Section One of One
Volume 11 Number 10
Serving All Aspects of Commercial Horticulture
Greenhouse • Nursery • Garden Center • Fruit & Vegetable • Farm Markets • Landscapers • Christmas
Northern Minnesota Nursery ~ Page 2
Classifieds . . . . . . . . . 25 Christmas. . . . . . . . . . 12 Today’s Marketing . . 23 INSERTS Grower Marketplace Produce Promotions
Extension of growing season with hoop houses achieved with less outside energy ~ Page 3
Northern Minnesota Nursery
by Kelly Gates A construction worker by trade, Michael Laine has spent the past 24 years growing Christmas trees in his free time, building his business, Northern Minnesota Nursery, into a full-fledged operation. The Floodwood, MN company got its start in 1988 when Laine acquired one pound of Fraser Fir seeds. The business owner experimented with various growing techniques over the years. He also attended nursery association meetings to learn as much as he could
in wet soil,” he explained. “I also have crosses of Korean Fir and Balsam that have better, more pronounced leaders on top.” Most of the nursery’s trees are sold wholesale to other growers. Laine ships two size-eight to 12 inch seedlings and 12 to 18 inch seedlings. Just as he experimented with growing different types of trees, he also tested out an assortment of packaging materials over the years. Shipments bound for customers in Wisconsin, Iowa, Minnesota, Alaska,
Workers are busy preparing the transplants at Northern Minnesota Nursery.
about the industry. Canada and other areas are typically “I gained a lot of knowledge from delivered via common carrier or Laine talking with other growers at meetings, transports them personally. For destibut I got quite a bit of my experience nations that take longer to reach, a through trial and error too,” Laine told special packaging process is impleCountry Folks Grower. “I’ve been mented to protect them from heat and experimenting with a lot of different other damaging elements. exotics lately, trying to find varieties “I tried using nursery wrap in the that are hardier in this zone. But when first few years, but if the rolls were I first started the nursery, I went with handled too many times, they would some of the more standard varieties fall apart,” said Laine. “Now, I put since they were more affordable.” them in boxes with plastic liners and The company had a retail we have also started lot in St. Paul, MN for eight shipping some bulk years, selling 800 to 900 in cardboard boxes trees annually. Eventually, on pallets. The pallets I gained a lot of work well as long as Laine decided to focus more on wholesale. knowledge from talk- the customer has Fraser and Balsum firs are equipment to handle staples at Northern ing with other grow- them.” Minnesota Nursery. Laine ers at meetings, but I Before they can be has been growing those for shipped, they must got quite a bit of my more than two decades. As be planted, mainthe trees established, they experience through tained and harvested began cross-pollinating natuproperly. In the trial and error too rally and now the grower is spring, the owner and committed to harvesting ~ Mike Laine his staff spend much seeds from the cross bred of their time lifting trees that grow on his land. trees and moving His goal is to market them into coolers. Christmas trees with the best characIn late spring and early summer of teristics of each type of tree combined each year, new crops are started from into one. seed and covered with shade cloth. “By crossing Fraser Firs with Three-year old trees must be transMinnesota Balsams, I’m creating a planted annually too before having unique strand that will perform better pesticides and herbicides applied.
“It takes between six and 12 people to do all of this work,” noted Laine. “Everything is done mechanically using a 6-row Holland mechanical transplanter and a Graco seedling harvester lifter.” The grower also has an 800-gallon per minute irrigation pump and overhead sprinklers to keep his crops well watered. Recently, the crops were too well watered by Mother Nature. According to Laine, the farm got over 12 inches of rain during a several day period, an occurrence that washed away nearly all of the granular pesticides and herbicides he and his employees had just applied. Another challenge the crew has faced in the past few years is the local wildlife. “The deer tend to eat Eastern Balsam and some other varieties that we grow here, so we’ve installed an eight foot tall fence around 50 acres to keep them out,” he said. “The weather had a lot to do with our deer problem, just like the excess rain that caused us to have to reapply our chemicals. There hasn’t been enough snow during the winters lately to cover the seedlings and keep the deer from eating them.” Fortunately, the fencing has prevented the animals from wreaking havoc on the young trees. With solutions to several of the nursery’s core issues, Laine has focused his attention on establishing a nursery for local customers who want trees for windbreaks. He’s also been trying his hand at growing a larger array of exotics. King Boris Fir, Cook’s Balsam and Turkish Fir are among the experimental varieties he’s tending to now. This year, he is also trying out Greek Firs. “I did some grafting a few years ago and was able to get some scions from western Wisconsin, plus grafts from
Mike Laine, owner of Northern Minnesota Nursery, poses with some transplants. Photo Courtesy of Northern Minnesota Nursery
Frasers that were already producing cones,” said Laine. “Now, I have a seed orchard for all of those and I plan to continue testing cross-pollination of various varieties in the future.” The aim, he said, is to create Christmas trees with an appealing appearance and greater hardiness. As Northern Minnesota Nursery produces such rare varieties, Laine plans to continue producing a nice assortment of traditional varieties too. Having both, he said, will hopefully ensure stability for his company for many years to come.
Planting gets underway at Northern Minnesota Nursery.
Hoop Houses extend growing season with less outside energy
by William McNutt Twenty years ago, Val Jorgensen was looking for five acres in a rural setting to raise four sons, near where her husband was establishing his medical practice. What she found was 65 acres of farmland within a few miles of Westerville, Ohio, a suburb of Columbus. The rest, as they say, is history. Now she and her partner, Roger Genter, are proprietors of what has become a major supplier of locally produced fruits, vegetables and herbs to 15 restaurants in Central Ohio. Starting with sheep production as a project for now 31year-old, oldest son Matt (plus brothers Michael, David and Dan), the farm expanded into organic production, now fully certified under federal USDA regulations, selling fruits and vegetables, plus herbs such as basil, rosemary, and including a small apple orchard, along with pear trees. These are all products in demand from various restaurant chefs, other direct farm marketers, plus direct off-farm sales, many of which go to local Giant Eagle supermarkets. The Jorgensens are also vendors at two weekly direct markets in nearby New Albany and Clintonville. Matt, with a degree in molecular genetics, is working on a distillation process for extracting oils from herbs such as peppermint, which can then be stored and sold during the winter holiday season. With Rogers floriculture and herb additions, they are well placed to supply organic specialty products to a growing market. USDA figures indicate almost 500 additional organic suppliers and processors have come on line in the U.S. during the past year, which now has over 17,000 organic farms and processing facilities, a 240 percent increase in the last 10 years. On the third
LONDON, OHIO — Ohio beer manufacturers send an estimated $4 million out of Ohio annually by purchasing the flowers of the hop plant, called hop cones, or “hops,” from growers outside the state. To help keep some of that economic activity within the state, Ohio State University is developing a hop research program focused on production and marketing, said Brad Bergefurd, OSU Extension agriculture educator at the
Sunday of each month, Jorgensen Farms offers group gourmet dinners, prepared and catered by selected chefs, who are also clients, featuring Jorgensen grown produce or that of nearby producers of fresh and local specialty foods. Taking place 10 months a year, these gatherings offer excellent educational opportunities about the benefits of fresh and local, for which, there is no more eloquent advocate than Val Jorgensen. Increased usage of hoop houses, high tunnel small greenhouse types of enclosed structures, has grown by leaps and bounds in Ohio and many nearby states where seasonal climate change limits outdoor production to six to seven months per year. Enclosed production facilities with heat and irrigation, can add two to three months on either side of this equation, bringing not only more income, but also expansion of the fresh and local theme. The Jorgensens have invested in five new 20-by-96-feet houses to meet the growing demand for organic food, though feeling that even this added capacity will not meet the demand she is getting. She says demand is greater than supply in central Ohio; while local growers can fill the needs of seasonal farmers markets in the summer months, off season requirements must be met with wholesale shipments from year round growing locations such as Florida and California. Ohio ranks among the top 10 states in farmers markets and community-sponsored grower programs where shareholders have regular deliveries from one grower. This includes California, New York and Michigan, but none except California provide enough locally grown food to meet the demand. To counter this problem, chain stores have begun
contracting with large commercial growers close enough to classify as local (250-500 miles from the eventual sales point) to provide produce that can be advertised as organic or conventional, locally grown and on sale within a few days of harvest. In addition to Giant Eagle, partially supplied by Val Jorgensen, both Kroger and Meijer in the central Ohio area obtain much of their produce from local growers. Meijer has stated its goal is to have one-third of all its seasonal produce come from local sources. Several Michigan produce companies are already contracting with larger growers to assemble and distribute produce to chain stores. One company in southeast Michigan says it is much more efficient for it to send a semi trailer load of produce coming from one of its 50 contracted growers to a distribution center, there to be broken down and delivered as individual orders to a 150 store network. Jorgensen says this might be the model for a next step to increase locally based production: smaller growers delivering to a central collection point, with produce then either sold there to the public. San Fillipo Produce Co. in Columbus has made it a practice for several years of attending local produce auctions in Amish areas to buy for their wholesale house, plus delivering to the many markets in the company’s several state distribution area. Season extension for specialty produce is a primary goal for Val Jorgensen and Genter; both are confident this can be achieved to a greater extent than it could before. The five new hoop houses are of conventional construction and were built and delivered by a conventional greenhouse company. Both feel that improved design features can
Val Jorgensen and Roger Genter stand at entrance of newly erected hoop house. Photo by William McNutt
maintain available solar heat without any other source, such as solar panels. Roger Genter has added design features of his own, including interior end walls with sliding doors and drop curtains to conserve heat; their hope is for 10 months of production from the sun alone, along with current organic culture practices. Jorgensen observed experiments at Michigan State, which she attended for nine months to discover the latest techniques in high tunnel production. She noted that after seven years of experimentation with year-round production, using similar housing in a comparable climate, MSU has kept its CSA clients in produce during the winter months, with no external energy source. Jorgensen and Genter will plant spinach, chard, kale, collards and carrots in the fall, plus early tomatoes, eggplant and peppers later on, to see how well seasonal extension can be accomplished. Weeds are less of a problem in hoop houses, but insects and diseases are
major ones, possibly because of the even climate and confined space. Future reports can be expected on how well this concept is working. Demand for locally produced food will only increase. USDA reports show that in the last 10 years, annual expenditures for “fresh and local” have risen from $4 billion to $7 billion. Schools and hospitals are asking for more of this type product, to date a largely untapped market, as anyone who has eaten in a school cafeteria or been recently hospitalized might attest. Restaurant chefs are constantly asking for new product in the fresh and local category, most are willing to pay premium prices and sign a contract for a designated amount. Val Jorgensen says chefs with whom she is in contact often visit to see what is growing and will ask for special items around which they can build menus. She and Roger stress this is the best way to learn — let people eat great food, see flowers and promote the benefits of fresh food, locally produced.
Locally grown hops a possibility for Ohio’s booming microbreweries OSU South Centers in Piketon and at the Scioto County office of OSU Extension. “This project allows us to develop sustainable production practices directly related to Ohio growing conditions,” he said. “Data collected from these applied research trials will allow us to educate growers about production, pest management practices and phenology data.” From preliminary research, Bergefurd said hops can be
grown on the sandy soils of the Lake Erie shore to the heavy clay soils of southern Ohio, so they should be adaptable to most Ohio soil types. Research plantings will be done at the Ohio Agricultural Research and Development Center in Wooster and at the OSU South Centers at Piketon on two different soil types. The first-of-its-kind hop production research project will begin this fall, Bergefurd said.
The OSU South Centers and Ohio State’s Department of Entomology will conduct applied field research and a marketing survey to determine the dollars and jobs that are currently being sent out of Ohio by Ohio’s expanding brewing industry. The research will evaluate new hop cultivars, innovative hop production techniques, insect and disease control methods, harvesting, processing, and marketing techniques that can be adopted by Ohio farm-
ers, he said. “This will allow Ohio’s beer manufacturers to spend their money in Ohio by purchasing Ohio-grown hops and ultimately help create Ohio jobs,” Bergefurd said. “This crop may allow Ohio growers to diversify into a high-value specialty crop.” Ohio State researchers estimate that within the first year growers can expect a hops yield of 200 to 1,800 pounds per acre, depending on the
Hops From A3
cultivar, with an estimated value of $2,000 to $25,200. In the second and subsequent production years, yield increases to 500 to 2,200 pounds per acre valued at $7,000 to $30,800. There is an ever-increasing Ohio market for hops with the expanding brewing industry. The Ohio Department of Liquor Control handed out more alcohol-manufacturing permits in the first six months of 2011 than it did in all of 2010, a trend continuing in 2012. “Hops are a main ingredient in beer manufacturing, providing a bitterness that balances the sweetness of the malt sugars, and a refreshing finish,” Bergefurd said. Hops are sold on the open market, with the northwest United States supplying the majority of U.S. hops.
Currently in Ohio, hops are grown in gardens and by homeowners on a small scale, and there are some growers already trying to grow them on their farms, he said. “The reason hops production moved to the western United States about 100 years ago was because of disease and insect pests that reduced production in Ohio,” Bergefurd said. “We believe we have advanced in our production technology so that we now can profitably grow hops in Ohio commercially. “From our discussions with Ohio’s microbrewing industry, which is partnering with us on this project, brewers have shown interest in directly purchasing Ohio-grown hops and may be willing to pay a premium.” For more information, see http://fsr.osu.edu.
