The Scoop Online - January 2019

LESSONS FROM SEARS

ELECTRONIC SIGNATURES

SCHOLARSHIP RECIPIENTS

VALUE OF EDUCATION

BEING OPEN TO IMPROVEMENT

ALSO INSIDE:

LEGISLATIVE ACTION CENTER PEER GROUPS

jan 2019 n v42 n1

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 OTA N U R S E RY & L A N DS C A P E A SS OC I AT I ON

SAVE THE DATE Friday, February 22, 2019

2019 SPRING EDUCATION EXPO WHEN:

Friday, February 22, 2019 8:00am-3:00pm

WHERE: Mystic Lake Casino, Grand Ballroom 2400 Mystic Lake Boulevard Prior Lake, MN 55372

WHY: HOW:

Learn about new products to help you gear up for the 2019 season!

Register online at gertenswholesale.com, or call us at 651-450-0277, ext. 1486.

• Meet with industry partners during the trade show and enjoy a FREE lunch • Attend seminars to learn from vendors and experts • Find out about new products and plant material • 2019 catalogs available • Order your 2019 products with your Gertens representative and receive early order pricing

5500 Blaine Ave. | Inver Grove Heights, MN 55076 | 651.450.0277 | gertenswholesale.com

WHOLESALE NURSERY & HARDSCAPES

TM

VISIT US AT NORTHERN GREEN January 15-17, 2019 Booth 1201 YOUR SOURCE FOR EVERYTHING LANDSCAPE Hedberg Supply is Minnesota’s largest wholesale supplier, serving the Twin Cities and Western Wisconsin. We have everything you need to complete your project. Landscape and masonry natural stone, concrete retaining wall, pavers, mulch and landscape rock, accessories and outdoor living.

Join us for our Master Class Series January, February and March 2019!

Visit our website for details.

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

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

www.hedbergsupply.com

jan 2019 n v42 n1

12 51

8 18

Events

10 Time to Gear Up President Frampton encourages you to take advantage of all Northern Green has to offer.

34 The Value of Leadership Training What is the potential return on investment?

24

12

Lessons to Heed from Sears’ Withering Bankruptcy Tale Retail Doctor Bob Phibbs encourages you to get to work knowing who your customer is and who they aren’t.  

18

5 Keys to Having a Successful Home + Garden Show Learn the keys to making this marketing tactic successful for your business. 

37 Scholarship Recipients Helping the green industry grow through scholarships! Learn about the 2018–2019 recipients.

42 MNLA Foundation Contribution Report Thank you to all those who supported the MNLA Foundation in 2018.

50 Northern Green: Legislative Action Center Be sure to stop by the Legislative Action Center at Northern Green and learn about this year’s issues.

24

Manage an Irrigation System? Time to Audit Learn about the overall benefits of a landscape irrigation audit.  

51 Day on the Hill Your voice matters! Plan to participate in this yearly advocacy event.

30

Are Electronic Signatures Valid?

The experts at Zlimen & McGuiness offer advice on signing service agreements. 

47

The Value of Education from Anywhere Grundeen encourages you to be on the lookout for education everywhere

52 Leadership Peer Groups Interested in leadership development for your employees? Check out this MNLA program!

54 Welcome Forrest MNLA welcomes Forrest Cyr as the new Government Affairs Director.

and to utilize it to improve yourself and your business. 

 Landscape & Hardscape Install & Design  Garden Services & Landscape Mgmt  Garden Centers  Growers: Nursery & Greenhouse  Irrigation & Water Mgmt  Arborists & Tree Services  All

january 19 MNLA.BIZ

5

DIRECTORY

jan 2019 n v42 n1

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 Scott Frampton, President Landscape Renovations 651-769-0010 • sframpton@landscaperenovations.com Tim Malooly, CID, CLIA, CIC, Vice-President Water in Motion 763-559-7771 • timm@watermotion.com Randy Berg, MNLA-CP, Secretary-Treasurer Berg’s Nursery, Landscape/Garden Center 507-433-2823 • randy@bergsnursery.com Faith Appelquist Tree Quality LLC 612-618-5244 • faith@treequality.com Matt Mallas Hedberg Supply 763-512-2849 • mmallas@hedbergaggregates.com Mike McNamara Hoffman & McNamara Nursery & Landscaping 651-437-9463 • mike.mcnamara@hoffmanandmcnamara.com John O’Reilly Otten Bros. Garden Center and Landscaping 952-473-5425 • j.oreilly@ottenbros.com Jeff Pilla, MNLA-CP 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 STAFF DIRECTORY Executive Director: Cassie Larson, CAE • cassie@mnla.biz Membership Director & Trade Show Manager: 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: Forrest Cyr • forrest@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: Paulette Sorenson • paulette@mnla.biz Advertising Sales: 952-934-2891 / 763-295-5420 Faith Jensen, Advertising Rep • faith@pierreproductions.com Betsy Pierre, Advertising Mgr • betsy@pierreproductions.com Legislative Affairs Consultant: Doug Carnival

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MNLA.BIZ january 19

All Stone Solutions .............................................................................. 26 Anderson Nurseries, Inc. .................................................................... 11 Arborjet ................................................................................................... 11 Bachman's Wholesale Nursery & Hardscapes .............................. 3 Bridgewater Tree Farms ..................................................................... 48 Bullis Insurance Agency ..................................................................... 36 Central Landscape Supply ................................................................ 46 COWSMO, INC. ....................................................................................... 45 CST Distribution, LLC .......................................................................... 15 Cushman Motor Co. Inc ...................................................................... 15 Dayton Bag & Burlap .......................................................................... 46 Edney Distributing Co., Inc. ............................................................... 16 Farber Bag & Supply Co. .................................................................... 23 Frost Inc ................................................................................................. 46 Fury Motors ........................................................................................... 22 Gertens Wholesale & Professional Turf Supply ............................. 2 Glacial Ridge Growers ........................................................................ 46 Hedberg Landscape & Masonry Supplies ....................................... 4 Jeff Belzer Chevrolet .................................................................... 28–29 Lano Equipment, Inc. ........................................................................... 11 Maguire Agency .................................................................................... 45 McKay Nursery Co. ............................................................................... 36 Minnesota State Horticultural Society ........................................... 45 Out Back Nursery ................................................................................. 45 Plaisted Companies .............................................................................. 7 Resultants for Business, Inc. (RFB) ................................................. 16 Rock Hard Landscape Supply ........................................................... 23 SMSC Organics Recycling Facility .................................................... 33 The Tessman Company ....................................................................... 49 Tri-State Bobcat, Inc. ............................................................................ 9 Truck Utilities, Inc. ............................................................................... 27 Unilock ................................................................................................... 17 Versa-Lok Midwest .............................................................................. 32 Ziegler CAT ............................................................................. Back Cover

UPCOMING

JAN

15 –17 

FEB

08



NORTHERN GREEN — WHERE OUTDOOR PROS CONNECT + GROW Attend the premier event for green industry professionals in the northern region.

Onsite registration is available!

Minneapolis Convention Center ➽ Northerngreen.org

MNLA CERTIFICATION EXAM Sit for the exam to become an MNLA certified professional in 2019: February 8, 15, 22 or March 8, 15, 22. More info on page 53.

Roseville, MN ➽ MNLA.biz

GERTENS SPRING EXPO

FEB

22

The annual Gertens Expo offers a day filled with education, demos and discounts.

Mystic Lake, Shakopee ➽ GertensWholesale.com

FEB

28



HOT LEGAL TOPICS 2019 Join us for this half-day seminar to learn how legal changes may impact your business in 2019. Come early for CEO networking and light breakfast!

MNLA Classroom, Roseville, MN ➽ MNLA.biz

MAR

06

GREEN INDUSTRY DAY ON THE HILL Make personal connections with legislators, providing greater political strength to MNLA as an organization and, thus, ultimately to your business.

St. Paul, MN ➽ MNLA.biz

MAR

12 –13

GREEN INDUSTRY SKILLS TRAINING This workshop is for field staff, foreman, grounds managers, and garden centers, providing



MAR

19



basic industry skills to prepare for the season ahead!

Hennepin Technical College, Brooklyn Center ➽ MNLA.biz

MASTERING FOREMANSHIP TRAINING In this dynamic seminar, foremen learn how to more effectively handle tight deadlines, tight margins and increase customer satisfaction.

Heritage Room, Bachman’s, Minneapolis ➽ MNLA.biz

MAR

26 –27



PESTICIDE CERTIFICATION WORKSHOP Prepare for the Category A & E Pesticide Applicator Certification Exam by attending this 1½ day study program. Day 2 includes testing, if desired.

MDA, St. Paul ➽ MNLA.biz

The Scoop, January 2019, Issue 1, is issued monthly,

MAR

12 times per year. All original works, articles or formats

21

published in The Scoop are © Minnesota Nursery & Landscape Association, 2019, and may not be used



without written permission of MNLA, 1813 Lexington Ave

LET’S TALK PERENNIALS! Our local (and nationally-recognized) perennial experts will provide information on everything from Perennials for Pollinators to Perennials for Difficult Sites, and more!

Cedarholm Community Building, Roseville, MN ➽ MNLA.biz

N., Roseville, MN 55113. Subscription price is $99 for one

MAR

year, which is included with member dues. POSTMASTER:

27

Send address changes to The Scoop, MNLA, 1813 Lexington Ave N., Roseville, MN 55113.

BACHMAN’S 16TH ANNUAL SPRING OPEN HOUSE Free food, seminars, savings, and prizes! Pick up your 2019 Hardscapes catalog!

Bachman’s Cedar Acres, Farmington, MN ➽ BachmansWholesale.com

Editorial Contributions. You are invited to share your

2019 MNLA seminars

expertise and perspective. Article ideas and manuscripts

generously supported by:

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.

8

MNLA.BIZ january 19



Business

 Skills Training

 Networking



Leadership Development

➽Information on these and other industry events are online at MNLA.biz/events.

General

FROM THE PRESIDENT

Time to Gear Up Greetings, fellow members. By now the excitement and stress of the holidays is a

Scott Frampton

MNLA President Landscape Renovations, Inc.

lingering memory, the 2018 season is behind you, and you’re gearing up for the next.

Overall, 2018 brought its usual challenges with weather and workforce at the top of the list. With April snow, heavy fall rain, and an early November freeze it has been one of the most difficult in memory; leaving many of us with only six productive months to make our budgets. The truncated season and frustrated customers have been challenging to the attitudes of an already fragile workforce.

