The Andersons played a key role K mart to display Grasscycling logo; to learn of PLCAA program NASHVILLE, TNŠThe Pro-fessional Lawn Care Associa-tion of America has been discovered by one of America's largest retailers. The K mart Corp. an-nounced its support for PLCAA's GrasscyclingŠTo-day's Turf, Tomorrow's Earth campaign. The huge, Michi-gan-based retailer will be using PLCAA's logo, slogan and en-vironmental message on pack-age labeling for K mart's line of Super K-Gro Lawn and Garden products. The new labeling will be in-cluded on all packaged items (bottles, cans, boxes and bags) of K mart household plant 
products, liquid and granular fertilizers and insecticides, 
said Rick Steinau, out-going PLCAA president, at a press conference at the Green In-dustry Expo here in Novem-ber. Millions of Americans will now become aware of the PLCAA symbol. The announcement added fuel to the most successful en-vironmental (and public rela-tions) campaign every at-tempted by PLCAA. Since 
beginning the Grasscycling last spring, PLCAA officials in Marietta, GA, have been be-sieged for information from See PLCAA on page 16 Robert Parmley (r.) thanked by '90 PLCAA president Rick Steinau. Parmley, '89 PLCAA president, said goodbye to Association WWN ORE INDUSTRY Serving the needs of the professional lawn care operator DECEMBER 1990 VOLUME 14 NUMBER 12 Find out how Bruce Balfour makes his Maine clients happy with less product on page 8. Goal of RISE: issues management NASHVILLE, TNŠAssocia-tions representing specialty chemical users struggle to manage the growing issues surrounding chemical use. Some in the specialty chemical industryŠspecifi-
cally basic manufacturers, NF*T MONT" formulators and distribu-torsŠfeel the associations are 
too fragmented to address chemical issues raised by gov-ernment and the public. Nor, probably, do they have the fi-nances to educate either law-makers or the public. Many of these same manu-facturers and formulators an-
nounced the formation of an SEE RISE on page 12 PLCAA chief dedicates award to industry LCI names Brooks as its 7th Person of the Year NASHVILLE, TNŠJames R. Brooks, the most visible spokesman for the profes-
sional lawn care industry in 
the 1980s, is shifting gears. As the last crated display rolled onto a truck at the end of the Green Industry Expo Trade Show in Nashville last month, Brooks said goodbye to a V/2 year relationship with the Professional Lawn Care Association of America (PLCAA). His involvement with the GIE Show apparently is his last official duty with PLCAA. "I'm taken back and flat-tered," said Brooks when in-formed of his choice as Lawn Care Industry magazine's 1990 "Person of the Year". And when LCI Publisher Jon Miducki presented the plaque to Brooks in the au-ditorium of the Nashville Con-
vention Center, with hun-dreds of LCOs looking on, the 
usually unflappable Brooks, his voice breaking slightly, 
said, "I would like to dedicate 
this "Man of the Year" award 
to all of you for making this a great industry." Brooks' selection is well de-served, considering his 17 years in the turf industry. He became a member of the staff of the Golf Course Super-intendents Association of America, Lawrence, KS, in 1974 (he's a graduate of the University of Kansas) and managed the GCSAA Trade Show for five years. In 1979 he, his wife Marilyn and two sons moved to Atlanta 
when Brooks accepted the I've had a love affair with the turf industryŠ James R. Brooks position of national sales man-ager and assistant publisher of Golf Business magazine, a Harvest publication. Three years later when that magazine's circulation was 
folded into the broader-based Weeds, Trees & Turf) maga-zine (now Landscape Man-
agement), he switched too and represented both WTT and Lawn Care Industry maga-zines as national sales mana-ger. "That (his association with LCI) is how I was introduced 
to the lawn care people," said Brooks. See LCI on page 6 lECTiON Order now. Pay nothing until May 1991! ^ ' Buy Direcln 48 Commercial Rotary Ł . V I LESCO 52 Commercial Rotary with zero-turning radius r * / LESCO 36 Commercial Rotary SAVE OVER 15 PERCENT ON LESCO SPREADERS, SPRAYERS AND ROTARY MOWERS! Now is the best time to order LESCO turf care equipment for next spring. Order early and save up to 10 percent. Pay nothing until May 1, 1991, or pay early and 
save over 15 
percent. Take 
delivery at 
our option. Save on the following LESCO Po'y Tank sPrayer LESCO equipment: drop, rotary and pendulum spreaders. Fiberglass and 
poly gas-powered tank sprayers. Rotary mowersŠincluding our new zero-turning-radius mower. LESCO Rotary Spreader The sooner you order, the more you'll save! Determine your savings by 
combining 
discounts for the month you order 
and the month you pay. Early Early Order Payment Discount Discount 10% 4% 3% SAVE OVER 15 PERCENT ON A LESCO 52 COMMERCIAL ROTARY MOWER! $6,095.00 Price of mower includes rear discharge and standard tires. - 609.50 10% November Early Order Discount $5,485.50 - 329.13 6% November Early Payment Discount $5,156.37 Net due November 30, 1990. Note: Example reflects total discounts of 15.4 percent. Sales tax is not shown and must be 
added where applicable. Contact your LESCO Sales Represen-tative, visit your nearest LESCO Service Center or call toll free (800) 825-3726. In Cleveland, call (216) 333-9250. LESCO, Inc. 20005 Lake Road, Rocky River, Ohio 44116 Most of the educational sessions filled on opening morning of PLCAA Conference. We threw a big party! NASHVILLE, TNŠ "What if I unnecesarily. nobody shows up," Jon Mid- He was serious, honest, ucki, Lawn Care Industry Then about 6:15 p.m. on magazine publisher fretted I Monday opening the Green IPM specialist Sheila Darr found a receptive audience. Author Michael LeBoeuf preached the value of service. Richard Steinau and his wife Valerie at LCI party. Steinau, PLCAA '90 president, operates Greenlon, Cincinnati. Industry Expo, people started showing up for the get-ac-quainted reception hosted by sister magazines Lawn Care Industry and Landscape Management. First in pairs they came. Then in groups. Within an hour the floor of the Nashville 
Convention Center was filled with friends and new acquain-tances. We invited everybody at the GIE. Somebody heard us. More than 2,000 people showed up. We had a grand time. 
Better yet, that same en-thusiastic spirit flowed into 
the educational sessions the following morning, and the ex-hibitors on the trade show floor said traffic in front of their booths was brisk 
throughout the week. LCI .w i 3 Dan Meek, Mobay, (left) and LCI Publisher Jon Miducki. Patti Ottley (left) and Laura Adams of One Step Lawncare, North Chili, NY, sampled refreshments at reception. i w Š PLCAA board of directors introduced to a full house at annual business meeting. Paul DeAngelo (left) with wife Lisa, Lawn Specialties, with Tim Doppel of Atwood Lawncare. WWN GIRE INDUSTRY RON HALL Editor JERRY ROCHE Executive Editor JON MIDUCKI Publisher ROBERT EARLEY Group Vice President LINDA O'HARA Production Manager ROSY BRADLEY Production Supervisor BRYAN VOLLMAN Graphic Design MARILYN COPP Circulation Supervisor GAIL PARENTEAU Reader Service Manager THEODORE C. MATHEWS Promotion Director JOHN PRESSELLO Graphics Manager BUSINESS STAFF Midwest Office: JON MIDUCKI (216) 826-2855 Publisher ANNE LANQHENRY (216) 891-2739 Regional Sales Manager PAUL GARRIS (216) 891-2729 Regional Sales Manager 7500 Old Oak Blvd. Cleveland, OH 44130 FAX (216)826-2832 Southern Office: DICK GORE (404) 233-1817 FAX (404) 261-7022 3475 Lenox Road, N.E., Ste. 665 Atlanta, GA 30326 Western Office: BOB MIEROW (206) 783-0549 FAX (206) 784-5545 1515 N.W. 51 Street Seattle. WA 98107 Classified DAWN NILSEN (218) 723-9349 1 E. First St., Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120 W Second St Duluth. MN 55802 218-723-9465 RICHARD SWANK, Chairman ROBERT L. EDGELL, Vice Chairman RICHARD MOELLER, President LARS FL ADM ARK, Executive V Pres ARLAND HIRMAN, Vice Pres /Treasurer THOMAS GRENEY, Senior V. Pres EZRA PINCUS, Senior Vice President 
JOE BILDERBACH, Vice President DAVID T. MAYER, Vice President LCI ADVISORY COUNCIL BARRY TROUTMAN MARTY ERBAUGH Massey Services Erbaugh Corp. Orlando, FL Peninsula, OH A. J. POWELL JACK ROBERTSON U. of Kentucky Robertson Lawn Care Lexington, KY Springfield, IL LAWN CARE INDUSTRY (ISSN 0160-6042, is published monthly by Edged Communica-tions. Inc. Corporate and Editorial offices: 7500 Old Oak Boulevard. Cleveland. Ohio 
44130 Advertising Offices: 7500 Old Oak Boulevard. Cleveland. Ohio 44130.233 North 
Michigan Avenue. 24th Floor. Chicago. Illi-nois 60601 and 3475 Lenox Road. N E Suite 
665 Atlanta. Georgia 30326 Accounting, Ad-vertising Production and Circulation offices: 1 East First Street. Duluth. Minnesota 55802. Subscription rates: $25 per year in the United 
States: $50 per year in Canada All other countries: $100 per year Current issue single copies (pre-paid only): $2 50 in the U.S.; 
$5 00 in Canada: elsewhere $10.; add $3 50 
for shipping and handling per order. Back issues, if available $10; add $3 50 per order 
for shipping and handling (pre-paid orders only) Office of publication Edgell Communi-cations. Inc . 1 East First Street. Duluth. Min-nesota 55802. Second class postage paid at Duluth. Minnesota 55806. Copyright © 1990 by Edgell Communications. Inc All rights re-served No part of this publication may be reproduced or transmitted in any form or by 
any means, electronic or mechanical includ-
ing photocopy, recording, or any information storage and retrieval system, without per-mission in writing from the publisher. POSTMASTER Send address changes to LAWN CARE INDUSTRY, P.O. Box 6200. Duluth. Minnesota 55806 ABP VBPA Help badly needed. A young male employee of Eastlake Greens Country Club, San Diego, died while helping a young woman fight off an attacker. The deceased employee had not worked at the club long enough for its insurance to provide any benefits. Donations for the man's family, contact Sandy Clark, Eastlake Greens Country CLub, 900 Lane Avenue, Ste. 100, Chula Vista, CA 92013. 619/421-0127. The October issue of Readers Digest magazine contains the article "The Great Apple Scare" 
about the Alar scare. Writes author Robert J. Bidinotto: "The fear crusade against Alar succeeded. But 
we should not cave in to the next campaign based on manipulated data 
and slick P.R. techniques. It is this 
threatŠto common senseŠthat poses the most intolerable risk." The Seaboard Seed Company donated almost 1,000 pounds of turf seedŠ800 pounds of a bluegrass-ryegrass mixture and 174 pounds of shade mixtureŠto upgrade the Little League World Series Field in Williamsport, PA. ChemLawn Supply Corporation donated 100 pounds of primed bluegrass seed for the main field. ChemLawn's Williamsport franchise, owned and operated by Richard Thoma, has donated lawn care service to the facility since 1984. Larry Scovotto left as executive vice president of the American Association of Nurserymen (AAN) Oct. 7. Attacked by Big Mac? A McDonalds fast-food outlet in Waterloo, Iowa, and a local television station took some shots at professional lawn care in a promotion called "The 7 Seven Things You Can Do to Help the Environment". The self-serving promotion apparently wasn't too accurate. PLCAA offered more accurate information, but 
nobody at the food company with any clout wanted to hear it. "Nitrogen is the hot item on the environmentalists' agenda, even more than pesticides for some people," said Dave Buckman, Buckman & Associates, at The Fertilizer Institute's Outlook '91 Conference. Green industry consultant (and LCI contributor) Duane Moll is a resourceful individual. A deer jumped 
in front of his small car as he was driving through Missouri on his way to the Green Industry Expo. The car 
was demolished but Duane was 
uninjured. He hopped a bus to the Nashville event and caught a ride back to his home in Denver with an 
exhibitor after the GIE Show. Want to know how BufTalograss got it's name? Says Dr. Bill Knoop of Texas A&MŠ"Out in West Texas 
the only water this grass ever got was a passing buffalo herd. And that's the 
only fertilizer it ever got too!" Wanda and Louie's honky tonk sits adjacent to the original Grand Ole Opry in downtown Nashville. 
Both have seen better days, but on the opening Sunday night of the GIE 
show, Sandy Hardymon, wife of ChemLawn's Steve Hardymon, put some life back into the old place with help from local guitar pickers (who doesn't in Nashville?) Harlen and Bob (says he played with Marty Robbins). Sandy, who has a marvelous singing voice, traded tunes with a former Hee Haw gal. Patrons of Wanda and Louie's, including several PLCAA guests and officials, enjoyed the singing of the two 
talented women immensely. Connecticut Turf & Landscape Conference. Feb. 14, Hartford Civic Center, Hartford, CT. Contact: Elizabeth Maisano, P.O. Box 876, 
Bethel, CT 06801. 203-791-8615. Higher insurance rates in '91? For those of you thinking you're already paying too much for insurance, here's some bad news. Sources say the cyclical insurance market will harden in '91. own horn How to toot your LCOs can gain valuable public relations and establish their companies as responsible members of the local business community by working with the press. Question. What is one of the most economical 
and profitable ways to advertise your lawn care busi-ness? Answer. Write effective press releases and send them 
to the right media. This re-
quires only a minimum invest-ment in time and cash for a potentially high return. If you've been getting more yawns and blank stares than sales when you try to interest prospects in your lawn care business consider building it with free publicity. Publicity is the dissemina-tion of information with news value issued as a means of gaining public attention or 
support. Or, as one lawn pro-fessional explains, "Publicity 
is nothing more than news events or other items of gen-
eral interest concerning a 
company delivered to the at-
tention of the public through the media." It can boost your sales by establishing you as a lawn care expert, inform the public 
about your services, and pro-ject a desirable image of you and your company to the pub-
lic. This is because editorial 
stories take time to read (or 
listen to or watch) and the 
more time a reader spends with your story the more likely this person is to remember you and your lawn care business when in a buying mood. An article in a respected media is also more be-lievable than an adver-tisement because an editorial 
appears in a publication only if it meets the high standards of the editor. News stories also 
enjoy a high readership be-
cause they appear in period-icals which are usually purchased, listened to or watched because of their edi-
torial content. If a newspaper is bought to be read, the pur-chaser, obviously, will read it. And, such articles make ex-cellent reprints for flyers, di-rect mail pieces, display posters and giveaways by salespeople. You and your em-ployees, through such pub-licity, publicity, begin to be 
recognized as local experts in 
lawn care work. Remember, however, news releases aren't used by pub-
lications for the benefit of your 
lawn care company. They're published for the benefit of their readership. If your message is unusual, timely and/or particularly news worthy you can place it with many publications in-cluding local papers, nearby city papers, national dailies, local and national radio and even local and national TV. Although radio and TV sta-tions use less of this type of material than than news-papers, when there is a slow news day you may find your-
self getting some fantastic free publicity for your business. Where can you find material for good public relations sto-ries? In your lawn care business. Good releases can include in-formation about seasonal open houses, business expan-sion, new product lines, new 
services, relocation, business anniversaries, employee pro-motions, new employees and 
retirements, awards received by the company and its work-
ers, important visitors, finan-
cial and sales reports, 
donations to worthy commu-nity causes, social activities, speeches given by company of-ficials to others in the industry and to the general public. And 
a whole lot more. For instance, if the point of your release is "local boy who made good" in your lawn care business, the release may find a receptive editor in a weekly paper published in this worker's home town. Keep in mind the meaning of newsŠ 
recent events and happenings, especially if they're unusual, notable and previously un-
known. How can you write a good news release about your lawn care business? Follow these guidelines: Ł List of all the facts you want to describe. Ł Write them in clear, sim-ple language. The first sen-tence should describe the most important fact. The story should end with the least im-portant. Include who, what, 
when, why, where and how in-
formation. If the story con-cerns a new product for lawns, tell what it is, who offers it, why it's needed, and why it's news. Ł Avoid technical jargon. You can always enclose back-ground material concerning 
concise data, features, op-
tions, and factory product lit-
erature which the editor can use if a decision is made to 
expand your story. Ł Avoid long rambling sen-tences. Use no more than six sentences to a paragraph. Ł Avoid superlatives and exaggerated claims. Ł Restrict the use of your company's name to a max-imum of three times in a two-page news release. The shorter the story, the fewer times the name should be mentioned. 
No editor wants a story which primarily promotes a com-
pany's products or services. Ł Be brief. Write what you have to write and quit. Good news releases tell their story in a minimum amount of space. Two typewritten, double spaced pages is average. Ł When you're finished, read carefully. Check all details. 
