ALCA Influence JanFeb 2013

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January/February 2013

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2012 Presidential Award Recipient Terra Designs

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January/February 2013





President’s Message............................................................. 4 CEO Message..................................................................... 6 ALCA Calendar................................................................... 8 ALCA Sponsors.................................................................... 8 New Members..................................................................... 8 ALCA Trade Show................................................................ 9 2013 Board of Directors..................................................... 10 ALCA 2012 Awards........................................................... 11 Presidential................................................................. 12 Xeriscape................................................................... 13 Best Landscape Management........................................ 14 Special Awards........................................................... 15 Lifetime Achievement Award......................................... 16 The Affordable Care Act’s Employer Mandate....................... 17 Top Ten Tips for Obtaining Business Loan Request.................. 18 ACLP Workshops............................................................... 20 Member Updates............................................................... 21 ALCA Holiday Party........................................................... 21 ALCA Casino Night............................................................ 22 Resource Guide................................................................. 23


Matthew Johnson President Elect

Tony Acosta

Asset Landscaping

Vice President

Robert Clinkenbeard ILM

Secretary Kim Kleski

AZTEC Engineering


Steve Shields

Hill & Usher Insurance & Surety

Chief Executive Officer Judy Gausman


Association Outsource Services, Inc. (916) 990-9999


Lori Mattas


Copeland Printing

Arizona Landscape Contractors’ Association 5425 E Bell Road, Suite 105 Scottsdale, Arizona 85254 Phone: 602-626-7091 Fax: 602-626-7590

The ALCA Influence is the official publication of the Arizona Landscape Contractors’ Association. ALCA and The ALCA Influence assume no responsibility for the statements or opinions appearing in articles under an author’s name. The services of an attorney or accountant should be sought in legal and tax matters. For editorial information, contact the Arizona Landscape Contractors’ Association, 5425 E. Bell Road, Suite 105, Scottsdale, Arizona 85254; telephone, (602) 626-7091; facsimile, (602) 626-7590; e-mail,

January/February 2013





Happy New Year

W Matthew Johnson 2013 ALCA President

ith the elections over and holidays still lingering along the belt line, it is time to look forward and make the changes necessary to successfully navigate what lies ahead for the business community. While the challenges are there, solutions will come to those who seek the proper education, advice, and counsel when choosing a path. I have mentioned this before; however, it is worth mentioning again: look to your associate members for help. They specialize in their respective trades and can help you improve your business. Attending the ACLP, SLM, other education seminars, Mixers, Field Day, Golf Tournament, Casino Night, and the Awards Banquet are just some of the activities where you can meet people and learn more about the green industry. For Associate members, there are numerous opportunities to share your knowledge and products with current and potential customers. If you haven’t done so yet, check out the ALCA Calendar on the new and improved website at The fourth quarter rounded out nicely with a well attended Casino Night, Awards Banquet, and December Holiday Party/Mixer. Casino Night, hosted again this year by Vermeer Southwest, was accomplished in great style. Casino Night raises money for the Government Affairs Committee for local politician visits, the trip | 800.34EWING



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to Washington DC to represent ALCA in the PLANET “Day on the Hill”, and our membership in the Arizona Subcontractors Coalition, which also provides access to information and updates from a lobbyist working for the coalition. They have been a great asset to help bring background to State bills that could potentially affect the Landscape Industry. The Awards Banquet was held at what I would think is one of the most elegant venues in the state: The RitzCarton Dove Mountain. The beautiful setting was perfect for a great night of entertainment, dinner, and awards. If you haven’t attended this event, plan to next year! Finally, ALCA celebrated the Christmas spirit with a mixer hosted by NatureScape and EnviroControl. The dinner at Lucille’s is a popular spot and not one to be missed! I want to thank each and every volunteer, contractor, and associate member for being a part of this organization. Without the hard work and dedication everyone puts into their business and ALCA, we would not be enjoying the bountiful harvest we are today. Happy New Year and I wish you all a safe and prosperous 2013!

Mtthew Johnson, ALCA President

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2012... A year in review

H Judy Gausman ALCA CEO

appy New Year! It seems at the end of every year, I stop and ask myself, “Where did this year go?” 2012 was an extraordinary year for the Arizona Landscape Contractors’ Association, and I’d like to explain why. After a year’s work to create the curriculum for the Sustainable Landscape Management program, the SLM workshops rolled out in January like gangbusters. Twenty-two workshops later, 419 ALCA members received their SLM Certification and can proudly display their certification status on their website and other marketing material. You may find the list of SLM Certified Professionals on ALCA’s website. Forming an alliance with the Arizona Association of Commu-

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nity Managers (AACM), ALCA provided the SLM curriculum for AACM’s training program and attended their trade show in an effort to help promote sustainable practices to community managers, HOA’s and their board members. With the enhancements of The Arizona Certified Landscape Professional (ACLP) program lead by Beth Gosnell, the curriculum was revamped and committee members volunteered their Saturdays, Wednesdays, and Thursdays to instruct each of the workshops in the Phoenix, Mesa, Tucson and Prescott areas. This past year, there were 785 students that attended these workshops and 55 became ACLP certified. In addition to SLM and ACLP, ALCA provided workshops on the topics of Budget & Estimating, Financial Analysis and the Affordable Care Act. And if that wasn’t enough, ALCA hosted twelve mixers, six round table discussions, Field Day on a chilly April day, the annual golf tournament, DIRT University, Casino Night and the 36th Annual Excellence in Landscaping awards program. All of these programs are run by volunteers who generously give of their time and resources for the betterment of the industry. ALCA’s success continues because of the commitment of its Board of Directors, who guide and direct the association’s activities and keep it moving forward. And lastly, my gratitude goes to Kara Kerker for her hard work and dedication to the association and her energetic spirit. She is a joy to work with. Respectfully, Judy Gausman

