PLCAA stops referring LCOs to insurance agency BY JAMES E. GUYETTE Managing Editor SPECIAL REPORT The Professional Lawn Care Association of America has stopped referring LCOs to a Florida-based insurance 
agency because of some 
questions about its insur-
ance policies. PLCAA had been direct-ing LCOs to Orlando-based Wilson, Wheeler and Schmidt for liability insur-ance. PLCAA initially re-ferred the agency because it offers a policy that includes pollution coverage. Most insurance com-panies stopped providing LCOs pollution coverage in 1986. Pollution coverage is 
required of LCOs in 27 states, though some states have waived that provision due to lack of availability. PLCAA stopped refer-ring the agency after learn-
ing that one carrier it was writing policies for, Stone Mountain Insurance Co. of 
Marietta, Ga., was ordered to liquidate. Some LCOs had a diffi-cult time getting answers about their policies after they were notified of the 
order, says Doug Moody, PLCAA's assistant execu-tive director. PLCAA also thinks the agency needs to provide more information about the carriers it has found to re-place Stone Mountain, says Moody. At least two of the three are based offshore, and therefore not regulated 
by American insurance laws. A spokesperson for the Florida Department of In-
surance reports that the two offshore companies, Oxford Indemnity and American Lloyds, are not li-censed by the state and therefore not allowed to do WWN ORE INDUSTRY Serving commercial mowing and chemical lawn care professionals VOLUME 13 NUMBER 5 ANJUSÜÜ PUBLICATION MAY 1989 Drought didn't clip mowing boom NATIONAL REPORTŠDrought condi-tions caused a lot of complaints, but 1988 
will be remembered with smiles by the 85 mowing/management contractors named to LAWN CARE INDUSTRY'S third annual MILLION DOLLAR MOWERS Million Dollar Mower's List. The number of companies named to the list grew 36 percentage points over last year. Most companies had about 20 percent revenue growth over 1987. Drought conditions created fi-nancial hardship for many mow-ing/management companies in 1988. Those that mowed on a con-tract basis, however, benefitted. Explains Sam Russo of Bay-ville, N.J., property managers were not inclined to change contracts that they signed in the spring. And the slower growth made lawns 
easier and quicker to cut. Companies that billed on a per-cut basis made out well if they were able to find other services to pro-
vide. Tony Torma, co-owner of Indi-anapolis, Ind.-based Mainscape, Inc., says property managers were willing to spend their lawn mainte-See LIST Page 9 TODAY'S TURF LESCO's Bruce Augustin describes a comprehensive 
approach to year-long weed 4 n 
management. I D CLASSIFIED See what's for sale, employment opportunities. 29 ChemLawn rebounding, 1988 Ecolab report says BY ELLIOT MARAS Editor SPECIAL REPORT 
ChemLawn Services Corp. posted a strong second half fol-lowing a disappointing first half in 1988, according to the 1988 annual report of its par-ent company, Ecolab, Inc. The report shows Chem-NE Ł 191 Ł ME cul ************* 3-1)1 GIT A88 157 00486132 10 93 PETE CQOKINGHAM LIdRARY W-121 _ _ US GA TURFGRASS INFO FILE 3DG MICHIGAN STATE UNIV /oooy EAST LANSING HI 48824-1C48 Lawn's operating income for 1988 was $13.9 million on net sales of $374.6 million, com-pared to a pro forma 1987 fig-ure of $2.2 million on sales of 
$359.9 million. The pro forma figure as-sumes Ecolab owned Chem-Lawn for all of 1987. The reported 1987 operating in-come was $67.6 million on sales of $297.7 million, but this does not include the tradi-
tionally difficult first quarter, 
when Ecolab did not own ChemLawn. The $13.9 million does not fare well against Ecolab's ini-tial projection of $30 million. See REPORT Page 11 Soil test-in battling BY JAMES E. GUYETTE Managing Editor Proper soil nutrition can be a big boost for plants 
that are struggling to survive drought conditions, 
and soil testing can help en-sure that clients' properties 
are at the necessary levels. It also can come in handy for tending lawns that were damaged during last year's drought. A simple lack of water was not the only prob-lem. "A lot of them suffered be-cause of the poor soil substruc-
ture underneath," says Michael L. Agnew, Ph.D., ex-tension turfgrass specialist at Iowa State University. A plant that gets the right amount of nutrients can better withstand drought stress. "The best prevention would be to have your soil test levels at the optimum limit," key tool drought says Richard Christ, an agron-omist at A&L Laboratories, Inc. in Memphis, Tenn. "In a drought situation your roots are not going to be able to get at the nutrients, so See TEST Page 22 Nader attacks lawn care LATE NEWSŠRalph Nader's consumer lobby has issued a report calling for a ban on some lawn care chemicals, claiming they are suspected human carcinogens. The 24-page report, Keep off the grass: A review of the health effects of pesticides 
most commonly used by the lawn care industry, was sent See NADER Page 11 LATE NEWS Venture firm buys into Barefoot WORTHINGTON, OhioŠA Chicago-based private investment firm, Golder, Thoma & Cressey, has acquired majority interest in Barefoot Grass Lawn Service, Inc. Golder, Thoma & Cressey manages $400 million and has invested in 60 companies in what it calls "fragmented service industries." William V. Galstris, Jr., an associate with the investment group, says Barefoot has all the 
capital it needs to grow internally, through 
acquisitions, and through franchise sales. Investment amount was not disclosed. Pat Norton, president of Barefoot, described the transaction as a leveraged management buyout. Owners besides the investment firm now include Norton, W. Page Mays and John Dunham. The company was previously owned by six individuals, including Mays, Norton, Dunham and See VENTURE Page 19 Now! Affordable post-emergent control of Crabgrass & Nutsedge plus the broadleaves you get with Trimec 1 # W HERBICIDE Thousands of your fellow turf-management pros tested Trimec® Plus Herbicide last year. Read how you can profit from their experiences with this new herbicide that is labeled for Kentucky bluegrass and Bermudagrass: "Sometimes things are so obvious that they take you by surprise." No, that's not Yogi Berra double talk ... It's the essence of what so many of our turf friends 
said when they sampled Trimec Plus last year. Listen to Sandy Queen, Certified Superintendent of Golf for the city of Overland Park, Kan-sas. "The minute I read the Trimec Plus label, I said to myself, Hey, this will work! I just know it will!" It was in August of 1988 when Sandy saw the Trimec Plus label 
and the first thought that came to his mind was to test it against a $250.00-a-gallon post-emerge he Everett Mealman President PBI/Gordon Corporation had already purchased to use on the goosegrass of 
a newly seeded driving-
range tee at the Overland Park Golf Course. "You remember the weather last year," said Sandy, "so you won't be surprised to learn that, even though a pre-emergent had been used, the tee was loaded with goosegrass and crabgrass. We sprayed half of it with the super 
expensive exotic and the other half 
with Trimec Plus, which I believe 
costs $27 a gallon and, based on the rates we used, cut our cost per acre in half. "The super expensive exotic only New free-flowing formulation: Active ingredients are in a stable, uniform suspension that is as easy to work with as any other Trimec Complex. got the young goosegrass. It did 
virtually nothing on the mature plants. But that one application of Trimec Plus virtually cleaned out all the grassy weeds as well as a good deal of yellow nutsedge that was 
also immune to the more costly treatment." We'll tell you what Sandy Queen saw on the Trimec Plus label that made him so sure it was a winner, 
but first, here are a few more com-
ments from your peers. Works with no burning or discoloration Russell Kestler, who owns Rus-Below is a polaroid showing the goosegrass control of brand A, vs. Trimec Plus. At left in photo is August Leitzen, Superintendent of Overland Park Golf Course, with Sandy Queen, Certified Superintendent of Golf for the city of Overland Park, Kansas. TRIMEC PLUS lï sfc - :\/M 1) Tom Tomlinson, left, of Lawn Doctor in Trumbull, West Redding, Connecticut with two of his drivers, Gary Schwarz (center) and Matt Werthmann. Tomlinson reports excellent results with Trimec Plus on yellow nutsedge. 2) Russell Kestler, of Russell's Landscaping, Malverne, N.Y. Kestler used Trimec Plus to control crabgrass in 85° temperature with very good results and no burning or discoloration. sell's Landscaping of Malverne, New York out on Long Island, said, "We used Trimec Plus last season on approximately 140,000 sq. ft. of residential turf that was loaded with crabgrass. We got excellent results 
with just one application Š and there was no discoloration or burn-ing of the turf, even in August." Tom Tomlinson of Lawn Doctor in West Redding, Connecticut used it 
on over 40 lawns last year to clean 
out yellow nutsedge and crabgrass. 
"The results were excellent," said Tomlinson. "Trimec Plus totally cleaned up an unusually heavy infestation of nutsedge and crab-grass in spite of erratic and difficult 
weather conditions, and in most instances only one treatment was 
needed. "And guess what," continued Tomlinson. "Trimec Plus also cleaned up our clover problems." After listening to Tomlinson, we almost think we should have named 
our new herbicide Trimec Plus-Plus-Plus: nutsedge plus crab-grass, plus broadleaves, plus economy. Why Trimec Plus is so efficient Now, back to what Sandy saw on the Trimec Plus label that got his enthusiasm up Š it was MSMA as an ingredient in a new Trimec Com-plex. As a Certified Superintendent of Golf, Queen is quite naturally a dyed-in-the-wool user of Trimec and, of course, he has had exten-
sive experience with MSMA. He knows that MSMA is surely one of the most effective herbicides for use on grassy weeds and sedges, but that it has a major flaw. To get enough of it into a grassy weed to kill it requires repeated applications, or so much of a wetting-and-penetrating agent that burning and discoloration will occur. And he also knows that Trimec has a unique eutectic characteristic that gives it unparalleled penetrat-ing power. A new Trimec Complex So, when MSMA is locked into a Complex with Trimec Š which is precisely what Trimec Plus is Š you have a superior system for deliver-
ing the MSMA to grassy weeds such as crabgrass, dallisgrass, barnyardgrass and nutsedge Š 
and, of course, the delivery system 
itself, Trimec, is the undisputed number one post-emergent broad-
leaf herbicide for ornamental turf in all the world! Trimec plus MSMA. But, wait! Remember that word, Complex. pbi/Gondon coRponation -, - .*i. ^HlHk- J« Mt-ATw Jh m Ii ŁBKHBH rWsjl Controls Spurge IK «v 1 Ł^^ŁIf3!« W .mi -r^^MM F; Trimec Plus is not a tank mix of Trimec and MSMA. Trimec Plus is a specially compounded amine com-plex of 2,4-D, MCPP, Banvel® and MSMA ... in a stable, uniform suspension that is as easy to work 
with as any other Trimec Complex. You'd have to buy at least two or three other herbicides to do all of the things that Trimec Plus, alone, 
will do Š control crabgrass; control 
yellow nutsedge; control the widest spectrum of broadleaves. Sprayer offer: For details on how you can receive a $100-value 
SP-1 Back-Pack Sprayer for only $35 when you buy Trimec Plus, call 
our Sales Service Department. Toll-free 1-800-821-7925. In Missouri, 1-800-892-7281. 1217 WEST 12th STREET P.O. BOX 4090 KANSAS CITY MISSOURI 64101 Circle No. 122 on Reader Inquiry Card Trimec« is a registered trademark ol PBI/Gordon Corporation Banvel« is a registered trademark ol Sandoz. £ 1989. PBI/Gordon Corporation HERBICIDE 725-489 MEMOS Terminology can make a difference in the impressions you make when discussing pesticides with the media. Barry Troutman, education director for the Professional Lawn Care Association of America, says the terms "controlling agent," "weed 
control" and "pest control" are less intimidating than "pesticide." Biological control agents do cost more than standard fertilizer products, but turfgrass managers also must consider the 
fungicide costs involved. Joe Vargas, professor of plant pathology at Michigan State University, notes that tests show biological agents prevent some turf diseases. He spoke at the Reinders Turf Conference in Waukesha, Wis. A green industry coalition consisting of landscape architects, sod producers, landscapers, arborists, LCOs and 
others is in the making. 
Executives of nine associations 
recently met in Chicago and tentatively agreed on forming a coalition to represent the 
industries on political issues. Task forces were established to determine a name and an 
organizational framework. A September meeting is planned in Washington, D.C. Another regional lawn care association is off and running: The Colorado Association of Landscape Professionals. Close to 100 attended the first conference and trade show in March, held in Denver. LBSCO topped $100 million in sales in 1988, according to the company's annual report. Earnings were $2.7 million compared to $2.1 million in 1987. The report notes that the results were particularly impressive in light of the summer drought. LCI TURCAM®'s advanced ' carbamate chemistry goes to work fastŠand offers effectiveness that lastsŠagainst white grubs as well as mole crickets, chinch bugs, sod webworms and other destructive pests. This hard-working insecticide is 
odorless.. .cost-effective.. .easy to apply. What's more, TURCAM won't tie up in thatch or damage turf and ornamentals. tNOR-AM NOR-AM CHEMICAL COMPANY Now available in two convenient formsŠTURCAM WP a wettable powder and TURCAM 2V2G granularŠthis versatile insecticide can take care of your toughest pest control problems. For more information on TURCAM, contact the NOR-AM Communications Department 3509 Silverside Road. P O Box 7495. Wilmington. DE 19803 or your local distributor. CAUTION: TURCAM® is a restricted use pesticide. Copyright © 1988 NOR-AM Chemical Company. All rights reserved. IMPORTANT: Please remember always to read and follow carefully all label directions when applying any chemical. WWN OIRE INDUSnW ELLIOT MARAS Editor JAMES E. GUYETTE Managing Editor ROBERT EARLEY Group Vice President KIM SESSER Production Manager CAROL LANDSTROM Production Supervisor BRYAN VOLLMAN Graphic Design JOAN SCHUMACHER Circulation Supervisor GAIL PARENTEAU Reader Service Manager THEODORE C. MATHEWS Promotion Director JOHN PRESSELLO Graphics Manager MARKETING/SALES Midwest Office: JON MIDUCKI (216) 243-8100 ext 422 FAX (216) 826-2832 National Sales Manager 7500 Old Oak Blvd. Cleveland. OH 44130 MARSHA DOVER GLORIA COSBY (216) 243-8100 FAX (216) 826-2832 Regional Sales Managers 7500 Old Oak Blvd. Cleveland. OH 44130 Southern Office: DICK QORE (404) 233-1817 FAX (404) 261-7022 3475 Lenox Road. N.E., Suite 665 Atlanta. GA 30326 Western Office: BOB MIEROW (206) 783-0549 FAX (206) 784-5545 1515 N.W. 51 Street Seattle. WA 98107 Classified DAWN NILSEN (218)723-9349 1 E. First St.. Duluth. MN 55802 Please send advertising materials to: LAWN CARE INDUSTRY 120 W. Second St. Duluth. MN 55802 218-723-9192 EDGELL COMMUNICATIONS INC PUBLICATIONS ROBERT L. EDGELL, Chairman RICHARD MOELLER, President LARS FLADMARK, Executive V Pres ARLAND HIRMAN, Vice Pres./Treasurer 
THOMAS GRENEY, Senior V Pres. EZRA PINCUS, Senior Vice President JOE BILDERBACH, Vice President JAMES GHERNA, Vice President GEORGE GLENN, Vice President HARRY RAMALEY, Vice President LCI ADVISORY BOARD MARTY ERBAUGH RON KUJAWA Erbaugh Corp. KEI Enterprises Peninsula. OH Cudahy. Wl A. J. POWELL JACK ROBERTSON U. of Kentucky Robertson Lawn Care Lexington. KY Springfield. IL LAWN CARE INDUSTRY (ISSN 0160-6042) is published monthly by Edgell Communica-tions. Inc. Corporate and Editorial offices: 7500 Old Oak Boulevard. Cleveland. Ohio 
44130. Advertising Offices: 7500 Old Oak Boulevard. Cleveland. Ohio 44130.111 East Wacker Drive. Chicago, Illinois 60601 and 3091 Maple Drive. Atlanta, Georgia 30305. 
Accounting. Advertising Production and Cir-
culation offices: 1 East First Street, Duluth. Minnesota 55802. Subscription rates: $25 
per year in the United States: $50 per year in Canada. All other countries: $100 per year. Single copies (pre-paid only): $2.50 in the U.S.; $5.00 in Canada: elsewhere $10.00; add 
$3.00 for shipping and handling per order. Office of publication: Edgell Communica-tions. Inc.. 1 East First Street. Duluth. Min-nesota 55802. Second class postage paid at Duluth. Minnesota 55806. Copyright © 1989 by Edgell Communications. Inc. All rights re-served. No part of this publication may be reproduced or transmitted in any form or by 
any means, electronic or mechanical includ-ing photocopy, recording, or any information storage and retrieval system, without per-
mission in writing from the publisher. POSTMASTER: Send address changes to LAWN CARE INDUSTRY. P.O. Box 6200. 
