LCOs, contractors join fight against Lyme disease BY JAMES E. GUYETTE Managing Editor Professional turf man-agers can help in the fight against Lyme disease, a potentially crip-pling and fatal ailment that is spread by a certain type of tick. The relatively new dis-ease was first identified in 1976 at Lyme, Conn. It is primarily found on the East Coast, but health authori-ties see signs that it could eventually be spread na-
tionwide. Turf managers can aid the battle by mowing va-
cant lots and adopting spraying programs that ter-minate the ticks. "Most of the lawn care chemicals are labeled for 
ticks," reports Lee Hellman, Ph.D., turf pest management specialist at the University of Mary-land. "The folks who are into mowing operations Šas well as chemical opera-tionsŠwill find an oppor-
tunity here," according to See LYME Page 17 Ł Ł Deer tick: A magnified view of a Ixodes dammini family. It likes grassy, wooded areas. Up close and personal: The deer tick looks like this under a microscope. WWN GIRE NDUSTRY Serving commercial mowing and chemical lawn care professionals iifliii PUBLICATION ALCA study helps firms analyze costs ALCA OPERATING COST STUDY Industry Averages Years in business: 14 Total Overhead: 1988 Number of clients: 280 49% 55% ^r-^. , Profit before taxes: J9?9 J988 CEO s salary: $47,750 5.04% 2.45% Environmental Care acquires Oyler Bros. VOLUME 13 NUMBER 3 SPECIAL REPORTŠA recent nationwide study commis-sioned by the Associated Landscape Contractors of America reveals that cash flow is the most critical factor in the success of a landscape management company. The 1988 ALCA Operating Cost Study examines financial information provided by 326 contractors. The study was 
done by Ross-Payne & Associ-ates, Inc. of Barrington, 111. The study analyzes finan-cial data separately for each of 
the three primary industry 
trades: exterior landscape con-struction, landscape manage-ment and interior plantscape. Information which is pre-sented includes typical com-i I pany profiles and comparisons 
of balance sheets, income statements and financial ratios. Landscape management contractors are defined as those providing "the neces-sary horticultural expertise in order to maintain all or any 
part of their clients' exterior environment." The bulk of the services provided by these firms is landscape mainte-
nance, with most firms also providing chemical applica-
tions. The section devoted to the landscape management con-tractor reports that cash flow is the most.critical factor, "for unlike an installation con-See STUDY Page 8 to ss. CALABASAS, CALIF. Environmental Care, Inc., the 
nation's largest landscape maintenance firm, has ex-panded east by acquiring Or-lando, Fla.-based Olyer Bros. Co. Based on sales, it marks the largest acquisition in the land-scape maintenance industry. Purchase price was un-disclosed. Primed seeds: Jacklin Seed's Linda Drury takes a seed count during germination tests to monitor the progress of primed seed vs. untreated control seed Oyler Bros, ranked fifth on LAWN CARE INDUSTRY'S 1988 Million Dollar Mowers List with $4.7 million in mowing/ management revenue in 1987. Environmental Care was first with $30 million. Oyler, which was prin-cipally owned by President Tom Oyler, has offices in Or-lando, Jacksonville, Miami and Tampa. The company will now be called Oyler Bros. Co./ Environmental Care, Inc. The acquistion does not in-clude Oyler's landscape instal-lation business, Oyler Con-See BUYS Page 33 MARCH 1989 LCOs raising prices BY ELLIOT MARAS Editor NATIONAL REPORTŠFacing less competitive pressure to keep prices down than in pre-vious years, LCOs are raising 
prices anywhere from 5 to 15 percent this year. But many feel they will barely be able to 
recover increases in operating costs. ChemLawn Services Corp., the industry's traditional price setter, plans "signifi-
cant" price increases in most 
of its markets, according to 
competitors. Company of-ficials will not divulge specific figures. "We've clearly said that one of the things that needed to be 
done was to raise some of the 
prices," says Bruce Bentcover, treasurer of Ecolab, Inc., See PRICES Page 24 NEW TECHNOLOGY TODAY'S TURF Priming spurs sprouting More tools available for minimizing insect damage; comprehensive program works best. 12 HERBICIDES 2,4-D alternatives require extra education. 33 CLASSIFIED See what's for sale; miscellaneous items. 37 BY JAMES E. GUYETTE Managing Editor Turf managers can gain a longer grass-planting season through a pro-cess called seed priming. Currently being developed by the Jacklin Seed Co., seed priming differs from pre-ger-mination in that the sprout does not puncture the seed's shell, so it doesn't have to be kept wet. Called osmoconditioning the process promotes ger-NFVT MONTH mination, yet the sprout is 
"stopped right in its tracks" before it becomes exposed. "In priming nothing has broken the seed coat at all," 
explains Jacklin's Judy Brede, research associate. With standard pre-ger-mination, "If anything has broken the seed coat it must be planted in water with a hydro-See SEEDS Page 20 LATE NEWS Federal judge supports N.Y. regs NEW YORKŠA federal judge has ruled in support 
of New York State's right to require warning signs and other printed material of for-hire pesticide applicators. The ruling was in response to a suit by the New York State Pesticide Users Coalition. The coalition claimed that the New York Department of Environmental Conservation's 
pesticide regulations call for pesticide labeling in excess of that required by federal law, and hence violate federal law. Judge Neal McCurn ruled that the DEC'S notification requirements are a "complimentary 
adjunct" to federal law; that purpose being to 
prevent unreasonable injury to man and his environment. "We're not finished with the federal case yet," says Elizabeth Seme, spokesperson for the New See RULE Page 5 The art of application for maximum germination. POUNDS OF SEED PER 1000 S SEED TYPE BRAND KENTUCKY BLUEGRASS ASPEN RUGBY PARADE BENTGRASS PENNEAGLE PENNCROS FESCUE RYEGRASS PERENNIAL MIXTURE SCALDIS HA The Ryan® Mataway® Overseeder is simply better. Better results begin with the basics, like seed calibration. An easy-to-read chart on the Mataway Overseeder tells you the exact set-ting for pounds of seed needed per 1,000 sq. ft. Just look it up, load it up, select setting, and you're ready to go. Two-inch spacing between rows gives you a dense pattern for one-pass application. Gandy® pre-
cision metering and an easily re-moved disc-type seed delivery system places the seed directly into the slits for uniform seed/soil contact allowing maximum germination. The result is a lusher, thicker lawn. The Ryan Mataway Overseeder gives you the flexibility to power 
rake, overseed, or to do both at the same time. Call today or contact your nearest Ryan dealer for more information and a free test drive demonstration. Call toll free 1-800-228-4444 for all the details. RYAN BUILT TO LAST 6463 Cushman, OMC-Lincoln, P.O. Box 82409, Lincoln, NE 68501 © Outboard Marine Corporation, 1987. All rights reserved. UPFRONT Regs make it tougher for New York LCOs If New York's Department of Environmental Con-servation had its way, no one would be applying pesticides 
on a for-hire basis. That's the impression you get in reading the regulations the industry has been fighting. The only people who would be applying pesticides 
would be homeowners, who 
the DEC doesn't deem in need of regulation. Very dedi-cated to public safety, those New York regulators. The hysteria that has characterized environmental issues in New York is under-standable when you consider things like Love Canal and Three Mile Island. This month we report that a federal judge in New York has ruled that the state has the right to impose notifica-
tion requirements on 
commercial pesticide ap-
plicators. Some state suits are pending, and the industry is considering appealing the federal ruling. The green industry in New York has spent a consider-
able amount of time and money confronting the DEC 
in both the public and judi-cial arenas. For this it is to be commended. And the unification of the different sectors within the 
green industry holds promise for higher levels of profes-
sionalism. I'm referring to things like employee training programs, public education campaigns, and career aware-ness programs aimed at high school and college students. But the industry also needs to set a limit on ac-tivities aimed at overturning 
the regs. The confrontational posture that is now going on its third year holds limited value for the industry, and lots for the regulators. That much has been obvious to anyone who has attended the informational sessions the DEC has been holding. DEC officials light up like Christmas trees when they 
see how mad they can make green industry employers. During a recent session in Syracuse, an LCO asked Marilyn DuBois of the pesticide bureau why owners of buildings are to be exempt from the notification require-
ments if they do the applications themselves. Her 
cynical answer: "Ask the Legislature." The regs are excessive. LCOs must have custom-ers sign contracts stating 
application dates, a list of substance brand names and active ingredients, all warn-ings that appear on the 
labels, and more. They must give 48-hour advance notice of the initial 
application and 24-hour notice with more product in-
formation for every individual application. For commercial and multi-family 
buildings, 72-hour notice to the owner is required. Signs of specific sizes with specific wording must be posted at specific space inter-vals. And more. The industry has done what it can to reason with 
the regulators for the time 
being. Spring is almost here, and it's time to strengthen the 
focus on marketing, training and customer service. ELLIOT MARAS EDITOR Speaking of marketing, it's likely that the regulations will open up some new oppor-
tunities. Chemical application spe-cialists in states with more lenient regs have gained busi-ness by marketing their services to landscapers and mowing/management con-tractors, who previously did 
the applications themselves. New York LCOs have other matters to think about 
as well. Speaking to audiences in Rochester and Syracuse re-cently, I was shocked to learn 
that very few have formal 
employee training and eval-
uation programs. And in an industry where customer service is so impor-
tant! I was no less dismayed to learn that virtually none had heard of the Job Training Partnership Act, the federal program that helps employers find, screen and train people. 
Employers in other industries have found this useful in 
light of today's labor short-age. The regs in New York are making it harder to do busi-ness, but they can't put anyone out of business. In-sufficient labor, unfocused marketing and poor customer service can. Stay on target. Give grubs an inch and they ll take a whole yard. Grubs feed at many levels in a yard, but its at 1" to 1 Vi" below the surface where they do their real damage. And because grubs are constantly moving from one level in the soil to the next, a single treatment of most insecticides will only get the ones closest to the surface. Oftanol is a Reg. TM of Bayer AG, Germany. ©1989 Mobay Corp. 62901 But with OFTANOL® insecticide, you have the strength to knock out those grubs closest to the surface now, and the staying power to deal with grubs, rising up from the depths, in the future. So take away that inch. And keep the whole yard. Mobay Corporation A Bayer USA MC COMPANY Oftanol. Bayer Specialty Products Group Box 4913, Kansas City, MO 64120 L4WN GIRE INDUSTRY ELLIOT MARAS Editor JAMES E. GUYETTE Managing Editor ROBERT EARLEY Group Vice President KIM SESSER Production Manager CAROL LANDSTROM Production Supervisor BRYAN VOLLMAN Graphic Design JOAN SCHUMACHER Circulation Supervisor GAIL PARENTEAU Reader Service Manager THEODORE C. MATHEWS Promotion Director JOHN PRESSELLO Graphics Manager MARKETING/SALES Midwest Office: JON MIDUCKI (216) 243-8100 ext 422 FAX (216) 826-2832 National Sales Manager 7500 Old Oak Blvd. Cleveland, OH 44130 MARSHA DOVER GLORIA COSBY (216) 243-8100 FAX (216) 826-2832 Regional Sales Managers 7500 Old Oak Blvd. Cleveland, OH 44130 Southern Office: DICK GORE (404) 233-1817 FAX (404) 261-7022 455 E. Paces, Ferry Rd., Suite 324 Atlanta, GA 30305 Western Office: BOB MIEROW (206) 783-0549 FAX (206) 784-5545 1515 N.W. 51 Street Seattle, WA 98107 Classified DAWN NILSEN (218) 723-9349 1 E. First St., Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120W. Second St Duluth. MN 55802 218-723-9192 EDGELL COMMUNICATIONS INC PUBLICATIONS ROBERT L. EDGELL, Chairman RICHARD MOELLER, President LARS FLADMARK, Executive V. Pres ARLAND HIRMAN, Vice Pres./Treasurer THOMAS QRENEY, Senior V. Pres. EZRA PINCUS, Senior Vice President JOE BILDERBACH, Vice President JAMES GHERNA, Vice President GEORGE GLENN, Vice President HARRY RAMALEY, Vice President LCI ADVISORY BOARD MARTY ERBAUGH RON KUJAWA Erbaugh Corp. KEI Enterprises Peninsula. OH Cudahy. Wl A. J. POWELL JACK ROBERTSON U. of Kentucky Robertson Lawn Care Lexington, KY Springfield. IL LAWN CARE INDUSTRY (ISSN 0160-6042) is published monthly by Edgell Communica-tions, Inc. Corporate and Editorial offices: 7500 Old Oak Boulevard. Cleveland, Ohio 44130. Advertising Offices: 7500 Old Oak Boulevard. Cleveland. Ohio 44130. 111 East Wacker Drive, Chicago. Illinois 60601 and 3091 Maple Drive. Atlanta. Georgia 30305. Accounting, Advertising Production and Cir-culation offices: 1 East First Street, Duluth, Minnesota 55802. Subscription rates: $25 per year in the United States; $50 per year in Canada All other countries: $100 per year. Single copies (pre-paid only): $2.50 in the U.S.; $5.00 in Canada; elsewhere $10.00; add $3.00 for shipping and handling per order. Office of publication: Edgell Communica-tions, Inc., 1 East First Street. Duluth, Min-nesota 55802. Second class postage paid at Duluth, Minnesota 55806. Copyright © 1989 by Edgell Communications. Inc. All rights re-served. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical includ-ing photocopy, recording, or any information storage and retrieval system, without per-mission in writing from the publisher. POSTMASTER: Send address changes to LAWN CARE INDUSTRY, P.O. Box 6200, Duluth. Minnesota 55806 \m> VBPA Cornell University's new turfgrass recommendations have been delayed due to some uncertainties about the impact of New York's controversial pesticide regulations. Confusion over the regs has also caused some frustrated LCOs to close 
shop for the time being. If Japanese beetles are bugging you, a beetle trap may not be the answer, according to Assoc. Prof. Daniel A. Potter, Ph.D., of the University of Kentucky. The traps smell like 
dinner and "a virgin female beetle on the make," says Potter. "You're offering them promises of food or sex, and if you're a Japanese beetle that's all you're interested in." Potter's studies show that yards with beetle traps attract more beetles and suffer more damage than yards without beetle traps. Potter's conclusion on beetle traps: "Give one to your 
neighbor with the barking schnauzer." LCOs are being invited to attend the mid-year meeting of the Chemical Specialties 
Manufacturers Association. Set 
for April 23-26 at the Chicago 
Marriott, the event will feature "a comprehensive report on current lawn care.. .regulatory 
and legal issues." Non-members are being urged to visit to check out the benefits 
of joining the CSMA. Use care when sending turf samples to he analyzed by a university, says Penn State's Pat Sanders, who spoke at the 
Maryland Turf grass Show. "Send 
in active diseases. Do not send in 
dead grass," she says. "Do not put it in plasticŠI get gunk." Be current: "People send in samples in November with a note that says, This happened in July.'" LCI Thumphgetsrid of the tough Constant callbacks and your profitsŠ simply by re- at controlling problem turf retreatments can drive even placing whatever insecti- pests, including white grubs the best lawn care business cide you've been using with and mole crickets, right into the ground. Triumph! Forexample,inlOyearsof But you can reduce your Because no other insecti- university testing,Triumph callbacks Šand increase cide is proven more effective has been shown to deliver © 1989 C1BA-GEIGY Corporation .Turf and Ornamental Products. Box 18300. Greensboro, NC 27419. Always read and follow label directions. For retail INNOVATIONS Spot treating possible with herbicide in spray can BY JAMES E. GUYETTE Managing Editor Weeds that escape a broadcast chemical 
application program can still be controlled if turf managers carry an aerosol spray can containing a se-lective herbicide. The Triamine Jet-Spray Spot Weed Killer, made by the Riverdale Chemical Co. in 
Glenwood, 111., is just entering the market. The company says the product can be used by turf managers in the field, it can be 
left with homeowners to cut down on callbacks, or it can be used by LCOs as a marketing 
tool. "We see this as something entirely new for the profes-sional lawn care person," re-ports Marvin R. Moore, Riverdale's national sales 
manager. The 23-ounce can contains the three-way herbicide Tri-amine, plus an inert foam for marking treated areas. "It's 
for use on both cool and warm season grasses," he points out. "We're going to supply a holster with this product," Moore continues, noting that a technician mowing a lawn can quickly dispatch individ-ual weeds without having to interrupt his or her work rhythm. The "jet spray" and foam marker aspect of the product can come in handy for hard-
to-reach places or areas where 
broadcast spraying is not ap-
propriate, Moore believes. "You can spray very close to vegetables or ornamentals without any danger." LCOs can utilize the aero-sol when recruiting potential 
clients. "It is an excellent sell-ing tool: When they make a call on a new customer they will use this to demonstrate," Moore explains. While making his or her pitch, the sales person can 
point to a weed in the lawn. "They spray it and say, 'Look at this 24 or 48 hours from now.'" Potential clients will want to sign right up after they view 
the deceased weed, Moore maintains. 5t turf pests, including these. 90 percent control of white grubs within just 2-3 days of application. And, unlike other insecti-cides,Triumph consistendy provides lasting control for a full 8-10 weeks. So one your clients, late summer or early Ml Just that application is all you need they'll more for effective turf protection, often be the Which doesn't mean you green, nego-worft still collect notes from tiable variety sale to and use only by certified applicators or persons under their direct supervision .and only for those uses covered by the applicator certification. Once the customer is on board, "It can be used by the lawn care company or it can be left behind with the home-owner." Moore acknowledges that some LCOs don't like the idea 
of letting customers possess their type of weed killer, but he says it can reduce costly call-backs. "There's always going to be a missed area or stray weeds," Moore points out, adding that a callback can cost about $40. "Usually they find only a few weeds that were missed," he observes. "If only they could leave this behind..." Moore comments that his favorite carpet cleaning con-tractor leaves behind a carpet cleaning spray canŠand that 
concept can be applied toward lawn care: "You're not neces-
sarily ready to have your whole 
carpet cleaned when you spill a 
cup of coffee on it." The spray features pin-point accuracy, and you can stand at arm's length while do-ing the treatment. "You can direct this thing just like a gun. It's very easy to hit the tar-get," he says. "This is not designed to do the entire lawn," Moore stresses. "It's more of a con-venience item." LCI V Moore: Use it as a selling tool. RULE from Page 1 York State Turfgrass Associa-tion. Industry groups are considering appealing the rul-ing, which was made in the U.S. District Court of the Northern District of New York, Syracuse. Notification requirements under the state statute include 24-hour sign posting and 
signed customer contracts. Other regulations that are not specifically spelled out in the statute, however, are on hold, pending a ruling by a state court. These include a 
customer cover sheet listing possible pesticide symptoms, 48-hour pre-notification for every residential application, and other information. The pesticide coalition and the state farm bureau will file 
an additional suit in state 
court. LCI Earthworms studied to gauge impact of chemicals BY JAMES E. GUYETTE Managing Editor Studies are being con-ducted to determine the impact of pesticides on earthworm populations. "What we're hoping to do is to provide information to the turf industry that will allow them to weigh the costs and 
benefits" of a particular treat-ment program, says Daniel A. Potter, Ph.D., associate pro-
fessor of entomology at the 
University of Kentucky. He 
spoke at the Ohio Turfgrass 
Conference. "The intent is not to con-demn chemical use on turf, but rather to provide food for thought for turf managers. There are clearly many situa-tions for which the use of 
pesticides is essential for the maintenance of quality turf," Potter points out. "However, pesticide appli-cations, like human medi-cines, may have some side ef-fects, and these must be weighed against the overall 
benefits that the treatment 
provides." Earthworms play a role in Potter's studies because of their usefulness in breaking down heavy thatch layers. "We have demonstrated ex-perimentally that earthworms are very important to the de-composition of thatch," Pot-ter explains. "The activity of earth-worms is very much like a nat-
ural top dressing," he adds. "Experiments with thatch pieces buried in mesh bags showed that thatch decom-position is much more rapid 
with earthworms present than without them. The earth-
worms pull down the organic matter into the soil, and mix soil into the thatch." Worms also aerify the soil and enrich it with their cast-ings. "Destruction of earth-worms by pesticides results in slower thatch breakdown," Potter reports. "After only three months, thatch pieces that were ex-posed to earthworms con-tained 33 percent less organic matter and 33 percent more 
soil by weight than pieces from which earthworms were ex-cluded," Potter recalls. "Particular pesticides are more toxic to earthworms Pre-register for a Mauget seminar and save $10. Sign up now for a 1988-89 Mauget seminar and trim $10 from the registration fee of $45 per person. Mauget Micro-injection seminars are designed to help you save trees. Each seminar discusses tree health and care. Topics include tree nutrition, insect and disease control, and application procedures. Seminars and workshops are open to all arborists, city foresters, lawn care firms, landscape architects and contractors, golf superintendents and grounds managers. Complete the coupon below. Send it to your nearest Mauget distributor. Mauget Distributors Prof. Tree Care & Injection 5471 Lake Howell Rd. #179 Winter Park. FL 32792 Central & South Florida Mid Western Tree Experts 7635 Michigan Road N.W. Indianapolis. IN 46268 Indiana Forrest Lytle & Sons 740 W. Galbraith Road Cincinnati. OH 45231 SWOhio Bradshaw Tree Service (Distributor Representative) P.O. Box 15430 Tulsa, OK 74158 Eastern Oklahoma Tree Inject Systems 9505 High Street Clarence Center, NY 14032 New England, NY, PA Grand Rapids Tree Co. 310 Marion S.W. Grand Rapids, Ml 49504 Michigan Canadian Shadetree Service Ltd. 1540 Claire Crescent Lachine, Quebec Can H8S 4E6 Quebec Scientific Tree Care 1026 W. 8th Street Panama City. FL 32401 North FL. South GA & AL Arbortech Inc. P.O. Box 11451 Clayton, MO 63105 St. Louis Area Lanphear Supply Division 1884 Green Road Cleveland, OH 44121 Ohio. W. VA Micro Injections Inc. 15108 Lake Magdalene Blvd. Tampa. FL 33618 Central & South Florida Farm and Forest Research Ltd. 1476 Wallace Rd. Box 295 Oakville, Ontario Can L6J 5A2 Ontario Poulson Tree Service 2919 Jansma Billings. MT 59101 Montana Wame Chemical Co. 2680 Commerce Road Rapid City. SD 57702 Western S. Dakota Artistic Arborist Inc. 706 W. Montecito Phoenix, AZ 85013 AZ, NV & San Diego Target Chemical Co. 17710 Studebaker Rd. Cerritos, CA 90701 California Gem Spraying Service 519 S. 100 East Jerome, ID 83338 Idaho Cortese Tree Specialists 617 Deery Street Knoxville, TN 37917 KY, TN, No. GA. No. AL, No. MS R.C. Humphreys "539 Ferdinand, PO Box 87" St. Francisville, LA 70775 LA. Southern MS Cole Tree Service 1201 Entrada Bonita S.W. Albuquerque, NM 87105 New Mexico The Tree Doctor Inc. P.O. Box 1340 Hendersonville, NC 28793 North & South Carolina Pruett Tree Service 550 SW Rosewood Lake Oswego, OR 97034 Washington, Oregon Harrod's Tree Service P.O. Box 5511 Fort Worth. TX 76108 Northern Texas Tree Lawn Inc. 3424 Doniphan Drive El Paso. TX 79922 Western Texas Liqui-Green Lawn & Tree Care 9601 North Allen Peoria. IL 61615 Illinois Send this coupon or facsimile to your Mauget Distributor today! Save $10 on the registration fee for a 1988-89 Mauget seminar Regular price $45. With pre-registration coupon, $35. 0 Ves, I'm interested in saving $10 per person at a Mauget seminar. Send me the date, time and location of the meeting closest to me. I Utah Spray Service 8574 S. 7th East Sandy. UT 84070 Utah Guardian Tree Experts 12401 Parklawn Drive Rockville, MD 20852 Delmarva Trees of Hawaii Inc. (Distributor Representative) 91-326 Kauhi Street Ewa Beach, HI 96706 Hawaii Tree Clinic P.O. Box 50179 Austin, TX 78763 Eastern Texas Enfield Tree Service 408 Park Road Elkhorn, NE 68022 ND. Eastern SD. NE, KS, MN. Western OK, MO. IA D.H.D. Systems Inc. 2467 S. 170th Street New Berlin, Wl 53151 Wisconsin Arbo Service Inc. 25 Celtic Drive Dartmouth, Nova Scotia Can G9A 5L9 Maritimes, Nova Scotia sditefrms Names _ Firm _ Address. City .State. .Zip. Phone ( ) Ž a tac$,m,le ,octaV Mall to the Mauget distributor closest to you for $10 off the registration of a 1988-89 Mauget seminar Coupon only valid for names listed Attach additional names to pre-registration coupon I LCoupon must be received by Mauget distributor 10 days prior to seminar Coupons received less than 10 days will not | be eligible for discount Postmark determines eligibility for pre-registration discount J.J. Mauget Company than others," says Potter, not-ing that information in this area remains sparse and that more research is needed. It is not known how long it takes an earthworm popula-
