Grower East 3.12

Eastern Edition n

Section One of Two

GROWER

March 2012 Volume e 21 Number r 3

$2.50

Serving All Aspects of Commercial Horticulture

Greenhouse • Nursery • Garden Center • Fruit & Vegetable • Farm Markets • Landscapers • Christmas

Green n Workss announces y awardss program industry winnerss ~ Page e A17

Today’ss Marketing g B6 Classifieds Directt Marketing Landscape

B16 B6 A17

Rebranding to grow direct marketing ~ T.S. Smith & Sons ~ page A2

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 2

Rebranding to grow direct marketing ~ T.S. Smith & Sons

by Sally Colby Customers who come to T.S. Smith & Sons for fresh fruit and vegetables are met with an anachronism: Delaware’s oldest packing house — built in 1928 — and solar panels. And while the solar array provides modern power for the cold storage, the packing line still operates with original equipment.

Charles Smith’s grandfather founded T.S. Smith & Sons over 100 years ago. “My grandfather was a butcher,” said Smith. “He traded part of a butcher bill and some cash for 35 acres near Bridgeville. Over the years, he added more farms.”

Today, T.S. Smith & Sons is a century farm, and Delaware’s oldest apple, peach and nectarine grower.

The operation, managed by three brothers who represent the fourth generation of Smiths, includes over 800 acres in Sussex County, Delaware. Charles and his brother Matt are the primary growers, and Tom manages the wholesale segment and the farm market.

Smith explains that for many years, the family grew 300 acres of Golden Delicious and Red Rome apples for processing. As the opportunity for direct marketing became there, aged-out trees are being replaced with varieties such as Pink Lady, Cameo and Daybreak Fuji in a high-density, vertical axis trellis system on semi-dwarf or dwarf rootstock. “It takes more management,” said

Joe Marini from Adams County Nursery was on hand for T.S. Smith's Apple Scrapple Festival in October.

Marini gave informative talks about apple tree varieties, propagation, rootstock and cultivation techniques.

Photos courtesy of T.S. Smith & Sons Smith, comparing intensive production to former methods. “But we use less pesticide and trees come into production faster. And more sunlight means we get a better quality apple.”

The season begins in mid-April with asparagus, followed by sweet corn, peaches, nectarines and other seasonal fruits and vegetables.

Early summer apples, starting with Lodi, are ready around July 4, followed by Gala and Ginger Gold. “One of our most popular apples is the Black Twig,” said Smith. “We also sell a lot

of Jonagold and Fuji.”

The farm has a greenhouse for starting bedding plants and transplants, and will add a high tunnel this spring to offer early and late season lettuce, spinach and other greens.

Other crops include asparagus, sweet corn, cantaloupe, cauliflower, watermelon, broccoli, kale, pumpkins and gourds. Value-added products such as cider are always a hit with customers.

Fruit is available for you-pick on Wednesdays and Saturdays throughout the season, and Smith is considering

A local fire company sold peach ice cream, made with fresh T.S. Smith & Sons peaches, for its customer appreciation day last fall.

opening on Sundays.

Smith delivers seasonal vegetables, fruit, and jams and jellies to year -round markets, and to a satellite store in the historic market square in eastern Maryland twice a week throughout the growing season. Customer enjoy value-added products such as applesauce, cider and the family’s well-known apple-cinnamon donuts that are made fresh at the packing house market.

T.S. Smith’s location between the Chesapeake Bay and the Delaware Bay is ideal for summer tourists traveling by the farm. “It’s ideal for direct marketing,” said Smith.

“We try to sell everything we grow within 100 mile of the farm. It’s amazing how much people want to know where their food comes from and meet the farmer. We’ve done some farm-to-table events — local chefs partner with a farm to create entrees from that farm’s fresh products. They make a meal, and we set up a table to sell products and talk with customers. It’s amazing how much feedback we get.” T.S. Smith also sells directly to some restaurants, and is involved in the state’s farm to school program for fresh fruits and vegetables.

The Smiths use cover crops such as rye and winter wheat, and employ minimal tillage whenever possible. They are involved in conservation programs, and received assistance to establish stream bank plantings through CREP and trickle irrigation through EQIP. Customers are aware of and appreciate the Smiths’ conservation efforts in this ecologically sensitive area of the state. “Our farm is right on the headwaters of the Chesapeake Bay,” said Smith, who recognizes that farmers often receive unfair blame for water quality issues.

“But there’s a stream that runs through the farm, and it’s crystal clear.”

Smith says that a pavilion being constructed near the stream will be used to host farm-totable dinners, school

tours and other events.

However, Smith is committed to maintaining the face of the operation as a farm. “We’ve billed ourselves as a working farm,” he said. “We want people to come here and see what we do. We want the farm to be the attraction.”

Smith says that the biggest challenge in selling direct to public is consistently delivering a quality product. “Mother nature can be cruel,” he said.

“Last year, Hurricane Irene wiped out our pumpkin crop.”

But due to the relatively mild winter, Smith is still harvesting kale and broccoli, and is preparing to plant 20 acres of peach trees and 1,000 apple trees in a slender spindle system.

As part of the effort to rebrand the farm and expand marketing efforts, T.S. Smith is working with a marketing specialist, Greer Stangl, who joined the team about a year ago.

“Social media is a useful tool for sharing with our customers,” said Stangl.

“We can let people know

what’s happening on the farm. We can tell them that asparagus is coming on and that we’ll be picking next week, or that it’s the last week to get apple cider. It allows us to have a one-on-one dialogue with our customers.” In addition to the farm website, T.S. Smith uses Facebook and Twitter to keep customers up to date on what’s in season.

Stangl says that one of the goals last year was to create an on-farm experience so that people could come and be part of a working farm environment. This season, T.S. Smith will be participating in additional farm-totable events as well as other special events such as farm tours, food sampling and informative talks.

We don’t just want to be a grower that sells,” said Stangl. “We understand that people want to come to a farm, pick their own fruit, talk to a farmer. It isn’t enough to just grow a good product and think everyone is going to come.”

T.S. Smith & Sons offers apples that don't quite make the retail grade but are better than seconds are sold at a discount.

Keynote Speaker and Convention Overview

by Bill Rose Watch out for Black Swans!

That was the advice of Dr. David Kohl of Virginia Tech University, to hundreds of attendees of the 2012 MidAtlantic Fruit and Vegetable Convention in Hershey, PA, in his keynote address titled “Positioning Your Farm Business for the Future.”

Dr. Kohl has traveled over 8,000,000 miles in his professional career and conducted over 6,000 workshops and seminars for a variety of agricultural audiences. He has a unique perspective on future trends of the agricultural industry, based on his interaction with key industry players, and his current personal involvement in a dairy business in Virginia.

Black swans, according to Kohl, symbolize unusual events-things that don’t happen very often, but which “can turn your business model right upside down, real quickly, but also can create a lot of opportunity.” The biggest black swan that Kohl sees for 2012 is oil prices. He notes that $8 out of every $10 spent on a farm business is somehow connected to oil. He further observes that oil prices have recently been around $100 a barrel. But if the Straits of Hormuz near Iran were to shut down due to a Middle Eastern conflict, “you’ll see $200 per barrel oil; six dollar a gallon gasoline.” Kohl puts the probability of that happening at 10-15 percent, but it is certainly not out of the question. He says that he and his business partners at his creamery and dairy farms actively make contingency plans for such scenarios. In fact, they evaluated 10 differ-

Keynote Speaker David Kohl of Virginia Tech University gave an address titled “Positioning Your Farm Business for the Future.”

Photo by Elizabeth Weaver ent scenarios this year in their business planning.

Another black swan for 2012, according to Kohl, is “sovereign debt issues.” In the current global economy, events happening in obscure, far away places can suddenly turn around and affect agricultural businesses in the US. For instance, if European countries such as Greece and Spain do not pay their debts, that can affect US banks holding those debts, which in turn

Hollabaugh Brothers, Biglerville, PA, was recognized for exhibiting the best bushel of apples at the 2012 Pennsylvania State Farm Show. The award was presented by the State Horticultural Association of Pennsylvania and accepted by Bruce Hollabaugh.

Photo by Sally Colby

can affect farmers’ access to credit. Kohl further notes that, aside from Europe’s woes, the US has its own issues with sovereign debt.

Other black swans on the horizon are creeping inflation, political instability, excessive entitlements harming the US economy, and the potential for a reduction in what Kohl sees as an “asset bubble” which currently exists in the ag sector. Kohl also points out that in the year 2000, “The average household income in the U.S. was $54,000. You know what it is today? It’s $46,000. We’re slipping back. You know what happened in China? It went from $1,050 to $6,500. Can you see that the industries that are aligned with that region are doing well, but the ones that are aligned with other regions are struggling just a bit? And by the way, Americans didn’t really know it was happening to them for about six or seven years, because they were living off equity in their home and credit cards.”

Despite all these concerns, Kohl is quick to point out that “In the one hour that I speak here this morning, [the U.S.] will produce more than 25 percent of what the countries of the world produce in a

whole year. We produce more in 28 days than China does in a whole year. We’re still a pretty powerful type of economy.”

The bottom line, says Kohl, is to always build your financial and management parachute to position yourself, not only to get through the downturn, but also for the next opportunity, particularly in this black swan type of environment.

One way to be ready for the next opportunity is to avoid excessive debt. Kohl notes that low-interest-rate money can become very expensive if you don’t have the ability to pay it back. Don’t get caught in that trap. Kohl also recommends keeping on hand cash equal to your two years’ biggest losses, or two months of your expenses. “You’re going to say cash in the bank is not earning me any money, and that’s right. It is there to position your business as that financial parachute, and it’s there to capitalize on the next opportunity. Only one in 10 business people get that concept.”

Kohl also advocates the 6030-10 Rule. 60 percent of profit should go build efficiency. “Get better before you get bigger.” 30 percent of profit should go to build working capital. “That’s your financial shock absorber--the money you can use to position your business.” The remaining 10 percent of profits goes to whatever you want to do in life. “Life is short . . . there’s something called return on assets, and then there’s return on life, and you have to

have a nice balance of that.

But you know where the 10 percent gets into problems is when [it] becomes 60%.” Kohl also says many farmers tell him that the best crop they will ever raise is their children.

Kohl notes that he is seeing more young people, women and minorities in agriculture.

“This is bringing a whole new set of energy, and its bringing opportunity because there’s going to be a tremendous transition in the next 10 years in agriculture.”

Kohl was not the only speaker at the 2012 MidAtlantic Fruit and Vegetable Convention. Dozens of other sessions were offered during the Convention’s three days, Jan. 31-Feb. 2 at the Hershey Lodge and Convention Center in Hershey, PA. Approximately 1,600 persons were registered to attend, according to Bill Troxell, Executive Secretary of the Pennsylvania Vegetable Growers’ Association. He said that the vegetable registrations are as high as they have ever been. Troxell notes that the various grower associations sponsoring the Convention are constantly looking to improve the experience for attendees. The biggest change in terms of programming this year was the expansion of the Greenhouse and Marketing sessions to three full days each, while the tomato and sweet corn sessions were reduced from a whole day each to a half day each.

2012 Mid-Atlantic B12

Art King, president of the Pennsylvania Vegetable Growers Association, presents the lifetime member award to Edward Hopkins’ son, who accepted the award on behalf of his father.

Hopkins has been active in the vegetable growing industry for more than 50 years, and was instrumental in the development of the Scranton Co-Op Night Market.

Photo by Sally Colby

Page 3 - Section A • COUNTRY FOLKS GROWER • March 2012

2012 Mid-Atlantic Fruit and Vegetable Convention

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 4

Empire State Fruit & Vegetable Expo continues to grow

by Pat Malin SYRACUSE, NY — Taking a cue from the theme of its conference, the annual Empire State Fruit & Vegetable Expo continues to grow and exhibit a healthy glow.

With 138 exhibitors participating and over 1,200 attendees this year, this expo proved to be a success.

Sales manager for the Expo, Dan Wren of Lee Publications and Trade Shows, said a diverse mix of vendors and presentations, and expanding the exhibits, is the key to organizing a successful event. “We’re very happy with the show. The show has grown and improved by groups working together.

The addition of the New York State Flowers Industries this year opens up many new opportunities for both attendees and exhibitors.”

The four-day Expo began on Monday, Jan. 23, with the annual Becker Forum

at the Holiday Inn in nearby Liverpool.

The topic of the day-long conference was “Farming in a Non-Farmer World: Building Trust, Engaging Communities and Finding Common Ground.”

Addressing the overall theme of Growing for the Health of New York, the speakers included experts in economics and marketing, researchers and Cornell Cooperative Extension agents.

The Farmers’ Direct Marketing Conference started the next day on the lower level of the OnCenter with multiple workshops, educational lectures and presentations scheduled for morning, mid-day and late day. In the meantime, the trade show was going on for the entire day on the main floor.

Fruit and vegetable growers, producers, distributors and wholesale dealers from the western New York region bordering Lake Ontario, the “fruit belt,” seemed to predominate the crowd dur-

Cover photo courtesy of T.S. Smith & sons One of T.S Smith & Sons long-time workers prunes an apple tree.

Many company employees have been with T.S. Smith for more than 20 years, and some as many as 50 years.

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: $22. 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 V.P., General Manager ....................Bruce Button, 518-673-0104 ....................bbutton@leepub.com V.P., Production ................................Mark W. Lee, 518-673-0132 .........................mlee@leepub.com Comptroller .....................................Robert Moyer, 518-673-0148 ....................bmoyer@leepub.com Production Coordinator ................Jessica Mackay, 518-673-0137 ..................jmackay@leepub.com Editor ...........................................Joan Kark-Wren, 518-673-0141 ...............jkarkwren@leepub.com Page Composition .........................Allison Swartz, 518-673-0139 ....................aswartz@leepub.com Classified Ad Manager ...................Peggy Patrei, 518-673-0111 ...................classified@leepub.com Shop Foreman ..........................................Harry DeLong

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ing the show.

