The Scoop Online - February 2019

THE FULL SERVICE MYTH

CANINE EMPLOYEES

VOLUNTEER VOICES

PARTNER WITH THE MNLA FOUNDATION

INVESTING IN THE FUTURE OF THE GREEN INDUSTRY

ALSO INSIDE:

TWO ENTER MNLA HALL OF FAME LATE TO THE PARTY

feb 2019 n v42 n2

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

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:

feb 2019 n v42 n2

14 34

8 20

Events

10 What I Thought I Knew

Executive Director Cassie Larson reflects on the MNLA office landscape project.

28

14

Squashing the Full Service Myth Chris Heiler discusses the right and wrong way to diversify your landscape business.    

20

Canine Employees: Plant Pest Detection Using Sniffer Dogs Dr. James Calkins explores the use of dogs as an effective pest detection

13 Volunteer Voices Learn why Diana Grundeen values her

participation in an MNLA committee.

18 St. Paul’s New Minimum Wage Attorneys from Zlimen & McGuiness give an

overview of the new requirements.

34 Grow Your Business with MNLA Day on the Hill Help advance MNLA’s legislative agenda, which

also helps your business!

method in this Research for the Real World.  

28

Late to the Party A staggered leaf-out schedule may be best, according to Faith Appelquist.  

30

Work Like a Video Game Mark Bradley explains three ways to create a culture that connects with today's video gamers. 

36 Committee Openings Looking to get involved? Consider these

committee openings.

42 MNLA Awards Dave Kleinhuizen, Tim Power, and Paul Morlock

were honored last month during the Green Industry Awards Celebration.

38

MNLA Foundation: Your Participation and What Comes Out of It One Foundation Trustee calls for your help in promoting the industry,

46 Looking Back on 2018 Highlights from MNLA’s electronic communications.

careers, education, and scholarships for students. 

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

Cover photo: iStock.com/runeer. Table of Contents Images: Top: iStock.com/diane555. Middle: iStock.com/igorr1. Bottom: Faith Appelquist

february 19 MNLA.BIZ

5

DIRECTORY

feb 2019 n v42 n2

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

6

MNLA.BIZ february 19

Albert J. Lauer, Inc. .............................................................................. 37 All Stone Solutions .............................................................................. 43 Anderson Nurseries, Inc. ................................................................... 45 Bachman's Wholesale Nursery & Hardscapes ............................... 3 Central Landscape Supply ................................................................ 37 COWSMO, INC. ....................................................................................... 43 CST Distributors ................................................................................... 17 Cushman Motor Co. Inc ...................................................................... 17 Edney Distributing Co., Inc. ................................................................ 11 Fahey Sales Agency, Inc. ..................................................................... 43 Frost Inc ................................................................................................. 32 Fury Motors ........................................................................................... 12 Gertens Wholesale & Professional Turf Supply ............................. 2 Glacial Ridge Growers ........................................................................ 43 Hedberg Landscape & Masonry Supplies ..................................... 32 Jeff Belzer Chevrolet ..................................................................... 24–25 Klaus Nurseries .................................................................................... 32 Maguire Agency .................................................................................... 32 Monroe Truck Equipment .................................................................. 39 Out Back Nursery ................................................................................. 19 Plaisted Companies .............................................................................. 7 Resultants for Business, Inc. (RFB) .................................................. 11 Rock Hard Landscape Supply .......................................................... 45 SMSC Organics Recycling Facility .................................................... 45 The Tessman Company ....................................................................... 35 Tri-State Bobcat, Inc. .......................................................................... 41 Truck Utilities, Inc. ............................................................................... 19 United Label & Sales .......................................................................... 19 Versa-Lok Midwest ................................................................................ 9 Wolf Motors ........................................................................................... 37 Ziegler CAT ............................................................................. Back Cover

UPCOMING

FEB

08



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

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 taught by industry professionals is for field staff foreman, grounds



MAR

19



managers and garden centers, providing basic industry skills to prepare for the season!

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



iStock.com/hsvrs

MAR

21



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. Also offered on April 4–5.

MDA, St. Paul ➽ MNLA.biz

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

MAR

27

The Scoop, February 2019, Issue 2, is issued monthly, 12 times per year. All original works, articles or formats published in The Scoop are © Minnesota Nursery & Landscape Association, 2019, and may not be used

APR

3

without written permission of MNLA, 1813 Lexington Ave N., Roseville, MN 55113. Subscription price is $99 for one year, which is included with member dues. POSTMASTER:

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

TURFGRASS MAINTENANCE WORKSHOP Learn best management practices for lawn/turf maintenance, and earn Minnesota Pollution Control Agency Level 1 Certification.

MNLA Classroom, Roseville, MN ➽ MNLA.biz

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

2019 MNLA seminars

Editorial Contributions. You are invited to share your

generously supported by:

expertise and perspective. Article ideas and manuscripts should, whenever possible, reflect real and specific experiences. When submitting an article, please contact

Business

 Skills Training

 Networking

Leadership Development

the publisher at jon@mnla.biz or 651-633-4987. MNLA



reserves the right to edit all Scoop content.

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

8

MNLA.BIZ february 19



General

VERSA-LOK

®

Contractor Sales Yards Contractor Training: Mar 13-14, 2019 Register: Call Barb, 651-770-3166 Your locally owned headquarters for landscaping supplies and materials!

• VERSA-LOK retaining wall systems • Willow Creek pavers and kits • Unilock pavers • Rosetta hardscapes • Porcelain landscape tiles • Decorative rock, mulch, natural stone, steps, wallstone, flagstone and more • Accessories, including lights, sealers, polymeric sand, edging and geogrid • Easy in/out yards with knowledgeable staff and convenient hours

BROOKLYN PARK (763) 488-1310

OAKDALE (651) 773-7444

BURNSVILLE (952) 894-4401

KIMBALL (320) 398-5415

FARIBAULT (507) 331-3198

VERSA-LOK-midwest.com

ONALASKA, WI (800) 770-4525

FROM THE EXECUTIVE DIRECTOR

Being on the Other Side…

What I Thought I Knew Cassie Larson

MNLA Executive Director

I’ve been working side by side with green industry owners, managers, and employees for nearly (cough, cough…) years now. Long enough to feel like I’ve got a pretty good idea of what makes a green industry business tick.

I hear every day about struggles and successes of businesses just like yours and work with the board, committees, task teams, individual members, and staff to help find solutions.

