Pest control giant enters the lawn care business MEMPHIS, TENN. Terminix International, the nation's second largest indoor pest control service, 
has entered the lawn care business. The company 
plans to open branches in all parts of the country, starting with a handful this year. Terminix, based in Memphis, opened test lawn (ntmimx) TIOH^ care operations in Ten-nessee and Florida this past year. Additional branches this year will be in the North and Midwest. "Terminix is looking forward to expanding into more consumer services," says Mike Ostien, manager for the new lawn care divi-sion. "It's been a residential pest control name. We hope 
to play off that." He says marketing studies show homeowners prefer dealing with one company for dif-ferent home services. About 75 percent of Ter-minix's 1 million customers are residential property 
owners, Ostien says. Terminix is owned by ServiceMaster Industries, 
Inc., which also has a lawn care division. Ser-
viceMaster Lawn Care, however, is strictly a fran-chise operation. "We will compete di-rectly against them," Os-tien says. While Terminix has 100 to 150 pest control 
franchises, it has no plans to sell lawn care franchises. Terminix entered the lawn care business for a short time several years 
ago. The commitment at that time was not as se-See TERMINIX Page 21 WWN ORE INDUSTRY Serving commercial mowing and chemical lawn care professionals VOLUME 12 NUMBER 10 $2.50 111SLÌÌ1 PUBLICATION OCTOBER 1988 State won't fine LCO for bird kills MANDATE OF THE 90'S KANSAS CITY, MO.ŠHave you received Material Safety Data Sheets on all your hazardous materials? If not, don't hesitate to request them from your suppliers, and keep copies of your requests. Companies working with hazardous chemicals must now have these sheets in a place where they are available to employees, and the employees must be taught what to do if the materials spill. The Hazard Communication Standard for non-manufacturing employers was summarized at the recent Professional Lawn Care Association of Mid-America conference in Kansas City, Mo. It See MANDATE Page 14 'OCT, BOOS Full service company goes public COLUMBUSŠAn LCO who applied diazinon in an area where 26 waterfowl later died will not be fined for label viola-tion. The De-partment of Agriculture official who investigated the deaths says di-azinon, ap-
plied in com- Richards: LCO bination with couldn't water. fertilizer pel-
lets, was watered in properly. Watering was prohibited by a city-wide watering ban, but a liquid herbicide was sprayed over the pellets. "It's just one of those things that's not spelled out," says LEASING Changes under the new tax law make leasing outdoor 
power equipment 
more sensible. TRADE SHOWS Previews of next month's PLCAA and A |r Green Team shows. 9 CLASSIFIED See what's for sale, Q A miscellaneous items. OL Oren Spilker, the department specialist who investigated. "He was using a liquid. What does the label mean? There are a lot of ambiguous statements on the labels that are going to have to be cleaned up." Green Magic Services, Inc. a full-service firm, did the fer-tilizer/diazinon application on Friday, Aug. 12 at the Is-land Club Apartments' 12-acre lawn in Columbus. Diazinon was applied at five pounds ac-tive ingredient per acre, says Jim Halliwell, company presi-dent. Ducks and geese came from a pond 15 to 20 feet away when a resident began offering food. Later that day, residents found many of the birds dead. The company used a dry fertilizer/diazinon combina-tion from Rocky River, Ohio-
based LESCO, Inc. containing 3.33 percent diazinon. The label calls for light wa-tering and does not specifically say not to apply in the vicinity of waterfowl, says Greg Rich-ards, chemical products mana-
ger at LESCO. It does say, under "Environmental haz-ards," that it is toxic to fish, birds and other wildlife and should be kept out of water bodies. "Since there was a watering ban there, the product couldn't be watered in," says Richards. "He was hoping it was going to rain." See BIRDS Page 24 TULSA, OKLA. LawnAmerica, Inc., based in Tulsa, Okla., recently became 
the first full service landscape management company to go public in several years. The of-fering was announced in a 
news release by Richard Hughes, company chairman. Huges is president and ma-jor stockholder of Hinderliter Industries, a publicly-held firm specializing in metal heat-treating equipment. LawnAmerica provides lawn care, tree care, shrub care, landscape design, instal-lation, mowing, pool care and other related services to both residential and commercial properties. The company was orig-inally GreenLawn of Louisville, strictly a lawn care firm. Hughes bought the com-pany and moved it to Tulsa in 1984, renaming it GreenLawn of Oklahoma, and expanded I into additional services. It was I renamed and incorporated as See PUBLIC Page 31 NEXT MONTH Ł Annual PLCAA Show Issue. Ł Special Report: the commercial lawn care market. How LCOs land commercial accounts. LATE NEWS Tru Green buys Greenkeeper ATLANTAŠTru Green Corp. has entered the Texas and Oklahoma markets by purchasing 
Greenkeeper, Inc., a San Antonio-based lawn care firm with branches in Oklahoma City, Dallas, Austin and Houston. The company had about $3 million in revenues in 1987 and 20,000 
customers. Greenkeeper's 55 employees will remain, says Don Karnes, senior vice president of Tru Green. "They're a quality company with oustanding personnel," he says. James Eckhardt, Greenkeeper's former president and co-founder, will continue to manage the operation. Eckhardt says he was not looking to sell the company when Tru Green approached him. "A lot 
of it was the people," he says. "There's going to be 
a lot of opportunities for our employees." See BUYS Page 21 Ryan brings quality aeration from golf greens to green lawns. Introducing the new Ryan Lawnaire® 28. The revolutionary Lawnaire 28 combines the technology and preci-sion of golf course aeration with the demands of lawn maintenance. Its reciprocating, crank mounted tine arms feature a vertical coring ac-tion similar to larger Ryan aera-tors. Tines penetrate straight in to a depth of 2V2 inches, and come 
straight out. The results are a more professional-looking job, better root development, greener lawns, and more satisfied customers. Make more money by the yard. Because time is money, the Lawnaire 28 is designed to cover big jobs quickly Š up to 24,000 sq. ft. per hour. But because not every job is big, it's also compact and maneuverable. Just 34 inches wide, the Lawnaire 28 easily fits through yard gates. The unique 
tricycle front wheel gives the unit a zero turning radius while aerating! Even the tightest spots are no 
problem. And because it's a Ryan, you can rest assured that the Lawnaire 28 will keep you on the job and out of the repair shop for years to come. Check out Ryan's reliability in your own backyard. Contact your Ryan dealer and ask for a free demonstration today. Or call toll free: 1-800-228-4444. RYAN BUILT TO LAST A CU8HMAN Product; Group 6401 Ryan, P.O. Box 82409, Lincoln, NE 68501 © Outboard Marine Corporation, 1988. All rights reserved. Circle No. 123 on Reader Inquiry Card For rapid response, use the peel-off label from the front cover NAME TITLE 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 WWN GIRE INDUSTRY OCTOBER 1988 This card void after Dec. 15.1988 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 20 Ł Mowing/management lawn care company and/or landscape contractor 30 Ł Both chemical lawn care company and mowing/management lawn care company and/or landscape contractor B. SUPPLIER 50 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: Date BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWNOIRE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 I.I.I..I.I.I..I.II....II..I.I..I...II..I.II I.II NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES LAWN CARE INDUSTRY OCTOBER 1988 5 L4WN OIRE INDUSTR/ ELLIOT MÂRAS Editor JAMES E. GUYETTE Managing Editor ROBERT EARLEY Group Vice President KIM SESSER Production Manager CAROL LANDSTROM Production Supervisor BRYAN VOLLMAN Graphic Design JOAN SCHUMACHER Circulation Supervisor QAIL PARENTEAU Reader Service Manager THEODORE C. MATHEWS Promotion Director JOHN PRESSELLO Graphics Manager MARKETING/SALES Midwest Office: JON MIDUCKI (216) 243-8100 ext 422 National Sales Manager 7500 Old Oak Blvd. Cleveland, OH 44130 MARSHA DOVER GLORIA COSBY (216) 243-8100 Regional Sales Managers 7500 Old Oak Blvd. Cleveland. OH 44130 Southern Office: DICK GORE (404) 233-1817 455 E. Paces. Ferry Rd., Suite 324 Atlanta. GA 30305 Western Office: BOB MIEROW (206) 783-0549 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 218-723-9192 EDGELL COMMUNICATIONS INC PUBLICATIONS ROBERT L. EDGELL, Chairman RICHARD MOELLER, President LARS FLADMARK, Executive V. Pres ARLAND HIRMAN, Vice Pres./Treasurer THOMAS GRENEYt Senior V. Pres EZRA PINCUS, Senior Vice President JOE BILDERBACH, Vice President JAMES GHERNA, Vice President GEORGE GLEHH, Vice President 
HARRY RAMALEY, Vice President LCI ADVISORY BOARD MEMOS MARTY ERBAUGH RON KUJAWA Erbaugh Corp. KEI Enterprises Peninsula. OH Cudahy, Wl A. J. POWELL U. of Kentucky Lexington. KY JACK ROBERTSON Robertson Lawn Care Springfield. IL LAWN CARE INDUSTRY (ISSN 0160-6042) is published monthly by Edgell Communica-tions. Inc. Corporate and Editorial offices: 7500 Old Oak Boulevard, Cleveland. Ohio 44130. Advertising Offices: 7500 Old Oak Boulevard. Cleveland, Ohio 44130,111 East Wacker Drive, Chicago. Illinois 60601 and 3091 Maple Drive, Atlanta, Georgia 30305. 
Accounting. Advertising Production and Cir-
culation offices: 1 East First Street. Duluth. Minnesota 55802. Subscription rates: $25 per year in the United States; $50 per year in Canada. All other countries: $100 per year. Single copies (pre-paid only): $2.50 in the U.S.; $5.00 in Canada; elsewhere $10.00; add $3.00 for shipping and handling per order. 
Office of publication: Edgell Communica-
tions. Inc., 1 East First Street, Duluth, Min-nesota 55802. Second class postage paid at Duluth, Minnesota 55806. Copyright © 1988 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. AMP VBPA Howard Johnson Enterprises and Biverdale Chemical Go. have teamed up to offer a distribution network for turf and ornamental products. Both companies have 66 years experience manufacturing fertilizer, post emergent 
herbicides and other turf care 
products. For information, contact Howard Johnson's at 
800-642-4656 or Hiverdale at 
312-754-3330, or Lonnie Pell, regional sales manager, at 919-846-2257. LESCO, Inc. will develop a full line of irrigation equipment, the Rocky River, Ohio-based supplier of turf care equipment announced recently. Development of irrigation equipment for professional use 
on golf courses, commercial sites 
and home lines will be overseen by Arthur D. Wick, vice president of research and development. Jim Fetter has been promoted at O.M. Scott Se Sons Co. from marketing manager to 
director of marketing. Michael Kelty, Ph.D. was named director of research and 
development. The company is based in Mary s ville, Ohio. Hon Zwiebel, formerly president of Green Care Lawn Service, Inc., has joined LESCO, Inc., Rocky River, Ohio, as a fertilizer and seed specialist. He founded Green Care, based in 
Birmingham, Ala., 15 years ago. The company is now run by his wife, Marlene. GhemLawn has named Gary Yaekle vice president of marketing. He previously served as regional marketing 
manager for the McDonald's Corp. where he was responsible for developing marketing programs for more than 230 stores. LCI "Be a partner" with Special Olympians A Special Program with Special Rewards nder a bright winter sun, an icy breeze brings roses to cheeks as skiers move along a trail, some smoothly, others struggling. It could be any cross-
country skiing event. But soon differences appear. As the athletes cross the finish line, they are greeted with cheers of encouragement and congratulations-and hugs for 
every skier. The contest is a winter event of the Special Olympics, patterned on the tra-
ditional Olympic g^mes and conducted for athletes of all ages who have mental retardation. And while their movements 
may not be those of polished athletes, there is no mistaking the intensity of their effort, or the joy of their achieve-ment, wherever they finish. Dow and Industry to Sponsor. In 1989, Dow and the lawn care indus-try, through PLCAA and state asso-ciations, are Official Bronze Medal 
sponsors of the International Winter 
Special Ohmpics Games, \ v by contributing more than $100,000. To be held in April 1989 at Lake T&hoe. the games will attract more than 1400 athletes from around the world. Events will 
include Alpine and Nordic skiing, speed skating, figure skating and floor hockey Special Olympics: a Special Program. The Special Olympics pro-gram, founded in the 1960s, is run by more than 600,000 volunteers. It provides year-round sports training and athletic competition for more than one million people with mental retardation. For many of these participants, the program is their only opportunity 
to take part in activities which most of us take for granted. To say that 
Special Olympics are a bright spot in their lives is an understatement. Special Volunteers. AD types of volunteer helpers, from coaches and managers to trainers to fund raisers, 
pitch in to keep the program going. One unique group of volunteersare the "huggers." They see to it that all participants at every event get warm 
personal recognitionŠregardless of whpnp fhpv finich rnmrvririnn ic intpnep If you'd like to be a hugger, or help some other way, contact your nearest Special Olympics office. Ór see your Dow rep for lists of Special Olympics officials in your state, and ways you can support the year-round program in your area. The Partnership makes it possi ble. DowS contribution, in the name of the lawn care industry, is made possi-ble by a program called The Partnership, 
Dow's commitment to you. The Partnership brings together all the things Dow offers you. It includes not only the products you use, but 
many other pluses: industry-leading research and development, training for your technicians, business manage-
ment seminars, legislative lobbying and assistance at national, state 
and local levels, and industry-wide public relations programs. Dow's underwriting of indus-try support for the 1989 Inter-jf national Winter Special Olympics is one way of encouraging others < to become involved in worthwhile local activities. Circle No. 110 on Reader Inquiry Card Trying to keep up with our traction advantages is wearing the other guys out 0, 'thers try. But most traction-assist systems just don't cut it. Not when compared to a John Deere front mower. In fact, components on other mowers actually wear out faster simply trying to do what John Deere's differential lock and hydrau-lic weight transfer systems do so easily. NO BOUNCING DECK Springs are the key components in many weight transfer systems. But, if you've ever seen a 
kid on a rocking horse you 
know what springs do. They bounce. One knob hydraulically transfers weight from the mower deck to the drive wheels on John Deere's F930, F932, and F935. That's also what happens when you put springs on a mower deck. A side effect that's damaging to both deck components and quality of cut. John Deere's weight trans-fer system is better. Here, your mower deck doesn't bounce because there are no springs. Trying to match the traction advan-tages of John Deere front mowers is hard on other machines. Weight is hydraulically transferred to the drive wheels by simply turn-ing a knob on the right console. You get better traction without sacrificing mowing quality. Best of 
all, it's all done on the move so 
you're always in control of chang-
