FINANCE REGULATION Handle money managing before season starts The time between the end of the year and when the bulk of your lawn care services start is a good time to check the ratio be-tween this year's projections and last year's sales, inventories, purchases, labor costs, etc. By using percentages, lawn care businessmen can get an accurate picture of how busi-
ness is doing, which simple totals 
don't provide. From an analysis 
of last year's lawn care season, 
you can make projections for the coming season and draft a budget. Although figures point to problems and strong points, lawn 
care businessman must act to correct a problem or to take full advantage of a profitable situa-tion. Here are some tips from accountants, business pro-fessors and lawn care business-men to help make the necessary decisions at this time of the year. "Rather than being "penny wise, but pound foolish, keep an 
eye on the big balls Š labor and 
transportation," one operator says. "They can account for over 
50 percent of your expenses. Break down labor expenses according to different jobs, such as chemical spraying, lawn maintenance, landscaping, tree work, sprinkler installation, etc. This gives you a more complete picture of where the labor dollars are going. If transportation costs are climbing too high, it might be time to look at route scheduling practices or crew assignments to find a more efficient system. Before the season starts, make a careful assessment of 
equipment and vehicles. If there is a need for new capital goods, now is the time to buy them. to page 6 Unannounced government inspections defended by U.S. before Supreme Court The government defended its right to conduct unannounced inspections of the nation's work-places last month by arguing before the Supreme Court that when an employer opens his shop to his employes, he lets in federal inspectors as well. This would include inspec-tions of tank-mixing and other 
areas in lawn care businesses by 
both the federal Environmental Protection Agency (EPA) and the Occupational Safety and Health Administration (OSHA). It has been reported to LAWN CARE INDUSTRY that inspec-tors fro m both the EPA and OSHA have visited lawn care businesses and stopped drivers on the road asking to check tank 
mixtures. "The Fourth Amendment pro-tects privacy interests and not places," argued Solicitor Gen-
eral Wade H. McCree Jr., in a WWN [ JmM Serving lawn maintenance I MJkm^Jmam and chemical lawn | care professionals. INDUSTRY FEBRUARY 1978 Ł VOL. 2, NO. 2 Ł A Harvest Publication MEETINGS 10 lawn care speakers to address 700 at Midwest Turf Conference More than 700 turf profes-sionals including many lawn care businessmen will travel to Purdue University, West Lafayette, Ind. March 13-15 for the annual Midwest Turf Con-ference. On Tuesday, March 14, there QUICK STARTS Small business computer introduced page 2 Lawn care sessions draw well in Virginia page 2 Dick Duke Memorial Scholarship awarded page 4 Living alone and lawn care page 14 Is your lawn care firm credit worthy? page 19 How to bid contracts page 23 MEMOS 14 MONEYWISE 19 TOOLS, TIPS & TECHNIQUES 22 PRODUCTS 22 MARKETING 23 NEWSMAKERS 24 MEETING DATES 25 COST CUTTINGS 28 For a complete market study of the lawn care industry in Milwaukee, see MARKETPLACE, page 7. This is part of a continuing series of in-depth looks at regions of the country where the lawn care business thrives. The study includes a profile of the city, potential lawn care customers, lawn care companies that operate tnere and how they go about getting and keeping customers. will be 10 lawn care speakers slated for a special session on lawn care. At press time, the pro-gram included: Joe Bredeson, Swift Agricul-tural Chemicals Corp., Winter Haven, Fla., "Professional Turf Care Š An Awakening Giant;" a panel consisting of Chuck 
McKeown, Doug Myers, Dennis 
Keefe, Randy and Chris Bell-inger, "I'm Starting;" Gerald Lockhart will speak on "Power Raking Š 700 Lawns." Also, Don Pfleiderer is sched-uled to speak on "Fertilizing and Tissue Testing for Turf;" Jeff Leston, regional agronomist for ChemLawn Corp., Columbus, 
Ohio, will speak on "Applying Technology about Insects and Diseases;" Tom Perkins, Elanco Products Co., Indianapolis, Ind., will speak on "Supplying Technical Information Today." Also, Robert Person, Finn Equipment Co., Cincinnati, Ohio, will speak on "Hydroseeding and Hydrofertilizing;" Ed Jordan, 
Monsanto Agricultural Products 
Co., St. Louis, Mo., will speak on 
"Roundup Potentials and Prac-tices;" Dr. Ray P. Freeborg, Pur-due University, will speak on "Preemergence Š Fact and Fancy;" and Bob Earley, editor of LAWN CARE INDUSTRY, will speak on "The Lawn Care Industry." to page 6 case that has become a spear-
head in efforts by political conservatives to curtail govern-ment regulation. The case originated when F. G. Barlow, a Pocatello, Idaho, electrical contractor refused to open his shop to a government inspector without a warrant and was backed up by a three-judge district court. But McCree argued that a place of business regularly occu-to page 6 HOUSING Average home price, interest rates are up The average purchase price of a new home increased to $55,-900 in November from $54,000 in October, and was the highest since the reported $56,000 in Sep-tember, according to officials of the Federal Home Loan Bank Board. In November 1976, the aver-age purchase price of a new home was $48,600. Surveys of the lawn care industry have shown 
that as the value of a home goes up, the value of the home lawn 
also increases. For existing homes, the aver-age price jumped to $49,400 from $46,600 in October but was not quite as high as September's $49,500. In November 1976, the average price of an existing home was $40,800. The Board also reported that home mortgage interest rates were unchanged in November from the 1977 highs they reached in October. For new homes, the average effective rate on con-ventional loans, which are not to page 6 How many accounts did you service last year? Ł 5.000 or more Š 3.4% . 1.000 to 4.999 Š 6.2% . 500 to 999 Š 7.3f/r Ł 200 to 499 Š 16.3% Ł 100 to 199 Š 14 6% Ł 50 to 99 Š 15.2% Ł 30 to 49 Š 17.4% 10 to 29 Š 15.7% 9 or less Š 3.9% 9019 ""lilia^nv/ao H0" m "^isN-ftise^tJdSia TURF 300 at Virginia Conference: lawn care sessions draw well Dr. James F. Wilkinson, one of the speakers at last month's Virginia Turf grass Conference. He is 
research director of ChemLawn Corp., Columbus, Ohio. Gus Constantino, re-elected presi-dent of the Virginia Turfgrass Asso-ciation. He is president of Wilson Feed & Seed Co., Richmond, Va. More than 300 turf profes-sionals, including many lawn care businessmen, attended the 18th Annual Virginia Turf Con-ference January 18 and 19 in Fredericksburg, Va. The program included the first-ever lawn care sessions, which were well-attended with about 60 businessmen at each session. The programs presented many good, practical ideas specifically related to lawn care businesses. Gus Constantino, president of Wilson Feed & Seed Co., Rich-mond, Va., was re-elected presi-dent; Ken Giedd was re-elected vice president, and Earl Odell was re-elected secretary-treasurer. The addition of the lawn care sessions was largely the idea of extension specialist in turf John Shoulders, of Virginia Poly-technic Institute and State Uni-versity (VPI), Blacksburg, Va., who said: "Homeowners are interested in good lawns, but they don't have the knowledge that is nec-essary. Your business fills this void." Speakers included Dr. James Wilkinson, research director of ChemLawn Corp., Columbus, Ohio. He spoke on "Research 
Needs of the Lawn Care In-dustry," and "Nitrogen Removal in Clippings." Robert K. Reynolds, agricul-tural economics specialist at VPI spoke on "Management Princi-ples for Lawn Services," and gave a good discussion of "par-tial budget control" on purchas-ing mowers and changing a business from a mower repair and rental shop to a full-time 
lawn care business. Dr. Raj Waghray, Fairfax, Va. extension agent, spoke on "Prac-tical Insect Control," and A. H. Kates, extension specialist in 
plant physiology at VPI spoke on "Weeds and Weed Control." Shoulders discussed "Turfgrass Mixtures and Fertilizer Sched-ules for Successful Lawn Care Programs." Both Shoulders and Dr. Wilkinson stressed the im-portance of fall fertilizer in their talks. Particularly in the transi-tion zone, they said that work has been done showing that perhaps 50 percent of nitrogen should be applied to lawns between Sep-tember and November. mmmmmmmmm MEETINGS Tennessee conference draws a record crowd Over 100 turf professionals Š the highest turnout ever Š trav-
eled to the Music City Rodeway Inn in Nashville last month for the annual Tennessee Turfgrass Conference. Turf professionals attending included lawn care business-men/landscapers in greater 
numbers along with the usual golf course superintendents, parks and recreation super-visors and distributors. Ernest Hardison of Nash-ville's Ernest Hardison Seed Co., said that the association is hop-ing to expand its membership in the lawn care/landscape area. His company handles turf seed, chemicals and equipment for 
much of the Nashville and sur-rounding areas. Much of the program dealt with grasses in the transition area, explaining in detail prob-
lems with turf that died last year 
because of unseasonably cold weather. Speakers also dealt with what to do if the problem occurs again this season. Hardison said that the lawn care business is growing in Nash-ville and the rest of Tennessee, both dry and liquid application companies. He said drought 
conditions in the last lawn care season hurt many of the com-panies in Tennessee because the grass did not respond as favor-ably as it has in the past under better conditions. RECORDS Small business computer is introduced by IBM A small business computer selling for as little as $10,000 was introduced by International Business Machines Corp., Atlanta, last month. Most small business com-puters cost more than $20,000 and even IBM's least expensive such 
computer was $33,560 before last month's announcement. According to interviews with lawn care operators across the country, many are considering use of a computer for billing and 
records in the future, and some 
are planning on going to a com-
puter system this coming lawn 
care season, including A-Perm-o-Green Lawns, Inc., Austin, Texas (Also, see "Could Computer Use Help Your Business? LAWN 
CARE INDUSTRY, Novem-
ber/December 1977, page 8). The new machine, the Model 5110, is aimed at one of most 
rapidly growing markets in the computing industry Š com-
panies with annual revenue of about $1 million who lately have been snapping up so-called per-sonal computers for use in small offices, warehouses and fac-tories. Models of the 5110 computer system will cost from $9,875 to $32,925, depending on memory size and other features. Main memory in machines ranges from 16,000 to 64,000 characters and the largest system can store 
an additional 4.8 million charac-ters of information on diskettes, which are memory media that look like 45-rpm records. First 
deliveries of the unit are sched-
uled for this month. mmmmmmmmmm MEETINGS Western Pennsylvania turf show this month Lawn care businessmen and other green industry profession-als in Pittsburgh and western Pennsylvania will travel to the Howard Johnson's Motor Lodge, Monroeville, Pa. Feb. 21-23 for the Sixth Annual Western Pennsylvania Turf School, Trade Show and Tree Symposium. There will be 5,000 square feet of trade exhibits in addition to the educational program. Speakers include Henry Nixon, director of the depart-ment of plant industries, Pennsylvania Department of 
Agriculture; Dr. Joseph Duich, professor of turfgrass science at Penn State University; Dr. 
Thomas Watschke, assistant pro-fessor of agronomy, Penn State 
University; and Dr. Jack Harper, 
extension turfgrass specialist, Penn State University. For further information, con-tact Henry Meinert, 16 Schenk Terrace, Pittsburgh, Pa. 15215; or call 412-355-4275. WWN OIRE INDUSTRY Publisher: HUGH CHRONISTER General Manager: RICHARD J. W. FOSTER Executive and editorial offices: 9800 Detroit Ave., Cleveland, Ohio 44102 Editor: ROBERT EARLEY Executive Editor: DAVID SLAYBAUGH Associate Editor: BRUCE SHANK Assistant Editors: RON MORRIS, SCOTT SCREDON, MIKE CASEY Graphic Director: RAYMOND GIBSON Circulation Manager: JACK SCHABEL Research Services: CLARENCE ARNOLD Production Manager: PATRICIA KELLEY MARKETING/SALES Advertising Director: STEVE STONE (212) 421-1350 757 Third Avenue, New York, N.Y. 10017 Circulation & List Rental: TERRI HUTSENPILLER (216) 651-5500 Marketing & Merchandising Services: FRAN FRANZAK (216) 651-5500 Midwest Office: JOE GUARISE (312) 236-9425 333 N. Michigan Ave., Chicago, Illinois 60601 Southern Office: DICK GORE (404) 252-4311 3186 Frontenac Court, N.E., Atlanta, Ga. 30319 Southwest Office: JOHN SANDFORD (213) 933-8408 5455 Wilshire Boulevard, Suite 1107, Los Angeles, Ca. 90036 Northwest Office: BOB MIEROW (415) 982-0110 582 Market St., Suite 1904, San Francisco, Ca. 94104 Classified: DOROTHY LOWE (216) 651-5500 9800 Detroit Ave., Cleveland, Ohio 44102 LAWN CARE INDUSTRY is published every other month by The Harvest Publishing Company, a subsidiary of Harcourt Brace Jovanovich, Inc. at 9800 Detroit Ave., Cleveland, Ohio 44102 (216) 651-5500. Copyright © 1977 by The Har-vest Publishing Company, all rights reserved. The contents of this publication may not be reproduced either in whole or in part without consent of copyright owner. Application to mail at controlled circulation postal rates is pending at Cleveland, Ohio 44102. SUBSCRIPTIONS: to Lawn Care Industry are solicited only from owners, managers, operators, buyers, merchandisers, agronomists, technicians, dealers, distributors and manufacturers of products associated with the lawn care and maintenance business. Position ana company connection must be indicated on subscription orders. Publisher reserves tne right to approve all subscription re-quests. Single copy cost $1.00 for current issue. All back issues $1.25 each. Foreign $1.25. Subscription rates: $6.00 one year, $10.00 two years, $12.00 three years. Group and foreign air mail rates available on request. SUBSCRIBERS: Send chance-of-address notices, correspondence regarding subscription service to Fulfillment Manager, Lawn Care Industry, 9800 Detroit Ave., Cleveland, Ohio 44102. Change of Address notices shoula be sent pro-mptly, provide old as well as new address, attach address label from recent issue. Please allow one month for change of address to become effective. POSTMASTER: Please send form 3579 to Fulfillment Manager, Lawn Care In-dustry, 9800 Detroit Ave., Cleveland, Ohio 44102. The Harvest Publishing Company, a subsidiary of Harcourt Brace Jovanovich, Inc., publishers of WEEDS TREES & TURF, PEST CONTROL, NPCA Extra, GOLF BUSINESS and the Scientific Guide to Pest Control Operations. How a fertilizer originally designed for golf courses can give a lawn service the competitive edge. L 1 \ All fertilizers are not created equal. Not only are all analyses not alike, but manufacturing processes can also differ... dramatically. In fact, because of patent restrictions, no other company in the country can offer you a fertilizer quite like Scotts ProTurf High Density Fairway Fertilizer. A name you can trust. t Scotts... the grass people A It's a name both you and s your customers know well. ProT\irf...Scotts' professional turfgrass division. It means that this is no garden store variety of turf product. It's developed, manufactured and sold specifically Š and exclusively Š for professional users...like golf course superintendents and lawn service companies. Results you can count on. ProTurf High Density Fairway Fertilizer is a combination of both fast-acting and sustained release forms of nitrogen, so you can expect quick green-up and long-lasting effects. And because it's non-burning when used as directed, it can be used with confidence throughout the entire growing season. ProTurf High Density Fairway Fertilizer is also completely homogeneous, so the nitrogen, phosphorus and potassium are distributed evenly. That means that grass plants get nutrients in the same proportions you selected...so you can be sure every lawn you treat is getting a uniform feeding time and time again. ProTurf High Density Fairway Fertilizer was originally developed to meet the needs of golf course superintendents for a high quality, high nutrient, easy spreading, dust free, non-burning, ^ long-lasting maintenance fertilizer. It is now applied by thousands of turf managers in all sorts of use and environmental conditions. You buy directly from Scotts. All ProTurf products are sold directly to professional users. For more information about High Density Fairway Fertilizer or our fifty other fertilizers, fungicides, insecticides, herbicides, combination fertilizer/pesticides, seed and equipment, all you have to do is call us. ProTurf Division Ł O. M. Scott & Sons Marysville, Ohio 43040 Circle 119 on free information card Save during ProTYirrs special Spring Sale...only for lawn services and landscape contracting companies. Now until March 31st, you can get special discounts on the whole line of ProTurf lawn service products during our special Spring Sale. And you can wait till late summer Š when your cash flow is better Š to pay. 