But, recently I’ve experienced the green industry from a whole new perspective…that of a client! And it is teaching me that there’s still a lot I don’t know.

Last fall, the landscape at the MNLA office went under the shovel with the hope that a new, innovative, technologyforward design would provide educational space and value for members long into the future. The project manager and a task team of members continue to oversee the project and I continue to be in awe of the entire process. Here are some observations and lessons from where I sit…

1. The very first day a shovel went into the ground, the neighbor called to say “They cut my phone line.”

Ugghhh. The project manager came and told me it was buried less than 2 inches below the ground and they were hand digging. Yep! I’ve heard that story before, from about a hundred other landscapers. So, while I wasn’t entirely surprised, it wasn’t great for neighborly relations. And, it added just another action item for the project manager to have to deal with.

Side note: We know this is a problem, and MNLA continues to work on the issue of “depth of lines” through participation in Gopher State One Call and through other avenues to try and help take this problem off your plate.

2. Taking down 20-foot tall evergreens is a fascinating feat.

The arborists who performed this work definitely practice what I hear the industry preach — safety first.

3. There are SO many trucks needed for one project! Every day there was some sort of semi dropping some

10

MNLA.BIZ february 19

sort of product in our parking lot. And these drivers are experts at getting in and out of small and impossible spaces. I can’t tell you how many times I’ve had to text our project manager because a shipment of “[insert material]” just showed up and the driver wants to know what to do with it. I’m sure the drivers were not appreciative of my initial blank stare. But, thankfully, they have been understanding so far.

4. The intense organization and number of steps required for each element of the project from beginning to end is astounding. It’s no small feat to coordinate so many vendors and products to all happen in a certain sequence so that everything goes smoothly and onsite employees are not just standing around waiting. A member pointed out to me that, it’s just like what the MNLA staff does for Northern Green — a sequence of organized steps to make an end product. The more I thought about it I knew he was exactly right! Who knew that landscaping and event planning had so much in common?

5. Observing the craftsmanship, care, and thoughtfulness that goes into execution is amazing. From watching the outcropping stone become monument signage to crafting aqua blocs into a water retention vessel — so much artistry is involved in the process.

6. There is never a dull moment. From the design of the walkway being slightly off from the doorway during layout to a gas line that was much shallower than expected, project managers are always on their toes putting out fires and coming up with workable solutions that stay true to the integrity of the design.

“

CLIENTS DON’T KNOW ANYTHING — DON’T ASSUME THEY DO!

”

7. Clients don’t know anything — don’t assume they do! At least two times every week someone had to explain a process or material to me — from class 5 to turrets — it’s like a foreign language to me (and I have more exposure to the industry than the average building/homeowner.)

So, I encourage you to think about how you describe your design, installation, or material choices to an owner. I promise you they’ll appreciate common terms and perhaps even photos. Even better, relate it to something they already know.

8. It’s terrifying when you see a giant backhoe come flying toward your office window when you weren’t expecting it.

9. We have the BEST volunteers! The team who is working on this project is top notch. They continue to shepherd all the details (so I don’t have to, and we should all be grateful for that). They anticipate problems before they arise. Longevity in the industry certainly gives you a leg up in project management. I’m pretty sure they’ve seen it all!

These are only a few of the observations/ lessons and the project is only half complete!

More work is scheduled for this spring/summer — with planting, irrigation, raingardens, and paver installation all yet to come. Want to follow along with the project? Head over to the MNLA Facebook page and check out our office landscape album for daily updates during the season. Also, watch for more updates in upcoming issues of The Scoop.

I would be remiss to mention that this project would not be possible without the generous donations of SO MANY members. Thank you to everyone who has donated so far and who plans to donate next spring.

Because we’re almost there already, best wishes for a profitable spring season ahead and, as always, reach out if MNLA can be of assistance to you along the way.

➽CASSIE LARSON can be reached at: cassie@mnla.biz.

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?

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

- Philip Mattison, President Core Products International

Make Your Business Go Further, Faster™ www.theResultants.com

february 19 MNLA.BIZ

11

THINK AHEAD and let the tax code work as hard for you as our

TRUCKS AND VANS DO!

THE MOST UPFIT VEHICLES IN THE STATE! #1

Commercial Dealer in Minnesota

FURY RAM COMMERCIAL TRUCK CENTER Lake Elmo, Minnesota

WE DELIVER! Call Craig Larson for Estimates:

651.777.1316

or email: clarson@furymotors.com

MNLA & YOU

iStock.com/PeopleImages

Since its start at the re-formatting of the MNLA committees.

than I did as just a “paper member.”

Its interesting how much more you understand the industry when you see the inner workings.

How did you learn about the Committee,

Why do you think it’s important for green

and why did you decide to get involved?

industry professionals to play an active

I was invited! — not sure if it was a box I checked on a survey or a note from another MNLA member, but here I am.

role in MNLA? MNLA is the larger asso-

How long have you been a member of the Communications + Technology Committee?

MEMBER COMPANY NAME:

It’s the people, so many connections that I may have not made to this level if we had not been working together.

ciation that unifies all of our industries and it is a great complement to the other associations I am a part of as they all do something different. MNLA collaboratively is a bigger voice and can represent me, my company, my industry segment, and be a resource to me for the greater green industry.

Being a part of this bigger voice gives us an opportunity to be heard more effectively. So many things are labeled as “green” and “sustainable” in this age, but not always to the best of their ability. MNLA can help advocate our place in making the world more green (in practice and plantings) and sustainable. But without the volunteers we can’t make that happen, we don’t have that larger voice, and therefore we won’t have the desperately needed impact. Many hands make light work, many voices to be heard.

the green industry better? When you become part of an MNLA

From your perspective, how has the

Volunteer “fun fact”: Do you have any pets?

Committee or Task Team, you’ll find personal connections,

Committee’s work benefited you and your

knowledge, and wisdom you won’t gain anywhere else. Personally

company? I benefit from being on the

I have my rescue pup Scarlett (my baby), a now 7-year-old Yorkie we have had 3.5 years, an 8-year-old cat, Pepe, and a 5-year-old guinea pig named Gaia (technically the boys).