The conference is organized cooperatively by Cornell Cooperative Extension, NYS Vegetable Growers Association, Empire State Potato Growers Inc., NYS Berry Growers Association, NYS Flower Industries, Inc., NYS Horticultural Society, NYS Farmers’ Direct Marketing Association, Associated NYS Food Processors and Cornell University.

“I see a lot of people here from New England,” observed Bob James, a sales representative for Paige Equipment Sales and Service of East Williamson, NY, a suburb of Rochester, after showing off a large apple tree pruner to one customer. “They’re here to learn what’s new in the industry, how to grow produce, how to package and get the items to the customer. It’s a good show; the people are enthusiastic.”

He said Paige Equipment owner John Paige has been attending the Fruit & Vegetable Expo (ESFVE) since it started 14 years ago.

Ed Fairweather of Wessels Farm in downstate Otisville has looked forward to the show every year for many years.

The farm sells plugs for vegetables, perennial and annual flowers, while also specializing in mums and poinsettias, almost all going to greenhouses, farmer’s markets and retailers.

“Economy and weather are the No. 1 factors in this business,” said Fairweather. “The die-hard gardeners will still be out there, but the best ones in our business need to attract the fringe customer to be successful.”

In view of that special customer, Wessels Farm has branched out into developing deer-resistant varieties of vegetables and flowers for the suburban gardener. Wessels has worked for many years with horticultural researchers at Penn State, Cornell and Rutgers to develop these new products. “We will be offering 20 new (deer-resistant) items

this year,” Fairweather said.

Growing vegetables in greenhouses was among the many lectures that dealt with practical matters. There were other lectures devoted to pesticide safety, irrigation, processing vegetables, food safety following a flood, or specific lectures devoted solely to onions, tomatoes, eggplant, corn or winter greens.

There were business-related and more technical seminars, such as boosting workforce pro~ Dan Wren ductivity, business and labor management, and discussions on changes in government regulations. The conference also presented several sessions in Spanish.

The Expo came to the OnCenter in 2005. “It’s continued to grow for the two years I’ve been here,” said Expo Executive Director Jeanette Marvin.

“And it’s growing despite the recession.

We had a tough growing year in New York state, but when times are tough, farmers concentrate more on their education.”

That explains why a seminar on high tunnels and greenhouses, for example, was packed with a standing-room only crowd. “When you have bad weather, such things as irrigation and greenhouses allow you to extend the season,” Marvin noted. “We got a late start planting last spring, so we’re continually looking for ways to outsmart Mother Nature.”

The Expo organizers also feel a responsibility to keep farmers, growers and producers informed of changes in state or federal agricultural policies. “I think there is a concern about state government in Albany as it seeks to downsize,” Marvin said. “It will mean some changes for agribusiness.”

The dates for next year’s Expo are Jan. 22-24 at the same location.

“We’re very happy with the show. The show has grown and improved by groups working together.”

For more photos from Empire State Fruit & Vegetable Expo please see Page B19

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Lee Publications 6113 State Hwy. 5, PO Box 121, Palatine Bridge, NY 13428 We cannot GUARANTEE the return of photographs. Publisher not responsible for typographical errors. Size, style of type and locations of advertisements are left to the discretion of the publisher. The opinions expressed in this publication are not necessarily those of the publisher. We will not knowingly accept or publish advertising which is fraudulent or misleading in nature. The publisher reserves the sole right to edit, revise or reject any and all advertising with or without cause being assigned which in his judgement is unwholesome or contrary to the interest of this publication. We assume no financial responsibility for typographical errors in advertisement, but if at fault, will reprint that portion of the ad in which the error appears.

A lecture on irrigating vegetables, understanding when and how long to water, drew a large crowd on Jan. 25 at the annual Empire State Fruit and Vegetable Expo in Syracuse.

Photo Pat Malin

by Lynne Finnerty Ever heard of the hype cycle?

Created by Internet consulting firm Gartner, Inc., the theory goes like this. New technology goes through a cycle, including a “technology trigger” phase, in which it generates excitement and press coverage; a

“peak of inflated expectations” phase, in which the hype leads to unrealistic expectations; a “trough of disillusionment” phase, in which the technology fails to meet expectations; followed by a “slope of enlightenment” phase, in which the hype has subsided but some busi-

nesses continue to use the technology for its actual benefits; and, finally, the “plateau of productivity” phase, in which the practical benefits become accepted as part of normal business.

For example, “cloud computing,” the use of computer programs and data storage over the Internet, has been a subject of media buzz. It’s supposed to save businesses money on computer software they won’t need to buy if they can get the same services at no or low cost via the Web. Gartner says cloud computing is coming to

the end of the “peak of inflated expectations” and is headed toward the “trough of disillusionment.” Recent news stories have pointed out that information entered into a Web-based service could be compromised.

Of course, people will continue using cloud computing, just with their expectations less in the clouds.

What does all of this have to do with farmers?

The hype cycle is an interesting way to look at what’s happening with organic agriculture. Organic food has been the darling of the news media, with stories about how it was going to save everything from small farms to the planet.

Then some organic food companies got big and some already big companies, seeing consumers’ willingness to pay premium prices for organics, jumped on the bandwagon. Some of the same people who were early fans of organic food tend

FOCUS ON AGRICULTURE American Farm Bureau Federation not to be fans of big companies, so they started wondering if buying local was more important than buying organic.

Then, the recession hit and the growth in organic food sales continued but slowed. Organic milk sales dropped.

However, some organic practices have practical benefits and farmers across the agricultural spectrum are adopting them. For example, specialty potato grower Brendon Rockey of Colorado has started growing “green manure” crops to build up his soil quality to the point where he doesn’t need commercial fertilizers or pesticides. He considers himself a hybrid of organic and conventional farming. Jay Yankey, a Virginia fruit, vegetable, corn and soybean grower, uses beneficial insects to control pests and cover crops

to prevent erosion, as well as no-till farming to retain soil moisture and nutrients. But Yankey also uses pesticides. He says farmers use the practices that work for them and more organic practices are becoming the norm.

That sounds like the “slope of enlightenment,” which means the “plateau of productivity,” in which farmers use a mix of methods and modern technologies to achieve all of their goals — maximizing yields, reducing costs, satisfying consumer expectations, caring for the land and meeting growing food demand — with less division between those who wear this or that label, might be around the corner. That’s good news for all of us.

Lynne Finnerty is the editor of FBNews, the official newspaper of the American Farm Bureau Federation.

Page 5 - Section A • COUNTRY FOLKS GROWER • March 2012

Farmers may be more organic than people think

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 6

Tallamy II awarded 2012 Outstanding Young Farmer award at Annual State Agricultural Convention in New Jersey ATLANTIC CITY — Paul “Duce” Tallamy II, a Sussex County beef and produce farmer, was honored on Jan. 18 as the 2012 New Jersey Outstanding Young Farmer at the New Jersey State Agricultural Convention held in Atlantic City.

“Duce Tallamy gives his heart and soul to everything he does, from being a great father, husband and farmer to an active participant in the agriculture community,” said New Jersey Secretary of Agriculture Douglas H. Fisher. “He is a first-time farmer who really understands that by working together, our agriculture industry is strengthened.”

Duce Tallamy is a firsttime farmer who is dedicated to producing topnotch products, conserving natural resources and educating the public about the importance of

agriculture in our state,” said “New Jersey agriculture is fortunate to have talented young people of this caliber who choose farming as a profession.

Tallamy has truly earned his Outstanding Young Farmer title through his commitment to New Jersey agriculture and serving his community.”

Besides the state recognition, Tallamy is one of the ten finalists for the National Outstanding Young Farmer Award and will attend the National Outstanding Young Farmer Awards Congress in Springdale, AR, in February where four of those people will be selected as winners.

“I feel honored to have been chosen for NJ OYF and consider this to be a privilege at any age among my peers in the farming community,” said Tallamy. “I believe the farming community

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locally and nationally is an outstanding group of family-oriented men and women that I’m proud to be a part of. We take great pride in our farming operations and realize we have been very blessed by God. Our children are a significant part of our family operation, learning values and stewardship on the farm.

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Tallamy got involved in agriculture while working on a degree in applied science at SUNY Cobleskill. After graduating, he worked as a herdsman on an 1,800head dairy farm. A few years later, he became partners with the owner of an old farm in his hometown of Wantage and together they renovated the buildings on the 250 acres of property, reclaimed the cropland and purchased some cattle. In 2006, he and his

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Conserving natural resources is important to Tallamy and he works closely with the U.S. Department of Agriculture’s Natural Resource Conservation Service on manure management, comprehensive Nutrient Management Program, grazing systems and energy audit program.

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etable crops, they’ve reduced water usage by 50 percent.

Tallamy has served as the president of the Holstein Association, a 4-H Club leader and as a member of the Beef

Henry DuBois (L-R), President of State Board of Agriculture; Joy Tallamy; Duce Tallamy; Secretary Fisher; James Giamarese, Vice President of State Board of Agriculture and former state and national outstanding young farmer (1989).

Photo courtesy of New Jersey Department of Agriculture

Quality Assurance program. In the community, Tallamy is active in his church, serving as Christian School Board Vice President, Project Development Board Chairman, Long Range Planning Board committeeman and plays an active role in Compass 21, a youth leadership group. He also is a volunteer fireman.

New Jersey annually recognizes the outstanding achievements of a young farmer, who is an upstanding leader, respected agriculturalist and is active in community or faith organizations.

New Jersey annually

recognizes the outstanding achievements of a young farmer, who is an upstanding leader, respected agriculturalist and is active in community or faith organizations. Nominees must be farm operators, deriving a minimum of two-thirds of their income from farming and must be between the ages of 21-40, not becoming 41 prior to Jan. 1 of the year for which they are applying.

A panel of judges reviews each nominee’s application based on the following criteria: progress in their agricultural; soil and water conservation practices; and contribution to his/her community, state and nation.

Since the United States Jaycees presented the first award, six New Jersey farmers’ names have been added to the National OYF Honor Roll.

They include Abbott Lee (1985), James B. Giamarese (1989), Robert Von Thun, Jr. (2001), Jeffrey VanderGroef (2005), H. William Sytsema (2009), Richard A. Norz (2010) and John Melick (2011).

The OYF program is the oldest farmer recognition program in the United States, selecting its first group of national

winners in 1955, and is administered by the U.S. Junior Chamber of Commerce. The goals of the OYF program are to foster better urban-rural relations through the understanding of farmers’ challenges, as well as the appreciation of their contributions and achievements; to bring about a greater interest in farmers/ranchers; and to help build an urban awareness of the farmers’ importance and impact on America’s economy. The OYF program encourages a greater interest in agriculture through the appreciation of the farmers’ contributions and achievements and recognizes local citizens’ contributions and encourages better urban-rural relations. The National OYF program is sponsored by Deere & Company, supported by the Outstanding Farmers of America (OFA) Fraternity and the National Association of County Agriculture Agents (NACAA), and administered by the United States Junior Chamber of Commerce.

For more information on the state’s Outstanding Young Farmer program, visit: www.nj. gov/agriculture/about/s ba/cover.html.

Page 7 - Section A • COUNTRY FOLKS GROWER • March 2012

Tallamy II

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 8

Flaim Farms awarded Patrick Mullen Jersey Fresh Quality Grading Award Flaim Farms in Vineland was awarded the Patrick Mullen Jersey Fresh Quality Grading Award on Jan. 18 at the New Jersey State Agricultural Convention in Atlantic City.

Mullen was the Director of the New Jersey Department of Agriculture’s Division of Marketing and Development and developed the Jersey Fresh Quality Grading Program, which inspects produce to ensure it’s of the highest quality.

Each year, Jersey Fresh Quality Grading Program inspectors recognize a farm that works hard to supply top quality produce.

Flaim Farms, started in 1934, is owned by brothers Kevin and Bob Flaim and specializes in Romaine lettuce. The Flaims also grow kohlrabi, spinach, mustard greens, collard greens, Swiss chard, kale, turnips, napa cabbage, squash, scallions, peppers, escarole, endive and eggplant.

Row 1 — Jersey Fresh inspectors Mike Martinelli (L-R), Joe Montresor and Ralph Maresco; Lorretta Flaim, Kevin Flaim; Larry Hardwick, NJDA Chief, Bureau of Commodity Inspection and Grading; Henry DuBois, President, State Board of Agriculture; New Jersey Secretary of Agriculture Douglas H. Fisher.

Row 2 – Al Murray, Asst. Secretary of Agriculture; Ryan Flaim and Bob Flaim.

Photo courtesy of New Jersey Department of Agriculture

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Longmeadow Farm in Hope, NJ, was awarded the Neil Robson Farmers Against Hunger Award on Jan. 18 at the New Jersey State Agricultural Convention in Atlantic City.

Bradley and Phyllis Burke of Long-

meadow Farm donated 60,000 pounds of apples to the gleaning organization, Farmers Against Hunger, in 2011 and hosted more than 15 gleanings during the season. Longmeadow Farm opened in 1993 and now grow 13 varieties of apples.

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New Jersey Secretary of Agriculture Douglas H. Fisher (L-R); Henry DuBois, President of the State Board of Agriculture; Phyllis and Bradley Burke; William V. Griffin, President of the New Jersey Agricultural Society, which operates Farmers Against Hunger; James Giamarese, Vice President of the State Board of Agriculture.

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Page 9 - Section A • COUNTRY FOLKS GROWER • March 2012

Longmeadow Farm awarded Neil Robson Farmers Against Hunger Award

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 10

Reimbursement available for organic certification The Virginia Department of Agriculture and Consumer Services (VDACS) has announced

that funds are now available for organic growers and producers in Virginia to apply for partial

Collingswood and Tony Russo Farmers Markets earn award

reimbursement to offset their organic certification costs. The Federal Farm Bill allows for reimbursement of 75 percent of the cost of organic certification, up to a total of $750 per applicant.