ing conditions. NO WORN-OUT BRAKES A standard differential lock is the second major part of the system. Here, a touch of a pedal is all it takes to lock both drive 
wheels on the move. So, if one wheel slips, the other can still pull you through. It's not a brake. There are no drums to heat up or wear out. It's 
a straight linkage in the axle that allows both wheels to turn at the at the same speed. A much more positive way to get through tough footing than what the others would have you doŠride your traction assist brake. Why not save that for when you really need it? NO LOST MOMENTUM All told, you get a tre-mendous traction advant-age with John Deere. The ability to use the differential lock and hydraulic weight transfer on the 
move means you work better on steep slopes, sidehills, and slick ground without losing valuable 
momentum. A touch of a pedal locks both drive wheels on John Deere front mowers to help get you through difficult conditions. Talk to your John Deere dealer today for more information on these superior machines. Or write John Deere, Dept. 956, Moline, IL 61265. Nothing Runs Like a Deere JOHN DEERE Circle No. 123 on Reader Inquiry Card UPFRONT LAWN CARE INDUSTRY OCTOBER 1988 8 Commitment to service is no light matter Lawn care is a technician-driven industry. The ma-jority of the companies are owned by field workers who got ambitious and started 
their own businesses. In most companies, the technical tasks have been 
better executed than the management tasks. Which is why many owners are seeking more management training. So today, management types are being recruited to fill in the gaps in many com-panies. Business management books are being marketed to LCOs, and trade conferences are offering more 
business presentations. Large companies trying to acquire smaller competitors 
often cite their management savvy as an important asset. This is all well and good. What had best not be over-
looked in this push for 
stronger management skills, however, is a commitment to 
service. The man in the field on the customer's property has to be committed to qual-
ity performance. He needs to be strong technically and ELLIOT MARAS EDITOR have good interpersonal skills. The Professional Lawn Care Association of America could not have picked a more 
appropriate theme for its convention this yearŠ"Back 
to Service." Featured speaker Ron Zemke, author of Ser-vice America, will speak on doing business in the new service economy. I got to thinking about commitment to service while 
considering selections for our magazine's annual "Man of the Year" award. The award, which will be announced at the PLCAA show, is for an individual who has served as a model in lawn care profes-
sionalism. To identify such an indi-vidual, I had to ask myself what defines professionalism How Do You Measure A Product? By Performance! UAP Special Products brought you Pendimethalin Plus Fertilizer - - a Performance product. UAP Special Products brought you Dacthal Water Dispersable Granules - - a Performance product. UAP Special Products brought you Sevin 10G with a grub label - - a Performance product. UAP Special Products brought you Weedgrass Control 60WDG - - a Performance product. UAP Special Products, Inc. - - a Performance company - - is your Source for Performance products. How Do You Measure Your Supplier? UAP Special Products, Inc. - - your Source for Performance products wants to be your Performance supplier. Secciai 'PnutuctA 1035 E. Dodge Street Fremont, Nebraska 68025 Fremont, NE (402) 727-8689 Nebraska Toil Free (800) 642-8873 National Toll Free (800) 228-0096 Milwaukee. Wl (414) 796-1380 Minneapolis. MN (612) 542-9172 Dallas, TX (214) 495-3025 Kansas City, MO (816) 842-8211 Missouri Toll Free (800) 247-6019 National Toll Free (800) 423-9476 Columbus, OH (614) 274-9424 Ohio Toll Free (800) 222-9963 National Toll Free (800) 821-0170 Denver, CO (303) 371-0666 National Toll Free (800) 274-8873 Chicago, IL (312)717-7505 Circle No. 110 on Reader Inquiry Card in this industry. The most important attribute, I con-cluded, is the ability to "reach" the man in the field; to instill the significance of pleasing each individual cus-tomer. These thoughts were best summarized by an operator I met at the recent Profes-sional Lawn Care Association 
of Mid-America Show in Kansas City. He said: "The integrity of the applicator has more to do with the success of your company than any-thing else." Those wise words were spoken by Bill Wise, co-owner of Countryside Lawn & Tree Care of Wichita, Kan. He and his partner started the company after working for a larger firm for several years. Wise says his experience as a field man is crucial to his 
ability to motivate his own 
workers. Lawn care managers must be aware, says Wise, that the field technician is not a non-thinking position. The man in the field must be able to think on his feetŠwhere does he throw the clippings if there isn't a receptacle nearby? It's not easy to be nice to irate customers when you're 
huffing, puffing and sweating, Wise says. And it's not easy to keep your cool when you get lost in a new neigh-
borhood and you've got a production schedule to meet. It's not like sitting behind a cash register. Tools are available to strengthen employee commit-ment to service. One of the best I've seen is a training video recently re-
leased by PLCAA. In explaining the many benefits 
of lawn care, "Introduction to 
the Benefits of Pesticides" gives the employee a sense of pride in his profession. It 
covers everything from the 
definition of a pest to the relief pesticides offer hay fever sufferers. If you think an hour-long video on this topic will put 
you to sleep, think again. The video features Wendell Mullison, Ph.D., one of the world's leading pesticide ex-
perts and an eloquent speaker. The video, produced by the Dow Chemical Co., comes with a 16-page manual writ-
ten by Barry Troutman, Ph.D., the PLCAA's educa-tion director. With the 1988 season winding down, now is a good 
time for the industry to re-flect on its commitment to service. The tools to make that commitment are avail-
able. Let's use them. You can reach Editor Elliot Maras at 7500 Old Oak Blvd., Cleveland, OH 44130. Phone: 216-243-8100 When Lawn Doctor franchises move up to TURFLON, broadleaf weeds take a fall. "TURFLON is more effective on the broadleaves that the competition is missing."-Russ Frith, president Lawn Doctor, Matawan, NJ If "easy" weeds were the only ones cropping up in customers' lawns, 2,4-D would handle the job. But that's not the case. You need a tough product to keep tough weeds down. Maybe that's why you should move 
up to TURFLON* herbicide. The real problem with lawn care. "Weed control is the most im-portant problem," explains Russ 
Frith. And as president of one of the nation's most successful lawn care franchisers, he ought 
to know. In explaining how TURFLON has worked for Lawn Doctor, Russ says, "It does a better job on the tough to con-trol weeds." Prove it for yourself. How do franchisers who use it justify broadcast spraying TURFLON at about $9.50 per acre? "Reduced callbacks," Russ says. He adds that inde-pendent Lawn Doctor operators select their own products. Most are skeptical of TURFLON until they prove for themselves that 
it does a better job of control-ling tough weeds. "Many who 
use it full service started with 
spot (spraying)." Finally, Russ says one word describes the experience Lawn 
Doctor franchises have had us-
ing TURFLON: "Excellent." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-373-4DOW (4369). Move up to TURFLON 'Trademark of The Dow Chemical Company Circle No. 106 on Reader Inquiry Card 8004 12 TOP OF THE NEWS LAWN CARE INDUSTRY OCTOBER 1988 Pesticide-cancer link questioned CHICAGOŠWhile studies have shown pesticidal agents cause genetic damage or cancer in animals, a recent report from the American Medical Association says only two have proven to cause cancer in humans. A recent report by the AMA Council on Scientific Affairs says that except for arsenic and vinyl chloride, there is great uncertainty 
about the human cancer causing potential of hundreds of other pesticidal agents, despite 
significant research. The report was featured in a recent issue of the Journal of the American Medical As-sociation. Animal and vitro tests, the report says, do not reliably predict human carcinogenicity, and epidemiological studies often fall short 
of establishing definite links between chemi-
cal exposure and cancer in humans. The report, a scientific literature review, was prepared in response to an AMA House 
of Delegates resolution. The Delegates' resolution urged physi-cians to be alerted to potential hazards of 
agricultural pesticides. With few exceptions, delayed health ef-fects of pesticides on humans have been dif-ficult to detect, the report says, but sur-veillance and assessment of all human health 
effects from exposure must continue. LCI NCI continues to study 2,4-D BY ELLIOT MARAS Editor WASHINGTON, D.C. The 
National Cancer Institute continues to study health ef-
fects of 2,4-D on farmers after a study in 1986 suggested a link between the herbicide and Non-Hodgkins lymphoma (NHL), a form of cancer. The U.S. Environmental Protection Agency surveyed available research on the com-It doesn't have to be an uphill grind.Not with Kubota's F2400 Front Mower. Four-wheel drive delivers traction where you need it most-on uneven, slick or damp ground.No more wheel-spinning means no more turf damage. If you're up against one tough obstacle course, there's rear-wheel steering and independent brakes. Together, they provide the tight-est possible turning radius. © 1988 Kubota Tractor Corporation Then for your mowing comfort, there's our famous clutchless hy-drostatic transmission, as well as power steering and tilt-wheel. Attachments? You can choose from a 60"or 72"rotary mower,a flail mower, rotary broom, front blade or snowblower. Even a grass catcher with 60"and 72"dumping heights.Of course,they're all lifted hydraulically. Effortlessly. And its powerful, economical 24hp diesel engine will leave you wondering why anyone would own anything less. So if you've got the inclination, just write for our free Grounds Maintenance Equip-
ment Guide at Kubota Tractor Corporation, P.O. Box 7020-A, Compton, CA 90224-7020. ^KUBOTH Nothing like it on earth. Circle No. 118 on Reader Inquiry Card pound after the NCI released its report in 1986. Three of the four EPA epidemiologists dis-agreed with the conclusions of the NCI study, and the agency 
eventually concluded there was no evidence linking 2,4-D 
to cancer. NCI recently completed an-other survey, of Nebraska farmers, that supports the findings in the earlier study, 
says Aaron Blair, Ph.D., chief of the NCI's occupational studies section. The earlier study surveyed farmers in Kansas. Blair says farmers that used 2,4-D at least 20 days per year in Nebraska had a three-fold greater likelihood of con-tracting NHL. In the Kansas 
study, the NCI concluded farmers using 2,4-D at the same frequency had a six-times greater likelihood. In Nebraska, Blair says NCI studied 201 individuals who had contracted NHL and 725 controls who did not. The Nebraska study, unlike the Kansas study, specifically asked farmers if they used 2,4-
D. A presentation on the Neb-raska study was made at the Annual Society for Epi-
demiologic Research this past June in Vancouver, Canada. One epidemiologist in atten-dance was Greg Bond, Ph.D., research leader and technical coordinator for epidemiology at the Dow Chemical Co. "They're interpreting it as supporting what they found in the Kansas study, although it's much smaller and nowhere near as statistically signifi-cant," Bond says. The three-fold increase in risk, as deter-mined in this study, is not sta-tistically significant, he says. Bond says a study must be viewed in the context of all 
other studies examining the same compound. Studies of 2,4-D in Washington and New Zealand showed no correlation between exposure and cancer rates. The findings will not be presented in final form for sev-eral months. The principal in-vestigator, Shelia Zahm, Sc.D., is presently on mater-nity leave. Most studies show no cause-effect relationship be-tween 2,4-D exposure and NHL, says Wendell Mullison, Ph.D, a consultant to the 2,4-D Industry Task Force. "There've been a variety of studies out on 2,4-D that tend to contradict each other," says Jack Moore, deputy admin-istrator of the EPA. He had 
not seen the Nebraska study. A one-page abstract of the Nebraska study is available from Blair at NCI, Executive Plaza North, Room 418, Rock-ville, MD 20892. LCI "Our resprays have decreased by almost 50%r-Jim Gourley, owner Lawn Masters, Kenosha, WI If you're like most LCOs using standard three-way herbicides, there are days when you wish the phone wouldn't ring again. 
Callbacks and cancellations 
can really get you down. Well, 
maybe it's time you moved up to TURFLON* herbicide. One good reason to switch. "We switched to TURFLON be-cause we were having too many resprays," explains Jim Gourley. And after 22 years in the busi-ness, he's happy with the results: "Our records show that we do have much better weed control 
and many fewer resprays this year than we've ever had." You'll save money in the 
long run. "Yes, we pay more for TURFLON," Jim says. "But when I figure how much it costs us per respray, it's saving us lots of money. And 
that justifies the extra cost." Jim adds that there's another reason he can't afford to make too many callbacks. "When you 
have to go out and do a respray you're taking a chance on losing that customer." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-3 73-4DOW (4369). Move up to TURFLON 'Trademark of The Dow Chemical Company Circle No. 107 on Reader Inquiry Card 8005 14 LAWN CARE INDUSTRY OCTOBER 1988 14 MANDATE from Page 1 was explained by Dean Lakin, manager of the agricultural products division at MFA Oil Co., Columbia, Mo. Lakin also explained the Community Right to Know Law, which requires that much the same information be provided to emergency re-sponse officials. Lakin stressed that the two laws, tedious in their written forms, are not hard to follow. "Don't let the thing scare you," he says. He passed out a simple, six-page plan that is being used by many com-
panies. Lakin: Industry must inform emergency response people. The worker right to know law, mandated by the Occupa-tional Safety and Health Ad-ministration, was put on hold by a court challenge in May, 
but reinstated in August. The community right to know law, mandated by the U.S. Envi-ronmental Protection Agency, became effective Sept. 23. The OSHA law The purpose of the OSHA law is to advise employees of the hazards in the work place. Keep this in mind, Lakin says, and it isn't hard to implement. The first step, he says, is to designate an individual, not a committee, to be in charge of 
the program. Then determine which products are either health hazards or physical hazards. A chemical is a health haz-Quality... Reliability BROUWER TRIPLEX-376 . . . designed from "the grass up" for the professional. Compare the high quality engineering, rugged reliable performance, and you will be convinced that in the long-run your equipment investment should include a Brouwer Triplex-376. User experience has shown that dollar for dollar there is no better triplex mower on today's market. It is the perfect mower for a wide range of applications where grass requires the best in routine maintenance. Brouwer is committed to Quality 
and Value and backs this commitment with after-sales service that is second-to-none. Contact us for your local dealer information. OTHER IMPORTANT FEATURES Ł 5.8 m.p.h. (9.4 Km/h) transport speed Ł 74 in. (188 cm.) width of cut Ł Rear reel can be operated independently Ł Height of cut: 1/2 in. to 3 in. (1.3 cm. to 7.6 cm.) 