Trio Landscaping MEMBER COMPANY LOCATION: Minneapolis-based private design studio YEARS IN THE GREEN INDUSTRY: Since 1995 PRIMARY EXPERTISE: Landscape design

Was there anything that made you nervous prior to getting engaged, and what helped you overcome your apprehension? I was

honored to be invited to be a part of the MNLA “voice,” and at the same time wondered did I have the “right stuff” to contribute? Would there be time to be part of it (I was a solopreneur then). But I showed up, and I saw a great group to work with. I felt like I was a part of a team that could do something beneficial...and so I kept showing up and participating.

What has been your most meaningful experience as a Committee member thus far?

Diana (on left) prepares to visit her legislators at Day on the Hill.

Looking for an opportunity to participate in making MNLA and

and professionally, you will grow with MNLA! To get involved in shaping a brighter future for MNLA and the green industry, call 651-633-4987 or go online to ➽ MNLA.biz/getinvolved.

inside where I am reminded of all the things that MNLA does/is doing/that I can do. I have a deeper connection

february 19 MNLA.BIZ

13

BUSINESS

Squashing the

FULL SERVICE

MYTH The Right and Wrong Way to Diversify Your Landscaping Services

Chris Heiler Landscape Leadership

iStock.com/JJPan (shoe) and iStock.com/diane555 (oranges)

IT’S COMPANIES without a core competency that default to “full-service” as their unique value proposition.

Here’s a topic that might ruffle some feathers. It’s what I call the “Full Service Myth.” It’s pervasive throughout the lawn and landscape industry.

It sounds something like this: “Our customers want a one-stop shop.” I call hogwash on that.

This is lazy thinking based more on your own narrative than on actual reality (i.e. decades of documented consumer behavior). Whenever full-service appears as the main promise a company makes, you can assume that it has been either unable or unwilling to actually name what it stands for.1 It’s companies without a core competency that default to “full-service” as their unique value proposition. Unfortunately, this is the mediocre majority of our industry.

Have a majority of your customers explicitly told you that they want a one-stop shop for all their outdoor needs? If so, I would suggest that you have the wrong customers. These folks are probably not spending as much money as the average consumer would typically spend on specialized professional services. Instead, they are buying your full-service approach because you are cheaper than the alternative.

They are buying you as a commodity, not as an expert. If “full-service” is your company’s calling card then you are undifferentiated to the point you are easily replaceable by any competitor claiming the same.

“Full-service” is not a strategy, my friends. I think of it more as a “happy accident” you’ve either intentionally or unintentionally grown february 19 MNLA.BIZ

15

BUSINESS

Vertical vs. Horizontal Diversification: Sketch 1

into. While offering every service under the sun may seem like an ideal way to grow top line revenue (spoiler: it’s not), this approach to diversification will undoubtedly limit your profit potential.

Also, don’t fool yourself into thinking “full-service” is a buffer against an economic downturn. This is another myth perpetrated by countless expert-types in our industry. Unfocused is still unfocused; in any economic climate. A prospering economy — like we’re in now — hides the warts lurking under the surface waiting for things to hit the skids again. When it does, the first companies to fall to the wayside in a downturn will be those who are weakly positioned offering everything to everybody.

Okay, okay, enough of the doomsday …

iStock.com/diane555 (oranges)

“Depth” is your competitive advantage In this light, let’s talk about strategic diversification, which as you will see, stands in stark contrast to the typical full-service model most lawn and landscape industry companies employ. I’ll refer to this as vertical diversification versus horizontal diversification. Let’s define each: Vertical Diversification: Developing a depth of service offerings around your core competency and positioning.

Horizontal Diversification: Offering a breadth of services so you can be everything to everybody.

Every company should have a core competency, whether that be a specialty (like masonry or carpentry), expertise (such as permaculture or arboriculture), or industry/audience affiliation (for example “green industry,” or multi-family properties).

How you diversify your landscaping services should align with your core competency, not work against it by watering it down. Think of diversification like digging a hole. Differentiation is about deep versus wide. And the deeper you go, the harder it is for competitors to follow.

(See Sketch 1.) They’ll have to dig a long time to catch you, and chances are they’re too busy digging lots of shallow holes.2 Depth is your competitive advantage, my friends.

iStock.com/diane555 (oranges)

Vertical vs. Horizontal Diversification: Sketch 2

16

MNLA.BIZ february 19

My old landscape design firm, Fountainhead Gardens, was built around my deep expertise in period gardens and traditional architecture.

Here’s how I diversified based on this core competency and positioning: • Charged design and consulting fees that were significantly higher than my competitors.

• Acted as a general contractor on the construction of the landscaping projects.

• Designed and fabricated site furnishings and accessories for many of my projects (gates, arbors, trellis, furniture, etc.).

• Acted as a dealer/distributor for a number of upscale site furnishing manufacturers that allowed me to spec and sell their product like containers, statuary, fountains, architectural stone, etc.

This strategic approach helped me establish a valuable referral/ collaboration network of architects and other designers and craftspeople which allowed me to compete against the more established companies in my market.

Let’s look at another example using a hardscaping contractor with “masonry” as their core competency. Sketch 2 illustrates the contrast in how this contractor could diversify their service offering. Upon examination I think you would agree that most companies in the lawn and landscape industry diversify horizontally — digging many shallow holes — as opposed to going deep around their core competency.

If this contractor were to diversify vertically, they would create a substantial competitive advantage for themselves which would look like this:

“

DIFFERENTIATION IS ABOUT DEEP VERSUS WIDE. AND THE DEEPER YOU GO, THE HARDER IT IS FOR COMPETITORS TO FOLLOW.

”

1. Being positioned as the expert in their market will keep them in a leadership position ahead of their competitors.

2. As the leader they will charge a premium price for their services which will lead to higher profit margins.

3. With a unique identity they will be positioned to attract higher level job candidates when compared to competitors who all look the same.

4. Laser focus around their core competency will lead to greater operational efficiencies (which will lead to increased profit margins).

5. In an economic downturn it will be much easier to scale back operations compared to the bloated “full-service” companies.

6. Focus on their core competency will lead to more opportunity to collaborate with peers as opposed to competing head to head for scraps in their local market.

Wrap up How would you like to have a competitive advantage like this? The key is to diversify your service offering vertically with purpose as opposed to horizontally like most of your weakly-positioned competitors. Do you feel like you’ve been digging too many shallow holes, offering too many things to too many people? Do you look exactly like your competitors? Be honest in answering that last question. You may need help to regain your focus. If you don’t stand out in your marketplace and aren’t making the profits you deserve, then you need a purposeful brand positioning strategy.

