30 CENTS PER TON FEE State fertilizer laws may burden industry Dr. Paul Schnare: "Just a matter of time before sales tax people contact us." HBj A Harcourt Brace Jovanovich Publication If the lawn care industry has to come into compliance with fer- tilizer laws designed primarily for agriculture it is going to "cost a lot of time, trouble and money for the industry," according to Dr. Paul Schnare, Accu-Spray Lawn Care, Cape Girardeau, Mo. "If each lawn care applicator has to prepare 20 or 25 tickets a day to meet requirements, it is going to generate a lot of paperwork for our industry," Dr. Schnare told a lawn care audience at the recent Mis-souri Lawn & Turf Conference. There are also possibilities of taxes and penalties, he said. "The way I interpret it, the lawn to page 33 Volume 6, Number 2 KMi FEBRUARY 1982 Si Ry Serving lawn maintenance and chemical lawn care professionals PLCAA PRESIDENT ASKS Are increasing rates of lawn customer turnover inevitable? by J. Martin Erbaugh, President Lawnmark Associates Are increasing rates of customer turnover inevitable? It is a subject that is quite complex. It is also a subject that is or should be of concern to all participants within the lawn care industry, for the way in which it is answered by the individual firm undergirds the key decision-making processes which must be in place to remain com-petitive through the 1980*8. I make no claim on "absolute truth." My conments are based on my experience in managing a lawn care business. Also, my involve-ment in the Professional Lawn Care Association of America (PLCAA) has allowed me on many occasions to discuss this subject with leaders in the industry and to gain their perspectives. (Editor's note: Erbaugh recently was elected PLCAA president.) The lead article in the July 1981 issue of LAWN CARE INDUSTRY carried the following headline: "Customer Retention Down, New Sales Up, Lawn Care Businessmen Say." It went on to provide briefly a "demand analysis" for lawn care services and cited many businessmen around the country with respect to their experience in spring 1981 in the area of customer retention and new sales. I know of no lawn care businessman who is not con-cerned about his annual retention of customers. Notice I did not say "paranoid," or "suicidal," or "immobilized." I said "con- cerned. " This concern is bottomed in an awareness of the accelerating to page 22 INACCURATE PICTURE Sek replies to lawn care critic In the May 1981 issue of LAWN CARE INDUSTRY excerpts from a New York newspaper article enti-tled "Confessions of an Ex-Lawn Sprayer" appeared, written by former Funk Lawn Company employe Tina Wright. In it, Wright denounced Funk Co. for technical malfeasance in the proper use and application of pesticides. In the article below, David Sek of Mon-roe Tree & Landscape, Inc., Rochester, N.Y., offers a rebuttal to Ms. Wright's views. I was an employe of Funk Lawn Spray Co. from 1973 until the business was sold in 1976. I worked with Ms. Wright and I feel that her allegations are grossly misstated. They are unfair to Mr. to page 31 Marty Erbaugh QUICK STARTS Late fertilization 7 Fusarium blight control 10 L.P. gas savings 12 Cincinnatti disease program 13 Cut mowing costs 16 Lehr on labor law 27 MOWING/MAINTENANCE AVERAGE: $71,666 Average chemical lawn firm grosses $193,436 A recent survey conducted by LAWN CARE INDUSTRY showed that its average reader involved in chemical lawn care has an average annual gross of $193,436, based on service to 1,189 customers. The same survey showed that the magazine's average mowing/ maintenance reader had an aver-age annual gross of $71,666, based on service to 86 customers, mostly commercial/industrial accounts. These figures indicate that chemical lawn care firms are av-eraging an annual gross of $162.88 per customer, while mowing/ maintenance firms are averaging an annual gross of $833.32. Upfront 4 Marketing Idea File 13 Moneywise 33 Cost Cuttings 31 Tools, Tips, Techniques 10 Products 25 Newsmakers 32 Meeting Dates 24 Next month: April: ".,76 99 X' .tKE PP OF .1 IG AN STATE UNIV May: > e CO D < U Your average customer? Most lawn care businessmen who deal with residential customers have a pretty good idea who they are talking to when they send out their direct mail pieces in the spring. Household income of $25,000 or so, average house value of $65-70,000 (although this is going up every day, literally), average lawn size of perhaps 7,500 square feet. This of course is just an average (I know some guys L4WN GIRE INDUSTRY ROBERT EARLEY, Editor/Publisher PAUL McCLOSKEY, Associate Editor JOAN HOLMES, Production Manager MARILYN MacDONALD, Production Supervisor DENISE JOHNSON, Graphic Design JOAN SMITH, Circulation Supervisor DAVID PETERSON, Reader Service Manager JULIE LAJTIN, Promotion Director MARKETING/SALES New York Office: ROBERT EARLEY (212) 888-2892 757 Third Ave., New York, NY 10017 Southern Office: JIM BROOKS, National Sales Manager RON KEMPNER (404) 233-1817 3091 Maple Dr., Atlanta. GA 30305 Northwest Office: BOB MIEROW (206) 363-2864 1333 N.W. Norcross, Seattle, WA 98177 Classified: DAWN ANDERSON (218) 727-8511 1 E. First St., Duluth, MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120 W. Second St. Duluth, MN 55802 218-727-8511 HARCOURT BRACE JOVANOVICH PUBLICATIONS (HBJ) ROBERT L. EDGELL, Chairman RICHARD MOELLER, President LARS FLADMARK, Executive Vice President ARLAND HIRMAN, Treasurer THOMAS GRENEY, Group Vice President EZRA PINCUS, Group Vice President LAWRENCE WITCHEL, Group Vice President JOE BILDERBACH, Vice President JAMES GHERNA, Vice President GEORGE GLENN, Vice President HARRY RAMALEY, Vice President LAWN CARE INDUSTRY (USPS 397250) is published monthly by Harcourt Brace Jovanovich Publications. Corporate and Editorial offices: 757 Third Avenue, New York, New York 10017. Advertising offices: 757 Third Avenue, New York, New York 10017, 111 East Wacker Drive, Chicago, Illinois 60601 and 3091 Maple Drive, Atlanta, Geor gia 30305. Accounting, Advertising Production and Circulation offices: 1 East First Street. Duluth. Minnesota 55802. Subscription rates: one year, $15 in the United States, $18 in Canada; all other countries: $40. Single copies: $2 in the United States and Canada; all other countries $4.50. Second Class postage paid at Duluth, Minnesota 55806 and additional mailing offices. Copyright © 1982 by Harcourt Brace Jovanovich, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or any information storage and retrieval system, without permission in writing from the publisher. POSTMASTER: Send address changes to LAWN CARE INDUSTRY, P.O. Box 6200 Duluth, Minnesota 55806-9900. that love those minimum lawns Š so easy-to-do, and the money is good) but it is certainly in the ball park. This is the average customer. If you have ever sat down and de- termined what your average gross-per-customer is annually, it might be interesting to compare your figures with those on page 1 of this issue, which are based on a recent survey we completed of our readers. Our chemical lawn care businessmen say they have an average of 1,189 customers on the books, and gross an average of $193,436 annually. This works out to a little more than $162 per customer. Our mowing/ maintenance readers say they have an average of 86 customers on the books, and gross an average of more than $71,666 annually, or $833 per customer. Many lawn care businessmen I have spoken to are going back to their customer lists and offering extra services Š aeration, tree work, renovation, disease pro- grams, etc. Increasing the gross from their existing customer lists rather than increasing their number of customers. It makes sense. One company that lives by this philosophy is LawnBuilders, in the Cincinnati, Ohio area. They have about 4,000 customers, and 1,000 have been signed up for their LawnBuilders Plus program, which includes Š among other things Š disease control. They feel it gives them a competitive edge in their marketplace. Also in this issue, Marty Er-baugh, newly elected president of the Professional Lawn Care As-sociation of America (PLCAA), asks the question: "Are increasing rates of customer turnover inevit- able?" He says . . . well, why not read the article and find out for yourself? By the way, Marty has a chimney sweep business for his LawnMark Associates in the off- season, and after a couple of false starts, it is on its way again. Pretty imaginative, huh? Our old friend Richard Lehr is back this month with his labor column, where he talks about mininum wages, unemployment and follows up some questions he was asked during his presentation at the recent PLCAA Conference and Trade Show in Louisville. Should employes be paid for non-working time they spend in an employer's vehicle? How is a non-weekly bonus averaged over prior work weeks? Richard knows. Should you be converting your fleet to diesel? Some people who have written about this issue, and they are very happy with the results. Why? Because they are saving between 30 and 50 cents per gallon for fuel. Fusarium blight. In many parts of the country, these are two words that are usually preceded by some more colorful adjectives when lawn care businessmen get to-gether to talk turf. Researchers in California have reduced incidence of the disease by going with perennial ryegrasses and Kentucky bluegrasses in their programs, instead of just Kentucky bluegrass. It might not put fun-gicide manufacturers out of busi- ness, but the information could be very helpful to you in your area. Yes, we have a story on it. Dr. Charles Darrah, research ag-ronomist for ChemLawn Corp., takes the floor in this issue and states the case for incorporating late-season fertilization into a lawn care program. This seems to be the way of the future, and ChemLawn is certainly among the leaders of research of the concept. By the way, Chuck is rubbing his hands together at the thought of putting together ChemLawn's Symposium on Turfgrass Fertili-zation to be held in October near company headquarters in Colum-bus. The Symposium will follow the successful format of past sym-posiums on disease, insect and weed control. Attendance is rec- ommended for lawn care businessmen who want to stay on the cutting edge of their profes-sion. Are you paying a fertilizer tax in your state? At the recent Missouri Lawn and Turf Symposium, former PLCAA board member Dr. Paul Schnare discussed fertilizer tax laws in his state, and it looks like it could become mandatory in many other states where it is not already. A few months ago, we published an article that told of another article that appeared in an upstate New York weekly newspaper where a former lawn care em-ployee gave a real kick in the shins to the industry as a whole. The article was written by Tina Wright, who was employed with Funk Lawn Spray at the time, and she told of how chemicals were applied unsafely by her firm. In an article in this issue, David Sek, who was also employed by Funk at the time and now works for Mon-roe Tree and Landscape, Roches-ter, N.Y., sets the record straight. Do you know your mowing costs? A survey conducted by 3M Co. recently showed that many mowing/maintenance lawn care businessmen do not. In an article in this issue, that survey's results are published, along with words from 3M on how growth reg-ulators might be utilized in your business to cut mowing costs, particularly in low maintenance areas. Cash flow planning. Hardly a turf conference has gone by this season without a speaker tackling the topic for those lawn care businessmen in attendance. In this issue, Gerald B. White of Cornell's Agricultural Economics Depart-ment tackles it once again. If you don't have a handle on your cash flow, you should. Also in this issue, Associate Editor Paul McCloskey traveled to Dallas, Texas to talk with mowing I maintenance businessmen in that boomtown. His report is featured on pages 18 and 19. U My the Reader Service numbers of those items of interest to you. Inquiries serviced for 90 days from date of issue. For those countries outside the U.S., please apply appropriate postage before mailing. READER SERVICE INFORMATION CARD 2-82 1 For more information on products or services mentioned in this issue, circle the corresponding numbers below, fill in appropriate information and mail today. 101 108 115 122 129 136 143 150 157 164 171 178 185 192 199 206 213 220 227 234 102 109 116 123 130 137 144 151 158 165 172 179 186 193 200 207 214 221 228 235 103 110 117 124 131 138 145 152 159 166 173 180 187 194 201 208 215 222 229 236 104 111 118 125 132 139 146 153 160 167 174 181 188 195 202 209 216 223 230 237 105 112 119 126 133 140 147 154 161 168 175 182 189 196 203 210 217 224 231 238 106 113 120 127 134 141 148 155 162 169 176 183 190 197 204 211 218 225 232 239 107 114 121 128 135 142 149 156 163 170 177 184 191 198 205 212 219 226 233 240 PLEASE CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. CONTRACTOR OR SERVICES: ŁLawn care service business involved primarily with fertilization, weed, and insect control Please specify method of application 10 Ł Liquid 11 DOry 12 DBoth 20 UPrimarily mowing/maintenance service 30 Ł Landscape contractor/lawn service company 40 Ł Nursery or garden center/lawn service company 50 DPest control/lawn service company 60 Ł Irrigation contractor/lawn service company B GROUNDS CARE/MAINTENANCE AT ONE OF THE FOLLOWING TYPES OF FACILITIES: 110 Ł Private or public estate NAME BUSINESS NAME. CITY 120 130 140 150 190 ŁSchool, college, university, hospital, or similar facility ŁCondominium housing development or industrial park ŁGovernment grounds; parks, around municipal buildings, military facilities Ł Cemetery or memorial garden ŁOther (please specify) C. SUPPLIER 210 ŁChemical dealer or distributor 220 [JEquipment dealer or distributor 230 USeed broker/dealer 240 DSod grower .TITLE . _ADDRESS _ .STATE. JZIP_ _TELEPHONE_L ) AREA CODE I WISH TO RECEIVE (CONTINUE RECEIVING) LAWN CARE INDUSTRY EACH MONTH Ł YES Ł NO SIGNATURE DATE BUSINESS REPLY CARD FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN GIRE INDUSTR/ POST OFFICE BOX 6200 DULUTH, MINNESOTA 55806 NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES OHIO TURF CONFERENCE 7 Customer attitudes, program problems hamper late-season fertilization, Dr. Darrah says Two of the biggest problems in incorporating late-season fertili-zation into a lawn care program are operational considerations and consumer attitudes, according to Dr. Charles Darrah, research ag-ronomist for ChemLawn Corp., Columbus, Ohio. "Your customers and potential customers get the urge to have a green lawn in the spring," he told an audience of lawn care businessmen at the recent Ohio Turfgrass Conference. "They can't see the benefits of root growth, all they see is the benefits of shoot growth." Root to shoot He said that the turfgrass plant partitions growth and fertilizer use between root growth and and shoot growth. As temperatures warm up, the plant moves from root to shoot growth. Thus, he said, nitrogen should be applied after air temperatures begin to limit topgrowth, and this is de-pendent on the temperatures where the lawn care businessman is in the country. He said the fertilizer should be applied so that the turfgrass plant is still able to carry on photo-synthesis. If it is applied too late, this does not occur, and it could even hurt the plant. There are some differences in the optimum time to put down a late-season fertilizer application. He said that in the Ohio area, the first week in November is the optimum time. "In a typical chemical lawn care program, this means you would be applying it from late September through late November to keep within your cycle," he said. "The first week in November provides for increased color be-cause of photosynthesis," he said. As for sources of nitrogen, he said the lawn care businessman wants to have it readily available, so solution nitrogen sources should be used. He recommends iy2 pounds of nitrogen per 1,000 square feet, or split applications of 1 pound and then IV2 pounds of nitrogen. He said that phosphorus and potassium levels should be well-established prior to late-season fertilization, and noted that the turfgrass plant is not able to take up phosphorus in the fall. He said that the nitrogen appli-c in a CO 00 to Dr. Charles Darrah: "Your customers can't see the benefits of root growth.' cation should be applied late enough so that topgrowth is not pushed, and so that a spring green-up can be obtained. But he said that it is possible to have too much nitrogen in the spring car-ried over from a late-season appli-cation. Liquid or dry? He said slow-release nitrogen forms should not be used for late-season application, because the nitrogen would not be avail-able in the fall, when it is needed. As to the use of liquid or dry nitrogen sources, he said: "98 percent of the time, the results are equal, according to the testing we have done. Agronomically, there is no difference." From an operational standpoint, he said that he feels the lawn care businessman would get more fer- tilizer to the turf by going dry, because of problems of leaf cover. He also said that there could be problems from cold temperatures, if a company is not able to get their trucks inside out of the cold at night. An important consideration, he emphasized, was to let your cus- tomers know the difference be-tween root and shoot growth. Is It Costing You Too Much To Only Be Doing Half The Job? We can do more for you than you can do for yourself. That's not an insult, it's a fact: Ł Can you cut your chemical costs to 20% of your gross sales? Ł Can you get fleet prices on trucks and equipment if you only buy one-at-a-time? Ł Do you have national recognition to enhance your credibility as a professional? Ł Do you have a $65,000 computer program to streamline your office procedures? Ł Do you have the benefit of tried and tme quality adver-tising materials and proven marketing techniques to improve estimate closings to as high as 90%? As a Lawncare franchisee, we enable you to save money, increase profits and maintain a high standard of quality. And, we give you something no one else can: The proven, pat-ented two for the price of one process that keeps customers coming back. Some franchisors take advantage of you. We invite you to take advantage of us. For more information, write or call (216)481-5000 QvjlAUJnCARE INTERNATIONAL, INC. 19506 Nottingham Rd. Cleveland, Ohio 44110 Circle No. 116 on Reader Inquiry Card Circle No. 123 on Reader Inquiry Card ALWAYS READ AND FOLLOW LABEL DIRECTIONS FOR ROUNDUP Roundup5 is a registered trademark of Monsanto Company. © Monsanto Company 1982. RCJP-SP2-102 Lots of lawn care jobs you do are easier and faster with Roundup. Wherever you use it, Roundup® herbicide helps make weed control around your cus-tomers' homes fast, easy and effective. Just one application of Roundup controls tough labeled weeds right down to the roots, so they won't grow back. That means less need for time-consuming repeat treatments. And Roundup has no residual soil activity, so it can't wash or leach from treated areas to injure desirable vegetation. Whether you apply Roundup with a back-pack sprayer or a hand-held wiper, it effectively controls weeds wherever they grow. Around shrubs and bushes. In sidewalk cracks. Along driveways. At the base of trees. Along fences. In and around flowering ornamentals. Spot lawn renovation. Edging around obstacles. You name itŠthere's virtually no limit to the uses of Roundup! So reach for Roundup before you begin your next lawn care job. It'll help make weed control faster and easierŠwhich can mean more profit for you. FOR A FREE GUIDE TO ROUNDUP, CALL 1-800-621-5800 TOLL FREE. IN ILLINOIS, CALL 1-800-972-5858. Monsanto EFFECTIVE TOOLS,TIPS,TECHNIQUES CALIFORNIA STUDY Color intensity ratings Park Kentucky bluegrass and a blend of 50 percent Manhattan and Pennfine perennial ryegrass were used in all treatments. Observations were made regu-larly on plot appearance. At least two persons made monthly turf scores (visual appearance ratings based on color, texture, density, pest activity and uniformity of the turf2grass treatments). The plots were rated for color intensity three times during 1976. Fusorium blight was noted in August 1978, and data were recorded as percent area affected by the disease. During the winter of 1978-79, the Kentucky bluegrass and pe-rennial ryegrass tillers were counted in three 2-inch plugs harvested from each plot. All data were subjected to an analysis of variance, and significant differ-ences determined by the Duncan's Multiple Range Test. During the warm season (May to September), all bluegrass/ryegrass mixes had a somewhat better over- all appearance than the 100 per- cent Kentucky bluegrass plots, although the differences were not great. In comparison, all mixes of bluegrass/ryegrass had signifi-Storage between applications Because many lawn care businessmen are between application seasons, everyone who deals with pesticides must concern themselves with storage of these materials in such a way as to ensure that they will not deteriorate. There are hundreds of pesticide formulations, and all cannot be treated the same if a useful product is desired when the chemical is again removed from storage for use. Most pesticides can be stored if proper facilities are available. However, before storing any chemical, read the label and if you still have questions, contact the manufacturer. Under normal conditions, the following rules apply for the maintenance of pesticides. Ł Never allow liquid formulations to freeze. On the other hand, dry and liquid formulations should never be stored where temperatures may exceed 100 degrees