Ł Transport width only 69 in. (175 cm.) Ł Low center of gravity BROUWER TURF EQUIPMENT LIMITED An Outboard Marine Corporation Company 7320 Haggerty Rd./Canton, Ml. 48187 Telephone (313) 459-3700 Woodbine Avenue/Keswick, Ontario, Canada L4P 3E9 Telex 065-24161 Telephone: (416) 476-4311 ard if there is at least one sci-entific study showing acute or chronic health effects may oc-cur if employees are exposed. A chemical is a physical haz-ard if it is combustible, ex-
plosive or flammable. A mixture is considered hazardous if any of the compo-
nent chemicals comprising at 
least one percent of the mix-ture is itself hazardous. "You need to make an in-ventory of the products you have out there," Lakin says. Manufacturers should be sending their customers Mate-rial Safety Data Sheets on all 
regulated products, he says. If you have not received the MSDS sheets from your sup-plier, request it in writing and make a copy of the request. The next step is training. Employees must be told what the MSDS sheets are and 
where they are available on the premises of each facility where they are stored. They must also be taught what to do in 
case of a chemical spill. This plan must be in writing. Employees should sign a statement after each training 
session, Lakin says. In addition, contractors whose crews work in the area where chemicals are stored or applied must be shown the safety plan. The information required by the OSHA law can be used 
to comply with the Emergency Planning and Community 
Right to Know Law. "Once you've got one, you've really got the other," Lakin says. Community right to know The Community Right to Know Law falls under the Su-perfund Amendments and Re-
authorization Act of 1986, which falls under the supervi-sion of the U.S. Environ-mental Protection Agency. All you need to do, Lakin says, is give your inventory of hazardous materials and your emergency response plan to lo-
cal emergency response of-ficials. "We've got to make it known to the emergency re-sponse people what we've got in our businesses," he says. If your facility should catch fire, you wouldn't want the firemen rushing in to the fuel loading 
area. Lakin says states will in-struct local officials to handle 
enforcement, but most local 
officials have yet to be advised. He encourages lawn care companies to show their in-surance companies their training programsŠinsurers often choose to reduce pre-miums. LCI Questions about Pesticides? Call 1-800-858-7378 National Pesticide Telecommunications Network CONVENIENT CONTROLS OPERATOR COMFORT 3 FORWARD SPEEDS 1 REVERSE DYNAMICALLY BALANCED REELS DIFFERENTIAL LOCK ; ROBIN WISCONSIN 8-1/2 h.p. ENGINE FOOT BRAKE PLUS 
PARKING BRAKE EASILY RAISED CUTTING UNITS the BROUWER difference Circle No. 110 on Reader Inquiry Card "The first year we used TURFLON, we realized a $1,200 savings on service call costs:-Tim Doppel, president Atwood Lawncare, Inc. Sterling Heights, MI Keeping a lid on expenses be-comes more and more important as your business continues to 
grow. Do things right, and pro-fits will rise while the cost of servicing each new customer 
falls. If that's the kind of lawn care firm you want to run, maybe it's time you moved up to TURFLON* herbicide. When more is less. "Even though the product costs more, I still end up saving money by using TURFLON," explains Tim Doppel. And he has three 
years' worth of documented results to prove it pays to 
broadcast spray TURFLON at about $9.50 per acre. "The first and foremost advantage of using TURFLON is its effec-tiveness. It works." Reducing callbacks and cancellations is the key. "The first year we used TURFLON, we had a 20 percent reduction in callbacks and that has held steady over the years," Tim says. "We've also seen an in-crease in customer retention in the three years we've been using TURFLON." And using TURFLON has one more advantage, Tim adds. It's the reason he's been able to reduce callbacks and cancel-lations: "My customers are happier." Isn't it time you moved up to a better herbicide for better weed control? Call us to find out more. 1-800-3 73-4DOW (4369). Move up to TURFLON ŁTrademark of The Dow Chemical Company Circle No. 123 on Reader Inquiry Card 8006 16 SPECIAL REPORT LAWN CARE INDUSTRY OCTOBER 1988 16 Interest rising in smaller monthly leasing payments When considering a lease... s Decide if you want to buy item when lease is over. / Find out how the final value is computed. Ł Is the deposit reasonable? Ł Find out under what conditions your deposit can be kept. Ł What is the leasing fee? Ł Get familiar with the leasing agent. Ł Shop around. / Know the end cost upfront. Ł Read all the fine print. Ł Consult with your attorney and/or accountant. BY JAMES E. GUYETTE Managing Editor Changes in the tax laws and the need for more available cash are mak-ing the leasing of equipment 
more attractive to turf mana-gers. The demise of the Invest-ment Tax Credit and the in-troduction of a new deprecia-tion method has taken away incentives to buyŠand it's 
given leasing new appeal. Under the Tax Reform Act of 1986, purchased equipment up to $10,000 is 100 percent tax 
deductibleŠbut equipment buys over that amount must 
be written off over seven years. A lease, however, is 100 per-cent deductible no matter what sum is invested. "Generally your lease pay-ments are written off on a 
monthly basis," explains John 
Davis, a regional supervisor at 
AVCO Leasing Services in Ir-vine, Calif. The company makes leasing arrangements 
for Jacobsen and other firms. "The lessee can deduct the entire monthly payment as a Beautify Your Bottom Line with ... green garde® High Performance Spray Team THE PROFESSIONAL'S FAVORITE! of green vv garde JD9-C SPRAY GUN For Low and High Pressure Ł RELIABLE increases productivity and reduces downtime. Ł FULLY ADJUSTABLE » adjusts quickly from fine mist to long distance pencil stream. Ł IN THE HAND » feels good, looks great. Ł BUILT LIKE A FINE PRECISION WATCH. Ł„Eïf1 MODEL JD9-CT also available Tapped at the top for use with gauge to calibrate pressure settings, more accurate than figuring line loss from pump gauge. JD9-C SPRAY GUN ACCESSORIES -- for More Uses & More Profits! HEAVY DUTY ROOTFEEDER Designed for pressure root feeding from 2" to 10" deep. Extensions available for probing. Rugged for heavy use. TIP ADAPTER LONG LASTING FLOODING NOZZLES Adapts JD9-C for using Spraying Systems' wands, extensions and nozzles. h ) b Bm A choice of 6 sizes for applying fertilizer and pesticides, fits ChemLawn Gun. See these and many other fine Green Garde products at your distributor or CONTACT US at (312) 593-6464, FAX: 312-593-6467. Green Garde is a Reg. Trademark of Encap Products Company ENCAP PRODUCTS COMPANY Ł P.O. BOX 278 Ł MT. PROSPECT, IL 60056 © 1988 EPC Circle No. 110 on Reader Inquiry Card business expense," says Joe Miller, senior account execu-tive at First Interstate Leasing Service in San Diego, Calif. His company "sets up cus-tom in-house leasing pro-grams" for a number of major manufacturers, including Bunton. 4'Leasing lets the customer obtain the equipment he (or she) needsŠusing operating funds instead of capital funds," says Terry Waak, gen-eral accounting and credit manager at OMC Lincoln. A business that invests less than $10,000 in equipment a 
year can benefit by freeing up its cash flow. Professional Tree and Turf Equipment in Golden, Colo, is 
seeing a big jump in leasing from its customers, according to Vice President Bob Smith. Similar interest is being expressed throughout 
the green industries, as the equipment leasing market in general tops $75 billion in the United States. "We do an awful lot in the (turf) industry," says Mike Bush, an account executive at Bush and Cook Leasing, Inc. in Wilmington, Ohio. His firm has written more than 1,000 leases to lawn care professionals, and Bush says the group has a "very, very 
good" delinquency rate of only 1 percent. (A delinquency is declared when a payment is 10 days late.) "We're seeing a substantial increase in leasing by commer-cial outdoor power equipment users in recent months, due to the changes in the tax laws last year," reports Jack Snow, 
president of Gravely Financial Services, a division of Signet Leasing Co., Inc. of Winston-Salem, N.C. According to Snow, "If you're in the 33 percent tax bracket, as most companies 
are, you can save 33 cents on 
the dollar of your equipment investment by deducting 100 percent of the lease pay-ments." A sample Gravely lease might go like this: If you lease a $5,000 mower, the payments 
will be $255 monthly for the 24 months of a two-year lease. This means you pay out $6,120 
over the period of the lease, 
but the 100 percent tax deduc-Brown: Lots of leases available. LAWN CARE INDUSTRY OCTOBER 1988 17 tion means the actual cash outlay can be reduced 33 per-
cent to $4,100, says Snow. "Thus in real terms," Snow continues, "you've paid less than the cost of the equip-ment, while having its use un-der warranty the whole time. At the end of the lease you can buy the machine outright for 10 percent of the lease, in this case, $500. Or you can trade it in and lease a new one, or sim-ply turn the equipment back in to your Gravely dealer." "Under the new tax laws, leasing just makes sense," ob-serves Gene Grant, Jr., presi-dent of Grant & Power Landscaping in Villa Park, 111. 
His company has leased trucks, car phones and 11 Gravely mowers. "With a two-year lease, your equipment is brand new and under warranty the whole time," says Grant, "which means less down-time and lit-tle maintenance work. After 
two years, you can turn over the equipment by buying out 
the lease, selling the equip-ment and re-leasing new ma-chines. "Besides the better tax sit-uation, leasing eases your cash flow crunch," adds Grant, "and in our business, the most important thing is cash flow." "Leasing is really another form of financing," says De-nnis L. Brown, manager of marketing services at the Toro 
Co. He notes that Toro dealers offer a number of leasing 
plans. "We'll offer it in about any form the customer wants," 
Brown points out. "You de-
sign one to fit whatever the customer tells you he (or she) 
wants to do." The new Advanta Lease program at Exmark Manufacturing Co. in Beatrice, Neb. has plans that are "beneficial not only to the large commercial mainte-
nance organizations, but also the small contractor," notes lease coordinator Cindy Jurgens. LESCO, Inc. in Rocky River, Ohio expects to have a leasing plan available by the time this story hits print, ac-
cording to the company. Like a number of manufac-turers, Excel Industries, Inc. in Hesston, Kan. has leasing plans through outside finan-cial firms that feature higher payments during the more 
productive summer months for contractors, with lower payments during the wTinter. "It's a marketing tool," says John Harrison, marketing manager. "Excel kind of fronts 
it." He points out that leasing can provide a hedge against in-flation. "New equipment is obtained today and paid for 
with tomorrow's dollars." A lease can allow a business to free-up its line of credit at 
the local bank by not becom-ing part of the company's debt 
line. "It's an off-balance sheet transaction," explains Miller 
at First Interstate. (He will give a talk on leasing at the Professional Lawn Care Asso-ciation of America convention in New Orleans.) "You're not really a bank risk, so you can use leasing to spread things around a little bit," says David Fuller, presi-dent of Fullcare Turf Mainte-nance, Inc. in Louisville, Ky. However, Fuller cautions, don't expect a lease agreement 
to go completely unnoticed 
when arranging finances. "Anyone who's seriously look-ing at you is going to look at your lease load as well as your debt load." Fuller's company has leased a number of items over the years, including a snack vending machine, an 
electronic time clock, a phone system, cars, trucks and mowers. Some of the leases provided a rude education for the jovial Fuller: "This is the Full Care method of finding out how it works," he jokes. "I can't say that leasing is an advantage. I think it's an alternativeFuller com-ments. "You tend to pay more through leasing. You can get a lower (monthly) payment, but 
it doesn't necessarily mean it's cheaper." Contractors are cautioned to be sure to check with their accountant and/or attorney 
before signing a lease. Fuller offers some other hints for those who are consid-ering leasing: Ł "Read the formŠeven the small printŠor have your attorney read it for you." Ł "Know what your end cost is going in." Some people 
don't realize exactly how much a piece of equipment is going to cost them. "They thought they'd paid for it, and it turned out they owed several thousand dollars more on it." Ł Beware of the "end value" or "residual value" and how it is computed. "Don't let them Felix: Have enough work to do. give you a residual value that's not realistic." Ł Be careful about the "ac See LEASING Page 31 Sorry, crabgrass. Sorry, goose-grass. You won't be checking in here this season. Not on turf areas treated with Team preemergence herbicide. Only one group has reservations. Your turfgrass. Even bentgrass can relax, Team is that gentle. That means with a split applica-tion you can take an all-season vaca-tion from weeds. From upset golfers, 
callbacks and costly reapplications. Application is easy and accurate. Team gets to the ground where you 
want it. It won't leach out, even in heavy rainfall. Once activated, it forms a zone of protection that shuts the door on weeds for up to 20 weeks. Team is widely available on dry fertilizer from leading formulators, and in granular form from your 
distributor. So if weeds are planning to visit your turf this season, tell them sorry. You've booked Team for the season. 
See your Elanco distributor. Or call toll-free: 1-800-352-6776. Elanco Products Company A Division of Eli Lilly and Company Lilly Corporate Center Dept. EM-455, Indianapolis. IN 46285. U.S.A. Team1"Š (benefin+trifluralin. Elanco) /ßiiUÜk) Refer to the Team label for complete use directions. ^Š~TJ~' With Team on your turf, weeds won't check in all season long. I * f ŁPPI MM 18 LAWN CARE INDUSTRY OCTOBER 1988 18 WÊÊÊÊKmtHtÊÊÊIKÊÊÊÊÊÊ^ÊÊt Keep loyal workers with bonuses and profit-sharing Novy: Share the wealth. BY JAMES E. GUYETTE Managing Editor Business owners and managers face a com-mon problem when try-ing to retain loyal, long-term employees. They don't want the good workers to seek otherŠbetter-
payingŠjobs, yet there are limits on what they can spend on hourly wages. The solution? Set up a pro-fit-sharing or bonus program. "I definitely think it's a key in motivating your employ-ees," says Linda J. Novy, owner of Gardeners' Guild, Inc., San Rafael, Calif. "I hope more landscape companies do 
it. I think profit-sharing and bonusing is very important." Last year each of the 30 em-ployees at the full-service inte-rior and exterior firm got an "across the board" bonus of about 4 to 6 percent of their salaries. Certain workers got extra money from their site managers for doing a particu-
larly good job. "I've always believed in sharing the wealth with my 
staff and getting them in-volved with the profitability of the company," Novy explains. Previously, Novy offered a standard profit-sharing deal based on years of service. She has dropped that in favor of the performance bonus sys-
tem. "I no longer feel that your length of employment should be a criterion in your bonus," Novy observes. "There's more of an incen-tive if you do it that way. They're getting the bonuses they're getting because they are high producersŠnot be-
cause they've been with me 
that long." What performs better when the growing gets tough? ANSWER: The Cushman 809. This new gasoline 
water-cooled Front Line® Mower features a 27 hp., 
3-cylinder Teledyne-Wisconsin engine that cuts 
through the toughest, tallest grasses with power to spare. It's quiet and it stays cool for years of top-cutting performance. For all the facts, return the reader service card in this publication today. CUSHMAN BUILT TO LAST 3403 Cushman, OMC-Lincoln, P.O. Box 82409, Lincoln, NE 68501 Toll Free: 1-800-228-4444 © Outboard Marine Corporation. 1987. All rights reserved. Circle No. 124 on Reader Inquiry Card BREAKTHROUGH Increase loyalty Reduce service calls "ew*l*tttr Keep your customers and sell more services %//> Touch , f!ecduse Custom ^Counts Each of our family of customer newsletters is designed to help you grow your lawn care business. The benefits of good communication are proven... And with FPP, the choices are yours. Send today for your FREE SAMPLES. Stop and see us at the show ^^S^öo^iöxa»KW» \ f-f ' Focal Point 
Publications 1-800-525-6999 II171 Embassy Dr. Box 40808 Cincinnati, OH 45240 Circle No. 116 on Reader Inquiry Card green ELECTRONIC DIGITAL garde FLOWMETER .. for the Professional LAWNCARE and PEST CONTROL BUSINESS LOOK AT WHAT YOU HAVE DONE! Imagine ... You or your applicator have completed a liquid application at one of your key accounts. The Green Garde Electronic Flow Meter monitored this application and displays in large, easy-to-read numbers the amount of liquid pumped. NO MORE GUESSING OR ESTIMATING! NOW Š with the Green Garde ELECTRONIC FLOW METER you can monitor all your liquid applications and you will know the amount of liquid that you or your applicator has applied on each service call Š in gallons, quarts or liters. Record this information on the customer's record Š and this vital information will be available at your fingertips for future reference. With the push of a button on the FLOW METER, the applicator is off to his next job, continuing to 
