thatch. KENNEY: We are believers in 
fescue which contributes to thatch 
very rapidly. So too do the colonial 
and creeping bentgrasses. And it's really a fearsome thing because an adequate thatch removal job seems to need it when the damage is so severe that you are not going to be 
able to recoup your losses. I really don't know what the answer is to the thatch problem. It may come about through some kind of gene-
tic engineering. ZWIEBEL: Again, I'm going to fall back on my main point. If we as an industry will admit to the fact that thatch is inevitable, we are going to have to emphasize proper maintenance prevention such as deep watering and educated mowing. BRANDT: You are still prolonging the inevitable. There are still too many companies out there who are afraid to tell them they need dethatching. ZWIEBEL: Unless we take the bull 
by the horns in terms of educating the consumer, we are not going to eliminate thatch and we are not What Year Did You Establish Your Business? 7.2% 26.0 State of the Industry survey indicates the average business was started in 1969. going to eliminate uneducated consumers. KENNEY: I think it's another moving target. If my average cus-tomer doesn't dethatch every year he can't overcome his thatch problems with a dethatcher, he's going to have to use a sod cutter. FAULRING: If you've got a cus-tomer whose lawn is looking good 
and you go in and say that he's got a thatch problem to attend to immediately and that you're going to have to charge him 400 dollars to do it, he's going to laugh at you. It's like taking medicine when you're not sick. KENNEY: I agree with you com-
pletely. You know who is the hardest guy to convince to de-
thatch his lawn? Anyone who has ever done it before. That guy is about as educated as he is going to get without sitting him down in a 
room like this for a few hours. And 
I don't believe education is the answer. I believe that if it doesn't 
come from genetic engineering, it won't come at all. FAULRING: I think that there is a real plus side to this whole issue. There is a very small percentage of lawns out there that are seeded 
with improved varieties. What is going to happen is that all those lawns seeded with unimproved forms that you saw prior to the mid-sixties are going to lay down and die one day. Those people are going to seek professional help and you are going to sell them your improved varieties. And that's 
going to be a better lawn to take care of anyway. BIZON: Maybe what you are say-
ing is that instead of promoting the dethatching, possibly renovating would be a better alternative. FAULRING: Yes. Providing you kill all the existing lawn and start over. Even if you could get a 
customer to dethatch, I don't think you could get him to do it prop-erly. The only way to properly dethatch a lawn is to practically 
destroy it. And nobody wants to go that far. WHITE: I think publicizing the 
thatch problem is going to happen in the Chicago area in the next couple of years. Here thatch shows up as a fusarium problem, a very controversial topic. (o page 17 PUMPING SYSTEMS' LAWN SPRAY RIGS MEET EVERY LAWN CARE OPERATOR'S NEEDS: ....Long-life fiberglass tanks Š 55 to 1200 gal. (single or multi-compartments) ....Flow rates from 1 to 100 GPM ....High-volume jet agitation ....Top-quality components and workmanship (low maintenance) ....Completely self-contained rig design provides easy mounting and easy access to equipmentŠ at curbside or tailgate ....Custom design w/many options CALL TOLL FREEŠ 800-638-1769 SPRAY RIGS for the LAWN CARE PROFESSIONAL pictured: MODEL LS-500M (Ask about our finance plans) UMPING SYSTEMS INC. Columbia, Md. (301-596-3700) Circle No. 102 on Reader Inquiry Card Circle No. 111 on Reader Inquiry Card LCI STATE OF THE INDUSTRY REPORT 15 AVERAGE AD EXPENDITURE: $5,365 IN 1981 Boom time for advertising There has been some debate over the value of advertising in the lawn care industry. Some question 
its effectiveness in light of the 
uniformity of ad messages throughout the industry. But re-
sults of the State of the Industry survey indicate that over 86 per-
cent of the respondents used some form of advertising in 1981. By far the most popular form of advertising in 1981 was Yellow Pages placements, with 71.1 per-cent of the respondents indicating use. Over 67 percent of readers said they offered some form of rebate, referral, or recommenda-tion rewards in their promotion campaigns, and 40.9 percent said they employed a direct mail pro-gram. booster ads which tabulated no significant response, but which were mentioned by respondents. Readers said that they spent an average of $5,365 on total adver-Over two-thirds offer a form of rebate The least used form of advertis-ing among readers was billboard ads, followed by giveaways, truck and on-site signs, trade shows, 
seminars, magazines, and athletic tising expenditures during 1981. 
The greatest segment, 32.9 per-cent, spent between $1 and $999 last year, 26.7 percent spent be-tween $1,000 and $2,499, 15.3 percent spent between $2,500 and $4,999, 10.6 percent spent be-tween $5,000 and $9,999, 6.4 per-cent spent between $10,000 and 
$19,999, 4.7 percent spent be-tween $20,000 and $34,899, 2.9 percent spent between $35,000 and $50,000, and only 0.5 percent spent more than $50,000. The average percent of gross receipts spent on advertising was 3.99 percent. Over 35 percent of the respondents spent one percent of gross receipts on advertising last year, 16.1 percent spent two percent, 4.1 percent spent three percent, 8.8 percent spent 10 per-cent, and less than 0.5 percent spent between 15 and 20 percent of gross receipts on advertising last 
year. The results are based on a survey sent to 2,000 readers of Lawn Care Industry. > z n > z a c C/3 H CO oc to LABOR from page 1 owners how many people worked for them full-time, all year around, and full-time, peak season. The response indicated that the average number of year-round, full-time employes was 4.3 per-sons. Broken out in terms of numbers of employes and percent-age of respondents, the results were: 27.0 percent employed one person full tine year round, 23.5 percent employed two, 30.5 per-cent employed three to five per-
sons, 13.5 percent employed be-
tween six to 10, 3.5 percent en-ployed between 11 and 20, and 
only two percent employed be-tween 20 and 49. Double during peaks The survey showed that an aver-age of 8.6 persons, or exactly double the number of employes worked for conpanies full time during the peak season. Broken out in terms of number of employes 
and percentage of respondents, the results were: 30.8 percent em-ployed between one and three 
people full time during the peak season, 27.5 percent employed 
four to six employes, 18.2 employed seven to 10, 8.4 percent 
employed 11 and 15, 6.3 percent 
employed 16 to 20, 5.5 percent employed between 20 and 30, 1.6 percent employed between 30 and 
50, and 1.2 percent employed 
more than 50 persons, full time 
during the peak seasons. $22,700 per employe Thus, LCI readers employ about 44,000 full-time year-round, and 
about 88,000 employes full-time peak-season. An interesting statistic that is open to some 
question but is backed by these 
statistics is this Š counting full-time, year-round employes as a 
factor of one, and full-time, peak-
season employes as a factor of 
one-half, the average company grosses about $22,700 per employe annually. (Based on our reader-