Duluth, Minnesota 55806 .w VBPA For rapid response, use the peel-off label from the front cover 101 116 131 146 161 176 191 206 221 236 251 266 281 296 311 326 341 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 342 103 118 133 148 163 178 193 208 223 238 253 268 283 298 313 328 343 104 119 134 149 164 179 194 209 224 239 254 269 284 299 314 329 344 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 345 106 121 136 151 166 181 1% 211 226 241 256 271 286 301 316 331 346 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 347 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 348 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 349 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 350 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 351 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 352 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 353 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 354 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 355 L4WN GflRE INDUSTRY MAY 1989 This card void after Jul. 15,1989 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 20 Ł Mowing/management lawn care company and/or landscape contractor 30 Ł Both chemical lawn care company and mowing/management lawn care company and/or landscape contractor B. SUPPLIER 50 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: Date [ BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN OIRE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 lililiilililiililliiiilliililiiliiilliililliiiiilill NO POSTAGE NECESSARY IF MAILED IN THE I UNITED STATES! UPFRONT Be alert: food scare could be contagious In the past year, the Profes-sional Lawn Care Association of America set up a national network of local media relations contacts to monitor coverage of the in-dustry. It was a wise move. The industry needs people at the local level to keep abreast of the manner in 
which newspapers, radio sta-
tions and TV stations are dealing with the food scare 
caused by Alar-treated apples and cyanide-tainted grapes. Local news directors who follow the examples of CBS' "60 Minutes" and Newsweek in covering the food scare are apt to paint the lawn care industry in an unfair light at 
some time in the future. LCOs will have to make special efforts to educate these news organizations about lawn care. Media that have tried to critically examine the food scare, like the Chicago Tri-bune, can be counted on for 
fairness. Media bosses vie for rights to attention-getting stories, and objectivity is sometimes 
the casualty of their battles. The food scare is a case in point. The National Resources Defense Council, an anti-pesticide group, positioned it-self for maximum exposure by promising "60 Minutes" first right to its controversial 
report on pesticide residues 
in food. The resulting hysteria has been so great that food chains are trying to convince customers that they're switching to more "organic" produce. If the pressure con-tinues, food prices will surely jump, with no benefit to the consumer. The alarmists behind the food scare hold the convic-tion that synthetically-produced products are partic-ularly prone to harm human health. Their cause is ide-ological, not scientific. The allegations aired on "60 Minutes" lacked scien-tific backup. Reporter Ed Bradley introduced the seg-
ment, saying: "The most potent cancer-causing agent in our food supply is a sub-
stance sprayed on apples to keep them on the trees longer and make them look better." Members of the American Society of Toxicology who watched the show were shocked, according to the Chicago Tribune. Arthur Craigmill, the soci-ety's communications chairman and an environ-mental toxicologist at the University of California, got a copy of the NRDC report 
and found its methodology faulty. He noted that the 
report relied on tests done in the 1970s that were tagged as scientifically dubious by an independent advisory board created by Congress. Newsweek was not to be outdone in its March 27 cover story, "How Safe is Your Food?" The story itself is actually well-balanced, but the head-line blares, in huge, black letters: "Warning! Your food, 
nutritious and delicious, may be hazardous to your health." Possibilities of risks are raised throughout the story, but none are documented by scientific studies. Every cause 
for concern is followed by a ELLIOT MARAS EDITOR qualifying statement which leads one to wonder why the concern is raised in the first place. The article points out that health officials are much more worried about natural toxins like salmonella and aflatoxin, a fungus that has ruined much of last year's corn crop, than pesticides. It also points out that the Food and Drug Administra-tion examines all food 
products in their final form, and has always found food to be very safe. Nevertheless, the article is followed by "A Guide to the 
Grocery," a grocery shopping 
guide for reducing health risks. The Chicago Tribune does not require any reading be-tween the lines. A front page story on March 26, "Did me-
dia peel away facts in apple scare?" gives a balanced, his-torical overview to the 
concern about apples. An editorial in that same issue points out that the Na-tional Academy of Sciences says the risks posed by pesticide residues are "greatly outweighed by the benefits" 
of eating more fruits and vegetables to prevent cancer. Some sensationalist re-porting is a fact of business life today. Ongoing monitor-ing is necessary. Above and beyond tough. Jacobsen wasn t satisfied with a tougher mower, so we also made it more productive. Whether your fleet includes one mid-size rotary or one hundred, it takes more than a tough machine to cut it as an income producer. The Jacobsen Crew King is tough, but it doesn't stop there. The simple yet reliable, heavy-duty drive system maximizes productivity. A rugged transmission with five forward speeds precisely matches power to application, for efficient high-production mowing. A reverse gear makes maneu-vering easier in tight spots. The Crew King also climbs curbs easily, because large drive wheels and top-mounted transmission provide excellent ground clearance. Double-width, double-A drive belts improve traction and reduce slippage, even in the wettest conditions, for a smooth dependable cut. Plus, the brake drums and drive pulleys can 
be replaced individually, for more convenient, cost-effective mainte-nance than welded units. Jacobsen Division of Textron Inc. Circle No. 113 on Reader Inquiry Card TEXTRON Or, choose the variable speed, live-axle drive Jacobsen Crew Chief. Both units incorporate operator presence 
controls for safe, efficient mowing. And individual drive 
wheel brakes allow 0" turningŠa must for quick, precise 
trimming. Select 36" or 48" cutting widths, complete with heavy-duty decks, large casters, easy top-access grease fittings on 
the spindles, front bumpers, large elevated fuel tanks, easy 
cutting-height adjustments and clean trimming sides with a diagonal-corner design that snugs up against trees, walls or other obstacles. A choice of proven commercial engines 
and options like riding sulkies and grass catchers let you match the machine to the job. And they're all backed by Jacobsen, the leader in turf maintenance equipment. To see one in action, contact your Jacobsen Com-mercial Products dealer, today. Attractive lease and finance plans available. Jacobsen Division of Textron Inc., Racine, Wl 53403. C Jacobsen Division of Textron Ine 1989 J-3-9 i mmk iiié&ii ŁïMmmm:, ATL MILLION DOLLAR MOWERS Mowing/management revenue in millions * - designates new to Million Dollar List Rank Firm 1988 Revenue 1987 Revenue %
 Growth Rank Firm 1988 Revenue 1987 Revenue % Growth i Environmental Care, Inc. Calabasas, CA 36 30 20 36 Evergreen Services Corp. Bellevue, WA 1.786 1.22 46 2 The Brickman Group, Ltd. Langhorne, PA 16.6 15.4 8 37 Lawn Ranger, Inc. Zionsville, IN 1.7 2 
-15 3 Lancaster Landscapes, Inc. Arlington, VA 12 11 9 37a Alfred L. Simpson & Co., Inc. Atlanta, GA 1.7 1 70 4 Northwest Landscape Industries, Inc. Tigard, OR 5.6 5 11 37b Pennink-Arrimour Bryn Anthyn, PA 1.7 1.2 42 5 Oyler Bros., Inc. Orlando, FL 5 4.7 6 40 'BGT Landscape Co., Inc. Mundelein, IL 1.6 NA Š 6 Cagwin & Dorward Novato, CA 4.71 4.2 12 41 The Ground Crew, Inc. Arlington, TX 1.5 1.85 19 7 Maintain, Inc. Dallas, TX 4.55 4.2 8 41a Carol King Landscape Maintenance, Inc. Orlando, FL 1.5 1.26 24 8 Las Colinas Landscape Services, Inc. Dallas, TX 4.5 3.9 15 43 The Spencer Co. Houston, TX 1.475 1.8 -18 9 Shearon Environmental Design Plymouth Meeting, PA 4.1 3 37 43a Ground Control Landscape Co. Orlando, FL 1.475 1.5 -2 10 Heyser Landscaping Norristown, PA 3.6 2.5 44 45 'Rand Landscape Dallas, TX 1.4 NA Š 11 AAA Lawn Industries, Inc. Tucker, GA 3.3 3.5 -6 45a R.B. Stout, Inc. Akron, OH 1.4 1.2 17 12 'Sam S. Russo Landscaping Co. Bayville, NJ 3 NA Š 45b Oak Brook Maintenance 
Oak Brook, IL 1.4 1.4 0 13 'Environmental Landscape Services Memphis, TN 2.8 NA Š 45c Green Leaf Landscape Management, Inc. Cupertino, CA 1.4 1.5 -7 14 'William Vandergeest Landscape Care Santa Ana, CA 2.6 NA Š 45d 'Peterman & Assoc., Inc. Grand Prairie, TX 1.4 0.37 278 15 Pampered Lawns, Inc. Houston, TX 2.562 3 -15 50 Earthtone Development Houston, TX 1.3 1.2 8 16 'Carlaccio Industries Fullerton, CA 2.5 NA Š 50a Contra Costa Landscaping, Inc. Martinez, CA 1.3 1.2 8 16a California Landscape Maintenance, Inc. Canoga Park, CA 2.5 2.2 14 50b 'Rood Landscaping Co. Jupiter, FL 1.3 NA Š 16b Clark-Morrell, Inc. Lithonia, GA 2.5 2 25 50c David J. Frank Landscape Contractors, Inc. Germantown, Wl 1.3 1.2 8 19 Clarence Davids & Sons, Inc. Blue Island, IL 2.425 2 21 50d 'Green Grass, Inc. San Antonio, TX 1.3 0.94 38 20 Ruppert Landscape Co., Inc. Ashton, MD 2.4 2.2 9 55 'Green Carpet Lawn & Landscape Co. Worcester, MA 1.289 0.75 72 21 Moore Landscapes, Inc. Glenview, IL 2.31 1.4 65 56 'Big Pine Farm Marietta, GA 1.276 NA Š 22 Chapel Valley Landscape Co. 
Woodbine, MD 2.3 1.5 53 57 Allen Keesen Landscape, Inc. Denver, CO 1.25 1.2 25 23 Landcare Industries, Inc. Tampa, FL 2.22 1.8 23 58 North Haven Gardens Dallas, TX 1.2 1.1 9 
24 Lied's, Inc. Sussex, Wl 2.2 1.8 22 58a 'Ron Yerardi Co., Inc. Waltham, MA 1.2 0.5 140 24a Plant Control Corp. Irvine, CA 2.2 2.2 0 58b 'Sea Island Properties St. Simons Island, GA 1.2 NA Š 26 Gibb's Landscape Co. Smyrna, GA 2.17 1.9 14 61 SKB Lawn Industries Clarkston, GA 1.1 1 10 27 Proscape Maintenance, Inc. Dallas, TX 2.1 1.9 11 61a 'Stiles Corp. Ft. Lauderdale, FL 1.1 0.85 29 27a Greenleaves Chamblee, GA 2.1 1.7 24 61b The Bruce Co. Racine, Wl 1.1 1.2 -8 29 American Landscape, Inc. Canoga Park, CA 2 2 0 61c Crystal Springs Landscape Corp. San Jose, CA 1.1 1 10 29a Mission Landscape Services, Inc. Costa Mesa, CA 2 1.3 54 61d Colorado Landscape Enterprises Arvada, CO 1.1 1 10 31 Minor's Lawn Care Ft. Worth, TX 1.98 1.7 16 61e 'Mariani Landscape Lake Forest, IL 1.1 NA Š 31a 'Mainscape, Inc. 
Fishers, IN 1.98 1.4 41 67 'Tecza Bros., Inc. Elgin, IL 1.03 0.98 5 31b Nanak's Landscaping of Orlando Altamonte Springs, FL 1.8 1.2 50 68 B.L. Cohen Landscape, Inc. San Jose, CA 1 1 0 34 L&L Landscape Services, Inc. Santa Clara, CA 1.91 2 -5 68a 'Vidosh Bros. Sterling Heights, Ml 1 0.475 111 35 Green Thumb Enterprises, Inc. Fairfax, VA 1.8 2 -10 68b 68c 'White Oak Landscaping Co., Inc. Marietta, GA 'Davis Landscape Maintenance, Inc. Harrisburg, PA 1 1 0.8 NA 25 OVER $1 MILLION, FIGURES NOT RELEASED: Keesen Enterprises Englewood, CO 'Patrisi Landscaping, Inc. Hartford, CT Moon Landscaping Yardley, PA 'Lambert Landscaping Dallas, TX 'Industrial Landscape Services San Jose, CA 'Grounds Management & Landscaping, Inc. Mitchellville, MD Doerler Landscapes Lawrenceville, NJ Davey Tree Expert Co. Kent, OH Environmental Landscape Services, Inc. Houston, TX KEI Enterprises, Inc. Cudahy, Wl KT Enterprises Alexandria, VA Reinhold Landscape Flat Rock, Ml Hydro West Agoura, CA Buckeye Landscape Services, Inc. Worthington, OH LIST from Page 1 nance funds on ornamental and bed work when the grass wasn't in need of cutting. Companies whose clients had good irrigation systems also fared well. Pete Scholz, landscape maintenance manager for Sterling Heights, Mich.-based Vidosh Brothers, notes that his company caters to clients that have sophisticated irriga-tion systems. Maintenance revenue jumped 111 percent in 1988. Most companies attribute their growth to the strong de-mand created by the heavy building activity in the last several years. And the recent slowdown in building construction isn't ex-pected to dampen mainte-nance needs as much as 
installation needs, notes Dave 
Amorose, vice president of 
Worthington, Ohio-based 
Buckeye Landscape Services Inc. Once a lawn is installed, it 
needs to be maintained. Contractors that have es-tablished good reputations have found the growth easy. "You grow with your client," notes Amorose. "Mainte-nance sells itself." Scholz of Vidosh Brothers notes that the public sector's trend toward contracting out landscape work holds promise 
for the industry. Schools and cities facing high labor and in-surance costs are starting to eliminate their in-house staffs. Twenty-four firms joined the list this year, as indicated by asteriks on the list. This marks significant growth over 
last year, when 14 firms joined. Four companies fell off the list: Earth Enterprises, 
Auburn, Wash.; Hillenmyer Nurseries, Lexington, Ky.; 
Milford Landscaping & Main-tenance, Milford, Conn.; and 
Torre & Bruglio Landscape Contractors, Inc., Mt. Clem-ens, Mich. In addition, a fifth firm, Livingstone, N.J.-based 
Dubrow's Nurseries, did not wish to participate this year. Mowing/management rev-enue is that which is billed for mowing, trimming and cleanup services. Billings spe-
cifically for chemical applica-tions, installation, design and tree/shrub care are not in-
cluded. The top five companies held their respective positions from last year: 1) Environ-mental Care, Inc.; 2) The 
Brickman Group, Ltd.; 3) Lancaster Landscapes, Inc.; 4) 
Northwest Landscape Indus-tries, Inc.; 5) Oyler Brothers, Inc. Oyler Brothers will fall off next year since it has been pur-chased by Environmental Care. Twenty-two percent of the companies subcontracted a portion of their chemical work, the largest firms subbing the least. LCI Shearon coasts with property mgmt. firm PLYMOUTH MEETING, PA.ŠNetworkingŠthe buzz-word of the career-concious 
yuppies of the eightiesŠ works wonders. Just ask the folks at Shearon Environmental De-sign. They experienced a 37 percent jump in mowing/man-agement revenue in 1988, largely on the long-established relationships with property 
management professionals. Shearon services 5- to 50-acre multi-family and indus-
trial properties. Ed Shearon, secretary/ treasurer, says property man-agement firms that manage multi-family buildings and in-dustrial parks are a great re-source for competent land-
scape firms. The managers re-member who the good contractors are when they take on a new property. "You gain entries by doing well in a given environment," Shearon says. "It just grows geometrically." Much of the firm's growth, he says, reflects the growth of property man-agement firms he started 
working with several years ago. Don't pass up a chance to network with property mana-gers, Shearon says. Often-
times, a service professional 
will be asked to give a talk be-fore a local property manage-
ment association. Shearon's contacts with property managers took the company to Princeton, N.J. last year, where they opened up a third branch. The com-pany now services properties in Pennsylvania, New Jersey and Delaware. Shearon says crews should not have to travel more than 
25 miles to a jobsite in an ur-ban area. Otherwise, the travel time becomes too cumber-some. When networking with property managers, be advised that their primary goals are optimum occupancy and min-imum turnover of tenants. Shearon says a property man-ager will pay more if the ser-
vice provider can accomplish these goals. One of the company's greatest successes was when a building's occupancy rose from 80 percent to 100 percent after his company took over 
the outdoor maintenance. "Try to sell the owner on The Leading Force In Controlled Release Nitrogen CoRoN 28-0-0, slow release clear liquid fertilizer is your leading source of nitrogen for all your 
lawn and turf feeding needs. CoRoN is a concentrated clear liquid controlled release nitrogen fertilizer that promotes even turf growth over an extended period with a very low potential for burn. CoRoN liquid fertilizer's compatibility with turf protection products, its long term storage stability, and flexible mixing capacity makes CoRoN the leading Controlled Release Nitrogen for all your growing needs. Thi The Leading Force In Controlled Release Nitrogen For: Lawn Care Ł Trees & Shrubs Ł Commercial & Industrial Complexes yf Golf Courses Ł Sports And Recreational Facilities Ł Nurseries CöRöN Circle No. 107 on Reader Inquiry Card c 1988 CoRoN Corporation CONTROLLED RELEASE NITROGEN P.O. Box 198 Ł Souderton, PA 18964 Ł Phone: (800) 338-0836 Ł (215) 723-5099 Ł FAX (215) 721-2800 CoRoN is a registered Trademark of the CoRoN Corporation. the philosophy that aesthetics are very important," Shearon says. Landscape costs are a small part of any property manager's budget, he says, but the returns are among the 
best. If the property manager turns a deaf ear, Shearon is not 
afraid to go to the building's 
owner. "If it's obviously in need of something and we 
have the capacity to service them, we'll do whatever it takes to reach the right peo-ple," he says. In the future, Shearon sees a lot of potential servicing schools and universities. He says many are finding it more economical to contract land-scape services than hiring an in-house crew. LCI MOWERS Russo finds fortune in residential BY ELLIOT MARAS Editor BAYVILLE, N.J. No ONE would believe a mowing/man-agement firm could rake in big profits in the single-family residential market. And Sam Russo, who does just that, admits it would be pretty tough if he had to bill each of his 11,000-plus home-
owners individually. Instead, Russo signs up 500 lawns at a time. He contracts with retirement communi-tiesŠsingle-family develop-ments for retired people. Trustees in each community decide who will do the land-scape work for all the proper-ties. Russo's firm ranked 12th on the 1989 Million Dollar Mower's List with $3 million. 