Call the toll free Scottline: 800/543-0006. (In Ohio, call collect: 513/644-2900.) MEETINGS Landscape, pest seminal scheduled by Target Anaheim Convention Center has once again been chosen as the site for Target Chemical Co.'s Sixth Annual Pest Management Seminar which will be February 22 from 7 a.m. to 4 p.m. The annual seminar has re-ceived wide response through-out the industry with more than 900 attending last year, and over 1,000 expected to attend this year. The program offers three con-current sessions tailored to pest control operators, weed control 
specialists and lawn/landscape 
professionals. Cut the cost of expensive horsepower and expensive manpower. Bolens® HT-20 Tractor. Jobs too small for big specialized equipment can add up to a punishing expense in manpower. Hauling. Mowing. Tilling. Grading. Loading. Trenching. Backfilling. The intermediate size Bolens HT-20 Tractor can cut that expense by quickly adapting to over a dozen custom matched attachments including mower, tiller, bucket loader, back hoe, rakes, blades and brooms. The foot operated hydrostatic transmission goes from forward to reverse without clutching or changing gears. Perfect for close-quarters work. Allows optimum power/speed combinations with hands free to operate hydraulics. More than just a lawn and garden tractor, the HT-20 is powered by a 19.9 hp twin cylinder Kohler engine. The channeled steel frame, massive rear axle/differential and heavy duty front axle give a full day's work. Day after day. Get more value from your big horsepower and expensive manpower. With the rugged HT-20. It fits right in-between. To save money on both ends. For more information, con-tact: Target Chemical Co., 17710 Studebaker Rd., Cerritos, Calif. 90701, or Mary Ann Stanley at 
203-921-7707. COMPANIES Kohler Co. appoints Canadian distributor Kohler Co., Kohler, Wis. has announced the appointment of Yetman's Ltd., Winnipeg, Mani-toba, as a central distributor for Kohler engines. Yetman's area of responsi-bility are the provinces of Mani-toba and Saskatchewan, Canada. Kohler manufactures four-cycle engines for lawn and garden equipment. Bolens Mulching Mowers.Ž They cut the grass and the workload. In one pass. When a Bolens Mulching Mower cuts the grass, it also cuts and recuts the clippings into tiny particles that are blown down into the turf. There, they disappear and quickly decompose. No clippings. No clean-up. No thatch build-up. The fine mulch actually feeds the turf while the crew moves on to other jobs.* 3, 4 and 5 hp models are specially built for commercial and institutional use. Straight-thru steel axles, rugged all-steel deck, tough one-piece handle and positive cutting height adjustment. Bolens Mulching Mowers. Tough, economical answers to your continuing turf maintenance program. ŁFor a free copy of a University study on nitrogen return, contact FMC Corporation, Port Washington, Wisconsin 53074. See the complete line of Bolens commercial power equipment at your nearest dealer. For his name and address, call 800-447-4700 toll-free anytime (in Illinois, call 800-322-4400). FMC Corporation, Port Washington, Wis. 53074. -FMC Consumer Products Circle 116 on free information card 4 LAWN CARE INDUSTRY FEB 1978 MANAGEMENT Personnel selection spells company success Success in management Š at any level Š depends on the 
ability to pick the right people for the right jobs. First-line supervisors face essentially the 
same problems as lawn care company presidents. They have to figure out what abilities jobs require, then pick the most 
qualified people. Mistakes made in haste are repented at leisure. If anyone calculated the cost of living with, or correcting wrong choices in 
picking people, the bill would be staggering. The following is a checklist which may help give the job of selecting the right peo-ple the time and thought it 
deserves. The list was compiled by Robert W. Rynberk, president of Valley View Specialities Co., Crestwood, III. Ł Define the qualifications needed in the job. Ł Interview candidates more than once. Ł Get more than one opinion Š have associates also inter-view the candidates. Ł Make a list of strong points and weaknesses. Ł Try to imagine people ac-tually functioning in their jobs Š what they would be good at, 
where they might need help. Ł Check past records. Have they made steady progress? Have they made real contri-butions, or are they job-hoppers? Ł What are their outside in-terests? Are these a key to per-sonality? Ł Check references and ac-quaintances carefully. NEXT MONTH The March issue of LAWN CARE INDUSTRY will feature a complete market study of the lawn care in-dustry in St. Louis in its Marketplace section. Ł Pete Martin fleft) received the Richard Duke Memorial Scholarship in honor of the late founder of ChemLawn Corp, Columbus, Ohio, from the Ohio Turfgrass Foundation in December. Pete was selectea for his academic achievement as a senior turfgrass major at Ohio State Univer-sity. Jack Van Fossen, president of CnemLawn, made the presentation. At the Lawn-a-Mat dealer's seminar last month were: John Wittpenn, president of Rockland Chemical Co., West Caldwell, N.J., a member of Lawn-a-Mat's advisory board; Pat Lore (center), Lawn-a-Mat vice presi-dent; and Joseph Reyes, a dealer in Summit, N.J. The new Lawn-a-Mat one-piece combine which aerates and dispenses fertilizers and pesticides in one operation. It was introduced at the recent dealer seminar in New York. FRANCHISES Lawn-a-Mat dealer seminar held in N.Y. Despite the worst snow storm in recent memory and the fact that the vice president's car hold-ing the materials for the meeting were stolen the night before it started, Lawn-a-Mat Chemical & Equipment Corp., Mineola, N.Y., held its annual dealer seminar last month in New York City. In addition to the education portion and explanation of marketing plans of the two-day 
meeting, the company also in-troduced its new one-piece com-bine, which aerates and dis-penses fertilizers and pesticides at the same time. Marketing manager Stanley Weber told LAWN CARE IN-DUSTRY that the company is hoping to use this piece of equip-ment as part of an expansion pro-gram. Company president Dan-iel Dorfman said the company will be expanding through means of branch operations rather than its past history of franchise dealers. Most dealers will remain with the company, how-
ever, on a dealer basis. At one point, according to Weber, the company had 400 franchise dealerships across the 
country. He said the list is now down to about 150, many of them located in the New York/New Jersey/Connecticut/Massachu-setts area. About 80 dealers attended the two-day seminar. The company is also still in-volved in Chapter 11, or bank-ruptcy, proceedings. Speakers on the program included: Robert H. Brewster, former cooperative extension 
agent for Cornell University and the U.S. Department of Agricul-ture in Suffolk County N.Y. He is now consulting for the company on turf problems, and will be available to dealers on a "hot line" setup to answer their turf 
problems. Dr. Henry Indyk of Rutgers University spoke on lawn care timing and also introduced the 1978 turf care program for the company. John Wittpenn, presi-dent of Rockland Chemical Co., West Caldwell, N.J., spoke on "Logistics, Materials and Trends." Both he and Dr. Indyk are on the company's advisory board. Doyle Jacklin, agrono-mist for Jacklin Seed Corp., Dish-man, Wash., spoke on "Latest Developments ties." in Seed Varie-Mtroform works 'round the clock to keep lawns greener longer. While others sleep, you can be providing lawn care ser-vice to satisfied customers. The secret is Nitroform® slow-release nitrogen. It works around the clock to give green, healthy lawns. Keeping grass greener between visits is the best way to hold customers, while attracting new ones. Home owners will readily see that your lawn care service does the job with dependable 
results... at less cost than 
they can do it themselves. Nitroform is the best way to apply long-lasting nitrogen... 
whether you have equipment 
for liquid or dry application. You can use mtroform as granular BLUE CHIP® or as POWDER BLUEŽ sprayable slow-release nitrogen. Nitroform gives uniform coverage, and is compatible with most lawn care mate-rials, including pesticides. Nitroform is the quality slow-release nitrogen. It's nonleaching. It keeps feeding long after your crew has moved on to other jobs. Because it's nonburning, even inexperienced labor can apply it With Nitroform, benefits are always predictable per-formance, easy application, dependable results. What 
else could you want, except possibly more information? For that, write Agricultural Chemicals, Hercules Incorporated, Wilmington, Delaware 19899. Phone: 302/575-5000. HERCULES INCORPORATED^ Ł Registered Trademark of Hercules Incorporated/ŽTrademark of Hercules Incorporated Circle 105 on free information card MIDWEST from page J For further information, con-tact: Dr. William H. Daniel, Department of Agronomy, Pur-due University, 2-443 Lilly Hall, West Lafayette, Ind. 47907, or call (317) 749-2891. HOME PRICEfrompage! backed by a federal agency, was unchanged at 9.07%. That com-pares with the 9.05% rate in No-vember 1976. For existing homes, the aver-age effective rate on conven-tional loans in October was un-changed from September at 9.087o. VIS IT S from page 1 pied by the contractor's em-ployes Š such as a tank-mixing area or a spray tank truck Š does not have the same sanctity as would his home or private office. The Idaho district court panel ruled in December of 1976 that 
unannounced inspections by government agencies violated 
Fourth Amendment protections against warrantless search and seizure. Although government inspec-tions have been banned in Idaho since then, Supreme Court Justice William H. Rehnquist granted an emergency stay for the rest of the nation at the re-quest of the Labor Department pending the high court's final decision. MONEY MANAGINGfrompage! Overhead costs, including rent, utilities, advertising, em-ploye training, accountant's fees and insurance premiums vary depending on the size of the 
business. These fixed costs may 
be flexible. Check with other insurance companies, compare rental agreements, examine other training programs to find 
ways of possibly trimming fixed costs. To save money on a neces-sary expense Š purchase of sup-plies Š take full advantage of cash discounts. Before purchas-ing, lawn care businessmen "l was very pleased with the entire magazine. Really, I enjoyed it very much. There was quite a bit of information. Keep up the good work." Nicholas Sacco Paul Sacco & Sons Long Branch, New Jersey "Good luck. Great magazine! Thank you for helping us all better understand the industry!" Thomas E. Ritchie Landscaping & Lawn Maintenance Englishtown, New jersey "Your magazine is a must as it tells latest develop-ments in lawn care industry." Jerome Bonicos Econo Lawn Service Waldwick, New Jersey "\Ne really like the entire paper. VJe needed it. I'm at the point where some nitty gritty expressions and/or financing theory articles could help." John Leonard Papp Lawn-Spray Company 
Califon, New Jersey "I think you have a winner! Manufacturers should jump on this magazine. We need special equipment." Allen A. Dall Lawnco Inc. Brooklyn Heights, Ohio "Your first issue is excellent. Keep up the good work!" George F. Boairight Lawn Doctor of Central Virginia Lynchburg, Virginia "The most informative lawn care magazine ever!" Sam DeVito Cardinal Landscaping Cleveland, Ohio "Your articles would be helpful to anyone in the business." Ray May Lawn Medic of Erie Harbor Creek, Pennsylvania "Your magazine is very informative and will be very helpful to those of us that have not been in the business very long." Steven C. Fry Nu-Lawn South Vienna, Ohio "Very good start! Continue Marketplace.' LeRoy Gaskin Lawn Aid Tipp City, Ohio "You have the makings of a very informative publication." David A. Brown, Jr. Pinebrook Guardian System Winston-Salem, North Carolina "Very good first issue. Let's have more.' Michael A. Nawa A. J. Nawa & Sons Wyomissing Hills, Pennsylvania "This publication is very helpful and informa-tive to persons involved in the lawn care industry." Kurt E. Graeser Graeser's Landscaping & Nursery Louisville, Kentucky "I think this is great!" Dan Hollingsworth Lawn Consultants Lilburn, Georgia "The best magazine in the field.' Ward L. Hartzell Beauti-Care Gardening Mountlake Terrace, Washington "Fantastic!" Larry Kapp Green Lawn, Inc. Ft. Wayne, Indiana "Your publication has a good start. Keep it short and to the point" Don Teske Don's Lawn & Garden Care Beloit, Wisconsin "The content is excellent. Don't change. Best and most precise and informative paper I've read in 25 years! Excellent! Congratulations." Clarence Davids, Sr. Clarence Davids St Sons, Inc. Blue Island, Illinois Thank You Readers! "An excellent publication which will be very helpful in keeping everyone informed and which should do much to bind us as an industry." Floyd Franklin Rollins Lawn Care Atlanta, Georgia "First edition was great.' E. Meffert E. Meffert Landscape Mount Dora, Florida "Seems like everything was covered pretty well Keep up the good work." Thomas G. Brune Atwood Lawnspray, Inc. Sterling Heights, Michigan "I'm really impressed with LAWN CARE IN-DUSTRY. You all did a fine job. If 1 can help in any way, please let me know. Agrilawn is a fairly small company, but we've run the same problems getting started as everyone else." Robert L. Habermehl Agrilawn Incorporated Owensboro, Kentucky "Keep all publications like the first and you've got it." Ted Kabat Diamond Shamrock Nazareth, Pennsylvania "Excellent publication. Enjoyed reading it very much. Anxious for next issue." John E. Meadors Meadors' Lawn & Grounds Maintenance Danville, Virginia should see if the supplier offers discounts. To insure that dis-counts are not missed, one oper-ator uses what he calls a "tickler file." The file has 31 different pockets for the days of the month. Cash discount invoices are filed behind the specific pay-ment date. A problem that can make lawn care businessmen miss 
cash discount deadlines is lack of cash. One operator suggests keeping inventory to a mini-mum, unless there are supply problems. Low inventory frees 
cash. By keeping accounts receivable low, a healthy supply 
of cash is generated to meet pur-
chase deadlines. Another way of expanding cash available is to offer custom-ers an advance payment dis-
count program. This is not always possible with some of 
your accounts, but your annual lawn care customers might util-
ize this. Under the program, customers are given a discount on their annual service charge by 
paying in one lump sum. Some operators offer a five percent 
discount on their annual bill. By receiving money in advance, operators acquire needed cash to take advantage of purchase dis-counts. For businesses granting credit, now is a good time to 
check the accounts receivable. A high percentage of delinquent accounts is a tipoff that credit is being granted too easily. One 
way of lowering accounts receiv-able is a personal letter, followed by a phone call. Some say they have been successful in collecting the overdue bills by sending the person on your crew who did the actual work, hoping that the personal relationship developed will pay off. When all else fails, take the delinquent ac-counts to small claims court or a collection agency. Many operators say it is a good practice to set a time limit on extending services to delin-
quent customers. "A lot of 
smaller operations are afraid to cut someone off from service be-
cause they don't want to lose sales," one operator said. "But if you look at it realistically, you are spending labor and trans-
portation on a bad debt. If you cut him off what have you lost? Š a bad debt." In handling sales, it is impor-tant to categorize according to the type of job. Sales should be separated because the profit-able and the non-profitable can get lost in the shuffle. If they are grouped together, you have no idea where you are making money and where you are not. Some sales problems can be adjusted by changing a yellow 
pages ad. For example, disease control or mowing sales might have dropped last lawn care 
season, where it had been strong in the past. Perhaps, empha-sizing disease control or mowing in this season's yellow pages ad could increase the sales to where they had been in the past. Š Mike Casey LAWN CARE INDUSTRY Marketplace by Robert Earley Editor Matt Stano says it best. "Anybody can get into this business. Anybody with a station wagon or a pickup throws a mower in the back and calls him-self a lawn care businessman. There are a lot of people in this business in Milwaukee, but very few of them are professional," says Stano of Stano Land-scaping. Ed Bickler of Bickler Land-scape in New Berlin adds: "You drive down along the shores of Lake Michigan to the north of Milwaukee on any Saturday and you see mowers hanging out of station wagons everywhere. That is our major competition." But the number of mowers jutting out of the back of station wagons and pickups in Mil-
waukee cannot be more than the number of mowers and engines 
manufactured in Milwaukee and the surrounding territory. The names of the companies read like a directory of the Out-door Power Equipment Institute: 
Briggs & Stratton, J I Case, Allis 
Chalmers, Jacobsen, Kohler, Tecumseh, Bolens, Engineering Products, Wisconsin Marine and many others. And the men and women that work at these factories that make Milwaukee the nation's mower capital are a strong breed. Ger-man stock mostly. Very indepen-dent. Do-it-your-selfers in many 
ways. Many of these homeowners use lawn care products manufac-tured for the consumer by O. M. Scott & Sons in Marysville, Ohio. Scott's has developed a program that many of them find very attractive. But ChemLawn Corp., Columbus, Ohio has also found a program that many of the resi-
dents of Milwaukee find attrac-tive. And as Bill Heath of Pewaukee Landscape Service says: "It is kind of a backward market now, but it is showing a lot of promise. ChemLawn has made inroads and is stimulating both the market and the competi-tion with its chemical lawn pro-grams. ChemLawn, of course, is not the only company. Cooper Lawns started in 1959 with a basic fertil-izer and weed program and is run today by Ken Cooper. And Lawns, Inc. started about the same time with the same type of program, according to Bob Pendzick of that company. Old timers in the Milwaukee lawn care market say companies 
like General Spray came in in the early 60's with a program much 
more organized than even that of 