ship estimate of a gross of $1.5 billion annually). When asked what kind of train-ing programs are offered to employes, 76.4 percent said they 
offered on-the-job training. Advances in Turfgrass Pathology published by HARCOURT BRACE JOVANOVICH PUBLICATIONS in cooperation with Dr. B. G. Joyner, Dr. P. O. Larsen and Chemlawn Corporation | ADVANCES IN TURFGRASS PATHOLOGY Efe= $27.95* (hardcover) $18-95* (paperback) This extensive volume contains chapters on: Ł turfgrass diseases Ł cool v.s. warm season pythium blight and other related pythium problems Ł snow molds of turfgrasses Ł fairy rings Ł leaf spot of Kentucky Bluegrass in Minnesota Ł initial and filed fungicide screening Ł turfgrass disease resistance 
Ł PLUS MUCH MORE! ADVANCES IN TURFGRASS PATHOLOGY is a compilation of more than 23 reports and discussions by the nation s leading turfgrass pathologists. Explore the diseases that attack turfgrass. Find out how to conquer the battle of turfgrass diseases. KEEP CURRENT WITH NEW IDEAS ON HOW TO HANDLE TURFGRASS PROBLEMS WITH ADVANCES IN TURFGRASS PATHOLOGY. COPIES LIMITED Š DON'T DELAY! Return this coupon to: Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 YES! Please send me copy(ies) of ADVANCES IN TURFGRASS PATHOLOGY. Name. Address. City Phone. -State. -Zip-$27.95* hardcover $18.95* paperback Quantity rates available on request. A check or money order for. Js enclosed. 'Please add $3.00 per order plus $1.00 per additional copy for postage and handling. Please charge to my Visa, Master Card, or American Express (circle one) Account Number Expiration Date. Please allow 6-8 weeks for delivery. LCI 62 To improve your lawn care business, justadd water. You've got a grow-ing business, we've got a growing business. Why not combine them? Installing under-ground automatic sprinkler systems is easy and profitable. And with quality controllers, heads and valves from Rain Bird, rainmakers to the world since 1933, your customer is assured the best system available. His lawn stays healthier and so do you. For more information on this money-making opportunity, contact your nearest Rain Bird distributor Or write to us at the address below We'll show you how easy it is to make more green while you make more green. Pjvn&BIPD* Bringing new ideas to life. 7045 N. Grand Avenue, Glendora, CA 91740 Ł Rain Bird « a registered trademark of Ram Bird Sprinkler Mfg Corp Glendora California c 1978 Rain Bird Sprinkler Mfg Corp Bookstore 010, 015-ADVANCES IN TURFQRASS PATHOLOGY by Dr. B.G. Joyner & Dr. P. Larsen Leading U.S. turf pathologists report on turfgrass diseases, pythium blight, snow molds, fairy rings, leaf spot of Kentucky Bluegrass in Minnesota, initial and filed fungicide screening, turfgrass disease resistance, etc Contains new ideas on how to combat turfgrass problems. 27.95 hardcover, $18.05 paperback 630-TURFGRASS: SCIENCE A CULTURE by James Bearc4 Comprehensive basic text and reference source used in many ieadina university turf programs. Includes findings of 
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GREENHOUSE GROWER $12.40 500 - HORTICULTURAL SCIENCE $18.80 780 - PARK AND RECREATION MAINTENANCE MANAGEMENT $16.00 550 Ł PLANT PROPAGATION $21.00 400 - WESTERN HOME LANDSCAPING $6.75 Mail this coupon to: Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 I I | Name I I Address. City .State, -Zip. Signature Phone Number, .Date. Please send me the following books. I have enclosed a check* for the total amount. Please charge to my Visa, Master Card or American Express (circle one) Account Number Expiration Date ORDER NUMBER QUANTITY PRICE TOTAL PRICE I ŁPlease add $3.00 per order plus $1.00 per additional copy for postage and handling. (postage & handling) Please allow 6-8 weeks for delivery Prices subject to change. Quantity rates available on request Total Enclosed . LCI 62 LCI STATE OF THE INDUSTRY REPORT 4You're dealing with a monster' The extension specialists are now saying that there has to be some kind of cultivation done in 
the yard to eliminate the thatch problem before it becomes a fusarium problem. Before their attitude was just to prescribe a 
chemical product to take care of it. Culturally, that has got to be our number one cause of turnover. It has hurt lawn care in the Chicago area because of lack of credibility. We have not been able to take care of it and as a result, people have been going from one 
company to another. I think now we are going to receive a greater 
emphasis on dethatching because STATE OF THE INDUSTRY from page i good aerators are just not avail-
able. STINSON: Agronomically, what you are dealing with is a monster. I don't think you can ignore it, it's going to continue to grow and will become a time bomb. Another problem presents itself when you inform the consumer about the problem. Because the timing factor is such that you can't afford to have an eight week cycle and expect to dethatch your accounts in that 
length of time. You may have to deal with an outside contractor who may be limited in the number that he can Businesses serviced seven million in '81 charge per 1,000 square feet of $4.27. It is interesting to note that the total number of accounts serviced in both chemical lawn care and mowing/maintenance is 7.1 mil-lion. This figure represents ap-
proximately 8.5 percent of the 81.4 million residential structures in the U.S. based on U.S. Bureau of Census housing statistics. Average up 34 percent While this is not a precise market penetration rate, it does indicate to some extent the degree of the market as yet untapped by 
this industry. Average chenical lawn care an-nual servicing among readers in 1981 was $130.04, and for mowing/maintenance accounts during the same period, $1,483. When asked how lawn care businesses expect their 1982 re-ceipts to compare with 1981 re-ceipts, 78 percent of the re-spondents indicated that their re-
ceipts would increase an average of 33.6 percent, 14.2 percent said receipts would stay the same, and 7.7 percent reported that receipts would decline an average of 37.9 percent with regard to 1981 re-ceipts. Over 78 percent of the re-spondents said that they showed a profit in 1981 before taxes, 21.5 percent said they broke even or 
showed a loss. The average pre-tax profit among respondents was 
22.5 percent. Scientific Guide To Pest Control Operations PEST CONTROL OPERATIONS by Dr. L.C. Truman Dr. G.W. Bennett and Dr. W.L. Butts Domestic: $29.50* (hardcover) Foreign: $34.50* (hardcover) The SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS is designed to provide a sound basis for studying the scientific aspects of pest control and promote technical competence. It places emphasis on urban and industrial pest problems. This volume also covers the laws and regulations concerning the pest control industry. The SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS is written for owners, su-pervisors, servicemen, salesmen, students, persons preparing for state certification under the EPA/state programs for commercial pesticide applicators, and people interested in structural pest control. The SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS - a must for anyone involved in the field of pest control! Return this coupon to. Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 Domestic: $29.50* (hardcover) Foreign: $34.50* (hardcover) YES! Please send me_ OPERATIONS. 