tion to recover. Insecticides tested that showed the least impact on earthworms were isofenphos (Oftanol by Mobay) and tri-chlorfon (Dylox by Mobay and Proxol by TUCO/Upjohn), according to Potter's experi-ments. Fungicides that stood out with little impact were fenarimol (Rubigan by Elanco), triadimefon (Bay-
leton by Mobay, Proturf Fung. 7 by Scotts) and chlo-rothalonil (Daconil 2787 by Fermenta and Proturf 101V by Scotts). "Heavy use of ammonium nitrate fertilizer may also af-fect earthworms. Application of five pounds of nitrogen per 1,000 square feet per year for seven years resulted in a de-
cline in pH (6.2 to 4.8), in-
creased thatch accumulation 
and a 50 percent reduction in 
earthworm populations," Pot-ter says. Studies show that earth-worms are intolerant of acidic soils. As for herbicides, "None of them had much of an effect" 
on earthworm populations. Other beneficial animals may be found in lawns. "Numerous kinds of predators and parasites are abundant in turfgrass. In Ken-
tucky, more than 30 species of spiders, 42 species of ground beetles and 40 species of rove 
beetles were represented in 
pitfall trap samples from ur-
ban turf sites," he says. "These creatures may be important in maintaining pests at non-damaging levels. For example, in one experi-ment we placed sod webworm eggs in untreated lawns and re-
corded their fate over time. In-terestingly, turf-inhabiting 
predators consumed up to 75 
percent of the eggs within 48 hours," Potter notes. "Natural enemies that may help to reduce turf pest popu-
lations include parasitic wasps, nematodes, spiders, ants and beetles," he adds. "Insecticides applied for the control of pests may also affect beneficial species. For example, one surface application was found to re-Potter: Experiments continue. GOLF COURSE SUPERINTENDENTS depend on Bensumec 4 LF because it's the one pre-emerge they can absolutely trust to control Poa annua, goosegrass and crabgrass in their bentgrass greens and tees, as well as for use on established bluegrass, Bermuda, zoysia Š in fact, all turf species. LAWN AND LANDSCAPE MANAGERS depend on Bensumec 4 LF because it's the one pre-emerge with no-problem spray-tank com-patibility. Spontaneous emulsification assures easy mixing with Trimec"3 Broadleaf Herbicide, FerromecR) AC Liquid Iron, Embark" Plant Growth Regulator, high-nitrogen fertilizers, and insecticides. How to outwit the ominous threat of crabgrass in '89: Last year's severe drought and heat have seeded this year's turf with major problems that are going to germinate throughout spring, early summer and fall. Read how to protect yourself. BensumecŽ 4 LF Herbicide is the answer. It's the premier pre-emerge to control Poa annua, crabgrass, goosegrass, henbit, lambs-
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and thus eliminates problems of spray-tank layering Š even in those systems with limited agitation. And all of this is ac-complished without losing any wettability or soil penetration that is so vital to the success of control-ling grassy weeds. Apply Bensumec 4 LF from September through early spring for spring control, and in late spring through June for summer control. THE PREMIER PRE-EMERGE FROM THE TRIMEC® PEOPLE Bensumec,M is a trademark of PBI/Gordon Corporation. Trimec%, Embark" and Ferromec1' are registered trademarks of PBI/Gordon Corp. Betasan" is a registered trademark of ICI Americas. Buy BENSUMEC 4 LF and get this $60.00 value Roll-X Measuring Wheel for only $20! To receive via UPS your $60 value Roll-X Measuring Wheel with collapsible handle for only $20, send this coupon with your check to PBI/Gordon Corporation with proof of purchase (a copy of invoice or sales ticket) showing you have purchased one gallon or more of Bensumec 4 LF Pre-emergent Grass & Weed Herbicide between February 1, 1989 and Oct. 30, 1989, when offer ends. Limit one 
coupon per customer. Name Street 
City _ State Zip G pbi/Gondon coRpoRation 1217 West 12th Street P.O. Box 4090 Kansas City, MO 64101 1-800-821-7925 (In MO 1-800-892-7281) BENSUMEC 4 © 1989, PBI/Gordon Corporation PBI/GORDON'S UNIQUE FORMULATION OF BETASAN HERBICIDE 718-28S How to avoid unwanted guests. The last thing you want to see this summer is guests arriving, intent on destroying your turf. That's why you need premium quality insecticides from LebanonŠstraight or in time-saving fertilizer/ control combinationsŠto stop even the most Cersistent soil and surface feeding pests. Like chinch ugs. Sod webworms. And grubs. Plus fungicides Šin granular or liquid formŠto prevent or cure a wide variety of diseases including rusts, spots, smuts and blights. We've got one of the broadest selections of insecticide and fungicide products on the market. Enough premium quality choices to meet your every need. Which means the party's over for troublemakers. And you needn't play host again. For more information on Lebanon insecticide and fungicide products, contact your local Lebanon distributor. Or call our Greenline at 1-800-233-0628 or 1-717-273-1685. Lebanon TOTAL TURF CARE A division of Lebanon Chemical Corporation PO. Box 180ŁLebanon, PA 17042 STUDY from Page 1 tractor, these companies sell predominantly labor and equipment services and very little hard material product." A portion of the study in-volves a comparison to the fi-nancial statements of com-panies in a 1979 ALCA study and notes that while landscape management contractors have 
incorporated better manage-
ment practices over the last 10 years, profits have fallen by more than 50 percent. Much of this decrease is at-tributed to stiff ccompetition and an inability to pass along 
the increasing cost of labor and equipment through price increases. "It's a self-help text," says Bruce Hunt, president of 
ALCA. The study, presented in workbook form, encourages contractors to compare their own financial position with 
others in their particular 
trade. It then provides recom-mended values after which to 
model themselves. The text is further en-hanced as a management tool with the inclusion of a full ex-
planation of relevant financial ratios and a definition of a contractor-focused chart of accounts. Hunt emphasizes that "It is designed to inform you of 
areas needing attention, to re-assure you, to educate and to 
assist you in the financial management of your com-pany." The 64-page study is avail-able for $40. For information, contact ALCA at 405 N. Washington St., Falls Church, 
VA 22046. (Phone: 703-241-4004. LCI duce predator populations by 60 percent for as long as six weeks. "In another experiment, natural predation on sod web-worm eggs was greatly reduced 
by a pesticide application," he says. "Although there has been little research on this subject," Potter observes, "a few studies do suggest that pest outbreaks on treated lawns are some-times related to interference with natural control agents." Potter reports that "re-search is under way to identify insecticides that provide good control of pests with mini-mum impact on beneficial or-ganisms." LCI Garden State LCOs dealing with posting BY JAMES E. GUYETTE Managing Editor ATLANTIC CITY, N.J. Garden State LCOs are gear-
ing up to comply with posting regulations due to go into ef-
fect March 1. At presstime the completed rules had yet to be distributed, but so far the issue seems to be causing few problems. "There's a little bit of con-sternation, but not a lot," re-ported Ilona F. Gray, executive director of the Al-liance For Environmental Concerns, an industry organi-zation. Some LCOs were worried over a provision that requires 
customers to be given a list of 
all application dates before any work can begin. They feared that keeping such dates could be difficult 
given weather conditions and 
other factors. "For most of the members that's pretty vague," Gray said. The New Jersey Depart-ment of Environmental Pro-tection will grant LCOs a "two-week window" to allow leeway when enforcing the dates clause, according to John Orrok, southern regional field supervisor for the Bureau of Pesticide Control. At the New Jersey Turfgrass Expo held in Atlan-
tic City, several LCOs told Or-rok that they were upset because non-professional con-sumers weren't included in the regulations. "If it's a hazard, keep it away from the homeowner," said one man in the audience. He added that the extra scrutiny "makes me a target for a lawsuit" from anyone up-
set over an application. "These are your best de-fense," Orrok replied, refer-
ring to the regulations. "Lawsuits are going to come whether we want them or not." Orrok added that an LCO who follows the regulations can use that fact in court when 
arguing a case. New Jersey lawmakers con-sider homeowner posting an invasion of privacy, said Ray 
Ferrarin, assistant director of the Bureau of Pesticide Con-
trol. "We didn't want anything on the books that we can't en-force," Ferrarin pointed out. 
For LCOs facing posting reg-
ulations in other states, Gray 
urged them to become in-
volved with industry organiza-
tions and to voice their opinions. Several LCOs in New Jersey were caught by sur-prise. "They were totally un-aware that there would be 
changes," Gray recounted. "I got a couple who called meŠwho said they hadn't 
gone to any hearingsŠand now they're complaining." LCI the Reader Service numbers of those items of interest to you. For rapid response, use the peel-off label from the front cover 101 116 131 146 161 176 191 206 221 236 251 266 281 296 311 326 341 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 342 103 118 133 148 163 178 193 208 223 238 253 268 283 298 313 328 343 104 119 134 149 164 179 194 209 224 239 254 269 284 299 314 329 344 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 345 106 121 136 151 166 181 196 211 226 241 256 271 286 301 316 331 346 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 347 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 348 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 349 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 350 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 351 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 352 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 353 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 354 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 355 WWN GIRE INDUSTRY MARCH 1989 This card void after May 15,1989 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 20 Ł Mowing/management lawn care company and/or landscape contractor 30 Ł Both chemical lawn care company and mowing/management lawn care company and/or landscape contractor B. SUPPLIER 50 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: Date. [ BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 lililiilililiililliiiilliililiiliiilliilill 1,11 NO POSTAGE NECESSARY IF MAILED IN THE | UNITED STATESI Industry input needed for better local water policy BY JAMES E. GUYETTE Managing Editor Involvement in politics at the local level is necessary if LCOs and mowing/man-agement contractors are to have a say in local water pol-icies. That's the advice of Robert N. Carrow, Ph.D., associate professor of turfgrass science at the University of Georgia. He spoke at the New Jersey Turfgrass Expo. In some areas the survival of the industry depends on 
business owners uniting to convince local governments that extended sprinkling bans should be used only as a last resort, says Carrow. "If you have years and years where your customers are un-der water restrictions, they won't want to pay for your ser-vices," Carrow warns. Pride in a homeowner's landscape suffers if there is not enough water available to keep it looking nice. "The lawn care industry gets hurt because you can't produce," he observes. Industry involvement is particularly crucial in regions that have traditionally had enough water, yet increased development has put a dent in 
the available water supply. "In many of these humid areas everyone thinks, 'We'll get enough rain,' but the popu-lation is catching up," Carrow points out. Water conservation efforts are required, as is a public rela-tions campaign to educate lo-
cal government officials on the 
value of nice landscapes. Because watering ban de-
cisions are generally made within a commu-nity, local business owners 
should conduct the education process at that level. Scientists and other out-side influences are likely to have little impact on a local political body, Carrow cau-
tions. "You can't rely on the university people to help you." The green industry efforts do not have to be of a confron-tational nature, he says. "It 
can be a very positive thing." The authorities are un-likely to have any idea of the 
size of the local industryŠand its contributions to the econ-omy and a more aesthetic life-style in the community. Turf managers may wish to arm themselves with facts gleaned from a booklet pro-duced by The Lawn Institute in Pleasant Hill, Tenn. Entitled Lawn and Sports Turf Benefits, the publication details why turf areas are a 
good thing to have around. Environmental and health benefits discussed include noise abatement, temperature 
modification (a lawn can be 30 degrees cooler than asphalt 
and 10-14 degrees cooler than 
bare soil), glare reduction, al-lergy control, water purifica-tion, water table recharge, absorption of air pollutants, 
entrapment of airborne parti-cles, oxygen generation (a 50-foot by 50-foot turf area cre-
ates enough air for a family of four), fire retardation, soil building and erosion control. It also notes that a nice landscape adds 15 percent to the selling price of a home, and that the recovery value of a landscape improvement is 100 percent to 200 percent. Mowing/management con-tractors and LCOs need to 
watch their own water usage, too, says Carrow. Setting a good example is important. People will notice a com-pany with sloppy watering habits, Carrow cautions. An education program for water conservation among landscape professionals would go a long way toward project-ing a proper imageŠand it would save precious gallons of water. They need also to get their clients involved, says Carrow. "When you're selling your service you have to tell the homeowner that it's a cooper-ative effort." Dropping off a brochure in the spring will not cut the mustard, Carrow believes. "You're going to have to pro-vide the educationŠand you have to come backŠyou can't just do it one time." One education example is the time it takes to adequately 
water a lawn when using vari-ous types of sprinklers. A homeowner does not know how long it takes to put an 
inch of water on the grass, therefore a chart is needed. Irrigation systems may de-liver textbook results, but per-haps most people in your area own oscillating or spinning spinklers that spray at a 
smaller volume: "With those end-of-the-hose things it usu-
ally takes a lot longer." LCI Carrow: Education is the key. hy our post should be part of your pre plan for crabgrass. ACCLAIM makes your pre work better. Because weather can affect the performance of preemergence herbicides, many lawn care professionals have resorted to making two pre applications. But now, Acclaim® 1EC Herbicide provides a new approach. By tank mixing Acclaim with your late pre applications, you can skip the early pre treatment. An Acclaim/pre tank mix provides low-rate postemergence ^control of emerged crabgrass and insures that, the pre will be at full strength later into the season, minimizing the need for later rescue treatments. ACCLAIM works better on reseeded lawns. After a season of drought, you don't want a herbicide to interfere with established M-seeded turf. That's the beauty of Acclaim. You can delay or eliminate your pre on newly established turf and confidently plan on crabgrass control with Acclaim. Acclaim even allows you to overseed almost immediately before or after application. So even as crabgrass is dying, you're replacing it with lush, beautiful turf. ACCLAIM for total flexibility. Acclaim gives you new confidence against crabgrass, both early and late. As a rescue, Acclaim provides mr" control you can count on without turf damage. By treating borders and sidewalk areas early, you' 11 control crabgrass before your customers ever see it And Acclaim can be used near ornamentals without damage. The money-saving ACCLAIM program. ŠŠ** Tbke advantage of the special offer for lawn care professionals: Buy 3 gallons of Acclaim before March 31,1989 and get 1 gallon free. * * ** ft*' > * frit* Read and follow label directions Acclaim is a registered trademark ofHoechstCeianese Corporation The name and logo HOECHST are registered trademarks of Hoechst AG The name and logo ROUSSEL are registered trademarks of RousselUclafS.A Hoechst M Roussel Jv ACCLAIM: Because your turf b always on dbp TODAY'S TURF More options available for controlling white grubs BY PATRICIA J. VITTUM White grubs continue to be the primary home lawn pest in much of the Northeast, and there are indications they may be expanding into areas of the Southeast as well. To control this pest, turf managers must first under-stand the life cycle for most grubs and the chemical and non-chemical strategies avail-able. The primary species in New England is the Japanese bee-tle, but other areas of the Northeast and Midwest are blessed with overlapping spe-
cies, including the oriental 
beetle, European chafer, masked chafer, and asiatic garden beetle. Each of these has a similar life cycleŠone generation per year, egg laying in June, July or August, (depending on spe-cies and location) and most feeding in September and Oc-tober, and again in April and May. Some areas have notable populations of "May beetles" 
or "June beetles." These are 
the large (one inch or more) 
beetles which fly rather clum-sily at twilight and are at-tracted to lights. The grubs of 
these species are also very large (two or more times the 
size of Japanese beetle grubs). These species, sometimes referred to as Phyllophaga, 
have a two- or three-year life cycle, with the extra time spent in the large grub stage, feeding on turf roots. Usually, populations of these species are synchronized so that most of the population will be in the same year of de-velopment. As a result, there will be alternating years of se-
vere damage (when the bulk of 
the population is in the large grub stage feeding actively) 
and years of reduced activity (when the bulk of the popula-tion is in the non-feeding bee-
tle or small grub stages.) Detection important As in any pest management regimen, the key to successful grub control is early detection and accurate identification. In About the Author Patricia J. Vittum, Ph.D., is associate professor of entomology at the University of Massachusetts in Waltham. some cases, the species identi-fication may not be critical to your control efforts, but in other cases an accurate identi-fication can make the dif-ference between getting control and wasting your time 
and money. The identification will have a bearing on the subsequent timing of application and in some cases will dictate what insecticides or biological agents you might select. The next step is determin-ing whether control is really necessary. In other words, how many grubs does it take to cause a problem? Unfor-
tunately, there is no simple.an-swer to the question, but in our experience, most moderately maintained home lawns in the Northeast (moderate fertiliza-tion, mowing at 1.5 to 2 inches, receiving water to avoid drought stress) can tolerate five to eight grubs per square 
foot. This holds true as long as the grubs are of the one-year life cycle variety. In any case, these numbers are probably higher than many quoted in the past. We have learned that a turf area can be quite tolerant of insect activity as long as it is not subjected to other stresses. Homeowner demands While a home lawn should be able to tolerate five to eight grubs per square foot, it seems 
that many homeowners can-note tolerate the thought of 
such a grub population. One of the goals of the LCO must be 
to educate the homeowner on a variety of environmental is-sues. We must find a way to ex-7 plain that complete eradica-tion of a grub population is impossible and, in fact, un-desirable because the pesticide load that would be necessary would be detrimental to a number of other animals. We must convince home-owners to learn to live with low level populations of pests, as 
long as the overall vigor of the 
lawn is not adversely affected. A successful grub control program should incorporate common sense agronomic practices. Start each season Hunting for grubs: Reg Mimms, a field technician at the University of Massachusetts, studies a Japanese beetle population. with a soil test on every prop-erty. This will ensure that soil pH is being maintained in an 
acceptable range, and will con-firm the nutrient level of the site. (In an ongoing program where we scout 120 home-owners' properties each sea-son, we have been astounded to find most home lawn soils out of kilter in at least one as-
pect of the standard soil test.) Concentrate on educating the homeowner on the impor-
tance of certain maintenance practicesŠmowing before the grass becomes too long, mow-ing at 1.5 to 2 inches instead of aspiring to maintain golf 
course fairway for a front yard, watering infrequently but deeply (to encourage deeper rooting). All of these practices will enhance the vigor of the turf and make it more tolerant of insect pressure. Benefits of weed control In many cases, an early sea-son crabgrass and/or broad-leaf weed control program will also promote more vigorous 
turf and make it more tolerant 
of insect or disease activity. While some environ-mentalists would argue that such a use of herbicides does not fall within an integrated pest management (IPM) pro-gram, it can be argued that 1BROWN PATCH The most common turf disease, Brown Patch, can destroy a stand of bent-grass within a few days. Preva-lent during extended periods of high temperature and humidity, the disease is also encouraged by poorly drained soil, lack of air circulation and excessive nitrogen. At first it appears as a circular area of light brown grass, ranging from a few inches to several feet long. The circular areas grow and turn brown. pythium can spread very quickly and can kill large, irregular sec-tions of turf in 24 to 48 hours. 4; GRAY SNOW MOLD , Also known as Typhula Blight, Gray Snow Mold attacks most northern turfgras-scs. The disease usually devel-ops under a snow cover and is seen as the snow melts. Fungus 
development is favored by high soil moisture and temperatures between 32° and 40° F. Usually 
visible at the first spring thaw, it WINTER 2 Germination SCLEROTIUM BLIGHT Also called Southern Blight, Sclerotium Blight attacks annual bluegrass, Kentucky bluegrass, rye-grass and bentgrass in all sections of the country. 