F. Heat initiates the breakdown process. Ł All pesticides should be kept in a well ventilated but dry to page 34 mmm Mixing turfgrasses can control fusarium blight cently that closely resemble Ken-tucky bluegrass in color, texture and overall appearance, but are not susceptible to Fusarium blight. In a study designed to find a practical, non-chemical method for controlling Fusarium blight in Kentucky bluegrass, California re- searchers evaluated various mixes of Kentucky bluegrass and peren-nial ryegrass for Fusarium blight resistance and overall turf quality response. Field researchers Researchers were: Dr. Victor A. Gibeault, environmental hor-ticulturalist, Cooperative Exten-sion, Dr. Victor B. Younger, pro- fessor, Department of Botany and Plant Sciences, Richard Autio, staff research associate, Coopera-tive Extension, all of the Univer-sity of California, Riverside; and Stanley Spaulding, staff research associate, Department of Botany and Plant Sciences, South Coast Field Station, Santa Ana. The study was conducted at the University of California South Coast Field Station. Eleven blue-grass/ryegrass mixes were estab-lished in September 1975 in 25-square-foot plots, and each was seeded at a race equivalent to three pounds of seed per 1,000 square feet. The treatments were replicated four times and arranged in a completely randomized block de-sign. Once established, the ex-perimental area was cut at a 1%- inch height and fertilized with a slow-release nitrogen source at a rate equivalent to three pounds of nitrogen per 1,000 square feet per year. Irrigation was based on water loss from an evaporative pan. No other primary or secondary maintenance was performed. Another fine quality-controlled product of Jacklin Seed Company. Appealing color, density, texture and overall uniformity make Kentucky bluegrass the most commonly used cool-season turf-grass species in California. It grows best along the coast but is also planted in inland areas where it is not as well adapted because of high summer temperatures. During the summer, Kentucky bluegrass can be damaged by Fusarium blight, a disease which bleaches the leaves and causes a severe root rot, killing the grass. Perennial ryegrass is another cool-season turfgrass adapted to the same California climatic zone as Kentucky bluegrass. Excellent turf-type perennial ryegrass cul-tivars have been developed re-KENTUCKY BLUEGRASS U.S. Plant Patent 3151 License in Canada No. 2133 DOUBLE TIME Great in the sun, Glade also doubles in moderate shade. So sun-time or shadow, it has the get-up-and-grow you need for overall good-looks: Early riser for dark greening, fine color tone and texture, better stamina for disease resistance than other elite Kentucky bluegrass. An outstanding double-duty performer, Glade rates with the best, yet costs less. Let Glade's vitality work double time for you, guarding against bare areas in sun or 60% shade under trees and near buildings. Ask for Glade at your local wholesale seed distributor. BUSINESS Cash flow planning can smooth peaks and valleys cantly higher turf scores than the straight bluegrass treatment dur-ing the cool season (October to April). The perennial ryegrass, which has excellent vigor during those months, obviously exerted a positive response in the mix. When the turf scores were com-bined and analyzed for the two-year period, the researchers found that all mixes were given signifi-cantly higher appearance ratings than the straight bluegrass. Even a small amount of ryegrass added to the Park Kentucky blue-grass improved turf color. Five percent perennial ryegrass gave significantly better color than 100 percent bluegrass, and the treat- ment with 10 percent ryegrass was significantly better than either the five percent or no ryegrass treat-ments. There were no further sig- nificant increases in color ratings when 15 percent or more ryegrass was used as part of the mix. After the experimental area was subjected to moisture stress in the summer of 1978, Fusarium blight occurred that August. Fusarium blight on the 100 percent Park Kentucky bluegrass plot was de-vastating: About 30 percent of the plot area was killed. The amount of affected area decreased markedly in plots with only five percent ryegrass in the mix. The disease symptoms, in essence, were elimi-nated in all treatments containing 10 percent ryegrass or more, and there was no significant difference in Fusarium blight incidence among any treatments above 10 percent ryegrass. These results show that mixing even small amounts of perennial ryegrass with Kentucky bluegrass can mask or control the disease symptoms. The amount of peren-nial ryegrass needed falls in the 10 to 15 percent range on a seed-weight basis. Competitive ryegrass The count of bluegrass ryegrass tillers in the 2-inch plugs showed that Kentucky bluegrass decreased very rapidly and perennial rye-grass increased when even a small percentage of ryegrass on a seed- weight basis was added to the mix. There was no significant differ-ence in the bluegrass/ryegrass plant counts in mixes containing more than 15 percent ryegrass on a seed-weight basis (85 percent or less bluegrass). The bluegrass/ryegrass balance assumed approximately a 50/50 plant count relationship with 18 percent ryegrass or more in the seed mix. These results tend to support and explain the results of turf scores, color, and Fusarium blight activity. Evidently, the quick-germinating and rapid-growing perennial ryegrass was able to establish and remain competitive, even when very small seed num-bers per unit area were seeded. The slower-germinating and growing Kentucky bluegrass was able to fill in around the estab-lished ryegrass plants, and the species mix was maintained for the duration of the three-year test. In conclusion, the researchers said, mixes of Kentucky bluegrass and perennial ryegrass practically eliminated Fusarium blight activ-ity, whereas control plots of straight bluegrass were damaged. In the lawn care business in many parts of the country, receipts are very seasonable. Much of the re-ceipts are incoming in the period of April through November, but the lawn care businessman incurs expenses and has to pay debts over the whole year. Cash flow planning becomes a necessity to insure that there are sufficient funds to meet financial obligations year-round, according to Gerald B. White, assistant pro-fessor in the Department of Ag- ricultural Economics at Cornell University. The cash flow statement is a periodic summary of all sources and uses of cash flowing into and out of the business, he told lawn care businessmen at the New York Turfgrass Conference. It shows which activities produce income, how much income is generated and when it flows in. Similarly, it lists the cash expenses, debt pay- ment and salaries by amount and timing. The cash flow statement also accounts for cash capital sales and purchases. The well-prepared cash flow statement has the following uses: Ł It can be used to determine if the expected cash income will pay all operating expenses, purchase needed capital items, and service debts. Ł It can be used to manipulate income and expenses between different periods of the year to relieve or eliminate potential periods of financial stress. Ł It can be used to set up loan repayment schedules so that they coincide with periods of cash surpluses. Ł It can be used to determine in advance when loans will be needed and for how much. Ł It facilitates communication with creditors, and shows them you have a handle on finances. Sooner or later you'll need Ryan. Chances are it'll be sooner. Today's sophisticated fertil-izer, herbicide and insecticide treatments are making lawns and large turf areas more beautiful every season. But professionals know that thick, green lawns eventually develop thatch. The professionals also know that it's easier, better and more econom-ical to de-thatch and aerate on a regular basis to allow air, fertilizer and water to reach the roots. That's where the Ryan® power rakes and aerators come in. Since 1948, Ryan has been making preci-sion turf equipment for profession- als. . .equipment that is designed to give you day-in, day-out perform-ance, year-after-year. The gutsy 7-hp Ren-O-ThinŁ IV, and the economical Ren-O-Thin III, for example, are rugged power rakes that handle those big de-thatching jobs with a wide 18-inch swath. Both feature a floating front axle and easy micro-screw height adjustment to aid in setting the exact depth you need. A choice of three optional blade reels lets you adjust for every type of turf. And the self-propelled Lawnaire® III makes it easy to aerate large areas. With 50 lbs. of water in the ballast drum, the Lawnaire 111 Circle No. 129 on Reader Inquiry Card delivers up to 2Vi inches of penetration at 7-inch intervals over a 19-inch swath. Discover how easy it is to maintain that fine stand of grass year after year. Make the Ryan line a permanent part of your equipment pool. You can count on professional results when you use professional Ryan equipment. CUR2 5954 RYAN EQUIPMENT 2306 Cushman. P.O. Box 82409 Lincoln. NE 68501 For the location of your nearest dealer, call 402-435-7208 © Outboard Manne Corporation. 1981 All rights reserved. The well prepared cash flow statement can be used to determine if the expected cash income will pay all the operating expenses and service debts. 30 TO 50 CENTS PER GALLON LESS LP-gas conversion could cut fuel costs When your company is pushing a fleet of trucks over the road for hundreds of miles every day to service your lawn care customers, the distribution costs can eat up a hefty chunk of your profits. Some lawn care businessmen say they spend four percent of their gross on fuel costs, others say the percentage is as high as 10. This cost, plus engine mainte-nance, tires and repairs all make for an overhead that is pushing many lawn care businessmen to the garage wall. More and more businessmen are fighting back, however. And they are doing it with liquefied petroleum gas (LP-gas), also known as propane or bottled gas. For companies in the propane business like AmeriGas of Valley Forge, Pa., whose LP-Gas Division services customers in 15 eastern LP-gas is cheaper, it is cleaner and most of it comes from domestic sources. For truck fleet operators, LP-gas in the tank can mean money in the bank. Jay Cellone is an AmeriGas customer who's happy about the change. After struggling through the last gasoline shortage only to run up against skyrocketing prices, Cellone decided there must be a better way to keep his 30 vans Vehicle conversions to this alternative motor fuel take a jump every time gasoline prices go up or there is another twitich in international oil politics. And the reason isn't surprising - it's cheaper. states, vehicle conversions to this alternative motor fuel take a jump every time gasoline prices go up or there is another twitch in inter-national oil politics. The reasons are not surprising. on the road. So Cellone, who works out of the Pittsburgh suburb of Carnegie, Pa., converted all of his vehicles to LP-gas. The switch has meant both sav-ings and peace of mind. LP-gas is NORTHRUP KING PRESENTS THE HEAVY TRAFFIC SUH-TO-SHADE No one grass seed combines every characteristic for every type of turf. That's why Northrup King research has developed a complete line of Medalist Turf Products to meet specialized professional needs. MEIALIST TIIF PRIII6T MAJII AREAS IF ISE SPECIAL FEATHRES Athletic Pro Mix High maintenance athletic turf Both are well suited for new seeding or overseeding. Fast establishing, excellent traffic tolerance, and rapid recovery. Provides good footing. Athletic Pro II Mix Low to moderate maintenance athletic turf. Both are well suited for new seeding or overseeding. Fast establishing, excellent traffic tolerance, and rapid recovery. Provides good footing. Boulevard Mix Any area with high pH (roadsides, sidewalks, boulevards, beachfronts, etc.) Contains both "Fults" Puccinellia distans and Dawson red fescue which thrive on high saline or alkaline soils. Performs at low to high fertility levels. Landscape Pro Mix School grounds, cemeteries, golf course roughs, lawns Fast establishing. Adapts to broad range of conditions and management levels. Low to moderate fertility requirements. Overseeder II Mix Fairways, tees, athletic fields Fast establishing, traffic tolerant, disease resistant, penetrates compacted soil. Overseeder III Mix (Formerly Medalist North Mix) Fairways, tees, cart paths, wear areas Long term quality in high traffic areas. Clean mowing and disease tolerant. Premium Sod Blend Commercial sod producers Fast establishing, exceptional dark green color, shade tolerant, superior disease resistance. Special Park Mix Parks, commercial developments, lawns Low fertility tolerance, shade tolerant, adapts to wide J^^ range of soil types. i y 1 J .Till [«Ja Ask your Northrup King distributor about the Medalist Turf Products for your needs. Or write Northrup King Medalist Turf Products, P. O. Box 959, Minneapolis, MN 55440. currently selling for 30 to 50 cents less per gallon than gasoline. And while both fuels are now in plen-tiful supply, the flow of gasoline could easily be interrupted once again. What's more, LP-gas burns without leaving harmful deposits or diluting engine oil, so that oil, spark plugs and carburetors last longer, and maintenance expense is reduced. For the drivers the obvious dif-ference with LP-gas is that they now refuel their 35-gallon tanks in less than a minute and a half after locking on the special hose hozzle. The LP-gas is pumped from an 18,000-gallon bulk storage tank that enables Cellone to buy pro-pane at low tank-wagon prices. The vans make stops in the Pittsburgh area and into neighboring West Virginia, av-eraging about 170 miles a day. Since the engines have dual fuel conversions, the vans can also run on gasoline but this is seldom necessary since they return to the garage daily. One day conversion Almost any gasoline-powered vehicle can be converted to oper- ate on LP-gas in one day. It involves installation of a new fuel tank and line, vaporizer/regulator and modified carburetor. Stored under pressure as a liquid, the LP-gas is introduced into the en-gine as a dry, vaporized fuel. Gallon for gallon, it provides slightly less mileage than gasoline. But it has a higher octane than premium fuel and performs better in most engines. Cellone's vans were converted by mechanics from the LP-Gas Division district office of AmeriGas in nearby Greensburg, Pa. AmeriGas also installed the bulk storage tank and refills it on a regular basis. "The popularity of LP-gas as an alternative motor fuel is increasing dramatically," observes Robert C. Mauch, vice president/general manager of AmeriGas, LP-Gas Di-vision. "For years it was the friend of farmers, rural homeowners and the operators of in-plant vehicles like fork-lift trucks. Now, people who operate over-the-road fleets are looking at the growing price spread compared to gasoline and the unstable oil supply picture, and LP-gas is suddenly very at-tractive. The fact that is also reduces maintenance is a bonus." Fuel costs down a quarter In Atlanta, Ga., Ken Davis, another AmeriGas customer, has had its entire fleet Š four pick-up trucks and a van Š running on LP-gas for more than a year. Each truck travels about 100 miles on a typical one-day run. Says Davis, who has even con-verted his personal pickup truck: "I'm tickled with it. Our fuel costs are down about 25 percent. The engine oil stays cleaner longer, too." Davis says that savings from LP-gas have paid for the cost of the conversions. Like many AmeriGas customers, he leases his LP-gas equipment, including the fuel and bulk storage tanks. Other operators prefer to purchase these items outright. In Graceville, Fla., RE A has converted a two-ton Ford bucket to page 24 1.000 ON SPECIAL PROGRAM Cincinnati company has 25% of customers on lawn disease program MARKETING IDEA FILE 13 When it comes to applying fun-gicides as part of a total lawn care program, you would be hard-pressed to convince Lawnbuilders that is is not a worthwhile, profita-ble segment of the business. LawnBuilders is servicing about 4,000 customers in the greater Cincinnati, Ohio area, offering everything that is needed for pro-per lawn and ornamental care. About 1,000 of these customers are on a total lawn care program that the company calls "LawnBuilders Plus." Program outline As part of this program, the company treats lawn four times a year, in spring, early summer, summer and fall. The spring program consists of pre-emergence crabgrass and fox-tail control, broadleaf weed con- trol, reseeding, fertilization, power rolling and power aeration. The early summer segment in-cludes nutsedge, crabgrass, broadleaf weed, chinch bug, sod webworm and disease control plus fertilization. The same program is repeated in the summer with grub control being added. The fall program consists of reseeding, power aeration, power rolling, broadleaf weed control and fertilization. days of rain. Steed said that customers are pleased with the fungicide pro- gram. However, he cautioned that this may depend on how well people from LawnBuilders com-municate with customers. With a fungicide program, you don't get instant greening of problem areas and the customer needs to realize this fact. LawnBuilders reports an in-crease in its number of customers, which Steed attributes in part to the LawnBuilder Plus program which he believes gives the com-pany a competitive edge. Roundtable marketing Where do your marketing ideas come from? Seminars? Trade shows? Consultants? Well, according to Gary Thornton, president of Thornton Landscape, Inc. in Maineville, Ohio, a valuable source of marketing ideas could easily come from your own office staff. At the recent Associated Landscape Contractors of America symposium in Cherry Hill, N.J., Thorton told the assembled crowd that they often hold brainstorming sessions with a cross-section of their entire staff. "It's important that your marketing approach be disseminated throughout your whole operation," he said. "Take a cross-section of the company: some secretaries, some customers even, some management, and just look for ideas. You'd be surprised at the results." Although the ultimate decisions will finally rest with company management, many lawn care companies are cohesive enough that even the support staff know the general direction of company policy. It may surprise you what the rest of the staff can come up with. c cn a CO 00 N> Subdue. Controls Pythium blight ond damping-off. Steed attributes his customer base increase in part to his Lawn-Builder Plus program which he believes gives him a competitive edge. In the disease control segment of the program, Lawnbuilders uses Diamond Shamrock's Daconil 2787 as its basic fungicide. With its LawnBuilder Plus cus-tomers, the company applies the fungicide at a preventive rate of 4V2-5 ounces per 1,000 square feet on a twice-a-year basis. The com-pany will also return to a cus-tomer's lawn and reapply the fungicide when additional disease control is needed. If Pythium or Fusarium blight are detected on a lawn, the com-pany will spray Tersan, from Du Pont, for the control of these diseases. The fungicide program is also offered to the company's basic lawn care customers at additional cost. These customers do not re-ceive disease control under the company's basic program which is called LawnBuilder II. "We had a lot of humidity this summer so we had a considerable amount of dollar spot and leaf spot on our lawns," said Bill Steed, who is lawn manager for the western portion of LawnBuilder's service area. During one 65-day period, Cincinnati reported 47 ) 1982 Ciba-Geigy Corporation CIBA-GEIGY No other fungicide works as well as Subdue® against Pythium damping-off and blight because only Subdue has two-way action against these diseases. First, Subdue gives you systemic control that protects grasses from the inside out. Second, it works in the soil to control Pythium by contact action. Ł Two-way action that keeps turf healthy. In established turf, Subdue is an ideal preventative treatment for Pythium blight. Plus in newly seeded or overseeded turf, you get protection from Pythium damping off and blight. Subdue provides effective control for 10-21 days. Longer residual control than other Pythium fungicides. So Subdue can help you reduce application trips and labor costs. But just as important, Subdue fits your total program because it's compatible with most other fungicides. Subdue gives you protec-^^^^^ tion like you've never had. Subdue, the only fungicide for Pythium with two-way action. ÄPP'»^ . . I Long lasting crabgrass control just takes one application. Whether for bluegrass, fescue, bentgrass, or Bermudagrass, it's a fact that more turf care professionals demand Betasan® herbicide over any other brand. The simple reason. Betasan delivers the maxi-mum amount of crabgrass control with a mini-mum amount of effort. Just one application at labelled rates stops crabgrass before it starts. Stops it without hurting established turf. And stops it in most of the U.S. all season long. That's the furthest man has come in fighting crabgrass. But you don't have to go far for your own supply. Just to the distributors listed here. They've all put Betasan into their own herbi-cide products. Because they want to bring turf care professionals the ultimate in protection against crabgrass. Follow label directions. Stauffer Chemical Company, Agricultural Chemical KMP9B Division, Westport, CT 06881. EMM ® T.M. of Stauffer Chemical Company. Betasan No. 1 against crabgrass Firm Agway, Inc. Syracuse, New York The Andersons Maumee, Ohio Balcom Specialty