Don't expect the editor to See TOOT on page 17 UPFRONT Newspaper advertisements didn't do industry any favors With friends like this who needs enemies? In a short and mostly forget-table career as a sports edi-tor of a small daily newspaper I learned two lessons, the hard way: Ł Never criticize the local high school football team whichŠI heard as I was being drop-kicked out of a locker roomŠis a lot like biting the 
hand that feeds you. Ł Never badmouth the competition. The competition remembers a long, long time and paybacks are never pleas-
ant. They can hurt. Fifteen years later, these maxims still (sometimes) flash 
into my mind when I'm about to say or write something in-
credibly self destructive. The franchisee for a cer-tain "natural" lawn care company early this past growing season, in an effort to 
attract customers, a)bit the hand that feeds it, 6)caused competitors to think some rather unkind things about it. The affair involved a pair of newspaper ads the "natural" lawn care operator ran in a metropolitan New England newspaper. One displayed an illustra-tion of a skull and cross bones 
and linked it to what the "nat-
ural" LCO implied to be tradi-tional lawn care with its attendent chemical fertilizers and control products. The other was an illustration of a family wearing gas masks ap-parently in its yard, again linking chemical lawn applica-tions with turning a home lawn into a toxic waste site. Only the franchisee knows if the ads scared up many, or any, customers. If they did, it's 
a good bet most of the custom-
ers came from other LCOs in that particular market area. That, in itself, isn't such a big deal. LCOs have been trad-ing customers for years, and 
that phenomena may even be accelerating in regions where 
construction and the local 
economy have slowed. When a lawn care company developes a better marketing campaign, 
competitors, finding them-selves at a disadvantage, can respond with equally strong 
campaigns. They'd better. Sometimes the competitive action gets a bit twisted, per-haps involving a company's customer list, or something as low-tech as cruising neigh-borhoods and counting flags (in areas requiring posting) of a particular company. miike it As business people, most of us draw the line of what's eth-ical and what's not somewhere in the vicinity of our advan-tage. There's some gray here. Unfortunately, the news-paper advertisements run by 
the "natural" company several months ago went beyond what many responsible business people in professional lawn care consider marketing. Or 
education. With its negative and mis-leading illustrations, it further confused the public. (Isn't 
there enough confusion al-ready?) This type of advertis-
ing will shrink the lawn care RON HALL EDITOR market. It'll scare some cus-tomers away, and to what pur-
pose? Obviously, it's better to expand the market and, failing this, to of-fer newer, more efficient and 
more profitable services to that market. This requires that LCOs educate customers and that's a long way from running news-paper advertisements showing people in gas masks and the skull & crossbones. In light of the media brushfires arising from LCOs' 
advertising safety claims this 
past growing season, the news-
paper ads appear even more irresponsible. LCI STEP INTO THE r^iHinir^iH ^a *awn anc*tur*care k 1 businessman, you need an efficient, comfortable work environment. You need Snapper/Kees Pro Series mowers - the most user-friendly commercial walk-behind you can buy. We build these tough, gear-driven mowers to please tough customers. We know the demands turf care pros place on their equipment. The Pro Series unique handle design adjusts easily to operator height, and allows true finger-tip control, regardless of operator hand size. And, Pro Series offers a choice of power unit options (14 hp and 18 hp Kohler engines) and mower deck sizes (36", 48", 52" and 61") to custom fit a Pro Series mower to match your needs. Key features include: Ł Shift-on-the-go capability with a special Peerless transmission that's exclusively designed for Snapper/Kees. Ł Five forward speeds from 1.5 to 5.9 mph, plus positive reverse drive. Ł Five-gallon capacity polyethylene fuel tank. Ł On-the-go brake adjustment. Ł Handle-mounted headlights. Snapper/Kees dependable equipment, easy lease plans and commercial user Snap-Credit make your business look good, on the job and on the bottom line. 700-800 Park Avenue Ł Beatrice, Nebraska 68310 U.S.A. Ł Phone: 402-223-2391 Ł FAX: 402-228-2258 F.D. KEES MANUFACTURING COMPANY SINCE 1874 A SNAPPER EQUIPMENT COMPANY \ COVER STORY Prdcttce LCI Publisher Jon Miducki honors James Brooks (r.) at GIE Show. PLCAA from page 1 the public and the media, anxious to learn how to reduce the stream of yard waste in America's landfills. (Solid waste experts claim yard waste accounts for as much as 20 percent of landfill space.) K marts' desire to use PLCAA's expertise was particularly gratifying for PLCAA public relations specialist Sandy H. Mar-
ting and former staffer Dr. Barry Troutman (he's now with Massey Services, Orlando, FL) who put the program together. Grasscycling is incredibly simple really. It's aim is to get the public to mow their lawns slightly more often and leave the grass clippings on the lawns where they'll decompose and return nutrients to the soilŠand not to bag grass clippings and have them hauled to landfills. To that aim, PLCAA developed, in-house, the program's logo and supporting educational material which it has made available to lawn care professionals. LCOs, in turn, are being asked to help educate the public. K mart became aware of PLCAA's cam-paign through The Andersons, the agri-busi-ness headquartered in Maumee, Ohio. The I Andersons have been producing product for Wyfi K mart the past 15 years. The Andersons ap-proached K mart with details about Grasscyc-ling late this summer and the retailer, in the process of redesigning its packaging, was receptive. "It appeared to be an obvious fit," said Peter A. Machin, manager of sales and marketing, lawn fertilizer division of The Andersons. "It certainly is a compliment to the Grasscycling program and a compliment to PLCAA." K mart may not be the only retailer to adopt PLCAA's pro-gram. Machin said at least three other lawn and garden product 
suppliers will probably use the material. "We are happy to have played a small role in this," Machin said of The Andersons' role in boosting the recycling idea. In a related matter, an official of the U.S. EPA lauded the PLCAA for its program. Sylvia K. Lowrance, director of the Office of Solid Waste, said: "Reducing and recycling yard waste has the potential for 
significantly lessening the burden on our landfills and incin-erators. We appreciate your Association's efforts to enhance the reduction and recycling of municipal solid waste." LCI Machin I GRASSCYCLING Todays Ttirf Ł Tomorrows Earth sm LCI from page 1 When PLCAA's board of di-rectors decided their associa-tion should have its own management, they ap-proached Brooks, and on May 1,1983, he became its first ex-ecutive vice president. Atlanta 
became PLCAA's home. (Brooks took over from the Bostrom Corporation, a multi-management firm out of Chicago, that had seen PLCAA through its first 3V2 years.) Brooks, a tall, angularly handsome man with a deep voice and polished manner, immediately hit the road and began selling the association in a series of regional seminars where he met many indepen-
dent lawn care entrepreneurs 
who, heretofore, had not seen 
themselves as part of a recog-nizable industryŠor, had not been convinced of the benefits of belonging to PLCAA. "I've always seen myself as a builder. Certainly that was my primary goal, to give the association more visibility and recognition and to help it grow," said Brooks. In just over four years Brooks helped build PLCAA 
from less than 250 to almost 1400 members. Brooks told LCI that the lawn care industry is changing 
rapidly and, not coinciden-tally, he felt it was time for him to change too. "As an industry we've got to look realistically at the issues, and perhaps we have to look at 
them in a different light," said Brooks. "The industry and its technology will change. "It's a natural evolution and probably one that's needed. "The controversies have made us focus more on safety and what we weren't do-ing out there on lawns. Before, we weren't, with a few excep-
tions, talking about low-vol-
ume spraying. Nobody it seemed cared too much about pesticide drift. Most every-body was doing blanket appli-cations. "It's definitely forced us to be more thoughtful about our businesses and about safety." Added Brooks, "I've had a love affair with the turf indus-
try for a good many years and I've become acquainted with many wonderful, wonderful people. "I doesn't seem like 7l/2 years that I've been with PLCAA. The time has gone by too quickly," Brooks said. His future? "There are lots of opportunities in this indus-
try. I'm sure I'll remain in-
volved in some capacity. But, for right now, I'm going to rest a little bit." James R. Brooks is the sev-enth individual to be honored 
as an LCI "Person of the Year". Others receiving the honor were: James I. FitzGib-bon (1989), Jim Marria (1988), Bill Fischer (1987), Ron Giffen (1986), Richard Lee Duke 
(1985), and Jerry Faulring 
(1984). LCI Texas A&M turfer sees bright future for growth regulators Landfill crisis gave boost to Knoup's 10-year-old "Don't Bag It" campaign Ten years. That's how long it takes one of his ideas to take off, quips Dr. William Knoop, turfgrass 
specialist at Texas A&M Uni-versity. It was Knoop, 10 years ago, who began advising home-
owners to leave grass clippings 
on lawns, and not put them into bags to be hauled to land-
fills. Of course, there were more landfills then. And they weren't as full as they are to-day. Ten years ago, for in-
stance, in Piano, TX, homeowners generated 700 tons of grass clippings every 
week, 38,000 bags every seven 
days. Knoop's message slowly at-tracted a following and evolved into the Don't Bag It 
campaign upon which much of PLCAA's Grasscycling pro-gram is based. In recent years, Knoop has criss-crossed Texas and found receptive audiences at just about every stop. In fact, it's likely the Texas state legislature may formally rec-ognize the program sometime 
early this year. "This spring from January to April I will stand in front of 
thousands of Texans. We're 
going to practice Don't Bag It in every major Texas city, even as far as (the city of) Mule Shoot in the Panhan-dle," says Knoop. "Little cities and counties don't have the money to meet 
the criteria that government is saying must exist for mainte-
nance of landfills. Texas is in trouble. In a few months half 
of its landfills are going to 
close." But, city and county gov-ernments don't get a blank check with the Don't Bag It program. Instead, Knoop in-sists on complete cooperation from them including resolu-tions adopting the program 
and the distribution of mate-rial explaining the program and why it's needed. There is 
also plenty of "how-to" mate-rial including proper watering, 
mowing and fertilizing infor-
mation. "At our public meetings there is almost a sigh of relief when the public learns they don't have to bag," says Knoop who believes the land-fill crisis could have an even 
larger impact on the lawn care industry, including: Ł reducing sales of bagging mowers and increasing sales of mulching mowers. Ł boosting the popularity of plant growth regulators. ("You can say to a customer, 4If we apply this product you only have to mow twice a month.' Do you think you would get a stampede? I do," says Knoop.") Ł increasing sales of fertil-izers containing larger per-centages of slow-release nitrogen. LCI Dr. Bill Knoop brought Don't Bag It details to PLCAA Show TOOT from page 4 worry about addresses, titles, spelling and industry nomen-clature. Type the release, double spaced, on either com-pany stationery or plain white standard 8 X 11 paper. Use two-inch margins on each side and the bottom, triple that amount at the top for edi-ting your copy. Type your company's name, address and 
phone number in the upper left hand corner if you aren't using business stationery. Be sure that the words "NEWS RELEASE" or "NEWS" in capital letters appear near the 
top of the first page. Write on only one side of the paper. Add 
a line reading "For further in-formation" or "Contact" fol-2 new studies to eye 2,4-D The Industry task Force II on 2,4-D Research Data author-ized funding for two new stud-ies. They are to be conducted by independent researchers at the University of Minnesota 
and the Canadian Centre for Toxicology. Total funding for the two studies will exceed $460,000. Results of both should be available by mid-1991. One study, conducted by Dr. Jack Mandel of the Uni-versity of Minnesota School of Public Health, will explore how well people can remember exposures to pesticides over an 
extended period of time. Both of the National Can-cer Institute (NCI) studies in Kansas and Nebraska rely solely on the memories of her-bicide users or their next of kin 
to estimate exposures. The other study, conducted by Dr. Ian Munro, director of the Canadian Centre for Tox-icology, will document 2,4-D 
handling and spraying prac-tices in Kansas, Nebraska, and Saskatchewan. These data will be gathered in five-year increments through the use of spray man-
uals and other records. Dr. Munro's study will then call an expert group of interna-
tionally recognized specialists in epidemiology and farm ex-tension work to reanalyze re-
cent studies in light of 
documented exposure pat-
terns of 2,4-D. LCI G'cycling week is set in April MARIETTA, GAŠThe Profes-sional Lawn Care Association of America (PLCAA) says Ap-ril 21-27 will be National Grasscycling Week. LCOs are encouraged to plan community events and educational programs. LCI lowed by the name and phone number of the person to con-tact if necessary. Precede the start of your story with the name of your city and the date to assure the editor that your message is lo-
cal and current. A clear and interesting pho-tograph makes a news release more valuable to an editor. Identify anyone in the photo-graph (left to right) on a sepa-rate sheet of paper pasted to the bottom margin or on the photo's back. Don't write on the photo; it may show through. When 
mailing photos protect them with cardboard to prevent 
cracking or bending. The size of the photograph isn't as im-portant as it clarity and news value. Publications will usu-ally reduce or enlarge photo-graphs to fit their news "holes" anyway. Make sure your informa-tion gets to the right editor. If your piece is business-ori-ented, send it to the business 
editor by name. If it's more of a how-to piece, introduce your-self to the home and garden 
editor. Learn their names and spell them correctly. And don't get dis-couraged if not all of your pieces don't im-mediately gain the attention of the media. Many news re-leases are never used. You're competing against all the other releases the editor must read and the limited space de-voted to such material. Consequently only the first sentence is usually read before the decision is made to either use, rewrite or discard the piece. Also, many are sent to the wrong person, or by target-ing the wrong audience. Don't write the release for your own gratification or that of your business or your boss. The more your information resembles an advertisement, the less likely it will be pub-lished. Be sure to address the publication's audience. A re-lease concerning your lawn and garden business which is written for a consumer audi-ence will probably be dis-carded by the editor of a trade publication. Now a few "don'ts": Ł Don't believe any adver-tising salesman who promises you "free publicity" if you'll sign up for an ad schedule. Ł Don't try to pressure an editor into running your story because you already placed 
paid advertising in the paper. Ł Don't call an editor to ask if your release has been re-
ceived. Ł Don't send a postcard to find out whether and when your story will be used and how. LCI Remember your roots. Just dig beneath the surface a bit and you'll see why it pays to make Dacthal your preemergence herbicide. With Dacthal you won't have to worry about stressed or damaged roots in desired turf. Because most turfgrass root systems have a high tolerance for Dacthal. So while you may save a few bucks with less expensive herbicides, you may not save turf root systems. And healthy turf is the bottom line in terms of satisfying customers and minimizing callbacks. What's more, Dacthal has a proven record of performance on more than 20 annual grass and broadleaf weeds. Including the tough ones like crabgrass, spurge, annual chickweed, foxtail and Poa annua. Given recent problems with crabgrass control and damaged root systems, it's no 
wonder lawn care professionals are making the Dacthal choice this season. Remember, Dacthal is not water soluble, so it won't leach during wet conditions. And Dacthal is biodegradable, so accumulation in the soil has 
never been observed. So why not make Dacthal your preemergence herbicide this season? Why not join a growing grassroots movement? Fermenta ASC Corporation, 5966 Heisley Road, RO. Box 8000, Mentor, OH 44061-8000. Always follow label directions carefully when using turf chemicals. C'mon back to Dacthal wmmmmmmmuum In Bruce Balfour's small operation, the owner often applies products too, but selectively. When less means more Maine PCO Bruce Balfour cut his pesticide use with a dual-hose system, and he says his customers are pleased. BY RON HALL editor In the front yard of a tidy, frame farmhouse just out-
side Portland, Maine, are two signs, maybe three-feet 
across each: "Sprayed" reads one, "Unsprayed" the other. They reside over rec-tangular patches of turf that's supposed to show passerbys on this quiet, two-lawn road in coastal Cape Elizabeth the ad-
vantages of professional lawn applications. Only, sometimes, some joker pokes the "Sprayed" sign on the weedy, brown patch of turf and the "Un-sprayed" on the healthy plot. 
Or, as was the case this season, the rains are abundant and pest problems light, and both areas of turf look just fine. The office of Bruce Balfour of Spray 'N Grow Lawn Care is located in this smallish farm 
house (its rugged construction 
hints that it's well over a cen-tury old) and, judging from the smile lines that turn up from 
his blue eyes, Balfour appreci-ates a little fun, even if it's at his expense. When it comes to pesticide safety issues, however, the 34-year-old businessman doesn't play games, one reason why he redesigned his application program. This recently past season he switched from a rou-tine of pre-programmed 
broadcast spraying to targeted 
treatments. He and his techni-cians (his is a four-truck oper-ation) apply control products only when needed. "Customers are clearly con-cerned about chemicals and how we use them, so I made a decision to minimize pesticide 
usage," he says. Balfour spent $1,000 on each of his four spray trucks to install a dual-hose application 
system, one hose exclusively for fertilizer and the other for pesticides. Applicators can spot treat problem areas as 
they fertilize lawns. "Sure, the hose is a little bit harder to pull," admits Bal-
four, "but if an applicator starts with this system they really don't notice. "The on-off control lets you spot problems as you go, zap-ping weeds if you see them," he explains. "There's no need to return to the truck for an-other hose or to broadcast spray unnecessarily." Balfour has used less than half the amount of Trimec and 
Dursban Spray 'N Grow ap-plied during the 1989 applica-tion season. These savings in 
product costs alone helped off-set the the few extra minutes he and his applicators spend on each property. And his lawns looked excel-lent this year. "If customers ask why we don't cut our prices because 
we're putting down less pesticides, my answer is that's costing us more in labor and 
training. We want our ap-plicators to be able to get down and diagnose their problems. 