He says his company's growth directly reflects that of retire-ment communities in New Jersey: Developments were first built 20 years ago and really picked up in the last 
four. "What it created was not enough landscapers for the area," Russo says. He estimates there are 36 retirement communities in Ocean and Monmouth count-
ies, where he works. Retire-
ment communities are also common in the Carolinas, Georgia and Florida. Because the 4,000- to 5,000-square-foot lawns have no fences or retaining walls, Russo's five-man crews can cut at least 10 lawns in a row. His crews average 250 to 300 lawns per day; 2,000 per day for the company. The production is made possible by the 42-inch deck riding mower from Walker Manufacturing Co., Russo says. The mower's low profile 
design enables his crews to mow all but the most minute 
spots, which they then attend to with 21-inch deck walk-be-hinds from Snapper Power Equipment. When Russo signed up his first retirement communities, the contracts stipulated no riding mowers. The trustees felt the riders dug up the turf and didn't get all the small spots. When he showed them his papers saying a 42-inch, Walker mower would be used, 
they signed, thinking a Walker 
was a walk-behind. "The first day I showed up on the job, they were some-
what disturbed," Russo muses. He told the trustees 
he'd use a walk-behind if they didn't like the results. But 
they did. Now, many of the contracts in the area read: "Walker 
lawnmower or equivalent." Russo also owns a power equipment dealership, selling Walker and other lines. LCI Videos show operating safety SACRAMENTO, CALIF.ŠThe California Landscape Con-tractors Association recently released a series of safety 
training videos for workers who operate power equipment. The four VHS volumes are: Power Hand Tools, Riding Mowers, Push Mowers, and Bobcat and Backhoe Safety. Each demonstrates how to start and safely operate the most widely-used equipment, including weed eaters, blow-ers, riding mowers, push mowers, edgers, chainsaws, bob-
cats, and backhoes. Special segments also cover proper clothing for each job, how to avoid the most frequent accidents, refueling safety, 
maintenance guidelines, and how to safety-check equip-ment before using it. Each video comes with illustrated guides and group train-ing materials. Cost is $89 per video or $295 for the complete set. For information, contact CLCA at 2226 K Street, Sac-ramento, CA 95816. Phone: 916-448-2522. LCI Triumph gets rid of the toughe Constant callbacks and retreatments can drive even the best lawn care business right into the ground. But you can reduce your callbacks Šand increase your profitsŠ simplyby re-
placing whatever insecti-cide you've been using with Triumph! Because no other insecti-cide is proven more effective at controlling problem turf pests, including white grubs and mole crickets. For example,in lOyears of university testing,Triumph has been shown to deliver © 1989 CIBA-GEIGY Corporation Jurf and Ornamental Products, Box 18300, Greensboro, NC 27419. Always read and follow label directions. For retail Russo: Filling a need. REPORT from Page 1 But that projection was modi-fied during the year due to the drought and expenses incur-red from the reorganization. The 1987 annual report says ChemLawn's $2.2 million was down from $11 million for a pro forma 1986 due to $9 mil-lion in unusual expense items incurred in 1987 prior to the 
acquisition. The pro forma op-
erating income reflects an an-nual amortization cost of $12 million. Pro forma amounts are based on historical results and do not take into account the 
cost reductions and other changes implemented after the acquisition. The business mix was pretty much the same for both 1988 and 1987. With 1988 fig-ures first: lawn careŠ76 per-cent (79 percent); tree/shrub 
careŠ15 percent (14 percent); 
commercialŠ8 percent (6 per-cent); pest controlŠ1 percent (1 percent). "It was a good year" for ChemLawn, says Bruce Bentcover, Ecolab's vice pres-
ident/treasurer. "We're en-
couraged by progress made in the second half." The 1988 report says sec-ond-half revenues increased 
by 10 percent over 1987 levels; 7 percent in the third quarter and 15 percent in the fourth. In retrospect, Bentcover says Ecolab officials tried to 
implement changes too quickly. The changes, how-
ever, will enhance long-term 
profitability. "Given what our expecta-tions were at the beginning of 
the year, there were some dis-appointments," he says. The most significant change was the reorganization 
of job responsibilities at the 
branch level. Service specialists had pre-viously been responsible for selecting their own routes, fill-ing and washing the trucks, 
servicing accounts, and some of the sales. Ecolab set up sup-port structures for truck main-tenance and routing to let specialists focus on customer 
service. "There was so much change that we tried to implement in a short period of time that there was some upheaval in the 
branch structure," he says. Analysts agree there was improvement in the second 
half. Most feel it is too early to judge the success of the changes Ecolab has made. "They realized the one crit-ical element to their strategy is to maintain a high quality of service," says Dave Snyder, an analyst with Salomon Bros., Inc. of New York City. He thinks significant improve-Managomcnt Series' t st turf pests, including these. 90 percent control of white for a full 8-10 weeks. So one your clients, grubs within just 2-3 days late summer or early fall Just that of application. application is all you need they'll more And, unlike other insecti- for effective turf protection, often be the cides,Triumph consistendy Which doesn't mean you green, nego-provides lasting control won't still collect notes from tiable variety, m sale to and use only by certified applicators or persons under their direct supervision, and only for those uses covered by the applicator certification. ment will be evident in 1989 or 1990. Snyder says Ecolab has shown that it is structuring ChemLawn for long-term in-
stead of short-term pro-fitability. "I think it's going to work for them," he says. "I 
think it's going to be a lot bet-ter than a lot of people think." Ed Rolfes, an analyst with Dain Bosworth, Inc. of Min-
neapolis, Minn., says the 
fourth quarter was "extremely 
strong." "If they are able to continue the way the fourth 
quarter was, they'll have a very strong year this year," he says. One analyst who wished to remain unnamed says analysts should not judge ChemLawn's 
earnings potential by its cus-
tomer count, which has suf-fered a two-year slide. He points out that ChemLawn's revenue per customer is up. Taking issue with that is Ed Wandtke, a lawn care industry consultant and a former cor-porate finance manager for ChemLawn. Wandtke says revenue per customer is up because of the 
unusual amount of renovation 
work that occurred in the fourth quarter which will not be repeated. Wantke also thinks the company experienced a signif-icant customer drop in 1988. When reminded that some customer loss can be attri-
buted to significant price in-
creases in 1988, Wandtke responds that there have been 
more price increases this year. The 6 to 8 percent 1989 in-creases (Wandtke's figures) 
will continue to drive custom-
ers away following 15 to 25 per-
cent increases last year, he says. Wandtke also questions the value of the "menu" of lawn care programs being offeredŠ 
customers are given a choice of 
three programs. "Customers 
only want two options," Wandtke says. LCI NADIR from Page 1 to national media in mid-Ap-ril. "You can expect a strong response from us," says Barry Troutman, education director for the Professional Lawn Care Association of America. Troutman says PLCAA re-ceived an inquiry for an inter-view from USA Today on the Nader group's report. The report by Public Cit-izen claims that of the 40 pesticides used in lawn care, only one has been fully tested and reviewed by the Environ-mental Protection Agency. The report claims the EPA has failed to assess lawn care pesticide health risks and that companies mislead consumers about risks. Troutman says the report implies that all 40 of the pesticides are regularly used by LCOs when most firms only 
use four or five. LCI 'We will not recommend anybody to them until we get this straightened out.'ŠDoug Moody AGENCY from Page 1 business in any state. Wilson, Wheeler and Schmidt officials did not re-spond to requests by LAWN CARE INDUSTRY for com-ment. Wilson, Wheeler and Schmidt has been seeking business from LCOs through magazine advertisements and booths at 
the PLCAA national conven-tions in San Antonio and New Orleans. In early March of last year, PLCAA sent its members a letter and brochure announc-ing the agency's entry into the 
lawn care insurance business. The firm had previously sold insurance to structural pest control operators. The letter states: "The As-sociation has learned of an in-surance company that is currently writing liability in-surance for pest control and lawn care firmsŠincluding pollution coverage." On June 14, 1988, state au-thorites ordered Stone Moun-tain to "cease and desist writing any and all lines of in-surance business, new and re-
newal, in the State of 
Georgia." Florida followed suit on July 15, issuing a notice that said the company's lack of 
available resources "has cre-
ated an immediate serious 
danger to the health, safety and welfare of the public and policyholders, subscribers, claimants and creditors de-pendent on Stone Mountain." According to an Atlanta Journal-Constitution story by Reporter Peter Mantius, a Stone Mountain official main-tains that its brokers were no-
tified in writing of the June 14 Georgia order. However, on July 27, an agent of Wilson, Wheeler and Schmidt wrote a Stone Moun-tain certificate of insurance, signed by Michael H. Schmidt, to ACRO Pest Con-trol, Inc. in Boca Raton, Fla. Tracking the firm's busi-
ness techniques in-volves tracing a complex paper trail that includes dif-ferent company names and disconnected phone numbers. Wilson, Wheeler and Schmidt has done business under names that include American Group Marketing, Inc. (a PLCAA member); American Pest Control Pur-chasing Group, Inc.; Ag-gressive Insurance; and National Insurance Consul-tants, Inc. LCOs who contacted PLCAA with concerns about obtaining the hard-to-get pol-lution coverage were referred to American Pest Control, American Group Marketing and National Insurance Con-sultants. "There are enough ques-tions there to not recommend 
anybody to them," says Moody. "We will not recom-mend anybody to them until we get this straightened out." Moody says PLCAA needs assurance that LCOs are being given all the information they need to make a proper pur-chase decision. "I think it's 
time for National Insurance Consultants to provide some 
further information on how they operate." One LCO who purchased a Stone Mountain general lia-bility policyŠwhich included 
pollution coverageŠthrough American Group Marketing is James Connelly, president of Evergreen Lawn in Belmont, Mass. He has sought, so far with-out success, the return of a $1,762 deposit. "It's too bad PLCAA got themselves involved with 
something like this," he says. "I'm sure PLCAA had good 
intentions. "That sucker just went down the tubes," rendering 
the policy useless, says Con-nelly. The policy was issued on May 2, 1988Šabout a month before Stone Mountain got the "cease and desist" orders. In February of this year, a Georgia judge ordered Stone Mountain to be liquidated. On March 3, Connelly re-ceived a letter from the Georgia insurance commis-sioner attached to one from American Group Marketing, both telling him of Stone Mountain's demise. The com-missioner's letter was dated Feb. 3, 1989, while the agency's was dated Feb. 22, 1989. As a result, Connelly had just a few days to secure an-other carrier for pollution 
coverageŠwhich is required in Massachusetts. Connelly was originally at-tracted by the bargain rates of-fered by American Group 
Marketing. They were four times lower than what he's currently pay-ingŠmore than $6,000 an-
nually for $1 million worth of coverage. He secured his new policy through a local agent. PLCCA's Moody says LCOs anxious to meet state 
requirements might have pur-chased policies without first Give grubs an inch and they'll take a whole yard. Grubs feed at many levels in a yard, but it's at 1" to IVi" below the surface where they do their real damage. And because grubs are constantly moving from one level in the soil to the next, a single treatment of most insecticides will only get the ones closest to the surface. Oftanol is a Reg. TM of Bayer AG, Germany. ©1989 Mobay Corpi 62901 But with OFTANOL® insecticide, you have the strength to knock out those grubs closest to the surface now, and the staying power to deal with grubs, rising up from 
the depths, in the future. So take away that inch. And keep the whole yard. Mobay Corporation A Bayer USA INC COMPANY Oftanol. Bayer Specially Products Group Box 4913, Kansas City, MO 64120 checking out the firms that were involved. "It's been such a scramble for members (to get coverage) that I don't think they've taken the time to completely investigate the company," he says. In regard to Wilson, Wheeler and Schmidt and its related operations, "There really wasn't anything out of the ordinary until this Stone Mountain thing," Moody recalls. "Then again, we're not very astute when it comes to insurance." For four years prior to its demise, Stone Mountain had an NA-3, "insufficient experi-ence," rating in the Best's Key 
Rating Guidey the standard in-
dustry rating source. The head of American Group Marketing and Na-tional Insurance Consultants is a John B. Wilson, Jr., ac-cording to employees of the 
agency. A John Wilson, Sr. is them (the two carriers)," she says. Millers National, head-quartered in Chicago, 111., is li-
censed to do business in Florida. It was, however, re-cently bought by a company 
called Forum Insurance, 
which appears to be an off-shore firm. Betty Masters, a spokesperson for the Forum Insurance Co. in Schaumburg, 111., says her company has no involvement with Millers Na-tional. She adds that there is a 
company in Bermuda that also 
calls itself Forum. Daniels of the Florida in-surance department says there is no offshore Forum Insur-ance licensed by her depart-ment. Millers, prior to being pur-chased by Forum, did not rate 
well in the Best's Key Rating Guide. For three years Millers was rated NA-7, or "below minimum standards," until 1988, when it was rated NA-5, 
"significant change." Documents show that Wilson, Wheeler and Schmidt has been sell-ing LCOs insurance through a Risk Purchasing Group, which is where a group insur-ance program is prepared-many times by an agentŠand coverage is bought through an insurance carrier. Bob Norris, assistant chief examiner for the Florida De-partment of Insurance, says LCOs should be careful when considering Risk Purchasing Groups that are headquar-tered in Florida. "They're not 
an authorized insurer or rein-surer in Florida." He says some companies maintain they are permitted to do business there on the grounds that federal laws ap-proving such arrangements override state regulations. Florida is disputing that in a federal suit. Enforcement ef-forts are currently on hold, 
says Norris. "It's kind of up in the air until this court thing is settled." LCI Dow, Elanco will merge INDIANAPOLIS, IND. Eli Lilly and Co. and The Dow Chemical Co. have agreed to merge their plant science operations under the name of Dow Elanco, Inc., forming the largest re-search-based agricultural chemical company in North America. Dow will have the major-ity position, according to a 
release from Elanco. Chief executive officer will be John L. Hagaman, presi-dent of Dow Agricultural Products. LCI 'It9s been such a scramble for members that I don't think they've taken the time to completely investigate the company.' reportedly in charge of 
Wilson, Wheeler and Schmidt. Moody says the discon-nected phone number for American Group Marketing had two or three PLCAA 
members "going bonkers" as they sought to discuss Stone Mountain with the agency. Meanwhile, National In-surance Consultants contin-ues to sell policies. "We have received assurances from Stan (Stan Shaw, an agent at the agency) that the insurance 
they are (currently) writing is viable," Moody reports. But PLCAA wants to know how claims will be handled by the new carriers that are based 
offshore, Moody says. Agent Shaw tells LAWN CARE INDUSTRY that policies 
for LCOs are provided by three companies: Oxford In-demnity, Millers National In-surance Co. and American Lloyds. Oxford Indemnity and American Lloyds are based 
offshore. Carolyn Daniels, acting ad-ministrator for the Florida Department of Insurance's surplus line section, says nei-ther Oxford Indemnity nor American Lloyds are licensed to do business in Florida. This means these companies' pol-icies should not be sold any-where in the United States, Daniels says. "They (Wilson, Wheeler and Schmidt) should not be saying they are representing Personal service. Consistently high product quality. Technical innovation. Proven performance. All backed by a genuine integrity that is all too uncommon in today's business world. That's The Andersons. ©1988 The Andersons Federal EPA registration pending. Tee Time'" and TurFacf" are trademarks of The Andersons. Team® is a trademark of Elanco Products. Dursban* is a trademark of Dow Chemical Co. the professional's partner The^EEE» Andersons 1-800-225-ANDY fessali vŠŠ< Associale Member Tee Time Fertilizer 25-3-8 jr> ,,f with Team and Oursba The Andersons inboduces Tee Time with Team and Dursban. the professionals partner ^ |The,©SS?l Ł Anderson* r New Tee Time with Team and Dursban controls weeds, kills pests and fertilizes in one easy application. It can help you provide more effective, more efficient service. Because it lets you cut down on service calls, without cutting down on service. This great labor saver is available in many analyses. It's also available in a half rate of Team and a full rate of Dursban. But this 3-in-l product is only 
available from The Andersons. So to find out more about new Tee Time with Team and Dursban, just call 1-800-225-ANDY, or contact your local Tee Time distributor. And get the latest TurFact from your partner. LCOs told to check ratings when buying insurance BE WARY OF THE GOOD DEAL, ' EXPERT CAUTIONS BY JAMES E. GUYETTE Managing Editor When pondering the purchase of insur-ance coverage, "Be-ware of the 'good deal,'" cautions Tim Buresh, mana-ger of the Kramer Insurance Agency in Bismark, N.D. "First, you want to check the financial status of the 
company," says Buresh. The insurance industry standard is Best's Key Rating 
Guide, published by the A.M. 