Organic growers and producers who were certified or recertified beginning Oct. 1, 2011, will be eligible to apply for the 2011-12 season grants.

Reimbursement funds are available on a first come, first served basis for the production year

that ends Sept. 30.

To apply, organic producers must complete the Virginia Organic Certification Cost Share Application Form that is available at www.VirginiaGrown.com by clicking on the “USDA ORGANIC” circle on the left side of the page. The application form must accompany a copy of the producer’s organic certificate from an accredited USDA Certifying Agency for the current year, a copy of paid, dated invoices

showing total cost of services rendered relating to the certification and a current W-9 form (Dec. 2011 version or later) or the Substitute W-9 form that is also available on the Virginia Grown website. The application form and documents must be returned to the Virginia Department of Agriculture and Consumer Services no later than Nov. 1.

Growers and producers with questions or who require more infor-

mation should contact Kent Lewis, director of Domestic Sales and Market Development at kent. lewis@vdacs.virginia.gov or 804-371-6098.

www. cfgrower. com

New Jersey Secretary of Agriculture Douglas H. Fisher (L-R), David Hodges, Betsey Cook and William V. Griffin, President of the New Jersey Agricultural Society.

Photo courtesy of New Jersey Department of Ag

The New Jersey Agricultural Society awarded Betsey Cook and David Hodges of the Collingswood Farmers Market the Tony Russo Farmers Marketing Award, for excellence in promoting New Jersey’s agricultural products on Jan. 18, during the New Jersey State Agricultural Convention in Atlantic City.

The market first opened in 2000 as a project of the civic group Proud Neighbors of Collingswood to bring local farm products to the area. It is now a project of the Borough of Collingswood and boasts more than 20 farmer/grower -related participants each season, as well as many other vendors.

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Page 11 - Section A • COUNTRY FOLKS GROWER • March 2012

Vinca ‘Jams ’N Jellies Blackberry’ AAS flower award winner DOWNERS GROVE, IL — At its annual winter meeting, the All-America Selections (AAS) Board of Directors met and approved another trial entry as an exclusive AAS Winner for 2012. The new winner is the ‘Jams ’N Jellies Blackberry’ vinca.

“A most unique and ex-

citing color,” is one judge’s comment about this stunning vinca that can appear almost black in some settings. The novel color drew many positive comments from both judges and trial visitors. The velvety deeppurple flowers are an excellent accent plant and

work beautifully in combination with other flowers that are powder blue, bright pink, white and/or lavender. Mature plants are 12 to 16 inches tall, making them perfect as a medium height divider.

The 1 to 2 inch dark purple flowers are offset by shiny, deep green foliage

creating a striking color combination.

‘Jams ’N Jellies Blackberry’ vinca was bred by Kirin Agribio/PanAm Seed Co. As with all AAS Winners, this new, never-before-sold entry was trialed by the esteemed AAS Trial Judges who

‘Jams ’N Jellies Blackberry’ vinca

are trained and experienced horticulture professionals. A complete list of judges and trial sites can be found on the AAS website, www .aaswinners.com.

This newest AAS Winner is available for immediate sale. Commercial growers should inquire with their favorite seed supplier. AAS Winner tags are available

from supporting tag suppliers. Consumers will find these seeds as supply becomes available in the coming months with catalog companies, in seed packets, from mail order companies and various websites. AAS Winners will also be available as young plants in lawn and garden retail stores in the spring.

Northeast Greenhouse Conference set for Nov. 7 and 8 The Northeast Greenhouse Conference (formerly the New England Greenhouse Conference) will be held Nov. 7 and 8 at the DCU Center in Worcester MA. The conference offers attendees the opportunity to network with growers and other colleagues, hear the latest updates from nationally recognized speakers and visit the trade show.

Educational sessions will include four tracks throughout both days

focused on pest and disease management, production techniques and tips, and business and marketing strategies.

Pesticide recertification credits will be available for many of the educational sessions. In addition to the educational sessions, the trade show will be held both days with three dedicated hours in each day of the program.

For more information, visit www.negreenhouse.org.

Small Farm Works Plant over 250 seedlings in less than a minute with the paper chain pot transplanter. See the video at

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March 2012 • COUNTRY FOLKS GROWER • Section A - Page 12

Rhody Native Plants - locally collected and grown

by Sanne Kure-Jensen Rhody Natives are plants grown in Rhode Island from locally, sustainably collected seeds and cuttings. In late January, the organizer of the Rhody Native initiative hosted a five-member panel discussion focused on the “Sources of Demand & Marketing of Native Plants.”

Speakers discussed types of demand for habitat restoration, reclamation, stormwater management and landscaping projects and how to market native plants. Vanessa Venturini, URI Extension Educator, moderated the event held at the University of Rhode Island’s Bay Campus in Narragansett, RI. Dale Hendricks shared marketing les-

sons learned developing North Creek Nursery’s and Prides Corner Farm’s American Beauties line of local and regional native plants. He said “The more local the plant, the more wildlife will thrive. With local plants the bloom times will best match their appropriate pollinator cycle.”

Hendricks also described the many benefits of co-marketing with the National Wildlife Federation (NWF) and their Backyard Wildlife Habitat program. A portion of the sales revenue from each American Beauty native plant goes to the NWF.

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3 Options for Insuring Vegetable and Fruit Crops Crop Insurance (rates on file in selected counties)

Written Agreement (may be used to make additional policies available in non-select counties)

NAP - Non-insured Assistance Program Crop insurance and written agreements are available through insurance agents.

NAP coverage is sold by USDA FSA and costs $250 for the administrative fee per crop per county, with a cap of $750 per county for multi-crop coverage.

Did you know?

New for 2012 Crop Insurance for Fresh Market Green Beans grown under contract in 9 counties & all other NYS counties by written agreement (a crop insurance-like arrangement approved by the USDA RMA regional director under specific conditions, including at least 3 years of records for the crop or similar crop).

Page 13 - Section A • COUNTRY FOLKS GROWER • March 2012

There are

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 14

BioSafe Systems announces new and improved OxiDate BioSafe Systems has introduced OxiDate 2.0 Bactericide/Fungicide. New, enhanced labeling contains a new active ingredient statement, as well as the addition of many new crops, a more economical preventative spray rate and aerial applications.

OxiDate 2.0 has powerful and effective applications for fruit and vegetable production. OxiDate 2.0 is an activated peroxygen formulation using a 2 percent peracetic acid in combination with stabilized hydrogen peroxide to combat fungal and bacterial pathogens.

OxiDate 2.0 is available in 2.5, 5, 30, 55, and 275 gallon sizes. For more information about OxiDate 2.0, 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.

BioSafe Systems will continue growing with the release of new products and solutions to meet the diseasecontrol needs of homeowners and professionals alike.

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Rhody from A12 The American Beauty website and oversized hang tags list basic plant information, habitat values, ideal plant conditions and needs as well as local sources. There is also information on why to buy native plants. NWF web support, American Beauty green pots, displays and benches all help distinguish the brand and message. Customers can view their garden center, designer or landscape professional as a good environmental steward.

Don Knezick shared his business advice as the owner of Pinelands Nursery, a New Jersey nursery that grows most of its native plants from locallycollected seed for restoration projects.

His company has been able to adapt to a rapidly changing market, focusing on great customer service and taking care of their employees, which has enabled them to hire and retain talented staff. Knezick recommended determining the target market and customer and establishing yourselves as experts by speaking or hosting workshops with other experts; their credibility will wear off on you.

Knezick shares other business tips: Focus on the customer, answer the phone live, and always meet customer needs even when you have to send them to a friendly competitor. Collaborate as appropriate. Be up front with customers immediately if crop failure prevents delivery. Try or suggest an alternate source when possible. Maintain the highest quality for every product that leaves your company. Pay and treat employees well, and they will reward you with loyalty and great customer service.

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yourself; “to reduce the risk of bankruptcy, spend conservatively while you think aggressively,” said Knezick. Work hard and appropriate rewards will come.

The Army Corps of Engineers has been a good customer for restoration projects until funding dwindled. Now stormwater management projects are growing demands for rain gardens plants.

“Diversify your customers and plant inventory to protect and grow your business,” advised Knezick.

Catherine Weaver shared her experiences as a Landscape Architect designing with natives for high-end residential clients. First she gauges their eco-consciousness, and then she decides how to best educate them. Ideal clients already “get it” but many are open to her blending natives with a just few ornamental cultivars. Wealthy clients are willing and able to purchase larger plants for the instant gardens they desire. Weaver lives with a “do no harm or do minimal harm” philosophy and recommends that exotic ornamental plants (if used) be sited closer to a home’s terrace or deck with progressively wilder areas and meadows, beyond a basic lawn area, toward property borders or shorelines. She has seen an increase in demand for invasive management and restoration in coastal buffer areas.

“Building support of native plants also supports local communities and businesses (local native plant nurseries),” reminded Weaver.

Over 100 attendees from Rhode Island, Connecticut and Massachusetts learned about the many opportunities available with Rhody Native plants at the panel discussion.

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Page 15 - Section A • COUNTRY FOLKS GROWER • March 2012

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March 2012 • COUNTRY FOLKS GROWER • Section A - Page 16

Groundswell’s Sustainable Farming Certificate Program now accepting applications New Farmers: Apply online for the 100-hour, April-November program ITHACA, NY — This spring, the Groundswell Center for Local Food & Farming will again offer its full-season training program for aspiring and beginning farmers and market gardeners. Running April 18 to Nov. 14, the Sustainable Farming Certificate Program provides 124 hours of classroom training, hands-on workshops, farm visits, and supervised work experience on sustainable farms.

Trainees can choose to concentrate their studies on the management of vegetables and fruits, livestock and poultry, or pursue a diversified curriculum. Each trainee will have an individualized Learning Contract, and

will be evaluated on the basis of that contract before being awarded Groundswell’s Sustainable Farming Certificate. Instruction will be provided by experienced farmer mentors, as well as subject matter experts from our partner institutions such as Cornell University, USDA, and Cornell Cooperative Extension. Trainees who complete 100 hours of training or more are eligible to receive Groundswell’s Sustainable Farming Certificate.

Groundswell is committed to the vision of a regionally self-reliant food system that provides good food and economic opportunities for everyone.

The Sustainable Farming Certificate Program, like each of Groundswell’s New Farmer Training Programs, seeks

to engage trainees from diverse cultural, racial, and economic backgrounds to participate in a supportive, traineedriven learning environment. People of color, new immigrant and limited resource trainees are especially encouraged to apply. Tuition for the Sustainable Farming Certificate Program is on a sliding scale and ranges from $125 to $800, with substantial support offered to people of color, new immigrant and limited-resource trainees.

Applications for the Sustainable Farming Certificate Program are now online. Visit www.groundswellcen-

ter.org to learn more and apply today.

The Groundswell Center for Local Food & Farming is an initiative of the EcoVillage Center for Sustainability Education/Center for Transformative Action. Support for Groundswell comes from individuals and businesses who believe in the importance of strong local food systems, and from the Beginning Farmer and Rancher Development Program of the National Institute for Food and AgricultureUSDA, Grant #2010-49400-21799. For more information, visit www. groundswellcenter.org.

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Page 17 - Section A • COUNTRY FOLKS GROWER • March 2012

Green Works announces industry awards program winners Green Works/Vermont Nursery and Landscape Association has announced the winners of

the 2011 Industry Award Program. A panel of industry professionals and landscape architects met

in Janaury. Projects were judged according to difficulty, proper horticultural practices, craftsmanship, and contributions to

Grand Honor Award: Julie Moir Messervy, Julie Moir Messervy Design Studio, Saxton River, VT. Inspiration Garden Project — Commercial Design.

Exceeds Excellence Award: Caroline Dudek, Landshapes, Richmond, VT. Business Park Indoor Oasis Project — Special Projects.

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White on Black Red Clear & White Perf. Row Cover Gro-Guard & Covertan Drip Irrigation Mechanicall Transplanterr Co. 1150 Central Ave. * Holland, MI 49423 Phone: 800-757-5268 Fax: 616-396-3619 Web site: www.mechanicaltransplanter.com

Exceeds Excellence Award: Steve Burzon, Garden Arts Company, Danby, VT. Equinox on the Battenkill Project — Commercial Management.

Photos courtesy of Green Works/Vermont Nursery and Landscape Association the quality of sustainability to the environment.

The awards are as follows: Grand Honor Award • Julie Moir Messervy, Julie Moir Messervy Design Studio, Saxton River, VT. Inspiration Gar-

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den Project — Commercial Design.

• Charlie Proutt and Larry Ratta, Distinctive Landscaping, Charlotte, VT. Corlear Bay Project — Large Scale Residential Build.

Exceeds Excellence Award • Caroline Dudek, Landshapes, Richmond, VT. Business Park Indoor Oasis Project — Special Projects.

• William deVos, TreeWorks, Montpelier, VT. Hickory Head Project — Special Projects.

• Tricia King, Distinctive Landscaping, Charlotte, VT. Backyard Oasis Project — Large Scale Residential Design Project.

• Steve Burzon, Garden Arts Company, Danby, VT. Equinox on the Battenkill Project — Commercial Management.

Merit Award • Landshapes, Richmond, VT. Dudley H. Davis Center Project —

Green Works A18

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 18

Green Works from A17 Commercial Build.

• Sarah Stradtner, Distinctive Landscaping, Charlotte, VT. Schoolhouse Garden Project — Small Scale Residential Design.

• Nate Carr, Church Hill Landscapes Inc.,

Charlotte, VT. Conant Project — Small Scale Residential Build.

The formal presentation of awards were given at the Green Works Feb. 15 Annual Winter Meeting and Trade Show at the University of Ver-

Grand Honor Award: Charlie Proutt and Larry Ratta, Distinctive Landscaping, Charlotte, VT. Corlear Bay Project — Large Scale Residential Build.