That's a lot different than just getting out of the truck and 
dragging the hose over the lawn, and not knowing one weed from another." Balfour feels his approach to professional lawn care ad-
dresses many of his customers' 
concerns over pesticides, re-duces chemical costs and lessens his liability, particu-
larly in the event of a road ac-cident. LCI Maintained turf and landscape increase a property's worth homeowners can protect investment by calling on green industry pros BY STEVEN DAY Healthy and attractive trees, shrubs and turf are truly a cap-ital investment in one's prop-erty. They also provide real as well as perceived benefits to the environment and society. Every year lawn care pro-fessionals are becoming more aware of how they and their clients can benefit from this 
understanding. And they're educating cli-ents about these benefits. Landscape plants and healthy turf have a monetary value separate and apart from the real estate they are on; for-
tunately, many more realtors and real estate appraisers are realizing this. In a 1986 Gallup Organiza-tion Landscaping survey com-missioned by the 
Weyerhaeuser Company, new and previously owned home 
buyers estimated that land-scaping adds 15 percent, on 
average, to the value or selling price of their home. Over 60 percent of all homeowners feel 
that landscaping is as goodŠ or betterŠan investment than the investment in other types of home improvements such 
as remodeling the bathroom or kitchen. Value remains high Also, most homeowners surveyed feel that landscaping maintains its value and that an investment in good land-scaping pays a very healthy re-turn. Green industry profession-als should be prepared to take advantage of the tremendous 
opportunities which will result Spray 'N Grow located minutes from Portland's lighthouse. Environmental feelings high. in increased sales of landscape 
related products and services. They need to help educate homeowners, the real estate 
market, mortgage lenders, and insurors as to the real and per-ceived values of quality land-scaping. Equally important, they need to be aware of the proper 
steps to follow in the event that landscape plants are dam-
aged or destroyed from storms, 
vandalism, accidents, chemi-
cal injury and the like. The property owner may have a le-gitimate claim to compensa-tion from an insurance policy or as a deduction from their federal income tax. The Council of Tree and Landscape Appraisers (CTLA) in Washington, D.C. has a wealth of information on this subject, but for starters, inform your client that a green industry professional can help them with the design, installa-
tion and maintenance of their 
trees, shrubs and turf so that 
all plants will be worth more 
than if done by a layman. Suggest a pro You may even suggest that clients have their landscape plants evaluated and/or ap-
praised by qualified landscape professionals. The guidelines these professionals usehave 
been widely adopted in the in-dustry and are recognized by many insurance companies, the courts and in many cases 
the Internal Revenue Service. There are four factors in professional plant appraisal: Ł Species. The kind of plant in question. For exam-
ple, tree values vary according to the region, the plant hard-iness zone, and even state and 
local conditions. If the client has a question, they should consult with knowledgeable experts. Plants which are hardy, du-rable, adaptable and free of ob-jectionable attributes are the most valuable. They generally 
have sturdy, well-shaped branches and don't require ex-
tensive maintenance. Ł Size. Often the size and age of plants are such that they 
cannot be replaced. A specific formula, prepared by the 
CTLA is used in determining the value of these types of plants. Ł Location. There are many functional and aesthetic considerations that are af-fected by a plant's location in the landscape. A plant in the middle of your client's yard is generally worth more than the 
same one growing in a crowded the Reader Service numbers of those items of interest to you. NAME TITLE 0 FIRM ADDRESS CITY STATE ZIP PHONE( ) 101 116 131 146 161 176 191 206 221 236 251 266 281 296 311 326 341 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 342 103 118 133 148 163 178 193 208 223 238 253 268 283 298 313 328 343 104 119 134 149 164 179 194 209 224 239 254 269 284 299 314 329 344 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 345 106 121 136 151 166 181 196 211 226 241 256 271 286 301 316 331 346 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 347 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 348 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 349 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 350 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 351 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 352 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 353 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 354 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 355 L4WN OIRE INDUSTRY DECEMBER 1990 This card void after Feb. 15,1991 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 25 Ł Both chemical lawn care company and mowing/management lawn care company B. SUPPLIER 70 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: -Date. BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 I,I,I—I,I,I—I.II..hM..I.IHI.HII..MI I I I ALMA looking for the top "Lawnman" again in '91 HOLLYWOOD, FL ŠThe American Landscape Mainte-nance Association announces the following co-sponsors for the ALMA '91 Lawnman Competition: Ł Snapper Power Equip-ment will provide the mowers 
from their Pro Series line; Ł Stihl Southeast is bring-ing the line trimmers; Ł HMC, Green Machine is supplying the blowers and edgers. The event will take place at the ALMA '91 Expo, Feb. 23,9 a.m. The winner of the competi-tion receives a 5-foot trophy and one years use of a Snapper mower. Contestants must be 18 years of age or older. For more information contact the ALMA Expo Office 
305/925-7996. LCI street location. A tree growing by itself with plenty of room will often be worth more than one in a a crowded spot. A large tree or shrub crowding a foundation will be worth less than the same plant in a well designed landscape. Ł Condition. A healthy, vigorous and well-maintained plant will certainly have a higher monetary value than a 
similar plant that is given in-consistent or unprofessional 
care. A professional plant ap-praiser will consider numerous factors associated with soils, roots, trunks or main stems, 
branches, twigs and leaves than can and are affecting the plant's overall condition. These four factors can add to or detract from the dollar 
value of the plants on your cli-
ent's property. Properly deter-mining how they all fit to-gether can help for insurance purposes, tax deductions, the sale of property, or for court testimony in a lawsuit. Help your clients But, what should you do if client's landscape plants are 
damaged or destroyed? A casu-
alty loss of up to 100 percent 
can result from such things as condemnation, vandalism, a storm, an auto accident, chem-ical injury, lightning, fire or other causes. When a casualty 
occurs, whether it is major or not, communicate with the ap-propriate insurance claim agent and, if possible, the party responsible for the casualty. Receive authorization to have an appraisal performed by a qualified professional. Most appraisers can estimate the costs of cure or restoration in addition to the monetary value of the affected landscape plants. Be sure the appraisal is performed as soon after the ca-sualty as possible. An appraisal report will in-clude a description of the casu-alty and its cause(s), the monetary value associated with the casualty, estimates of restoration costs, and a rea-sonable judgment as to the likelihood of recovery as op-posed to recommended re-moval of the entire plant. Landscape plants are a real investment that can pay real dividends if they are properly located and well maintained. Take advantage of the many 
opportunities your clients 
create with their desire for PHILADELPHIA, PA ŠThe family business and how to build and manage it is the topic of a series of three-day conferences. The conferences are spon-sored by Laventhol & Hor-wath and Shearson Lehman Brothers, a securities and in-vestment banking firm, and American Express Group and Incentive Services. The con-ferences feature Dr. Peter 
Davis, director of Family Business Studies at the Uni-versity of Pennsylvania's landscaping, and take the time to become a qualified ap-
praiser of such plants through experience and education. LCI About the Author Steven J. Day is a consultant to the green industry. He operates LANDSCAPES plus, Wheat Ridge, CO 80033. Wharton School. Ł Jan. 10-12, 1991, Tucson, AZ, Loews Ventana Canyon Resort. Ł Feb. 21-23, Duck Key, FL, Hawk's Cay Resort & Marina. Ł March 21-23, Pebble Beach, CA, The Lodge. Ł April 25-27, Dorado, Pu-erto Rico, Hyatt Dorado Beach. Contact: Robin DeWees, Laventhol & Horwath, 1845 Walnut St., 25th Floor, Phila-delphia, PA 19103. 800/521-1818. LCI Soluble Kelp Extract Ł A natural source of micronutrients and properties enhancing root and turf development, vigor, and resistance. Ł An all-natural base for foliar nutrition formulations. AAcadian Seaplants Umited Dartmouth, Nova Scotia, Canada Tel: (902) 468 2840 Fax: (902) 468 3474 FMC to market chlorpyrifos PRINCETON, NJŠFMC's Pest Control Specialties Operations will develop, market and sell chlorpyrifos for the non-crop mar-kets in the United States. P. David Simcox, business director for the FMC Operations, said an agreenment has been reached with Makhteshim Agan (America) to distribute chlorpyrifos-based products for struc-tural pest control and other specialty uses. Customers can ex-pect the first in a line of FMC products containing chlorpyrifos in 1991. LCI Family business dates set L4WN GfIRE INDUSTRY Serving the needs of the professional lawn care operator rketplace A new monthly advertising opportunity spotlighting your product or service. C0R0N® 28-0-0 Controlled Release Nitrogen This clear liquid fertilizer provides long term release in a non-burning formulation. Suitable for turf, ornamentals, foliar and deep-root feeding of trees and shrubs. Mixes easily with fertilizer materials and other plant protection products. CORON Corporation P.O. Box 198 Souderton, PA 18964 800-338-0836, 215-723-5099 Fax:215-721-2800 Circle No. 106 on the Reader Service Card The July issue of LAWN CARE INDUSTRY features the annual Literature Round-up. This section offers you the opportunity to spotlight your 
company brochures, catalogs, sales literature, videos and training films. For more information circle the reader service number or contact: LCI-Literature Round-up 7500 Old Oak Blvd. Cleveland, OH 44130 (216) 891-2658 FAX (216) 826-2855 (800)225-4569 Ext. 658 Circle No. 112 on the Reader Service Card The section provides a high impact at low cost. For more information on Marketplace, or to reserve space, call: Cynthia Gladfelter 216-891-2658 or 1-800-225-4569 Ext. 658 Green industry professionals often add more resale value to a home than their cost. LC/'s December Prime Turf Performers (PTP'ers). Harris and Cox provide steady service for Jack Robertson LC Brian Cox says weather this season helped lawns. SPRINGFIELD, IL ŠJack Robertson Lawn Care counts not one key employee, but two, Service Manager Mike Harris and Operations Manager Brian Cox. The two have a lot in com-mon in addition to the 10 years each has been with JR Lawn Care. Both men are originally from the hilly farmland of western Illinois (near Quincy), both are married with two children apiece, and both en-joy the outdoor life, hunting and fishing. But, most importantly to JR Lawn Care customers, both men reflect the friendly, personalized service that's helped build JR Lawn Care 
into one of the most respected small lawn care companies in Illinois. ''When our customers are home and they want to talk about their lawns, we'll talk to them," says Mike who, on the 
average, treats 20 to 25 homes 
a day. "They appreciate that 
because everybody wants to know what's going on with their lawns. If they want to 
talk about something else, 
that's ok too, although I've had some lawns for years and 
I've never seen the people there." Mike says the past season was a pretty good one for JR Lawn Care. "We had the rains when we needed them," he says. "We had some weed problems, but that was ex-pected with all the rainfall." Mike's hobbies: fishing and watching his sons Brandon, 13, and Jordon, 6, play ball. Brian Cox, besides treating lawns, also oversees the com-pany warehouse and helps sell. "We try to get the same technician on the same lawn 
each time," he says. "You can 
tell the progress of the lawn. You know the history of the lawn, and it's good for cus-tomer relations. You get to know people by their first 
names." Cox says this is one reason why JR Lawn Care keeps cus-tomers. "Most of the people we lose are either moving out 
of town or moving into an 
apartment or condo or some-
thing," he says. JR Lawn Care uses mostly granular products except for weed control, and this year callbacks were low, says Cox. Selling? JR Lawn Care uses no telemarketing but won't hesi-tate about going out and knocking on doors. "The re-sponse is usually very good," says Brian. Brian and his wife have a son, Jason, 10, and a daughter, 
Amy, 7. Brian loves to hunt. RISE from page 1 umbrella organization to sup-port the $1.3 billion special chemical industry, RISE, short for Responsible Industry for a Sound Environment. The announcement came at a press conference at the Green Industry Expo in November here. "We are constantly bom-barded by federal, state and lo-
cal issues, regulations, legisla-
tion and misinformation," 
said Bill Liles of Ciba-Geigy. "This constant attack on our 
industry has cost us all valu-able resources. In most cases, 
our defense has been weak and poorly focused due to a lack of a central, coordinated effort." Added Charles Nash, ICI Americas: "We're not going to replace anybody. We want to amplify and focus the effort." RISE is an autonomous standing committee within 
the National Agricultural Chemicals Association (NACA). "Our efforts will support the position that judicious use of pesticides can prove posi-
tive in the care, maintenance 
and protection of public health and property," said Al-
len Haws of Mobay Specialty Products Group. "It's our mis-sion to be responsible to the public and support the indus-
try." RISE will reportedly serve as a clearinghouse of informa-tion on specialty markets, and 
will dispense information to promote and expand oppor-tunities for the industry. RISE will also: Ł lobby at all levels of gov-ernment, Does your company have a PTP'er? Contact 
Ron Hall, LCI, 7500 Old 
Oak Boulevard, Cleveland, Ohio 44130. LCI Ł develop an intensive educa-tion effort aimed at the public, Ł and develop end-user pro-grams on proper pesticide use. The proposed RISE bud-get for 1991 is $440,000 ($220,000 for operations, $10,000 for membership ac-
quisition, and $210,000 for 
projects). "We're not trying to create a war chest of $2 million or anything like that," said Bill Culpepper of DowElanco. Ciba-Geigy's Liles added that the presence of RISE "will allow associations to focus on their member 
needs...and not be running around stomping out fires." Peter Machin of The An-dersons said associations rep-resenting users of specialty chemicals will be the "arms 
and legs of RISE." Sometime early in 1991 RISE hopes to hire an execu-tive director who will answer 
directly to the RISE governing 
board. Membership in RISE is open to basic manufacturers, formulators, distributors, end users, associations, media and 
equipment manufacturers. 
