FORD AND CHEVY LEAD PACK Searching For the Right Truck: A Hunch Or A Hard Place ? The search to find the right truck with the right dealer has been a dilemma lawn-care businessmen have faced over and over again. Why the lawn-care businessman purchases the truck he does is often questioned, and many, in-cluding himself, wonder if this purchase will satisfy his needs. The search, however, is not impossible. After surveying sev-eral of the industry's businessmen, not just one truck, but several trucks were found to provide an answer. Ford and Chevrolet trucks were the most popular among the businessmen, with International Harvester also ranking high. Lawn-care businessmen like Ford and Chevrolet trucks because of the service provided by their deal-ers and the ready accessibility of parts. International Harvester was approved of because of the trucks' durability, although several men-tioned parts were harder to locate to page 18 Nate Robinson (HBj) A Harcourt Brace Jovanovich Publication $2.00 RE Serving lawn maintenance and chemical lawn care professionals AVERAGE $50 PER ACCOUNT What's Your Business Worth? The advantage to buying another's lawn care business is that you hit the ground running. Attempts to find customers through costly advertising cam-paigns are virtually unnecessary, and work can begin immediately. The disadvantage is that not always are operations running NO WORD ON PRICE smoothly, and sometimes the pur-chaser may lower his own reputa- tion, or create an enormous finan-cial burden for himself and his company. The key to any successful pur-chase. lawncare businessmen agree, lies in your ability to evaluate another's business, and in Dacthal Plant to Reopen: Product Available In '83 The Agricultural Chemicals Divi-sion of Diamond Shamrock Corpo-ration has announced that recon-struction work on its Dacthal plant, located in Houston, Tx., is expected to be completed by mid-August. Diamond Shamrock also an-nounced that it anticipates sys-tems commissioning on the Dact-hal plant to be completed by early October. The on-schedule completion of reconstruction work and system commissioning means that Diamond Shamrock will be pro-ducing Dacthal during the last quarter of 1982. to page 19 Diamond Shamrock's Greens Bayou Dacthal plant under reconstruction. Company officials expect product available for the 1983 season. NT rr> T i)H .aTE UNIV j JIL SCL 30G w~-iSIHG HI 4082* '83 professional negotiation tactics. Don Kingsley, president of Doctor Don's Lawn Care in Hous-ton, Texas, who recently made a successful purchase of another lawn-care business's customer list, says there are three major princi-ples that should be evaluated when purchasing a company. Years vs. reputation The first principle is to look at the number of years the company has been in business and deter-mine the reputation of the com-pany in its area. He adds that the purchase of a company not re-spected or trusted in the commu- nity will only harm one's own business. Companies which are going bankrupt involve an ex-tremely high risk and should be carefully examined. Kingsley also says to look at the seller's customers. "If he has 700 to page 21 SERVICE LIABILITY THREAT APPRAISAL TIPS Ł How many years has the company been in business? Purchase of a company not respected in the community will harm one's own busi-ness. Also, companies going bankrupt are extremely high risks and should be evalu- ated carefully. Ł How many customers were contracted in the last year of business? If a significant number joined in the last year they were probably gained through cheap pric-ing or hot-shot advertising. Ł What shape is the com-pany's equipment in? If it is too old, abused, or cheap, try to negotiate with the seller to sell his customer list sepa-rately from the equipment. Dealers Cry Foul At New Mower Safety Standard Manufacturing standards issued by the Consumer Product Safety Commission and meant to reduce significantly the number of mower-related accidents occuring in the U.S. have gone into effect. Blade safety control The standards imposed as of June 30, 1982, require manufac-turers of walk-behind mowers to install a blade safety control sys-tem that would cause the blade to stop within three seconds of re-lease of a deadman control at the handle. Two separate actions are required on the part of the operator to re-engage the blade. The imposed design changes have produced some bitter fallout among nembers of the commercial dealer community who charge that the standards will drive up the cost of the mowers and might have them liable to persecution in per-sonal injury suits. Paul Strani, general manager of Storr Tractor Co., Somerville, N.J., says that the new safety brakes are going to cost him time and money. "Of course we are going to have to charge the customer for the added work we must do to reinstall the brakes," he said. "If they do dis- connect the brakes, it's just going to be an added expense to them because we can't fix the mower without putting the brakes back on. Not only will the service dealer lose time in connecting the safety to page 20 v . Ł » . .. Make sure your lawn care jobs don't come back to haunt you. With labor and gasoline what they are today, the cost of a call-back is fright-ening. Add in the hidden costs of unhappy customers, and it's enough to scare you to death. That's why you need DURSBAN* insecticide in at least two of your yearly applications. You see, in most parts of the country, insects are a problem in both the Spring and later on in the Summer. If they don't get you the first time, they just might get you the second. And that can mean costly call-backs. So think twice before you decide to skimp on DURSBAN. And think about how little it costs-as little as $3.50 for a 10,000 sq. ft. lawn. Which is a lot less than the cost of a call-back. DURSBAN insecticide gives you results you can count on, too. It gets all your major problem bugs. And it controls them for up to eight weeks instead of the more common four to six. DURSBAM Makes sure all your returns are happy returns. Available in 2E and double-strength 4E formulations. See your Dow distributor. Also ask him about our new "DURSBAH delivers the goods'' incentive program. Be sure to read and follow all label directions and precautions. Agricultural Products Depart- ment, Midland, Michigan 48640. DURSBAN Call-backs haven't a ghost of a chance DOW Chemical U.S.A. 'Trademark of The Dow Chemical Company. Ad No-2901 Circle No. 104 on Reader Inquiry Card UPFRONT rg oo O) r-» B < w D < U The Top 50 Markets Obviously, you feel the market you operate your lawn care business in is the best in the country. And it probably is Š for you. But what if you had the chance to move your business to any city in the country, where would you go? Well, we've done this for the last few years, and here we go again. Following is a listing of the top 50 lawn care markets in the country, L4WN OIRE INDUSTRY ROBERT EARLEY, Editor/Group Publisher PAUL McCLOSKEY, Associate Editor JOAN HOLMES, Production Manager MARILYN MacDONALD, Production Supervisor DAVE JOHNSON, Graphic Design JOAN SMITH, Circulation Supervisor GAIL KESSLER, Reader Service Manager LINDA WINICK, Promotion Manager MARKETING/SALES New York Office: ROBERT EARLEY (212) 888-2892 757 Third Ave., New York, NY 10017 Southern Office: JIM BROOKS, National Sales Manager RON KEMPNER (404) 233-1817 3091 Maple Dr., Atlanta, GA 30305 Northwest Office: BOB MIEROW (206) 363-2864 1333 N.W. Norcross, Seattle, WA 98177 Classified: DAWN ANDERSON (218) 727-8511 1 E. First St., Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120 W. Second St. Duluth, MN 55802 218-727-8511 HBJ) A HARCOURT BRACE JOVANOVICH PUBLICATION ROBERT L. EDGELL, Chairman RICHARD MOELLER, President LARS FLADMARK, Executive Vice President ARLAND HIRMAN, Treasurer THOMAS GRENEY, Senior Vice President EZRA PINCUS, Senior Vice President JOE BILDERBACH, Vice President JAMES GHERNA, Vice President GEORGE GLENN, Vice President HARRY RAMALEY, Vice President VBPA &ABP LAWN CARE INDUSTRY (USPS 397250) is published monthly by Harcourt Brace Jovanovich Publications Corporate and Editorial offices: 757 Third Avenue. New York. New York 10017. Advertising offices: 757 Third Avenue. New York. New York 10017, 111 East Wacker Drive, Chicago. Illinois 60601 and 3091 Maple Drive, Atlanta. Georgia 30305. Accounting. Advertising Production and Circulation offices: 1 East First Street. Duluth. Minnesota 55802. Subscription rates: one year. $15 in the United States. $18 per year in Canada. All other coun-tries: $40 per year. Single copies (prepaid only): $2 in the U.S.: elsewhere $4.50; add $3.00 for shipping and handling per order. Second class postage paid at Duluth. Minnesota 55806 and additional mailing offices. Copyright ^1982 by Harcourt Brace Jovanovich. Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or any information storage and retrieval system, without permission in writing from the publisher. Microfilm copies of ar-ticles are available through University Microfilms. International. 300 N. Zeeb Road. Ann Ar-bor. Michigan 48106. POSTMASTER: Send address changes to LAWN CARE INDUSTRY. P.O. Box 6200. Duluth. Min-nesota 55806-9900. based on number of owner-occupied homes, population and per household income. The stats have not changed much since last year, so here Š grouped by tens Š are the top 50 lawn care markets: I-10: New York; Los Angeles-Long Beach; Chicago; Philadel- phia, Pa.-N.J.; Detroit; San Francisco-Oakland; Boston-Lowell-Brockton-Law re nce-Havergill, Mass.; Pittsburgh; St. Louis, Mo.-111.; Dallas-Fort Worth, Texas. II-20: Washington, D.C.-Va.-Md.; Cleveland; Houston; Minneapolis-St. Paul; Baltimore; Newark; Seattle-Everett; Anaheim-Santa Ana-Garden Grove, Calif.; Tampa-St. Petersburg; Kansas City Kans. - Mo. 21-30: Buffalo; Cincinnati, Ohio-Ky.-Ind.; Milwaukee; At-lanta; Denver-Boulder; San Di-ego; Miami; San Bernardino- Riverside-Ontario, Calif.; In-dianapolis; Portland, Ore.-Wash. 31-40: Phoenix; San Jose, Calif.; Rochester, N.Y.; Dayton, Ohio; Louisville, Ohio-Ky.; Provi-dence - Pawtucket - Warwick, R.I.