The fungus begins to spread from the soil and surrounding debris to the grass during hot, 
humid weather. In its early stages, the disease looks like a frog-eye, having small, circular dead areas with tufts of appar-
ently non-diseased grass. The circles may grow up to three feet in diameter. 3PYTHIUM Pythium attacks all cool season turfgrasses and Bermudagrass, especially grass seedlings, which will die (damping off), resulting in irregular dead patches in the turf. Normally, it is a high tem-perature, high humidity and wet weather disease. Mower movement will spread fungus from diseased areas to healthy areas, thereby quickly spread-ing the disease. Late stages of R (0A Germinating Basidiospores Fungus Survives as Desiccated Sclerotia reasons enough to find help, and with one product, TERRANEB SP, you get fast, effective control. These diseases are best con-trolled with a combination of dethatching, good drainage, air circulation and avoiding overfer-tilization and TERRANEB SP. With TERRANEB SPon hand you'll be ready to act quickly against fast-spreading diseases. TERRANEB SP works 
systemically to provide effec-tive disease protection against these most common turf diseases. TERRANEB SP gives you the control you need with its proven, consistent performance record. Easy to use, TERRANEB SP provides fast-acting control and its time-tested, bio-degradable formula, 
with low toxicity, requires lower use 
rates, at less cost than similar fungicides. SPRING Sclerotia Produced in Dead Leaf Tissue appears as circular dead areas up to 6 inches in diameter, but can grow to 2 feet or more and 
eventually kill large irregular areas of turf. Typhula Blight not 
only attacks foliage, but infects deep into the crown area, com-pletely destroying the grass plant. HOW TO GET CONTROL Keeping your turf looking good all year long is a tough job. The turf invaders such as Brown Patch, Sclerotium 
Blight, Pythium and Gray Snow 
Mold can easily destroy all your hard work. Any of these four most common turf diseases arc TIME TESTED TERRANEB SP TURF FUNGICIDE For further information, write: KINCAID ENTERPRISES, INC. P.O. BOX 549, NITRO, WV 25143 or call your local distributor. such an application gives the turf a headstart for the rest of the season and often reduces or eliminates the need for any 
other pesticides during the growing season. If scouting or past records show that an insecticide appli-cation will be necessary to 
control a grub population, use common sense and get the most out of the material. First of all, use the material at the right time. In the Northeast, grub ap-plications should be made in August (right after the eggs have been laid but before the grubs are large enough to cause 
significant damage) or in mid-April to mid-May, when the large grubs are in the root zone 
feeding actively. If you use the material properly in August and get a good level of control (at least 
80 percent), a follow-up appli-
cation in April will not be nec-essary. Application dates will vary depending on location (earlier in the spring in more southerly locations and possibly ex-
tended a bit later into autumn in those same locations). Con-tact your local cooperative ex-tension agent to determine the appropriate periods for your area. The best time August applications are preferable in that the grubs are most susceptible (just hatch-ing out of eggs and still very small) at that time. However, the summer heat and typically droughty conditions make it 
difficult to get the material in contact with the grubs. Copious amounts of water (at least half an inch shortly after the application is com-pleted) must be applied to the area to move the material 
downward and the grubs up-
ward. In most lawn care cir-cumstances, counting on the homeowner to apply a half 
inch of water evenly over the lawn is pretty risky at best. As a result, some turf mana-gers apply grub materials in 
April instead, when the "spring showers" take care of the watering problem natu-rally. (Application dates for the Phyllophaga complex will 
be quite different because egg laying occurs earlier in the 
growing season.) Either period should pro-vide reasonable levels of grub control as long as the turf manager selects a suitable ma-terial and applies it at the right rate. Every pesticide applicator knows that "the label is the law." What he or she may not 
know is that the labelled rates of application are there for a reason. The manufacturer has conducted extensive tests, and 
university researchers have tested the materials at a vari-ety of rates, before the mate-rial is ever cleared for use. The rate on the label is the rate which is needed to control the target pest. If you apply In most lawn care circumstances9 counting on the homeowner to apply a half inch of water evenly over the lawn is pretty risky at best. less than the label recom-mends, you will not have good successŠand you may encour-age the development of resis-tance of the pest to the material. If you apply more than the label rate recommends, you will be subjecting the environ-ment to an unnecessarily high pesticide loadŠand you will be wasting money, too. There are several insec-ticides labelled for controlling 
white grubs. Each has its own particular characteristics. Some materials (notably di-azinon) are very toxic to wild fowl and should not be used in areas where geese or ducks are 
active. Some materials (such as Proxol or Dylox) move through thatch very readilyŠ and may move through sandy soils more rapidly than some 
others. Others (such as Dursban) are tied up in the upper thatch 
very rapidly and essentially do not move down to the thatch-
soil interface. Some materials begin to kill grubs within a matter of a cou-ple days (for example, Proxol or Dylox, Triumph) while 
other materials (such as Oftanol) work more slowly so that a week may pass before 
the applicator sees evidence of dead or dying grubs. Similarly, some materials break down quite quickly in 
the soil-thatch setting so that 
they remain active against grubs for only a couple weeks, while other materials break down much more slowly, re-maining active for several weeks. Consider circumstances A turf manager must con-sider his or her circumstances before buying or applying a material. If he or she is apply-ing a material early in the egg 
laying period (late July or early August in New England), he or she probably should use one of the slower but longer lasting materials. If the turf manager is re-sponding to a late season call-back to clean up a grub 
problem that got out of hand, he or she should use one of the 
fast acting but short residual materials. If the areas being treated are on particularly sandy soils, he or she should be sensitive to 
statements on the label which pertain to such areas. (Note, however, that the movement of pesticides applied to turf areas is very different from the movement of the same materi-als applied to open soils.) The IPM option All of the concepts we have discussed come under the broad heading of IPM. If com-mon sense approaches are used in maintaining turf areas, 
pesticide applications will be minimized (but not neces-sarily eliminated) and the ef-fectiveness of those applica-tions will be enhanced. Meanwhile, with white grubs there are at least a cou-ple biological control agents available as alternatives for 
the homeowner who is abso-lutely opposed to the use of 'chemicals.' Perhaps the most familiar is milky spore, which is a bac-terium that is produced on a 
commercial scale and can be applied to turf areas in a man-ner similar to standard pesticides. Eventually, the bacteria break through the gut lining of the grubs and cause a 
septacemiaŠessentially grubs leak to death! Milky spore is only effec-tive against Japanese beetle grubs. It can be extremely ef-fective, particularly in the Middle Atlantic states, and when it works, a single appli-
cation may provide several 
years of control. For a variety of reasons, its performance in more northern settings (New York, New Eng-land) is inconsistent. Perhaps the single most at-tractive feature of milky spore for grub control is that it is virtually non-toxic to all other 
organisms, so it will not harm 
people, birds or pets. The ma-terial (available in several commercial formulations as Bacillus popilliae) costs two to three times as much as a tradi-
tional insecticide for the same area, but in many cases a sin-
gle application will remain ef-fective for three to five years. Nematode option Another biological control alternative is showing a great deal of potential for control of a wide range of species of white grubs. Entomogenous nema-todes (nematodes which feed There are at least a couple of biological agents available for the homeowner who is opposed to the use of "chemicals.99 Fine Lawn Research CHATEAU KENTUCKY BLUEGRASS An exciting new variety from O.M. Scott & Sons extensive turfgrass breeding program, Chateau Ken-tucky Bluegrass has all the positive qualities for those looking to improve their Bluegrass selection. Chateau is marketed by Fine Lawn Research, Inc. It is a semi-dwarf cultivar, very aggressive and forms a tight thick emerald green turf. Chateau can be used by itself or in a blend. Chateau grows well in sun and shade and has exhibited excellent re-sistance to most major turf diseases. Performance in turf trials through-out the United States and Canada rates Chateau as one of the top Cate-
gory I Bluegrasses currently avail-
able commercially. Available now at your local Lawn Seed Dealer! Top Rated Nationwide! Ideal for Home Lawn, Commercial and Athletic Fields Finelawn 1 Turf-Type Tall Fescue has proved to be an extremely excellent var-iety of lawn seed. Its bountiful green color and attractive, narrow 
tapering leaves were judged 
high quality. Plus Finelawn 1 demonstrated significant resistence to heat, drought and disease. Tested beauty and toughness Š it's what makes Finelawn 1 an out-standing choice for home lawns, commercial lawns and recreational facilities. Available at your local Lawn Seed Dealer! For more information or test results, see your dealer or 
write: Fine Lawn Research, Inc. 
P.O. Box 290 Madison, Georgia 30650 Finelawn TURF TYPE TALL FESCUE 'nlforrltihA Uli]i,(ilnhi,i,S, 'Ł/!, 'Ł}. if. hi / THE THOROUGHBRED OF LAWN GRASSES \ on insects) are now available commercially. Nematodes are tiny worm-like animals that feed on a va-riety of things. The nematodes we are concerned with live in the soil and actually can detect and move to grubs and other insects that are active in the 
soil. Nematodes penetrate a 
grub's body and release bacte-ria that break down internal tissue. These nematodes feed on the bacteria and the broken down tissue, and then emerge from the grub cadaver to re-peat the cycle. Nematodes will feed on most species of grubs, as well as other soft-bodied in-sects in the soil. The primary difficulty in using nematodes to control grubs in turf seems to be the 
application of water imme-
diately after treatment. While the nematodes are very resilient and can tolerate being applied through stan-dard hydraulic sprayers, they must then Have enough 
moisture to move through the thatch and into the soil. Thus the treated area must be watered in immediately 
with at least a half inch of water. University trials have shown the use of nematodes to 
be somewhat inconsistent in 
the control of grubs. Some tests have yielded more than 90 percent reduction of grub populations, while others have 
provided less than 30 percent control. Watering needed In virtually every instance where control was not accept-able (at least 80 percent), the application of water after the nematode treatment was de-
layed for a few hours or more. Until the phenomenon is understood more clearly, LCOs may want to avoid using entomogenous nematodes in 
their programs unless they have been able to explain the 
importance of watering to each homewoner who has re-
quested the procedure. The LCO should receive as-surance that the homeowner will be able to water in the ma-
terial immediately after appli-cation. There is no simple answer to controlling white grubs on lawns, but a little attention to detailŠand concentrating on 
the common sense agronomic steps necessary to maintain vigorous turfŠshould im-
prove your chances. LCI New dwarf tall fescue due this summer TANGENT, ORE. A new dwarf turf-type tall fescue, 
called Shortstop, is expected 
to be on the market by August. "We'll have a good amount of seed available this sum-mer," said breeder Jerry Pepin, Ph.D., of Pickseed West, Inc. in Tangent, Ore. Pepin has spent five years developing the dwarf plant, and he is pleased with the re-sults. ~ "I think it's going to be a successful variety," he said. At Pickseed's Oregon re-search station, Shortstop ex-hibited the lowest and slowest growth habit of all the vari-
eties tested. Tests at universities throughout the United States are expected to show equally positive scores. "We think we'll do really well in the na-
tional trials," Pepin said. "It's lower and slower grow-ing than most of the new vari-eties coming out." According to the company, Shortstop has been rated as one of the best for overall turf 
quality and color. "It's very at-
tractive," Pepin reported. The low growth habit, finer leaf texture, dark green color, and its ability to produce a 
dense turf in a variety of cli-matic and soil conditions makes Shortstop ideal for home 
lawns, parks, athletic fields, golf course roughs and low mainte-nance areas, he said. According to Pepin, it is an-ticipated that the new grass 
being developed will not cost much more than other cer-tified tall fescues on the mar-ket. On the production level, Pepin said the new variety is a good seed producer, which should help it be an economic 
success. LCI Pepin: Dwarf grass looks good. The choice is yours. Whether your customers need season-long preemergence weed control by itself or on fertilizer from leading formula-tors, Team fits. Either way, you can control crabgrass and goosegrass season-long with just one application. Or even a split application, if need be, to better fit your program. Team granular also fits your high standards of annual grass weed control. University tests show it's out-standing. Team gets to the ground and stays put to form a zone of protection that keeps weeds out all season long. Circle No. 113 on Reader Inquiry Card And Team does all this without hurting your turf, including sensitive bentgrass. So spread it straight in granular form. Or spread it on fertilizer avail-able from leading formulators. Team fits your program. See your Elanco 
representative. Or call toll-free: 
1-800-352-6776. Elanco Products Company A Division of Eli Lilly and Company ^ Lilly Corporate Center ffyfi Dept E-455. Indianapolis. IN 46285. U.S.A. * * Team'" Š (benefin+trifluralin. Elanco) vSoS) Refer to Team label for complete use directions, v-^jy-/ Spread it your way. Team" on fertilizer. Jacklin expands into Southwest POST FALLS, IDAHO The Jacklin Seed Co. is expanding its operations into the South-west, the company said. An office will open in Phoe-nix, Arizona, and there will be research stations in the Yuma and Imperial Valley areas. The Arizona facilities will concentrate on warm season grassesŠparticularly newly released improved varieties of bermudagrass and Zoysia 
grass. The company plans to dou-ble its Arizona acreage this year and again in 1990. In addition to work on a seeded Zoysia, "Our Arizona 
facilities also enable us to grow and further develop our new 
bermudagrass varieties, which 
are more cold tolerant," said 
Doyle Jacklin. "These releases have a shorter dormancy pe-
riod. . .The varieties will re-place common types of bermuda in areas which have previously experienced winter damage," Jacklin said. LCI FLAGS Less than 60 ea. (Min. 1000) Actual Size: 4"x5" flag P.O. Box 86 Ł Neligh, NE 68756 FAX# 402-887-5171 BLACKBURN MANUFACTURING COMPANY/ TOLL-FREE / 800/942-5816 East of Rockies 800/552-3524 West of Rockies P.O. Box 276 Ł Cambria, CA 93428 FAX# 805-927-1601 Circle No. 132 on Reader Inquiry Card We are. When your livelihood depends on your equipment, you can depend on Maruyama. Whether pest control, landscape maintenance, nursery or greenhouse operating, produce growing or farming, you can count on Maruyama equipment for durability, quality and performance. A Complete Line of Equipment: Ł Sprayers Š Manually or gas engine oper-ated; backpack, cart, or frame mounted. Ł Brushcutters Š 5 models to choose from Š 18.4cc to 40.2cc Š low vibration, lightweight. Ł Trimmers Š Dual reciprocating blades 15.9cc or 24.1cc Mitsubishi drives, clean cuts. Ł Water Pumps Š Three models, 32gpm to 132gpm for irrigation or moving murky water. Ł Mist Dusters Š Handles liquid spray, dust, or granules. Ł Granule Spreader Š 18ft. range, dry chemical or seed, with tank agitator to bust up clumps. Ł Blowers Š Powerful air blast makes cleanup jobs easy. Ł Soil Injectors Š For precise injection of chemicals. Ł And much more. Choose an International Leader. Maruyama Š producing the very best since 1895. U.S. Office: Maruyama U.S. Inc. 15436 NE 95th St. Redmond, WA 98052 (206) 885-0811 Head Office: Maruyama Mfg. Co. Inc. 4-15 Uchi-Kanda 3 Chome 