References:

YOUR ONE TRACTOR SOLUTION

1. Quote from Tim Williams, Positioning for Professionals, pg. 30

2. Ibid, pg. 34

Mow Slopes ➽ CHRIS HEILER is president and founder of Landscape Leadership, and this article originally appeared on the Landscape Leadership “Inbound Marketing for the Green Industry” blog. Call (800) 681-9169 or visit www.LandscapeLeadership.com for more information.

Aeration & Overseed

Fall Cleanup

Schedule a Ventrac DEMO with:

Cushman Motor Company, Inc. 2909 E Franklin Ave • Minneapolis, MN (612) 333-3487 • 1-800-759-5343 www.cushmanmotorco.com

february 19 MNLA.BIZ

17

LEGAL ISSUES

St. Paul’s New Minimum Wage Ordinance The city of St. Paul has enacted a new minimum-wage ordinance. The ordinance phases in minimum wage increases over several years, depending on how many employees a business has. Businesses are categorized as Macro (10,000+ employees, which won't apply to MNLA companies), Large (100+), Small (100 or fewer), or Micro (5 or fewer).

Bryan Zlimen & Alex Zabinski

Zlimen & McGuiness, PLLC

The phases are: July 1, 2020

LARGE

SMALL

MICRO

$11.50

$10.00

$9.25

July 1, 2021

$12.50

$11.00

$10.00

July 1, 2022

$13.50

$12.00

$10.75

July 1, 2023

$15.00

$13.00

$11.50

July 1, 2024

CMW*

$14.00

$12.25

July 1, 2025

CMW*

$15.00

$13.25

July 1, 2026

CMW*

CMW*

$14.25

July 1, 2027

CMW*

CMW*

$15.00

July 1, 2028

CMW*

CMW*

CMW*

*CMW is the City Minimum Wage. It will be adjusted and published by the St. Paul Department of Human Rights and Equal Economic Opportunity by September 1st of every year. Adjusted rates take effect the following January.

Counting employees. For each calendar year, your business

size is determined by the average number of employees you had per week in the previous year. Include seasonal, temporary, and joint employees. Two exceptions relevant to the Green Industry are: New businesses: Count the average number of employees per week during the first 90 days after the first person working for compensation began work; and Franchises: Count the employees at all the franchises that you own, rather than at all franchises generally.

Non-local businesses. Even if you’re located outside St. Paul, the ordinance states that you must pay your 18

MNLA.BIZ february 19

employees the St. Paul minimum wage for hours they work within the city. As with other labor-related ordinances passed by Minneapolis and St. Paul in recent years, the ordinance doesn’t account for the employer’s location.

Court challenges are ongoing regarding this type of provision in earlier ordinances and may occur for this ordinance as well.

For employees who only work intermittently in St. Paul, the ordinance applies if the employees work at least two hours in a given week in the city.

Additional compliance steps. You must maintain records of wages paid to all employees for at least 3 years after payment. There are also several notices to give employees.

The Department is creating a workplace poster which must be conspicuously displayed and a notice of rights that must be given to employees annually. Currently, these items have not yet been released. If an employer has an employee handbook, the handbook must inform employees of their minimum-wage rights and the remedies for violation of those rights.

Penalties. The Department can investigate suspected violations and seek penalties, including payment of wages that were not paid, liquidated damages, and multiple fines up to $1,000.00 each. Repeated violations against the same employee may result in additional fines. Employees can sue the employer even if the Department doesn’t find a violation.

Relevant Wage Exceptions. Lower rates apply to youth ages 14–17 during the first 90 days of hire and youth under age ➽CONTINUED on page 40

A Deeper Shade of Green Local Genetic Origins

TM

Native Minnesota Woody & Herbaceous (651) 438-2771 • Fax (651) 438-3816

www.outbacknursery.com

Call us first for all your native planting needs

SALES • SERVICE • RENTAL AERIALS AIR COMPRESSORS AXLES CONTRACTOR BODIES CRANES DIGGERS DUMP BODIES HOOKLIFTS HYDRAULIC REPAIR LIFTGATES PLATFORMS SERVICE BODIES SLIP IN DUMPS SNOW PLOWS SAND SPREADERS TOOL BOXES VAN SHELVING VAN BODIES

PARTS & SERVICE 7:30 - Midnight

(800) 869-1075 • (651) 484-3305 www.truckutilities.com

LOCATIONS IN St. Paul, MN Fargo, ND Kansas City, KS

RESEARCH FOR THE REAL WORLD

20

MNLA.BIZ february 19

iStock.com/igorr1

Plant Pest Detection Using Sniffer Dogs Dr. James Calkins Research Information Director, MNLA Foundation

february 19 MNLA.BIZ

21

RESEARCH FOR THE REAL WORLD

lthough their numbers are considerably reduced since I started hunting ruffed grouse (Bonasa umbellus), grouse hunting is by far my favorite sport; altogether, it is a fun, challenging, and humbling activity and the fall and early winter seasons are a wonderful time to enjoy the great outdoors in the Upper Midwest.

And while determination, practiced shooting skills, and considerable luck are important to hunting success, every seasoned grouse hunter fully understands that the value of a well-trained and skilled hunting dog for locating and flushing these wily and well-camouflaged game birds and, even more importantly, recovering downed birds in thick brush — often by scent alone — cannot be overstated. So with this indisputable, canine, olfactory truth in mind, and as one might

“

NEWS & NOTES

22

MNLA.BIZ february 19

Research indicates that dogs have more olfactory receptors in their nose than human beings (300 million compared to six million), that the olfactory region of their brain is much larger than for the human brain (40 times larger), and that their sense of smell is 10,000 to 100,000 times sensitive than the human sense of smell. The anatomy of the olfactory system in dogs is also believed to be a factor in enhanced sense of smell inherent to dogs. These physiological and anatomical characteristics provide dogs with an incredible ability to detect very faint odors, even at significant distances and when confounded by other odors, and to perceive and differentiate minor differences in the chemical composition of different odors.