Despite these challenges, I am thankful for the opportunity to pursue my passions daily and have always looked forward to January and Northern Green to invigorate my senses for the new season. Now it’s time for all of us to re-engage, connect, stimulate, educate, and prepare for a new year. There is no better venue for this than at Northern Green 2019 on January 15, 16, and 17. This year we are back to the our preferred, “normal” dates, with the “big game” in a different city this year. This year’s Northern Green features more than 100 speakers, and a whopping 130-plus classes, campfires and events to sharpen your tools and connect with friends and associates.

We are very excited to have Jim Huston for our CEO track this year. Jim has a wealth of industry knowledge to share and has the best book of job descriptions for the Green Industry I have ever purchased, including Word

templates for more than 100 of them. Whether you’re just beginning to incorporate job descriptions in your organization or have been doing it for years, his tools and approach will help you improve your company’s professionalism.

Tuesday’s offering of six Master Classes includes opportunities to gain in-depth knowledge in an area of interest such as SketchUp, leadership, or the impact of weather-related stress on plants. Alternatively, you can use the opportunity to become NCMA certified, maintain your PLT license, or your Commercial Pesticide Applicator certification.

Have you been day-dreaming about how to improve or set up your mobile office? Be sure to register for Frank Bourque and Thursday’s interactive track. Frank will demonstrate how to utilize the right tools and technology to enhance your business efficiencies both on and off worksites.

Regardless if you’re a seasoned veteran or a first-time attendee there are many offerings and opportunities for all at the Northern Green. I hope to see you there! If you have any questions about Northern Green, MNLA, or simply wish to talk shop I would love to hear from you.

➽SCOTT FRAMPTON can be reached at: sframpton@landscaperenovations.com.

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MNLA.BIZ january 19

Arborjet provides cutting edge solutions to the green industry’s insect and disease problems.

From high tech equipment to formulations that change the way we think about plant health care, Arborjet offers the tools you need to save America’s landscapes.

Visit us at Northern Green Booth #1111 arborjet.com

BUSINESS

Lessons to Heed from Sears’ Withering

BANKRUPTCY

TALE

Bob Phibbs

The Retail Doctor

IN LATE 2018, you couldn’t open a webpage, a newspaper, or turn to your video channel without someone somewhere covering the Sears bankruptcy story.

The easy narrative to write is they couldn’t compete with Amazon. Let’s get this straight from the start…

Sears should have been Amazon.

They had the distribution network, vendor relations, brick and mortar stores, catalogues, relationships with vendors and most of all, a sweet space in the hearts of their loyal customers. In a recent Facebook Live poll on my page, fully 90% of respondents said they had gone to Sears with their families when they were kids. The Sears Wish Book arrived in the fall with everything you could want for Christmas. All our appliances and tools came from Sears. Sears wasn’t always a zombie retailer, in fact far from it.

A bit of retail-relatable history…

Richard Sears was a railway agent. He received a shipment of watches that a local jeweler didn’t want and then sold them to other station agents up and down the rail line. Just like entrepreneurs in 2018, Sears saw an opportunity and connected his opportunity with a new market. Brilliant. By selling those watches, both he and his customers prospered. Sears was one of the engines that established a middle class across the US through their employment opportunities, their being able to sell mass-produced goods in huge quantities, and their reach into both suburban and rural areas. january 19 MNLA.BIZ

13

BUSINESS

Figure 1: This is a picture of my dad in 1942. As he was getting his master’s degree in Chicago, he worked in the Sears cafeteria and repaired small electronics.

Sears was our store.

In the 1920s, a new Sears store opened on average one every other business day. in 1935, Sears built their Glendale, California store from the inside out. It was a groundbreaking approach that concerned itself with all elements of the store — tables, fixtures, space requirements for the different merchandise lines, customer flow, and width of aisles.

Essentially, the store shell was built around the selling floor plan.

Sears was always innovating.

Sears is responsible for introducing the Discover Card, originally as a way to offer credit to catalog shoppers. The card’s high credit limit and lack of an annual fee shook up the credit card industry, and it was eventually spun off into a financial company worth billions.

Many don’t realize that Sears also revolutionized the insurance industry through their creation of Allstate, now one of the largest insurance companies in America. Following the success of Sears’ Allstate brand of tires, they formed the Allstate Insurance Company and offered an entirely new way to purchase car insurance — through direct-mail. Sears acquired Dean Witter and Coldwell Banker and together with Allstate, they were able to market a whole range of services under one roof for their customers who visited in the 80’s.

Most importantly, Sears was considered the cream of the crop when it came to sales training. Beginning in the 1940’s, their em14

MNLA.BIZ january 19

ployees had selling down to an art and were exceptionally skilled at helping customers purchase not only what made sense for their lifestyle, but also what was profitable for the store. For example, if a customer wanted to buy the cheapest promotional washer, the salesperson would quickly run through the array of options at all price points, showing them how little they get on the low-end and how much more of what they really needed they received with the high-end model.

The promo model was called the golden spike because it was not there to move off the floor and if a salesman sold it, he was quickly gone. Salespeople were trained to start at the top and use the benefits of the top-ofthe-line model to show customers how the next model down would lose some of those convenience features. Sears made a profit, the customer got what they wanted, and everyone was happy.

Their catalogue pickup allowed shoppers with small children to order by phone or catalogue and pickup at their counter — decades before we called that BOPIS (Buy Online, Pick Up In-Store). In the 1980’s Sears reinvented their beauty category by featuring photos of their own employees in all of their more upscale materials.

Past performance is no guarantee of future results.

But when was the last time you heard of Sears doing anything new and innovative?

Their most recent attempt at creativity was the laughable idea of letting people buy tires through Amazon and pick them up in a Sears store. Oh right, and that dreadful Ship Your Pants promotion for Kmart (which purchased Sears in 2005), where old ladies were saying “I just shipped my pants” quickly enough for you to think they were saying they did something in their pants. Viral? Yes. Sales generator? Nope.

It’s been so long since Sears has done anything noteworthy that most people don’t even know that Sears was behind some of the most interesting advancements in customer service, insurance, and credit cards in the 20th century. We can barely remember a time when customers used to flock to Sears because they knew they would get what they needed at a good price with help from a store employee.

Unfortunately, Eddie Lampert’s long reign of poor leadership has steered this once revered retailer into the ground. Lampert was the mastermind behind the Kmart deal, and

choosing to merge a company in decline with one that had already hit bottom may not have been the smartest move. He became landlord, manager, bank, and vendor. He parceled out the company into dozens of divisions and created an expensive, massive bureaucracy.

Lampert’s legendary focus on making money off Sears’ real estate had nothing to do with what the core function of the business should have been — selling to customers.

The number of employees per location were halved, registers were moved towards the doors, and employees were told not to move. Service went out the doors along with shoppers.

Like Glenn Close’s character in the movie Fatal Attraction, Sears will likely attempt some sort of last-minute resurrection, but the damage is done. Sears customers are already at Target or Walmart, or they are ordering from Amazon. Those older shoppers who felt Sears was their store found other places with a wide selection of affordable products that makes them feel good when they leave the store — something that Sears has long neglected to do. Which brings me to you…

Here are five lessons and five questions based on Sears’ cautionary tale.

The danger of saying it is Amazon’s fault you aren’t more profitable today or they are the reason you have fewer shoppers walking through your door allows you to think things are out of your hands. Not so.

Sears stopped thinking about their customers. The foundation of their culture



was built on customers’ aspirations and their desire at having the good things in life. Their salespeople were there to help them achieve it.

When was the last time you had a sales meeting where you talked about the customer and helping them do more with your products?  Technology won’t save you. Sears started a social shopping site, Shop Your Way, that tried to incent people to shop with them.

They also put iPads in almost 450 Sears and Kmart stores for associates to bridge the online/offline. At its core, technology can help assist but it can’t substitute for knowledgeable, friendly store associates. Is the technology you are using in your store helping improve customer service or is it there to allow your employees to be lazy?

 You have to invest in your physical

store. No gimmicks can make up for an

unwelcoming, dirty, tired, old store. USA Today reported that Sears spent just 91 cents per square foot in capital expenditures, while

Best Buy invested $15.36 per square foot in the same period. When was the last time you took your store down to the studs?  Marketing won’t save you. You don’t invite people to a party that’s no good. Sears had some very smart marketing people present an altered reality of the brand that was pretty funny. They have a YouTube channel — who knew? — that actually has some good information. What shoppers found in store though were too few employees, more discounts, and too many out-of-stocks. Have you done mystery shops to see if the image you are marketing is the actual reality in your stores?  Products have a shelf life. A recent shopping trip to Sears found boomboxes that took CDs and speakers that could only connect to iPhone 4s. You can’t hang on to old merchandise just because you have it. When the market for items you once sold moves, your buying needs to not only change, but you must get out of that market. When was the last time you combed your category report for laggards and acted?

In Sum Let’s not forget, Sears was struggling before Lampert grabbed it by the neck. The retailer was known for its Diehard, Craftsman and Kenmore brands that catered mostly to men shopping for home-building products. In the 80s, Sears tried to go after female shoppers with their Softer Side of Sears campaign to change their shopper and attract more women. It didn’t seem to mesh with the appliances Sears was trying to sell as shoppers turned to GAP and others instead for their apparel needs. It is always better — and far less expensive

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— to go after more of the people who already

resonate with your brand rather than try to go after an entirely new one.

Finally, the Sears bankrupt retailer story is all about hubris. It seems Mr. Lambert wants to take the pieces of the company for himself, even now as it stares into the abyss of bankruptcy after he has shuttered more than a thousand stores over the past decade.

And how about its 68,000 employees? Their fate and the 100,000 former employees still receiving a pension remains uncertain as bankruptcy could trigger one of the biggest pension defaults ever since Sears’ has gone underfunded for years. The very people who built the brand to become our store will be hurt the most.

No brand gets to the top or stays there without visionary leadership. Not Sears, not Toys R Us, not Target, not Amazon, not you. january 19 MNLA.BIZ

15

BUSINESS

SNOW DOESN’T STAND A CHANCE.

See one in action at grasshoppermower.com/snowthrower

Equip your zero-turn Grasshopper with one of our heavy-duty snow removal implements, that’s designed for your location and you’ll power through deep, heavy, wet snow like a hot knife through butter. www.edneyco.com 888.443.3639

Strengthen Your Culture and Align Your Team.

Business culture is much more than a fluffy mission statement and a few core values on the wall. A truly healthy culture exists when all the right people are in the right seats and are working together towards one common goal. It doesn’t always come easy ... in fact, it rarely does.