A check or money order for_ _copy(ies) of the SCIENTIFIC GUIDE TO PEST CONTROL _is enclosed. Please charge to my Visa. Master Card, or American Express (circle one) Account Number Expiration Date 'Please add $3.00 per order plus $1.00 per additional copy for postage and handling. Quantity rates available upon AddressŠ treat in any given year even with your referrals. The problem is going to get worse and worse. The two biggest things are are facing are all hinged upon thatch. ERBAUGH: I understand the ag-ronomics at the point. But when your business is growing 30 to 50 percent a year, or when you are at the point where you made the committment to be in the lawn care business, you are striving for 
the break-even point. The average lawn care company doesn't put a 
lot of time into the problem be-cause they are too busy getting 
customers at this point. BRANDT: I think that it is a time bomb and that eventually the customers are going to blame the lawn care industry. topagel9 U.S. Consumption Of Fertilizers And Pesticides For Turf And Grounds Managment By Product 1981 Product % Of $ Million total Fertilizers $310 43% Herbicides 120 21 Insecticides 80 14 Fungicidces 46 8 Soil Conditioners 28 5 Other 1 1 Total $585 100%-a a-Does not add due to rounding. n > £ Z n > z a c C/3 pa City Signature--State-_Date_ -Zip-Phone-Pleast allow 6-8 weeks for delivery. LCI 62 J i OCTOBER ^ pJ | fiLASTS! WARREN'S T-7 MULTI-PURPOSE SPREADER is designed and engineered for professionals the world over ... light-weight, durable and simple to operate! Use it for spreading seeds, pesticides and fertilizers up to 20 feet wide. Check these features against any other broadcast 
spreader available today and you will see for yourself that the T-7 is built to last and last. Ł Hi-impact Polyethylene base and canister... virtually unbreakable. Ł Interior exposed parts made of stainless steel. Ł Enclosed, protected gear case and main drive shaft. 
Ł Eye-level fingertip flow control knob. Ł Safety lid to prevent fumes and dust from rising into operator's face. Ł Side deflector prevents kick-back of material onto hands or clothing. Dealerships A variable TtfannetU TURF NURSERY, INC. P.O. Box 459, Suisun City, California 94585 (707) 422-5100 PRODUCTS Walk behind mower has 30% fewer parts A sturdy deck, multiple bearing crankshaft and rugged ball bearing >, wheels are features of the Com-mercial 20 rotary mower from Jacobsen Division of Textron Inc, now available for use in the lawn m care industry. Constant engine lubrication aids operating cost and possible downtime. The mower's two cycle engine has 30 percent fewer mov-ing parts than standard four cycle units and permits close trimming and tight control on slopes. Circle No. 160 on Reader Inquiry Card Surface pesticide for professionals only BFC Chemicals, Inc. has an-nounced the introduction of Tur-cam insecticide to its line of turf and ornamental products. Turcam provides control for a broad spec-trum of ornamental and turf sur-face and sub-surface pests, in-cluding gypsy moth caterpillar, chinch bugs, sod webworm, white grubs, mole crickets, and fire ants, 
to name a few. Turcam is an advanced carba-mate insecticide which can only be sold to and used by professional 
applicators. Turcam offers the lawn care businessman these ben-
efits: Ł Works well on surface pests. Ł Does not tie-up in thatch. Ł Odorless. Ł Will not damage ornamentals on turf. Circle No. 161 on Reader Inquiry Card Pump series offered with wide range A new line of diaphragm pumps has been introduced by Hypro Division Lear Siegler, Inc. Ten different diaphragm pump models are offered with outputs ranging from five to 62 gallons per minute and pressures ranging from 250 to 850 PSI. Various shaft options are offered for each pump to fit the 
operators choice of drive: 1%-inch splined shaft, single ended or double-ended through shaft, belt and pulley or engine adapter. Each pump is equipped with built-in pulsation adapter, glyce-rin filled dampened pressure gauge and hose fittings. Three 
multi-directional control valve as-
semblies are also offered, matched to low, medium and high pressure pump models. The pumps have sealed oilbath crankcase with stainless steel parts 
that never contact the pumped fluid. Oil also supplies a balancing pressure on the diaphragm for long life operation. Parts that con-
tact the pumped fluid are epoxy-coated; valves are stainless steel. Circle No. 162 on Reader Inquiry Card Measuring wheels offer digital counter/reset Three land measuring wheels from the Gandy Company measure di-rectly in feet and meters. Use to 
compute acreages, chemical and 
fencing needs, in-town property lots, trenching and cable lengths, cross country distances, road sur-£ facing requirements, and "scene of accident" measurements. A free brochure describes wheels' features including quick reset digital counters, detachable sectional handles, and neoprene rim on metric and smaller cir-cumference foot model. Circle No. 163 on Reader Inquiry Card New turf machine driven by LP gas A new turf and grounds mainte-nance machine, the Hustler 275 LPG, powered by liquefied pet-roleum gas, is being introduced by 
Excel Industries, Inc., Hesston, Kansas. Powered by a 21.5 horse-
power Kohler engine built espe-cially for operating on LPG, the Hustler 275 had the advantage of reduced maintenance, more usa-
ble power and less downtime. Less maintenance is required because there are fewer compo-nents in the fuel system. A filter-fuellock removes foreign matter from the liquid fuel flow. When the engine stops, the oil pressure is reduced, and fuel flow shuts off automatically, an important safety feature. The Hustler 275 has dual-hydrostatic drive and twin-lever steering to provide the operator with independent control of each drive wheel. The drive wheel allows one-hand control of speed, forward, reverse, turning and braking. Standard features include a power take off attachment drive system, two-point "quick-hitch" attachment tool bar, variable speed 
control, electric start, parking 
brake and hydraulic attachment lift. Circle No. 164 on Reader Inquiry Card New truck mounted skid sprayer for '82 A new 'D' series high pressure truck-mounted skid sprayer from Friend Manufacturing Corpora-tion features a 40 GPM Š 700 PSI four diaphram pump direct con-nected to a 30 horsepower Wis-
consin VH4D engine. Fiberglass tanks with full length stainless steel paddle agitation are standard in 400, 500, and 600 
gallon sizes. Built to industrial lawn care standards, the new sprayer design merges new 
technology with field-proven features resulting in more per-formance and durability per dol-lar. Circle No. 165 on Reader Inquiry Card Positive mixing with new tree spray unit Tree spray unit from Torco Equipment Company is available with either a centrifugally cast fiberglass tank or a 304 stainless steel tank. Both tanks feature 
mechanical agitation for positive 
mixing, and the tank is mounted directly to truck chassis for a lower center of gravity and better stabil-ity. Powered by a 35 GPM, three cylinder pump, the TreeSpray unit operates at up to 600 PSI allowing 
spray heights of as much as 80 feet. 