THE IDEA OF USING THE SUPERIOR SCENT DETECTION ABILITIES These are abilities OF DOGS CERTAINLY ISN’T NEW, BUT HAS PROVEN TO BE AN that obviously benefit dogs in their daily EFFECTIVE DETECTION METHOD FOR A VARIETY OF PESTS. lives, but they can also variously benefit guess from the title, this article isn’t about their owners or handlers and can be, and hunting; it is about domestic dogs (canines; have been, used for detection purposes under Canis lupus subsp. familiaris L.) and their a variety of circumstances. A quick search of incredible sense of smell, and how their suthe literature verifies this and reveals myriad perior olfactory capabilities can be effectively examples of domestic dogs serving detection employed to detect plant pests. roles including military working dogs (also

”

MNLA Board of Directors Election Results

in horticulture and

Committee. Matt

to MNLA events and

Committee. Also

landscape design and

Mallas, Manager of

initiatives for 18 years,

continuing to serve

received his MNLA

Purchasing & Logistics

Matt was chosen as

on the MNLA Board

Randy Berg owner

certification in 1981

for Hedberg Supply,

2015 Volunteer of

of Directors are

of Berg’s Nursery,

and became an APLD

was re-elected to

the Year for his work

President Scott

Landscapers/Garden

Certified Landscape

the MNLA Board of

with the MNLA Green

Frampton, Landscape

Center, was re-elected

Designer in 1997. He

Directors. Mallas

Industry Leadership

Renovations; Vice

to the MNLA Board

is chair of the MNLA

has an associate’s

Institute. He has

President Tim Malooly;

of Directors. Berg

Communications &

degree in Architectural

served on both the

Mike McNamara,

graduated from

Technology Committee

Drafting & Estimating.

Hardscape Committee

Hoffman and

Duluth Area Technical

and is a past chair

After participating

and is currently chair

McNamara Nursery &

College with a degree

of the Garden Center

in and contributing

of the Networking

Landscape; Jeff Pilla,

Jim Calkins

Right: Vascular staining caused by a Raffaelea sp. fungus introduced

by Xyleborus glabratus.

Figure 1. What does she smell? Dogs have an incredible sense of smell and research has shown that trained, scent-discriminating canines have the potential to detect plant diseases and pests.

Albert (Bud) Mayfield, USDA Forest Service, Bugwood.org.

John Ghent, John Ghent, Bugwood.org.

Middle: Phytophthora blight in a field of pepper plants infected with Phytophthora wilt caused by Phytophthora capsici.

Howard F. Schwartz, Colorado State Univ., Bugwood.org.

Left: Male and female gypsy moths (Lymantria dispar).

called soldier dogs) detecting explosives and casualties in war zones, canine police officers finding suspects, drugs, explosives, weapons and ammunition, and other illicit and forensic materials, search and rescue dogs involved in wilderness tracking and locating missing people and casualties of natural disasters and other catastrophic events, border and customs surveillance dogs detecting drugs, smuggled currency, and other contraband, and sniffer dogs searching for invasive brown tree snakes (Boiga irregularis) in Guam and Hawaii, invasive cane toads (Rhinella marina) in Australia, invasive zebra mussels (Dreissena polymorpha) in Alberta, Canada, and poached rhinoceros horns in South Africa.

The idea of using the superior scent detection abilities of dogs certainly isn’t new, but has proven to be an effective detection method for a variety of pests. Specific to agriculture (crop production and plant and livestock health) and domestic and environmental protection, sniffer dogs have become an important component of border biosecurity surveillance, phytosanitary inspections, and quarantine management activities to detect

and prevent the importation and spread of undesirable species including insects, diseases, and invasive plants and animals that may cause harm in agricultural, domestic, and natural environments. Examples of plant and animal pests that have been effectively detected by specially-trained sniffer dogs include red palm weevil (Rhynchophorus ferrugineus) in the Canary Islands, gypsy moth (Lymantria dispar subsp. dispar; adults and egg masses and the first documented example of an insect being successfully detected by dogs), red imported fire ants (Solenopsis invicta; domestic, agricultural, and environmental pests), Asian long-horned beetle (Anoplophora glabripennis), and emerald ash borer (Agrilus planipennis) in Minnesota. Dogs are also effectively used to detect human pests like bed bugs (Cimex lectularius) and structural pests like termites (multiple species and some can also be agricultural pests). Dogs have even been used to effectively detect the common “Staph” bacterium (Staphylococcus aureus) in humans and animals including as a casual-agent of mastitis in milk from dairy cows, to detect melanoma (skin cancer) and

Bachman’s, Inc., Nick

sympathy to the

and husband, Richard.

Stephens College in

business continues

Sargent, Sargent’s

family and friends

Survived by sons,

Columbia, MO, Nola

on with sons Ron,

Landscape Nursery;

of Nola Wagner,

Ron (Diane) and Scott

was a flight attendant

Scott & Nola’s

John O’Reilly, Otten

Wagner Greenhouses,

(Susan); grandchildren,

for Northwest

grandchildren. Nola

Bros. Garden Center

Inc. Wagner, Nola L.

Laura (Anderson),

Airlines when she

was known & loved

and Landscaping; and

age 87 of Richfield,

Julie, Nik, Nolin &

met Richard. Still

for her infectious

Faith Appelquist, Tree

MN Passed away

Eric; nephews, John &

operating since 1901,

laugh, selflessness

Quality.

December 18, 2018.

Russell (Pam) Wright;

Wagner Greenhouses,

& kindheartedness.

Born in Olathe, KS

grandnephews, Gabe

a 5th generation

Her spirit will live on

In Memoriam

to Louis & Nola D.

& Sam; and great

family business was

in all who were lucky

MNLA would like to

Middleton. Preceded

grandnephew Conrad.

piloted by Richard &

enough to have known

express its deepest

in death by parents

After graduating from

Nola since 1967. The

her.

february 19 MNLA.BIZ

23

2012 CHEV Y EXPRESS CARGO VAN 2012 CHEV Y EXPRESS CARGO VAN 2012 CHEV Y EXPRESS CARGO VAN

A WORK-READY A WORK-READY A WORK-READY INCENTIVE THAT INCENTIVE THAT INCENTIVE THAT WORKS WORKS HARD FOR YOU. WORKS HARD HARD FOR FOR YOU. YOU.

