The Scoop Online - February 2017

5 Ways to Use Emotional Selling

Also Inside

Van Cooley Enters Hall of Fame

Award Winners Better Lawns Advocacy Toolbox

THE TIME IS RIPE FOR LEARNING Winter events to cultivate your skills and improve your business

Vol: 40 No: 2 Feb 2017 T H E O F F I C I A L P U B L I C AT I O N O F T H E M I N N E S O TA N U R S E R Y & L A N D S C A P E A S S O C I AT I O N

ENJOY LIFE

STILLWATER 8400 60th Street North Stillwater, MN 55082 (651) 748-3158

AP

ARS

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1987 - 2017

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PLYMOUTH 1205 Nathan Lane North Plymouth, MN 55441 (763) 545-4400

HARD

Join us January, February, and March for our Second Annual Master Class Series. Classroom training with industry professionals, two days a week and FREE to you, our valued customers. After listening to you, we have replaced Hedberg Education Day with this longer, more in depth training series. Over a dozen classes, covering a wide range of topics, are sure to make your 2017 season a successful one. Register today at www.hedbergsupply.com/mcs.

THE W NG AY DI

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For all of your hardscape needs, come to Hedberg Supply. Here, you will find more than just great products and unmatched inventory. Accurate orders, timely deliveries and proactive service will help keep your jobs running smoothly, and help you be more successful.

Ask your Hedberg Sales Representative about our Landscape Early Buy Program!

0 ES F O R 3

FARMINGTON 4375 170th Street West Farmington, MN 55024 (651) 423-5048

CHANHASSEN 10008 Great Plains Blvd.

Chaska, MN 55318 (952) 444-3531

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Volume 40 No. 2 Feb 2017

CONTENTS 23

56 34

IN THIS ISSUE 8

Events

10 Building Leaders from Within Cassie Larson details the benefits of the Green Industry Leadership Institute.

50

15 What’s the Deal with Japanese Barberry?

Tim Power explains how the regulations on this widely-used plant affect our industry going forward.    

23 Establishing Better Lawns for People and the Environment Jim Calkins reviews two recent studies on the effectiveness of certain seed mixes and adding clover as a nitrogen supplement.    

34 Helping Horticulture Find Its Niche The National Initiative for Consumer Horticulture (NICH) promotes the benefits and value of horticulture. 

41 The Advocacy Toolbox: 5 Tips for Success Alicia Munson offers ways for you to prepare for this year’s Minnesota Legislative Session. 

46 5 Ways to Use Emotional Selling Our industry’s products can become a big part of how our customers see themselves, and how they want to be seen by others. 

50 MNLA Award Winners Landscape Award-winning projects, plus Faith Appelquist and Van Cooley were honored with major MNLA awards.   Landscape & Hardscape Install & Design  Garden Services & Landscape Management  Garden Centers  Growers: Nursery & Greenhouse  Irrigation & Water Management  Arborists & Tree Services  All

12 MDA Update Chemigation Permits 21 Our #1 Member Service Many resources come free with MNLA membership, and The Scoop is right at the top of the list.

30 Great Things Are Happening Paulette Sorenson provides an update on the activities of the MNLA Foundation.

49 Treasure Hunt Winners Congratulations to the 2017 winners!

56 How Does Your Compensation Stack Up? MNLA’s Wage Survey can help you analyze key data to interpret trends in compensation and benefits.

58 MNLA Board of Directors Election Results 62 Our Website’s Top Ten of 2016 These posts were the most-read entries during the last year.

The Scoop, February 2017, Issue 2, is issued monthly, 12 times per year. All original works, articles or formats published in The Scoop are © Minnesota Nursery & Landscape Association, 2017, and may not be used without written permission of MNLA, 1813 Lexington Ave N., Roseville, MN 55113. Subscription price is $99 for one year, which is included with member dues. POSTMASTER: Send address changes to The Scoop, MNLA, 1813 Lexington Ave N., Roseville, MN 55113.

Editorial Contributions. You are invited to share your expertise and perspective. Article ideas and manuscripts should, whenever possible, reflect real and specific experiences. When submitting an article, please contact the publisher at jon@mnla.biz or 651-633-4987.

MNLA reserves the right to edit all Scoop content.

february 17

MNLA .biz

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AD LIST MINNESOTA NURSERY & LANDSCAPE ASSOCIATION Successful Businesses Grow Here!

1813 Lexington Ave. N. Roseville, MN 55113 651-633-4987 • Fax: 651-633-4986 Outside the metro area, toll free: 888-886-MNLA, Fax: 888-266-4986 www.MNLA.biz • www.NorthernGreen.org

MISSION: The mission of the Minnesota Nursery & Landscape Association is to help members grow successful businesses.

BOARD OF DIRECTORS

herman roerick, president

Central Landscape Supply 320-252-1601 • hermanr@centrallandscape.com

scott frampton, vice-president

Landscape Renovations 651-769-0010 • sframpton@landscaperenovations.com

tim malooly, cid, clia, cic, secretary-treasurer Water in Motion 763-559-7771 • timm@watermotion.com

randy berg, mnla-cp

Berg’s Nursery, Landscape/Garden Center 507-433-2823 • randy@bergsnursery.com

matt mallas

Hedberg Supply 763-512-2849 • mmallas@hedbergaggregates.com

mike mcnamara

A Top Notch Equipment ................................................................................... 22 Albert J. Lauer, Inc. ............................................................................................44 Anderson Nurseries, Inc. .................................................................................. 26 Arborjet ............................................................................................................ 53 Aspen Equipment ............................................................................................. 19 Astleford International and Idealease .............................................................. 11 Beberg Landscape Supply ................................................................................ 25 Belgard Hardspaces ......................................................................................... 39 Bridgewater Tree Farms ................................................................................... 29 Carlin Horticultural Supplies/ProGreen Plus ..................................................... 48 Central Landscape Supply ................................................................................ 22 COWSMO, INC. ............................................................................................... 55 Cushman Motor Co. Inc ................................................................................... 13 Edney Distributing Co., Inc. ............................................................................. 29 Evergreen Nursery Co., Inc. ............................................................................. 31 Fahey Sales Agency, Inc. .................................................................................. 48 Fury Motors ...................................................................................................... 60 Gertens Wholesale & Professional Turf Supply .................................................. 2

Hoffman & McNamara Nursery & Landscaping 651-437-9463 • mike.mcnamara@hoffmanandmcnamara.com

Glacial Ridge Growers ...................................................................................... 11

john o'reilly

GM Fleet and Commercial ................................................................................. 3

Otten Bros. Garden Center and Landscaping 952-473-5425 • j.oreilly@ottenbros.com

Hedberg Landscape & Masonry Supplies .......................................................... 4

jeff pilla, mnla-cp

Jeff Belzer Chevrolet .................................................................................. 32–33

Bachman’s, Inc. 612-861-7600 • jpilla@bachmans.com

nick sargent

Sargent’s Landscape Nursery, Inc. 507-289-0022 • njsargent@sargentsgardens.com

cassie larson, cae

MNLA Executive Director 651-633-4987 • cassie@mnla.biz

Kahnke Brothers Tree Farm .............................................................................. 11 Klaus Nurseries ................................................................................................ 19 Maguire Agency ............................................................................................... 11 Midwest Transmission Center / DBA Clutch & U-joint Proven Force ............... 26 Out Back Nursery ............................................................................................. 22 Plaisted Companies ............................................................................................ 7

STAFF DIRECTORY

executive director:

RDO Equipment Co. ........................................................................................ 38

membership director & trade show manager:

Reliable Property Services ................................................................................ 16

Cassie Larson, CAE • cassie@mnla.biz Mary Dunn, CEM • mary@mnla.biz communications dir.: Jon Horsman, CAE • jon@mnla.biz education/cert. manager: Susan Flynn • susan@mnla.biz Government Affairs Dir.: Alicia Munson • alicia@mnla.biz

regulatory affairs manager: Jim Calkins • jim@mnla.biz administrative asst.: Gayle Anderson • gayle@mnla.biz accountant: Kris Peterson • kris@mnla.biz foundation program coordinator:

Resultants for Business, Inc. (RFB) .................................................................... 38 Rock Hard Landscape Supply ........................................................................... 55 The Builders Group .......................................................................................... 26 Tri-State Bobcat, Inc. ............................................................................ 14, 40, 57 Truck Utilities, Inc. ............................................................................................. 53

Paulette Sorenson • paulette@mnla.biz

United Label & Sales ........................................................................................ 19

advertising sales: 952-934-2891 / 763-295-5420

Versa-Lok Midwest ..................................................................................... 17, 45

Faith Jensen, Advertising Rep • faith@pierreproductions.com Betsy Pierre, Advertising Mgr • betsy@pierreproductions.com legislative affairs consultant: Doug Carnival

6

Volume 40 No. 2 Feb 2017

➾ G OS C

MNLA .biz

february 17

Wolf Motors ...................................................................................................... 55 Ziegler CAT ......................................................................................... Back Cover

➾ C ALE N DAR

MNLA Event

MNLA Event

FEB 14–15

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MNLA Classroom Roseville

O PR

CERTIFICATION FRIDAYS IN FEBRUARY & MARCH

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BUILDING PROFITS FOR LIFE WORKSHOP

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FEB3, 10, 17 + MAR3, 10, 17

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MNLA.biz Prove what you know.

Sit for the exam to become a MNLA Certified Professional in 2017.

Landscape Management Network — Ziegler CAT Columbus golmn.com See how simple it is to run a more profitable landscape company.

You’ll work with top 100 landscape contractors to build a plan to ensure your business is positioned to make money and a pricing system that links to your plan.

FEB22 MNDOT CERTIFIED LANDSCAPE SPECIALIST Certification/ Re-Certification Class Arden Hills www.dot.state.mn.us

FEB23 ROCHESTER ARBORIST WORKSHOP (RAW) Rochester Rochesterarboristworkshop.com

Certification and recertification courses for the MnDOT Certified Landscape Specialist.

Learn about the effects of decay and EAB on strength loss of wood, and how arborists can safely work in those compromised trees.

MNLA Event

MAR 22–23

MNLA Event

MAR8 VERSA-LOK MIDWEST: HANDS-ON WALL AND PAVER TRAINING West Saint Paul Armory Versa-lok.com Contractors are invited to learn installation techniques, engineering fundamentals, feature design and tips for accurate estimating from authorized VERSA-LOK technical experts.

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MAR8

PESTICIDE CERTIFICATION WORKSHOP & EXAM

GREEN INDUSTRY DAY ON THE HILL St. Paul MNLA.biz This annual government affairs event is an opportunity to make personal connections with legislators that will provide greater political strength to MNLA as an organization and, thus, ultimately to your business.

➾

Minnesota Department of Agriculture St. Paul, MN MNLA.biz Prepare for the Category A & E Pesticide Applicator Certification Exam by attending this 1½ day training program. Day 2 includes the exam proctored by the MDA.

KEY:

Event Education

2017 MNLA seminars generously supported by:

SALES • SERVICE • RENTALS • PARTS

MNLA Event MNLA Event

FEB23 GARDENING FOR POLLINATORS AND TOUR OF THE BEE & POLLINATOR RESEARCH LAB Cargill Building University of Minnesota St. Paul

FEB24 GERTENS WHOLESALE SPRING EDUCATION DAY

MAR2

FEB27

MNDOT CERTIFIED LANDSCAPE SPECIALIST Certification/ Re-Certification Class

2017 NORTHEAST MN PRUNING WORKSHOP Bagley Nature Center, Duluth

Mystic Lake, Prior Lake

trees.umn.edu

MNLA.biz

Gertens.com

The event will include a presentation by Elaine Evans: Gardening for Pollinators. We will then take a tour of the new Bee Lab on the St. Paul Campus.

Join us for a day filled with education, demos & discounts!

This workshop focuses on developmental pruning techniques and management options of small to large trees.

St. Cloud www.dot.state.mn.us Certification and recertification courses for the MnDOT Certified Landscape Specialist.

BACHMAN’S SPRING OPEN HOUSE

GROW YOUR LANDSCAPE BUSINESS WORKSHOP Jeffrey Scott Dakota Lodge West St. Paul, MN MNLA.biz A one-day high-impact workshop where you’ll learn how to gain maximum traction and grow your landscape business, step by step.

MNLA Event

MNLA Event

MAR29

MAR2

APR5–6

MAR30

PESTICIDE CERTIFICATION WORKSHOP ONLY

HOT LEGAL TOPICS FOR THE GREEN INDUSTRY

➾

MNLA Event

APR7

Roseville Oval Roseville

URBAN TREE WALKING TOUR

Bachman’s Cedar Acres, Farmington

Roseville MNLA.biz

MNLA.biz

Minneapolis

Bachmanswholesale.com

This 3-hour program by Bryan Zlimen, Attorney at Zlimen & McGuiness, PLLC, will highlight the important legal topics that will impact our industry in 2017.