Photo by William McNutt Val Jorgenson, with trainee pup Grace in arms, and Roger Genter at entrace of newly erected hoop house and the initial planting of rosemary in beginning stage.
Country Folks The Monthly Newspaper for Greenhouses, Nurseries, Fruit & Vegetable Growers (518) 673-3237 • Fax # (518) 673-2381 (ISSN# 1065-1756) U.S.P.S. 008885 Country Folks Grower is published monthly by Lee Publications, P.O. Box 121, 6113 St. Hwy. 5, Palatine Bridge, NY 13428. Periodical postage paid at Palatine Bridge, NY 13428. Subscription Price: $20 per year. Canada $55 per year. POSTMASTER: Send address change to Country Folks Grower, P.O. Box 121, Subscription Dept., Palatine Bridge, NY 13428-0121. Publisher, President........................................Frederick W. Lee Vice-President Production ..........................Mark W. Lee, ext. 132..........................firstname.lastname@example.org Vice-President & General Manager ..........Bruce Button, ext. 104 .....................email@example.com Comptroller ................................................Robert Moyer, ext. 148.....................firstname.lastname@example.org Production Coordinator ............................Jessica Mackay, ext. 137..................email@example.com Editor ......................................................Joan Kark-Wren, ext. 141...............firstname.lastname@example.org Page Composition ....................................Allison Swartz, ext. 139....................email@example.com Classified Ad Manager ..............................Peggy Patrei, ext. 111 ..................firstname.lastname@example.org
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BUYER’S GUIDE INDEX AGTOURISM-AGRITAINMENT Hillside Orchard Farms Inc. Produce Promotions ALTERNATIVE ENERGY Advancing Alternatives, Inc. ASSOCIATION Empire State Producers Expo BARNS AND BUILDINGS AmeriLux International BERRIES Awald Farms BioSafe Systems, LLC DeGrandchamp Farms, Inc. Doyle’s Thornless Blackberry, Inc. Nourse Farms, Inc. Vis Seed Company, Inc. CARTS AND WAGONS Satch Sales Wellmaster Carts CHRISTMAS ITEMS, OTHER JRM Chemical, Inc. Produce Promotions Santas Wholesale Supply CHRISTMAS TREES Big Springs Nursery and Tree Farms, Inc. Natives Northwest Christmas Trees Needlefast Evergreens, Inc. Olson’s Balsams Produce Promotions EQUIPMENT-FRUIT & VEGETABLE Anderson Injectors (H.E. Anderson Co.) BioSafe Systems, LLC CropCare Equipment Dema Engineering Company Mechanical Transplanter Co. OESCO, Inc. Quick Industries, Inc. Robert Marvel Plastic Mulch Small Farm Works Stokes Ladders, Inc. EQUIPMENT-GREENHOUSE A1 Mist Sprayers Resources, Inc. Advancing Alternatives, Inc. Al-Par Peat Co. American Coolair Corporation Anderson Injectors (H.E. Anderson Co.) BioSafe Systems, LLC Farm Wholesale Ag Growing Systems, Inc. Nolt’s Midwest Produce Supplies OESCO, Inc. Oregon Valley Greenhouses Inc Quick Industries, Inc. Seed E-Z Seeder, Inc. Small Farm Works Steele Greenhouse Components, Inc.
EQUIPMENT-NURSERY & LANDSCAPE A1 Mist Sprayers Resources, Inc. Al-Par Peat Co. Anderson Injectors (H.E. Anderson Co.) Awald Farms BioSafe Systems, LLC Dema Engineering Company Mechanical Transplanter Co. O’Neill Associates OESCO, Inc. Pine Bush Equipment Company, Inc. Quick Industries, Inc. Salem Farm Supply, Inc. Stokes Ladders, Inc. Thomas Bros. Equipment Sales Inc.
Al-Par Peat Co. AmeriLux International Dema Engineering Company Farm Wholesale Ag Grower’s Supply JRM Chemical, Inc. Natural Industries Nolt’s Midwest Produce Supplies Northern Greenhouse Sales Oregon Valley Greenhouses Inc Quick Industries, Inc. RootMaker Products Company, LLC Santas Wholesale Supply Steele Greenhouse Components, Inc. Vermont Compost Company Vitamin Institute Warp’s Flex-O-Glass Greenhouse films
FARM MARKET ITEMS Hillside Orchard Farms Inc. Nolt’s Midwest Produce Supplies Produce Promotions Putnam Plastics Inc. Quick Industries, Inc. Rockford Package Supply Santas Wholesale Supply Tokens Direct Vitamin Institute
GROUND COVERS Al-Par Peat Co. Nolt’s Midwest Produce Supplies Northern Greenhouse Sales Vantage Partners
FENCING AND TRELLISING OESCO, Inc. Olson’s Balsams Quick Industries, Inc. Trickl-Eez Company FERTILIZER Acadian Seaplants Limited Al-Par Peat Co. Doyle’s Thornless Blackberry, Inc. JRM Chemical, Inc. Nolt’s Midwest Produce Supplies Soil Technologies Corp. Vantage Partners FRUIT TREES A1 Mist Sprayers Resources, Inc. Harris Seeds GENERATORS OESCO, Inc. GREENHOUSE PLANTSFINISHED Barone Gardens BioSafe Systems, LLC Hazzard’s Plants & Seeds Vitamin Institute GREENHOUSE PLANTSYOUNG PLANTS Barone Gardens BioSafe Systems, LLC Fleurizon LLC Harris Seeds Hazzard’s Plants & Seeds Vis Seed Company, Inc. Vitamin Institute GREENHOUSES AND SUPPLIES A1 Mist Sprayers Resources, Inc. Advancing Alternatives, Inc.
HEATING Al-Par Peat Co. Nolt’s Midwest Produce Supplies Oregon Valley Greenhouses Inc HYDROPONICS BioSafe Systems, LLC Grower’s Supply Vitamin Institute HYDROSEEDING Ecologel Solutions, LLC JRM Chemical, Inc. Vitamin Institute IRRIGATION Al-Par Peat Co. Anderson Injectors (H.E. Anderson Co.) BioSafe Systems, LLC Dema Engineering Company Ecologel Solutions, LLC Growing Systems, Inc. Nolt’s Midwest Produce Supplies Rain-Flo Irrigation LLC Robert Marvel Plastic Mulch Trickl-Eez Company Vitamin Institute LANDSCAPE PRODUCTS JRM Chemical, Inc. OESCO, Inc. Quick Industries, Inc. RootMaker Products Company, LLC Soil Technologies Corp. Tallman Ladders, Inc. Vantage Partners Vermont Compost Company Vitamin Institute MULCH PLASTIC Al-Par Peat Co. CropCare Equipment Harris Seeds Mechanical Transplanter Co. Nolt’s Midwest Produce Supplies Northern Greenhouse Sales Rain-Flo Irrigation LLC Robert Marvel Plastic Mulch Trickl-Eez Company Vantage Partners
MULCH-LANDSCAPE Northern Greenhouse Sales NATIVE PLANTS Vitamin Institute NURSERY SEEDLINGS AND TRANSPLANTS Harris Seeds NURSERY STOCK-FINISHED BioSafe Systems, LLC Nourse Farms, Inc. Vitamin Institute NURSERY SUPPLIES A1 Mist Sprayers Resources, Inc. Advancing Alternatives, Inc. Al-Par Peat Co. JRM Chemical, Inc. OESCO, Inc. Quick Industries, Inc. RootMaker Products Company, LLC Stokes Ladders, Inc. Vantage Partners Vermont Compost Company Vitamin Institute NURSERY YOUNG PLANTS Awald Farms BioSafe Systems, LLC D & B Plants Hazzard’s Plants & Seeds Vis Seed Company, Inc. Vitamin Institute ORCHARD SUPPLIES A1 Mist Sprayers Resources, Inc. OESCO, Inc. Quick Industries, Inc. RootMaker Products Company, LLC Stokes Ladders, Inc. Superior Fruit Equipment Tallman Ladders, Inc. Vitamin Institute ORGANICS Acadian Seaplants Limited BioSafe Systems, LLC Harris Seeds Natural Industries Soil Technologies Corp. PACKAGING Putnam Plastics Inc. PEAT MOSS AND GROWING MIXES Al-Par Peat Co. Harris Seeds JRM Chemical, Inc. Nolt’s Midwest Produce Supplies Soil Technologies Corp. Vermont Compost Company PERENNIALS Barone Gardens Hazzard’s Plants & Seeds Vis Seed Company, Inc. PEST CONTROL BioSafe Systems, LLC
Find the product category you are interested in on this index and then refer to the expanded company listing on the pages that follow.
Harris Seeds Natural Industries Soil Technologies Corp. POTS-CONTAINERS Al-Par Peat Co. Anderson Die & Manufacturing Harris Seeds Nolt’s Midwest Produce Supplies RootMaker Products Company, LLC Santas Wholesale Supply Small Farm Works Vantage Partners PRODUCE BioSafe Systems, LLC Rockford Package Supply PRUNING OESCO, Inc. Stokes Ladders, Inc. Superior Fruit Equipment PUMPKINS AND HALLOWEEN Awald Farms BioSafe Systems, LLC Produce Promotions Santas Wholesale Supply Tokens Direct SEED-FLOWER Barone Gardens Harris Seeds Hazzard’s Plants & Seeds Olds Garden Seed - Seedway Terroir Seeds LLC Vis Seed Company, Inc. SEED-VEGETABLE Barone Gardens Growing Systems, Inc. Harris Seeds Hazzard’s Plants & Seeds Kitazawa Seed Company Nolt’s Midwest Produce Supplies Olds Garden Seed - Seedway Ornamental Edibles Outstanding Seed, LLC Rupp Seeds, Inc. Terroir Seeds LLC Vis Seed Company, Inc. SEEDERS Growing Systems, Inc. SKID STEER Randall Implements SOIL AND COMPOST Al-Par Peat Co. Soil Technologies Corp. Vantage Partners Vermont Compost Company Vitamin Institute SPECIALTY FOODS Dillman Farm, Inc.
SPRAYERS A1 Mist Sprayers Resources, Inc. CropCare Equipment Dema Engineering Company Nolt’s Midwest Produce Supplies OESCO, Inc. Thomas Bros. Equipment Sales Inc. STAKES Quick Industries, Inc. Vantage Partners TAGS, LABELS, & SIGNS Parker Davis Co. Putnam Plastics Inc. Quick Industries, Inc. TRACTORS Pine Bush Equipment Company, Inc. Randall Implements Salem Farm Supply, Inc. TRADE SHOWS Empire State Producers Expo NJ Plants - Professional Landscape & Nursery Trade Show PANTS - Penn Atlantic Nursery Trade Show TRAILERS Wellmaster Carts TRANSPORTATION Satch Sales VINEYARD EQUIPMENT & SUPPLIES A1 Mist Sprayers Resources, Inc. BioSafe Systems, LLC Dema Engineering Company OESCO, Inc. Quick Industries, Inc. RootMaker Products Company, LLC Soil Technologies Corp. Superior Fruit Equipment Thomas Bros. Equipment Sales Inc. WEED CONTROL A1 Mist Sprayers Resources, Inc. BioSafe Systems, LLC OESCO, Inc. Oregon Valley Greenhouses Inc RootMaker Products Company, LLC Soil Technologies Corp. Thomas Bros. Equipment Sales Inc. Vantage Partners
BUYER’S GUIDE COMPANY LISTINGS A.M.A. PLASTICS, LTD - AL'S FLOWER POUCH II Contact: Lisa Janzen 1367 Oxford Ave. Kingsville, Ontario CN N9Y 2S8 (519) 322-1397; (800) 338-1136 Fax: (519) 322-1358 www.alsflowerpouch.com email@example.com Al's Flower Pouch. A burst of beauty in a bag. Now degradable.
A.M.A. PLASTICS, LTD ELLEPOTS Contact: Lisa Janzen 1367 Oxford Ave. Kingsville, Ontario CN N9Y 2S8 (519) 322-1397; (800) 338-1136 Fax: (519) 322-1358 www.amasplas.com firstname.lastname@example.org Ellepots by A.M.A. Fast, healthy rooting for your cuttings. Vegetative, nursery, fruit trees, perennials, grapes and more.
A.M.A. PLASTICS, LTD HYDROPONICS Contact: Lisa Janzen 1367 Oxford Ave. Kingsville, Ontario CN N9Y 2S8 (519) 322-1397; (800) 338-1136 Fax: (519) 322-1358 www.amaplas.com email@example.com Hydroponic growing mediums (plugs, blocks, slabs), Stonewool nuggets, Deleco tomato clips & truss supports, Lankhorst twines. Ask us about degradable twines & clips.
A1 MIST SPRAYERS RESOURCES, INC. Contact: Steve Nelson 110 W. 3rd St. Ponla, NE 68770 (877) 924-2474 Fax: (402) 755-4143 www.mistsprayers.com firstname.lastname@example.org MIST/AIR Blast sprayers & specialty sprayers for fruit & veg-
etable growers and vineyard, orchard growers. Also, we specialize in livestock spraying & insect control.