Those joining before Jan. 31, 1991, become charter members. LCI Mike Harris: "We always have time to talk with customers.' Sandoz poll at GIE indicates LCOs want manufacturers to try harder NASHVILLE, TNŠLCOs attending the 
Green Industry Expo here in November said manufacturers should do more to promote product safety, training and education. That was the most significant finding in a poll conducted by Sandoz Crop Protection. A total of 342 attendees participated in the survey (109 business owners, 61 owner/ap-plicators, 51 applicators and 55 others). Sandoz asked: "Should manufacturers conduct more applicator education and 
training programs?" OverwhelminglyŠ94 percentŠthe at-tendees answered "yes" while 96 percent 
said that manufacturers should provide more printed materials about product safety/efficacy for applicators. Professional users of lawn care products look to manufacturers to shoulder more of the load when it comes to environmental concerns as well. Just over 46 percent (easily the highest percentage) of those responding said it's the manufacturers' job to take the lead role in explaining the safety of lawn care products. Only 18 percent felt it was the applicators' responsibility to be the number one spokes-
man for product safety. Another 56 percent said they didn't think manufacturers "have adequately responded to environmental concerns". Just slightly fewer (53 percent) indicated they don't have enough information to adequately inform 
their customers on environment-related is-
sues. In related questions: Ł slightly over half of those polled felt the recent surge in environmental publicity has 
had a "slightly negative" effect on their busi-
nesses, Ł 35 percent of the respondees said they'd upgraded their education and training pro-
grams, Ł and 26 percent claimed they have im-proved their customer education efforts. LCOs reported that, beyond effectiveness and cost of treatment, their primary con-
cerns center on human/animal exposure (39 percent) and environmental safety (23 per-cent). LCI U.S. EPA releases report on first national drinking well water survey Pesticides no problem in 'vast majority' of wells WASHINGTON D.C. ŠThe "vast majority" of wells in the United States don't have lev-els of pesticides or nitrates that would pose a risk to public health. That was the conclusion of the first-ever national survey of drinking water wells by the 
U.S. Environmental Protec-tion Agency. The EPA re-leased its preliminary report 
in mid November. "Where pesticides were de-tected, they were usually found at low levelsŠbelow 
levels of health concern," re-ported Henry Habicht, EPA deputy administrator. "At the same time, the find-ings underscore the need to be ever vigilant to avoid more se-rious problems in the future," added Habicht. "The Agency is more determined than ever to push ahead agressively to prevent futher contamination of drinking water." In the survey, EPA tested 1347 well water samples for pesticides and nitrates. These included 564 community and 
783 rural wells. Samples were taken in every state. Testing 
began in 1988 and cost about 
$12 million. EPA estimates there are about 38,300 community 
water systems with operating wells nationally, and that NC Conference slated Jan. 9-11 CHARLOTTE, NC ŠDown-
town Charlotte is the site of 
the 29th Annual North Car-olina Turfgrass Conference & Trade Show, Jan. 9-11,1991. LCOs may want to attend the educational sessions 
which begin Thursday, Jan. 10, with Dr. Tom Watschke, 
Penn State University, speak-ing on Weed Control Strat-egies for Lawn Care. Other 
topics covered that afternoon include Fertilization of Cen-tipedegrass, Winter Injury of Warm Season Grasses, and Management Practices to 
Prevent Turf Diseases. There are also sessions for golf and for parks and athletic 
turf. Trade show hours are 4-8 p.m. Wednesday, 11 a.m.-l:30 p.m. Thursday and again 4:30-8 p.m. Thursday. The Conference is spon-sored by North Carolina State 
University and The Turfgrass Council of North Carolina. Contact Gene Maples, Turfgrass Council of NC, P.O. Box 289, Southern Pines, NC 28388. LCI Questions about Pesticides? Call 1-800-858-7378 National Pesticide Telecommunications Network there are about 10,500,000 rural domestic wells in the United States. The water samples were analyzed for 101 pesticides, 25 pesticide degradates and ni-
trate. Using data from the survey, EPA estimates about 9,850 (10 percent) of the nation's com-munity wells and about 446,000 of the nation's rural domestic wells contain at least 
one pesticide above minimum reporting limits. The most commonly found chemicals (other than nitrate) are the acid metabolites of the pesticide DCPA or dacthal, a broadleaf weed killer used pri-marily on turf, and atrazine, a weed control chemical used mostly on corn. Even so, the levels of pesticides and pesticide degra-dates found in wells were usu-ally lower than levels of 
drinking water health con-
cern. EPA also says over half of both community and rural 
wells contain nitrate above the minimum reporting limit, in-cluding 1.2 percent of commu-nity wells and 2.4 percent rural domestic wells containing ni-
trates exceeding EPA's Max-imum Contaminant Level of 10 parts per million. The National Survey of Pesticides in Drinking Water Wells was the first such survey ever conducted in the United States. "Our association has been supportive of a need for a na-tional perspective," Tom Gilding of the National Agri-cultural Chemicals Associa-tion (NACA) told Lawn Care Industry magazine. "The response to the survey has, so far, been quite low key," said Gilding. "We're 
naturally pleased with the low 
numbers of pesticides and the 
low frequency of detection." Gilding says NACA views the preliminary report as a 
benchmark. "It's a manage-ment data bank. It shows us where we're at and we can use 
the data to prevent further oc-
currences." LCI Getting a new customer can be a whole lot harderŠand a lot more costlyŠthan doing the kind of good job that keeps an 
existing customer. And keeping 
a single customer can mean 
thousands of dollars over the life of your business. We're in it for the long haul, too. For over 25 years, The 
Andersons has provided the kind of proven product line-up and results-getting perfor-
mance that has helped hun-dreds of lawn care operators 
grow their businesses in healthy ways. Our broad range of fertilizers, herbicides, insecticides and combination products have helped us win over many a 
customer. And our product quality, consistency, excep-tional service and reliability have helped us keep them. the professional's partner The Andersons We'd like the chance to prove 
ourselves to you. We think 
you'll find we're good people 
to do business with. Personal service. Consistently high product quality. Technical service. Proven performance. All backed by a genuine integrity that is all too uncommon in today's business world. That's The Andersons. © 1989 The Andersons WHEN YOU TREAT YOUR CUSTOMER S LAWN IKE YOUR OWN ... YOU'VE GOT AXUSTOMER FOR LIFE Call us toll free, 1-800-225-ANDY for a comprehensive 
full-line Selection Guide or for the name of your nearest distributor. Anthony (Tony) and Patricia (Pat) Raffaele keep Pittsburgh-area clients informed about the latest in turf care. PA firm keeps clients up-to-date Raffaeles feel informed customers make the best customers BY DAVID FRASE Lawn care professionals expectŠperhaps they're even re-signed toŠthe "inquisitive customer". This is the client who calls about once a week to shower the LCO with a barrage of questions that, even in the best of circumstances, can be annoying. It's obvious this customer doesn't know much about a lawn, doesn't know that those brown patches are dollar spot or that core aeration allows air, water and nutrients to reach grass roots. So, the lawn pro suffers the ignorance of his clients and answers all the questions always wishing for an easier and more time-efficient way to handle customer queries. Well, there's a solution and an LCO with a small company in southwestern Pennsylvania has it. The company, Lawn Man-
agement, Inc., in Venetia, a suburb of Pittsburgh, is owned and operated by Anthony and Patricia (Tony and Pat) Raffaele. 
They've been providing a full line of lawn care services to the South Hills area of Pittsburgh since 1984. The Raffaeles split the duties. Tony wears the hats of chief troubleshooter and public relations specialist, while Pat, the company treasurer, attends to 
routing and scheduling. But, when it comes to attending to the "inquisitive cus-tomer", they both have a hand in building LMI's practical customer education program. LMI seeks to give its customers information answering just about any question a client may 
haveŠbefore the customer even has a chance to ask it. "We began our customer education program in 1985 and within a few months we noticed an appreciable reduction in the number of phone calls we received and the number of service calls we made," explained Tony. Lawn Management, Inc.'s program begins from the first moment Tony and Pat get a call from a potential client. (Almost all new customers come from word-of-mouth since LMI does very little advertising. Tony and Pat do, how-ever, participate in charity functions and this probably gener-ates some calls although it's not the reason they participate.) The first step after receiving a call is a lawn and soil analysis and a thorough survey focusing on predominant turfgrasses, weed species, and any insect or disease problems. The property is then sketched and measured. LMI technicians rarely prepare on-site lawn program pro-posals. "While we do offer general information regarding lawn care, we inform the homeowner that specific recommendations based on the conditions observed will be prepared and forwarded to them within a day or so," said Tony. LMI's correspondence stresses its "personalized approach to lawn management," a two-fold level approach: the individual needs of the lawn and the client's priorities. Pat commented that LMI's proposal "must catch the home-owner's attention and it must be warm and friendly." LMI thanks the prospective client for the opportunity to review the lawn and to make specific lawn management recommendations based on the property's needs. The price for each service is included. Usually the letter goes into some detail about Lawn Manage-ment Inc. and about its plans for the particular lawn. All recom-
mendations are backed with valid, detailed explanations. "Any and all reasons why the client should consider LMI's program and what the program entails is made clear upfront," said Pat. The letter closes with an invitation to call with any 
questions which, thanks to the thoroughness of their education process, is rarely necessary. Once regular service begins, LMI includes informative pamphlets with each invoice which describe, in detail, the service just completed, including how the service was done and why. LMI also regularly distributes newsletters that are prepared in-house. These newsletters contain helpful lawn and ornamental tree and shrub hints, as well as any lawn care news that may be of interest to the homeowner. LMI also mails a pre-season Lawn Review to all previous-season customers which outlines any winter damage and the 
steps necessary to correct the damage. The Lawn Review is one 
of several components of a package mailing that also includes lawn care recommendations for the upcoming year. To some LCOs, this customer education program may seem more of a bother than it's worth, but its benefits are great, say the Raffaeles. Customers obviously appreciate the honesty and candor of the Raffaeles' communications. "An on-going customer education program takes the voodoo out of lawn care. There should be no secrets," said Tony. "Edu-cation should be a perpetual process. The more our clients know 
about their lawns and why problems occur, the greater is our 
challenge to become ever more knowledgeable and proficient in meeting their needs." Besides operating Lawn Management Inc., Tony and Pat played a significant role in the formation of the Lawn Care Association of Pennsylvania (LCAP) this past year. Pat serves 
as the organization's secretary/treasurer and finance committee 
chairperson. More than 80 LCOs have already joined the LCAP. Lawn Management, Inc. is also a member of the Professional Lawn Care Association of America and the Pennsylvania Turfgrass Council. LCI About the Author David Frase, Alliance, Ohio, is a freelance writer who often writes about green industry events. Newsletters a good tool in retaining key clients BY ALAN CARUBA These days everyone is look-ing long and hard at their advertising and promotion budget. Business people real-ize in these economic condi-tions that every customer is worth their weight in gold. How do you let them know they're appreciated? How do you gently remind them they need you? One excellent way is a per-sonalized newsletter. Newsletters come with some built-in advantages. Ł You probably have a cus-tomer/client mailing list. Ł You've secured the good-will of your existing custom-ers. Ł A newsletter lets you reach out to new customers in an informative, non-intrusive way. Ł Generally speaking, newsletters are not costly to produce and, depending on 
their size, can even be sent in a standard #10 envelope or as third class mail. Good news welcome Everybody enjoys receiving news of value. Everyone needs seasonal reminders. Everyone wants to feel they're appreci-ated. A newsletter achieves this because it's targeted at 
your existing customer base and, at the same time, can es-tablish a rapport with identi-fiable, potential, new custom-ers as well. The purpose of goods and services these days requires more than just a need. As im-portant as that is, people want to be reassured concerning the value of their purchase. Keeping in touch A client of mine is in a ser-vice industry that's subject to significant seasonal changes, particularly during the winter months. Four times a year, he sends a company newsletter to 
a far-flung customer base, filled with news, views, and ad-vice of real value. Also, his sales people use the newsletter 
as a "leave behind" piece when 
visiting new accounts. Copies are also sent to the local press 
with permission to quote in 
whole or in part from the newsletter. The newsletter reflects an important "image" for his company even though it's 
printed in two colors on "coated" paper stock, legal size, back and front. It folds neatly into a standard filO 
mailing envelope. Few people these days have a lot of time to read a lengthy newsletter. This particular 
format allows him, for pennies per newsletter, to project an on-going message of concern, addressing their problems and needs. He could, of course, print on an 11 by 17 inch sheet 
with a center fold to create four pages, but the result would be the same. The entire newsletter can be read in less than 10 minutes at most. Look like a pro By electing to have it pro-fessionally written and printed, he projects a profes-sional image for his business. 
The paper has a quality feel to 
it, the printing and illustrative photos demonstrate a serious effort to convey the informa-tion. This is important be-
cause the "look" of the newsletter says almost as 
much as the actual content. There are other hidden ad-vantages to consider as well. Because you control the con-tent, you're able to very specif-ically call attention to topics that address customer con-
cerns as well as your own busi-ness objectives. Finally, the newsletter can be read when the customer wants to and 
thus receives their full atten-tion. People want to be reassured concerning the value of their purchase. There are good reasons for securing professional editorial services and the best one is that your first priority is your business. There are many free-lance writers, retired jour-nalists and public relations professionals who can under-take the actual writing of your newsletter once you've deter-
mined the topics your experi-ence tells you would be of 
greatest interest to your cus-tomers or clients. Depending on the size of your newsletter and the amount of reference materials you can provide the writer, it should not require an extensive amount of time to prepare a draft text. Your primary responsibil-ity is to carefully review the text for accuracy. Your news-letter literally represents you and, as such, every word re-
quires your approval. Does 
this mean you're going to have 
to re-write the text? No. It means that you will offer your 
expert guidance to the writer. A re-write, where required, is 
an expected part of his/her service. This doesn't, of course, ex-clude you from doing as much 
of the writing as you may 
want! However, respect the 
professional writer's judge-ment. That's why you hired 
him. Good writing requires both talent and experience. It's a very real skill. After the writer has com-pleted his task, you have two 
printing options. The first in-volves the next stage of pro-duction, the typesetting and layout of the text prior to its being printed. You should con-sider using a "graphic de-signer", many of whom these days have typesetting capabil-ity in-house to augment their primary function, the "layout" of the newsletter. (How many columns? How wide? Use of photos? Art-work?) This is a worthwhile investment. In practice, most graphic designers have long-term relationships with printers on whom they can de-
pend and who, in turn, under-take the work at a reasonable 
cost. An alternative is the option of "desktop publishing" and 
these services are increasingly available nationwide. The use 
of a computer and laser printer 
can achieve reasonably good results but is not yet truly comparable to the more stan-dard process described above 
and which will require coordi-nating the various elements of writing, design and final pro-
duction. Avoiding problems Obviously, the use of pro-fessional writers and graphic designers is intended to help you avoid the problems that are inherent in securing a printer to do the entire job for 
you. Printers print. If they of-fer graphic design (layout) it's 
secondary to their main func-tion. Printers, moreover, don't care how many times you re-
quest changes as this just runs 
up the typography costs. Remember too, in general you will not publish your newsletter more than four times (quarterly) a year. Three should be your mini-mum. Any less and the news-
letter ceases to serve the purpose of retaining customer loyalty. By working with your hand-picked team of profes-sionals, you Ł eliminate time spent writing it yourself, Ł time spent implementing its layout and typesetting Ł and time spent supervis-ing the printing. Instead you may spend as little as an hour or less discuss-
ing the next issue's content, an hour at most reviewing the draft text and, thereafter, the final text that requires your approval, and a comparable amount of time reviewing the final layout in its typeset form, prior to printing. This last step is essential because you will be expected to "sign off' on it before it's printed. In all, the time re-quired for each issue is little more than a morning or after-noon, three or four times a year. While you will not want to neglect other appropriate ad-vertising and promotion op-
tions, your newsletter will actually augment those efforts by adding the dimension or OAK BROOK, ILŠEven in a slowing economy, Waste Management Inc.'s net in-come rose 9.5 percent in the 
third quarter to $166.2 million, reports the Wall Street Jour-nal. Revenue advanced 34 per-cent to $1.59 billion from $1.19 
billion. This was attributed to price increases of about 5 per-cent over the past year and a 10 percent increase in volume. Waste Management con-tinued to increase its market share in the traditional trash hauling and solid waste land-
fill business, but, early this 
fall, redefined its role in the professional lawn care and structural pest control mar-personal, direct communica-tion. LCI About the Author Alan Caruba is a freelance writer/public relations consultant headquartered in Maplewood, New Jersey. 201-763-6392. kets by announcing a part-nership in those markets with ServiceMaster L.P. LCI In the top 500 PHOENIX, AZŠInc. magazine 
recognized Arrowhead Land-scaping and Maintenance, Inc. as one of the top 500 com-panies in the nation. The company was founded in 1983 by Benjamin Snyder 
and Jeff Meyer and had sales 
of $100,000 its first year. This past year it recorded sales of $3.9 million. Arrowhead, with 175 employees, has expanded from Arizona to California. LCI Yard Stick An All Purpose Lawn and Garden Posting Marker. Yard Stick is the lawn marker you will be proud to present to 
your customers for 
their future use in 
the garden and 
around the home. Meets all state 
regulations. Sturdy and extremely functional. Includes a state approved message card with your company name, telephone number, and an entry line for time and date of 
application. Mode in USA + Pat Pend Customized 4" x 5 message board. Handy at-aglance rain gauge . Note holder area for extra message Built-in grass height gauge planting". Call for quantity discount prices. 1-800-747-5211 or 1-800-255-2255 ext. 1047 Green Genie Products, Inc. 9601 N. Allen Rd. Ł Peoria, IL 61615 PARTS SERVICE EQUIPMENT TECHNICAL HELP SAME DAY SHIPPING . . .WE'VE GOT IT ALL! PROFESSIONAL TREE ft TURF EQUIPMENT ft945 ir>di»rx Court «400.GoK»n CokyxJo 80*03 303-422-7608 800-237-7785 EVERGREEN LAWN LIAi2I.Nfil P. O. BOX 533 39 HITTINGER ST. BELMONT. MA. 02178 The Water Works Getting The Most From Your Lawn Watering Summer is when we really enjoy our liwni. But it's the toughest time of year for many types of 
grass High temperatures often pull the moisture out of the plants fatter than rain replace* it Smart watering can help keep your lawn healthy and green all sum-mer A gallon of prevention ia 
worth ten gallons of cure. In other words, keeping your lawn green is easier than bringing it 
back once it starts to go into sum-
mer dormancy Here are some tips 
that will help: 1. Only water in the cool of the day to conserve water. 2. Give special attention to "hot spots" in your lawn that seem to dry out faster (like the strip between curb and side-
walk) 3 Keep mower set higher in hot weather. This slows down evaporation. 4 Water deeply. By soaking the soil to 6" or so you will force the roots to reach for the moisture This will work much better than frequent shallow sprinklings. Call M« if you Have any Ques-tions about proper watering. We need to work together! Summer Insects The Good, the Bad, and the Ugly Summer means lots of Ł 
outdoor fun for every-one. Grills are turning out I 
burgers and franks, flowers I 
are coming into full bloom I and pools are getting a lot I of use. But while you're having a great time in the sun, there are thousands of uninvited guests invading your lawn and garden. Summer 
insects are on the move. Not all of these liUle bug gers are bad Some are downright helpful So how | do we get rid of the nasties and hang onto the good guys? p-eties: those that bother people and those that attack plants Among the lawn pests, sodweb-worms, chinch bugs and about half a dosen or so other insects are 
surface feeders White grubs, from Japanese beetles, Bluegrass bill-bugs or a number of other adulU 
are root feeders and actually live in the soil We can control either type of lawn insect without harming the 
"friendlies" Surface feeders can normally be controlled with one or two applications per season while uld be grubs! PuHupon l^uiTeedl.' brown spots in the lawn. If the | annual treat-grass is loose, look for these C shaped critters and cat1 us fast! The main friend we have in the 
soil is the earthworm. He aer ates and composts our soil and 
doesn't hurt a thing Fortunately, we can eliminate the harmful worms without bothering this guy. Bees are not a lot of fun at a picnic but they're very good for your land scape plants, and praying mantis are strange looking but feed on a 
lot of pest insects, so they get good guy' status. This newsletter put out by Jim Connell's Evergreen Lawn in Belmont, MA, features good graphics and it's easy to read. ChemLawn shows signs of reversing down slide ST. PAUL, MNŠ"ChemLawn is showing some encouraging signs that its refocus and rebuild strategy...is working, despite lower revenues," reported Pierson M. Grieve, president and chief executive officer of Ecolab, Inc. ChemLawn's third quarter revenues were $129 million compared to $139 million in 1989. Ecolab said ChemLawn's higher 1989 third-quarter revenues resulted in part from a 
larger residential customer base and the impact of bringing production back on schedule after significant delays that spring. For the 9-month period, revenues were $288 million 
compared to $295 million in 1989. Nevertheless, ChemLawn reported an operating loss of $7 million. In 1989 the 9-month operating loss amounted to $10 million. LCI WMI's net income rises 9.5 percent in quarter 3 NEWSMAKERS STMA mourns Gill's passing He wasn't a part of the lawn care indus-try, but the work he did as chief groundsman for Milwaukee County Stadium reflected well on anyone in-volved in turf. Harry Gill, 69, died Oct. 25. His passing saddens the hundreds of friends he made in the Sports Turf Managers Association (STMA), an as-sociation he helped form seven years ago. He'll also be missed by the thou-sands of Milwaukee Brewer fans who 
delighted to the smartness and show-manship of his young grounds crews 
season after season. The seat he oc-cupied under the phone under the foul pole is going to be difficult to fill. Gill served as grounds superinten-dent at County Stadium for 16 years, 
and he shared his knowledge and expe-rience with anyone who sought it. The board of directors of H.D. Hud-son Manufacturing Company, Chi-cago, elected William A. Hudson, 
vice president, sales and marketing. He was the company's operations plan-ning manager. Dave Ferguson became training coordinator for Cushman Inc., Lin-coln, NB. He has worked in the experi-mental division of the Cushman engineering department for five years. Nancy Lopez, one of the best women golfers in the world, joins Fine Lawn Research, Dublin, Ohio. She was introduced as the company's spokesperson at Fine Lawn's distribu-tor meeting in San Diego. Christine King was named execu-
tive director of 
the Pennsylvania 
Turfgrass Coun-
cil, Inc. She's been with the 
council for 13 
years, serving as its secretary, sec-
retary-treasurer and executive sec- Christine King retary-treasurer. In the newly created position, King will develop and coordinate Council 
programs and activities and those co-sponsored with The Pennsylvania State University. Marc Gerig is the new commu-nications spe-cialist for the California Land-scape Con-
tractors Associa-tion. He produces CLCA's monthly 
newsletter, new 
releases and other Marc Gerig written materials for CLCA. Formerly he was with the Northern California Chapter March of Dimes Birth Defects Foundation. David Flamm became group 
central manager of All America Termite and Pest Control, Inc. 