Prepare for the Category A & E Pesticide Applicator Certification Exam by attending this 1½ day training only program. This workshop does not include an exam and is for those applicants who desire training and time to study before taking the exam.

MNLA.biz

Join us for the Bachman’s Wholesale Nursery & Hardscapes Annual Spring Open House at Bachman’s Cedar Acres Garden/ Hardscapes Center in Farmington.

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All information on these and other industry events are online at MNLA.biz.

This guided walking tour will highlight the good and bad of urban tree performance, planting and maintenance.

february 17

MNLA .biz

9

➾ F R OM THE EXECUTIVE DI R EC TO R

Building Leaders from Within At the time I’m writing this article, the MNLA office is a flurry with activity as today marks the final session of the 2016 MNLA Green Industry Leadership Institute.

This will be the third class of future industry leaders to have gone through this year-long cohort program designed specifically for green industry professionals.

Cassie Larson That’s nearly 50 students who have taken the time and MNLA Executive Director opportunity to invest in their personal development.

But, personal development is only the first of the plethora of benefits this program offers. These students go back to their companies with a renewed energy and fresh understanding of how they can contribute to and lead their teams in the most productive way. They also work on an individual project throughout the course that benefits their company directly — improving processes, procedures, or starting a new program — all with an eye toward helping to increase profit!

Secondly, each class becomes a professional networking group of its own. Students are able to call on each other in their professional lives both during the class and long after they’ve graduated from the leadership institute. Many seasoned professionals understand the value of calling on someone who’s been in your shoes.

These students are given a jump start at that relationship building through the Leadership Institute.

Finally, students are exposed to the value of MNLA and all that an industry association can offer in the way of career growth and business development.

While the primary incentive for the creation of the Green Industry Leadership Institute was to help create and cultivate the next generation of leaders within MNLA member companies, a wonderful byproduct has been

the willingness of these future leaders to get involved and contribute within the association. Current graduates of the Green Industry Leadership Institute have: • Joined and are contributing on an MNLA Committee • Worked on a task team to help introduce the first ever MNLA Retail App • Introduced and hosted speakers at Northern Green • Lobbied on behalf of the industry at Day on the Hill • Attended and contributed to networking groups • Worked on a task team to begin to tackle the topic of employee retention and recruitment • Mentored other people in their company who took the Leadership Institute after them • Created elements for our more dynamic trade show at Northern Green And, this is only a small sampling of volunteer opportunities taken on by this fantastic group of future industry leaders.

The Green Industry Leadership Institute is just one way that MNLA is helping members tackle employee development and retention. Please look at all the upcoming educational opportunities available to you and your employees in February and March on the Events page this month (pages 8–9 in every issue of The Scoop).

MNLA looks forward to continuing to partner with members to develop leaders in business and volunteerism in 2017 and beyond. The future looks bright!

CASSIE LARSON can

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MNLA .biz

february 17

be reached at: cassie@mnla.biz.

For more information, visit one of Astleford’s two convenient locations!

Minneapolis Burnsville 3000 Broadway St. 12541 Dupont Avenue S. Minneapolis, MN 55413 Burnsville, MN 55337 Or contact our Sales Department at: (612) 378-1660 www.astleford.com

BRIAN FERGASON, CPCU 651.635.2781 612.247.7346 Cell bfergason@maguireagency.com www.maguireagency.com 1970 Oakcrest Avenue, Suite 300 Roseville, MN 55113

➾ MDA UPDATE

MDA UPDATE CHEMIGATION PERMITS

Jane Boerboom

Unapproved back check valve installed in the water supply line.

MDA Facility Management Unit Supervisor, Minnesota Department of Agriculture (MDA)

Chemigation Permits are required when a fertilizer or pesticide (agricultural chemical) is applied through an irrigation system that is connected to surface water or a private / public well water supply. To obtain a chemigation permit application either contact the MDA at (320) 243-7382 or download an application at http:// www.mda.state.mn.us/chemicals/fertilizers/~/media/Files/ licensing/chemicals/ag01073chem.ashx.

The one-time cost of a chemigation permit is $50 for fertilizer only or $250 for pesticide and fertilizer. When you fill out the chemigation permit application you must also certify that the chemigation system is in compliance with Minnesota Rules Part 1505 and MN Statutes, Chapter 18C, 18B. These requirements include, in part, having the proper anti-pollution devices to prevent back siphoning. Additional information on chemigation permit requirements can be found at the MDA’s Chemigation webpage: www.mda.state.mn.us/chemigation.aspx.

Some of the requirements include: • Backflow Prevention — RPZ’s (reduced pressure zone backflow preventer) must be inspected annually.

RPZ’s not inspected annually do not offer the required backflow prevention under Minnesota law.

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• Chemigation Records — Permittees/operators are reminded that records must be kept for the maintenance and applications of fertilizer or pesticides made through an irrigation system. Forms are available on the MDA’s Chemigation webpage.

• Change of ownership — When ownership changes for a site previously permitted for chemigation, the new owner/operator is required to apply for a NEW chemigation permit. Information is on-line at the MDA web site showing permittees by county. If the proper name of the owner/operator is not listed, submit a NEW chemigation permit application. Applications are available on line at the MDA website.

• Inspect your chemigation system, review pesticide labels for chemigation application requirements and do a compliance check for the Worker Protection Standard prior to each chemigation application.

Inspections may be unannounced.

• Product use — only products which are specifically “labeled” for chemigation can be legally used through an irrigation system. Check labels often to ensure that the product you are using is legal to apply through an irrigation system. The label is the law.

In most cases, require reporting to the MDA. Call the Minnesota Duty Officer at 800-422-0798 outstate or 651-649-5451 metro area to report.

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Schedule a Ventrac DEMO with: • Fertilizer and Pesticide Spills — In most cases, require reporting to the MDA. Call the Minnesota Duty Officer at 800-422-0798 outstate or 651-649-5451 metro area to report.

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• Changes to chemigation systems — Changes to injection systems, backflow prevention devices or adding new areas utilizing chemigation from those that were originally permitted by the MDA requires the submission of a Substantial Alteration chemigation permit application to the MDA detailing the changes that you wish to make. Substantially altered systems may not be used that are not in compliance with the MDA’s chemigation regulations.

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Inspections — Be advised that the MDA conducts routine unannounced inspections of chemigation systems, pesticide use inspections and Federal Worker Protection Standard.

Lead MDA Chemigation Inspectors Jim Freilinger and Jeff Lorentz.

Rebates up to $8,500 on your choice of Dodge, Jeep, and Chrysler vehicles. Available to all MNLA members! See reverse for more details or contact Mary at the MNLA office for more information 651-633-4987 or mary@mnla.biz.

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We also rent all of the machines and attachments that we sell. We rent by the day, week or month and stock a huge inventory.

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WHAT’S THE DEAL WITH

JAPANESE BARBERRY? You may recall that Minnesota’s Noxious Weed Advisory Committee (NWAC) regulated Japanese barberry a couple of years ago. How does that regulation affect our industry going forward?

Tim Power | MNLA Government Affairs Consultant

➾ BA RBE RRY

T

he take-home message for MNLA members is that the Minnesota Department of Agriculture (MDA) has regulated the seediest 25 cultivars of Japanese barberry, implementing a threeyear phase-out that will end in one more year. Those regulated cultivars will become Restricted Noxious Weeds on January 1, 2018, prohibiting their importation, sale, and transportation in the state. This is the same noxious weed category as for buckthorn. Importation, sale, and transportation of the cultivars will become illegal, but there is no legal requirement that existing plantings be eradicated or controlled. This is partly because there are many existing landscape plantings of Japanese barberry in the state and the state has no interest in requiring their removal.

It is important to note that Japanese

barberry cultivars not on MDA’s list below will continue to be legal to sell after 2017.

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The Minnesota Nursery & Landscape Association and GM Fleet and Commercial are proud to offer a money-saving partnership which will save MNLA members thousands of dollars! You will receive a credit on your purchase of up to $6,800 on select 2017 GM models. For more information, contact Mary Dunn at mary@mnla.biz.

However, the idea behind the Japanese barberry regulation is to stop planting the seediest varieties, so it is worthwhile to review your sales lists from that perspective: If the non-regulated cultivars you are selling are very seedy, you may be adding to the invasiveness problem down the road. While seedless Japanese barberry cultivars are under development, this is a long and painstaking process. Meanwhile, the University of Connecticut study that quantified the seediness of existing Japanese barberry cultivars has been discontinued, and I am not aware of any current efforts to assess newer cultivars.

From a strictly legal perspective, nurseries have one more year to comply with this regulation of the seediest cultivars of Japanese barberry. However, Japanese barberry is now recognized by the state of Minnesota as invasive, so nurseries may wish to stop the sale of the regulated varieties this year.

Here is the MDA’s description of what is happening when, and with which cultivars: • Japanese Barberry, Berberis thunbergii DC. Phase-out of seediest varieties listed below: • ‘Anderson’ (Lustre Green™) • ‘Angel Wings’; ‘Antares’ • ‘Bailgreen’ (Jade Carousel®)

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• ‘Bailone’ (Ruby Carousel®) • ‘Bailsel’ (Golden Carousel® — B. koreana × B. thunbergii hybrid) • ‘Bailtwo’ (Burgundy Carousel®) • B. thunbergii var. atropurpurea • ‘Crimson Velvet’ • ‘Erecta’ • ‘Gold Ring’ • ‘Inermis’ • ‘JN Redleaf ’ (Ruby Jewel™) • ‘JN Variegated’ (Stardust™) • ‘Kelleris’ • ‘Kobold’ • ‘Marshall Upright’ • ‘Monomb’ (Cherry Bomb™) • ‘Painter’s Palette’ • ‘Pow Wow’ • ‘Red Rocket’ • ‘Rose Glow’ • ‘Silver Mile’ • ‘Sparkle’ • ‘Tara’ (Emerald Carousel® — B. koreana × B. thunbergii hybrid) • Wild Type (parent species — green barberry) These cultivars average greater than 600 seeds per plant and began a three-year phase-out period in Minnesota on January 1, 2015. At the end of the phase-out period (December 31, 2017), these species will become Restricted Noxious Weeds in Minnesota and will be illegal to sell and propagate.

The link to Minnesota Department of Agriculture’s full article is here: http://www.mda.state.mn.us/plants/pestmanagement/weedcontrol/noxiouslist/japanesebarberry.aspx. The article contains much more information and links to other resources that are valuable to understanding what is happening and why.

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University of Minnesota (U of M) Extension has published an article that addresses the issue, excerpted below: http://www. extension.umn.edu/garden/yard-garden/trees-shrubs/japanese-andkorean-barberries/index.html Although they provide beauty to gardens and landscapes, barberries have become highly invasive in parts of the U.S. including Minnesota. The fruit are attractive to birds and as they eat the fruit, seeds are dispersed into native areas.

Barberries have become established in the undergrowth of forested areas where they outcompete and displace native plants. To control invasiveness, a three year phase-out of the 25 seediest cultivars was implemented in Minnesota in 2015 by the Minnesota Department of Agriculture. In 2018, it will be illegal to sell, propagate, or transport those 25 cultivars.

More information can be found at http://www.mda.state. mn.us/plants/pestmanagement/weedcontrol/noxiouslist/ japanesebarberry.aspx and http://www.dnr.state.mn.us/ invasives/terrestrialplants/woody/japanesebarberry.html.

If you are interested in reading further, here are some more links.

• The risk assessment that NWAC conducted between 2011 and 2014, that resulted in MDA Commissioner Frederickson signing the regulation order: http://www.mda. state.mn.us/plants/pestmanagement/weedcontrol/mnnwac/ ra/2013/00028jabar.aspx • The Minnesota DNR has addressed the invasiveness of Japanese barberry at their website: http://www.dnr.state.mn.us/ invasives/terrestrialplants/woody/japanesebarberry.html.

• The Midwest Invasive Plant Network (MIPN) has provided information about how to control this plant and many others in their MIPN Control Database (http://mipncontroldatabase. wisc.edu/).

THERE IS MUCH MORE to the Japanese barberry story in Minnesota, and questions about this plant and/or its regulation can be directed to Alicia Munson at alicia@mnla.biz, Tim Power at tim@mnla.biz, or to Dr. Jim Calkins at jim@mnla.biz, who currently represent MNLA and the green industry, or contact MDA’s lead nursery inspector directly at steven.shimek@state.mn.us.