Exceeds Excellence Award: Tricia King, Distinctive Landscaping, Charlotte, VT. Backyard Oasis Project — Large Scale Residential Design Project.

Merit Award: Nate Carr, Church Hill Landscapes Inc., Charlotte, VT. Conant Project — Small Scale Residential Build.

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Merit Award: Sarah Stradtner, Distinctive Landscaping, Charlotte, VT. Schoolhouse Garden Project — Small Scale Residential Design.

A weekend of workshops for beginning gardeners to advanced commercial growers, the 19th Annual Organic Growers School takes place Saturday and Sun-

day, March 3 and 4 at the University of North Carolina at Asheville (UNCA) in Asheville, NC. The event, which is open to the public, provides practical, region-

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appropriate organic growing and permaculture workshops, homesteading and rural living classes such as cooking and stonescaping, as well as a seed exchange, silent auction and trade show. This year’s school offers 75 sessions each day with topics ranging from beginning gardening to commercial farming to urban homesteading. The schedule of workshops is designed with all levels of growers in mind: the professional farmer, the beginning commercial grower, and the home gardener. Also offered at this years school is the eighth annual Children’s Program for kids ages 7 to 12, and a hands-on,

on-the-farm session on Friday March 2.

Now in its 19th year, The Organic Growers School has grown from a small gathering of 100 growing enthusiasts in 1994 to a regionally recognized conference drawing over 1,700 attendees, exhibitors and speakers from 18 different states and Canada.

One of the largest conferences of its type in the region, The Organic Growers School has served to reinforce Western North Carolina’s role as a regional leader in organic farming.

The Children’s Program focuses on the importance of agriculture and the environment.

This supervised full-day

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event is open to children ages 7-12 years old, with a registration limit of 32 children. Children will explore the world of agriculture through numerous hands-on activities involving plants, animals, insects, and food.

The cost is $30 per child.

The trade show showcases a wide array of exhibitors and products: local farms, gardening suppliers, and cottage industries that specialize in organic products, books and resources for organic growers and Permaculture practitioners, and several non-profit organizations with information on related topics.

A full list of exhibitors is on the Organic Growers School website and is updated regularly.

A silent auction will run all weekend, giving participants the chance to bid on items donated by related businesses, such as organic car care, garden and farm tools, fertilizers, books, cloth-

ing, and more. Proceeds from the auction go directly to supporting Organic Growers School educational initiatives for farmers and consumers alike. Those interested in donating to the auction should contact meredith@organicgrowersschool.org A Seed and Plant Exchange booth is open throughout the weekend as part of the trade show. Seed saving and plant exchanges are key steps in the quest to preserve genetic diversity and protect regionally adapted varieties. Attendees may bring excess seeds and small plants to share, barter or trade.

Seed saving supplies and recommended readings will be provided.

Interested participants may register on-line at www.organicgrowersschool.org or request a mailed registration form from meredith@organicgrowersschool.org or 828-668-2127.

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Page 19 - Section A • COUNTRY FOLKS GROWER • March 2012

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March 2012 • COUNTRY FOLKS GROWER • Section A - Page 20

Business organizations oppose minimum wage hike ALBANY, NY — Two of New York’s leading business organizations expressed dismay at the prospect of New York adopting an increased minimum wage law that would put their members at a competitive disadvantage. The bill, introduced Jan. 30 by Assembly Speaker Sheldon Silver, seeks to increase New York’s minimum wage from $7.25 to $8.50 an hour.

“When the government imposes costs on a business that the market does not dictate, we typically call this a tax,” said Dean Norton, president of New York Farm Bureau. “Today’s proposal to increase New York’s minimum wage is a stealth tax for our state’s farmers, masquerading as a benefit for workers.

In reality, this proposal will hurt the very people that it aims to help by artificially increasing payroll and forcing farmers to make tough decisions about the size of their workforce and the price of their products.

“At a time when we are working hard to create jobs and improve our business environment, this proposal seems particularly ill-timed and ill-considered,” Norton added “The Business Council believes that the way to improve our state’s economy and the lives of all New Yorkers is to create more private-sector jobs.

Raising the minimum

wage would only hurt New York’s small businesses, farms and notfor-profits that are struggling to make their current payrolls, and reduce job opportunities, in this difficult economy,” said Heather Briccetti, president and CEO of the

Business Council of New York State Inc. Advocates for a higher minimum wage often site evidence that shows that boosting the minimum wage will increase the paychecks of the lowest paid workers and help them out of poverty.

Twenty-eight states accepted this logic after the federal minimum wage was increased in 2003 and 2007. But studies, such as the one published last year by the Southern Economic Journal, found no evidence that state mini-

mum wage increases made any real difference.

New York Farm Bureau and The Business Council of New York State are committed to reducing taxes, eliminating needless red tape and creating a more businessfriendly economy for the

state based on sound, free market principles.

As such, the organizations expressed their hope that the legislature will reject this and other measures that will negatively impact their member businesses and New York’s economy.

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Page 21 - Section A • COUNTRY FOLKS GROWER • March 2012

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 22

AUCTION CALENDAR

Send Your Auction Listings to: Country Folks GROWER, P.O. Box 121, Palatine Bridge, NY 13428-0121 • Phone 518-673-3237 • Fax 518-673-2381

BROUGHT TO YOU BY THESE PARTICIPATING AUCTIONEERS ADDISON COUNTY COMMISSION SALES Rte. 125 • E. Middlebury, VT 05740 Sale every Monday & Tuesday Specializing in Complete Farm Dispersals “A Leading Auction Service” In VT. 800-339-2697 or 800-339-COWS 802-388-2661 • 802-388-22639 ALEX LYON & SON Bridgeport, NY • 315-633-2944 www.lyonauction.com

DANN AUCTIONEERS DELOS DANN 3339 Spangle St.,Canandaigua, NY 14424 585-785-2161 www.cnyauctions.com/dannauctioneers.htm FRALEY AUCTION CO. Auctioneers & Sales Managers Licensed & Bonded 1515 Kepner Hill Rd., Muncy, PA 570-546-6907 • 570-546-9344 www.fraleyauction.com

AUCTIONEER PHIL JACQUIER INC. Southwick, MA • 413-569-6421 www.jacquierauctions.com

HARRIS WILCOX, INC. Bergen, NY • 585-494-1881 www.harriswilcox.com

BUFFALO VALLEY PRODUCE AUCTION Mifflinburg, PA • 570-966-1151

HUNYADY AUCTION CO. Hatfield, PA • 800-233-6898

C.W. GRAY & SONS, INC. Complete Auction Service Rte. 5, East Thetford, VT • 802-785-2161

MARK FERRY AUCTIONS Latrobe, PA • 724-423-5580

Saturday, March 3

• 9:00 AM: Teitsworth Auction Yard, Barber Hill Rd., Geneseo, NY. Consignment Auction of Farm & Construction Equipment, Heavy & Light Trucks. Roy Teitsworth, Inc. Auctioneers, 585-243-1563 www.teitsworth.com

Saturday, March 10

• 9:00 AM: Penn Y an, NY (Yates Co.). Finger Lakes Produce Auction Spring Farm Machinery Consignment Auction. Pirrung Auctioneers, Inc., 585-728-2520 www.pirrunginc.com

Saturday, March 17

• 1138 Rte. 318, Waterloo, NY. Third Annual Spring Equipment Auction. Large public auction selling for farmers, dealers, bank repo & construction equipment. Hilltop Auction Company, Jay Martin 315-521-3123, Elmer Zeiset 315-729-8030 • 8:00 AM: Mendon, NY. Saxby Implement Corp. Public Auction.

200 Lawn Mowers, Vehicles, New Trailers & Much More. Roy Teitsworth, Inc. Auctioneers, 585-243-1563 www.teitsworth.com • 10:30 AM: Nathan Mason, Callaway, VA (near Rocky Mount).

Another Absolute Auction by Ownby. Farm Equipment Dispersal. No Buyer’s Premium!. Ownby Auction & Realty Co., Inc., 804-730-0500

Wednesday, March 21

• 9:00 AM: 3186 Freshour Rd., Canandaigua, NY. Coryn Farm Supplies, Inc. Public Auction of Farm Equip. & Tools. Roy Teitsworth, Inc. Auctioneers, 585-243-1563 www.teitsworth.com

Friday, March 23

• 10:00 AM: Batavia, NY. Jeff & Kathy Thompson Farm Machinery Auction. Selling a full line of farm machinery including Case IH Maxxum 115, Case IH MX110, Case IH 7220, Case IH CX70 plus hay, tillage, barn equipment and much more!.

William Kent, Inc., 585-343-5449 www.williamkentinc.com

Saturday, March 24

• 9:00 AM: Clymer, NY. Z&M Ag and Turf Farm Equipment Auction. Roy Teitsworth, Inc. Auctioneers, 585-243-1563

www.teitsworth.com

Friday, March 30

• 10:00 AM: Warsaw, Wyoming Co. Estate of Ronald Milcarek Auction. Selling vehicles, farm machinery, tools, & household including ‘07 Chevy Silverado, NH TB100 tractor, MF 573 tractor and more! Watch our website for a complete list and photos.

William Kent, Inc., 585-343-5449 www.williamkentinc.com

Saturday, March 31

• 9:00 AM: Windmill Farm Mar-

ket, 3900 Rt. 14A, 5 mi. S. of Penn Yan, NY. Equipment Consignment Auction. Dann Auctioneers, Delos Dann, 585-396-1676 www.cnyauctions.com/dannauctioneers.htm • 9:00 AM: Routes 39 & 219, Springville, NY. Lamb & Webster Used Equipment Auction. Farm Tractors & Machinery, Lawn & Garden Equipment.

Roy Teitsworth, Inc. Auctioneers, 585-243-1563 www.teitsworth.com

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WOLGEMUTH AUCTION Leola, PA www.wolgemuthauction.com wolgemuthauc@juno.com

ROY TEITSWORTH, INC., AUCTIONEERS Geneseo, NY • 585-243-1563 www.teitsworth.com

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by Jon M. Casey The record turnout at the Pennsylvania Association for Sustainable Agriculture (PASA) 21st Annual Farming for the Future Conference, fostered by the addition of 650 new attending members, gave organization leaders the sense of satisfaction in knowing that sustainable agriculture is alive and well in Pennsylvania. With people from 28 states and five countries coming to the event to help celebrate the 20th year of PASA’s existence, the focus of this year’s event was on ways to cultivate versatility and resilience as agriculture moves headlong into the 21st Century.

The event was held Feb. 1 to 4 in State College, PA. Recognized as the largest organization of its kind in the U.S., PASA conference organizers hosted a series of workshops and discussion sessions that gave attendees an opportunity to share experiences, as they recognized the need to feed an everexpanding population of hungry inhabitants, worldwide.

More than 110 breakout sessions presented on Friday and Saturday, focused on everything from how to manage a value-added dairy farm to how individuals or organizations can work with companies and regulators who oversee the drilling for natural gas in the region’s Marcellus Shale deposits.

Sessions on subjects such as filling the need for quality workers to highlighting food safety regulations and gave students of sustainable agriculture dozens of opportunities to refine their skills and improve their farming methods.

Brian Snyder, PASA Executive Director, told attendees that he is energized by the successes of PASA over the 20 years of serving its members, reminding the listeners that today, “Sustainability” in agriculture is now a mainstream idea, something it was not just 10 years ago. He cautioned against the shift in current thinking of world leaders in their efforts to supply food to the populations of their respective nations. He suggested that they consider the role of nature in their food production, as

Between sessions, attendees spend time visiting with vendors at exhibits throughout the facility.

Photos by Jon M. Casey a way “to minimize the hazards and maximize the benefits” of the environmental ecological systems to emulate nature for optimum farming practices.

Kim Seeley, retiring PASA president and owner of Milky Way Farms in Bradford County, PA, told the group that he enjoyed serving the organization and he would continue to be available to share ideas and help to others who are looking to get involved in sustainable agriculture or improve upon their current efforts in sustainable farming. “PASA is the organization for trust, for honesty and for gathering knowledge for farming and living sustainably,” he said. “We stand together every day to educate and to offer leadership and foster relationships that help to further sustain our communities. Our members’ successes are being used as case studies worldwide, for sustainable solutions for feeding the world with food fit for our children.”

Brian Halwell, Friday’s Keynote Speaker and author of Eat Here: Reclaiming Homegrown Pleasures in a Global Supermarket, echoed Seeley’s thinking by adding that he has

Lunchtime gave visitors the opportunity to stop in at sponsor's exhibits to gather new ideas for sustainable farming.

observed that the world would be able to more effectively feed its people if more attention were paid to cutting down on the food waste that goes on daily.

He said after visiting more than 30 countries on behalf of the Bill and Melinda Gates Foundation, he observed more than 400 individual projects where the group concluded that better use of the food already being produced, would go a long way to helping feed the world’s inhabitants.

With many places seeing 25 to 50 percent of its food going to waste, Halwell said that it is an insidious problem. He noted it happens all along the food chain and can be corrected everywhere along that path. From growing, to shipping to storage, there are better methods available to help reduce waste.

Halwell said other work with the Gates Foundation has shown feeding children in schools will help to reduce the world hunger problems, where community schooling takes place. “The Home-Grown School Eating Program, a project of the World School Feeding Program, includes a dozen nations in Africa alone,” he said. “These pro-

grams need to scale up globally.”

He went on to say that in the future, urban farms would also help to feed the world in ways that are currently yet to be developed. He said in thirdworld nations like Kenya, homemakers are learning to grow vegetables in small planters on porches of their homes. “Africa is realizing a massive migration to cities, at the rate of 14 million people per year, and this shift will strain urban infrastructure and pressure farmland in and around cities. There is no shortage of models of urban farming, like the rooftop gardens in New York City, to gardens in cities like Philadelphia,” he said. “In Nairobi, Kenya, more than 150,000 women are raising vegetables in small gardens including small sacks filled with earth.” He noted this method accelerated in recent years when high food prices hit the area, prompting the poorer families to resort to individual gardens near their homes.