Flamm replaces 
Greg Clen-denin who has been promoted to 
vice president. Flamm joined all David Flamm America four years ago as a technician. Also, Delia Ken-nelly joined All America as direc-tor of information systems. She will oversee all data 
processing and information sys-tem management. 
All America and 
its sister com-pany, Middleton Delia Kennelly Pest Control, expects over $42 million in sales in 1989. Dennis Niemeyer, a former field representative for Rhone-Poulenc Ag 
Company, Research Triangle Park, NC, was promoted to northern area sales manager for Chipco/Specialty Products Line. Also, Rhone-Poulenc announced that Scott Johnson, pre-viously product manager for Rovral® brands, joined Chipco as Business manager. He replaces Dan Stahl who who became Director of Marketing for Rhone-Poulenc Ag Company. Charles "Chuck" Jongeward, former director of marketing, was pro-
moted to vice president and general 
manager of commercial operations for Rhone-Poulenc. Pickseed West, Inc., hired research agronomist Donald J. Floyd to work with research director Jerry Pepin in 
the development of cool-season 
turfgrass varieties. Floyd is to super-vise Pickseed West's Oak Knoll Re-search Farm. Floyd, 32, is working toward a Ph.D. at Oregon State Uni-
versity. Tony L. Arnold was appointed product manager, new products in the Vegetation and Pest Control Ventures Department of Cyanamid's Agri-cultural Division. Arnold joined Cyanamid in 1981. He will work out of 
Wayne, NJ, and reports to Terrence 
Baker, director new ventures. Charles O. Brown was promoted to vice president, quality assurance, at Briggs & Stratton Corp., Milwaukee. Rick Whorf joined New-Way Landscape. RedMax, Norcross, GA, promoted John Keeler to vice president sales 
and marketing. He was previously the company's national sales manager. Terranee L. Baker is now the di-rector New Ventures in the Vegetation and Pest Control Ventures Depart-ment of American Cyanamid's Agri-cultural Division. Baker will work out of Cyanamid's World Headquarters, Wayne, NJ. He formerly worked for BASF Chemicals 
Corp., Raleigh, NC. Jerry Wagner, 39, joined Century Raid Aid as a customer financial ser-vices manager. He will be working with contractors. Century Rain Aid also announced David Hildreth, 40, as its special pro-jects manager. This is a newly created position. Hildreth will work out of the company's home office in Madison Heights, MI. Hildreth spent 12 years with ChemLawn. Colorado conference DENVER, coŠA Prime Time for Pros is the theme for the 1991 Landscape Industry Conference & Trade Show, Feb. 21-22 here. Contact: Associated Landscape Contractors of Colorado, Wheat Ridge, CO. 303/425-4862 LCI Uniforms can showcase service company image Your uniform shows who you are and tells customers about your services. It's an instant symbol of your company, your skills, and 
your work habits. It can help create a positive response in customers, leading to a solid, long-term relationship. Send your customer an im-mediate message by wearing a uniform displaying your com-pany name or logo. This can be accomplished through either silk-screening or embroidery usually applied when the uni-form is ordered. Companies often further enhance their identities by purchasing uniforms in the company colors or in colors 
that reflect their particular service (Green, obviously, is a 
favorite of lawn care.) Some uniform distributors, such as WearGuard Corporation of Norwell, MA, will apply small graphic symbols to uniforms (rakes, spreaders, etc.), rein-forcing the wearer's function and identity. The company 
service is visually confirmed in 
the customer's mind. Names important In addition to logos and col-ors, companies often add employee names to their uni-forms. Usually embroidered, the employee name humanizes the company's identity, cre-
ates a friendly appearance, and immediately identifies the wearer. Customers can be sus-picious of people who enter 
their yards or homesŠeven if it's at the customer's request. 
By wearing a company uni-
form for all house calls, and, if 
necessary, carrying a company I.D., you reassure customers and eliminate doubts. By establishing a "look" for your company, you create an identityŠliterally and figur-ativelyŠin your customer's mind. This identity serves as a reminder for future calls and as a strong recognition factor for the next visit. By always wearing your uniform, regardless of the job, you reinforce your com-pany'sŠand yourŠprofes-sional identity. This dis-tinguishes you from the competition and elevates you 
to a superior position over non-uniformed "freelancers." Must be comfortable Let the uniform act as an assistant. Look for uniforms with many deep pockets for holding clippers, gloves, and the like. Choose pants with ad-ditional loops for carrying tools. And select shirts with 
pocket slots for pens or pen-cils; if you send the customer searching for your supplies to-day, he or she may go looking for another company tomor-
row. A customer's first im-pression depends, in part, on 
your uniform. Although cus-tomers don't expect Mr. Clean 
to show up on their doorstep, 
they also don't expect to be cleaning their doorstep after you leave. Right or wrong, a sloppy uniform often trans-lates as sloppy work habits. Don't limit your uniform to shirts and pants. Add jackets, sweaters, and hats with the company logo. And when look-ing for accessories, such as gloves, select ones that match the function you need and the identity your company has es-tablished. All the crisp, customized uniforms in the world are 
worthless if they don't feel right. Choose fabrics and styles that communicate your message, but don't suffocate your comfort. (Poly/cotton blends are popular because 
they're durable and comfort-able.) Retain your freedom of movement by avoiding heavy, bulky garments and wearing lighter layers of clothing. A 
comfortable worker is a better 
worker. Pretty simple stuff, right? Yet, it's so simple, it's often overlookedŠexcept by the 
customer. The customer is keenly aware of your uniform and its many messages. The work uniform is a virtual bill-board. One that you can put to 
great advantage. It shows who you are, what you do, and how you do it. LCI PRESERVATION...PLAN ON IT National Trust for Historic Preservation Dept. PA, 1785 Massachusetts Ave., N.W Washington, D C. 20036 All smiles at GIE Expo Jim Vetter, left, and Ron Gagne, both of O.M. Scott and Sons Company, Marysville, Ohio, were among the hun-dreds of exhibitors at the 
Green Industry Expo in 
Nashville in mid November. The product suppliers, as evi-denced by the smiles here, were pleased with attendance and traffic in the trade show 
aisles. LCI Terminology must be defined in coming lawn care industry BY DUANE MOLL Horticulture enters an era comparable, in some ways, with the history of the auto-mobile. For decades automotive technology developed slowly. Nothing radical happenedŠ particularly not in the ways cars were marketed to the pub-
licŠexcept for continuing en-gineering advances and 
model-year style changes. Enter the era of emission controls. In a few short years the en-gineering and performance of the average sedan leaped for-
ward because of public de-mand for more fuel-efficient and cleaner-running cars. The new car you're driving today is vastly more efficient than the car you drove 20 years ago. More expensive too! Similarily, it appears, there will be big changes in hor-
ticulture and agriculture. We'll grow food differently. 
We'll change the way we care for lawns. Environmental concerns, real or imagined, are changing 
how we do business and keep 
lawns healthy. These changes will probably include the ma-terials we use. It now appears certain we'll hear more about such terms as biological, biorational, organic and biostimulant. Chemicals are chemicals But, first, a mention of chemicals. The whole world is made up of chemicals. Chemi-cal fertilizers, for example, 
aren't artificial growth en-hancers. Nitrogen, phos-pherous and potassium are natural elements of the soil whose use by plants result in growth and development. Many of the chemicals we use for plant care are isolates 
of, or analogs of, naturally oc-
curring products. Copper and sulfur are natural elements that have been successfully 
used in fungicides. These ma-
terials took on the chemical nameplate. To differentiate todays "natural" products from what has come to be understood as "chemical" products we've de-vised various terms. Biologicals Biological controls are those using parasitic and pre-daceous insects and insect dis-ease organisms. This is a 
broad term that includes a spectrum of ecological pest controls: not only predatory and beneficial insects but also viruses, bacteria, fungi, and 
protozoa that may feed upon 
pests or may secrete toxins that control pests or attract 
them for trapping purposes. Parasitic wasps, certain nematode species, predatory mites and pheromones. Biorationals Biorational products in-clude pest control agents and 
chemical analogues of natu-rally occurring biochemicals. Viruses, bacteria, fungi and protozoa are biorational 
pesticides. Examples include Bacillus thuringiensis (Bt), 
milky spore, and Col-
letotrichum gloeosporioides (an agricultural fungal weed control) as well as neem ex-
tract, rotenone and nicotine. The terms biorational and biological may often be used interchangeably although bio-rational refers to types of bio-logical controls. Organic Organic is generally defined as a product that contains car-bon. Organic fertilizers con-tain carbon and one or more elements other than hydrogen 
and oxygen essential for plant growth and may be either syn-thetically or naturally derived. 