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January/February 2013





2013 Calendar of Events

New Members


Australian Outback Plantation

9 SLM Workshop – ALCA Office 12 ACLP Plant ID Workshop – ALCA Office 16 ACLP Plant ID Workshop – ALCA Office 17 ACLP Plant ID Workshop – Prescott 19 ACLP Plant ID Workshop – Tucson 29 ALCA Board of Director’s Meeting 30 Phoenix Member Mixer

February 6 SLM Workshop – ALCA Office 9 ACLP Tree Planting Workshop – ALCA Office 13 ACLP Tree Planting Workshop – ALCA Office 14 ACLP Tree Planting Workshop – Prescott 16 ACLP Tree Planting Workshop – Tucson 20 ALCA Trade Show

March 9 ACLP Annuals Workshop – ALCA Office 13 ACLP Annuals Workshop – ALCA Office 14 ACLP Annuals Workshop – Prescott 16 ACLP Annuals Workshop – Tucson 20 Phoenix Member Mixer 26 ALCA Board of Director’s Meeting 28 Tucson Member Mixer

LJ Design & Consulting

Paul Chambers PO Box 799 Tonopah, AZ 85354 Phone: 623-780-8500 Fax: 623-393-0530 Email:

Lisa Ribes 1430 E Fort Lowell Rd #200 Tucson, AZ 85719 Phone: 520-591-9992 Email: Profile: We are registered landscape architects and designers with over 30 years of experience designing and installing residential, commercial and public works projects in Arizona, Canada, and New Zealand.

Excellent Landscaping & Tree Service, LLC Tony Piraneo PO Box 5288 Scottsdale, AZ 85261 Phone: 480-451-3470 Fax: 480-668-3671 Email:

Olsen Sharpening and Landscape Supplies

Richard Robertson 161 East Broadway Mesa, AZ 85210 Phone: 480-969-3933 Fax: 480-969-1237 Email: Profile: We at Olsen’s engage our customers to find new ways to communicate and grow with the industry. Our service is excellent and backed up with a 30 day warranty for the services we provide including landscape material supplier and equipment sales/rental.

Husqvarna Group

Brian Irby 5803 S Kenwood Ln Tempe, AZ 85283 Phone: 480-201-4128 Fax: 602-703-1212 Email: Profile: Husqvarna is a producer of power products such as chain saws, trimmers, lawn mowers and garden tractors.

Live Earth Products, Inc.

SmartWrap Vehicle Wraps

Russell Taylor PO Box 76 Emery, UT 84522 Phone: 435-286-2222 Fax: 435-286-2322 Email: Profile: We produce carbon balanced fertilizers and soil amendments. Our humic acid based products make an excellent soil amendment in western soils.

Tim Hilcove 1515 W Deer Valley Rd, Ste A-104 Phoenix, AZ 85027 Phone: 623-889-0862 Email: Profile: We design and install vehicle wraps and graphics

Special Thank You

to our ALCA


Platinum Sponsors Bingham Equipment Company Cutting Edge Curbing Sand & Rock DIRT DLC Resources, Inc. Evergreen Turf, Inc. Ewing Irrigation Products Horizon Distribution Inc. Hunter Industries/FX Luminaire John Deere Landscapes Rain Bird Corporation Rodeo Ford The Toro Company/Irritrol/Unique Lighting Systems

Gold Sponsors

Hill & Usher Insurance & Surety Vista Professional Outdoor Lighting

Silver Sponsors Southwest Sod, Inc. West Coast Turf 8


T January/February 2013 Why ALCA? ALCA provides:  


 

Professional growth through certification and training (ACLP) Arizona Certified Landscape Professional Program: a series of four-hour workshops covering ten topics designed for interaction and hands-on learning. (SLM) Sustainable Landscape Management: a certification for ALCA members that promotes practices which strive to preserve water, reduce waste generation and strive for longevity and maturity of plant materials. Networking events and other opportunities for members, their employees and industry peers to build long lasting working relationships. Representation of business interests in the legislature; keep owners up to date on the rules and regulations that affect their business.

You may use Hunter Preferred Contractor or Rain Bird points to pay your 2013 membership dues!



Meet fellow members green industry. 

February 20, 2013 PERA Club, One Con�nental Dr, Tempe 5:30 pm ‐ 8:30 pm

 

and vendors of the

Grow your landscape business with ALCA. Learn the latest trends & training in landscaping.


Develop new industry friends & contacts.


Exchange ideas with your peer contractors.



Bring your business cards for a chance at fabulous door prizes. Enjoy Hors D’oeuvres and soft drinks; alcoholic beverages also available (credit cards accepted) Not a member of ALCA? Entrance to the trade show is free. RSVP: or 602-626-7091

Arizona Landscape Contractors’ Associa�on


President/Director of Gov’t Affairs Matthew Johnson

President Elect/Director of Public Relations Tony Acosta Asset Landscaping

Vice President/Director of SLM Robert Clinkenbeard ILM - Integrated Landscape Management

Treasurer Steve Shields Hill & Usher Insurance & Surety

Secretary Kim Kleski AZTEC Engineering

Director of Awards Program Dwight Faires San Tan Landscape Management

Director of Insurance and Safety Jim Trog Four Peaks Landscape Management, Inc.