Best Co., Oldwick, N.J. "It will be in any library." The information contained in the Best book will help de-termine if the company is a stable operation, he reports. One aspect to check is whether the operation is for-
eign-based. "Offshore" insur-ance firms often take on the names of established Ameri-can insurance carriers. "Find out whether or not 'You're better off paying a little more with the admitted carrier.9ŠBuresh the company is licensed in the state that you are in," Buresh advises. "If it's licensed in your state most states have a state guaranty fund." Under this fund, the state insurance commissioner will cover claims up to a certain amount of money should the insurance company go out of business. You may also be able to recover premiums paid. However, the guaranty fund could hold restrictions. A 
state may say, for example, 
that an insured company with 
assets of more than $3 million is not eligible to receive any 
money. Find out what the rules are in your state. The insurance industry uses the word "admitted" to describe a company that's 
properly licensed in a state. "If you have an alternative between an admitted carrier and a non-admitted carrier, you're better off paying a little more with the admitted car-
rier," Buresh says. "If the company is not ad-mitted, you're on your own" if the insurer goes under, Buresh explains. "The insured has no coverage (as of) that day, and they don't get their premium back." A non-admitted insurance company can also be called a "surplus lines" firm. A surplus lines firm usually sells insur-anceŠsuch as pollution 
coverageŠthat other com-
panies are reluctant to under-
write. "Pollution is one of the few areas where there's a problem getting commercial coverage," 
says Harvey Seymour, 
spokesman for the New York-
based Insurance Information Institute. A surplus lines insurance company generally is subject 
to less state regulation than an admitted company. Buresh says if circum-stances demand that you go with a surplus lines company, make sure you do it through a 
local agent, or one you can trust. Agents have a network of insurance companies that of-fer obscure or high-risk pol-icies. "I can sell rain insurance to a concert," Buresh says as he cites an example. He acknowledges, though, that obtaining pollution coverage may require extra re-search to find an adequateŠor 
affordableŠcarrier. "There's coverage avail-able, but for your small mom 
and pop operations in small 
towns, it's just not feasible," he notes, referring to pre-miums of about $10,000. "There's no use being in busi-
ness if you have to pay pre-miums like that." Unless it's required, it might not be necessary to re-tain pollution coverage. "Try 
to think back to when anyone in your (lawn care) business 
got called on the carpet for a pollution accident." In states where you abso-lutely, positively have to get pollution coverage, extreme caution should be used when selecting a carrier. Avoid the johnny-come-lately insurance agent, Buresh warns. "These companies are a dime a dozen. One starts up every day and the state shuts 
one down every day." Buresh describes what can happen: "I can offer you a policy for, say, $1,000, and someone can come rolling through town and say, 'I can give it to you for 
$900.' "Then you say, 'Oh, that sounds good, I'll go with that.' 
Then you find out that the 
company went bankrupt, or that the agent owned the com-These we waste. Introducing CHIPCOK SEVINK brand SLcarbaryl insecticide, the only grub control material available to professional lawn care operators that is effective, economical, and environment-ally sound. CHIPCO* SEVIN* brand SL provides consistent and effective grub control. At a cost no greater -and usu-ally less- than anything else on the market. Plus you get the peace of mind that comes with knowing CHIPCO k SEVIN* brand SLis al-so widely used for the control of mites, ticks, and fleas on poultry, pets, and game birds. So it's ideal for use on lawns, parks, golf courses, or any ©1988 Rhone-Boulenc Ag Company. 2 T.W. Alexander Drive. Research Triangle Park, NC 27709. CHIPCO*. SEVIN * and RONSTAR * are registered trademarks of Rhone-Dxilenc. As with any crop protection chemical, always read and follow instructions on the label. Frith: Select an "A" firm. pany and it's just a shell. "Then you can't find the agent any more Š he's left townŠand you are stuck." Bill Gunter, former insur-ance commissioner for Flor-ida, advises buyers to never pay in cash. "To protect your-self, always pay your insurance premiums by check or money order made out to the com-pany, not the agent or agency." Be aware of a process called "twisting," says Gunter. "In-surance agents usually receive their largest commissions for 
the first year a policy is in ef-fect, with lower commissions in subsequent years. Because of this, some agents may urge 
you to change policies or com-
panies, claiming the new pol-icy has better coverage or is less expensive." Ask for the street address of any insurance agent or com-
panyŠand look at the rating, urges Russell J. Frith, presi-
dent of Lawn Doctor, Inc. and a past president of the Profes-
sional Lawn Care Association 
of America. "You're entitled to know," Frith points out, comparing it to checking out a used car. "What kind of tires does the car have?" Buying insurance can be confusing because the mar-ketplace can be unstable, he 
says. "The insurance industry is in such a dither, it changes every week." Frith likes to deal with well established insurance com-
panies, and he checks the Best 
book. "We do not get involved with any company that is not rated 'A.'" He does not like spreading the insurance around among 
different carriers. "We try to get our coverage pretty much with one carrier. It makes you a more valuable customer." When you are a larger buyer "you're going to be treated 
more importantly," Frith ob-
serves. "There is a degree of cred-ibility that arises out of the size of the business," Frith says. LCI These we dorit. area frequently used by people and animals. And with CHIPCO11SEVIN11 brand SL, you not only get ef-fective control of the white grub 
complex,but 27other turf pests, 
as well. Including tough ones like chinch bugs, billbugs, army-
worms, and sod web worms. Ask your chemicals supplier for CHIPCO Ł SEVIN" brand SL 
carbaryl insecticide. CHIPCO"SEVIN* brand SL is a product of the CHIPCO" line that includes CHIPCO "brand 26019 fungicide and CHIPCO RONSTAR" brand 2Gpre-emergent 
herbicide. tf RHONE-POULENC AC COMPANY ChemLawn will test bacterial insecticide COLUMBUSŠChemLawn Services Corp. will field test strains of Bacillus thuringien-sis, a bacterial insecticide known as BT, under a cooper-ative agreement with Lan-ghorne, Pa.-based Ecogen, Inc. Ecogen, an agricultural bio-technology firm specializing in 
biological pest control, will identify and produce BT 
strains which ChemLawn will test in the field. Products that test well will be formulated and marketed 
by ChemLawn. "We are impressed with Ecogen's development of bio-
logical insecticides for agri-cultural applications," says Robert W. Miller, Ph.D., vice president of support services at ChemLawn. "Their work 
dovetails with our continuing search for effective, natural pest controls." "The potential market for biopesticides to control turf 
and ornamental plant insect pests is substantial," says 
John E. Davies, chairman of Ecogen. Ecogen markets Dagger G cotton biofungicide and Col-lego rice bioherbicide. LCI Ever-Green founder leaves industry DENVERŠDick Miller, foun-der of Ever-Green Lawns Corp. and Professional Tree & Turf Equipment of Golden, Colo., has left the lawn care industry after 15 years. He was Southwest regional manager for Tru Green Corp., which purchased Ever-Green and Professional Tree & Turf 
at the end of last year. Miller 
started Golden-based Ever-Green in 1975, when he broke with the St. Louis, Mo.-based Ever-Green. Miller says the decision to leave was entirely his. He has 
no plans at present, but hopes to get involved with another service business. "I got my job done. It's time to move on and do something else," he says. "I just need to look at my options right now." Ever-Green had about $12 million in yearly revenue when Tru Green purchased it last 
year. Tru Green had not named a replacement for Miller as of this writing. Professional Tree & Turf, which manufactures turf equipment, will continue 
to be managed by Bob Smith. "I liked Dick and he had a real wealth of knowledge," says John Slocum, Tru Green president. "It's a real loss to us." LCI TODAY'S TURF Customer must help LCO for ongoing weed control BY BRUCE J. AUGUSTIN The basic service of weed control presents many challenges to lawn care companies because of the 
year-to-year variation in the weather and in growing condi-
tions in lawns. Also, the ap-proach to weed control 
continues to change due to 
economic and regulatory pres-sures. In today's marketplace, routine and blanket herbicide applications in rounds two through four are becoming rarer. More directed applica-tions are being made in both timing and weed species. Companies are striving to provide customers with weed-free lawns while minimizing the inputs necessary to achieve this goal. The most important factor in achieving good weed control 
in turf remains proper agron-omic practices. A thick, vigorous lawn will be weed-free. The challenge for lawn care companies is to integrate their services with the homeowner's efforts. Communication and fol-low-through with the custom-ers is the key. Customer responsibilities Although the customers may know what they want from watching golf matches on television and reading promo-
tional brochures that promise a sward of lush green turf, usu-
ally they do not possess the agronomic knowledge to 
achieve this. General lawn care instruc-tions and a list of the home-owner responsibilities given at the beginning of the service are a good method to ensure adequate agronomic care is 
given to the lawn. Door-hangers or bill stuffers can serve as follow-up reminders. Sometimes instructions will have to be given face-to-face during a service call. The No. 1 homeowner re-sponsibility is proper mowing. It is essential for a good qual-ity, weed-free lawn. The overall turf health, vigor and density relate to 
proper cutting height and fre-quency. ACCLAIM. Because your turf isahmays on display. The optimum cutting height is determined by the turfgrass growth habit and leaf 
width. Grasses that spread horizontally can usually be 
mowed shorter than an up-right-growing bunch grass. A properly mowed lawn will create a dense turf that keeps out weeds through competi-tion for sunlight and nutri-ents. A lawn mowed too short will drastically reduce turf density and open up the lawn to weed invasion. A side benefit of proper mowing height is a good root system. The higher the top-growth, the deeper and more 
vigorous the root system will 
be. The growth rate of a lawn determines the mowing fre-
quency. The growth rate is in-fluenced by weather condi-tions, level of management and grass species. The mowing frequency should be deter-mined by the growth of the grass. Mow often enough so that no more than one-third of the blade height is removed per mowing. Infrequent mowing can reduce grass vigor and al-low weed invasion. Monitor moisture Adequate soil moisture for turfgrass growth is another factor in helping minimize weed problems. Weeds can germinate and grow if turf 
competition is reduced from 
turf wilting due to the lack of 
soil moisture. This can occur either dur-ing periodic rainfalls or at the end of a drought where the 
weeds can establish them-selves quicker than the turf 
can recover. Irrigation appears to be an easy answer to soil moisture problems. In-ground systems or hoses and sprinklers cer-
tainly can get the job done. However, if last year's drought is a continuing situa-tion, it is doubtful how prac-tical irrigation will be in areas in the country with water shortages. In lawns where irrigation is practiced, customer recogni-tion of proper irrigation is also 
essential. Irrigation amounts and fre-quencies are more difficult for About the Author Bruce J. Augustin, Ph.D., is director of technical services for LESCO, Inc. in Rocky River, Ohio. is early, beginning within 2 weeks of July 4th,-but Acclaim controls emerged crabgrass up to 5 tillers anytime. So you should plan ahead by putting Acclaim on your trucks. That way you can take care of little crabgrass problems along borders and sidewalks before your s customers even see them. And you'll keep them happy without complaints or costly callbacks. Read and Wk»w label directions carefully Horrh^t S^ Acclaim is a registered trademark (iH^hstCeJaneseCon-r, IIWCWIOIKJ n^. _ _ 1 The name and la*. I HOUSS6L Safe, effective crabgrass control* Here is what lawn care professionals need for controlling crabgrass. Here is Acclaim® lECHerbicide-a rescue treatment that is truly effective, yet easy on turf. Ł Unlike the old arsenates, Acclaim is effective with just one treatment. Acclaim won't harm turf, and it can even be applied to new or reseeded turf. Be ready for rescues anytime* The best time to be ready for rescue treatments the homeowner to understand than the other basic cultural practices. Oftentimes, over-irrigation is more of a problem than un-der-irrigation. In Florida, where most turf is irrigated, sedges and dollar-weed are sure signs of over wa-tering. By reducing irrigation to an as-needed basis, these 
weed problems can be elimi-nated through a cultural prac-tice rather than a herbicide treatment. Irrigation practices will vary depending on the soil type and turfgrass species. Generally, the turf should be irrigated when it just begins 
to show signs of moisture stress (wilt) and sufficient 
water should be applied to 
bring the root zone up to field 
capacity. Again, simple instructions from the lawn care company to the homeowner can provide 
proper directions for irriga-
tion. Weeds also appear through-out the year by "magic," or so it seems. On an otherwise -dense, healthy lawn, this usu-
ally means there was some sort 
of mechanical disruption of 
the soil to expose weed seeds for germination. In most of these cases the lawn care company unfairly gets the blame. People take 
divots, repair gas mains, edge 
driveways and flower beds, dogs bury bones, animals dig for grubs, and worms come to the surface. All activities that expose soil also expose new weed seeds for germination. It is often difficult to pinpoint 
these activities when you ex-amine the lawn for weeds be-
cause the cause may have occurred many weeks earlier. The drought last year caused many problems be-
cause of cracking soil. Once 
the soil is wetted, weed seeds are exposed and can become 
established at a quicker rate than the turf can recover. Cracking soil also can elim-inate an effective pre-emer-gent barrier. These weed problems require a post emer-gent control. Weeds can be a problem where grubs are active. The grubs are not causing weeds to 
appear, but rather animals feeding on the grubs tend to 
stir up the soil. Birds, skunks, raccoons and armadillos all feed on 
grubs. The precautionary 
treatment would be an insec-
ticide applied to eliminate grubs before animals begin to 
dig for them. The effect of aerification or dethatching on weed problems is often questioned. Some re-cent university research has shown that aerification does not effect the pre-emergent 
herbicide barrier and weeds are still prevented from grow-ing. This response is likely un-der ideal conditions where the 
turf is vigorous and the open Suggested Mowing Practices For Lawns Turfgrass Recommended Heights Frequency Species (inches) (days) Bahiagrass 3.0-4.0 7-14 Bentgrass 0.5-1.0 3-7 Bermudagrass 0.5-1.0 3-5 Centipedegrass 1.0-2.0 10-14 Kentucky Bluegrass 2.0-3.0 7-14 Fine Fescues 2.0-3.0 7-14 Ryegrasses 2.0-3.0 7-14 St. Augustinegrass 2.5-3.5 7-14 Tall Fescues 2.5-3.5 7-14 Zoysiagrass 1.0-2.0 10-14 soil holes are quickly covered with turf. Under practical working conditions, turf vigor cannot always be assured. Mechan-ically tilling the soil when the turf is under any amount of stress is a way to guarantee massive weed problems. This is why summer is not recommended for aerifying or dethatching. Also, these times 
are optimal for weed seed ger-mination. Fall renovation is favored because of optimal turf grow-ing conditions and minimal weed pressures. Weeds can find their way into customers' lawns from weeds that have gone to seed in flower beds, fence rows and the neighbors' lawn. Weed sanitation is an old field agronomic practice that 
still needs to be practiced in the urban landscape. Clean up the potential sources of weeds to prevent new ones. The neighbor with the dandelion-filled lawn is a 
classic scene of poor weed san-itation. Beyond the agronomic practices of weed control is customer expectations. No reasonable amount of herbicide will give a 100 per-cent weed-free lawn. Such a promise will result in numer-ous additional service calls and a loss of profit. LCI "My crew likes the way our Hustlers ride, but I love the way they mow." Driver comfort is more than just a soft seat. Hustler drivers sit directly over the mower's pivot point. That means you don't experience the carnival ride motion you 
feel on rear steer and sulky mowers. The result is greater 