ACADIAN SEAPLANTS LIMITED Contact: Greg Nichols 30 Brown Ave. Dartmouth, NS B3B 1X8 (902) 468-2840 Fax: (902) 468-3474 www.acadianseaplants.com email@example.com Acadian Seaplants is the world leading supplier of crop input products derived exclusively from Ascophyllum Nodosum seaweed. With over three decades of scientifically proven results, Acadian understands and addresses grower needs to ensure the production of healthy, productive plants.
ADVANCING ALTERNATIVES, INC. Contact: Dave Stoltzfus 717 Schuylkill Mountain Rd. Schuylkill Haven, PA 17972 (570) 739-1034 Fax: (570) 739-1258 www.advancingalternatives.com firstname.lastname@example.org Dedicated to the Greenhouse Industry by servicing commercial growers and garden centers since 1997. Our Roll-Up/LockDown Curtain Systems, motors and operators can be installed on most any straight or curved sided structure.
AL-PAR PEAT CO. Contact: Jeff Campbell 5900 Henderson Rd. Elsie, MI 48831 (989) 661-7850 Fax: (989) 661-7854 www.alparonesource.com email@example.com
AMERICAN COOLAIR CORPORATION Contact: Mark Fales P.O. Box 2300 Jacksonville, FL 32203-2300 (904) 389-3646 Fax: (904) 387-3449 www.coolair.com firstname.lastname@example.org
American Coolair Corporation has provided versatile and economical high velocity air-flow systems for the greenhouse industry for more than 80 years. Precise engineering, quality materials and innovative production techniques have made Coolair today’s energy efficient solution to greenhouse ventilation. AMERILUX INTERNATIONAL De Pere, WI 54115 (920) 336-9300
ANDERSON DIE & MANUFACTURING Contact: Rick Anderson 2425 SE Moores St. Portland, OR 97222 (800) 950-7687; (503) 654-5629 Fax: (503) 654-5655 www.andersonpots.com email@example.com Anderson’s cross-bottom bands are famous for higher survival rates and superior root development. Anderson’s quality inject molded field and greenhouse containers, flats, and saucers are all highly praised by professional growers.
ANDERSON INJECTORS (H.E. ANDERSON CO.) Contact: Bruce Walters 2100 Anderson Dr. Muskogee, OK 74401 (800) 331-9620 www.heanderson.com firstname.lastname@example.org Anderson Injection Systems are more affordable than you think. Is it worth having the most accurate, dependable, flexible and long lasting injection system available? How much do you pay for fertilizers, fungicides, acids, sanitizers, Humic, etc. Give us a call! AWALD FARMS Contact: Ed or Millie Awald 2195 Shirley Rd. North Collins, NY 14111 (716) 337-3162 Fax: (716) 337-3600 email@example.com www.awaldfarms.com Awald Farms has: U-Pick Blueberries, Red, Black, and Purple
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CROPCARE EQUIPMENT Contact: Kenton Glick 50 Wood Corner Rd. Lititz, PA 17543 (717) 738-7365 Fax: (717) 738-7369 www.cropcareequipment.com email@example.com Manufacturing and distributing quality Ag sprayers from 551000 gallons, farm & lawn sprayers 25-60 Gallons, and Vegetable Equipment such as a Picking Assistant and Plastic lifter-wrapper
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BUYER’S GUIDE COMPANY LISTINGS DOYLE’S THORNLESS BLACKBERRY, INC. Washington, IN 47501 (812) 254-2654 DPSEEDS Contact: Yvonne Higgins 8269 E. Hwy. 95 Yuma, AZ 85365 (928) 341-8494 www.dpseeds.com firstname.lastname@example.org Committed to providing the highest quality seed from around the world. We are a hybrid vegetable seed company dedicated to providing seeds of the highest quality to commercial vegetable growers worldwide. Give us a call!! ECOLOGEL SOLUTIONS, LLC 1301 SW 37th Ave., Suite 110 Ocala, FL 34474 (888) 545-6307 EMPIRE STATE PRODUCERS EXPO Contact: Jeanette Marvin Syracuse, NY 13202 (315) 986-9320 www.nysvga.org email@example.com Formerly the Empire State Fruit & Vegetable Expo. The show serves the fruit, vegetable, direct marketing and greenhouse industries. FARM WHOLESALE AG Contact: Phil Edmunds 3740 Brooklake Rd. NE Salem, OR 97303 (877) 234-1595
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Manufacturers of plastic propagation trays, Vandana tubeless seeder, convertible tube seeder, convertible plug dislodger, dual rail traveling irrigator, boomless mono-rail irrigator, mono-rail trolley carts, spring lock poly fastener, channel and wire. HARRIS SEEDS Contact: Richard Chamberlin 355 Paul Rd., PO Box 24966 Rochester, NY 14624-0966 (585) 935-7015 Fax: (585) 259-3609 email@example.com www.harrisseeds.com Full line vegetable and flower seed distributor. Plugs and liners, growing supplies, organic and untreated seeds. Serving professional growers for 133 years. HAZZARD’S PLANTS & SEEDS Contact: Joyce Hazzard P.O. Box 151 Deford, MI 48729 (989) 872-5057 Fax: (989) 546-4344 www.hazzardsgreenhouse.com firstname.lastname@example.org Over 8,000 varieties of seeds as well as a huge selection of plants in plug trays. Easy click to buy. All items pictured! Open to all Shoppers! No Minimum purchase required! HILLSIDE ORCHARD FARMS INC. Contact: Lynn McDaniel 105 Mitcham Cir.
Tiger, GA 30576 (706) 782-4995 Fax: (706) 782-7848 www.hillsideorchard.com We are a manufacturing facility which processes over 600 jams, ciders, pickles, relishes, etc. We also offer private label and contract packaging.
JRM CHEMICAL, INC. Contact: Scott Wiesler 4881 Neo Pkwy Cleveland, OH 44128 (216) 478-8488 Fax: (216) 475-6517 www.soilmoist.com email@example.com Soil Moist water storing polymer products. Reduces plant waterings by 50%. Ideal for all plantings interior and exterior. Soil Moist Plus with fertilizer and a full line of mycorrhizal products. Retail and commercial packaging. Holiday and decorative polymer products available. KELLEYGREEN NURSERY Contact: Paul Ferretti P.O. Box 1130 Drain, OR 97435 (843) 814-1757 Fax: (341) 836-2290 www.kelleygreennursery.com firstname.lastname@example.org Japanese Maples, Beech, Dogwood - liners and larger, container grown.
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KITAZAWA SEED COMPANY 201 4th St., Unit 206 Oakland, CA 94607 (510) 595-1188 Fax: (510) 595-1860 www.kitazawaseed.com firstname.lastname@example.org Since 1917, specializing in Asian Vegetable seeds for commercial growers, retailers and home gardeners. Over 450 varieties for Japanese, Chinese, Taiwanese, Thai, Korean, India, Vietnamese and US Cuisines. KRIEGER'S WHOLESALE NURSERY, INC. P.O. Box 116 Bridgman, MI 49106 (269) 465-5522 Fax: (269) 465-4822 www.kriegersnrsery.com Specialized growers of quality small fruit plants including raspberries, grapes, blueberries, gooseberries, currants, jostaberries, asparagus and rhubarb.
LESSORD CHRYSLER DODGE JEEP RAM Contact: Don Lessord 48 West Main St. Sodus, NY 14551 (315) 483-6916 Fax: (315) 483-2256 www.lessord.com
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O’NEILL ASSOCIATES Contact: John Werder 795 Canning Pkwy. Victor, NY 14564 (800) 724-3145 Fax: (800) 724-3144 www.oneilloutdoor.com email@example.com Lawn and Garden Equipment: BCS Tillers, Lawn Mowers, Sickle Bar Mowers, Power Sweeper, Chipper/Shredder, Plows, Mini Trencher, Dozer Blade, Utility Trailers, Transport Sulky, Mowing Sulky, Log Splitter. In business for 59 years.
OREGON VALLEY GREENHOUSES INC Contact: Kip Schuening 20357 Hwy. 99E; P.O. Box 220 Aurora, OR 97002
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BUYER’S GUIDE COMPANY LISTINGS international mail order seed business, providing untreated and organic vegetable seeds to discriminating specialty markets and hydroponic growers.
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RUPP SEEDS, INC. 17919 County Rd. B Wauseon, OH 43567 (800) 700-1199 Fax: (419) 337-5491 www.ruppseeds.com firstname.lastname@example.org From asparagus to zucchini with everything in between for professional growers of any size and with over 1,100 vegetable varieties from all the major vegetable breeders. Rupp Seeds is uniquely able to help farm families feed their friends and neighbors at home and around the world.
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STEELE GREENHOUSE COMPONENTS, INC. Contact: Brian 521 Montrose Rd. Mayne Island, BC V0N 2J2 (604) 532-1817 www.steele.com email@example.com We fabricate unique greenhouses with enhanced growing features - great value - motorize and automate your roll up walls, call for a quote!
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chio Tillers, Lanco row mulchers, Vicon spreaders, plants, mulch layers, plastic lifters, box rotators, roundup applicators - Plus more!
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TALLMAN LADDERS, INC. Hood River, OR 87031 (541) 386-2733 TERROIR SEEDS LLC Contact: Cindy Scott P.O. Box 4995 Chino Valley, AZ 86323 (888) 878-5247 Fax: (888) 878-5247 www.underwoodgardens.com email@example.com
TRICKL-EEZ COMPANY Contact: Sandra Nye 4266 Hollywood Rd. St. Joseph, MI 49085 (269) 429-8200 Fax: (269) 429-6669 www.trickl-eez.com firstname.lastname@example.org Irrigation specialists since 1973. Distributor for all major irrigation manufacturers. Call for free catalog.
THOMAS BROS. EQUIPMENT SALES INC. Contact: Eddie Thomas 41764 Red Arrow Hwy. Paw Paw, MI 49679 (269) 657-3735 Fax: (269) 657-2110 Specializing in “out of the ordinary” fruit & vegetable equipment: sprayers, perfect mowers, flail choppers, Howard & Mas-
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FLORIDA PINE STRAW SUPPLY CO. Mayo, FL 32066
Pine Needles or Pine Straw for all your Landscaping Needs
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BUYER’S GUIDE COMPANY LISTINGS seed & fertilizer, erosion control products and silt fence. Nursery ground cover fabric.
VERMONT COMPOST COMPANY Contact: Jennifer Whitman 1996 Main St. Montpelier, VT 05602 (802) 223-6049 Fax: (802) 223-9028 www.vermontcompost.com email@example.com Makers of living media for organic growers. VIS SEED COMPANY, INC. Contact: Hans J. Vis P.O. Box 661953 Arcadia, CA 91066-1953 (626) 445-1233 Fax: (626) 445-3779 www.visseed.com
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Grand Champion Christmas tree grown by Whispering Pines Tree Farm PORTAGE, WI — Members of the Wisconsin Christmas Tree Producers Association (WCTPA) selected a balsam fir Christmas tree grown by Dave and Mary Vander Velden of Whispering Pines Tree Farm, Oconto, as the Grand Champion Wisconsin Christmas tree. Voting took place recently at the association’s summer convention in Harrisville, WI. WCTPA members are able to enter one tree in any or all of the contest’s five classes — balsam fir, Fraser fir, any spruce, any pine, and other fir. Members then vote for the best tree in each class and for an overall Grand Champion tree. In addition to the Grand Champion and first place finish in the balsam fir class, Vander Veldens were awarded first place in the spruce class as well as a third place in the Fraser fir class. Vander Velden will be representing their farm and all the members of WCTPA when they present a tree to Governor Walker this coming December. They are eligible
to enter the National Christmas Tree Association’s contest. The winner of the national contest has the honor of presenting a tree to the First Lady of the White House. The Vander Veldens have been growing trees on their farm in Oconto County for 25 years. They currently grow several species of trees on approximately 150 acres of land. They operate a choose-and-cut farm which includes fun activities such as visiting with Santa and riding a
horse-drawn wagon or the Whispering Pines Express train. A candy store is popular with the children, while adults will enjoy shopping in their new holiday ornament shop at the lodge where you can find hot cocoa and other snacks. Along with the cut-yourown farm, they also operate a retail tree lot in Green Bay and make wreaths and garland to sell. For more information visit their website at www.whisperingpinestreefarm.com
Dave Vander Velden stands with Chris Duffy after winning the Grand Champion Ribbon with his balsam fir at the annual Wisconsin Christmas tree contest held in Harrisville. He also placed first in the spruce class and third in the Fraser fir class. Photo courtesy of WCTPA
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C H R I S TMA S S E CTI O N Safety and liability with choose-and-cut by Sally Colby Tom and Kerry Dull started growing Christmas trees in 1985 with a
planting of 200 Scotch pines. Since then, they’ve added trees; replanting and expanding
their 25-acre chooseand-cut business in Thorntown, IN. One of the Dulls’ main focuses throughout the year, and especially during the season, is safety. “We have a rack full of saws,” said Dull, “and we change the blades every year. There’s nothing more frustrating than using a bad saw. It costs, but in the long run, it’s good customer service.” When customers arrive to choose and cut a tree,
they park in a lot, then walk to the farmstead where no vehicles are allowed. As they come into the farmyard, visitors see a sign that’s a result of a 2011 Indiana law that focuses on agrotourism stating that consumers accept some of the responsibility for liability. Dull sums up the bill: “This can be a dangerous thing to participate in, and we’ve taken every measure to make sure it’s as safe as possi-
ble for you, but you (as the customer) accept some of the responsibility.” Dull says the new law provides ease of mind for those considering adding agritourism as part of their farm operation. “The sign doesn’t take away our responsibility to provide a safe place,” said Dull. “We have to continue to let the consumer know that there are risks, and by participating they accept that responsibility.” The greeter asks if customer has visited the farm before, and if not, explains that the farm provides saws, carts to
move trees from the field. As people head to the field, they see signs that say ‘only tagged trees are available for cutting’ and pass at least two signs that say, ‘watch where you step, beware of stump holes and other natural hazards.’ “We’ve already been in the field and pre-tagged every tree that’s for sale,” said Dull. “We color-code the trees — Scotch pines have a blue tag, white pines have a white tag and Canaan firs have a red tag so the customer
One of the Dulls’ main focuses throughout the year, and especially during the season, is safety.