EXCLUSIVE MEMBER CONTENT Do you know about the many resources available to you FREE with membership? You can access all this great material anytime by logging in to www.MNLA.biz. Browse the MEMBERS ONLY dropdown on the far right of the menu bar. y linator-Friendl Creating a Pol in Minnesota Environment

plants in lawns • Control nuisance plants are once other flowering garden. blooming in your schedules to • Adjust mowing or evening when early morning not actively foraging. pollinators are within gardens.

• Hand pull weeds in the early • Apply herbicides not pollinators are site conditions morning when 1. Determine your space, and light actively foraging. (soil type, garden applying when plants exposure).

• Spot-treat versus of plants that will herbicides or pesticides 2. Select a menu species broadcast treatments. seed production. provide three flowering period to ensure Pest Management in each bloom • Adopt Integrated food source IPM uses there is a continuous (IPM) in your garden. to manage season. pests throughout the information about least possible the of plants with pest damage with 3. Select a variety property, and the and shapes. hazard to people, different colors ng plants environment. and 4. Selecting single-floweri understand pests source of pollen • Identify and provides a greater ring beneficial insects. and nectar. Double-flowe petals on with extra insect damage plants (flowers • Accept some large flower that that produce a plants. frequently lack plants resembles a rose) endly landscape of pesticides on • Avoid the use An ideal pollinator-fri and diverse pollen and nectar. a healthy that are flowering. should support grass species to by providing in the early 5. Select three different overwintering population of pollinators and • Apply pesticides sources and nesting when provide nesting evening or abundant food clusters. in morning them keeping the aesthetic sites, and plant not actively foraging. habitats, while pollinators are In addition to in clumps of one appeal of the yard.

6. Flowers clustered more pollinators benefits of will attract helping pollinators, species include improved plants scattered diverse habitats than individual decreased soil erosion, garden. soil human health, throughout the quality, and better improved water Management Practicesplants – health. to ractive comparable needs • Leave pollinator-attand clover – in Pollinators have Food water, and shelter. such as dandelions blooms full of humans: food, season pollen, overripe lawns for early sources are nectar, leaves. Water is pollen and nectar. n.us fruit, sap, and plant ponds and www.mda.state.m n.us, www.xerces.org, supplied from shallow

 Customer Resource Sheets

endly is Creating a pollinator-fri bees and butterflies environment for for the production critically important States. It is United of crops in the 30% of food crops reported that over Flowering depend on pollinators. on pollinators for plants also rely Providing a diverse seed production. endly plants landscape of pollinator-fri action each of is the most significant strong crop and us can take to sustain

Are you using fact sheets as a handout for your customers? We’ve noticed these flyers on many garden center walls, so we’ve made them into an even better resource. High resolution PDFs with bigger, clearer titles are now available for download. The collection includes 20 different sheets including the newest sheet on pollinator-friendly plants! So, stop copying and start printing in high resolution today.

of within 200 feet birdbaths located area. Yards that a pollinator's nesting with trees, have a diverse landscape windbreaks, grasses, clumps of native nesting structures and manmade provide shelter.

NEWEST SHEET! PollinatorFriendly Plants

Getting Started

mn.edu, www.beelab.umn gov, www.extension.u Sources: www.aphis.usda.

Published by the

.edu, www.bwsr.state.m

Minnesota Nursery

n & Landscape Associatio

 The Value of Landscape Design Flyer You know sophisticated landscape design adds true value to a home, but do your potential clients know the numbers?

Featuring university-documented research, this flyer demonstrates how sophisticated landscape design, trees, and other landscaping features increase the value of homes and quality of life. Bring these colorful flyers to your next client meeting.

in Morris, Minnesot

Member Profile Landscape Awards Networking News

lture Careers in HorticuLawn Care Successful Organic

ING

TOP PERFORM NUALS AN Tested and proven

uses LED Lighting for Greenho r Satisfaction Measuring Custome

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GREAT VICE SER It’s about giving

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customers the…

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Vol: 38 No: 10 Oct 2015 THE

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SO E MINNE N OF TH

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 Impervious Cover Requirements for MCWD Cities

CA & LANDS

CIA PE ASSO

Looking for professionally created advertising materials? MNLA members are able to use the trademarked green stake and accompanying message and materials for use in your own promotions. These print marketing pieces all provide space for MNLA members to add custom branding.

y on display

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Vol: 38 No: 9 Sept 2015 ICIAL THE OFF

This resource from the Minnehaha Creek Watershed District (MCWD) lists all the cities in the region and their requirements for impervious cover on shoreland, in usage for single family homes outside the shoreland zone, the number of variances the city has approved, and other notes on various topics like BMPs, rate of stormwater runoff, Low Impact Design (LID), innovative stormwater management techniques, pervious and non-pervious pavers, drainage, rain barrels, and hardcover credits.

 “Plant Something” Marketing Assets

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In fact, if you missed any issue during the last six years, you’ll find links to it from these pages.

All issues since 2010 are available in our online magazine format!

Media

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 MISSED LAST MONTH’S SCOOP? READ IT IN The Scoop Archive

Crevice Gardens Learning to Lead Summer Tours

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How to Sell with Social hip

PUBLICA

NESO THE MIN TION OF

ERY TA N U R S

CA & LANDS

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Vol: 38 No: 6 June 2015 ICIAL THE OFF

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 Permeable Paver Systems Brochure Permeable Paver Systems (PPS) are water quality systems collecting runoff, filtering out pollutants, and helping protect our lakes and streams. This brochure and related inserts were created to provide good information to municipalities, government officials and homeowners; and to promote PPS as a best management practice for stormwater management. Available as a download or in print from the MNLA office.

 Media Toolkit This toolkit is filled with tips, tricks, and resources all geared toward helping you gain media attention.

You’ll find lists of contacts for TV, radio, newspapers, sample press releases and media advisories, case studies, game plans, and articles for those who like to dig a little deeper into strategy.

want to improve your quality of life? how’s a plant or tree possibly going to make my life better, you ask? By lowering your heart rate, providing beauty and shade, improving your property value, lowering your energy costs, cleaning the air and water, and creating a more inviting yard and community.

CIA PE ASSO

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OUR #1 MEMBER SERVICE Also Inside

Member Profile Landscape Awards Networking News

ure Careers in Horticult ic Lawn Care Successful Organ

12 times per year MNLA members receive The SCOOP, the official publication of the Minnesota Nursery & Landscape Association. We’re proud of the beautiful and valuable magazine The SCOOP has become. At MNLA, we like to say that “successful businesses grow here,” and one reason is because of the quality of the green industryspecific and business management information our members receive each and every month in The SCOOP.

GREAT RVICE SE It’s about giving customers the…

Vol: 38 No: 9 Sept 2015 PUBLICA

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LED Lighting for Greenhouses

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Measuring Customer Satisfaction

Not only is The SCOOP mailed to each member company monthly, but we also put the magazine online and email a link to every person in your company (if we have your email address). Would you like additional magazines mailed to your company? A subscription is priced at just $99 per year.

Networking News Lyme Disease Stourhead

EUROPEAN TION INSPIRA on display Thoughtful creativity

 MISSED LAST MONTH’S SCOOP? READ IT IN The Scoop Archive Vol: 38 No: 6 June 2015

Collecting Unemployment

The Fluctuating Workweek

Hot Times for Birches

Member Profile Planned Giving Board Profiles

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Troubleshooting Irrigation Circuits

Out & About Super Tuesday Noxious Weeds

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TOP PERFORMIN G ANNUALS

Making a Heaven of Hellstrips

Out & About Member Profile Regional Trials

Learning to Delegate

MEMBER AP PRECIATION MONTH Thanks for a great 90 years!

Influencing Prevailing Wage How Root Grafts Work

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THE OFFIC IAL PUBLIC AT I O

The Living Landscape

Crevice Gardens Learning to Lead Summer Tours

Tested and proven in Morris, Minnesota

Vol: 38 No: 10 Oct 2015

TRENDS IN PRODUCTION ND & DEMAdata

ON E S O TA N U R S E R Y & L A N D S C A P E A S S O C I AT I T H E O F F I C I A L P U B L I C AT I O N O F T H E M I N N

N OF THE M I N N E S O TA

Member Profile Out & About Ask the Expert

NURSERY & LANDSCAP

E ASSOCIA TI

Also Inside

ts

How to Sell with Socia

A Worthwhile Partnership l Media

Also Inside

Highligh 2016 Northern Green Expo Benefits

Also Inside

Browse to www.MNLA.biz and you’ll find SCOOP ARCHIVE under MEMBERS ONLY (you have to be logged in to see it, though!). In fact, all issues since 2010 are available in our online magazine format.

Member Profile Out & About Member Socials

ON

PLANTING FOR POLLINATORS Creating the garden of tomorrow

Strategically analyzing the

MA XIMIZE RETURN Line YOUR Employees Contribute to the Bottom

MNLA FOUNDATION FOR YOU ATfundsWORK for scholarships

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Raising and research, and promoting green industry careers

Vol: 38 No: 8 Aug 2015 THE OFFICIAL P U B L I C AT I O N

Vol: 38 No: 12 Dec 2015 P U B L I C AT I O N THE OFFICIAL

A S S O C I AT I O N & LANDSCAPE S O TA N U R S E R Y OF THE MINNE

Vol: 38 No: 5 May 2015

OF THE MINNE S O TA N U R S E R Y & LANDSCAPE A S S O C I AT I O N

ON E S O TA N U R S E R Y & L A N D S C A P E A S S O C I AT I T H E O F F I C I A L P U B L I C AT I O N O F T H E M I N N

Vol: 38 No: 4 Apr 2015

Vol: 38 No: 11 Nov 2015 ON E S O TA N U R S E R Y & L A N D S C A P E A S S O C I AT I T H E O F F I C I A L P U B L I C AT I O N O F T H E M I N N

P U B L I C AT I O N THE OFFICIAL

A S S O C I AT I O N & LANDSCAPE S O TA N U R S E R Y OF THE MINNE

A Deeper Shade of Green Local Genetic Origins

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ESTABLISHING BETTER LAWNS FOR PEOPLE AND THE ENVIRONMENT Dr. James Calkins | Research Information Director, MNLA Foundation

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➾ LAWN S

I

t has been estimated that there are nearly 42 million acres of lawn in the United States which accounts for 1.9% of the land area in the country. In Minnesota, the proportion of land dedicated to turfgrass is similar to that for the country as a whole — about 785,000 acres or just over 1.5% of the land area. Interestingly, in Minnesota, and all but nine states (Arkansas, Colorado, Idaho, Kansas, Montana, Nebraska, Nevada, Utah, and Wyoming), it is estimated that turfgrass is the leader as an irrigated crop based on acreage; more than the top irrigated crops combined including corn, forage crops, soybeans, orchard and vineyard crops, cotton, pastureland, and wheat. Needless to say, managed turfgrass is an important commodity from a horticultural perspective and a significant component of managed landscapes where turf serves a variety of important functions including aesthetics, erosion control, and carbon sequestration just to name a few. At the same time, maintaining a healthy lawn requires significant and increasingly expensive inputs including water, fertilizer, energy, and labor and these requirements and their impacts on budgets and potential impacts on the environment have caused some to question the value of lawns in designed landscapes. In recent years, there has also been increased interest in low maintenance turf and lawns that include flowering species (including species like dandelions that might be considered weeds) that provide food for bees. Without a doubt, these are important issues to the nursery and landscape industry and where green industry professionals, supported by innovative and targeted turf research, can play a leadership role in ensuring the sustainability of turf from a production, landscape design/use, and landscape stewardship perspective. Given its prominence in public, residential, and commercial landscapes, its presence as the largest footprint in most American landscapes, and the need to ensure turf areas are established and maintained in a sustainable manner, research focused on selecting the best grasses for managed turf, developing the best methods for establishing and 24

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managing turf, maximizing the socioeconomic and environmental benefits of turf while minimizing the inputs and environmental impacts associated with the maintenance of landscape turf, and promoting alternatives to turf in areas where turfgrass doesn’t perform well and isn’t the best choice is very important to the future of landscape turf and the green industry.

Two recent studies published in the journal HortScience highlight the value of turfgrass research to the nursery and landscape industry: one focused on the establishment and species composition over a three-year period of Midwestern lawns seeded with Kentucky bluegrass and perennial ryegrass in different proportions and another designed to examine the effects of preplant cultivation techniques and planting date on the establishment of white clover (a nitrogen-fixing legume) as a companion species in two types of existing, cool-season turf — Kentucky bluegrass and tall fescue.