productivity and safety, and less operator fatigue. Learning to operate the Hustler is easy. One hand is all it takes to maneuver a Hustler around any obstacle. Twin-lever controls are far less complicated than a steering wheel, gas, clutch, and brake pedals, and gear shift. You can have anyone mowing like a pro in minutes, even if they've never operated commercial turf equipment before. Hustlers cut grass as if your livelihood depends on it. Rugged Hustler mowers are built to withstand years of continual use. And the finished job will keep even the most finicky people smiling. Buy Husder for simple operation. For operator comfort, quality cut and unmatched maneuverability, you can't out-mow a Hustler. Call Excel toll free for a FREE Hustler Product Guide, or see your local Hustler dealer today. áb 4 ^ > "V, r \ C i .... .. . -a/ V, v. .. Ł ŁŁ -~ : Ł V -- ? 1 ' The 18-hp Hustler 251K with 51" deck and 8-bushel BAC-PACŽ grass catcher. Excel Husder...Still Out Front! 1-800-835-3260 (In Kansas and Canada 316-327-4911) Excel Industries, Inc. Hesston, KS 67062-2097 Circle No. 110 on Reader Inquiry Card EXCEL Turf & Grounds Equipment © 1988. Excel Industries, Ine MAINTENANCE METHODS Estimating landscape maintenance costsŠPart I Every landscape mainte-nance estimate should be based on known, ac-curate quantities. No estimate can be more accurate than the quantities on which it is based. In landscape maintenance estimating, the first step is to 
convert the square and linear feet quantities into production 
hours. This is done by dividing the quantities by the produc-
tion factors. The calculation of esti-mated travel time based on a 
known distance is an example of the conversion formula using the production factor. If you plan to travel from Point A to Point B over a 150-mile distance, under average conditions, at 50 miles per hour, you divide 150 miles by 50 miles per hour. Your travel time will be three hours. In this example, the 150 miles is the known quantity, and the average speed of 50 mph is the production factor. If the conditions of the 150-mile quantity were changed 
from average road conditions to a well-maintained, un-
paved, two-lane road over the same terrain, the production 
factor would be lowered to meet the changed conditions. However, we don't know how to adjust the production factor because we have no recent ex-perience in driving long dis-tances on unpaved roads. One method of determining the production factor is to run a test. Drive for 15 minutes on 
a well-maintained, unpaved road, and clock the number of 
miles on the odometer. Multiply the miles traveled in 15 minutes by four, and this will equal the projected miles traveled in one hour. If our test showed a production factor of 35 miles per hour, the travel time would then change from three hours, under normal 
travel conditions, to 4.28 hours on an unpaved road. What if the 150-mile dis-tance was changed to a super six-lane highway with no f About the Author Philip D. Christian, III, is a business consultant based in Alpharetta, Ga. He was chief of ChemLawn Service Corp.'s maintenance division in the 1970s. stops and no speed limit? A production test is not needed in this case, because there are other logical factors that will control the safe speed at which 
we cover the 150 miles. Standard production factor An example of changed conditions in landscape main-tenance could be a 10,000 square foot turf area to be mowed with a 21-inch, gas-oline-powered, rotary push mower. The standard production factor of 10,000 square feet per hour has been established by test and production experi-ence. But what if the terrain is 
unusually steep and is divided into several small areas? The estimator would lower the production factor to per-haps 7,500 square feet per hour to compensate for the in-creased difficulty factor. Production factor is de-fined as the amount of work that can be produced by one 
person in one hour. Production factors are ex-pressed in square feet or linear feet per hour, and take into account all the work associ-
ated with the completion of 
the activity. This could in-clude clean-up time, unloading 
and adjustment of equipment, 
and the normal interruptions 
and delays experienced during 
the day to day production. Look back at the first exam-ple of estimating travel time. Let's examine the significance of the Law of Compensating Error in estimating produc-tion factors. The law states that when you produce the same task over the same area using the same equipment and procedures, the number of times you finish early will equal the number of times you finish late. The result is that the over-runs cancel out the underruns, preserving the accuracy of the estimated production factor. Use of the estimating form The sample maintenance labor estimating form, as shown, has several columns and room for 20 line item esti-mating activities. Column 1 is a list of quan-tities taken from the Property M . % Ł MAINTENANCE LABOR ESTIMATING FORM PROJECT: CLEAN UP: QUANTITIES 1. SURFACE TRASH SF 2. DEBRIS SF MOWING TURF: 2 FACTOR DATE:_ 3 HOURS ESTIMATOR : 5 6 HOURS HOURLY PRICE 3. 4. 5. 6. 7. 8. RIDE PUSH 
TRIM OTHER WEEDEATER 9. EDGING WEED CONTROL: SF F _SF * HRS(XT~ MOW! SF T ~SF T ~LF * 7 $/YEAR SF/HR = HRS (X) FREQ'CY « HRS (X) PER MH « SF/HR « HRS (X) FREQ'CY « HRS (X) PER MH X SF/HR = HRS SF/HR = HRS RD/HR = HRS HRS (X) PER MH IL HRS (X) FREQ'CY « HRS (X) PER MH X SF/HR = HRS (X) FREQ'CY « HRS (X) PER MH * SI7HR = HRS (X) FREQ'CY = HRS (X) PER MH * LF/HR » HRS (X) FREQ'CY « HRS (X) PER MH » 10. CRACK GRASS LF T LF/HR » HRS (X) FREQ'CY » HRS (X) PER MH « 11. BEDS (PRE) SF * SF/HR = HRS (X) FREQ'CY = HRS (X) PER MH » 12. BEDS (POST) SF * SF/HR = HRS (X) FREQ'CY = HRS (X) PER MH = 13. MULCH SF ; SF/HR = HRS (X) FREQ'CY = HRS (X) PER MH = 14. PRUNE SF F SF/HR = HRS (X) FREQ'CY = HRS (X) PER MH » 15. OTHER SF * SF/HR = HRS (X) FREQ'CY = HRS (X) PER MH » 16. 0VERSEED SF ; SF/HR = HRS (X) FREQ'CY = HRS (X) PER MH = 17. SPRING CLEANUP SF * SF/HR = HRS (X) FREQ'CY » HRS (X) PER MH = 18. LEAF REMOVAL SF * SF/HR = HRS (X) FREQ'CY = HRS (X) PER MH = 19. OTHER SF F SF/HR = HRS (X) FREQ'CY = HRS (X) PER MH = TOTAL « HRS (X) PER MH « 20. TRAVEL TIMES PER YEAR (X) MH/TRIP -HRS (X) PER MH = Analysis Report (See March LAWN CARE INDUSTRY, Page 26). Column 2 is the production factor for each of the line items. Column 3 is the result of dividing column 1 by column 2 expressed in hours. Column 4 is the frequency, or number of times the activ-ity will be performed per year. Column 5 is the result of multiplying column 3 times column 4, and is expressed in man hours per year. Column 6 is the price per man hour, and includes labor, equipment, overhead and pro-fit. Column 7 is the result of There's an easier way to stop surface feeding insects. It's called DURSBAN* turf insecticide. Not as satisfying, perhaps, as batting the bugs with a polo malletŠbut a whole 
lot more effective. Broad-spectrum control that lasts. DURSBAN insecticide is the most effi-cient way to control surface-feeding turf insects. It's labeled for use against a broad spectrum of pests that attack turf, ornamentals and shade trees. And its residual power keeps them under con-
trol for weeks. No wonder it's the favorite of leading LCOs across the country. Part of the "hit list." DURSBAN is particularly effective against billbugs, chinchbugs, sod webworms, cutworms and armyworms, among _ others. And because OURSBAN DURSBAN TURF INSECTICIDE it bonds tightly to turf as soon as it dries, DURSBAN stays where it's applied. Won't wash away with rain or sprinkling. Packaging options. DURSBAN turf insecticide is available as an emulsifi-able concentrate in 2.5 gal. plastic jugs and 55 gal. drums, if you prefer a wet-table powder, you can get the same efficacy in DURSBAN 50W, now offered in water soluble packets, pre-measured for the simplest, quickest mixing ever. Why horse around? Control surface feeding insects the easy, sure way. With 
DURSBAN turf insecticide. Thlk to your distributor today. Attention: Always read the label before use and carefully follow all label directions and precautions. 'Trademark of The Dow Chemical Company multiplying column 5 times column 6, and is the total dol-lars projected per year for that activity. The sample estimating form is self explanatory except for line 5, trim, under mowing turf. The trim time is calcu-lated by multiplying the num-ber of riding mower hours, 4.68, times a factor of 0.33 to get a total time of 1.54 hours. Each hour of riding mower time generates 0.33 of esti-mated trim time in our exam-ple. Please note that of the seven columns shown on the labor estimating form, only column 2, the production fac-tor column, contains numbers that have to be estimated. Column 1 are known quan-tities that can be measured in the field according to our mea-suring guidelines. Column 4, frequency, is provided to the estimator by specification, contract re-quirement, or by an estab-lished company standard. Column 6 is the price per man hour that must be charged to recover the cost of field operations and the profit projections set by the com-
pany. LCI NEXT MONTHŠPart II gives examples of price per man hour. VENTURE from Page 1 majority shareholder Donald 
Brattain. Brattain will con-
tinue as a director and minor-ity shareholder, Norton says. In addition, he says a group of veteran managers will be-come shareholders for the first time. "The managers and em-ployees are both very proud of the rapid growth that we have been able to achieve for the last several years," Norton 
says. Barefoot ranked No. 4 on LAWN CARE INDUSTRY'S Million Dollar Lawn Care List 
in 1988, with $30.9 million in corporate and franchise reve-nue for fiscal 1987. This marked a 36.3 percent one-year jump. "We feel that there is more growth in it (the lawn care in-
dustry) than a lot of people think," says Glastris. "Good 
companies in consolidating industries can grow very pro-fitably." Glastris says his firm looked at several lawn care 
companies and were most im-pressed with Barefoot for its management. He emphasized that his firm invests and doesn't manage. "He (Norton) is a tremen-dous manager," Glastris says. "We think the (lawn care) business is becoming more and more sophisticated and more 
and more professional." Stan Golder, founder of the investment firm, will sit on 
Barefoot's board of directors, 
Glastris says. LCI BUSINESS SENSE Preventing, recovering spring cancels One of the most difficult challenges for any lawn care company is to re-duce or recover customers who 
cancel in the the spring. The spring service round is generally the most expensive in terms of material cost, and certainly the busiest, since the major part of the marketing/ sales effort occurs around that time. A preventative approach works best. Everybody in the organiza-tion must be aware that every-
thing they do is important to stopping spring cancellations. The consumer builds up a set of expectations every time an offer is made by a service 
company. The expections in-
clude the way the lawn will look, having professional peo-ple do the work, and having 
courteous people communi-
cating with them. As for recovering cancels, some customers cannot be re-
covered, but many can. One key is to have someone desig-nated to register the cancella-tions. You should have a daily rec-ord of cancellations at your 
disposal. It should include the name, address, phone number, how long they have been a cus-tomer, when they canceled, 
and why they canceled. This last piece of informa-tion is extremely valuable. However, don't always expect the consumer to give you cor-rect information. Consumers forget, and sometimes they don't want to reveal their true reason. Many companies have a category which simply says "dissatisfied with service." This isn't much help. All the 
customers who cancel are un-happy or they wouldn't cancel. You need to find out what it was about the service that forced the cancellation. Once you have this piece of informa-tion you can go ahead with the next step. Usually the branch mana-ger is in charge of handling the 
cancellation. Don't just leave 
this function to someone who happens to be there. It is an extremely important part of making sure you make a profit. If the manager has few or no communication skills, you might want to find someone else to do this job. It's impor-tant that the person be good on the phone. If possible, the manager should make an effort to see these people in person, partic-ularly those who have been 
customers for at least one year. If this is not possible, the customer should be called on 
the phone. Try to find out the real rea-son for the cancellation. This 
is a key to saving the cancels. If there is anything you can do to make sure that you can solve the problem, tell the cus-tomer. This is when it is help-ful for the manager to be 
handling the cancellation, 
since the manager can promise more than a technician can. You must be certain not to compromise the organization. You could do this by offering to lower a price, for instance, 
which will hurt your reputa-tion in the long run. If you save the cancel, make sure that you call the saved customer after the next appli-
cation to be certain that they 
are now pleased with your company's work. Do this about two to three weeks after 
the application. Check to see if one techni-cian has more cancels than the 
others. Also see if one salesperson's customers have a higher can-
cel rate than the rest. This may occur because he or she is overselling the service, or be-
cause he or she is putting too much pressure on the people to buy. Every day you are in a ser-vice business, you must pay at-tention to the customer. In 
order to make sure that you reduce cancels, you must find out why people cancel and deal with it on a personal basis. Large companies forget this occasionally, but all good com-panies are aware that fewer cancellations means higher profitability. You should be aware that the best time to start saving 
cancels is before you actually 
begin delivering the service-not after. This will help ensure that everyone in the organiza-
tion is working toward pre-
venting cancels. LCI About the Author Rudd McGary, Ph.D., is a senior partner with All Green Management Associates, Columbus, Ohio. SOMETIMES BIG ISN'T BETTER Discover The Mid-size Walker Mower Accepted practice in the lawn maintenance business has been to use the BIG commercial rider mower for open areas and walk-behinds for trimming. Now maintenance operators all across the country are discovering a new, fast efficient way to mow landscaped areas...for many jobs the maneuverable MID-SIZE WALKER MOWER does the whole job saving time, labor, and equipment investment. And Walker offers high productivity without sacrificing a quality cutting job, sure to please the most discriminating customer. Walker Mfg. Co., 1839 E. Harmony Road, Dept. LC, Fort Collins, CO 80525 Ł (303) 226-1514 INDUSTRY NEWS LCOs told not to answer NY survey NEW YORKŠThe New York Green Industry Council has advised LCOs not to answer a survey sent out by the state attorney general's office for 
the time being. The council first wants to know what the 
information in the three-page questionnaire will be used for. The survey includes ques-tions about the number of cus-
tomers, whether LCOs notify customers about spraying in 
writing, whether customers ask LCOs to notify their neighbors about spraying, what type of information is 
provided, how pesticide con-
tainers and tank residues are disposed of, and whether a personal injury claim has ever been made against the firm. An introductory letter states the purpose of the ques-tionnaire is to "better ac-
quaint ourselves with the day-
to-day operation of lawn care businesses." Elizabeth Seme, spokesper-son for the Green Industry Council, says the council fears the attorney general's office may be invoking investigative powers it doesn't have. The council will ask for an explana-
tion of the survey. The green industry council and the state have been locked in a legal battle over state pesticide regulations. An industry appeal of a fed-eral ruling and an industry 
challenge in state court are 
presently pending. LCI Use help in complying with OSHA DENVERŠThe new hazard communication law mandated 
by the Occupational Safety and Health Administration is 
easy to comply with. But be sure to use the guidelines that have been made available by 
industry associations. Under the new law, LCOs and others that work with po-
tentially hazardous materials must have written employee safety programs. The Profes-
sional Lawn Care Association of America has provided com-pliance guidelines. Barry Troutman, educa-tion director for the PLCAA, 
explained how to comply with 
the law at the first annual con-ference and trade show of the 
Colorado Association of Lawn Care Professionals. "Don't try to go through the law by yourself," Troutman 
said. "Your time is too valu-
able." The PLCAA's or any other credible source's Troutman: Use guidelines. guidlines will make the job much easier. "They're simple things (the guidelines), but you want to customize them to your own operation," he said. For example, the written program must explain how Manufacturer Safety Data 
Sheets (MSDS) are collected from the suppliers. The MSDS sheets must be kept in a location where they are ac-cessible to employees "On balance, I think this is a very good piece of legisla-
tion," Troutman said. "It does something that we want to do 
ourselves." The PLCAA has already sold more than 200 sets of its 
guidelines. For information, 
contact PLCAA at 1000 Johnson Ferry Road, N.E., Suite C-135, Marietta, GA 30068. (404-977-5222) LCI Wisconsin will require licensing WAUKESHA, WIS. All who apply pesticides on a for-hire basis in Wisconsin will have to be licensed and certified under a new state law. The Ag 29 Bill, an upgrad-ing of an existing state law, was explained at the Reinder's Turf Conference in Waukesha by Ed Bergman, a state super-visor. He said the law will require certification and licensing for commercial applicators and 