The Resultants advocate for the best interest of your company. We work alongside business leaders to implement a simple process that has proven time and time again to help companies like yours move further, faster to thrive and sustain over time.

What are you waiting for?

Since 2012, Sears’ losses have topped $10 billion. You can’t turn a blind eye to your losses and operational failure; it’s like rearranging the chairs on the Titanic. Eventually the deep water overtakes and capsizes you.

But success can be yours if you are looking at the core of your offering. Do you hire people who are trainable, who are willing to go out of their way for a shopper? Are they trained in a way to engage the person who drove 10 or 20 miles to visit your store? Is your product assortment fresh? Are you innovating with new ways to remove friction from your selling process and convert more lookers to buyers?

If you can’t answer some of these questions, can you at least take responsibility that what is happening is happening on your watch, and then do something now to correct it? If so, you won’t be claiming it is anyone’s fault but your own and do you know the upside of that? You can change it with the next shopper walking in your doors.

Get to work. Know who your customer is and who they aren’t and rally your team to become our store. The clock is ticking… ➽ BOB PHIBBS, The Retail Doctor, is a

“The Resultants helped us to discover the opportunies within our business that we have been overlooking for years.”

- Philip Mattison, President Core Products International

16

MNLA.BIZ january 19

nationally-recognized business strategist, customer service expert, Make Your Business Go Further, Faster™

sales coach, marketing mentor, and retail author. To learn exactly how to provide retail

www.theResultants.com

sales training in a system that is easy to duplicate and train, contact Bob at www.RetailDoc.com.

Unleash your

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Subtle elevation changes accented in Ledgestone™ coping and rectilinear borders of Town Hall® Basalt, create distinct ‘rooms’ in this generous space created by Premier Outdoor Environments, Inc. in Oak Brook, IL. while the running bond of Artline™ maintains a sense of connectedness. The focal point, built with Lineo™ Dimensional Stone, is a water feature that offers additional table space.

TRADE SHOW

Jeff Behlmer Aspen Outdoor Designs, Inc.

âž˝ Reprinted with permission of author. Article previously published in the Indiana Nursery & Landscape News.

TRADE SHOW

now the holidays are over and you have probably been planning your marketing strategy for 2018. With the business climate at its best in recent years, homeowners are spending money freely on outdoor living projects. There are many ways to attract those homeowners. One of the best ways is to participate in a Home & Garden Show.

Home & Garden Shows can be a great way to attract potential clients for many reasons. A few reasons include prospects seeing your work first-hand, being able to get

“

MOST SHOWS ATTRACT UP TO 100,000 VISITORS. TO PROPERLY QUALIFY LEADS, DETERMINE WHO YOU WANT TO ATTRACT AND HOW.

”

face-to-face with prospects, and the ability for you to stand out against your competition.

Though Home & Garden Shows have their challenges, too, I want to focus on five keys that can help make your next (or first!) show successful.

NEWS & NOTES

20

MNLA.BIZ january 19

 Design a Space That Reflects Your Strengths. This is the first key because it sets the tone for a successful show.

Many shows have a theme that is important to follow, but be true to yourself and make sure you are designing a space that highlights your strengths. If you mainly install softscapes and mow lawns, don’t try to do a space that is heavy on hardscapes. It won’t look its best and visitors

will be able to tell. If needed, partner with another company whose strength is your weakness. Both of you can benefit.

 Choose an Appropriately Sized Space.

An important key … because trying to tackle a space that is too large for your team to install in the allotted time can ruin a show before it starts. Budget how many man hours you can handle and then estimate the installation time for your space just like you would for a job. Plan for a lot of unexpected/uncontrollable factors like material handling, cutting outside the building, obstacles in the building, etc. Keep your stress level down by not trying to tackle more than you can handle!

MNLA Member Jennifer Edney Elected President of International Trade Association

Association (EMDA)

Meeting and Fall

— the international

Convention in

the 2019 growing

October 31–November

State-specific Restrictions on Use of Dicamba Herbicide for 2019

trade association of

Minneapolis, MN,

shortline equipment marketing &

2, 2018. EMDA member

The Minnesota

emergence broadleaf

Jennifer Edney, Edney

distribution firms.

firms are reps and

Department of

weeds. The 2019

Distributing Co.,

Edney will preside over

distributors of

Agriculture (MDA)

Minnesota restriction

Inc., Lakeville, MN,

official EMDA activities

shortline agricultural

announced a state-

is in addition to those

has been elected

for the coming year.

and outdoor power

specific restriction

established by the

President of the

She assumed the

equipment and related

for the use of the

US Environmental

Equipment Marketing

office during the

specialty products.

herbicide dicamba

Protection Agency

& Distribution

Association’s Annual

in Minnesota for

(EPA). The affected

season. Dicamba is primarily used for controlling post-

Even small spaces can have a "wow factor."

 Details, Details, Details. As a veteran of 20+ shows, I’ve seen this key help tremendously. The show visitors you are trying to attract as clients are the ones who are probably walking through your display with the most critical eye. They are trying to decide who they want working in their backyard, and they have a lot of choices in a show! So stand out by being detailed. Some details to consider: • Is your design a realistic space a potential client could picture in their backyard? If it is, they just might buy your whole show display! What a great return on investment!

• Also, is the display installed the same way you would install a project or did you cut corners for the show (i.e., sand in paver joints, plant tags removed, dust cleaned off surfaces, etc.)?

• Is your company name clearly visible?

• How does traffic flow through your space?

Remember, some people have strollers and some will be in wheelchairs. Make sure they can enjoy your creation, too!  Have Expectations and a Sales Plan.

Most good business owners don’t start a project and simply “wing it.” They have

formulations are

past two growing

XtendiMax by

seasons.

Monsanto; Engenia by

Left: Display boards showing examples of work. Boards are creatively designed into wood screens and in an area of the garden where visitors can view without obstructing traffic flow. Above: Garden showing the use of materials new to the market (louvered pergola and tile deck).

expectations of how much the project will cost in materials, labor, and overhead. Installing a display in a show is no different. There should be an expected return on investment.

How can you determine if your expectations have been met if you don’t know those expec-

New MNLA Members!

8

tations? Not only should you know your costs but you should also establish some goals for number of conversations, leads, meetings, and jobs sold (including a dollar amount).

Track your conversations and leads during the show. (See sample Conversation Tracker

and Urban Design

Topics could be about

Company, Inc.

an educational session you attended, a tool

A warm welcome to

BASF; and FeXapan by

Follow MNLA!

our latest members!

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share your expertise,

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& Equipment; Paul

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above.) Think about even breaking your tracking down to what time of day so you can put your best people in front of the most prospects during future shows. If you establish expectations and formulate a sales plan and track it, your chances of having a successful show will greatly increase.  Qualify Leads and Follow Up. You’ve designed a space that highlights your strengths. The display is a good size for your company.

You’ve addressed all the little details so your display stands out. You’re going into the show with a plan and expectations. All the abovementioned keys are meaningless if you don’t attract the right clients and then follow up.

Most shows attract up to 100,000 visitors. You might only be looking for 20–30 prospects. To properly qualify leads, determine who you want to attract and how. For example, if you want to attract clients aged 25–50, you might consider using a lot of technology in your display. Whomever you want to attract, ask questions and engage them in a quick conversation. Remember, you are selling yourself and your company! Simply asking, “Can I help you?” will elicit the standard, “No, just looking.” response. Be creative and ask an initial question that creates the opportunity for follow-up questions. A good initial question is, “Are you here looking for project ideas or just getting out of the house for a few hours?” The question usually gives you a response that can lead to further questions if the prospect is looking for ideas.

After a quick conversation, if a follow-up is needed, establish the best method of follow-up with the prospect and then follow through!

In conclusion, Home & Garden Shows can be very rewarding.

Hopefully these five keys will be useful to you and will lead to many successful shows.

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➽ JEFF BEHLMER is the owner of Aspen Outdoor Designs, Inc. in Noblesville, Indiana. Founded in 1997, Aspen Outdoor Designs is a member of the INLA and has participated in close to 30 Home & Garden Shows. If you have any questions for Jeff, he can be reached via email at Jeff@AspenOutdoorDesigns.com. january 19 MNLA.BIZ

23

IRRIGATION

MANAGE AN

SYSTEM?

TIME TO AUDIT!

Kristen Teresi Water in Motion, Inc.

WHETHER IT IS MOTIVATED BY environmental concerns or by money, most clients are interested in conserving water these days.

Luckily, these two concerns go hand-in-hand; using less water protects our natural eco-systems from further resource depletion and ultimately reduces your water bill and decreases the likelihood of getting busted by those pesky “water police” for using too much. These concerns are especially real to community managers of huge homeowners associations or large commercial sites in which millions of gallons of water are being utilized each year. One of the main water culprits, especially in Minnesota, is landscape irrigation. An effective solution is a landscape irrigation audit.

According to the Irrigation Association, a landscape irrigation audit is defined as, “a procedure to collect and present information concerning the uniformity of application, precipitation rate, and general

condition of an irrigation system and its components.” (IA Glossary of Terms) Okay, let’s unpack that definition. “Uniformity” is referring to the measurement of how evenly water is applied to the soil and it is expressed as a decimal. Ideally, you would want a high uniformity, as close to 1.00 as possible. “Precipitation Rate” is the rate at which a sprinkler system applies water to a given area, it is often measured in inches per hour. Both of these factors are important when calculating the efficiency of a landscape irrigation system.

It is important to note there are two different types of audits, a stage one and a stage two. Although they both have the same objective of saving landscape water, there is a distinct difference. The stage one landscape irrigation audit solely consists of a thorough visual system inspection. Each sprinkler zone is activated while a certified auditor observes all of the sprinkler heads in operation to identify which are (or are not) working correctly, as well as making sure water is being applied to the landscape as intended. Additionally, the auditor will take note of sprinkler spacing, system pressure, system controller information, water meter readings, and many other factors. Once a stage one audit is complete, the auditor will report their findings and make a few general recommendations to the client.

Stage two landscape irrigation audits are more focused on calculations. This is where uniformity and precipitation rate come into play.

In order to get both of these measurements, the auditor will have to perform something called a “catch can” test. Catch cans are small january 19 MNLA.BIZ

25

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containers spaced at regular intervals to collect water from sprinkler heads. In order to complete a catch can test, the auditor will pick a testing area on the landscape and place each catch can down onto the soil. Each sprinkler zone will then be turned on for their testing run times until the entire test group has run. “Testing run times” is referring to the amount of time that each sprinkler station is operated to allow the collection of water. It is important that all sprinklers within the test area run the same amount of minutes or be adjusted to achieve the same precipitation rate. This will assure accurate calculations.