-Mass.; Columbus, Ohio; New Orleans; Fort Lauderdale-Hollywood, Fla.; Hartford-New Britain-Bristol, Conn. 41-50: Sacramento, Calif.; Bridgeport-Stamford-Norwalk-Danbury, Conn.; San Antonio, Texas; Birmingham, Ala.; To-ledo, Ohio-Mich.; Akron, Ohio; Albany-Schenectady-Troy, N. Y.; Oklahoma City, Okla.; Salt Lake City-Ogden, Utah; Memphis, Tenn.-Ark. These areas are what the U.S. Census Bureau calls SMSA's, which stands for Standard Met-ropolitan Statistical Areas. Value of small business: Ac-cording to President Reagan's re-cent report to Congress, small businesses represent 99.8 percent of all U.S. businesses; produce 38 percent of the country's Gross National Product; employ 47 per- cent of the non-government labor force; create two out of three new jobs; and produce twice as many innovations per employe as larger firms. Worst weed: According to the Guiness Book of World Records, the worst weed, the most intransi-gent weed, is the mat-forming water weed Salvinia auriculata, found in Africa. It was detected on the filling of Kariba Lake in May, 1959. Within an 11-month period, it had choked an area of 77 square miles, rising by 1963 to 387 square miles. And you think you had prob-lems. White House lawn: According of Vanessa Jensen of Lofts/ Maryland, a section of the South Lawn of the White House was overseeded last year with a solid stand of Rebel, one of the new turf-type tall fescues. The selection of this product of Loft Seed, Inc., Bound Brook, N.J. was made by the National Park Service in consultation with plant scientists fron the USDA's Beltsville, Md. research station. Losing customers: A recent sur-vey conducted by a chemical lawn care businessmen was an attempt to find out what the main reason was for a customer to leave his service. The survey showed that 50 per-cent of his customers moved, 46 percent went to another conpany and that four percent went back to doing it themselves. Customer awareness: Bill Stin-son, of O. M. Scott & Sons, Marys-ville, Ohio, was recently chosen by the Professional Lawn Care As- sociation of America to be its lone associate board member. At a recent meeting, Bill made the interesting observation that before chemical lawn care services were so well-known around the coun- try, about 50 percent of the lawn owners were really aware of good lawn care Š whether they did it themselves or had it done by a lawn care company. Since the advent of chemical lawn care, Stinson says that awareness of a good lawn has gone up 65 percent. Dandelion "cures": Scott's also passes along these tips from the 1930's for getting rid of dande-lions Š Ł One person used a vacuum cleaner on a long extension cord to suck up his dandelion's white seedheads. Ł Another recommendation went like this: "Dip a sharpened oak peg tapered very thin into a saturated solution of sulphate of iron. Stab dripping peg deep into heart of dandelion, and let the sun do the rest." Ł A lady said she had trained her dog to locate dandelions by smell, bite off the tops, and then dig out the roots. Ł Another exotic home remedy for the dandelion was using dairy goats because they "select weeds from grass." Gasoline or kerosene were also favorite "cures." Postal rates: It is a little early to be thinking about what it is going to cost you for your direct mail next spring, but there might be some good news on the postal rate front. The U.S. Postal Service, which is making more money this year than it thought it would, may be able to delay an expected 1983 general rate increase. Lower than expected costs for fuel, maintenance and cost-of-living payments should help ex- pand this year's surplus beyond the $120 million projected earlier, Postal officials say. Last year, the Postal Service had a deficit of $588 million. Consumer market: U.S. con-sumers spent $1.1 billion at the marketer's level in 1980 for pes-ticides, fertilizers, potting soils and related chemicals. U My Inquiries serviced for 90 days from date of issue. For those countries outside the U.S., please apply appropriate postage before mailing. READER SERVICE INFORMATION CARD 8-82 1 For more information on products or services mentioned in this issue, circle the corresponding numbers below, fill in appropriate information and mail today. 101 108 115 122 129 136 143 150 157 164 171 178 185 192 199 206 213 220 227 234 102 109 116 123 130 137 144 151 158 165 172 179 186 193 200 207 214 221 228 235 103 110 117 124 131 138 145 152 159 166 173 180 187 194 201 208 215 222 229 236 104 111 118 125 132 139 146 153 160 167 174 181 188 195 202 209 216 223 230 237 105 112 119 126 133 140 147 154 161 168 175 182 189 1S6 203 210 217 224 231 238 106 113 120 127 134 141 148 155 162 169 176 183 190 197 204 211 218 225 232 239 107 114 121 128 135 142 149 156 163 170 177 184 191 198 205 212 219 226 233 240 PLEASE CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A CONTRACTOR OR SERVICES: ŁLawn care service business involved primarily with fertilization, weed, and insect control Please specify method of application 10 ŁLiquid 11 DOry 12 DBoth 20 UPrimarily mowing/maintenance service 30 LJ Landscape contractor/lawn service company 40 LJNursery or garden center/lawn service company 50 DPest control/lawn service company 60 ŁIrrigation contractor/lawn service company B GROUNDS CARE/MAINTENANCE AT ONE OF THE FOLLOWING TYPES OF FACILITIES: 110 ŁPrivate or public estate 120 130 140 150 190 ŁSchool, college, university, hospital, or similar facility L 'Condominium housing development or industrial park ŁGovernment grounds parks, around municipal buildings, military facilities Ł Cemetery or memorial garden ŁOther (please specify) C. SUPPLIER 210 ŁChemical dealer or distributor 220 LJ Equipment dealer or distributor 230 USeed broker/dealer 240 ŁSod grower NAME BUSINESS NAME. CITY _STATE_ .TITLE _ADDRESS_ _ZIP_ .TELEPHONE. ( ) AREA CODE I WISH TO RECEIVE (CONTINUE RECEIVING) LAWN CARE INDUSTRY EACH MONTH Ł YES Ł NO SIGNATURE DATE NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY CARDl FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTRY POST OFFICE BOX 6200 DULUTH, MINNESOTA 55806 LEHR ON LABOR LAW MOBAY INSECTICIDE Bill Backed To Assess Minimum oftanoi Approved TAT TT'lj. rri Ł i ta For Florida Mole Wage Violators Triple Damages cricket control In a legislative development that could seriously affect many lawn care employers, the House Labor Subcommittee on Labor Standards has approved a compromise bill that would require employers who violate the minimum wage and overtime provisions of the Fair Labor Standards Act to pay three times the amount owed in back wages. The employee would receive the actual amount of back wages, plus interest, and the remaining equi-valent to the triple damages would be deposited in the general United States Treasury. An additional provision of the bill would establish a $10,000 penalty for willful or repeated violations of the Fair Labor Stand-ards Act. A willful violation does not have to be an intentional violation. Courts have held that when a employer knows of the existence of the Fair Labor Stand- ards and that he has a legal responsibility to pay employees within the provisions of the act, his failure to do so constitutes a willful violation of the act. $10,000 penalty Employers who are guilty of willful violations may be required to pay twice the amount owed in back pay. Thus, if the new bill is passed, not only would an employer be required to pay three times the amount owed, he may also be required to pay a $10,000 penalty. We urge lawn care employers to contact their congressmen and express their opposition to Bill H.R. 6103. Lawn care employers have unusual difficulty in com-pensating employees, particularly technicians, because hourly rec-ords are frequently based on the employees' statement about the number of hours worked. The new bill would mean that the lawn care employer, if he erred in relying on employee account-ability for hours worked, could be responsible for three times the amount of back wages owed to the employee. This bill could place an intolerable financial burden on the lawn care employer who has been diligent in his efforts to comply with the Fair Labor Standards Act. Thomas new EEOC chair The United States Senate con-firmed Clarence Thomas as the new Chairman of the Equal Employment Opportunity Com-mission. Thomas, a black attorney who was formerly Assistant Sec- retary of Civil Rights at the De-partment of Education, has ex- pressed strong views against af-firmative action, the direction the EEOC has taken in enforcing Title VII, the lack of leadership at the EEOC, and the overemphasis by the Commission on reaching num-erical results. We anticipate that Thomas will lead the Commission to a position of restraint rather than activism. However, no lawn care employer Another tine, quality-con-trolled product of Jacklin Seed Vompsny Ł mr\ v.;, n*A aT t'iiJm Ł If you watch figures a lot, when it comes to the H bottom line, Fylking keeps costs under control two ways. First, it's priced lower than most elite bluegrass seed. Second, it's an inexpensive beauty to maintain Š a diet delight compared to other bluegrass needs for water and fertilizer. It's low growing, can be mowed as low as one-half inch and has the great body you want for seed mixtures. Fylking. A very nice spread with very appealing figures. Ask for Fylking Kentucky bluegrass at your local wholesale seed or sod distributor. rui I/in/* X JSStWx -XT-**;r A FYLKING KENTUCKY BLUEGRASS Ł' \ v U.6. Plant Patent 2887 Wwmml mu < $ We have said before, and repeat, that lawn care employers should stress to their employees that the lawn care industry is fortunately less affected by the downturn in the economy than most other businesses. The emphasis should be on the fact that continued diligence and hard work for the lawn care employer results in potential long term employment. Those lawn care employers who do not market the fact that they are at full employment in such a poor economy are missing an opportu-nity to develop an important theme with employees: Job secu-rity at a time of national