2012 CHEV Y SILVERADO 2012 CHEV Y SILVERADO 2012 CHEV Y SILVERADO

for CHASSIS CABS for CHASSIS CABS for CHASSIS CABS

$ TO $ 1,000UP CASH $1,000 UPFIT UPFIT CASH 1 UPFIT CASH 1,000 plus RETAILUPFIT OFFERCASH

1 1 1

750 plus RETAIL OFFER

plus RETAIL OFFER

for CUTAWAYS for CUTAWAYS for CUTAWAYS

$ $ 1,000 UPFIT CASH $1,000 UPFIT CASH CASH1 1,000 UPFIT plus RETAIL OFFERCASH

1,200

1 1 1

plus RETAIL OFFER plus RETAIL OFFER

for PICKUPS for PICKUPS for PICKUPS

SELECT FROM ONE OF FOUR ACCESSORY SELECT FROM ONE OF FOUR or ACCESSORY PACKAGES UPUP TO $1,095 TO $ OF FOUR ACCESSORY SELECT FROM ONE 1,095 or PACKAGES UP TO PACKAGES UP TO $1,095 or 1 1

1,000

$ $ UPFITCASH CASH $ 500 UPFIT $500 UPFIT CASH plus500 RETAIL OFFER UPFIT CASH plus RETAIL OFFER 1 1

plus RETAIL OFFER

Business Choice is designed for business owners who rely on their vehicles Business is designed for business owners who on their vehicles for their Choice day-to-day operations.

It’s available withrely eligible Chevrolet Business Choice is designed for business owners who on their vehicles for their and day-to-day operations.

It’ssuch available withrely eligible Chevrolet vehicles offers great incentives as valuable upfit equipment. for theirand day-to-day operations.

It’ssuch available with eligible Chevrolet vehicles offers great incentives as valuable upfit equipment.

Visit gmbusinesschoice.com today to see if you qualify. vehicles and offers great incentives such as valuable Visit gmbusinesschoice.com today to see if you qualify. upfit equipment.

Visit gmbusinesschoice.com today to see if you qualify.

1 1 1

To qualify, vehicles must be used in day-to-day operations of your business and not solely for transportation purposes. Must provide proof of business.

To qualify, vehicles must be used in day-to-day operations of your business and not solely for transportation purposes. Must provide proof of business.

Visit gmbusinesschoice.com or your Chevrolet or GMC dealer for details.

Take delivery by 9/30/12.

Visit gmbusinesschoice.com or your Chevrolet or GMC dealer for details.

Take delivery by 9/30/12.

To qualify, vehicles must be used in day-to-day operations of your business and not solely for transportation purposes. Must provide proof of business. ©2012 General Motors Visit gmbusinesschoice.com or your Chevrolet or GMC dealer for details. Take delivery by 9/30/12. ©2012 General Motors ©2012 General Motors

Business Choice is designed for business owners who rely on their vehicles for their day-to-day operations.

It’s available with eligible Chevrolet vehicles and offers great incentives such as valuable upfit equipment.

Visit gmbusinesschoice.com today to see if you qualify.

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

Colors In-Use Cyan Colors In-Use

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

John Zadurski 952-469-6818 • User jzadurski@jeffbelzer.com 4-20-2012 1:48Date PM Colors In-Use Printer Output

11CHSL00054.jpg

840 ppi 270 ppi 840 ppi 1089ppippi 270 840 ppi 1089 ppi 270 ppi 1089ppi, ppi461 ppi 464 1112 ppi461 ppi 464 ppi, 421 1112ppippi 464 ppi, 419 ppi ppi 461 ppi 421 1112ppi, ppi 844 419 ppi 1708 ppi 421 ppi 1006 ppi,1708 1004ppippi 844 ppi, 419 ppi 1418 ppi, 1004 1482 ppi ppi 1006 ppi, 844ppi, ppi,858 1708ppippi 860 1418 ppi, 1482 ppi 1006ppi, ppi,605 1004 ppi 606 860 ppi, 858 ppi ppi 1418ppi, ppi,820 1482 ppi 821 ppi 606 ppi, 605 ppi 860 ppi, 858 ppi 3169 ppi820 821 ppi, ppi 606 ppi, 2431 ppi 605 ppi 3169 ppi 821 ppi, 820 ppi 2431 ppi 3169 ppi 2431 ppi

1PROSS.tif 12KTFLCHEV033.tif 12KTFLCHEV021.tif BasePkg_ss.tif 12KTFLCHEV033.tif 12KTFLCHEV021.tif 12KTFLCHEV033.tif

CMYK RGB RGB CMYK RGB RGB RGB

Magenta Cyan Yellow Magenta Cyan Black Yellow Magenta Black Yellow Black

proof of business.

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

TITANRTVd By: None TITANRTVd By: None

Mechd By: nminieri

RTVd By: None CD/ACD

COPYWRITER

CD/ACD

COPYWRITER

CD/ACD

COPYWRITER

ACCT SERVICE

PROD

4-20-2012 1:48 PM

AD AD

©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.

BY SIGNING YOUR INITIALS ABOVE, YOU ARE STATING THAT YOU HAVE READ AND APPRO VED THIS WORK.

4-20-2012 1:48 PM4-20-2012 1:48 PM 4-20-2012 1:48 PM

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

RESEARCH FOR THE REAL WORLD

“

THIS IS JUST A BRIEF INTRODUCTION TO THE USE OF SNIFFER DOGS TO DETECT AND IMPROVE THE MANAGEMENT OF PLANT PESTS AND SOME OF THE RESEARCH DESIGNED TO IMPROVE OUR UNDERSTANDING OF PEST DETECTION BY CANINES AND HOW THE INFORMATION CAN BE USED TO REDUCE THE SPREAD AND IMPACTS OF PLANT PESTS.

lung cancer and a variety of other cancers in people, and to locate and monitor endangered species.

Specific to research related to disease detection in horticultural production systems, several articles in the October–December, 2018, issue of the journal California Agriculture (Volume 72, Number 4; see “Citations” section for the complete citations and subscription information) focus on new and growing concerns related to production nurseries as potential sources of disease-infested plants, and specifically plants infected with Phytophthora spp., and the use of sniffer dogs and other minimally, non-destructive tests to detect Phytophthora infestations in nursery production facilities. The genus name Phytophthora translates in Greek as “the plant destroyer,” a scary name for a group of soil, water, and airborne plant pathogens (oomycetes; water molds) that can cause serious disease outbreaks (root and crown rots and other diseases) on many crops and are difficult to control. One of the studies investigated the use of green pears (pear baits) which are susceptible to infection by multiple

”

species of Phytophthora to detect the presence of Phytophthora on individual and composite samples of symptomatic plants, pear baits exposed to bench leachate that would potentially be contaminated by the mobile zoospores produced by Phytophthora spp. (symptomatic or asymptomatic plants), and sniffer dogs trained to recognize the scent of Phytophthora in soil and water samples. All three assays showed promise for identifying the presence of Phytophthora in a plant production setting.