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As they come into the farmyard, visitors see a sign that’s a result of a 2011 Indiana law that focuses on agrotourism.
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Visitors to Dull's Tree Farm are made aware of uneven steps through signage. Photos courtesy of Dulls Tree Farm
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Safety from 12 knows at a glance what kind of tree it is. On the tag is the height and price, so before they cut it, they know how tall it’s going to be.” Dull says pre-tagging eliminates issues of customers not understanding the true size and price of trees. “Since we’ve gone to pre-tagging and prepricing trees in the field, the stumps are a lot closer to the ground than they used to be,” said Dull. “If someone goes to the field and sees a tree for $43, they’re going to cut it as close to the ground as they can because it’s their tree. Before, when we measured the trees up here (at the barn), they might leave six or eight inches because it was still my tree.” Dull says remaining stumps are ground after the season, and holes left by coyotes digging for vermin are filled
as often as possible. At the barn where trees are being processed, customers are asked to remain outside. Any buildings that have a step include a sign indicating that step, and if necessary, a handrail is provided. As part of overall management, Dull keeps the rows mowed and clean throughout the growing season. “We mow probably more often than we need to, but that’s part of who we are,” said Dull. “We think our customers like to look out and see a nice, clean field.” That’s a safety as well as a marketing issue.” Customers can also dig trees, and those holes must be filled as soon as possible. “We don’t dig trees from where our choose and cut customers are cutting — we dig trees from a different part of the field.” The farm is managed in sections, and each season, customers are directed to the section that is available for cutting. “This year, we’ll be selling from a particular section, and that’s the only place customers
can go,” said Dull. “At the end of the year, if there are trees left in that section, if the tree is good, we’ll dig it and transplant it. We’ll cut and burn the trees that aren’t good, then clear the field and replant.” Dull says by being aware of each year’s sales and the continuing trend, they can determine what to plant. “That helps us figure out how many more to plant,” he said, “and how many pre-cut trees to bring in to meet that demand. Every year, we sell more trees than the year before. We’ve started to bring in trees from other farms because we can’t meet the demand.” The family includes Dull and his wife Kerry, who started the farm, and now their son Lucas and wife Dana are interested in returning to the farm. The Dulls encouraged the young couple to work off the farm for a while before making the decision, but Dull says that Lucas and Dana came back recently and expressed interest in coming back sooner to help keep the farm moving forward. “We don’t do
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a fall business, but we could,” said Dana. “We’re also grain farmers with 1,900 acres of corn and soybeans so we’re busy harvesting in fall.” Another potential liability issue is the horsedrawn wagons that carry visitors to the fields. Dull uses someone who works as an independent contractor and carries his own insurance. When that person is on the farm with the team of horses, there’s another man on the ground to watch for people who might come too close to the horses, and someone on the wagon seat. On the farm are several restored log cabins and a revamped barn. One large cabin, the Stone Cabin Inn, serves as a bed-and-breakfast, and Dull says that that creates another liability issue. “There’s something going on in that building four days a week,” he said. “Kerry does dinners for groups, family reunions and retreats.” The Dulls won a grant for refurbishing their barn through a contest sponsored by Campbell’s Soup Company. “The FFA Alumni Association was the workforce for that,” said Dull. “The top five votegetters got their barns renovated.” Christmas tree growers should check their state’s liability laws regarding agrotourism, and work with their insurance company to ensure adequate coverage.
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Now’s the time — get involved in Trees for Troops
by the Christmas SPIRIT Foundation Trees for Troops, which provides free, farm-grown Christmas Trees to armed forces members and their families in the U.S. and overseas, is off and running for 2012. Now is a great time to join in on this worthwhile, rewarding cause. Last year, more than 19,000 trees were delivered to bases in the U.S. and Middle East to thankful troops and military families, through the generosity of the Real Christmas Tree industry, consumers and cor-
that more 20 million households reported an awareness of Trees for Troops, and that more than 2 million households indicated they were influenced to purchase a real tree because of Trees for Troops. That is a strong statement on the positive values that prospective buyers associate with Trees for Troops and, through it, real Christmas Trees. You can support Trees for Troops in a number of ways. You could donate trees through your participating state or regional
sponsors, and more. Details on the opportunities to help can be found on the Trees for Troops website (www.TreesForTroops.o rg) or by contacting the headquarters staff at the Christmas SPIRIT Foundation. What's coming up next? The Trees for Troops International kick-off will be Nov. 20 at the Dull's Tree Farm in Thorntown, IN. Plans are to ship out more than 300 donated trees prior to Thanksgiving to USO destinations in and around Kuwait. Trees for Troops
online tool kit has plenty of great resources that can be downloaded from the newly redesigned website www.TreesForTroops.or g. Please make sure you take advantage of the tools, which include: • Checklists for pickup locations • Sample press releases you can customize for your local newspaper/media • Recognition certificates you can print and give to those who go above and beyond • “Pin up” signs (new this year and easy to do) - just print the pin-
Look how far we have come 2011
Trees for Troops Weekend Locations
Trees for Troops Weekend Trees Donated
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porate sponsors, including FedEx. Trees for Troops is important to our military families AND important for our industry. Research from the National Christmas Tree Association shows
Christmas Tree association, host a trailer drop during Trees for Troops Weekend, donate money or collect donations from consumers at your farm or retail location, help locate local and national
Weekend is set for Nov. 30 - Dec. 2, 2012. If you would like to host a trailer to collect donated trees, please sign up ASAP as this is a first come, first served opportunity. The Trees for Troops
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Powers Tree Farm has always made wreaths for tree customers and their own retail lots. But in the past few years, Powers Tree Farm has really grown in the wreath business. Now we have cold storage warehouses where we store and ship large quantities of wreaths. Wreaths are made in a variety of sizes from 6” rings to 60” rings. Offering both plain or mixed using Fraser, White Pine or Boxwood greenery. Also wreaths with cones and candle wreaths.
Specializing in Fraser Fir (Abies fraseri) trees known for great needle retention and great scent. The Fraser is one of the most popular trees on the market. Trees being harvested range from table tops to 14’ + trees. All are individual sized and graded so you get what you pay for.
Powers Tree Farm also offers Roping (garland) in a variety of sizes and mixes. We make Fraser Fir, White Pine and Boxwood roping mixed or straight. Roping comes in 20’ and 75’ lengths. Roping is made fresh then stored in cold storage to preserve freshness. Roping and wreaths when delivered will be as fresh as when we make it.
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Foundation Trustees and staff are making major effort to ensure Trees for Troops is financially sustainable and can continue well into the future. About $7 in donated dollars is needed for each tree that is delivered. Every effort is helpful in meeting this goal, from the annual quilt raffle to the jar collections many of you do each year (thank you!). Here are some other ways you can help: • Join the Christmas SPIRIT Foundation Trustees in seeking out local sponsorships from the people you do business with. It's hard to say no to such a great program, and local sponsorships can be at any price point. Download the sponsorship form from the online tool kit to get started. • Sell Trees for Troops bears (available through the online store at www.TreesForTroops.or g) at your gift shop. Wholesale prices are available, and Trees for Troops receives $5 for each bear sold. • If you know government employees, encourage them to direct a payroll donation to
the Christmas SPIRIT Foundation through the Combined Federal Campaign (CFC #12283). • If you have family members whose employers offer matching gift programs (many larger companies do) ask them to work with their companies to arrange a match for their donations. This is often handled through the human resources department. • If you know contacts with a major corporation that might be a potential corporate sponsor, e-mail the CSF staff (info@TreesForTroops.o rg). We will make the “ask” - we just need the right person in the right company. Lastly, as trees are being delivered to military bases, make sure you follow/like/retweet/pin Trees for Troops on Facebook, Twitter, Pinterest and YouTube to find all the wonderful messages of thanks that Trees for Troops receives. This helps enhance the visibility of Trees for Troops, and creates even more goodwill toward the Real Christmas Tree industry!
Harnessing the best potential for roadside signs
by Emily Enger Everyone has driven past a roadside sign advertising a small niche business or local farmers market. Sometimes those signs intrigue a driver enough to stop. But homemade signs tend to be difficult for drivers to read or contain confusing directions and, in our focused, fastpaced society, fewer customers feel stopping is worth the hassle. This segment of lost business is a rather large target audience that growers and farmers can utilize to increase their average customer base. Jim Hoffman uses roadside signs to advertise his farm, Sand Flats Orchard, an apple orchard, greenhouse and bakery located in Fonda, NY. Hoffman mourns that less than five percent of his customers are so-called “impulse stoppers” or tourists. “It picks up in the fall, certainly, but most of my customers are regulars or people coming intending to stop,” he says. “My road signs simply provide a reminder that I’m here.” Can rural businesses reposess that impulse traffic? Should they want to? Charlie Touchette, Executive Director of the North American Farmers Direct Marketing Association, thinks they should. In the face of modern systems of marketing, Touchette is quick to caution against sacrificing one target audience for the convenience of another. “Not everyone has facebook and twitter,” he reminds. “[to assume that] would be a mistake.” Touchette does have a few tips and strategies to help farmers better utilize their signs’ potential, however. First priorities, he claims, should be placement and frequency. “Give people some warning but be within three to four turns of your business at least.” Touchette cautions that placing signs too far away from a business would be ineffective. “People are rarely willing to drive more than two or so turns out of their
way.” Once farmers have circled a nearby radius to place signs, the next key is to place them often. “The more frequency, the better,” recommends Touchette. “Every sign breaks a [potential customer’s] will each time.” For Hoffman, this advice is already applied. Hoffman posts three signs along each route leading to his orchard. He starts with two small signs as hints, which cumulate to one of his signature two foot apple signs placed directly at the turn customer’s should take. The apple signs are simple, with just his business name and an arrow directing customers in the proper direction. Because the signs are targeting outof-town drivers, an ad-
dress or other specifics are futile and simplicity is the focus instead. Hoffman employs general marketing wisdom with his signs, such as a consistent logo (in his case, an apple), big lettering and simple phras-
es, strategies with which Touchette concurs. But Touchette continues on to express concern at equating roadside signs with advertising billboards. “Advertising is
Multiple signs stacked at Sand Flats Orchard to be posted later as the Hoffman’s prepare for the fall season.
Placement of signs is highly important. This sign is directly on the proper turn to assure out-of-towners that this is the correct road. Due to its large size, drivers would have seen the sign from a distance, plus it is the third Sand Flats sign on this road, so drivers received plenty of warning, as well.
America’s pumpkin growers unite in the fight against breast cancer
A Colorado nonprofit organization is uniting America’s pumpkin growers in the fight against breast cancer. The Pink Pumpkin Patch Foundation based in Rocky Ford, CO helps U.S. growers donate a percentage of sales of each Porcelain Doll F1 pink pumpkin grown to organizations supporting
breast cancer research. “It’s a great avenue for the growers themselves to support breast cancer research” says Kevin Skaling of DP Seeds LLC., the Porcelain Doll F1 breeder. This 501(c)(3) charity has also launched a website not only to provide grower resources but to provide the public with information about the foundation and the Porcelain Doll F1 pink pumpkin. PinkPumpkinPatch encourages customers to place a pink pumpkin on their porch this fall to show their support in ending breast cancer. “We want to see a pink pumpkin on every porch in America,” states Don Goodwin, Pink Pumpkin Patch Foundation president. He adds, “These pumpkins convey a sense of solidarity against a disease that directly and indirectly affects all of us at some point of our lives.” Growers wanting to purchase Porce-
The Porcelain Doll pink pumpkin is a tangible way to show support for breast cancer research. Photo courtesy of pinkpumpkinpatch.org
BioSafe Systems introduces the BioFogger BioSafe Systems introduces the new BioFogger®. The BioFogger provides a compact vertical rotomolded 15 gallon plastic tank mounted on heavy duty wheels and a built in handle. The fogger uses compressed air to generate a 15 micron fog through three air/water nozzles mounted on a stainless steel adjustable mast. The BioFogger is available with a programmable time to allow the unit to pulse on and off, maximizing both efficacy and the use of most air compressors. This easy to use Fogger produces a high volume of fog that may be used for both humidification and chemical applications of
BioSafe Systems products such as AzaGuard Broad Spectrum Insecticide/Nematicide, ZeroTol 2.0, and StorOx 2.0. For more information on the BioFogger, contact BioSafe Systems at 888-273-3088, toll-free. BioSafe Systems LLC is the manufacturer of sustainable and environmentally responsible disease control solutions, many of which meet the requirements of the National Organic Program. BioSafe Systems develops products for the Agriculture, Animal Health, Post Harvest / Food Safety, Commercial Horticulture, Golf, Home and Garden, and Aquatics industries.