monitor and keep records which may be important in the future of your business. Cumulative flow data is stored in memory permanently until the batteries are removed. ANOTHER QUALITY PRODUCT from the Green Garde Spray Team! ELECTRONIC i / FLOW METER NONCOMMERCIAL See your Green Garde Distributor, or contact us at: (312) 593-6464 ENCAP PRODUCTS COMPANY, P.O. BOX 278, MT. PROSPECT, IL 60056 Circle No. 110 on Reader Inquiry Card In addition, the company offers a production bonus of $30 to $50 a month for a hard worker, and an employee with a good attitude is eligible to pick up an extra $35 and have his or her name inscribed on an "Employee of the Month" plaque. At Palliser Environs, Calgary, Alberta, Can-ada, 25 percent of the net profits are distributed 
among the employees. The company has a three-part system for determining 
who gets how much, says Doug Marter, vice president of oper-ations. Part One is the amount of their current salary, Part Two is number of years at the firm, and Part Three is an employee 
evaluation on a 1 to 10 scale 
covering 20 areas of work hab-its. "It seemed to be the fairest way of doing it," Marter re-
calls. The three-part program is particularly pleasing to Marter because it allows a lower-echelon employee, such as a reliable truck driver, to be 
rewarded as much as people with higher positions. A worker has to be with Palliser for at least a year to be eligible to participate. About one-third of the company's 
450 employees are qualified. Marter says the minimum may be raised to three years eventually because it's a "bit 
of a problem" with too many people cashing in. Just the same, Marter is thrilled with the five-year-old plan because it "encourages people to find ways to save money." A worker who in the past may have left a mower running while carrying on a con-
versation or completing an-other task will now shut the machine off to save costsŠ and perhaps boost his or her yearly bonus. Also, more tools are put away more often and "we get more input as to how we can fix problems," Marter points out. (Employees know that their bonuses will be bigger if the company clears a larger profit. And that bonus-share evaluation depends in part on their attitude towards the job.) Marter: Ask lawyer, accountant. LAWN CARE INDUSTRY OCTOBER 1988 19 WÊÊÊÊÊÊÊÊÊÊÊÊÊm Marter says that when set-ting up the program he talked to 20 different people and got 20 different opinions on how to do it. His advice is to take a close look at your business. "You have to give a lot of thought to your own personal situation and how you want to set it up," he says. The plan has to be flexible. "You can't have it written in stone." But, don't jump into a plan unless it's well thought-out, Marter emphasizes. "Sometimes it can be a dis-advantage depending on the 
way it's handled," he warns. One drawback could be a sit-uation where the extra money 
thrusts the "lucky" worker into a higher tax bracket. Make sure you check with the experts before doing any-thing. "You really have to sit 
down with your lawyers and 
accountants to determine 
which way you want to go," according to Marter. "I'd never set this thing up without talking with your law-yer or accountant," Marter urges. Richard Underwood, co-owner of AAA Landscape, Tucson, Ariz, agrees that talk-ing to your banker, accountant and lawyer before implement-
ing a profit-sharing plan can save you trouble down the roadŠespecially trouble with the Internal Revenue Service. "These things have been abused very badly in the past 
and the IRS has a lot of regula-
tions on them," he explains. "It can be a good deal or it can bite you on the butt," Un-
derwood adds. AAA's profit-sharing is much like a retirement plan, 
he says, and one big benefit for the company is that "if you have a good year you can con-tribute to it and that reduces your corporate taxes." In a bad year, you don't have to pay in. Another benefit offered by the firm rewards supervisors who get the job done. "What 
we have is a commission plan for construction foremen.. .if they make their targeted profit 
or better (on jobs) we give 
them 5 percent of the profit," Underwood notes. The profit-sharing trust at Lied's in Sussex, Wis. is similar to a retire-ment program. Points are added based on years of service and salary. An employee has to work 1,000 hours to participate, but he or 
she can't keep any of the money contributed to the plan until they have worked there 
three years. If an employee leaves after three years, he or she only gets 30 percent of the money set 
aside. The scale rises up to 10 years. After that, the employee gets to keep it all. Ritchie B. Skelton, admin-istrative vice president, would like to see that 10-year require-
ment expanded, because a worker leaving the company "can use that nest egg to go into business for himself." However, there are tax ben-efits to the company. The con-
tributions are not taxed until the employee cashes inŠand 
the employee pays the taxes. Still, there are rules, and tax regulations change all the 
time. Skelton, like the others, says "get a lot of advice" from experts before setting up a program. "These plans are subject to government review and ap-proval before you can get a tax exemption," he explains. Skelton confesses to having some misgivings about de-ferred payment plans. "I think they can be good, (but) I think 
they can be hamstringing." He'd like to see workers' salaries go up and "let them manage their own money. Pay the person what they're worth 
while they're earning it," Skel-
ton comments. "I personally want to be paid what I'm worth while I'm 
working and manage my own money." An annual bonus is another concern: "Year-end bonuses 
become expected and viewed as a delay in salary." Perks such as free dinners and tickets to sporting events 
are more meaningful methods 
of rewarding good work, says Skelton. LCI PBI recalls Teremec KANSAS CITY, MO.ŠPBI/Gordon Corp. has recalled all stocks of the fungicide Teremec SP (chloroneb) in response to a recall notice from the manufacturer/formulator. The notice stated: "In view of the recent phytotoxicity problem which has developed with some of the chloroneb fungicide that was formulated by Drexel, we recommend that you advise all your customers and (end users) not use or sell this product until the full scope of this situation can be determined. We will keep you advised." The fungicide is used to control snow mold on turf. PBI/Gordon is presently making arrangements with dis-tributors for returns of all Teremec SP, broken or unbroken, for credit. Tests conducted of Teremec SP by the Virginia Poly-technic Institute confirmed the presence of 969 ppm of 
atrazine herbicide in a sample. LCI iNORAM NOR-AM CHEMICAL COMPANY 3509 Silverside Road, P.O. Box 7495, Wilmington, DE 19803 WHEN TURF IS READY TO GROW, N IS REÄDÜ ROFORM TOGO Ł'-ŁrY- lor. Ł Ł Ł Ł e Always look for the NITROFORM' logo. It s your assurance of high-quality nitrogen. Consistent 38% nitrogen Decreased thatch build-up Nitrogen released slowly for sustained turf feeding during active growth periods Available in Blue Chip, Gray ChipŽ and new Blue GranularŽ for dry application; Powder Blue* and Powder GrayŽ for spray application. Nonburning and nonleaching Odorless and 
pathogenfree Circle No. 122 on Reader Inquiry Card 20 LAWN CARE INDUSTRY OCTOBER 1988 20 Customers thirsting for irrigation to battle droughts BY JAMES E. GUYETTE Managing Editor Now is the time to mar-ket irrigation systems if you are in the sprin-kler installation business. Suppliers are reporting in-creased interest from assorted regions throughout the coun-try, particularly areas that 
previously had enough rainfall to make irrigation systems a slower-moving sales item. The drought has convinced some clients that a built-in 
sprinkler system is the way to 
go. "It's all we can do to keep up with the demand," says Fred Harned, vice president of Netafim Irrigation, Inc., in Valley Stream, N.Y. "We're signing people up," reports Charles B. Murphy, president of Eight Days a Week, an irrigation con-tracting dealership operation 
based in Aurora, Colo. . Interest is high in locales such as Minneapolis, Cincin-nati and ClevelandŠregions that have seen plenty of rain-fall up until the Great Drought of 88. "These kinds of areas have a much higher incidence of people looking at it for the first time," Murphy explains. However, cautions Mark Williams, "It's been a double-
edged sword" as regions under drought conditions during previous years are finding that some customers no longer want irrigation if sprinkling 
bans prohibit them from using it. Williams, who is director of communications at the Irriga-
tion Association, says clients who are fed up with drought damage can be convinced that "you can irrigate your lawn and have it look good without wasting water." You should be approaching your prospective customers right about now, says 
Williams. "This fall would be 
an excellent time to get that system installed." While Murphy and Harned both report that the drought is a boon to the irrigation indus-
try, John Morgan is not so sure. Morgan, who is sales manager at Olson Irrigation Systems, Inc., in Santee, 
Calif., maintains that interest will wane if next summer sees normal rainfall. "I really don't think the drought does anything except make people aware of a water shortage on a short-term 
basis," he says, recalling the 
gasoline shortage of 1973: "We soon forgot about gas lines and 
now we're driving big cars again." But, Morgan adds, if the drought continues into next 
summer look for irrigation 
sales to explode. You can also 
expect more interest in xeriscaping, which is use of drought tolerant plants and prudent watering techniques. Marketing irrigation to your clients can be made easier if you point out that "we won't face the situation we had in '88" if a high-quality system is in-stalled, suggests Don Syn-nestvedt of the Brickman 
Group, Ltd., headquartered in Langhorne, Pa. If the customer already has an irrigation system, this 
drought presents an oppor-
tunity to point out a faulty in-stallation job, he says. A system that does not take water pressure variables into account will show its failings right in front of the client's eyes. "When the water pressure goes down you see little green circles around the heads," Synnestvedt observes. A properly designed system will take water pressure dif-ferences into account, unlike an unsuitable plan: "When 
they design for the norm they 
don't anticipate the lousy years," he says, noting that "alternative programs" for droughts should be sold, too. All this will avoid situations where the customer asks, "Why the hell is my irrigation system not doing what it's 
supposed to do?" When pitching irriga-tion to a first-time 
customer, there are a number of benefits you can cite. For one thing, you use less water than hauling a sprinkler 
out to the area you want wet. According to research by A.J. Powell, Jr., and Charles 
Dougherty at the University of Kentucky, "It has been esti-
mated that oscillating sprin-
klers used during a hot windy day may result in a 30 percent Synnestvedt: Avoid more 88s. Handle your grub situation fast, before things get really ugly. At the very first sign of grub damage, apply DYLOX® insecticide. Nothing kills all species of white 
grubs faster. Within hours, the grubs 
are dying and the turf is recovering. Wien grubs threaten, act fast. DYLOX is a Reg. TM of Bayer AG. Germany 441)1 Use DYLOX. And turn an ugly little problem into a lot of beautiful turf. For more information, contact Mobay Corporation, Specialty Prod-ucts Group, Box 4913, Kansas City, MO 64120. Dylox Mobay Corporation A Bayer USA INC COMPANY Circle No. 110 on Reader Inquiry Card f;W- '»TO mémmk LAWN CARE INDUSTRY OCTOBER 1988 Murphy: Drought is boon. water loss to evaporation." They add that such waste "may cool the air a little, but it won't help the turf get a drink." If a community has water-ing restrictions, they usually are enforced during the day, and, "most people don't want 
to be home at those times," says Murphy at Eight Days a Week. With an automatic irriga-tion system, "it allows them to 
do it at night," he adds. Watering during the night also reduces evaporation and loss due to misting, Murphy notes. A customer can keep a green lawn even if he or she is not home: "You don't have to worry about it if you go away." Another benefit cited by Murphy is that each area of the yard gets the right volume 
of water. "You get balanced amounts to each location," he 
explains. LCI Suppliers sign up for expo NORWALK, CONN. Most of the green industries' major suppliers will exhibit their wares at the third annual Landscape Exposition, to be held Oct. 22-24 at the Nashville Convention Center. Besides exhibits, the expo features a three-day com-prehensive seminar program. Conference fee is $60 per day, with a $30 discount for all who pre-register for all three days. Exhibitors include: As-plundh Manufacturing Div., BASF Manufacturing Corp., 
Big John Tree Transplanter Mfg., Inc., Briggs & Stratton Corp., Buckner Irrigation Equipment, Chevron Chemi-cal Co., Cushman Ryan, John Deere Co., Dixie Chopper, 
Elanco Specialty Products, The Green Machine/HMC, 
The Grasshopper Co., Ka-wasaki Motors Corp., USA, Kubota Tractor, Melroe Co., and Modus T Systems. For information, contact Becky Lerew or Mary Sue Christoffers at 1-800-243-2815. In Connecti-cut, call 203-853-0400. LCI TERMINIX from Page 1 rious, Ostien says. There was 
no separate lawn care division. The relationship with Ser-viceMaster, which acquired Terminix in December of 1986, has enabled the com-pany to see lawn care in a "new light", Ostien says. "It's a tre-mendous market out there," he says. The lawn care operations will be handled out of the pest control offices for the most 
part, but with a separate staff. Terminix is presently recruit-ing people. The company hired outside consultants to set up the lawn mmmmmmmmmmmmmmmmmmmmmm care program, Ostien says, 
which will consist of fertiliza-tion and pest control. He says the program will eventually in-
clude aeration, but he is un-sure about any additional 
services. The program will include five or six rounds per seasonŠ one round more than what ServiceMaster provides, Os-tien says. "We're now reviewing what markets to get into," he says. "We're going to get into it cau-tiously. We will not be market-ing the lawn care everywhere where the pest control service is. We'll be concentrating in the major metropolitan areas." Ostien expects Terminix will eventually add more con-sumer services, but none are planned for the immediate fu-ture. Ostien started with Termi-nix 11 years ago as a salesman. He managed three different regions in the past five years. "I've been selected because of 
my business background." He would not say how many branches the company will open this yearŠor where. Terminix had sales of about $200 million in 1987. Terminix is second to Orkin Exterminating Co., Inc., a subsidiary of Rollins, Inc. of Atlanta, Ga. Orkin also 
has a lawn care division. LCI 21 BUYS from Page 1 The Greenkeeper name will be kept for the time being, 
Eckhardt says. He says Chem-Lawn is the largest competitor in the market. The acquisition marks the second time in 1988 Tru Green 
has acquired a competitor with revenue above $1 million. Earlier in the year, it acquired Keystone Lawn Spray of Wayne, Pa. Tru Green has nearly dou-bled its size through acquisi-
tion since last year. The company is owned by Oak Brook, Ill.-based Waste Management, Inc. LCI the Brouwer Trash - Pik... Solve your litter collection problems, fast,economically. The Trash-PikŽis the new, innovative method for picking up litter at municipal locations, theme parks, airports, shopping malls, car parks and such places. It is fast, efficient, easy to operate, economical and simple to service and maintain. The body is made of 
corrosion free, heavy-duty fibre-glass and the mechanical components are designed for rugged day-in day-out reliability. The Trash-PikŽ will eliminate high labour costs. With one man doing the work of several, you benefit with fast pay back, in only months! Some outstanding features: Ł 18 h.p. two cylinder Kohler gas engine Ł Closed loop hydraulic hydrostatic drive Ł 200 degree nozzle operating arc Ł Reverse air-flow to remove hose blockages or blow leaves or litter for easy pick-up Ł The 8 cu.ft. litter container with bag tilts back for easy unloading Ł Automotive type steering and controls Ł Heavy-duty, corrosion free fibre-glass body Call your Brouwer dealer for more information or a demonstration...TODAY. BROUWER TURF EQUIPMENT LIMITED An Outboard Marine Corporation Company 7320 Haggerty Rd./Canton, Ml. 48187 Telephone (313) 459-3700 Woodbine Avenue/Keswick, Ontario, Canada L4P 3E9 Telex 065-24161 Telephone: (416) 476-4311 Circle No. 110 on Reader Inquiry Card ro IO BUSINESS SENSE LAWN CARE INDUSTRY OCTOBER 1988 1 BUSINESS SENSE Planning a continuing education program Many of you have been attending seminars to improve your tech-nical and business knowledge. But have you actually outlined a plan for the professional de-velopment of you and your em-ployees? Here are some questions to consider. Ł What are the com-pany's education needs? Identify the areas of devel-opment that are needed by every employee. Group the needs into categories and then 
rank them in order of impor-tance. Not all of the needs will be met in one season. Ł What can you afford to spend to meet those needs? The specific amount of money to be spent for an indi-vidual will vary depending on his or her prior education. Most green industry firms to-day spend only $100 to $300 
per year on an employee's edu-
cation. This sum, while ade-quate in the past, will have to become two to five times larger in the next decade. Ł What options are available to meet the de-
velopment needs of your personnel? Some employees need a formal program. High school 
or college continuing educa-tion programs are good for these employees. Learning in 
this type of system is very structured and some employ-