Chiyoda-Ku, Tokyo 101, Japan m MARUYAMA. The very best. Circle No. 124 on Reader Inquiry Card CAUTION PESTICIDE APPLICATION CUSTOMER: PLEASE REMOVE AFTER 72 HRS KEEP OFF Designed especially for the lawn care industry Ł 9 flag colors Ł 8 ink colors Ł 90° bend in staff Shipped straight. You bend when used. Ł 18" or 24" PVC staff (*/Ł" diam.) Ł Custom printed if you like A Salsco Seeder For Every Budget! 380 SEEDER/DETHATCHER Sa/soo LEADER BY DESIGN 105 SCHOOL HOUSE ROAD Ł CHESHIRE Ł CONNECTICUT 06410 I-8OO-8-SALSCO Ł FAX (203) 271-2596 Ł (203) 271-1682 ŁPrices are subject to change without notice; may vary according to area; and do not include such charges as set-up, crating, and in-bound freight. Call Now to See PERFCO'S Full Line Of 4-C0L0R LAWN CARE AND LANDSCAPING BROCHURES NOW YOUR COMPANY CAN AFFORD BEAUTIFUL, 4-COLOR BROCHURES... AT 2-COLOR PRICES! Ł Lawn Care & Landscaping, Many different styles and sizes to choose from. Ł 4-Color Aeration & Disease Doorhangers. Ł Project a professional image. Ł Personalized to fit your company's needs. Ł Large order custom designs. Ł Eliminates costly agency fees! PLCAA Booth # 825, 924 FOR FREE SAMPLE PACKAGE CALL OR WRITE TODAY 1-800-543-0900 Ohio 1-513-845-3897 ONLY THE PRICES imm2) 85 Quick Rd New Carlisle, OH 45344 IE UNBELIEVABLE! With 4-wheel drive for outstanding trac-tion, the 380 is capable of seeding 22,500 square feet per hour. Just one lever 
lowers cutters, sets cutter depth, acti-vates cutters and turns seed on. Manufacturer's suggested list price: $2,879.99* For complete information on Salsco's fine line of seeders please write or call: SS-35-20S SLICER SEEDER Powered by a big 10 h.p. Briggs & Strat-ton engine, this rugged machine can seed 18,000 square feet per hour. And 
for maximum efficiency, the SS-35-20S seeds a 20" swath on 2" centers. Manufacturer's suggested list price: $3,799.99* 375 DETHATCHER/909 SEED HOPPER With a capacity for 17 lbs. of seed, a 
widely adjustable meter gauge, and a seed door that opens automatically, the 375/909 Combination is an economically effective way to dethatch and seed. Manufacturer's suggested list price: $1,159.99* Circle No. 104 on Reader Inquiry Card Circle No. 129 on Reader Inquiry Card LYME from Page 1 Hellman, who spoke at the Maryland Turfgrass Con-ference in Baltimore. "The key is to reduce the habitat for small animals" that may carry the deer tick (.Ixodes dammini), not to be confused with the larger, more 
common, American dog tick (Dermacentor variabilis). The 
deer tick is about the size of 
this "bullet:" Ł Lyme disease is caused by a coiled bacteriumŠcalled a spirocheteŠwhich is carried by the tiny deer ticks. "It's been a problem for years, but it's now just coming to light," Hellman notes, add-ing that deaths caused by the disease are often not reported 
because the symptoms mimic a number of other ailments. A person who is coming down with Lyme disease may notice a red, target-like rash. Only 75 percent of the victims get such a rash, however. Other signs are fatigue, a headache, pain and stiffness in muscles and joints, a fever, or swollen glands. If left un-treated Lyme disease will 
create complications within 
the heart, nervous system or joints. Some patients may ex-perience drooping facial mus-cles. It can be crippling or fatal if left untreated. "Many people 
are dying of this disease be-cause it's undetected," Hellman warns. "If you have small ticks feeding on you and you feel ill I'd strongly recom-mend that you mention this to your physician." Because the pinhead-sized deer tick can go undiscovered 
on a person's body, Hellman 
urges that field workers and others exposed to the critter be 
given a "tick talk" warning 
them of the danger. (It should be noted that not every deer tick carries Lyme 
disease, and not every person bitten by the tick gets sick.) The deer tick is currently found mostly on the East Coast, but it is ex-pected to hit other regions. "This tick is spreading. We ex-pect it to go all the way to the mountains," says Hellman, re-
ferring to the Appalachians. The range of the tick con-tinues to expand as birds and other animals carry it inland, 
and more houses are being 
constructed in wooded and Hellman: Check the labels. grassland areas. The deer tick has been dis-covered in Minnesota and Wisconsin. (A different type of tick, Ix-odes pacificus has been spot-ted carrying the same nasty spirochete in California and other Western states. Re-searchers have located it in the South, too.) Authorities continue to be on the alert as the deer tickŠ and Lyme diseaseŠcontinues 
to expand. Lyme disease is now recog-nized in 26 states. "Here in Ohio, people at the health department have been asking me questions about it," says Kathleen L. Curran of Ohio State University. "The way the tick is spreading, it's 
probably only a matter of time 
before it reaches here." Curran is a graduate stu-dent in acarology, which is the study of ticks and mice. She also is a former Lyme disease 
victim. "I was familiar with the symptoms, so when I got the rash I went and got treat-ment," Curran explains. "I 
have my blood taken every six 
months to make sure that I haven't been re-exposed to the disease." She believes the offending tick was carried into her former house by her cat. Cur-ran and her cat used to live in Westchester County, N.Y., 
which is described as a hotbed 
of deer ticks. More than 3,000 cases were diagnosed last year in New York State, and many of those 
came from the Westchester area and on the north and south forks of nearby Long Is-land, according to Michael A. Deutsch, an entomologist with 
the Excelsior Exterminating and Chemical Co. in New 
York City. There were about 14,000 re-ported victims of Lyme dis-ease in 1988. "The cases are increasing every year," Deu-tsch reports. In Westchester County deer tick bites are "almost a 
daily occurance," says Curran 
at OSU. "You could get bitten going to get your mail," she adds. "The lawns are infested and the woodses around the houses 
are infested." This is where turf managers can be of help. "Be prepared and be of service," says Hellman at the University of 
Maryland. "This tick is easily con-trolled with chemicals regis-
tered in the industry today," Hellman observes. "Anything that's labeled turf performers. ŁFirst-rate disease and weed control demands a professional's touch. And here are the Turf Care products that have what it takes. Daconil 2787.® The cornerstone of a profes-sional spray program. Daconil 2787 is economical 
to use and the most effective, broadest-spectrum turf fungicide on the market. Controls 12 major turfgrass diseases. Available as a flowable or wettable powder formulation. Dacthal.® The preemergence herbicide that consistently delivers superior broad-spectrum 
control of crabgrass, spurge and 22 other tough annual grasses and broadleaf weeds. Available 
as a flowable or wettable powder formulation. Daconate® 6. The proven postemergent herbicide. Highly effective against pesky weeds such as crabgrass. (Sold as Bueno® 6 in western states only.) 2 Plus 2 (MCPP + 2,4-D Amine). As effective as it is economical against more than 20 hard-
to-kill broadleaf weeds such as clover and 
dandelions. Contains no dicamba. FYigate® adjuvant. The only product specif-ically formulated to enhance the performance of Roundup* for control of perennial and annual weeds. For turf renovations and non-cropland use, too. When it comes to turf care, you'll see the difference in the professional's touch. Fermenta Plant Protection Company, 5966 Heisley Road, P.O. Box 8000, Mentor, OH 44061-8000. ŁRoundup is a registered trademark of Monsanto Company. Always follow label directions carefully when using turf chemicals. 'This tick is easily controlled with chemicals registered in the industry today.9ŠHellman for turf insects will probably work," says Deutsch. He points out, though, that a tick is technically not an insect-it's closer to mites and spiders. "They have to check the label to see its intended use." These rules may vary from state to state, so it is impor-
tant to check with the chemi-
cal manufacturer or your state's pesticide bureau to see what's appropriate. (Some of the chemicals cited as being effective tick 
controls are bendiocarb (Tur-cam), carbaryl (Sevin), chlor-pyrifos (Dursban) and di-azinon. Deltic was listed as a good control, but Nor-Am has 
stopped making it. The com-pany says, though, that there should be enough on the mar-ket to last this year. These chemicals do not control Lyme diseaseŠjust ticks.) Hellman has another cau-tion: State regulations may vary when it comes to defining 
turf or an empty lot. "What is a lawn and what isn't? A field might not be considered a lawn in some states." This is important to the LCO because effective tick control often involves clearing 
tall grasses in fallow areas. (The deer tick is carried by a number of animals such as rac-coons, skunks, mice, birds, deer, dogs, cats, horses, etc.) "I think a lot of calls will be to vacant lots next to home-sites," Hellman notes. Mowing/management con-tractors can play a role, too. "Vacant lots should be mowed, but even if you mow you don't get rid of the ticks. They can mow it down and 
then they can treat it. They're going to have to contact a lawn 
care company," Hellman says. Deer ticks do not actively seek out humans, yet they can 
sense carbon dioxide and body 
heat, plus they can hang from plant material and latch onto a 
person as he or she walks by. Deutsch compares it to the trackside "snagging the bag" 
postal "mail hook" system used in the days of steam loco-motives: "It's like when the old train would go by and pick 
up the mail." Birds and domestic animals can bring the deer tick onto home lawns. One way to test 
for them is to take a piece of flannel cloth and drag it across the grass. The little ticks will stick to the cloth. LCOs "can do 'the drags' and make population esti-mates," says Hellman. "If there are ticks in the area, people would rather treat 
than take the risk." However, Hellman recom-mends that tick treatments be done on a demand basis, rather than as part of a mar-
keting push: "We don't want to set a scare (into people), and not everyone's lawn needs to be treated." Authorities are still unsure of the best tactics to use in the 
battle against deer ticks, but some local governments may be open to a large-scale spray-ing effort to terminate the ticks. "Certain communities. . .may want some commu-nity-wide programs," Hellman suggests. Deutsch cautions that a tick program may require ex-tra effort because of the deer tick's size. "It's very, very small, and it can evade the 
droplets of the pesticide." Curran concurs. "They have to be in direct contact with the poison itself. The spray has to be a fine mist, and 
it would have to be done often." People are most likely to be bitten by a deer tick during May through September. The Pfizer Chemical Co. of-fers these tips for people in tick-infested areas: Ł Wear protective clothing. Ł Check your body thor-oughly for ticks and bathe soon after returning home. Ł Check you pets thor-oughly before letting them in the house. Ł Remove ticks carefully with tweezers, using a gentle, firm tugging motion. Don't kill the tick before it has been re-moved. Ł Save the tick in a small glass jar. LCI Curran: Tick is spreading Diesburg joins Internat'l Seeds HALSEY, ORE.ŠKenneth 
Diesburg, Ph.D., has joined the research staff at Interna-
tional Seeds, Inc. He will manage breeding and agronomic service pro-grams in turf and forage grass 
seeds, said Research Director Craig Edminster. Diesburg was graduated with honors from Iowa State University. LCI Flex-ability! From sun to shade Glade's flex-ability provides you a strong turf in bright 
sunshine or up to 60% shade. Widely accepted as the improved sun and shade bluegrass variety, Glade will "TURFLON is more effective on the broadleaves that the competition is missing."-Russ Frith, president Lawn Doctor, Matawan, NJ If "easy" weeds were the only ones cropping up in customers' lawns, 2,4-D would handle the job. But that's not the case. You need a tough product to keep tough weeds down. Maybe that's why you should move 
up to TURFLON* herbicide. The real problem with lawn care. "Weed control is the most im-portant problem," explains Russ Frith. And as president of one of the nation's most successful lawn care franchisers, he ought 
to know. In explaining how TURFLON has worked for Lawn Doctor, Russ says, "It does a 
better job on the tough to con-trol weeds." Prove it for yourself. How do franchisers who use it justify broadcast spraying TURFLON at about $9.50 per acre? "Reduced callbacks," Russ says. He adds that inde-pendent Lawn Doctor operators 
select their own products. Most are skeptical of TURFLON until they prove for themselves that 
it does a better job of control-ling tough weeds. "Many who 
use it full service started with spot (spraying)." Finally, Russ says one word describes the experience Lawn Doctor franchises have had us-ing TURFLON: "Excellent." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-3 73-4DOW (4369). Move up to TURFLON 'Ifademark of The Dow Chemical Company Circle No. 110 on Reader Inquiry Card 8004 INNOVATIONS Primed seeds can be used at athletic events like the Super Bowl, •where they are under the gun to get it established in a short period of time.9ŠBrede from Page 1 seeder." A primed seed stays dry un-til planted. Seed priming makes the seed better able to withstand temperature extremes, which means that turf managers can make use of an extended planting season, she says. Currently, sowing efforts in the spring and fall can be foiled by a climate that is ei-ther too hot or too cold. "In most places when they plant their seed the weather is variable," notes Brede, who spoke at the Maryland Turf Conference. And because seed priming allows the seeds to sprout quicker, treated seeds can be helpful for use at athletic events like the Super Bowl, "where they are under the gun to get it established in a short period of time." The concept can also be "very valuable for seed pro-duction" because growers can plant their fields sooner. A 
plot planted just two weeks earlier means an extra 100 
pounds of seed per acre, ac-cording to Brede. Unlike a more expensive seed priming method requir-ing polyethylene glycol, the company is using a more eco-nomical mixture of experi-mental salts and water. Jacklin is in the process of getting a patent. "We have the 
technique and the timing down, all we need to do is im-plement it." It is likely that the seed pri-ming process will be used by seed distributors, who will then sell bags of primed seed. It is expected to be on the market within two years, 
Brede explains. Look for additional news 
on the seed priming front, promises Jesse Johnson, vice president of Liquid Sod, Inc. in Brighton, 
Mich. He declines to publicly dis-cuss what is on tap, except to say that "we also have a prod-uct coming out that will be ger-minated seedŠsproutable overnight." Johnson is excited about the entire concept: "It is one of the hottest things coming into 
the industry. They're going to have seeds that sprout over-
night; they'll sprout within 
hours." At the moment, the com-pany is marketing the Liquid Sod Pre-Germinating Unit, which allows the grass seed to 
be sown dry. "It isn't all wet and sticky" like a traditional pre-germina-tion process, says Johnson. "It goes right through a broadcast spreader." It also works in a slitseeder, drop spreader or liquid sod machine. Part of the problem with traditional pre-germinating ("It has a stigma involved with it.") is that the various seeds are left to soak overnight, lead-ing to fermentation and dam-age, Johnson says. No seed should soak more than four hours, he maintains. "We have a system that shows them how to sprout their seeds 
correctly." Traditional soaking gener-ates too-high temperatures, but the easy-to-use pre-ger-mination bags he sells elimi-
nate that problem, according to Johnson. "This system, without electricity, has a way 
of controlling the heat." The quick and efficient ger-mination rate makes the seeds perfect for erosion control, he says, plus there is a "phe-nomenal reduction in water-ing costs" when planting. At Pennington Seed, Inc., they are pleased with their line of Pen-koted seed. The seed has coatings of fungicides, natural insect and bird repellents, growth reg-ulators and stimulants. "It improves the environ-ment that the seed grows in," 
reports Ronnie Stapp, Pen-nington's vice president for acquisition. "It protects the seedling from diseases." A typical seed is planted in a warm, wet area, says Stapp. "It's a good place for diseases to develop." The seeds "have a better chance of surviving" with the Penkote, he believes. Celpril Industries, Inc. has been marketing its Rhizo-Kote and Nutri-Kote products with positive results. "We had a really good increase in sales last year," observes Duane 
Borcherding, technical sales representative. According to the company's John Walsh, Ph.D., the coat-ings required seven to eight years of research before being introduced. Originally the main buyers WHEN TURF IS READY TO GROW, NHjjH IS READY TOGO Consistent 38% nitrogen Nitrogen released slowly for sustained 
turf feeding during 
active growth 
periods Nonburning and nonleaching Ł , - : 'Ł/ -Ł ŁŁŁŁ Always look for the NITROFORM' logo. It's your assurance of high-quality nitrogen. WNOR-AM NOR-AM CHEMICAL COMPANY 3509 Silverside Road, P.O. Box 7495, Wilmington, DE 19803 Decreased thatch build-up Available in Blue Chip, Gray ChipŽ and new Blue 
GranularŽ for dry 
application; Powder 
Blue* and Powder 
GrayŽ for spray 
application. Odorless and pathogenfree "Our resprays have decreased by almost 50%r-Jim Gourley, owner Lawn Masters, Kenosha, WI If you're like most LCOs using standard three-way herbicides, there are days when you wish 
the phone wouldn't ring again. 