The BioFogger provides a compact vertical rotomolded 15 gallon plastic tank mounted on heavy duty wheels and a built in handle.
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“Pink Lemonade,” “Razz,” “Sweetheart,” and “Cara’s Choice": Superb Blueberries from ARS
by Marcia Wood That interesting shrub growing in a neighbor’s front yard may actually be exactly what you think it is — a somewhat unusual ornamental that produces pink blueberries. These berries not only look pretty, but they’re tasty, too, according to U.S. Department of Agriculture (USDA) scientist Mark K. Ehlenfeldt. As a plant geneticist with USDA’s Agricultural Research Service (ARS) in Chatsworth, NJ, Ehlenfeldt has either developed or helped develop a dozen new varieties of blueberries, including “Pink Lemonade.” Although not a first of its kind, “Pink Lemonade” is likely America’s most popular pink blueberry. In 1991, Ehlenfeldt chose the parent plants that later yielded today’s “Pink Lemonade.” Results from his test plots in New Jersey and findings from West Coast evaluations by ARS plant geneticist Chad E. Finn in Corvallis, OR, led to the decision to officially “release” this blueberry as what is known as a numbered selection (specifically, ARS 96-138) in 2005, and, in 2007, to name it “Pink Lemonade.” After a new kind, or variety, of plant has been thoroughly tested, “releasing” it typically involves giving it a name, describing its pedigree and other features in a release notice (somewhat like a botanical birth announcement), and making it available to one or more suppliers of foundation plant materials so that commercial nurseries can buy and propagate it for wholesale or retail sale. “Razz,” another stellar blueberry from the Chatsworth program, offers a flavorful surprise: it tastes quite a bit like a raspberry. “Razz” was bred by USDA’s first blueberry breeder, Frederick W. Coville, in 1934, and was chosen for further study during the next decade by USDA and university researchers. Originally regarded as too unusual for its time, “Razz” was later rediscovered,
newly tested, then officially released last year. “Sweetheart” is a beginning and end-of-season treat. It produces firm, delectable, medium- to medium-large berries in mid- to late-June, and will also produce a small crop of new berries months later, if the autumn is mild. Ehlenfeldt named and released “Sweetheart” in 2010. Some blueberry fans regard “Cara’s Choice” as the best blueberry they have ever tasted. Ehlenfeldt describes it as a very sweet, medium-sized berry that has a pleasant aroma. This berry can be allowed to remain on the plant for several weeks after ripening. It will continue to sweeten, while enabling growers to extend their harvests over a longer period of time. Former USDA blueberry researcher Arlen D.
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Draper selected the parents for “Cara’s Choice.” Evaluations by Draper, Ehlenfeldt, and others led to release of “Cara’s Choice” in 2000. Read more about these berries in the current issue of Agricultural Research magazine and in release notices posted at www.ars.usda.gov/Ehle nfeldt.
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WEDNESDAY KEYNOTE SPEAKER Jim Prevor’s Perishable Pundit, the industry’s most important forum for the discussion and analysis of issues relevant to the trade is widely recognized as a leader in understanding and assessing the state of the perishable food industries.
Mr. Prevor is the fourth generation of his family to be active in the food business in the United States. Prior to launching his own company, he served as a director of his family’s company, which was an importer, exporter and wholesaler of foodstuffs. Mr. Prevor combines the real world experience of one who has worked in the trade with the analytical perspective of an editor and analyst. THURSDAY–DIRECT MARKETING SPEAKER Don Frantz, A three-time winner of the Guinness Record for the World’s Largest Maze, Don developed a new, outdoor, family game called the “Amazing Maize Maze®.” His American Maze Company has built hundreds of projects, entertained millions of players, instigated a world-wide maze fad and has given him the label of “Father of the Corn Maze.”
The 2013 Empire State Producers Expo is sponsored by: • • • •
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Jim Hoffman, owner of Sand Flats Orchard, keeps his signs simple and consistent in both logo and font. He builds and paints each sign himself, but hires a print shop to design the lettering. Photo by Emily Enger
Monthly Equine Publication Covering New York, New England, Northern Pennsylvania, and New Jersey. Reaching the horseowners in this market area as the official publication of over 25 Associations. since 1979, serving heavy construction contractors, landscaping, aggregate producers and recyclers in the Northeast and MidAtlantic Markets every month. Qualified readership is guaranteed to get you results. Country Folks
since 1990, serving the commercial greenhouses, vegetable and fruit growers, and nurseries in the Northeast, Mid-Atlantic, Midwest and Northwest market areas. Reach your target audience with this monthly publication that is by far the number one media for these industries. Is our newest publication. Started in 2011 to serve an important and growing segment of horticulture, this newspaper is targeted at businesses active in commercial scale growing and winemaking in the United States. In addition to a six times a year mailing, a searchable version is available to our online readers. WASTE HANDLING EQUIPMENT NEWS, since 1992, serving asphalt/concrete recyclers, composting facilities, construction demolition companies, wood waste recyclers and scrap metal recyclers with 2 monthly editions that cover the entire United States. NORTH AMERICAN QUARRY NEWS since 1998, serving the quarry, sand & gravel, hot mix asphalt and ready mix concrete industries with one national edition. This is the fastest growing publication for these markets.
Lee Publications produces trade shows, both regionally and nationally for each of the markets listed above. Go to our website at www.leepub.com for more information or call 800-218-5586.
We specialize in short run (5,000-100,000) copies) web offset printing. Tabloid style print jobs like this publication are available in increments of 4 pages in black & white or full color. Complete mailing sources are available as well as insertions in any of our publications.
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not related to impulse; advertising is related to people being conscious of what they intend to buy. [Farmers] should think of what they’re doing as communication or outreach.” Hoffman recognizes this difference; he is also quick to acknowledge that his advertisements in local papers provide much more traffic. But he doesn’t intend to give up on attracting tourists, who remain a hope for increased business in an otherwise consistent industry. In his orchard’s history, he has made changes that attempt to reach out instead of just advertize to impulse stoppers. For example, his road signs now hold a shingle boasting cider donuts. Where many tourists wouldn’t have the need to buy a bushel of apples, a brief stop to purchase fresh donuts for their drive through the beautiful countryside may be an angle to bring them in. This adjustment in his business is one that Hoffman is more than willing to employ. “It’s not about growing apples,” Hoffman confesses. “It’s about getting [people] in the door. It takes a long time to grow a customer base; marketing is certainly part of that. You can’t stay in farming if you can’t market.” Far from resentful of these practical adjustments, Hoffman recounts with a smile, “A wise man once told me, ‘Anybody can grow apples; it takes a genius to sell them.’”
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USDA guarantees loan to support development of advanced biofuels production from energy grasses
On Aug. 22, Agriculture Secretary Tom Vilsack announced a loan guarantee to Chemtex International, Inc., (Chemtex), to construct a 20 million gallon per year cellulosic ethanol refinery in Sampson County in eastern North Carolina. The project, a first-of-its-kind commercial facility in the mid Atlantic region, will help reduce the nation’s dependence on foreign oil, increase farm income, and create jobs in the region. “Today’s announcement supports the Obama Administration’s ‘all-of-the-above’ energy strategy to embrace alternative American-produced feedstocks that support our nation’s energy independence and provide jobs in rural areas,” said Vilsack. “At USDA we are focused on the production of renewable energy from a wide variety of non-food sources, including energy grasses. The facility we are announcing today will help create more than 300 jobs in North Carolina and is a perfect example of how producing home-grown energy is good for the economy and good for our energy future.” The Chemtex facility is expected to create 65 full time jobs with estimated average salaries of more than $48,000 per year. An additional 250 indirect jobs are also anticipated in areas such as feedstock supply, maintenance, and transportation. Once operational, the facility is expected to convert 600,000 tons of energy grasses per year into an estimated 20 million gallons of cellulosic ethanol (advanced biofuel) using a proprietary enzymatic hydrolysis process. The plant will produce biofuel for eastern transportation markets using non-food biomass feedstocks. USDA, through its Rural Development Biorefinery Assistance Program (Section 9003 of the 2008 Farm Bill), approved a $99 million, 80 percent loan guarantee to finance the project. The loan guarantee ap-
proval is subject to conditions that Chemtex must meet prior to closing of the loan. Sampson County and eastern North Carolina farmers will directly benefit through the sales of newly established energy grasses to the biorefinery. Chemtex is working with local farmers and producer organizations to begin growing energy grasses for the facility. About 30,000 acres will be required to supply the facility with sufficient feedstock. In partnership with the Biofuels Center of North Carolina, Chemtex has identified nearby farmland that is currently growing Coastal Bermuda grass to manage swine lagoon effluent. Conversion from Coastal Bermuda to
high yielding energy grasses, including miscanthus and switchgrass, will provide Chemtex a cost effective biomass feedstock for cellulosic ethanol production and area swine farmers with increased economic opportunity as well as the land stewardship benefits of enhanced effluent management. In June of this year, Chemtex was awarded $3.9 million by the USDA, under its Biomass Crop Assistance Program, to support the establishment of over 4,000 acres of miscanthus and switchgrass across 11 counties in North Carolina. The feedstock will be part of the biomass supply for Chemtex’s facility. The net increased revenue to local growers is projected to be $4.5
million per year. The announcement is part of a larger USDA effort to produce advanced biofuels in every region of the country. USDA has funded eight additional biorefineries that are using feedstocks like agriculture residue, woody biomass, municipal solid waste, and algae in states such as, Michigan, Oregon, Florida, Nevada, and New Mexico. USDA is also investing in re-
search by coordinating with five regional research centers to work on the science necessary to ensure profitable biofuels can be produced from a diverse range of feedstocks. The Biorefinery Assistance Program (Section 9003 of the 2008 Farm Bill), administered by Rural Development’s Rural Business and Cooperative Service, is designed to financially assist with the commercial
deployment of production technologies to produce advanced biofuels, and thereby increase the energy independence of the United States; promote resource conservation, public health, and the environment; diversify markets for agricultural and forestry products and agriculture waste material; create jobs and enhance the economic development of the rural economy.
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In an emergency, CPR and AEDs can help by Anna Meyerhoff, NYCAMH What would you do if someone on the farm were ill or injured? It’s important to talk with your workers about what to do in an emergency and have a plan.
that they can act quickly to help in an emergency. CPR is an emergency procedure that is used when someone’s heart has stopped beating or if they are no longer breathing. The first 4 to 6 min-
Being prepared and having trained workers can improve your chances of a good outcome in an emergency. It’s also important to have key staff trained in Cardiopulmonary Resuscitation (CPR) so
utes are critical in helping the victim. If oxygen and blood are not circulating through the victim’s body, they will die. A person delivering CPR keeps the victim’s brain alive until emergency medical help arrives.
CPR will not usually revive a person, but it keeps circulation going to the brain and other vital organs so that they can be resuscitated when the emergency responders arrive. What should you do if
The newest publication in the Lee Publications, Inc. family of agricultural papers
Wine & Grape
The NEWSPAPER for the wine and grape industry January 2012
Volume 1 Number 1
Newport Vineyards: Record harvest, grand expansion plans ~ Page 2 Breaux Vineyards Ltd. prunes now for shape, quality and production ~ Page 10
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Wine and Grape Grower will offer features, news and information on growing grapes, and making and selling wines. As readers of Country Folks and Country Folks Grower you know the value of our publications as you run and improve your business. If your current business or future plans include grapes or wine you can now have a publication with those same benefits for that branch of your business. Subscribe today and don’t miss a single issue. If you have friends or family who would be interested please feel free to share with them also.