insecurity, and recession. Oftanoi 5% Granular insecticide from Mobay Chemical Corpora-tion, which can be used on both commercial and residential turf, is now registered in Florida for the control of the mole bricket. After extensive testing in Florida, Oftanoi was proven to have effective residual control of mole cricket, a widespread, economically significant turf pest. These tests indicate that Oftanoi offers 90 to 100 percent control in seven days with residual control for at least 90 days. It must be applied by certified pest control operators or commercial applicators. Recommended application rate to page 27 should assume that his equal employment obligations are im-mediately affected by Thomas' chairmanship. Lawn care employers should continue their preventive labor relations efforts in this areas, because Thomas' thoughts will not translate into private sector benefits for a con-siderable period of time. Unemployment soars We anticipate that unemploy-ment will shortly exceed 10 per-cent nationally, and may exceed 16 percent in certain states. The reason for this is not only the lack of recovery in the economy. rnc ranges ill nseoas wmimiŠi 5. COMPLETED RENOVATION DAY 30 3. SEED DAY 10 1. SPRAY DAY 1 2. SLICE DAY 10 "LAWN RENOVATION WITH ROUNDUP HERBICIDE IS ABOUT 30 TO 40% MORE PROFITABLE FOR US THAN CONVENTIONAL METHODS." g Mm* John Loyet, President Greenscape Lawn & TVee St. Louis, Mo. We put Roundup" herbicide on our customers lawn, came back 10 days later to power rake it and then seed it. About 10 days after that, the per-ennial ryegrass we planted came up. We were just amazed at how good it looked. We used to have to plow or disk the lawn we were renovating or use a sod cutter to remove it. With Roundup, it only took us 6 man-hours to do a job that used to take 24. And the results were just as good. Our customers like Roundup almost as much as we do because the lawn holds up really well under light traffic all during the renova-tion period. For us, it extends the season by about a month and turns a normally slow fall into a profit opportunity season. We plan to use Roundup for lawn renovation from here on in." IF YOU WANT TO LEARN MORE ABOUT LAWN RENOVATION WITH ROUNDUP, CALL TOLL FREE 800-621-5800 FOR YOUR FREE LAWN RENOVATION GUIDE. ALWAYS READ AND FOLLOW LABEL DIRECTIONS FOR ROUNDUP Roundup® is a registered trademark of Monsanto Company. © Monsanto Company 1982. RUP-SP2-104 Monsanto INSIDE THE INDUSTRY O D < £ CO D £ < u < J Selecting A Nitrogen Source For Your Liquid Lawn Program The importance of nitrogen (N) fertilization as an integral part of turfgrass culture is well recog-nized by turfgrass managers and documented in turfgrass research literature. Applications of N to turfgrasses can result in dramatic improvements in color, density, and shoot and root growth. For this reason major emphasis is placed on N fertilization in the care of recreational as well as ornamental turfs. Many of the same criteria which are used to select a N source for recreational turfs are also appli- cable to the selection of a N source for ornamental turfs. The criteria can be broadly categorized into agronomic, economic and han-dling and storage considerations. Agronomics Agronomic considerations in-clude N release rate, salt index or burn potential, and environmental properties. One method of predicting the rate at which a fertilizer will release its N is based on its water solubility. Sources of N such as urea, ammonium nitrate and am- monium sulfate have high water solubility and exhibit a relatively quick release of N over a short By Richard Rathgens, Agronomist, Davey Tree Co., Kent, OH. period of time. Sources of N such as ureaformaldehyde (UF), sulfur-coated urea (SCU), and iso- butylidene diurea (IBDU) have limited water solubility and give a relatively slow release of N over a long period of tine. In addition to water soluble N (expressed as a percentage), UF fertilizers contain N which is cold and hot water soluble. The portion which is water soluble will release N quickly, while the remaining insoluble N will release slowly because of its dependence on microbial decomposition. The N from the water insoluble portion releases over a period of several weeks (cold water insolu-ble) to several years (hot water insoluble). The nitrogen activity index indicates the amount of N in a UF fertilizer which is hot water insoluble. The lower the activity index, the greater the amount of hot water insoluble N. Dissolution rate is used to de-scribe the rate at which urea is released from SCU. Dissolution rate is determined by placing SCU in 100 degree farenheit water for a seven day period. SCU products which have a ,30 percent dissolu- tion rate are considered acceptable as a slow release source of N for turf. Particle size has a strong influ-ence on the rate at which N is released from IBDU. In general, the smaller the particle size, the quicker the release of N. Salt index indicates the poten-tial for a fertilizer salt to cause dehydration of plant cells (com-monly known as "fertilizer burn"). Salt index is a measure of a fertilizer's ability to raise the os-motic potential of soil solution and is based on sodium nitrate being equal to 100. In general the greater the percentage of soluble N in a fertilizer, the higher the salt index. Leaching Significant losses of N can occur through the leaching of N with ground water and the escape of N as a gas (volitilization) to the atmosphere following N applica-tions. As a rule of thumb, sources of N which are water soluble or are quickly available to the turfgrass plant are nost subject to these losses. The sources of N which have the strongest acidifying effect on soil are those fertilizers which contain sulfur, either as a component, i.e., ammonium sulfate, or as a coating, i.e., sulfur-coated urea. For this reason, these courses of N are often Richard Rathgens recommended for use on alkaline soils. Whether lawn care businessmen need to be competitive in the marketplace or to stay within a limited budget, economics will play an important role in selecting a N source. Not only is there the upfront cost per pound of nitrogen but also the additional costs for transportation and storage of the fertilizer. A limiting factor in the use of a N source might be the quantity which must be purchased. For example, a minimum purchase of 4,000 gallons of urea liquor may prohibit purchasing this particular urea source. The physical state (liquid or solid) of a N source will determine the method of application needed to apply the fertilizer. Use of ureaformaldehyde-type solutions (i.e. Formolene, GP 4340, Nitro-20 Plus) will require liquid applica-tion equipment. In order to use a solid like SCU and not experience a release of N as urea because of its solubility, a centrifugal or gravity-type of dry spreader is needed. Knowledge of a fertilizer's hyg-roscopic point is important if a N CHARACTERISTICS OF NITROGEN SOURCES FOR LIQUID APPLICATIONS TO LAWNS Classi-fication Nitrogen Source Product Name Agronomic Economic Handling & Storage Classi-fication Nitrogen Source Product Name Nitrogen Content %(D Partial Salt Index (2) Urea Content %(3) Length Cost/lb. N Release ofN Weeks $ (4) Hydroscopic Point % Minimum Shelf Life Months Solid, Suspended 1. Ureaformaldehyde Powder Blue (BFC) 38 0.15 Š 52 + 0.66 Š Š 2. Methylene Urea F-8426 (O.M. Scott) 41 0.86 Š 6-8 1.20 72 Š Solid, Sold-ubilized 1. Urea Prills Various 46 1.63 Š 6-8 0.22 73 Š 2. Ammonium Nitrate Various 34 3.08 Š 4-6 0.23 59 Š 3. Ammonium Sulfate Various 21 3.29 Š 4-6 0.32 79 Š Liquid 1. Urea Liquor Various 16 1.63 Š 6-8 0.21 Š 1.0 2. Methylol urea, Formolene 30 Š 50 8-12 0.58 Š 4.0 urea (Hawkeye) 3. Urea, Methylol GP 4340 30 Š 51 8-12 0.52 Š 3.1 urea (Georgia Pacific) 4. Methylol urea, Nitro-26 plus 27 Š 17 8-12 0.70 Š 3.0 Methylene urea, (C.P.) urea 5. Urea, ammonimum Uran + 28-32 Š 51 6-8 0.20 Š 6.0 nitrate (Allied) (1) Percent by weight (2) Based on equal rates of N (3) Percent of total N (4) F.O.B. shipping point + Several manufacturers of urea-ammonium nitrate solutions exist source is stored in a solid physical state. Hygroscopic point is the percent relative humidity at which a fertilizer begins to absorb water at 86 degrees farenheit. Fertilizers with a high hygroscopic point will minimize caking, which is the absorption of moisture by the fertilizer upon exposure to the air. A low salt-out temperature is required when using liquid N sources. Salt-out temperature is the temperature at which the dis- solved salts precipitate out of a fertilizer solution. In general, the lower the salt-out temperature, the more easily a fertilizer solution can be stored. Other essential handling and storage characteristics include freedom from contaminants, uni-formity in amount of N (urea, ammonium nitrate, methylol urea, etc.) contained in the final prod- uct, long shelf life and a low biuret content of less than two percent of the total area. Biuret is formed in the manufacture of urea and can be toxic when applied to plants. Lawn Care Both recreational and lawn care businessmen desire a N source with a low salt index, minimal leaching, volatilization and soil acidification properties, low cost and good handling and storage characteristics. Unique to ornamental turfgrass managers and in particular the lawn care industry is the require-ment of a fertilizer which will release its N over an eight week period. Unlike golf courses and athletic fields, where it may be economically advantageous to minimize the number of fertilizer applications, lawn care companies routinely treat a lawn on an eight week cycle with fertilizers and pesticides. Therefore, the need for a fertilizer to release N beyond an eight week period is unnecessary. The criteria used and the characteristics given for the N sources which follow are specific to liquid lawn care applicators who apply fertilizers using multi-ple hole nozzle with 0.04 to 0.05 inch diameter openings. Classification The sources of N for liquid applications to lawns may be clas-sified according to their physical state, either solid