The spray pump is powered by an 
auxiliary engine thus offering be-
tter fuel economy and longer truck engine life. The auxiliary engine is fueled from the truck's main tank 
to minimize fuel contamination 
and refueling inconvenience. The unit offers an electric rewind hose reel with a capacity of 350 feet of % inch hose. Circle No. 166 on Reader Inquiry Card High roller mower for heavy maintenance Rugged power mower from Kee Manufacturing Co., Inc. with the standard five horsepower or the optional five horsepower I/C Briggs and Stratton engine makes this power mower a performer in commercial use. Dual front wheels 
with steel rims and ball bearings 
and heavy-duty rear wheels with pneumatic tires give maneuvera-bility and balance. Cutting width is 22 inches and the cutting height adjusts from one to three inches. Other standard features include a welded tubular t-r steel frame construction, grease fittings at all wear points, an aluminum alloy deck and one-inch diameter steel blade shaft with precision ball bearings. Other features include: self-propelled heavy-duty gear reduc-tion drive and convenient handle grip control; a unique, large ca-
pacity, easy to dump bag with no zippers to fail; eight inch dual swivel front wheels with steel rims and ball bearings adjustable for height control. Circle No. 167 on Reader Inquiry Card Irrigation system with test root The "TGA" Irrometer from the Irrometer Company provides au-tomatic control of irrigation sys-tems in parks, golf courses, green belts, medians and industrial landscape areas for the profes-sional lawn care businessman. Unaffected by soil type, salinity in the water, or soil and soluble salts from fertilizers, the "TGA" Ir-
rometer operates as a "dummy root", registering how hard the 
root system of the turf or plant has 
to work to extract moisture from 
the soil. A gauge at the top of the instrument accurately and directly registers the soil moisture condi-tions. A patented, solid-state magnetic switch in a sealed housing, is 
externally mounted on the gauge and automatically closes when a predetermined level of soil mois-ture is reached. When this occurs a 
signal is sent to the irrigation 
controller, or valves, to begin irrigation when the controller 
permits. LCI STATE OF THE INDUSTRY REPORT 'Too golf course oriented' ZWIEBEL: I can't believe that. I don't believe it's a question of having to educate the customer. STINSON: Do you think it is a service you could sell? BAKER: We sell core aeration and it extends the life of the lawn and the life of your accounts. But if we were to dethatch all our customers' lawns we'd be three years doing it. Are manufacturers serv-ing your needs well? BAKER: The equipment man-ufacturers are too golf course oriented. WHITE: There is not an appropri-ate commercial aerifier on the market right now. Ryan and Hahn have some home sized aerifiers, but the spoons are seven inches apart and you're not getting 
enough holes. On the other hand, 
the green's aerifiers leave so many plugs on the lawn and are so small that it is not really acceptable. There needs to be a piece of 
equipment somewhere in be-tween. BAKER: Packaging, for one thing. 
Everybody is packaging five gal-lon drums at 50 trucks-full. That's a hell of an inventory. This indus-try is beginning to make its own equipment. KENNEY: With the help of a manufacturer, we built our own aerators and they do quite a good job. I bet everyone in this room has at least one piece of equipment that is particularly their own that nobody else has. RICE: But we have to create a market before we can begin to be catered to by the manufacturers. We get our hose reels from a guy that makes fire trucks. We found a tank builder that supplies the fruit 
growers and now they are making 
them for us. I think probably 
everyone in this room is doing that sort of thing. Everyone has their own idiosyncracies that have to be worked out for themselves. There's not one among us that can go into a show room and say I want that, that, and that. You have to borrow from other industries. We make our own spray equip-ment because it's not available. Finally we will get to a stage where we will have a market that's worth catering to. FAULRING: I don't think anyone has taken the time to define what their needs are, including the 
manufacturers. The fault probably rests with both sides. ERBAUGH: There are so many suppliers on the market today. If I wanted a 33-0-0 analysis I would 
get prices that might vary $200 on that product. Now, how do I evaluate that? Through use and through personal experience. Anyone that reads a product qual-ity chart in a magazine gets lost once you deal with vendors who are giving you wide variations on 
that product. Everyone wants to improve the agronomic quality of their prod-uct, but our suppliers sometimes have a difficult time under-standing the economics of the industry. RICE: I think you'll find that the suppliers are used to running into someone and selling them the product line they have. We're to page 22 Company-owned chain Partnership 2.4% 4.8% Which Of The Following Defines Your Company's Operation? > z n > z a c M CO 00 ro M S^ff k' 1 «>*<> t.lHI re -f^W; BAYLETON. For those who insist on a first class lawn. KS4 m Unique two-way action both cures and prevents most fungus diseasesŠgives the lawn care professional a valuable weapon to battle costly and unsightly fungus diseases. Knocks out more dis-eases: BAYLETON fungicide offers the broadest spectrum of disease control of any leading turf fungicide. This includes control of tough diseases like dollar spot, brown patch, Fusarium blight, red thread, striped smut, certain rusts and pink and gray snowmold. Cost-efficient: Residual activity of BAYLETON is as much as 14 days longer than other fun-gicides, so fewer applications are required. Chemical costs can be significantly reduced. Talk to your turf chemicals supplier today for more informa-tion. When you do, chances are you'll become a "BAYLETON BELIEVER." Don't trust your turf to anything less. Mobay Chemical Corporation Agricultural Chemicals Division Specialty Products Group Box 4913, Kansas City, MO 64120 BAYLETON is a registered TM of the Parent Company of Farbenfabriken Bayer Gmbh, Leverkusen 82104 SPG LEHR ON LABOR LAW MARKETING IDEA FILE Public seminars are a good retailing tool "Its a cheap date," said Ray Gustin, president of Gustin Gardens, Inc., in Gaithersburg, Md., of a seminar program that his company offers to interested lay persons and prospective landscape maintenance customers. "We use it generally as a retailing tool." Gustin addressed his remarks to assembled landscape maintenance contractors at last year's Associated Landscape Contractor's of America maintenance seminar in Cherry Hill, N.J., in a general discussion on marketing landscape maintenance. For a fee of $60.00, Gustin Gardens' horticulturists hold these four week "low-key public seminars on landscape maintenance" in order to educate the public and attract wayward, but interested potential clients. The seminars are held at night, between seven and nine, and advertised in the local newspapers for a nominal charge. Gustin Guidelines for imposing BELO plan compensation We have frequently discussed in this column and at PLCAA seminars the BELO plan as an ap-proach for compensating a lawn care employe whose primary re-sponsibility is to spray lawns. For a BELO plan to be valid, the duties of the lawn care employe must necessitate irregular hours of 
work; there must be an individual contract with the employe to 