Callbacks and cancellations 
can really get you down. Well, maybe it's time you moved up to TURFLON* herbicide. One good reason to switch. "We switched to TURFLON be-cause we were having too many resprays," explains Jim Gourley. And after 22 years in the busi-ness, he's happy with the results: "Our records show that we do have much better weed control and many fewer resprays this year than we've ever had." You'll save money in the long run. "Yes, we pay more for TURFLON," Jim says. "But when 1 figure how much it costs us per respray, it's saving us lots of money. And that justifies the extra cost." Jim adds that there's another reason he can't afford to make too many callbacks. "When you have to go out and do a respray, you're taking a chance on losing that customer." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-373-4DOW (4369). Move up to TURFLON 'Trademark of The Dow Chemical Company Circle No. 111 on Reader Inquiry Card 8005 New non-phenoxy products showing promising results for Elanco and Dow Brede: Grass grows quicker. were golf course people, says Borcherding. "Now it's start-ing to spill over into other areas such as lawn care." "Fast greenup" is a big plus, says Walsh. "You get a very rapid early development." The coating is the key, says Borcherding. "Basically we're putting the nutrients around the seed, and this allows the nutrients to get to the seed. We're not affecting germina-tion, per se, we're working on the survivability." Fertilizers and fungicides are among the ingredients, Walsh notes. LCI Have a SPILL? Call Chemtrec 1-800-424-9300 Two new non-phenoxy herbicides are sched-uled to enter the market this year. The Dow Chemical Co.'s Confront herbicide should be 
registered by late 1989, says Rob Peterson, lawn care prod-ucts marketing manager. It will be registered for con-trol of annual and perennial 
broadleaf weeds in ornamental turf. Registration is pending for Gallery, which is due for re-lease in the spring. The Elanco Specialty Products entry will be a pre-emergence dry flowa-
ble for mainly broadleaf weed control in turf and established ornamentals. The isoxaben in the prod-uct was first discovered in 1979, and Elanco is pleased with the results. "This is totally new chem-istry," according to Scott 
Eicher, marketing associate. Dow reports that promising research was conducted on 
Confront in the spring and 
summer of 1988 by Dow spe-cialists working with three universities. The tests compared efficacy of the postemergence her-bicide applications on broad-leaf weeds in turf. Overall, Confront provided excellent control of major 
broadleaf weeds, according to 
the company. Gallery was a success in both warm and cool season ex-
periments, Eicher says. "It's been widely tested for the last several years in the East and 
West; North and South." Confront is composed of two active ingredientsŠtri-clopyr and clopyralid. Both act as a plant hormone mimic, disrupting plant cell growth. Initial control symptoms are noticed four to six days after treatment, with com-plete kill in six to eight weeks. Each active ingredient in Confront has a variety of weeds it controls. Triclopyr controls weeds such as ground ivy, oxalis, 
spurge, violets, chickweed and 
speedwell, while clopyralid controls musk thistle, clover, dandelion and plantain. Together, these two ingre-dients give LCOs a broad spec-trum of weed control, according to the company. According to Elanco, "In our research isoxaben has 
been found to be herbicidally active on many broadleaf 
weeds while exhibiting excel-lent safety to ornamentals, es-tablished turf and orchard crops." The weed control spectrum of isoxaben is complementary to Elanco's oryzalin. LCI Peterson: Tests look great. Brouwer doubles facility KESWICK, ONTARIO Brouwer Turf Equipment, Ltd. recently doubled its facil-ity to 124,000 square feet of plant and office space, the company recently announced. The expansion marks the fourth in the company's 17-year history. The company, owned by Outboard Marine Corp. Co., has had three expansions 
since 1974. LCI Developed by Dr. Rudd McGary and Mike Hiller, with All 
Green Management 
Associates. Inc. This course has been taught 
dozens of times throughout the U.S. with excellent results. ^ This program combines watching the video, reading materials and practicing and video taping roll plays. The best way to teach. O Personal feedback for each of your people and recommendations, via video taped roll plays. For every Participants Manual you order you'll receive a detailed evaluation for each person along with recommendations for future development. Specifically for the lawn care industry. Training that works. Better closing ratios. <v> More confident salespeople. O Make more sales. Easy to use. WHERE TO ORDER: Acme-Ritz Productions 3592 Corporate Drive Suite 103 
Columbus, Ohio 43231 ORDERING INFORMATION. Mail a Cashiers Check or Money Order for $295.00 (includes video tape, and one Instructors Manual and one Participants Manual) plus $9.95 for each additional Participants Manual to Acme-Ritz Productions. Questions, please call 614/891-3111. "The first year we used TURFLON, we realized a $1,200 savings on service call costs."-Tim Doppel, president Atwood Lawncare, Inc. Sterling Heights, MI Keeping a lid on expenses be-comes more and more important as your business continues to grow. Do things right, and pro-fits will rise while the cost of servicing each new customer 
falls. If that's the kind of lawn care firm you want to run, maybe it's time you moved 
up to TURFLON* herbicide. When more is less. "Even though the product costs more, I still end up saving money by using TURFLON," explains Tim Doppel. And he has three 
years' worth of documented results to prove it pays to broadcast spray TURFLON at about $9.50 per acre. "The first and foremost advantage of using TURFLON is its effec-tiveness. It works." Reducing callbacks and cancellations is the key. "The first year we used TURFLON, we had a 20 percent reduction in callbacks and that has held 
steady over the years," Tim 
says. "We've also seen an in-crease in customer retention in the three years we've been using TURFLON." And using TURFLON has one more advantage, Tim adds. It's 
the reason he's been able to reduce callbacks and cancel-lations: "My customers are happier." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-373-4DOW (4369). Move up to TURFLON ŁTrademark of The Dow Chemical Company Circle No. 112 on Reader Inquiry Card 8006 Murphy: Know your customers. PRICES from Page 1 which owns ChemLawn. Celmer: Materials up. Russ Frith, president of Lawn Doctor, Inc., told Lawn Doctor dealers he believes ChemLawn plans major price increases this year. Speaking at the recent Lawn Doctor convention in Atlantic City, Frith recommended price in-
creases this year. None were recommended last year. LCOs interviewed at ran-dom cited increasing costs in materials, labor and insur-ance. Those operating in states like New York with 
stringent regulations also 
cited compliance costs. Among materials, urea and seed costs have increased the most. Some LCOs cite in-creases as high as 20 percent for urea, and as much for seed compared to two years ago. "I want to maintain my profitability," says Dave Mur-phy, president of Green Valley Co., Shawnee Mission, Kan. He feels that he has estab-
lished enough loyalty from his customers that they won't leave him because of the price 
increase. "There have been many years where my costs have gone up 10 and 15 percent where we haven't been able to make that up with our custom-ers," Murphy says. One LCO who wished to re-main anonymous fears his 5 percent price increase will not be enough to maintain his pro-fit margin. He fears losing too 
many customers if he asks for any more. Some LCOs plan increases Home lam two months after overseeding with Turf-Seed ryegrass and bluegrass products. Quality Turf Products Green-Up Your Bottom Line Lawn renovation can be a profitable addition to an LCO's sendees, but like other programs, satisfied customers are the key to continued success. Along with professional tech-nicians, proper equipment and timely sendee, the grass 
seed used make the long lasting impression that creates referrals. And Turf-Seed, Inc. has the premium quality seed for your program ... in your region. Ask for these products by variety name ... because it's really your name that's on 
the line. Northern Turf Renovation Perennial Ryegrasses Citation II Ł Birdie II Ł Omega II Ł Manhattan II Ł CBS II Blend Ł 246 Ł 2DD Ł 2HH 'Charger5 Kentucky Bluegrass Midnight Ł Challenger Ł Columbia Ł Galaxy Blend Southern Turf Renovation Tall Fescues Olympic Ł Apache Ł Monarch Ł Silverado Ł Eldorado Ł Triathalawn Blend Perennial Ryegrasses Citation II Ł Birdie II Ł Omega II Ł Manhattan II Ł CBS II Blend Ł 246 Ł 2DD Ł 2HH 'Charger5 , SPSHS JB i wmmmmmm TURF-SEED, INC. PO Box 250, Hubbard, OR 97032 FAX 503-981-5626 TWX 510-590-0957 1-800-247-6910 Use ROUNDUP® herbicide to kill undesired turf. ROUNDUP® is a registered trademark of Monsanto Company. Circle No. 134 on Reader Inquiry Card only for new customers. Oth-ers will raise all customers, making the new ones pay more than the old ones. Still others will raise all customers equally. In recent years, many LCOs have raised prices 2 to 5 per-cent annually to avoid larger one-year increases. This year, however, many are going higher. Sheila Freeze, owner of the Lawn Doctor franchise in Fairfax County, Va., has been 
raising new customers 4 to 5 percent every year. This year, she is raising the customers who have been with her for 
two or more years by 10 per-cent. Freeze says she can only do this because of ChemLawn's increase. "We're in the most 
highly competitive market that there is on the eastern seaboard," she says. Akron, Ohio-based Er-baugh Corp./Lawnmark is 
boosting prices 8 to 13 percent, depending on the market, says President J. Martin Erbaugh. 
He notes that wages are rising 
faster than inflation. With a large portion of his branches in New York, Er-baugh is also concerned about 
the cost of complying with 
that state's new regulatory re-quirements. "It's no big deal, but it is a cost," he says. Regs have impact Don Burton, president of Bergen, N.Y.-based Lawn Medic, Inc., expects 20 to 30 percent higher administrative costs because of the regula-
tions. This, coupled with higher wages and seed costs, is causing him to raise prices 5 or 
6 percent. Kent, Ohio-based Davey Tree Expert Co. plans an in-
crease in the 7 to 10 percent range in most markets, says Ken Celmer, vice president of operations. He cites rising ma-terials' prices. West Coast prices are rising too. Yearound Lawn Care, the largest company on the West 
Coast, will raise prices 8 per-cent in most locations. "The cost of chemicals is not the factor," says Curtis Couch, 
general manager. "It's the cost of people." Atlanta, Ga.-based Orkin Lawn Care, Inc. plans in-creases of 5 percent, as in 1988. Gordon Crenshaw, vice presi-dent, points to a larger mar-keting investment needed in a 
more competitive business cli-
mate.. "The effectiveness of your marketing just isn't as effec-tive as it once was," Crenshaw says. "You've got to spend more money." LCI Questions about Pesticides? Call 1-800-858-7378 National Pesticide Telecommunications Network Expect price increases for mowing contracts, too BY ELLIOT MARAS Editor NATIONAL REPORT Steeper operating costs, nota-bly labor, are forcing mowing/ management contractors to defy competitive pressure and pass more costs on to custom-ers. Contractors, interviewed at random, are less certain than LCOs about price increases this year, but most say prices 
will at least reflect the coun-
try's 4 percent inflation. Contractors, unlike LCOs, usually set prices on a per-job 
basis. Since costs are higher 
this year than last, prices will naturally be higher. "It's mainly that it costs more to get labor," says Bill Peterson, general manager of grounds management for Du-brow's Nurseries, Inc., Livingston, N.J. (Prices for most of the company's con-tracts will be up by 5 to 15 per-
cent.) Bill Davids, vice president of Clarence Davids & Sons, Inc., Blue Island, 111., agrees that higher labor costs must be passed on. The company will charge 4 to 6 percent more this year. Reinhold Landscape, Flat Rock, Mich, will charge 3 to 6 percent more, says President Melanie Reinhold Sawka. She blames the rising cost of 
equipment as well as labor. Selective increases Ron Kujawa, president of KEI Enterprises, Cudahy, Wis., and Bob Scofield, vice president of corporate rela-tions for Calabasas, Calif. -
based Environmental Care, Inc. are among several con-tractors who say prices will be raised on a selective basis. "We're going to do it based on the relationship we have 
with the client," concurs Dave Minor, whose firm, Minor's Lawn Care, caters mostly to single-family residential cus-tomers in Ft. Worth, Tex. He expects most accounts will be raised by 5 percent. Minor held off on raising prices last year because cus-tomers in Texas had just been saddled with a sales tax on ser-vices. His biggest cost increase, he notes, is for worker's compen-
sation. Some companies would still rather look for ways to cut ex-penses than raise prices. "The pressure of the com-The construction boom in the Mid-Atlantic region has eaten up much of the area's available laborŠ Berry petition continues to be se-vere," notes Bruce Hunt, a 
vice president with the Lan-ghone, Pa.-based The Brick-man Group, Ltd. The company will work harder at 
controlling its costs. The construction boom in the Mid-Atlantic region has 
eaten up much of the area's 
available labor, notes Bob Berry, vice president of Lan-
caster Landscapes, Inc., 
Arlington, Va. Higher wages will result in an overall 10 per-cent jump in prices. Labor costs have risen the most on the West Coast, where enforcement of the re-cent immigration law has been fierce. Mission Landscape Ser-vices, Inc. in Costa Mesa, Calif, will be charging 10 to 20 percent more, says President Wayne DuBoise. "It may cost 
business, but it needs to be done." Raising prices is impossi-ble, however, in areas with a poor local economy. Commercial property owners in Denver are "looking 
to cut budgets," says Eldon Dyk, vice president of Allen Keesen Landscape, Inc. LCI Scofield: Labor costs keep going up. Sawka: Equipment costs are going up, too. Elite Turfgrass Seed Mixture Triple Play is the unique blend of ryegrasses that has been care-fully selected to meet specific needs for seeding Athletic Fields, Lawn Areas and Golf Courses. Triple Play contains the elite turf-type ryegrasses of PENNANT, MANHATTAN II and STALLION. Triple Play will produce a beautiful dark green color with excellent heat and drought tolerance. Seeding Recommendation 5 to 7 lbs. per 1,000 sq. ft. Ask Us About Our Full Line of Turf Grass Seeds. QUALITY... It's a Way of Life at Tyler. If you want the very best in quality products and service, write or call us today. Enterprises, Inc. Quality Ł Service Convenience P.O. Box 365 Ł Route 53 Ł Elwood, IL 60421 Telephone (815) 423-5551 Please send me information on the Tyler products checked below: Name Company Name . Area Code & Company Phone-Address 
City . State . Zip Ł Tyler Greensward custom formula fertizlers. Ł Chemical control products for turfgrass programs. i i i 
i Ł Grass seed blends. Ł All Tyler products. MAINTENANCE METHODS Measuring the commercial landscape accurately Property Analysis Report Name: Address: TURF: 1. TYPE: 2. TYPE: 3. Total sq. ft. of turf: 
4. % Large Mower _ 5. % Push Mower _ 6. Other Grass Area 7. Weedeat Areas 
8. Edging Date: TREES AND SHRUBS: 9. Trees: Canopy Sq. Ft. Report By: 10. Shrubs: Canopy Sq. Ft. 11. Total Canopy Sq. Ft. 
12. Tree Mulch: No. of Trees _ X 28 sq. ft. sq. ft. 13. Shrubs Mulch 
sq. ft. 14. Other Mulch Area sq. ft. 15. Total Mulch Area sq. ft. 16. Prune Area (same as total canopy area) sq. ft. 17. Special Prune Area (corrective) sq. ft. 18. Weed Control Area (same as mulch) 
sq. ft. 19. Clean-up Area (same as turf) lin. ft. 20. Leaf Removal % of total turf area sq. ft. sq. ft. 
sq. ft. 
sq. ft. . sq. ft. 
. sq. ft. 
. sq. ft. 
. sq. ft. 
. sq. ft. 
. sq. ft. 
. sq. ft. 
. sq. ft. Brouwer 130, 224, 235, big numbers in turf rolling. For more information, a live or video demonstration of This or other fine turf care equipment Call your Brouwer dealer... TODAY BROUWER TURF EQUIPMENT LIMITED An Outboard Marine Corporation Company 7320 Haggerty Rd./Canton, Ml. 48187 Telephone (313) 459-3700 Woodbine Avenue/Keswick, Ontario, Canada L4P 3E9 Telex 065-24161 Telephone: (416) 476-4311 88-91 Copyright 1988 Brouwer Turf Equipment Limited. Circle No. 105 on Reader Inquiry Card It is difficult to define com-mercial landscape in spe-cific terms. The commer-cial landscape occupies the area remaining after the com-pletion of construction of 
buildings, walks, drives and parking areas. The need to know the exact area of the landscape is being fueled by two trends in the 
landscape industry. One is that the industry is moving to-
ward full landscape services. The full service trend will offer an opportunity to include more commercial work in your 1989 billings. The need to know accurate quantities for the entire landscape will in-crease with expanded services 
and increased property size. The demand for greater ac-countability also increases the need for accurate, clearly de-fined quantities. The applica-tion of chemicals, other material, and labor to a spe-cific area of the landscape will improve accountability. Accurate application rates, specifically with chemicals, is part of the quality equation in landscape maintenance. The agriculture industry is a good example of "efficiency in operations" based on quan-tity-driven and controlled management systems. The sucessful farmer equates all ac-tivities to the area being culti-vated. The success of the crop is measured not in dollars but in bushels, pounds, or tons per 
acre. Accurate quantities offer the opportunity for improved management. The ideal system What does the ideal quan-tity system look like? A current, large scale, full color, 
contoured photograph of the property would be the ideal basis for a measured system. Time and cost factors do not allow this ideal solution today, but there is a manual measuring system that offers About the Author Philip D. Christian, III, is a business consultant based in Alpharetta, Ga. He was chief of ChemLawn Service Corp.'s maintenance division in the 
1970s. TR224, is the ideal rider model when access may be a problem, its 32 inch width allows it to roll almost anywhere Ł 5 H.P. Honda engine Ł Proven single lever clutchless F-N-R transmission Ł 24 inch rolling width Ł Lever assisted steering for exceptional maneuverability TR235 f for those heavy duty "larger area' rolling jobs this rider model features a extra 
large steering wheel for driver comfort, easy 
operation and less fatigue Ł 8 H.P. Honda engine Ł Heavy duty hydrostatic transmission Ł Dual fill/drain plugs in each roller Ł Rounded edge rollers to prevent turf damage TR130 4 the walkbehind model that is ideal for smaller areas. Its compact size and maneuverability let you into those confined 
areas, between buildings and around obstacles Ł 5 H.P. Honda engine Ł Hydrostatic transmission Ł Large rear support roller Ł Special rounded edge roller to prevent turf damage equal results in accuracy and consistency as the aerial pho-
tography method. This systematic method of measuring the commercial 
landscape is measured on the 
ground (in the field), and the quantities are compiled as 
they would be in an aerial 
photo summary. The system requires the measuring of only four basic quantities: 1) The total area of 
turf in square feet; 2) The area 
to be edged in linear feet; 3) 
The total area in square feet to 
be pruned; and 4) The area in square feet to be mulched. The measurements are made using a standard, lawn care type, measuring wheel. 
The spaces provided on a quantity survey sheet are filled in with the dimensions. The calculations are made for each area and the totals are 
added by column. The totals from the quantity sheet are transferred to the property 
analysis sheet. When the property analysis form is complete, you can esti-mate the cost of all services required for that landscape. Rules of measuring A measuring system must yield an accurate and consis-tent interpretation of the ac-
tual area to be serviced. To insure accuracy, your people 
must be trained in basic skills of measuring and must know 
the following rules of measur-ing: 1) Measure all of the turf area without regard to its con-
dition or density. Note on the 
quantity sheets if there are large bare areas and the dif-
ferent types of turf. 2) Identify turf areas that cannot be mowed with a 36-inch walk-behind mower. The area must be noted on the 
quantity sheet as a "push" area. 3) Special turf areas should be noted on the quantity sheets and include: a) Rough cut areas, areas requiring in-frequent mowing, or areas to be mowed with special equip-ment; b) Steep slopes or banks that cannot be safely mowed Canopy Radius Chart RADIUS SQ. FT. IN FT. CANOPY 1 = 3 2 = 12 3 = 28 4 = 50 5 = 78 6 = 113 7 = 154 8 = 201 9 = 254 10 = 314 11 = 380 12 = 452 13 = 531 14 = 616 15 = 707 16 = 804 17 = 908 18 = 1018 19 = 1134 20 = 1257 with push or walk-behind 
equipment; c) Large, open areas, such as athletic fields, 
that require special equipment 
or increased service frequency; d) Swamp or wet areas that 
cannot be serviced with stan-
dard equipment. The turf area, like other parts of the landscape, is usu-ally irregular in shape. Divide 
the irregular areas into com-mon geometric figures, and then calculate the area by 
using an appropriate formula for the geometric figure. Areas of circles can be easily determined by using the radius chart as shown. Measure all of the trees on the property, except the large, native or mature trees that will not be pruned. Trees are mea-sured in canopy square feet. The canopy is the area on the ground under the tree that falls within the drip line of the tree. Note on the quantity sheet the total number of trees, their radius size, and then use the radius chart for 
the calculation. Measure in linear feet the total feet to be edged. This in-
cludes all sidewalks, backs of 
the curbs, areas around flat slabs, and any other joint be-tween the turf and the hard-scape. In most landscapes, you may measure the shrubs to be pruned and the mulch areas as the same dimensions. In newly-planted or immature landscapes it may be necessary to separate the measurements and note that separation on 
the quantity sheet. Measure areas that will re-ceive mulch only and place the 
dimensions in the appropriate 
column of the quantity sheet. Make a special note if the property, or a portion of the 
property, needs corrective pruning. We assume mainte-nance pruning unless other-wise noted. We have simplified the measuring process by only measuring four quantities. We combine these areas, or take percentages of them, to esti-mate all of the maintenance activity. The landscape analysis sheet is the summary for all of 
the quantities and is the key 
document that forms this 
quantity "photographic pic-
ture" of the landscape. Consistency in our measur-ing system is achieved by a systematic summarization or listing of the quantities on the landscape analysis form. You may choose to modify the standard form to fit your firm, 
and that is okay, provided that you use the same form throughout the firm. The first seven lines of the property analysis report are See MEASURE Page 36 Personal service. Consistently high product quality. Technical innovation. Proven performance. All backed by a genuine integrity that is all too uncommon in today's business world. That's The Andersons. ©1988 The Andersons Federal EPA registration pending. Tee Time'" and TurFact"" are trademarks of The Andersons. Team® is a trademark of Elanco Products. Dursban* is a trademark of Dow Chemical Co. the professional's partner TheC<StS* Andersons 1-800-225-ANDY Associate Member Tee Time Fertilizer 25-3-8 with Team and Dursban Tee Time Fertilizer ? 25 3 8 with Team and Dursbar the professionals partner The Andersons introduces Tee Time with Team and Dursban. Anderson*' New Tee Time with Team and Dursban controls weeds, kills pests and fertilizes in one easy application. It can help you provide more effective, more efficient service. Because it lets you cut down on service calls, without cutting down on service. This great labor saver is available in many analyses. It's also available in a half rate of Team and a full rate of Dursban. But this 3-in-l product is only 
available from The Andersons. So to find out more about new Tee Time with Team and Dursban, just call 1-800-225-ANDY, or contact your local Tee Time distributor. And get the latest TurFact from your partner. MANAGEMENT TOOLS The value of the operating statement: Avoid errors The operating statement, sometimes called the in-come statement or pro-fit-and-loss statement, can help a manager avoid financial 
mistakes. It summarizes the earnings of the company for a given pe-riod of timeŠusually a calen-dar or business year. It may be 
arranged in any one of several 
different formats, some of which may be more adaptable 
to managerial use than others. The format used in the sample operating statement contains: Ł Cash receipts (by major categories). Ł Cash operating expenses (by major categories). Ł Adjustments for changes in operating inventory. Ł Adjustments for capital gains. Profit or loss, a measure of business success for the stated 
time period, is obtained by ad-justing net cash income (total cash receipts less total cash 
operating expenses) for changes in operating inven-tory and capital items. Cash receipts Total cash receipts indicate the value of business done dur-ing the period of time covered by the statement, and thus is a measure of business size. Cash 
receipts should be listed by 
source. This provides manage-ment a feel for the probable timing (frequency) of cash re-ceipts. This is an important factor for scheduling loan repay-ments. Some feel there is less 
risk associated with loan re-payment with greater fre-quency of cash receipts. Cash operating expenses Total cash operating ex-penses reflect the amount of cash expenditure to produce a 
given amount of gross income. 