Sniffer dogs were 100% accurate in detecting soil and water samples containing Phytophthora and subsequent research will determine if dogs can detect Phytophthora on an individual plant basis. The other two studies investigated and documented the spread of Phytophthora from production nurseries to restoration sites which has become a serious concern in California and has the potential to be a problem elsewhere. Designed landscapes could also be affected.

Working with another horticultural crop, avocado (Persea americana; Lauraeace — Laurel Family), that is increasingly threatened by laurel wilt (Raffaelea lauricola), a

serious and lethal fungal disease vectored by an introduced insect — the redbay ambrosia beetle (Xyleborus glabratus). Avocado trees can be killed within four to eight weeks of being infected and once symptoms become visible it is too late to save infected trees. Early detection of asymptomatic trees (trees without visible symptoms of the disease) and the treatment or removal of infected trees is required if existing trees and avocado groves are to be protected. To this end, the use of trained, scentdiscriminating, detector dogs was investigated as a potential method for the early (pre-symptomatic) detection of trees infected with laurel wilt with promising and economically feasible results. These research efforts have been documented in two articles recently published in the journal HortTechnology (Volume 28, Number 2; April 2018; once again, see the “Citations” section for the full citations).

This is just a brief introduction to the use of sniffer dogs to detect and improve the management of plant pests and some of the research designed to improve our understanding of pest detection by canines and how the information can be used to reduce the spread and impacts of plant pests. As highlighted by the concerns about the spread of Phytophthora to restoration sites on infected nursery stock, it is important to recognize that the plants we grow are destined to be planted in designed landscapes and sometimes natural areas and may harbor insects and be a source of disease if this possibility isn’t considered and solid integrated pest management plan hasn’t been developed or isn’t followed.

Having a clean production environment and providing our customers with clean, healthy plants is a responsibility that should be taken

% NEWS & NOTES

26

MNLA.BIZ february 19

Sales Tax Guidance

grow trees, shrubs,

are included in the

Tax Fact Sheet 121C at

tural production.” The

Did you know that the

perennials, annuals,

fact sheets.) Nursery

➽bit.ly/2LC6dQ3.

definitions of farm

Minnesota Department

potted plants and

and greenhouse

Farm Machinery:

machinery and

of Revenue has

other plants for

operations that store

New and used farm

agricultural production

published fact sheets

sale ultimately at

plant stock waiting

machinery is exempt

can be found online:

and industry guides

retail qualify for the

to be sold at retail

from sales tax. To

➽bit.ly/2LDvyJj.

to help with sales

agricultural production

or house inventory

qualify, the machinery

Landscaping

and use tax? Nursery

and farm machinery

for landscapers do

must meet the

Construction

and Greenhouse

exemptions. (The

not qualify for these

definition of “farm

Contracts: Minnesota

Production: Nursery

definitions of farm

exemptions. For more

machinery” and must

sales tax does not

and greenhouse

machinery and

details, download the

be used directly and

apply to landscaping

production farms that

agricultural production

latest version of Sales

principally in “agricul-

construction contracts

very seriously. Research indicates that using sniffer dogs to detect pest infestations may have the potential to play an important role in such efforts as in-house best management practice or for hire as a professional service.

The adage “Out of sight, out of mind” should not apply where pests are concerned.

Mendel, J., K.G. Furton, and D. Mills. 2018. An Eval-

uation of Scent-discriminating Canines for Rapid

Response to Agricultural Diseases HortTechnology

28(2):102-108. http://horttech.ashspublications.org/ content/28/2/102.short (abstract only)

Working Dogs for Conservation (WD4C). 2015. Em-

erald Ash Borer Detection Feasibility Study. https:// wd4c.org/emeraldashborer.html

Citations: Frankel, S.J., J.M. Alexander, D. Benner, and A.

Shor. 2018. Coordinated Response to Inadvertent

Introduction of Pathogens to California Restoration Areas. California Agriculture 72(4):205-207. http:// calag.ucanr.edu/archive/?article=ca.2018a0035

Garbelotto, M., S.J. Frankel, and B. Scanu. 2018.

Soil- and Waterborne Phytophthora Species

Linked to Recent Outbreaks in Northern California

Restoration Sites. California Agriculture 72(4):208216. http://calag.ucanr.edu/archive/?article=ca.2018a0033

Swiecki, T., M. Quinn, L. Sims, E. Bernhardt, L.

Wallner, W.E. and T.L. Ellis. 1976. Olfactory Detection of Gypsy Moth Pheromone and Egg Masses

by Domestic Canines. Environmental Entomology 5(1):183-186. https://academic.oup.com/ee/article-abstract/5/1/183/2395967 (abstract only)

Tyson, P. 2012. Dogs’ Dazzling Sense of Smell:

What Lies Behind Their Exceptional Gift of Sniff?

PBS/NOVA; October 4, 2012. https://www.pbs.org/ wgbh/nova/article/dogs-sense-of-smell/ (Accessed December 17, 2018)

The following, selected resources may also be of interest:

Hoyer-Tomiczek, U, G. Sauseng, and G. Hoch.

Including Training Dogs to Sniff Out the Patho-

horn Beetle, Anoplophora glabripennis. European

72(4):217-225. http://calag.ucanr.edu/archive/?arti-

(EPPO) Bulletin 46 (1):148–155. https://onlineli-

Three New Phytophthora Detection Methods,

2016. Scent Detection Dogs for the Asian Long-

gen, Prove Reliable. 2018. California Agriculture

and Mediterranean Plant Protection Organization

cle=ca.2018a0026

brary.wiley.com/doi/abs/10.1111/epp.12282 (abstract only)

for free online and in print form to addresses in the

Suma, P., A. La Pergola, S. Longo, and V. Soroker.

edu/; http://calag.ucanr.edu/Subscribe/.

of Rhynchophorus ferrugineus. Phytoparasitica

United States by subscribing at http://calag.ucanr.

Mendel, J., C. Burns, B. Kallifatidis, E. Evans, J.

Crane, K.G. Furton, and D. Mills. 2018. Agri-Dogs: Using Canines for Earlier Detection of Laurel

2014. The Use of Sniffing Dogs for the Detection 42(2):269–274. https://link.springer.com/arti-

cle/10.1007%2Fs12600-013-0330-0 (abstract and literature cited only)

Wilt Disease Affecting Avocado Trees in South

Browne, C., K. Stafford, and R. Fordham. 2006.

tech.ashspublications.org/content/28/2/109.short

Journal 59(2):97–103. https://www.researchgate.