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If your business provides products or services for the grape growers and wine makers, please contact us for information on marketing opportunities to this important segment of agriculture. You can reach us at P.O. Box 121, Palatine Bridge, NY 13428 or call 800-218-55866 • Fax 518-673-23811 • Email: email@example.com
you see someone suddenly collapse and you haven’t been trained in CPR? If no one is around to help, you may be able to provide hands only CPR. Always make sure the scene is safe, call 911, then push hard and fast on the center of the chest until trained help takes over. The 911 dispatcher may be able to assist you over the phone. For more information, visit the American Heart Association’s Hands Only CPR website: www.heart.org/handsonlycpr. Although immediate care given by the first responder can make the difference between life and death in an emergency, advanced medical care is also necessary. In all serious emergencies, always call 911 before giving CPR or first aid in order to get help on the way as soon as possible. In many rural areas, it could take 20 to 30 minutes or more for an ambulance to arrive on the scene. In addition to CPR, another important lifesaving tool is an automated external defibrillator, or AED. There are AEDs located in many public buildings now, and AEDs are becoming even more common as time goes on. An AED uses sensor pads attached to the victim’s torso to analyze the heart’s rhythm and, if necessary, delivers an electrical shock to the heart. AEDs are very simple to use. They use voice prompts to tell the first responder what to do. If needed, the AED can deliver a shock to the victim in order to get their heart to beat properly. Calling for help, performing CPR and using an AED will give the victim a better chance of survival. Remember, having a plan and being prepared may mean the difference between life and death for the victim, and performing CPR could help save a coworker, friend, or family member. Take time to learn these important skills!
by Ann Perry A gene that keeps switchgrass forever young could have far reaching implications for the development of the plant as a biofuel crop, according to U.S. Department of Agriculture (USDA) scientists. Inserting a specific gene called “corngrass” from corn into switchgrass essentially keeps the perennial grass in its juvenile form — a plant that doesn’t flower, doesn’t produce seeds, and doesn’t have a dormant growth phase. Because of these changes, the sugars making up the plant starch are more readily available for conversion into cellulosic ethanol. According to Agricultural Research Service (ARS) geneticist Sarah Hake, the starch in these transgenic plants stays inside the stem because it isn’t needed elsewhere for nourishing flower buds and blossoms. As a result, starch levels can increase as much as 250 percent, which increases the sugars that can be fermented into ethanol. Hake, director of the ARS Plant Gene Expression Center in Albany, CA, teamed with University of California-Berkeley plant geneticist George Chuck to conduct this investigation. ARS is USDA’s chief intramural scientific research agency, and this work supports the USDA priority of developing new sources of bioenergy. The scientists observed that the leaves in the transgenic switchgrass are not nearly as stiff as leaves in switchgrass cultivars that haven’t been modified. In addition, they determined that leaf lignin is slightly different in the transgenic switchgrass than leaf lignin in other plants. This could lead to new findings on how to
Immature switchgrass could help cellulosic ethanol industry break down the sturdy lignin and release sugars for fermentation, a development that will be essential to the commercial production of cellulosic ethanol.
The researchers are now introducing DNA segments called genetic promoters that would “turn on” the expression of the corngrass gene just in above
ground switchgrass shoots. This could help increase root mass development that otherwise would be inhibited by the gene. Hake and Chuck also suggest
that developing nonflowering switchgrass varieties would eliminate the possibility of cross-pollination between transgenic switchgrass cultivars
and other switchgrass cultivars. Results from this work were published in 2011 in Proceedings of the National Academy of Sciences.
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Z&M AG and TURF 3517 Railroad Ave. Alexander, NY 14005 716-591-1670 7615 Lewiston Rd. Oakfield, NY 14125 716-948-5261
Z&M AG and TURF 1759 Lindquist Dr. Falconer, NY 14733 716-665-3110 10838 Main St. North Collins, NY 14111 716-337-2563
Z&M AG and TURF 8926 West Main St. Clymer, NY 14725 716-355-4236 12401 Edinboro Rd. Edinboro, PA 16412 814-734-1552
MOUNTAIN VIEW EQUIPMENT VT, LLC Middlebury, VT 05753 802-388-4482 COPE FARM EQUIPMENT 6401 SR 87 Kinsman, OH 44428 330-876-3191 Fax 330-876-8257 www.copefarm.com
Today’s Marketing Objectives By: Melissa Piper Nelson Farm News Service News and views on agricultural marketing techniques.
The Sensory Point
Consumers buy with their senses — feel, taste, sight and smell. What we envision as appealing attracts us to lean in, learn more, and take another look. Do you remember the former trend to sell groceries in less visuallyattractive packaging? Consumers said they would buy goods in “generic” boxes and bags and resist the higher priced items in fancy packaging. The “trend” was over almost before it began, and consumers were back to buying what appealed to them, or the brand they had used for years. As much as we think and plan for prudent customer options, the lure of visual, and other sensory appeals, is strong. That’s why grocery shelves are stocked with many brands and not just one or two generic packages. Visual appeal sells. Colorful and attractive farmers’ mar-
ket displays draw customers in. Customers gravitate to vendors who wisely use color, height and texture to enhance sales areas. Retail businesses utilize aisle displays, banners and lighting to create ambiance. Think of your favorite stores and how items are arranged. You probably go back there to shop because you know you feel comfortable with the environment. Producers selling at the farm gate have learned that visual context is a powerful motivator. Customers may not return if the sales area is not presentable, has a perimeter of trash and dirt, or just looks under-kept. While some producers protest the need for an attractive environment — “this is a working farm and customers need to get used to it” — the bottom line usually shows a different story. As we are well aware, selling at or near the farm is influenced by the sense of smell just as compellingly as
what we see. Smells around the farm are a fact of life, but producers have also learned that consumers do not always equate good farm products with what they feel are “bad” farm smells. Feel and taste have their places in sensory selling as well. Consumers like to feel farm fibers and yarns before they buy, and taste juicy apples, smooth honey and chocolately- chocolate milk. You may question why all of this attention to sensory selling is important. Doesn’t a consumer just want and appreciate a good product regardless of where it comes from or how it is displayed? Savvy consumers do judge a product more on content than frills, but we live in a very sensory world and react to what we judge to be the best by the way it looks, feels, tastes and smells. Just like any other business in today’s economy, we are competing for customers and seeking the profit margin that will take us to the next level. We work hard to produce the best products possible and we need to present those products in an appealing way. Customer supported agriculture, wholesale production, retail sales, on-
farm vending and other agricultural sales ventures are bounded by lots of competition. We make our mark with something distinct and unique. Many times that is the packaging and display we develop to enhance the product itself. Take some time to review your operation and the products you are selling. What visually works and is sensorypleasing to your customers? What feedback are customers giving you? Where can you improve or change your options for increased sales? Perhaps you need to provide more samples, offer tastings, or let consumers tour your operation to get a sense of how you produce and package items. As consumers we are all attracted to what appeals to our senses. We make choices based on that appeal as well as the basic need we are trying to serve. If we understand that other buyers are doing the same with the products we, as producers, offer then we have gained a new sense of how to market more effectively. The above information is presented for educational purposes and is not intended to replace professional business and legal counseling.
FNGLA, OFA, and PLANET announce educational partnership
ORLANDO, FL — The Florida Nursery, Growers and Landscape Association (FNGLA) is pleased to announce OFA — The Association of Horticulture Professionals and The Professional Landcare Network (PLANET) are both joining FNGLA as part-
ners to plan and promote the 2013 TPIE Short Course. It will be held during FNGLA’s Tropical Plant Industry Exhibition (TPIE) on Jan. 23-25, 2013 in Fort Lauderdale, FL. In an ever-changing industry environment, FNGLA, OFA and PLANET em-
brace the benefits of working together to deliver extraordinary educational opportunities for all of their members. This is a grand opportunity to offer an exciting venue and great industry resources designed to provide interiorscape professionals with criti-
cal take-away tools to make their businesses more successful. FNGLA continues its administrative role of the TPIE Short Course and will handle logistical coordination and registration. OFA and PLANET will participate
directly in the program’s development and promotion. All three associations will have industry voices participating in the TPIE Short Course planning meetings. About TPIE Produced by FNGLA, the Tropical Plant In-
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dustry Exhibition (TPIE) is an international tradeshow with an exhibit area of 200,000 square feet showcasing more than 400 exhibiting companies. TPIE offers foliage and tropical plant buyers the widest array of sources for these plants and products. TPIE offers educational opportunities via free trade show floor demonstrations and its top-notch educational program with sessions specifically geared to interiorscape professionals and business managers. For more details on TPIE Short Course and the programs offered during the Tropical Plant Industry Exhibition (TPIE), Jan. 23-25, 2013, visit www.tpie.org.
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Wine & Grape Grower offers features, news and information on growing grapes, and making and selling wines. Learn tips on how to start or improve your business.
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LOAD DIRECT AT FARMS. Beautiful pumpkin crop in the Northeast. Call Richard Paley 860-638-8859.
CUT CHRISTMAS TREES: 7’-11’ Scotch Pine, Fraser Fir, Concolor Fir. Carrollton, OH 330-494-0841 HerbertsPineHollowFarm.com
Greenhouse Equipment GREENHOUSES FOR SALE: 132x30 & 108x30, heaters, pumps, primers, irrigation, etc. Wisconsin 608-988-6586
Farm Equipment FOR SALE: MINI STRAW BALERS, makes ornamental bales 3”x4”x7” or 4”x5½x10” bales. Sell well at auctions, markets, stands. Low inputs, great returns. Send for information. Countryside Machine Shop, 2682 460TH Road, Gentry, MO 64453
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WHOLESALE NURSERY, INC. 9555 North Gast Road, P.O. Box 116 - Bridgman, Michigan 49106 Phone: 269-465-5522 Fax: 269-465-4822
WHOLESALE GROWERS OF QUALITY SMALL FRUIT PLANTS BLUEBERRIES ARE OUR SPECIALTY Grapevines Blueberries Jostaberries Gooseberries
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JOHNNY'S SELECTED SEEDS is a privately held, employee-owned seed producer and merchant headquartered in Winslow, Maine, USA. The company was established in 1973 by our Founder and Chairman Rob Johnston, Jr. Johnny's mission is helping families, friends, and communities to feed one another by providing superior seeds, tools, information and service. (See us at Johnnyseeds.com) Johnny's is known for supplying superior seeds, tools, information, and service to direct market growers and avid home gardeners. We find or design and sell outstanding varieties of vegetables, cut flowers, herbs, and thoughtfully designed tools and equipment. We pride ourselves on the wealth of information and experience we provide to our core customer base.
Wee aree leaderss inn ourr industryy andd wee aree growing!! Wee aree a strong,, stablee companyy andd willl stayy thhatt wayy becausee wee aree frugall andd passionatee aboutt whatt wee do! Vice President of Sales and Marketing
We have an opening for a seasoned Vice President of Sales and Marketing. Our Sales and Marketing organization is located in Fairfield, Maine and includes a state of the art contact center. We are a multi channel provider that includes Direct Sales, Catalog, Web, and Phone. We are looking for an individual that has broad experience across all these channels. We are interested in individuals who have experience in the seed or agriculture industry.
We have an opening for a seasoned Trials Manager. Our Research organization is located in Albion, Maine as well as contracted farms in other states. Each year we trial new variety releases, competitive and currently offered varieties to ensure our product offering meets the demands of the diversified direct small commercial grower. This includes trialing varieties in a variety of different cultural methods and seasons to select the best varieties and give us the experience to know how it will perform on the farm for our growers.
Key Duties & Responsibilities:
Johnny's Vice President of Sales and Marketing is responsible for the strategic Key Duties & Responsibilities: direction and daily operation of the Order Acquisition process. It includes Direct Sales Johnny's Trial Manager is responsible to support the product development process Representatives, Contact Center, Marketing, and Customer Service. by overseeing the management of the product evaluation process of prospective new Critical Functions: products. The Trials Manager accomplishes this by way of rigorous and selective internal and external trialing leading to superior products and information that meets * We don't really want "7 -10 years of Sales and Marketing experience;" we want the high quality standards of Johnny's Customers. the qualities we assume will come from that experience. * Someone with the ability to think on one's feet, to know the right answer almost instinctively, to be able to rely on a wealth of contacts and wisdom, * Someone who is as comfortable working with our customers as they are watching, reacting, and strategizing with the numbers. * Our company is seasoned in the business of Product Development, Order Acquisition and Fulfillment, and we require someone who is willing to challenge, teach, and guide us to higher levels. * Someone who understands the interconnectedness of business and not just the functional expertise. * Someone with an innate ability to quickly dissect difficult operational problems and driven to get the operational flow back to peak as soon as possible. * Someone with past experience developing a world class Sales and Marketing Organization. * Someone with a bachelor degree and formal or practical education at the master's level. * Someone with experience in developing a Sales and Marketing organization that has a strong technical component. * Experience in a multi channel sales organization within a niche market. If you take pride in your ability to look at an order acquisition flow and not only see the opportunities for improvement but also the potential bottlenecks of future growth then you want to talk to us!
Critical Functions: * We don't really want "7 -10 years of Research and Trialing experience;" we want the qualities we assume will come from that experience. * Someone with the ability to think on one's feet, to know the right answer almost instinctively, to be able to think strategically and problem solve, * Someone who is as comfortable working with our customers and has a broad understanding of products and customer needs. * Someone who can support the evaluation and trial needs from start to finish and can bring us to a higher level of information gathering. * Someone who understands the interconnectedness of business and not just the functional expertise. * Someone with an innate ability to evaluate, understand and develop alternative or new trial methods, technologies, processes to ensure we are meeting the demands and needs of our customers. * Someone with past experience developing budgets, working with and managing trialing staff. * Someone who enjoys working on a team during a fast passed growing season. If you have a passion for selecting the best products to create success for our growers and pride yourself on your ability to lead an effective team, then you want to talk to us!
GREENHOUSE MANAGER Are you looking for a career instead of just a job? Do you feel a sense of ownership in your work? Then Johnny's Selected Seeds is looking for you! Johnny's Selected Seeds is an employee-owned seed producer and merchant headquartered in Winslow, Maine, USA. The company was established in 1973 by our Founder and Chairman, Rob Johnston, Jr. Johnny's mission is, "Helping families, friends, and communities to feed one another by providing superior seeds, tools, information, and service." To this end, Johnny's works as a team of employee owners and is currently recruiting a Greenhouse Manager to be part of our team. As an employee owner at Johnny's, you will be part of a team focused on providing superior seeds, tools, information, and service. You will be responsible for the propagating, cultivating, and harvesting crops in our greenhouses and high tunnels, as well as designing and maintaining those structures and their mechanicals. You will work at our Albion Research Farm where the breeding work, trials, and seed production activities are held. Key Job Elements: Raise healthy plants year round using organic methods, from seedlings for field transplanting to mature plants for indoor breeding nurseries and trials. Your internal customers will be doing the work of trials, breeding, and seed production. You will manage our covered structures inside and out, including the set-up, adjustment, monitoring and maintenance of heating and cooling, fertigation and irrigation systems, and coverings. You have farm-scale plant prorogation know-how, particularly vegetables, flowers, and herbs. Working knowledge of IPM, beneficial insects, and organic strategies. Soil and tissue analysis sample gathering, submissions to third-party labs, and follow-up. You have knowledge of business and management principles involved in coordination of people and resources.