or liquid, prior to tank mixing. Solid (granular) N sources may be further classified into those which are suspended or solubilized during tank mixing. With the exception of am-monium sulfate and urea liquor, all the sources have a N content of 27 percent or greater. Among those sources where salt indices have been determined, urea, am-monium nitrate and ammonium sulfate all have relatively high salt indices which require careful ap-plication management to minimize fertilizer bum. For those N sources which do not have a salt index listed, with the exception of Nitro-26 Plus, all have a urea content of 50 percent or greater, which like urea prills or liquor necessitate application monitoring to avoid fertilizer burn. With the exception of Pow-der Blue, all the N sources have a length of N release within four to 12 weeks. In general, the N sources which have the highest salt indices and shorter length of N release are also the most economical on a cost per pound of N basis. F-8426 has yet to be actively marketed by O. M. Scott and a projected cost per pound of N is given. For those solids where hygros-copic points are given, ammonium nitrate has the lowest hygroscopic point (59 percent) or the most caking problem. However, be-cause ammonium nitrate is con-sidered an explosive hazard by many insurance companies, ware-house insurance costs may pro-hibit its use. F-8426, urea prills and am-monium sulfate have a hygros-copic point which is greater than ammonium nitrate and these fer-tilizers will store satisfactorily if kept in a closed container. With the exception of urea liquor (whose one month storage life is conservative), all the liquid N sources have satisfactory storage > z n > z a c C/5 > a o CD 00 to Richard Rathgens, agronomist at Davey Tree, taking pH samples. life of three months or more. In selecting a N source for liquid maintenance programs, a lawn care company must consider ag- ronomic, economic and handling and storage characteristics to-gether in making the best choice. Success in the marketplace will to a great extent depend on selecting a N source which will provide clients with a green, dense, uni- form lawn at the lowest price. Bill Schader Ranch Manager AmFac Garden Cal-Turf; Camarillo, CA Rankings from turf trials throughout the United States: Kentucky Bluegrasses (1 - best) Rutgers University Ohio State University University of Illinois Kansas State University Camarillo California University of Idaho Kentucky Bluegrasses (1 - best) 23 entries seeded-197* data-1*77-7* (J yr. average) 40 entries seeded-1*7« data-1 MO 20 entries seeded-1*71 data-1*00 4S entries seeded-1*7* data-1*00 25 entries seeded-1*77 dataŠ1*71 42 entries seeded-1*7* dataŠI*t0 Columbia 2 3 1 13 2 6 Midnight Ł 1 3 13 Ł 1 Baron 14 39 12 23 13 27 Adelphi 1 36 2 16 4 4 Victa 20 38 Ł 15 Ł 9 Touchdown 3 18 18 7 14 46 Menon 19 34 20 Ł 18 12 Columbia Kentucky Kentucky Bluegrass Bluegrass is at the roots of a good sod business... Columbia Kentucky Bluegrass is the ideal "blue" for sod and home lawn use. Above ground level, Columbia produces a medium dark green turf that is resistant to Fusarium Blight, Leaf Spot, Stripe Rust and Stripe Smut. Columbia adapts well to all geographical areas and has good winterability in colder climates. Underground, Columbia produces a quick spreading rhizome system that allows sod to be harvested earlier. A good root system is important to turf health in hot, dry summer periods. Columbia's Fusarium Blight resistance makes it a perennial winning turf-type "blue". The Rewards of Research. These test plots at Camarillo, California, proved Columbia Kentucky Bluegrass was best suited to this area. Fusarium and rust damaged Baron, Victa, Glade, Park and Touchdown while Columbia rated second only to the experimental CHB-I I A. As a result, Columbia was chosen as a vital part of the mixtures used in southern California sod. Developed and produced by Circle No. 115 on Reader Inquiry Card P.O. Box 250 ' r ^ . . Hubbard. OR 97032 Turf-Seed, Inc. Phone 503-981 -9571 TWX 510-590-0957 The Research, Production, Marketing Co. 1981 BUSINESS CLIMATE STUDY State Ranks and Regional Averages NORTH CENTRAL 17 WESTERN 33 NEW ENGLAND 37 SOUTH WESTERN 11 SOUTH CENTRAI 12 .. -j n t Key: Number within the state is its overall rank based on 22 factors affecting business climate Al6Xan06r brant ^ best, 43 worst). Number below the regional name is the average rank of states within the Łti, »U«l>C KCOUNUMS region YOU CAN WIN . 2n<* prize ,nst*»t winner IN CASH Lawn Care Industry's ."LONG GREEN" EEPSTAKES at the PLCAA Show You can really clean up at the PLCAA Show in Indianapolis, November 16-18, this year when Lawn Care Industry awards $1750 in cash! Enter our "LONG GREEN" SWEEPSTAKES at any participating booth .. .and you might go home $1000, $500 or $250 richer! Here's all you have to do: 1) Get either copy of LCI's new "PLCAA Show Extras" with listings of participating booths. 2) Go to any listed booth, get an entry blank with complete rules/details (for non-exhibitors only), fill it out and drop it in the ballot box. 3) Enter as often as you like, but only once at each booth. 4) Pick up your prizeŠif you're one of our instant winnersŠ and have your picture taken at the winning booth. Prizes will be mailed if winners are not present. That's itŠfor the fastest "green" you might ever see! See you at the show.Ł.and good luck. Vbpa ^ABP L4WN G1RE INDUSTRY HBJ) A HARCOURT BRACE JOVANOVICH PUBLICATION 757 Third Avenue Ł New York, New York 10017 Ł (212) 888-2892 THE ILBA Lawn Care Assoc. Formed A new association has been formed for the independent lawn care operator/owner. Based in Col-umbus, Oh., the new association will be called the Independent Lawncare Businessmen's Associ-ation by its founders, Rudd McGary and John Linkhart. McGary and Linkhart designed and held a five-day seminar in January of this year and the par-ticipants in that workshop helped give them the concept for this association. "The people in the seminar came from all over the country," said Linkhart. "We noticed that they all had common needs for services and products and started to put together an organization that would fill those needs. The end result is the ILBA.,, Independent operator According to McGary, "The ILBA is formed to work with the strong independent operator, to give ILBA members a competitive edge in the marketplace. There are two major factors which will help our members. "First, coordination of informa-tion and education that would otherwise be unavailable to inde-pendents. Second, the buying power of a group which can lower costs on services and products necessary to run a successful in-dependent operation." There will be five major areas in which the ILBA will work: Educa-tion, Advertising, Business Forms, Insurance, and product/service purchasing. Each one will have a direct impact on the profitability of an independent operation. The education will be in the form of "hands-on" seminars and workshops given around the country and business newsletters dealing with day-to-day opera-tions problems of the indepen-dent. "The seminars will be prima- rily business oriented/' says McGary. Agronomic information will also be included and available but the real need for information seems to be in various business areas such as finance, marketing, budgeting, operations, sales, and cash management. Information support "The larger company can have several people and assign one area to manage to each of them. The owner/operator must deal with all of these areas and other areas in order to be successful. We will provide these areas of information to our members." Another area of information will be market research and stand-ardization of business costs. "We have already started working with lawn care customers to find out what products and services they want and the best way to approach them from the customer's point of view," says Linkhart. For further information contact the Independent Lawncare Businessmen's Association, P.O. Box 02246, Columbus, Oh. 43202, or call 614-299-7700. MEETING DATES Kentucky Turfgrass Council Conference and Field Day, Oct. 12-14, (site not set). Contact: Dr. Powell, Dept. of Agronomy, University of Kentucky, Lexington, Ky. 40506. (606) 258-5606. Central Plains Turfgrass Foundation and Kansas State University Turfgrass Confer-ence, Oct. 18-21, Glen wood Manor, Over-land Park, Kansas. Contact: Larry D. Leuth-old, Extension Horticulturist, Kansas State University, Manhattan, Ks. 66506. (913) 532-6173. Southwest Turfgrass Association Annual Meeting, Oct. 21-22, El Paso, Tx. Contact: Dr. Arden A. Baltensperger, Agronomy Dept., Box 3Q, New Mexico State Univer-sity, LasCruces, NM 88003. (505) 646-3138. Missouri Valley Turfgrass Association and University of Missouri Š Columbia Lawn and Turf Conference, Nov. 3-5, Ramada Inn, Columbia, Mo. Contact: Nik Palo, 344 Hearnes Bldg., University of Missouri, Columbia, Mo. 65211. (314) 882-4087. Professional Grounds Management Con-ference and Trade Show, November 14-18, Vacation Village, San Diego, Ca. Contact: The Professional Grounds Management Society, 7 Church Lane, Pikesville, Md. 21208. (301) 653-2742. Oklahoma Turfgrass Research Foundation Annual Meeting. Dec. 8-10, Hilton Inn West, Oklahoma City, Oklahoma. Contact: Dr. R. V. Sturgeon, Executive Secretary, 115 Life Science Bldg. East, Oklahoma State University, Stillwater, Ok, 74078. (405) 624-5643. Ohio Turfgrass Conference, Ohio Center, Columbus, Oh., Dec. 7-9. Contact: Dr. John Street, OTF, 2021 Coffey Road, Columbus, Oh., 43210. (614) 422-2601. G C/5 Out of the Rough and into the Clubhouse: What is believed to be the first tractor produced by the Toro Company after World War II has recently been reaquired by the company. In 1946, Howard Goldthwaite (right in insert), of Goldthwaite's of Texas sold the tractor to the Houston Country Club where Sonny Dubose (left), was superintendent. The tractor was still in service when acquired. CONSERVATION City Saves By Not Hauling Grass Clippings A major problen facing both cities and suburbs today is the increas-ing volume