After calculating the test area’s uniformity, average precipitation rate, and a few other factors, it is time for the auditor to create a report. This final step may seem simple, but it is crucial to the client. The auditor must compose a report in a way that accurately represents their findings in language their client will understand. Not only will they report their calculations, but the auditor will also supply a variety of recommendations for improvements. Among these suggestions will be a new and improved watering schedule.

An appropriate irrigation schedule assures the correct amount of water is being applied at the right time of day. Schedules must also be modified to accommodate factors such as weather and plant needs. Other recommendations may include incorporating some type of weather technology into the irrigation system such as a rain sensor or moisture sensor. The ultimate goal of the audit report is for the client to fully understand their current irrigation system and walk away with a few ideas on the next steps they can take to improve system efficiency.

The overall benefits of a landscape irrigation audit, whether it be a stage one or stage two, can be tremendous in the long haul.

Efficient irrigation system performance will enable your client to do the following: • Radically decrease water use and reduce water bills • Improve landscape health and appearance • Reduce water runoff and aquatic pollution • Decrease the dependence of fertilizers and chemicals • Protect a critical resource for the future Do these benefits sound appealing to you?

The first step of getting your own audit is research! Look for companies who employ Certified Landscape Irrigation Auditors, a certification through the Irrigation Association. Only an experienced and certified auditor will conduct a proper irrigation audit with proven results — if recommendations are followed through and properly managed.

It doesn’t hurt to look for professionals who are also certified in other water conservation programs, such as the EPA WaterSense program. WaterSense certified irrigation professionals have met the EPA’s criteria for competency in a variety of topics including irrigation auditing. For more information on both of these programs, visit www.irrigation. org/IA and www.epa.gov/watersense A landscape irrigation system is a huge investment and a big responsibility. Why not make it as water efficient as possible and save money in the long run? Manage an irrigation system? Time to audit! ➽ KRISTEN TERESI is a Marketing Associate at Water in Motion, Inc. and can be reached at KristenT@ watermotion.com.

january 19 MNLA.BIZ

27

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302 302 302

www.jeffbelzerchevy.com Version # 4 Version # 4 Version # 4

Document Name GMC1-12-FCO-03178-302_v4.indd Document Name GMC1-12-FCO-03178-302_v4.inddLinked Graphics Art Director Control Document Name GMC1-12-FCO-03178-302_v4.indd 12KTFLCHEV032.tif Linked GraphicsRGB

Retail Planning Flyer Control Art George Miller •Mechgmiller@jeffbelzer.com Scale 100 8.75” 952-469-6820 x 11.25” Bleed Chevy CopyDirector Writer TBD

RGB

12KTFLCHEV032.tif RGB HD CC with Dump_psd.psd Linked GraphicsRGB Control Art Director 11CHSL00054.jpg RGB Mech TBD Copy Print Scale Scale 100 12KTFLCHEV032.tif RGB None BusinessCentral_KO.ai ProjWriter Mgr csenn HD CC with Dump_psd.psd RGB 11CHSL00054.jpg RGB Scale Please 100 GM_business_choice.ai TBD Copy Writer Jeff Belzer Lakeville,Mech MN. call the Commercial Department at 952-469-4444.

Print Scale None BusinessCentral_KO.ai csenn Proj Stock None HD CC with Dump_psd.psd RGB Acct Mgr Svc kdenmark cube_0758.jpg RGB GM_business_choice.ai Print Scale Trim None 8.5” x 11” BusinessCentral_KO.ai csenn Proj Mgr Family_shot cube_exprss_slvrdo_a6.tif RGB All Rebates & incentives to dealer, must qualify for same, prices subject to change.

Stock None Live None 8.25” x 10.75” kdenmark Acct Mgr Svc afinnan cube_0758.jpg RGB Folded Size Prod GM_business_choice.ai RoundStep_3in_Chevy_Silverado.jpg RGB Family_shot cube_exprss_slvrdo_a6.tif RGB Stock Live None 8.25” x 10.75” kdenmark Acct Svc cube_0758.jpg RGB Tonneau_Chevy.jpg RGB Folded Size None afinnan Mgr TBD 1 RoundStep_3in_Chevy_Silverado.jpg RGB Finishing Buyer To qualify, vehicles must be None used in day-to-day operations of your business and notArtProd solely for transportation purposes.

Must provide Family_shot cube_exprss_slvrdo_a6.tif RGB Family_Option_a3.tif RGB Tonneau_Chevy.jpg RGB None Folded Size None afinnan ProdBuyer Mgr TBD RoundStep_3in_Chevy_Silverado.jpg RGB 4320G_cs.tif CMYK Finishing Art Family_Option_a3.tif RGB Colors Spec’d 4C TBD Copy Edit Visit gmbusinesschoice.com or your Chevrolet or GMC dealer for details.

Tonneau_Chevy.jpg RGB 4320Gss.tif CMYK 4320G_cs.tif CMYK Finishing None TBD Art Buyer Colors Spec’d Family_Option_a3.tif RGB 4C TBD 1PROCS.tif CMYK Copy Edit nminieri/pm Mac with Business Central Special Instr.

4320Gss.tif CMYK 4320G_cs.tif CMYK 1PROSS.tif CMYK Colors Spec’d 1PROCS.tif CMYK 4C Business Central TBD CopyMac Edit nminieri/pm Special Instr. with 4320Gss.tif CMYK BasePkg_ss.tif CMYK Publications None 1PROSS.tif CMYK 1PROCS.tif CMYK 12KTFLCHEV021.tif RGB Mac nminieri/pm with Business Central Special Instr. None BasePkg_ss.tif CMYK Publications

CONTENT CONTENT CONTENT

Job Description 8.75” Chevy Retail Planning Flyer 11.25” Bleed Trim 8.5” x x11” 8.75” x 11.25” Chevrolet, 50Bleed & Cedar, Box 965, Trim Live 8.5” 8.25”x x11” 10.75”

Publications None

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Last Modified 4-17-2012 3:37 PM 4-17-2012 3:37 PMDate Last Modified Printer Output 4-17-2012 3:37 PMDate Last Modified TITAN 4-20-2012 1:48 PM Printer Output

User ma-klane User

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proof of business.

ma-klane Mechd By: nminieri ma-klane Mechd By: nminieri

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Mechd By: nminieri

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©2018AD General Motors COPY EDIT

BY SIGNING YOUR INITIALS ABOVE, YOU ARE STATING THAT YOU HAVE READ AND APPRO ACCT SERVICE PROD COPY EDIT VED THIS WORK.

BY SIGNING YOUR INITIALS ABOVE, YOU ARE STATING THAT YOU HAVE READ AND APPRO ACCT SERVICE PROD COPY EDIT VED THIS WORK.

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Job # GMC1-12-03178 Job # GMC1-12-03178 Job Description Chevy Retail Planning Flyer JobJob #Description GMC1-12-03178

CONTRACTS

Are Electronic

SIGNATURES

VALID? Bryan Zlimen and Alexandra Zabinski Zlimen & McGuiness, PLLC

IF YOU’RE A CONTRACTOR OR BUSINESS OWNER, you probably require your clients to sign service agreements before you start work for them. While it can be time-consuming and costly to prepare and store paper copies of every agreement, many contractors and businesses are unclear on whether their clients can electronically sign contracts.

If a client types their name at the end of a Microsoft Word document, for example, is that legally binding? What about inserting an image of their signature into a PDF? What happens if the client later claims that the contract was invalid?

Electronic signatures can be just as valid as ink signatures, as long as you follow a few requirements. This article overviews requirements under Minnesota’s Uniform Electronic Transactions Act, which applies to sales and service contracts under Minnesota law.

Are my contracts valid if they have electronic signatures?

Yes, as long as the signature fits the definition at the bottom of this page and meets the following two requirements: • Everyone who signs the contract has consented to conduct the transaction by electronic means. Consent doesn’t have to be written or expressly stated. It can be implied from the circumstances, such as whether a customer requested a paper copy to sign. For interactive documents, having a mandatory check box to consent is recommended. For static documents, having a conspicuous statement instructing clients to request a paper version if they do not consent would be helpful. Note that consent can’t be presumed simply from the fact that you and the customer have communicated electronically in the past.

• The signatures are attributable to the right people. This just means that the person who was supposed to sign the contract really signed it.

What if a client says that our contract wasn’t valid because there wasn’t an ink signature?

Minnesota law states that a contract can’t be held unenforceable solely because it was electronically signed.

That said, clients may nonetheless claim that they didn’t intend for their signature to actually be a signature, or that the document they signed has been altered, or that someone else signed the document in their name. It’s good to take some precautions to show the signature’s credibility.

Some options to consider: • Emailing a copy of the signed agreement to the client so there’s a record of what the document looked like at the time of signature. This also gives the client an immediate opportunity to object if they did not sign the document. If they do not object, they would have a harder time trying to claim they did not authorize the document.

• Having clients sign with their full legal name (e.g., “Robert Smith” rather than “Bob Smith”) and provide an address, email address, and phone number. This additional information is further proof that the right person signed it.

• Using a program like Adobe Sign or DocuSign that requires a client to click on a link sent to their email address in order to access the document.

• Using a program like SignNow that allows a client to “sign” a document with their finger via a touchpad screen.

Also, it’s worth bearing in mind that there is some level of risk of a client denying any type of signature, whether ink

@

What’s an electronic signature?

An electronic signature is (1) an electronic sound, symbol, or process that’s (2) attached to or logically associated with a record and (3) executed or adopted by someone who intends to sign the record. Examples include typographical (typed), pictographic (image), software-specific (e.g., DocuSign), and PDF-software based signatures.

january 19 MNLA.BIZ

31

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CONTRACTS

or electronic. If you take the steps outlined above, your risk of using electronic signatures should not be significantly greater than if you require ink signatures.

@

If a client consents to one electronic transaction, can I assume they’ll consent to future electronic transactions?

No. The law says that even if a customer consents to one electronic transaction, they can refuse to conduct another transaction electronically. In other words, future consent can’t be presumed.

When is a transaction a “new” transaction, and when is it part of an ongoing transaction?

The law defines a transaction as “an action or set of actions occurring between two or more

persons relating to the conduct of business, commercial, or governmental affairs.” The courts haven’t provided much guidance on how to interpret this definition, so the best practice is to obtain consent each time an electronic signature is sought.