Halwell said the Foundation’s fourth finding is that government agencies should be encouraged to participate in helping the populace in ways that are more extensive. He described establishing cooperative extension-like resources, much like the work that goes on here in the U.S. He said by paying farmers to store carbon in their soils and on their land, the nation as a whole would benefit from these improved methods. In one example, he cites the planting of a variety of acacia trees in the fields where other crops will also grow. This helps to add nitrogen to the soil while at the same time provide food for livestock. The trees also help shade the crops beneath from the intense summer heat and sunshine. “Planting trees among crops will help remove billions of tons of carbon from the atmosphere over the coming years,” he said.

For readers who are considering attending the 2013 PASA annual meeting, it is never too early to plan.

The conference is scheduled to return to the Penn Stater Hotel and Convention Center on Feb. 6-9, 2013. For more information, contact PASA at 814-349-9856 or online at www.pasafarming.org.

Visitors from 28 states and five countries were able to talk with suppliers at exhibits located throughout the Penn Stater Facility.

Page 23 - Section A • COUNTRY FOLKS GROWER • March 2012

PASA’s 21st Annual Farming for the Future Conference

March 2012 • COUNTRY FOLKS GROWER • Section A - Page 24

GROWER

Section B

Agriculture secretary celebrates Delicious Orchards’ 100th anniversary COLTS NECK, NJ — New Jersey Secretary of Agriculture Douglas H. Fisher, State Board of Agriculture member Hugh McKittrick and a variety of local dignitaries visited the popular Colts Neck country food

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market, Delicious Orchards, on Jan. 31 to help celebrate the business’ 100th anniversary.

“We congratulate Delicious Orchards for 100 years of serving the community, supporting local farmers and providing its customers with access to Jersey Fresh produce and Jersey-made products,” said Fisher. “We rely upon businesses such as Delicious Orchards to promote the sale of local produce and provide the public with access to these products.”

Starting out in 1911 as wholesale apple growers, Delicious Orchards has evolved into a destination, not just for nearby residents, but for people from all over the region. The store specializes in fresh produce — local when in

season — from scratch baked goods, cheeses, meats, seafood — wild caught and local when available — gourmet groceries, coffee and tea.

In 2011, Delicious Orchards sold 1.2 million doughnuts and more than 200,000 pies, made from scratch, sticking as close to their original recipe as possible. To help with the process, owner Bill McDonald said they bought an apple peeling machine that peels a bushel of apples in a minute.

“We had to bring in a sophisticated apple peeler because we could not keep up with the volume of apples by hand,” said McDonald. “Other areas where we could use innovation we take pride that we do not. For ex-

Delicious Orchards workers make pies as owner Bill McDonald, Secretary of Agriculture Douglas H. Fisher, Assemblywomen Mary Pat Angelini and Caroline Casagrande look on. ample, we still hand-fill our pies and bag our doughnuts. Bagging 1.2 million doughnuts is not an easy task, but this assures that you are only getting the very best.”

The very best for Delicious Orchards, according to McDonald, is selling Jersey Fresh and Jersey Seafood at every opportunity. During New

Jersey’s growing season, people will find Jersey peaches, strawberries, blueberries, corn, peppers, tomatoes, eggplant and many other varieties of produce, much of it purchased from Monmouth County farmers.

In the winter, McDonald purchases greenhouse tomatoes from a Vineland grower.

In addition, after adding fresh seafood to the store’s offerings, McDonald said they use a local purveyor, preferring wildcaught, Jersey Seafood.

During the visit, Assemblywoman Mary Pat Angelini presented Delicious Orchards with a Legislative Resolution.

Anniversary B3

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Page 1 - Section B • COUNTRY FOLKS GROWER • March 2012

Country Folks

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 2

Country Folks

GROWER SWEEPSTAKES

John Deere Gator 825: 4x4

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Any of the forms below can also be brought to the Empire Fruit &

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Buy a subscription to Country Folks

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Name ______________________________________________ Business/Farm Name ____________________________________ Address _____________________________________________ City ___________________State _______________Zip Code ___________ PHONE ( NEW

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Acct. # Signature ___________________ Date _____________ Please fill out the optional questionnaire below. All information is confidential.

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?

PAYMENT RECEIVED BY: _____________________DATE ____________

Place a Classified Ad in Country Folks 5 EASY Y WAYS S TO O PLACE EA Y FOLKS S GROWER COUNTRY D AD CLASSIFIED

it in - Just give Peggy 1.Phone a call at 1-800-836-2888 - For you MasterCard,Visa, 2.Fax it inAmerican Express or

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Fill out the form attached completely and fax to Peggy at (518) 673-2381 Mail it in. Fill out the attached form, calculate the cost, enclose your check or credit card information and mail to: Country Folks Grower Classifieds PO Box 121, Palatine Bridge, NY 13428

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FORR BESTT RESULTS,, RUNN YOURR ADD FOR TWOO ISSUES!

E-mail your ad to 4. classified@leepub.com 5.Use our forms on our web site, www.cfgrower.com.The forms will calculate your charges for you. All you have to do is fill out the form and submit!

Cost per edition: $8.00 for the first 14 words, 30¢ each additional word.

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Entries must be dated before June 1st, 2012. Employees & relatives of employees of Lee Publications Inc., John Deere, Zahn & Matson are not eligible. Must be 18 years of age.

Mail to Country Folks Grower, PO Box 121, Palatine Bridge NY 13428

In February, Deputy Agriculture Secretary Kathleen Merrigan announced almost 300 Value Added Producer Grant recipients across the Nation.

Each one of those recipients has a story, and a dream that, with help from USDA, will become reality. From producing pumpkin puree and gourmet cheese to expanding a caviar production operation in Idaho (Yes, Idaho),

Anniversary from

Rural Americans are using these matching grants to grow their businesses and bring high quality products to market.

One recipient, Living Water Farms, Inc., is a three-year-old family-owned company that focuses on the production of hydroponic greens for specialty markets in the Midwest. Located in Strawn, two hours south of Chicago’s Loop, three generations of the Kilgus

family are part of a group called Stewards of the Land which was organized to market produce from small farms.

The hydroponic complex was developed to consider year-round sales. Living Water Farms applied for a VAPG to expand the market for their greens.

Their current market includes Illinois supermarkets, high-end restaurants in Chicago and St. Louis and a Midwest

college food service program. The grant will help them evaluate their brand and expand their distribution to other restaurants, specialty retail and institutional outlets.

USDA’s Value Added Producer Grant program is available to eligible applicants.

To learn more about how to apply, visit www.rurdev.usda.gov/BCP_VAPG_Grant s.html.

Angelini. “Delicious Orchards, which exemplifies the rich farming tradition of our state, is vital to our economy and quality of life and should be ap-

plauded as they celebrate their 100th anniversary.”

Delicious Orchards was started by the Barclay family and in 1959, Carroll Barclay began selling apples at a makeshift roadside stand, opening a 1,200-square-foot stand the next year.

Through the 1960s, the business was expanded to year-round, with the addition of pies and more produce. In 1966, the Barclays bought a building on Route 34, where the current day Delicious Orchards now resides.

In 1977, the original owners sold the business to their management team, Bill McDonald, Tom Gesualdo and

Frank McMahon. Gesualdo and McMahon retired a few years ago and McDonald and his family are now owner/operators.

“With our attention to quality, freshness, detail and service, people have and continue to come to our store,” said McDonald. “We pride ourselves on our long-term vendor and employee relationships. With several second and third-generation employees, we are able to maintain the highest of qualities and the superior customer service.”

Delicious Orchards currently employs 250 people and has more than 2.5 million visitors each year.

B1

“I am pleased to join Secretary Fisher in recognizing Delicious Orchards, which is renowned throughout Monmouth County and New Jersey,” said

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Page 3 - Section B • COUNTRY FOLKS GROWER • March 2012

USDA Value Added Producer Grants: turning great ideas into sustainable business

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 4

Farm Link program seeks mentors for young farmers MONETA, VA — The good news is there are plenty of eager young farmers ready and willing to take a stab at making a living in agriculture.

The bad news is that land is limited and expensive and opportunities to learn alongside a successful farmer are few and far between. The Virginia Farm Bureau Federation Young Farmers Committee would like to change that this year.

“I’m lucky; I started with my father. He basically took over from my grandfather, and that was a very abrupt change, because granddaddy kept all the reins,” said W.P. Johnson, a VFBF young farmer in Bedford County. “Dad has relinquished all but the financial side in our operation, but that’s OK with me, because I’m learning all the decisions on when to and when not to do something.

That’s been a good mentoring situation for me,” said the hay, soybean and wheat producer.

The Virginia Farm Link program is designed to help connect would-be farmers with would-be partners and mentors. But a decade after it was established, it’s seen few success stories, Johnson said. A large barrier is that many ideal candidates for farm operation men-

tors are still unaware of the program, he said.

“This calls for someone with the willingness and openness to take on somebody to mentor to make a seamless transition to a new owner for their farm,” Johnson said. “The young farmer could just be on the payroll at first and take on responsibilities gradually. This way they can actually learn the ins and outs of how to run the business.

“The one key aspect we’re looking at is we’re looking for somebody who’ll take the time to teach his successor over 10 or 12 years, not just someone looking to sell out and move on with their lives,” he added.

The biggest challenge faced by most young farmers is learning how to manage their income and build up reserves to survive in a business with extremely low cash flow and weather uncertainties, Johnson said.

That experience and specialized knowledge usu-

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“You pretty much look at whether a farming practice or equipment will pay for itself over a decade, not just three or five years, because out of those 10 years, only a few will be good. The rest will be mediocre and some will be real flops. You have to learn to survive those agriculture disaster years.

That’s probably the hardest part of working in agriculture.”

The Virginia Farm Link program is sponsoring a series of farm transition workshops around the state. The next workshop is set for Feb. 11 at the Olde Dominion Agricultural Complex in Pittsylvania County, with another planned this summer in the Shenandoah Valley. Information about farm transitions and the current Farm Link database of would-be farmers and possible mentors is also available at vdacs.virginia.gov/preser vation/program.shtml.

Another possible contact for young farmers and farm mentors is the Virginia Beginning Farmer and Rancher Coalition Project, housed at Virginia Tech’s College of Agriculture and Life Sciences. The project leaders have spent the past year building coalitions among various groups like the VFBF Young Farmers. More information on that program is available at vtnews.vt.edu/articles/2011/01/011211cals-beginningfar mer. html.

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New York State Agriculture Commissioner Darrel J. Aubertine on Feb. 9 applauded USDA for responding to New York farmers by publishing updated compensation rates for orchards and nurseries infested with the stone fruit disease, Plum Pox Virus (PPV).

While the rates went into effect immediately, USDA is seeking comments on the new rates and New York growers are encouraged to voice their opinion of the increased compensation.

“I commend USDA for hearing our pleas for a higher, more adequate com-

pensation rate for growers with trees impacted by Plum Pox Virus,” the Commissioner said. “Support from growers is key in eradicating this potentially economically devastating disease, and these increases will ensure continued cooperation from the stone fruit industry as we work to protect their crop from Plum Pox Virus in New York State.”

Orchard and nursery growers of PPV impacted species are compensated for their loss through an 85-15 federalstate cost share program. The newly proposed compensation rates are the rates proposed by a team of New York growers, coordinated by Gerald White, a Professor Emeritus in Agricultural Economics at the College of Agriculture and Life Sciences at Cornell University. These rates more accurately reflect the loss a grower incurs when they are required to remove their trees in an effort to eradicate PPV from the state. An example of the new rate is that an acre of three-year old trees in a wholesale orchard will increase from $9,429 per acre to $12,737 per acre.

The New York State Department of Agriculture and Markets, along with peach and stone fruit growers and nursery growers in New York have been advocating to USDA to increase the compensation paid to growers who are forced to remove PPV infected trees. New York growers have been at a greater disadvantage with compensation for PPV as they plant their orchards at higher densities, and thus more trees are impacted by the mandatory quarantine and removal when PPV is detected. In addition, the

value of New York peach, plum, nectarine and apricot crops has nearly doubled since USDA originally set compensation rates back in 2000, and therefore, they have not been fully compensated for the loss they incur from the required removals.

While the Interim Rule for PPV compensation rates went into effect immediately, Feb. 3, USDA is seeking comments on the rates. New York growers are encouraged to comment on the increased compensation rates. Comments will be accepted through April 3 through either the Federal eRulemaking Portal or via mail, in which comments can be sent to: Docket No. APHIS–2011–0004, Regulatory Analysis and Development, PPD, APHIS, Station 3A–03.8, 4700 River Road Unit 118, Riverdale, MD 20737–1238.

New York has been working to eradicate Plum Pox Virus since 2006, and is the only remaining U.S. location with the disease. While PPV does not pose any human health risks, the virus reduces the quantity and quality of susceptible species of stone fruit, including peaches, nectarines, cherries, plums and apricots.

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Page 5 - Section B • COUNTRY FOLKS GROWER • March 2012

USDA answers New York’s pleas to increase plum pox compensation

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 6

Today’s Marketing Objectives By: Melissa Piper Nelson Farm News Service News and views on agricultural marketing techniques.

Called to an accounting Laura Ingalls Wilder, the famous author of the book and series Little House on the Prairie, wrote an article from her farm in January 1918 entitled “Make a New Beginning.” In it she outlined justifications for a yearly accounting.

While she hurried to mention that she did not herself make resolutions on New Year’s Day just because it was the first day of the year, she did encourage readers to review past efforts to see if they had advanced forward in their plans, or fallen back.

She and her husband once decided to compare accounting records for one year between their two separate farm operations — her poultry income and his dairy business. At the time of the accounting, they were surprised with the outcome — they had equaled out in profitability. (Her husband had predicted a much greater profit from his dairy operation.)