ChemLawn today. Lawn-a-Mat and Lawn Doctor also gave the market a try. Dennis Meehan, another early businessman, with American Lawn Service was planning to use Milwaukee as his jumping off point to go into franchising. He is out of business now, but the company is still carried on by Tyrrell Hughes, Eric Erickson and Steve Wirth, who worked for 
Meehan. The company has one of the most respected reputa-tions in Milwaukee today. Was it bad management on the part of the companies that have come and gone? Or was it the nature of the hearty stock of people that populate the Mil-waukee area and traditionally 
have not been service-oriented? But things are more organized now to a great extent and that 
might be the key. ChemLawn has set the tone, and many of the companies operating in Mil-waukee are taking a more pro-fessional view of their business. As Bret Goodman of Quality 
Lawns says, the market is still dominated by the small operator Š the businessman with 30 or 40 house accounts. He estimates that 75 to 80 percent of the market is taken over by the lawn 
care businessman of this kind. Which makes for a lot of strong competition. But as Ed Devinger of Reinders Turf 
Equipment says: "There are a lot 
of companies operating in the 
market now, but it is hard to determine who is going to last, 
and from our standpoint, who to give credit to." According to Jerry Nelson of Nelson Land-scape, there is a lot of land-
scaper crossover Š contractors branching out to maintenance of 
work they installed and other 
work too. Also, according to Ron Ku-jawa, president of Kujawa Enter-prises, the biggest maintenance company in town Š most of it commercial Š many contract mowing operators are branching out to fertilizer and pesticide 
application. As Milwaukee is the mower and engine capital of the United States, perhaps that is appro-priate. The jingle says: "Whenever you mention the name of Mil-§l j Nation9 Milwaukee Capital waukee, you think of beer." Along with having a lock on the mower industry, Milwaukee is the home of three of the top four U.S. brewers Š Schlitz, Miller and Pabst. Projects which had an impact on the Milwaukee business out-look last year included the Blue 
Cross Building, dedicated last 
summer; a proposed 18- to 20-
story Hyatt project; and the Northwestern Mutual Life Building under construction. Milwaukee may also have to start up another construction project fairly soon Š an up-grading of its sewage treatment 
system, much more extensive than anyone had planned on. The project is the result of a court order issued late last year by a federal court judge in Chicago, in a suit brought six years ago by the state of Illinois charging Milwaukee with pol-Milwaukee Metropolitan Milwaukee luting Lake Michigan through sewage disposal. The judge found Milwaukee guilty and set strict standards for cleaning up its sewage. While agreeing that Milwaukee must 
clean up its act, the city esti-mated that it would cost close to $1.3 billion to meet the judge's standards and is appealing for modified standards. Milwaukee is the 25th largest population market in the coun-try, right behind Tampa/St. Petersburg and in front of Cin-
cinnati. Population is over 1.4 million with a personal income of over $9.3 billion. Population is expected to grow 2.7 percent Š to 1,443,700 Š by 1982. There are close to 300,000 single family residential homes in the Mil-waukee market. Metropolitan Milwaukee con-sists of four counties Š Milwau-kee, Ozaukee, Washington and Waukesha. Seventy-five percent of the total population resides in Milwaukee County, which had a growth rate of 1.7 percent in the last decade. Waukesha County Š one of the most lucrative for 
lawn care operators Š rose in population 46 percent during the same period. Washington, Ozaukee and Waukesha counties are among the top four fastest growing counties in Wisconsin. The fastest growing age group is 25-44 year olds, expected to in-crease 65 percent by 1990, com-pared to an expected increase of 13.5 percent for the entire metro-
politan area population. The 25-44 age group is the group that Milwaukee lawn care business-men say use the most lawn care services. Milwaukee is located on the shores of Lake Michigan, which keeps the city cooler in the sum-mer and warmer in the winter. Milwaukee's average monthly temperatures range from 24° in January to 71.2° in August. There 
is an average of 13 days a year when the temperature is below zero, and an average of eight days a year when the tempera-ture reaches 90° or more. The average annual precipitation for Milwaukee is 30 inches. Average annual snowfall usually reaches 
about 46 inches. Based on 1975 figures, the average family income per 
household for the metropolitan area was $13,500. This breaks down to $12,700 for Milwaukee County; $14,500 for Washington County; $17,200 for Waukesha County; and $17,900 for Ozaukee County. David Frank of David J. Frank Landscape Contracting charac-terizes the Milwaukee market as healthy, but not really out-standing. There are many sub-divisions and developments, he says, but many of them require less maintenance because of their modest nature. Many resi-dential customers only want mowing and fertilizing during the year. Tyrrell Hughes of American Lawn Service agrees. He calls the market much more conser-vative, than say Chicago might be. He said that Milwaukee is very stable and conservative. For example, when the rest of the economy was on a downturn in 1975, lawn care companies in Milwaukee were having their greatest growth year. Richard Wilbert of Pine Tree Landscaping and Lawn Service says: "Milwaukee is just starting to open up. It is an old Polish, ethnic, conservative city, but many new subdivisions are com-ing in, condominiums are boom-
ing, and the people that are mov-ing in are not so much do-it-your-selfers as has been the case in the past. People are going out and enjoying themselves more, 
and leaving care of their lawns to 
others." Ed Bickler says there is a lot of variance in the average lawn care customer, but that most of his are in the upper middle in-
come bracket, and many even higher than that. He breaks this down to between $20-25,000 on the average, some below and some significantly higher than that. The average age group that receives lawn care services is 
between 35 and 40 and often older. Pendzick says the average customer owns a house that averages between $40,000 and $50,000, and has about 8,000 to 
10,000 square feet of lawn. Most of the lawns in the Milwaukee area are bluegrass, 
with a little bit of everything else Š including fescues, bentgrass, and ryegrass. Weed problems most commonly mentioned in-clude dandelion, chickweed, 
ground ivy, thistle, spotted spurge and knotweed. There is not really much of an insect problem, probably because of the cold winters. But besides some fairy ring and pink and 
grey snow mold of the bent-grasses, and some Helmintho-sporium and rust, the most serious problem of grasses mentioned is Fusarium blight. Weather and construction methods are a big reason for the problems with the disease, 
Kujawa says. As in most parts of the country, the grasses are plan-
ted, or the sod laid, on severely compacted clay dug from the foundation of the home, and this causes problems for the grasses. Kujawa and others like Pendzick try to aerate, thatch and seed with varieties resistant to Fusarium blight. Hughes 
specializes in a preventive pro-gram with many of his customers allowing him to spray fungicides on a liberal basis. Jeff Kopp of Kopp's Lawn Maintenance chaacterizes the 
Milwaukee lawn care market much like it might be character-
ized in other parts of the country. He says there are three levels of companies. First, would be large companies like ChemLawn and Kujawa Enterprises; second would be operations running a crew or two; and third are the ones with hand mowers jutting 
out of the back of station wagons. ChemLawn came in here a few years ago," Knaub says, 
"and Milwaukee lawn care com-panies had never seen the likes 
of their promotion. I think it 
caught a lot of companies by sur-prise. But it has provided healthy 
competition, it has awakened the market somewhat, and has paved the way for some of the com-
panies to get more accounts." Even though the ChemLawns and others are going at it in a big way, the Milwaukee market is 
still characterized by being dominated by small companies with about 30 or 40 house ac-
counts apiece. Ed Devinger of Reinders Turf Equipment says, "There are a lot 
of small companies beginning to-
day, to me it seems to be an in-
credible growth market. All of this has been happening in the past five years, and many of these companies have more work than they can handle. I think the lawn care industry has a big future in Milwaukee." What does the future hold for the Milwaukee lawn care market? Dave Frank says that the 
"image of the lawn care business has increased considerably in the past three years." He said that 10 years ago he was embar-rassed to say what he did for a living, but does not feel as much that way now that more profes-sional companies are getting in-volved in the market. Because of this, he looks for awareness and standards to go up in Milwau-kee. Waukesha County is one of the fastest growing in the country and residential construction will 
continue to go on there, but over-all, the population is expected to increase by just two percent in the next five years. Part of this is 
the already mentioned sewer moratorium that is based on the outcome of the lawsuit brought by the state of Illinois. Hughes of American Lawn Service says that construction 
rates have held up fairly well, and says this is because of the economic stability of the area. He said there has been a very 
large commercial and resi-dential spurt this past year, and that revitalization of the down-town has helped. Waliwatosa to the west is growing; the Mayfair 
Shopping Center area will grow; 
the Northridge area on the far 
north side will grow; along with the immediate northern and western suburbs and, of course, 
Waukesha. Knaub feels that there are go-ing to be more companies becom-
ing involved in the Milwaukee market in the next few years, with an accompanying intensi-fied competitive spirit. Kopp 
says that the competition was more noticeable last season, mostly between established com-panies and "moonlighters and 
freelancers." Right now the market is wide open. ChemLawn and others have come in and stimulated it, and there is a growing orienta-tion of homeowners to be more service-oriented. They are get-ting more used to having people do services for them, lawn care businessmen say, even in staid Milwaukee. "My impression is that it will to page 12 KENTUCKY BLUEGRASS For football fields and/or shady glens Glade Kentucky bluegrass is the seed to specify for excellent performance. In full sun or cool shade (up to 60%) you can depend on Glade to germinate quickly, establish fast. Forms a thick rhizome and root 
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No guesswork. No waste or extra expense. To learn more about lawn diseases, write DuPont for its literature. Just fill out and mail in the coupon at the right. «(.UIW1»TM Of Lawn Products With any chemical, follow labeling instructions and warnings carefully. E.I. DU PONT DE NEMOURS & CO. (INC.) TERSAN TURF PRODUCTS ROOM 24933 WILMINGTON, DELAWARE 19898 PLEASE SEND ME A COPY OF YOUR NEW LAWN CARE LITERATURE. NAME-TITLE-ADDRESS-CITY-STATE--ZIP-Milwaukee continue to grow," Hughes says, "and I assume that it will even-tually plateau, but it is not near being saturated yet. Each year there are more requests for business than we can handle." Davey Lawnscape, Kent, Ohio, is expanding into the market this year, according to J. Martin Erbaugh, company mar-keting manager. ChemLawn group vice president John Wright 
says: "We believe that Milwau-kee, like other major metro-politan areas, has a sufficient 
population with the prime pro-spect demographics that we look for to expect ongoing sales well into future years. If our expecta-tions come true, this growth will encourage evolving from a 
current branch into two or more in the future." And there might even be some competition from Sears Lawn & Leaf, Chicago. The com-pany is branching out from 
Chicago in a substantial mileage 
radius. As we said before, if Mil-waukee is the city of beer, it is also the city of mowers and engines. Lawn care business-men in Milwaukee and else-where say that one of their big-gest problems is finding reliable equipment geared specifically for the lawn care business. An encouraging note is that many of the companies based in the Mil-waukee area are coming to these lawn care businessmen and ask-ing their recommendations on 
equipment. And as the lawn care business continued to grow in Milwaukee and elsewhere, the equipment will also continue to get better. American Lawn Service, Menomonee Falls, is owned by 
three men with diverse back-grounds. Tyrrell Hughes, 39, was a teacher; Eric Erickson, 30, was 
a golf course superintendent in the Chicago area and at the Play-boy Club course in Lake Gen-
eva, Wis.; and Steve Wirth, 27, worked with the original owner. They bought the company from Dennis Meehan in 1974, and have built it into one of the most respected firms in the Milwau-kee area. They have branched into landscape work and snow plow-ing to keep their staff busy the year round. Their staff at the peak time of the year is about 35, and they keep about half of that in the winter. Their gross vol-ume has doubled in the past three years from about $160,000 to $340,000. They have 250 ac-counts that receive fertilizer and weed control, split about 50/50 between residential and 
commercial. They have used a granular fertilizer in the past, but are go-ing more and more to liquid fer-tilizer. They spray pesticides, and fertilizer, with a boom at-tachment on a tractor; they feel it is quicker and gets a better pat-tern. Milwaukee has a shorter growing season than some areas, and they feel that three applica-tions a year is enough. "Our philosophy is to genu-inely be of service to all of our customers," Hughes recently told LAWN CARE INDUSTRY. "We have the knowledge and the background, we try to keep up with all research going on, and 
we convey that information to our customers." They feel that equipment, timing and using judgment is the 
best way to handle lawn mainte-nance work. "You have to be flexible with cutting Š decide whether or not the lawn is too wet Š or in application of fertil-izer and pesticides to do a good job. The companies that exer-cise the most judgment are the 
ones that are the most success-ful," he said. They also distribute Satoh tractors, and include this as one of their Yellow Pages listings. They advertise in four or five classifications altogether, and spend about $3,000 a year in the 
Yellow Pages. Hughes feels there are a num-ber of contributing factors to his 
company's success. "First, we have the knowledge. We are conscientious about doing what is correct for the lawn. We are realistic as to what we can pro-vide, we do not oversell a job. Our reputation has been based on our cutting quality, and that has allowed us to branch out into other areas. We are attentive to detail, expect feedback, and lis-ten to our customers." Jeff Kopp, 25, has owned Kopp's Lawn Maintenance since 
1972, when he bought out an existing business. He handles total lawn maintenance mostly on the east side of town on the six- or seven-mile stretch along Lake Michigan. He has about 45 accounts right now, most of them 
residential. He is planning to go 
more into commercial accounts. He runs as many as three crews 
with 10 employes at peak times during the lawn care season. "I am in the middle of most of the lawn care companies in Mil-waukee," he said. "There are many guys like me. Being self-
employed, if we go in for a loan, 
forget it. But I feel confident about my business, I grossed $40,000 last year, and I have a few backers and I am thinking 
about incorporating and ex-panding this year or next." He is at the stage many lawn care companies find themselves after a few years in business. He needs the capital to expand to grow his business. He estimates it takes him about a $10,000 in-vestment to outfit a two-man crew. As far as rates go, he is flexi-ble and tries to work with each customer individually. He esti-mates his cost per man, figures 
out his materials and what they cost, and determines a formula based on this and how long a job will take him. He charges by the hour, monthly or a flat fee for the whole eight-month lawn care season, however the customer wants to pay. "My biggest selling point is that my customers see the same faces every time we come out to do a job for them," Kopp said. "Many companies send a differ-ent guy each time, maybe be-
cause they have a lot of turn-
over. The customer cannot ex-
plain an old problem to the new worker, and does not feel confi-dent with the situation. Bruce Knaub, 37, president of Pest Patrol, is the main pest con-trol operator also doing lawn care business in the Milwaukee area. "We are gearing our opera-tion to meet the market that ChemLawn has opened up for many of us," he said, although he 
has been in business 20 years. He has used granular applications in the past, but is going to liquid fer-tilizer applications on a larger scale, along with liquid weed control that he has always ap-
plied. About 50 percent of his business is structural pest con-trol and about 50 percent is lawn care. He has more than 2,000 lawns and is looking to expand this sea-son and in the future. He has of-fered anywhere from three to five applications in the past, and is going to four applications basically this year. He has an eight dollar minimum charge for 2,000 square feet, and two dollars per 1,000 square after that. Dur-ing the peak times of the summer he has about 14 employes, and keeps on about 10 all year. He has about eight trucks on the road at any given time. He sent 37,000 mailers out last year, and is planning to double that amount this lawn care sea-son. He does most of his work on 
the northwest side of Milwau-kee, but even gets as far north as Cedarburg and Port Washing-ton. His firm grossed about $200,-000 last year in pest control and lawn care, a little more than half in lawn care. He is hoping to dou-ble his number of lawns in the next three years, and feels that "it is all in the amount of promo-tion that a firm does." Richard Wilbert, 24, is the owner of Pine Tree Landscaping 
and Lawn Service in Milwau-
kee. He has been in business al-most five years on a part-time basis, and this last summer his 
business began to take off, and 
he has built up a steady compli-ment of residential customers. 