Minnesota courts haven’t delved deep into this definition, but at least one distinction exists: negotiating contract terms by email doesn’t necessarily mean that the parties are consenting to electronic signature of a final written contract. In other words, negotiating a contract and signing that same contract may not be part of the same “set of actions.”

Entering into a new contract with a client is almost certainly a “new” transaction that requires separate consent. Agreeing to modify an existing contract that exists in electronic format probably isn’t a new transaction.

be relied upon as legal advice. A qualified attorney must analyze all relevant facts and apply the applicable law to any matter before legal advice can be given. ➽ ALEXANDRA ZABINSKI is a law clerk with Zlimen & McGuiness, PLLC. BRYAN ZLIMEN is one of the founding partners of the firm. His law practice focuses on assisting contractors & other small business owners. He has 12 years of experience working in residential construction and landscaping. He can be reached at bzlimen@zmattorneys.com.

This article provides general information on business and employment matters and should not

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33

LEADERSHIP

work and for Thank you for all your nt where our me creating an environ ived. lly employee has rea thr eaways tak le gib We already have tan del and mo ss ine that improve our bus at his d cee suc to bolster his ability s. role ure fut current and — A sponsor

LEADERSHIP THE VALUE OF

TRAINING

The Green Industry Leadership Institute just

Resultants for Business, Inc. (RFB), a non-traditional business advisory firm, provides Steve and Terri Wilcox as our professional facilitators and core curriculum instructors. RFB works with action-oriented leaders, helping them to eliminate frustrations, achieve breakthrough growth, and maximize the value of their company. The Wilcoxes also have a background in the green industry, which gives them insight into the unique challenges we face in our MNLA companies.

How does the Leadership Institute work?

This MNLA learning experience cultivates leadership skills in your key staff by incorporating highly interactive exercises, discussions, lecture-style learning, and project-based activities and sessions. Using these multiple learning methods creates a rich adult-learning environment and increases takeaways for each person. The sessions focus on personal development through key soft skill topics. All the soft skills are taught this way: 1. The concepts are taught first.

2. Then, the facilitators zero in on exercises that make the student aware of who they are and how they affect others.

3. Industry leaders are brought in to share their own personal development stories and company best practices.

4. Tools and tips are always offered that the students take away and can use immediately back at the work place. Some are even required “homework” between sessions.

Who is the Leadership Institute for?

The Green Industry Leadership Institute is open to employees of MNLA member companies who supervise others or serve in a project management role within their company.

From where in your company could you identify good candidates? Almost anywhere (see the list on the right sidebar of some of roles past students have had).

Looking at this list, two things become clear. First, we have an amazing variety of position titles within the green industry!

Secondly, your candidate can come from any department of your company. This year-long cohort-based learning experience fast-tracks your company’s top prospects to grow in their leadership capacity, their confidence in decision-making, and in building their community of peer-advisors.

finished up its fifth year in December. It’s amazing to note that 76 people from 27 MNLA companies have now come through the course.

What a boon this program has been for developing leaders and building relationships within our MNLA community! If your company hasn’t invested in this program yet, 2019 may be the right time for an up-and-coming leader in your company to take the next step in making valuable contributions to your business.

Top: The 2018 cohort enjoyed the connections they gained and the advice they received as a result of their participation in the program.

Above: One of the many activities during the program that enhance learning — and fun!

34

MNLA.BIZ january 19

What is the potential return on investment?

As the sponsors mention in the above quotes, the program includes tangible takeaways for

To get you thinking, here is a small list of roles some students have held in their companies.

• Assistant Foreman of Plant Health • Assistant Nursery Manager • Branch Manager class has really I think the leadership t in a number of ways. benefited our participan dership role in herself and her lea She is more confident focused and ’s more organized within our company; she lly more era ilities; and she is gen on tasks and responsib ses or ces improve existing pro engaged in helping to . I am ies teg processes and stra consider new improved ually ivid ind n beneficial to her confident this has bee next y pan beneficial to our com and will continue to be . year and in the future — A sponsor

• Brand and Licensing Sales Rep • City Desk Lead • Design-Build Manager • Director of Operations • Estimator/Project Manager • Field Supervisor • Installation & Maintenance Manager • Inventory Administration Supervisor • Inventory Control Foreman • Landscape Designer/Project Manager • Lawncare/Holiday Design Foreman • Lead Gardener • Lead Grower • Maintenance Foreman • Manager of Garden Services • Operations Manager • Perennial Lead • Plant Healthcare Foreman • Production Manager

their business. This is found in their engagement in improving processes and strategies, and more specifically via their project, which is meant to improve their company in a meaningful way (see sample list of past projects on the sidebar).

Note that these are projects that affect the entire company, not small individual projects that only help the student get their own tasks done. The process of choosing and developing the project includes several rounds of feedback from the facilitator and fellow students. Past participants have found that the Institute gave them a tremendous boost in their personal and professional growth. Here are two comments from former students: • This has been by far one of the most eye-opening experiences I have had within the green industry. I have come away with a whole lot of really useful tools, as well as a new outlook on my position and what it means to be a leader. This was such an awesome opportunity and I cannot thank you enough. I left every session with excitement and a new-found passion for leadership within my company. I got a sort of adrenaline rush from all that I learned. I could drone on and on about all the great things you have taught us, but in summary: thank you, thank you, thank you!!! What a wonderful experience!

• Terri & Steve, thank you for the outstanding leadership you provided for the Leadership Institute. I enjoyed the way that you challenged and engaged us over the past year. You are a great asset to our industry and you should be proud of all that you have done to help grow leaders in the MNLA.

• Project Manager/Sales • Sales Manager • Service Manager • Snow Manager/Irrigation Service Manager • Stock Supervisor • Territory Manager/Crew Lead • Training Manager

Here are highlights of some projects students have undertaken in the program.

• Create a Labor Efficiency Tool • Customer Feedback Program • Develop a Safety Awareness Program • Develop Cross-Selling Practices • Develop Orientation Program • Eliminate Waste in Grounds Maintenance • Improve the Employee Review Process • Improve Web Presence by Revamping Website • Increase Crew Productivity Through Process and Procedure Development • Development of Warehouse Inventory Procedures • Marketing Project: Newsletters to Increase Customer Retention



• Material and Labor Tracking System • Compile and Design Employee Handbook • Program to Reduce Turnover

How can we participate this year?

• Time Tracking Software Implementation

Applications are being accepted through January 24th for the next cohort. The first

• Reduction of Workers Comp. Recordable Injuries

meeting will be on February 20th, and space is limited. If you’re interested, you can

• Instructional Series on Field Plant Care

find out more and download an application at ➽ MNLA.biz/leadership.

january 19 MNLA.BIZ

35

NORTHERN GROWN. QUALITY PLANTS. DIRECT DELIVERY.

Your Abundant Plant Source for Healthy: ▪ Balled & Burlapped ▪ Container Grown ▪ Bare-Root ▪ Shade Trees ▪ Ornamental Trees ▪ Deciduous Shrubs ▪ Evergreens ▪ Liners

C O L O R

I T

G R E E N™

Casey Rufener: 800.236.4242 Troy Green: 218.230.3223

P.O. Box 185, 750 South Monroe Street, Waterloo, WI 53594 800-236-4242 ▪ Fax: 920-478-3615 ▪ www.mckaynursery.com

CAREER CENTER:

ONLINE JOB BOARD on MNLA.biz

Save 10¢/gallon for the first 90 days, then save 5¢ on every gallon purchased at Holiday Stationstores. Monitor your mileage, gas usage, and vehicle maintenance more effectively. No annual fee! Contact Don Keis at 952-830-8889 or don.keis@holidaycompanies.com.

Holiday 3.5x5_4c.indd 1

1

Looking for a new job? Search the MNLA Career Center job postings on www.MNLA.biz for free – no membership required.

2

MNLA members: Use this valuable service to list your full time and seasonal positions. Only $40 for a 60-day listing. Login to www.MNLA.biz and click on “Career Center’ in the menu to get started today.

3/13/2018 11:24:26 AM Job Board 3.5x5_4c.indd 1

10/30/2017 10:01:15 AM

HELPING OUR INDUSTRY

GROW THE MNLA FOUNDATION partnered with 24 member companies to present 27 collegiate scholarships for the 2018–2019 school year. Here's a look at the winners.

january 19 MNLA.BIZ

37

FOUNDATION

2018–2019 Collegiate Scholarship Winners BRICE BIAS

JUSTIN GLANDER

Sponsored by: Grove Nursery Center

Sponsored by: Bachman’s Cedar Acres Garden

School: Rochester Community & Technical College

&Hardscapes, Hedberg Landscape & Masonry

Major: Horticulture Technology AAS

Supplies, Belgard Hardscapes

Expected Graduation: May 2019

School: Hennepin Technical College

Future Plans: Lots of options! I plan to explore

Major: Landscape Design and Construction

continuing my education at a four-year college

Expected Graduation: May 2019

for plant biotechnology, or starting a greenhouse

Future Plans: I want to work with the best people

business that grows produce and landscape

in the green industry. I want to make a name for

plants or continue working on a landscaping crew

myself.

here in Rochester or continue farming back where I grew up.

SHAWNA COALWELL

KYLE HAGBERG

Sponsored by: Southview Design

Sponsored by: Lynde Greenhouse & Nursery, Inc.

School: North Dakota State University

School: Hennepin Technical College

Major: Horticulture Science

Major: Greenhouse Management

Expected Graduation: May 2019

Expected Graduation: May 2019

Future Plans: I would love to find a job with a

Future Plans: I plan to work in a greenhouse

plant breeder or work in nursery management.

that grows food and eventually run a small

I am also considering graduate school.

permaculture farm.

ABIGAIL DIERING

SIERRA HAU

Sponsored by: Bailey Nurseries, Inc.

Sponsored by: Countryside Gardens, Inc.

School: University of Minnesota — Twin Cities

School: University of Wisconsin-River Falls

Major: Plant Science & Chemistry

Major: Professional Horticulture

Expected Graduation: May 2019

Expected Graduation: December 2019

Future Plans: I hope to attend graduate school.

Future Plans: I plan to find a career in

I’m interested in green industry research where

Interiorscapes, landscape design, or sales. I am

I can make a difference.

interested in opening my own firm one day!

ELIZABETH FRANKS

MITCHELL JOHNSTON

Sponsored by: Home Sown Gardens LLC

Sponsored by: Natural Creations, Inc.