Co-Director of Programs Nate Gould Hunter Industries

Co-Director of Programs Marty Monroy Cutting Edge Curbing Sand and Rock

Director of the ACLP Beth Gosnell All Season Wholesale Growers

Director of Membership Development David Spector TLC-The Landscape Company

Co-Director of Programs Bob Franchetto Horizon Distributors

2013 Board of Directors and CEO CEO Judy Gausman



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ALCA Rolls Out the Red Carpet


he Arizona Landscape Contractors’ Association rolled out the red carpet to honor landscape contractors, landscape architects and landscape designers for their beautiful projects at the 36th annual Excellence in Landscaping Awards Program and Banquet on November 17, 2012, at the beautiful Ritz-Carlton, Dove Mountain Resort in Marana, Arizona. The ALCA awards program reflects the association and industry’s commitment to designing and maintaining our southwest environment as well as applying practices and methods that promote sustainability. There are many people that contribute their time and talents throughout the year to make this program a success. Thank you to Dwight Faires who served as the awards director. Thank you to the judges who began viewing projects in the heat of the summer: Dwight Faires, San Tan Landscape Management; Kelly Young, U of A Cooperative Extension; Kim Kleski, AZTEC Engineering; Beth Gosnell, All Season Wholesale Growers; Cindy Odgers, South Mountain Community College; and Susan Chase, AZ Nursery Association. Kim Kleski, along with her team: Kelly O-Shaughnessy; Lorene Gilbert; Gina Larsen; Kurt Rouse; Dwight Faires; and Nancy Coxe, spearheaded the silent auction that everyone enjoyed during the cocktail reception. Proceeds from the auction go to the ALCA Scholarship Fund. In the past three years, ALCA has distributed over $20,000 to qualified recipients to assist in furthering their formal education and fund research projects within the landscape industry. One of the highlights of the cocktail hour was the “Red Carpet Interviews” by the Master of Ceremonies, Brian Qualls with Unique Lighting. The audience was able to enjoy the edited version after dinner to start the program. The ALCA Board of Directors paid tribute to CEO Judy Gausman and celebrated her ten years of service by taking a photo trip down memory lane. And then she joined the Board of Directors to surprise the audience with a “Flash Mob Dance.” ALCA is truly fortunate to have members that support the awards program. Their generosity is amazing. These sponsors will be recognized with the winners throughout each issue of the ALCA Influence magazine. And of course, there would not be a program without the landscape contractors who submit their beautiful landscape projects. 27 companies took the time and effort to take photos, fill out the application and compete against fellow ALCA members and friends to win an award. By participating in the program, these companies will be able to market to their clients, recognize their employees for their hard work, dedication and outstanding landscape projects and be recognized in the industry by being a leader of the pack and competing with the best! You may view the entire award winning projects on the ALCA website at and in the upcoming issues of this magazine.

January/February 2013





2012 PRESIDENTIAL AWARD – Terra Designs – Private Residence Photograph provided by Scott Sandler

Terra Designs, Inc. was honored at ALCA’s 36th annual “Excellence in Landscaping” awards program on November 17th by receiving the coveted Presidential Award. The Presidential Award is given to a project that demonstrates the highest level of excellence and creativity. This award is the “Best of Show” project chosen from over 80 applications. Accepting the award was Bill Krause for the private residence project entered in the category of Single Family Residential Installation $350,001 - $500,000. Roger Ramsey with Ewing Irrigation presented the award. The exterior landscape was just as important to the homeowners and architects as the interior design and construction. The exterior spaces needed to flow together with the interior. With boundaries blurred and edges removed, the home is visually expanded and has more of a sense of shelter than enclosure. It needed to look hand placed amongst the towering saguaros and desert vegetation. From the transplanted native plants shading the patios to the water harvesting system and LED lighting, this home is environmentally friendly. This home needed to look and feel as if it grew from the mountain, in harmony with the native vegetation. Many homes sit on the mountain but only a very few become part of it.



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2012 XERISCAPE AWARD Enchanted Garden Landscape, Inc. – Sherwin Residence The Xeriscape Award is given to a project that is planned and designed to create practical use of turf areas, has a selection of plants that appropriately use mulches, soil amendments or improvements, and efficient irrigation. When properly designed and maintained, the xeriscape project saves water, time and money through reduced plant water needs and lower maintenance requirements. Bill Fleming with Enchanted Garden Landscape accepted the award for the Sherwin Residence entered in the category of Residential Redesign $150,001 - $350,000. Marty Monroy with Cutting Edge Curbing Sand and Rock presented and sponsored the award. This Southwestern desert home is nestled into a natural Sonoran Desert setting. Desert appropriate specimens reinforce the casual Southwestern style reflected by the architecture. Large Saguaro

Photograph provided by Christopher Rossi

sentinels of the desert were introduced as featured specimens. Native select stone granite boulders layer throughout the site and garden. Bursts of color from plants, such as Bougainvillea, contrast with the more architectural forms of the desert cacti. Patios were designed to allow the homeowners an opportunity to sit outside and enjoy the pleasures of being in their garden. Boulders create opportunities for sitting, and help soften transitions between various levels throughout the garden. Pots provide color and texture accents that define patio spaces. Combinations of layered color and texture allow for year round visual interest. Although low-water-use plants are the predominant theme of this garden, there is no lack of color, interest, and year round drama in this garden.

January/February 2013





2012 BEST LANDSCAPE MANAGEMENT AWARD ISS Grounds Control, Inc. – Hilton El Conquistador Golf & Tennis Resort Todd Huston with ISS Grounds Control was the recipient of the Best Landscape Management Award for the Hilton El Conquistador Golf & Tennis Resort in the category of Commercial Maintenance $150,001 - $250,000. Accepting the award with Huston was Hilton’s Director of Operations, Michael Hammer. Paul Tammelleo with Irritrol/The Toro Company presented and sponsored the award. In the shadow of the dazzling Catalina Mountains of Tucson resides this four star destination resort. It was built in the late 1970’s and spans 88 acres, spread out over two locations. The resort itself teams with public events including conferences, weddings, banquets and



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tennis tournaments. Many events take place on the grounds requiring impeccable maintenance standards seven days per week. The second location is the Country Club with two 18-hole golf courses. The Sonoran desert pallet is the dominant theme in this paradise. At key focal points, there is turf to refresh and sooth. In the courtyard, the turf is multi leveled and sloped to mirror the visible mountains. The effect is stunning. Nearby, at Sunset Point, tiered turf at a level grade accommodates the steady flow of weddings. Several palms create an invitation to linger and savor this glorious and varied desert oasis.