Products Greeley, Colorado Faesy & Besthoff, Inc. Edgewater, New Jersey Lakeshore Equipment and Supply Co., Inc. Elyria, Ohio Lebanon Chemical and Fertilizer Corp. Lebanon, Pennsylvania Brand Name Betasan 7-G Sales Area Northeast Betasan plus fertilizer Midwest Clean Crop Betasan National 4-E and 7-G F&B Betasan 4-E, 3.6-G and 7-G Northeast Lescosan National 4-E, 12.5-G and 7-G Betasan plus fertilizer Lebanon Betasan plus Fertilizer, 4-E and 7-G National Firm Mallinckrodt, Inc. St. Louis, Missouri Occidental Chemical Co. Lathrop, California PBI Gordon Corp. Kansas City, Kansas Pratt-Gabriel Div. Miller Chemical and Fertilizer Co. Robbinsville, New Jersey Pro-Lawn Products, Inc. Syracuse, New York Rockland Chemical Co. West Caldwell, New Jersey Brand Name Sales Area Pre-San National 4-E, 12.5-G and 7-G Best West Coast 4-E and 12.5-G Southwest Betamec-4 National Pratt Northeast 4-E, 12.5-G, 7-G Betasan 7-G Northeast Rockland Betasan Northeast 4-E, 12.5-G and 7-G Betasan plus fertilizer. Circle No. 130 on Reader Inquiry Card 16 MOWING/MAINTENANCE CM 00 CT> i-« 03 e Cutting mowing costs >« e CD D U < J No one with responsibility for large-scale turf maintenance needs to be reminded that these are especially difficult times, with the wrenching of the economy touching everyone. Being expected to accomplish effective mowing/maintenance with no increase in contract budget Š in spite of growing fuel, labor and many other costs Š has been bad enough. But a worse situation is becoming all too pre- valent: The mandate to ac- complish as good a job with reduced budget. Cost-conscious clients of lawn care mowing I maintenance businessmen have been forced by inflationary and recessionary pressures to do just that, putting the onus on the contractor to perform miracles. Lurking in the foreground is the expectation by the client that the quality of maintenance will be maintained. A vicious circle is drop-offs; office buildings may lose potential tenants. If anything, maintenance should be upgraded to attract more users. But how to do it in the face of tight customer budgets? The search for ways to ac-complish the same results at lower costs requires a sharp outlook and a sharp pencil. Finding a better way is the answer, but that better way, and its cost benefits, are far mmmmmmrn^rnB 'iifiiiiiiiiiiR wmm^^^smm^^^^KKKKM The calculation of typical mowing costs is not complicated, but the principal problem is in remembering all the items that should properly be included, and valuing those items realistically. iiimifiiiij n iiiiii' t i Ł nil 11111111» Ł wm created: If maintenance becomes poor, use will diminish and in-come will drop. Tenants will be tempted to find other apartment or condominium complexes; em-ployee morale at an industrial complex will cause productivity J 'i ' 11 '1 IW ' ' ii'iliili1 i&j* r^lMMI from obvious. One of the most significant components of turf maintenance is the mowing/trimming operation Š vital to aesthetics, effective use and safety. In a recent survey of mowing I The pros chose SHADOW 4 4As professional lawn care specialists, we want our customers4 lawns to advertise for us. One of the major problems we find in many of our customers' lawns is stressed areas under and around shade trees. We formulated our Prograss lawn overseeding mix to remedy these difficulties. For our shade mix we chose 90 percent Shadow Chewings Fescue and 10 percent A-34 bluegrass. We see exceptional results when proper overseeding procedures are followed. Shadow makes us look good, too." 'ffj Mike Erb Prograss Lawn Service Field Representative and licensed applicator. Shadow is a new variety of Chewings type fine fescue developed for improved shade tolerance and resistance to powdery mildew. Breeding for these attributes was a long and tedious job, but the results were better, stronger turf than the old line fescues. Insist on the seed the pros choose for your shade mix. "The hottest shade tolerant Marketed by lUrf-Seedjnc. mm Circle No. 133 on Reader Inquiry Card P.O. Box 250, Hubbard, OR 97032 503/981 -9571 TWX 510-590-0957 The Research, Production, Marketing Company fine fescue under the sun" maintenance professionals, 62 percent of the respondents agreed that it is very important to know how much it costs to mow per acre. Yet, only 12.5 percent felt they actually knew their per-acre mowing costs. Attempting to search for a better way becomes a futile proposition if you do not know what factors need to be considered. Comparing costs becomes vital when previously untried solutions are being considered. One such solution, much in the news of late, involves plant growth regulators, which have had some significant success stories. Plant growth regulator chemi-cals are generally welcomed by users as a supplementary turf-maintenance tool. They have been proved effective, especially in difficult-to-mow or low-utility areas or applications where a high degree of labor-intensive trim-ming is involved. It is self-evident that plant growth regulators are expensive; you need only look at the prices. What is not so evident is the need to give them a serious thought in tight economic times. On the face of it, the calculation of typical mowing costs is not complicated. The principal prob-lem is in remembering all the items that should properly be included, and valuing those items realistically. If there were a suita-ble, all-inclusive checklist, it would provide a valuable tool for mowing/maintenance business-men, purchasing agents and others with decision responsibility. Mowing cost checklist Such a checklist accompanies this article. It includes a cost-estimating formula for using 3M's Embark plant growth regulator. Even if one uses only the first portion Š the mowing cost check- list Š it will constitute a major move, for many, toward the goal of better awareness of real costs. To determine the real cost of mowing, several ingredients need to be considered. A review of the factors listed below will provide a dollar per acre figure which will serve as a means for comparing alternative maintenance practices. Ł Of course the largest share of mowing expenses is directed to labor; included in the labor cost should be Social Security, work- nan's compensation and health insurance expenses. Ł The rising cost of fuel is continually increasing the cost to operate equipment, and additional fuel expense is incurred in trans-porting mowing equipment and personnel to and from the job site. Ł Purchases of mowing and trimming equipment are sizeable investments. The depreciation meter is always running, but if the equipment is used less, it will last longer. The more frequently mowing and trimming equipment is employed, the more equipment maintenance will constantly tap your budget for oil changes, grease jobs, blade sharpening, tune-ups, cleaning and replacement of worn parts. Ł Don't forget those costs that indirectly affect total expendi-tures, such as equipment storage, taxes and insurance. In the analysis, the cost of the plant growth regulator is added to COST COMPARISON ANALYSIS MECHANICAL MOWING VS SPRAYING A PLANT GROWTH REGULATOR Cost of Mowing Costs to Mow and Trim One Difficult-to-Mow Acre 1. Labor: Person assigned to job. Actual cost depends on equipment and ter-rain. Typical time involved is 2 to 4 hours/acre. 2. Labor Burden Costs: Other costs of labor-employer, social security, work-mans compensation, insurance, etc. $1.65/hr. 3. Travel Time: To and from job site. Total 20 min. 4. Equipment Fixed Costs: A $5,000 purchase price for mowing/trimming equipment spread over 6 yrs., opera-ting at 500 hrs./yr. Depreciation cost/ hr. $1.67. 5. Equipment Operating Cost: 1/2 gal. fuel consumed/hr. 6. Equipment Maintenance Cost: Main-tenance cost for labor to change oil, grease, sharpen blades, etc. 7. Fuel and Vehicle Expense: Vehicle expense to transport mowing equip-ment and personnel to and from job site. Per mile cost 35C. 8. Parts and Supplies: Replacement blades, oil, grease, fil-ters, etc. Typical Costs Your Costs Assume hourly wage of $6.50. Assume 2 hrs./acre $ 13.00 $. $1.65/hr. X 2 hrs. 3.30 1/3 hr. $8.15/hr. 2.69 2 hrs. $1.67/hr. 3.34 1 gal. fuel $1.35 1.35 1/4 hr. $8.15/hr. 2.04 If applicable, assume 10 miles round trip 354/mile 3.50 Add your own . (This can be a signifi-cant expense if mower blades must be replaced frequently 9. Indirect Cost: Equipment storage, taxes, insurance, etc. Mechanical Mowing/Trimming Costs For a Typical 8 Week Period: Multiply the cost/ acre obtained by the number of times you mow/trim during 8 weeks. Total Cost: Add your own Example: $ 29.22 per acre Assume weekly mowing 8 X $29.22 = $233.76 $: Cost of Spraying A Plant Growth Regulator Costs to Apply EMBARK® PGR To One Acre Chemical Cost per Acre: One gal. of EMBARK 2-S PGR will cover 4-8 acres on cool season grasses. 2. Cost of Application: Typically spraying is faster, easier, less expensive, and uses less fuel than mowing. Total Cost: Grass growth will be regulated for up to 8 weeks Typical Costs Divide cost/gallon by number of acres covered. Your Costs /gal. Assume the cost to spray is the same as mowing/ trimming one acre. From example $29.22 per acre Acres/gal. $_ the cost of application. The appli-cation cost used in this analysis is the same as the estimated cost to mow an acre, reasoning that the same personnel and similar equipment and hidden costs are incurred in spraying an acre as in mowing it. Generally, it is less expensive to spray than to mow. The savings come from the many mowings which will not be needed while the growth regulator is doing its job: up to eight weeks, under normal conditions. The next mowing may not need to take place until that two-month span has elapsed. According to the survey cited earlier, most businessmen schedule mowing at regular inter-vals, rather than scheduling the operation on the basis of grass height. Approximately 57 percent mow at least once a week or more; 13 percent twice a month. Only nine percent schedule mowing on the basis of grass height. However, with the use of a plant growth regulator, more attention should be given to scheduling mowing according to grass height rather than by the calendar. Cost savings Even if, in some circumstances the time between mowings cannot be maintained at eight weeks, the growth regulator should still be considered. This is especially true for low-maintenance grasses, difficult-to-mow areas and trim areas. Even if only two scheduled mowings are eliminated, cost savings have already begun. (As a practical matter, each business- man must do his own figuring.) It would appear, then, that when true and complete actual costs are carefully calculated, using plant growth regulators can be an ap-proach that saves time and money. By incorporating growth reg-ulators into their programs, pro- gressive mowing/maintenance businessmen have been able to upgrade overall maintenance op-erations by allocating more time to other grounds improvements. A mowing/maintenance bus-inessman who can show he knows how to do as good a job on a lower budget is one of the most valuable assets any management can ask for these days, and plant growth reg-ulators just might be it. MOWING/MAINTENANCE MARKETPLACE >« H CD D How Dallas battles overhead One of the first things that's read-ily apparent to a new visitor to Dallas is that it is a city that works. The screaming of traffic, the crashing of pile-drivers, the hustling noise of commerce Š all is activity and enterprise. And not the least of that industriousness is embodied in the city's mowing and maintenance business. In order to support the speed and range of this growth, Dallas- area maintenance businessmen have had to look at their occupa-tion as a working partner of in-dustry at large. Banks, shopping centers, plazas, residences, buildings are shooting up like corn, and the maintenance indus-try is shooting up with it. "The future and outlook of this industry is outstanding," said Carl McCord, president of Landscape Design and Construction, one of the pre-mier businesses in Dallas. "It's growing like it's never done be-fore." Part of the reason for this growth, notwithstanding the de- gree of construction in Dallas, is that more and more people are beginning to view maintenance as an integral part of total landscape management. Proper maintenance and mowing habits will influence all other aspects of grounds care, from architecture, to irrigation, to construction. "The biggest part of our whole industry will be maintenance in the future," says McCord. His estimate is based in part on the growth in the size of mainte-nance jobs in general. More and more companies have contracted with large industrial centers such as business plazas and industrial parks Š in Dallas they are quite prevalent Š for total grounds responsibilities. And the trend has changed the face of the industry. Fees too low? One example is the standard of fees paid for maintenance. McCord believes that many maintenance businessmen are charging less for their services than the market will bear. "Many are afraid to charge enough," he said. "And the ones that suffer in the end are your employes." The point brings home one of the major concerns of maintenance businessmen through the Dallas area: personnel. Employe turnover in the maintenance industry is high and anytime one employe is substituted for another, the busi-ness cycle falters Š money is lost. That's why one of the cardinal principles of succeeding in busi-ness according to McCord is a well-managed employe network. "If you lose one guy the cost to your business could be tremen-dous. That's why it's important to make sure that his replacement will be trained and ready to go to work." "You will have a successful business," McCord submits, "if you have people that are on top of their job quality and costing con- trol. If you charge anywhere be-tween 17 and 20 dollars an hour for labor, a savings of five minutes on a routine job like unloading a truck will add up to thousands of dollars by year's end." One way time savings can be enhanced is through compatible design and construction. Many maintenance businessmen view the design function as a key to labor efficiency. Tracy Moreland and Tim Hosmer, both foremen at LD&C, say many designs are just not practical. "Sometimes you'll get an island in a parking lot that's no more than three feet wide with trees planted on it. A week later they'll be scarred. And then you as the maintenance contractor will be held responsible for it." Another area that can hinder labor efficiency is the machinery in use. All maintenance business- men say the key to results is labor and machinery. Even if you have a five-star crew out on a job, one loose bolt on a gas tank can lead to valuable down time. Hosmer believes that while most mowers are durable, many often have one piece that's not. "The gas tanks on Briggs and Stratton en-gines aren't sealed as well as they could be," he said. "The result is that after you mow you've got one strip of dead grass one inch wide and an acre long." These are just minor improve-ments in otherwise hardy machines that can lead to labor savings and business solvency. Another case in point, said More-land, is weed-eater chords that just won't last. "The line that comes on the weedeater itself is great, but when you try to replace it, you can't find the same product," he said. Again, a minor flaw that through the year can add up to hundreds of dollars. And to a maintenance company battling interest rates on expensive equip-ment, the differences are signifi- cant. Many machines are cost effec-tive if they are used properly, however. David Pincus of North Haven Gardens in Dallas says that he regularly sees huge lawn areas being mowed with mowers that are too small. "I think the market for the intermediate and larger mowers is going to be tremen-dous," he said. Working quickly with a cal-culator, Pincus estimated that a 72 inch mower could mow a land-Car 1 McCord area unit at 23 percent of the cost of doing the same area with a 21-inch mower. And using the same vari-ables, he estimated that a 36-inch mower represented a 50 percent savings over the cost of a 21 inch mower on appropriate land. "We try to use the smaller mowers as a trim mower," he said. "Otherwise, the bigger the better." "We're behind the 8-ball as far as . maintenance goes," said Pincus. "As long as we're viewed as just lawn mower pushers, we're going to have problems. But the real challenge is labor and personnel. You can make anyplace look good if you put enough labor behind it, the trick is to make your profit." One example is the costing of the use of the various growth David Pincus regulators and inhibitors that have come onto the market. You have to ask yourself the question, says Pincus, whether it is more cost efficient to trim an area 30 times a year or spray with a growth retar-dant twice a year. It's expensive, but what is the actual labor sav-ings? Is it compatible with your design? And will your customers like it? Pincus thinks that the number one maintenance problem industrywide, however, is parts availability. "If the manufacturers want their equipment to be used by professionals, they have to be capable and prepared to make it readily available. We're not just looking at a $300 piece of equip- ment, but at the income that machine generates." The problem resides not only with the manufacturing sector, says Pincus, but with the overall profile of the industry as a whole. Manufacturers are making deci-sions on where to place distributorships based on their own cost analysis. "It's our prob-lem too. We've got to be able to get down and tell the manufacturers what we need." Cost of inventory The solution is not an easy one, but Pincus believes that it could be solved with more effective use of the post office. "The cost of parts are high because of the cost of maintaining so many regional in-ventories. I think we should have one or two regional centers and air freight parts. It would be a savings on both ends." "There's really nothing exotic about maintenance," says Charles Shore of Total Ground Care in Dallas. "The main concern is how you run the business." Shore is Total's business manager and be-lieves there are five critical con-cerns in the maintenance industry: "First, you can't buy the wrong equipment for your market. Sec-ond, you must be efficient in scheduling and keeping pace with your ground cover. Third, you must watch out for the best busi-ness deals for your market. Fourth, you have to find architects with a mind for maintenance, and lastly, watch out for subcontracts, there's a large risk factor involved there." Shore believes the key to the business of maintenance is making cost effective decisions. If you want to grow and expand your business, he says, you must decide whether the marginal addition of new clients can be justified by the cost of adding another crew to do the work. "The key is being effi- cient," he said. "At a prime rate of 15 percent, no businessman can afford to have receivables prob-lems. You end up being your client's banker." Subcontracting headaches TGC's concept of total grounds management is one that has be-come a necessity in the scale of the Dallas market, Shore believes. A company must have a certain degree of diversity unless he wants to be at the mercy of subcontractors who only provide scheduling headaches. "You may be at the bottom of his priority list to get the job done. What do you do then?" he asked. Finally, Shore believes that the maintenance market in Dallas is a natural one. Seventy-five percent of the total ground cover in Dallas was artificial to begin with. "Dal-las used to be one vast cotton field," he said. "Grounds man-agement is a necessity here." If Dallas mowing and mainte-nance businessmen are concerned about the nuts and bolts job of cutting costs, they are also looking at ways to save through other unique management concepts. One of these businessmen is John Ross of the John Ross Company, who is investigating the possibil- ity of setting up on-site mainte-nance centers. By having a maintenance man-ager on the job at all times, Ross feels that transportation, gas, and vehicle expenses could be dramatically reduced. Although John Ross his services would be supplemented by company mow-ing crews, the on-site manager would be able to address the problems with immediacy, thereby saving the account valu-able delays and confusion. "This could only be cost effec-tive on a job of around $50,000 in scope," said Ross. "But the beauty of it is that it can cut reaction time way down. How fast can com-panies react to grounds manage- ment problems and emergencies? Some markets demand faster at-tention than others and that's what we're trying to develop." Ross feels that in general the mowing and maintenance market is wide-open in the Dallas area. "There's a huge market potential here, but so far we haven't made the strides in consumer education that we would have liked. That's the biggest problem the industry has got to face." If the consumer is educated adequately, he feels that there is no limit to the future of the mainte-nance industry in the Dallas area. "In the not too distant future," he said, "we can look to about 10 or 15 maintenance contractors in the country who will control about 50 percent of the total market. You're It. Charles Shore dealing now with smaller con-tractors, but he can look forward to total buy-outs, non-competing clauses, mergers, and total multi-disciplinary firms." Ross sees the maintenance in-dustry as directly compatible with the future of city growth. The top contractors, he feels, will be selected-out by the city planners looking for a way to enhance the planned unit developments. These