In addition to your resume, please send us a letter of interest that describes why you think you are suited to and would excel in this position along with your salary requirements to:
You will make constant improvements to plant propagation and facilities maintenance. You will inventory and maintain greenhouse propagation supplies. You are capable and at ease with maintaining detailed records. You will seek creative ideas and new methods of greenhouse production. You will be energetic in gleaning information from outside sources, at trade shows and greenhouse events. You have good communication skills. You will be providing oral and written information to supervisors, co-workers, and subordinates. And building and maintaining relationships with vendors, university and cooperative extension personnel, crop advisors and greenhouse suppliers. You are capable of the research, design, and purchase and overseeing of construction of new greenhouses and covered structures within time and budget considerations. This includes greenhouse orientation, foundation needs, heating, cooling and ventilation systems controls and design, cost analysis of various structures from different manufacturers and the purchase, delivery, construction and start-up of the new structure along with its contents. You have a sense of urgency in meeting deadlines and objectives, while balancing and optimizing multiple priorities. Problem solving skills and willingness to take responsibility for those decisions. Acceptance of constructive criticism and ideas & opinions while remaining objective in the quest for optimum results. Essential Physical Requirements: Ability to read, count, and write to accurately complete all documentation. Ability to freely access all areas and locations of the business and in all different types of weather. Ability to work varied hours/days as business dictates. The ability to travel occasionally for training. Ability to bend, stand, walk, and lift up to 50 lbs.
1-800-836-2888 To place a Classified
Education Requirements: We prefer an associate's or bachelors degree and/or at least 3-5 years of experience in horticulture, preferably in mixed market gardening.
email@example.com Human Resources 955 Benton Avenue â€˘ Winslow, ME 04901
Country Folks Grower Classifieds
( 800 ) 836-2888 PO Box 121, 6113 State Hwy. 5 ( ) Fax: 518 673-2381 Palatine Bridge, NY 13428 E-mail: firstname.lastname@example.org Native Plants
NATIVE GRASSES, sedges, rushes, wildflowers, and herbaceous plants for use in wetland mitigation, restoration, and landscape design. Contract growing available. Signature Horticultural Services, Freeland, MD. Call 410329-6466 or fax 410-3292156.
COMPLETE LIST of deciduous and evergreen seedlings and transplants at www.hramornursery.com or call 231-723-4846 Hramor Nursery LLC, 2267 Merkey Rd., Manistee, MI 49660
Forest Nursery Co. Inc. McMinnville, Tennessee
AMERICAN WHOLESALE CO.
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V I S S E E D C O M PA N Y: Specializing in flower seeds from around the world. Seeds, plugs, cuttings. Offering the best annual, perennial, vegetable & herb seeds. Celebrating 25 years! Contact us for a current catalog. PO Box 661953, Arcadia, CA 91066. (P) 626-4451233, (F) 626-445-3779, email@example.com, www.visseed.com
WEDDING INVITATIONS printed and designed by Lee Publications: 100 (4.5x6) Invitations including envelopes with 100 RSVP postcards. Only $150.00 +tax. We can also do smaller and larger amounts. Call for pricing and designs 518-673-0101, or firstname.lastname@example.org Also Save the Dates • Shower Invitations • Baby Announcements and more.
E-mail announcements of your regional event(s) to: email@example.com We must receive your information, plus a contact phone number, prior to the deadline that’s noted under the Announcements heading on the 1st page of these Grower Classifieds. ***
Services Offered Plants
CANVAS PRINTS: All sizes. Mounted or Unmounted. Just bring in or send us your photo at Lee Publications. Call 518673-0101 firstname.lastname@example.org
Real Estate For Sale
Real Estate For Sale
UPSTATE NEW YORK Property has 2 ranges of greenhouses totaling 300,000 S.F. Lower range consists of 12 36’x358’ ridge & furrow aluminum frame with double acrylic covering. This range has recent Priva Environmental computer system. Heating system consists of 2 oil fired low pressure steam boilers in separate building. This range also has refrigerator in separate building with loading docks. All greenhouse equipment included. Plus 100+/- acres!!
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Calendar of Events
OCT 25-27 Planet Green Industry Conference Kentucky Expo Center & the Louisville Downtown Marriott, Louisville, KY. On Internet at www.Green IndustryConference.org NOV 2-6 2012 Irrigation Show & Education Conference Orange County Convention Center, Orlando, FL. Call em a i l firstname.lastname@example.org. NOV 7 Southeast Strawberry Expo Hilton Charlotte University Place, Charlotte, NC. Farm tour, workshops, educational sessions and trade show. Contact NC Strawberry Association, 919-542-4037 or e-mail email@example.com. On Internet at www.ncstrawberry.com NOV 19-20 70th Annual State Convention Ramada Plaza Minneapolis, 1330 Industrial Blvd NE (I35W at exit #22), Minneapolis, MN. Call 651-639-1223, 800-969-3380. On Internet at http://mfu.org/node/928 DEC 4-6 Great Lakes Fruit, Vegetable & Farm Market EXPO Michigan Greenhouse Growers Expo DeVos Place Convention Center, 303 Monroe Ave. NW, Grand Rapids, MI. On Internet at www.glexpo.com
JAN 3-4 Tennessee Green Industry Expo Nashville Convention Center, Nashville, TN. Contact Tennessee Nursery & Landscape Association, 931-473-3951 or e-mail firstname.lastname@example.org. On Internet at www.tnla.com JAN 9-11 Illinois Specialty Crops, Agritourism and Organic Conference Crowne Plaza Hotel & Convention Center, Springfield, IL. Contact Diane Handley, 309-557-3662 or e-mail email@example.com. On Internet at www.specialty growers.org ISCAOC Conference & Trade Show Crowne Plaza Hotel & Convention Center, Springfield, IL. For more information or for a 2013 conference brochure, Contact: Illinois Specialty Growers Association, 1701 Towanda Ave., Bloomington, IL 61701. Call 309-557-2107 or e-mail firstname.lastname@example.org. JAN 20-22 2013 Wisconsin Fresh Fruit & Vegetable Conference The Wilderness, Wisconsin Dells. Contact Anna M. Maenner, 920-478-4277 or e-mail email@example.com. JAN 23-24 Garden Center Symposium/Midwest Perennial Conference Country Springs Hotel & Conference Center, Waukesha WI. On Internet at www.gardencenter symposium.com
Country Folks Grower Classifieds
( 800 ) 836-2888 PO Box 121, 6113 State Hwy. 5 ( ) Fax: 518 673-2381 Palatine Bridge, NY 13428 E-mail: firstname.lastname@example.org
LETT US S DESIGN N AND D PRINTT YOUR R OWN N BROCHURE E OR R FORMS
Calendar of Events E-mail announcements of your regional event(s) to: email@example.com We must receive your information, plus a contact phone number, prior to the deadline that’s noted under the Announcements heading on the 1st page of these Grower Classifieds. ***
Midwest Perennial Conference/Garden Center Symposium Country Springs Hotel & Conference Center, Waukesha, WI. On Internet at gardencentersymposium.com JAN 25-26 Wisconsin CTPA Winter Convention Menominee Casino Resort, Keshena, WI. Contact Cheryl Nicholson, 608-742-8663 or e-mail info@christmas trees-wi.org. On Internet at www.christmastrees-wi.org
FEB 1-6 28th Annual NAFDMA Convention - Pacific Northwest 2013 Doubletree by Hilton Hotel, Portland, OR. AUG 23-24 Wisconsin CTPA SummerConvention Farm tours at Nelson Family Tree Farms & Rocky Ridge Tree Farms in the Wild Rose area. Contact Cheryl Nicholson, 608-742-8663 or e-mail firstname.lastname@example.org. On Internet at www. christmastrees-wi.org
4 to 48 Page Tabloids on Newsprint or Offset Paper • Spot Color and Process 4 Color Available 8 1/2 x 11 or 11 x 17 Single Sheets Printed One or Two Sides, Spot Color, Variety of Paper Colors and Weights and Folding is Available In Quantities from 5,000 to 100,000 We can work from your layout or provide a custom designed piece for you.
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5 EASY WAYS TO PLACE A COUNTRY FOLKS GROWER CLASSIFIED AD 1. PHONE IT IN - Just give Peggy a call at 1-800-836-2888
IN - For you MasterCard, Visa, 2. FAX IT American Express or Discover customers... Fill out the form attached completely and fax to Peggy at (518) 673-2381
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If you have used equipment for sale, ask about our group of weekly farm newspapers that cover from Maine to North Carolina.
ON-LINE - Go to www.cfgrower.com Name: (Print)______________________________________________________________________ and follow the Place a Classified Ad Address:_________________________________________________________________________ City:__________________________________________________St.:__________Zip:___________ button to place your ad 24/7!
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SWEEPSTAKES Save Money and enter our Sweepstakes! Save Money . . . when you take this opportunity to subscribe to Country Folks Grower Midwest or Western editions, the monthly regional newspaper that covers all segments of commercial horticulture. Each issue is filled with important information for Greenhouse, Nursery, and Fruit & Vegetable Growers, as well as Landscapers, and Garden Center and Roadside Stand Marketers. Enter our Sweepstakes!* When you subscribe, you are automatically entered in our sweepstakes for a chance to win a Club Car XRT 1550. There are 2 other ways to enter.
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5 EASY Y WAYS S TO O PLACE EA Y FOLKS S GROWER COUNTRY D AD CLASSIFIED
Phone it in - Just give Peggy a call at 1-800-836-2888 Fax it in - For you MasterCard, Visa, American Express or Discover customers... Fill out the form attached completely and fax to Peggy at (518) 673-2381
it in. Fill out the attached form, 3.Mailcalculate the cost, enclose your
Signature ___________________ Date _____________ A. Do you grow vegetables? Acres: 1-3 3-10 Over 10 Beets Onions Tomatoes Broccoli Cabbage Celery Cauliflower Pumpkins Beans Potatoes Sweet Corn Cucumbers B. Do you grow fruit? Acres: 1-3 3-10 Over 10 Grapes Cherries Strawberries Peaches Apples Pears Cranberries Blueberries Melons Brambles C. Do you operate a greenhouse? Sq. Ft. Up to 5,000 5-10,000 over 10,000 Bedding Plants Vegetables Foliage Plants Cut Flowers Potted Flower Plants Other D. Do you operate a nursery? Acres 1-3 3-10 Over 10 Wholesale Retail Christmas Trees Shade Trees Fruit Trees Mums Shrubs Perennials Herbs, Drieds, Cuts E. Other Crops F. Is there any aspect of horticulture that you would like to see more of in Country Folks Grower?
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check or credit card information $11.35 $11.65 $11.95 and mail to: $12.55 $12.25 $12.85 Country Folks Grower Classifieds $13.75 $13.15 $13.45 PO Box 121, Palatine Bridge, NY 13428 E-mail your ad to $14.35 $14.65 $14.05 firstname.lastname@example.org If you have used equipment for sale, ask about our group of weekly farm newspapers that cover $14.95 Use our forms on our web site, from Maine to North Carolina. www.cfgrower.com. The forms will calculate your charges for you. All you have to do is fill out the form Signature_______________________Date________ and submit!
Payment Method Acct#________________________Exp. Date______ Name:______________________________________ Cost per edition: $9.25 for the first (Print)______________________________________ 14 words, 30¢ each additional word. Address:____________________________________ (Phone #’s count as one word) City:_____________________St.:______Zip:_______
FOR R BESTT RESULTS,, RUN R AD D FOR R TWO O ISSUES! YOUR
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No purchase necessary. Send a post card with your name, farm or company name, complete mailing address, phone number, email address and date of birth (on Dec. 30, 2012, must be at least 18 years of age to win). Limit one post card entry per address.
Entries must be dated before December 30th, 2012. Employees & relatives of employees of Lee Publications Inc., Club Car, Satch Sales, Mid-State Golf Car and Clinton Tractor are not eligible. Must be 18 years of age. Mail to Country Folks Grower, PO Box 121, Palatine Bridge NY 13428
Illinois farmland values continue upward trend BOONE, IA — The value of farmland across Illinois continues rising, and while the rate of increase has slowed somewhat, prices are expected to continue upward, according to the Mid-
Year Land Values snapshot survey conducted by the Illinois Society of Professional Farm Managers and the University of Illinois. The survey was conducted among mem-
bership of the Society with tabulation and results summarized by Gary Schnitkey, Ph.D., a professor and farm management specialist in the Department of Agricultural and Consumer Economics,
University of Illinois. “The Society conducts a survey half way through the year to evaluate trends in farmland prices and cash rents. This information supplements the Society’s larger ef-
forts at year -end to document farmland prices and cash rents across Illinois. The 2012 mid-year survey also focused on the droughts impacts on farmland prices and cash rents.”