ALCA 2012 SPECIAL AWARDS Chosen by their peers, three ALCA members were honored with special recognition at the 36th annual “Excellence In Landscaping” awards program at the beautiful Ritz-Carlton, Dove Mountain on November 17, 2012. These individuals have demonstrated a strong dedication and commitment to ALCA and the landscape industry. These awards were sponsored by : DLC Resources, Rodeo Ford and Rain Bird.

Outstanding Associate Member of the Year

Outstanding Landscape Contractor of the Year

Doug Donahue, Ewing Irrigation Products

Sarah Maitland - CareScape

As a residential and commercial sales representative for Ewing, Doug Donahue is responsible for providing irrigation supplies and solutions to large commercial irrigation and landscape contractors and municipalities. Based out of Ewing’s Mesa branch, located at 1921 South Horne Road, Doug’s territory covers the Greater Phoenix region. He also makes monthly visits to the northern part of the state to support Ewing’s customer base in Prescott and Flagstaff. Doug comes to Ewing with over 30 years of industry experience and brings along many loyal customers that he gained throughout that time. Prior to joining Ewing, Doug spent 17 years with Rain Bird in several different capacities, including District Manager in the Midwest and Contractor Account Manager in the Southwest. He has also worked in outside sales for two Arizona landscape distributors, serving the golf, residential, commercial and municipal irrigation markets. “I strive to serve my customers in a timely manner,” says Doug, “I always try to do what I say I’m going to do. My passion is customer service.” Doug earned a Bachelor of Arts in Education at Arizona State University and is Ewing’s liaison for the Arizona Landscape Contractors’ Association. He has been instrumental in revising the curriculum and providing instruction for the irrigation section of ALCA’s AZ Certified Landscape Professional program as well as the Sustainable Landscape Maintenance program. He has taught over 20 workshops in 2012 alone; helping over 400 contractors reach their SLM and ACLP certification goals. Outside of work, Doug’s interest include genealogy, golf, and spending time with wife, Debbee, and their five children: Chris, 30; Sean, 29; Jordan, 21; Katelyn, 19; and Allison, 16.

Sarah Maitland has been involved in the Horticulture Industry for over 20 years. Sarah holds a degree in Horticulture from Kichaukee College; is a Certified Arborist and a Certified Tree Risk Assessor. She is a member of the American Society of Consulting Arborists and currently working to become a Registered Consulting Arborist. For the past 4 years, Sarah has made CareScape a part of her family as their Customer Care Consultant and is their representative at industry and community events. Sarah is a strong supporter and very valuable asset to ALCA’s Sustainable Landscape Management program. She is an instructor for the SLM certification program as well as the SLM training instructor for the Arizona Association of Community Managers. Sarah Maitland moved to Arizona from Illinois with her late husband, Gary in 1996. She has 3 beautiful daughters that she is actively involved with: Tiffiny, 19; Shannon, 23; and Lisa, 28. She is engaged to Greg Carroll whom she met in 2008 and is a former world class trampolinist and long distance runner. She enjoys bird watching, gardening, hiking and camping in the wilderness.

January/February 2013





2012 ALCA Lifetime Achievement Chris Niccum – Sonoran Gardens, Inc. Mowing lawns at the age of 10, Chris has nearly 50 years of experience in the landscape industry. Developing a green thumb, he took his talent for growing plants and attended Purdue University, earning a degree in Ornamental Horticulture in 1978. After graduating from college, Chris moved to Dallas, Texas, where he furthered his landscaping abilities by installing the landscape at Brookhaven Community College. Once the installation was complete, his supervision of the landscape maintenance was requested. Three years later he moved to Twin Falls, Idaho, where he supervised the landscape of another local community college. It was in Idaho that Chris strengthened his love of the mountains and the high desert surrounding the area. However, when a once-in-a-lifetime opportunity arose to become a resort horticulturist for Rock Resorts in the Caribbean, he jumped at the chance, gaining 10 years of unforgettable experiences. The beauty of the tropics will take your breath away; the hardships of being in the middle of nowhere will bring you back to earth. Chris became the resident horticulturist at Little Dix Bay in Virgin Gorda BVI for three years. He was then transferred to St. Croix where he put his talents to work installing a new landscape for Carrabolla Beach Resort. After completion, he again stayed to become the landscape supervisor and resident horticulturist. When the category four hurricane Hugo blew through St. Croix in September of 1989, it was a reminder of the difficulties of living in the tropics. Much of the island was destroyed, and after making sure his family was secure and safe back in the states, he stayed



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behind and helped rebuild, not only the resort, but regions of St. Croix as well. Chris found his home in Tucson nearly 25 years ago, again working as a resort landscape supervisor at The Westin LaPaloma. Is it any wonder that after all that landscape experience he should succeed in building his own company? In 1998, using his personal pickup, a wheelbarrow and the help of an old friend, he started Sonoran Gardens, installing very small landscapes. The company has continuously grown, installing beautiful highend landscape projects with the help of 19 employees, various landscape designers and local subcontractors. Chris, along with Manager Roberta Braegelmann, has pioneered Custom Care Maintenance, a service that has set the standard in high quality landscape maintenance. It has grown from 5 previous installation customers to over 40 regular custom care customers and continues to grow daily. Earlier this year, Chris merged with The Contained Gardener adding contained garden design, install and maintenance as an exclusive new service. After 16 years as a business owner, the entire Niccum family is now involved with Sonoran Gardens. It continues to grow and prosper as Chris has intended. Sonoran Gardens has been the recipient of more than 20 ALCA Landscaping Awards and numerous Xeriscape and international APLD awards. Chris has been a member of ALCA for many years and has led the industry in establishing a high standard of excellence in service and leadership. When Chris has the time, he loves working in his own garden, which includes both ornamental and vegetable gardens. He is an avid runner, keeping himself in great shape. He enjoys bird watching and has identified several different species in his own backyard but his very favorite pastime is playing with his granddaughters. It is a privilege to honor Chris Niccum as ALCA’s Lifetime Achievement Award recipient.