School: Rochester Community & Technical College

School: Hennepin Technical College

Major: Horticulture Technology Floriculture/

Major: Landscape Design and Construction

Garden Center & Business Management AAS Degree

Expected Graduation: Spring 2019

Expected Graduation: 2019

Future Plans: I plan to work as a designer at JT

Future Plans: I plan to get a job at a floral shop

Construction. As well as growing the business and

and learn more about the industry from the

hopefully making it my own someday.

inside, eventually to opening my own shop with a floral design area and small greenhouse. My interests include unique indoor plants and indoor green spaces for people to enjoy.

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MNLA.BIZ january 19

2018–2019 Collegiate Scholarship Winners CHARLEEN KEHOE

LESLIE OWSLEY

Sponsored by: Heidi’s Lifestyle Gardens and

Sponsored by: Robin D. Linder Memorial

Growhaus Nursery & Garden Center

Scholarship

School: Central Lakes College

School: University of Wisconsin-River Falls

Major: Horticulture

Major: Horticulture

Expected Graduation: 2020

Expected Graduation: May 2021

Future Plans: I plan to work in a greenhouse

Future Plans: Continue my employment and grow

eventually opening my own greenhouse. I hope to

experience at a local greenhouse, eventually

find employment with a reputable company such

owning a landscape design business.

as Bachman’s, Len Busch, Abrahams or in a small town greenhouse business.

EMILY KOLBE

CASSIDY PETERSON

Sponsored by: Pleasant View Gardens

Sponsored by: Hoffman & McNamara Nursery and

School: University of Wisconsin-River Falls

Landscape

Major: Horticulture

School: University of Wisconsin-River Falls

Expected Graduation: 2020

Major: Horticulture

Future Plans: I hope to continue my education

Expected Graduation: 2020

by working at a botanical garden that includes

Future Plans: After graduation, my goal is to

research for woody perennials.

obtain a horticulturist position at a conservatory or botanical garden, preferably working in greenhouses.

SABRINA LEUER

ELIZABETH PRIGGE

Sponsored by: Hoffman & McNamara Nursery and

Sponsored by: Wilson’s Nursery, Inc.

Landscape

School: Rochester Community & Technical College

School: University of Minnesota-Crookston

Major: Horticulture Technology AAS

Major: Horticulture and Agronomy

Expected Graduation: May 2019

Expected Graduation: Fall 2019

Future Plans: There are two areas in the green

Future Plans: My plan is to obtain a job where

industry that I enjoy working in: floral design and

I am able to use my horticulture and agronomy

greenhouse production. My goals are to

knowledge. Possibly, consulting vegetable growers

eventually own my own greenhouse or floral shop.

who use fields and greenhouses to grow crops.

JODI LIBERTY

BRIAN ROGERS

Sponsored by: Grove Nursery Center

Sponsored by: Wilson’s Nursery, Inc.

School: Central Lakes College

School: Century College

Major: Horticulture, Sustainable Greenhouse

Major: Horticulture

Production

Expected Graduation: 2019

Expected Graduation: May 2019

Future Plans: After graduating from Century

Future Plans: I plan to continue working at

College, I plan on pursuing a Master’s degree

Landsburg Landscape Nursery, improving my

in Horticulture with an emphasis on landscape

greenhouse and operational experience.

design and sustainability.

Eventually move on to a greenhouse management role. My dream has been to start my own flower farm, providing locally-grown flowers to flower shops and floral designers and farmers’ markets. january 19 MNLA.BIZ

39

FOUNDATION

2018–2019 Collegiate Scholarship Winners MELANIE RUHA

JACOB SWIFT

Sponsored by: Robin D. Linder Memorial

Sponsored by: Malmborg’s Inc.

Scholarship

School: Hennepin Technical College

School: University of Minnesota — Twin Cities

Major: Greenhouse Management

Major: Plant Science

Expected Graduation: December 2018

Expected Graduation: May 2019

Future Plans: My goal is to find a position under

Future Plans: I plan on entering the industry,

a master grower and breeder to gain practical

hopefully finding work at a public garden. I would

experience and grow my skill set.

like to work with integrated pest management helping the garden be more environmentally friendly choices.

HEATHER SCHLICHTER-DURAN

BRENDEN THOMPSON

Sponsored by: Countryside Gardens, Inc.

Sponsored by: Robin D. Linder Memorial

School: Hennepin Technical College

Scholarship

Major: Greenhouse Management and Landscape/

School: Century College

Horticulture

Major: Horticulture Science AS, Horticulture

Expected Graduation: Fall 2019

Technology AAS

Future Plans: After I graduate, I would like to

Expected Graduation: Summer of 2019

continue my focus on growing, plant care and

Future Plans: I plan to help my brother manage

interior foliage. Whether it be growing in a

his land and start a business in Duluth, MN. I

greenhouse or focusing on bringing interior plants

especially enjoy running heavy equipment such

to more businesses including the medical industry.

as skid loaders and dingo utility loaders.

GENOA SCOTT

SHANE TSCHIDA

Sponsored by: Tangletown Gardens LLC.

Sponsored by: Baker Lake Nursery, Inc.

School: University of Minnesota

School: Century College

Major: Food Systems

Major: Associate of Applied Science in Horticulture

Expected Graduation: 2020

Expected Graduation: 2019

Future Plans: Following graduation, I plan to go

Future Plans: I plan to start looking for work in

into policy and agricultural education, for both

the wine industry and in the arborist profession.

professionals and children.

Ultimately starting a weed pulling removal service, focusing on gardens, landscapes using sustainable natural organic practices.

KIRSTEN SENDELBACH

ANDY TVETER

Sponsored by: Bailey Nurseries, Inc.

Sponsored by: Bartlett Tree Experts

School: University of Wisconsin-River Falls

School: Hennepin Technical College

Major: Horticulture

Major: Horticulture and Greenhouse Management

Expected Graduation: May 2020

Expected Graduation: 2018

Future Plans: I plan to work in landscaping and

Future Plans: I would like to work in a greenhouse

landscape design. I love being creative with

and learn how plant growth is manipulated and

creating designs that come to life and helping

optimized to create more vigorous plant growth.

clients. Eventually, I would like to have my own design business and a retail level bedding plant greenhouse.

40

MNLA.BIZ january 19

2018–2019 Collegiate Scholarship Winners TESS VOSSEN

JUSTIN WIGDAHL

Sponsored by: Otten Brothers Garden Center &

Sponsored by: Bailey Nurseries, Inc.

Landscaping

School: Iowa State University

School: Hennepin Technical College

Major: Horticulture: Landscape Design, Installation,

Major: Landscape Design and Construction [A.A.S.]

& Management

Expected Graduation: 2019

Expected Graduation: May 2020

Future Plans: I am interested in working with

Future Plans: I aspire to be a landscape designer in

water features and putting an emphasis on

central Iowa who emphasizes improving the living

landscapes looking natural and adding artistic

qualities of my clients and the local ecosystem.

modern twists to my designs.

My designs will prioritize ease of use and space efficiency so that my clients get the most out of their landscape with the least amount of maintenance.

LUCAS WEST Sponsored by: Bachman’s Wholesale Nursery and Hardscapes School: University of Wisconsin-River Falls Major: Horticulture Expected Graduation: May of 2022 Future Plans: I plan on expanding my business to include a landscape company as well. I will use the knowledge that I have acquired in college to improve my store and to educate others about plants and how to grow them. Eventually, create a conservatory with several greenhouses and botanical gardens of different kinds of plants.

 This year’s High School Scholarship awards will be given out at the end of May 2019. Students will be invited to attend the Green Industry Awards Celebration at Northern Green January 14, 2020.

Thank you to the 2018–2019 High School Scholarship Sponsors: 3 scholarships: Prescription Landscape, Inc., 3 scholarships: Landscape Renovations, Inc., 2 scholarships: Hoffman & McNamara Nursery and Landscape, and 1 scholarship: Gertens.

Save the dates for these fun Foundation fundraisers!

JULY 23

SEPTEMBER 17 SEPTEMBER

20

MAJESTIC OAKS GOLF CLUB HAM LAKE, MN

Foundation-Events filler.indd 1

MINNESOTA HORSE & HUNT CLUB PRIOR LAKE, MN

january 19 MNLA.BIZ 12/18/2018 2:51:12 PM 41

MNLA FOUNDATION Thank You to each of you that have supported the MNLA Foundation over this last fiscal year,

September 1, 2017 to August 31, 2018. Your generous contributions enable us to continue to provide research information, scholarships, and career outreach that support the green industry in this region both now and into the future. Thank you for showing your dedication through your time and donations.

Individual and Company Donors Arla Carmichael Anderson Nurseries, Inc. Bailey Nurseries Foundation Bumble Bee Landscaping Dream & Reality Blue Pay Gardens of Rice Creek LLC Jason Rathe Karl’s Landscaping, Inc. Keenan & Sveiven, Inc. Minnesota Sodding Company, LLC North Metro Companies LLC Northeast Tree Inc. Peterson’s North Branch Mill, Inc. River Heights Lawn & Landscape LLC Sailer’s Greenhouse, LLC Sargents Nursery Inc. Shane’s Landscaping, LLC Stars & Stripes Lawn and Landscape, Inc. Terry Becker Construction Tessman Company Tim & Bonnie Power True Nature Design LLC Vermer/RDO Visionary Landscape Design, Inc. Waldoch Farm, Inc. WJM Partners/Barrett Lawn Care

College Progam Scholarship Sponsors Bachman’s Wholesale Nursery & Hardscapes Bailey Nurseries, Inc. Baker Lake Nursery, Inc. Bartlett Tree Experts Belgard Hardscapes Countryside Gardens, Inc. Grove Nursery Center Hedberg Landscape and Masonry Supplies Heidi’s Lifestyle Gardens and Growhaus Nursery & Garden Center

Hoffman & McNamara Nursery and Landscape Home Sown Gardens LLC Lynde Greenhouse & Nursery, Inc. Malmborg’s Inc. Natural Creations, Inc. Otten Brothers Garden Center & Landscaping Pleasant View Gardens, Inc. Robin D. Linder Memorial Scholarship

Southview Design Tangletown Gardens LLC Wilson’s Nursery, Inc.

High School Scholarship Sponsors Gertens Hoffman & McNamara Nursery and Landscape Landscape Renovations, Inc. Prescription Landscape, Inc.

Contributors to the Partners Fund A great number of companies have shown their support by contributing ¼ of 1% of their purchases at participating industry suppliers in the Research and Education Partners Fund program. This investment into the industry’s future is greatly appreciated.