He is contemplating getting more into the commercial market, as many businessmen in Milwau-kee are. Mention lawn care in Mil-waukee, and you have to men-tion Ron Kujawa, president of Kukawa Enterprises in Cudahy. 
His multifaceted company is probably the largest in the city. He has mostly commercial ac-counts, although he does have some residential accounts. He is thinking about getting more heavily into the residential mar-ket. He employs 100 workers dur-ing peak times, and owns a 
complement of equipment that 
would boggle the mind of most lawn care operators. This in-cludes 50 pieces of rolling stock, 40 trucks, many utility vehicles, dump trucks, six large tractors, 
eight skid loaders, sprayers, chippers, hydroseeders and many, many mowers. As are many lawn care com-panies in Milwaukee and else-where, he is plagued with what to do in the winter with his staff of 50 full-time people. Snow re-moval helps with his cash flow, but involved a lot of overtime 
and is very taxing on his equip-ment. "Transmission and clutch 
problems pop up in July and Au-gust that would not have hap-pened without snow removal," he says. "So don't tax yourself. Don't take on too much, because you will not be able to keep everybody happy. "I like to consider myself a businessman involved in main-tenance," he said. "So many young people are turned off by this business, but they fail to realize that it is becoming highly sophisticated." He employs an Olivetti 608 computer in his day-to-day ac-tivities, and has owned it for three years. When a foreman comes in and files a job report, the computer takes the informa-
tion and sends parts of it to pay-roll, billing and also for a spe-cial job/cost analysis. It is self-programmable. It cost about $17,-000 when it was new, but there are units on the market now for less than $10,000. David J. Frank of David J. Frank Landscape Contracting, 
started out mowing lawns years 
ago as a teenager, but has only 
been in business seriously for the last six years. During the sea-son he runs three landscape maintenance crews and two crews of landscape construc-tion. About half his work is resi-dential and half is commercial. And it is also split 50/50 be-tween construction and mainte-nance. His business is growing. He did about $300,000 in gross sales 
last year, and is hoping for 40 to 50 percent growth this next lawn 
care season and in the future. His lawn maintenance business expanded by 100 percent last 
year, and he sees a solid future 
in this. "The advantages of the main-tenance business are that you get a monthly billing, rather than 
one big lump sum, it is some-thing to base your cash flow on," he said. "My interest has been rekindled in the maintenance 
end of this business, and now I have the staff to increase it." Bret Goodman of Quality Lawns bought the business four 
years ago, and is looking to in-crease it to a $100,000 gross from 
its $20,000 four years ago. They 
do lawn maintenance, and light 
and heavy landscaping. He feels to page 26 Jf you art a cLa wn/ipplica tor' I want to see you "Yes, I want to see you about Lescosan 4E (Betasan*) emulsion and why it is out-selling other pre-emergence crabgrass controls. I want to tell you how you can save by buying direct from the formu-lator, and all about its full-season control. Lescosan is very effective on all grasses and many ornamentals and ground covers. We can also supply it in 12.5 or 3.6 granules. *(BetasanŠregistered TM of the Stauffer Chemical Company.) "I also want to tell you about the other fine LESCQ PRODUCTS, including LESCO Thirty-Six Sulfur-Coated Urea. "Call me on my toll-free wats line (1-800-321-5951) or write to me and I'll be in touch with you immediately. There is no obligation, of course." SEE US AT THE GCSAA SHOW IN SAN ANTONIO Š Booth 2505 - 2506 LESC^p PRODUCTS Div. Lakeshore Equipment & Supply Co 300 S. Abbe Road Elyria, Ohio 44035 A Family of Fine Products: Lescosan 12.5G Š Lescorene Š Lesco 4 Š Lescobor Š Lescopar Š Lescopex Š Lesco Non-Selective Herbicide Lesco MSMA Š Lesco Thiram 75W Š Lescozyme Š Lakeshore Chinch Bug & Sod Webworm Control LAWN BUILDING MEMOS Prepare vour customer first for shock of lawn renovation Living alone and lawn care: More than 15 million people live alone and account for 21 percent of all the households in the country, up from 17 percent seven years ago. This is viewed by some lawn care businessmen as a potentially lucrative market. The U.S. Census Bureau says that in the past seven years the number of people alone grew by 43 percent while the number of households with both a husband and a wife grew by only six percent. How people live is important to business because it tends to determine how consumers spend their money. Since there is no specialization of labor in a one-person household Š no such thing, for example, as a husband trimm-ing the hedge while the wife rakes the leaves Š singles tend to buy more services, from car repair to lawn care. Singles will buy about 15 percent of the homes sold this year, and this represents, of course, 15 percent of the total lawn care market 
of new homes. Tax tips for employers: Smaller businesses often get in a cash bind and find themselves "robbing Peter to pay Paul" by 
delaying payment of their bills. If you haven't been there yet, here's a tip to avoid double trouble. Pay your taxes first, especially the payroll taxes that come due so frequently. The tax law has a nasty section that allows the Internal Revenue Service to "double up" on you when you don't. Collect and/or pay the payroll taxes you should take from your employe's pay. There is a simple way to avoid getting into this kind of trouble. Set up a separate bank account for your payroll and payroll taxes. Put the full amount of each employe's pay, plus the extra employer payroll taxes in this special account. Pay 
the net due to your employes out of this account, and the 
taxes will be left in it until they are due. Whatever you do, don't "borrow" from this bank account. Phone solicitation: The California Public Utilities Com-mission has ordered that state's phone utilities to file new rules with the commission that would prohibit the intercon-nection, of any automatic dialing announcing devices for solicitation. This is viewed by many as the first step to put curbs on all phone solicitation, a practice many lawn care 
companies utilize to obtain customers. Business indicator: Help-wanted advertising rose in November to 133 percent of the 1967 average from 128 percent 
a month earlier in recently released figures. The index is con-sidered an indicator of general business, but still does not answer the problems many lawn care operators have of getting quality help. "You can run ads until you are blue in the face," one lawn care businessman told LAWN CARE INDUSTRY, "but it just doesn't do any good." One lawn care businessman in Kansas 
City said even though he has been putting in requests to state agencies asking for help for years, he has never yet had one person supposedly sent from state employment offices show up for work. Business failures: Business failures fell to a seasonally ad-justed rate of 24.1 per 10,000 in July from 30.8 recorded in June, Dun & Bradstreet, Inc. reports. Insurance costs up: Many small businessmen feel that the fastest rising cost over the past two years has been insur-ance. "Rates are going through the ceiling," one lawn care businessman recently told LAWN CARE INDUSTRY. He said that while insurance used to consume one to two percent of his gross sales, now insurance premiums require five to six percent of gross. For the same coverage too. Grass seed demand rises: Grass seed producers of the Pacific Northwest are in an enviable position with market prospects "currently brighter than at any time since 1973-1974," one seedsman said recently. Demand for grass seed is strong and "supplies have been held in check by grower restraints in their plantings and also by less-than-ideal weather," last year, a report said. The current price strength is projected to hold fairly firm for the 1978 crops, the report added. Over 95 million pounds 
of Oregon ryegrass were sold in the first quarter of this year, a major increase over past years. Kubota dealers to Japan: Kubota Tractor Corp. last year hosted a 10-day trip to Japan for 100 of its dealers and their 
wives. The dealers came from more than 40 different states and were the company's sales leaders last year. One of the highlights of the trip was a visit to the Kubota plant at 
Tsukuba, near Tokyo. Not all lawn care business-men offer lawn renovation as one of the services they provide to their customers, but there are quite a few companies that do Š 
some that even specialize in do-ing this type of work exclusively. One of the biggest parts of any type of renovation work, as Dr. John E. Kaufmann of Michi-gan State University warns, is preparing your customer for the shock of what his lawn will look like while the work is being 
done. Renovation of lawn areas may range from close-mowing and adding new seed to complete tillage, reshaping the landscape and seeding, utilizing a good mulch. Chemical control of the 
existing plats (both weeds and turfgrasses) is considered a drastic step, but this is not as dif-
ficult as tillage which creates erosion on sloping sites, requires mulching, reduced traffic and frequently does not control the perennial grassy weeds. Numerous reasons exist to justify turfgrass renovation, says Dr. S. W. Bingham, professor of 
plant pathology at Virginia Poly-technic Institute and State Uni-versity. To mention a few, weedy perennial grasses, poor lawn growing conditions, diseases, in-sects, existing grade of land-scape, poor water infiltration and poor drainage present prob-lems at times which can best be solved by renovation. One means of lawn renova-tion, Dr. Bingham said, is through 
use of glyphosate, or Roundup, 
manufactured by Monsanto Agri-
cultural Products Co., St. Louis, Mo. This chemical is water-
soluble and is applied in a water 
spray to the foliage of plants. It is taken into the foliage and trans-located to all parts of the plant including roots and rhizomes. Because glyphosate enters the plant through the leaves and moves throughout all plant parts, it is necessary then to have suf-ficient foliage to absorb enough 
herbicide to kill the roots and rhizomes associated with peren-nial weeds. Weeds vary in growth habit and each species may require a different descrip-tion of size. For example, bermudagrass is allowed to grow unmowed until seed heads ap-pear before treatment, quack-grass to eight inches tall or three to four leaves on each tiller, and clump grasses such as orchard-grass and Kentucky 31 fescue are six to eight inches tall. Rhizomes unattached to an emerged shoot at treatment have grown unaffec-ted by the spray and reinfested the area. Rainfall within a few hours after treatment reduces effec-tiveness by washing material off 
the leaves. It is best to apply the herbicide when rainfall is not ex-pected for at least 24 hours. If rainfall does occur within a few 
hours (six hours), it may be necessary to apply more glyphosate as soon as possible. Glyphosate controls most weeds, annual and perennial, Dr. Bingham said. However, the rate of application for satis-factory control varies with the species. Use a sprayer which provides uniform spray coverage over the leaves without drift to desirable plants. Usually, 30 to 60 gallons of water per acre has given adequate spray coverage without runoff from leaves. About seven days after gly-phosate is applied, one can clip the area as close as possible with a regular lawn mower removing the clippings. Immediately aerify if needed, vertical mow to one-quarter inch into the soil (two 
directions) removing the debris, and apply nutrients. Seed desirable turfgrasses, drag to 
bring seed in better contact with the soil, and irrigate as needed to obtain a desirable stand. This method allows nearly continuous use of a lawn area. Fall appears to be the best time to renovate with cool-season lawn grasses from two standpoints. You can manage the area to have adequate growth for treatment. Second, annual grasses compete with the desirable lawn grasses more 
seriously during spring or early 
summer renovations. LEGAL Government indicts Velsicol executives The federal Justice Depart-ment in late December brought 
felony indictments against Velsicol Chemical Co., Chicago, and six present and former em-ployes. The executives are charged with conspiring to conceal from the federal Environmental Pro-tection Agency (EPA) the results of tests that showed that turf insecticides chlordane and hep-tachlor may cause cancer in humans. Velsicol sells the pesticides to other firms, which market them 
under myriad brand names. Velsicol Chairman Paul F. Hoffman called the indictments 
an "outrage." He said: "We do 
not understand how the govern-ment can complain about the delay in submitting two scien-tifically insignificant, incomplete readings when the authors of those readings have subse-quently stated they were mean-ingless." The action against Velsicol is likely to be the first of several of its kind, it was reported in Time. Sources for the EPA say that other similar cases are now 
being prepared. 14 LAWN CARE INDUSTRY FEB 1978 For ad on following page circle 115 on free information card | Weed-free turf starts with Dacthal Dacthal stops weeds cold! Twice the weed spectrum. Gentle on delicate grasses. Begin with DACTHAL® herbicide before weed seeds germinate. A lot of trouble-some weeds will never see the light of day. Crabgrass. Poa annua. Goosegrass. Foxtail. Carpetweed. It's a great way to start a total weed control program. Dacthal is the standard in the industry for preemergence control of annual grassy and broadleaf weeds in turf. And has been for many years. Dacthal gives you broad-spectrum control... stops 21 weed pests in turf and ornamentals. Dacthal controls weeds without harming tender turf. Can be used on almost all grass species and varieties Š including Kentucky, Merion, Windsor and other bluegrasses; fescues; and zoysia grass. If you plan to reseed or sow new grass in the fall, you'll want to go with Dacthal for your spring and early summer appli-cations. After new grass seedings have exhibited a greening of the newly sprouted grass (about 1 to 11/2 inches high) you can apply Dacthal without injury to the turf. Dacthal does not break down in sunlight. A two-application Dacthal program provides economical control of both early and late-germinating weeds. Make your first application in early spring before crabgrass seeds germinate. Time the second for mid or late summer, de-pending on your specific weed problems. Veronica filiformis a problem in your area? Hit it with Dacthal as a postemerge. Thorough coverage of the actively growing weed gives unequalled control of this pest. Weed-free turf starts with Dacthal... and continues with the Diamond Shamrock products described on the following page. Diamond Shamrock The resourceful company. Diamond Shamrock products for beautiful turf. D AC AMINE® is a postemergence herbicide that con-trols 76 broadleaf weeds in turf. The list includes knot-weed, dandelion, chickweed, field bindweed, thistle and dozens more. Powerful Daca-mine herbicide works slowly, trans-locating through the entire plant, killing tough perennial weeds all the way down to the roots. This elim-inates the regrowth of weeds that so often occurs with herbicides that bring only a rapid top-kill. DACONATE® is the postemergence 
herbicide for control of grassy problem weeds, nutsedge, chickweed, wood sorrel and sandbur. Won't harm bermu-7dagrass, bluegrass or zoysia grass when used according to label directions. A ready-to-use liquid, Daconate 6 has a surfactant added for uniform wetting action. It's an ideal follow-up treatment for grassy weeds your preemergence herbicide misses, or to knock out weeds around sand traps and fence rows. DACONIL 2787® is the broad-spectrum fungicide for the control of nine dif-ferent fungus dis-eases that attack turf. Outstanding tolerance permits use on more than 25 turfgrass species, even in the hot summer months. This exceptional fungicide has an amazing ability to stick to plant surfaces between applications and protect against disease, even through rain and irri-gation. Daconil 2787 fungicide is available in wettable powder form, or as a convenient flowable liquid. For more information, see your turf chemicals supplier or contact the Diamond Shamrock Agricultural Chemicals Division Sales Office nearest you: Three Commerce Park Square, 23200 Chagrin Blvd., Beachwood OH 44122 Ł 1401 W. Paces Ferry Rd. NW, Atlanta GA 30327 Ł 5333 Westhei-mer, Suite 850, Houston TX 77056 Ł Commerce Plaza Bldg., 2015 Spring Rd., Oak Brook IL 60521 Ł 617 Veterans Blvd., Redwood City CA 94063. 66 Diamond Shamrock The resourceful company. AG2-47 DIAMOND SHAMROCK CORPORATION Printed in U.S.A. WINTER Combating snow, ice in trees and shrubs The weight of snow and ice can break or deform branches of trees or shrubs, making them less attractive or entirely ruining their landscape value. If you do tree and shrub work for your customers, or if you need to make some suggestions to your lawn care customers about problems stemming from snow and ice damage, here are some tips from University of Missouri extension horticulturist Ray 
Kothenberger. Now is the time to begin repairing much of the damage that may have taken place during the height of win-ter. "A thick coating of ice may in-crease the weight of a branch by as much as 40 times," he told LAWN CARE INDUSTRY. "Rapidly growing trees have naturally weak wood and are 
most subject to breakage than slower growing trees." Plants under eaves, where water may drip from the roof and 
freeze onto branches, are also candidates for severe bending or breaking. Plants or trees with weak, narrow branching are also easily broken down. If ice accumulates during an ice storm, do not try to break the ice off branches with a stick or similar item. More injury could 
be done this way than allowing the ice to remain until it melts. If the branches are not extremely 
large or high, use some long two-by-four boards or other suitable props to give branches support until the ice is melted. If limbs are broken from trees during such storms, repairs should be made promptly, while the tree is still dormant and be-
fore it begins to leaf out in spring. Rough, torn wood does not heal well and is subject to rot 
or invasion by insects and other pests. Rather than breaking, a branch may be split away slightly, returning to original 
position after the snow or ice has melted. These splits will seldom heal and represent a permanent weak spot in the tree which may later break. Branches with this damage should either be cut off, 
or a professional arborist should be called to repair and brace these weakened branches if they can be saved. Any branches that need to be removed should be cut with a smooth, clean cut that will heal rapidly in spring. Cut branches 
close to the main trunk or near another branch. Tree wound dressings may be applied to im-prove the appearance of the fresh cut. However, they appar-ently do not speed up the heal-ing process. While the damage done to large trees is most noticeable and 
more permanent, there are some other plants that may be dam-
aged or deformed by the weight of ice or snow. Among these are evergreens. These often bend easily and when bent severely are slow to recover. It is better to tie these 
plants together before they be-
come misshapen. Use soft string, or strips of burlap to draw them together. 