Establishing a good-looking, healthy lawn as a component of a broader landscape quickly and efficiently is a common goal for landscape contractors and their customers as well as do-it-yourself property owners. Such lawns may be successfully established using sod or seed with seed typically being the cheaper and potentially the most adaptable alternative under less than ideal conditions as seed mixes can be formulated to better match the conditions of the site (light, fertility, moisture, etc.) and the needs of individual property owners (appearance, traffic tolerance, maintenance requirements, etc.). To this end, and although other species may also be used, seed mixtures primarily composed of a blend of Kentucky bluegrass (Poa pratensis; a species that spreads by rhizomes) and perennial ryegrass (Lolium perenne; a non-spreading, bunch-type grass that is common in seed mixes and rarely planted alone) are commonly used in cool-season turfgrass regions based on the advantages these species provide in combination relative to establishment and long-term performance with proper management in the upper Midwest. With

the right light, moisture, and fertility conditions, Kentucky bluegrass can result in an attractive, durable lawn owing to its desirable aesthetic characteristics, rhizomatous growth habit, relative drought tolerance, adaptability to various types of management, and persistence. Unfortunately, Kentucky bluegrass tends to germinate slowly which slows establishment and allows the invasion of weeds during the establishment period.

Perennial ryegrass, on the other hand, germinates quickly, stabilizing the soil, crowding out weeds, and making customers happy, but tends to be less resistant to disease and does not tolerate the heat and humidly commonly experienced during Midwestern summers and the dry cold conditions experience during Midwestern winters. As a result, persistence can be a problem. In mixes, perennial ryegrass also competes with the Kentucky bluegrass and may reduce Kentucky bluegrass survival through allelopathic effects. Quick germination and the resulting ability to crowd out weeds are the primary benefits of perennial ryegrass in Kentucky bluegrass/ perennial ryegrass seed mixes. According to the authors of the first study — Kentucky Bluegrass and Perennial Ryegrass Mixtures for Establishing Midwest Lawns — managing these desired outcomes and challenges raises questions about the ideal ratio of Kentucky february 17

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➾ LAWNS

While the 100% perennial ryegrass treatment typically, and not surprisingly, resulted in the best turfgrass cover in the short term, there were ultimately no statistically significant treatment differences in cover six weeks after seeding for any of the seed mix treatments.

bluegrass to perennial ryegrass in seed mixes and their research sought an answer to this question for Midwestern landscapes.

The study compared six seed mix ratios of Kentucky bluegrass (KBG) and perennial ryegrass (PRG) including 100:0, 90:10, 80:20, 70:30, 50:50, and 0:100 (KBG:PRG; percent by weight) using a target seeding rate of 1.9 pure live seeds/square centimeter (12.2 pure live seeds/square inch; percent pure live seed = percent purity × percent germination which is then used to determine how much seed is needed to provide the desired amount of pure live seed). The plots were covered with a germination blanket and were irrigated as needed to promote germination and to prevent drought stress during the establishment year and subsequent years. The plots were also fertilized annually and mowed two times each week at a height of 6.4 cm (2.5 inches) with the clippings returned. Crabgrass and broadleaf weeds were controlled with herbicides and white grubs with preventive insecticide applications. The experiment was repeated twice in succeeding years, percent turfgrass cover was initially followed for six weeks after seeding, and percent Kentucky bluegrass cover was followed for up to four years.

While the 100% perennial ryegrass treatment typically, and not surprisingly, resulted in the best turfgrass cover in the short term, there were ultimately no statistically significant treatment differences in cover six weeks after seeding for any of the seed mix treatments.

And while the 100% KBG and 90:10 KBG:PRG blend resulted in the highest KBG cover after one year, all of the treatments containing KBG ultimately resulted in KBG cover in excess of 95% after three years. The authors note that the environmental and turf management factors that can affect the establishment and longer-term performance of turfgrass plantings are complex and are likely to vary from location to location and year to year. In short the study supports increasing the perennial ryegrass percentage in KBG/PRG seed

mixes to 50% (and sometimes even higher percentages) by weight to maximize turfgrass cover (initially), increase customer satisfaction, prevent erosion, and reduce weed pressure during the establishment year and still result in a greater than 95% stand of Kentucky bluegrass within three years.

The second study — Preplant Cultivation Techniques and Planting Date Effects on White Clover Establishment into an Existing Coolseason Turfgrass Sward – focused on the addition of nitrogen-fixing legumes, specifically two varieties of white clover (Trifolium repens; Dutch white clover and microclover), to lawns (an old practice that appears to be getting renewed interest) as a potential alternative to nitrogen fertilizers in response to growing concerns about lawns as a nonpoint source of nitrogen pollution of groundwater and surface water resources while maintaining adequate growth and performance. The research investigated the incorporation of these two legumes into existing stands of two cool-season grasses — Kentucky bluegrass (Poa pratensis) and tall fescue (Festuca arundinacea).

Four treatments — three preplant establishment techniques (core aeration, scalping, and vertical mowing) and a control (no preplant treatment) and three planting times (spring/April, summer/July, and fall/October) were compared for the two clover varieties. The treatments were selected such that they could be implemented by most homeowners using common equipment.

Core aeration involved two perpendicular passes with a core aerator (1.25 cm/0.5 inch hollow tines at a depth of 5 cm/2 inches), scalping was accomplished by one pass of a rotary mower to reduce the height of the turf from 7.6 cm (3 inches) to 2.5 cm (1 inch), and vertical mowing was achieved with two perpendicular passes of a vertical mower set to a depth of 7.5 mm (0.3 inches). In all three cases, the clippings and debris were removed and the clovers were hand seeded using 24.4 kg pure live seed/hectare (21.5 pounds of february 17

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âžž LAWN S

Planting date had no effect on turf quality for both Kentucky bluegrass and perennial ryegrass during the first four weeks after planting, but the quality of the turf was reduced for both species after four weeks for the fall (October) planting dates. This decrease in quality was attributed to lower temperatures that had fallen below the optimum range for the growth of coolseason grasses. pure live seed/acre; percent pure live seed = percent purity × percent germination which is then used to determine how much seed is needed to provide the desired amount of pure live seed). The plots were then raked to increase seed-soil contact and irrigated as needed to promote germination and establishment. No fertilizer was applied since clovers perform best on low-fertility soils and are inhibited when nitrogen levels are too high. The plots were rated for visual quality (essentially a measure of recovery following the preplant treatments) each week for six weeks using a 1–9 scale (1=bare soil; 9=equivalent to the no preplant treatment), the number of clover plants/square meter was determined six weeks after planting, and the entire study was repeated twice in succeeding years.

Planting date had no effect on turf quality for both Kentucky bluegrass and perennial ryegrass during the first four weeks after planting, but the quality of the turf was reduced for both species after four weeks for the fall (October) planting dates. This decrease in quality was attributed to lower temperatures that had fallen below the optimum range for the growth of cool-season grasses. Conversely, the quality of the plots planted in the spring (April) and summer (July) recovered better, had the highest quality ratings and were similar in quality. Based on comparisons of turfgrass quality in response to the preplant treatments, the core aerated plots recovered more quickly than the scalped and vertical mowing treatments which did not recover fully until the spring following planting. Scalping caused the most visible damage (followed by vertical mowing and core aeration) and resulted in the slowest recovery of the turf, but the quality of the turf for both turfgrass species reached acceptable levels by four weeks after planting as was maintained thereafter. There was no difference in the performance of the two clover varieties studied and planting in the spring and summer resulted in the highest populations of clover plants regardless of the turf species the clover was seeded into (Kentucky bluegrass or perennial ryegrass).

The most significant treatment effects resulted from the preplant treatment effects on the clover populations within the turfgrass swards. The scalping preplant treatment provided the most favorable environment for clover establishment and resulted in the highest clover populations followed by the vertical mowing, core aeration, and control treatments, respectively. Based on these results, the authors estimated that the scalping treatment was the only treatment 28

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that would result in a population of clover plants that would be sufficient to fix and ultimately supply sufficient nitrogen to meet the needs of the Kentucky bluegrass and perennial ryegrass plants.

Consequently, the scalping preplant treatment was also considered the only treatment tested that could result in a clover population that would have the potential to reduce the need for nitrogen inputs to maintain the quality of landscape turf with the ultimate goal of reducing maintenance costs and reducing the potential impacts of turf as a nonpoint source contributor of nitrogen to groundwater and surface waters. In summary, although turf growth and recovery the establishment of clover plants may vary depending on geographic location and annual and seasonal temperature variations, recovery of the turf following the preplant treatments was quickest following planting in the spring and summer and the highest populations of clover plants occurred in response to the scalping preplant treatment prior to planting in the summer and fall. Of course, in addition to seeding white clover into existing turf, clover seed can also be included in turf seed mixes and be established along with the turf when establishing turf in new areas. Research focused on the development of clovers having a finer texture and shorter stature (sometimes referred to as micro- and mini-clovers) that blend better with turfgrass species and tolerate mowing better than the older selections most of us are familiar with. Dutch white clover seeds are widely available commercially while micro-clover seeds may be a little more difficult to obtain. In all cases, it is also important to remember that the presence of clover in turfgrass swards has the potential to impact other management practices like weed control and these effects should be considered when evaluating clover as a component in residential and commercial lawns.

It should also be noted that, in addition to reducing the need for supplemental nitrogen in the form of fertilizer inputs and the potential for nonpoint source contributions to groundwater and surfaces waters, white clover is attractive to bees and can be an important source of nectar and pollen. In response to recent concerns about the health of honey bee and native bee populations, this may be viewed as a significant benefit and another reason for adding clover to landscape turf. Alternatively, the attractiveness of clover to bees may also be a mixed blessing as a fear of bees, and especially the concerns of the small segment of the population that is severely allergic to bee stings, may discourage the use of clover as a companion species in lawns.

Once again, these studies are examples of the importance of turf research to the nursery and landscape industry. Additional detail can be found by reading the individual studies.

Citations: Proctor, C.A., D.V. Weisenberger, and Z.J. Reicher. 2015. Kentucky Bluegrass and Perennial Ryegrass Mixtures for Establishing Midwest Lawns. HortScience 50(1):137-140. http://hortsci.ashspublications.org/ content/50/1/137.abstract (abstract only) Sparks, B., G. Munshaw, D. Williams, M. Barrett, J. Beasley, and P. Woosley. 2015. Preplant Cultivation Techniques and Planting Date Effects on White Clover Establishment into an Existing Cool-season Turfgrass Sward. HortScience 50(4):615-620. http://hortsci.ashspublications.org/ content/50/4/615.short (abstract only)

It should also be noted that, in addition to reducing the need for supplemental nitrogen in the form of fertilizer inputs and the potential for nonpoint source contributions to groundwater and surfaces waters, white clover is attractive to bees and can be an important source of nectar and pollen.

Additional information related to these topics can be found in these selected references: McCurdy, J.D., J.S. McElroy, M.L. Flessner, J.A. Hoyle, and E.T. Parker. 2016. Tolerance of Three Clovers (Trifolium spp.) to Common Herbicides. Weed Technology 30(2):478-485. http://www.bioone.org/doi/abs/10.1614/ WT-D-15-00062.1?prevSearch= (abstract & literature cited) Hancock D. and D. Harmon. 2016 (revised).

White Clover Establishment and Management Guide. University of Georgia Cooperative Extension. http://extension.uga.edu/publications/detail.cfm?number=B1251 Larson, J.L., A.J. Kesheimer, and D.A. Potter.

2014. Pollinator Assemblages on Dandelions and White Clover in Urban and Suburban Lawns. Journal of Insect Conservation 18(5) 863-873. http://link.springer.com/article /10.1007/s10841-014-9694-9 (abstract only) Milesi, C., S.W. Running, C.D. Elvidge, J.B. Dietz, B.T. Tuttle, and R.R. Nemani. 2005.

Mapping and Modeling the Biogeochemical Cycling of Turf Grasses in the United States.

Environmental Management 36(3):426-438. http://link.springer.com/article/10.1007/ s00267-004-0316-2 (abstract only)

C O M M E R C I A L - G R A D E AT TA C H M E N T S Little Bully

WeatherBeater Winter Enclosure

V-plow

CleanSweep Rotary Broom

Law, N., L. Band, and M. Grove. 2004.

Nitrogen Input from Residential Lawn Care Practices in Suburban Watersheds in Baltimore County, MD. Journal of Environmental Planning and Management 47(5):737-755. https://www.nrs.fs.fed.us/pubs/49149

TO COMMENT ON THIS RESEARCH UPDATE, suggest research topics of interest, or pass along a piece of researchbased information that might be of interest to your industry colleagues, please email us at Research@MNLA.biz.