The Affordable Care Act’s Employer Mandate – Turning Information In To Knowledge


lot of employers are concerned with the Affordable Care Act and the impact of the employer mandate (which requires employers offer medical insurance to all full time employees or pay a penalty) will have on their costs. As a consultant in the area of employee benefit planning and design I am working with all of my clients to first gain an understanding of how the penalties work and when they will be charged before hitting the panic button. Let’s be visual for a moment. The Health Insurance Exchanges will be set up like a virtual shopping mall with 4 different stores each selling medical insurance plans. The difference in these 4 stores will be the type of medical plans sold. Each store will sell plans that replace a certain percentage of healthcare costs for an individual– referred to as “actuarial value”. See below Store 1 (think Wal-Mart) will sell bronze plans, which will have an actuarial value of 60%. Store 2 (think Target) will sell silver plans, which will have an actuarial value of 70%. Store 3 (think Macy’s) will sell gold plans which will have an actuarial value of 80%. Store 4 (think Neiman Marcus) will sell platinum plans which will have an actuarial value of 90%.

Subsidies Tied To Silver Plans If you are an individual shopping for medical insurance in the Health Insurance Exchange, you can purchase any one of the metal tiered plans outlined above but you will only be eligible for a federal subsidy if the premium in the Silver Plan or lower exceeds 9.5% of your annual household income. So to clarify, if you receive a subsidy it will be based off your ability to afford one of the lowest value plans in the Exchange and you will still have to pay something.

Offering Medical Insurance - What Does It Mean For Large Employers? If you’re an employer with more than 50 full time employees, and you choose to continue to offer medical insurance to your employees, you will only pay a $3000.00 penalty, per employee per year (or $250.00 per employee per month) if an employee goes to the Exchange, and qualifies for a subsidy. Those two events have to occur. The penalty is not tax deductible, and you will only pay it for each person who follows through with those two steps. If you have a large portion of full time employees earning Medicaid-eligible incomes it is important you identify and track those, as those employees will not be entitled to Exchange subsidies. Remember, subsidies are the trigger for employer penalties. No subsidy granted, no penalty charged. Your Safe Harbor A qualified benefit consultant will help you design a solid safe harbor, proposing a plan and contribution structure that will enable you to avoid the penalty. You just have to: 1) ensure that the lowest cost plan you offer is equivalent to or better than a bronze plan in the Exchange (60% actuarial value) and 2) ensure that the employee’s portion of the medical premium on the lowest cost option you offer does not exceed 9.5% of his annual income. Remember as an employer who chooses to offer benefits – the key word is OFFER. You only have to offer it. As of the date this article is written we are still waiting for further guidance from insurance carriers as to adjustments they are making in their participation guidelines to accommodate the new rules. Not Offering Medical Insurance - What Does It Mean For Large Employers? If you’re an employer with more than 50 full time employees, and you choose not to offer medical insurance to your employees then you will pay a $2000.00 penalty, per employee per year (or $167.00 per employee per month), on ALL of your full time employees, less the first 30 if even just ONE employee goes to the Exchange, and qualifies for a subsidy. This amount is not tax deductible. Because of this penalty structure, in most of the analysis we have done so far dropping benefits is the least attractive option in terms of reducing costs. When you start to work through it, many of my clients are realizing that with the right plans and contribution structure, they can continue to offer affordable medical insurance to their employees and be much further ahead than if they abolish the benefit plan completely and pay the penalty on all employees. You won’t know until you go through the exercise. If you would like more information regarding the Affordable Care Act and how the employer mandate will specifically impact your business, please call Joanna Morrow at 602-903-4047 or email at: jmorrow@

January/February 2013





Top Ten Tips for Obtaining Business Loan Request Christina Heide,VP

Wells Fargo Business Bank


1. Know & Have Your Business Plan a. Why is your Business successful and what will ensure its success? b. First Year Details c. 2nd+3rd Year Projections Recommended d. Know how you compare to industry professionals and be able to explain 2. Be Able to Identify Your Management Team and their Roles a. Who is the Decision Maker and how are the decisions made ? b. Do you have a management succession plan ? c. Who will manage the Banking Relationship? 3. Know the Amount of Loan Request and Purpose of the Monies a. What is the purpose of the Loan Request? b. What will the monies be used for ? c. What is your source of repayment? What is your collateral? d. Know the limitations of your capacity to borrow and repay. 4. Make sure your Financials are Available and in Order a. Obtain the assistance of a Reputable CPA if not already in place. b. General Ledger, A/R and A/P agings, Inventory Tracking, Contracts in Progress. c. Clear Credit Bureaus – know Guarantor FICO scores d. Have prepared Personal Financial Statement for each Guarantor 5. Be Prepared to Provide Financials to Your Lender When Requested a. Complete Loan Package Obtained from Lender b. Provide Cover Letter addressing the need for bank financing and include sources of repayment. c. Have more than one lender – as back up and comparison. d. BEWARE – low interest rate is NOT always best option. Also consider fees, pre-payment penalties, terms and conditions. 6. Understand Your Cash Flow a. Prepare a projected 12-month Cash Flow Statement. b. Reflect Best and Worse Case Scenarios pertaining to your Cash Flow Statement. c. Does your Company have alternative sources of funds available ? 7. Prepare an Equipment Budget a. Prepare 12 month CAPX Needs list. b. Identify ongoing equipment needs and how you plan to pay for them. c. Is Equipment routine replacement or needed for expansion ? 8. Know Your Outstanding Debt a. Know what you owe other institutions. b. Know what approximate levels of operating deposits you maintain. c. Be Prepared to discuss terms/conditions or your outstanding loans d. What are your Interest Rates ? Schedule Payements? Collateral? Personal Guarantees? 9. Provide Detailed Information for Bankruptcies and Law Suits a. If you’ve EVER filled Personal or Business BK, had unsatisfactory personal credit or incurred operating loss last 3 yrs, be prepared to explain in detail. b. Also be prepared to discuss if you are a party to any lawsuits (as plaintiff or defendant). 10. Prepare Meeting Agenda with your Lender a. Meeting with your Banker should include all Guarantors and your CPA if possible. b. Meeting should be conducted at your place of business. c. Allocate sufficient time to discuss your business plan, credit request and offer to conduct a tour of your facilities (a picture is worth a thousand words : )