This section should provide sufficient detail to analyze the nature of cash operating ex-penses. Controlling costs is a major factor in the success of today's 
lawn care business. Manage-
ment has little control over the level of business receipts as compared to business ex-
penses. Management has more of a direct influence on business costs and must implement strategies that hold costs at the level that will maximize 
profits. Essential to effective cost control is knowledge of 
business costs. Controlling costs To begin cost control, rank the expense items in order of importance. Try to reduce the costs that have the most influ-
ence. Labor cost will undoubt-edly be the largest cost item (53 percent of receipts in the example), so this cost must be THE OPERATING STATEMENT PERIOD: JAN. 1 - DEC. 31, 1988 CASH RECEIPTS CASH OPERATING EXPENSES CONTRACTS SI 05,600 SALARIES S 23,414 MISC. SERVICES 8,700 LABOR (INCL. PEREQUISITES) 43,540 REPAIR A MAINTENANCE 5,610 INTEREST 7,453 SEEDS, PLANTS 300 FERTILIZER-LIME 4,880 CHEMICALS 3,990 SUPPLIES-SMALL TOOLS 1,320 ADVERTISING 150 GAS, FUEL. OIL 5,060 PROFESSIONAL FEES 700 TAXES 1,470 INSURANCE 3,520 UTILITIES 620 DUES, SUBSCRIPTIONS 280 OFFICE SUPPLIES-POSTAGE 400 OTHER 850 TOTAL CASH RECEIPTS Si 14,300 TOTAL CASH OPERATING EXPENSES $103,557 R.K. Reynolds W.R. Luckham About the Authors R.K. Reynolds and W.R. Luckham are associate professor emeritus and extension marketing specialist, respectively, in the Department of Agricultural Economics at 
Virginia Tech. These we waste. Introducing CHIPCO® SEVIN® brand SLcarbaryl insecticide, the only grub control material available to professional lawn care operators that is effective, economical, and environment-ally sound. CHIPCO* SEVIN^ brand SL provides consistent and effective grub control. At a cost no greater -and usu-ally less- than anything else on the market. Plus you get the peace of mind that comes with knowing CHIPCO*SEVINK brand SLis al-so widely used for the control of 
mites, tides, and fleas on poultry, pets, and game birds. So it's ideal for use on lawns, parks, golf courses, or any ©1988 Rhone-Hxilenc Ag Company, 2 T.W. Alexander Drive, Research Triangle Park, NC 27709. CHIPCO*, SEVIN * and RONSTAR * are registered trademarks of Rhone-ftxilenc. As with any crop protection chemical, always read and follow instructions on the label. NET CASH INCOME S 10,743 ADJUSTMENTS FOR CHANGE IN OPERATING INVENTORY SUPPLIES BEGINNING INVENTORY (1/1/88) S 5,300 ENDING INVENTORY (12/31/88) 3 548 , NET CHANGE S(-1.752) ADJUSTMENTS FOR CAPITAL ITEMS MACHINERY A EQUIPMENT BEGINNING INVENTORY (1/1/88) S 35,870 Ł+ PURCHASES (in 1988) -- . A. SUBTOTAL 5 35,870 ENDING INVENTORY (12/31/88) S 31,566 + SALES (in 1988) --B. SUBTOTAL 5 31 566 NET CHANGE (B - A) S(-O04) NET OPERATING PROFIT BUILDINGS J 28,970 5 28.970 S 27,522 S 37," 5(-1,448) PROFIT (LOSS) -mh S(-5,752) S 3,239 examined in detail. Watch out for interest ex-pense showing up in the top three to five cost items. This could indicate possible finan-cial problems. Remember, in analyzing costs, it is important to check all items. Net cash income represents cash above operating expenses or net margin. The addition of cash received from the sale of 
capital items to net cash in-
come ($10,743 in the example since there were no sales of capital items) indicates cash generated. That is, cash gener-
ated in the period covered by 
the operating statement for current debt principal pay-ments, new investments, emergencies and other uses. Adjustments for change The nature of the lawn care business may require account-ing for changes in operating 
inventory items on hand (chemicals, fertilizer, etc.) since expenses are likely for 
these items. But these ex-penses have not been con-verted to receipts within the 
period covered by the state-ment. Net cash income, adjusted for changes in operating in-ventory, results in net opera-
ting profit, which represents 
profit before depreciation. Adjust for capital items The final adjustment needed to determine profit be-fore income taxes is to account for depreciation. The adjust-ment for capital items section provides a means for calculat-ing depreciation of machin-ery/equipment and buildings, 
the primary assets associated with lawn care. The procedure shown in the sample shows a summary of purchases and sales as well as inventory values for these es-
sential business assets. Net operating profit ad-justed for depreciation indi-cates profit or loss, before in-
come taxes, earned by the company during the state-ment period. With profit as the primary objective, this fig-ure is the ultimate measure-ment of management skill. Profitability ratios Using figures from the net worth statement (described in 
the previous article) and the sample operating statement, it is now appropriate to look at 
several ratios that measure the firm's ability to generate pro-
fits. Return to equityŠThis ratio is used to measure pro-fitability as it relates to the owner's investment. Profit represents earnings after all costs, including interest on 
borrowed capital. Net worth represents accu-mulated owner's equity in the firm. Therefore, this ratio in-dicates return to owner's eq-
uity and may be compared to returns to alternative invest-
ments, such as stocks, bonds, 
savings accounts, etc. Even though the return on investment may be high, the financial position of the firm can still be questionable. The firm in this example is earning 12 percent return on net worth or the owner's eq-uity. As the firm matures and the owners build equity, the 
percent return to equity will decline. Return to assetsŠThis is another ratio to measure profitability as it relates to total investment. This ratio allows a lawn care manager to 
determine return on the total 
business (owned plus bor-rowed capital). This ratio reveals the op-portunity cost of total invest-ment. In other words, what 
return would have to be earned from other investments in order to make them more at-
tractive than the present in-come producing assets? The firm is earning a 4 per-cent return on the total assets 
employed in the business. Since this ratio ignores how the business is financed, the ratio can be readily compared with similar ratios of other 
businesses. It is a measure of These we dorit. area frequently used by people and animals. And with CHIPCO* SEVIN8 brand SL, you not only get ef-fective control of the white grub complex,but 27other turf pests, 
as well. Including tough ones like chinch bugs, billbugs, army-
worms, and sod web worms. Ask your chemicals supplier for CHIPCOŁ SEVIN * brand SL carbaryl insecticide. CHIPCO * SEVIN * brand SL is a product of the CHIPCO * line that includes CHIPCOK brand 26019 fungicide 
and CHIPCO* RONSTAR* brand 2Gpre-emergent 
herbicide. rP RHONE-POULENC AC COMPANY managerial ability. Net profit marginŠ This is another measure of profitability that may be used to evaluate the degree of cost control or to compare with similar businesses. For each dollar cash in-come, the sample firm earned 
three cents profit. This in-cludes changes in operating inventory values as well as cash above operating ex-
penses, and is a long-run con-cept. The operating statement provides a picture of what oc-curred in the business within a specified period of time. Without this kind of pic-ture, management could not gauge what level of success was 
attained, much less where cost control should be directed to head off cash crises and en-
hance success. To get the full financial pic-ture, management must use the net worth statement, the 
operating statement and the cash flow statement. NEXT MONTHŠCash flow statement. Questions about Pesticides? Call 1-800-858-7378 National Pesticide Telecommunications Network Quality turfgrass difficult to maintain without using pesticide products BY ELLIOT MARAS Editor ATLANTIC CITY, N.J. There's no getting around itŠ LCOs who want to offer a pesticide-free lawn care pro-gram have to alter their cus-
tomers' expectatXiis. "We cannot maintain the quality most people associate with good turf without occas-sionally using pesticides," says Tom Turner, Ph.D., turf 
specialist at the University of Maryland. Any LCO who wishes to significantly reduce his or her use of pesticides must con-
vince customers that they can't expect the same quality of turf, Turner says. Before addressing the methods LCOs can use to re-duce pesticides, Turner en-
courages LCOs to realize that 
the benefits of a quality turf are more than just visual. Quality turf reduces mow-ing demands (One cemetery's 
mower fuel costs were cut in 
half.), contains soil erosion BEFORE WE DEVELOPED THESE PROBLEM-SOIVING TURFGRASS MIXTURES, WE MARCHED THROUGH ACRES AND 
ACRES OF PROBLEMS Nobody knows the troubles we've seen. Our Northrup King turf specialists and researchers have hoofed through salt prob-lems, soil compaction, disease, starved turf, baked turf, cleated-to-shreds turf, and dor-mant winter turfŠall depressing sights. But it was a road well worth our travels. The result is a complete line of Medalist turfgrass formulas that meet the demands of the professional turf manager. If you've been staring down at a turf problem, look up your solution here. And if you think it's a turf problem we haven't seen, just let us know. Our business is putting your problems behind us. MEDALIST TURF PRODUCT MAJOR AREAS OF USE SPECIAL FEATURES ^^^^^ Athletic Pro and Athletic Pro II For athletic turf. Well suited for new seeding or overseeding. Fast establishing, traffic tolerant, rapid recovery. Both provide good footing. Boulevard Mix Any area with high pH (roadsides, sidewalks, boulevards, alkaline soils, etc.). Contains 'Fults' and Dawson red fescue for beautiful salt-tolerant turf. Performs at low to high fertility levels. Landscape Pro Mix School grounds, cemeteries, golf course roughs, home lawns. Establishes fast. Adapts to broad range of conditions and 
management levels. Low to moderate fertility needs. Overseeder II Mix Fairways, tees, athletic fields. Rapid germination and establishment. Withstands heavy traffic and resists diseases. Penetrates compacted soils. Medalist North Mix Fairways, tees, cart paths, wear areas. Quality turf for high traffic areas. Clean mowing and disease resistant. Premium Sod Blend Commercial sod production. Exceptional dark green color. Tolerates light shade. Superior disease resistance. Rapid sod producer. Renovator Pro Mix Problem solver for heavy traffic areas (athletic fields, golf tees, and fairways). Penetrates compacted soils and combats Poa annua. Adaptable to most geographic regions. Medalist Brand Overseeding Products Winter overseeding of dormant 
bermudagrass. Establishes rapidly and evenly. Tolerates traffic while providing a superior putting surface. Smooth spring transition. Ask your Northrup King distributor about Medalist Turf Products to solve your turf problems. Or write Northrup King Medalist Turf Products, PO. Box 959, Minneapolis, MN 55440. and cushions people when they fall, Turner says. To reduce pesticides, Turner offers five basic steps: 1) Select proper grasses. 
2) Keep the soil healthy. 3) Use proper amounts of nitrogen at the right time. 4) Mow properly, particu-larly in regards to mowing height. 5) Irrigate properly. Grass selection is crucial in minimizing weeds, Turner says. In the Maryland area, for 
example, tall fescue will have 
50 to 75 percent fewer pest problems than bluegrass or pe-rennial ryegrass. The grass selected will also impact on the amount of thatch, which correlates to the amount of pest problems. "If you're not able to perform aerification procedures, blue-grass (in Maryland) would be 
as very poor choice," he says. Keeping soil healthy re-quires maintaining the proper amounts of nutrients. The soil should be tested for proper 
amounts of nutrients. "It (soil testing) is a very simple procedure that can re-
duce a pest problem later on," Turner says. In one case, dandelions and crabgrass were reduced years 
after recommended amounts 
of phosphorous were applied 
to the seedbed. "These recom-mendations are based on a fair 
amount of research," he says. Turner warns LCOs that aerifying in mid-March to mid-April may stimulate crabgrass in the Mid-Atlantic area. Keeping the lawn free of de-bris during establishment of seedbed will reduce potential water-related stresses, which in turn can reduce potential pest problems. Using proper amounts and timing of nitrogen will reduce weed problems significantly. Turner says LCOs can find out what the best rate of nitrogen is for their geographic region from extension services. Following proper mowing heights will also keep weeds to a minimum. Deep, infrequent watering will deter some dis-
eases and weeds. LCI Turner: Pesticides important. PLACE COVER LABEL HERE PRINT PHONE NUMBER BELOW STATE PHONE( 101 116 131 146 161 176 191 206 221 236 251 266 281 296 311 326 341 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 342 103 118 133 148 163 178 193 208 223 238 253 268 283 298 313 328 343 104 119 134 149 164 179 194 209 224 239 254 269 284 299 314 329 344 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 345 106 121 136 151 166 181 196 211 226 241 256 271 286 301 316 331 346 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 347 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 348 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 349 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 350 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 351 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 352 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 353 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 354 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 355 MARCH 1989 This card void after May 15,1989 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 20 Ł Mowing/management lawn care company and/or landscape contractor 30 Ł Both chemical lawn care company and mowing/management lawn care company and/or landscape contractor B. SUPPLIER 50 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: Date BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN OIRE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 I.I.LI.I.M.IIhhIM.LI.MILI.IIH. Alternatives to 2,4-D are available for weed control The response of some important lawn weeds to single turf herbicides BROADLEAF WEEDS RESPONSE2 The response of some important 
lawn weeds to single turf herbicides BROADLEAF HERBICIDES GRASS HERB.3 The response of some important 
lawn weeds to single turf herbicides 2, 4-D dichlorprop mecoprop dicamba bromoxynil endothall MSMA or DSMA triclopyr DCPA | Pendimethalin benefin bensulide oxadiazon LIFE1 WEEDS CYCLE 2, 4-D dichlorprop mecoprop dicamba bromoxynil endothall MSMA or DSMA triclopyr DCPA | Pendimethalin benefin bensulide oxadiazon Dandelion P 74 / / 
Ł Ł 
Buckhorn Plantain P Ł it6 / / Broadleaf Plantain P / it Ł Comm. Chickweed A 5 Ł 7 7 Ł Ł 
Ł Ł 
7 Mouseear Chickweed P Ł / 7 Ground Ivy P <r Ł it 7 / Henbit A or B it Ł it 7 S' / 7 / Prostr. Knotweed A or B it 7 7 
/ 7 Red Sorrel P Ł 7 Prostr. Spurge A / 7 7 
S Ł 7 Knawel A or WA 7 s Wild Carrot B 7 7 7 
Ł Yarrow P S Ł it 7 Ł Yellow Woodsorrel P 7 7 it s 7 Ł 7 7 
7 (Oxalis) Healall P / Ł 7 Black Medic A Ł 7 7 s 7 7 Speedwells P it it 7 7 
/ -7 (Comm., Thyme-leaf, Creeping) Hawkweed P 7 (Orange, Yellow) Wild Garlic P it Ł 7 Dwarf Mallow B or P it Ł 7 7 
1A = Annual; WA Š Winter annual; B Š Biennial; P = Perennial 2 Response to single herbicide; te. no combination of herbicides 3 Crabgrass herbicides which give some broadleaf weed control 4 Herbicides having some degree of control on the weed indicated 5 Blank indicates herbicide has no effect on weed or no information available 6 Indicating some initial response; repeat application often necessary 7s Š seedling; must be seedlings. BY JAMES E. GUYETTE Managing Editor Alternatives to 2,4-D are available for fighting a number of common weeds, but these products re-quire closer monitoringŠand perhaps retreatments may be necessary. That's the result of experi-ments conducted by Richard D. Ilnicki, Ph.D., research professor of weed science at Rutgers University. Ilnicki, who spoke at the New Jersey Turfgrass Expo in Atlantic City, says he is pleased that the U.S. Environ-mental Protection Agency de-cided that a special review of 2,4-D is unnecessary. "Can you imagine what many users of herbicides would do without this safe, in-expensive, and very effective herbicide? Lawn care profes-sionals would be at a disadvan-
tage because many of the lawn weeds they must control can 
be controlled with 2,4-D." Ilnicki and graduate student Adrian J. Enache did in-deed think about what would happen if 2,4-D were 
banned, and they set out to study alternative chemicals for weed control. "Rest assured, we do not advocate or encourage the 
elimination of 2,4-D, or use of other herbicides in deference 
to 2,4-D," Ilnicki points out. "As a matter of fact, if the weed problem can be taken care of by 2,4-D we encourage its use." BUYS from Page 1 struction Co., or his landscape maintenance franchise opera-tion, U.S. Lawns, Inc. Environmental Care did buy the service division of Farm & Home Irrigation, Inc., 
another Oyler subsidiary. It 
did not buy the irrigation in-stallation division of that 
company. Tom Oyler remains with the company as vice president 
of marketing.Operations will 
be managed by Gary Tungate, 
who previously managed En-
vironmental Care's Denver, Colo, operations. "We envision the same suc-cess and opportunity here in Florida as we've had in Cal-
ifornia," says Tungate. "You've got a market, eco-
nomically, that's growing by 
leaps and bounds." "Oyler Brothers has had a reputation of providing qual-
ity landscape maintenance," he says. "We're just going to /Continue that further." About 95 percent of the Oyler employees have re-mained with the company, Tungate adds. Environmental Care pro-vides landscape maintenance, Ilnicki believes that 2,4-D is safe and cost effective. "But it may be important and of in-
terest to LCOs to know that some of the common weeds re-
spond to other herbicides." An accompanying chart illustrates some of the re-
search. "A check mark alongside a weed for a particular herbicide indicates that the weed is sus-ceptible, to some degree, to 
that herbicide." This does not mean that complete control can be obtained with one ap-plication. "It may be necessary to in-crease the usual rate for some 
weeds, but this should be done 
without injuring the turfgrass. 