ees need it. Some needs may be better met by attending private edu-cational programs such as the Dale Carnegie course. These often have smaller classes but 
they are generally more expen-sive than the previously de-
scribed option. They are also shorter in length of weeks but more intensive during each session. Some needs can be met by attending meetings and con-
ventions. This type of learning is more difficult unless em-ployees attend the sessions with a specific learning objec-
tive in mind. Management must set the objectives before the sessions, then require some follow-up report. Trade shows provide a unique forum for enhancing 
employee education. They en-able employees to compare Find Out What's Buggirigfou And HowTo Stop 'Em! WATCH THIS SPACE mi**,* McGary Wandtke About the Authors Rudd McGary and Ed Wandtke are senior partners with All Green Management Associates, Columbus, Ohio. products and equipment. In addition, there is the op-portunity for employees to be aggressive and meet individu-als from other companies who will discuss how they deliver services. Another format to consider in continuing education is au-dio and video tapes. These range in both price and con-tent, but oftentimes, one tape 
can be used by more than one employee. Magazines and other pub-lications are also excellent sources of information. The best are industry specific, but general business and technical publications are also useful. Other questions There are several impor-tant questions to consider when choosing the best format for your specific needs. 1) Is the information ge-neric or industry specific? You must decide, for exam-ple, if the course content matches the specific needs of your company. An accounting course deal-ing with accounting for manu-
facturing would not be appropriate. 2) How quickly is the in-formation needed? Some courses condense a great deal into a few days, 
while others take weeks or months. If you are under time pres-sure, a shorter course would be more appropriate. 3) How will you or your employees learn best? Some people learn better in a short course format where 
the material is dense and 
quickly given. Such people will 
get bored with a semester type 
of course. Others like the opportunity to assimilate materials and look at various aspects of what's being taught. 4) How much supervi-sion is necessary for the learning of the topic? Certain topics can be as-signed without the need for a teacher. Many programs involve employees learning at home from a study guide. 5) Have you set clear ed-ucational objectives? Oftentimes, the employee isn't clear on what is expected 
in the educational process. By setting objectives and stating them clearly before be-
ginning the educational pro-cess, you will control your program and be able to moni-
tor progress. LCI LAWN CARE INDUSTRY OCTOBER 1988 TODAY'S TURF 23 Choosing between renovation and reconstruction BY ELIOT ROBERTS Many lawns will be in bad shape following this summer's drought. How do you know 
whether to renovate or com-pletely reconstruct? If the lawn has the proper grade to provide good surface 
movement of excess water (no 
standing water in low spots 
following rain or irrigation) 
and a good soil that lets excess water move down through it (to prevent the formation of wet spots), it can be more easily improved by renovation and overseeding than by start-ing anew (reconstruction). On the other hand, lawns that have poor soils and are in 
need of soil modification (ad-dition of sand or organic mat-ter) to improve them and lawns that must be regraded to provide more desirable surface countour must be recon-structed. Lawn renovation simply in-volves removal of any thatch that has accumulated along with weeds and undesirable grasses. This debris is re-moved so that the lawn surface is thinned down to the soil. Types of renovation There are two types of lawn renovation. The first is appro-priate for lawns with less than 50 percent weeds and no major 
soil limitations. The second is appropriate for lawns with more than 50 percent weeds and no major soil limitations. Both of these types of lawn renovation can be successfully done in early spring and au-tumn. It is important to reno-vate at times of least weed seed germination so that grasses 
get a good head start. Usually lawns with less than 50 percent weeds can be renovated without use of a 
herbicide to kill out all vegeta-tion. The following steps are recommended: 1) Using a power rake or vertical cutting or slicing ma-chine, remove thatch and 
weeds from the lawn. Usually 
this requires several passes 
over the area in different di-rections. 2) Rake off much of the de-bris so that the soil surface is exposed between grasses that are left. 3) Repeat use of the equip-ment and removal of debris until all thatch and weedy veg-etation is gone. 4) Spread ground limestone and fertilizer as needed. A soil 
test will provide information 
on soil needs for lime and fer-
tilizer. 5) Set the power rake or vertical cutting/slicing ma-chine so as to cut slightly into the soil surface and run the machine over the area again to work lime and fertilizer into the soil surface. 6) Spread a seed blend or mixture that contains new (named) improved varieties of grasses. The importance of seeding grasses which are dis-ease and insect resistant and have stress tolerance and vigor sufficient to crowd out weed seedlings cannot be overem-phasized. Getting these grasses, which cost less to maintain, into the lawn is the reason the renovation process works so well. Lawn failures can be expected where natural or common type grasses (like 
those already in the lawn) are seeded. 7) Water the newly seeded lawn and keep the surface 
moist with small amounts of water applied frequently. Usually lawns with more than 50 percent weeds require 
the use of a herbicide to kill out all vegetation as the first step in the renovation process. A chemical such as glypho-sate (Roundup) must be used prior to mechanical thinning. Turf which is thinned before the glyphosate has been trans-located throughout the plants will contain plant parts in the soil that have not been killed 
and will continue to grow. This is particularly impor-tant in removal of grassy 
weeds like quackgrass and creeping bentgrass. In the transition zone and in cooler parts of the southern 
region, bermudagrass can be-come a weed among cool sea-son grasses. Glyphosate will 
only kill bermudagrass when it is actively growing so that the chemical can spread within the plant to reach all parts, 
both below and above ground. In late fall, winter and early spring, glyphosate can be 
safely sprayed on bermu-dagrass and zoysiagrass to kill 
out winter weeds as long as the 
bermuda and zoysia are dor-mant. The following seven characteristics make glypho-sate easy to use and effective: 1) It is translocated throughout the plants, thus killing the entire plant. 2) It is nonvolatile so that it stays where it is sprayed. 3) There is no root up-take so that it does not spread 
through the soil. 4) It has a low level of toxic-ity. 5) There is no residue. 6) Small areas may be treated with hand sprayers. 7) Two to three ounces of glyphosate per gallon of water per 1,000 square feet is all that is required for application. Application of glyphosate is made as follows: Ł Do not spray when grass and weeds are stressed. Ł Skip one mowing before spray to provide more leaf sur-face. Ł Spray 10 days before scheduled date of seeding. Ł Do not spray when rain-fall is expected within six 
hours. Ł Do not spray in winds of excess of five miles per hour. Ł Do not walk from treated to non-treated areas. Ł Protect non-target areas from spray drift. Ł Calibrate equipment carefully. Cloudy weather slows re-sults following application. In 
addition, not all old turf will be 
completely brown at the end of 10 days, but the chemical will 
have done its job. Overseeding Overseeding following use of glyphosate involves the fol-lowing steps: 1) Select the recommended seed mixture in sufficient quantity to plant the entire 
area treated. 2) Use a power rake or de-thatch machine to loosen dead 
and dying vegetation. 3) Rake up and remove ex-cess debris. 4) Apply fertilizer and lime as needed. 4) Use a vertical mower, de-thatch machine or a slit seeder 
to get seed in contact with the soil. Make slits in two di-rections to form a diamond pattern. With a slit seeder, 
this is done in one operation. When a vertical mower or de-thatch machine is used, the slits are made and then the area is seeded. Expect the folowing re-sponse to renovation seeding: 1) Two weeks after seeding a bluegrass/fine leaved fescue mixture, grasses will have ger-
minated and started growth. 2) Three weeks after seed-ing, the lawn will still look very thin. 3) Three weeks after seed-ing, the lawn will start to look good. How much will it cost? Lawn renovation costs will vary with location across the 
country. Labor and business 
expenses contribute the most. A good average estimate for renovation of a 3,000 square-foot lawn using glyphosate and 
a good quality lawn seed would be $650 or about 20 cents per square foot. About the Author Eliot Roberts, Ph.D., is director of the Lawn Institute in Pleasant Hill, Tenn. NOW AVAILABLE A LOOK-ALIKE IMITATION of the Green Garde® JD9-C Spray Gun FinallyŠA Spray System That Won't Give You A Workout. downtime repair bills. It's built by C&S Turf CareŠleaders in rug-ged, reliable turf care equipment. We can show you how you can spend more time building your client list, and less time building muscles. Call today for complete information on the ProTank Elec-tric Spray System. The ProTank Electric Spray System is the only true com-
mercial electric sprayer on the market today. Instead of giving you the workout gas engines and other spray units do, it gives your customer's turf a workout and saves you valuable time. The ProTank Electric Spray System is equipped with a V2 horsepower motor capable of spraying 6 to 7 gallons a minute at up to 150 p.s.i. And all you lose are bulky pull-start engines, and the in-convenience of gas, oil, spark plugs, noise problems, and nox-
ious fumes. The ProTank Electric Spray System will also take the crunch out of those expensive We offer a complete line of electric and gas spray equipment and can custom design a spray system to fit your specific needs. Watch the mail for special show discount savings. (216) 453-0770 C&S Turf Care Equipment, Inc. Be sure to visit us at: 3425 Middlebranch Road, N.E. Jh pLQAA ,— New 0r/eans 
Canton, Ohio 44705 OUR PRICE $25.00 Advertised Elsewhere for $75.00 Circle No. 104 on Reader Inquiry Card MODEL GES SPRAY GUN-Made in Taiwan Ł Recommended only for occasional use such as: washing your car, suburban lawn and ornamental spraying, watering your garden. NOT FOR PROFESSIONAL USE! Ł A Throw-Away Model. Parts not inter-changeable with JD9-C. WILL NOT WORK with Green Garde Rootfeeders and Flooding Nozzles. Encap Products Company, P.O. Box 278, Mt. Prospect, IL 60056 (312) 593-6464 ® Reg. TM of E.P.C. Circle No. 115 on Reader Inquiry Card 24 MANAGEMENT TOOLS LAWN CARE INDUSTRY OCTOBER 1988 Finding the best method for recovering overhead Ì Pilgrim Lawncare Service, Inc. F Direct Expense Items Indirect Expense Items Salaries $ 23,414 Professional Fees 700 Labor 43,540 R.E. & P.P. Taxes 1,470 Repair & Maint. 5,610 Small Tools 1,320 Depreciation 5,752 Utilities 620 Seeds/Plants 300 Dues & Subscriptions 280 Fertilizer & Lime 4,880 Office Supplies 400 Chemicals 3,990 Miscellaneous 850 Insurance 3,520 Interest 7,453 Gas, Fuel & Oil 5,060 Advertising 150 How often have you felt that you were running 
your business well and having a profitable year only to discover that you were expe-riencing cash flow problems? There are several pos-sibilities to consider and eval-uate: low productivity, poor 
cost control, inappropriate 
pricing techniques, and failure to recognize and recover indi-rect and other business costs. Recovering overhead costs is probably the most difficult task for businesses that have grown from small to medium or large in a short period of 
time. The identification and re-covery of such costs is not ab-solutely necessary to the 
survival of the business when 
the business is small. How-
ever, as the business grows, it begins to acquire obligations of a more significant nature. In addition to debt repay-ment, these include advertis-
ing, telephone, electricity, of-
fice rent, office equipment, legal and professional fees, in-surance premiums, manager-
ial and office salaries, etc. Many costs, such as the owner's salary, may not in-volve immediate cash transac-tions if the company is a sole proprietorship. Other costs are general in nature, or spread 
over the entire business, and 
thus are not directly chargea-
ble to any one contract. These types of charges must be included in the bill to the customer, or they will drain the profits. Each job should contribute some revenue toward recover-ing overhead costs. Therefore, a charge to recover overhead costs should be included in 
each job cost estimate, and in 
the final contract or bid pro-posal. Consider, for example, how you could allocate the follow-ing expenses for Pilgrim Lawncare Service, Inc., a hy-pothetical company. Some of the costs are obvi-ously direct charges, and are Subtotal $ 96,066 Total costs Subtotal $ 13,243 $ 109,309 timate should include 10 per-cent of the manager's salary, including fringes, as part of the overhead cost item. The third method, square footage, may be used for such 
cost items as rent, utilities, 
some insurance, maintenance, 
taxes, etc. Square footage esti-mates may need to be further broken down as to heated and unheated space, and then used for such items as heat, light, water, rent and similar ex-
pense items. The contribution to over-head method, briefly discussed earlier, is appropriate for those items for which there is no other reasonably justifiable 
method. One example would be ge-neric advertising expenses that promote lawn care. An-
other could be interest on op-erating capital. Care should be exercised that this category be kept rea-sonably small and not used to 
avoid making managerial de-
cisions. Each contract is then 
expected to contribute to the overhead account. How much is expected and appropriate is up to the mana-ger to decide, and may well de-pend upon the margins available in specific applica-
tions and upon the competi-
tive situation faced by the business. One approach that we favor for a small business is to calcu-late the percent that overhead costs is of total direct ex-
penses, and use that percent-age to apply to each particular job cost estimate. For example, in the above listing of expenses for Pilgrim Lawncare Service, the direct expenses totaled $96,066 while 
the indirect expenses amounted to $13,243, for a total of $109,309. Indirect ex-
penses ($13,243) divided by the direct expenses ($96,066) equal 0.1378 or 14 percent. If the manager of Pilgrim would add an amount equal to 14 percent of direct costs to all of contracts and bids, then the firm should be able to recover 
its overhead costs during the course of the business year. For simplicity, it has been assumed that 100 percent of the salaries were charged out 
to contracts, and similarly, for other direct cost items. The amount of each direct cost item that was not charged 
out directly on each job should be added to the indirect ex-
pense item and the overhead percentage should be recalcu-lated. One of the most important reasons for prorating overhead expenses is that management will have detailed cost infor-mation readily available for use in analyzing contract 
costs, or in preparing job cost 
estimates or bids. For example, the manager will know the amount of direct charges, the overhead charge, 
any contingency allocation and the dollars of profit in-cluded in the final target bid 
price. Management needs this type of information for mak-ing decisions regarding the in-ternal control of operating expenses. Without this knowl-edge, expensive inefficiencies can easily go undetected. The demand upon manage-ment's time, in preparing for and bidding on contracts and other jobs, can be reduced by adopting appropriate policies and by using systematic pro-
cedure. LCI NEXT MONTHŠBreak-even analysis. M m R.K. Reynolds W.R. Luckham About the Authors R.K. Reynolds and W.R. Luckham are associate professor emeritus and extension marketing specialist, respectively, in the Department of Agricultural Economics at Virginia Tech. easily allocated to a given job or contract. Others are indi-rect, shared by several jobs, or by the firm as a whole. It is not easy to properly allocate these expense items. Any scheme to allocate ex-pense items must necessarily be somewhat arbitrary. It is easy for a manager to "tilt" toward a favorite by as-signing costs to another opera-tion that may earn a higher margin, or to unconsciously penalize an operation with a higher share of costs than may 
be justified. Allocating costs If there are several depart-ments within the firm, the managers responsible for each should be involved in the al-
location process. To fail to al-locate these expenses is to fail to exercise managerial respon-sibility. To prorate them all on the basis of sales volume, while easy to do, may place an unfair burden upon some lawn care operations and could lead the manager to false conclusions. The trick is to find the most appropriate method to use 
that will allocate the different items in as objective a manner 
as possible. Several commonly used methods for allocating over-
head costs include: 1) direct 2) work effort 3) square footage, or 4) the contribution to over-head. This latter concept is pre-ferred by some managers. It evaluates the amount of money that each contract or job contributes toward general overhead costs. This approach may be used if there is no log-