their supervisors. Customers will also have to be given pesticide label infor-mation three days in advance of applications, Bergman said. Sign posting requirements under the bill only apply to products that require specific re-entry intervals. Bergman 
said this wouldn't apply to LCOs. "There are no additional posting requirements at all," he said. Mixing and loading pads will be required for companies that use 1500 pounds of active ingredient per year, Bergman said. LCI ORDER YOUR PLCAA PROSOURCE TRAINING AIDS EARLY! HAZARD COMMUNICATION PROGRAM THE COMPLETE PACKAGE TO BRING YOUR COMPANY INTO COMPLIANCE WITH THE OSHA HAZARD COMMUNICATION ACT SPECIALLY DESIGNED FOR LAWN CARE COMPANIES. $195.00 PER PACKAGE PROSOURCE VIDEO TRAINING SERIES Ł WEED IDENTIFICATION Ł DISEASE IDENTIFICATION Ł DESTRUCTIVE TURF INSECTS (Northern and Southern Versions) Ł LAWN AERATION Ł LIQUID CALIBRATION Ł PESTICIDE HANDLING FOR LAWN CARE Ł NEW PROGRAM! INTRODUCTION TO PESTICIDES PLCAA MEMBERS...$50.00/VIDEO N0N-PLCAA.. $70 OO/VIOEO PROSOURCE ID GUIDES BR0ADLEAF WEEDS IN TURF (4-color) PLCAA MEMBERS...$10.00 EACH NON-PLCAA...$12.00 EACH SCOTTS ID GUIDE SET (Weed/Insect/Disease ID) PLCAA MEMBERS...$25.00/SET NON-PLCAA...$30.00/SET PLCAA SAFETY MANUAL PLCAA MEMBERS...$10.00 EACH NON-PLCAA...$20.00 EACH CUSTOMER INFORMATION PIECES ABC'S OF LAWN & TURF BENEFITS 2-F0LD BROCHURE OF 26 BENEFITS (ORDER THESE FLAT OR FOLDED) $50.00 PER 500 LAWN & SPORTS TURF BENEFITS BOOK (PRODUCED BY THE LAWN INSTITUTE) $10.00 EACH "A HEALTHY LAWN" BROCHURE ENVELOPE STUFFER IN 2 COLORS $25.00 PER 500 "A REASSURING WORD" ENVELOPE STUFFER - $5.00 PER 100 "WHAT YOU SHOULD KNOW ABOUT PROFESSIONAL LAWN CARE" 4-COLOR ENVELOPE STUFFFER - $18.00 PER 100 A TTENTION PLCAA MEMBERS! ASK ABOUT OUR FULL UNE OF PLCAA TRUCK DECALS, EMBROIDERED PATCHES, LAPEL PINS, AND MORE. DISPLAY YOUR MEMBERSHIP PROUDLY! FOR MORE INFORMATION CALL 1-800-458-3466. r. PLCAA PROSOURCE TRAINING AID ORDER FORM J HAZARD COMMUNICA TION PROGRAM PER SET $195.00 QUANTITY COST VIDEO TRAINING PROGRAMS PLCAA MEMBERS...$50.00PER VIDEO/NON-MEMBERS $70.00PER VIDEO DESTRUCTIVE TURF INSECTS (NORTHERN VERSION) DESTRUCTIVE TURF INSECTS (SOUTHERN VERSION) WEED IDENTIFICATION AND CONTROL DISEASES OF TURFGRASS PESTICIDE HANDLING FOR LAWN CARE LAWN AERATION 
LIQUID CALIBRATION NEW PROGRAMI INTRODUCTION TO THE BENEFITS AND USES OF PESTICIDES PROSOURCE ID GUIDES BROADLEAF WEEDS IN TURF PLCAA MEMBERS Š $10 EACH NON-MEMBERS Š $12 EACH (25 OR MORE COPIES, $8.50 EACH) SCONS ID GUIDE SET PLCAA MEMBERS - $25.00 EACH NON-MEMBERS Ł $30.00 EACH PLCAA SAFETY MANUAL PLCAA MEMBERS Š $10 EACH NON-MEMBERS Š $20 EACH CUSTOMER INFORMATION PIECES ABC'S OF LAWN 8 TURF BENEFITS (BROCHURE) $50.00 PER 500 LAWN & SPORTS TURF BENEFITS (BOOK) $10.00 EACH "A HEALTHY LAWN" BROCHURE - $25.00 PER 500 "A REASSURING WORD" STUFFER - $5.00 PER 100 "WHAT YOU SHOULD KNOW ABOUT PROFESSIONAL LAWN CARE" - $18.00 PER 100 SHIPPING AND HANDLING BASED ON TOTAL COST $10.01 -$25.00 $1.50 $25.01 -$75.00 $3.00 $75.01- $100.00 $9.00 $100.01 -$125.00 $12.00 $125.01 -$150.00 $15.00 OVER $150.00 $18.00 Subtotal SHIPPING AND HANDLING: GEORGIA RESIDENTS ADD 4% SALES TAX COD IF DESIRED ŠADD $3.00 TOTAL DUE METHOD OF PAYMENT CHECK (payable to "PLCAA" Š U.S. Funds only) Ł VISA Ł MASTERCARD ACCOUNT N0_ SIGNATURE NAME _EXP. DATE_ COM PAN Y_ U.P.S. SHIPPING ADDRESS. CITY STATE ZIP TELEPHONE Ł I'M NOT A MEMBER OF PLCAA, BUT AM INTERESTED IN PLCAA MEMBERSHIP - PLEASE SEND ME INFORMATION! CUP AND MAIL TO: PROFESSIONAL LAWN CARE ASSOCIATION OF AMERICA 1000 JOHNSON FERRY RD. NE, SUITE C 135, MARIETTA GA 30068-2112 LCI J ORDER BY PHONE! TOLL FREE 1-800-458-3466 (IN GEORGIA CALL 1-404-977-5222) from Page 1 you're going to have limited uptake," Christ explains. Soil test results can aid the turf manager when it comes time to select the numerous soil nutrient products cur-rently on the market. Nowadays a soil test can be run through a computer to give recommendations for the type of nutrients needed and the proper time to put them 
down. Specific recommenda-
tions will vary according to the location of the property. Also, drought-sticken soils will have differing reactions to lack of rainfall depending on the area. "Soils don't wet uni-formlyŠnor do they dry uni-
formlyŠ within the root zone," says Eliot Roberts, Ph.D., director of The Lawn 
Institute in Pleasant Hill, Tenn. "Some lawn care operators are using wetting agents," he 
adds. "It keeps the soil more uniformly wet." Wetting agents will help keep the soil uniformly moist when drought strikes, he points out. A uniform soil helps the spread of nutrients. Roberts suggests using slow-release nutrient products 
to ensure that nutrient levels remain somewhat stable dur-ing periods of drought. Desired nutrient levels vary from place to place. Therefore, a soil test and analysis can de-
termine what's best for your area. "Basically, there's no way we can physically look at a soil 
and know what its require-ments are," notes Arthur H. Bruneau, Ph.D., of the Crop Science Department at North 
Carolina State University. "It's kind of like going to the doctor: The first thing they'll tell you is, 'We're going 
to take some tests.'" At Senske Supergreen in Yakima, Wash, they do yearly 
soil tests in the fall. "We take 10 to 12 samples around town," says Bo Hepler, turf agron-omist. They test lawns that they've tended for more than a decade, they test lawns that are new on the client list, and they test lawns belonging to non-customers. "It keeps us in 
line with what we're doing to the soils," Hepler explains. They check the nitrogen, phosphorus, sulfur, calcium, magnesium, pH, organic mat-ter content and soil type. The results are analyzed by a university at a cost of $10 to 
$25 a test. The extension service at Land Grant state univer-sitiesŠand some commercial labsŠconduct tests and issue LAWN CARE TECHNOLOGY Michigan State University Four terms of on-campus instruction Two terms of placement training Course offerings include: Ł basic plant and soil sciences Ł turfgrass, turf pest, and turf soil management Ł pesticide application, safety, and toxicology Ł business and management 
Ł horticulture and landscape Flexible curriculum designed to suit your needs. Access to the outstanding educational and research opportunities of the MSU turfgrass programs A one-of-a-kind program dedicated solely to academic and on-the-job training of lawn care professionals Increase your expertise... Advance your career... Call or write: Eric Miltner, Coordinator Lawn Care Technology Program Department of Crop and Soil Sciences Plant and Soil Sciences Building 
Michigan State University 
East Lansing, MI 48824-1325 517/355-0207 Institute of Agricultural Technology Ł Department of Crop and Soil Sciences MSU is an Affirmative Action/Equal Opportunity Institution Circle No. 117 on Reader Inquiry Card Landscapers Replacement Engine Specials RIDING MOWER-LAWN TRACTOR OVXL120 - OVERHEAD VALVE 12 H.P. Overhead valves Cast iron Sleeve Ultra-Balanced Recoil Start 
Electronic ignition 3 Qt. Rust Proof Fuel Tank Multi-stage Air Cleaner Oil Pump Lubrication s3702 & FACTORY FREIGHT FIND YOUR AUTHORIZED TECUMSEH SERVICE DEALER IN THE YELLOW PACE DIRECTORY 
"ENGINES, GASOLINE' LISTING AT ALL PARTICIPATING TECUMSEH DEALERS 2 YEAR WARRANTIES ROTARY MOWER TVXL840 - TWO CYCLE 4 H.P. Ball & Roller Bearings Electronic ignition Dual Element Air Filter Cast iron Cylinder Sleeve Mechanical Governor ^CüMS^ $19235 I mm & DEA DEALER FREIGHT ROTARY MOWER 804109B - FOUR CYCLE 4H.P. Electronic ignition Float Carburetor Oil Pump Lubrication Dual Element Air Filter Mechanical Governor Auto/Compression Release Soft Pull Recoil Starter & DEALER FREIGHT TECUMSEH PRODUCTS COMPANY - ENGINE & TRANSMISSION GROUP SERVICE DIVISION recommendations for correc-tive treatments. For example, the sheet re-turned after a test conducted by A&L Labs suggests, in part, that the turf manager "apply 0.5 to 1 lb of phosphate per 1,000 sq. ft. in spring and fall and the balance during the summer at a rate not to exceed 1 lb per 1,000 sq. ft." Directions and containers are sent out, and the person pays when returning the sam-
ples. Usually the samples have to be driedŠby air, not an ovenŠbefore sending them in. Be aware that results from various labs are not likely to be identical, so turf managers 
may wish to deal with one out-
let. "Some labs have different 
ways of doing their testing," says Agnew at Iowa State. The direction sheet should explain everything. When the results are re-turned they can be shown to 
the customer. "It looks good for the lawn care company to offer something unbiased with the extension (service) name 
on it," Agnew adds. Bob Riley, owner of Green Pro Services in Hempstead, N.Y., has developed his own soil testing procedure that he makes avail-able to lawn care profession-
als. He has an outside person analyze the sample. The re-sults are run through a com-puter program that he formulated. To gather the material, he first makes sure that no thatch or grass blades will end up in the sample. Then he picks up 
about two-thirds of a cup of soil (total) from six to eight points on a property up to 20,000 square feet. "You want to get the lay of the land. You want to deter-mine what is different and what is unique," he explains. "The critical factor in soil testing is to make sure you get a representative sample," says Roberts at The Turf Institute. When dealing with a prob-lem area on a lawn, don't mix the soil sample from the bad part with a sample from the good part. Keep them sepa-rate. If a client has a lawn that's perfect, perhaps that, too, may call for a test. "It's just as valu-able to sample a soil where the grass is excellent," says Roberts. Riley does consulting work nationwide, and he reports that "from Massachusetts, to Oregon, to Texas" clients be-Agnew: Lab techniques differ. lieve that a soil test should be part of the program. "Custom-ers don't know what it's called, but when we tell them we're going to take a soil test, they say, 'Why of course you are.'" "It's excellent public rela-tions," says Roberts. He calls it "lawn care with a service flair." Carrying soil probes, magnifying glasses, pH meters, thermometers, moisture probes and small mi-croscopes can help project a more scientific and skillful im-
age to the clients. Roberts predicts that the industry will see more and 
more soil testing being done in the field as portable testing kits become more sophisti-cated. "It really ties in with this concept of Integrated Pest Management," observes Rich-ard Lankow, director of com-mercial development at Agri-
Diagnostics Associates in Cin-naminson, N.J. His company makes turf disease detection 
kits for use in the field. Keeping tabs on the soil conditions can be a big aid when deciding which pro-cedures are most appropriate. A portable soil sampling kit is next on the market. "We're working on a series of tests for detecting disease organisms," says Lankow. "We're able to 
detect pathogens in the soil before they infect." "If you're new to a site get a soil test done right away so you 
can catch any problems early 
on," advises Christine A. Casey, IPM agent in ornamen-tal horticulture at Rutgers Co-
operative Extension in Vin-eland, N.J. "You can prevent 
problems rather than react to them later on." A brand new housing tract invites a thorough examina-tion to check on soil types and 
potential drawbacks. "The builder will often take the top-soil away and sell it," Casey points out. "Debris is often left in the area," and anything that's 
buried can have a negative im-
pact on a future lawn. Casey recalls one problem yard that had people scratch-ing their heads: "Someone had 
actually put in a lawn over a piece of old asphalt roadway." When branching out into a new service area, "I'd sample a number of lawns in a subdivi-
sion just to get an idea" (of the soil content), says Jeff Lefton, 
extension turf specialist at Purdue University. ww rW Riley: Testing helps program. For the test record-keeping, "I'd do it by zip code because I could control the program by zip code," states Lefton, who 
also is president of the Turfgrass Technology Center in West Lafayette, Ind. Nitro-Green Corp., head-quartered in Fort Collins, Colo., has a number of stan-dard turfgrass treatment pro-grams that are used. "Before 
we go into a potential new area 
we take soil samples to see if we're familiar with it," says Brian Dean, director of ar-boriculture and research. The company has branches in Montana, Wyoming, North 
Dakota, Idaho and Colorado. "We have a lot or iron defi-ciencies. It's difficult to get a green lawn," Dean says. "From the soil samples we can counteract what's down 
there," he points out, by ad-justing iron distribution ac-cordingly. Nitro-Green eats the $12.50 cost of a test. "If we can't get 
that lawn green we don't charge them a cent because 
they're paying to have a green lawn," Dean says. Soil testing also helps pro-tect the company in case there is a potential legal problem. "We've had a couple of in-stances where people thought we polluted or put down too much material," Dean reveals. The company did soil and A & L AGRICULTURAL LABORATORIES OF MEMPHIS, INC. I 411 N. Third St Ł Memphis. TN 381D5-2723 Ł (901) 527-2780 Ü LANDSCAPE. TURF & GARDEN SOIL TEST REPORT SENO TO REPORT INFORMATION SENO COPY TO HR. BOB BERMUDA 160 SILT LOAM DR MEMPHIS.TN 38105 Data Report No Acci No 04/05/89 999 9999 
99999 1 Lab Numb»- 999999 Sample ID IF BERMUDA/l AUN SOIL TEST RESULTS Ša 8.4 ae^tOOB üürv " V. 6 < ftCE MHM1 UM WÊÊEÎ RECOMMENDED ANNUAL NUTRIENT APPLICATION - POUNDS PER 1000 SQ FT. cmcmc im Dotomec Une Gfleun Neogan Poe* ŁGO StA« S One Zn Mangare» Un Von F» Coppe Cu B e ff « ,5-5... 0.5 1 « fi-ff « . « Maintenance: Beginning at green-up, apply 1 lb M/1000 sq ft every 4 to 6 weeka until late Apply phosphate and potash with final N application of the season. Soil test: An ideal Memphis lawn would have results like this. tissue samples, plus interviews regarding the history of the property, and in each case Nitro-Green was found to be blameless. "It's just a way of clearing ourselves." Soil sampling can also be used as an income-pro-ducing item in some neighborhoods, according to Lefton at Purdue. "I think that with all the gardens out there, that would be a nice add-on service," he says. "The marketing should re-main rather low-key," Lefton suggests. "It's a way to make revenue and do something good in off-peak times of the year." Fall sampling might be useful because the homeowner 
would be acutely aware of the successŠor failureŠof that year's yield. The end of the growing season "would make 
an easy time to go in there and pull a sample," he notes. "You can easily spot neigh-borhoods where people have gardens. I would just direct mail it (a flyer)." Lefton thinks that perhaps MA 4 CHOICE OF W^ 1 TOP OPERATORS Model JD9-CT SPRAY GUN with Gauge Port 1 Tapped at top for optional gauge to calibrate pressure settings at gun. Ł Reliable, fully adjustable, built-to-last. l At Your Distributor or Call Us at (312) 593-6464. ENCAP PRODUCTS COMPANY P.O. Box 278, Mt. Prospect, IL 60056 Circle No. 109 on Reader Inquiry Card Why play host to unwanted guests, when Lebanon has what it takes to keep pests off your turf? Your lush green turf is plenty of good eating to all kinds of insects. Like 
grubs. Chinch bugs. Sod webworms. And billbugs. That's why Lebanon features an out-standing choice of formulations with DURSBAN, straight or in fertilizer/ chemical combinations. DURSBAN con-trols almost any kind of surface or soil-feeding insect, and keeps controlling weeks after you apply. It's also effective as a perimeter treatment around build-ings and patios, to stop nuisance pests like ants, ticks, earwigs and fleas. Feed and control in one easy move. Save time and money with Lebanon combination fertilizers and DURSBAN. If you want the long-range benefits of a premium homo-
geneous fertilizer, use Country Club I9-4-6 With DURSBAN. Or if you prefer the controlled-feeding of an S.C.U. blend, choose Lebanon Pro 20-3-5 With 
DURSBAN. For situations that require a straight chemical application, Lebanon offers a 2.32% DURSBAN formulation granular cob base. For more information, contact your local Lebanon distributor or call our Green line, today, at 1-800-233-0628. Send pests the messageŠthe picnic is over with DURSBAN. Circle No. 115 on Reader Inquiry Card Lebar non TOTAL TURF CARE A division of Lebanon Chemical Corporation P.O. Box 180 Ł Lebanon. PA 17042 'Trademark of The Dow Chemical Company Bruneau: Charting soil temps. the sampling fee can equal the price of a lawn treatmentŠsay $30. When you get the results back, "I would draw these rec-
ommendations up on my own stationary." When pitching the service you could say to the home-owner, "You can send in soil samples as good as I can, but I can do it for you." In addition to keeping tabs on soil content, paying at-tention to soil temperature can also be useful for the turf manager. "I always make my recom-mendations based on soil tem-peratures," reports Agnew at Iowa State. Although certain events tend to happen at certain times of the year, it's not a bad idea to keep a soil ther-mometer handy. "We know these datesŠbut still watch your temperatures." Knowing soil temperatures can help you time the applica-
tion of pesticides. "Different weed seeds will germinate at different tem-peratures," notes Hepler at Senske Supergreen. If you know the soil tem-perature you can have better control. "The key is to get it (the pre-emergence material) on before hand," says Agnew. "Soil temperatures under turf-covered areas can be one 
to four days behind the bare-soil temperatures reported by weather stations," says Bru-neau at North Carolina State. 