Not only did Mrs. Wilder encourage good accounting skills for the farm or agribusiness operation, but asked her neighbor farmers to use the process to discover all they had accomplished throughout the past year. Her conclusion tendered that to acknowledge accomplishments brought extra effort to current business operations — a push forward toward success.

Accounting today is much more so-

phisticated than the author’s 1918 ledger books, but her advice is sound nearly a century later, and comes with her added caution that if we do not see improvement, “…it is time to take a new path.”

The beginning of a new year is past and we are on toward spring and a new season of planting and production. If you have not taken the time to bring yourself to an accounting (and the approaching tax season is a good reason to) then maybe now is the time to see which path you have been on and where you may want to go in the future.

If you think pouring over your modern day computer ledger is boring, you might take stock of your operation through the photos you have taken, blogs posted, reports written, journals kept, customer newsletters developed and social media blasts sent. All are reminders of what was accomplished (profitably, or not) over the past year.

I’ve worked with farmers who kept all accounting records in a file until the tax season reared its head and then re-created a year’s worth of computer records in a couple of “all nighters” sessions.

Other producers are strictly regimented about more consistent accounting so they see the patterns of good business options and where changes must be made on a more fluid basis.

Whatever your business dictates and your time allows, Laura Ingalls Wilder

DIRECT MARKETING was reminding her readers that for a number of financial and philosophical reasons, bringing oneself to an accounting is as important as any New Year’s resolutions.

“Besides the help in a business way, there are a great many interesting things that can be gotten out of farm accounts if they are rightly kept,” said

Mrs. Wilder.

Sage advice indeed, Mrs. Wilder!

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by Jenny Carleo, Stephen Komar and Brian Schilling A common misconception is that marketing is the same as advertising.

In fact, advertising is only one component of successful marketing.

While approaches to marketing vary, most experts agree that suc-

cessful marketing is built around addressing the Four P’s: product, price, placement and promotion. Often known as the marketing mix, these are four factors that an agritourism operator needs to manage in order to successfully reach a target market and attract customers.

Product Product refers to the product, service, or — relevant in the context of agritourism — experience that you are providing for your customers. In thinking about your product, it is useful to keep two

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In the eyes of potential customers, what makes you different from similar businesses? Why should someone visit your farm?

Second, understand that your agritourism product is multifaceted.

You may define the core elements of your business as pick-your-own apples, a farm market, or a corn maze. Indeed, these can be important aspects of your agritourism product, but view your operation from the eyes of your customers. What experiences will they encounter on your farm, either intentionally or unintentionally?

For example: • Will they be greeted by courteous, friendly, and informed employees?

• Is your farm clean and visually appealing?

• Is parking convenient?

• Do you provide

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recipes or helpful hints on how to select, store, and prepare fresh products from your farm?

• Do you have attractive and functional packaging for products purchased or prepared at your farm?

• Are you willing to speak with visitors, sharing stories and experiences about the farm and farming life?

• How do you respond to customer concerns or dissatisfaction?

Also think about the entire range of services or amenities you offer.

• Do you accept credit cards?

• Do you have clean and easily accessible restroom facilities?

• How able are you to accommodate visitors who may have special needs (for example, elderly individuals, persons with disabilities, parents with baby strollers)?

• Do you have a play area for children or tables for picnicking?

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The important role that you and your farm staff play in providing a quality visitor experience cannot be overstated.

Agritourism is a hospitality business and its success will be based upon customer satisfaction. Here are some helpful hints on how your farm staff can create happy and satisfied visitors: • Ensure that your employees are readily visible and identifiable. For example, consider apparel with a farm name or logo and name badges.

• Instruct employees to approach and welcome customers in a friendly and sincerely helpful manner.

• Make sure employees are knowledgeable about all aspects of the farm, its history, and its products.

Have them become wellversed in a list of frequently-askedquestions. Such as: Are there any other attractions I should visit while in this area?

What accommodations are available nearby?

Are there any good places to eat?

Where is the nearest gas station?

What is it like living in this community?

Are there any special events happening in town?

Are there any retail stores near here?

An informed, knowledgeable employee will enhance the visitor experience!

The bottom line is that you want to create a unique impression of your products, and of your entire agritourism operation, within the minds of your customers. Some marketing professionals call this positioning. To best illustrate this idea, ask yourself: “How will my customers describe my agritourism operation to their friends?” Or, even more importantly, “How do I want my customers to describe my farm?”

Price Setting an appropriate price for each product or service is critical, although potentially challenging. As a farm entrepreneur, you will want to offer a price that is competitive in the market for your product, acceptable to your customers, and able to generate sales consistent with your financial goals.

A common goal of pricing would be to generate revenues from product sales that allow for full cost recovery plus a pre-determined level of profit (a cost plus pricing strategy).

However, in some instances, an agritourism activity may be viewed as successful if it were costneutral (revenues only cover costs) but attracted additional visitors to the profit center of your operation.

For example,

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Page 7 - Section B • COUNTRY FOLKS GROWER • March 2012

The marketing mix – The four Ps of successful marketing

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 8

P’s from B7 breaking even on a corn maze may be acceptable if it increases business at your farm market.

The first piece of advice for developing pricing strategies is to know your market. What will customers pay for your product? What comparable products do other farms offer in your market area, and what do they charge? Visiting other agritourism operations, reviewing trade publications, joining direct marketing associations, and attending state or regional direct marketing conventions will help you better understand your market and consumer trends. Another strategy is to ask existing or potential customers directly about their willingness to pay for your product(s). A simple postcard-sized survey provided to visitors at your farm is one alternative for gathering information on likely customer acceptance of various pricing options.

Understanding your costs and expectations for financial returns on investments in new agritourism products is also vital. Break-even analysis is a useful tool for determining the price point needed to cover all fixed and variable costs associated with offering a product.

Such analysis can be based on detailed accounting of expenses or, for preliminary assessment purposes, “back of the napkin” estimates. A break-even production point (how much would I need to sell?) is calculated as: Break-even Point = Total Fixed Costs/(Price – Variable Costs) Alternatively, a break-even price can also be calculated for a specific number of products sales as: Break-even Price =

(Total Fixed Costs/Number of Units to be Sold) + Variable Costs Equipped with an understanding of your costs, market, competition, and personal financial goals, it is time to develop a pricing strategy. As a broad rule of thumb, when you begin an agritourism business or introduce a new agritourism activity, you will need to increase customer awareness and excitement around the destination, which may mean higher advertising and promotion costs. You may offer lower introductory prices as a strategy to quickly attract new customers (known as market penetration pricing).

While profit margins on a per-unit basis may be lowered, higher sales volume will help build market share. Conversely, if you are offering an innovative new product in a market with limited or no competition, perhaps you will seek a higher price point in order to recover initial development expenses and generate higher profit margins (known as skim pricing). As competition increases, perhaps a higher price point can be sustained if your product remains differentiated by quality, reputation or strong customer loyalty. Or, perhaps the price will need to be lowered to retain customers now faced with more alternatives to your products.

Creating an overall pricing strategy may also require you to think creatively about price discounts to introduce new products or re-energize sales of an established product.

Consider the following: • Will you offer bulk purchase discounts (e.g., charge a lower price per

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unit if the customer buys a higher volume or offer a “buy 5, get 1 free” offer)?

• Will you offer seasonal discounts or special price promotions to draw visitors?

• Will you offer discounts to strategic partners (e.g., other businesses that

can help expand your distribution network or assist with promoting your brand name)?

Placement Placement refers to distribution. How

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will you provide access to your products? The goal of agritourism is to bring customers onto your farm. Your farm is therefore your primary distribution channel and it must be safe, clean, and inviting to the public. Here are some tips to consider: • Make it easy for customers to find driving directions to your farm, days and hours of operation, and product availability for seasonal items. This in-

formation can be conveniently posted on a farm website or telephone recording, as well as promotional materials.

• Ensure that risks of injury to farm visitors are minimized. Designate and secure areas that are not open to the public, such as pesticide or equipment storage areas and the farmhouse. Also consult with an insurance provider to determine adjustments in existing policies necessary to cover added liability.

• Carefully plan and prepare for the safe movement of all farm visitors. Most traditional farms have been organized for production efficiency, for example easy movement of farm equipment. As an agritourism destination, you will need to consider the safe movement of visitors on the farm. Design paths and other directional features that move visitors to where you want them to go, while avoiding unsafe or non-public areas.

• Maintain a high level of aesthetic appeal. Consider decorations and create an overall appearance that is welcoming to visitors and reflects seasonal or special events.

• Recognize that many visitors may not be familiar with all products you offer. Clearly mark items in retail displays and offer tips for product selection (for example, what apples are best for cook-

ing?) and preparation. If you offer pickyour-own alternatives, identify and direct visitors to appropriate fields and provide signage identifying each crop.

Also provide clear guidance on product quantity and pricing. Visitors may not be able to readily translate a basket of apples into pounds or cost.

Promotion John D. Rockefeller once said that “next to doing the right thing, the most important thing is to let people know you are doing the right thing.” These are wise words to live by as you attempt to make your farm an agritourism destination.

To be successful, an agritourism operator needs to constantly think of creative ideas for directing customer traffic to the farm and encouraging repeat vis-

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Page 9 - Section B • COUNTRY FOLKS GROWER • March 2012

P’s from B8

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 10

Opportunities exist for small food processors in New York State “We need more small food processing kitchens! There has been an explosion of them in New York City recently and there are lots of opportunities for more kitchens in Western New York and Upstate New York,” Beth Linskey told the Board of Directors of the New York Small Scale Food Processors Association (NYSSFPA) meeting in Saratoga Springs recently.

Beth Linskey is the owner of Beth’s Farm Kitchen located in Stuyvesant Falls in the Hudson Valley and she knows the home food processing busi-

ness well. She specializes in high quality jams and chutneys made in small batches with local fruits and vegetables and has developed three dozen different products. She is passionate about her products and in 2011 released a cookbook “Cooking with Jams and Chutneys, Recipes from Beth’s Farm Kitchen” which has been very well received.

Beth also knows the marketing side of operating a small food processing business. Not only does she market her products locally but she also sells

P’s from B9 itation. The challenge lies in finding the most effective and cost efficient strategies for reaching your desired market.

• Developing the appropriate mix of advertising and promotion may require some degree of trial and error.

Evaluate the effectiveness of various advertising options to see which work best for your farm.

• Strive to establish brand recognition of your farm by displaying your farm name or logo on apparel, bags, give-aways (e.g., reusable bags, pens, refrigerator magnets, etc.).

• Have a presence in the communities from which you seek to draw customers. Strategically participate in off-farm events to raise awareness of your agritourism operation (for example, community farmers’ markets, local festivals, county fairs, etc.).

• Get online! There is a well-placed belief in the conventional wisdom that word of mouth is the best form of advertising. While personal testimonies are invaluable for expanding awareness and appreciation of your business, a study in Pennsylvania found that word of mouth ranked only fifth among agritourism visitors in terms of resources used in trip planning. Welcome to the new age of marketing:

websites were identified as the most frequently used resource for identifying potential farm destinations.

• Consider using social media (examples include Facebook and Twitter), which are increasingly popular tools being used effectively to promote agritourism. Also, maintain e-mail lists of customers to inexpensively announce product avail-

ability or special events and promotions.

This article is an excerpt from Marketing 101 for your Agritourism Business from Rutgers NJAES Cooperative Extension. The view the article in its entirety, visit http://njaes.rutgers.edu /pubs/publication.asp? pid=E337 Source: Rutgers NJAES Cooperative Extension

at major food markets in New York City. She also markets through the internet and uses emails and Facebook to keep customers up to date on news and product specials. Like most small food processors in New York State, Beth finds the experience of operating a business out of her home challenging, often hectic, but also rewarding.

“It is all about adding value to the food

products from our own farms and local producers,” she says.

One thing stands out about Beth and that is her willingness to help others who want to get into food processing. She has been a member of the NYSSFPA for many years and serves on the Board of Directors. She has presented a number of educational work-

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State farmers/growers of locally grown fresh fruits, vegetables, edible herbs, cider and horticultural products. Only produce grown or produced in New York State may be sold at the farmers markets.

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The Tailgate Farmers Markets are intended to offer fresh farm produce to

Thruway travelers, to provide farmers and growers another outlet for their products and to promote New York’s agricultural industry.

Opportunities from B10 shops for beginners at farm workshops and the Northeast Organic Farming Association Conference held in Saratoga

Springs this January.

Bonnie Yox, AlleghanyChautauqua Region representative for NYSSFPA, agrees with Beth’s as-

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ford, NY, in rural Allegany County, specializing in producing some two dozen maple products. Coming from an area with many maple producers, she separates herself from the others with her gourmet maple products, adding additional value to a great product. Bonnie has become known as “the maple lady” from Rushford to Buffalo and beyond for her gourmet maple products.

Bonnie is more of a new comer to food processing than Beth and gives credit to a NYSSFPA member who got her connected to the New York Food Venture Center, Cornell University, Geneva, NY. “They really gave us a lot of good advice and help when we were just getting started.

The regulations and licensing requirements can be quite daunting to a beginner,” Yox said.

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Bonnie Yox, Baldwin Hill Farms, Rushford, NY, serves on the Board of Directors of the New York Small Scale Food Processors Association.

New York Small Scale Food Processors Association

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Page 11 - Section B • COUNTRY FOLKS GROWER • March 2012

Farmers, growers asked to participate in markets

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 12

2012 Mid-Atlantic The 2012 Convention featured about 175 exhibitors and vendors-17 more than last year. The additional vendors required a new, second exhibit room with 26 booths. Mild weather during all three days of the Convention encouraged brisk attendance at the sessions and trade show.