101 MARKET ABRAHAMSON NURSERIES ALOHA LANDSCAPING AUSTIN GREENHOUSE BACHMAN’S INC. BAILEY NURSERIES INC. BARCK RESIDENTIAL LAWN & LDSP. BARTLETT TREE EXPERTS BELT LINE PROPERTIES INC BERG’S NURSERY & LANDSCAPE LLC. BERGESON NURSERY BUDS & DUDS LANDSCAPE LLC CLEARWATER TREE FARM LLC CLEM HOME & LAWN COOPER’S LANDSCAPING COUNTRYSIDE GARDENS INC.

CREATIVE CONCEPTS CONTRACTOR’S CREATIVE LAWN &LANDSCAPES, INC. CROSS NURSERIES, INC. DAN DEVEREAUX LDSP. GARDENER DENNIS LAMKIN DESIGN DITCH CREEK LANDSCAPE EARTHSTONE ENVIRONMENTS EARTHWORKS LANDSCAPE ARCHITECTS AND CONTRACTORS, INC. ELIZABETH HERRINGTON DESIGNS ELMORE NURSERY ENERGYSCAPES INC. ENVIRODESIGN INC. ENVIRONMENTAL DESIGN, INC. ESTES & ASSOCIATES EUFLORIA LLC FIEDLER LANDSCAPING, INC.

Improving the Environment

by Investing in Research and Education 1813 LEXINGTON AVE. N | ROSEVILLE, MN 55113 | 651-633-4987 | F: 651-633-4986 | MNLA@MNLA.BIZ | MNLAFOUNDATION.COM

FOREST & FLORAL FOX LANDSCAPE G & M TREE MOVING GETHSEMANE GARDENS GREENSIDE INC. GREENWORLD INC. GTO LANDSCAPING HELIOTROPE GARDEN DESIGN HEXUM PETERSON SERVICES LLC HIGHLAND NURSERY INC. HOFFMAN & MCNAMARA NURSERY AND LANDSCAPE HOME SOWN GARDENS LLC I & M LANDSCAPING NURSERY INC. INSTANT GREEN TREE PLANTING INC. IRRIGATION BY DESIGN INC. JACOBSON CONSTRUCTION INC JB LANDSCAPING & MOWING LLC JEFF REISINGER LAWN SERVICE INC. JEFF SCHAFER LANDSCAPING JOHNSON CREEK INC. JUSTIN MALECHA LANDSCAPE DESIGN KARL’S LANDSCAPE INC. KERKER INC. KNECHT’S NURSERY & LANDSCAPING INC. KOKESH LANDSCAPE LLC LAKE SUPERIOR GARDEN CTR LAKELAND LANDSCAPE & NURSERY LANDSBURG LANDSCAPE NURSERY INC. LANDSCAPE RENOVATIONS INC. LANDSCAPE TECHNIQUES LAWN AND LANDSCAPE GARDENS LIFESTYLE CREATIONS INC. LILYDALE GARDEN CENTER LIVING SCULPTURE TREE & SHRUB CARE INC. LOWES CREEK TREE FARM LYNDE GREENHOUSE & NURSERY INC. MAJESTIC LAWN & LANDSCAPE MALMBORG’S GARDEN CTR MCGUIRE LANDSCAPING MICKMAN BROTHERS INC. MOTHER EARTH GARDENS NATURAL LANDSCAPE MINNESOTA INC. NATURAL SURROUNDINGS NATURE’S WAY LAWN SERVICE NO MOW NO SNOW LANDSCAPES INC

NORTHEAST TREE INC. OTTEN BROS.GARDEN CENTER & LANDSCAPING OUTDOOR DIMENSIONS LLC PAL AL HARDWARE PARKWAY LAWN SERVICE INC PICTURE PERFECT HOMES INC. PRAIRIE RESTORATIONS INC. PRECISION LANDSCAPING & CONSTRUCTION INC. PRECISION OUTDOOR SERVICES PRINCE CONTRACTING LLC PROPERTY UPKEEP SERVICES PROSPECT HILL GARDEN CENTER R L REYNOLDS CONTRACTING REDWOOD FALLS NURSERY INC REINDERS INC. RIVER CREEK NURSERY INC. RIVER ROAD GREENHOUSE SARGENTS LANDSCAPE NURSERY INC. SAVANNA DESIGNS INC SCHALOW’S NURSERY INC. SCHRADER ENTERPRISES LAWN & LANDSCAPING SCHULTE’S GREENHOUSE & NURSERY INC. SPECTRUM SALES STICKS & STONE DESIGN STONE ARCH LANDSCAPES STONEPOCKET INC. SUSTANE NATURAL FERTILIZER INC. SWEDBERG NURSERY INC. TANGLETOWN GARDENS LLC TCO LLC TENDING YOUR GARDEN TERRAFORM CONST SERVICES INC TOM MAHLER WAGNER GREENHOUSES INC. WEIS LANDSCAPING & DESIGN LLC WELLE NURSERY WEST LAKE LANDSCAPE INC WILSON’S NURSERIES INC. WINONA NURSERY INC. WINTER GREENHOUSE

We’ve made every effort to ensure the accuracy of this list. If your information is incorrect, please contact the MNLA office at 651-633-4987 or mnla@mnla.biz.

PARTNERS FUND You are encouraged to participate in the Research & Education Partners Fund at one of the participating suppliers recognized below. Your voluntary donation of ¼ of 1% (0.25%) on your purchases is used by the MNLA Foundation to grow a brighter future for the industry.

On an invoice totaling $1,000 at one of these suppliers, your contribution will be only $2.50. Your individual contribution is small, but collectively add up to make a real difference!

WHOLESALE NURSERY & HARDSCAPES

YOUR TRUSTED PARTNER

TM

L A N D S C A P E + M A S O N RY

Chanhassen Distribution Yard 952-445-4088 1-800-477-4123 Fax: 952-445-6219

New Germany Growing Range Field Direct Sales Phone & Fax 952-353-2175 Jim's Cell: 612-290-6358

Research for the Real World

Career Development & Promotion

Scholarships

FOUNDATION

SURPLUS

AUCTION

Go Green. Clean your space. Save on taxes. Help others.

WHY

WHAT

• No admission nor RSVP required.

• Donate & receive a charitable donation tax receipt.

• Clear the clutter in your shop, garage, home and office.

• Donations can be delivered to the auction site ANY TIME! • Items that may not sell from the Live Auction, have a double opportunity to be sold at other Fahey auctions.

EVERYTHING WITH VALUE SELLS

and benefits the Foundation fundraiser.

• Equipment: trucks, trailers, landscaping/nursery equip., attachments, new or slightly used tires.

• Medium to Small Trees/Shrubs (call for a plant material application).

• Landscape/Nursery Supplies: pallets of pavers, irrigation supplies.

• Hard Goods: tools, lumber.

• Office Equipment: computers, printers, copy machines, desks, tables.

• Personal Recreation Goods: boats, docks, guns, hunting and fishing equip., campers, cars, patio furniture, grills, vacation homes.

WHERE

HOW

MNLA Foundation is pleased to partner with MNLA member, Fahey Sales Auctioneers & Appraisers, to help us raise funds that improve your business. For more information about Fahey and auction dates, visit www. faheysales.com.

Bring your donations to the Fahey auction site. Let the Fahey staff know it is a donation to the MNLA Foundation. Nursery materials may be sold from your business; contact MNLA for a plant material application. After the items are sold, MNLA Foundation will send you a charitable tax-deductible receipt for your donation and mention your business in the Scoop magazine thanking for your support.

Fahey Auction Complex

2910 9th Street East (Hwy 212 East) Glencoe, MN 55336 (40 miles west of Minneapolis)

➽ QUESTIONS ABOUT THE MNLA FOUNDATION? Call us at 651-633-4987 or email Paulette@mnla.biz. Click HERE to check out what we do!

44

MNLA.BIZ january 19

A Deeper Shade of Green Local Genetic Origins

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COWSMO THE FINEST QUALITY ORGANIC COMPOST

Native Minnesota Woody & Herbaceous

Packages for retail, and bulk for larger projects.

Healthy Soil = Abundant Growth Our organic, manure-based Compost and Potting Soils will work hard for you by:

(651) 438-2771 • Fax (651) 438-3816

• Adding nutrients, organic matter, and living microorganisms to promote soil health • Suppressing weeds and improving soil texture

Call us first for all your native planting needs

Visit our website or call to find out which product is right for you:

www.outbacknursery.com

Cochrane, WI • cowsmocompost.com • 608-626-2571

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

GET ALL YOUR CONTRACTOR SUPPLY NEEDS! CALL US FOR THE BEST SELECTION IN THE INDUSTRY GROWERS: Nursery Containers, Wire Baskets/ Burlap , Horticulture Tools, Corrugated Tree, Protectors, Digging Spades, Osmocote Fertilizers and Grower’s Mixes.

NURSERY STOCK: Deciduous Shrubs, Evergreen Shrubs, B&B Trees, Perennials, Specialty Conifers, Specialty Deciduous and *Field Direct Trees.

RETAIL: Chemicals, Grass Seeds, Tools/ Pruners, Water Gardening, Supplies, Garden Hose, Bird Feeders, Feed and Yard Ornaments.

EROSION CONTROL: Wood Blankets, Straw Blankets, Geojute, Sod Staples, Silt Fence, Grass Seed & Sediment Logs.

CONTRACTORS: Edging, Fabrics, Low Voltage, Lighting, Retaining Wall Systems, Pavers, Bulk Materials, Safety Supplies and Wheelbarrows.

® ® PAVING SYSTEM FEATURINGCHARLESTON CHARLESTON HIGHLAND STONE® FEATURING PAVING SYSTEM WALL SYSTEM & HIGHLAND STONE® WALL SYSTEM!

www.centrallandscape.com

1-800-772-3888 | Fax 1-888-257-5577 | sales@centrallandscape.com

4026 County Road 74 South

|

St. Cloud, MN 56301

THE

VALUE OF EDU¢ATION — FROM ANYWHERE EDUCATION, CONTINUING ED., seminars, trade shows, vendor events … a string of places that vie for your attention, but should you give any of them your precious time?

Diana Grundeen Trio Landscaping

EDUCATION

I mean, is any of that more important than

following up with clients or doing invoicing — those things bring in the money, am I right?

Well to be honest, yes. Education, continuing ed., seminars, trade shows, vendor events… are all just as important as the work itself.

I admit I love the learning and networking I get by attending these events, but my mindset is that I know I am going to come away with something useful. That’s right, I go and expect to find something I can apply to myself and/or my business. It wasn’t always that way. I had to learn to be open to the opportunities that I have, which may or may not always be in my

industry. Coming away with something useful from every opportunity therefore requires a bit of creative license.