WWW.EDNEYCO.COM 888.443.3639

february 17

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➾ F OU NDATION CORN ER

Great Things Are Happening The mission of the MNLA Foundation is crystal clear, and it is focused on advancing our community through research, scholarships, and career development. Through the Foundation you can give back to the industry that has given you so much.

The MNLA Foundation has had a great year,

including the distribution of 23 scholarships for Paulette Sorenson

Foundation Coordinator

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promising students who have chosen the green industry as their profession, creating resources for students and teachers, and attending student career fairs. For those who did not attend Northern Green, the scholarship recipients were recognized at the Green Industry Awards Celebration. Invited were the sponsors, teachers, and the student’s families. It was extremely rewarding to inspire these students to pursue green industry careers.

Fundraising efforts were especially impressive.

Members contributed through the annual Silent Auction, Garden Party, Golf Tournament, and Shootout events. All of these events were great successes. Save the date for our fundraising events in 2017. The Garden Party is slated for July 18, the Golf Tournament is scheduled for July 25 at Phalen Golf Course, and the annual Shootout is scheduled for September 20 at the Horse & Hunt Club.

Last year also brought the completion of the MNLA High School Curriculum. We introduced the curriculum at the Minnesota Agriculture Teachers Convention and hosted a hands-on landscape installation workshop. The MNLA Curriculum is an invaluable tool, especially for teachers who may not have had training in horticulture.

We created traction with the curriculum through the Minnesota Department of Agriculture and Minnesota Future Farmers Association (FFA) introducing the resource to a larger audience. The Green Industry Careers team is currently working on additional hands-on activities for the curriculum, and is working with high schools to connect them with college programs.

Members volunteered to represent the industry through LandLovers, at many career fairs throughout

february 17

Minnesota. It was a great way to expose students to the industry and share their professions first hand. 2017 plans include outreach activities at grade schools, high schools, career counselors, and college horticulture programs. We have many upcoming career and mentor programs available to members, contact Paulette Sorenson, the MNLA Foundation Coordinator and sign up to participate. These activities are important to change the current perception and success of the industry.

The Foundation Board also spent time ensuring that the organizational structure allows us to set the course for securing a strong future with fresh ideas from new incoming leadership in our Foundation Board of Trustees and teams.

It will be hard to beat 2016, but we’ve set our sights high for 2017. The Foundation is working hard to ensure that every dollar raised through events and contributions is distributed back to the community.

In order to do this, continued growth is needed to build the MNLA Foundation so that we can fund our operations for the future. We will continue to look for creative ways to reach more members and partners and build awareness.

It is our community that makes us great, and we invite you to help in 2017!

PAULETTE SORENSON can

be reached at: paulette@mnla.biz.

ENCI_Scoop_FastTrackAD_2017.qxp_AD 12/20/16 11:09 AM Page 1

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âž¾ NICH E

HELPING HORTICULTURE

FIND ITS NICHE

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Gail Langellotto, D. Casey Sclar, Ellen Bauske, Tom Underwood, Susan Mccoy & Tom Bewick | Horticultural Research Institute

The National Initiative for Consumer Horticulture (NICH; pronounced “nitch�) is a movement whose intention is to provide a unified voice to promote the benefits and value of horticulture to policy makers, decision makers, and the general public. NICH brings together academic sectors, government, private industry, and nonprofits with an interest in consumer horticulture.

NICH leaders and advisors met at the Denver Botanic Gardens in June 2016 for the 2nd NICH strategic planning retreat. From left to right, back row: Cyndi Haynes (Iowa State University), Shannon Spurlock (Denver Urban Gardens), Lucy Bradley (NC State University), Susan Mahr (University of Wisconsin), Tom Underwood (American Horticultural Society), Casey Sclar (American Public Gardens Association). Front row: Rusty Collins (Colorado State University), Ellen Bauske (University of Georgia), Jessica Romer (Denver Urban Gardens), Dave Close (Virginia Tech), Tom Bewick (USDA-NIFA), Gail Langellotto (Oregon State University) and Suzi McCoy (Garden Media Group).

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➾ NICH E

Table 1. NICH goals and initial associated objectives. Note that these goals are all rooted in sustainability traits for easy linkage to other existing guidelines.

NICH GOALS Community Goal

Cultivate healthy, connected, and engaged communities

Economic Goal

Recognize consumer horticulture as a driver of the agricultural economy

Environmental Goal

Consumer horticulture restores, protects and conserves natural resources through research and education NICH OBJECTIVES

• Educate the public on nutritional, physical, psychological, and social benefits associated with consumer horticulture.

• Provide policy makers with current scientific information that supports the social, health, economic, and ecological impacts of consumer horticulture.

• Strengthen the adoption of consumer horticulture as an effective tool for improving human health and well-being.

• Motivate a diverse U.S. population to adopt consumer horticulture as a means to address culturally relevant needs and increase community participation.

• Document, comprehensively measure, and disseminate the economic impact and benefits of consumer horticulture.

• Create a united and recognized voice by building partnerships among all sectors that contribute to consumer horticulture.

• Train our existing and future workforce to be more professional, knowledgeable, skilled, and safe.

• Help retail operations and consumer service providers succeed, and increase their profitability through the development of better economic management tools and technologies.

• Stimulate entrepreneurial opportunities in consumer horticulture.

• Communicate the environmental benefits of consumer horticulture.

• Develop and promote sustainable practices specific to consumer horticulture.

• Educate practitioners on appropriate use of production and management inputs.

• Identify and implement the positive environmental impacts of consumer horticulture on water quantity and quality resources.

• Identify and develop plants, products, and technology appropriate to the diversity of landscape and gardening practices to enhance ecosystem services.

• Forge a collective strategy with sectors of consumer horticulture to proactively address important issues such as the importation, introduction, and spread of invasive species.

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N

ICH’s mission is to “grow a healthy world through plants, gardens, and landscapes.” In short, NICH seeks to cultivate a passion and appreciation for plants, while increasing a universal demand for gardening. NICH aims to echo and capitalize on the success of the Specialty Crop Farm Bill Alliance. This alliance — a national coalition of more than 120 organizations representing growers of fresh fruits and vegetables, dried fruit, tree nuts, nursery plants and other products — was organized in advance of the 2007 Farm Bill to ensure that Congress heard the message, loud and clear, that specialty crops were important and that federal funds were needed for research and extension in specialty crops. Representation came from across the specialty crop sector and included United Fresh Produce Association, AmericanHort, U.S. Apple Association and many others. As a result of the alliance’s efforts, the 2007 Farm Bill allotted $230 million (later raised to $320 million) for specialty crops. The alliance continues to have a huge impact on the production of commodities such as fruits, vegetables, tree nuts, nursery crops, and floriculture. While the alliance benefits horticulture production, NICH represents the end-use side of horticulture, ultimately serving the general public (consumers). Since its inception, NICH has aligned dozens of organizations, crafted a mission and vision statement, and developed a working set of core values, goals, and associated objectives. NICH’s vision is to “use stakeholder partnerships to increase the percentage of U.S. households participating in consumer horticulture to 90 percent by 2025.” Three goals were crafted to address the potential benefits consumer horticulture will have on community, economic and environmental systems. Specific objectives were also developed to guide work on each goal (Table 1).

Our organizational structure (Table 2) allows us to recruit nationally known leaders including researchers, extension agents, master gardeners, nonprofit directors, growers, retailers and industry providers.

Three goal committees (Community, Economic and Environmental) interact with three advisory councils representing different consumer horticulture sectors. The goal

committees prioritize and plan work to fulfill the initiative’s mission. The councils (Land Grant, Commercial and Non-Profit) each provide industry- and sector-specific input and guidance. The Executive Committee manages the general business of the organization and ensures equality and open communication to all stakeholders, supported by marketing expertise. Tom Bewick from the USDA’s National Institute of Food and Agriculture serves as an external advisor.

How will NICH benefit the retail garden and nursery industry? NICH aims to grow a culture where plants are considered a necessity rather than a luxury. Envision a society where people of all ages garden or engage with plants for their well-being every day of the year. More gardeners and consumers of garden-related goods and services will mean an increased demand and sales for plants and related products. By developing a cohesive voice, NICH will position consumer horticulture to be more successful in leveraging public funding from USDA’s Specialty Crop Research Initiative and other sources, thereby growing the entire industry. NICH will conduct and implement prioritized research objectives; document economic impacts; and articulate the social and environmental benefits of consumer horticulture. NICH seeks to build a strong case for continued support that will benefit university research and extension personnel, as well as school gardens and community green spaces.

Ultimately, NICH aims to raise the profile of consumer horticulture and esteem for those who work in the trade including landscapers, growers, and suppliers to the industry.

Table 2. NICH organizational structure.

EXECUTIVE COMMITTEE Chair:

Casey Sclar, Executive Director, American Public Gardens Association

Co-Chairs:

Ellen Bauske, University of Georgia Center for Urban Agriculture; Tom Underwood, Executive Director, American Horticultural Society

Secretary/ Treasurer:

Gail Langellotto, Associate Professor, Oregon State University

Marketing:

Suzi McCoy, president, Garden Media Group NICH COMMITTEE CHAIRS

Community Goal Committee:

Pam Bennett, Chair of the Extension Master Gardener National Committee

Economic Goal Committee:

Debbie Hamrick, Director of Specialty Crops, North Carolina Farm Bureau Federation

Environmental Goal Committee:

Julie Weisenhorn, Associate Extension Professor, Department of Horticulture, University of Minnesota NICH COUNCIL CHAIRS AND CO-CHAIRS

Land Grant Council:

Rick Durham, Extension Professor, University of Kentucky; Margaret Pooler, Research Geneticist, US National Arboretum

Non-Profits Council:

Shannon Spurlock, Director of Public Affairs and Policy, Denver Urban Gardens; Tom Underwood, Executive Director, American Horticultural Society

Commercial Council:

Clint Albin, President, Clint Albin Consulting

INDEPENDENT ADVISOR USDA Liaison:

Tom Bewick, National Program Leader, USDA-NIFA

Involvement

There are many ways, big and small, that members of the green industry can become involved with NICH. First and foremost is to join the organization. If you are unable to commit to more active efforts, you could be involved by monitoring future growth and successes via the listerv (sign up at goo.gl/2MH2tY), or you could recommend someone who should be involved in an industry grant review panel.

Other opportunities include helping spread the word about NICH, offering your expert february 17

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âžž NICH E

There are many ways, big and small, that members of the green industry can become involved with NICH. advice, or getting involved with a group of like-minded passionate leaders with a committee or council that suits your time and talent. All have major impacts on the effort.

To join NICH or learn more about the initiative, visit www.ConsumerHort.org for more information.

FOR MORE INFORMATION, contact Julie Weisenhorn, Extension educator, University of Minnesota, weise019@umn.edu.

is an associate professor and Extension specialist in the Department of Horticulture at Oregon State University. Contact her at gail.langellotto@oregonstate.edu.

GAIL LANGELLOTTO

D. CASEY SCLAR is executive director of the American Public Gardens Association. Contact him at csclar@publicgardens.org.

is a public service senior at the Center for Urban Agriculture, University of Georgia. Contact her at ebauske@uga.edu.

ELLEN BAUSKE

TOM UNDERWOOD is executive director of the American Horticultural Society. Contact him at tunderwood@ahs.org.

SUSAN MCCOY is the owner of Garden Media Group. Contact her at susan@gardenmedia group.com.

TOM BEWICK is national program leader in the Division of Plant Systems-Production at the United States Department of Agriculture’s National Institute of Food and Agriculture.

Contact him at tbewick@nifa.usda.gov.

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➾ G OV E RN MEN T AFFAI R S

The Advocacy Toolbox: Five Tips for Achieving Legislative Success Green industry professionals know that one of the most important things you can have when heading into a new project is a well-stocked toolbox.

Alicia Munson

MNLA Government Affairs Director

Without the proper tools, you’re in for a mess — unexpected and unnecessary hurdles, decreased productivity, diminished quality, and (in the worst-case scenario) a tarnished reputation from the perspective of your client.

The very same can be said for engaging in advocacy efforts during the legislative session which began this year on January 3rd; one must understand and be prepared with the proper “tools” to achieve success! Here are my top five tips as we continue moving forward with advancing the green industry’s priorities this year: 1. Know who represents YOU

With some significant changes in the makeup of the legislature following last November’s elections, it’s important to find out who represents the district where you live AND where you work. Fortunately, with Minnesota’s web-based district finder, this is one of the quickest and easiest things we can do to prepare for success!

Simply enter the phrase “Who Represents Me MN” in your search engine and click on the top link, which will then redirect you to the Minnesota State Legislature’s page. Click on the blue hyperlink for “district finder,” and you’re there!