There is, however, a classifica-tion of products that are 
termed "natural organics". These are products, usually fertilizers, by-products of ei-ther plant or animal con-
taining more elements other 
than hydrogen and oxygen es-sential for plant growth. These materials cannot be syn-thetically derived nor mixed 
with synthetic materials to re-
tain the classification of natu-ral organic. Botanicals Insecticides derived from plant materials are called bo-
tanicals. Examples: 
pyrethrins, neem extract and sabadilla. The term botanical 
clarifies the type of biorational or biological control. A bio-stimulant is generally defined as a product which im-proves, accelerates or other-
wise has a beneficial effect on 
plant growth. Its effect is usu-ally to increase the efficiency of nutrient uptake. Many of these compounds are natural products while 
others may contain synthetic ingredients. They're receiving a lot of attention as a mecha-nism to reduce transplant shock of ornamentals and new 
sod installations. They also have the potential of allowing plants to more efficiently use irrigation water as well as re-ducing fertilizer usage. Beneficial insects are re-ceiving more attention in agri-
culture. They feed on pests or serve other purposes such as pollination. There are great 
problems with their introduc-tion in the horticultural com-munity for purposes of controlling pests but look for more research on this pest control option. Plant care measures entail-ing modification of the plant-ing, growing and cultivating environment which are used to control disorders are called 
cultural controls. Another 
term for this is environmental manipulation. They're de-
signed to prevent pest damage 
rather than the destruction of an existing infestation. In many ways this should be the first line of defense for control-
ling insects, diseases and weeds. Soaps and oils Soaps and horticultural oils are being considered as alter-natives to traditional pesticides. They are, however, neither natural nor biological but are distillates of natural materials. They are receiving considerable research due to their high degree of safety. Look for some redefinition of these terms in the future. Many of the current defini-tions are broad and until they 
become standardized and well defined you can expect them to be thrown around loosely. For example, a bioactivator is a loosely defined term that almost defies any attempt to pin it down. A manufacturer can call a product a bioac-tivator without having to ex-plain what that is. Often it's a matter of expe-diency in getting a product to market by calling it a bio-"fill-
in-the-blank". Make no mistake about it, the above terminology will be-come a part of your vocabul-
ary. Products that fit in these categories aren't going to be 
cure-alls and will, likely have specific uses. LCI About the Author Duane Moll is president of Horticulture Concepts, Aurora, CO, a landscape management 
consulting firm specializing in IPM, chemical use and evaluation, and training for turf and 
ornamental management. Scott's Training Program Above, Korbin Riley, right, international business manager of Scott's Professional Business Group, presents the first diploma of its international technical training program to David Worrad, center, of Australia. PBG senior training manager Eugene Mayer, left, looks on. The program is designed for both manage-ment level and sales personnel of Scott's overseas partners. LCI GENERATE PROFITS BY USING AGRICO SOIL TESTING! PROFESSIONALIZE your business image by offering a lawn service that utilizes science to determine nutrient needs. USE SOIL TESTING as a profit maker. The margin you realize can increase your cash income. SOIL TESTING is an effective marketing tool that helps you sell your products and services. With a soil test report you can show your customer what he needs and why he needs it. PROMOTE sales to new customers as well as maintain present customer base with soil testing programs that work better. Tie-in next year's customers with pre-sold programs based on this year's soil test. This WINTER generate INCOME and sales with soil testing. Keep QUALITY in your service by soil testing. INTERESTED? WE CAN HELP YOU ACHIEVE THESE GOALS. SOIL TESTING A c;a A Leadership for Over 50 Years I AGRICO Orison ol hteport-McMoRan Resource Partners CALL OR WRITE TODAY. ASL Lawn Section P.O. Box 639, Dept. L 1087 Jamison Road NW Washington C.H. Ohio 43160 (800) 321-1562 Tbrnl)ur Green Thumb Into Greenbacks. You can grow your own company with a ServiceMaster LawnCare Franchise. And make a g<xxi living doing what you love. As the industry leader, we give you all the training and support you need. So don't let the grass grow under your feet. For more information, call toll-free at 1-800-228-2814. Partners in the ServiceMaster Quality Service Networks ServiceMASTER. TtRMMX merry M&kis* AMERICAN HOME SHIELD* BUSINESS SENSE As the U.S. economy changes, LCOs should reexamine their vehicles and product delivery BY ED WANDTKE Economists may battle over their descriptions of the U.S. economy, but LCOs may want 
to act. That's because the Ameri-can consumer will continue to 
be bombarded with media ac-counts of how difficult it is to balance the federal budget, 
and beseiged with dire warn-ings about tax increases. There seems little doubt the 
consumer will be paying more 
taxes. Now's the time for LCOs to focus intensely on the aspects of operating their companies which they can influence. Two areas stand out: vehicle opera-
ting expenses and product de-livery choices. Making wise decisions in these areas can help LCOs maintain pro-
fitability in 1991. Operating pressures The oil crisis of 1990 signals significantly higher fuel costs for next year. Many com-panies are projecting total fuel cost increases of between 50 and 75 percent above the 1990 level for the same volume of 
fuel purchases. Should you be 
selling off those old trucks for newer, more fuel-efficient ve-hicles? Perhaps you should ex-amine the possibility of using smaller vehicles. Vans instead of tankers? Another possibility you should have some understand-ing of is alternative fuels for your fleet. It might be time to compare costs. The early 1980s saw some fleet managers switch to diesel vehicles al-
though the savings didn't turn 
out to be as great as they had hoped since diesel prices rose too. Today, operators of route 
businesses increasingly look to 
propane and natural gas as fuel choices. The focus isn't only 
be on cutting dependency on 
the oil-rich nations, but on the need to choose a fuel source 
more abundant in the United 
States. Activists, undoubtably, will LCOs can expect a fuel cost increase over 50 percent in '91ŠEd Wandtke, consultant continue pushing for clean-air legislation, perhaps accelerat-ing the acceptance of alter-
native fuels. Examine costs carefully when considering alternative fuels. Beware of higher initial capital costs of switching ver-sus the fuel saving to be real-ized over a period of years. Smaller vehicles Perhaps it's also time to look at smaller, more cost-effi-cient service vehicles to de-crease the cost in this operating expense for 1991. If you're using a liquid lawn de-livery system, can you down-size the tank to one which will fit within a van? Or can you down-size the tank to one that 
can be refilled on the road. In Florida, some companies have 
been mixing their materials on the road rather than delivering a completely premixed formulation filled in the shop. Companies may need to ac-quire water. Sometimes they 
can do this from a fire hydrant. Some local water departments allow the use of hydrants if the 
company acquires and uses a 
water meter. This may be less 
expensive than hauling more liquid than is needed for a daily production assignment. Lighter loads and down-sized vehicles may be ways for LCOs to cut your expenses in two operating expense areas in 1991. Chemical delivery choices Many companies now de-liver both liquid and dry product, dependent upon ef-fectiveness, cost, and effi-L4WN OIRE INDUSTRY Serving the needs of the professional lawn care operator 7500 OLD OAK BOULEVARD, CLEVELAND, OHIO 44130 (216) 243-8100 LAWN CARE INDUSTRY MAGAZINE Would like to say a special THANKS! To the Suppliers listed below for their Industry and Association support Co-Sponsors of the first Green Industry Expo Early Bird Reception Acadian Seaplants LTD Exmark Practical Solutions AGMA Inc F D Kees/Snapper Ransomes Inc. Americalist Fermenta Roots Inc. The Andersons Green Genie Products Seed Research Inc. Bata Industries Growth Products Service Master Co. Bartlett Tree Service Harmony Products Shindaiwa Blackburn Mfg. Hoechst Roussel Simplicity Co. Bowie Ind. Jacobsen Spraying Devices Inc. Ciba Geigy Koos/Shore Inc. Standard Tar Co. Clifford B. Hannay & Sons Lebanon Chemical Tecumseh Products Coron LESCO Inc. Fee 2 Green Cushman Lofts Titan Turf John Deere & Co. Lowe Mfg. TORO DeWitt Co. Inc. Mobay Chemical Turf Seed Inc. D.O.T.S. MFP Insurance Tyler Enterprises DowElanco NOR AM Chemical UAP Specialty Products Encap Products Olathe Mfg. Co. VIGORO Industries Inc. Excel Ind. O M Scott & Son Walker Mfg. Co. Oregon Tall Fescue Walker Mfg. Co. Circle the Reader Service numbers of those items of interest to you. NAME TITLE FIRM ADDRESS mm CITY STATE ZIP PHONE( ) 101 116 131 146 161 176 191 206 221 236 251 CM 281 296 311 326 341 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 342 103 118 133 148 163 178 193 208 223 238 253 268 283 298 313 328 343 104 119 134 149 164 179 194 209 224 239 254 269 284 299 314 329 344 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 345 106 121 136 151 166 181 196 211 226 241 256 271 286 301 316 331 346 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 347 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 348 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 349 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 350 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 351 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 352 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 353 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 354 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 355 L4WN OIRE INDUSTW DECEMBER 1990 This card void after Feb. 15,1991 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 25 Ł Both chemical lawn care company and mowing/management lawn care company B. SUPPLIER 70 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: Date. BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT L4WN G4RE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII I NO POSTAGE NECESSARY IF MAILED IN THE | UNITED STATESI ciency of delivering the mate-rial to a property. Examine your we-have-always-done-it-this-way approach to product delivery. New products may be superior to older formulations and allow flexibility to deliver the chemical in a form not 
used previously. Another aspect of chemical cost reduction is using prod-
ucts that are more effective. Certainly they may be more expensive to purchase, but weigh this against the cost of service calls. These callbacks are extremely costly to any LCO. Review your service call levels for 1990 and determine if your product choices were best for reducing callbacks over 1989 results. Summary Vehicle costs and chemical costs are two areas of operating expense that should be reviewed for 1991. Broaden your analysis of the options available. Don't let past experiences dictate how you will operate your company in 1991. Keep an open mind about the need 
to examine alternatives in light of the changing economic conditions. Profits will be out there for lawn care operators who stay on top of the opportunity and the new approaches necessary to deliver valuable service. LCI About the Author Ed Wandtke is a senior partner with All Green Management Associates, Columbus, Ohio. UC Davis offers short courses for green pros DAVIS, CAŠUniversity Ex-tension at UC Davis offers courses for the professionals in 
the green industry: Ł Landscape Irrigation System Design, Tuesday, Jan. 
22, 9 a.m.-4 p.m., University 
Extension Center. Ł Landscape Water Man-agement, Wednesday, Jan. 23, 
9 a.m.-4 p.m., University Ex-tension Center. Ł Practical Pruning: A Workshop for Arborists, 
Tuesday, Feb. 5,9 a.m.-4 p.m., 
at Putah Creek Lodge, UC Davis. Ł Turfgrass Management for Professionals, Tuesday and Wednesday, March 12-13, from 9 a.m.-4 p.m., University 
Club, UC Davis. For more information or to enroll, call 1-800-752-0881. From Davis or Dix, 
916/757-8777. LCI SR tabs Riordan CORVALLIS, ORŠSeed Re-search of Oregon awarded Dr. 
Terry Riordan its "Excellence in Research" award. Riordan was honored for his work in turfgrass at Nebraska. LCI JONES LANE Bailey, Super Lawns Good neighbor Maryland lawn care company "adopts" road; plans assembly at local school DARNESTOWN, MDŠ"In the current economic slowdown, we have to fight pretty hard to obtain new business," says James M. Bailey, president of Super Lawns. That's one reasonŠalong with a genuine desire to be good neighbors in the communityŠwhy the folks at Super Lawns "adopted" a road in Montgomery County (just outside of Wash-ington D.C.). Bailey reports that participants are required to clean up the roadside in their designated areas at least four times 
a year. "The area you are responsible for is marked at each end 
by permanent signs which state your company name and men-
tion the program," explains Bailey. Super Lawns also "adopted" the grounds at Jones Lane Ele-mentary School, Gaithersburg, MD. "I was approached by one of the PTA members and one thing led to another," says Bailey. "As a lawn service we are donating our time and 75 percent of our material cost in at least a year-long program of turf renovation. Also, we're helping with a video produced by students on lawns and lawn care." Representatives from the company have been invited to meet with students in an assembly to discuss the environment. Bailey feels these types of community-service activities will boost professional lawn care's image with homeowners as well as help educate students about the value of the industry. From a business standpoint, the publicity doesn't hurt, feels Bailey. "We manage only a fraction of the 22,000 marketable proper-ties in this area," he says. "The market here is saturated with 
competing services. To stay on the forefront, we feel it's impor-tant to show that we are willing to give a little extra attention." LCI Engineer calls for "total systems approach'1 to address groundwater issues Ignorance (not chemicals) the problem COLUMBUS, OHIOŠThe big-gest agricultural threats to America's water supply are not from pesticide or fertilizer use, or even soil erosion, says Andy Ward, an agricultural 
engineer at The Ohio State 
University. "I think the levels of chemi-cals that get into our ground or surface water systems in most places are not very serious 
problems. Our biggest problem is a lack of knowledge and edu-cation," Ward says. "Most environmental problems are caused by inade-quate knowledge and poor management. Frequently the knowledge is available and a 
lack of education is the real problem," Ward says. Ward studies how farm chemicals affect ground water. He says that trace amounts of a chemical found in water is not a serious problem in itself. "The real problem is that there is a whole collection of 
chemicals from all kinds of dif-ferent places, and if no one takes the trouble to limit those levels, then a cumulative prob-
lem develops with increased 
risks and costs for treatment," 
Ward says. More research alone will not benefit the situation, 
Ward says. "More must also be done with the results of past and present research, and a total systems approach is the key." "We really need to look at the total system, so we don't just focus on production. We don't just focus on surface or 
ground water," he says. "We must focus on the total system and what we're trying to do in that system. If we don't take 
this perspective, many con-cerns left by the wayside will 
eventually come back to haunt 
us." Once the research is done, it should be presented to the farming community in a way that gives agricultural con-
cerns equal billing with envi-ronmental issues. And it must be presented to the general 
public in a way that teaches them the true risks from agri-
cultural chemicals, Ward says. "The environmental infor-mation presented to farmers is production-oriented. It's not economics-oriented, but it 
could be. The information must be presented in a way to 
first get the farmer to actually read it and second to get the 
farmer to act upon it," Ward says. A lack of public informa-tion makes the environment the burning issue it is today, he says. "I always tell people that the biggest problem fac-ing our water supply is not 
high nitrate or pesticide levels, but rather a perception prob-lem." Most people think of fertil-izers as something good be-cause they help things grow, and they think of pesticides as bad because they kill things, Ward says. In fact, Ward adds, envi-ronmental problems caused by soil erosion and excess fertil-izers entering surface water systems are much more se-rious than those associated with pesticides. The perception problem, with or without research data, is generally caused by a lack of available information, Ward says. "How many educational fli-ers do you receive in the mail? How many educational shows are televised about the natural environment? The shows on television almost always focus on faraway, grand or exotic places, not on ground and sur-face water or forestry and the drainage of wetlands," Ward says. That situation is changing as the public becomes more 
environmentally conscious, he says. But the risk is that lim-ited data will be presented in a way that draws incorrect con-clusions rather than in a way that states the problem clearly for people to understand. LCI Bio company claims public "troubled" with pesticides DAVIS, CAŠAmericans are "troubled" about the use of pesticides on crops, claims a survey commissioned by a bio-pesticide research and development company. Entotech, Inc. says the report "American Attitudes To-ward Pesticides" shows the depth of American concern over the use of pesticides. The survey was reportedly conducted by by Research & Forecasts, Inc., a New York-based public opinion and marketing research firm. The results are based on telephone surveys of 1,200 randomly selected men and 
women in the United States, says the release from Entotech. The report claims 89 percent of the respondees said they're "troubled" about the use of pesticides on crops. The figure breaks down to 50 percent claiming they're "very concerned" and 39 percent describing themselves as "somewhat con-
cerned." Furthermore, the report claims that 76 percent of those polled support the notion that more money and effort should go toward the development of biopesticides. The most startling conclusion in the report? When asked about their most preferred method of protecting crops from insects, only 3 percent listed "traditional chemical products alone". Entotech, Inc., is a wholly owned biopesticide R&D sub-sidiary of Novo Nordisk A/S, Denmark. LCI DATES Jan. Ł 4-6 Mid Atlantic Nurserymen's Trade Show. Baltimore Convention Center. Contact: Mid-Atlantic Nurserymen's Trade Show, Inc, P.O. Box 314, Perry Hall, Maryland 21128. Ł 7-9 Maryland Turfgrass Council Conference & Tradeshow. Baltimore Convention Center. Contact: Cheryl Gaultney, Maryland Turfgrass Council, 12 Pressie Lane, Churchville, MD 21028. Ł 7-10 Virginia Professional Horticulture Conference. The Pavilion, Virginia Beach. Contact: VPHC, P.O. Box 5758, Virginia Beach, VA 23455. 804/465-7777. Ł 8-11 Eastern PA Turf Conference. Valley Forge Convention Center, King of Prussia, PA. Contact: PA Turfgrass Council, Landscape Management Research Center, Orchard Road, University Park, PA 16802. 814/863-3475. Ł 8-9 Wisconsin Turfgrass Association. Olympia Village Resort. Oconomowoc, Wl. Contact: Ed Devinger, Reinders Brothers, Inc., 134 Watertown Plank Road, Elm Grove, Wl 53122. 414/786-3301. Ł 9 Sacramento Valley Landscape & Nursery Expo. Sacramento Community Convention Center. Contact: Patti Adkins, 916/729-2606 (fax: 916/729-2607). Ł 9 Organic Landscaping & Growing Seminar. Dallas. Contact: Barbara Smith, Lambert Landscape Company, 214/239-0121. Ł 14-17 Turfgrass Integrated Pest Management (IPM) Short Course. College Park, MD. Contact: Dr. Lee Heilman, Dept. of Entomology, University of Maryland, College Park, MD 20742. (Enrollment limited to first 35 paid.) Ł 16 Professional Turf & Landscape Conference. Westchester County Center. White Plains, NY. Contact: Carol Mueller, 
PO Box 307, Scarsdale, NY 10583. 914/636/2875. Ł 17-19 Mid-Am Horticultural Trade Show. Hyatt Regency Hotel, Chicago. Contact: Mid-Am Trade Show, 1000 N. Rand Road, Suite 214, Wauconda, IL 60084. 708/526-2010. Ł 20-22 Empire State Tree Conference. Syracuse, NY. Contact: New York 
State Arborists Association 518/783-1322. Ł 21-23 Midwest Regional Turf Conference and Trade Show. Adam's Mark Hotel, Indianapolis, IN. Ł 25 Mid-Florida Turfgrass Conference. Seminole Community College, Sanford, FL. Contact: Uday K. Yadav 407/323-2500. Ł 28-Feb. 1 Virginia Tech Turfgrass Ecology & Management Short Course. The Donaldson Brown Center, Blacksburg, VA. Contact: Adult registrar s office 703/231-5182 or Dr. Dave Chalmers 703/231-5797. Ł 29-30 Essential Supervisor Skills for the Landscape Foreman. Park Plaza Hotel, Oakland, CA. Contact: Micheyl Barnett, California Landscape Contractors Association. 916/448-2522. Ł 30-Feb. 1 International Society of Arboriculture Conference. Embassy Suites Hotel, Oklahoma City, OK. Contact: Don Massey, 
CRD Services, PO Box 470069, Tulsa, OK 74147. 918/622/7513. Feb. Ł 1-3 A AN Management Clinic. Louisville, KY. Contact: The Management Clinic, 1250 I Street 
N.W., Suite 500, Washington, D.C. 20005. 202/789-2900. Ł 11-14 Pennsylvania Nurserymen & Allied 
Industries Confernce. Hershey Lodge, Hershey, PA. Contact: PNA, 1924 North Second St., Harrisburg, PA 17102. Ł 19 & 20 Cash Flow and Cash-Flow Budgeting Seminar. Feb. 19 at the Ontario Hilton, Ontario, CA, and Feb. 20 at the Oakland Hilton, Oakland, CA. 
Contact: Micheyl Barnett, California Landscape Contractors Association. 916/448-2522. Ł 19-20 Northeastern PA Turfgrass & Grounds Maintenance School. Luzerne County Community College, Nanticoke, PA. Contact: William Pencek, Lackawanna County Cooperative Extension, 200 
Adams Ave., Scranton, PA 18503. 
717/963-4761. Ł 26-27 Virginia Tech Chemical Application Minicourse. 
Donaldson Brown Center, 
Blacksburg, VA. Contact: Adult Registrar's office 703/231-5182 or 
Dr. Dave Chalmers 703/231-5797. Ł 26-28 Western PA Turf Conference. Pittsburgh Expo Mart/Radisson 
Hotel, Monroeville, PA. Contact: PA Turfgrass Council, Landscape Management Research Center, Orchard Road, University Park, PA 16802. 814/863-3475. Ł 27 New Jersey Landscape '91 Trade Show. Jacklin claims its new seal indicates better turfgrasses POST FALLS, IDŠJacklin Seed Company in November began a program to identify 
turfgrass varieties which, it claims, diminish the impact 
on the environment. These varieties will receive the company's trademarked Green Seal of Quality. Doyle Jacklin, director of marketing for Jacklin, said the seal will indicate "new elevated seed analysis standards that are ALCA honors Disney World FALLS CHURCH, VA ŠThe Associated Landscape Con-
tractors of America (ALCA) 
selected Walt Disney World Resort for its "Landscape Contribution Award" for 1990. LCI higher than certified." He said that the superior genetic characteristics, higher seed purity, germination and better disease resistance of 
these varieties will translate into fewer chemicals and less 
maintenance. "Our research department has concentrated for some time on developing seed with superior genetic characteris-tics to meet these higher stan-dards," said Jacklin. "We've made significant prograss and we now have a number of 
turfgrass seed varieties that meet our criteria." LCI First grass seed to receive new seal with (I. to r.) Doug Brede, 
research; Doyle Jacklin, marketing; and Gayle Jacklin, marketing. The Meadowlands Convention Center, Secaucus. Contact: Skip Powers, 630 Valley Court, Westwood, NJ 07675. 201/664-6310. Ł 27-March 1 Virginia Tech Turfgrass Disease Minicourse. Donaldson Brown Center. 