Educational sessions at the convention featured such topics as Tree Fruit, Farmers’ Markets, High Tunnels, Organic Production, Labor/Farm Management, CSA Marketing, Agritainment, PostHarvest Handling, Cover Crops and various specific fruit and vegetable

Continued from Page 3

crops. The Trade Show featured equipment, plant, seed and packaging distributors, as well as the tasting of farm market products such as pies, cherry juice and fudge.

Troxell notes that many PVGA members are branching out into additional areas like greenhouse production, small fruit, and alternative marketing methods. He said that the convention is trying to address these interests. He said of growers, “They ought to come here. We are trying to provide an educational program that reaches all phases of the fruit and vegetable industry.”

Gordon Tomb, of Robert Marvel Plastic Mulch LLC, discusses his products with a convention attendee.

Scott Barret, salesman with Homestead Nutrition, a company specializing in soil and plant nutrients chats, with 2 Virginia growers, the Rohrer brothers.

Photos by Elizabeth Weaver

Adam Longenecker, sales, for Superb Horticulture Co. discusses their many products with an interested convention attendee.

Aaron Schwartz (left) and Bob Moore, sales and service for Ruhl's Insurance, can write crop insurance for all lines of business.

Kevin Martin, of Martin's Produce Supplies checks out a catalog description with Mike Merrit, greenhouse specialist.

Bill would save New York apple growers time and money WASHINGTON, D.C. — Congressman Bill Owens (NY-23) introduced legislation on Feb. 10 that would streamline U.S. apple exports to Canada by exempting bulk shipments of apples to Canada from inspection under the Apple Export Act. “New York apple growers play a large role in the economic development and food security of our region, and this ex-

emption will allow them to continue their contribution to New York’s economic recovery,” said Owens. “I look forward to working with my colleagues in the House to ensure that the New York apple industry receives full support from Congress to remove this burdensome regulation.”

According to the New York Apple Association, the elimination of the required inspection would immediately offer a savings to growers of approxi-

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mately $300 per truckload. Additionally, removing this regulation would allow apple growers to distribute their products on their own schedule without working around costly after-hours inspections procedures, providing them the opportunity to save money and streamline operations.

Last year, more than 1.5 million bushels of New York apples were exported to Canada. At about 1,000 bushels per truck and 1,500 trucks exporting apples to Canada annually, this amounts to a savings of about $450,000 for New York apple exporters.

“We applaud the hard work of Congressman Owens to offer legislation that will save New York apple growers hundreds of thousands of dollars,” said Jim Allen, New York Apple Association President. “By removing this requirement, apple growers will save over $300 per load in unnecessary inspection fees. This is a great example of taking the lead to help reduce costs, paperwork, and useless mandates that only impede commerce for apple growers.”

H.R. 3914 would also improve efficiency within the inspection process.

New York State is currently under-

staffed to perform required inspections of all apple exports. Exempting exports to Canada from the Apple Export Act would speed up this process for more than 500,000 bushels of apples that are exported from New York to countries other than Canada annually.

Currently, the Department of Agriculture requires the inspection of all apple exports under the Apple and Pear Export Act of 1933. In 1999, the law was changed to exclude pears.

The Ladder Most Preferred by Growers & Workers • Strong top section • Rigid steel hinges • Dimpled resettable tread provides slip resistance in all directions.

Tallman’s superior design assures ease of handling and longevity.

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Page 13 - Section B • COUNTRY FOLKS GROWER • March 2012

Owens introduces bill to reduce regulation on apple exports to Canada

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 14

Farm-to-College intensive teaches sustainable agriculture, food justice Groundswell’s Summer Practicum now accepting applications ITHACA, NY — In cooperation with the Environmental Studies Program at Tompkins Cortland Community College, Groundswell will again offer its Summer Practicum in Sustainable Farming and Food Justice from May 31 to June 26. The Summer Practicum is designed for students from any discipline as well as non-students who are interested in learning more about sustainable agriculture, local food systems and food justice.

The class will meet for four days each week to explore these issues through readings, discussion, lectures, field trips, labs, and immersion in the actual work of operating a successful and sustainable small farm.

“It’s an exciting, very dynamic way for students to engage with food and the spectrum of related issues; production, social justice, ethics, nutrition,” says Julia Lapp, one of the instructors of

the team-taught course.

“Students interact with leaders in the movement to make food systems more supportive of health for all people, animals and ecosystems. It’s a unique opportunity for students to investigate, reflect upon, and integrate information and experiences to become part of the momentum that keeps food system change happening.”

Students in the Practicum will spend Mondays working and learning at West Haven Farm at EcoVillage, an organic vegetable and fruit CSA farm in Ithaca.

Farm Manager Todd McLane will provide instruction in a variety of sustainable farming practices, from crop cultivation to pest and weed control, to harvest, postharvest handling and record-keeping.

On Tuesdays and Thursdays, the class will meet at one of EcoVillage at Ithaca’s comfortable Common Houses to interact with a stellar lineup of guest speakers

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from TC3, Cornell, Ithaca College, and the local community. On Wednesdays, students hit the road to explore Ithaca’s local food system firsthand, visiting farms and food businesses, community gardens and food pantries. Each week, a team of students is in charge of the class’s “Local Lunch Labs,” weekly hands-on meals that teach students to procure and use ingredients that are healthful, locally available, in season and on a budget.

“What’s exciting for me as an educator is the in-

credible passion and fire that these students have for making a difference in the world,” says Todd McLane. “They’re the ones who’ll be creating the food systems of the future; what we’re doing is giving them some of the tools they need to succeed.”

Tuition for New York State residents enrolling through TC3 is $858 plus a $250 lab fee; tuition for out-of-state applicants is $1,776 plus lab fee. A limited number of non-credit slots are available through Groundswell for $850, which includes the $250

lab fee. Students of color and of limited resources are especially encouraged to apply. Tuition support is available.

Applications for the Summer Practicum are now online. For more information and to apply, visit www.groundswellcenter.org.

The Groundswell Center for Local Food & Farming is an initiative of the EcoVillage Center for Sustainability Education/Center for Transfor-

mative Action. Support for Groundswell comes from individuals and businesses who believe in the importance of strong local food systems, and from the Beginning Farmer and Rancher Development Program of the National Institute for Food and Agriculture-USDA, Grant #2010-49400-21799. For more information, visit www.gr oundswellcenter.org.

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Country Folks Grower is the regional newspaper for all segments of commercial horticulture.

Each issue is filled with important news, information, and advertising for the Greenhouse, Nursery, Garden center, Landscaper, Fruit, Vegetable Grower and Marketers.

Your company produces these products or services: Ì Ì Ì Ì Ì

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Wine & Grape Grower offers features, news and information on growing grapes, and making and selling wines.

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Page 15 - Section B • COUNTRY FOLKS GROWER • March 2012

Are You Involved In More Than One Industry?

We Are Here to Help You.

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 16

Country Folks Grower Classifieds

( 800 ) 836-2888 PO Box 121, 6113 State Hwy. 5 ( ) Fax: 518 673-2381 Palatine Bridge, NY 13428 E-mail: classified@leepub.com Announcements # # # # #

ADVERTISERS Get the best response from your advertisements by including the condition, age, price and best calling hours.

Also we always recommend insertion for at least 2 times for maximum benefits. Call Peg at 1-800-836-2888 CHECK YOUR AD - ADVERTISERS should check their ads. Lee Publications, Inc. shall not be liable for typographical, or errors in publication except to the extent of the cost of the first months insertion of the ad, and shall also not be liable for damages due to failure to publish an ad.

Adjustment for errors is limited to the cost of that portion of the ad wherein the error occurred. Report any errors to Peg Patrei at 518-6733237 ext. 111 or 800-8362888.

Number / Classification 35 Announcements 50 Applicators 80 Auctions 110 Bedding Plants 120 Bees-Beekeeping 130 Bird Control 155 Building Materials/ Supplies 165 Business Opportunities 210 Christmas Trees 235 Computers 330 Custom Services 415 Employment Wanted 440 Farm Machinery For Sale 445 F a r m M a c h i n e r y Wanted 470 Financial Services 500 For Sale 505 Forklifts 510 Fresh Produce, Nursery 515 Fruit Processing Eq. 530 Garden Supplies 535 Generators 570 G r e e n h o u s e Plugs/Cuttings 575 Greenhouse Supplies 580 Groundcover 605 Heating 610 Help Wanted 680 Irrigation 700 Lawn & Garden 805 Miscellaneous 820 Nurseries 840 Nursery Supplies 855 Orchard Supplies 910 Plants 950 Real Estate For Sale 955 Real Estate Wanted 1035 Seeds & Nursery 1040 Services Offered 1130 Tractors 1135 Tra c t o r s, Pa r t s & Repair 1140 Trailers 1155 Tree Moving Services 1165 Trees 1170 Truck Parts & Equipment 1180 Trucks 1190 Vegetable 1205 Wanted

Announcements

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Fruits & Berries

Fruits & Berries

APRIL ISSUE

USED NURSERY POTS FOR SALE

ADVERTISING DEADLINE

Thursday, March 15th For as little as $9.25 - place a classified ad in

Country Folks Grower

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250 ($45.00); 500 ($65.00); 1,000 ($75.00). Call your representative or Lee Publications 518-673-0101 Beth bsnyder@leepub.com YARD SIGNS: 16x24 full color with stakes, double sided.

Stakes included. Only $15.00 each. Call Beth at Lee Publications 518-673-0101. Please allow 7 to 10 business days when ordering.

Antiques CAT pull type grader, SN 18485, complete, good shape. 506-325-2701 www.foxbrand.ca

Business Opportunities FOR SALE: Mail order business of “Alpine window box ivy geraniums of Europe”.

Hundreds of (UPS) customers in 48 states for 20 years. 860-342-2374, 888GERANIUM(437-2648) www.wheelerfarmgardens.com

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Farm Market Items Affordable USA MADE Items.

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Help Wanted

FLORASEARCH, INC.

In our 3rd decade of performing confidential key employee searches for the nursery, greenhouse, and horticulture industries and allied trades worldwide. Retained basis only.

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Garden Supplies GROW HALF-DOLLAR SIZE muscadine & blackberries, 200 varieties, fruits, nuts, and berries. Free color catalog.

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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

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Greenhouse Equipment 30’x148’ HOOP Greenhouse, will help to dismantle, $3,500.

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FLORASEARCH, INC. 1740 Lake Markham Road Sanford, FL 32771 407-320-8177 7 (phone)) • 407-320-8083 3 (fax) Email: search@florasearch.com Web Site: www.florasearch.com Kurt Weiss Greenhouse is a leading wholesale greenhouse operation with multiple production facilities in the Northeast. We are looking for a motivated and experienced Grower Manager with a strong working knowledge of greenhouse plant production. This individual will be responsible for all aspects of production from propagation through crop finish including water, nutrient, PGR and pest management as well as environmental controls and record keeping. The applicant must be a self motivated team player who is detail oriented.

Salary commensurate with experience. E-Mail resume and letter of interest to: joseph@kurtweiss.com

( 800 ) 836-2888 PO Box 121, 6113 State Hwy. 5 ( ) Fax: 518 673-2381 Palatine Bridge, NY 13428 E-mail: classified@leepub.com Irrigation

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Real Estate For Sale

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TREE FARM PRIME REAL ESTATE 40 Acres Suburb Buffalo, N.Y. Established 25+ years. Owner retiring.

Nursery business could accompany.

Treehaven Evergreen Nursery Phone Lumber & Wood Products LOCUST 4x4’s, fence posts, split rails, lumber. Natural, chemical free non poisonous alternative to pressure treated that has strength and lasts a lifetime. 518-883-8284 TOMATO STAKES, hardwood, with or without points, available 1”x1” to 1½”x1½” sq. and 36” to 72” long, one pallet or tractor trailer load picked up or delivered. Erle D. Anderson LUMBER PRODUCTS INC., www.woodstakesupplier.com Located in Virginia. 804-7480500

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Signature Horticultural Services, Freeland, MD. Call 410329-6466 or fax 410-3292156.

Nursery Equipment 16 WELLMASTER used shipping racks, 44”x46” w/5 steel mesh shelves, excellent condition, $300/each OBO; Also, 50,000 (1 Gal.) containers, .05/each OBO. 607-279-8172 Ithaca,NY BOULDIN & LAWSON 1 yard batch mixer, peat fluffer w/mist, 15’ conveyor, like new.

5 0 6 - 3 2 5 - 2 7 0 1 www.foxbrand.ca FOR SALE: We've retired.

Equipment and Nursery supplies for sale. For a complete listing visit our website www.carinonurseries.com or contact CARINO NURSERIES P.O. Box 538 Indiana, PA 15701. 800-223-7075. info@carinonurseries.com.

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700 acres of quality field grown material. 40 years experience. Roger Coffey & Sons Wholesale Nursery P h : 8 2 8 - 3 9 4 - 2 2 5 9 Fa x : 828-758-2240 email: sales@rogercoffeyandsons.com www.rogercoffeyandsons.com LEYLAND CYPRESS: 3 gallon 36-42”, $10.00. Quantity discounts. Also larger sizes.

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Page 17 - Section B • COUNTRY FOLKS GROWER • March 2012

Country Folks Grower Classifieds

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 18

Country Folks Grower Classifieds

( 800 ) 836-2888 PO Box 121, 6113 State Hwy. 5 ( ) Fax: 518 673-2381 Palatine Bridge, NY 13428 E-mail: classified@leepub.com Sprayers

Sprayers

Used Equipment

Used Equipment

FOR SALE

Fruit and Vegetable Sprayers • Mosquito (West Nile), fly & tick control!

• Fruit & vegetable applications: sweet corn, pumpkins, tomatoes, strawberries, blueberries, melons & small orchards

High Performance PTO & Engine Driven Mist Sprayers, Blowers, Foggers, Parts & Accessories Spray Under Trees...Roadside Ditches... Forestry Weed & Pest Control...

Wade Rain Irrigation Pipe: 2 inch x 30 ft. and 4 inch x 20 ft.