ical basis for selecting another method to allocate costs. However, the contribution to overhead approach does not help to identify which opera-tions are making and which ones are losing money, and how much. Facts, such as these, are needed by the mana-ger for cost control, pricing 
and overall management. If overhead costs are not in-cluded in the contract, total 
costs will not be recovered. Choosing a method The easiest way to allocate overhead expenses is to review 
each expense category and de-cide which method is the most 
appropriate to use with that expense. For example, direct costs can be allocated by using bills or invoices, checkbook stubs, 
or record book entries, to de-
termine just where that partic-
ular expense should be allocated. When the expense is incur-red, make a note on the check 
stub of the account to which this particular expense should be charged. The work effort method is appropriate for other types of 
costs. For example, if the man-ager estimates that he spends 10 percent of his time prepar-
ing for and executing a given job, and this is not included as a direct cost in the job cost 
estimate, then that job cost es-BIRDS from Page 1 ulatory specialist for Ciba Geigy, Greensboro, N.C., says the incident illustrates the need to improve product la-bels. She is presently prepar-ing a report on the incident for the Environmental Protection Agency. "This is a very grey area," she says. "Who is to define what is light watering and what is not? The label needs to 
be improved." Bussey notes that Ciba Geigy's label calls for a quarter-inch of water for di-azinon and includes precau-
tions about applying in the vicinity of birds. "We want to see if we can work with EPA if we can improve formulator la-
bels," she says. The day following the ap-plication, a Columbus vet-erinarian organized a team of 
volunteers to gather ducks and geese and feed them activated 
charcoal, an anecdote. Nine geese and 20 ducks were saved, according to the Columbus 
Dispatch. Halliwell, who learned of the deaths the next Monday, rented a large, submergeable pump and sent a four-man crew to the site. He received an 
exemption from the city's wa-tering ban to pump water onto the lawn. The incident was reported by the Dispatch and all three 
television stations. Spilker says the depart-ment will officially announce what caused the deaths once it 
completes examining the dead 
birds. The Division of Wildlife, meanwhile, is conducting its own investigation. Any legal 
action initiated would be civil, not criminal. "They (Green Magic) were a hundred percent cooperative 
with us," says Jim Johnson, district enforcement super-visor. "They did everything they could to try to get the sit-uation corrected." Halliwell says he has made the same application for the past two and a half years at the site, leaving instructions to the property manager to 
water. This year, however, a city-wide watering ban was in ef-fect. In addition, there was no resident manager at the apart-ment at the time, says a spokesman for the complex. Regarding the nearby wa-terfowl, "We thought we were staying far enough away," says Halliwell. He is, meanwhile, consider-ing his options for future grub control programs. He did not 
wish to elaborate. Halliwell says he lost no customers and only received 
one angry letter from a resi-
dent of the apartment com-plex. He is presently in the 
process of writing a letter to send to his customers, along with the pesticide regulation inspection report from the de-partment. Other Columbus area LCOs say the incident sparked no backlash from customers or 
the general public. "I thought that we would get more comments from our 
customers than we did," says Pat Norton, president of Worthington, Ohio-based Barefoot Grass Lawn Service, Inc. ChemLawn Services Corp. reported no customer com-plaints about the problem. Other LCOs interviewed were critical of Green Magic for applying the insecticide so 
close to an area where water-fowl were known to be present. The EPA recently banned diazinon from use on golf 
courses and sod farms because 
of bird kills. LCI LAWN CARE INDUSTRY OCTOBER 1988 CONVENTIONS 25 PLCAA set for spice in N. Orleans NEW ORLEANSŠThis year's national convention of the Professional Lawn Care Asso-ciation of America promises to 
be a spicey affair as the event will take place in the heart of Cajun Country. PLCAA's ninth annual conference and trade show will 
be held Nov. 7-10 in the world's largest indoor assem-
bly facilityŠthe Louisiana Superdome in New Orleans. The theme of the con-ference is "Back to Service." Ron Zemke, author of Service America will give the keynote address. Thirty-eight hours of edu-cational seminars will be of-fered in three series. A business track concen-trates on service by investigat-ing customer care and 
retention and alternatives to standard service. An agronomy track focuses on training and updates on 
pesticide use, handling, and environmental issues. A landscape track looks at pricing services offered, reduc-ing downtime and cultivation methods associated with thatch control and seeding. Service workshops will be conducted free of charge by several manufacturers during the extended hours of the 
trade show. Monday, Nov. 7, 8:30 a.m.: Breaking away from standard serviceŠRoger Funk, Ph.D., Jerry Faulring, Rudd McGary; 
trainingŠLawrence Kok-
kelenberg, Ph.D.; pricing landscape maintenanceŠ George Koziarz; dealer/dis-Ron Zemke tributor workshop on the 
lawn care market. Monday, Nov. 7,1 p.m.: Keynote address, doing business in the new econ-omyŠRon Zemke. Monday, Nov. 7,8 p.m.: Meet the expertsŠround-
table discussion. Tuesday, Nov. 8, 8:30 a.m.: PLCAA town meet-ingŠJames Wilkinson, Ph.D., Russ Frith. Tuesday, Nov. 8, 1:30 p.m.: Hardiness in plants and peopleŠTom Jadin, 
Ph.D.; insect controlŠHa-
rry Niemczyk, Ph.D.; thatch managementŠBob Shearman, Ph.D.; cus-
tomer care and reten-
tionŠ Lawrence Kok-kelenberg, Ph.D.; building design characteristicsŠ 
Fred Haskett; aeration and 
pre-emergent herbicide ap-
plications Š Bruce Branham, Ph.D.; spill pre-
parednessŠPhil Catron; 
power overseedingŠJeff Lefton; alternative financ-ing methodsŠJoe Miller; 
hands-on workshops, en-
gines and pumpsŠLawn-Boy, Briggs & Stratton and FMC Corp. Wednesday, Nov. 9, 1:30 p.m.: Business legal issues panelŠRichard I. Lehr, moderator; con-sumer contractsŠJ. Mar-tin Erbaugh; buying and selling your businessŠ Patrick Norton; drug test-
ing in the workplaceŠ 
Preston Driggers; advertis-ing and marketing is-suesŠRichard Steinau; 
the changing customerŠ 
Rick Raleigh, O.M. Scott; 
pesticides in the urban en-
vironment Š Wendell Mullison, Ph.D.; pesticide 
alternatives Š Mary O'Brien, Ph.D.; using less pesticidesŠRoger Funk, Ph.D.; turf and water qual-
ityŠThomas Watschke, Ph.D.; integrated land-scape managementŠMark Timmons; reducing down-time and increasing pro-ductivityŠSteve Corn-well. Thursday, Nov. 10: Out-door equipment demon-
stration. For more information contact the PLCAA at 1225 Johnson-Ferry Road NE, Marietta, Ga. 30068. LCI G-Team to cover biz, tech skills FALLS CHURCH, VA. Both the business and technical as-
pects of running a landscape 
business will be expounded upon during the 1988 Green 
Team Conference and Trade Show, Nov. 18-21 at Buena Vista Palace, Lake Buena 
Vista, Fla. The show is sponsored by the Landscape Management Division and the Exterior Landscape Contracting Divi-sion of the Associated Land-scape Contractors of America and the Professional Grounds Management Society. Katie Moss-Warner, gen-eral manager of parks & hor-ticulture for Walt Disney World Co., will give the key-note address, 8:30 to 11 a.m. The show is titled, "A Com-mitment to a Professional Im-
age." Awards luncheons for the three entities sponsoring the show will follow the keynote address. The trade show will be open Nov. 19 from 4 to 7 p.m. and on Nov. 20 from 10 a.m. to 2 p.m. Sessions are listed as follows: Nov. 18, p.m.Š 1-2:15ŠIrrigation seminar, Century Rain Aid; 1-3ŠInter-
locking paversŠcosting, sell-ing, estimating and installing, 
Brad Legare, Pavloc Indus-tries; 1:30-2 ŠPGMS cer-tification program, Fred Len-nertz; 1-5Š Substance abuse, 
Bruce S. Wilkinson, Work Place Consultants, Inc.. 2-3:30ŠWater gardening, Katie Moss-Warner Peter Slocum; 2:30-3:45Š Newest varieties in annual color, speaker to be an-nounced. 3-5ŠDecking and patios, speaker to be announced; 3:30-5ŠLandscaping with or-namental grasses, Kurt E. 
Bluemel. 4-5:15ŠThe value of land-scape maintenance from the client's point of view, panel discussion. 5-6ŠPGMS certification test; 5-6:30ŠECLD roundta-ble discussion. 6:30-8ŠWelcome recep-tion. Nov. 19, a.m.Š 7-8:30ŠBreakfast round-tables. 8:30-noon ŠWater fea-turesŠengineering, construc-
tion, estimating, Allen Keesen, Allen Keesen Land-scape, Inc.; 8:30-noonŠPric-ing for landscape management profits, George Koziarz, George Koziarz & Associates. 9-10ŠNew plant varieties for interiors, Richard W. Henley, Ph.D. 10-11ŠGrowth retardants for woody plant materials, Jeff Norcini, Ph.D. 11-noonŠAsphalt mainte-nance, James England. Nov. 19, p.m.Š 1:30-3 ŠSubcontracting management, Larry Cam-
marata, The Brickman Group, Ltd.; 1:30-4ŠPricing land-scape management profits, George Koziarz; 1:30-4ŠNew-est developments in landscape management, Carl Whitcomb; 1:30-2:30ŠTurf renovation and soil improvement, Bert McCardy, Ph.D. 2:30-3:30ŠNatural versus artificial turf, Henry Indyk, Ph.D. 3-4ŠIrrigation's role in the future of the industry, Denne 
Goldstein, Landscape & Irri-
gation magazine. 5:30-7ŠReception. Nov. 20, a.m.Š7-8:30Š Breakfast roundtables. 8:30-10 ŠManagement "Disney Style." Nov. 20, p.m.Š2-3ŠAt-tracting wildlife to the land-scape, Joseph Schaefer, Ph.D. For information, contact ALCA at 703-241-4004 or PGMS at 301-667-1833. LCI LAWN ASSISTANT # 1 Ł # 1 Call us to find out why 110 companies in the last 12 months have chosen the Lawn Assis-tant. Making us the #1 company for lawn and tree care software. To get a Free 80 page in-formation booklet on the industry leader. Call Toll Free: 1-800-422-7478 1-313-669-1118 (In Michigan) Real Green Computers 2775 Haggerty Road, Walled Lake, Ml 48088 CLIMBING UP ON TOP with the best in components design and servicing. 304 S.S. 600 gallon tank Ł dual stage centrifugal pump (100 GPM or 200 PSI) Ł sparger agitation Ł PTO drive Ł 12 volt electric reel Ł low to the ground work platform Ł Options: 5 gallon hand rinse tank & bracket Ł SOLO 425 (475) Knapsack Sprayer and stand WE ARE MASTER DISTRIBUTORS FOR: Westheffer Westheffer Company, Inc. PO Box 363, Lawrence. KS 66044 1-800-332-0003 In KS 1-800-362-3110 USA Myers pumps & replacement parts Call for quantity discounts 1-50 Hypro diaphragm pumps & parts GPI digital meters Hannay reels HOSE 300' & 400 lengths Accuflex, Green Garde, Goodyear HANDGUNS: Chemlawn, JD9-C, Hypro, Myers, stainless steel Circle No. 125 on Reader Inquiry Card Circle No. 128 on Reader Inquiry Card 26 Contacting your firm's potential buyer SELLING YOUR COMPANY PART IV fully but never be forced into telling the buyers who the other interested parties are. Leave this up to the buyer's imagination. Besides, it's your business. Above all, be honest. As in any business deal, there must 
be an element of trust. You could make up the numbers you present, but if you cannot substantiate these numbers, then you may develop a mis-trustful relationship. Furthermore, if the poten-tial buyers do not think they 
can trust you, you'll find out quickly that they can make the job of verification very diffi-cult for you. After all, this should not be a hostile take-over. You want to sell your com-pany and they want to buy it. There should be some com-mon ground there for both companies. Conversely, don't let the buyers push you around. Make sure you have a clear under-standing of what they want in the information being re-
quested. If you do not, then do not be afraid to ask questions. You may be able to get the in-formation quicker and faster if you really understand what they want. There will be a point in your dealings when you will want to respond to the potential buyers individually and not 
provide like information to all. You will know when you reach 
this point. It is the point when the re-quested information is of such 
a nature that providing it to 
the other interested parties will identify the potential buyers. Do not do this. In developing your confi-dentiality agreement you may find that a reciprocal agree-
ment is desired by the poten-
tial buyer. If not, you are still wise to not divulge to the gen-eral industry who is trying to buy your firm. Relay this in-formation to those whose Keeping options open Remember that the best way to ensure that you do not sell at a discounted value is to 
be organized and plan your at-
tack. You must not give the impression that you are hav-ing a fire sale. If you cannot get the price you want, you may wish to stay in the business. You may also wish to indicate this to 
the buyers. Do not give the impression that you must sell. At the same 
time, you must be careful to make sure that the buyers do 
not think that all you are doing is shopping for a price. The buyers don't like chasing rain-
bows anymore than you do. In summary, gather all the information about your com-pany that you can for a period 
of no less than five years back...more if you have the data. Compile this information in as presentable a form as possible and most of all learn it inside and out. Develop a plan as to how to notify your staff. Or under-
stand the risks associated with not telling them. Some of the 
most dejected people in the world are long-term employees 
of a company who learned about the sale of their firm from their competitors. Develop a list of those that you think may have an inter-est in buying your company. Then set up a system to keep 
track of all the correspondence and conversations with each of these firms. Put the information about your company in a presentable form and put a little creativity behind it. Mail this informa-tion to those that you feel are interested and then follow up with telephone conversations 
with all those that you sent the information to. Remember, if they are not interested, you may still learn something in the con-
versation. Continue to run your opera-tion as sharp and keen as ever. BY PETER H. CONNELLY Now that you have iden-
tified prospective 
buyers for your lawn care company, it is important to approach them in a proper, 
professional manner. Develop a cover letter to the person in charge of acquisi-tions. If you do not know who 
this is, simply call and ask. Do not assume that it is the presi-dent. If you are uneasy, don't say who you are when you call. "I am an owner of a lawn care company trading in one of your areas. I am exploring a number of alternatives and I would like to know who at your firm is responsible for review-ing information about acquisi-tions." Be sure to get a complete mailing address at this time. Also ask if the Federal Express address is the same. Re-member, you can't send Fed-eral Express to a P.O. box. Send the information and then follow up in a few days with a phone call. If the infor-mation was passed on to some-one else, find out why and to whom. Then call them imme-
diately. Don't be the least bit 
timid. The person that holds 
that information may hold your future. Find them and open the dialogue. This first telephone call is the hardest step in the entire 
process. Once you have done this, it begins to get easier. It 
takes a lot of guts at first, and 
then you talk and soon a lot of your fears about the process slowly start to fade. The buyers are not out there to chew you up and spit you out. They don't want to beat you into submission. In fact, you will learn that a funny relationship develops between seller and buyer. You will discover that the buyer wants your company to look as 
good as you do. Advertise in trade publica-tions, giving a minimum amount of description about your company. Don't tell all 
the secrets. List the area that you service in general terms Oct. Ł Florida Turfgrass Association Annual 
Conference and Show9 Oct. 9-12, Curtis Hixon Convention Center and Hyatt Regency Hotel, Tampa, Fla. Contact: FTGA 302 S. Graham Ave., Orlando, Fla. 32803-6332; (407) 898-6721. Ł University of California Cooperative Extension Palm Tree 
Management Seminar, Oct. 19, Oxnard Community like mid-Atlantic region in-
stead of Newport News. Assign the ad to a blind box so you are not hounded by the buyers. All of this may sound silly, but remember, you are expected to continue to run a 
business while all of this is tak-ing place. If you and your secretary are taking 20 calls a week from 
potential buyers, what do you think that will do for staff morale, not to mention your operation and your bottom line? Respond to the buyers on your own terms. Just make sure that you do it quickly. The flow of information be-
tween you and the buyers will 
develop pretty quickly. Be sure 
to keep track of it. Use the sep-arate files I mentioned earlier 
to include a list of what each 
buyer requested, when they re-
ceived it and a copy of exactly what you sent them. Try to turn the information around as soon as possible. Promptness in your response will signal to the buyers that you are organized and this is important. In your response to the buyers for the information 
they request make sure that 
you reinforce the fact that there are others getting the same information. This allows the buyer to draw the conclusion that other firms are interested in your company. This is easily done. For as long as is possible be sure that you send the same information to all the buyers. Don't play games. Re-member that you are dealing with professionals. You wish to be treated professionally so 
allow them the same treat-ment. If you are asked a ques-tion then answer it as accurately as possible and do not misrepresent the facts. 