"This can be advantageous since time can be alloted for planning." Bruneau prepared the in-formation in the accompany-ing charts along with North 
Carolina Meteorologist Gre-gory L. Johnson and Joseph M. DiPaola, a turf researcher. "For example," Bruneau continues, "goosegrass and spurge usually germinate when soil temperatures ap-proach 60 degrees Fahrenheit in the spring. A turf manager monitoring soil temperature conditions for bare ground will know that he or she may have 
several days grace to apply pre-emergence herbicides even though the reported soil temperature is 60 degrees. Sandy soils will reduce this grace period." Bruneau recommends that soil temperatures be taken on-
site. However, soil tem-peratures are given over the air on some radio stations, partic-
ularly those carrying farm re-
ports. "Although soil tem-peratures are typically moni-tored for inches below the soil surface, there is a close cor-relation with temperatures monitored under turf cover," 
Bruneau says. "In general, turf-covered areas will warm more slowly in 
the spring and cool down more slowly in the fall on any given day or season because of the 
buffering effect provided by 
the vegetation. The dif-ferences should be less pro-nounced on cloudy, wiqdy days, with turf-covered areas staying somewhat warmer than bare ground after the 
passage of a strong cold front," Bruneau says. Areas with little vegetation, or new seedlings, will have 
temperatures closer to bare ground levels. According to Johnson, the minimum soil temperature oc-curs at 8 or 9 a.m., with the high being between 5 and 7 p.m. Soil temperatures will vary on any given property, partic-
ularly on slopes. You can ex-pect warmer temperatures near foundations, driveways 
and sidewalks. A septic tank 
that rests near the surface can 
also generate heat. LCI WEED CONTROL SOIL TEMPERATURES 60-65°- Germination of spurge and goosegrass is expected, therefore, apply preemergent materials when soil temperatures approach this level. 53-58°- Germination of crabgrass is expected, therefore, apply preemergent materials when soil temperatures approch this level. INSECT CONTROL SOIL TEMPERATURE 55°- Minimum temperature for white grub and male cricket activity. Source: North Carolina State University COOL SEASON GRASSES 131- Heat kill likely 90- Shoot growth ceases -60-75- Optimum temperature -for shoot growth* 40- Shoot growth ceases-'Optimum turf performance may not coincide with optimum root and/or 
shoot performance. AIR TEMPERATURE Source: North Carolina State University 90°- Shoot growth ceases. 77°- Root growth ceases. 70°- Maximum temperature for root growth of any consequence. 70°- Time to plant grasses in late summer. - 60-75°- Optimum temperature for shoot growth. - 50-65°- Optimum temperature for root growth. - 40°- Shoot growth ceases. -33°- Root growth ceases. - 20°- Low temperature kill possible if temperature subsequently drops rapidly below 20°F. SOIL TEMPERATURE WARM SEASON GRASSES 140- Heat kill likely 120- Shoot growth ceases 80-95- Optimum temperature for shoot growth 50- Chilling injury resulting-in discoloration is possible 50- Initiation of dormancy occurs resulting in discoloration r\ 120°- Shoot growth ceases. -110°- Rooth growth ceases. -64° AIR TEMPERATURE Source: North Carolina State University 0 i 50°-U-50°--50°-25°-Optimum shoot growth. Optimum root growth. Optimum time to overseed bermudagrass with ryegrass in the fall. Time to plant grasses in the spring. 
Expected spring root decline is triggered and roots turn brown and die within 1 or 2 days. Rooth growth begins to slow below this temperature. Chilling injury resulting in discoloration is possible. Initiation of dormancy occurs resulting in discoloration. 
Low temperature kill possible. SOIL TEMPERATURE Brouwer turf roller model TR 224... Designed specially for Rental, Landscapers and other contractors, with proven components for reliability and minimum servicing. Outstanding Features Ł Proven single lever F-N-R clutchless transmission Ł Honda 5 h.p. engine for reliability and economy Ł Unique rounded-edge rollers to prevent turf damage Ł 24 in. wide rollers for access to narrow paths Ł Lever assist steering for exceptional maneuverability Ł Two fill/drain plugs per roller for convenience. For more information contact your Brouwer dealer... TODAY BROUWER TURF EQUIPMENT LIMITED An Outboard Marine Corporation Company 7320 Haggerty Rd./Canton. Ml. 46187 Telephone (313) 459-3700 Woodbine Avenue/Keswick, Ontario. Canada L4P 3E9 Telex 065 24161 Telephone: (416) 476 4311 88-90 Circle No. 105 on Reader Inquiry Card PRODUCTS THAT MEET YOUR SPECIAL NEEDS BENEFITS Ł BALANCED BLEND OF MACRO AND MICRONUTR1ENTS TOTAL FEEDING Ł HIGH QUALITY TECHNICAL GRADE RAW MATERIALS SAFETY Ł HIGH QUALITY EDTA CHELATES RESULTS Ł SAFE FOR LOW VOLUME SPRAYING ON BENT GRASS ASSURANCE Ł NO SPECIAL MECHANICAL AGITATION NO $$ INVESTMENT 
Ł CONTAINS OUR EXCLUSIVE SLOW RELEASE NITROGEN CONSISTENCY 
Ł NON ABRASIVE TO PUMPS LESS REPAIRS Ł CAN BE MIXED AND SPRAYED WITH FUNGICIDES SAVES TIME Circle No. 111 on Reader Inquiry Card rI GROWTH PRODUCTS PROFESSIONAL LIQUID FERTILIZERS FOR SPECIAL TURF AND HORTICULTURAL APPLICATIONS P.O. Box 1259, White Plains, NY 10602 Toll Free 1-800-648-7626 Fax # 914-428-2780 Ł 914-428-1316 NEW PRODUCTS Crabgrass killer now in sprayable form Spring Valley Turf Products of Jackson, Wis. is announc-ing Environmental Protection Agency approval of a new her-bicide. The new sprayable Team crabgrass preventer is called Crab Spray 10 Percent. The active ingredient ratio is the first of its kind in the sprayable formulation, ac-cording to the company. The product comes in a 40-pound bag that will cover 2 acres and provide 2 pounds of active Team per acre along with .13 pounds of nitrogen per 1,000 square feet. The flexible rates of appli-cation will fit a variety of pro-
grams. The labeled rates range from 1.5 pounds to 3 pounds active ingredient per acre. Split applications can be made, too. LCI Circle No. 135 on service card. 2-sided trimmer cuts 
while coming and going 
Deere & Co. is introducing the 
new Model 172 hedge trimmer. It is powered by a 21.2cc 2-cycle engine with a diaphram 
carburetor for operation at 
any angle. The fuel capacity is 10.1 ounces. The 172's double-sided cut-ting bar allows the operator to trim in both directions. The blade is 19.7 inches long, and the unit weighs 9.5 pounds. Other features include elec-tronic ignition, centrifugal clutch and a chain saw-style 
grip. LCI Circle No. 136 on service card. Bumps smoothed over with Brouwer turf roller Each of the two 24-inch-wide rollers on the Brouwer TR224 Turf Roller feature a special rounded edge that helps pre-vent damage to the grass, ac-cording to the company, located in Keswick, Ontario, Canada. The drums have two fill/ drain plugs for convenience. The handle bar steering is aided by a side-mounted assist lever that gives beefed-up 
steering control, according to the company. LCI Circle No. 137 on service card. Exmark mower sulky reigns just like a rider Exmark has added a new pat-ented self-steering sulky to its 1989 product line. The sulky inexpensively turns any Exmark intermedi-ate mower into a rider, accord-ing to the company, which is headquartered in Beatrice Neb. The unit is designed to keep operating controls within easy reachŠeven while turning. The wide-wheel-base tires track directly behind the drive wheels, leaving no extra tire 
tracks on a freshly mowed 
turfgrass area. According to the company, the low center of gravity pro-
vides stability on slopes and 
the steering mechanism pre-vents jack-knifing. The flexible mower attach-ment eliminates "whipping' action when cornering. The self-steering sulky can be attached in seconds, ac-cording to Exmark. LCI Circle No. 138 on service card. CAUTION PESTICIDE STORAGE AREA Hazard warning signs useful in many settings Safety Specialists, Inc. in 
Santa Clara, Calif, has re-leased a catalog that features safety signs. The signs, labels and placards can be used to convey health and safety warnings about machines, chemicals and transportation. LCI 
Circle No. 139 on service card. Handle your grub situation fast, before things get really ugly. At the very first sign of grub damage, apply DYLOX® insecticide. Nothing kills all species of white grubs faster. Within hours, the grubs are dying and the turf is recovering. When grubs threaten, act fast. DYLOX is a Reg. TM of Bayer AG. Germany 64661 Use DYLOX. And turn an ugly little problem into a lot of beautiful turf. For more information, contact Mobay Corporation, Specialty Prod-ucts Group, Box 4913, Kansas City, MO 64120. Mobay Corporation A Bayer USA INC COMPANY THE LAST WORD Ł Boost your fees by tending thirsty trees Spring will bring out signs of drought damage suf-fered by trees during last year's drought, and wise tree care contractors can use this as an opportunity to offer 
their services to new clients. "I expect substantial de-cline in some areas," says Craig Weidensaul, a forest pathologist at Ohio State University. Decline is charac-terized by thin foliage, reduced growth, and die-backŠindicators of severely stressed trees. "Some trees might not leaf out to the periphery of the crown," Craig points out. "We'll see bare twigs sticking out beyond branches that have leaves." Insect borer damage may also be present. Craig says 
these bugs can sense a "weak sister" tree that is ripe for infestation. Fungus-caused diseases also can strike weakened 
trees. Why is the damage ap-pearing now? Early spring growth is supported by food stored in the roots during the JAMES E. GUYETTE MANAGING EDITOR summer and fall. Moisture stressŠdroughtŠduring food manufacturing and storage 
leads to poor root starch re-serves, says Craig. And poor root starch reserves foster poor spring growth. Shallow-rooted trees are particularly prone to drought damage. A tree that would normally fight off a pest problem can 
fall victim while in a weak-ened state. Craig says judicious prun-ing can help drought-affected trees. Decreasing the size of the crown will lessen the de-mand for water on already weakened roots. "Anything you do to lessen the amount of foliage, up to a point, makes it easier on the roots," 
he says. "It creates less de-
mand for water. It makes for everyone's concern Promote^sound safety procedures and avoid unnecessary accidents! The Associated Landscape Contractors of America has just released a series of seven maintenance training video tapes which are designed to provide 
training in the care and maintenance of equip-ment essential to the safety and well being of power equipment operators. The tapes consist of reference guides and all pro-grams have a program retention test. Included in this one of a kind training series are: Safety Š Everyone's Con-cern; Trim Mower; Stringtrimmer/Brushcutter; Power Edgetrimmer; Power Edger; Backpack Power Blower; and Mid Mower. Play it smart. Order the Maintenance Training Video Series Today. The set of seven tapes costs $400 for association members. For non-members the price is $600. Individual videos can be purchased for $65 each if you are an ALCA member and $95 if you are a non-member. ! NAME COMPANY ADDRESS . CITY STATE ZIP TELEPHONE Please return this form with your payment to: KA 405 N. Washington Street, Suite 104 Falls Church, VA 22046 (703)241-4004 sets ordered each 5% shipping & handling -I- $ TOTAL $ Yes! I'd like to order the following tapes: ordered @ .ea. $ 5% shipping & handling + $ _ TOTAL $ _ Please charge my Ł VISA Ł MC Acct# Exp. Date Signature a healthier tree all the way around." These above points can be made to potential clients when pitching your services 
to them. Some potential customers, though, will remain unim-pressed, or perhaps intimidated by the price. Instead they will decide to wait until the tree suffers more visible damageŠper-
haps even death. When dealing with these people, perhaps the best method is to simply point to the offending tree and ex-plain its monetary value. The United States Forest Service reports that research shows that trees can contrib-ute about 7 percent to the 
value of a half-acre home site. It can become about 27 per-cent of the appraised value of 
the property. Some developers will charge 10 to 15 percent more for a wooded lot. Several trade organiza-tions have computed formulasŠbased on species, size and conditionŠto deter-mine the value of a tree. The New York Times cites an example that ought to make any homeowner's eyes pop out: A 14-inch diameter tree has a basic value of $4,158, based on $27 per square inch and 154 square inches of cross section. A 25-inch tree has a basic value of $12,204! "While large, healthy trees can increase property value, 
trees with dead limbs or tops, 
cavities and other problems 
can become a liability," the paper says. A tree that is not pruned makes a big target for storms just waiting to snap off limbs and send them crashing down 
upon helpless houses and 
cars. In areas subject to wild-fires, a thinned-out tree is 
less likely to burst into flames, according to George 
Ogle, an engineer with the Santa Barbara, Calif. City Fire Department. And, not only does a tree's shade provide a relaxing place to sip an ice-cold re-freshing drink, but it also cools down the house inside. In steamy Florida, prop-erly placed trees can reduce 
the cost of air conditioning 
bills by a whopping 20 per-cent! A University of California researcher, Art Rosenfeld, 
suggests that Los Angeles plant 5 million new trees over the next five years to help 
cool that city down. The reduction of trees through development has re-
sulted in an increase in peak 
temperatures. In the 1930s 
the average peak was 98 de-grees. That figure now shoots past 106 degrees. Circle the Reader Service numbers of those items of interest to you. For rapid response, use the peel-off label from the front cover PLACE COVER LABEL HERE PRINT PHONE NUMBER BELO STATE PHONE( t 101 116 131 146 161 176 191 206 221 236 251 266 281 296 311 326 341 I 102 117 132 147 162 177 192 207 222 237 252 267 282 297 312 327 342 I 103 118 133 148 163 178 193 208 223 238 253 268 283 298 313 328 343 1 104 119 134 149 164 179 194 209 224 239 254 269 284 299 314 329 344 1 105 120 135 150 165 180 195 210 225 240 255 270 285 300 315 330 345 I 106 121 136 151 166 181 196 211 226 241 256 271 286 301 316 331 346 I 107 122 137 152 167 182 197 212 227 242 257 272 287 302 317 332 347 J 108 123 138 153 168 183 198 213 228 243 258 273 288 303 318 333 348 I 109 124 139 154 169 184 199 214 229 244 259 274 289 304 319 334 349 110 125 140 155 170 185 200 215 230 245 260 275 290 305 320 335 350 111 126 141 156 171 186 201 216 231 246 261 276 291 306 321 336 351 112 127 142 157 172 187 202 217 232 247 262 277 292 307 322 337 352 113 128 143 158 173 188 203 218 233 248 263 278 293 308 323 338 353 114 129 144 159 174 189 204 219 234 249 264 279 294 309 324 339 354 115 130 145 160 175 190 205 220 235 250 265 280 295 310 325 340 355 iWWN GIRE INDUSTRY MAY 1989 This card void after Jul. 15,1989 1. CHECK BELOW YOUR PRIMARY BUSINESS AT THIS LOCATION: A. LAWN CARE COMPANY: Read each choice before answering. 10 Ł Chemical lawn care company 20 Ł Mowing/management lawn care company and/or landscape contractor 30 Ł Both chemical lawn care company and mowing/management lawn care company and/or landscape contractor B. SUPPLIER 50 Ł Chemical and equipment dealer and/or distributor C. OTHER (specify) 2. WHAT IS YOUR TITLE? I would like to receive (continue receiving) LAWN CARE INDUSTRY each month: Yes Ł No Ł Signature: . Date -BUSINESS REPLY MAIL FIRST CLASS PERMIT NO. 665 DULUTH, MINNESOTA POSTAGE WILL BE PAID BY ADDRESSEE READER SERVICE DEPARTMENT WWN CURE INDUSTRY POST OFFICE BOX 6080 DULUTH, MINNESOTA 55806-9780 I.I.I..I.I.IHI.II..MIIMI.IMI.MIIMI.II.,.. NO POSTAGE NECESSARY IF MAILED IN THE | UNITED STATES! CLASSIFIED RATES: $1.00 per word (minimum charge. $35). Boldface words or words in all capital letters charged at $1.25 per word. Boxed or display ads charged at 1X $85; 3X $80; 6X $75; 9X $70; 12X $65 per column inch (one inch minimum). (Frequencies based on a calender year). Agency commission allowed only when camera ready art is provided by 
agency. For ads using blind box numbers add $15 to total cost of ad. Send ad copy with payment to: DAWN NILSEN. LAWN CARE INDUSTRY. 1 E. 