Read the label for the rate to use and what turf species and varieties are tolerant." Stars indicate where repeat or 
multi-applications may be re-quired. Ilnicki notes that "some-times a re-treatment with 2,4-D might be the better route" when costs are computed. "Compare price," he urges. The technician needs to be aware that the 2,4-D alter-natives may require special care when being applied, par-ticularly if root systems are nearby. "In many of these you don't want to go beyond the drip line of a tree or get too 
close to a shrub." Note that Ilnicki and En-ache have prepared weed responses to sin-gle herbicides. This will give a 
better view of which weeds re-spond to which herbicides. interiorscape services and ma-ture tree care through 15 
branch offices in Arizona, Cal-ifornia, Colorado and Texas. It is a wholly-owned sub-sidiary of Environmental In-dustries, Inc., a horticultural services company based in Calabasas, Calif. Other sub-sidiaries provide landscape 
and irrigation construction 
and specimen tree growing 
and tree moving. LCI Green Team set for St. Louis ST. LOUIS, MO.ŠThe 1989 Green Team Conference and Trade Show will be held Nov. 10-13 at the Cervantes Exposi-tion Center in St. Louis, Mo. The show is co-sponsored by The Associated Landscape Contractors of America and the Professional Grounds Management Society. For the first time, the trade show and educational sessions will be at separate times. The educational sessions will be in 
the morning and the trade show will be in the afternoon. The adjacent Sheraton Hotel will be the convention headquarters. LCI "At present, LCOs can still purchase single herbicides, 
but the trend is toward com-mercially prepared products containing mixtures of two or 
three herbicides," Ilnicki ex-
plains. "These have been effective not only because a broader spectrum of weeds can be con-
trolled, but often difficult-to-
control weeds can be better controlled with mixtures. "Researchers have called this synergism, i.e., control is greater with two or more her-bicides than the sum of control 
of the individual herbicides." He adds that "these com-mercially prepared mixtures 
might be cheaper" for LCOs to use. Ilnicki says that when using bromoxynil herbicide it is im-portant to know that the weeds must be seedlings or very young. "If you study the table," he continues, "you will note that 2,4-D is effective on a number of weeds. Closely related, 
chemically, to 2,4-D are di-
chlorprop (2,4-DP) and mecoprop (MCPP), and these two herbicides control just about as many weeds, some different than 2,4-D and some 
the same. Generally, propionic herbicides (dichlorprop and 
mecoprop) cost more and may persist longer." Dicamba has an effect on a number of weeds, Ilnicki says, and it can control some weeds better than the phenoxy her-bicides (2,4-D, dichlorprop and mecoprop), but greater 
care is required when applying itŠparticularly around orna-mental plantings and shrubs. 
Dicamba is often one of the components in two-way and 
three-way commerically pre-
pared mixtures because it in-creases the activity of the 
other components. "Triclopyr is a relatively new herbicide on the turf scene, and you'll hear more of it as time goes by," Ilnicki re-ports, commenting that the table of weed responses is not yet complete pending addi-tional research. Weeds of lesser impact were left off the list. LCI CATCH A RISING STAR with the best in components design and servicing. 304 S.S. 600 gallon tank ELP Ł dual stage centrifugal pump (100 GPM or 200 PSI) Ł sparger agitation Ł PTO drive Ł 12 volt electric reel Ł low to the ground work platform Ł Options: 5 gallon hand rinse tank & bracket Ł SOLO 425 (475) 435 485 Knapsack Sprayer and stand WE ARE MASTER DISTRIBUTORS FOR: Myers pumps & replacement parts Call for quantity discounts 1-50 Hypro diaphragm pumps & parts GPI digital meters Hannay reels Westheffer Westheffer Company, Inc. PO Box 363, Lawrence, KS 66044 1-800-332-0003 In KS 1-800-362-3110 USA 1-913-843-4486 FAX HOSE 300' & 400' lengths Green Garde, Kuri-Tec HANDGUNS: Chemlawn, JD9-C, Hypro, Myers, stainless steel THE LAST WORD Local organization provides good advice Once again it's time for the wearin' of the green as St. Patrick's Day ar-rives. But many business owners have green of a different sort on their minds Šthey're 
thinking about methods for making their operations more profitable. Such considerations have made for a strong local organi-zation among mowing/man-agement and landscape 
construction contractors in Northeastern Ohio. Called the Ohio Land-scapes Association, the 216 members mostly come from the Greater Cleveland metro-
politan area. Keeping the focus close to home has made the various sessions much more useful to 
the membership, according to Herrick A. Mann, an OLA past president and the owner of H.A.M. Landscaping, Inc. in Warrensville Heights. "It's really beneficial," says Herrick. "I've never attended a meeting without learning something of value." Although Herrick also be-longs to a large national trade 
organization, he believes that his business' bottom line gets 
more of a boost from his in-volvement with the OLA. He doesn't feel comfortable spending the airfare, hotel fees and days off required to attend conferences at luxury resorts. Plus, he'd rather share experi-ences with business owners 
who own operations that are similar in scope to his. Simply put, Herrick likes the national conventions, but feels that the local organiza-tion serves him better. When the OLA was founded 24 years ago it consis-ted mostly of business owners 
getting together over beers to 
gripe about which customers don't pay their bills. "Now it's 
getting to be more of an educa-
tion-type system." As opportunities for gain-ing knowledge increased, so did the membership. "A lot of the growth right now is with 
the younger people." Herrick has some basic ad-vice for contractors in other regions wishing to start an or-
ganization or boost an existing one: "You have to attack it 100 
percent and know that it's time consuming. It's very time 
consuming." The OLA was fortunate to have a retired contractor, Ray-
mond C. Swinerton, on hand to help do a lot of the work. However, if someone like Ray isn't available in your area, you may wish to hire a non-horticultural person ex-perienced in marketing, pro-motion and other skills. The OLA meetings are held at nice settings, such as ban-
quet rooms at Holiday Inns 
and Sheratons. Programs have included sessions by na-tionally-known Consultant Charles VanderKooi and an inspiring (?) talk by Yours Truly. Detailed local industry sur-veys are conducted for the benefit of the membership. The dues are $100 annually, $25 for students. They also have a newsletter that con-tains advertisements. The programs are largely paid for by the use of sponsors. In return for an investment of under $2,000, the sponsor gets 
to pitch its products. "We haven't had a sponsor JAMES E. O'GUYETTE MANAGING EDITOR who has not been willing to do it again," says Herrick. Supporters have included Bunton and Snapper. One recent session was sponsored by Tim Lally Chevrolet, Inc., which sells trucks to the local industry. "We will sponsor anything that comes down the pike," says enthusiastic OLA sup-porter Patrick Lally: "I didn't expect people to come walking through the door the next dayŠbut some people did." He did a short presentation. "You have a captive audience. I just want to lay my card on the table and let people know 
what I have to offer," says Pa-trick. He and Herrick say that other organizations should not have trouble enlisting sup-port under similar situations. Another OLA sponsor has been Great Lakes Truck Equipment, which includes 
snowplows in its line. The company's John Mueller got to pitch his plows to about 160 people at a winter meeting. John was impressed. "You should really be proud of yourselves. I've belonged to a number of organizations over the years, and this is the strongest I've seen," John told the crowd. "I haven't been this afraid to stand in front of a group of people since I was in 
Viet Nam." BUSINESS SENSE Selling services is a In the green industries, a great deal of time is spent on technical training. Whether in arborculture, hor-
ticulture or turf management, the people in the industry are aware of the need for educa-tion in the technical and oper-
ational side of the business. The sales side of the busi-ness, however, is often ig-nored. Selling is a communication skill which can be learned. The ability to sell is certainly not inborn at birth, and people who are interested in becom-Attention: Always read the label before use and care-fully follow all label directions and precautions. ing better at sales can cer-tainly do so. One question that is often posed is, "How big a difference 
between selling lawn care and selling maintenance is there really?" The answer is simple: almost none. If you look at the selling part of the process, not the in-formation part, you'll find that 
almost all sales, residential 
and commercial, maintenance 
and lawn care, consist of a basic core of interactions be-tween the seller and the buyer. There are several "mod-big part of ules" through which one goes 
that make up a standard sell-ing action. Each of these "modules" takes place in a sales interaction, and each one is extremely important if you are to make a professional pre-
sentation. OpeningŠIn the open-ing, you must establish com-
munication with the person so that you are sure that he/she is listening to what you have to 
say. The best way to do this is to make sure you engage him in some form of conversation. Asking the prospect a ques-success tion to which they must re-spond is one way of doing this. Showing them something is another. But remember, don't just simply start out into your sell-ing presentation without mak-
ing sure your prospect is 
listening to you. This costs 
many salespeople a great deal of time. InterviewingŠAll good salespeople are good at inter-viewing their prospects. There are two basic types of inter-
view in the sales process, the closed and the open. In the open interview you are trying to establish commu-nication with the prospects 
and are doing this by asking questions that will force the 
person to talk with you. "What did you do with your lawn last year?" is an example of an open question. The pros-pects are the only ones who know the answers to open questions and it gets them to 
talk to you and to start the 
communication process. The closed interview forces the buyer to respond to a set of 
options. You might list a few 
of the benefits the buyer will get and then ask, "Which of 
these is most important to 
you?" Clearly, the buyer must an-swer with one of those that you have listed. This is a closed 
interview in which the an-
swers are predetermined. RespondingŠYou must always respond to a communi-cation act of the buyer. If he/ she says that he/she is inter-ested in buying your lawn care/maintenance service be-
cause it will give more leisure 
time, you need to respond to 
this. Generally, when respon-ding you need to show that you have listened and be able to comment on their choice. All good salespeople do this. Proof and transferŠ Most green industry com-panies sell by telling prospects that they will receive quality and service. The problem is that often these claims are left 
unproven. You might say that you have the best crews in the city but fail to show why you have made that claim. In proof and transfer you need to have some 
proof of the fact that the infor-mation you are giving is some-thing more than phrases you 
thought up. If you say you have a good company, show the prospect a letter from someone else who 
indicates that they have worked with you and that you 
are a good company. The key is to get proof from a third party, someone or some com-
pany that has worked with you. Most sellers don't bother to obtain proof from others. If you do, you will sell more. About the Author Rudd McGary, Ph.D., is a senior consultant with All Green Management Associates, Columbus, Ohio. History tells us throwing packages into the water can be a revolutionary idea. Patriotic colonists really started something when they threw packages of tea into Boston Harbor back in 1773. Today DURSBAN* 50W in water-soluble packaging is starting a new revolution in simple and convenient insecticide handling. In handy 4-oz. packets that dissolve quickly and completely in water, DURSBAN 50W eliminates many problems which have been bugging lawn care operators for years. Ł No mess. No dust to blow around. Ł No operator exposure. The chemical stays in the packet. Ł No measuring. Each pre-measured packet holds exactly 4 ounces; no chance for error. Ł No waste. No accidental overuse... no skimping that can lead to costly callbacks. Ł No package disposal problems. The DURSBAN* 50W TURF INSECTICIDE packet dissolves as you mix, and the fiber container goes in the trash. Just convenience... and lasting efficacy. No turf insecticide controls a broader spectrum of surface-feeding insects than DURSBAN 50W And because it's a wettable powder, it keeps working longer than emul-sifiable concentrates... without their solvent 
odor. And DURSBAN 50W has an estab-
lished human safety record. Join the revolution. Throw over your old insecticide and switch to DURSBAN 
50W Eight 4-oz. 
water soluble packets in a childproof fiber container. ŁTrademark of The Dow Chemical Company Motivation Š When someone buys a lawn mowing job, they aren't buying the walk-behinds and pushers, they're buying a good looking lawn. In order to be good at sales you must motivate the pros-pects to buy. In order to do this you need to learn exactly what people are buying and learn to describe the results to them as clearly as possible. You can't say that their property will look the best in 
the community if it hasn't been properly kept for the past five years, but you can say that the property will begin to look better almost immediately and 
that in the future it will be one of the best looking in the area. If you match up the motiva-tion part of the sales process 
with what the prospect ex-pects to get as a result of your service, your selling will be much more professional and 
result in a much higher closing 
ratio. Remember to communi-cate results in the motivation process and to make the re-sults you communicate real-istic. ClosingŠClosing con-sists of asking for the order. Many people are nervous when it comes to closing, hop-ing that the prospect will say 
"yes" on his own without any prompting from the seller. 
This probably won't happen very often. The prospect has already said he/she wants to buy something or you wouldn't be 
at the property. Your job is to look them in the eye and to ask 
for the business. The worst thing that can happen is that the prospect will say no, and all that does is put you back where you started. That's not bad. If they say yes, you get a chance to work with them to make their property look bet-ter. All good salespeople close. At least learn how to say, "Can we get started with this?" to all your propsects. You'll find 
that a lot will say yes. ObjectionsŠAlthough this isn't actually a module in the sales process, it still is a 
part of the process. Objections 
often mean that the seller hasn't done a strong job of ex-plaining why the prospect should buy. I suggest you learn how to do a "reversal" in handling ob-jections. An example would be: "Your price is too high." The reversal is, "That's exactly why you should choose us. We have the best people and mate-
rials and will be delivering the type of quality that your prop-
erty needs to look its finest." The reversal uses the orig-inal objection as a positive point. The selling process doesn't change much from service to 
service. The consumers always want to know what's in it for them and want to be comfort-
able that the person selling the 
service is professional. The actual selling part of a presentation is only three or four minutes. You may think you need a lot more time, and in some cases you do need some time to make sure that 
the information you wanted to 
get accross is understood by 
the buyer. But remember that the ac-tual process of selling is a fairly short one. The better you are at learning how to get to the point and to sell profession-ally, the more often you'll hear 
the prospects say yes. LCI We don't recommend bull riding in the back of a stake body. Especially if it's not a Reading. You see, Reading stake bodies are built to take the kind of load that would break the spirit of other brands. 
Here's why... Our stakes and slats are made of tough 12,14 or 16-gauge steel, and all racks are treated with Lectro-LifeŽ - an exclusive Reading process where high-voltage electricity 
actually bonds special primer to metal. When combined with the Power CoatŽ electrostatic finish, you're assured of 
unsurpassed coverage and /j^r 
rust protection. Removable racks let you take loading chores by the horns. Rack sections are joined together by sturdy quick-release gate latches, and spring-loaded latches hold the stakes firmly in their pockets. Underneath, two reinforced steel girders run the full length of the body. All bed parts are electric-ally welded to form one solid integral unit The platform is rugged 3/16" 
smooth or deck-plate steel, or 2" nominal pressure-treated dense southern yellow pine - your choice. Take stock of these bullish options: Ł Lift-up, swing-out hinges on any rack Ł Steel underboxes for tool storage ŁSolid steel front bulkhead for extra cab protection Ł Dense southern yellow pine wooden slats instead of steel Choose from our regular, heavy-duty, or extra heavy-duty models and you'll get from 9 to 24 feet of rawhide-tough stake body backed by our three-year limited warranty. vijw Don't just follow the herd! Call or write today for more information on Reading products and the name of your local Reading distributor. Dial toll-free: 800-458-2226 (In PA 800-352-2206) At Reading, we pride ourselves on the quality of our products, and the quality of the people who buy and sell them. That 's why we say... Only the best carry the name MEASURE from Page 27 listings of the turf areas. Notice that line 4 is the large mower area, and line 5 is the push mower area. On the quantity sheet we identified the areas that will be mowed with the push mower. That total is deducted from the total turf area to find the large mower area. The per-centages of the two are impor-tant in property analysis. The tree and shrub quan-tities are listed in lines 9 through 17 on the property analysis report. Line 12, tree mulch, shows the number of trees multiplied by 28 square feet of mulch per tree. This assumes an average mulch bed radius of three feet. Line 11 is the total canopy square footage, and the same quantity will be used in line 16, prune area. Line 15 is the total mulch area. That quantity will also be used in line 18 for weed 
control. Line 20 should represent the total area of the landscape that will be covered by leaves if 
all of the leaves dropped at once. The percentage shown in line 20 is multiplied by line 1 to find the leaf removal quan-tity. The next step is the begin-ning of the estimating process. We convert the quantities in square feet and linear feet to production man hours by di-
viding them by production factors. 