You could damage your cred-ibility and this is dangerous. If you are asked if there are others interested in buying 
your company, answer truth-Center, Oxnard, Calif. 
Contact: Jim Downer, UC Cooperative Extension, 800 S. Victoria Ave., Ventura, 
Calif. 93009; (805) 654-2924. Ł Landscape Exposition, Oct. 22-24, Nashville 
Convention Center, Nashville, Tenn. Contact: 
Becky LeRew, Edgell 
Expositions, 50 Washington St., Norwalk, Conn. 06854; (800) 243-2815. Ł ALCA SeminarŠArt of Management, Oct. 22, Milwaukee Area Technical College. Contact: DATES Martha Lindauer, Associated Landscape Contractors of America, 405 N. Washington St., Falls Church, Va. 22046; (704) 241-4004. Ł Atlantic Seedmen's Association Convention, Oct. 26-28, National Clarion Hotel, Arlington, Va. Contact: Dr. John E. Baylor, 
298 E. McCormack Ave., State College, Pa. 16801; (814) 237-0330. Ł Colorado Xeriscape '88, Oct. 27-28, Airport Hilton Hotel, Denver, Colo. opinion you value and to your 
advisors only. Contact: Pat Miller, National Xeriscape Council, 940 E. 51st St., Austin, Texas 78751-2241; (512) 454-8626. Nov. Ł Professional Lawn Care Association of America Conference and Trade Show, Nov 7-10, New Orleans Superdome, New Orleans, La. Contact: PLCAA, 1225 Johnson Ferry Road, N.E., Suite B 220, Marietta, Ga. 30068; (404) 977-5222. LAWN CARE INDUSTRY OCTOBER 1988 26 About the Author Peter H. Connelly is vice president of W.S. Connelly, Inc., Roanoke, Va.f which closed the sale of its lawn care operations to Tru Green Corp. at the start of the 1988 season. The process took about six months. Respond to the requests for information from the buyers timely and honestly. Keep all the interested par-ties abreast of all the informa-
tion being requested as long as possible. Never violate the buyer's confidence. It damages your credibility and weakens your position. Additionally, don't feel timid about your accom-plishments and your invest-ment. Commit to a six-month process. Lastly, try to enjoy it. This is the hardest part of all. The process of having a company take your insides and cut them out and examine them in front of you can be pretty nerve 
wracking, pretty personal, and sometimes pretty darned em-
barrassing. In the decision-making process, you made decisions based on information you had available to you at the time. Placing conditions on the past 
results in guilt. Forget it. Go 
forward. Learn something. Try not to make the same mistakes but forget about what's been done. Remember, if that buyer didn't think that you had done 
a few things right, he wouldn't 
be talking to you right now. LCI NEXT MONTHŠNegotiating the sale. Ł New York State Turfgrass Association 
Turf and Grounds Exposition, Nov. 8-11, Rochester, N.Y. Contact: NYSTA, Beth Seme, PO Box 612, Latham, N.Y. 12110; (800) 873-TURF or (518) 783-1229. Ł Green Team Conference and Trade Show, Nov. 18-20, Orlando, Fla. Contact: Martha Lindauer, 
Associated Landscape Contractors of America, See 
address above. LCI LAWN CARE INDUSTRY OCTOBER 1988 THE LAST WORD ŁŁŁŁŁŁŁHiI 29 Money from feds can train your workers Green industry business owners seeking qualified employees may be eligible to have them trained for free under a government program. It's called the Job Train-ing Partnership Act, and it is 
a federal program admin-istered by each state. The money goes to the governor, and he or she sets up regional "service delivery areas." (Ohio has 30 service deliv-ery areas spread out over its 88 counties.) These service delivery areas are formed among local 
governments, which admin-ister the job training programs for "economically disadvantaged" people. In my community the JTPA program sponsors job training for green industry workers through two local trade schools specializing in 
teaching such skills. The students are sought out by newspaper ads placed 
by the trade schools, but they are tested and screened for eligibility by the JTPA. Clever guy that I am, I called one of the schools (in-cognito-like) anH had them 
send a brochure to my home. The impressive-looking document lists courses in lawn care, tree care, nursery care, landscape management 
and several other subjects. A highly enthusiastic woman on the phone at the school had me ready to sign right up. If I were a student who qualified for the program, the feds would pay my complete tuition within 60 days of graduation, providing that I landed a job that pays at least 
$4 an hour. I would also have to keep that job for at least 14 or 30 days depending on the pro-
gram. Because the money is paid directly to the school, the 
educational institution has a 
built-in motivation to make sure its job placement efforts 
are on the ball. The local JTPA planner in my area, Dan Fangman, says 
that 75 percent of the people 
who start the classes wind up with a job. But that's not the best part. Upon calling the regional office in Chicago, program monitor Paul Sherer told me that individual companies can work out a similar deal. If you call your local ser-vice area and state a need for four or more workers, you may be able to train those new employees for free. The government picks up all or part of the tab for salaries, uniforms, tools and other items. (The levels of payment vary from state-to-state.) "The company is reim-bursed for the cost of having that person there in train-ing," says Paul in Illinois. He adds that this program can be especially helpful to a company owner who believes that his or her workers "should be trained the way / want them trained." The JTPA screens the prospects and makes sure they qualify. "That is not the worry of the lawn care peopleŠthat is the worry of the local service 
area," he explains. The JTPA also saves the JAMES E. GUYETTE MANAGING EDITOR business owner from having to seek out potential workers. "They don't even have to do the advertising for the peo-ple." You can't use the JTPA to pay for the training of your own recruits, however. "They can't hire someone off the street who they think is poor," Paul points out. But, you also don't have to take on people who you don't think are qualified to do the work. "You have a chance in the interview process to pick who you want," says Paul. "No-body is forced to take anyone." Paul wants to emphasize that he is quite confident in 
the abilities of the JTPA staff to screen and select the best possible candidates for the program. "They're going to send you good applicants to begin 
with." The JTPA programs are highly localized, so you might have to do some checking to track down the right contact in your area. A good place to start is with your local 
mayor's office. If you participate in the JTPA, your firm may also get a break from the Internal Revenue Service. "The local service area will explain the 
tax credit," Paul concludes. TRUCK To Nashville, heartland of the country and site of the exciting THIRD ANNUAL LANDSCAPE EXPOSITION! Your colleagues will be coming from all directions to join other landscape professionals for a jam-packed three ^ p n tt days of shopping, placing orders, yy ij^ testing equipment, meeting new suppliers, attending high-powered seminars, and sharing some down-home, foot-stompin' fun. Among the exhibits will be: Ł Power equipment ŁSeeds Ł Chemicals Ł Accessories Ł Heavy machinery Ł Systems and services Nashville Convention Center Nashville. Tennessee October 22-24.1988 There's more. Three days of seminars, presented by key players in the industry, will cover the vital technical and business issues which keep you on top. Mark your calendar now, and return the reply card today. We'll send you complete exhibitor, conference, travel, and hotel information. Truck ; < on down to Nashville, f) and take the break you deserve-you're entitled to it. The Third Annual Landscape Exposition Produced and Managed by Edgell Expositions A Division of Edgell Communications, Inc. Circle No. 110 on Reader Inquiry Card 30 NEW PRODUCTS LAWN CARE INDUSTRY OCTOBER 1988 30 «¿ŁŁ«m Wortd int«fpr«M l tu>JW CUPPINGS ^^ Your Now*l«tt»r All Abo»»» t ciwfu aoi.: The ÇtQoa nw g^j ana ^ ^ Newsletter available for customers off LCOs. Focal Point Publications in Cincinnati, Ohio, is launching Clippings, a newsletter for LCOs to distribute to their customers. The newsletter is published five times a year for delivery to LCOs as required by their ap-plication schedules. Timely issues deal with in-formation relevant to lawn care for early spring, late spring, summer, fall and late fall. The newsletter is available completely written as a stock item, or with options for space to be personalized by each sub-scriber. A free planning kit shows the options available and related costs. Clippings is written by an experienced LCO to help sub-scribers enhance their profes-
sional image, and to inform 
and keep customers in a friendly manner, according to the company. LCI Circle No. 150 on service card. New fertilizer injector works on trees, shrubs LESCO, Inc., Rocky River, Ohio, is introducing a new 
granular fertilizer injector for 
use on trees and shrubs. The Fertijector applies granular fertilizer or soil con-ditioner directly into the root zone. The tubing is made of gal-vanized steel and the hopper is 
polyethylene. It holds up to 10 pounds. The device can provide one teaspoon to one-fourth pound 
of material per injection to a depth of one to ten inches. LCI Circle No. 151 on service card. Granular fungicide new from Lebanon The new Lebanon Benomyl Lawn Fungicide Granules stop certain diseases all season long, according to the com-pany. When used as directed, the product controls dollar spot, large brown patch, fusarium patch, fusarium blight and striped smut. It contains 1.6 percent Benomyl, and is on a cob base to spread easily. According to the company, the material provides both cu-rative (eradicant) and residual (protective) action for better control. The product comes in 30-pound bags that provide up to 15,000 square feet of turf coverage. LCI Circle No. 152 on service card. Trimec-Plus controls grasses, broadleaffs Trimec-Plus post-emergent grass and broadleaf weed her-bicide controls nutsedge, crabgrass, goosegrass and 
dallisgrass, etc., along with 
broadleaf weeds. Made by PBI-Gordon Corp., Kansas City, Mo., the product was tested in 22 states and test-marketed throughout the South for use on Bermu-dagrass lawns, according to the company. Trimec-Plus can be used on Kentucky bluegrass and Ber-
mudagrass, plus tall fescue and 
zoysiagrass; it should not be used on St. Augustine, cen-tipede or carpetgrass. It is effective against oxalis, aster, knotweed, heal-all, spurge and ground ivy. LCI Circle No. 153 on service card. Increase business skills with booklet from LCI A 68-page booklet from LAWN CARE INDUSTRY is filled with practical advice. How To Grow Your Lawn Care Business is based on re-ports from the magazine. Skills covered include hir-ing, advertising, marketing, management, client relations, promotions and buying. LCI Circle No. 154 on service card. LAWN CARE INDUSTRY OCTOBER 1988 31 'Avoid making deals when you're under pressure. Most everybody can sense that.'ŠFuller LEASING from Page 17 tual cash value. Who deter-mines actual cash value? The fine print says who does it and 
how they do it. There's a lot of 
flexibility in that." Ł "You should determine upfront whether you want to purchase the equipment at the end or turn it in and get a new 
one. Ł If you end the lease early "you can get hit with a big penalty. It'll be down there in the fine print somewhere." Ł Is the deposit reasonable, and under what conditions 
can it be withheld? "Some-
times they'll ask for an unrea-sonable deposit and then you'll have trouble getting it back." A standard deposit is an amount equal to the first and last payment, but some firms just ask for an amount equal to the first payment. Ł Figure out the lease fee that you are being charged be-fore you sign the papers. There are even computer programs 
to perform that task. "We did that to some of our leases and it brought tears to our eyes," Fuller laments. Ł Become familiar with your leasing agent. Ł Avoid making deals when you're under pressure. "Most everybody can sense that." Ł Shop around. "Most leas-ing companies object to that, but I do it. I call four of them. It doesn't hurt for them to 
know you're shoppingŠit keeps them on their toes." Fuller concludes that if you are careful about making a lease, "You can get some deals." Leasing can help a con-tractor who needs to acquire expensive equipment. "It is a new option for the tree care business," reports Robert Felix, executive vice president 
of the National Arborist Asso-
ciation, Inc. A bucket truck and chipper, when bought, can run up to $70,000Šbut it can be leased cheaper. "It is a viable alter-native." Felix warns people to be sure they have the jobs avail-able. "You've got to have the work to make the monthly payments. Don't lose sight of the fact that a lease is a long-
term acquisition." Use the tool, says Felix. A History tells us throwing packages into the water can be a revolutionary idea. Patriotic colonists really started something when they threw packages of tea into Boston Harbor back in 1773. Today, DURSBAN* 50W in water-soluble packaging is starting a new revolution in simple and convenient insecticide handling. In handy 4-oz. packets that dissolve quickly and completely in water, DURSBAN 
50W eliminates many problems which have been bugging lawn care operators for years. Ł No mess. No dust to blow around. 
Ł No operator exposure. The chemical stays in the packet. Ł No measuring. Each pre-measured packet holds exactly 4 ounces; no chance for error. Ł No waste. No accidental overuse... no skimping that can lead to costly callbacks. Ł No package disposal problems. The DURSBAN* 50W TURF INSECTICIDE packet dissolves as you mix, and the fiber container goes in the trash. Just convenience... and lasting efficacy. No turf insecticide controls a broader spectrum of surface-feeding insects than DURSBAN 50W And because it's a wettable 
powder, it keeps working longer than emul-sifiable concentrates... without their solvent 
odor. And DURSBAN 50W has an estab-lished human safety record. Join the revolution. Throw over your old insecticide and switch to DURSBAN 
50W Eight 4-oz. water soluble packets in a childproof fiber 
container. Attention. Always read the label before use and care-fully follow all label directions and precautions. "Trademark of The Dow Chemical Company Circle No. 110 on Reader Inquiry Card piece of equipment "has to be income-producing every day for the length of the term." Some companies have sep-arate leasing firms that rent the equipment back to the turf management operation. That 
move can "give shareholders another way to pull money out 
of the corporation in addition to wages and dividends," says accountant John Byrne of Mesick, Steffes and Krueger SC in Milwaukee, Wis. Expect to pay additional accounting fees and legal costs 
to set up such a venture. "It's got to be a legitimate, arm's-length transaction," says By-rne, comparing it to the rules one must follow when a com-
pany is incorporated. Depending on your situa-tion, having your own leasing company can be good or bad. Check with the experts, says 
Byrne. "It's not illegal, but it's very aggressive," says one con-
tractor who has his own leas-ing company. He asks not to be identified for fear of invit-ing an Internal Revenue Ser-vice audit. Anyway, he adds, he just breaks even on it: "It's not a money-making proposi-tion." LCI PUBLIC from Page 1 Lawn America in July of 1987. Environmental Industries, Inc. of Calabasas, Calif., the nation's largest full service company, also went public when it was formed in 1969. It 
became private in 1982. LawnAmerica presently has branches in Lawton, Oklahoma City and Tulsa. It plans to expand into Missouri, Kansas, Arkansas, Texas and Tennessee, says Vicki Bailey, vice president of finance. She is unsure whether or not fran-chises will be offered. Bailey says the industry's future lies in large, corporate structures. "There are a num-
ber of issues rising in this in-
dustry that will make joining a corporate team desirable," she says, such as high insurance premiums, costly regulations and environmentalist pres-sures. Don Piper, vice president of operations, notes the indus-
try's future also lies in full ser-
vice. He says many customers have indicated a desire to have professionals handle mowing and cleanup work in addition 
to chemical applications. Approximately 20 percent of the company's revenues 
come from commercial ac-counts, he says. Company president is Lee Ellis, who came to GreenLawn with a background in market-ing in 1984. LawnAmerica announced its public offering of 500,000 units at $3.00 per unit on Aug. 24. Each unit consists of two shares of common stock and one common stock purchase 
warrant. LCI 32 CLASSIFIED RATES: 85 cents per word (minimum charge, $25). Boldface words or words in all capital letters charged at $1.10 per word. Boxed or display ads charged at 1X $75; 3X $70; 6X $65; 9X $60; 12X $55 per column inch (one inch minimum). Agency com-
mission allowed only when camera ready art pro-vided by agency. For ads using blind box numbers add $10 to total cost of ad. Send ad copy with 
payment to: DAWN NILSEN, LAWN CARE INDUS-TRY, 1 E First St., Duluth, MN 55802. (218) 723-9200. FOR SALE LANDSCAPE TRAINING VIDEOS. Intermediate 
mower maintenance field and shop repair, effi-cient/profitable mowing techniques, professional shrub trimming, plant installation, etc., ENGLISH 
AND SPANISH. Write for free brochure. C.D. An-
derson, Landscape Videos, 515 Ogden Avenue, Downers Grove, IL 60515. TF Auction October 27,1988. Davenport, Iowa, Scott 
County Fairgrounds. Complete line of equipment. 1986 diesel 3500 gal. Bowie hydromulcher; 1984 Bowie aeromulcher; Roto tub grinder; 2 Ford 5600 four wheel drive tractors; Ford 7610 four wheel drive tractor; 2 1973 Mack truck tractors; 1962 restored Mack B model truck tractor; 2 drop decks; semi trailers; 2 flat bed trailors; 4 semi vans; 
2 pickups; 1970 Woods 15 ft. mower; 4", 3", 2" water pumps; small implements, full line of land-scape tools, new portable welder, shop equip-
ment, fencing equipment. Call 319-326-1636 for brochure and information. 10/88 2 lawn trucks, Mercedes Benz Diesels, excellent condition (1981). 1200 gallon 2 compartment S/S 
tanks also holds 1000 # of dry fertilizer. Hydro-cell 25 gallon per minute pumps and 2 hose reels w/ guns. $8,500-9,000 each. 201-891-6035. 10/88 1984 Chev. C-30, 400 gal. tank plus 200 gal. dry 
hopper Chelsea PTO, Hannay hose and reel, less than 30,000 miles. Excellent condition. New $22,000, sacrifice $9,000. Ala. 205-351-191910/88 GM W-4 SERIES TANKER, 500/200 gal. split stainless steel tank, dry storage area 2 reels, Wan-ner Pumps and Tanks, excellent condition. $15,500.00. Call 312-657-9693. 10/88 HANNAY HOSE REELS: New in the box. E1526's and E1530 s - $339.00. We will ship and pay freight anywhere in the U.S.A. and Canada. Immediate delivery. Other size reels and parts available at fabulous savings! Call 313-543-2200, in Michigan. 