First St.. Duluth. MN 55802. (218) 723-9505. Fax Number (218) 723-9615. BOX NUMBER REPLIES: Mail box number replies to: LAWN CARE INDUSTRY. Classified Ad De-partment. 1 E. First St.. Duluth, MN 55802. Please include box number in address. BUSINESS OPPORTUNITIES CURBMATE-THE MONEY MACHINE. Patented, 
electrically driven and self-propelled machine pro-
duces beautiful continuous concrete landscape edging. Simplifies the installation of concrete bor-
ders between lawns and flower beds, along driv-
eways and sidewalks, etc. Applications for residential and commercial settings, golf courses, etc. Turn $5,000-$10,000 equipment purchase into 
$50,000-$100,000 potential annual income. 
(801)273-3938. 5/89 300 plus chemical application accounts for sale. Union County, New Jersey location. Established 1974. $30,000 FIRM, also spray truck, 5 ton van, aerators, misc. eqpt. Will sell all or part. Call (201)276-1919. 5/89 CURB KINQ: Curbing machine that lays continu-
ous concrete landscape borders. Low investment, high returns. For information call 303-434-5337 or write PO Box 40567, Grand Junction, CO 81504. FOR SALE HANNAY HOSE REELS: New in the box. E1526's and E1530's - $349.00 We will ship and pay freight anywhere in the U.S.A. and Canada. Immediate delivery. Other size reels and parts available at 
fabulous savings! Call 313-543-2200, in Michigan. 
Outside Michigan - 1-800-843-LAWN. TF USED CHIPPERS, BUCKET TRUCKS, BOOM TRUCKS: Stump grinders, stake bodies, tree 
trucks and dumps. New Morbark and Woodchuck 
Chippers. Rayco stump grinders at discount prices. We also buy trucks and equipment. Op-dyke, Inc., Hatfield, PA (Phil, area) 215-721-4444. 7/89 Bowie Hydromulcher 1100: Trailer mounted with extra duty suspension and extra wide tires, Kubota Diesel powered with heavy duty clutches and powertrain, centrifugal pump and electric hose reel with hose. Well maintained. No rust. $14,500. Call Gary at (317)873-5231. 5/89 ncnon9 lasting iand-u heavv duty and ong i&^jiïxzsar s äStftjû Q\cXb'\mm .... Ł -Lawn Care I^S" Career opportunities coast-to-coast. Employer retained. Experts in personnel since 1968. USA Careers 5153942556 New Hampton, IA 5Q659 HELP WANTED SALES MANAGER Turf Ornamental supply business seeks a mo-tivated person to direct sales in the Mid-Atlan-
tic area. Applicant should have sales training and market planning experience. Competitive salary, benefits, with opportunity for profes-sional growth. Send resume to: Moyer & Son, Inc. P.O. Box 198 Souderton, PA 18964 Attn: Ken Excellent positions in the irrigation & landscape industry are available now. Call Florapersonnel, the international employee search firm for the or-namental horticulture industry. Completely con-fidential. Employer pays fee. Florapersonnel, P.O. Box 1732,1450 S. Woodland Blvd., Suite 201, De-Land, FL 32721-1732. (904)738-5151. Jim 
Bambrick, Jeff Brower, David Shaw, CPC, Bob Zahra, CPC. TF MAJOR LAWN CARE COMPANY needs to fill mid-dle management field staff position in the Dallas area. Related degree preferred, but must have 
hands-on experience in lawn and ornamental care. Must have strong communications skills and be willing to travel. Good benefits. Resume and 
salary history to LCI Box 210. TF CLEVELAND OHIO EMPLOYMENT OPPOR-TUNITIES We offer excellent salary and benefit package and opportunities for advancement in our design/build firm. Our expansion plans include es-tablishing a branch office. We are accepting appli-cations for people with skills in landscape 
architecture, design-sales, supervision of land-scape installation, maintenance, tree crews and 
nursery. Please send your resume or give us a call. Yardmaster, Inc., 1447 North Ridge Road, 
Cleveland, Ohio 44077. (216)357-8400. 5/89 LANDSCAPE SUPERVISOR: Established Michi-gan Contractor looking for self-motivated individual with 5 years minimum experience to 
manage crews and oversee landscape installa-tion. Send resume and salary requirements to: DeAngelis Landscape Incorporated, 22425 Van Horn Road. Woodhaven, Ml 48183, EOE. 5/89 LANDSCAPE DIVISION MANAGER: well estab-lished, rapidly growing company seeks individual to take over for retiring manager. Individual must be able to run both a maintenance and a planting division simultaneously. Requires exceptional or-ganizational/management skills as well as com-plete command of plant materials and 
maintenance techniques. For consideration con-tact David Gorter, 855 Skokie Highway, Lake Bluff, IL 60044. 312-615-0800. 5/89 Wanted to Buy - Lawn care companies of all sizes 
anywhere in U.S. wanted to purchase by national 
corporation. If interested, please respond to LCI Box 197. Strict confidentiality maintained. TF Woodbine Ave., Keswick, Ont., Canada L4P 3E9 Tel. (416) 476-4311 Fax. (416) 476-5867 BROUWER TURF EQUIPMENT LIMITED An Outboard Marine Corporation Company 7320 Haggerty Rd., Canton, Ml. 48187 Tel. (313) 459-3700 Fax. (313) 459-8778 89-116P Copyright 1989 Brouwer Turf Equipment Limited Circle No. 104 on Reader Inquiry Card A new handbook from the editors of Lawn Care IndustryŠHundreds of ideas from industry experts ... This book is loaded with hands-on tips to improve your... .HIRING . ADVERTISING 
. MARKETING 
. MANAGEMENT Ł CUSTOMER RELATIONS . PROMOTIONS . BUYING . LIABILTY KNOWLEDGE Here are only a few of the subjects you can dig into... Ł Ways to find good employees Ł How to motivate workers at $5 an hour Ł Expanding into mowing/management work 
Ł Off-season options 
Ł Marketing to new homeowners 
Ł How to write a snow removal contract Ł Joint biddingŠwhat are the pitfalls? Ł To sell or not to sell? Ł To buy or rent? Ł Contractors liabilities (I All this and much, much more in the new "How to Grow Your Lawn Care Business" handbook. Get yours now for only $35. The more you use this book, the more useful it will be to you. To order your copy, simply 
complete the attached card and mail it to Business Information Services, 7500 Old Oak Blvd., Cleveland, OH 44130. Or for rush service just call BIS at (216) 826-2839. YES I want copy(s) of the Lawn Care Industry's "How to Grow Your Lawn Care Business". My payment is enclosed. Check payable to BIS Charge my credit card: VISA Master Card American Express Card # Exp. Date Signature Name Company Address City/State/Zip Phone Call NOW to See PERFCO'S Full Line of 4-COLOR LAWN CARE AND LANDSCAPING BROCHURES NOW YOUR COMPANY CAN AFFORD BEAUTIFUL, 4-COLOR BROCHURES... AT 2-COLOR PRICES! Ł Lawn Care & Landscaping, Many different styles and sizes to choose from. Ł 4-Color Aeration & Disease Doorhangers. Ł Project a professional image. Ł Personalized to fit your company's needs. Ł Large order custom designs. Ł Eliminates costly agency fees! PLCAA Booth # 825, 924 FOR FREE SAMPLE PACKACE CALL OR WRITE TODAY 1-800-543 0900 Ohio 1-513-845-3897 85 Quick Rd New Carlisle, OH 45344 ONLY THE PRICES ARE UNBELIEVABLE! Sod cutting and renovating with a BROUWER sod cutterŁŁŁ designed to make your turf cutting and lawn renovating easy. Check these features: Ł Easy single lever operation Ł Easy adjustable handle bar Ł Easily handled Š lightweight Ł Easy transport and storage with kickstand and fold-away handle Ł Choice of blades For more information on this and other fine turf care equipment from Brouwer, contact your dealer ... today. ADVERTISERS INDEX WANTED WANTED TO ACQUIRE Lawn care companies of all sizes in U.S. and Canada being sought by national cor-
poration. Complete buy out or 
stay and grow with us. If inter-ested, please call me directly: Don Karnes Senior Vice-President TRU GREEN CORPORATION (404) 442-8700 STRICT CONFIDENTIALITY MAINTAINED I TRU GREEN K#wmxmf** am LAWNAMERICA, INC. a diverse lawn care com-pany, is seeking acquisition candidates. We are a publicly traded company making your company and personal growth potential very unique. Send information in confidence to: LAWNAMERICA, INC., P.O. Box 470445, Tulsa, OK 74147, Attn: Lee Ellis, President. 5/89 REPS WANTED Commercial Sales Representative: Experienced Sales Professional needed for growing Lawn Care Company based in Southern California. Must have own transportation, will pay mileage. A degree in Horticulture with emphasis on Turf Grass pre-ferred. Salary + commission. No limit on how much you can earn. Immediate openings for moti-vated Professionals. Reply to LCI Box 211. 5/89 NO. ADVERTISER PAGE NO. ADVERTISER PAGE II îûMÉl Š89~ 101 ALCA 26 102 American Cyanamid 21 103 Andersons 13 
104 Brouwer/TR224 29 105 Brouwer 24 106 Ciba-Geigy 10-11 
107 Coron 9 108 DowChem 18-19 
109 Encap 23 110 Excel Inds 17 
111 Growth Prods 24 112 Hoechst Roussel 16 113 Jacobsen/Textron 7 114 Lebanon/Triumph 30 115 Lebanon/Dursban 23 
116 Lesco 32 117 Michigan State Univ 22 118 Mobay/Oftanol 12 119 Mobay/Dylox 25 120 Nor-Am 4 
121 O.M.C. Cushman 31 
122 PBI Gordon 2-3 
123 Perfco 29 
124 Rhone-Poulenc 14-15 125 Snapper 30 126 Tecumseh 22 127 Walker Mfg 20 New Products 135 Spring Valley Turf/ herbicide 25 136 Deer & Co./ hedge trimmer 25 137 Brouwer/ turf roller 25 138 Exmark/sulky 21 139 Safety Specialists/ safety signs 25 This index provided et en additional service. The publisher assumes no liability for ommlssion or error. You Came, You Sprayed, You Conquered. Triumph! 90% grub control in 2 to 3 days. Triumph®. The newest liquid form of grub control for lawn care professionals is here, and now available through your Lebanon Total Turf Care representative. Backed with over 10 years of major university and independent research, new Triumph insecticide provides fast, effective control of white grubs and surface feeding insects in home lawns. Within two days of application, Triumph is hard at work, controlling grubs, sod webworms, armyworms and mole crickets. Insect problems are eliminated quickly and easily, before serious injury has occurred to your customer's turf and to your company's reputation. Triumph can also be used as a preventa-tive, to stop damage before it starts with an application from July to October. For more information on how you can Triumph over insects and grubs, call our Greenline at 1-800-233-0628 or contact your local Lebanon representative today. Lebar non TOTAL TURF CARE A division of Lebanon Chemical Corporation P.O. Box 180 Ł Lebanon, PA 17042 Triumph® is the registered trademark of CIBA-GEIGY Always read and follow label directions Triumph is a restncted use pesticide and is not for use on sandy soils Not to be sold or used in New York For retail sale to and use by certified applica-tors or persons under their direct supervision, and only for those uses covered by the certified applicator certification. SNAPPER'S Right now, your old heavy duty commercial mower is worth at least TRADE ALLOWANCE Maybe more When you trade up to a Snapper Right now, you can get $500.00 in trade allowance, maybe more, off the regular retail price when you purchase a Snapper 32," 36" or 48" heavy duty commercial mower. See your Snapper dealer for details. Hurry, offer ends soon. ASK ABOUT SNAP-LEASE 3 EASY PLANS FOR COMMERCIAL USERS All offers available at participating dealers only. Limit one trade-in per transaction Void where prohibited See the Yellow Pages for the Snapper dealer nearest you. Or contact Snapper Power Equipment, McDonough, GA 30253. Circle No. 114 on Reader Inquiry Card Circle No. 125 on Reader Inquiry Card For the long run. Introducing a powerful new force in riding rotary mowers. Now there's more to Cushman® Front Line® Mowers than top cutting performance. More power. More operator comfort. More endurance. Now there's the new diesel-powered model Cushman 807. Its totally integrated power train and new hydraulically-powered steering gives you un-matched performance over the long run. The 807 dispatches thick, wet grass on tricky maneuvers around obstacles without losing ground speed. No other rotary mower gives you a cleaner cut. At the heart of the new, four-wheel 807 is a powerful 21.5 horsepower, 3-cylinder Kubota 950 diesel engine. We've also included a heavy-duty Donaldson air cleaner and a new, heavy-duty Cushman PTO clutch to 
keep your new Cushman Front Line 
running longer. A complete family 
of Cushman Front Lines and a wide range of accessories are avail-able to meet all your needs all year 'round. Choose a 3 or 4 wheel design with 60- or 72-inch side or rear discharge mower deck. Or add the exclusive Cushman Grass Caddy® system, which lets you cut, catch, and hydraulically dump 16 bushels of clippings without leaving the seat. For a convincing demon-stration contact your Cushman dealer today. Or call toll-free: 1-800-228-4444. CUSHMAN* BUILT TO LAST 3439 Cushman, OMC-Lincoln, P.O. Box 82409, Lincoln, NE 68501 © Outboard Marine Corporation, 1987. All rights reserved. WE'VE IRONED OUT AGREAT DEAL FOR YOU. Turn on the green with a great deal on LESCO iron products. Buy five or more gallons at regular price and we'll give you five gallons free. Combine value with versatility. Use LESCO iron for quick greenup, 
correcting micronutrient deficiencies, deep root feeding or as a buffering 
agent for high pH spray solutions. Choose from five specialized formulations, for use on any type 
of soil. All highest quality. All eco-nomical. All formulated for the kind of superior performance that makes you, and the turf, look good. Mix and match. Buy one formu-lation and try another as your free product. But hurry, offer ends 
June 15,1989. Iron out turf problems with a great deal on a great product. To order, 
contact your LESCO sales repre-sentative, visit the nearest LESCO Service Center or call toll free (800) 825-3726. LESCO, Inc., 20005 Lake Road, Rocky River, Ohio 44116 (216) 333-9250 Offer starts May 1,1989 and ends June 15,1989. Only five gallons of free product will be given away per customer, except on purchases of 55 gallons or more which qualify for a maximum of 10 gallons of free product. LESCO/ CHEMLAWN GUN The best gun in the industry.