contractors will be the main profit centers of the industry and can look forward to command \g at-tention from the manufacturers. "Power comes in numbers," said Ross. "The manufacturers will have to respond to our needs in the future. We'll be our own suppliers. If somebody is buying 500 Jacobsens at once, the man-ufacturers will be forced to deal with you." Ross stresses the need to keep up with what's happening in the industry. "Because of this if you're not associated with a trade organization or some information center, you're going to be left behind." The future will also change the plant materials in use by most of the industry today, says Ross. Raw materials will have become limit-ing factors. "We're going to be forced to neglect certain plant materials that need a lot of water and labor," said Ross. "And the people developing those new ma-terials are going to be sitting on at the top of the industry." There are, of course, a lot of main-tenance markets which will be swept less readily into the corpo-rate world. One of these markets, jg the residential, is being ably handled in Dallas by Bill Dunlop Lawn Service. Doug Smellage, the £ general manager at Dunlop's, is in ^ charge of their seven crews. ^ "We're completely different than > many of the companies in the S area," he said. "We handle the 2 residential market and are based c completely on the concept of a A quality service to that market." Smellage says that they operate on an eight month mowing season and maintain three types of grasses in the summer during the growing season: Bermuda, St. Augustine, g and Tiff. During the fall they » overseed with cool season ryegrass S which "keeps us very busy." The M residential market in the area holds the greatest demand for the rye grasses overseedings because many homeowners are particular about winter appearance. But Smellage's main philosophy is simplicity. Their entire mar-keting program is word of mouth. In terms of controlled growth, this, they find, is the most acceptable alternative to direct advertising. "Verbal referral is the best mar- keting method there is," said Smellage. But they do cater to accounts that can afford to pay for top quality work rather than spread themselves too thin. "We're a young profession," said Smellage, "but we will grow and be able to develop the consumer's education a lot better in the future. People are taking much more stock in their own homes as money gets tight and we'll be there to take advan-tage of that." Even if the economy begins to buckle, it's obvious that Dallas area mowing and maintenance businessmen are thinking of methods to save and expand their enterprises. It's a sophisticated market that will only grow more Doug Smellage competitive in the coming years as the city itself matures and land-scapes are developed. People are flowing into Dallas from every corner of the country creating a demand that in the future will reward these businessmen. Whether they are developing new concepts in cash manage-ment, equipment utilization, or new contract applications, these are businesses that are riding the crest of the future. And in Dallas according to one maintenance businessman, that future shock isn't that far down the road. PUYALLUP, WASHINGTON'S RON POLLAND N.W. maintenance businessman has a sharp eye for efficiency When he started in the mowing I maintenance business eight years ago, he was grossing $6,000 with a net profit of $1,200. Today, Ron Polland, 34, owner of Ron's Yard Care in Puyallup, Wash., has built the business to a gross of $75,000 with a net profit of $30,000. "My growth in the business has come about through my learning how to accurately estimate my costs, and then by charging a price that insures a reasonable profit," Polland told LAWN CARE IN-DUSTRY. Polland got his first taste of the lawn care business in junior high school when "my uncle made me a deal. He said that if I took care of his lawn he'd give me a lawn mower. I never expected to make a living this way." After he got out of the military, Polland worked in a lumber mill, but lost two fingers. He then worked in lawn maintenance for an institution, but got laid off. At age 26 he determined to "find a job I wouldn't be fired from." With a beat-up car and beat-up lawn mower, he went into busi-ness for himself. Through the years he has upgraded his equip-ment, hired others to work for him, but, most of all, learned through trial and error the principles of good business management. $40 minimum charge "I had to learn how to estimate and bid for a lawn," he says. He evolved to a price of one cent per square foot on a seasonal basis, but then realized it was much better to insist on a year round contract for that price. Inflation has pushed that basic price for mowing and maintenance to 1-3/10 cents per square foot. The minimum is $40. Aeration per job costs IV2 cents per square foot, with a $40 minimum. And thatching costs 3 cents per square foot, with a minimum of $100. The contracts extend from March to March. Polland says, "we figure March through November pays for the mowing and mainte- nance. December pays for the aeration, January for fertilizing, and February for the weed spray." He adds, "Out of all this we aim for a 30 percent profit margin, which we're getting this year." Polland bills his accounts monthly, and sells his year round service to customers by pointing out, that, in the winter months, they're paying for the aeration, fertilizing, and weed spray work. He's also recently added leaf cleaning. Polland has 130 customers. Of these 118 are residential, with the average contract being $47.50 per month; and 12 are commercial, with the monthly average being $105. The firm cuts 15 acres a year. In terms of thatching, Polland does a more thorough job than most. "We first cut it as short as we can," Polland says, "then we take our Thatchomatics over it, doing it north and south as well as east and west. We cut it a second time. And we cut it a third time. The thatch-ing goes on from March through May 15. When we're done the lawn looks so bald it seems nothing will ever possibly grow there. But then we fertilize, and three to six weeks later the lawn looks just beautiful, and flat as can be." 50 percent less thatch Polland adds, "by doing it this way we take out about 50 percent more thatch than the usual methods." For his fertilizing Polland has recently changed over to a much more cost efficient method. The switch has been from using several different mixes four times a year to a single mix three times a year. "It used to be that in March we would apply a spring feed and moss cure, going to a gardener's mix in May. In June we would apply a slow release pellet fer- tilizer, with our final winterizer in October," Polland says. "Now we've gone to a single mix, Par-Ex, which lasts up to four months, thus reducing our applications from four to three." Polland adds, "We've not only reduced the number of applica-tions, we've reduced consumption as well. For the same amount of dollars we now get 12,000 square feet as opposed to 5,000 square feet previously." Polland says it's important to realize that a 50 pound bag of fertilizer can cover 12,000 square feet for this helps in buying enough fertilizer needed to do the job, but not too much so it's unnecessarily tying up cash flow. In terms of accurately estimating labor costs, and making sure that employees add to the profit margin rather than drain it away, Polland figures "1,000 square feet can be cut per 10 minutes per man. This is an average, since the grass is harder to cut in the spring when it's growing fast than in the fall. If I'm paying a man $4.20 an hour, that comes to 7 cents a minute. It's important to maintain a good labor-to-profit ratio." Polland says, "it takes a full year to train a man just to operate a lawn edger. The first year is very slow, though in the second year he really Howtomakea great crabgrass herbicide even better for turf. About the only thing that could make Chipco* Ronstarx G herbicide better for turf would be to lower the cost. So that's what we've done. Now you can get the superior performance of RonstarGat a y T NUMBER croco goes at it. For the lawn mower it takes a man about two to three weeks before he's good at it." Polland does the aeration, fer-tilizing, and weed spraying him-self. Though he's had up to six employees, he now has four. These are divided, for efficiency, into two crews. One man in the crew does the mowing, and the second, the foreman, does the lawn edging and trimming. It's the latter's re-sponsibility to make sure the work has been done correctly, and to make minor repairs. The task of finding good help is especially difficult in the North-west, where the weather is often rainy. This year Polland has gone through 14 employees, "who didn't want to work." However, he's provided his foremen with good incentives. Out of his $30,000 net Polland figures a base salary of $1,000 per month for himself, then, with the remaining, has a profit sharing plan with his H m Through sharpening his own mowers, Polland saves time, money, and keeps his mowers in top condition. dramatically reduced price. Nothing controls crabgrass and goose grass better than Ronstar G. And you get this great weed control for the whole sea-son with just one easy, early application. Treat your turf with Ronstar G.The great crabgrass herbicide with the better-than-ever price. Rhône-Poulenc Chemical Co. Agrochemical Div., Rhône-Poulenc, Inc. Monmouth Junction, N J 08852. (gjfi^ ^ Circle No. 127 on Reader Inquiry Card HERBICIDE foremen of 2 percent to 10 percent Š which is usually awarded as a Christmas bonus. "It helps to cut back on time loss because of delays and repairs," Polland says, "for the foreman says to himself, 'hey, this is my bonus that we're cutting into.' " Polland has gradually upgraded his equipment over the years. He now has seven Promaster mowers, of three different models. Four are 25 inch roller drives with the rear wheel that drives; two are 25 inch wheel drives that will climb al-most any hill; and one is a 30 inch wide wheel drive. Polland says he "prefers reel mowers for they're much faster than rotary." His two weedeaters and three blowers he is in the process of transferring to the Echo brand. He has a Ryan and Hahn lawn aerators, four Parker Thatchoma-tics and two McLane edgers. Back to school Polland has taken classes so that he now repairs and sharpens his own mowers. His Foley sharpen-ing equipment includes a reel grinder, bed knife grinder, and rotary mower grinder. "If you take a machine to a shop it's a three day to a week wait," Polland says. "I've had to stay up till midnight at times, but I can have it working the next day." He saves the $25 per mower sharpening charge and is able to sharpen them more often, which, in turn, makes for faster cutting times. Polland has a small Toyota truck with a hydraulic dump and two cubic yard box. His 74 one ton Ford truck with a six cubic yard dump box in the year is of interest. The frame was cut and stretched three feet so that now there is an area behind the cab upon which mowers rest, thus eliminating the need for a trailer. Steel ramps pull out from this section so the mow- ers can easily be rolled on board. Also, the workers don't have to carry gas tanks, for there's an electric pump built into the truck which carries a 35 gallon tank. Polland has about 75 percent renewal of customers every year. "I've learned you can't please all the people all the time," he says. "One customer dropped us be-cause he said we went too fast. That was the only reason he could to page 32 22 TURNOVER /mm page i co 05 CG e C/3 D < U z £ 3 cost of acquiring a new customer. Let's take a very simple hypothetical situation. Let's as-sume your company serviced 1,000 customers this fall. Further, that from fall 1980 through spring 1981 you experienced a 20 percent attrition (cancellation) rate on your 1980 customer base. Using this 20 percent factor as your experience base, you could project that by spring 1982 you would be retaining 800 of those customers serviced this past fall. Without taking your likely interest in growth into account, this set of facts would indicate the need to acquire 200 new accounts this spring to finish the period with the same number (1,000) that were serviced this past fall. To develop my thesis, let's assume that the cost of acquiring a new customer is $30 (total cost of advertising, estimating and clos-ing, divided by the number of accounts acquired). This figure is debatable and there is no data bank on which to draw for verification. Neverthe-less, based on my experience and conversation, if you are acquiring new customers at a cost less than this you might consider diver-sifying your business into market the 1,000 number. That is a con-siderable investment just to re-place lost customers. This cost is also accelerating as an increasing number of companies compete for a decreasing number of non-users. The thoughts that can go through your mind as the manager of this hypothetical business are "As we have ridden the crest of go-go growth this past decade, it has been easy to, at times, forget that our present customer base is our biggest asset. Unfortunately these assets are not on our balance sheets." consulting and I can assure you that you will have plenty of clients. However, using this figure of $30 would indicate the need to spend $6,000 to acquire the 200 customers needed to get back to many: Ł "Well, I did a better job this year than last so my retention next spring should be better," or Ł "I'm not going to increase my prices as much as I did last spring, so my retention should be better." She'll see to it your Lescosan* is delivered when you need it. Barb has been helping Lakeshore Equipment & Sup-ply Co. customers with prompt, courteous service for over 15 years. With the busy turf season at hand, Barb can get you your Lescosan* quality pre-emergence crabgrass control now - when you need it. (800) 321 -5325 (800) 362-7413 NATIONWIDE IN OHIO LESCf PRODUCTS Barb's job is to help you. Call her to order your LESCO chemicals, grass seed, fertilizers and LESCO sulfur-coated controlled release fertilizers. See how well she does her job. * Lescosan (Betasan-Registered trademark Stauffer Chemical Co.). Lakeshore sells the patented ChemLawn Gun. The best gun In the business. Division of Lakeshore Equipment & Supply Co. 300 South Abbe Road, Elyria, Ohio 44036 (216) 323-7544 A Family of Fine Products Lescosan 12.5G Š Lescorene Š Leseo 4 Š Lescbor Š Lescopar Š Lescopex Š Leseo Non-Selective Herbicide Š Leseo MSMA Š Leseo Thiram 75W Š Lescozyme Š Lakeshore Chinch Bug & Sod Webworm Control. Or perhaps you are really out there thinking: Ł "The quality of my product is good but not much better than my competition." Ł "Inflationary pressures are such that I must increase my prices as much as last year." Ł "My existing competitors are not asleep and they are as aware of the dimensions of this 'retention issue' as I am." Ł "I'm aware that several new companies are going to be entering my market and as a result maybe my cancellation rate will, there- fore in fact, increase." If your thinking runs in this order and you do nothing about it, do not come to grips with it and examine how your firm will react, you are resigning yourself to a net, long-term, affirmative answer to the question: "Are increasing rates of customer turnover inevitable." You are saying "yes." We are in business to make a profit and we hope to see this profit increase. It is extremely important to analyze your future profit potential with an eye toward the total cost impact of acquiring new customers to replace lost customers. The 1970's were rather a halcyon period of growth for our industry. Market demand saw us growing at a much, much faster rate than I believe, in general, we will see in the 1980's. Replacement costs Advertising dollars were those that we spent to grow, to add to our relatively stable customer base. Now there is increased competi-tion and all that implies. Let it be sufficient to state that replacement cost of lost customers is a critical variable in our profit structures today, and one which can only increase in importance in the future. My own inclination is to believe that increasing rates of customer turnover are inevitable. I say this because whether we are dry or liquid, offer four or five applica-tions, whether I'm $1 per applica- tion higher or lower than you, whether you have tank trucks or I have vans, that from the viewpoint of the non-user of lawn care serv-ice who is examining alternatives that we offer a rather undiffer-entiated product. My belief is further strengthened by the old supply and demand analysis. For the sake of simplicity, let's assume that in your city there are 1,000 properties that are potential lawn care customers. Let's assume that in this city Company A pres-ently serves 500 customers, Com-pany B 300 customers. Company C will enter the market next spring. On the supply side there will be three companies. On the demand side there are 200 unserviced properties. Let's assume that Company C will enter aggressively with a slight price advantage in the interest of developing market share. We know that of the unserviced properties that a certain percent-age are do-it-yourselfers and that another percentage are the pro-vince of the full-service mainte-nance firm. We also know that there has been some new building which will increase market size. On the other hand, we are aware that this has been less than in the Call Barb at Lakeshore past, due to today's real estate environment. Last year companies A and B experienced a 20 percent cancel-lation rate. The question is: In this environment what will their turn-over rate be next year? Supply in this hypothetical is approaching demand without the prospect of a new entrant into the market. The new entrant will undoubtedly at-tract some new customers from the established firms. The established firms had a 20 percent runover last year without a new entrant. Is it realistic for companies A and B to project on the same basis of 20 percent knowing the new company is coming in, that the market is nearing saturation and that the market (due to economic condi-tions) is not growing rapidly? Old customers I think not. This supply/demand analysis is only relevant to the individual firm when it is done with a view to cities that the firm is actually working in. We know nationwide that the demand for lawn care still is greater than the supply and that our industry Š nationwide Š will grow next year and into the future. That is small solace to the firms doing business in one city which is highly competitive. There can be a tendency to point to the economy as the real villain. I do not recommend this. Rather, if the position I have developed makes sense to you I would use whatever conclusions you draw as the basis for a re-analysis of your short- and long-term goals and the planning of your strategy. As a starting point in the re-analysis I believe that we should pay as much attention to keeping old customers as getting new ones. This sounds ridiculously basic but as we have ridden the crest of go-go growth this past decade, it has been easy to, at times, forget that our present customer base is our biggest asset. Unfortunately, these assets are not on our balance sheets. whole host of reasons. As far as brand loyalty in their consumer product area, efforts are made at what is referred to as "the margin." In other words, it is the marginally satisfied consumer who is most likely to consider alternatives and switch their brand. Understanding what a prospec-tive new customer's objectives are, outlining for them what they can reasonably expect given the existing condition of their lawn will help create the proper relationship in which the mainte- nance of our assets (the customer) can occur. Then to follow up with technically competent product and service delivery is really the only manner in which brand loy-alty can occur and decrease the extent of mobility "at the margin." What I am talking about here is "product differentiation." Not in terms of type of truck, liquid or dry, big or little or advertising posture. Product differentiation which will allow the firm to stem to page 34 % z n > z a a C/3 a DO A packer at Reynold's Aluminum plant gives irrigation pipe a final check before shipment to lawn care companies around the country. Maintenance of assets These assets need maintenance like any other. They are main-tained through competent product delivery and this is an area we all work hard to improve. They are also maintained through follow-up service delivery. Often-times, this is the area where we either solidify our customer base or subject it to erosion. These assets of ours are human beings. When we acquire them through our selling procedures we create certain expectations on their part. It is clear that the definition of "results" for lawn care is subjective. Nevertheless, the literature we leave and the interactions we have with the customer prior to the delivery of either product or follow-up service help create certain expectations. We do have our occasional miracles occur, but in general we are not miracle workers. If we, through out employes in the sales process promise miracles and do not deliver them, we are buying assets with a short life inasmuch as we may not deliver either product or service to their satisfaction. Customer attrition occurs for a For information, contact: J&LADIKES, INC. Jamaica, N Y. 11423 JONATHAN GREEN & SONS Farmingdale, N.J. 07727 NORTHRUP KING CO. Minneapolis, Minn. 55413 VAUGHAN-JACKLIN CORP. Bound Brook, N.J. 08805 Downers Grove, III. 60515 