Blacksburg, VA. Contact: Adult 
Registrar s office 703/231-5182 or 
Dr. Dave Chalmers 703/231-5797. March Ł 2 Long Island Tree Conference. State University at Farmingdale, L.I. Contact: LIAA, P.O. Box 69, Holtsville, NY 11742. 516/698-3366. Ł 13-14 Reinders 10th Turf Conference. Waukesha Expo Center, Waukesha, 
Wl. Contact: Ed Devinger, Reinders Brothers, Inc., 13400 Watertown 
Plank Road, Elm Grove, Wl 53122. 414/786-3301. Ł 22-24 ALCA Student Field Days. University of Kentucky, Lexington. Contact: Elise Lindsey at the ALCA office 703/241-4004. Ron Kujawa is L&l mag's Man of Year FALLS CHURCH, VA ŠRon Kujawa, owner of Kujawa En-terprises, Inc., Cudahy, Wl, was named Landscape & Irri-gation's Man of the Year for 1990. (Kujawa is a former advisor for Lawn Care Industry maga-zine.) Kujawa this past year served as president of the As-sociated Landscape Con-tractors of America. He's been a member since the early 1970s. "Over the years, he has con-tributed a tremendous amount of both his and KEI's time, 
energy and resources to ALCA," says Debra Dennis of 
ALCA. She describes him as a man of "foresight and creativity". LCI Treatments in fall lead to spring control How costly can winter annual weeds be in turfgrasses? Very expensive considering they're not only unsightly, but failing to control winter annuals in dormant turfgrasses typ-ically leads to increased early spring weeds. That's why turfgrass 
managers strive to keep them in check in the fall. "We rely on both pre-emergence and post-emergence her-bicides to control winter annuals and to keep dormant turf as uniformly brown or as free of weeds as possible," said Kirk Hurto, director of technical services of ChemLawn, Columbus, Ohio. Hurto spoke at a recent technical meeting on weed control in turfgrasses hosted by American Cyanamid at its agricultural 
research center in Princeton, NJ. "We make applications in the 
fall when the turf is dormant. We time them during a specific application window, when the herbicide will most likely provide 
weed control through late spring. Zeroing in on that optimum period has been the most effective approach to winter weed control for us." Other participants at the meeting included university turf specialists, turfgrass managers from the lawn care and golf course industries and technical specialists from Cyanamid. Hurto added that when selecting herbicides, he considers the spectrum of weeds controlled, turf selectivity, soil and climatic conditions, and whether leaching of carryover of the product could pose a problem. "Environmental consideration will play a larger role in turf management," he said. "That's the main 
reason ChemLawn has stopped using certain products." While ChemLawn uses several herbicides to control a broad spectrum of weeds, Hurto noted that wild onion and wild garlic 
are problem weeds for the company's customers. "We used 
several herbicides, including Image® herbicide. So far, we've 
been impressed with the results we've achieved with Image." According to Kyle Miller, market development specialist for Cyanamid, controlling weeds, particularly winter weeds, is vital 
in maintaining a healthy lawn throughout the entire year. Field evaluations show, Image controls winter weeds such as buttercup, henbit, chickweed, lawn burweed, parsley-piert, wild 
onion and wild garlic. Dr. Tim Murphy, extension agronomist from the University of Georgia, Dr. Bill Lewis, extension weed specialist from North Carolina State University and Dr. "Bert" McCarty, extension turfgrass specialist from the University of Florida presented research findings on the performace of Image 
at the conference. ALCA offers safety tract FALLS CHURCH, VA ŠThe Associated Landscape Con-tractors of America (ALCA) offers its newest safety pub-lication, ALCA Supervisor's Safety Handbook. The booklet (available to ALCA members for $4 a copy, nonmembers $20) covers the 
full array of safety topicsŠ from company safety policies, safety meetings to proper 
clothing, general first aid, 
equipment certification, ma-terial handling and chemical safety. Contact: ALCA, 404 N. Washington St., Suite 104, 
Falls Church, VA 22023. 703/241-4004. LCI Paper firm offers composting help PURCHASE, NY ŠInterna-tional Paper offers a full-color brochure which explains com-posting. The brochure, "Help Nature Put Waste to Work: What Composting Can Do for 
Your Community", describes 
the composting process and its benefits. The brochure unfolds into a 17-inch square poster and explains how to get a com-munity system started. Composting, says Interna-tional Paper, is a technique 
that farmers have used for centures. It can help today's solid waste crisis. Grass, leaves and other yard waste, which now take up nearly 20 percent of landfill space nationwide, can be con-
verted into natural fertilizer by this simple organic process. The company is a major producer of printing and writ-ing papers, paperboard and packaging products. For the brochure, write: In-ternational Paper, Room 4-288, Two Manhattanville Road, Purchase, NY 10577. Spotlight on ornamental grasses at Lofts' event BOUND BROOK, NJ Š Lofts Seed Inc. put the spotlight on ornamental grasses during a recent field day seminar. Why ornamental grasses? They offer varied texture, form, color and flowers from spring to fall. Dr. Richard Hurley, Lofts' Research Director, and agron-omist Marie Pompei gave vis-itors to the company's East 
Coast Research Farm a com-plete overview of the grasses. 
There are ornamental grass 
varieties for sun, drought and wet conditions, and they can be used in many areas: along ponds or pools, as hedges, in meadows, in formal or infor-mal landscapes. Ornamental grasses typ-ically need minimum care. For more information about orna-
mental grasses, contact Chris Rauch at Lofts, 908/560-1590. LCI Questions about Pesticides? Call 1-800-858-7378 LAWN CARE INDUSTRY MAKE YOU AN AUTHOR! LAWN CARE INDUSTRY IS LOOKING FOR INFORMATIVE, WELL-WRITTEN BOOKS, MANUALS AND PAPERS ON TOPICS RELATED TO THE LAWN CARE INDUSTRY. TOPICS THAT ADDRESS SUCH COMMONLY ASKED QUESTIONS AS: Ł HOW DO I MAKE MY BUSINESS GROW? Ł WHAT'S THE KEY TO INCREASED SALES? Ł HOW MUCH MONEY SHOULD I INVEST IN ADVERTISING? Ł HOW DO I KEEP MY CUSTOMERS COMING BACK? Ł HOW DO I HIRE GOOD EMPLOYEES? HERE'S A WAY TO FINALLY GET YOUR WORK PUBLISHED! SEND YOUR MANUSCRIPT AND AN OUTLINE OF ITS CONTENTS (TYPEWRITTEN, PLEASE) TO THE ADDRESS BELOW AND OUR EDITORS WILL REVIEW IT. IF WE THINK IT WOULD BE OF INTEREST TO OTHERS IN THE FIELD, WE'LL DISCUSS PUBLICATION DETAILS WITH YOU. TOGETHER, YOU AND LAWN CARE INDUSTRY MAGAZINE CAN IMPROVE THE SUPPLY OF QUALITY INFORMATION AVAILABLE TO OUR INDUSTRY. SEND TO: LAWN CARE INDUSTRY BUSINESS INFORMATION SERVICES 7500 OLD OAK BLVD. CLEVELAND, OHIO 44130 Lofts' horticulturist Chris Rauch discussed grass growth habits NEW PRODUCTS MMNHMMMHM^ Uni-Hoist headquarters are now in Phoenix, AZ Uni-Hoist International, Inc., manufacturers of electric/ hydraulic hoists for standard pickup trucks has moved its cor-porate headquarters to Phoenix. The company's products are ca-pable of converting most domes-tic and foreign trucks into dump trucks. Using a network of 180 dealers throughout the United States, Uni-Hoist International expects sales to exceed $2 mil-lion in fiscal 1990. 
Circle No. 120 on service card. IMAGE Label clearance allows greater use of herbicide New label clearances allow Im-age® herbicide to control winter weeds such as henbit, lawn burweed, buttercup, etc. Previously the herbicide was recognized for its control of summer weeds. Manufactured by American Cyanamid, Image also con-trols winter annuals until spring, four months of weed control in warm-season turfgrass with a single applica-
tion. (Image should not be ap-
plied to St. Augustinegrass for winter weed control.) See label 
of winter and summer weeds controlled with Image. Circle No. 121 on service card. Salsco blowers rugged but affordably priced 
Salsco's 300-Series line of walk-behind power blowers 
provides a wide selection of quality machines at affordable prices. Every model contains a balanced impeller and gives both side and forward air streams. Specific models have Debris Intake for cleaning up leftover debris. These models are made of heavy-duty steel. Circle No. 122 on service card. New Husqvarna chain 
saw stresses safety Husqvarna offers the 42 Spe-cial chain saw with a 42 cc engine which delivers a max-imum engine speed (no load) of 14,500 rpms. The unit has an improved, open-port cylin-der design that delivers at both high and low speeds the power and efficiency of larger saws. An inertia-activated chain brake reduces kickbacks and their severity by stopping the 
chain. The unit also features Husqvarna's unique two-mass anti-vibration system. Sturdy rubber mounts separate the engine from the handle. Circle No. 123 on service card. MG-104 gives Koos icemelter the edge Koos, Inc., received a patent for Safe Step® Icemelter. The product's formula uses a pat-ented corn by-product. Safe Step is the only potassium chloride-based icemelter with the formula MG-104 which al-lows Safe Step to melt ice at lower temperatures than other icemelters while also increas-ing its ability to break up ice and prevent refreezing. The icemelter dissolves completely and leaves no chalky residue. When used as 
directed, it won't harm grass, trees, shrubs or other vegeta-tion, says its maker. Circle No. 124 on service card. New backpack sprayer rugged, chemical resistant Ames Lawn & Garden Tools offers a four-gallon backpack sprayer with a high-grade polyethylene tank and chemi-cally resistant Vitron® soft parts and pump piston collar. The unit also features molded-in, zinc-plated steel tube frame and stand (giving the unit added stability), ultra-violet inhibitors, and up to 90 
psi piston pump with fan and hollow cone nozzle tips. 
Circle No. 125 on service card. 4k Baker chipper features free-swinging hammers Tornado Products, Inc., says its 8-hp chipper/shredder has free-swinging triangular ham-mers that provide more shred-ding and grinding power than fixed-hammer units. The 12 hammers in the Baker chip-per/shredder, model 912-8.0, swing to grab material, provid-ing more cutting surfaces, sharper cutting angles and 
easy feeding. Other features include an idler clutch to increase V-belt 
life and a bearing guard to re-duce bearing failure. Circle No. 126 on service card. PTO-powered sprayer has Broyhill's utility vehicle PTO-powered sprayer in 120 and 170-gallon capacities comes in poly or fiberglass tank mater-ial. The unit has quadra-jet ag-itation with anti-vortex fitting and sprayer controls mounted next to the driver. The PTO diaphragm pump easy-reach controls is rated at 27.9 gpm max-imum/250 psi maximum at 540 rpm and delivers excellent boom, spray gun and agitation performance. The new units fit E-Z-GO, Jacobson and Cushman pin system utility vehicles. 
Circle No. 127 on service card. This portable dike will help LCOs control spills Plia-Pad is an inflatable 
loading and unloading pad, a dike, to recover leakage of liq-uid fertilizers or fuels from tanks or trucks. The walls may be inflated or filled with water. Plia-Pad is made of 40-mil dynaprene, a tough oil-resis-tant membrane vinyl not harmed by gasoline or UV 
rays. Standard sizes range 
from 6' X 20' to 18' X 50\ Plia-Pad features a built-in sump that allows liquid to 
collect into a 8" pocket where it can easily be recovered. 
Circle No. 128 on service card. These pull-behind rakes useful for soil prep The PLR Series of pull-type landscape rakes from Work-
saver, Inc., can be used for landscaping, soil prep, level-
ing, etc. The rakes are maneu-verable and can be used around fences, walls and other objects. Features include five angle positions, heat-treated tines, transport/gauge wheels and a lever that allows adjustment from tractor seat. The rakes fit most tractor hitch points (they have adjust-able clevis-type hitch) and are 
designed for 10 to 22 hp tractors. Circle No. 129 on service card. NEW PRODUCTS X1' . 4 ...^11 Jt I Milkif Š Gras Seeder/Mulcher built Gras Hydraul Super-Mulchers' total hydraulic power units eliminate clutches, belts, chains and other breakables. Standard features: work-ing capacities of 1,000 to 3,000 gallons; Cummins Die-to keep working sel power units; full variable speeds, forward-reverse; built-in safety bale breaker bars; agitation for quick dis-
persion of solids; pump man-ages heaviest slurries; bal-anced discharge gun. 
Circle No. 135 on service card. BASF Vantage herbicide gets EPA registration BASF Corporation says its new over-the-top herbicide, Vantage, controls annual and perennial grasses in nursery, 
ornamental, ground covers, Christmas trees and general 
indoor/outdoor sites. It can be applied by ground or aerial equipment or through spot ap-plications. BASF says Vantage con-trols annual grasses including 
seedling johnsongrass, smooth crabgrass, seedling tall fescue and goosegrass, as well as per-ennial grasses including Ber-mudagrass, rhizome johnsongrass and quackgrass. Vantage is designed and la-beled solely for ornamental, turf, nursery and nonbearing crops; it takes the place of Poast herbicide from BASF which is no longer labled for these uses. Circle No. 130 on service card. New Scotts' fertilizer offers weed control too Scotts newest addition to its Proturf line of combination 
fertilizer/herbicide products is 14-0-14 Nitrogen/Potassium Fertilizer Plus Turf Weedgrass Control. It controls six annual grassy weeds (crabgrass, goosegrass, foxtail, Poa annua, barn-
yardgrass and fall panicum) and seven broadleaf weeds (chickweed, oxalis, spurge, cudweed, hop clover, henbit and evening primrose). The new product was devel-oped for use on established turfgrasses including Ken-
tucky bluegrass, perennial ryegrass, fine fescue, tall fes-cue, Bermudagrass, St. Au-
gustinegrass, centipedegrass, bahiagrass and zoysiagrass. 
Circle No. 131 on service card. Ion Moisture Sensor prevents over watering Pepco Water Conservation Products says its HydrogeneŽ 
Ion Moisture Sensor reduces the risk of over watering in home and commercial irriga-tion applications. The sensor, made of non-corrosive materi-als, controls individual 24-
volt, 60Hz electric valves. The sensor maintains a maximum moisture level of 1000-2000 
milliliters per linear cubic. It has its own self-contained ac-tive, patented circuitry which 
senses the amount of moisture in the soil as well as the capa-bility to override the solenoid. Circle No. 132 on service card. John Deere trimmers loaded with features Five new John Deere gasoline-powered trimmers and brush cutters provide a range of power sizes from 21.2 to 37.8 cc, and cutting widths from 16 to 17 inches. Optional 8-and 10-inch saw blades are avail-able, as well as 8-tooth brush blade and a pro tri-cut blade. All five new models are powered by a commercial-grade engine that features an adjustable carburetor for easy servicing in the field, a primer bulb and electric ignition for fast starting, a diaphragm car-buretor for work at any angle, 
and an extra large spark-ar-resting low-tone muffler for safety and comfort. 
Circle No. 133 on service card. Mini-Miller holds mower 
blades for sharper edge Mini-Miller is a device that al-lows a lawn mower blade to be held, in the desired position, for sharpening. Its ball-bearing 
movement allows steady move-ment across the grindstone. The Mini-Miller can be used to sharpen any blade from the Toro "S" blade to the multi-shaped Snapper blades, the Yazoo left-handed blades, even 
tractor and Bush-Hog blades. The Mini-Miller, its maker says, produces a machine shop 
edge. Circle No. 134 on service card. Finn adds features to 500 The Finn T60 Hydroseeder® is a newly designed version of the popular 500-gallon hydro-seeder but with greater output 
and operating pressure thanks 
to a powerful Deming pump. The hydraulically con-trolled paddle agitator and liq-uid recirculation offer the gallon hydroseeder maximum in mixing effi-ciency. A rubber torsion axle and larger tires increase flota-tion and the transport of the 
T60 to job sites. The T60 may 
be powered by either gas or diesel, both reliable Kubota 
water-cooled engines. Circle No. 136 on service card. This tree spray gun has power, little kick Spraying Systems Co. says its GunJet® Tree Spray Gun has an effective range of over 75 feet. It's designed for applica-tions such as large shade trees or roadsides requiring max-imum throw and increased op-erator ease and safety. The GunJet has a two-stage valve opening that re-
duces reactionary force when 
the gun is initially opened. 