compensate him according to a BELO plan; the contract must specify a regular rate of pay for hours up to 40 and one and 
one-half times that rate for hours over 40; and, the contract must provide a weekly pay guarantee for With 27 field-proven formulas we may have more solutions than you have problems. Because the job you do demands success, the job we do demands our best. In the turf care industry, product integrity and quality performance are vital to the success of your operation. That's why The Andersons now offers one of the most extensive lines of turf care fertilizer products in the industry. With 27 quality Tee Time formulations avail-able, you have the product flexibility you need to meet 
the toughest turf challenges. You get it green and keep it 
green. Our on-the-job testing Dursban® TVademark of Dow Chemical Co. has proven it. Our 17 years in the lawn fertilizer business confirms it. And our reputa-tion depends on it. Introducing Pel-TechŽ: The little benefin pellets that solve big turf problems. For liquid spray applications, 
The Andersons now offers Pel-Tech, the state-of-the-art 
in pelletized benefin for effective pre-emergence crabgrass control. Pel-Tech is economical and easy to apply, and is backed with the same high-quality assurance as all The Andersons' turf 
care products. Just like you, The Andersons knows how important it is 
to stay ahead of the problems. As the professionals partner, we're proud of our record of applied turf care research and technical product inno-vation. Keeping you ahead of your problems is our way of keeping us ahead of the competition. Call us toll-free or write for the name of your nearest Tee Time distributor. He'll tell you more about how The Andersons' turf care products can help your operation stay out of the weeds. the professional's partner lheXCC<S» Andersons Lawn Fertilizer Division P.O. Box 119 Maumee, Ohio 43537 Ohio: 800-472-3220 Outside Ohio: 800-537-3370 not more than 60 hours. In the case of Donovan v. Brown Equipment and Service Tools, Inc., the United States Court of Appeals reviewed an employer's BELO plan, declared the plan invalid, and ordered the employer to compensate employes for past 
overtime wages. The employer had used the BELO plan to com-pensate its servicemen who re-sponded to customer calls to per-form their services. When not engaged at a cus-tomer's site, the employes worked at the employer's shop where they maintained equip-ment, trained other employes, and provided support for employes in the field. Consistent deviation Prior to declaring the employer's BELO plan invalid, the court emphasized that "an employer who invokes the BELO 
exception has the burden of 
showing affirmatively that each of the essential conditions to the exception if met/' The BELO plan was invalid because the em-ploye's hours of work were not 
irregular. This same factor, lack of irregu-lar hours, is the requirement which is likely to invalidate many lawn care employers' BELO plans. For hours to be considered ir-regular within the meaning of the 
Fair Labor Standards Act, accord-ing to the court, they must fluc-tuate below 40 hours per week as well as above. Those fluctuations must result from the job require-
ments, and not from vacations, 
holidays, sickness, personal leave, 
etc. If, on the other hand, the hours are irregular but exceed 40 hours on a regular basis, such as 46 hours 
one week and 53 hours the next, then that does not meet the BELO exemption to the Fair Labor Standards Act. The hours were irregular, but they were irregular overtime hours only, which does not qualify for the BELO exemp-tion. The hours must be irregular 
below 40 in addition to irregular overtime hours. Wage stability The theory behind the BELO concept is to secure employes who have varying and unpredicta-ble hours against "short" paychecks when they work a few 
hours in certain weeks. A BELO plan's guaranteed wage provides an employe with stability and the opportunity to plan financially. Because some employers have used a BELO plan as a means of avoiding compensating employ-es for overtime, BELO plans are viewed by courts and the Depart-ment of Labor critically, and any lawn care employer who compen-sates his employes according to a BELO program should be sure that the hours fluctuate above and below 40 and that the other BELO elements exist. Š Richard Lehr Banvel 4-S Herbicide gets a powerful new tank-mix label. o you'll get all the extras, Banvel® 4-S Herbicide has a new label that gives you greater application flexibility. You can now tank-mix Banvel 4-S to add more weeds to your controlled list. And to get all the extras you want in a tough, dependable herbicide. Extra options for tank-mixing. You can now use Banvel 4-S Herbicide in a variety of combinations. Tank-mix it with 2, 4-D. Or MCPA. MCPP. Even bromoxynil. More than ever, Banvel 4-S fits your tank-mix preferences. Extra control in a weed and feed program. With its new label, Banvel 4-S can be applied using either sprayable liquid fertilizer or water as the carrier. Extra broadleaf weed control. The new Banvel 4-S label puts you in control of more weeds, including many of your worst problem broadleaves. Extra application flexibility. You're no longer limited to one application per year with Banvel 4-S Herbicide. Used at low rates, Banvel 4-S can be applied in retreatment programs up to two pints per acre during a growing season. Check all the extras you get with Banvel 4-S Herbicide's powerful new label. See your lawn or turf chemical supplier today for more information. Extra sales opportunities. You can now apply Banvel 4-S on non-cropland, brush areas, fencerows and roadways, as well as turf and lawns. Ł Banvel Herbicide is a registered trademark of Velsicol Chemical Corporation. Before using any pesticide, please read the label. Velsicol Chemical Corporation World Headquarters 341 East Ohio St., Chicago, IL 60611 mm. VELSICOL CHEMICAL CORPORATION LCI STATE OF THE INDUSTRY REPORT C/3 D 5 z < u 2 £ < More than $1 million 0.5% $500.000-$1 million 1.0% $250,000-500.000 7.4% Dollar Volume Percentages At A Glance ROUNDTABLE from page 19 The industry is going to change' finding that we are getting a little more cooperation from them now. They are willing to say, well, what do you need? What will the future of the industry bring? KENNEY: This industry is very much like a wading bird. In Florida you can see these huge birds with seven foot wing spans. They just stand there and pound their feet in the water and wait for P- What's green and keeps customers happy all summer long? A. A fORMOlENE Lawn 30-0-2 Low-Burn Liquid Fertilizer Proven Your Safest Source of Nitrogen and Potash. Formolene is a concentrated N&K product with a high proportion of Methylol Ureas to avoid burning. Slow 8- to 12-week release through the growing season promotes a green lawn that will keep customers happy with you as a lawn care professional. Tested at leading Turfgrass Research Institutions, it's proven the safest concentrated source of liquid N&K for low gallonage hot weather application. Want Water-Insoluble Nitrogen? Ask for Technical Information Sheet V, which describes a simple tank mix method for converting 25% of Formolene fertilizer's N into W.I.N. (Patent applied for.) Call or Visit These Authorized Dealers and Keep Those Lawns Happy: AGRICHEMICALS INC. Bishop, GA (404) 769-6475 ALPINE PLANT FOODS LTD New Hamburg, Ontario NOB2GO Canada (519) 662-2352 DOUGLASS FERTILIZER AND CHEMICAL COMPANY Sanford, FL 32771 (305) 629-0172 Lake Placid, FL 33852 (305) 322-0443 ELDON STUTSMAN, INC. Hills. IA 52235 (319) 679-2281 ELWOOD AVIATION INC. 