2 Marlo PTO Pumps (6x6) 2-Row Berry King Strawberry Mulcher on a 16 ft. wagon If interested call: Louis Catalano 561-718-4247

Louis Catalano Farms, LLC 1622 Brant-North Collins Road North Collins, NY 14111

Water Plants 3 Pt Terminator

ATV Narrow Row Crop Self-Contained Sprayer

A1 Mist Sprayers Resources 877-924-2474 Email resources@mistsprayers.com • More Info Also At: www.mistsprayers.com

Trees

Trees

HALABURA TREE FARMS 35 Dreher Rd. Orwigsburg, PA (Schuylkill Co.) 570-943-2137 office 570-943-7692 fax Douglas Fir Concolor Fir Hemlock Shade & Flowering Trees Available

Water Plants

White Pine Norway Spruce Arborvitae

Blue Spruce Serbian Spruce Frazier Fir

Cut & B&B available • Reasonable Prices • Delivery Available

Trucks

Trucks

Martin’s Farm Trucks, LLC

Trucks for All Your Needs - Specializing in Agri-Business Vehicles

2003 F/L FL70 SA Reefer Truck 3126 Cat, 6spd, Spring Susp, 25,500GVW, 20’x102” Reefer, TS 200 Unit, Lift Gate, Air Brakes, 193K Mi. $16,900

888-497-0310

Calendar of Events E-mail announcements of your regional event(s) to: jkarkwren@leepub.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. *** MAR 3 & 4 Organic Growers School University of North CarolinaAsheville, Asheville, NC. A weekend of workshops for beginning gardeners to advanced commercial growers plus a trade show and seed exchange, silent auction, Children’s Program and Friday March 2 on farm session. Register online at www.

organicgrowersschool.org or request a mailed registration form e-mail meredith@ organicgrowersschool.org or call 828-582 5039.

MAR 3-11 Philadelphia International Flower Show: Hawaii PA Convention Center, 1101 Arch St., Philadelphia, PA. On Internet at www.the flowershow.com

WATER HYACINTHS 50 Plants:

$48.95, delivered

ALL CREDIT CARDS ACCEPTED

Flower Barn 800 Millcreek Road, Johnstown, PA 15905

Phone: 800-234-5858, Fax 814-536-7887 MAR 6 7th Annual Organic Grain, Forage & Vegetable Production Meeting Chesapeake College, Wye Mills, MD. 8 am - 3:30 pm.

The event will cover nutrient management on organic farms, breeding and variety trials on organic corn and soybeans, tools to transition to organic farming, managing invasive pests, grants and crop insurance. Register

by March 1. Contact Jenny Rhodes, 410-758-0166 or email jrhodes@umd.edu.

MAR 7-8 18th Annual Conference & Eco-Marketplace MassMutual Center, 1277 Main St., Springfield, MA. Two unique intensive workshops, 12 educational sessions, Eco-Marketplace & more. Visit website for more details and registration. Call Attendees 617-436-5838, Exhibitors 617-308-7063.

On Internet at www.ecoland scaping.org MAR 13 2012 Community Tree Conference Stockbridge Hall, UMass Amherst, MA. 9 am - 4 pm. A Conference for Arborists, Foresters, Tree Wardens, Sugar Bush owners and anyone who loves trees. Two pesticide contact hours available for Applicator’s License, categories 29 and 36. Association credits available: 5.5 ISA, 1 MCA and 5.5 CFE’s. For a registration form or to register online using a credit card, go to http://umassgreeninfo.org/ under UPCOMING EVENTS. Cost is $65/person for first registration, $40/person for each additional registration from the same company.

Coffee break and parking pass included in registration fee (lunch is on your own).

Contact UMass Extension, 416-545-0895 or e-mail eweeks@umext.umass.edu.

On Internet at http:// umassgreeninfo.org

MAR 14 Webinar - New Insect Pests Noon to 1 pm. To register go to http://estension.psu. edu/vegetable-fruit. The cost is $15.

MAR 15 2012 Perennial Plant Conference A pre-registration fee of $80/person is due by March 8. Program and registration information, including online registration is available at www.2012perennial.uconn.edu.

The fee is $90/person for late registrations and walk ins. Registration is nonrefundable.

Please make checks payable to the University of Connecticut and send to Donna Ellis, University of Connecticut, Department of Plant Science & Landscape Architecture, 1390 Storrs Rd., Unit 4163, Storrs, CT 06269-4163. Contact Donna Ellis, 860-486-6448 or email donna.ellis@uconn.edu.

MAR 28 Virginia Food and Beverage Expo Greater Richmond Convention Center, downtown Richmond, VA. 9 am - 4 pm.

Hundreds of Virginia foods and beverages will be on display, allowing attendees an opportunity to meet one on one with producers, select new items for their stores, restaurants or hotels and place orders right on the show floor. The Expo will feature the popular “Best New Products Awards” competition as well. Admission is free. The show is open exclusively to the food and beverage trade, not open to the public. As a special bonus for the 2012 show, anyone attending the Virginia Food and Beverage Expo will be able to attend the Wineries Unlimited Trade Show in the adjacent exhibit hall for free.

Contact Lisa Lloyd, 804-7864278 or e-mail

5 EASY WAYS TO PLACE A COUNTRY FOLKS GROWER CLASSIFIED AD IT IN - Just give Peggy a call at 1. PHONE1-800-836-2888 IT IN - For you MasterCard,Visa, 2. FAX American Express or Discover customers.. Fil out

3.

the form attached completely and fax to Peggy at (518) 673-2381 MAIL IT IN - Fil out the attached form, calculate the cost, enclose your check or credit card information and mail to:

Country Folks Grower Classifieds PO Box 121, Palatine Bridge, NY 13428

4. classified@leepub.com www.cfgrower.com 5.andON-LINE-followGothetoPlace a Classified E-MAIL IT IN - E-mail your ad to

Ad button to place your ad 24/7!

FOR BEST RESULTS, RUN YOUR AD FOR TWO ISSUES!

Cost for each Issue per Zone: $9.25 for the first 14 words, 30¢ each additional word.

(Phone #’s count as one word) # of issues to run______ Total Cost $________ Zone(s) to run in: East Midwest West

$9.25 $9.55

$9.85

$10.15

$10.45

$10.75

$11.05

$11.35

$11.65

$11.95

$12.25

$12.55

$12.85

$13.15

$13.45

$13.75

$14.05

$14.35

$14.65

$14.95

$15.25

Name: (Print)_____________________________________________________________ Address:________________________________________________________________ City:________________________________________St.:_________Zip:_____________ Phone:_________________________________Fax:______________________________ Cell:___________________________E-mail:____________________________________ I have enclosed a Check/Money Order Please charge my credit card: American Express Discover Visa MasterCard Acct#:_________________________________________________Exp. Date:_________ (MM/YY) Signature:_______________________________________________Date:____________ Required w/Credit Card Payment Only

If you have used equipment for sale, ask about our group of weekly farm newspapers that cover from Maine to North Carolina. lisa.lloyd@vdacs.virginia.gov On Internet at www. vaexpo.com APR 5, 12, 19 & 26 Equine Short Course Extension Office in Honesdale. 7-9:30 pm. Cost is $45/person for all four sessions. Class size is limited so please register early. For course content information or to receive course registration materials, contact the Penn State Extension office in Wayne County at WayneExt@psu.edu or at 570-2535970 ext. 4110.

JUL 14-17 OFA: 2012 ShortCourse Greater Columbus Convention Center, Columbus, OH. Call 614-487-1117 or e-mail ofa@ofa.org. On Internet at http://ofa.org/shortcourse info.aspx AUG 8-11 National Christmas Tree Association Convention & Trade Show Sacramento Convention Center, Sacramento, CA. More than 350 Christmas

Tree growers, wholesalers, retailers, Choose & Cut farmers and related industry members from around the world. On Internet at www. christmastree.org/conven tion2012.cfm AUG 22-25 Virginia CTGA Summer Meeting Waynesboro Best Western Hotel, Waynesboro, VA. Contact Jeff Miller, 540-3827310 or e-mail secretary@ virginiachristmastrees.org.

On Internet at www.virginia christmastrees.org OCT 10-13 IPPS Eastern Region 62st Annual Meeting Brandywine Valley, PA. Contact Margot Bridgen, 631765-9638 or e-mail ippser@ gmail.com. On Internet at www.ipps.org/EasternNA NOV 7-8 Northeast Greenhouse Conference and Expo DCU Center, Worcester MA. Call 802-865-5202 or e-mail nfo@negreenhouse.org.

The Kifco Water-Reel drew lots of attention at the O.A. Newton booth.

Photos by Joan Kark-Wren

Linda Johnson and Janet Fallon, Agri-one Soils Lab, pose for a quick photo.

Ed Fairweather of Wessels’ Farms talks with attendees about their availability of finished material for the spring. Wessels’ produces quality plugs and finished material.

Matt Peters (left) of N.M. Bartlett demonstrates the controls of the Orsi self propelled fruit harvester.

Mike Magee (left) talks with attendees about the refrigerated and ventilated storages available from Arctic Refrigeration Co. of Batavia.

Butch McQueen, RE & HJ McQueen, explains the benefits of this New Holland tractor with front linkage.

Paul Geisterfer talks with a customer about the benefits of the products available from Agricultural Data Systems in tracking harvesting labor and produce.

Page 19 - Section B • COUNTRY FOLKS GROWER • March 2012

Empire State Fruit & Vegetable Expo ~ Syracuse, NY, Jan. 23-27

March 2012 • COUNTRY FOLKS GROWER • Section B - Page 20

NEW YORK

FOR MORE INFORMATION, SEE ONE OF THESE KUBOTA DEALERS NEW YORK (cont)

NEW YORK (cont)

MAINE

ATLANTA, NY 14808

MOOERS, NY 12958

SYRACUSE, NY 13205

EAST DIXFIELD, ME 04227

ELIZABETHTOWN, PA 17022

EMPIRE TRACTOR

DRAGOON’S FARM EQUIP., INC.

EMPIRE TRACTOR

R.S. OSGOOD & SONS

MESSICK’S FARM EQUIPMENT, INC.

Route 371 • 585-534-5935

2507 Route 11 • 518-236-7110 www.dragoonsfarmequipment.com

2700 Erie Blvd. East • 315-446-5656

1101 US Rt. 2 West • 207-645-4934 or 800-287-4934 www.rsosgood.com

Rt. 283, Rheems Exit 717-367-1319 • 800-222-3373 www.messicks.com

NORTH JAVA, NY 14113

SHARON SPRINGS GARAGE FARM & HOME CENTER

MASSACHUSETTS

1175 Hoosick St. • 518-279-9709 • 800-888-3403

TOREKU TRACTOR & EQUIPMENT, INC.

WATERLOO, NY 13165

4 Littleton Rd., Rt. 2A/110 • 978-772-6619 www.toreku.com

CLAVERACK, NY 12513

COLUMBIA TRACTOR, INC.

TROY, NY 12180

LAMB & WEBSTER, INC.

841 Rt. 9H • 518-828-1781 www.columbiatractor.com

4120 Rt. 98 • 585-535-7671 • 800-724-0139

CORTLAND, NY 13045

NORWICH, NY 13815

EMPIRE TRACTOR

NORWICH IMPLEMENT, INC.

3665 US Route 11 • 607-753-9656

5621 ST HWY 12 • 607-336-6816 www.norwichimplement.com

FULTONVILLE, NY 12072

RANDALL IMPLEMENTS 2991 ST HWY 5S • 518-853-4500 www.randallimpls.com

SALEM, NY 12865

SALEM FARM SUPPLY 5109 State Rt. 22 • 518-854-7424 or 800-999-3276 www.salemfarmsupply.com

GREENVILLE, NY 12083

GREENVILLE SAW SERVICE, INC.

SHARON SPRINGS, NY 13459

5040 Rt. 81 West • 518-966-4346 www.greenvillesaw.com

SHARON SPRINGS GARAGE FARM & HOME CENTER

EMPIRE TRACTOR

AYER, MA 01432

WILLIAMSBURG, MA 01096

WATERTOWN, NY 13601

29 Goshen Rd. (Rte. 9) • 413-268-3620

22537 Murrock Circle • 315-788-1115

WHITE’S FARM SUPPLY, INC. CANASTOTA, NY • 315-697-2214 WATERVILLE • 315-841-4181 LOWVILLE • 315-376-0300 www.whitesfarmsupply.com

BACON’S EQUIPMENT

ABBOTTSTOWN, PA 17301

7481 Lincoln Hwy. East/Rt. 30 717-367-1319 • 800-222-3373 www.messicks.com

1375 Rte. 20 • 518-284-2346 • 800-887-1872

BLOOMSBURG, PA 17815

SPRINGVILLE, NY 12110

TPC POWER CENTER

745 Harry L Drive • 607-729-6161

LAMB & WEBSTER, INC. Rt. 219 & 39 • 716-592-4923

Rt. 652, 348 Bethel School Rd. • 570-729-7117 www.marshall-machinery.com

ERB & HENRY EQUIP., INC. 22-26 Henry Ave. • 610-367-2169 www.erbhenry.com

PENNSYLVANIA MESSICK’S FARM EQUIPMENT, INC.

GOODRICH IMPLEMENT, INC.

JOHNSON CITY, NY 13790-1093

HONESDALE, PA 18431

MARSHALL MACHINERY INC.

NEW BERLINVILLE, PA 19545

1437 Route 318 • 315-539-7000

WALLDROFF FARM EQUIPMENT, INC.

PENNSYLVANIA (cont)

2605 Columbia Blvd. • 570-784-0250 tpcpowercenter.com

VIRGINIA LEXINGTON, VA 24450

ROCKBRIDGE FARMERS COOPERATIVE 645 Waddell Ave. • 540-463-7381 • 800-868-7336 STUARTS DRAFT, VA 24477

BEVERAGE TRACTOR 2085 Stuarts Draft Highway • 540-337-1090