of garbage that is generated daily. In Piano, Texas, an interesting approach has been taken to reduce the volume of garbage, and to save the local government money. Citizens sim- ply return grass clippings to their lawns, reducing garbage volume by 50 percent. Most Texas cities use the sanit-ary landfill as their main method of disposal. Piano is a rapidly growing Dallas suburb that shares a landfill site with the city of Richardson. Both these cities have had some concern over the fast rate at which their landfill is being filled. In April 1981, the Piano Prod-uctivity Manager, Duane Kinsey, completed a study of their sanita- tion service. His report to the Texas Agricultural Extension Service indicated the effect that homeowners could have on gar-bage volume if they returned grass clippings to their lawn rather than bag them as garbage. "Data collected during summer months indicate that 29 percent of all garbage bags contain grass clippings. If weight or volume is applied as a measurement, it is estimated that bags containing grass account for at least 50 per- cent of summertime loads. This is due to grass bags being heavier and less compactible than garbage or trash bags. We are, therefore, in effect saying that if we did not haul grass clippings, we would proba-bly reduce our trips to the transfer station or landfill by 50 percent with resulting savings in many areas," the report stated. Based on this information, the following values were calculated for Piano, Texas: Potential savings estimates in plastic bags were $88,000, fuel savings in reduced trips to transfer station were $5,000, and labor savings in re-duced trips to transfer station were $22,500. CLEAN PROFESSIONAL TREE AND TURF DDn—, programs AND PKICE^^T^^P (S BETAS AN® 4E Packaged in 55, 5, and 1 gallon containers C BETASAN® 125G Formulated on a 12/24 Att« n« Packaged in 50 lb. bags * 9ranU'e C5 BETASAN® 7G Formulated on a 12/24 Atta ria. Packaged in 50 lb bags V 9ranule CF BETAS AN® 3 6G + For*:.« Formulated to your fn^m Fert,,l2er Packaged InV^S^^9 BALAN- jsarr,0,1° >ns OS Co. z n > 8 c > g We've got killing weeds down to a formula. If you're looking for solutions to tough weed problems, Diamond Shamrock offers you three phenoxy formulations from the Turf CareŽ products line that get the job done effectively and more economically than the other leading postemergence herbicide. MCPP-K-4. Excellent early control of those hard-to-kill weeds that 2,4-D herbicides can miss...clover, chick-weed and plaintain. MCPP-K-4 is absorbed by weeds and translocated to the root system, so weeds are killed where they live. What's more, MCPP-K-4 is easy on tender grass too. If necessary, you can reseed within two weeks. Amine 4D. This selective post-emergence herbicide controls a wide variety of broadleaf weeds on established turf. Amine 4D is especially effective against dande-lions. And it's gentle on most grasses. Amine 4D is low in volatility, so it won't vaporize, even in hot weather. MCPP+2,4-D Amine (1 Plus 1). A new phenoxy formulation of MCPP and 2,4-D that combines excellent killing action with economy and convenience. Designed in a packaged mix, MCPP+2.4-D Amine (1 Plus 1) delivers effective control of hard-to-kill and common broadleaf weeds with better economy than the other leading postemergence herbicide. It's ideal for early season use on established turf because it provides first rate killing action with gentleness to most grasses. And areas around trees can be treated without risk of root injury. Compare Diamond Shamrock phenoxy formulations with other herbicides. You'll find that application for application,you can't beat our formula for beating weeds season after season. Always follow label directions carefully when using turf chemicals. Diamond Shamrock Agricultural Chemicals Division Diamond Shamrock Corporation 1100 Superior Avenue Cleveland, Ohio 44114 DEALERS from page 1 Service Dealers Must Comply With Standards Mary Bennett and Frank Lisk, course superintendent at Oswego Country Club, Oswego, N.Y., commemorate their wedding atop a Jacobsen HF-15 mower tractor as part of the festivities. brakes, but he will be affected in several other ways. To disassem-ble the engine Š or, in many cases, just to remove it from the mower Š a brake/clutch must be removed and then re-installed. The brakes and ignition-kill devices may re-quire servicing themselves. In addition, a dealer will have to check every unit to make sure that it meets the safety standards when it leaves his shop and keep a record of that inspection. If the owner disengages the dead man brake in order to save operating costs and then injures himself, his dealer may be held responsible in a court of law. Certainly the legal implications This magazine gives you good reading, good uriting and good arithmetic We present the information in our articles clearly, accurately and objectively. That's good writing. Which means good reading. We present the information in our circulation statement clearly accurately and objectively. That's good arithmetic. BPA (Business Publications Audit of Circulation, Inc.) helps us provide precise and reliable information to both advertisers and readers. An independent, not-for-profit organization, BPA audits our circulation list once a year to make sure it's correct and up to date. The audit verifies your name, your company, your industry and your job title. This information enables our advertisers to determine if they are reaching the right people in the right place with the right message. The audit also benefits you. Because the more a publication and its advertisers know about you, the better they can provide you with articles and advertisements that meet your information needs. BPA. For readers it stands for meaningful information. For advertisers it stands for meaningful readers. Business Publications Audit of Circulation, Inc. T3/nnA 360 Park Ave. So., New York, NY 10010. V DrA We make sure you get what you pay fin: should be considered by service dealers. Joe Homan, president of Lawn and Golf Supply Co., Phoenixville, Pa., says he is aware of the legal problems involved and will not allow a mower to leave his shop until it is repaired exactly the way it left the manufacturer. "If the customer insists on not having the safety features reinstalled, then I am going to require them to sign a waiver," Homan said. "This way the dealer is off the hook.'' Design alternatives Many types of safety brakes have been developed over the past few years. The three practical design alternatives are: ignition kill with manual start, ignition kill with electric starter/battery systems, and brake/clutches with manual start. The ignition kill with manual start is the simplest. When the deadman control is released, a switch grounds the engine igni-tion. At the sane time, a brake is applied to the engine flywheel to stop the blade. Both band and disc type brakes will probably be used by the engine manufacturers, without which the engine would coast for more than three seconds. The electric starter/brake system functions so that when the dead-man control is released, the engine ignition is shut off and a brake is applied to the engine flywheel to stop the blade. The standard re-quires (by implication) that an engine-mounted alternator must be used to keep the battery fully charged all the time. The break/clutch or the break-away clutch differs from the other two in that when the deadman control is released, the blade is decoupled fron the engine and is stopped, while the engine con-tinues to run. This way the engine need not be re-started and fuel will not be wasted. Buy older units Ken Westernan, parts supervisor of Champion Turf Equipment, Inc., Kansas City, Mo., believes many users will buy older mowers rather than put up with the new safety devices. "These safety devices are cost-ing an extra $40 to $100 per mower. I think the custoner is just going to take them off, he has safety belts and interlock systems, why not these?" Because they are not using the brakes, Wester man says he be-lieves they are not going to pay for them, and thus will purchase older models. The older models also can be repaired without the worry of having to re-install the brake/ clutch. "The only thing really certain right now concerning the Con-sumer Product Safety Commission safety standards is that the man-ufacturer and the dealer will be complying with them, because they have no choice," he said. COMPANY WORTH from page 1 Average Business Cost: $45 For Each Account clients and they all joined in the past year, call the deal off," he warns. "Customers gained that quickly could only be gotten by cheap pricing or hot-shot adver- tising, and neither make good customers." An examination of the equip-ment is the final point. If it is too old, abused, or cheap, try to negotiate with the seller to sell his customer list separately from the equipment. Also, if the equipment does not match your own, the new tools needed for their repair may make the seller's equipment a poor bargain. Joseph Griggs, regional manager of Tru Green Corp. in East Lansing, Mich., says no matter what the price is right now, he would not advise buying a lawn-care busi-ness. Kingsley, however, dis-agrees, and says because of the economic crunch we are now in, prices are lower, and now is a very good time to buy. Think twice "Today, you had better think twice about getting into the busi-ness. Yet, for those with skill, knowledge, and patience, the lawn-care boom is still going on and potential remains. The poten- tial does not remain," Kingsley adds, "for those people who think because they have a spreader and a fertilizer, they are in business. That is where the gold rush ends." Today, the majority of con-panies who are leaving the gold rush are selling at price rates per customer account. The average across the country per account is $45 with an extreme high of $100. Again, Kingsley says, often the price is unimportant, it is the value you are receiving for your money that matters. The purchaser is not the only person looking for good value, the seller