Upright plants with multiple 
stems should be tied around the 
stems inside the plant. Plants tied loosely around the outside will not have aadquate support and will spread as the weight in-
creases tension. Storm-damaged plants should be fertilized in early spring. This gives a boost which will help them develop new growth to re-place that which has been lost. Sometimes, too many new twigs 
develop where a large branch has been removed. These should be thinned next winter. EDUCATION Ohio tech college educates lawn pros Eight years ago, Dalton Dean started out with eight students in his landscape, gardening and turf technology course at Clark Technical College in Spring-field, Ohio. Today he runs a class of 40 two-year students, many of whom when they graduate go to 
work for companies like Chem-Lawn Corp., Columbus, Ohio; 
Leisure Lawn, Dayton, Ohio; 
Perf-a-Lawn, Dayton, Ohio; and Davey Lawnscape, Kent, Ohio. He also said that many of his stu-dents have started their own 
smaller lawn care firms upon graduation. "The lawn care industry is growing by leaps and bounds, and there are advancement possibilities for the young per-
son starting right out of school," Dean told LAWN CARE INDUS-
TRY recently. "It can be a lucra-tive field for the companies that are professional and last, and these companies are the ones 
who are hiring the top people who are educated and can think on their feet." His students start out with broad general turf courses in areas such as basic soils, 
entomology, chemicals, small en-gines, equipment and personal and business development. Then in May of their first year, they serve an internship for six months, working with compa-nies in the field. The students then come back to school in November and work until the end of the school year to finish their degree. "We have had excellent cooperation from companies like ChemLawn, nurseries, sod farms, golf courses and land-scape firms in explaining their industries," Dean said. During the first month of the classes, he and his associates take the stu-
dents on bus tours of different facilities to give them an over-view about the various profes-sions available in the turf field. "We have had good comments from employers about our stu-dents," Dean said. "Lawn care 
companies and others are find-ing that a good two-year turf stu-dent can really help their com-pany. He said that lawn care 
companies in many cases are go-ing to have to upgrade their em-
ployes if they are going to be suc-cessful. Further information about the program can be obtained from Dean at Clark Technical College, P.O. Box 869, Springfield, Ohio 45501. MONEYWISE Is your lawn care firm credit worthy? The ability to obtain money when you need it is as neces-sary to the operation of your lawn care business as is a good location or the right equipment, reliable sources of supplies and materials, or an adequate labor force. Lawn care businessmen have said that as recently as a few years ago, it was often difficult for them to get loans from banks. But recent interviews have shown that this situation 
has changed, due in part to the increased stability and identi-fiability existing in the lawn care industry today. The en-
trance into the industry of larger, national firms has also ad-ded to this situation. But all cases are ultimately judged on an individual basis, and before any bank or any other lending agency will lend a businessman money, the loaning officer must feel satisfied with the answers to the five following questions: What sort of a person are you, the prospective borrower? By all odds, the character of the borrower comes first. Next is 
his ability to manage his business. What are you going to do with the money? The answer to this question will determine the type of loan Š short- or long-
term. Money to be used for the purchase of seasonal inven-tory will require quicker repayment than money used to buy fixed assets. When and how do you plan to pay it back? Your banker's judgment as to your business ability and the type of loan will be a deciding factor in the answer to this question. Is the cushion in the loan large enough? In other words, does the amount requested make suitable allowance for un-expected developments? The banker decides this question on the basis of your financial statement which sets forth the condition of your business and/or on the collateral pledge. What is the outlook for business in general and for your business particularly? The phenomenal success and growth 
of the lawn care industry in the 1970s has added to this deciding loan factor. Adequate financial data is a must. The banker wants to make loans to businesses which are solvent, profitable and growing. The two basic financial statements he uses to deter-mine those conditions are the balance sheet and the profit-and-loss statement. The former is the major yardstick for sol-vency and the latter for profits. A continuous series of these two statements over a period of time is the principal device for measuring financial stability and growth potential. In interviewing loan applicants and in studying their records, the banker is especially interested in the following 
facts and figures: Ł General information. Are the books and records up-to-date and in good condition? What is the condition of accounts payable? Of notes payable ? What are the salaries of the owner-manager and other company officers? Are all the taxes being paid currently? What is the work backlog? What 
is the number of employes? What is the insurance coverage? Ł Accounts receivable? Are there indications that some of the accounts receivable have already been pledged to another creditor? What is the accounts receivable turnover? Is the accounts receivable total weakened because many customers are far behind in their payments? Has a large enough reserve been set up to cover doubtful accounts? How 
much do the largest accounts owe and what percentage of your total accounts does this amount represent? Ł Inventories. Is there enough supply on hand of chemicals and equipment to meet work loads? Is there ob-solete inventory? Is inventory turnover in line with the tur-nover for other lawn care businesses? Or is the money tied up too long in supplies? Ł Fixed assets. What is the type, age and condition of your lawn care equipment? What are the depreciation policies? What are the details of mortgages or conditional sales con-tracts? Where are future acquisition plans? MANAGEMENT How to communicate effectively to your employes and customers One of the biggest headaches in communication the lawn care businessman will face is being sure that customers and the peo-ple on his staff understand what he is presenting them. Here is a compact guide to help make sure that any message of this nature is clearly understood. Be sure that you understand the words that you are using yourself before employing them in communication of any kind. It is easy for one to get carried 
away in word usage. When mis-understandings exist, trouble fol-
lows. Where it involves some-thing of importance, that mis-understanding can be costly. Avoid dealing in generalities that you do not even under-stand. These often develop resis-tance rather than build recep-tiveness. Their use is loaded with another potential danger in that they can be misunderstood and 
the instructions misapplied with negative results. Take no single detail being presented in any communi-
cation for granted even when the message is directed toward an experienced employe. Each of us live with such details and accept them as a nor-mal part of working functions. We tend to take it for granted that they are equally familiar to the other person. These details are often unknown to the individual and if the com-munication is being directed toward a customer, this situation is even more so. Forget about using flowery phrases in the belief they have special merit through capability of making a deep impression 
upon the other person. Unfortunately, while such a presentation may have a melo-dious sound to the ear and be pleasing, it usually contributes little to understanding. Often it tends to create confusion on the other person's part. That de-stroys what you are seeking to accomplish. Keep what you have to say clear and to the point with the use of words that cannot be mis-understood by any of the people whom you contact regularly. It definitely is worthwhile to study these individuals closely in order to increase your knowledge of the particular words that have 
best reception to the ears of the individuals. Provide needed supple-mental material or data in any communication which may re-
quire it in order to assure better 
understanding on the other per-son's part. Visual information is 
often a must to put over an idea. It also has added value in that it gives the other person some-thing to refer back to for refreshing his or her mind on what has been said. Slow down your verbal com-munications. Speed never pays off when attempting to convey ideas to others with accuracy. Rapid fire verbage has no place 
in any communication. A mistaken idea often exists that time is saved by speaking fast. Actually, the time saved be-tween presenting a 250-word message at moderate speed as 
compared with rapid fire deliv-
ery amount to no more than 20 or 30 seconds. Tension often gets one talking at high speed with-out realizing what one is doing. Watch the language being used in verbal communication 
carefully. There are many words which have multiple meaning. There are many phrases in every day use which can mean one thing to a given person and something entirely different to another. Again, it pays to understand the spoken language of people with whom you communicate. 
The better this is understood, the surer you can be as to which words and phrases are easily understood by these people. The way an idea is spoken is what counts. Authority can be in one's tone of voice, and in like manner, the lack of authority can be conveyed by means of speak-
ing. It is advisable to remember that how one communicates is equally important with the lan-guage one is using. Be certain of each fact that you use in any communication, particularly so with customers who could misunderstand some-thing easier than people on your staff. One bad fact has the same liability as the bad apple in the barrel. It will definitely destroy the best effort at communi-cation. The more important the point, the greater the preparation should be given to its develop-ment for presentation in any type of communication. It pays to take extra time in preparation for even the shortest and simplest 
effort. 20 LAWN CARE INDUSTRY Be sure of complete attention from the other person. That individual cannot absorb what you are saying if attention is par-tially with you and a great deal more on something else. Avoid justifying what you communicate. Facts should be capable of standing alone. Only 
proof and explanation need be supplied the other person. Concentrate on one point at a time within each section of any given communication. Doing so helps to avoid confusion in the other person's mind. Say what is to be communi-cated emphatically one time only. When you keep repeating an idea with the same group of words over and over again the other person closes his or her mind to your whole presen-tation. Finally, watch the other per-son's reactions carefully. Look for clues as to whether or not what you are communicating is understood. If it is obvious that the individual is not doing so then change your approach and keep on doing so until you have found the right one; usually the second attempt will succeed. COMPANIES Houston's Spencer Co. consolidates divisions The Spencer Company is the new name for the consolidation of a number of green industry division's of a 19-year-old com-pany in Houston. Len Spencer, president, told LAWN CARE INDUSTRY that the company began in 1959 as American Lawn Maintenance Co. In 1973, it added interior 
plant foliage and leasing and maintenance under the name American Interior Plants. The 
company began wholesaling tropical plants in 1975 and ex-panded to include exterior plants last year and also began develop-
ment of a full-fledged landscap-ing group. Spencer is active in the Pro-fessional Grounds Management Society. Address of the company is P.O. Box 16113, Houston, Texas, 77022. INSECTS Identification, control of turf grass nematodes One of the main problems in identification and control of turf-grass nematodes is the fact that every symptom of nematode damage is more commonly 
caused by other factors, accord-
ing to Charles H. Darrah, exten-sion turf specialist at the Uni-versity of Maryland. Poor color and lack of vigor Š among the symptomsŠare usu-ally the result of an inadequate or unbalanced fertility program 
or a pH problem. Poor heat tol-erance is most often the result of using unadapted species or vari-eties of turfgrasses. Poor drought tolerance is more commonly caused by soil physical prob-lems or improper or inadequate irrigation practices. Stand thin-ning is more commonly due to the presence of insects or dis-eases. "In order to obtain a proper diagnosis for nematodes, the whole diagnostic scheme must be evaluated/' Darrah said. 
"Search for the evidence of in-sects. This is a hands-and-knees job since most turf insects cannot be seen from six feet away." He recommends checking to see if there is a disease active. 
Questions should be asked of the 
homeowner concerning species or variety adaptation, irrigation practices and use of fertilizer by 
the lawn care operator must also be surveyed. A soil test is one of 
the best diagnostic tools to de-termine if proper pH and fertil-ity levels are being maintained. And if nematodes are suspected, Darrah says, take a second soil sample from the affected area for a nematode analysis. The first step in control is naturally to use cultural prac-tices which insure an actively growing, vigorous turf. A healthy turf can frequently stand a high population of nematodes with-
out any foliar symptoms. Sani-tary practices which prevent the introduction or spread of nema-todes are also important. Nema-
todes are often carried with in-fected stolons, sprigs, plugs, sod 
or soil. Control of nematodes can also be accomplished by use of nema-ticides, Darrah said, although he cautions that all of the chemi-cals presently labelled for nema-tode control are highly toxic and should be applied by certified pesticide applicators. He said that Mocap 10G, manufactured by Mobil Chemi-cal Co., Richmond, Va. is la-belled for use on stoloniferous, warm-season grasses. Research being done at the University of Maryland and at several other universities is evaluating its use in cool-season grasses. He also said that Nemacur 15G and Dasa-nit 15G, manufactured by Chemagro Agricultural Divi-sion, Mobay Chemical Corp., Kansas City, Mo. are both la-belled for use in warm- and cool-season grasses. Liquid-cooled 22 or 27 PTO hp diesels that are big enough to do all the jobs you need to do. Yet small enough so you can afford them. If the jobs you have are too big for a lawn and garden tractor and too small for a farm or industrial tractor, John Deere has the tractor you need. In fact, two of them. The new John Deere 850 and 950 Tractors. Rugged. Reliable. 
And built to handle the jobs you'll give 
them. Big-tractor features. Under each tractor's lift-up hood is a liquid-cooled, 
fuel-efficient diesel engine: 22 PTO hp for the 850,27 PTO hp for the 950. Both 
tractors have smooth-running trans-missions with 8 forward speeds, 2 reverse. Speeds are well-spaced from 
less than 1 mph for tilling to almost 12 mph for transporting. Other big-tractor features are standard.There's a differential lock that 
engages on-the-go for added traction in 
slippery conditions and a fully shielded 540-rpm rear PTO. Individual rear wheel brakes lock together for highway 
transport and lock down for parking. 