I am a bit of a go-getter and for a time while I was working for a garden center as a designer (the work was very seasonal), I wanted some extra cash, so I found a direct sales company I myself could use. They give you a catalog and some product and off you go — but they also had these trainings to help you grow your business … so I went. I LOVED it, but not for the stuff I was selling — I saw through their methods and in my head, I was applying them to landscape sales. My

teammates thought I was a bit nuts, but then they really saw the passion I have for my industry. I saw that I could use almost any sales training to help me with my skills in the green industry. Sure, it was basic stuff — but let’s not make everything so complicated, because breaking it down to basics works!

And then, I was invited to take a landscape tour in California; but wait, I’m from Minnesota — how will what they do there apply to me? I was a bit skeptical, but as I was already learning from other sales businesses how could this hurt? So off I went, and I LOVED it!

To be among like-minded designers, to walk through and experience other landscapes, to openly ask questions and get answers … life changing. Sure, not everything applied directly to me, but it affected me. So again, I continued to learn to open my eyes to what I can learn from. I came back from that conference with more connections and support, but most importantly I had insight I directly applied to my design work — and made new sales!

By learning from those “out-of-my-box” education opportunities I realized how much I could be learning here in my market with the opportunities that are sent out often — but you just have to be open to hearing them. Go to a trade show — find new products, but also new people. Go to a seminar — gain insight on a subject and make new connections. Go to a vendor event — find a new product and more people. Then see how it impacts your sales, your confidence, your overall approach — and ultimately your bottom line!

But I warn you it can get overwhelming. You can’t accept every invite — you do have to work sometime. But know that you can’t turn them all away, even if you have been to a similar training or event. No two are exactly the same; whether by the way it’s presented or because of the other people that are there, there is always an opportunity to learn something new. And you can’t learn it all the first time through anyway — you are not that perfect (sorry, its true). So, be open to attending something again, like a yearly vendor training for instance.

Can you challenge yourself to be open to more learning, here in the industry and beyond? I’d love to hear your feedback — send me an email or post to MNLA social media to keep the conversation going. ➽DIANA GRUNDEEN can be reached at Diana@triolandscaping.com.

48

MNLA.BIZ january 19

STOCK UP ON ICE MELT Our Professional Ice Melter performs in the most severe conditions — down to -16° F, while reducing chloride use from 33-50%, making it safer for pets, children and plants.

Contact your Tessman sales representative today to order.

It’s never too early to start thinking about spring!

Talk to us today about pre-ordering your supplies now.

We look forward to seeing you at the MNLA Conference, January 15-17!

Stop by our booth: 500, 502, 504

A family-owned company serving the green industry since 1950. The Tessman Company has the products, knowledge, and service for all your turf supply needs.

St. Paul, MN

Fargo, ND

Tea, SD

1300 Sylvan St. St. Paul, MN 55117

610 39th St. N Fargo, ND 58102

46954 Mindy St. Tea, SD 57064

Phone: (651) 487-3850

Phone: (701) 232-7238

Phone: (605) 368-2586

GOVERNMENT AFFAIRS

Come Visit the Legislative Action Center at Northern Green!

We invite you to join us! This year at Northern Green, Minnesota Nursery & Landscape

Forrest Cyr

MNLA Government Affairs Director

Association members and attendees will have the opportunity to learn more about MNLA advocacy, network with colleagues, and meet with members of the Minnesota House and Senate at the Legislative Action Center, located on the show floor.

To most effectively advocate for priorities essential to the industry, MNLA encourages members to get involved in ongoing government affairs and grassroots advocacy efforts. Your expertise and involvement are essential to our legislative success!

MNLA has extended invitations to several Minnesota House and Senate members to join us at the Legislative Action Center on January 16th from 11:00 am–1:45 pm, and on January 17th from 10:00 am–1:45 pm. With the 2019 Minnesota legislative session beginning on January 8, the timing is ideal for members to connect with their elected officials at Northern Green.

This session, MNLA is working on a host of topics critical to the green industry in Minnesota, including: • Salt liability protection for winter salt applicators • “Duty to Defend” subcontractor legislation • Irrigation backflow maintenance reform, • And other topics important to members and their businesses.

At the booth, you can learn more about MNLA’s 2019 legislative agenda, engage with association staff about

#growresults

in Government Affairs!

I Support:

veraging social media is a itical element of successful assroots advocacy, as elected fficials and their staff use it ow more than ever) to build lationships, monitor issues, nd share information.

his year you’ll be taking your hoto with colorful #hashtags. s easy – choose the issue or sues that will be important to u during the 2019 legislative ssion, grab a sign, and snap photo. Then, follow along n Facebook and Twitter... and atch the conversation grow!

y participating in our growresults initiative, you’ll pport MNLA’s Government ffairs efforts while promoting ur member business and ising awareness about innesota’s green industry mong elected officials!

@MNLA1

#smartsalting #uniformstatelaborcode #dutytodefendreform #irrigationbackflowreform #plantingforpollinators #EmeraldAshBorerfunding

@MinnesotaNLA

#GROWRESULTS

#MNLEG

➽FORREST CYR can be reached at: forrest@mnla.biz..

12/11/2018 12:05:04 PM

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grassroots member involvement opportunities, and connect with invited elected officials from across Minnesota.

To show your support for MNLA’s important policy initiatives, you can get your photo taken at the Legislative Action Center with policy-related props to share on social media and beyond! This is your one-stop-shop for green industry advocacy and MNLA Government Affairs. Plus, the Legislative Action Center will be a Treasure Hunt Booth for Northern Green treasure hunters!

Visiting the Legislative Action Center at Northern Green is just one of many opportunities this year to share your expertise with members of the Minnesota House and Senate on topics related to your success as a green industry professional. On March 6, 2018, join your fellow MNLA members for Day on the Hill, the annual day of advocacy for the association. MNLA is honored to advocate for you and your business at the Minnesota State Capitol, and your participation in legislative outreach is vital for our success.

To stay up-to-date on all things Government Affairs, sign up for MNLA’s Grassroots eNews by sending an email to forrest@mnla.biz!

2019 GREEN INDUSTRY DAY ON THE HILL Wednesday, March 6th

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 Plus Capitol Ridge (formerly Kelly Inn) • 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 – Friday, February 15th!

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

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

MNLA Government Affairs Program Sponsor:

If you’re looking for a highly effective and affordable professional development tool, MNLA’s Leadership Peer Groups is your solution. Utilizing Rod Johnson’s Peer InsightTM method, you’ll learn to connect the content in an informal program with the context of how to use it in your career.

CONNECTING CONTENT TO CONTEXT

What is a Leadership Peer Group?

A group of similar leader-managers will convene on a routine basis to discuss certain topics, issues, or challenges found within the industry. The group will offer advice and support each other while collecting input on a topic.

The peer group helps individuals break down complex issues, exchange ideas, and adapt to different perspectives, all through a continuous learning forum. The team approach helps individuals with their accountability, while the coaching structure provided by the professional facilitator keeps discussions and idea exchanges focused and efficient.

The informal, confidential nature of peer groups helps participants get to know each other on a more personal level within a safe environment. The relationships developed with peers allows for faster issue solving, personal improvement, and professional growth.

What will participants walk away with?

• Insight into the powerful impact peers can have on your career and your leadership • Expanded personal and professional relationships • Personal coaching and practical advice vital to you and your company’s success • Improved problem-solving and decision-making capabilities.

• Outside perspectives on issues where I might be too close to see solutions.

• Greater self-awareness of how I work within a team.

2019 PRE-SEASON TOPIC (JAN.–MAR.):

Talent This program focuses on attracting, onboarding and developing talent across the organization.

Details

• Each program includes six Tuesday sessions. The 2019 pre-season dates are Jan. 29; Feb. 5, 12, 19, 26; and Mar. 5.

• Applications are being accepted now. The deadline for applying is Friday, Jan. 18.

• Investment: $595 per participant • Each applicant will need to complete the application form at www.MNLA.biz/leadership.

• Each applicant must fulfill ONE of the following criteria: graduate of MNLA’s Green Industry Leadership Institute (or similar program); industry experience of five years; hold a management position in an industry company.

Our Facilitator

Rod Johnson of Growing Your Leaders has successfully facilitated numerous peer learning groups for over 10 years by always innovating and pondering how to improve the impact of each meeting, and the performance of each participant.

LAST WORD

MNLA WELCOMES FORREST CYR AS GOVERNMENT AFFAIRS DIRECTOR

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MNLA.BIZ january 19

Please join all of us in welcoming Forrest Cyr to the role of Government Affairs Director at MNLA. Forrest comes ready to support and bolster MNLA’s advocacy and grassroots efforts, having worked for numerous trade associations representing real estate, homebuilding, and housing issues at the federal, state, and local levels.

Forrest graduated from Montana State University (MSU) in Bozeman in 2013 with a degree in Political Science. Forrest is originally from Seattle, Washington, and has lived in the Twin Cities for the past five years.

After graduating from Montana State University, Forrest moved to Minnesota to pursue new opportunities. Most recently, Forrest served as the Government Affairs Director for the Saint Paul Area Association of REALTORS®, working on homeownership and private property rights issues at the local and county levels, and as the Director of Government Affairs at the Builders Association of Minnesota as a lobbyist at the State Capitol. Forrest is thrilled to advocate for Minnesota’s green industry at the Minnesota State

Capitol and to work closely with MNLA membership to build strong grassroots connections between members and legislators.

Forrest lives in Saint Paul and enjoys exploring the many awe-inspiring places Minnesota has to offer. Forrest loves to hike, run, bike, SCUBA dive, and travel to new places, and is thankful to live in a place so well-suited to these activities. He also loves dogs.

Please don’t hesitate to reach out to Forrest to introduce yourself and find ways to get involved in MNLA’s government affairs and advocacy efforts.

MNLA FOUNDATION Improving the Environment by Investing in Research and Education

1813 LEXINGTON AVE. N | ROSEVILLE, MN 55113 | 651-633-4987 | FAX 651-633-4986 | MNLA@MNLA.BIZ | WWW.MNLAFOUNDATION.COM

PARTNERS FUND You are encouraged to participate in the Research & Education Partners Fund at one of the participating suppliers recognized below. Your voluntary donation of ¼ of 1% (0.25%) on purchases of plants and other nursery, greenhouse and landscape products at these suppliers is used by the MNLA Foundation to grow a brighter future for the industry.

On an invoice totaling $1,000 at one of these suppliers, your contribution will be only $2.50. Your individual contribution is small, but collectively these small contributions will add up to make a real difference!

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