also looks for a deal in his trade. The key question he will be asking is, "What is the value of my business to whom?" Kingsley advises the seller first to approach the local lawn-care businessmen in his area. A local buyer is likely to pay more for customers in his same area than someone outside the area. If the local companies are not interested, then try the large national firms in the metropolitan areas, Kingsley says, adding that these firms are always willing to branch out and will buy. However, they will not discuss business with a company going bankrupt. Spinning wheels Advertising locally and selling the company to a new starter is just "spinning your wheels," Kingsley claims. He adds that anyone in- terested in buying your business already knows you are selling, making advertising a waste of time. Start-ups are not a good risk either, he says, because they usu-ally do not have sufficient capital. For both the buyer and the seller, good negotiation techniques are required if there is to be a sale at all. Let the hard facts rule. Neither party should try to pressure with power or exaggerated praise. Poor negotiating also occurs when one party is unwilling to compromise, doesn't listen very closely to the other side, or misses the variety of alternatives present in each negotiation. Robert Miller, vice president of the ChemLawn Corp. in Colum- bus, Ohio, where businesses are selling at $20 to $60 per customer account, says good negotiating is a must before any business purchase can take place. "Each situation is different, there is no set pattern," he says, "and you have got to look at all the liabilities and assets, and to page 22 ChemLawn VP Don Luke, left, presents the C.G. Knorr family, Hartford, award as the corporation's millionth customer. abb SEED IS NOT CREATED EQUAL! Not every Kentucky Bluegrass seed can produce a grass that tolerates up to 65% shade and still grows vigorously. Not every seed can produce a grass that can stand the stress of drought, cold and extreme heat. Not every seed can produce a grass that can survive low and high altitudes, poor soil and sand. Not every seed can produce a grass that tolerates short mowing down to as little as one-half inch. Not every seed can produce a grass that can stand up to the wear and tear of baseball, football and horse racing. But then, not every seed is Warren's A-34 BenSun Kentucky Bluegrass ...it can and does! Circle No. 116 on Reader Inquiry Card SEED DIVISION Box 459 R.R. Ł Suisun City, California 94585 Ł (707)422-5100 Corporate Offices: Warren's Turf Nursery, Inc. Ł 7502 South Main Street Ł Crystal Lake, Illinois 60014 22 COMPANY WORTH from page 21 CO o> r-i o D < e D < u < J then determine price." One of the most important fac-tors that needs careful negotiation is the price per customer account. The purchaser should request thorough information and have an accountant look over all the rec-ords. This will determine, Miller says, the size of the customer's jobs, the longevity of the cus-tomer's accounts, and the collec-tion ratio on these customers. The size of the customer's job will help set the price. A customer with a large job is obviously worth more than a customer with a smaller job. Customers who have been with the company for only one year are usually worthless, since on the average 30 to 40 percent leave after one year. The customer who does not pay his bill GREEN PRO COOPERATIVE SERVICES presents EQUIPMENT WORKSHOP AND FALL PROFITS SEMINAR ALL NEW 1982 "SUCCESS THROUGH SEMINARS" FALL SERIES Each Session Begins 9:15 a.m. Š Ends 5:15 p.m. Ł Add THOUSANDS of extra profits THIS FALL Ł Full instructions on the use of the equipment that will MAKE YOU MONEY Ł Pre-Tested Š Complete Information Š Advertising Š Pricing Š Portfolio Ł Discounts of up to 20% on equipment, products and other services Ł FREE samples Š $50 door prize drawing Š Luncheon Š and MUCH MORE ROCHESTER AREA Tuesday, Sept. 28 PITTSBURGH AREA Thursday, Sept. 30 BOSTON AREA Tuesday, Oct. 5 HARTFORD AREA Thursday, Oct. 7 NO. NEW JERSEY/ROCKLAND Monday, Oct. 11 CENTRAL NEW JERSEY Tuesday, Oct. 19 VALLEY FORGE, PA. Thursday, Oct. 21 LONG ISLAND, N.Y. Tuesday, Oct. 26 NEED MORE INFORMATION? (516)483 0100 TO REGISTER! Send $75 per person, listed on your letterhead to: Grass Roots, Inc. 380 S. Franklin St. Hempstead, New York 11550 Check/Visa/Mastercard * DON'T MISS ONE THIS YEAR * Circle No. 106 on Reader Inquiry Card is also worthless, and will only be a tax write-off. A customer list of residents all in an upper-class neighborhood can be expected to cost much more than a list of customers in a low-income area. Once these terms have been negotiated, Miller says to negotiate smaller matters. Find out if there are leases to take over, if the company has liabilities, and what kind of payment terms will be expected. Details are important and careful negotiation between both parties will lead to a suc-cessful transaction. With companies selling out at $45 to $55 on the average per customer account, the value of buying a company's customer list with respect to the cost of adver- tising has to be questioned. George Brandt, vice president of Brandt Sod Farms Inc., in Palatine, 111., Paul Bizon, president of Pro-Grass Lawn Service, Inc., in Hub- bard, Ohio, said his company could not afford this method of expansion. Accounts are selling at $50 to $55 on the average in Bizon's area, and he says with the advertising a company has already put down to let their name be known, a little extra advertising will bring in any needed custom-ers. Because once a company is sold, and previous customers have no legal bind to stay with the new buyer, Joe Stout, president of Complete Lawn Service, Inc., in Arlington, Va., will not purchase a company by the customer-account method. "I think it is better to have your business appraised and get the goodwill in its entirety. It could be a real financial killer to pay for 700 customers and only get 350." 4Details are important and careful negotiations will lead to a successful transaction says that advertising to get a customer will cost $20 per ac- count. Advertising campaigns also usually take two to three years to bring in clients. Keith Wiedler, president of Shur Lawn Co. in Omaha, Neb., where businesses are being sold at $40 per customer account, says he will only buy another company if it is in a different location than his own. "I don't see any value in buying another firm's customers in a population of our size (the com- pany is located in a metropolitan area of one-half million people). You have already spent your time and money in advertising to get your name known, and if the company goes out of business you will get a percentage of those customers anyway," Wielder ex-plains. For a company that wants to saturate a market, buying a busi-ness's customer list will definitely move them quicker into the mar- ket. However, in order to do this the company must be heavily capitalized. Recently Stout purchased a company in its entirety, paying one set price, and never negotiat-ing customer accounts. The price, he says, mainly reflected the value of the equipment. Of the seller's customers only 40 percent re-mained with Stout. Many left because the new prices were higher than what they had been paying. However, many saw the extra service they would receive and the higher quality, Stout adds, and stayed on. Buying another's business is tricky no matter what method is used, Stout warns, and legal coun-seling can save a lot of problems. "I would say don't buy another's company unless they have a good reputation and are strong finan- cially. If you are a beginner, start out small and grow. If you are an established company," Stout says, "just make sure you have those customers before you pay for them. Buying and selling a company is tricky business, but with careful evaluation of the company along with good negotiation techniques, transactions can take place Scientific Guide To Pest Control Operations PEST CONTROL OPERATIONS by Dr. L.C. Truman Dr. G.W. Bennett and Dr. W.L. Butts Domestic: $29.50* (hardcover) Foreign: $34.50* (hardcover) The SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS is designed to provide a sound basis for studying the scientific aspects of pest control and promote technical competence. It places emphasis on urban and industrial pest problems. This volume also covers the laws and regulations concerning the pest control industry. The SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS is written for owners, su-pervisors, servicemen, salesmen, students, persons preparing for state certification under the EPA/state programs for commercial pesticide applicators, and people interested in structural pest control. The SCIENTIFIC GUIDE TO PEST CONTROL OPERATIONS - a must for anyone involved in the field of pest control! Return this coupon to: Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 Domestic: $29.50* (hardcover) Foreign: $34.50* (hardcover) YES! Please send me_ OPERATIONS. A check or money order for_ _copy(ies) of the SCIENTIFIC GUIDE TO PEST CONTROL _is enclosed. Please charge to my Visa, Master Card, or American Express (circle one) Account Number Expiration Date 'Please add $3.00 per order plus $1.00 per additional copy for postage and handling. Address- City-_State_ Signature- Phone -Date -Zip-Quantity rates available upon request. Pleast allow 6-8 weeks for delivery. LCI 82 TURF MANAGERS' HANDBOOK By Dr. William Daniel and Dr. Ray Freeborg $23.95* hardcover $18.95* paperback This essential reference book covers: Łscope and organization *pests and controls Łgrasses and grooming *uses of turf Łrootzones and water Łserving turf needs Ł nutrition *AND MORE The TURF MANAGERS' HANDBOOK is an easy on-the-job reference to planning, purchasing, hiring, construction, and plant selection. These 424 pages contain 150 illustrations, 96 color photographs plus 240 tables and forms. Signature. Ordering Information Please send copies of the hardback ($23.95* ea.) Name (print) copies of the paperback ($18.95* ea.) Address Quantity rates available upon request. City 'Please add $3.00 per order plus $1.00 per additional copy for postage and handling. Please charge to my Visa, Master Card, or American Express (circle one) Account Number -State . -2ip-Expiration Date Please allow 6-8 weeks for delivery. Phone ! Send to: Book Sales Harcourt Brace Jovanovich Publications One East First Street Duluth, MN 55802 LCI 82 Circle the Reader Service numbers of those items of interest to you. Inquiries serviced for 90 days from date of issue. For those countries outside the U.S., please apply appropriate postage before mailing. READER SERVICE INFORMATION CARD 8-82 2 For more information on products or services mentioned in this issue, circle the corresponding numbers below, fill in appropriate information and mail today. 