NEXT MONTHŠLandscape estimating. LCI Industry group in Wisconsin MILWAUKEEŠA new organi-zation in Wisconsin is seeking 
LCOs and mowing/manage-
ment contractors to join. The Grounds Management Association of Wisconsin is 
united with the Wisconsin Landscape Federation, Inc. Contact the WLF at 11801 W. Janesville Road, Hales Corners, Wis. 53130; (414) 
529-4705. LCI Lectm-Life and R>uerCoat are trademarks of Reading Body Wbrks Inc. ® 1989 Reading Body Works. Inc. Reading Body Works, Inc. RQ Box 14 Reading PA 19603 Circle No. 130 on Reader Inquiry Card Reading Stake Bodies Built tough to take your meanest, most ornery load CLASSIFIED RATES: $1.00 per word (minimum charge, $35). Boldface words or words in all capital letters charged at $1.25 per word. Boxed or display ads charged at 1X $85; 3X $80; 6X $75; 9X $70; 12X $65 per column inch (one inch minimum). (Frequencies based on a calender year). Agency commission allowed only when camera ready art is provided by agency. For ads using blind box numbers add $15 to total cost of ad. Send ad copy with payment to: DAWN NILSEN, LAWN CARE INDUSTRY, 1 E. First St.. Duluth, MN 55802. (218) 723-9505. Fax Number (218) 723-9615. BOX NUMBER REPLIES: Mail box number replies to: LAWN CARE INDUSTRY, Classified Ad De-partment, 1 E. First St., Duluth, MN 55802. Please include box number in address. BUSINESS OPPORTUNITIES CURBMATE-THE MONEY MACHINE. Patented, electrically driven and self-propelled machine pro-duces beautiful continuous concrete landscape edging. Simplifies the installation of concrete bor-ders between lawns and flower beds, along driv-eways and sidewalks, etc. Applications for residential and commercial settings, golf courses, etc. Turn $5,000-$10,000 equipment purchase into $50,000-$100,000 potential annual income. (801)273-3938. 3/89 300 plus chemical application accounts for sale. Union County, New Jersey location. Established 1974. $30,000 FIRM, also spray truck, 5 ton van, aerators, misc. eqpt. Will sell all or part. Call (201)276-1919. 3/89 IS^BARRCO Th. tough, e barr.—. re Ł Ignored* NX. ^.-Hpa cHanipsi FOR SALE SPRAY TRUCK: 1978 Chevrolet 3/4 ton, automatic transmission, 500 and 40 gallon tanks. Equipped with John Beam pumps, Hypro agitation, hose reels, new paint and rubber, well maintained and clean. Call Jim at (507)532-7313. 2/89 1986 International Harvester Tree & Shrub Tanker For Sale. Model S1600, 6.9 Liter Diesel, 800/400 Gal. Steel Tank with 120 Gal. side Torpedo Tank, 3 Reels including 1 Tall Tree Reel, 2 D-25 Hydro Cell Pumps, 20,780 ml., 2,279 Hours, Very Good to Excellent Condition, $14,995. Call Don Genung (607)722-2155. 3/89 Four Chevrolet tank trucks; two 1983 s, two 1984 s West Heffer units assembled with 1000 gallon low profile stainless steel tanks. Meyers 2C95 cen-trifugal pumps, electric motor driven reels recon-ditioned work ready. Price negotiable. Phone (703)550-7177 ask for Bill or Jay. 3/89 SPRAYTRUCK: 1979 International S1700. Lawn or tree spraying. 800 gallon tank. Meyers 25 GPM Wisconsin engine. 1 reel and hose. $6,500. 816-229-5051. 3/89 1983-1985 Lawn Care Spray Trucks - Chevrolet C30,1 ton, dual wheels, H.D. suspension, 6.2 die-sel engine, P.S.P.B., 4 speed transmission, spray unit with 600 gallon fiberglass tanks, mechanical agitation, P.T.O. Driven 10 gallon Bean Pump, belt driven hose reels with hose and gun. Ask for Vern or Jim. 513-845-0517. 3/89 FOR SALE: Established 10 year old lawn/tree company in suburban Maryland Washington D.C. market area. Excellent reputation with clients and community, in an area with much growth. 1750 accounts; grossing $475,000 per year. Write LCI Box 209. 3/89 FOR SALE 1980 Chevy C-60 with 1200 gallon tuflex divided tank with mechanical agitation. Bean 1010 pump, electric hose reel ready to spray. VGC. $10,000. 312-599-5296. 3/89 1984 GMC 7000 Series Lawn Service Truck. Dual compartment, stainless steel 800 gallon tank, 2 electric hose reels, side boxes for dry material. 27,000 miles. Excellent condition, $16,800. Call (Business) 312-367-5713 or (Home) 312-526-6779. 3/89 HANNAY HOSE REELS: New in the box. E1526 s and E1530's - $349.00 We will ship and pay freight anywhere in the U.S.A. and Canada. Immediate delivery. Other size reels and parts available at fabulous savings! Call 313-543-2200, in Michigan. Outside Michigan - 1-800-843-LAWN. TF FOR SALE: 1986 Howard Price Hydro 180. Rebuilt Hydraulic and Electrical Systems. Many new parts and new paint. Low hours. MUST SELL. Asking $15,500. (203)828-8640. 4/89 1988 C-60, 5-speed, 366 engine, 4,000 miles with an FMC bean sprayer, 60 g.p.m., 1,000 gallon steel tank, fully equipped. 1981 C-50 automatic, 35,000 miles with new 750 gallon poly tank, 37 g.p.m., hypro pump, fully equipped. 1978 C-65 5-speed, 366 engine, 1,000 gallon poly tank, 37 g.p.m. hypro pump, fully equipped. 1978 GMC 6000 Series, 800 gallon tank, bean sprayer, fully equipped. 516-737-9806. 5/89 USED CHIPPERS, BUCKET TRUCKS, BOOM TRUCKS: Stump grinders, stake bodies, tree trucks and dumps. New Morbark and Woodchuck Chippers. Rayco stump grinders at discount prices. We also buy trucks and equipment. Op-dyke, Inc., Hatfield, PA (Phil, area) 215-721-4444. 7/89 EXCELLENT BUSINESS OPPORTUNITY for moti-vated entrepreneur in Chicago Suburbs. Estab-lished lawn care franchise includes computer, equipment, and customers. Training and Financ-ing available. Build equity for yourself and become part of a rapidly growing service franchise. Write to: Service Master Lawn Care, P.O. Box 1281, Addison, IL 60101. 3/89 LANDSCAPE TRAINING VIDEOS Intermediate mower maintenance field and shop repair, effi-cient/profitable mowing techniques, professional shrub trimming, plant installation, basic landscape plan drawing, etc. ENGLISH AND SPANISH. Write for free brochure. C.D. Anderson, Landscape Vid-eos, 515 Ogden Avenue, Downers Grove, IL 60515. Or call 1-800-937-0399. TF SPRAY TRUCK: 1977 Chevy C60. 1150 tank, Meyers 20 GPM pump, mechanical agitation, 1 reel and hose. Motor and pump 2 years old. Looks and drives like new. Production ready. $6,500. 816-229-5051. 3/89 REEL MOWERS: Toro Parkmaster 9-gang, 9/16" reel stock; 5 blades, ready to mow at $11,500. Jacobsen F-10 7-gang, 3/4" reel stock, 6 blades, ready to mow at $5,500. Call John In Rockford, IL 1-815-654-4777. 3/89 HELP WANTED Experienced Foreman. Landscaping Design & Construction firm seeking an experienced Fore-man 3-5 years. Individual must be able to take total responsibility of products from start to finish. Plant knowledge, construction techniques and blueprint reading a must. Send resumes to: Vander Veen Landscape Company, P.O. Box 164, Mason, Ml 48854.517-676-1093. 4/89 GROUNDS MAINTENANCE/LANDSCAPE/LAWN CARE- Expanding grounds management and lawn care firm in Cincinnati seeks qualified and experienced personnel to fill openings in grounds maintenance, landscape construction, lawn care, and general pesticide application. Quality con-scious individuals knowledgeable in ornamentals, turfgrass, landscape installation, grounds mainte-nance, irrigation, or pest management should re-spond. Outstanding compensation and benefits available. Letter or resume to PROLAWN PROS-CAPE, 11488 Deerfield Road, Cincinnati, Ohio, 45242; Attn: Dave Osborn. (513)489-2433, days; 677-9108, evenings. 3/89 CAREER OPPORTUNITIES KT ENTERPRISES INC., a Commercial Land-scape Management Firm servicing the Wash-ington, D.C. Metropolitan market, is accepting applications for employment. All positions offer excellent salary, health benefits, a retirement plan and most important, an opportunity to work in a quality organization that will continue to offer growth and professional satisfaction. Please send a resume to, and/or call our Per-sonnel Director, Caroline Fennimore if you are interested in any of the following positions: Ł Supervisory-Applications, Maintenance, Pru-ning, Floral Ł Sales-New Sales, Service Representatives Ł Landscape Senior Estimator-Familiar with large commercial landscape projects. KT Enterprises Inc. "The Landscape Management Professionals" 7950-1 Woodruff Court, Springfield, VA 22151 (703) 764-1870 LANDSCAPE SUPERVISOR: Established Michi-gan Contractor looking for self-motivated individ-ual with 5 years minimum experience to manage crews and oversee landscape installation. Send resume and salary requirements to: DeAngelis Landscape Incorporated, 22425 Van Horn Road, Woodhaven, Ml 48183, EOE. 4/89 CLEVELAND OHIO EMPLOYMENT OPPOR-TUNITIES We offer excellent salary and benefit package and opportunities for advancement in our design/build firm. Our expansion plans include es-tablishing a branch office. We are accepting appli-cations for people with skills in landscape architecture, design-sales, supervision of land-scape installation, maintenance, tree crews and nursery. Please send your resume or give us a call. Yardmaster, Inc., 1447 North Ridge Road, Cleveland, Ohio 44077. (216)357-8400. 4/89 ATTENTION LAWN CARE EMPLOYEES Do you ever dream of having your own lawn care business? If so, we can help make your dreams come true. We have an exciting new opportunity for ambitious people who are currently technicians, assistant managers, or branch managers. It's designed so you can easily transition from being an employee to a business owner. Spring-Green has established successful franchised lawn care busi-nesses nationwide for over a decade. With this new concept, achiev-ing your dreams is easier than it seems. For more information call: 6) 1-800-435-4051 1-800-892-4013 (In IL) YOUR SUCCESS CAN BE THE SPRING-GREEN SYSTEM Ł LOW CENTER OF GRAVITY Ł SELF-PROPELLED-QUIET RUNNING Ł STRAIGHT UP-AND-DOWN MOTION FOR BETTER PENETRATION Ł EASY MANEUVERING Ł LOW MAINTENANCE Ł ROLLER BEARINGS-CASE HARDENED SHAFT Ł THREE MODELS: Model 400 24,000 sq. ft./hr. Model 500 26,000 sq. ft./hr. Model 600 36,000 sq. ft./hr. Classen Mfg. Inc. 1403 Pine Industrial Road Ł Norfolk, NE 68701 Ph. 402/371-2294 WHY WAIT? NO PERENNIAL RYEGRASS EQUALS AU *Star I ^PERENNIAL* S RYEGRASS IN RESISTING CERTAIN INSECTS For information contact: J&L ADIKES, INC. Jamaica, NY 11423 INTERNATIONAL SEEDS, INC. Halsey, OR 97348 ROTHWELL SEEDS LTD. Lindsay. Ont CAN K9V 4L9 t U.S.P.V.P. APPLIED FOR NO. 8300059 Alitor 3BR&SS* ^MV.-Slar JACKLIN SEED CO. Post Falls. ID 83854 Albany. OR 97321 VAUGHAN'S SEED CO. Bound Brook, NJ 08805 Downers Grove, IL 60515 Circle No. 108 on Reader Inquiry Card Circle No. 118 on Reader Inquiry Card Lawn Care Career opportunities coast-to-coast. Employer retained. Experts in personnel since 1968. USA Careers 5153942556 New Hampton, IA 50659 Chicagoland landscape firm has full-time opening for licensed spray applicator, a strong work ethic is necessary. Competitive pay and benefits based upon experience. Call Kelly at- Alan Horticultural Ent., Lemont, IL (312)739-0205. 3/89 GROW WITH TURF: Career opportunities are available for professionals with experience in lawn care, landscaping and irrigation. We're looking for aggressive self-starters to join our organization. Thrive on the challenge of our growth. Enjoy above average earnings and excellent benefits. Send re-sume and salary requirements to Turf, P.O. Box 433, Moorestown, NJ 08057 or call 1-800-678-TURF. 3/89 SALES MANAGER Turf Ornamental supply business seeks a mo-tivated person to direct sales in the Mid-Atlan-tic area. Applicant should have sales training and market planning experience. Competitive salary, benefits, with opportunity for profes-sional growth. Send resume to: Moyer & Son, Inc. P.O. Box 198 Souderton, PA 18964 Attn: Ken The Best Aerators Now Cost Less! 30-6 CORE AERATOR Combining speed and finger-tip maneuverability, the 30-6 is capable of aerating 25,800 square feet per hour, with a hole depth of 2%". That can translate into 12 to 16 
average lawns each day. Manufacturer's suggested list price: $3,499.99* 30-6S CORE AERATOR The 30-6S has all the speed and maneu-verability of the 30-6... and then some! 
A wider swath, closer hole pattern, variety of hole sizes, and a 4" hole depth. Lawn aeration doesn't get any better! Manufacturer's suggested list price: $3,999.99* 30-12 CORE AERATOR The premier greens aerator on the market, the 30-12 is capable of coring up to 13,900 square feet per hour, and cleanly penetrating to a depth of 4". Turns in a 15" radius while aerating! Manufacturer's suggested list price: $4,799.99* For complete information on Salsco's fine line of core aerators please call or write: LEADER 105 SCHOOL HOUSE ROAD 1-80Q-8-SALSC0 Ł V /A/C. DESIGN B Y Ł CHESHIRE Ł FAX (203) 271-2596 CONNECTICUT 06410 Ł (203) 271-1682 ŁPrices are subject to change without notice; may vary according to area; and do not include such charges as set-up. crating, and in-bound freight. Circle No. 133 on Reader Inquiry Card Management Ever-Green Lawns, a division of ADT, Inc. is seeking both Branch and Sales Management personnel for several of our major markets. Branch Managment candidates must be degreed with a minimum of 1-2 years of success in managing a multi department lawn care branch with sales of over $1,000,000. Strong management and communi-cation skills required along with a 
desire to offer a quality service. Sales Manager at branch level with full responsibilities for telemarketing effort with a staff of 15-20 inside and 
outside sales people to solicit and provide lawn analysis for both resi-dential and commercial properties. If you are seeking a responsible and attainable growth situation sup-ported by an excellent base salary and company benefit program, 
send resume including salary his-tory to: Corporate Recruiter Ever-Green Lawns Corp. 1390 Charlestown Industrial Drive 
St. Charles, MO 63303 WANTED ADVANCE YOUR CAREER Large and rapidly growing midwest landscape contracting and maintenance firm seeks quality, energetic MAIN-TENANCE SUPERINTENDENT. Must be able to schedule, train and motivate crews; skills would include degree (or years of experience), chemical applicator s license (or the ability to obtain li-cense), turf and horticulture knowledge, communi-cation skills, blueprint reading, job measurement, directing maintenance crews, and maintenance estimating. Wages and benefits commensurate with ability and experience. Send Resume To: TORRE & BRUGLIO LANDSCAPING INC., 20401 Hall Road, Mt. Clemens. Ml 48044. 3/89 Landscape architect to manage landscape divi-sion of growing lawn care company in South-western Pennsylvania. Full charge position. Sales, design and leadership qualifications. Salary com-mensurate with experience. Full benefits. Send resume to: Specialty Landscape, Latrobe Indus-trial Park, R.D. #6, Box 19, Latrobe, PA 15650. Ph. (412)539-2322. 3/89 MANAGER OF MAINTENANCE OPERATIONS. Specializing in large scale corporate and commer-cial projects in the Chicago Metro Area. Position involves all client communications, pricing, invoic-ing, jobsite inspections, hiring and training per-sonnel, purchasing and scheduling of equipment, materials and subcontractors. A solid background in turf and ornamental management is required. Send resume and salary requirements to: Otto Damgaard Sons, Inc., P.O. Box 182, Des Plaines, IL 60016. 3/89 LANDSCAPE MAINTENANCE MANAGER: Major mid-west firm seeks qualified person with experi-ence in all phases of landscape maintenance. Pri-mary duties will be to expand our current commercial maintenance division in the Madison area. Will also be responsible for general oversee-ing of existing commercial accounts, hiring and training personnel, purchasing equipment, sup-plies, etc. This is a permanent year around posi-tion. Send resume and salary requirements to: Arnold O. Sieg, The Bruce Company, 4950 Memco Lane. Racine, Wl 53404. 3/89 LANDSCAPE INSTALLATION/CONSTRUCTION MANAGER: Chicago area landscape mainte-nance company needs working ("hands-on") manager to head up landscape installation divi-sion. This is a year-round position with benefit package and career path. Send resume and salary requirements to Panoramic, 54 N. Eisenhower Lane, Lombard, IL 60148. (312)620-5130. 3/89 Sod cutting and renovating with a BROUWER sod cutterŁŁŁ designed to make your turf cutting and lawn renovating easy. Check these features: Ł Easy single lever operation Ł Easy adjustable handle bar Ł Easily handled Š lightweight Ł Easy transport and storage with kickstand and fold-away handle Ł Choice of blades For more information on this and other fine turf care equipment from Brouwer, contact your dealer ... today. Woodbine Ave., Keswick, Ont., Canada L4P 3E9 Tel. (416) 476-4311 Fax. (416) 476-5867 BROUWER TURF EQUIPMENT LIMITED An Outboard Marine Corporation Company 7320 Haggerty Rd., Canton, Ml. 48187 Tel. (313) 459-3700 Fax. (313) 459-8778 WANTED TO ACQUIRE Lawn care companies of all sizes in U.S. and Canada being sought by national cor-poration. Complete buy out or stay and grow with us. If inter-ested, please call me directly: Don Karnes Senior Vice-President TRU GREEN CORPORATION (404) 442-8700 STRICT CONFIDENTIALITY MAINTAINED | TRU GREEN LAWNAMERICA, INC. a diverse lawn care com-pany, is seeking acquisition candidates in the South Central Region of the country. We are a publicly traded company making your company and personal growth potential very unique. Send information in confidence to: LAWNAMERICA, INC., P.O. Box 470445, Tulsa, OK 74147, Attn: Lee Ellis, President. 3/89 Wanted to Buy - Lawn care companies of all sizes anywhere in U.S. wanted to purchase by national corporation. If interested, please respond to LCI Box 197. Strict confidentiality maintained. TF Orkin Lawn Care, a division of the world's largest pest control com-pany, is buying lawn care com-panies in major west coast markets. Make your company part of an organization with a proven 
growth and management record. All replies confidential. Please contact: JOHN RAYMOND Director of Acquisitions Orkin 2170 Piedmont Road N.E. Atlanta, GA 30324 404-888-2802 Division of Rollins, Inc., a NYSE Company REPS WANTED SALES REPRESENTATIVE: Growth oriented landscape maintenance firm has opening for a qualified sales representative. Requirements in-clude a minimum of 5 years sales experience and a strong background in horticulture. An industry re-lated degree is preferred. Competitive compensa-tion package. Send resume and salary requirements to: Princeton Gardeners, P.O. Box 2386, Princeton, NJ 08648. 3/89 ADVERTISERS INDEX NO. ADVERTISER PAGE NO. 101 All Green Mgmt 22 102 American Cyanamid 25 103 Andersons 27 104 Blackburn 16 105 Brouwer 26 106 Brouwer 38 107 Ciba-Geiay 4-5 108 Classen Mfg 37 109 Dow/Dursban 34-35 110 Dow/Turflon 19 111 Dow/Turflon 21 112 Dow/Turflon 23 113 Elanco 15 114 Fermenta 17 115 Finelawn 14 116 Hoechst Roussel 11 117 Jacklin Seed/Glade 18 118 Jacklin Seed/All Star 37 119 J.J. Mauget 6 120 Kincaid Ent 12-13 121 Lebanon 8 122 Lesco 40 123 Lofts Seed 39 124 Maruyama 16 125 Mobay 3 126 Nor Am 20 136 Northrup King 30 127 OMC Cushman/Mataway 2 128 PBI Gordon 7 129 Perfco 16 130 Reading Body Works 30 131 Rhone Poulenc 28-29 132 Salsco/Seeder 16 133 Salsco/Aerators 38 134 Turf Seed 24 135 Tyler 25 This Index provided as an additional sendee. The publisher as-sumes no liability tor ommlssion or error. 89-116P Copyright 1989 Brouwer Turf Equipment Limited Worried about shade, drought and maintenance? lebeli Use Ł Whether it's an industrial site, a home lawn, along a highway, on a golf course or on an athletic field, Rebel turf type tall fescue can take some of the worry out of your turf program. Rebel is so adaptable. Different soils, different climate, direct sun, shade, heat, cold or even drought conditions ... they don't alter the im-proved performance of this variety. That's right, even under the stress and abuse on an athletic field, Rebel is proving itself... over and over again. And as far as maintenance, Rebel thrives with less fertilizer than other cool-season grasses or Bermuda-
grass and is less susceptible to disease and insects, 
so there's less need for fungicides or insecticides. It produces virtually no thatch which saves labor and aids performance. rTURF TYPE TALL FESCUE Of course you're also concerned about appearance. Compare the density and leaf texture to other varieties. Rebel is 188% more dense than K-31 with a leaf width that's 30% finer. That makes for a nice 
carpet-like appearance with desired, pleasing color. Rebel Š it's the turf type tall fescue that performs well in sun, shade, drought or low-mainten-ance. Stop worrying, use Rebel! ill LOFTS Lofts Inc. World's largest marketer of turfgrass seed Bound Brook, NJ 08805 (201) 356-8700 or (800) 526-3890 Lofts/New England Arlington, MA 02174 (617)848-7550 Lofts/Great Western Albany, OR 97321 I 928-3100 or i 547-4063 Sunbelt Seeds. Inc. Norcross, GA 30071 Lofts/Maryland , Beltsville'MD 20705 (404) 448-^932 or (800) 732-^332 
(800) 522-7333 (800) 732-7773 (M D) To locate the Lofts' distributor nearest you, call: (800) 526-3890 (Eastern US)/(800) 547-4063 (Western US) Lofts/New York Brewster, NY 10509 (914) 278-2710 Oseco Inc. Brampton. Ontario Canada L6V-2L2 
(416) 846-5080 For tall fescue control, put TFC on the spot. LESCO For selective spot control of tall fescue, there is just one product to choose. LESCO TFC Herbicide. It's the only herbicide that selectively eliminates tall fescue from established Kentucky bluegrass, fine fescue, bent-grass, bahiagrass and bermudagrass turf. Spring or fall application gradually eliminates tall fescue while the desirable grass fills in. Active at a rate of just a few ounces per acre, the convenient water 
dispersible granule is easily applied with 
a handheld or backpack sprayer. Con-venient blister-type packaging makes mixing easy. TFC Dispersible Granule Turf Herbicide Getting rid of tall fescue used to require either physical removal by digging or 
chemical removal with a non-selective herbicide that left brown patches for weeks. LESCO TFC changes all that. Put it to work for you. Order by contacting your LESCO sales representative, visiting the nearest 
LESCO Service Center or calling toll free. (800) 321-5325 Ml Nationwide (800)686-7413 
In Ohio LESCO, Inc., 20005 Lake Road, Rocky River, OH 44116, (216) 333-9250 Always read and follow label instructions before applying any chemical product.