El wood, IL 60421 (815) 423-5808 FLO-LIZER INC Kingston, OH 45644 (614) 642-3001 LARRY FRICKER COMPANY INC. Tustin, CA 96280 (714) 544-2608 GREAT PLAINS ASSOCIATES LTD. Niles, Ml 49120 (616) 683-7463 GROWER S AG SERVICE Kearney, NE 68847 (308) 234-2124 HOWE INC. Shakopee, MN 55379 (612) 445-6570 MOYER AND SON INCORPORATED Souderton, PA 18964 
(215) 723-6001 NICE N GREEN PLANT FOODS INC. 
Lisle. IL 60532 (312) 963-3328 OLD FOX CHEMICAL COMPANY Enfield, CT 06082 (203) 749-8339 PRESTON AGRICULTURAL SERVICE Sodus. NY 14551 (315) 483-9748 SAALE BROTHERS FARM & GRAIN CO. West Alton. MO 63386 (314) 899-0933 THE OLD MILL GRAIN & FEED CO. Harrisonville, MO 64701 (816) 331-1121 TURF SPECIALISTS CORP. Holbrook, L.I. New York 11741 (516) 981-1118 
TURFTEK Chesapeake, VA 23320 (804) 547-7111 VOGEL SEED AND FERTILIZER Jackson,Wl 53037 (414) 677-2273 WESTERN FARM SERVICE INC. Alpaugh, CA 93201 (209) 949-8476 WOLFKILL FEED & FERTILIZER CO. Monroe. WA 98272 (206) 794-7065 HAWKEYE VCHEMICAL COMPANY Clinton, Iowa 52732 Ł (319) 243-5800 Circle No. 107 on Reader Inquiry Card little crustaceans to come out of the mud. They've got this great wing out in mid-air which all the little critters in the mud think is a great place to go hide. So all they do is move their feet and the critters go there and the bird just grabs them because he knows just where they are going to be. This whole industry has to criticize themselves from time to time about reacting to what it is that ChemLawn is going to charge this year. "What are they going to charge?", "Am I going to be 
competitive?" We really ought to price our service so that we're going to make some money. We really ought to have an identity of each individual company that distinguishes us from each other. I think this industry is going to change. I think the prices are going to start to vary a great deal. I think 
as we start to look different and we start to sell the features and the benefit we provide, then the prices will start to move. And then it will become a very profitable business 
to be in. FISCHER: I think we are going to 
see the capital intensity of this 
business change the industry 
somewhat in the coming years. I'm not quite sure how, but perhaps the 1,200 gallon sprayer is a thing of the past. The people with dry 
fertilizer may not be so far off the mark. There are some operations, 
including ourselves, who have been experimenting with blending 
some of their dry along with their liquid applications. I see a major change in equipment in the next ten years. BURTON: I don't see much of a future for franchising in this in-
dustry. The federal regulations are just too encumbering for the 
amount of capital it takes to get a 
foothold. Also, it's tough to screen out the personnel. Many fran-
chisees become very independent and challenge the authority of the company. Even the agreements. As far as government regulation is concerned, I think the industry has become more risk sensitive. The Professional Lawn Care As-sociation of America should be-
cone more representative so that more watch dog organizations can be formed to find out what is going on in the various states. That's the 
overriding issue, more than 
capitalization, more than high interest rates. ERBAUGH: It seems to me that the effects of increased capital costs and the effects of increasing costs of acquiring a new customer will inevitably force some consolida-tion in this industry. I don't say this pessimistically. Those factors 
are just combining and forcing some people to wonder whether or 
not they want to remain in the 
business. Circle the Reader Service numbers of those items of interest to you. Inquiries serviced for 90 days from date of issue. For those countries outside the U.S., please apply appropriate postage before mailing. READER SERVICE INFORMATION CARD 6-82 2 For more information on products or services mentioned in this issue, circle the corresponding numbers below, fill in appropriate information and mail today. 101 108 115 122 129 136 143 150 157 164 171 178 185 192 199 206 213 220 227 234 102 109 116 123 130 137 144 151 158 165 172 179 186 193 200 207 214 221 228 235 103 110 117 124 131 138 145 152 159 166 173 180 187 194 201 208 215 222 229 236 104 111 118 125 132 139 146 153 160 167 174 181 188 195 202 209 216 223 230 237 105 112 119 126 133 140 147 154 161 168 175 182 189 196 203 210 217 224 231 238 106 113 120 127 134 141 148 155 162 169 176 183 190 197 204 211 218 225 232 239 107 114 121 128 135 142 149 156 163 170 177 184 191 198 205 212 219 226 233 240 PLEASE CHECK BELOW YOUR PRIMARY BUSINESS AT THIS I LOCATION: A. CONTRACTOR OR SERVICES: ŁLawn care service business involved primarily with fertilization, weed, and insect control. Please specify method of application: 10 Ł Liquid 11 DDry 12 DBoth 20 Ł Primarily mowing/maintenance service 30 Ł Landscape contractor/lawn service company 40 DNursery or garden center/lawn service company 50 L JPest control/lawn service company 60 Ł Irrigation contractor/lawn service company B GROUNDS CARE/MAINTENANCE AT ONE OF THE FOLLOWING TYPES OF FACILITIES: 110 DPrivate or public estate NAME BUSINESS NAME_ CITY 120 130 140 150 190 ŁSchool, college, university, hospital, or similar facility ŁCondominium housing development or industrial park ŁGovernment grounds; parks, around municipal buildings, military facilities Ł Cemetery or memorial garden 
ŁOther (please specify) C. SUPPLIER 210 Ł Chemical dealer or distributor 220 Ł Equipment dealer or distributor 230 nSeed broker/dealer 240 DSod grower _TITLE . .ADDRESS. _STATE_ _ZIP_ _TELEPHONE_L ) AREA CODE I WISH TO RECEIVE (CONTINUE RECEIVING) LAWN CARE INDUSTRY EACH MONTH Ł YES Ł NO SIGNATURE DATE NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY CARD FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTRY POST OFFICE BOX 6200 DULUTH, MINNESOTA 55806 LCI STATE OF THE INDUSTRY REPORT i j CLINE REPORT from page 1 Lawn care chemical usage grows 24 percent annually turf and grounds management category will grow at a rate of 10 percent annually to 1986 as measured in current dollars, use by lawn care companies will rise at 24 percent annually through the same period, according to the report. Cost effectiveness In the opinion of the researchers, this growth results from the fact 
that lawn care firms can more cost effectively treat lawns. Addition-ally, the property owner no longer must set aside time for do-it-
yourself treatments, avoids han-dling toxicants, and does not have 