101 108 115 122 129 136 143 150 157 164 171 178 185 192 199 206 213 220 227 234 102 109 116 123 130 137 144 151 158 165 172 179 186 193 200 207 214 221 228 235 103 110 117 124 131 138 145 152 159 166 173 180 187 194 201 208 215 222 229 236 104 111 118 125 132 139 146 153 160 167 174 181 188 195 202 209 216 223 230 237 105 112 119 126 133 140 147 154 161 168 175 182 189 196 203 210 217 224 231 238 106 113 120 127 134 141 148 155 162 169 176 183 190 197 204 211 218 225 232 239 107 114 121 128 135 142 149 156 163 170 177 184 191 198 205 212 219 226 233 240 PLEASE CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. CONTRACTOR OR SERVICES: ŁLawn care service business involved primarily with fertilization, weed, and insect control Please specify method of application 10 Ł Liquid 11 QDry 12 DBoth 20 ŁPrimarily mowing/maintenance service 30 Ł Landscape contractor/lawn service company 40 DNursery or garden center/lawn service company 50 DPest control/lawn service company 60 Ł Irrigation contractor/lawn service company B. GROUNDS CARE/MAINTENANCE AT ONE OF THE FOLLOWING TYPES OF FACILITIES: 110 Ł Private or public estate 120 130 140 150 190 ŁSchool, college, university, hospital, or similar facility ŁCondominium housing development or industrial park ŁGovernment grounds, parks, around municipal buildings, military facilities Ł Cemetery or memorial garden ŁOther (please specify) C. SUPPLIER 210 ŁChemical dealer or distributor 220 ŁEquipment dealer or distributor 230 ŁSeed broker/dealer 240 aSod grower NAME BUSINESS NAME_ CITY _STATE_ _TITLE . _ADDRESS. _ZIP_ .TELEPHONE J _ ) AREA CODE I WISH TO RECEIVE (CONTINUE RECEIVING) LAWN CARE INDUSTRY EACH MONTH Ł YES Ł NO SIGNATURE DATE BUSINESS REPLY CARD FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTRY POST OFFICE BOX 6200 DULUTH, MINNESOTA 55806 NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES MARKETED BY TUCO EPA Registers Banol Fungicide Banol Turf Fungicide, made avail-able for Pythium blight control in mid-1981 through an Experimen-tal Use Permit (EUP), has now been registered by the EPA. Marketed by TUCO Agricultural Chemicals, Division of The Up-john Company, Banol has demon-strated efficiency in control of Pythium blight when tested on turfgrass. It is a water soluble liquid concentrate with prop-amocarb hydrochloride as active ingredient. Approved label use includes rates of 1.3 to 4 fluid ounces of Banol in 2 to 5 gallons of water per 1,000 square feet as a preventive treatment when weather condi-tions favor development of Pyth-ium blight. A repeat application may be made in seven to 21 days if weather conditions remain favor-able for disease developnent. Optimum temp According to researchers, dis-ease development appears most favorable when the maximum daily temperature is 86 degrees Fahrenheit or higher followed by 15 or more consecutive hours with relative humidity at 90 percent and above, while night tempera- ture remains 68 degrees Fahrenheit or warmer. Under the Environmental Use Permit the effectiveness of Banol in controlling Pythium blight was evaluated in over 400 golf courses in 26 states. The majority of su-perintendents used Banol as a preventative treatment when weather conditions favored dis-ease development. Where low to medium disease levels did occur, 97 percent of the golf course superintendents reported effective control when Banol was applied at a rate of 1.3 to 2 fluid ounces per 1,000 square feet. r4ejK Tractor & Implement Seats These high quality seats can be used on industrial, commercial, or farm equipment. Available to you now at these tremendous savings! Foam filled, vinyl cover, 4 bolt steel base 17" wide. 15" deep. 6" back $50 Value Item #1743 . .$17.40 Foam filled, vinyl cover, 4 bolt steel base 20" wide, 19" deep. 12 1/4" back Item *1744 . $25.50 Heavy duty seamless vinyl seat, excellent for farm, construction, and forklift equipment. Steel mounting base equipped to take gliders. 21" wide, 18" deep. 18" back Item '1745 . $46.00 Gliders for seat *1745 Item *1746 . $13.50 /pair 'Above items can be shipped UPS Ł COD. Send $1 for Discount Catalog on engines, log splitters, trailer parts, generators, hydraulic parts, and more. Northern Hydraulics P.O. Box 1261 Dept. LCI8-3 1211 Cliff Road Burnsville, MN 55337 QUICK & EASY ORDERING 1CALL (612) 894-8310* Seat *1745 Advances in Turfgrass Pathology published by HARCOURT BRACE JOVANOVICH PUBLICATIONS in cooperation with Dr. B. G. Joyner, Dr. P. O. Larsen and Chemlawn Corporation $27.95* (hardcover) $18.95* (paperback) ADVANCES IN TURFGRASS RATHOLOGV SSfss This extensive volume contains chapters on: Ł turfgrass diseases Ł cool v.s. warm season pythium blight and other related pythium problems Ł snow molds of turfgrasses Ł fairy rings Ł leaf spot of Kentucky Bluegrass in Minnesota Ł initial and filed fungicide screening Ł turfgrass disease resistance Ł PLUS MUCH MORE! ADVANCES IN TURFGRASS PATHOLOGY is a compilation of more than 23 reports and discussions by the nation's leading turfgrass pathologists. Explore the diseases that attack turfgrass. Find out how to conquer the battle of turfgrass diseases. KEEP CURRENT WITH NEW IDEAS ON HOW TO HANDLE TURFGRASS PROBLEMS WITH ADVANCES IN TURFGRASS PATHOLOGY. COPIES LIMITED Š DON'T DELAY! Return this coupon to: Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 YES! Please send me copy(ies) of ADVANCES IN TURFGRASS PATHOLOGY. $27.95* hardcover $18.95* paperback Quantity rates available on request. A check or money order for. Js enclosed. Name Address. City Phone _ -State . -Zip-'Please add $3.00 per order plus $1.00 per additional copy for postage and handling. Please charge to my Visa, Master Card, or American Express (circle one) Account Number Expiration Date. Please allow 6-8 weeks for delivery. LCI 82 A wealth of instructional and technical material designed to make your job easier 010, 015 . ADVANCES IN TURFGRASS PATHOLOGY $27.95 hardcover, $18.95 paperback 340 Ł CONSTRUCTION DESIGN FOR LANDSCAPE ARCHITECTS $34.50 345 - COST DATA FOR LANDSCAPE CONSTRUCTION 1982 $27.50 410 Ł DISEASES & PESTS OF ORNAMENTAL PLANTS $29.95 660 - DISEASES OF SHADE TREES $23.50 610 Ł DISEASES OF TURFGRASS $30.00 795 Ł FIRST AID MANUAL FOR CHEMICAL ACCIDENTS $16.50 paperback 800 - THE GOLF COURSE $35.00 455 Ł GRAFTER'S HANDBOOK $16.95 480 Ł GREENHOUSE MANAGEMENT FOR FLOWER AND PLANT PRODUCTION $15.35 490 Ł GREENHOUSE OPERATION & MANAGEMENT $19.95 350 Ł HANDBOOK OF LANDSCAPE ARCHITECTURAL CONSTRUCTION $48.50 360 Ł HOME LANDSCAPE $24.95 510 - HORTUS THIRD $99.50 690 - INSECTS THAT FEED ON TREES & SHRUBS $47.50 530 Ł INTERIOR PLANTSCAPING $28.50 335 - LANDSCAPE DESIGN THAT SAVES ENERGY $9.95 paperback 370 - LANDSCAPE OPERATIONS: MANAGEMENT, METHODS & MATERIALS $19.95 545 Ł MODERN WEED CONTROL $21.50 BOOKSTORE 555 Ł THE NEW YORK BOTANICAL GARDEN ILLUSTRATED ENCYCLOPEDIA OF HORTICULTURE $525.00 665 Ł OXFORD ENCYCLOPEDIA OF TREES OF THE WORLD $24.95 355 Ł PERSPECTIVE SKETCHES $19.50 365 Ł PLAN GRAPHICS $21.00 700 Ł THE PRUNING MANUAL $14.95 790 Ł RECREATION PLANNING AND DESIGN $37.50 380 Ł RESIDENTIAL LANDSCAPING I $22.50 710, 720 - SHRUB IDENTIFICATION $18.00 hardcover, $8.00 paperback 375 Ł SITE DESIGN AND CONSTRUCTION DETAILING $24.00 750 - TREE IDENTIFICATION $9.95 760 Ł TREE MAINTENANCE $35.00 385 Ł TREES FOR ARCHITECTURE AND THE LANDSCAPE $11.95 770 - TREE SURGERY $18.95 650 - TURFGRASS MANAGEMENT $19.95 630 Ł TURFGRASS: SCIENCE & CULTURE $25.95 640 - TURF IRRIGATION MANUAL $22.95 620 - TURF MANAGEMENT HANDBOOK $14.65 110, 120 Ł TURF MANAGER'S HANDBOOK $23.95 hardcover, $18.95 paperback 565 Ł WEEDS $34.50 560 Ł WEED SCIENCE $24.50 570 Ł WESTCOTT'S PLANT DISEASE HANDBOOK $34.50 580 - WYMAN'S GARDENING ENCYCLOPEDIA $29.95 CLOSEOUTS ORDER THESE TITLES AT SPECIAL REDUCED PRICES! 430 - FLOWER & PLANT PRODUCTION IN THE GREENHOUSE $13.60 440 - FUNDAMENTALS OF ENTOMOLOGY & PLANT PATHOLOGY $18.50 450 - GARDENING IN SMALL PLACES $6.75 460 - GREENHOUSE ENVIRONMENT $21.20 500 - HORTICULTURAL SCIENCE $18.80 540 - INTRODUCTION TO FLORICULTURE $25.00 Mail this coupon to: Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 Name Street Address P.O. Box Number City/State/Zip __ Signature Phone Number _Date_ Please send me the following books. I have enclosed payment* for the total amount. Please charge to my Visa, Master Card or American Express (circle one) Account Number Expiration Date BOOK NUMBER AND TITLE QUANTITY PRICE TOTAL PRICE 'Please add $3.00 per order plus $1.00 per additional copy for postage and handling. Please allow 6-8 weeks for delivery Prices subject to change. Quantity rates available on request (postage & handling) Total Enclosed. CM 00 05 g < >« e to D § < U z £ 3 The Great Truck Debate An interesting sidelight to our "Searching For The Right Truck" article on page 1 is a letter we received from a reader in response to an article in the March issue by Greg Richards, vice president of operations for Hydro Lawn in Gaithersburg, Md., called, "The Effect of Route Efficiency On Cash Flow and Profitability." The reader, Robert Brown, with Michigan Lawn Spray, Inc., in Sterling Heights, Mich., writes: "I enjoyed your article on efficiency in the March issue, and in as much as I feel I have a most efficient operation myself, it appears that Greg Richards has done a great job in keeping numbers and is headed in the right direction. I put