This gives operators better 
control and minimizes the risk of accidental exposure. The front handle adjustment 
allows operators to change 
the spray pattern from a solid 
streasm to a hollow cone 
without removing their hands from the grip. Circle No. 137 on service card. Poly container used for hazardous materials Direct Safety Co. offers a 20-
gallon polyethylene container for use with hazardous mater-
ials. Metal-free, with a twist-on all-poly lid, it meets code DOT-E 10242 and allows for 100 percent incineration. This container can be used for the management and disposal of small quantities of hazardous materials. Circle No. 138 on service card. Reading worth writing for. If you're looking for some good reading, you've just found it. The free Consumer 
Information Catalog. The Catalog lists about 200 federal publications, many of them free. They can help you eat right, manage your money, stay healthy, plan your child's education, learn about federal benefits and more. So sharpen your pencil. Write for the free Consumer Information Catalog. And get 
reading worth writing for. Consumer Information Center * Department RW Pueblo, Colorado 81009 A public service of this publication and the Consumer Information Center of the U.S. General Services Administration. CLASSIFIED RATES: $1.05 per word (minimum charge, $40). Boldface words or words in all capital letters charged at $1.30 per word. Boxed or display ads charged at $90(1 X), $85(3X), $80(6X), $75(9X), $70(12X) per column inch (one inch minimum). (Frequencies based on calender year). Agency commission allowed only when camera ready art is provided by agency. For ads using blind box numbers add $20 to total cost of ad per issue. 
Send ad copy with payment to: DAWN NILSEN, LAWN CARE INDUSTRY, 1 E. First St., Duluth, MN 55802. 218-723-9179. Fax Number 218-723-9615. BOX NUMBER REPLIES: Mail box number replies to: LAWN CARE INDUSTRY, Classified Ad De-partment, 1 East First Street, Duluth, MN 55802. Please include box number in address. EDUCATIONAL OPPORTUNITY GRAYSON COLLEGE, Denison, Texas. Two-year 
technical program in Golf Course and Turfgrass Management. 18-hole golf course on campus. 
Dormitories, placement assistance, financial aid and scholarships available. Contact: GCC, 6101 
Grayson Drive, Denison, TX 75020.214-465-6030, extension 253. 12/90 SERVICES Puzzled by IPM? Do you want to implement an IPM System but don't know where to start? Hor-ticulture Concepts specializes in on-site planning, development and implementation of IPM Manage-ment, Training and Technical Support Systems. Call or write Duane Moll, Horticulture Concepts, 
11105 E. Ada Place, Aurora, CO 80012. 
303-361-9348. 12/90 Training Programs: Effectively train your new and experienced employees in the least amount of time with minimal management involvement. Complete weekly lesson packages including handouts, quizzes and documentation forms. Train at your location, at your convenience. Topics include pesticide safety and handling, agronomic and horticultural issues, customer service and sales, driver safety and more. Both lawn and tree and shrub care programs available. Recodifica-
tion credits often available. Pesticide Compliance and Training Services, Inc. Call Paul Skorupa at 401-294-1384. 1/91 HELP WANTED DISTRIBUTORS NEEDED FOR ORGANIC LAWN AND GARDEN FERTILIZERS: NATURALL Lawn Food 8-1-3 and NATURALL Garden Food 2-4-4 are tested and proven products. Distributors are needed throughout the USA. For consideration contact: Hiram Lund, CFS Specialty Division, Box 24, Route 2, Cashton, Wl 54619.1-800-822-6671. 12/90 Landscape Supervisor: Established Michigan Contractor looking for self-motivated individual with 5 years minimum experience to manage crews and oversee landscape installation. Send resume and salary requirements to: DeAngelis Landscape Incorporated, 22425 Van Horn Road, Woodhaven, Michigan 48183. EOE. 12/90 MANAGER Are you ready for a challenge? Michi-gan based lawn care company is looking for that right individual to be its manager. Salary commen-surate with experience, bonus and benefits. Please reply to LCI Box 231 with resume and sal-ary requirements. All replies held in strictest con-
fidence. 12/90 TREE AND SHRUB MAN: Driving, dedicated self-starter to develop tree and shrub program. Must be people and detail oriented. Experience pre-
ferred; plant identification, disease identification, spraying, deep root feeding, pruning knowledge helpful, life experience, tenacity, stability and nat-ural inclination most important. Write to Rick Fronk, Nitro Green, 316 West California, #337, Reno, NV 89509, or call (702)322-2882. 12/90 WELL ESTABLISHED MAJOR COMPANY ex-panding in Midwest cities desires ambitious branch sales manager and a regional sales mana-ger. Must have successful telemarketing experi-ence in lawn care and be able to motivate. We care about our employees and offer high salaries and 
good benefits. Send resume to LCI Box 229. TF LANDSCAPE DIVISION MANAGER: Well estab-lished, rapidly growing company seeks individual to take over for retiring manager. Individual must be able to run both a maintenance and a planting division simultaneously. Requires exceptional or-ganizational/management skills as well as com-plete command of plant materials and 
maintenance techniques. For consideration con-tact David Gorter, 855 Skokie Highway, Lake Bluff, IL 60044. 708-615-0800. 12/90 ACHIEVERS - WHERE IS YOUR SECURITY? We are an aggressive, growing lawn care company looking for franchisees and/or working managers 
- working towards ownership. Insure your per-sonal future and stop worrying about layoffs. We are looking to open the Philadelphia-Camden-
Trenton market this Winter-Early Spring, plus a few others to be determined by the individual in-
volved. Stop and see us at the PLCCA Show, booth #1534 or call for an interview. Super Lawns. 1-800-44-LAWN1. Rockville, MD. 1/91 MANAGEMENT SALES - EHRLICH GREEN TEAM: Due to continued growth and expansion, we have several positions becoming available now and into 1991. These include District Manage-ment, Regional Management, Sales and other 
positions. The Ehrlich Green Team is a regional based diversified lawn and tree care company. We 
are a division of the J.C. Ehrlich Company with a commitment to quality customer services since 1928. The Ehrlich Green Team has pioneered inte-
grated pest management principles in lawn care and tree care. We are seeking individuals who are 
achievement and results oriented and enjoy hard 
work. Tree experience will be helpful, but not es-sential. If you have a desire for advancement and 
self development, we would like to talk to you. Prompt attention will be given to responses which include a resume and compensation history. Strict confidentiality is assured. Please reply to: John A. Carson, Division Manager, Ehrlich Green Team, 
J.C. EHRLICH CO., INC., P.O. Box 13848, Read-ing, PA 19612-3848. EOE M/F. 12/90 FOR SALE THE DRI-BOX Ł For Truck Transport of Dry Chemical Compounds Ł Easy Access Design Ł 7 Bag Capacity Ł Rain Proof Ł Stainless Steel Hardware Ł Padlockable Latch ARROWHEAD PLASTIC ENGINEERING, INC. 2909 S. Hoyt Avenue, Munbe, IN 47302 Tel. 317-286-0533, ext. 40 FINN HYDROSEEDER: 1500 gallon. 80 HP diesel, hose reel and accessories. $9000. negotiable. Sa-
lisbury, Maryland. 301-749-8994. 12/90 4 SPRAY TRUCKS: 1985 -1986 Ford F-600 Diesel, stainless steel tanks, 2 compartments 900/350 gal., Hannay hose reels (2), P.T.O. type piston pump, 42,000 miles average, excellent conditions. Price: 1985 - $14,500, 1986 - $16,000. Phil: (514)337-0572. 1/91 FOR SALE: 2 spray trucks - 1979 Ford F600, $7,700. 1981 Ford F600, $9,200. Both have 1200 gallon steel tanks, Hannay reels and PTO driven bean pumps. Equipped to spray. Nu-Lawn, South Vienna, Ohio. In Ohio call 1-800-368-5296. Outside Ohio 513-828-1321. 1/91 LET CLASSIFIEDS WORK FOR YOU! Lawn maintenance and landscaping business for sale on Florida's gulf coast in the Tampa Bay area. Long term contract business, grossing over $2,000,000 per year. Call or write Frank Antoniello, Florida Business Group, Inc., 24641 U.S. Hwy. 19 
N., #540, Clearwater, FL 34623. 813-791-4419, 
Fax 813-796-4092. 12/90 HANNAY HOSE REELS: New in the box. E1526's and E1530's - $359. We will ship and pay freight 
anywhere in the U.S.A. and Canada. Immediate 
delivery. Other size reels and parts available at 
fabulous savings! Call 313-543-2200, in Michigan. Outside Michigan - 1-800-843-LAWN. TF PUMPS: Reconditioned Wanner Hydra-Cell D-10, D-25 and John Bean Pumps. New and recondi-tioned parts and service for your pumps. Industrial Services Co., 2727 Rome Corners Rd., Galena, Ohio 43021 - Call Jim Hughes 614-965-4112. 1/91 KELWAY® professional SOIL ACIDITY and SOL-UBLE SALTS TESTERS, available from distribu-tors nationwide. HB-2 and SST brochures from KEL INSTRUMENTS CO., INC., Dept. 2, P.O. Box 2174, Vineyard Haven, MA 02568. (508)693-7798. 12/90 Super Lawn growing mat is imbedded with high quality grass seeds. Rolls 5' X 50' = 250 sq. ft., $45.50. Weight 30 pounds. Wild flower growing mat imbedded with 20 varieties of wild flower seeds. Rolls 21/2" X10' - 25 sq. ft., $9.95. Weight 3 pounds. Call 1-800-321-6888. 12/90 USED CHIPPERS, BUCKET TRUCKS, BOOM TRUCKS: Stump grinders, stake bodies, tree trucks and dumps. New Morbark and Asplundh Chippers. Rayco stump grinders at discount prices. We also buy trucks and equipment. Op-dyke, Inc., Hatfield, PA (Phil, area) 215-721-4444. 8/91 FREE PARTS CATALOG - If you own a 32-36-48-52-61" walk-behind or riding mower and feel you're paying too much for your parts and 
equipment call PRECO DISTRIBUTORS today. We have BELTS, BLADES, WHEELS, GRASS 
CATCHERS. Replacement parts that fit Bobcat, Bunton, Kees, Exmark, Scag & others. Engines and Parts for Honda, Kawasaki, Briggs & Stratton and more. Order your free catalog 24 hours a day. TOLL FREE 1-800-428-8004, US, in Mass. 1-800-421-3900. Preco Distributors, 97 Center St., Ludlow, MA 01056. TF One Lawn Truck - Mercedes Benz Diesel. Excel-lent condition-1981. 1,200 gallon 2 compartment stainless steel tank. Also holds 1,000 lbs. of dry 
fertilizer. Hydro-cell 25 gallons per minute pump. 2 hose reels with guns. $11,500.201-891-6035. 12/90 1986 ISUZU GMC CABOVER: Excellent condition. Two compartment. Completely stainless tank and bed. Hydro-cell 25 G.P.M. 2 hose reels with guns. Also holds 1000 lbs. of dry fertilizer. Ready to do production. Regular cost over $30,000 new. Ask-ing 14,500.201-891-6035. 12/90 FOR SALE: Lawn Spray Truck 1989 C-30 with Perma Green Spray System, custom fiberglass tanks and bed, 4 compartments, 1-200 gallon, 2-100 gallon and 1-30 gallon tank. 4 separate pumps and 3 hose reels, 1 with injection. Dry stor-
age compartment. $21,900. Contact Paul at (717)459-1114. 12/90 BUSINESS OPPORTUNITIES ACHIEVERS WHERE IS YOUR SECURITY? We are an aggressive, growing lawn care company looking for franchisees and/or working managers - working to-wards ownership. Insure your personal future and stop worrying about layoffs. We are looking to open the Philadelphia-Camden-Trenton market this Winter-Early Spring, plus a few others to be determined by the individual involved. Stop and see us at the PLCCA show, Booth #1534 or call for an interview. Super Lawns 1-800-44-LAWN1. Rock-ville, MD. HOW TO EARN UP TO $300 PER HOUR WITH LAWN RENOVATION SERVICES. 200 pages, $39.95 postpaid. HOW TO EARN AT LEAST $60 PER HOUR MOWING GRASS...AND STILL BE THE LOW BIDDER1195 pages, by contractor with 15 yrs. experience, $29.95 postpaid. GOMC, Rt. 1 Box 19-D, Sulphur, KY 40070. VISA/MC. (502)499-9031. TF GRANULAR FERTILIZATION AND LANDSCAPE INSTALLATION BUSINESS: in Southeast Penn-sylvania. $250,000 sales. $100,000 for entire busi-ness or $75,000 for lawn accounts with $150,000 gross. Call John (215)558-4183. 12/90 REPS WANTED PRESERVATION PLAN ON IT Planning on restoring a house, saving a landmark, reviving your neighborhood? Gain a wealth of experience and help preserve our historic and architectural heritage. Join the National Trust for Historic 
Preservation and support preservation efforts in your community. Write: National Trust for Historic Preservation Department PA 1785 Massachusetts Ave., N.W. Washington, D.C. 20036 AD INDEX NO. ADVERTISER PAGE 101 Acadian Seaplants Ltd. . 11 102 AGRICO 17 103 The Andersons (Regional) 13 106 Coron Corp 11 104 Fermenta ASC Corp. ... .7 105 Green Genie Products Inc. 15 107 Lesco, Inc 28 108 Lesco,Inc 2 109 Professional Tree and Turf 15 110 Service Master 17 111 Snapper/Kees 5 This index provided as an additional ser-vice. The publisher assumes no liability for ommission or error. TEN GOOD REASONS TO WORK SAFELY 0 National Safety Council SALES REPRESENTATIVE National distributor of specialty turf and ornamental products seeking energetic, highly motivated individuals for full-time field sales positions in the Indiana/Ohio area. Technical knowledge, profession-alism and customer service focus are required. Experience in the Lawn Care Industry and/or related degree desired. Send resume to: SPECIAL PRODUCTS A UAP Company Box 1467, Fremont, NE 68025 Attn: Personnel Department Fla. Turf PLCAA OHIO New Jersey NCTE Parks & Rec. Texas S. Carolina Virginia Rochester Maryland Purdue Nebraska Outstanding Solo Performances LANDSCAPE MANAGEMENT is written for golf course and landscape professionals, while LAWN CARE INDUSTRY satisfies the information needs of chemical lawn care professionals. Together, they provide total show and industry news coverage. You could call their editorial and marketing teams "roadies," because they spend 50% of their time traveling to shows, tracking stories and getting candid perspectives from suppliers. Listed here is just a portion of the shows they'll be attending this year. Frankly, it's the only way to stay on top of late-breaking news and keep both books fresh and on the cutting edge of their market segments. This dedication makes them the authoritative voices on industry problems and opportunities readers need to be aware of...and explains why their competitors look like warm-up acts. Play to a Sellout Crowd When your product message appears in either LANDSCAPE MANAGEMENT or LAWN CARE INDUSTRY, your ad plays exclusively to loyal fans and earns rave reviews that will improve your bottom line. Call your LANDSCAPE MANAGEMENT or LAWN CARE INDUSTRY representative today to reserve space in the superstars of the industry. mm** COMMUNICATIONS 7500 Old Oak Boulevard, Cleveland, OH 44130 (216) 243-8100 Iowa Irrigation Show 
Colorado Southwest Desert East. PA West. PA Michigan STMA GCSAA 
OPEI GMA/NAC K0LN-MESSE Still the Product of Choice for Preemergent Control. Turf managers keep choos-ing LESCO PRE-M® 60 DG preemergent herbicide because it's cost effective. They know from experience that it gives them control. Control over most major annual grassy weeds plus a variety of the most troublesome germinat-
ing broadleaf weeds. PRE-M stops crabgrass, annual bluegrass, foxtail, goosegrass, 
barnyardgrass and fall panicum. And it's effective on these tough-to-control broadleaf weeds: oxalis, spurge, common and mouseear chickweed, henbit, evening 
primrose and hop clover. LESCO PRE-M contains pendimethalin, a proven per-former for PRE-M 60 DG Herbicide A60% water dispersible granule for use ffiy ^ C0n,r0'in ACTIVE INGREDIENTS: 6000% 40.00% TOTAL 10000% KEEP OUT OF REACH OF CHILDREN CAUTION Net 10 lb. 5 #011965 / broad-spectrum weed control. Programmed applications of LESCO PRE-M control both early and late germinating weeds. Labeled for use on most northern and 
southern turfgrasses, 
PRE-M'swater-
dispersible formula can 
be tank mixed 
with most 
fertilizers and pestcides. For added convenience, 
try LESCO PRE-M 60 WP, a wettable powder 
that comes in easy-to-use water soluble packaging. Contact your LESCO Sales Representative, visit your 
nearest LESCO Service Center or call toll free (800) 825-3726. In Cleveland, call (216) 333-9250. Always read and follow label instructions before applying any herbicide product. PRE-M® is a registered trademark of LESCO, Inc. BEARD COUECTION LESCO, Inc. 20005 Lake Road 
Rocky River, Ohio 44116 <7 CYAN AM ID Agricultural Division VPC Ventures Wayne, NJ 07470