JACKLIN SEED CO. Post Falls, Idaho 83854 ROTHWELL SEEDS LTD. Lindsay, Ont., Can. K9V4L9 FORA THICKER GREENER TURF ^Adelphi X. KENTUCKY I BLUEGRASS THE GREENER KENTUCKY BLUEGRASS® 'U.S. Plant Pat No 3150 MEETING DATES Capital Region Turf and Ornamental School, Feb. 16-17, Hershey Lodge and Convention Center, Hershey, PA. Contact: Harold E. Stewart, County Extension Di-rector, Suite 101, 75 South Houcks Road, Harrisburg, PA 17109, (717) 652-8460. Northern California Professional Turf and Landscape Exposition, Feb. 17-18, Sac- ramento Convention Center, Sacramento, CA. Contact: Wanda Sarsfield, Executive Assistant, P.O. Box 2768, Lafayette, CA 94549, (415) 283-6162. Agri-Turf Irrigation Exposition and Con-ference, Feb. 21-24, Portland Memorial Coliseum, Portland, Oregon. Contact: Walter D. Anderson, Executive Vice Presi-dent, The Irrigation Association, 13975 Connecticut, Silver Spring, MD 20906, (301) 871-1200. Midwest Regional Turf Conference, March 1-3, Stewart Center, Purdue University, West Lafayette, Indiana. Contact: Dr. W. H. Daniel, Dept. of Agronomy, Purdue Univer-sity, West Lafayette, IN 47907, (317) 494- 4785. Iowa Turfgrass Conference and Trade Show, March 1-3, Marriott Hotel, Des Moines, Iowa. Contact: Barb Erickson, Horticulture Extension Office, Iowa State University, Ames, IA 50011, (515) 294-1870. The Pennsylvania Turfgrass Council Turf-grass Conference and Show, March 1-4, Hershey Lodge and Convention Center, Hershey, Pennsylvania. Contact: Christine E. King, Executive Secretary-Treasurer, 412 Blanchard St., Bellefonte, PA 16823, (814) 355-8010. Massachusetts Fine Turfgrass Conference and Industrial Show, March 2-4, Springfield Civic Center, Springfield, Massachusetts. Contact: Dr. Joseph Troll, Plant and Soil Sciences, Stockbridge Hall, University of Massachusetts, Amherst, MA 01003, (413) 545-2353. American Sod Producers Association Midwinter Conference, March 3-5, Royal Lahaina Hotel, Maui, Hawaii. Contact: Bob Garey, Executive Director, 9th and Min-nesota, Hastings, NE 68901, (402) 463-54683. Canadian Turfgrass Conference and Show, March 7-10. Constellation Hotel, Toronto, Ontario, Canada. Contact: Mary Gurney, Canadian Golf Superintendents Associa- tion, 698 Weston Rd., Suite 32, Toronto, Ontario, Canada M6N 3R3, (416) 767-2550. Northeast Pennsylvania Turfgrass and Grounds Maintenance School, March 9-10, Luzerne County Comnunity College Con-ference Center, Nanticoke, Pennsylvania. Contact: E. V. Chadwick, Courthouse Annex, Wilkes-Barre, PA 18702, (717) 1701. University of Wisconsin Turfgrass Confer-ences, March 22, Columbus Club, Apple-ton: March 23, Exposition Center, Mil-waukee; March 25, Dane County Fair-grounds, Madison; March 29, Waukesha County Youth Center, Waukesha; March 31, Holiday Inn, Eau Claire. Contact: Dr. R. C. Newman, Dept. of Horticulture, Univer-sity of Wisconsin, Madison, WI 53706, (608) 262-1624. Southeastern Turfgrass Conference, April 12-13. Rural Development Center, Tifton, Georgia. Contact: Dr. G. W. Burton, Coastal Plains Station, Tifton, GA 31793, (912) 386-3353. Alabama Turfgrass Field Day, April 22, Turfgrass Research Unit, Auburn Univer-sity, Auburn, Alabama. Contact: Kin M. Sheffer, Extension Hall, Auburn Univer-sity, Auburn, AL 36849, (205) 826-4985. LP-GAS from page 12 truck that has been in constant use for more than 13 months handling line repairs on and off the road. REA has also just completed con-versions on its fleet of nine, half-ton pickup trucks which travel up to 200 miles each day. Three of the trucks are dual conversions that can use either gasoline or LP-gas with just a simple flick of a switch on the dashboard. The rest of the fleet is 100 percent LP-gas. REA owns all of its LP-gas equipment and has already paid for it out of nearly $8,000 in savings for fuel alone on just five vehicles. Engine maintenance costs are also down. AmeriGas has found that LP-gas conversions are most advantage-ous to fleet operators whose vehi-cles return to home base daily and who have adequate space for on-site bulk storage. REA, for exam-ple, has a 2,000 gallon bulk- storage tank which requires a plot of land 10 feet by 28 feet with a 25-foot clearance from the nearest structure. The fuel tanks in its trucks range in size up to 60 gallons. Enough savings to convert In LaVergne, Tenn., near Nash-ville, the Ditchwitch Company, a manufacturer of ditch-digging equipment, has had two trucks running with dual conversions for the past year. The one-ton Ford and Chevy trucks have 60-gallon fuel tanks and travel as much as 300 miles a day. So far, fuel savings have been more than $1,700, enough to pay for the conversions. Russ Minuto in Florence, N.J., had AmeriGas install dual fuel conversions with 60-gallon tanks on a six-cylinder pickup truck and a one-ton utility body truck. The company's commercial and in-dustrial business takes these vehi-cles as far afield as West Virginia and Connecticut. Says Minuto, "After only three months with LP-gas we are ready to go ahead and convert 30 more trucks. We've had no problems and the drivers are really pleased with the per- formance." Because LP-gas is not readily available at neighborhood filling stations, although it is sold from coast-to-coast, AmeriGas has created an "Over-The-Road-Club" for its customers. Club members can obtain LP-gas at local bulk prices when they stop to refuel at any one of the 64 district offices in the AmeriGas LP-Gas Division. LP-gas is obtained from two sources. It is a component of natural gas, and it is also a by-product of oil refining. "Supplies are plentiful on both the domestic and foreign markets," says Bob Mauch. In addition to LP-gas, AmeriGas produces and markets carbon dioxide and industrial gases such as oxygen and acetylene. It also sells welding supplies and LP-gas appliances. AmeriGas is a subsidiary of UGI Corporation, a diversified energy company headquartered in Valley Forge, Pa. UGI operates gas and electric utilities in eastern Pennsylvania, produces oil and natural gas in Pennsylvania, and provides gas and oil field services and supplies in Pennsylvania, New York and Ohio. If you watch figures a lot, when it comes to the bottom line, Fylking keeps costs under control two ways. First, it's priced lower than most elite bluegrass seed. Second, it's an inexpensive beauty to maintain Š a diet delight compared to other bluegrass needs for water and fertilizer. It's low growing, can be mowed as low as one-half inch and has the great body you want for seed mixtures. Fylking. A very nice spread with very appealing figures. Ask for Fylking Kentucky bluegrass at your local wholesale seed or sod distributor. KENTUCKY BLUEGRASS U.S. Plant Patent 2887 Another (mo. quahty-con-tcoUCd product of Jacklin Seed Vom pan y PRODUCTS Edger slices quick and neat Built by MTD Products Inc. specifically for edging, the new Lawnflite Model 241-595 power edger offers quality construction and performance at an economical price. The 595's nine inch blade and two horsepower Briggs and Strat-ton engine make quick work of trimming even badly overgrown lawn edges. The edger rides on seven inch wheels on the rear and a six inch wheel in the front. The blade engagement lever is conve-niently located on the sturdy three-quarter inch black tubular steel handle. Blade depth can be adjusted on the handle and on the edger head. Circle No. 180 on Reader Inquiry Card Outfront rotary rider Jacobsen's Outfront 72 riding rot-ary mower is available with either water or air-cooled engines. A front-mounted deck that cuts a 72 inch swath combined with man-euverable rear wheel steering permits tight trimming around trees and under shrubs. Articu-lated deck suspension allows operators to mow hills and dales and climb curbs when in transit. Circle No. 181 on Reader Inquiry Card Stanley tool offers their latest catalog The 1981-1982 edition of the Stanley Hydraulic Tools Catalog is now available, continuing the company's full line of hydraulic powered hand tools, power units and accessories for construction, utility, municipal and marine ap- plications. Featuring new models, the catalog's easy-reference format presents each tool group in al- phabetical order, with full specifi-cations and ordering information on the same page. To receive your copy, contact a Stanley Hydraulic distributor, or Stanley Hydraulic Tools, 3810 S.E. Naef Road, Milwaukee, Oregon 97222, or phone 503-659-5660. Circle No. 182 on Reader Inquiry Card Diesel equipped Groundsmaster 72 Toro has added diesel power to its Groundsmaster 72, a versatile mover with a three-bladed rotary cutting deck and accessories for snow removal, leaf mulching and sweeping. The unit features a three-cylinder, four-cycle, water-cooled Mitsubishi engine. The Groundsmaster 72 Diesel accepts all of the options available to the gasoline-powered Groundsmaster 72 including rear discharge cut-ting deck, roll over protection system, enclosed cab, two-stage 48 inch snowthrower, and a 48 inch V-plow, among others. The prime mover of the Groundsmaster 72 Diesel has rear-wheel steering, front-wheel drive, hydrostatic transmission and a single, foot-operated traction pedal control for instant forward and reverse selec-tion. Speed is instantly variable from zero to 9.5 mph. The three- bladed rotary cutting unit, mounted at the front of the vehicle under the operator, is offset 18 inches to the right to facilitate mowing under low-hanging limbs and to allow trimming close to fences, walls and buildings and around trees. Circle No. 183 on Reader Inquiry Card Rotary pop-up for wide turf coverage Weather-matic Division of Telsco Industries has introduced a mod-erately priced rotary pop-up sprinkler featuring plastic housing and optional check valve designed for large turf areas. The PK50, 60, 70 and 80 sprinklers are impact driven and to page 26 You can win against weeds in early spring and lose to disease by early summer. But that won't happen when you make two applications of Daconil 2787* flowable fungicide a basic part of your early season program. Daconil 2787 controls Helminthosporium leaf spot, red thread and dollar spot. The three major diseases that can destroy everything you've done early in the season to give your customers a vigorous, good looking lawn. Leaf spot develops in cool weather when temperatures range between 45° and 60°F. Dollar spot and red thread immediately follow, developing at temperatures between 60° and 75°F which is exactly the time when leaf spot starts to become severe. First rate, effective control of all three diseases starts with Daconil 2787. Get the first spray on at "green up" or shortly after the first mowing. Make your second Daconil 2787 spray two to three weeks later. And count on superior coverage, unsurpassed retention and proven residual control. Plus excellent turf tolerance. What's more, Daconil 2787 is just as effective against 29 ornamental diseases. So when you start your early season program this year, don't forget to fight disease with Daconil 2787 fungicide while you fight weeds. Daconil 2787 from Diamond Shamrock. It's the way to healthier lawns, better customer satisfaction and higher profits. For a FREE copy of our Disease and weed control guide for turf and ornamentals, write: Diamond Shamrock, Agricultural Chemicals Division, 1100 Superior Avenue, Cleveland, Ohio 44114. 6h ® Diamond Shamrock Agricultural Chemicals Division Diamond Shamrock Corporation 1100 Superior Avenue Cleveland, Ohio 44114 Always follow label directions carefully when using turf chemicals. PRODUCTS from page 25 available in full circle or part circle models. Long life and trouble free service are assured due to the thick, corrosion-resistant ABS plastic housing. The PK series optional check valve can be in-stalled in the field without re-moving the sprinkler from the line. Sprinkler assembly is cast bronze, stainless steel and glass-filled nylon; covers are die cast aluminum with green epoxy finish. The PK50F and PK60F utilize a single high performance brass nozzle. The PK70F and PK80F incorporate dual nozzling in which the smaller nozzle ac-tuates the impact torsion drive to assure uniform coverage on a large area. Part circle models utilize single, high performance brass nozzles. Part circle trip collars allow for coverage adjustments from 20 to 340 degrees. Circle No. 184 on Reader Inquiry Card Weed killer keeps out vegetation Framar Industrial Products, Inc. has announced its new Non-Selective Herbicide #3, a scienti-fically formulated and highly ef-fective herbicide for use in the lawn care industry. Non-Selective Herbicide #3 controls a wide range of perennial and annual grasses and weeds in public areas where such growth is especially unwelcome: parking lots, highway medians, pipelines and drainage banks. Applied as a spray, the product will provide rapid action, and leave the ground Heavy Duty Measuring Wheel Welded Construction Wide Wheel-VU Cushioned Handle Grip Metal Housed Counter Easy Reset Counter Guard Used by of the Largest Lawn Care Companies in the U.S.A.-Great for Measuring Roads, Parking Lots, and Driveways . . . Custom Colors Available on Request (Lots of 25 or more Only) Shipping F.O.B. Columbus Quanity Discounts For More Information Call or Write: Imler Industries, Inc. [ 1117 Broadview Ave. Columbus, Ohio 43212 614/ 486-9068 Circle No. 112 on Reader Inquiry Card * COMBINE CONVERSION DEVICE* ° CONVERT YOUR BROADCAST SPREADER TO A COMBINE CAPABLE OF APPLYING 3 DIFFERENT GRANULAR MATERIALS AT ONE TIME. 1. NO MORE HAND MIXING MATERIALS 2 NO MORE USING EXPENSIVE PRE-MIXES 3. NO MORE $15,000 OR MORE SPRAY TRUCKS 4. NO MORE EXPENSIVE COMBINES 5. NO MORE HUGE EQUIPMENT EXPENSES TO SERVICE MORE CUSTOMERS 6 NO MORE 2 OR 3 TIMES AROUND THE SAME AREA GETTING DIZZY HERE IS THE ANSWER YOU HAVE BEEN WAITING FOR. 1 TIME AROUND DOES IT. Norman Lynd, owner of Green Thumb, located in Willow Grove, PA., has invented and is now manufacturing this conversion device* that will change a broadcast spreader into a combine, without spending thousands of dollars. A. Installation takes approximately one hour and you don t have to be a mechanic. B. Once installed, it can be removed in less than one minute for cleaning and put back together in one minute. C. Installation instructions and directions are included. 0. The unit is made with rugged stainless steal and aluminum. (No rusting) E. All nuts and bolts for assembly are stainless steel. F. Because of the simplicity and ruggedness of this unit, it should never need replacement. G. Three adjustable metering slides for calibration are the only moving parts. H.A common ruler is used for calibration settings 1. Orders shipped within 48 hrs. of receipt. J. Insert devices are available for cyclone brand spreaders model «99-100-100B only. K. These units are not available from any other source at this time. ŁPATENT PENDING L Payment in full must accompany all orders before shipment is made. M. We will ship all orders via PP. N. Total price $50.00 per unit plus $5.00 per unit for shipping and handling. Please make checks payable to GREEN THUMB 2450 OLD WELSH RD. WILLOW GROVE. PA 19090 TELEPHONE 215-657-6200 Circle No. 109 on Reader Inquiry Card LEARN HOW YOU CAN CONTROL: Fusarium Neucrotic Ring Spot Disease, "STRESS CONDITIONS" & other problems that hinder lawns & ornamentals beauty, health & growth. Mother Nature has "BUILT IN" cures & controls. Are your current procedures interfering with her & therefore causing conditions for disease & other problems? A Natural Scientific Breakthrough This ONE DAY - 6 HOUR Clinic will totally awake you to a completely new, better, easier & more positive method to improve lawns beautifully. You will be supplied with proven facts & step by step HOW TO DO IT procedures. Researched & developed for more than 24 years with 3 years of positive performance by others like yourself in the field. DATES: March 2, 1982 March 16, 1982 TIME: 9:00 a.m. - 3:00 p.m. (lunch & snacks included) PLACE: Agro Chem Training Center 11150 W. Addison St. Franklin Park, IL 60131 (312) 455-6900 COST: $165.00 Per Person Reserved seats will be guaranteed upon receipt of the $165.00 fee. NOTE: Seating is limited. Seats will be reserved on a first come, first served basis. Additional clinics by popular demand. For further information CALL (312) 455-6900 AGROiCHEM, INC. ŁŁCONTROLLED GROWTH THROUGH CHEMISTRY" ^ \ A GIANT STEP... BACKWARDS? Model PC 500 510 gallon portable use tank 81" lonq. 60" wide and 48" high Standard equipment 18" vented cover with post lock hatch hardware, battling system, integral molded mounting base for ease in mounting, steel tie down lugs to secure tank to frame. 2" poly coated dram and calibrated sight tubes The TUFLEX manu-facturing process al lows a five year war ranty on all tanks. For economy prices and more information on our complete line of tanks, write or call now: the only manufacturer to special-izeln seamless fiberglass spray tanks specifi-cally engineered for the pest control and lawn care industry, is building a new, smaller ver-sion of its popular PC 800 and PC 1200 gallon fiberglass tanks. The model PC 500 fiberglass tank answers the industry's call for smaller high quality spray tanks. Tanks that meet and exceed the demands of every lawn and pest specialist. A giant step backwards . . . from Tuflexfor you! Circle No. 102 on Reader Inquiry Card Tuflex Manufacturing Company PO Box 13143, Port Everglades Station Fort Lauderdale. Florida 33316 Phone 305/525-8815 Circle No. 132 on Reader Inquiry Card bare for one full year. The her-bicide acts through both roots and foliage. Though best results are obtained after growth has emerged in late spring or early summer, it may be applied at any time of year except when the ground is frozen. Power sprayers and compressed air hand sprayers are best for application, although an ordinary sprinkling may be used. Foliage should be thoroughly wetted to insure maximum effectiveness. One gallon will cover 1,000 square feet of soil surface. Circle No. 185 on Reader Inquiry Card It's time to organize Methods Research Corporation's new 1981 catalog describes and illustrates dozens of ways to or-ganize and improve your entire operation Š with magnetic scheduling boards and visual planning systems in addition to hundreds of colorful accessories. Illustrated by 40 full color pages, applications include scheduling projects, personnel, equipment, production, computers, mainte-nance, purchasing, finances, in-ventory, among others. Also in-cluded is a special section with multi-purpose magnetic board kits for use in designing a system to suit your needs and a section describing our Spin-File, open rotary file system, for maximum filing capacity in a minimum of space. Circle No. 186 on Reader Inquiry Card Trans-Tree is a total tree system A new machine to dig, transport and transplant 11 mature trees with up to four and a half inch dianeters has been introduced by the Trans Tree Corporation of Minneapolis. The patented Trans Tree Model TTC 45 combines a truck mounted hydraulic tree spade and a special dual axle trailer equipped with 10 metal cones to perform all work operations in transplantation of mature trees. Contour of the tree spade fits the interior dimensions of the tiltable cones for ease in placing and removing the tree, root system and soil, from the cones. While traveling, the root system and soil seats snugly in the cones and remains compacted and intact to enhance survival of the tree. Circle No. 187 on Reader Inquiry Card LEHR ON LABOR LAW Congress Representative John Erlenbom (R-Ill.) introduced a bill that would permit employers to pay 85 per-cent of the federal minimum wage to full-time students and to youths under 19 years of age during their first six months of employment. Students could not be paid the subminimum wage for more than 20 hours per week, except during vacation periods. According to the Bill, the Sec-retary of Labor could require pay-ment of unpaid wages and over-time compensation by an employer who displaces workers with those eligible for the youth rate, or by an employer who hires young employees for six-month period, replacing them with other subminimum wage employees. Prior attempts to reduce the minimum wage for teenagers were unsuccessful, as proponents were unable to demonstrate that a lower rate would reduce teenage un- employment, which exceeds 20 percent. Though we do not expect this bill to pass for the same reason that others failed, we will keep lawn care employers informed on this legislative development. Problems at EEOC In response to a request by Senate Labor and Human Re- sources Committee Chairman Orrin Hatch (R-Utah), a General Accounting Office report released December 3rd on the financial management of EEOC found seri- ous deficiencies regarding the Agency's ability to control its appropriated funds. The GAO found that internal controls on accounting are weak due to inadequate training of ac-counting personnel, poor supervi-sion, inadequate internal audit of financial activities, and a gener- ally improperly maintained and operated accounting system. The report stated: "It is recognized that the absence of adequate super- vision can promote work errors, exceptional backlogs and bottle-necks, and instances of procedures not being followed. Such condi-tions are prevalent in the finance and budget branches of EEOC." Agency criticized It is ironic that this report was issued in December, two months before the Senate Labor and Human Resources Committee be- gins hearings on the overall man-agement of the EEOC. The Agency has been widely criticized by employers and employer associa-tions who believe the Agency is unobjective in its analysis of changes and promulgates rules which are excessively burden-some on employers, and small employers in particular. We will follow these hearings closely, as those lawn care employers with fifteen or more employes must follow the ad-ministrative requirements prom-ulgated by the Agency. Work Stoppages Decrease. The wage bill unemployment rate during November rose from 8% to 8.4%, nearly a full point from September. The number of unemployed work-ers reached 9,000,000 in the month of November. Indicating the im-pact of the current recession, work stoppages during the month of October fell to their lowest levels in nearly 20 years. For example, major contracts in the railroad industry, longshore and maritime industry, and in the postal service were negotiated and ratified with- out work stoppages, in contrast to prior years. Because of the high unemploy-ment rate, most employes are more concerned about maintaining 27 £ n > a a C/3 3 CO 00 Scientists study the effects of growth regulators on heterogeneous plant material at BASF Wyandotte Headquarters. To improve your lawn care business, justadd water. You've got a grow-ing business, we've got a growing business. Why not combine them? Installing under-ground automatic sprinkler systems is easy and profitable. And with quality controllers, heads and valves from Rain Bird, rainmakers to the world since 1933, your customer is assured the best system available. His lawn stays healthier and so do you. For more information on this money-making opportunity, contact your nearest Rain Bird distributor. Or write to us at the address below. We'll show you how easy it is to make more green while you make more green. RAIN^B/PD Bringing new ideas to life. 7045 N. Grand Avenue, Glendora, CA 91740 * Rain Bird * a registered trademark of Rain Bird Sprinkler Mfg Corp Glendora California c 1978 Rain Bird Sprinkler Mfg Corp Circle No. 125 on Reader Inquiry Card Professional Turf Specialties Spraying Systems The System that answers every need . . . THE PROFESSIONAL TURF SYSTEM includes: 1. Tank (Single or compartmented) 2. Bed 3. PTO and drive train 4. Pump 5. Tachometer 6. Pressure gauge 7. 