all of his numbers in my TRS 80 computer and find that Greg is working 188 days a year averaging 120,000 square feet per day. His truck cost of $10,000, plus the fact that he only gets 8.5 miles per gallon, indicates to me that he uses a big truck of 1,000 gallon capacity or more. Here's the kicker Š (ed.) If Greg wants to be efficient he should cut way down on the water he is using and get a smaller truck. I do 120,000 square feet, with only 112 gallons of water and carry it on a Datsun, getting an average of 18 miles per gallon, and have been doing low volume spraying for years. My Datsun can carry enough material to last one of Greg's operators two and a-half days without a refill. That's efficiency! I now use 9/10 gallon per square foot. Who said we have to use three to 10 gallons per 1,000 square feet? Nobody told me that, but then nobody was around when I started 15 years ago. Š Robert Brown." The point is that no one vehicle will prove suitable for each and every company's route requirements. Calculations Š with or without a computer Š should be made to maximize your profitability. CLASSIFIED ADVERTISERS 1981 Used Spray Units For Sale Š 1250 gallon tanks. John Bean F.M.C. 20-20 pumps. Steel beds. 16 HP Kohler engine. Ford F600's. Call 502-241-7341. TF MISCELLANEOUS RATES: 50* per word (minimum charge, $20). Bold face words or words in all capital letters charged at 75' per word. Boxed or display ads charged at $50 per column inch (one inch minimum). Agency commissions will be given only when camera-ready art is provided by agency. For ads using blind box number, add $5 to total cost of ad. Send ad copy with payment to Dawn Anderson, LAWN CARE INDUSTRY, 1 East First Street, Duluth, MN 55802. BOX NUMBER REPLIES: Mail box number replies to: LAWN CARE INDUSTRY, Classified Ad De-partment, 120 W. 2nd St., Duluth, MN 55802. Please include box number in address. FOR SALE Used Spray Units for Sale 1,250-gallon stainless steel tanks, Mechanical agitation. FMC 20 gallon/minute pump. Hanney electric reel. Ford F600 and Chevy C60's Š 76 s, 77s, 78's and 79 s. Call 502-241-7341. TF FOR SALE: Well established liquid lawn fertilizing business in Cheyenne, Wyoming. Send inquiries to P.O. Box 1753, Cheyenne, Wyo. 82003 or phone 303-635-1875. 8/82 For SaleŠFinn Hydroseeder, 800 gallon 200 feet IV2" hose. Like new. Electric reel, platform for top discharge, mounted on Finn trailer. Contact: Garry Struyk, 402-592-2233 or 712-328-3909. 8/82 For sale Š 1978 Ford truck (19,670 mi.), 1600 gallon steel tank mounted in steel platform, mechanical agitation, Bean pump series 20, 2 Hannay electric reels with 500 ft. of hose each, PTO and hydraulics, excellent condition, $9,800. In Ohio call 800-282-6746, outside Ohio call 614-387-1880. 8/82 For Sale Š Finn Hydroseeder, 1,000 gallon, 1973, mounted on 1971 F 700 Ford Š Good condition Š $9,000.00 Š 1974 Renico Mulcher Model M60f6AB Š $2,000.00 Š Brillon Seeders $600.00 Š Stone Pickers 1974, Pixtone Š $1,000.00 Š Write Yeneral Tree Co., R.D. #7 Greensburg, Pa. 15601 or call Day 412-834-6777, Nite 412-834-7211. 8/82 PLEASE PRINT Name Business Name Business Address City State_ Phone -Zip_ Date H Then let us know. This publication will be mailed only to your current business address. Please indicate changes and return this coupon to us along with the mailing label attached to the magazine cover to avoid duplication. Thank you. Send to: LAWN CARE INDUSTRY HARCOURT BRACE JOVANOVICH PUBLICATIONS Subscription Dept. 1 East First Street, Duluth, MN 55802 Signature KELWAY® SOIL ACIDITY TESTER, used by PROFESSIONALS nationwide. Direct reading, lightweight, portable, fully serviceable, no power source, Model HB-2 reads moisture too. Available through distributors. For brochure contact Kel Instruments Co., Inc., Dept. T, P.O. Box 1869, Clifton, N.J. 07015, 201-471-3954. TF WANTED TO BUY WANT: CHEMICAL LAWN CARE BUSINESS (MINIMUM 2000 ACCOUNTS) IN COLUMBUS, OHIO, CHICAGO, ATLANTA, FORT WAYNE. DETROIT, LOUISVILLE, LEXINGTON, KY., CON-TACT: D.W. BAKER, P.O. BOX 73, WEST CAR-ROLLTON, OHIO 45449 OR CALL: 513-866-2402. 1/83 SERVICES GET ACQUAINTED PRICE! ENVY Chelated Mic- ronutrients will restore & maintain color and vigor in turf, trees, & shrubs. Check our delivered prices before you place your micronutrient orders in 1982. Call or write for more information. (312) 254-3115. NATIONAL LIQUID FERTILIZER CORP., 3724 West 38th Street, Chicago, IL. 60632. 9/82 Reader Inquiry No. Page No. 101 Balcom Special Products 13 102 Broyhill Co 16 103 Diamond Shamrock 19 104 Dow Chemical, U.S.A 2-3 105 Eclipse 18 106 Green Pro 22 107 Jacklin Seed 27 108 Jacklin Seed 7 109 Mobay Chemical Corp 14-15 110 Monsanto Co 8-9 111 Moyer & Son (Regional) 20 114 Northern Hydraulics 25 112 Northrup King 17 113 Stihl, Inc 28 115 Turf-Seed, Inc 11 116 Warren's Turf Nursery, Inc 21 NEW PRODUCTS 150 Professional soil testing is offered for lawn care 14 151 Irrigation system stops evaporation and runoff 14 152 Insect pesticides into turf irrigation system 14 This index is furnished for the reader s convenience. However, the publisher can not guarantee its accuracy due to circumstances beyond our control. Use our classified blind box service for confidential results! CORPORATIONS Dia. Shamrock Forms Chem Division International group The operating and administrative structure for the recently formed Chemical Unit of Diamond Sham-rock Corporation, a Dallas-based energy and chemical company, was announced by Charles E. Stewart, unit president. The operations section of the unit will be divided into three groups: industrial chemicals, spe- cialty chemical and international. The unit's administrative func-tions will be structured into the following five areas: finance, human resources, technical, ad-ministration and planning. James E. Long has been named vice president, industrial chemi-cals group, with responsibility for all of the company's chlor-alkali and soda products businesses. He was formerly vice president and general manager of Dianond Shamrock Europe. Kenneth P. Mitchell has been appointed vice president, spe- cialty chemicals, with responsi-bility for the corporation's ag-ricultural chemicals, animal health, process chemicals, Ion ex-change and metal coatings businesses. Mitchell was previ-ously vice president and general manager of the process chemicals division. No, this is not the coup Cheech and Chong cruise in, but Joe Matulis, president of L&M Lawncare, Cleveland, does. W. Dale Wegrich has been named vice president, inter-national group, with responsibil- ity for providing international support services to both the in-* dustrial chemicals and specialty chemical groups. In this capacity, Wegrich will oversee plant and administrative operations on a worldwide basis. In the new unit's administrative areas, Raymond F. Wiltrack has been appointed as vice president, finance. Prior to this, Wiltract was controller for the Anericas Pacific Division. William L. Abele has been named as vice president, human resources, with responsibility for all unit human resource, com-munications, and security func-tions. Abele was previously di-rector, human resources, for cor-porate headquarters in Dallas. George L. Fish has been named vice president, technical, with re-sponsibility for all unit engineer-ing, environmental and manage- ment information systems. Fish was formerly manager of opera-tions for the Agricultural Chemi-cals division. Donald L. Smith has been ap-pointed vice president, adminis-tration, for the unit's purchasing, transportation, legal and ad-ministration services. Smith was vice president of administration for the International Technology Unit. John Sherwin Jr. has been ap-pointed as vice president, plan-ning, and development. He was fornerly manager of international planning for the Americas Pacific Division. OFTANOL from page 7 Mole Cricket for mole cricket control is 40 pounds per acre or .9 pounds per 1,000 square feet. Specified dosage should be applied using ground equipment which has been accu-rately calibrated for uniform ap-plication of granular pesticides. Apply one-half inch of water after applying Oftanol. No pre-watering is required. Consult your local turf specialist, state agricultural ex-periment station, or state exten- sion service specialist for specific information regarding application rates or timing. In addition to mole cricket, Oftanol is also effective in con-trolling white grub larvae, bill- bugs, chinch bugs, and sod web-worm larvae. Oftanol is available in 40-pound bags. For further information, contact Mobay Chemical Corpora-tion, Box 4913, Kansas City, Mo. 64120. Another fine quality-controlled product of Jacklin Seed Company. Great in the sun, Glade also doubles in moderate shade. So sun-time or shadow, it has the get-up-and-grow you need for overall good-looks: Early riser for dark greening, fine color tone and texture, better stamina for disease resistance than other elite Kentucky bluegrass. An outstanding double-duty performer, Glade rates with the best, yet costs less. Let Glade's vitality work double time for you, guarding against bare areas in sun or 60% shade under trees and near buildings. Ask for Glade at your local wholesale seed distributor. KENTUCKY BLUEGRASS U.S. Plant Patent 3151 License in Canada Nc. 2133 The gear driven oil pump on a Stihl028Wood BossŽ. We in-troduced it in 1926. And we kept improving it. The pump doesn't oil when the saw is idling, only when the chain is turning. Which means, with proper fueling, you'll neverrun out of oil before you run out of gas. We call it the "Smart Pump." It only works when it needs to. And we think it's another reason our saws arejust getting bro-ken in when so many othersare breaking down. There are chain sawsand there are Stihls. And Stihl quality startsat under$160 with the model 009. If you're considering oneforless. rememberthis: You get whatyou pay for. Foryour local dealer's name. call toll-free 1-800-528-6050. Extension 1430. In Arizona call 1-800-352-0458. Extension 1430. Circle No. 113 on Reader Inquiry Card STIHL The World's Largest Selling Chain Saw.