“Overall, land values increased by 5 percent during the first half of 2012,” says Don McCabe, AFM, chairman of the Society’s Illinois Land Values project and president at Soy Capital Ag Services, Bourbonnais, IL. “This is less than the double-digit increases we’ve seen the past few years.” “On July 1, 2012, farmland prices averaged $11,200 for excellent quality farmland, $9,200 for good quality farmland, $7,800 for average quality farmland, and $5,900 for fair quality farmland. A year ago the 2011 Mid-Year survey indicated the value of the best quality land surpassed $10,000 for the first time,” McCabe explains. In a normal year, excellent quality farmland averages over 190 bushels of corn per acre, good quality farmland averages between 170 and 190 bushels per acre, average quality farmland averages between 150 and 170 bushels per acre, and fair quality farmland averages below 150 bushels per acre. “Yields will be below these averages in 2012,” Schnitkey says. Respondents indicated that 2012 corn yields will be 44 percent lower than expected. Soybean yields in 2012 will be 30 percent lower than expected. McCabe also noted that the volume of farmland being sold during the first half of this year was down slightly when compared to a year ago. “Most survey respondents expect the volume of sales to be at last year’s level or greater during the second half of the year,” he explained. Forty percent expect higher sales volume while 42 percent expect the same volume.
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FALL EDITION • October 2012
MARKETPLACE Advertise in Country Folks
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Changes to the hazard communication standard are coming by James Carrabba, The New York Center for Agricultural Medicine & Health — NYCAMH The Hazard Communication Standard, (HCS) 29 CFR 1910.1200 is a law administered by the Occupational Safety and Health Administration (OSHA) and is applicable to agricultural workplaces. The purpose of this law is to ensure chemical safety in the workplace. Under this law, the identities and hazards of workplace chemicals must be available and understandable to workers. Employers are required to inform workers of any chemical hazards in the workplace and to train workers on how to protect themselves from these hazards. In the past, this standard was sometimes referred to as “The Right to Know”, because under the law, workers have the right to know about the hazards of the chemicals that they work with. The HCS is now in alignment with the Globally Harmonized System of Classification and Labeling of Chemicals (GHS). These new changes will
make it much easier for workers to identify chemical hazards and understand the potential hazards of chemicals that they must work with. According to OSHA, these updates will provide a more uniform and easier to understand approach for classifying chemicals and communicating hazard information on labels and safety data sheets. The former Material Safety Data Sheets (MSDS) will now be called Safety Data Sheets (SDS) under the new revisions. These changes will make it safer for workers by providing easily understandable information on appropriate handling and safe use of hazardous chemicals. These new changes were announced on March 26, 2012. Changes to the HCS will be phased in over the next few years and will be fully implemented by June 1, 2016. Major Changes to the Hazard Communication Standard: • Hazard Classification: Provides specific criteria for classification of
DON’T MISS THESE IMPORTANT ISSUES
NOVEMBER • Winter & Spring Planning • NE Greenhouse Conference • Deadline Oct. 11TH
DECEMBER • New Varieties • Fruit & Vegetable Equipment • Deadline Noon (due to Holiday) Nov. 15TH
JANUARY • Winter Show Issue • Deadline Noon (due to Holiday) Dec. 13TH
GHS Hazard Pictograms that will appear on chemical labels. Each pictogram has a white background framed by a red border. The pictogram used on the label is determined by the chemical hazard classification.
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FALL EDITION • October 2012
MARKETPLACE Changes from 2 health and physical hazards, as well as classification of mixtures. • Labels: Chemical manufacturers and importers will be required to provide a label and SDS that includes a harmonized signal word, pictogram, and hazard statement for each hazard class and category. By June 1, 2015, GHS standardized pictograms will be required on chemical labels to warn of hazards that each chemical has. Precautionary statements must also be provided. • Safety Data Sheets (SDS): (formerly known as MSDS) Will now have specific 16 section format. • Information and Training: Impor-
tant to note; employers are required to train workers by Dec. 1, 2013 on the new label elements and SDS format to facilitate recognition and understanding. Other provisions of the HCS have not changed. To be in compliance with this standard, a business must have a written hazard communication program. The hazard communication program must address these six areas: 1. Name a person responsible for overseeing the program 2. Create an inventory of all chemicals at the worksite 3. Properly label all chemical containers 4. Obtain and keep on file a SDS for
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each chemical 5. Train workers on how to read product labels and SDS’s 6. Train workers on how to protect themselves from the chemicals and document training The HCS states that SDS’s must be readily available to workers. Workers are free to consult the SDS anytime they have a question about a particular chemical. Before using a chemical, it is a good idea to check the SDS. The SDS will list the personal protective equipment needed and the appropriate first aid measures that should be taken in case of an emergency. Worker training is an important component of
complying with the HCS. The employee training should include an explanation of the standard, how to read a label and SDS, where to find the SDS’s, types of chemicals used in the workplace, how to protect themselves from these chemicals and how to use the appropriate Personal Protective Equipment (PPE). Employers need to document the training. Pesticide labels are exempt from the HCS, but they will have the new SDS’s and need to be included in a farm’s HCS program. Pesticide labels are covered under the EPA Worker Protection Standard (WPS), 40 CFR 1970.
FALL EDITION • October 2012
MARKETPLACE A Greener Way to Fertilize Nursery Crops by Dennis O’Brien A U.S. Department of Agriculture (USDA) scientist has found a “green” alternative to a type of fertilizer additive that is believed to contribute to the accumulation of heavy metals in waterways. Ornamental nursery and floral crops require micronutrients like iron, manganese, copper and zinc. But fertilizers that provide these micronutrients often include synthetically produced compounds that bind with the micronutrients so they are available in the root zone. The most commonly used compounds, known as chelating agents, are not readily biodegradable, and can extract metals from sediments. Their use is believed to add to the amounts of iron and other heavy metals that sometimes flow into or become soluble in waterways. Concerns in Europe about one, called EDTA, have prompted calls there for use of alternative
chelating agents. Joseph Albano, a horticulturalist with the Agricultural Research Service (ARS) U.S. Horticultural Research Laboratory in Fort Pierce, FL, thinks he has found a “green” alternative for the floral and nursery crop industries. ARS is USDA’s principal intramural scientific research agency, and this research supports USDA’s commitment to agricultural sustainability. Albano’s alternative chelating agent is known as EDDS. It is a natural compound that is biodegradable and less likely to persist in the environment. In a series of studies, Albano grew marigolds in standard soil-less potting media using fertilizers formulated with EDDS or one of two commonly used chelating agents: EDTA and DTPA. Each of the three treatments was chelated with iron so Albano could assess the effectiveness of EDDS as a fertilizer iron source. The results showed that EDDS was a
suitable chelating agent for use in fertilizers. There were no differences in plant growth or leaf-tissue iron levels among plants grown with iron-EDDS, those grown with iron-EDTA, or those grown with iron-DTPA fertilizers. Iron-chelates, like iron-EDTA and iron-DTPA, degrade when exposed to light (photodegradation), so they are often stored in opaque containers that prevent exposure to sunlight. Albano also assessed iron-EDDS photodegradation and discovered that iron-EDDS degraded more quickly than ironEDTA when exposed to light, which
would contribute to its low persistence in the environment. Given how quickly it degrades, Albano recommends that iron-EDDS chelates also be stored in opaque containers. The report, published in HortScience, was the first peer -reviewed study to evaluate EDDS as a chelating agent in fertilizers used in the production of a floricultural crop, according to Albano. The work is expected to encourage the use of EDDS as an environmentally friendly chelating agent in floral and nursery crop operations.
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FALL EDITION • October 2012
MARKETPLACE Smart Marketing includes services & relationships not just products by Brian M. Henehan, Dyson School of Applied Economics and Management, Cornell University In agriculture, we have a tendency in marketing to focus most of our attention on the hard products we produce and bring to market — fruits, vegetables, meat, grains, milk, or cheese. Today’s markets demand more attention
to the services and relationships associated with marketing the actual product itself. The smart marketer is one who not only produces a high quality product, but also delivers needed services and builds effective relationships with customers. A useful way to examine these questions of services and relationships is to
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begin with the old journalistic outline of — who, what, where, when, why, and how. We also need to understand the distinction between a customer and the consumer. Our customers may actually be consumers if we are direct marketers. But usually a relationship with some type of intermediary customer is required to get the farm product to the end-user, the consumer. Typical intermediary customers in the food system can include: wholesalers, retail supermarket buyers, food service buyers, brokers, or processors. Who are you doing business with? If you are a direct marketer, know your consumer. Who are they in regards to: age, income, residence, family size, gender, ethnic group, etc.? How is your consumer base changing? What services will enhance your relationship with your consumers? If you are working with other types of customers, learn about their operations: sales, distribution, terms of trade, transaction protocols, etc. How do your customers understand the consumers that buy your products? What information about consumers can they share with you, or you with them, to assist both of you in better serving them?
What makes your product superior? What differentiates your product from the rest of the pack? What will make your product more attractive to your customers or consumers? What will your product bring to the assortment of products your customer markets? What information can you provide along with your product (nutritional values, recipes, portion sizes, variety, etc.) to increase sales? Where will your product have to
Marketing 6 Quality Since 1983
Network of Service
WHOLESALE * RETAIL
PRIVATE LABEL * VALUE ADDED CONTRACT PACKAGING 100% JUICES & CIDERS ** NO SUGAR ADDED WE MAKE OVER 600 PRODUCTS INCLUDING JAMS, JELLIES, SAUCES, RELISH, PICKLES & BAKERY ITEMS
— HONEY AVAILABLE — 105 Mitcham Circle, Tiger, GA 30576 www.hillsideorchard.com
Gardner Pie Company is dedicated to baking and selling only the very best pies. We use only the finest and freshest ingredients and adhere to time-honored, old-fashioned recipes. Located in Akron, OH. we’ve been family owned and operated since 1945. We provide a wide variety of quality pies to farm markets, in-store bakeries, and the food service industry. For ordering information call: 330-245-2030
Gardnerr Piee offerss moree than n 50 0 piee varieties: Traditionall Fruitt Pies Crumb b Topped d Pies Topped d Fruitt Pies Mixed d Fruitt Pies Harvestt Addition n Pies
uth h off thee Borderr Pies Sou Cream m Pies No o Sugarr Added d Pies Coloniall Pies Savoryy Vegetablee Pies
Visitt ourr Websitee at:: www.gardnerpie.com m forr specificc varietiess in n each category,, ass welll ass completee nutrition n information.
FALL EDITION • October 2012
MARKETPLACE Marketing from 5 end up to effectively serve your customers or consumers? How will your product hold up in transit? Will your product arrive in a package ready for store display or use in the kitchen? Are there any ways to make life easier for those who buy your products in regards to scheduling or delivery? Can you better coordinate shipping with other firms shipping similar products in your area? When does your product need to arrive? Time is of the essence for all of us. How can you cut your customer’s time spent receiving or handling your product? Are there ways to minimize the time your consumer (convenient parking, check-out) or customer (processing invoices or payment) does business with you? Just-in-time delivery and automated inventory replenishment are becoming standard business practices in both the retail and food service industries. Why should your customer do business with you in regards to the services you offer and the value you bring to the business relationship? Why should you be considered a “preferred” supplier by your customer? Why should your ability to attract consumers to your product add value to your customers business? How will you better understand what services and relationships will
be needed to insure the effective marketing of your products? In a rapidly changing marketplace, those services and relationships are changing. How will your services increase the productivity and profitability of your customers? In summary, smart marketers not only deliver high quality products that are relevant to consumers, but must also provide valuable services to build effective relationships with customers. Hopefully, answering some of these questions might shed some light on how to improve your marketing capacity. In the haste to produce the hard product itself, don’t forget the needed services and relationships that will keep your product on the shelf, on the plate, or in the hands of consumers.
Smart marketers not only deliver high quality products that are relevant to consumers, but must also provide valuable services to build effective relationships with customers. Photo by Joan Kark-Wren
WINTER EDITION • January 2012 Supplement to Country Folks GROWER
This Could Be Your Ad
Country Folks Grower Will Have A Marketplace Glossy Section In The January Winter Show Issue
There is limited space Full Coverage available so contact us early Special Rates to reserve your spot. Deadline November 29. Great Look Trade Show Circulation
For more information 800-218-5586 • 518-673-3237 email@example.com
REGISTER FREE!!! Find Auctions Near You!! Auctioneers Register FREE!! List all your upcoming auctions with us!! Brought to you by: Country Folks, Country Folks Grower, Wine & Grape Grower, Hard Hat News, Mane Stream, Waste Handling Equipment News, North American Quarry News, Small Farm Quarterly and by Lee Publications Inc. Palatine Bridge, NY 13428 www.leepub.com (800) 218-5586
FALL EDITION â€˘ October 2012
Follow Us On www.facebook.com/cfgrower Gett mid-week k updatess and d onlinee classifieds,, pluss linkss to o otherr agriculturall organizations.
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Vandana Tubeless s Seeder
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Travelling Irrigator Custom-built to fit your greenhouse or crop shelter from the highest quality component parts.
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