300 ft., A inch high pressure hose 8. Electric hose reel 9. Sight gauge 10. Spray gun 11. High volume agitation 12. Chemical inductor 13. Carbon Steel or Stainless Tanks 600, 1,000 and 1,250 gallon tanks available Toll Free: (800) 447-4388 or Call Collect: (309) 454-2469 Professional Turf Specialties 400 North town Road Normal, Illinois 61761 28 EXECUTIVE SUITE co e ta D D g i < U z ChemLawn taps Luke ChemLawn Corp. recently an-nounced major management addi-tions to strengthen its organiza- tional structure for a future of growth. To strengthen the management capability, Don L. Luke has joined the company in the newly created position of executive vice president and chief operating officer, where he will oversee all operations and new business development. He was fornerly a vice president with Parker Pen Co., R. J. Reynolds and Quaker Oats. To give more attention to its 3,000 employees, the company also recently created the position of vice president of human re-sources. Joining ChemLawn in this capacity is William R. Kaufmann, former human resources executive with Brown-Forman Distillers Corp., Raybeston-Manhattan, American Optical and Questor Corp. Topping $100 million in sales in 1980, ChemLawn has close to a million customers nationwide. It serves markets in 81 metropolitan areas in 35 states, the District of Columbia and Canada. A major thrust of the company's expansion is ChemScape, a tree and shrub care division, and the commercial lawn care market, both of which so far have been dramatically successful. Ag-Vantage, its agricultural consult-ing service, currently operates in Ohio, Indiana, Michigan and Il-linois. Poor soil is not necessarily a deterrent demonstrates. Grass will thrive Š even regularly. (O.N. Scott & Sons.) to having a nice lawn, as this photo on concrete - if it's fed and watered Introducing Pel-Tech: Little benefin pellets that solve big turf problems. The Andersons, the professional's partner, has done it again. After rigorous, on-the-job liquid spray testing, we proudly introduce Pel-Tech .. the state-of-the-art in pellet- ized benefin, an industry acclaimed top choice for effective pre-emergence crabgrass control. We're gonna stir up some excitement. Major lawn service companies that assisted us in proving Pel-Tech's high efficiencies and outstanding economies are already applying it confidently. And they're coming back for more. Cost savings are ranging from 20 to as high as 40 percent against leading competitive products. Exciting? You bet! Here's some more good news: Ł Pel-Tech disperses quickly with minimum mechanical agitation. Ł It's compatible with most commonly used fertilizers and pesticides. Ł Won't stick to plant foliage. Ł It's EPA approved. Ł Pel-Tech is conveniently packaged. Ł Urea carrier delivers 35 percent nitrogen. The Big Difference. The big difference that sets Pel-Tech way out in front of the competition is the result of our unique pellet forming process. Developed in The Andersons' research labora- tory, the technique has enabled us to combine a nutritional urea carrier with a performance proven bene-fin compound. What this means for you is that, with Pel-Tech, you're getting a stable herbicide product that's nearly 100 percent composed of active ingredients . . . throughout each pellet! Not just an out-side coating. Call us toll-free or write for the name of your nearest Pel-Tech distributor. He'll be able to tell you more good news about this exciting breakthrough for sprayable pre-emergence crabgrass control. You'll be glad you did. the professional's partner The««* Andersons Lawn Fertilizer Division P.O. Box 119 Maumee, Ohio 43537 Ohio: 800-472-3220 Outside Ohio: 800-537-3370 I HERBICIDES LEAD Pesticide production to increase 1.4% annually thru 1985 Domestic production of pesticides is forecast to increase 1.4 percent annually from some 1.4 billion pounds in 1980 to about 1.5 billion pounds by 1985, reports Frost & Sullivan, Inc. Concurrently, market value will grow 8.4 percent from about $3.9 billion to $5.8 billion. Production of herbicides, the largest pesticide class, is seen building at a 1.9 percent annual clip, climbing from 600 million pounds in 1980 to nearly 700 million pounds by 1985, the mar- keting research firm says in a new study, Pesticides Market. Dollar value is projected to rise 8.6 percent annually from about $2.3 billion to almost $3.5 billion. Insecticide production is fore-cast to grow 0.9 percent annually from 585 million pounds to 611 million pounds over the period. Value is estimated to climb 7.8 percent per year from more than $1.3 billion to just under $2 bil- lion. Fungicides, the smallest of the major pesticide classes, will show a 1.4 percent increase in annual production, from 165 million pounds in 1980 to some 173 million pounds by 1985. Value is seen escalating 8.1 percent annu-ally from about $270 million to $415 million. When segmented by chemical class, the pesticide market is cur-rently dominated by five active ingredients. Organophosphates account for 19 percent of total value; carbanates, amides and heterocyclic nitrogens each have 18 percent shares; and, dinit-roanilines control 12 percent. These ratios are expected to re-main intact through 1985. Government actions are seen as influencing pricing. "It is clear that many more pesticides will become restricted and removed from the market," Frost & Sullivan said. "This will reduce selection of pesticides, and the fewer products available, the higher the prices." LEHR from page 27 existing wage and benefit levels, rather than increasing them. Those lawn care employers who are at full employment in areas of high unemployment, such as Michigan, Indiana, Ohio, Pennsylvania and Washington should occasionally remind employes of this fact so they do not take their jobs for granted. One approach is for the lawn care employer to review his pro- jections for 1982 with employes. At such a meeting, the lawn care employer could mention his full employment situation, in contrast to many other employers through- out the country. Furthermore, he could add that the cooperation and teamwork of everyone associated with the lawn care emplpyer will determine whether 1982 is an even better year than 1981. Unanswered questions Questions arose during our ses-sions at the recent Convention which I said would be addressed in this column. First: Does a lawn care employer have to compensate an employe for transportation during nonworking time in a lawn care employer's vehicle? No, be- cause an employe may use a company vehicle does not require the employer to pay that employe for his driving to and from work, just as if he were in his own vehicle. Second: How is a periodic (non-weekly) bonus averaged over prior work weeks? Step One: Assume a technician earns a $200 bonus at the end of a 10-week period. That bonus must be averaged for each of the ten work weeks, regardless of whether or not the work week involved overtime. Thus, di-viding the total bonus by the total work weeks equals the amount of bonus earned per week Š $20. Step Two: The amount of per week bonus ($20) should be divided by the total hours worked in the week, which indicates the total amount the employe earned per hour in bonus. If the employe worked a 50-hour week, $20 divided by 50 hours equals 40* per hour. Step Three: Because the employe earned 40* per hour bonus for every hour, one through 50, one and one-half times that rate is not owed, only "half-time" is owed. Thus, one-half of 40* equals 20*. Mul-tiply the half-time figure times the number of overtime hours (10), and that employe is owed an additional $2.00 for that work week. Remember that this calculation is made after the technician has received his compensation for that week, and is in addition to the bonus. Because the bonus is awarded at a time subsequent to the work week, it then must be calculated back over each work week, as this example demon-strates. Thus, an employe who worked 10 weeks, 50 hours per week and earned a $200 produc-tion bonus is entitled to an addi- tional $20 Š10 weeks x [half-time (20*) x No. of overtime hours (10)]. Richard Lehr is an attorney with the Birmingham law firm of Sirote, Per-mutt, Friend, Friedman, Held & Apolinsky and a frequent contributor to Lawn Care Industry. GARFIELD WILLIAMSON Lawn care newsletter offered Garfield Williamson Co., Jersey City, N.J., manufacturer and dis-tributor of professional lawn and fertilizer products, is producing a newsletter directed to lawn care businessmen and other interested professionals in the field. The Lawn Street Journal pro-vides up-to-date information on the firm's products, general in-dustry news, topical features of interest to turf managers and new marketing methods and study re- sults. John Zajac, general manager of the firm told LAWN CARE IN-DUSTRY: "Two-way communi- cation is vital for every industry. The Lawn Street Journal is our contribution to that process. The journal provides a no-nonsense approach to topics of interest within our industry. In this way, we hope to keep the industry appraised of our research en-deavors, new product applications and data from industry and dealer sources. The dialogue should be John Zajac useful to all concerned." Lawn care businessmen may obtain a free subscription by writ-ing: John Zajac, Garfield William- son Co., Dept. LSJ, 1072 West Side Ave., Jersey City, NJ 07306. INTERNATIONAL SEEDS Sabre rough bluegrass is licensed in Canada Sabre rough bluegrass has been licensed for sale in Canada, accord-ing to Harry Stalford, products manager, International Seeds, Inc., Halsey, Ore. Stalford said that Sabre had found a ready market in the U.S. because of its exceptional performance in the shade. Sabre is one of the first domestic varieties of rough blue-grass to be granted a permit under the Plant Variety Protection Act in the U.S. and is the first to be licensed in Canada. 29 > z n > z a c Cfl a There's nothing on earth like D d to\enOs xo CO**" Eclipse Kentucky bluegrass seed available exclusively from: COWBELL SEEDS, INC., 1093 129th St.. Bradley. Mich.; 850 N. Old 23. Brighton, Mich. GARFIELD WILLIAMSON, INC., 1072 West Side Ave.. Jersey City. N.J. JACKLIN SEED COMPANY, W 5300 Jacklin Ave.. Post Falls. Idaho® NUNES TURFGRASS, INC., 2006 Loquot Ave , Patterson. Calif. TWIN CFTY SEED COMPANY, 500 30th Ave., N.E., Minneapolis. Minn. Ł ROTHWELL SEEDS (IN CANADA), P O Box 511, Lindsay. Ontario PROMOTING YOUR BUSINESS... IS OUR BUSINESS 'GARDEN TIPS' NOW IS THE TIME... Ł It is your "monthly handshake" with all your customers and prospects. Ł It is yours Š personalized with your name/ company/phone. Ł 100% of our subscribers to "Garden Tips" renew year after year. WHY 100% RENEWAL? Circle No. 134 on Reader Inquiry Card is 95-98% customer readership. v* Sells-to increase your profits. is Retains the best customers while building customer confidence. is Gets new customers... your name is there when they need you. MAKE MORE MONEY EXPAND INTO THE TURF + ORNAMENTAL BUSINESS PROFESSIONALLY Ł NO FRANCHISE FEES OR ROYALTIES. Ł KEEP YOUR INDEPENDENCE. Ł WORK AT YOUR OWN PACE. ... We are the ONLY company providing the complete services you need. QUALITY HORTICULTURAL PRODUCTS... GREEN PRO COOPERATIVE SERVICES Ł SUCCESS PACKAGE Ł FOUR-DAY ACADEMIES to prepare you for the waiting profits. Ł IN-FIELD CONSULTATION Circle No. 135 on Reader Inquiry Card THE UNBEATABLE PROFIT-MAKER (1) Hydraulic Deep-Root Feeder Designed For Easy Operation Hour After Hour (2) High-Organic Root Food Well positioned and efficient flow control Cupped splash guard & step plate > Rubber handles for cold weather comfort There is Nothing Better on the Market. Circle No. 136 on Reader Inquiry Card Chisel Point for hard or rocky ground penetration. ALSO Ultra easy in * Bu|k Lawn Food soft ground Ł Bulk Storage Facilitie: Ł Spraying Equipment Ł Soil Conditioners EXECUTIVE NEWSLETTER A DIGEST OF INFORMATION - IDEAS - AND BUSINESS BUILDING AIDS Forum of Ideas. Current Information You Need Week By Week. What to Look For and What To Do. Latest Innovations Sample Customer Letters Advertising & Promotion Money-Making and Money-Saving Tips PLUS: PROFIT WORKSHOPS to directly help you build your business with hands-on sessions. PLUS: GROUP PURCHASING of equipment, materials, sales aids, advertising brochures. Circle No. 137 on Reader Inquiry Card VOUR ONLY COMPLETE SOURCE (516)4830100 380 S. FRANKLIN ST., HEMPSTEAD, N.Y. 11550 THE ONLY SERVICE OF ITS KIND Bookstore 010, 015 - ADVANCES IN TURFGRASS PATHOLOGY $27.95 hardcover, $18.95 paperback 340 - CONSTRUCTION DESIGN FOR LANDSCAPE ARCHITECTS $24.50 345 - COST DATA FOR LANDSCAPE CONSTRUCTION 1981 $24.95 410 - DISEASES & PESTS OF ORNAMENTAL PLANTS $26.50 660 - DISEASES OF SHADE TREES $23.50 610 - DISEASES OF TURFGRASS $30.00 795 - FIRST AID MANUAL FOR CHEMICAL ACCIDENTS $16.50 paperback 440 - FUNDAMENTALS OF ENTOMOLOGY & PLANT PATHOLOGY $22.00 450 - GARDENING IN SMALL PLACES $7.95 455 - GRAFTER S HANDBOOK $16.95 480 - GREENHOUSE MANAGEMENT FOR FLOWER AND PLANT PRODUCTION $15.35 490 - GREENHOUSE OPERATION & MANAGEMENT $19.95 670, 680 - GUIDE TO TREES $19.95 hardcover, $8.95 paperback 350 - HANDBOOK OF LANDSCAPE ARCHITECTURAL CONSTRUCTION $48.50 360 - HOME LANDSCAPE $18.95 510 - H0RTUS THIRD $99.50 690 - INSECTS THAT FEED ON TREES & SHRUBS $42.50 530 - INTERIOR PLANTSCAPING $28.50 540 - INTRODUCTION TO FLORICULTURE $29.50 335 - LANDSCAPE DESIGN THAT SAVES ENERGY $9.95 paperback 370 - LANDSCAPE OPERATIONS: MANAGEMENT, METHODS & MATERIALS $18.95 380 - MANUAL OF WOODY LANDSCAPE PLANTS $19.00 545 - MODERN WEED CONTROL $19.50 665 - OXFORD ENCYCLOPEDIA OF TREES OF THE WORLD $24.95 780 - PARK AND RECREATION MAINTENANCE MANAGEMENT $18.95 355 - PERSPECTIVE SKETCHES $19.50 390, 395 - PHOTOGRAPHIC MANUAL OF WOODY LANDSCAPE PLANTS $22.00 hardcover, $14.60 paperback 365 - PLAN GRAPHICS $21.00 700 - THE PRUNING MANUAL $14.95 790 - RECREATION PLANNING AND DESIGN $31.95 375 - SITE DESIGN AND CONSTRUCTION DETAILING $24.00 730 - TREE CARE $8.95 740 - TREE FARM BUSINESS MANAGEMENT $20.50 750 - TREE IDENTIFICATION $9.00 760 - TREE MAINTENANCE $29.95 385 - TREES FOR ARCHITECTURE AND THE LANDSCAPE $11.95 770 - TREE SURGERY $18.95 650 - TURFGRASS MANAGEMENT $17.95 630 - TURFGRASS: SCIENCE & CULTURE $23.95 640 - TURF IRRIGATION MANUAL $22.95 620 - TURF MANAGEMENT HANDBOOK $14.65 110, 120-TURF MANAGER S HANDBOOK $23.95 hardcover, $18.95 paperback 565 - WEEDS $32.50 560 - WEED SCIENCE $24.00 570 - WESTCOTT'S PLANT DISEASE HANDBOOK $34.50 580 - WYMAN'S GARDENING ENCYCLOPEDIA $29.95 CLOSEOÜTS 420 - EXOTIC PLANT MANUAL $32.00 430 - FLOWER & PLANT PRODUCTION IN THE GREENHOUSE $13.60 460 - GREENHOUSE ENVIRONMENT $21.20 470 - GREENHOUSE GROWER $12.40 ORDER THESE TITLES AT SPECIAL REDUCED PRICES! 500 - HORTICULTURAL SCIENCE $18.80 780 - PARK AND RECREATION MAINTENANCE MANAGEMENT $16.00 550 - PLANT PROPAGATION $21.00 400 - WESTERN HOME LANDSCAPING $6.75 Mail this coupon to: Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 Name Address. City .State, -Zip. .Date. Signature Phone Number Please send me the following books. I have enclosed a check* for the total amount. Please charge to my Visa, Master Card or American Express (circle one) Account Number Expiration Date ORDER NUMBER QUANTITY PRICE TOTAL PRICE 'Please add $2.50 per order plus 25c per additional copy for postage and handling. Please allow 6-8 weeks for delivery Prices subject to change. Total Enclosed Quantity rates available on request (postage & handling) LCI 22 COST CUTTINGS Minimum wage exemptions Many lawn care companies could lose their minimum wage exemptions if Congress adopts the recommendations of the presidentially appointed Minimum Wage Study Commission. According to a report in Inc. Magazine, about one million small companies meet the annual sales volume test of $325,000 or less, exempting them from minimum wage requirements. In a minority report, commission member S. Warne Robinson, former chairman of the G. C. Murphy Co., commented, "The only way (small businesses) can cope with the increased wage rates is to reduce employment and service levels, the one competitive edge they have over larger enterprises ... By recommending abolition of the exemption rather than its expansion, the Commission majority turns its back on the nation's small businesses." Before 1966 amendments to labor laws, the dollar-volume test for exemption was one million. Lawn care businessmen would do well to contact their congressmen in support of Robinson's position. TURF MANAGERS' HANDBOOK By Dr. William Daniel and Dr. Ray Freeborg $23.95* hardcover $18.95* paperback This essential reference book covers: Łscope and organization «pests and controls Łgrasses and grooming «uses of turf Ł rootzones and water «serving turf needs Łnutrition »AND MORE The TURF MANAGERS' HANDBOOK is an easy on-the-job reference to planning, purchasing, hiring, construction, and plant selection. These 424 pages contain 150 illustrations, 96 color photographs plus 240 tables and forms. Ordering Information Please send copies of the hardback ($23.95* ea.) Name (print) Signature. -copies of the paperback ($18.95* ea.) Address . Quantity rates available upon request. 