Enter your full home and/or business address, and five elected officials will show up on the lefthand column of the page. The first person is your member of Minnesota State House of Representatives and district (a number followed by a letter; i.e. 63B). The second is your Minnesota State Senator and district, which will correlate with the district number of your House member (i.e. 63).

Your member of the U.S. House of Representatives and two U.S. Senators will

also be listed, but state legislators are the ones you want to pay closest attention to during Minnesota’s legislative session.

After finding out who your members are, you’ll also want to learn more information about them — their email address and phone number, office location, and position in various Committees.

Visit www.mnleg.state.mn.us and look for the House and Senate sections on the lefthand side.

You can type your House and Senate member’s names OR your district into the search boxes and click on the link that will take you to their personal page. There you’ll find all the information you need to get started.

2. Know who works for THEM

One of the most important pieces of information on a legislator’s page is the contact information for their Legislative Assistant (LA). LAs tend to be an overlooked group at the Capitol by people who are new to advocacy but they play a hugely influential role, acting as important prospective allies in our efforts. february 17

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2017 GREEN INDUSTRY DAY ON THE HILL Wednesday, March 8th

Join green industry professionals from around the state for a day of information-sharing and advocacy!

Our Day on the Hill is a critical opportunity for YOU to build relationships with elected officials and raise awareness about issues impacting your business, workforce, and the industry as a whole.

Members of MNLA’s Government Affairs Team and Day on the Hill “pros” will guide you through the day’s events, helping foster connections between attendees and ensuring you’re prepared for successful legislative meetings.

Event Schedule:

Best Western Capitol Ridge, Capitol Hall • 8:00-8:30 – Check-in & Complimentary Continental Breakfast • 8:30-9:20 – Issue & Advocacy Orientation • 9:20-9:45 – Small Group “Sessions” Capitol Complex, Senate & State Office Buildings • 9:45-4:00 – Meetings with your elected officials

Be sure to register by this year’s deadline – Wednesday, February 15th!

Registrations can be submitted electronically by visiting the MNLA.biz event calendar and downloading the form on our Day on the Hill event page.

We look forward to advocating alongside you to grow results in government affairs!

➾ G OV E RN MEN T AFFAI R S

These staffers support members of the public as they connect with members of the legislature, field phone calls, respond to emails and letters, schedule meetings, monitor and research policy issues, and meet with constituents; some even have political ambitions themselves! Developing meaningful, first-name-basis relationships with LAs, and showing your appreciation for their hard work, is critical in gaining access to, and advancing your relationships with, elected officials and ensuring that your issues are prioritized now and in the future.

3. Understand key issues

While there are countless issues facing Minnesota’s green industry which are important in their own right and worthy of discussing with your legislators and their aides, it’s important to hone-in on several key policy priorities each session. With the daunting volume of information and requests presented to elected officials every day, we have a much greater chance at success if we advocate for no more than three to five issues at a time. This allows us to be more strategic and focused as well!

This year — given your responses to the 2017 policy survey in November — MNLA’s Government Affairs Team selected four top policy priorities: Emerald Ash Borer (EAB) mitigation, pollinator habitat development, reduced liability for anti-slip/anti-ice applicators, and Uniform State Labor Standards.

Emerald Ash Borer

As you know, Emerald Ash Borer is an invasive insect currently decimating Minnesota’s large population of ash trees across the state. These trees — ideal for their relatively rapid rate of maturity and broad canopy — simultaneously provide immense health and ecological benefits and add real value to public and private property. However, treatment and/or removal of infected trees — as well as replanting new ones — comes at a huge cost to municipalities and property owners alike, and liability is a serious risk as damage and personal injury are incurred when dead and infested trees break down. We believe the legislature can play an important role in offsetting this crisis.

Pollinator Habitat

For several years, we’ve seen the significant reduction in many species of pollinators across the U.S., which has grave implications for nursery growers, landscape professionals, and our industry broadly. MNLA views habitat development as a crucial part of the solution, and is working to highlight habitat development as an area where green industry professionals specialize. We believe that in partnership with public officials, state agencies, members of the legislature and other private industries, we can take an innovative leadership role in increasing pollinator habitat.

Liability protection for anti-slip/de-icing applicators

Many MNLA members shift gears in the colder months to snow and ice removal, and utilize anti-slip/de-icing products

to protect the public from injury. However, applicators are also highly aware of the repercussions of over-applying chloride-based products, which is detrimental to our waterways. That’s why we support the Minnesota Pollution Control Agency’s voluntary applicator certification program, which aims to reduce the amount of chloride in our water and ensure that green industry pros routinely follow best management practices. We’re working on legislation that connects the voluntary certification program to reduced liability for applicators, which would protect small businesses from uncontrollable circumstances and unexpected costs.

Uniform State Labor Standards

As in 2016, MNLA continues to support Uniform State Labor Standards which would eliminate complex, conflicting, and confusing municipal labor regulations while maintaining the clear, straightforward structure of current statewide business regulation and reduce competitive disadvantages in Minnesota’s marketplace.

We’ll continue providing information about these key priorities in Legislative Action Center blog posts at mnla. biz, through Constant Contact communications, and social media outlets in preparation for MNLA’s annual Day on the Hill next month — Wednesday, March 8th!

Work in coalition

Working in coalition — alongside other green industry professionals and issue area experts — is essential in achieving advocacy successes, and participating in MNLA’s annual Day on the Hill is one of the most effective ways to do so. When we’re unified in coalition — spreading a core message and working to advance shared policy goals — our individual voices become amplified, resounding more broadly within the legislature and elevating the political prioritization of issues like those mentioned above.

One example of our work in coalition is MNLA’s ongoing partnership with the Minnesota Shade Tree Advisory Committee, or MNSTAC. For over forty years, “MNSTAC has been advising Minnesota’s Governor, Legislature, other legislative and administrative branches of the state, the University of Minnesota, and the counties, communities, and people of the state of Minnesota on the best ways to preserve, protect, expand and improve Minnesota’s urban and community forests¹.” This experienced and passionate group of community leaders has been fighting the spread of EAB across the state, and we’re excited to work alongside them again this year — with EAB being one of the top issues discussed by our coalition of green industry advocates during this year’s Day on the Hill.

A one-page insert featuring information about this year’s Day on the Hill, as well as a registration form, was included in January’s edition of The Scoop, and can also be found in the events section at mnla.biz. Don’t forget — this year’s registration deadline is Wednesday, February 15th! february 17

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➾ G O V E RN M E N T A F FA I RS

4. Prepare your story

One of the best things you can do to plan and prepare for working in coalition during our Day on the Hill is develop a personal story about your experience in the green industry.

Personal stories have four key elements: an introduction, an issue, an “ask”, and an expression of gratitude.

When writing your story, think about what you’d say to someone if meeting them for the first time, or reintroducing yourself. You’d tell them your name, mention where you live, and talk about what you do for a living… that’s exactly what should be included in your “intro”! Legislators will also want to know if you’re a constituent, so be sure to provide your district information as well.

Also in your story, focus on ONE issue at a very high level — even better if you choose one of the four MNLA is working to advocate for this session! No matter what issue you choose to discuss in your story, be sure to provide some detail but keep the length to 3–4 paragraphs (about sixty seconds if read aloud); any longer or more in-depth, and you’ll lose your legislators’ attention.

And after explaining your issue (or “problem”), ALWAYS be sure to include an “ask” — a specific “solution.” Whether it’s requesting their support for a specific bill or participating in a site visit at your business, an “ask” should give your legislator an actionable item on which they can make demonstrable progress. If a solution is achieved, legislators can use this to show the good work they’re doing on behalf of constituents; if not, you’re provided with a platform to hold them accountable.

Finally, don’t forget to include an expression of gratitude. The job of a legislator is extremely daunting, demanding, and draining. Finishing your story with a quick “thank you” will demonstrate your appreciation for their hard work and commitment, and do wonders in deepening your mutual relationship.

Ultimately, sharing your story with elected officials will be integral in the green industry’s success in government affairs. That’s why we’ve developed an electronic story-telling template which you can personalize and send to legislators via email if you’re unable to participate in this year’s Day on the Hill. Keep an eye out for that resource, which will be distributed in the weeks to come!

I hope you view these tips as beneficial additions to your “Advocacy Toolbox.” I look forward hearing your stories and working alongside you to achieve success this legislative session!

1. http://www.mnstac.org/about-us.html

ALICIA MUNSON can

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be reached at alicia@mnla.biz.

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5 WAYS TO SELL CUSTOMERS A NEW IDENTITY

USING EMOTIONAL SELLING Bob Phibbs | The Retail Doctor

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Y

ou know where so many retail salespeople go wrong? They try to sell based on the features they think are important. The trouble with that is shoppers are unique; they have their own reasons why they buy things. They want to buy using their own morals, values, and feelings.

Legendary speaker Tony Robbins tells a story about a time a woman in the audience said she bought a $2,000 Louis Vuitton purse.

When he asked why she bought it, she replied, “Because it said something about me.” That luxury purse made her feel successful, instead of practical and frugal. As Robbins noted to the audience, she wasn’t buying a purse; she was buying an identity.

Another woman in the audience volunteered that she had purchased her purse for just $30 and she was “damn proud of that fact because she wanted to be seen as pragmatic, and that’s what that purse did for her.” The point is that one person’s reasons to buy a purse or any object isn’t better or worse than another’s; it is how these customers want to see themselves and how they want to be seen by others.

You’ve heard me say it plenty of times...people buy feelings, not things. The old saw you sell the sizzle, not the steak is a form of that too. Martin Lindstrom, in his new book Small Data: The Tiny Clues That Uncover Huge Trends notes, “We desire whatever it is — the place, the person, the thing, the period in our lives — we’re convinced we’re lacking.”

Here’s the thing: If your product or service helps a dad be a hero when he fixes the dishwasher drain, or helps a mom feel like a million dollars in a new outfit for the company party, or helps a customer see themselves in a new light as stronger, more fun-loving, or more studious—- then you’ve helped them bolster their identity.

That’s an emotional sale.

And when you work the fitting room and show that perfect dress… When you build rapport for the guy to get the perfect engagement ring… When you connect their heart to their purchase,

they will love it forever. Sorry Omni channel retailers — I doubt many love their online purchases as much as a brick-and-mortar shopper does.

Maybe that’s why returns are so important to online shoppers.

A ComScore study found that 60% of customers read a company’s return policy, and 80% are influenced to buy or not based on what they find. There’s no commitment. No winning over. No challenge to get better than you searched for. Maybe that’s why apparel returns, in particular, run between 25 and 50%. Maybe that’s why the buy-online-pickup-in-store (BOPIS) is yielding 30–40% of nonpickups. There’s no commitment.

With 71% of buyers shopping online because they want to get a better deal. They only bought it for price... and I think a lot of customers settle for price. That’s not to say some consumers don’t love a lot of the stuff they buy online, but that’s because they’re in a willing-to-settle-for-it kind of mood. They got the coupon. They downloaded the discount. They feel smart.

Digital experiences are more diverting than truly rewarding. Why do you think flash sales are so effective? The customer had no knowledge of whether it was a good deal or not or even if it would be something they really would love. They got a low price and ordered without thinking.

However, the real point of this article is to help you help customers assume either a higher level of satisfaction with their own lives or assume a new identity.

Carl Richards wrote about his aha moment when he realized he’d been buying cheap too often when it came to bikes. “We all know what happens with the cheaper bike. It breaks! It wears out, you replace it. And not only does good gear last, but when you buy cheap stuff, you get bored with it. I do not get bored with this bike, and that is why it is saving me money.”

Carl wasn’t being frugal; he found a bike he could love with no reservations. He got tired of settling. He concluded his article with february 17

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SPECIAL THANKS TO OUR GENEROUS SUPPORTERS: Jan Scoop Sponsor Thank You.indd 1

12/15/2016 2:00:34 PM

➾ E MOT ION AL SELLIN G

this…”Don’t just buy nice, buy what you love. If you don’t, you’ll end up hating, and replacing, until you do.” That could be many of your shoppers too.

TREASURE HUNT 2017

But do your employees know how to help a customer flirt with a product and take it home? To love, honor, and cherish each other?

I doubt it because retailers have gotten into the settling business. It’s logical, it’s practical, and can produce reams of features. But as Tom Hopkins, one of my earliest sales mentors says, “Logic in sales is a gun without a trigger. You can twirl it all you care to, but you can’t fire it. Emotion has a trigger.”

5 Ways Here are five ways to make that emotional sale and get your customer to spend more and be happier.

First, ask yourself, “What emotion will this product give this

customer?” This is to remind you, it’s not about you.