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Sunrise Nursery, LLC Appoints New Sales Representative Sunrise Nursery, with growing grounds in Sun City West and Tonapah, AZ, is pleased to announce the addition of long-time nurseryman Daniel “Dan” Escalante to the staff. Dan will work out of the Sun City location covering the following areas: Arizona, Las Vegas, New Mexico, and Texas as well as Southern California. Dan started his career in 1976 working in the retail nursery industry in California. In 1978 he joined Monrovia Nursery in Azusa, CA, in their summer training program. Between 1982 and 1989 he was self-employed and operating an interior plant rental and landscape maintenance company based in Los Angeles, CA. In 1986, Dan married a wonderful woman named Lupe. As the economy was slowing in 1991, the Escalante family decided to take advantage the opportunity for advancement and growth by relocating in Arizona. Dan, Lupe, and their 4-year-old son Armando moved to Mesa where Dan worked for Brad Farber and Associates as well as other wholesale nursery and landscape contractors. After a brief 3 year return to Camarillo, CA, the Escalante’s decided Arizona was really home and returned to the east valley. This time Dan worked in hard goods selling for Commerce Corp as well as Central Garden and Pet covering multi-state territories. Dan says, “Returning to the green side of the business is like returning to my humble beginnings!” Dan has been married to his wife Lupe for 27 years, and his son Armando is now 25 years old and lives in Chandler. Dan and his certified/registered therapy dog Sofie enjoy volunteering with Hospice of the Valley as well as Banner Hospitals. Dan can be contacted at: Daniel “Dan” Escalante (623) 695-1167 Sunrise Nursery LLC 22439 N 163rd Ave Sun City West, AZ 85387

OPM License Exam Preparatory Courses Conducted Weekly

W eed & Right of W ay Turf & Ornamental Aquatic W eed Core Exam

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Arizona Certified Landscape Professional Program (ACLP) Please register online at

Plant Identification Workshop January 12 and January 16, 2013 8:15 a.m. – 12:45 p.m. ALCA Office, 5425 E Bell Rd, #105, Scottsdale, AZ 85254 January 19, 2013 8:15 a.m. – 12:45 p.m. Pima Community College, Bldg CC, Amethyst Community Room, 1255 N Stone Ave, Tucson, AZ 85709 Workshops include classroom instruction, study guide and written exam. Early Bird Registration: $60 for ALCA Members / $120 for Non-Members Late Registration: $75 for ALCA Members / $150 for Non-Members

Tree Planting & Staking Workshop February 9 and February 13, 2013 8:15 a.m. – 12:45 p.m. ALCA Office, 5425 E Bell Rd, #105, Scottsdale, AZ 85254 February 16, 2013 8:15 a.m. – 12:45 p.m. Pima Community College, Bldg CC, Amethyst Community Room, 1255 N Stone Ave, Tucson, AZ 85709 Workshops include classroom instruction, study guide and written exam. Early Bird Registration: $60 for ALCA Members / $120 for Non-Members Late Registration: $75 for ALCA Members / $150 for Non-Members What is it anyway? Through this course, students will learn: how to select quality tress from the roots up, proper pre and post planting techniques, the right way to stake a tree, and follow up tree care to ensure tree health and vigor long term.

What will we do? • Select quality nursery stock; right tree-right place. • Steps to plant a tree: Blue Stake, Soil percolation testing, planting hole, dealing with hardpans, amendments, tree well, surface mulch. • Stake a tree: anchor protection, support, tie materials, alternative staking. • Outside tree planting demonstration. • Hands on, step-by-step application of skills learned; class participation and planting ten trees on support stakes. What will we learn and do? • Demonstrate knowledge of leaf terminology for plants, scientific names of plants • Water in trees and cleanup. and how to pronounce them. Are there CEU’s available for attending this workshop? • Understand plants that perform well in Arizona landscapes. • Demonstrate proficiency in identifying plants by their leaves, flowers and fruit. Yes. You will receive 3 CEU’s from the ISA and 3 CEU’s towards the Sustainable Landscape Management certification. • Distinguish the different types of palms. • Compare and contrast different species within a genus. Instructors: • Differentiate the different pine species. Chris Martin, PhD – Plant Identification (ALCA Office) Dr. Martin came to Arizona State University in 1990 after receiving his Ph.D. in What will we need? Environmental Horticulture from the University of Florida. He is a member of Hand held lens. the American Society for Horticultural Science (ASHS), Ecological Society of America (ESA), International Society of Arboriculture (ISA), the Metropolitan Are there CEU’s available for attending this workshop? Tree Improvement Alliance (METRIA), the International Association for Urban Yes. You will receive 3 CEU’s towards the Sustainable Landscape Management Climate (IAUC), and the Arionza Community Tree Council (ACTC). Dr. Martin is a certification. Wakonse Teaching Fellow and maintains an active and externally funded research program in urban plant ecology and environmental horticulture. He is also an affiliated faculty member and senior sustainability scientist in the ASU School of Sustainability and has served as a member of the vegetation subcommittee for the national Sustainable Sites Initiative. What is it anyway? Through this course, students will learn to identify plants by using basic plant structures including leaves, stems, flowers and fruit. Students will learn both common and scientific names and pronunciations. Use tools and techniques to make identifying plants easier. Describe how to tell similar looking plants apart from each other.