A heavy-duty drawbar adjusts to four positions. Hand and foot throttles are 
both standard. Integral equipment easily attaches to a 3-point hitch (Category 1). 
The adjustable, fully cushioned seat tilts 
forward for weather protection. Big-tractor versatility. You can match the 850 and 950 to your jobs. Wheel tread width adjusts front and rear. Ground clearance is nearly 14 inches under the 850Šmore than 15 inches under the 950. Maneuverability is superb since both tractors will turn within a 10-foot radius. So whether 
you're mowing, loading, plowing, digging, planting, or cultivatingŠthese 
tractors can handle the job. Service you can count on. Your John Deere Dealer is always ready to help. Service training schools for the 850 and 
950 have already been completed. And a complete inventory of service and replacement parts is ready. So stop by and see your John Deere Dealer soon for the complete story behind the new "Little-Big" Tractors. Or for free literature write to: John Deere, Box 63, Moline, Illinois 61265. Choose from a family of tractor-matched implements for all the jobs you need to do: Center-Mounted Rotary Mower 50 Utility Box Scraper 31 integral Disk Johnson-Arps Model 30 Loader 350 Mower 71 Flexi-Planter 11 Light-Duty Field Cultivator 45 Integral Plow 31 Posthole Digger 100 Integral Disk 205 Rotary Chopper 2-Row Cultivator 30 Integral Plow 40 Rotary Tiller 45 Rear Blade 25A Flail Mower Nothing Runs Like A Deere' Circle 111 on free information card PRODUCTS 21-inch mulching mower A 21-inch cutting width mulching for lawn care has been announ-ced by Simplicity Manufacturing Co. The model 1100 is powered by a 3V2 horsepower Briggs & Stratton, single-cylinder engine. It permits six adjustable cutting heights from 3A- to 3-V4-inch. Other features include an auto-matic choke and a vertical pull 
start and eight-inch steel wheels. Circle 214 on free information card All-weather choke An automatic choke for all-
weather starting has been in-troduced by Kohler Co. The new choke not only insures quick, sure starting for small engines in winter and summer, but also means smooth operation of engine-powered equipment all day long because it provides con-tinuous automatic control of the 
air/fuel mixtures while the 
engine is running. Because it is thermo-electric, it eliminates k % complicated mechanical link-ages. All it needs is a simple wir-ing connection to the engine's electrical system. It fits snugly on the carburetor body. It is avail-able on Kohler four-cycle, elec-tric-start engines from 10 to 23 horsepower. Circle 215 on free information card Clippings mowed, mulched or bagged Grass clippings can be mown, mulched or bagged with the three rotary mowers introduced by the Lawn and Garden Equip-ment department of Allis-Chal-mers Corp. A rear-mounted polyester grass bag and mulcher attachment are standard equip-
ment on the 21-inch push, self-propelled and electric start walk behind mowers. A 3Vz horse-power Briggs & Stratton engine with automatic choke and spin start provides the power to throw clippings all the way to the back 
of the bag for even filling. Front 
wheels on the mowers are offset for trimming within Vi-inch of obstacles, uniform cutting and better balance. Control handles fold down over the engine for compact storage or transporta-tion without having to discon-nect them completely. Circle 216 on free information card Rear-discharge mower Yard-Man Company has an-nounced its new rear-discharge mower with a 22-inch cutting width. The mower features a shorter turning radius, "slick shift" transmission and an op-tional "bag-it" catcher system for clippings and leaves. It also features a single-lever height selector, adjustable folding han-
dles and vertical pull start. It has a four-horsepower engine and weighs 94 pounds. Circle 217 on free information card Edger-trimmer Garden Pro, Inc. has introduced its 1978 line of Spintrim edger-trimmers and lawn tractors. Free information is available. The V2 horsepower, five amp motor. Ex-tension cord plugs right into the handle. Another feature is "lawn 
leveler" Š it mows, edges and trims with an exclusive caster-wheel tripod that moves up and down the shaft for cutting height adjustment. Circle 218 on free information card Lawn tractor Ford Tractor Operations has ad-ded to its line of lawn mainte-nance and snow removal equip-ment a 19.9 horsepower tractor. The model 195 is available with a 
60-inch mower and standard hydrostatic transmission, in-
dividual wheel disc brakes and power steering. Circle 219 on free information card TOOLS,TIPS & TECHNIQUES How to minimize fungicide resistance The use of a single fungicide over long periods of time pro-vides the conditions most likely to result in the appearance of fungicide resistance, according to Dr. Herbert Cole, Jr., pro-fessor of plant pathology and chemical pesticides at Pennsyl-vania State University, University Park, Pa. "The fungicide creates the conditions to allow appearance of a resistant strain," he said. "A long period of fungicide ex-posure time insures that it will become the predominant strain even if the fungus is slow moving." He said that fungicide resistance in turf is really quite new, reaching significant proportions only in the last four years. To minimize fungicide resistance development, the lawn care businessman should use a varied fungicide program employing different materials with different mechanisms of 
action, he said. For example, for dollar spot control, it would do no good to alternate Tersan 1991, Fungo, Spot Kleen and CL 3336. They are all benzimidazoles with similar modes of action. Tersan 1991 is manufactured by DuPont Co., Wilm-
ington, Del.; Fungo is manufactured by Mallinckrodt, Inc., St. Louis, Mo.; Spot Kleen is manufactured by Rhodia, Inc., Mon-mouth Junction, N.J.; and CL 3336 is manufactured by W. A. Cleary Corp., Somerset, N.J. On the other hand, alternating Tersan 1991, Daconil, Dyrene and Actidione would provide a continuously shifting fungitoxicity pattern which should minimize the develop-ment of fungicide resistance, he said. Daconil is manu-
factured by Diamond Shamrock Corp., Cleveland, Ohio; Dyrene is manufactured by Chemagro Agricultural Division, Kansas City, Mo.; Actidione is manufactured by TUCO, Divi-sion of Upjohn Co., Kalamazoo, Mich. Where resistance problems have occurred the question is often asked if discontinuance of a fungicide for a period of a 
year or more will allow the lawn care businessman to return to using the problem material. Dr. Cole says no. "The fungicide resistant mutants may decrease to a very low level in the fungus population and seem to be eliminated, 
but when the fungicide is returned to use, especially as the only fungicide, the resistance is rapidly back in the fore-front," he said. He adds that the fungicide could be used as 
part of a series of alternating materials with some measure of 
success under these circumstances buJ certainly not as a single fungicide program. Purchasing control Methods Research Corp. in-troduces a new concept for simplifying purchasing control for the lawn care businessman. It is an easy way to check at a glance what equipment, chemicals and supplies are on order and what has been received. The board shows the week items are due in and which items have been received. Magnetic cardholders have cards that are color coded. Each card shows item ordered, purchase order number and date ordered. A free catalog is available. Circle 220 on free information card MARKETING IDEA FILE How to bid contracts When going out to bid on a lawn contract you need to first establish the quality of work that is expected, says Ron Phil-
lips, owner of Phillips Lawn and Tree Service, Arlington, 
Texas. "One of the first things to do is to look at the existing conditions and determine what is necessary to put the prop-erty in good shape," Phillips told LAWN CARE INDUSTRY. "Many times you will be called to bid on a lawn that is in a 
run-down condition and it is important to determine how much renovation work the customer is willing to pay for." Phillips says that an initial cleanup involving a one-time charge is generally required if the property has not been 
maintained for a length of time. This will usually include trimming shrubs, cleaning out the beds, fertilizing, etc. "This way you avoid the hardship of starting the regular maintenance on a barely workable piece of property, costing 
you a lot of time getting it back into shape when you are not really getting paid for it," he said. "Starting without an initial cleanup might also lead to dis-satisfaction by the customer if he is expecting the property to 
become substantially improved in a short period of time," Phillips said. He recommends that in bidding your price for an initial cleanup, look carefully at the property so as not to overlook any needed work in your anxiousness to get the job. He recommends checking especially for these points. Look for heavy, overgrown shrubs that will require exten-sive pruning and shaping and thereby creating much brush to be hauled away or chipped. Secondly, look for flower beds that are overgrown with weeds and grass. On the lawn, look for ruts and depressions that may have to be filled in, weed infestations and bare spots that the owner may expect you to correct. Examine walks and curbs to see when they were last 
edged. If this has been neglected for a long period of time, the 
initial edging Š even with a good edger Š may require four 
or five times the normal time. Low branches on trees may need to be removed before mowing can be done. "Be sure to consider any materials that may be needed for the job such as fertilizer, mulch for the beds, pruning paint and the replacement of worn-out flower bed edging," he said. Initial cleanups almost always take longer than expected, he says, especially if much leaf vacuum work is to be done. A typical price he says he charges for a residential job such as described runs anywhere from $50 to $400. "On commercial projects such as shopping centers and apartment complexes take into account your walking time from one section to another," Phillips said." Walking from 
section to section on a large project may consume nearly as 
much time as the actual work." If you decide to go with a contract, draw up a year-round contract if at all possible, he says. This will give you winter 
income as well as make it easier to keep the grounds in pro-per shape. Winter work will generally consist of leaf removal, dormant fertilizing and working the beds. Phillips' minimum 
starting price for a residential lawn is $80 a month or $960 a 
year. This is for total maintenance of a 5,000- to 8,000-square-foot lawn. He said he has contracts that pay as high as $50 a week a year for residential lawns and up to $90 a week a year for larger commercial jobs. "Don't make the mistake of trying to underbid all of the competition," he said. "After you have been in business for just a short while you get an idea of what your competitors are charging. Others in the lawn business have found out what they must charge in order to make a profit. Trying to underbid them drastically may only result in you doing a job at a dollar loss." Phillips has written a short pamphlet en-titled How To Start Your Own Landscape Maintenance Busi-ness. For more information about the pamphlet, write: 4921 S. Bowen Rd., Arlington, Texas 76017. / ® +NOC* oVT Crabqrass ROCKLAND PROFESSIONAL Betasatf Selective Pre-emergence Herbicide ROCKLAND BETASAN is available in three different strengths, Š 12.5% granular, 3.6% granular and 4 lbs. Emulsifiable Concentrate. (R) Betasan is a registered Trademark of Stauffer Chemical Co. ROCKLAND has a complete line of granular insecticides, herbicides and fungicides for Professional Turf Maintenance. ROCKLAND Fertilizers contain combinations of IBDU, NITROFORM and new SULFUR COATED UREA. Some available formulations Š 25-5-15, 30-2-5 and 20-4-10. All products are formulated with the highest quality ingredients and carriers. ROCKLAND PROFESSIONAL lawn and garden PRODUCTS CATALOG cDclROCKLAND CHEMICAL CO.. INC. H | PASSAIC AVE., WEST CALDWELL, N.J. 07006 Ask your supplier or write Circle 117 on free information card Two For The Grow. From REINCO HG-8A Hydrograsser Versatility plus! Reinco's HG-8A Hydrograsser can handle any job. Rugged, heavy duty construction that gives extra mobility because of its tandem-axle trailer mount. 800 gallon capacity and 20 to 80 foot range for seeding, fertilizing or mulching. Spray batch in less than 15 minutes. Hydrojet agitation assures uniform solids dispersion for even coverage. It's a real time saver and money maker. Jrf\ TM7-30(X) Power Mulcher 1 Trailer mounted mulcher that spreads 5 tons of hay mulch per hour up to dis-tances of 70 feet. Full engine output is used for breaking and blowing mulch. Just two bearings. . .no belts; all the power works for you. Hardened flails are adjustable to regulate strand length. Straight-through drive with pre-thrasher lets you use lower quality or moldy materials. Full horizontal sweep and 60° vertical boom movement. Emulsion or tacking spray system optional. Reinco's compact TM7-30(X) will give you a 5,000% advantage over hand-shaking. Two ways from REINCO to make your profits grow! P.O. Box 584 Plainfield New Jersey 07061 (201) 755-0921 Circle 113 on free information card NEWSMAKERS Dan Dunstan has been ap-pointed vice president, secre-tary and chief operating officer of Lakeshore Equipment & Sup-ply Co., Elyria, Ohio. His re-
sponsibilities will be overall 
management of the company. He 
has been the company's credit manager for two years. Pete Bond is transferring to a Michigan territory for Ciba-Geigy Corp., Greensboro, N.C. His territory includes the follow-ing counties: Benzie, Grand Traverse, Ionia, Kent, Lake, Lee-lanau, Manistee, Mason, Me-Hypro sprayer pumps Choose from a wide range of pump designs and materials to suit your requirements: cast-iron, Ni-Resist and bronze pump housings... even nickel plating on piston pumps. PISTON PUMPS ROLLER PUMPS Choice of nylon, polypropylene or rubber rollers. Series 6500 7.6 gpm at 100 psi 6 gpm at 200 psi 4 hp gas engine Other models up to 44 gpm ^ at 50 psi. CENTRIFUGAL PUMPS Series 9200. Output to 135 gpm. Pressures to 180 psi. Speeds to 6000 rpm. Write for a FREE Sprayer Pump Handbook ISI V A DIVISION OF LEAR SIEGLER. INC 319 Fifth Ave NW, St. Paul. MN 56112- (612)633-9300 Circle 104 on free information card costa, Montcalm, Muskegon, Ne-waygo, Oceana, Osceola, Ottawa and Wexford. He will sell prod-ucts for the home lawn, agricul-tural and industrial markets. Reich Conaway Alvin G. Reich is regional sales manager for the Great Lakes sales territory of Weath-er-Matic Division of Telsco In-dustries, Dallas. He will be re-sponsible for turf irrigation sales in Wisconsin, Illinois, Indiana, Ohio, Michigan and St. Louis. Kohler Co., Kohler, Wis. has announced a number of ap-
pointments: F. Keith Conaway has been appointed director of customer service for the com-pany's Engine Division; Frank L. McNamara is manager of spe-cial projects for the Division; 
also, Mark E. Weaver is area 
manager for Texas, Oklahoma, Colorado, New Mexico and parts of Wyoming, Nebraska and Arkansas. McNamara Weaver W. A. Cleary Corp., Somer-set, N.J., has announced several new additions to is executive and* sales staff: Clayton C. Nelson is vice president; Carl Mauer is 
manager of forulations, re-search and development; Dennis DeSanctis will sell chemicals in the mid-Atlantic area; and Stan-ley Kleczynski, will cover sales in the South. Jack J. Crocker, board chair-man and chief executive officer of Super Valu Stores, Inc. has 
been elected to the board of di-rectors of The Toro Co., Min-neapolis. Paul Grupe, superintendent of the Thayer County Weed Con-trol Authority, Deshler, Neb., an-nounces that Wilma Valek has recently joined his department. R. W. Collins, Inc., a Satellite, Fla.-based lawn spraying and 
household pest control com-pany, has announced a number 
of staff changes: Kenneth K. Hudson, Jr. has been named 
operations/marketing director. He joined Collins in 1964 and has 
been district manager for cen-tral Florida since 1968. Craig F. Imber has been named district 
manager for central Florida. He holds an M.S. degree in ento-mology from Rutgers University and has been the superintend-ent/entomologist of the Burling-ton County (N.J.) Mosquito Con-
trol Commission since 1973. Jef-fery J. Koncak has joined the 
company as a management train-ee. He received a B.S. degree in horticulture from Ohio State University In last year, and has been assigned to the Orlando, 
Fla. office Ronald R. Shilladay 
has also joined the company as a management trainee. He re-ceived an A.S. degree in land-scape operations from the Uni-