Outside Michigan - 1-800-843-LAWN. TF USED CHIPPERS, BUCKET TRUCKS, BOOM TRUCKS: Stump grinders, stake bodies, tree 
trucks and dumps. New Morbark and Woodchuck Chippers. Rayco stump grinders at discount prices. We also buy trucks and equipment. Op-dyke, Inc., Hatfield. PA(Phila. area) 215-721-4444. 1/89 ALMOST BRAND NEW SPRAY TRUCK. Only 500 miles, Ford F-600 equipped with 1000 gal. tank, 35 gals, per minute. Hypro pump, 23 h.p. Kohler twin engine. Asking $30,000. Lease also available. Call Joe Pizzano, at 516-352-0151 or 718-343-0106. 10/88 LANDSCAPE MAINTENANCE FIRM - Well estab-
lished complete service operation includes: land-
scaping, full maintenance, national dealer 
products, fixed assets and equipment, trained personnel, steady client list and more. Annual gross $400,000. Write to LCI Box 202. 10/88 LAWN CARE INDUSTRY OCTOBER 1988 32 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 SPRAY TRUCK - 78 Ford LN6001100 gal. SS tank w/mechanical agitation, 2 reels, 20/20 pump, 16 HP engine. Excellent condition. Make Offer. 317-966-7397. 12/88 Perma Grain 2001-LV on 1986 Ford Ranger Chas-sis 5 spd. with overdrive. Assume payments of 
$348.00 per month. Call Daryl at 215-678-5800. 10/88 TRUCKS, TRUCKS, TRUCKS!! 9 International Har-vester 1973-1978 with complete spray package. 1600 and 1700 V365 and V446 gas engines, 1200 and 1400 gallon tanks with 10 gpm and 20 gpm bean pumps. Single and double reels available. Well maintained, selling at READY TO PRODUCE prices. Call Mr. Reid 612-884-3663. TF HELP WANTED LANDSCAPE MAINTENANCE SALES MANA-GER: Texas' largest commercial landscape main-
tenance firm is currently seeking a qualified sales manager for our Houston branch. Requirements 
include a sales management background and the ability to form and lead a successful sales team. An industry related degree is preferred, landscape management experience helpful. Compensation package includes, base and commission, car al-
lowance, incentive bonus programs and company 
benefits. For consideration contact: Branch Mana-ger, Maintain, Inc., 16008 Boss Gaston Road, Richmond, TX 77469. (713)277-2867. 11/88 Landscape Maintenance Area Supervisors. Com-mercial & Residential Contractor seeks knowl-edgeable and hard working experienced field su-pervisors. Excellent Career opportunities for responsible, ambitious and sAif-motivated individ-uals with 4-yr. Horticultural Degree preiorred. Ex-cellent salary and benefits. We are one of the largest landscape contractors in the country and located in one of the fastest growing States, Flor-
ida. We welcome your resumes, Oyler Bros. Com-
pany, 1930 Silver Star Road, Orlando, FL 32804. 10/88 SALES REPRESENTATIVES - Landscape mainte-
nance firm that has been established for 30 years 
in southeast Florida has several openings for over achievers. We are looking for people who can challenge our top sales person who sold over $1,000,000 in 1987. Applicants should have a background in horticulture, turfgrass manage-
ment or pest control. 30-50K first year's earnings. Applications for training ^supervisors, service routes and pest control technicians are also being taken. Call or write Mr. DeMaria at 3101 North 
West 16th Terrace, Pompano Beach, FL 33064, 305-977-0110. 10/88 LAWN CARE SERVICE & MANAGEMENT PERSONNEL We are expanding our lawn care operations into the Northeast, Southeast and Midwest. This rapid growth affords immediate oppor-tunities for people in the service and branch management areas who want to contribute in building a major lawn care service organiza-tion. As a national leader in the service industry, our compensation benefit portfolio includes com-petitive salary bonus, company vehicle, major medical and dental insurance, profit sharing 
retirement plan. To be considered for this opportunity submit your resume and salary history in confidence to: Director of Personnel TERMINIX INTERNATIONAL COMPANY L.P. 855 Ridgelake Blvd. Memphis, TN 38119 GROW WITH TURF: Career opportunities are available for professionals with experience in lawn care, landscaping and irrigation. We're looking for aggressive self-starters to join our organization. Thrive on the challenge of our growth. Enjoy above average earnings and excellent benefits. Send re-sume and salary requirements to Turf, P.O. Box 433, Moorestown, NJ 08057 or call (609) 778-0780. 11/88 Russell Frith President "Want to have all these benefits and continue to be an independent LCO?" The Turf Tamer® patented power applicator; simultaneous ground metered application of granulars and liquids. The Green Thumb trademark, known for lawn care excellence nationwide. Ecologically sound, compact wash-and-recycle system. A compact servicing system; complete in a one-ton van, no trailers, no bulky tanks to transport. A wide range of support services, including full time staff agronomists. Group buying power savings on leading lawn products. YOU CAN You can have your independence and have the competitive edge |T| usually reserved for the "big" lawn "V^ II- care companies. The Lawn Doctor franchise program, the industry's largest, gives you state-of-the-art equipment, year-round support programs and more ... but never "takes over" your business! Let Us Show You How We Can Work For You: 800-631-5660 Circle No. 119 on Reader Inquiry Card LAWN f DOCTOR 142 Highway 34 Matawan, NJ 07747 800 631-5660 Call Ed Reid Franchise Sales Dir. Come Visit November 7 thru 10 PLCAA 88 Booth 843 ©1988, town Doctor, Inc. Lawn Care gSK" Career opportunities coast-to-coast. Employer retained. Experts in personnel since 1968. USA Careers 5153942556 New Hampton, IA 50659 Circle the Reader Service numbers of those items of interest to you. For rapid response, use the peel-off label from the front cover NAME TITLE FIRM ADDRESS CUY_ STATE ZIP PHONE( 1 101 116 131 146 161 176 191 206 221 236 251 266 281 296 311 326 341 I 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 342 I 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 1 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 345 I 106 121 136 151 166 181 196 211 226 241 256 271 286 301 316 331 346 I 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 347 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 348 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 349 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 350 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 351 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 352 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 353 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 354 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 355 WWN GIRE INDUSTRY OCTOBER 1988 This card void after Dec. 15,1988 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 20 Ł Mowing/management lawn care company and/or landscape contractor 30 Ł Both chemical lawn care company and mowing/management lawn care company and/or landscape contractor B. SUPPLIER 50 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE?. I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature:. Date. [ BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII NO POSTAGE NECESSARY IF MAILED IN THE | UNITED STATESl LAWN CARE INDUSTRY OCTOBER 1988 35 MANAGEMENT Ever-Green Lawns Corporation, a divi-sion of the multi-national ADT Limited, interested in discussing management opportunities with lawn care profession-als looking for a change. Please respond 
in writing only to: Corporate Recruiting Manager Ever-Green Lawns Corporation 1390 Charlestown Industrial Drive St. Charles, MO 63303 WANTED ServiceMASTER. If you are in the lawn care business,... in a related field, or...just looking to get started... WE CAN HELP YOU GROW! Our network of over 3600 independently owned 
franchised businesses worldwide testifies to our ability to help the small 
business owner to flourish. If 
you are enthusiastic, growth-oriented, and interested in learning what ServiceMaster has to offer, then we are interested in getting to know you! For more information call: Roger Nondorf ServiceMaster LawnCare 1-800-255-9780 MISCELLANEOUS ATTENTION LANPSCT nEhSŠFREE CATALOG. Guaranteed replacement parts for Bobcat, Bun-ton. Deere, Exmark, Kees, and others. DISCOUNT PRICES on blades, belts, bearings, filters, wheels, lubricants, trimmer line, grass catchers etc. 
LARGE 10' PNEUMATIC CASTER SET $149.95. If your tired of paying big money on parts call Lawn 
Care Parts Unlimited at (800)343-4333. In Michi-gan call direct or collect (313)949-8031. 12/88 FREE 1989 CATALOG of Sprayers and parts from Perma Green Supreme includes custom made fi-berglass tanks, Poly tanks, and more. Hundreds of items for lawn and tree. Call toll free 1-800-346-2001 or 219-769-1630. 3/89 NO. ADVERTISER PAGE NO. 101 B.A.S.F 102 Brouwer 103 Brouwer 104 C & S Industries 105 Dow Chemical 106 Dow Chemical/Turflon ... 107 Dow Chemical/Turflon ... 108 Dow Chemical/Turflon ... 110 Dow Chemical/Dursban 111 Edgell Expositions 112 Elanco/North/Team 109 Elanco/South/Surflan ... 113 EncapProducts 114 EncapProducts 115 EncapProducts 116 Focal PointPubs 117 John Deere & Co 118 Kubota Tractor Corp 119 Lawn Doctor 120 LESC0. Inc 121 Mobay Chemical Corp. . 122 Nor-Am Chemical 123 0 M C Cushman Ryan . 
124 0 M C CushmanRyan .. 125 Real GrainComputers 127 U.A.P 128 Westheffer Co ... .35 . .. .14 ... .21 
... .23 5 ....11 ...13 ...15 .30-31 .29 ...17 . .17 16 ...18 
... .23 
...18 . .. .6-7 ....12 ... .32 .. .36 20 19 2 18 25 .25 New Products 150 Focal Point Pubs./ newsletter 30 151 LESC0 Ins /fertilizer injector 30 152 Lebanon/lawn fungicide granules 30 153 PBI-Gordon Corp/ Trimec-Plus 30 154 LCI/booklet , 30 This index provided as an additional service. Publisher assumes no liability for ommission or error. WANTED TO ACQUIRE Lawn care companies of all sizes in U.S. and Canada being sought by national cor-poration. Complete buy out or 
stay and grow with us. If inter-ested, please call me directly: John Hayes President TRU GREEN CORPORATION (404) 442-8700 STRICT CONFIDENTIALITY MAINTAINED | TRU GREEN Wanted To BuyŠLawn care companies of all sizes anywhere in U.S. wanted to purchase by national corporation. If interested, please respond to LCI Box 197. Strict confidentiality maintained. TF Ever-Green Lawns, a division of ADT Limited, an interna-tional service company doing in excess of a billion dollars in sales, wants to acquire lawn care companies of all sizes. All inquiries strictly confidential. Please contact: Steve Hirshmugl Director of Finance and Acquisitions Ever-Green Lawns Corp. 1390 Charlestown Industrial Drive St. Charles, MO 63303 314-946-9700 Orkin Lawn Care, a division of the world's largest pest 
control company, is buying lawn care companies of all 
sizes nationwide. Make your company part of an organi-zation with a proven growth 
and management record. All replies confidential. Please contact: JOHN RAYMOND Director of Acquisitions Orkin 2170 Piedmont Road N.E. Atlanta, GA. 30324 404/888-2802 Division of Rollins, Inc., a NYSE Company SERVICES TRAINING & CONSULTING SERVICES: Tech-nical, operational and managerial assistance available. Please contact: Philip E. Catron, M.S., P.O. Box 375, Damascus, MD 20872. 301-253-5652. 12/88 ADVERTISERS INDEX For grounds maintenance, nurseries, Christmas tree farms, highway or municipal vegetation-for just about any grass control problem - Poast® herbicide is the simple solution. Poast delivers consistent control of the toughest grasses. Like bermudagrass and crabgrass, quackgrass and foxtails. Yet, Poast is proven gentle to established plantings of valuable greenery. Like flowers, shrubs, trees and ground covers. With Poast, you don't have to bother with directed or shielded sprays. You Poast is a registered trademark of BASF AG © 1988 BASF Corporation can apply Poast over-the-top of all stages of ornamental growth. And you don't have to worry about soil residue or leaching. Because Poast is meant to treat your grasses, not your soil. And perhaps best of all, Poast can be highly cost efficient. It can eliminate labor-intensive and time-consuming hand roguing or hoeing. And labor and time equal money. To keep grass in its place, always follow label directions and count on Poast-the last word in safe, effective grass control. BASF Corporation Chemicals Division BASF Circle No. 110 on Reader Inquiry Card So now you don't have to. Until now, getting rid of ugly clumps of tall fescue was no easy task. The weed had to either be physically removed by digging or chemically removed by spot treating with a non-selective herbicide that left unsightly brown patches for weeks. LESCO TFCŽ Herbicide changes all that. It's the first product to provide selective spot control of tall fescue in established Kentucky bluegrass, fine fescue, bentgrass, bahiagrass and bermudagrass turf. Active at a rate of just a few ounces per acre, the 
convenient water dispersible granule formulation exhibits both contact and residual soil activity. It slowly eliminates tall fescue, while allowing the desirable grass to fill in. For tall fescue control without the digging, make LESCO TFC Herbicide part of your application program. Order today. Contact your LESCO sales representative, visit the nearest LESCO Service Center or call us toll free. (800)321-5325 NATIONWIDE (800)686-7413 IN OHIO LESCO, Inc., 20005 Lake Road, Rocky River, Ohio 44116 (216) 333-9250 Always read and follow label instructions before using any chemical product. © 1988, LESCO, Inc. Circle No. 120 on Reader Inquiry Card LESCO TFC For Mtocttv* spot tait ftteue control tn 99tlbUlh6d Kentucky biU(Çr||$, f)n# tact*, btfttgftt», bfthi«gr»ts and IWlTWdiQflM tllff Dispersible Granule Turf Herbicide KMP Olrt Of fUéch of CNMrm CAUTION Hti W»gM t.l brnViMf