to educate himself with regard to lawn care technology. U.S. Consumption Of Fertilizers And Pesticides For Turf And Grounds Management By End Use 1981 End use SMillion % Of Residential and total Commercial lawns $185 32% Golf courses 175 30 Residential and commercial landscapes 110 19 Educational facilities 55 9 Parks 27 5 Industrial facilities 14 2 Cemeteries 5 1 
Other-a 14 2 Total $585 100% a-lncludes airports, tennis courts, and others. Three major categories were detailed in the report. Pesticides, comprised of herbicides, insec-
ticides, fungicides, rodenticides, and other products were the lead-ing category, with sales in 1981 estimated at $664 million. Insecticides, ranking as the sec-ond leading type of pesticide, were sold chiefly to structural pest 
control operators, but also to lawn 
care companies, landscapers, 
mosquito-control groups, and horticultural companies. Fun-
gicides, aquatic pesticides, roden-ticides, growth regulators, and nematicides comprise the balance of pesticide consumption, ac-cording to the survey. One-third market Fertilizers, which account for over one-third of the total market, rank next in dollar sales after pesticides, according to the Kline report. They serve nearly all end-use segments, but are most im-portant for lawn care companies, golf courses, and landscaping ser-vices. According to Kline & Co., this business holds important oppor-tunities for alert suppliers. For 
example, government pressures will threaten use of various pes-ticides including organo-phosphates, and replacements must be developed. Other opportunities center around (1) improved products, including more effective growth regulators, (2) packaging designed for reduced handling, measuring 
and spillage, and (3) high growth end-use segments. Company Vehicle 3.7% Uniforms/laundry 8.9% What Benefits Are Offered To Your Lawn Care Employees? One of the reasons to use QSL Sulfate of Potash Sulfate of Potash contains 18% Sulfur in the sulfate form, which is the form preferred by lawns and gardens. Sulfate of Potash gives better disease resistance to Fusarium Patch, Ophiobolus Patch, Dollar Spot Fungus and Powdery Mildew, it is also effective in suppressing Poa Annua. Use of Sulfate of Potash also results in better rooting, drought resistance, heat and cold tolerance and better wear resistance. And, its excellent potassium/sulfur ratio increases grass response to nitrogen, phosphate and other nutrients. The safest and most effective potash money can buy! Avoid lawn bum. Sulfate of Potash is nearly chloride free and has a salt index of 0.85 vs 1.94 for muriate of potash. Other sources of sulfur, such as ammonium sulfate, have salt indexes higher than 3.25. There is far less chance of burning lawns and gardens if it is mistakenly over 
applied, spread unevenly or unexpected weather 
conditions favor damage. Build your business and add to your profits by keeping your customers satisfied. Use GSL Sulfate of Potash in any of several grades for solutions, granulated, blended or suspension products. Call or write for complete agronomic information. Great Salt Lake Minerals & Chemicals Corp. P.O. Box 1190 Ł Ogden, Utah 84402 Ł (800) 453-4515 Western Office: P.O. Box 14761, Spokane, WA 99214 Ł (509) 928-2747 Northeast Office: 880 Rosedale Ave., Marion, OH 43302 Ł (614) 382-5304 Southeast Office: P.O. Box 1102, Smyrna, GA 30081 Ł (404) 977-2322 Midwest Office: 308 Hemlock Hutchinson, KA 67501 Ł (316)663-6372 A subsidiary of Gulf Resources & Chemicgl Corporation Ł Houston > z n > c Pesticide Applicator's survey Trade associations serving the lawn care, tree care, and structural pest control industries have joined with other associations and pesticide regulatory agencies to collect information in the 
National Urban Pesticide Applicators (NUPA) survey. This pioneering survey, the results of which will be used to enforce a more scientific approach to the administration of pesticide laws, is under the direction of the Research Triangle Institute, a professional research firm located in North Carolina. Industry firms (not just association members) randomly selected to participate in the survey, 
have by now received their survey form. Because the information gathered by the survey will be beneficial in protecting valuable pes-ticide resources, please participate by com-pleting the form and returning it as soon as possible. The institute has emphasized that responses will be kept strictly confidential. If 
you need more information on the survey and its 
background, please call Dick Waddell, Research Triangle Institute, (800) 334-8517. The June issue of Harper's magazine carries an article under the banner "Capitalism Ob-served" and headed "Lawn Order Š Call in the high-tech horticulturists, or it's all over for your 
grass." The article was written by Timothy Bannon, a self-styled "lawn free" lawyer from Connecticut, who has described some of the history of the industry and what a typical customer might look forward to be contracting a lawn care service. Although the article is written tongue-in-cheek, for the most part it 
makes interesting reading. Also, it is gratifying to see the lawn care industry publicized in this reputable 'idea' magazine. CLASSIFIED RATES: 50' per word (minimum charge, $20). Bold face words or words in all capital letters charged at 75* per word. Boxed or display ads charged at $50 per column inch (one inch minimum). Agency 
commissions will be given only when camera-ready 
art is provided by agency. For ads using blind box number, add $5 to total cost of ad. Send ad copy with payment to Dawn Anderson, LAWN CARE INDUSTRY, 1 East First Street, Duluth, MN 55802. BOX NUMBER REPLIES: Mail box number replies to: LAWN CARE INDUSTRY, Classified Ad De-partment, 120 W. 2nd St., Duluth, MN 55802. Please include box number in address. HELP WANTED TREE SPECIALIST Š Individual with detailed tree/shrub background and some lawn experience needed for growing company in Mid-Atlantic states. 
You will perform sales duties and help refine our tree care program. Good pay/benefits; year round employment. Come grow with us. Send resume in confidence to LCI Box 71. 7/82 WANTED Š Aggressive, Mature individual as Branch Manager for Southern California Firm. 
Minimum five years experience in chemical lawn care or pest control. Preferably with large aggres-sive national company. Extensive knowledge in evaluation and comparison of operation per-centages. Call (213) 921-1001. 6/82 GENERAL MANAGER Š For rapidly expanding 
Eastern United States lawn and tree care company. 