'Please add $2.50 per order plus 25c per additional copy for postage and handling. Please charge to my Visa. Master Card, or American Express (circle one) Account Number Expiration Date . City Phone. -State . -Z'P Ł Please allow 6-8 weeks for delivery. Send to: Book Sales Harcourt Brace Jovanovich Publications One East First Street Duluth, MN 55802 LCI 22 SEK from page 1 Funk, the owner of the business, and paint an inaccurate picture of how we and people in the lawn care industry ran their businesses during the mid to late 1970's. Although I was primarily a salesman for Funk Co., I also sprayed lawns, did soil steriliza-tion work and handled the same chemicals as everybody else employed by Funk Co. during those years. Ms. Wright implies Mr. Funk deliberately hid from our employes the fact that we were working with potentially hazard-ous chemicals. This is totally false and to set the record straight I would say this: During those early years in the lawn spray business we were guilty of carelessness and ignor-ance of possible dangers of mis-handling and misapplication of these chemicals. There is no ex-cuse for that. However, our trans- gressions were in no way deliber- ate, and they were not done to the detriment of our employes health and welfare. During the mid to late 70's, articles on the possible hazards of certain pesticides such as 2,4,5-T and silvex (2,4,5-TP) were just being published as a result of the Agent Orange controversy. As more of this information became available, we at Funk and people in the lawn care industry in gen-eral were becoming more aware of the fact that we'd better spruce up our safety procedures just in case there was more truth to these allegations. Also in New York state prior to 1978 all that was required to become licensed as a professional lawn care businessman was to apply for a custom applicator's pernit. There were not tests or exams required to get into the business. It wasn't until 1977 that the individual licensing came through with an applicators core exam and then a Commercial Spe-cialty exam for turf and ornamen-tal spraying. The new program in New York State helped all of us become more knowledgeable and more professional in our use of pesticides. Ms. Wright pictures Funk Co. as a shabby operation that "thoroughly doused" Buffalo and Niagara Co. with 2,4-D and silvex, and that suburban customers were "hustled" and "sucked" into a program. Well, we didn't thoroughly douse anything. We sprayed lawns with herbicides and insecticides that were standard products used by anyone in our business. Our customers weren't "hus-tled" or "sucked" into a worthless program. Funk Co. has a fine reputation in the Buffalo area and we did a good job for our custom-ers. That's how our business grew and became successful. In the mid 1970's we were young and in a fledgling industry. As we learned about potential hazards of pesticides through government and mandated training and licensing programs and through in-house training and education programs we improved our safety procedures. iMpROVEd Lawn Eouìpment Coup. 9 Skylark Drive Ł Spring Valley, NY 10977 Ł (914)354-3933 / Crabgrass ROCKLAND PROFESSIONAL Betasaii Selective Prc-emergencc Herbicide ROCKLAND BETASAN now available In a new 8/16 mesh 7% granular plus three different strengths 1 2.5%G., 3.6%G. and a 4 lb. E.C. (R) Betasan is a registered Trademork of Stauffer Chemical Co. ROCKLAND has a complete line of granular insecticides, herbicides and fungicides for Professional Turf Maintenance. ROCKLAND Fertilizers contain combinations of IBDU, NITROFORM and new SULFUR COATED UREA. Some available formulations Š 25-5-15, 30-2-5 and 20-4-10. All products are formulated with the highest quality ingredients and carriers. ROCKLAND PROFESSIONAL lawn and garden PRODUCTS CATALOG >?er|cDc|ROCKLAND CHEMICAL CO.. INC. ite | il. I PASSAIC AVE., WEST CALDWELL, N.J. 07006 Circle No. 128 on Reader Inquiry Card Dependable Sprayers From Dobbins MODEL 21165 MODEL 3187 J^TFL Commercial Sprayers for Farm and Industry 65-Gallon polyethelene tank. Powerful single cylinder pump. Handles all types of pesticides, herbicides, soluble fertilizers and disinfectants. Can be converted to trailer hitch mount. Polyethylene Tank Sprayers for Commercial Applications This single cylinder, medium pressure sprayer features a trailer hitch for attachment to garden tractors. It also comes with orchard gun which adjusts from steady stream to fine mist. The sturdy polyethylene tank is noncorrosive and lightweight. Many models to choose from. See your local jobber or write for free catalog. Master Manufacturing P.O. Box 694 Sioux City, IA 51102 (712) 258-0108 DOBBINS CPCDWCECR3 SPRAYER Circle No. 120 on Reader Inquiry Card Circle No. 113 on Reader Inquiry Card BUILT THE OLD FASHIONED WAY. The rugged Mighty Spike Spiking aerator and spreader with the precision dispenser. This heavy-duty self-propelled walk behind machine can seed, fertilize and aerate a lawn efficiently, conserving precious time and expensive materials. It works in hard to service areas like around pools, trees and steep hills. Power is supplied by a gear reduced 3 h.p. Briggs & Stratton engine and is controlled by levers mounted near the guide handles. NEWSMAKERS The appointment of E. P. Janke as President of Gravely Division of McGraw-Edison in Clemmons, North Carolina, was announced. Gravely is a manufacturer of high quality two and four wheel lawn and garden tractors, riding mow-ers, and a variety of mowing, snow removal and cultivation attach-ments. Janke, who has over thirty years experience in the outdoor power equipment industry, replaces James A. Fischer, who has been promoted to vice president plan-ning and development, commer-cial and industrial development group, McGraw-Edison Co. Jack D. Gum is president and general manager of Lawn Pride International, Inc., Lexington, Ky. The conpany offers liquid and chemical lawn care services. Charles Kleuh is vice president, and Ton W. Johnson is secretary treasurer. James Swift is owner and Brian Wessel is manager of The Grassman, Inc., St. Clair Shores, Mich. The company offers both liquid and granular chemical lawn care and mowing/maintenance services. Robert C. Haney, Jr. is president of Duncan Lawn Care, Inc., Vie-nna, Ohio. The company offers liquid chemical lawn care ser-vices. During the annual NLA business meeting, the following officers were chosen for 1981: Gerald Har-rell, Landscapes Unlimited, Houston, Tx, president; Joe Wayman, Forrest Keeling Nur-sery, Elsberry, Mo., vice president; and Bob Siebenthaler, The Siebenthaler Co., Dayton, OH., secretary-treasurer. National Landscape Associa-tion directors elected to two-year terms are: Dick Campbell, Campbell's Nurseries & Garden Centers Inc., Lincoln, NE and John Korfhage, Korfhage Florist & Nur-sery, Louisville. Directors con-tinuing on the board are Denny R. Church, D. R. Church Landscape Co., Inc., Addison, IL, and Bill Doerler, Doerler Landscapes Inc., Lawrenceville, NJ. Immediate past president Frank Tomlinson, Amfac Nurseries Select, Brea, CA, became director-at-large. Michael Baron has been named marketing coordinator of the Turf Division of the Rain Bird Western Sales Corp., according to market-ing manager Rex Dixon. In his new role, Baron will participate in the development and execution of marketing goals for the world's largest sprinkler manufacturing company. POLLAND from page 21 give. The gardeners working there before took from an hour to an hour and a half, but we finished it in a half hour. T know you must be doing something wrong,' he told us, 'cuz you're going too gawddarn fast!' " But even with a little attrition he's been adding 10 to 25 new customers a year. Polland wants to grow, but doesn't want to over-extend himself by growing too quickly. A couple of years ago, when he wanted to add a new crew, he advertised in a local paper and picked up 76 customers in just two months. So finding new customers is not a worry. But he estimates that it costs $3,000 to outfit a new two man crew (not counting truck and trailer), so he plans to gradually add a new crew about once every two years. Deemphasize advertising Outside of the Yellow Pages, Polland doesn't usually advertise. He believes the steady growth he is anticipating is built in "because of our reputation of rain or shine we're always there, always on time, and always do a good job," he says. When Polland was just begin-ning in the business, and losing more than he was making, he was helped out by an experienced lawn care professional in the area who passed on many good manage- ment tips. Polland now extends the favor to others in the area getting started. Helping one another "I'd rather spend time helping a man learn how to estimate and bid lawns rather than see him go bankrupt," Polland says. "For, if he underbids me just to get the work, that doesn't help me, and it doesn't help either if he goes under. For by then the lawn may be such a mess it may be hard to get, for the customer is likely to be turned off by lawn care profes-sionals. We're all in this together, so we may as well help each other out." Š Mike Major NEW! DIAPHRAGM PUMPS FROM HYPRO. Announcing a complete line of low cost, low maintenance diaphragm pumps and accessories. These new pumps feature proven designs, high quality engineering and the reliability you expect from Hypro. Outputs range from 5 to 60 gpm. Pressures from 250 to 850 psi. Pumps are extremely durable and easy to repair. Diaphragm pump applications range from spraying to pressure washing to liquid transfer to hydrostatic testing. And a full range of accessories plus nationwide Hypro service is available. Get the facts on new diaphragm pumps from Hypro today. Low pressure diaphragm pumps, to 280 psi, with outputs to 60 gpm. Medium pressure diaphragm pumps, to 580 psi, with outputs to 13 gpm. High pressure diaphragm pumps, to 850 psi, with outputs to 50 gpm. «si A DIVISION OF LEAR SIEGLER INC 319 Fifth Ave NW, St. Paul. MN 55112 Ł (612) 633-9300 TURF BOOMS ' A More Effective CbemicaîÂpplication Š MM M MM M M M M*M M MM M M MM M MM M'W' Yes, I'd like more Information: Ł MicroMax Rotary Nozzle Power Sprayer GuideŁ Ł Broyhill Turf Booms Broyhill Turf SprayersD Name: Address: City & State: Zip: \Jhe Broyhill Co. Ł 402 987-3412 Ł Dakota City, NE 6873iy Circle No. 103 on Reader Inquiry Card Advances in Turfgrass Pathology published by HARCOURT BRACE JOVANOVICH PUBLICATIONS in cooperation with Dr. B. G. Joyner, Dr. P. 0. Larsen and Chemlawn Corporation This extensive volume contains chapters on I ADVANCES IN TURFGRASS RWHOLOGY Efes $27.95* (hardcover) $18.95* (paperback) COPIES LIMITED Š DON'T DELAY! Ł turfgrass diseases Ł cool v.s. warm season pythium blight and other related pythium problems Ł snow molds of turfgrasses Ł fairy rings Ł leaf spot of Kentucky Bluegrass in Minnesota Ł initial and filed fungicide screening Ł turfgrass disease resistance Ł PLUS MUCH MORE! ADVANCES IN TURFGRASS PATHOLOGY is a compilation of more than 23 reports and discussions by the nation s leading turfgrass pathologists. Explore the diseases that attack turfgrass. Find out how to conquer the battle of turfgrass diseases. KEEP CURRENT WITH NEW IDEAS ON HOW TO HANDLE TURFGRASS PROBLEMS WITH ADVANCES IN TURFGRASS PATHOLOGY. Return this coupon to: Book Sales Harcourt Brace Jovanovich Publications One East First Street, Duluth, MN 55802 YES! Please send me copy(ies) of ADVANCES IN TURFGRASS PATHOLOGY. $27.95* hardcover $18.95* paperback Quantity rates available on request. A check or money order for. Js enclosed. Name Address. City Phone. -State. -Zip. * Please add $2 .50 per order plus 25* per additional copy for postage and handling. Please charge to my Visa, Master Card, or American Express (circle one) Account Number Expiration Date. Please allow 6-8 weeks for delivery. LCI 22 MONEYWISE LAWS from page 1 care industry has to comply, at least in the state of Missouri," he said. He has served on consulting committees with the dean of the University of Missouri School of Agriculture, who would handle applications for fertilizer permits. Dr. Schnare said that com-we put this information on a ticket, it could be subject to sales tax," he said. Also, state and federal Environ-mental Protection Agencies might begin viewing the industry as formulators, then it would have to comply with more regulations. Furthermore, there could be problems in terms of licensing "By law, sales reports would have to be filed on July 31 and January 3 each year reporting the amount of fertilizer sold and a 30 cents per ton fee would have to be paid, including the weight of water and fertilizer in solution." pliance is becoming required now because of complaints from home-owners, university personnel and the agricultural liquid fertilizer industry. He described a fertilizer dis-tributor as a "person who imports, consigns, manufactures, produces or compounds fertilizer, or offers for sales, sells or supplies fertilizer for consumers," according to the law. He also described a fertilizer as a "substance containing nitro-gen, phosphorus, potassium or any other elements that promote growth." He said the state is looking at the liquid lime industry as well, in terms of coming into compliance with the fertilizer laws. Info requirements He said information required on containers is Š Ł Name, brand or trademark Ł Name, address and person who is guaranteeing the fertilizer analysis Ł A guarantee of chemical composition of the fertilizer by analysis. He said that by law, sales reports would have to be filed on July 31 and January 3 each year reporting the amount of fertilizer sold and a 30 cents per ton fee would have to be paid, including the weight of water of and fertilizer in solution. Also, a copy of each customer invoice would have to be filed with the director of the progran. This copy would have to include the name and address of the purchaser, analysis of the fertilizer and the weight of the fertilizer. The director has the power to collect samples and make analyses, the right to enter a lawn care company's premises and carry out inspections, the right to issue "stop-sale" orders, and the right to revoke or suspend a com-pany's permit. Penalties for deficiencies of re-ported analyses could be levied for deficiencies as low as three per-cent, he said. Penalty rates would be 15 cents per pound for nitrogen, 3.6 cents per pound for phos-phorus and five cents per pound for potassium. Penalties would have to be paid to the purchaser Š the homeowner Š and Dr. Schnare said: "We could be in a position of having to write a lot of 25-cent checks." He said there could be repercus-sions in other segments of gov-ernment. "It will just be a matter of time before the sales tax people are going to be contacting us. We now call ourselves a service, we say we are not delivering products, but if with fertilizer company trade-marks on their products, if "we are taking their product and repac-kaging it with our trademark. We don't feel we are doing this, but the law might say we are," he said. Will medical claims soar? Within the year, many lawn care companies may experience a hefty increase in the cost of Group Health insurance. The overall industry estimates indicate the average increase will run about 30 percent. Of course, the actual amount will depend on the size and loss ratio of the group, as well as the carrier that insures you. The variation will swing from as little as 10 percent to as much as 60 percent. Practically no one will escape an increase of the same type. The increases are directly attributable to the greater use of medical benefits and the effects of galloping inflation. Many smaller groups have a type of coverage which pools their loss ratio with a number of other firms. Even if their own experience is very good, the effect of pooling may bring about increases ranging from around 20 - 40 percent. In a pool situation the same increase would be true even if their experience was poor. The larger insureds aren't affected by the experience of other firms Š their own individual claims history determines the extent of their increases. TOOLS, TIPS, TECHNIQUES /rom page 10 place. Also, keep chemicals in the dark, as some are decomposed by prolonged exposure to sunlight. Ł Keep different chemicals separated. Herbicides, fertilizers, and pesticides should be stored in separate compartments with no air exchange between them. Ł Always keep chemicals in their original containers, if possible. If the original container is damaged, use a substitute of similar composition and label it clearly. Glass, plastic, and paper are the best storage containers as many pesticides will corrode metal. Ł The floor and exterior walls are usually the dampest places in a room. Therefore, keep powdered, granular and dust formulations, and all chemicals in paper containers away from these surfaces where moisture may condense. AUSTRALIAN RESEARCH 2,4-D poses no health hazard, report says A government committee in Au-stralia recently reported following a six-month review "... that no evidence exists to suggest that the continuation of present approved uses of 2,4-D will in any way harm the health and well-being of any members of the general public." The Interdepartmental Com-mittee appointed by the Queens-land Cabinet evaluated the inpact of 2,4-D on human health and termed the herbicide "... among the most thoroughly researched chemicals in the field of toxicol- ogy^ Following an extensive exami-nation of the medical and scien-tific information available on 2,4-D, the Committee's report also offered the following conclusions: Ł "Research has shown that 2,4-D is of low toxicity and the hazard to the user or bystander is no greater than that fron an ex-tremely large range of other in-dustrial, agricultural and domestic products that are common and undisputed use." Ł "Statistical studies on large populations have never substan-tiated any connection between the use of 2,4-D and the incidence of health problems." Ł "Studies on the fate of 2,4-D after release in the environment show that the herbicide is broken down by natural agencies and offers no continuing hazard to the environment." Ł "Monitoring programs have shown that approved use of 2,4-D is not a hazard to food and water quality." The report further stated that the evidence upon which the Com-mittee's conclusions were based "is clear and unambiguous." The Committee was formed at the request of the Queensland Cabinet and was comprised of representatives from various governmental departments in Au-stralia. These included the Land Administration Commission, the Department of Health, the De-partment of Primary Industries, Stock Routes and Rural Lands Protection Board. The National Coalition for a Reasonable 2,4-D Policy Š who published in America the results of the Australian research Š is a non-profit organization. "HANDS-ON" 4-day seminars begin March 10 Two four-day seminars on busi-ness and technical lawn care topics are set for March 10-13 at Green Pro Cooperative Services headquarters in Hempstead, N.Y. in the New York City/Long Island area. The first of the concurrent semi-nars is special for "key men," and will also deal with management and sales. The second will cover shrubs and ornamentals and also deal with management and sales. "These seminars will give 20 hours of technical knowledge and 12 hours of business management Š including advertising, sales and pricing Š for both long-term and short-term goals," Bob Riley of the firm told LAWN CARE INDUS-TRY. "Each participant is pres-ented a definite plan enhanced by the efforts of several teachers. They are taught a quality way of lawn care and how to make it pay." The "key man" seminar will cover basic turf knowledge; insect, disease and weed control; pest identification; plant identifica-tion; deep root feeding; spraying; trimming; turf identification; fer-tilizers; chemical application; verticutting; seeding; customer relations; and will have question and answer sessions and a final examination. The shrub/ornamental seminar will cover shrub/ornamental basics; shrub/ornamental man-agement; soil and tissue testing; soil conditioners; insects, dis-eases; plant identification; ad-vanced business management; advertising/promotion for growth; selling special services; customer relations; suggested care pro-grams; and will also have exten-sive question and answer sessions. Both seminars will include in-formation on accounts receivable, planning cash flow, borrowing from banks, budgeting, collections and employee management. Early registration can save par-ticipants $50. For further informa-tion, contact: Green Pro Coopera- tive Services, 380 S. Franklin St., Hempstead, N.Y. 11550, 516-483-0100. P. What's green and keeps customers happy all summer long? A. A fORMOlfNE Lawn 30-0-2 Low-Burn Liquid Fertilizer Proven Your Safest Source of Nitrogen and Potash. Formolene is a concentrated N&K product with a high proportion of Methylol Ureas to avoid burning. Slow 8 to 12 week release through the growing season promotes a green lawn that will keep customers happy with you as a lawn care professional. Tested at leading Turfgrass Research Institutions, it's proven the safest concentrated source of liquid N&K for low gallonage hot weather application. Want Water-Insoluble Nitrogen? Ask for Technical Information Sheet V, which describes a simple tank mix method for converting 25% of For-molene fertilizer's N into W.I.N. (Pa-tent applied for.) Call or Visit These Authorized Dealers and Keep Those Lawns Happy: AGRICHEMICALS INC. Bishop. GA (404) 769-6475 ALPINE PLANT FOODS LTD New Hamburg. Ontario NOB2GO Canada (519) 662-2352 DOUGLASS FERTILIZER AND CHEMICAL COMPANY Sanford. FL 32771 (305) 629-0172 Lake Placid. FL 33852 (305) 322-0443 ELDON STUTSMAN, INC. Hills. IA 52235 (319) 679-2281 ELWOOD AVIATION INC. El wood. IL 60421 (815) 423-5808 FLO-LIZER INC. Kingston. OH 45644 (614) 642-3001 LARRY FRICKER COMPANY INC. Tustin. CA 96280 (714) 544-2608 GREAT PLAINS ASSOCIATES LTD. Niles. Ml 49120 (616) 683-7463 GROWER S AG SERVICE Kearney. NE 68847 (308) 234-2124 HOWE INC. Shakopee. MN 55379 (612) 445-6570 MORRAL CHEMICAL COMPANY Morral. OH 43337 (614) 465-3251 MOYER AND SON INCORPORATED Souderton. PA 18964 (215) 723-6001 NICE N GREEN PLANT FOODS INC. Lisle. IL 60532 (312) 963-3328 OLD FOX CHEMICAL COMPANY Enfield. CT 06082 (203) 749-8339 SAALE BROTHERS FARM & GRAIN CO. West Alton. MO 63386 (314) 899-0933 TURF SPECIALISTS CORP. Holbrook. L.I. New York 11741 (516) 981-1118 TURFTEK Chesapeake. VA 23320 (804) 547-7111 VOGEL SEED AND FERTILIZER Jackson. Wl 53037 (414) 677-2273 WESTERN FARM SERVICE INC. Alpaugh. CA 93201 (209) 949-8476 HA WKEYE \1 CHEMICAL COMPANY Clinton, Iowa 52732 Ł (319) 243-5800 Circle the Reader Service numbers of those items of interest to you. Inquiries serviced for 90 days from date of issue. For those countries outside the U.S., please apply appropriate postage before mailing. READER SERVICE INFORMATION CARD 2-82 2 For more Information on products or services mentioned in this issue, circle the corresponding numbers below, fill in appropriate information and mail today. 