Second, based on your initial conversation and rapport-building, go deeper than what are they looking to buy and ask yourself, “Which of these five emotions is the shopper looking to receive from this purchase?”

Will it confirm or give them status?

Will it confirm or give them intelligence?

Will it confirm or give them pleasure?

Will it confirm or give them power?

Will it confirm or give them individuality?

Third, use that supercharged emotion you’ve identified they are looking for in your storytelling about the product, and paint a picture of how they’ll feel when they take it home.

Fourth, share at least one story of a past customer’s experience that gained confidence from taking home an Armani jacket and showing up at the boardroom the next day, displayed their individuality at Christmas dinner with local artist place settings, or was able to create a memory book on their computer with your product.

Finally, reinforce those emotions by mentioning them in your close. And it is important to tie those emotions into your follow-up personalized emails after they purchase it to help seed future sales.

In Sum When you discover the emotional state they are trying to achieve, selling the solution becomes easier. After a punishing election cycle, most people doubt their beliefs and believe their doubts. When they show up in your store they are hopeful to attain at least one of these five emotional states — if not more.

Be different than the merchant trying to get shoppers to settle based on price. Any purchase can give someone some satisfaction.

But does satisfied earn raving fans? No. When you develop your retail sales training to include empathic skills so your employee can feel like the shopper and figure out what emotion they are trying to acquire, then not only have you made the sale, but your customer loves their purchase. They don’t question it when they get home. They just love it. And no one questions why they bought it either. In fact, they wonder where they got it.

CONGRATULATIONS TO THE 2017 TREASURE HUNT WINNERS! Dave VanValkonborg $100 Home Depot Gift Card from Bailey Nurseries, Inc. Laura Bell $100 Lowe’s Gift Card from Central Landscape Supply Katie Davis $100 Best Buy Gift Card from Gertens Wholesale & Professional Turf Supply David Reif $100 Sears Gift Card from Glamos Wire Products Chris Lambert $100 Home Depot Gift Card from Healthy Ponds by Bioverse, Inc. Leah Frye $100 Lowe’s Gift Card from S&S Tree and Horticultural Specialists Richard Ohm $100 Best Buy Gift Card from Techo-Bloc Midwest Corp Steve Roscoe $100 Sears Gift Card from The Builders Group Brendan Osborne $100 Home Depot Gift Card from Twisted Elements, Inc. Donna Atallian $100 Lowe’s Gift Card from Ziegler Cat

BOB PHIBBS, The Retail Doctor, is a nationally-recognized business strategist, customer service expert, sales coach, marketing mentor, and retail author. Contact Bob at www.retaildoc.com.

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âžž LANDSCAPE AWARD S

2017 MNLA LANDSCAPE AWARD WINNERS PART I Look for more winning projects in upcoming issues!

Firm: biota Landscapes Project: Study: Minnehaha Entry Entrant: The biota team 50

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Several members of the Minnesota Nursery and Landscape Association (MNLA) were recently honored with the 2017 MNLA Award for Excellence in Landscape. Twelve projects received awards, and you can view all submitted photos and read the project descriptions by visiting the project gallery at tinyurl.com/ LandscapeAwards2017. Congratulations to the companies and personnel behind these projects!

All winning projects were displayed in the Innovation & Inspiration Theater during Northern Green 2017, recognized at the Green Industry Awards Celebration, and were presented in special sessions on our giant screen in the trade show floor. All winners receive the posters shown at Northern Green and many other marketing assets as well. MNLA creates a video and a plaque for each award given, plus delivers a linkable project page in our gallery, a sample press release, a winner’s crest, guidelines for pitching projects to local home magazines, and tips for marketing to other media.

DID YOU KNOW? Entries are NOT judged against each other. In any given year, ALL entries could win awards, or NO entries could win an award. Each entry is judged against the standards of excellence. Judges must decide whether an entry, in their opinion, meets or even exceeds those standards.

2017 JUDGES’ CHOICE WINNER

Firm: Stonepocket Project: Copper and Stone Entrant: Tim Heelan

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➾ LANDSCAPE AWARD S

Firm: biota Landscapes Project: Diamond Lake Residence Entrant: The biota team

Firm: Ground One Enterprises Project: Briggs Residence Entrant: Nathan Anderson Team members: Nathan Anderson — landscape architect; Patrick Weiss — project manager; Kelly Lindell — foreman

THANK YOU TO OUR 2017 AWARDS SPONSORS:

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➾ MNLA N EWS

MNLA

CONGRATULATIONS! Congratulations to the following individuals who were honored with MNLA Awards at the 2017 Green Industry Awards Celebration on January 11th at the Minneapolis Convention Center.

APPELQUIST NAMED MNLA VOLUNTEER OF THE YEAR Faith Appelquist was named Volunteer of the Year during the Green Industry Awards Celebration held Jan. 11. She is the owner of Tree Quality in St Paul, Minn. which specializes in tree evaluation and management, problem diagnosis, risk assessment and landscape design.

The MNLA Volunteer of the Year Award honors an individual who has, within the previous 18 months, risen up to make special achievements happen for the association. Working within the MNLA, this individual’s leadership and commitment will have helped significantly improve the activities, stature, or services of the association.

Appelquist was honored this year because of her wide variety of participation in association activities. Her involvement included both consistently providing high-quality content for the MNLA magazine, The Scoop, and being on the team that helped coordinate the last two membership-wide surveys which have provided valuable feedback to the MNLA Board of Directors and all Committees as they decide on the future offerings of the association.

According to MNLA President Herman Roerick, “Faith Appelquist is an outgoing, willing, and dedicated servant leader. We’re pleased to recognize her for her hard work, dedication, leadership and passion on behalf of MNLA.” Appelquist is currently a founding and active member of the Communications and Technology Committee. She has been serving as an MNLA volunteer for over 5 years in a variety of roles and exemplifies the professionalism, work ethic, and dedication of the excellent volunteers that fuel MNLA’s programs and services.

In addition to her volunteerism with MNLA, she has also been an active volunteer in the Master Gardener program in Minnesota.

Appelquist earned a B.S. degree from the University of WisconsinMadison and a Landscape Design degree from Dakota County Technical College. She is an International Society of Arboriculture Board Certified (ISA) Master Arborist, American Society of Consulting Arborists (ASCA) Registered Consulting Arborist, ISA Municipal Specialist and a Qualified Tree Risk Assessor. In addition, she is MN DNR licensed tree inspector.

COOLEY INDUCTED TO MNLA HALL OF FAME Van Cooley of Malmborg’s, was inducted into the Minnesota Nursery & Landscape Association Hall of Fame during the Green Industry Awards Celebration held on Jan. 11 at the Minneapolis Convention Center.

The MNLA Hall of Fame honors leaders who have given long-time service to the association and the industry. The commitment and sacrifice made by these leaders will have dramatically improved the activities, stature or services of the association.

“Cooley is a passionate and dedicated professional whose volunteerism with the MNLA stretches back over 20 years. Cooley has been a dedicated association volunteer throughout his career,” said MNLA President Herman Roerick of Central Landscape Supply.

After graduating from North Hennepin Community College with a business degree in 1978, Cooley went on to attend North Hennepin Vocational Technical College in the landscape program from 1978 to 1980. From there, Cooley began his career in the green industry in the mid-1980’s at Malmborg’s with a brief period in 1993 as a sales representative for Foster’s Garden Supplies. Cooley then returned to Malmborg’s and currently serves as Garden Center manager of both Malmborg’s locations in Rogers and Blaine.

Cooley was first elected to the Minnesota Nursery & Landscape Association Board of Directors in 1997, and he served as President from 2011–2012. In addition to his time on the Board, Cooley has also been a Trustee and Chairman of the MNLA Foundation, a member of the MNLA Garden Center Committee, Member Services Committee, and Membership Committee. He has also served on several Task Teams for the association including two office renovation task teams — both interior and exterior, a team that revised the association governance model, as well as the last Executive Director Search Team, which he considers his biggest contribution to the association throughout his years of volunteerism.

In addition to his volunteer service with the MNLA, Cooley has also served on the Horticulture Youth Apprenticeship Advisory Committee at Hennepin Technical College. And, he spends countless hours each year giving tours, presenting to area grade schoolers and igniting them with a passion for careers in the green industry as well as its products and services.

When asked about the award, Cooley said, “Who would have thought that a trouble-making punk from North Minneapolis could become the (continued on page 56)

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CAREER CENTER:

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➾ WA G E SURVEY

HOW DOES YOUR COMPENSATION STACK UP?

It’s been a long-time challenge for nursery and landscape businesses to find the best ways to fairly compensate employees while still attracting and retaining the most desirable candidates. Underpay, and employees will eventually look for a better offer. Overpay, and your budgets and profitability will suffer. That’s why the Minnesota Nursery & Landscape Association partnered with Readex Research to complete a 2015 Wage Survey.

A total of 863 members were surveyed and 126 members took part — a 15% response rate. The following are a listing of positions that garnered enough respondents to provide average wage data in the report.

Retail Nursery/Garden Center — average wages reported for manager, asst. manager, sales personnel, general labor, and cashiers.

Wholesale Nursery (Woody Plants) — average wages reported for general labor, pesticide applicators, and inside sales.

Wholesale Greenhouse (Annuals, Perennials) — average wages not reported for any positions as there were not a critical mass of respondents.

Landscape Contracting — average wages reported for division manager, field supervisor, foreman, assistant foreman, designers, general labor and shipping/receiving.

Hardscape Contracting — average wages reported for foreman, designers, and general labor.

Irrigation — average wages reported for division manager, residential foreman, commercial foreman, service technician, and general labor.

Landscape Management (Turf Care, Fertilization, Snow Plowing) — average wages reported for division manager, foreman, pesticide applicators, general labor, skid steer operators, truck operators, and sidewalk operators.

Landscape Design (For Independent Design Firms Only) — average wages not

reported for any positions as there were not a critical mass of respondents.

Professional Gardening Services — average wages reported for foreman and general labor.

Tree Care/Arboriculture — average wages reported for arborist, technician / pesticide applicator, and general labor.

In addition to compensation, the report also includes job descriptions for each position as well as the percentage of companies offering a variety of benefits to seasonal vs. part-time vs. full-time employees.

The executive summary offers an in-depth analysis of key data to help you to accurately interpret trends in compensation and benefits.

MNLA members may purchase an electronic copy of the report for $99 and non-members may purchase an electronic copy of the report for $149.

ORDER ONLINE AT WWW.MNLA.BIZ TODAY!

DOWNLOAD SALES TAX SHEETS ➾ MNLA N EWS

(continued from page 54) president of one of the greatest green industry associations in the country? I’m proud to have been part of the MNLA legacy where there’s an opportunity for people with a wide variety of skills and backgrounds to become successful. The green industry in Minnesota shares with one another and tries to improve everyone’s lot in life…we’ve got friendly competition instead of cut-throat competition. I have gained more than I’ve given through volunteering with MNLA, and I’m honored to receive this prestigious award.”

Cooley has donated countless hours to ensuring that the future of the green industry in Minnesota remains strong into the future.

His service has set a high bar and serves an example for a future generation of volunteers.

Cooley currently resides in Brooklyn Park, Minn. with his wife Kerri Cooley.

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MINNESOTA REVENUE PUBLISHED UPDATES TO TWO KEY SALES TAX FACT SHEETS IN 2012.

Nursery and Greenhouse Production: Sales Tax Fact Sheet 174 Nursery and greenhouse production farms that grow trees, shrubs, perennials, annuals, potted plants and other plants for sale ultimately at retail qualify for the agricultural production and farm machinery exemptions. (The definitions of farm machinery and agricultural production are located on page two.) Nursery and greenhouse operations that store plant stock waiting to be sold at retail or house inventory for landscapers do not qualify for the agricultural production and farm machinery exemptions. Please download the latest version of Sales Tax Fact Sheet 174 (last updated in May 2012) from http://www.revenue.state.mn.us/businesses/ sut/factsheets/FS174.pdf.

Farm Machinery: Sales Tax Fact Sheet 106 New and used farm machinery is exempt from sales tax. To qualify for the exemption, the machinery must meet the definition of “farm machinery” and must be used directly and principally in “agricultural production.” The definitions of farm machinery and agricultural production are in the fact sheet. Please download the latest version of Sales Tax Fact Sheet 106 (last updated in December 2012) from http://www.revenue.state.mn.us/businesses/sut/factsheets/FS106.pdf.