versity of Massachusetts last year and has been assigned to the St. Petersburg, Fla. office. Walter S. Barrows, Sr., own-er of Landscapes by Barrows, re-cently appointed Michael Ho-gan as deep root installation and barrier specialist, including root pruning. Also, A1 Bevin has been selected to handle the com-pany's deep root planter and bar-rier sales department in parts of 
California. Martin Hersh is manager of Hersh Exterminating Service, Sharon, Pa. Pasquale R. Mascaro is owner of Mascaro Lawn Maintenance, Willoughby Hills, Ohio. He was formerly a landscape gardener in that area. Liqui-Lawn, Inc., Hygiene, Colo., has recently incorporated and added William P. Smoyer as vice president and new partner. President is Chuck Austin and 
manager is Everly R. Austin. Ben J. Schechel is owner and manager of his recently started United Landscaping, Jackson-
ville, Fla. Michael Berge, former fore-man for Elseman Lawn Service, 
Omaha, Neb., recently started his own Mike Berge Lawn Ser-
vice in Omaha. Steve Smith is vice president of operations for Texas Green-Lawn, Rockwall, Tex., according 
to owner and operator Gary C. Dickinson. Robert C. Sherwood is gener-al manager of M-C-S Lawn & Tree Service, Tucson Ariz. He was previously assistant general manager. The announcement was made by company presi-dent Edward C. Sherwood. Barbara Martin is horticul-turalist and Christopher Plagens is field manager in charge of per-sonnel, truck repair and tree 
spraying for Birmingham Lawn Spraying Co., Farmington, Mich. Sherry Roethe is agronomic director of Tempo 21, Inc. Wheel-ing, 111. She is in charge of in-
depth internal training of all per-sonnel in all concepts of turf management, and is in charge of an intern program in turf technology. Previous to this she had been a research assistant to Dr. Al J. Turgeon at the Univer-sity of Illinois, Urbana-Cham-paign. J. Martin Erbaugh of Davey Lawnscape Service, Kent, Ohio, 
has announced a number of appointments: Patrick C. McCaf-M cCafferty Fassett ferty, Akron/Canton district manager, has been appointed production manager. In his new position, he will be responsible 
for equipment design, construc-tion, deployment and usage; materials requirements, pur-chasing, distribution and usage; 
quality control; safety; and ware-house layout and tooling. Also, Frederick J. Fassett, De-troit district manager, has been appointed sales manager. In this position, he is responsible for de-sign and implementation of the residential and commercial sales development plan for all dis-tricts. Also, Alex Moir, Akron/Can-ton sales and service represen-
tative, is district manager of the same district. Also, Tony Torma, Detroit sales and service representa-tive, is district manager of the same district. John E. Hoffman is owner of }ohn E. Hoffman Landscaping, Petoskey, Mich. Neil Thornhill, sales man-ager for Eagle Chemical, Ana-heim, Calif., has announced three appointments: Dave Bohanon is now cover-ing Orange, San Bernardino and Riverside counties as a pest con-trol advisor; Paul Pace is a pest control advisor for Los Angeles, San Fernando Valley, Ventura County and South Beach cities; Gary Atkins is pest control ad-visor for San Diego, San Gabriel 
Valley and Long Beach. John S. Patton II is vice presi-dent of Patton Pest Control Co., 
Chagrin Falls, Ohio. The an-nouncement was made by John R. Patton, president of the com-pany. Ronald S. Milam is assistant manager of Sterling Specialties, Huntington, W. Va. The announcement was made by 
Sterling C. Milam, owner and manager. Scott Mitchell is landscape maintenance supervisor for 
Gardens West, Sonoma, Calif. He previously had been mainte-
nance crew supervisor, reports owner Jay West. Ben DeMonds is general man-ager in charge of operations for Countryside Nursery, Papillon, Neb. He previously had been 
crew chief, reports president 
Jerry Demont. Don Pinney is assistant sales manager of Greenlife Products Co., West Point, Va., announces Edward F. Kelley, Jr., president of the company. Robert Jacobson has joined Jay-Lan, Inc. Spray Service, Sioux City, Iowa, as a salesman. The announcement was made by Allan G.Duey. Series 5200 Big Twin 10 gpm output at 400 psi with 6 hp engine Series 5400 4-Cylinder 25 gpm output at 600 psi PRODUCTS 48-inch Powermow A new 48-inch heavy-duty Powermow, ideally suited for large residential and commercial grounds, has been introduced by F. D. Kees Manufacturing Co. Designed for both dependability and performance, the model 48110 features an 11 horsepower Briggs & Stratton snychro-
balanced engine and low-tone muffler. The units' high ground speed makes it ideal for a variety of terrains. The operator is always assured of positive maneuverability, thanks to its brake and power turning control levers on each handle. Other handling features include a fingertip clutch and individual 
drum-type wheel brakes. It is equally adept at operating on 
steep hillsides and in the roughest of fringe mowing areas. The unit's engine deck and cutter housing are constructed of heavy 
gauge steel to provide years of dependable use to the lawn care 
businessman. The unit fits easily 
into a pickup truck for transpor-tation. An optional riding sulky and large-capacity grass catcher are available. Circle 211 on free information card New lawn tractors Three new Bolens lawn tractors have been introduced by FMC Corp.'s Outdoor Power Equip-ment Division. The first is the Gil XL gear model with four 
speeds forward and one reverse. The 11 horsepower Hll XL MEETING DATES American Sod Producers Association Midwinter Con-ference, Nassau Beach Hotel, Nassau, Bahamas, Feb. 12-15. Contact: Bob Garey, ASPA, Association Building, Ninth and Minnesota, Hastings, Neb. 68901. Capital Area Turf School, Hershey Motor Lodge, Convention Center, Hershey, Pa., Feb. 21-22. Contact: Harold E. Stewart, 75 S. Houcks Rd., Suite 101, Harrisburg, Pa. 17109. Western Pennsylvania Turf School/Trade Show, Howard Johnson Motor Lodge, Monroeville, Pa., Feb. 21-23. Contact: Henry F. Meinert, Jr., 16 Schenk Terrace, Pittsburgh, Pa. 15215. Landscape Design Short Course for Residential Properties, Ohio Agricultural Research and Development Center, Wooster, Ohio, Feb. 23-25. Contact: Fred K. Buscher, Area Ex-tension Center, OARDC, Wooster, Ohio 44691. Iowa Turfgrass Conference, Hilton Inn, 6111 Fleur Dr., Des Moines, Iowa, Feb. 27-March 1. Contact: Dr. William E. Knoop, 307 Horticulture, Iowa State University, Ames, Iowa 50011. Northeastern Pennsylvania Turf School, Master Host Inn, Wilkes-Barre, Pa., Feb. 28. Contact: Cy Chadwick, Court House Annex, 5 Water St., Wilkes-Barre, Pa. 18702. Midwest Turf Conference, Purdue University, West Lafayette, Ind., March 13-15. Contact: Dr. William H. Daniel, Department of Agronomy, Purdue University, West Lafayette, Ind. 47907. Associated Landscape Contractors of America Reclamation/Erosion Control Symposium, Marriott Hotel, Denver, Colo., August 3-4. Contact: John Shaw, ALCA, 1750 Old Meadow Rd., McLean, Va. 22101. Associated Landscape Contractors of America Maintenance Symposium, Marriott Hotel, Kansas City, Mo., Nov. 9-10. Con-tact: John Shaw, ALCA, 1750 Old Meadow Rd., McLean, Va. 22101. features the Bolens single-pedal foot control, a hydrostatic driven control that enables the operator to control speed, braking, and forward/reverse direction with an easy heel-toe action. The H16 XL features a 16 horsepower engine with the hydrostatic drive 
plus a hydraulic lift system. The units offer a new 42-inch lift rotary blade mower with seven easy height adjustments. A wide 
selection of year-round attach-ments are available. Circle 212 on free information card Flail mower A new flail mower, with ex-clusive bottom-sharpened, self-cleaning blades, has been in-tion, air-lift designed blades for clean, even cutting, an offset 
mounting for mowing close to 
solid objects. It cuts a six-foot swath. Circle 213 on free information card Snow blade converter Snapper, manufactured by McDonough Power Equipment, Inc. takes the use of lawn mainte-troduced by the WOODS Divi-sion of the Hesston Corp. Model FM72 features a dynamically balanced rotor for smooth opera-nance machinery into winter Š with simple attachments that make the Snapper units capable of snow removal and other light dozing. A rider converts with the quick addition of tire chains and the snow blade attachment. Circle 225 on free information card Circle 118 on free information card Milwaukee that the lawn mowing business is hardest to manage because it is so labor-intensive. He likes the 
spray business because it is capi-tal-intensive, and you can afford to pay a well-trained and skilled technician to spray a lawn. But he feels his lawn service work is a tremendous leader to other business. "Our lawn ser-vice accounts have led us to other work. It is low volume, but high profit in leads." He is look-ing to establish the lawn mainte-
nance business on a larger scale 
in the future, mostly in refur-bishing, repairing and lawn im-provement work. He has about 40 house ac-counts and also some commer-cial accounts on a maintenance basis. His lawn maintenance work represents about 20 per-cent of his business. He does work for about 250 customers in a 
year's time, including spring and 
fall clean-up work. He had about 14 men on the books last year, not all at the same time. He computes his customer charge based on a basic rate of $12 a man with equipment, about triple the amount of labor costs as a rule of thumb. He bids jobs by taking estimated time costs and double to triple the cost of materials depending on the size of the job. He bases fertilizer 
applications on the wholesale cost of the fertilizer, and charges retail and the amount of what it would cost for a lawn cut for application charge. This is be-cause it takes about the same amount of time for a granular application. "We are looking for growth," Goodman said, "but you can only grow if you have set up a good base -in terms of equipment, labor, cost accounting and plan-ning. We are hoping to work 
more into the area of upgrading lawns, refurbishing, ripping, thatching, overseeding, and shrub and ornamental care." Edward Bickler, 38, of Bick-ler Landscape, New Berlin, has been in business nine years. He 
has about 50 residential ac-counts on the books. He does cut-ting and tree and shrub trim-ming. Most of his billing is sea-sonal, but some of his customers are billed by the year. He has two full-time employes and works mostly in Elm Grove, Brookfield, Whitefish Bay, Fox Point, River Hills and Waukesha County. He works for most of his 
customers once a week. His rates vary depending on what the cus-tomer wants, but he basically he tries to charge about $20 an hour. He charges about $22 for cutting an average lawn. "It is not too hard to get big in this business, but you can't do it unless you have the labor," he said. "You pretty much have to be on the job with the workers. If I had a full-time foreman, I could do more work, but then I would have to do that much more busi-ness just to justify his salary." William Heath, 37, owns Pewaukee Landscape Service to the northwest in Pewaukee. He has been in business four years and does primarily mowing, but 75 percent of his customers also 
receive fertilizer and weed con-trol. He has about 150 custom-ers. "The big companies are do-ing spraying, and we are looking about going into that end of the business," he said. He runs as high as 20 employes during the summer, but usually averages 12. He has a system where he sends out a crew with a pickup and a heavy duty tilt-top trailer, with a trimmer and a 16 horse-power tractor. He figures that it costs him $15 an hour to have the crew on the road. "The first year in this busi-ness is really hard, but once you get a few solid base accounts, you can begin to branch out," he said. His volume the first year 
was $23,000 and he has doubled it every year since, working up to about a $150,000 gross last lawn care season. He is hoping for 
about the same amount of growth 
this lawn care season. "One of the big problems in growing," he says, and this may be a problem many lawn care 
companies face, "is that many accounts don't want to give you their answer until about April for the year, and if you are going to add more business you have to have the equipment and labor lined up before then. I have not figured out a way to get around this yet." He is looking to grow in all areas, particularly fertilizer and 
pesticide spraying, because "ChemLawn has softened up the market for all of us," he said. Robert Pendzick, 28, runs the Lawns, Inc. business that his fa-ther started in 1959. He has about 2,000 accounts on the books, 1,500 of which are full-time and 400 that receive only one applica-
tion a year. His full-time cus-tomers receive three applica-tions Š in spring, June and fall Š with a crabgrass preemergence added in the spring. He feels that three applica-tions is best for the Milwaukee climate. "A fourth application in July is not wise because it is too hot with not enough rain then," he said. The company has been growing by less than five per-cent a year, but he is consider-ing a substantial promotion cam-paign this year, and hopes for 15-20 percent growth. His charges are about a penny a foot for three applications, or about $100 for a 10,000-square-foot lawn. They bill half for the 
first application and a quarter each time after that. He uses six trucks with 50-gallon tanks, and they also use the customer's water. His crews drive econo-line vans, with two tanks in each, and they leave the customer's house with a full tank for the next job. He said it takes about 50 gallons, or one tank, for an 8,000-square-foot lawn. He tells his customers it costs one-tenth of a 
cent for 64 gallons of water. "I 
also tell them that we would have to charge more if we had to buy large tank trucks, and they usually understand," he said. John Wright, ChemLawn group vice president based in Columbus, Ohio, said:. "Larry Koenigseker is branch manager in our Milwaukee of-fice, and started with Chem-
Lawn as a lawn specialist at the Louisville, Kentucky branch in 
1973. He then transferred to the Milwaukee branch in 1975. In 
October of 1976, Larry was pro-
moted from lawn specialist to branch manager. "ChemLawn entered the Mil-waukee market in 1975 and has found typical attractive growth 
for our kind of lawn are care ser-vice. There are no peculiar cul-tural problems in the Milwau-kee area. It is basically a typical cool-season northern market. We 
have several competitors in the 
Milwaukee area, as is typical of most of the cities we operate in. "Residential construction in Milwaukee is progressing nicely and growth seems to be around 
the whole city. There are no particularly atypical factors that differentiate the Milwaukee 
area from other cool-season northern markets in the Mid-west." The standout in it's field. A Harvest Business Publication. Subsidiary of Harcourt, Brace Jovanovich, Inc. lets get down to grass facts! Average business increase 25% 1976 vs. 1975. More than 8,000 businesses have emerged Š almost over night Š to serve the wants and needs of the 45 million home owners in the residential turf and ornamental market. Last year these businesses served over 4 million accounts, produced $1.25 billion in receipts and a 25% growth. These facts make it clear that chemical lawn care and maintenance services are booming businesses today... and have just scratched the surface of the huge residential market. If you've Housing starts on the upswing in 1977. been trying to sell this emerging service industry, we don't have to tell you how difficult it's been to reach. Now at last there is a magazine that delivers this exclusive audience. Now for the first time you can communicate with this growth market. Now you can match your message to the market. L4WN OtRE INDUSTRY A Harvest business publication. lawn care...the growingest market PRODUCTS Armyworm, webworm, cutworm, grub control A data sheet on Proxol 80 SP in-secticide for control of sod web-worm, armyworm, cutworm and white grubs is available from Upjohn Co. It is a selective insec-ticide that does not significantly affect beneficial insects. It starts 
killing pests on contact and pro-vides residual activity for con-tinued control. It can also control a number of insects that infest ornamental plants. Circle 208 on free information card (25^Spreader| Broadcasts Salt, Sand, Seed & all Fertl lizers from 3 to 