101 108 115 122 129 136 143 150 157 164 171 178 185 192 199 206 213 220 227 234 102 109 116 123 130 137 144 151 158 165 172 179 186 193 200 207 214 221 228 235 103 110 117 124 131 138 145 152 159 166 173 180 187 194 201 208 215 222 229 236 104 111 118 125 132 139 146 153 160 167 174 181 188 195 202 209 216 223 230 237 105 112 119 126 133 140 147 154 161 168 175 182 189 196 203 210 217 224 231 238 106 113 120 127 134 141 148 155 162 169 176 183 190 197 204 211 218 225 232 239 107 114 121 128 135 142 149 156 163 170 177 184 191 198 205 212 219 226 233 240 PLEASE CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION A. CONTRACTOR OR SERVICES: ŁLawn care service business involved primarily with fertilization, weed, and insect control. Please specify method of application 10 Ł Liquid 11 DDry 12 DBoth 20 ŁPrimarily mowing/maintenance service 30 ^Landscape contractor/lawn service company 40 Ł Nursery or garden center/lawn service company 50 OPest control/lawn service company 60 ŁIrrigation contractor/lawn service company B. GROUNDS CARE/MAINTENANCE AT ONE OF THE FOLLOWING TYPES OF FACILITIES: 110 ŁPrivate or public estate 120 ŁSchool, college, university, hospital, or similar facility 130 ŁCondominium housing development or industrial park ŁGovernment grounds; parks, around municipal buildings, military facilities Ł Cemetery or memorial garden ŁOther (please specify) 140 150 190 C. SUPPLIER 210 ŁChemical dealer or distributor 220 Ł Equipment dealer or distributor 230 DSeed broker/dealer 240 DSod grower NAME BUSINESS NAME, CITY _STATE_ .TITLE . .ADDRESS. _ZIP_ TELEPHONE ( ) AREA CODE I WISH TO RECEIVE (CONTINUE RECEIVING) LAWN CARE INDUSTRY EACH MONTH Ł YES Ł NO SIGNATURE DATE NO POSTAGE NECESSARY IF MAILED IN THE UNITED STATES BUSINESS REPLY CARD FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT L4WN GIRE INDUSTRY POST OFFICE BOX 6200 DULUTH, MINNESOTA 55806 Seedmen question ethics of buying and selling of uncertified ryegrass NO TINE-LEAF' LEGAL VARIETY The grass seed industry has be-come increasingly concerned about a current practice which could result in questions about industry ethics as well as potential litigation involving growers, deal-ers and distributors. The controversy deals with the buying and selling of uncertified "fine-leaf perennial ryegrass, vari- ety not stated." Should a perennial ryegrass be produced or sold as uncertified "fine-leaf" the chances are very good that it is a protected variety which has been illegally produced or narketed, Harry Stalford, prod-uct manager for International Seeds, Inc., Halsey, Ore., told LAWN CARE INDUSTRY. "It may be possible for some seed to be bought and sold in this manner in which parties are in-volved but unaware that they are engaging in an illegal practice," he said. "However, those of us in the seed industry cannot claim ignor-ance. The provisions of the Plant Variety Protection Act are known and understood by us all." At present, the list of varieties which have been granted Plant Variety Protection certificates are: Augusta, Caravelle, Citation, Derby, Diplomat, Game, Loretta, Omega, Pennfine, Score, Sprinter, Yorktown and Yorktown II. Those varieties which have a certificate pending are: Acclaim, Barry, Belle, Bianca, Blazer, Dasher, Elka, Fiesta, Oregreen, Pennant, Regal and Venlona. Stalford wrote a letter recently to his distributors urging continued caution "when you are offered uncertified perennial ryegrass seed designated as Tine-leaf pe-rennial ryegrass, variety not stated,' because it seems only a matter of time until the whistle is blown. "When that day cones, it would be a shame to see legitimate seed companies or growers involved in litigation either through careless-ness or ignorance of the law," he wrote. DIRECTORY Landscape contractors publish a Who's Who The "1981/1982 Who's Who in Landscape Contracting" has been published by the Associated Land-scape Contractors of America, the national trade association for the landscape contracting industry. The new directory contains over 900 listings for commercial land-scape contractors throughout the United States. The Directoiy, listing the mem-bers of ALCA, provides the full name, address, and phone number for each contractor, as well as the name of the principal contact person. Additionally, each listing contains a size index and the specialties for that contractor. The "1981/1982 Who's Who in Landscape Contracting" has been distributed to all members of the association, and is available on request to landscape architects, general contractors, and other qualified buyers and specifiers of landscape contracting work. Those requesting the new Direc-tory should send $3.00 for postage and handling. For more informa-tion, or to order, contact: ALCA Publications, 1750 Old Meadow Road, McLean, VA 22102. TURNOVER from page 23 the tide of increasing rates of turnover and to increase market share as the demand/supply analysis comes close to equilib- rium occurs through a recognition of each and every employe that our "customers are us" and that the way we sell, service and follow-up defines our livelihood in the fu-Lebanon Professional Turf Care Products COUNTRY\„UB GREENSKEEPER\ GREEN GOLD ECONOMICAL, TESTED & PROVEN... That's our pledge to you! There's no need to shop around - we have them all. ŁGRANULAR PREMIUM FERTILIZERS- "UF" for water insoluble nitrogen ŁFERTILIZER-HERBICIDE combinations ŁGRANULAR SPECIALTIES- Weed or Crabgrass control - Turf Fungicide - Insecticides ŁSULPHUR COATED UREA ŁUrea-Form 38-0-0 ^ ŁSOLUBLE 33-0-16 and 28-7-14 Ł ŁONE NUTRIENT FERTILIZER MATERIALS ŁSERVICE AND DISTRIBUTION FOR ALL MAJOR PROPRIETARY PRODUCTS TO THE TURF INDUSTRY Supplying the professional turf markets for over 40 years. Are you buying from us? If not - Why not? J LEBANON CHEMICAL CORPORATION LEBANON, PA 17042 MidWest (800)637-2101 (Illinois) (217)446-0983 Northeast (800) 233-0628 (Pennsylvania) (717) 273-1687 ture. I am suggesting nothing other than simple "back to basics" in the context of increased competition, increasing rates of customer turn-over, and a difficult economic environment. It was strength in this area that has propelled our industry and it will be strength in this area that will allow the indi-vidual firm to be a strong particip-ant into the future. Efforts in this area are certainly preferable to looking with moist eyes at the Yellow Pages or defining your advertising at customer replace-ment. I am aware of several firms who though they are attempting to upgrade product and service de-livery and emphasize responsible salesmanship, have concluded that in the markets they service that customer replacement cost economics Š given accelerating turnover rates Š suggest a differ-ent course. Namely, diversifica-tion . . . most within green in-dustry areas . . . some outisde. There are other firms for whom shrinking customer rolls and in- creasing marketing expense have meant that "it's time to sell." Most of us today operate profita-bly and are confident of our own ability and in the prospects for our industry. I am optimistic about the future but not so blind-eyed op-timistic to be unaware as to what is occuring in the marketplace. We provide the consumer an economic value so in that sense our industry is stable. The real importance in discus-sing a subject such as customer turnover and rate acceleration is not to cast doubt about future viability of firm or industry but rather to trigger the type of self- analysis which will result in con-tinued dedication (or rededica-tion) to the needs of our customers, which if met translate into profita-ble growth. ¥', / M Their supply, your demand In Dallas they are saying that the future of the mowing/maintenance industry is bright, even to the point of predicting that one day a handful of companies will link up to supply the better part of the nation's demand. While this is an optimistic prediction on the part of these businessmen, it can not be too wide of the mark. In fact, the same might be said of the nation's chemical lawn care businesses, already bur-geoning and linking-up from coast to coast. At the same time, many businessmen have said that their industry suppliers and manufac-turers are supplying their needs only in conjunction with other already established markets. In the case of mowing/maintenance it's the consumer market; on the chemical side it's the agricultural market. The industry therefore suffers from lack of direct research and de- velopment on the part of the manufacturers, reaping r&d benefits only if it happens to enhance their already established target mar-kets. As one maintenance businessman suggested, the problem is not necessarily the exclusive burden of the manufacturers, but is shared by those who place the demand Š you, the businessmen. With the proper media support by trade associations, newspapers, and your own vigorous effort to inform the manufacturers of the potential of your industry, the battle can be won. Both sides of the lawn care industry should do their best to let their suppliers know their needs, both in terms of direct improvement of hardware and in terms of parts availability. The technical representatives of the leading man-ufacturers are on hand at all the trade shows. They know how fast the industry is growing, how shrewd your predictions are. But they must know exactly what the demands are before company policy on research and development changes. It's in their interests as well as the industry itself. The lawn care market will take care of itself as far as market recognition goes, but it's up to you to direct the challenge to those who supply your needs. '(Le&aUk, CLASSIFIED RATES: 50* per word (minimum charge, $20). Bold face words or words in all capital letters charged at 75* per word. Boxed or display ads charged at $50 per column inch (one inch minimum). Agency commissions will be given only when camera-ready art is provided by agency. For ads using blind box number, add $5 to total cost of ad. Send ad copy with payment to Dawn Anderson, LAWN CARE INDUSTRY, 1 East First Street, Duluth, MN 55802. BOX NUMBER REPLIES: Mail box number replies to: LAWN CARE INDUSTRY, Classified Ad De-partment, 120 W. 2nd St., Duluth, MN 55802. Please include box number in address. FOR SALE Used Spray TrucksŠChevy, 750-gallon tanks. Automatic hose reels, mechanical agitation. Call Ron Wilson, 513-845-0517. 2/82 LAWN Š TREE Š SHRUB NUTRIENTS. Now you can get superior LAWN FOOD in bulk Š as little as 300 gallons Š at substantial savings. Delivered within 250 miles of Long Island, NY. Also 55-gallon drums. Delivery to other areas easily arranged. Root food for trees and shrubs in 5-gallon pails shipped continental U.S. Highest quality long-lasting; low, low chlorides. Not using liquids? Phone or write for the reasons why the largest operations do. Bulk tanks available, sale or lease. For quick orderingŠGREEN PRO COOPERATIVE SERVICES, 380 S. Franklin Street, Hempstead, NY 11550(516)538-6444. 2/82 1981 Used Spray Units For Sale Š 1250 gallon tanks. John Bean F.M.C. 20-20 pumps. Steel beds. 16 HP Kohler engine. Ford F600's. Call 502-241-7341. TF For Sale Š Irrigation Equipment 1977 VP-12 Ditchwitch vibratory plow, 1976 Wacer Dirt Tamper, pipe fittings and various other pipe tools and supplies. Montgomery Ward Hydroseeding & Lawn Care, P.O. Box 9695, Kansas City, MO 64134 816-765-2577 TF LAWN SPRAY UNITS Ł Low Cost Ł Dependable Ł Versatile Ł Proven Standard units include: Com-partmentized tanks, sparge agita-tion, low profile, PTO pump, 400 ft. of l/z" hose, sight gauges. Call us collect: 217-832-9031. CARSO, INC. "The Spray People" Camargo, Illinois 61919 Hydro-Seeder (Finn)Š900 gallon mounted on 1974 Ford. Both in excellent condition. Priced to sell fast. Call 216-481-5000. 2/82 For Sale Š Used spray trucks. 21979 GMC 6,000 in good condition, PTO operated hypro centrifugal pumps up to 170 PSI, 16 ft. wood beds with 4 ft. reinforced sides (will carry dry & liquid). One with 1,200 gallon steel tank and 2 manual hose reels. One with 500 and 300 gallon plastic tanks and 1 manual hose reel. Your choice, $9,750 each. Questions, call 219-769-8313. TF For Sale Š Established lawn maintenance busi-ness located in the wealthy community of Princeton, Illinois. Excellent equipment and 15 years of satisfied customers. Many opportunities for expan-sion. 2,250 sq. ft. of building space available to rent. All utilities included. $200 a month. Asking price $25,000 to $30,000. Call 815-875-8231. 2/82 MAKE BIG MONEY Š PLANT BIG TREES Š New and used tree transplanting equipment. Call or write for list. Financing available. Turf & Tree Supplies, Inc., P.O. Box 291, Rockton, Illinois 61072, Phone: 815 624-7578. 9/82 CRABGRASS PREVENTER + FERTILIZER de-livered for under $1.00/1000 sq. ft? . . . YES! . 34-0-10 + Benefin; also ask about 19-6-8 + Benefin and our full line. You want to make money Š we want to help! Spring Valley Turf Products (414) 677-2273. Ask for Bill! 2/82 Used Spray Units for Sale 1,250-gallon stainless steel tanks, Mechanical agitation. FMC 20 gallon/minute pump. Hanney electric reel. Ford F600 and Chevy C60's Š 76 s, 77s, 78 s and 79 s. Call 502-241-7341. TF WANTED TO BUY Wanted: Used Stainless Steel Combines, that aerates, rolls, sprays liquid, and used tractors and trailers, as formerly used by Lawn-A-Mat dealers. Write: Conestoga Golf & Country Club, Conestogo, Ontario. NOB 1NO or call 1-(519)-664-2234. 4/82 Established 20 year old company wishes to expand its lawn care business in Florida and the Southeast. Terms may be arranged to suit the seller. All replies confidential. Contact Ron Collins, R. W. Collins, Inc., P.O. Box 2477, Satellite Beach, FL. 3/82 MISCELLANEOUS KELWAY® SOIL ACIDITY TESTER, used by PROFESSIONALS nationwide. Direct reading, lightweight, portable, fully serviceable, no power source, Model HB-2 reads moisture too. Available through distributors. For brochure contact Kel Instruments Co., Inc., Dept. T, P.O. Box 1869, Clifton, N.J. 07015, 201 -471 -3954. TF BUSINESS OPPORTUNITY INTERESTED in expanding into SHRUB & TREE CARE (insects disease control and feeding)? Attend our unique four-day ACADEMY March 10-13,1982. Prepares you Š just as if you bought into a franchiseŠto take advantage of big profits waiting for you. Tuition includes EVERYTHING YOU NEED to get started, including advertising, promotional pieces, specialized forms and, of course, BASIC KNOWLEDGE from several teachers with specialized experience you'll find invaluable. Call GREEN PRO COOPERATIVE SERVICES (516) 483-0100 or write to 380 S. Franklin Street, Hempstead, NY 11550. Remember, on-the-job tuition is the most expensive kind. Get it for a very small fee before you get on the job. We've already paid for the mistakes. 2/82 "GARDEN TIPS" Š Prepare now to increase next year's profits. "Garden Tips" the monthly customer newsletter, with your company name/phone. Pro-ven response . . . cements customer relations, gets them to spend more, opens new doors expertly in new expansion areas. Low cost, effective profit building. Call today (516) 483-0100. We'll send complete information. Or write Green Pro Coopera-tive Services, 380 S. Franklin Street, Hempstead, NY 11550. 2/62 GREEN PRO EXECUTIVE NEWSLETTER Š the Only Newsletter for the Lawn Care-Shrub/Tree Care businessman. Full of ideas, timely information, model letters, promotional pieces to bring in more sales, tips to save you money + make you money. Call Rich Hawkes (516) 483-0100. Or write: Green Pro Cooperative Services, 380 S. Franklin Street, Hempstead, NY 11550 2/82 LIQUIDATING, MUST SELL OR LEASE (8) 1976-81 Lawn Spray Trucks, 750 gal. to 1500 gal., (3) 8000 gal. steel storage tanks. Electric pump & meter for fertilizer fill system, 300 gal. bean sprayer. Call for complete list & prices. 216-357-8400. 4/82 HELP WANTED LAWN CARE SPECIAUST Š Applicator needed for rapidly expanding commercial lawn care com-pany. We are one of the most reputable companies in the Washington DC metropolitan area. Experi-ence in turf management preferred, but not a must. Excellent advancement opportunities with a com-petitive salary and full benefits. Write LCI Box 64 2/82 ESTIMATOR/SALES Š Opportunity for an en-thusiastic individual with an innovative growing landscape contractor. Experience and/or degree is necessary. Responsibilities involve estimating commercial insulation, sight analysis, advertising and purchasing. Excellent benefits. Natural Land-scape Contractors, Inc., P.O. Box 4434, Silver Spring, MD 20904. (301) 384-7766. 2/82 EXCELLENT OPPORTUNITY for degreed turf-grass agronomist. Major lawn care company seeks aggressive individual to handle regional respon-sibilities. Communication skills extremely important. Will consider recent graduate. Send resume and salary history to LCI Box 63 2/82 AREA MANAGER Š Landscape contracting firm emphasizing commercial ground care and high quality performance seeks highly qualified applicant with strong managerial experience and horticulture knowledge. Successful applicant will assume re-sponsibilities and make his own decisions. Must be willing to work long hours for high rewards. Natural Landscape Contractors, Inc., P.O. Box 4434, Silver Spring, MD 20904 2/82 PROJECT MANAGER Š Landscape contracting firm emphasizing commercial ground care seeks high qualified applicant who can motivate a crew. Managerial and horticultural experience required. "Willing to work long hours for high rewards in a growth oriented company. Natural Landscape Contractors, Inc., P.O. Box 4434, Silver Spring, MD 20904. 2/82 DEALER/REPRESENTATIVES NEEDED for Specialized Lawn-Shrub-Tree Care Products, Equipment, and Marketing and Educational Pro-grams. Write: Green Pro Cooperative Services, 380 S. Franklin Street, Hempstead, NY 11550, Attn. R. Riley or Call (516) 538-6444. 2/82 Expanding eastern Pennsylvania landscape/tree care company, is looking for good sales people. Groundfloor opportunity for a take-charge person. Income opportunities unlimited for the right people. Rusk Landscaping, Ltd. P.O. Box 91, Levittown, PA 19059. 2/82 Nationally know lawn care firm, needs branch manager to supervise in the servicing of over 1800 accounts. We need a take-charge person capable of overseeing our entire operation. Unlimited opportunities for the right person. Supervisory experience is necessary. Knowledge of the lawn business is not a requirement. Send resume and salary requirements to Lawns Š P.O. Box 198, Morrisville, PA 19067. 2/82 Join a growing, 31/z million dollar pest control & lawn care company. We need Branch Managers and Manager trainees to staff our new locations in Florida and the Southeast. Send resume in confi-dence to Ron Collins, R. W. Collins, Inc., P.O. Box 2477, Satellite Beach, Fla. 32937. 3/82 ADVERTISERS Reader Inquiry No. Page No. Adelphi 23 101 Andersons (Regional) 28 102 Agro-Chem 26 103 Broyhill Co 32 104 Ciba-Geigy 13 105 Diamond Shamrock 25 106 Dow Chemical U.S.A 2-3 107 Eclipse 29 108 Elanco Products Co 33 134 Grass Roots 30 135 Grass Roots 30 136 Grass Roots 30 137 Grass Roots 30 109 Green Thumb 26 110 Hawkeye Chemical Co 34 111 Hypro 32 112 Imler Industries 26 113 Improved Lawn Equipment 31 114 Jacklin Seed Co 10 115 Jacklin Seed Co 24 116 L & M Lawncare 7 117 Lakeshore Equipment 22 118 Lebanon Chemical Corp 37 119 Mallinckrodt 39 120 Master Manufacturing 31 121 Monsanto Co 8-9 122 Northrup King Co 12 123 Prentiss Drug & Chemical Co 7 124 Professional Turf Specialties 27 125 Rain Bird Sales Inc 27 126 Ransomes Inc 17 127 Rhone Poulenc Chemical 20-21 128 Rockland Chemical Co 31 129 Ryan Equipment 11 130 Stauffer Chemical 14-15 131 Tuco Agri Chemicals 40 132 Tuflex Manufacturing Co 26 133 Turf Seed Inc 16 NEW PRODUCTS 180 Edger slices quick and neat 25 181 Outfront rotary rider 25 182 Stanley tool offers their latest catalog 25 183 Diesel equipped Ground-master 72 25 184 Rotary pop-up for wide turf coverage 25-26 185 Weed killer keeps out vegetation 26 186 It's time to organize 26 187 Trans-Tree is a total tree system 26 This index is furnished for the reader s convenience However, the publisher can not guarantee its accuracy due to circumstances beyond our control. Here are broad-spectrum weed and fungus controls... DUOSAN They've been keeping 40-acre golf courses green and healthy for many years. They're available to do the same for your customers' lawns. Each is an easy-to-apply, compatible spray providing extremely broad control... with a proven effectiveness that will keep call-backs and complaints minimal. Contact us for more details. TALK TO THE GREEN GROUP MALLINCKRODT INC. ST. LOUIS JERSEY CITY Ł LOS ANGELES Circle No. 119 on Reader Inquiry Card DUOSANR double-action fungicide. A wettable powder, broad-spectrum, systemic-contact turf fungicide for control of most major spring and summer diseases. Synergistic action provides higher level of control than use of components separately. PRE-SAN pre-emergent for grassy weeds. Liquid herbicide for pre-emergence control of crabgrass, goosegrass, poa annua, and many other grassy weeds. Long residual control with up to four months protection. Safe for annual use. Also available in granular form. TREX-SAN 3-way kill of broadleaf weeds Liquid herbicide kills virtually all broadleaf weeds including troublesome chickweed, knotweed, sheep sorrel, spurge and clover. Economical, synergistic formulation of 2,4-D, MCPP and Dicamba. Concentrated formula saves storage space. PROHOC Kills GRUBS AND SURFACE FEEDERS FAST! There's no need to wait over a month for a grub control to work. Economical Proxol 80SP insecticide readily penetrates thatch to work fast for an effective broad spectrum kill, including grubs and surface feeding sod webworms,armyworms,and cutworms. You apply Proxol with the liquid applica-tion equipment you already have. So there's no need to haul spreaders and bulky pack-ages on your rig, put up with package break-age and waste, or carry them in inventory. Proxol's convenient 2-and 5-lb. packages make measurement easy. Eliminates waste. You can even mix Proxol with other non-alkaline chemicals. And you can rest easy with Proxol. Custom-er's children and pets are not exposed to \ C^'i H ,/-a granular residue left on the turf. Proxol is easy on the environment, too. No unpleasant odor to offend customers. No long-term re-sidual buildup in the soil. Proxol kills grubs and surface feeders. Fast! Over 150 U.S. distributors and 8 regional TUCO Distribution Centers assure convenient product availability. These same sources al-so have Acti-dione; a TUCO broad spectrum fungicide, long used by golf course super-intendents, to stop turf disease problems be-fore they start. For more information, call toll-free: Outside Michigan-800-253-8600 Inside Michigan (collect)-616-385-6613 Division of The Upjohn Company Kalamazoo, Michigan 49001