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➾ MNLA BOARD OF DIREC TO R S

MNLA BOARD OF DIRECTORS EL EC TI O N R E S U LT S

Tim Malooly, owner of Irrigation by Design and Water in Motion, was re-elected to the MNLA Board of Directors. In 2008, Malooly was named the EPA Water Sense program Irrigation Partner of the Year and in 2003 he was awarded the MNLA Committee Member of the Year. He is currently the chair of the MNLA Government Affairs Committee and is a past chair of the MNLA Irrigation Industry Committee.

Randy Berg owner of Berg’s Nursery, Landscapers/Garden Center, was re-elected to the MNLA Board of Directors. Berg graduated from Duluth Area Technical College with a degree in horticulture and landscape design and received his MNLA certification in 1981 and became an APLD Certified Landscape Designer in 1997. He is chair of the MNLA Communications & Technology Committee and is a past chair of the Garden Center Committee.

Matt Mallas, Manager of Purchasing & Logistics for Hedberg Supply, was re-elected to the MNLA Board of Directors. Mallas has an associate’s degree in Architectural Drafting & Estimating.

After participating in and contributing to MNLA events and initiatives for 18 years, Matt was chosen as 2015 Volunteer of the Year for his work with the MNLA Green Industry Leadership Institute. He has served on both the Hardscape Committee and Networking Committee. Matt currently serves as the chair of the Networking Committee.

Also continuing to serve on the MNLA Board of Directors are: • President

Herman Roerick, Central Landscape Supply President Scott Frampton, Landscape Renovations • Mike McNamara, Hoffman and McNamara Nursery & Landscape • Jeff Pilla, Bachman’s, Inc. • Nick Sargent, Sargent’s Landscape Nursery • John O’Reilly, Otten Bros. Garden Center and Landscaping • Vice

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➾ ME MBER N EWS

COMMITTEE OPENINGS The MNLA Board of Directors forms committees to carry out the strategic direction of the organization. Below is a summary of the committees with current openings, and a summary of their mission. Are you interested in learning more about the committee’s task or time commitment involved? For more information, contact a board member, a committee chair, an MNLA staff member, or to submit a volunteer application online, visit www.MNLA.biz.

Communication & Technology Committee … 4 Openings Staff Liaison: Jon Horsman Chair: Randy Berg

Membership Committee … 9 Openings Staff Liaison: Mary Dunn Chair: Rob Friend

Faith Appelquist, Tree Quality LLC Bob Balgie, Barrett Lawn Care, Inc. Randy Berg, Berg’s Nursery & Landscape LLC Diana Grundeen, Trio Landscaping Justin Mangold, Mangold Horticulture Jessica Miles, Minnesota Department of Agriculture — MN Grown John O’Reilly, Otten Bros. Garden Center & Landscaping Betsy Pierre, Pierre Productions Rick Triviski, Windsor Companies / LAC Enterprises Andy Wilson, Wilson’s Nursery, Inc.

Van Cooley, Malmborg’s, Inc. — Rogers Katie Feckers, Nelson Nursery, Inc. Rob Friend, The Mulch Store Herman Roerick, Central Landscape Supply Kelsey Sparks, Green Barn Garden Center, Inc. Bert Swanson, Swanson’s Nursery Consulting, Inc.

Education & Certification Committee … 3 Openings Staff Liaisons: Sue Flynn, Cassie Larson Chair: Debbie Lonnee Neil Anderson, University of Minnesota Susan Bachman-West, Bachman’s, Inc. — Minneapolis Sam Bauer, University of Minnesota Extension Anoka County James Calkins, Sustainable Horticultural Solutions Jim Hagstrom, FASLA, Savanna Designs, Inc. Chris Haugen, Rainbow Treecare Scientific Advancements Mike Heger, Ambergate Horticultural Consulting Manuel Jordan, Heritage Shade Tree Consultants, Inc. Dave Klein, Amcon Concrete Products, LLC Alyson Landmark, Southview Design Debbie Lonnee, Bailey Nurseries, Inc. Jeff Pilla, Bachman’s, Inc. — Minneapolis Julie Weisenhorn, University of Minnesota, Dept. of Horticulture Government Affairs Committee … 5 Openings Staff Liaisons: Alicia Munson, Cassie Larson Chair: Tim Malooly Douglas Carnival, McGrann, Shea, Carnival, Straughn & Lamb Scott Frampton, Landscape Renovations, Inc. Russ Jundt, Conserva Irrigation Timothy Malooly, Water in Motion, Inc. Ryan McEnaney, Bailey Nurseries, Inc. Mick McGuire, McGuire Landscaping Gail Nozal, S & S Tree & Horticultural Specialists Jeff Pilla, Bachman’s, Inc. — Minneapolis Jason Rathe, Field Outdoor Spaces Derek Tweten, Barrett Lawn Care, Inc. Cory Whitmer, The Mustard Seed Landscaping and Garden Center

Networking Committee … 7 Openings Staff Liaison: Sue Flynn Chair: Matt Mallas Duggan Kelly, Kelly Green Irrigation, Inc. Julie King, Sage Landscape Design, Inc. Matt Mallas, Hedberg Supply — Plymouth Patrick McGuiness, Zlimen & McGuiness PLLC Jeff Pilla, Bachman’s, Inc. — Minneapolis Nick Sargent, Sargent’s Landscape Nursery, Inc. Jim Saybolt, biota Landscape Design + Build Amy Voight, A Team Landscaping Inc. a division of Voight Home Improvements Inc. Trade Show Committee … 1 Opening Staff Liaison: Mary Dunn Chair: Dave Kemp Teresa Craig, Grove Nursery, Inc. Elise Eide, Hedberg Supply — Plymouth Kim Gaida-Wagener, Arteka Companies Paul Griffin, City of Woodbury Chris Halverson, Bailey Nurseries, Inc. Kent Harris, Minnesota Sodding Company Roger Hintze Dave Kemp, The Catholic Cemeteries Ken Liddell, Adwear Specialties Mike McDonald, CSFM, TCF Bank Stadium Mike McNamara, Hoffman & McNamara Nursery and Landscape Charlie Miller, Truck Utilities, Inc. Steve Pallas, Hunter Industries Brad Pederson, Bloomington Garden Center & Landscape Co. Andy Petersen, Spectrum Sales Chris Reifsteck, Barrett Lawn Care, Inc. Kent Williamson, Dulcet Fountains & Aeration, Inc.

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➾ ME MBER N EWS

WELCOME NEW MNLA MEMBERS! 3 Bears Landscaping Brandon Serpette Minneapolis, MN, 612-806-3012

Glamos Wire Paul Glamos Hugo, MN, 651-429-5386

Rick’s Tree & Stump Removal, LLC Rick Hanson Duluth, MN, 218-728-2427

Bauer Honey, Inc. Tammie Campbell Fertile, MN, 212-945-3514

Healthy Grass William Haselbauer Bloomington, MN, 952-223-1433

Smith Lawn and Landscape Luke Buelow Madison Lake, MN, 507-243-3363

Brian Johnson Landscaping LLC Brian Johnson Minneapolis, MN, 612-240-5677

J Wallen Construction Jeff Wallen Andover, MN, 763-753-4027

SnowFighters Institute Jeremy Howe Erie, PA, 814-455-1991

California Overland LTD Russ Meyer Wabasha, MN, 651-380-2486

J.C. Dirtworks Jason Folkerts Golden Valley, MN, 942-546-1090

Sofia’s Lawn Care Services Cornelio Becerra Andover, MN, 763-354-0069

Coldcreek Paul Wagner Northfield, MN, 952-292-9508

Jacobson Seymour Landscaping Kevin Jacobson Burnsville, MN, 952-949-9662

Statewide Towing Bill Kowalik New Brighton, MN, 651-633-4262

Commercial Roofing and Sheet Metal, Inc. Ryan Romer Little Canada, MN, 651-483-5298

JC & J Trucking, Inc Richard Miller Bejou, MN, 218-766-6860

Stone River Enterprise Stone Boulanger Carlton, MN, 218-269-0944

Creations Cabinetry/Discount Cabinets Maelei Caft Woodbury, MN, 651-683-2625

MBI Design/Build LLC Jason Houn Montgomery, MN, 612-756-0249

TDH Rich Kargel Chisago City, MN, 651-334-0765

D3 Services Dave Phillips Shakopee, MN, 612-802-8807

NL Management James Lennon Marine, MN, 612-328-6674

Thomas J. Brinda Consulting Thomas Brinda Chaska, MN, 804-874-3001

Erik Bute Company Erik Bute Plymouth, MN, 218-791-9535

O’Gorman Masonry, Inc. Robert O’Gorman Cannon Falls, MN, 507-263-2592

Turf Masters Lawn & Landscape LLC Alex Dvorak Plymouth, MN, 763-370-9039

Exterior Images, Inc. Josh Plan Farmington, MN, 651-283-3552

Paul Emmerich Construction Paul Emmerich Oak Grove, MN, 763-753-0720

WDS Enterprise LLC Wesley Salmonsen St. Paul, MN, 651-291-1287

Geiss Trucking Carrie Geiss International Falls, MN, 218-422-8190

Reyland Lawn and Landscape LLC Rodolfo Reyes Richfield, MN, 612-442-4686

Glacier Plumbing, Inc. Steve Kurtz East Bethel, MN, 763-413-1883

Rhino Portable Pressure Washing, Inc. Garrett Schultz Albert Lea, MN, 507-402-9602

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âžž LA S T WORD

LOOKING BACK ON 2016 B L O G PO STS O N M N L A . BI Z

TOP 10 MNLA ENEWS POSTS 1. MN Accreditation to Test & Inspect Backflow Prevention 2. 7 Hot Spring 2016 Landscape Trends 3. 10 Commandments of Hiring & Retention 4. 4 DIY Trends to Pay Attention to in 2016 5. 2017 Garden Trends Report 6. New Variety Standouts 7. Hiring and Training Seasonal and Temporary Employees 8. Underutilized Perennials for the Landscape 9. 17 Secrets from Complete Landsculpture 10. Top 5 Hiring Mistakes

TOP 10 RESEARCH FOR THE REAL WORLD POSTS 1. Survey Results Indicate 2016 Will Be a Good Year For the Landscape Industry 2. Prominent Lifestyle and Landscape Design Trends in 2016 3. Preliminary Risk Assessment Indicates Imidacloprid May Have a Negative Effect on Honey Bees 4. Researchers Policymakers Green Industry Professionals and Concerned Citizens Remain Interested in Neonicotinoid Insecticides and Their Potential Effects on Pollinators 5. New Comprehensive Listing of Willow Cultivars 6. Key Findings Related to the Marketing Activities and Perspectives of Garden Retailers 7. Stormwater Management Benefits of Permeable Pavements 8. Production System Influences Production Costs Root Growth and Morphology and Landscape Planting Costs 9. Latest Invasive Species Research at UMISC 10. Threatening Disease of Commercial Banana in Designed Landscapes

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MNLA CERTIFICATION

TIFIE R E

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Prove what you know.

Become a Minnesota Nursery & Landscape Association Certified Professional.

Who is eligible?

Who?

You are eligible to register for the exam if you meet the following requirements: • Have either two years of study in an accredited post-secondary nursery and/ or landscape program that includes a structured internship, OR • A minimum of 2,000 hours in nursery or landscape-related employment.

A signature of an educational advisor or work supervisor is required on the exam registration form to verify completion of the prerequisite.

Did You Know?

SA M E VALU E, N E W FO R MAT When and where are the 2017 exams?

When & Where?

Why does it benefit me in my career?

Why?

When: Testing will occur on three Fridays in February and three Fridays in March.

February 3, 10, 17 | March 3, 10, 17 Where: Testing will take place at the MNLA office in Roseville.

Please note, only seven seats are available for each test date. Please apply early!

• Identifies you as a professional.

• Gives you credentials and proves your qualifications.

• Provides you instant credibility with your clients and employers.

• Contributes to increased opportunities for advancement with many employers.

• Demonstrates your commitment to your profession.

• Distinguishes you from the competition.

• Qualifies you to do expert work and give advice.

Why does it benefit MNLA member companies?

MNLA member businesses that employ certified professionals enhance their professional image, increase customer recognition and respect, provide a consumer marketing tool, and offer an additional tool for employee motivation, evaluation, and advancement.

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Last year, we introduced a new process, and the exam is now given in an electronic format with immediate results and integrated photos and videos. It is still a two-part exam: you must pass a Basic Knowledge Exam and a specialty of your choosing (Landscape, Garden Center or Grower) to become MNLA Certified. To maintain certification status, all individuals must compile at least 18 continuing education points every three years.

SSIO

Did You Know?

HOW TO PREPARE: USE THESE RESOURCES TO PREPARE FOR THE EXAM: ONLINE STUDY CHAPTERS | PRAC TICE TEST | PL ANT I.D. WEBINAR

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