Arizona Landscape Contractors’ Association Presents the

Arizona Certified Landscape Professional (ACLP) 2013 Schedule Workshops Workshops Plant Identification Plant Identification Tree Planting & Staking Tree Planting & Staking Annuals & Perennials Annuals & Perennials Turf TurfCare Careand andInstallation Installation Tree Tree&&Shrub ShrubPruning Pruning Safety Safety&&Tools Tools Pesticides Pesticides&&Calibration Calibration Soils Soils&&Fertilizer Fertilizer Irrigation Irrigation PlantProblem ProblemDiagnosis Diagnosis Plant

Saturday Saturday Jan 12 Jan 12 Feb 9 Feb 9 Mar 9 Mar 9 Apr66 Apr May 18 May 18 Jun15 15 Jun Jul13 13 Jul Aug10 10 Aug Sep Sep14 14 Oct Oct12 12

Wednesday Wednesday Jan 16 Jan 16 Feb 13 Feb 13 Mar 13 Mar 13 Apr Apr 10 10 May May 22 22 Jun Jun 19 19 Jul 17 17 Aug 14 14 18 Sep 18 Oct 16 16

Saturday Saturday Jan 19 Jan 19 Feb 16 Feb 16 Mar 16 Mar 16 Apr Apr 13 27 May May 25 25 Jun Jun 22 22 Jul Jul 20 20 Aug Aug17 3 Sep 21 21 Sep Oct 19 19 Oct

**All Dates and Locations Are Subject To Change.** WHERE:  Dates highlighted in YELLOW will be held Saturdays at the ALCA Office located at 5425 E Bell Rd, Ste 105, THE ALCA INFLUENCE T January/February 2013 20 AZ 85254. Scottsdale,

Rick Robinson – Tree Planting & Staking (ALCA Office) Rick Robinson is the President/Founder of Stillwater Landscape Management, former President/Co-Founder of DLC Resources, Inc. 1989-2009. Rick is active in ALCA & the Sustainable Landscape Management (SLM) Program, Board Member of AZ Community Tree Council, has taught numerous landscape & arboriculture related classes to the industry and the public. He is ISA Certified Arborist (WE-1405A), Qualifying Party for AZ Registrar of Contractors A-General Engineering License & AZ Office of Pest Management, OPM Licensed Applicator, SLM Certification # A0911-12, BS in Geology and MSc in Geochemistry. Don Mady and Bryan Condray – Tree Planting & Staking and Plant Identification (Pima Community College)

ISS Grounds Control President Announces Retirement

ISS announces the retirement of Dale Micetic, president of ISS Grounds Control, Inc. Dale Micetic joined ISS through a series of acquisition which culminated with his companies becoming part of the ISS US holdings in 2007. Micetic will step down from his role as Division President effective December 31, 2012, to spend time with family and friends. Mr. Micetic has been an active part of the green industry for nearly 40 years, starting Dale’s Sprinkler Repair while attending Arizona State University in 1976 with his wife and business partner Sue Micetic. The business grew from an irrigation repair company to a regionally recognized business specializing in landscape and irrigation systems construction, maintenance services, and tree propagation and sales. Their businesses, Terrain Systems, Inc, and Landscape Care, LLC, were acquired by Sanitors in 2002. The business was acquired once again in 2007, becoming part of the global facilities services giant, ISS Facility Services which is headquartered in Copenhagen Denmark. Micetic credits companywide team attitude of loyalty and hard work as the primary drivers for his success and that of his businesses. Micetic states “I owe much to the many people who placed their trust in our company to provide them a career and a solid future for their families. We have had the good fortune to find and keep many of the brightest and the most creative people in the industry. Each of them has been a key part of what we built over the past 35 + years. We have been blessed.” Under Micetic’s leadership, ISS Grounds Control has experienced significant growth in installation, commercial maintenance, tree care and other associated services. ISS Grounds Control has been recognized with awards for quality maintenance, creative design and installations over the years on both a local as well as on a national basis. In 2010, Grounds Control was awarded the prestigious PLANET Environmental Award for the extensive green roof system installed at Optima on Camelback, a Scottsdale Arizona property designed and installed by his firm. Micetic is proud of being voted the Landscape Contractor of the year by his peers and being recognized by the KPMG Entrepreneur of the Year Awards program. Micetic and his team of industry professionals have been recognized in multiple citations by many national green industry and trade publications. Since joining ISS, Micetic has been an integral part of the ISS leadership team for North America, serving as division president for the property services division. He championed the evolution of the business offering into a multi-service portfolio approach for comprehensive property services while serving as a board member of the ISS Operational Management Board. Micetic also chaired the team that drove the implementation of the ISS safety initiative for ISS North America. Sean Bond, ISS North American CEO added, “We will miss Dale and his positive attitude. He has invested his entire career in growing this enterprise. That said, he has earned the opportunity to enjoy more time with Sue, his family and grandchildren. We wish him all the best in his future endeavors.” Micetic added, “I will miss my friends and colleagues at ISS. We have had a challenging, yet fun time growing the business together. I wish each one of them all the success they deserve.” While retiring, Micetic says he isn’t ready to quit just yet. Micetic will continue his service on the Board of Trustees on the Arizona Landscape Contractors Association and the Boys and Girls Clubs of Metropolitan Phoenix. Micetic will remain active in the business community and use his experiences to help other small and medium sized business owners grow to their full potential as well.