100 ft. swaths. Gearbox drive. Epoxy finish. RUSH CHIPPER Makes small chips from up to 3" diam. wood. Ruggedly built with one-piece rotor and 0.4" thick knives. BUG KILLER Attracks and kills thousands of GNATS MOSQUITOS, BLACK FLIES, etc. for just pennies of electri-city per day. Uses no chemicals. the NO DRIFT HERBICIDE APPLICATOR Roller flattens leaves to deposit chemicals over greater leaf surface for Jt better kill with no drift onto shrubs. BLOWER WITH 225 MPH PORTABLE BLAST Blows leaves from shrubs, plant beds, lawns... from any place! highest quality Environmental Control Equipment, for better living GET INFO FAST Write your name & address on ad and mail it to: VANDERMOLENt CORPORATION 119 Dorsa Ave. Livingston, N.J 07039 Circle 106 on free information card COST CUTTINGS Mulching mower tips Mulching mowers have grown in popularity because they can mean faster lawn care Š there is no need to rake or bag clippings. Instead, the clippings are cut so fine they sift down into the grass where the already applied nitrogen helps nourish the lawn. A test conducted for Bolens Outdoor Power Equipment Division, FMC Corp., Port Washington, Wis. compared mul-
ching mowers against mowing and raking and mowing and bagging on identical quarter-acre plots of grass. All three mowers were about the same size and were run at optimum efficiency. On one plot a mulching mower was used. On the second plot a side discharge mower with open discharge chute was used, and on the third a side discharge mower with bag attachment. The study found that the mulching mower took 51 minutes to complete the job; mowing and raking took 97 minutes and 
mowing and bagging took 64 minutes. Each plot received a cut of comparable quality and the times do not include hauling away the clippings. A study conducted by a Jacobsen Manufacturing Co., Racine, Wis., Š a company which also manufactures a mul-ching mower Š found that over 86 percent of the people sur-veyed would rather not rake or bag clippings. Handling the clippings requires constant stopping and starting of the lawn mower which can be tedious, time-consuming and just plain work for the lawn care operator. And the clippings them-selves, whether they are bagged or raked, can get downright 
heavy. During a peak growing period a quarter acre of grass may produce up to 300 pounds of clippings. Engineers for Toro Co., Minneapolis, Minn. Š another company with a mulching mower on the market Š offer the following guidelines to help a lawn care businessman get top performance from a mulching mower. Ł Mow the grass when it is dry, for wet grass may clump and diminish the mulching action. Ł Keep the blade sharp and keep the underside of the mower clean. Ł Do not remove too much grass-blade surface at one time Š never more than one-third of the grass blade. Ł If the grass has grown too long, cut at a higher-than-normal setting. Then cut again at the normal setting later. Ł Your customer's lawn will look cleaner after mulch-mowing if you overlap the cutpath on each pass, letting one wheel travel over the uncut portion of the grass. The lawn ap-pearance can often be enhanced by varying the mowing pat-tern frequently. WHO WILL TEACH THE TEACHERS? Meet Dr. Fred V. Grau This man became a turf special-ist through education, hard work and perseverence. His many years of learning paid off in develop-ment of turf grasses such as Meyer Zoysia, Merion Bluegrass, Penngift Crown Vetch. But, what about our new group of research people? Inflation, higher costs of education, make it more difficult for promising turf grass researchers to complete their graduate education. That is why Dr. Grau is dedicating his time to the MITF. The MITF is dedicated to the training of future researchers and teachers throughout the world. You can help . .. send your tax exempt contribution to: Musser International Turfgrass Foundation 8400 W. 111th Street Palos Park, Illinois 60464 THE MUSSER 
INTERNATIONAL TURFGRASS FOUNDATION of the H. B. Musser Turfgrass Fellowship, Inc. Rear-bagger converts to side-discharge Hahn, Inc. announces an addi-tion to its line of outdoor power equipment Š the Duo-Pro. A free literature sheet is available. It is a self-propelled, 21-inch walk behind rotary with a dual purpose: it converts from a rear-r > bagging rotary to a side-discharge mower in seconds. It features a four horsepower Briggs & Stratton engine with 
vertical pull easy starting, over-
riding clutch differential, the 2V2-bushel, heavy duty grass bag 
has no zipper to create problems. Circle 209 on free information card Mowers with dual hydrostatic drives Product improvement and safety features mark this year's line of Hustler mowers, manufactured by Excel Industries, Inc., with new model designations assigned to the two leading models Š 285 and 275. Both have dual hydrostatic drives, allowing independent drive wheel control for maximum productivity. The 285 is powered with a Kohler K-582 engine with 57.7 cubic inches of displacement. The 275 comes with a Kohler K-532 engine with 53.7 cubic inches of displace-ment. Four mowing decks are 
available: A new 72-inch rotary deck for mowing and trimming; a 72-inch heavy duty deck for rough and finish mowing with 
rear discharge; a 54-inch rotary 
deck for mowing in tight quar-ters; and a 60-inch flail mower for general mowing. Other attachments include catcher/ compactor, edger, cultivator, mulcher/shredder, 60-inch dozer blade, snow thrower, 54-inch rotary broom and a tilt-deck trailer. A detailed brochure is available for free. Circle 210 on free information card Sprayer pump A roller-type sprayer pump is available from Hvpro division of Lear Siegler, Inc. A free data sheet and sprayer pump hand-book is available. Designated series 6500, it utilizes an efficient five roller/rotor configuration. It is offered in choice of cast iron or Ni-Resist for extra corrosion 
resistance. The entire line of PTO-mounting roller pumps is available in these choices; Ni-Resist models are recommended for handling liquid fertilizers, phosphate insecticides and similar corrosive materials. The pump, with adapter, mounts 
directly on tractor PTO shafts. Changing the shaft hub adapts the pump for either 540 or 1000 rpm PTO shafts. The pump delivers a top capacity of 19V2 gallons per minute and delivers 
7.4 gallons per minute at 540 rpm and 50 psi. Circle 201 on free information card New mulching mowers Toro Co. has introduced a new line of mulching mowers. The in-set shows the underside of the steel deck with deep-cavity design to provide strong airflow needed to distribute clippings 
uniformly across the 21-inch cutting path. The mulching blade has a longer cutting edge and blade-tip sail for faster, thorough cutting action, the company said. The air vanes on the side of the housing help drive clipppings downward. The standard model has a 3.5 horsepower engine. Circle 202 on free information card Maintenance tractor with 20 attachments Gravely announces its new 8000 
series line of commercial main-tenance tractors. Features in-clude: rear-mounted engine 
bolted directly to transmission; all-gear, eight-speed transmis-
sion with instant forward/re-verse; center power take-off with optional front and rear PTO's providing direct all-gear drive to attachments; all tractor controls at operator's position; and engine choices from 12 to 16.5 horsepower. With over 20 attachments the tractors power mowers for fine lawn mowing 
and trimming; as well as rough mowing; snow removal; plowing; cultivating; light grading and hauling. Circle 203 on free information card Mower saves operator strain and fatigue John Deere enters the self-propelled walk-behind mower market with a 21-inch rotary 
mower that is powered by a four horsepower Briggs & Stratton engine. The drive system saves operator strain and fatigue when mowing high grass. The operator can turn the 21 SP mower by 
lifting the front wheels and allowing a ratcheting mechanism built into the rear-wheel drive to function as a differential. The die-cast aluminum mower deck 
is lightweight for long days dur-
ing the peak of the lawn care season. Circle 204 on free information card New snowthrower Massey-Ferguson has introduced three new snowthrowers for use with its line of lawn maintenance tractors. Snowthrower models MF 3620, MF 4220 and MF 4820 clear 36- 42- and 48-inch wide paths of snow, respectively. All 
models feature replaceable wear blades, adjustable skid shoes and swivel discharge chute. More information is available. Circle 205 on free information card Sprinkler designed for low-pressure areas The Model 1800V spray head pop-up sprinkler is designed specifically for use in areas without adequate water pressure or supply. It is manufactured by Rain Bird Sprinkler Mfg. Corp. Because of the unit's high ef-ficiency in low-pressure situa-
tions, more heads can be used with the same valve. Circle 206 on free information card Slow-release fertilizer Slo-Release, Inc. has developed 
and is now marketing a liquid slow-release turf fertilizer for use by lawn care professionals. The company's 12-0-0 or 12-4-3 analyses have a 67 percent water insoluble nitrogen character-istic. The company said the pro-
duct is patented and compatible with most materials used in the 
lawn care industry. Circle 207 on free information card UNITE UNITE UNITE fjfr T lEr^ LITTLE!) The totally new compatibility agent . . . THAT WORKS. -Hopkins agricultural chemical co. Box 7532, Madison, Wl 53707 Call 608/222-0624 Circle 103 on free information card Now, big limestone & gypsum profits in a virtually dust-free pellet form. Ł Opens up a whole new market segment for your lawn care business . without the mess of dusty, uncontrolled spreader applications. Ł Economical, yet highly profitable. Ł Works with any type spreader, including broad-cast. Ł Lets you increase customer service plus decrease your fertilizer costs. Ł Ideal for slack periods because REVEILLE can be applied practically year 'round. Available in bag or bulk, both REVEILLE Limestone and Gypsum fit perfectly into liquid or dry lawn care operations. LIMESTONE & GYPSUM PELLETS American Pelleting Corp Ł P O Box 3628 Ł Des Motnes. Iowa V)322 Circle 102 on free information card We standout like a green thumb. Because we're the only magazine to reach the entire residential lawn care service industry. This is a growth market of 8,000 companies selling chemical lawn care and maintenance services to the 45 million home owner/ residential turf market in the U.S. A market with a 25% growth last year. And $1.25 billion in sales. And we hit the top management. Stand out in the one magazine covering the fastest growing service industry in North America. Join us. Contact: Steve Stone Nat'l. Ad Director 757 Third Avenue New York, New York 10017 (212) 421-1350 A Harvest Business Publication. Subsidiary of Harcourt, Brace Jovanovich, Inc. L4WN GIRE INDUSTRY CLASSIFIED nc i only is given, please address as follows: Box number, c/o LAWN CARE IN-DUSTRY, Dorothy Lowe, Box 6951, Cleveland, Ohio 44101. Rates: 35c a word for line ads, 65c a word 
for display ads. Box numbers add $1 for mailing. All classified ads must be received by the publisher before the 10th of the month preceding publication and be accompanied by casn or money order Lawn Care Industry, Box 6951, Cleveland, Ohio 44101. of the month preceding publication and npanied by casn covering full payment. Mail aa copy to Dorothy Lowe, LAWN CARE INDUSTRY, Box 6951, Cleveland, 
Ohio 44101. FOR SALE WANT TO SELL Š Lawn mainte-nance business. Central Florida, $270,000.00 a year gross. Established large condominium and apartment compleses. Send inquiries to Box 2, WANT TO PLACE A CLASSIFIED AD IN LAWN CARE INDUSTRY? Write: Dorothy Lowe LAWN CARE INDUSTRY BOX 6951 Cleveland, OH 44101 A LOVELAND INDUSTRIES' SPRAY APPLICATOR PROBLEM SOLVERS LOVELAND FLOZINE ends suspension problems for uniform application Helps you get complete suspension with wettable powders...keeps them in suspen-sion for prolonged periods. Give better low-volume coverage, eliminates need to drain 
equipment at night. LOVELAND FIGHTER F highly effective foam control Silicone antifoam emulsion prevents foam formation in most water or oil spray mixtures. Reduces mixing time, eliminates waste and calibration problems. LOVELAND TANK & EQUIPMENT CLEANER for tough cleanup jobs Powerful cleaning agent that also neutralizes acids, removes rust and leaves a protective coating on tanks, pumps and lines. Removes up to 99.9% of 2, 4-D residue with one application. Professional Turf Specialities ROFESSK3HAL (309) 454-2467 1801 Industrial Park Rd., P. 0. Box 224 Normal, Illinois 61761 BEHIND THIS ISSUE Take a good look at the picture that is accompanying these words, because if things keep going the way they are, the body in that pic-ture is going to be about twice as big. LAWN CARE INDUSTRY magazine has been on the chicken-and-peas circuit. Not to mention a little of what they call an "atti-tude adjustment hour" down in Virginia, for the Virginia Turf Conference last month. That is the time between when the educa-tional sessions end and dinner begins, and many lawn care businessmen I know don't spend it drinking soda pop. We spoke on panels at the recent Ohio Turf Conference, at the Lawn-a-Mat dealer seminars in New York, at the lawn care spe-cialty session at the Associated Landscape Contractors of America annual meeting earlier this month in Orlando, and we are sched-uled for the Midwest Turf Conference in March at Purdue Univer-sity in West Lafayette, Indiana. The conferences we have attended have been good. They have had much down-to-earth, practical information for the lawn care businessman, whether he has been in business for 20 years, or is 
just planning to work on his first customer lawn this lawn care season. Many turf conferences around the country are just adding lawn care sessions this year for the first time. But as good as they have 
been, they are going to be better in the future. This is because the educators and the manufacturers are finding out that you are an industry, and they will be gearing their programs more and more to fit your needs. But as Dr. James Wilkinson, research director of ChemLawn Corp., said at the Virginia Turf Conference, it is up to 
you to tell your extension agents, professors and company reps 
what it is you really need to know to make your job easier and more efficient. By all means, attend the conferences and visit and learn from others in the lawn care industry. But if you see me, please don't ask me if I want to have dinner; I want to continue to use the pic-ture we already have at the top of this page. fzUr ^ ADVERTISERS INDEX American Pelletizing Corp 29 Deere & Co 20-21 Diamond Shamrock Corp 15-18 DuPont Co 10-11 FMCCorp 4 Herbicide Applicators 28 Hercules, Inc 5 Hopkins Agricultural Chemical Co 29 Hypro Div., Lear Siegler, Inc 24 Jaciclin Seed 9, 31 
Jacobsen Mfg. Co 32 Lakeshore Equipment & Supply Co 13 Loveland Industries 30 Reinco 23 Rockland Chemical Co 23 O.M. Scott & Sons 3 Sensation Corp 25 U.S. Gypsum 6 Vandermolen Corp 28 BEAUTIFUL ALL OVER 0217® brand Fylking Kentucky bluegrass is beautiful in every way; brilliant green in early spring, consistent green in summer heat and long-lasting green into autumn. It has improved resistance to many dis-eases, drought, heat, cold, smog and traffic. Low-growing, Fylking forms exceptionally thick-knit rhizomes and root system for a dense sod that helps resist weed invasion. Now you can have a home putting green because fine-textured Fylking thrives on low-mowing (even as low as 1/2 inch). This physically pure, genetically true seed contains no annual bluegrass (Poa annua), bentgrass, or short-awned foxtail. Beautiful in price, too. Fylking Kentucky 
bluegrass seed costs less than most other elite bluegrasses. Ask for the Swedish beauty, 0217® brand Fylking Kentucky bluegrass seed when ordering at your local wholesale seed or sod distributor. FYLKING KENTUCKY BLUEGRASS U.S. Plant Patent 2887 Another fine, quality-controlled product of Jacklin Seed Company. Our school of hard knocks. Before a new Jacobsen turf care product sees the light of day in the market, we try to knock the daylights out of it in the toughest proving grounds we can find. And that's not someplace out behind the factory under simulated conditions. We ship each prototype out to a real user who puts it to the test under real working conditions. Where it gets up to 1,000 hours of closely rponitored punishment doing what it's designed to do. If any kinks show up, we make improvements. And another Engine and reel RPM's are monitored by the readout device on the right and fed to the strip chart recorder on the left which continuously prints out data. The gauges monitor hydraulic pressures of reel mowing systems. All testing is done under varying operating conditions to assure product excellence. * prototype goes back out for as much as another 1,000 grueling hours of hard work. Then more refinements if necessary. Then out again. Until it proves itself worthy of the name Jacobsen. Only then is it ready for production. Which could be anywhere from V/2 to almost 3 years from start to finish. Next time you Ye ready for new turf care equipment, go take a good look at a Jacobsen. With that kind of a past, its bound to have a pretty terrific future. Jacobsen Manufacturing Company, Racine, Wisconsin 53403 An Allegheny Ludlum Industries Company 32 LAWN CARE INDUSTRY FEB 1978 Circle 110 on free information card