We are long established, well financed, multi-office organization with plenty of opportunity and rewards commensurate with experience and performance. You must have it all: managerial/people skills, sales 
ability, in-depth technical expertise. Horticulture or related degree preferred, but not required. This is the opportunity you have been looking for. Send resume to LCI Box 75. 7/82 Use our classified blind box 
service 
for confidential results! MISCELLANEOUS KELWAY* SOIL ACIDITY TESTER, used by PROFESSIONALS nationwide. Direct reading, lightweight, portable, fully serviceable, no power 
source, Model HB-2 reads moisture too. Available 
through distributors. For brochure contact Kel Instruments Co., Inc., Dept. T, P.O. Box 1869, Clifton, N.J. 07015, 201 -471 -3954. TF For Sale Š Irrigation Equipment 1977 VP-12 Ditchwitch vibratory plow, 1976 Wacer Dirt Tamper, pipe fittings and various other pipe tools and supplies. Montgomery Ward Hydroseeding & Lawn Care, P.O. Box 9695, Kansas City, MO 64134 816-765-2577 TF 1961 Used Spray Units For Sale Š 1250 gallon tanks. John Bean F.M.C. 20-20 pumps. Steel beds. 16 HP Kohler engine. Ford F600 s. Call 502-241-7341. TF FOR SALE For Sale Š Used spray trucks. 21979 GMC 6,000 in good condition, PTO operated hypro centrifugal pumps up to 170 PSI, 16 ft. wood beds with 4 ft. reinforced sides (will carry dry & liquid). One with 1,200 gallon steel tank and 2 manual hose reels. One with 500 and 300 gallon plastic tanks and 1 manual hose reel. Your choice, $9,750 each. Questions, call 219-769-8313. TF LANDSCAPE ARCHITECTS Š LANDSCAPE & SITE DEVELOPMENT CONTRACTORS "GUIDE FOR EVALUATING LANDSCAPE CONSTRUC-TION COSTS" 1982 issue now ready Š send for 
your copy at once and have a profitable year. Send 
check $12.95 ($10.95 plus $2.00 postage/hand.) payable to: Louis DeVirgilio, Loualco Corp., 17 
Berwick Place, Norwood, Ma. 02062. 6/82 SPRAYERS Š FACTORY DIRECT, professional gardeners, turf applicators, proven dependability, unconditionally guaranteed. Black River Sprayers, Dept. 1-B, P.O. Box 11, Long Beach, N.C. 28461. 6/82 Used Spray Units for Sale 1,250-gallon stainless steel tanks, Mechanical agitation. FMC 20 gallon/minute pump. Hanney 
electric reel. Ford F600 and Chevy C60's Š 76 s, '77s, '78 s and 79 s. Call 502-241-7341. TF Heckendorn Industrial Riding Mowers. 88 inch good condition, cuts 5 acres per hour $4000.00. 62 inch 
good condition newer model $4000.00. 50 inch 
good condition $1500.00 or $8500.00 for all three. 617-862-0126. 6/82 Jacobson Overseeder, 1 year old, worked 50 hours, $2,400.00. 216-357-8400. 6/82 Ft. Lauderdale lawn spray business. Est. 1948 gross $135,000 yearly. FourŠtwo ton spray trucks, two way radios. Principals only reply. Price 
$130,000. Tom Barrows, 517 Coconut Isle, Laud, Fl. 305-764-7830 after 6:00 P.M. 7/82 Then let us know. This publication will be mailed only to your current business address. Please indicate changes and return this coupon to us along with the mailing label attached to the magazine cover to avoid duplication. Thank you. Send to: LAWN CARE INDUSTRY HARCOURT BRACE JOVANOVICH PUBLICATIONS Subscription Dept. 1 East First Street, Duluth, MN 55802 Signature PLEASE PRINT Name Business Name Business Address City Phone State -Zip-Date BUSINESS OPPORTUNITY Established Lawn Maintenance Business in Pinel-las County on Ftoridas Gulf Coast. Commercial accounts only, mowing and trimming, no spraying. Nets over $80,000, asking $220,000 complete. Genuine reason for sale. Write LCI Box 70. 6/82 ADVERTISERS Reader Inquiry No. Page No. 101 Andersons (Regional) 20 102 Balcom Special Products 14 103 BFC Chemicals, Inc 11 
104 Diamond Shamrock 7 105 Dow Chemical U.S.A 2-3 106 Great Salt Lake Minerals & Chemicals Corp 25 107 Hawkeye Chemical Co 22 
108 Jacobsen, Div. of Textron 28 
109 Mobay Chemical Corp 19 110 Monsanto Co 8-9 
111 Pumping Systems 14 
112 Rain Bird Sales Inc 15 113 Tuco Agri Chemicals 27 114 Velsicol Chemical Corp. 21 115 Warren's Turf Nursery, Inc 17 NEW PRODUCTS 160 Walk behind mower 30% fewer parts 18 161 Surface pesticide for professionals only 18 162 Pump series offered with wide pressure 18 163 Measuring wheels offer digital counter/reset 18 164 New turf machine driven by LP gas 18 165 New truck mounted Skid sprayer for 82 18 166 Positive mixing with new tree spray unit 18 167 High roller mover for heavy maintenance 18 168 Irrigation system with test root 18 This index is furnished for the reader s convenience However, the publisher can not guarantee its accuracy due to circumstances beyond our control. PROW* KILLS GRUBS AND SURFACE FEDHS FUST! There's no need to wait over a month for a grub control to work. Economical Proxol 80SP insecticide readily penetrates thatch to work fast for an effective broad spectrum kill, including grubs and surface feeding sod webworms,armyworms,and culworms. You apply Proxol with the liquid applica-tion equipment you already have. So there's no need to haul spreaders and bulky pack-ages on your rig, put up with package break-age and waste, or carry them in inventory. Proxol's convenient 2-and 5-lb. packages make measurement easy. Eliminates waste. You can even mix Proxol with other non-alkaline chemicals. And you can rest easy with Proxol. Custom-er's children and pets are not exposed to a granular residue left on the turf. Proxol is 
easy on the environment, too. No unpleasant odor to offend customers. No long-term re-sidual buildup in the soil. Proxol kills grubs and surface feeders. Fast! Over 150 U.S. distributors and 8 regional TUCO Distribution Centers assure convenient product availability. These same sources al-so have Acti-dione; a TUCO broad spectrum fungicide, long used by golf course super-intendents, to stop turf disease problems be-fore they start. For more information, call toll-free: Outside Michigan-800-253-8600 Inside Michigan (collect)-616-385-6613 TUCO Division of The Upjohn Company Kalamazoo, Michigan 49001 7! Circle No. 108 on Reader Inquiry Card It's been proven time and again, day after day, acre after acre. You just 
can't buy better cutting gang mowers For a very convincing demonstration, call your Jacobsen Distributor. TEXTRON BWHm