Thank you to Enviro Control and NatureScape for sponsoring the 2012 ALCA Holiday Party! Enviro Control specializes in providing Property Health Management (PHM) services to businesses for the benefit of their clients and customers. Enviro Control partners with businesses to allow them to offer their services to their clients, whilst allowing these businesses to share in the margins on offer. Enviro Control focuses on providing a great quality of product and service for their clients, and are passionate about providing education covering all of these topics to support their ongoing clients’ needs. Enviro Control employs the best people, tools and equipment in order to provide a highly effective and efficient service. For more information, visit their website at NatureScape’s purpose is to make their client’s landscape more valuable and enjoyable through their dedication to service and quality. By providing the finest in green industry products and services for their clients, a community’s landscape is aesthetically enhanced allowing residents to have greater community pride and desired ownership. By being proud stewards of the environment, NatureScape further enhances community ownership through their natural landscape maintenance programs that minimize chemical base products in favor of 100% nature based fertilizers that show communities off in the way Mother Nature truly intended. For more information, visit their website at

January/February 2013





ALCA Casino Night Thank you to Vermeer Sales Southwest for their hospitality and hosting ALCA’s Casino Night on October 17th. Blackjack, Roulette, and the very popular Craps were all a big hit. Players were able to cash in their chips for chances of great prizes donated by the sponsors. Thank you to all of those sponsors who generously supported the ALCA Casino Night: Vermeer Sales Southwest – Host and Premier Sponsor Bingham Equipment Chapman Chevrolet & Isuzu Cutting Edge Curbing Sand and Rock DIRT Ditch Witch DLC Resources Ewing Irrigation Hill & Usher Hunter/FX Luminaire John Deere Landscapes Landmark Land Management Rodeo Ford Southwest Sod Sun Country Truck Equipment Synthetic Grass Store Toro/Irritrol/Unique Lighting Vista Professional Outdoor Lighting West Coast Turf The proceeds from the event provide funds for the Government Affairs Committee in order to help promote ALCA to their political leaders as a professional group of small businesses 2/29/04 consisting of thousands of voters. Document1 2:44 AM Page 1

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SIMPLY THE BEST Prosopis Hybrid ‘AZT’ Thornless Mesquite Cercidium praecox ‘AZT’ Sonoran Palo Verde Olneya tesota ‘AZT’ Desert Ironwood Cercidium Hybrid ‘AZT’ Thornless Hybrid Palo Verde Chilopsis linearis ‘AZT Bi-Color’ Desert Willow Chilopsis linearis ‘AZT Desert Amethyst’ Desert Willow Cercidium Hybrid ‘DM’ Desert Museum Hybrid Palo Verde* *AZT propagates the ‘Desert Museum’ with the guidance and permission of the Arizona-Sonora Desert Museum

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phone (480) 987-9094 fax (480) 987-9092 e-mail:



T January/February 2013

RESOURCE GUIDE/AD INDEX EROSION CONTROL/HYDROSEEDING Western Sere (888) 448-SERE (7373) Please see our ad on page.......................... 3 HIGH QUALITY WHOLESALE GROWER Mazatzal Tree Farm (602) 569-6595 Please see our ad on page........................ 19 INSURANCE SERVICES Landscape Contractors Insurance Services, Inc. (800) 628-8735 Please see our ad on page........................ 22 IRRIGATION PRODUCTS/SYSTEMS DIG Corporation (800) 322-9146 Please see our ad on page........................ 23 Ewing Irrigation (800) 343-9464 Please see our ad on page.......................... 4 Hendrickson Brothers (951) 737-6822 Please see our ad on page.......................... 6 Horizon (800) PVCTURF (782-8873) Please see our ad on page.......................... 2

LANDSCAPE CERTIFICATION TRAINING/TESTING Metro Institute (602) 452-2901 Please see our ad on page........................ 19 LANDSCAPING BOULDERS AND GRANITE We Rock AZ, Inc. (602) 569-3000 Please see our ad on page.......................... 2 LIGHTING Brilliance LED, LLC (800) 867-2108 Please see our ad on page........................ 16 FX Luminaire (858) 535-8000 Please see our ad on page.......................... 5 NURSERIES All Season Wholesale Growers (602) 276-0230 Please see our ad on page.......................... 7 Arid Zone Trees (480) 987-9094 Please see our ad on page........................ 22 Cox Cactus Farm (480) 220-1848 Please see our ad on page........................ 15

POTTERY International Wholesale Pottery (602) 454-0528 Please see our ad on page........................ 19 PRINT, APPAREL & PROMOTIONAL ITEMS Diversified Print Solutions (520) 393-3551 Please see our ad on page........................ 19 SOD/TURF Evergreen Turf, Inc. (480) 456-1199 Please see our ad on page........... Back Cover Western Sod (800) 832-TURF (8873) Please see our ad on page.......................... 7 SUPPLYING LANDSCAPE PROFESSIONALS Wilbur Ellis (480) 921-8500 Please see our ad on page.......................... 7 TREE MOVERS AZ Big Tree Movers (888) 761-0249 Please see our ad on page.......................... 8 TRUCKS Chapman Chevrolet & Isuzu (866) 412-2712 Please see our ad on page.......................... 3

WHOLESALE NURSERY & CUSTOM GROWER Waldrons Farm (602) 276-8076 Please see our ad on page........................ 23 AD INDEX All Season Wholesale Growers.......................7 Arid Zone Trees............................................22 AZ Big Tree Movers........................................8 Brilliance LED, LLC......................................16 Chapman Chevrolet & Isuzu...........................3 Cox Cactus Farm..........................................15 Dig Corporation............................................23 Diversified Print Solutions.............................19 Evergreen Turf, Inc......................... Back Cover Ewing Irrigation..............................................4 FX Luminaire..................................................5 Hendrickson Brothers.....................................6 Horizon..........................................................2 International Wholesale Pottery.....................19 Landscape Contractors Insurance Services, Inc................................22 Mazatzal Tree Farm......................................19 Metro Institute..............................................19 Sun Country Truck Equipment........................3 Waldrons Farm.............................................23 We Rock AZ, Inc............................................2 Western Sere.................................................3 Western Sod..................................................7 Wilbur Ellis.....................................................7

Sun Country Truck Equipment (602) 438-4956 Please see our ad on page.......................... 3

You worK in all conditions... So does it.

Irrigation Controller



• No need for direct sunlight, batteries, or wires • Patented ambient light powered technology • Simple to set historical ET programming • Available with an anti-siphon valve, manual valve actuator or in-line valve

Register for a chance to win the LEIT-1 Scan the QR code or visit: Winner will be notified April 30th 2013

January/February 2013