Florida. HortTechnology 28(2):109-116. http://hort-

The Use of Scent-Detection Dogs. Irish Veterinary

(abstract only)

net/profile/Clare_Browne/publication/261663456_

for improvements

Lawn and Garden

to real property,

Maintenance, Tree

New MNLA Members!

but sales tax does

& Shrub Services:

apply to landscaping

Lin, H., W. Chi, C. Lin, Y. Tseng, W. Chen, Y. Kung, Y. Lien, and Y. Chen. 2011. Fire Ant-Detecting Ca-

nines: A Complementary Method in Detecting Red

Imported Fire Ants. Journal of Economic Entomol-

ogy 104(1):225–231. https://academic.oup.com/jee/ article-abstract/104/1/225/2199613 (abstract only) Pickel, D., G.P. Manucy, D.B. Walker, S.B. Hall, and J.C. Walker. 2004. Evidence for Canine

Olfactory Detection of Melanoma. Applied Animal Behaviour Science 89(1-2):107-116. https://

www.sciencedirect.com/science/article/abs/pii/

S016815910400111X?via%3Dihub (abstract only) Pirrone, F. and M. Albertini. 2017. Olfactory

Detection of Cancer by Trained Sniffer Dogs:

A Systematic Review of the Literature. Journal of Veterinary Behavior 19(May-June):105-117.

https://www.sciencedirect.com/science/article/pii/ S1558787817300539 (abstract only)

Oliver, T. Popenuck, and M. Garbelotto. 2018.

Note: The journal California Agriculture is available

The_use_of_scent-detection_dogs/links/00b7d-

534f1bf649291000000.pdf

13

Fischer-Tenhagen, C., V. Theby, V. Krömker, and W. Heuwieser. 2018. Detecting Staphylococcus aureus in Milk from Dairy Cows Using Sniffer

Dogs. Journal of Dairy Science 101(5):4317-4324. https://www.sciencedirect.com/science/article/pii/ S0022030218301863 (abstract only)

Holland, K. 2018. Sniffer Dogs. International

Journal of Security Studies 1(1):Article 1. https://

digitalcommons.northgeorgia.edu/ijoss/vol1/iss1/1

(abstract; note the download link for the full article) Rosell, F. 2018. Secrets of the Snout: The Dog’s Incredible Nose. University of Chicago Press, Chicago, IL. 264 pages.

➽ To comment on this update, suggest or pass along research topics of interest or information, please email us at research@MNLA.biz.

Crest Precast, Inc.;

Follow MNLA!

Ispiri LLC; JT Hansen

Looking for more quick

A warm welcome to

Corporation; Keen

timely news updates

Minnesota Sales Tax

our latest members!

Edge Company;

and industry notes?

maintenance contracts

applies to lawn and

Alex Brick & Stone,

LandscapeHub;

Follow us on Facebook,

to maintain a pre-

garden maintenance,

Inc.; AmyAble Gardens

Outdoor Living

Twitter and Instagram.

existing garden or

and other services.

LLC; Berger; C&S

Landscapes; Sprig

Visit MNLA.biz and

lawn. Further guidance

Sales Tax Fact

Blacktopping, Inc.;

Landscape Design MN

scroll to the footer to

can be found online

Sheet 121A can be

Central Minnesota

LLC; Terra Industries

find links to each site.

in Sales Tax Fact Sheet

downloaded from

Concrete Cutting;

USA, Inc.

121B located at

➽ bit.ly/2VfJYUr.

Checkerboard Lawn

➽ bit.ly/2Q5qiPw.

and Landscape LLC;

february 19 MNLA.BIZ

27

LEAF OUT

Faith Appelquist Tree Quality

“WINTER, SPRING, AND SUMMER PASSED AWAY DURING MY LABOURS; but I did not watch the blossom or the expanding leaves — sight which before always yielded me supreme delight — so deeply was I engrossed in my occupation.” — Frankenstein, Mary Shelly.

iStock.com/Vect0r0vich (leaves)

I find it fascinating at this time of year to try to pinpoint the day that I can say that the leaves are out and spring has finally arrived. Usually it’s sometime in the second week of May, though it seems to have been inching forward over the past couple of decades. But even when I can declare that it’s “spring,” not every tree is clothed in green.

Certain groups of plants such as maples, birches, willows, and apples tend to leaf out early, while other groups such as oak, beeches, honey locusts, and catalpa tend to leaf out late. Why? The answer has to do with genetics and evolution, climate and weather.

A lot of a tree’s leaf-out strategy has to do with how the tree’s water-carrying vessels are arranged. Oaks, elms, and ashes are so-called “ring porous” species. Their water-conducting vessels are bigger and can carry more water, but are easily damaged by freezing temperatures.

Ring-porous trees have to grow a new annual ring of wood

before they can produce leaves, so they usually leaf out late.

Maple, birch and willows are “diffuse porous” species.

Their water-carrying vessels are narrower and scattered throughout the growth wood and are not as susceptible to cold damage. It might seem logical that a tree that leafs out earlier would have an edge in the race for sunlight. But there is a safety versus efficiency tradeoff here. Those that leaf out early might get a head start, but they’re also running a risk of a late spring frost that could kill their leaves and damage vessel elements, the chief water-conducting tissue.

This late leafing habit could also be because late-leafing species evolved in southerly or tropical areas, whereas the early-leafing species evolved in temperate or colder climates. In other words, if a plant originated in a warmer climate, it may not have fully adapted mechanisms for dealing with extreme cold and therefore may have different factors regulating leaf out than a plant originating in a colder climate.

As the climate warms, some plants are leafing out a full week earlier in the spring, perhaps extending the growing season and their competitive advantage. Just what this means for our future forests is uncertain. For example, in eastern North America, maple and birch trees, which leaf out early, may be replaced gradually by more heat-tolerant oak trees, which tend to leaf out later in the spring.

Insects are involved too. If certain kinds of insects feed only on the young leaves of a particular plant, those insect species may decline if they emerge too early or late in the spring relative to their food supply.

In the end, a staggered leaf-out schedule might be a good thing. The variation may help in creating a healthy, resilient forest. Of course it might be a benefit to the forest as a whole that not everybody does everything at the same time. Climate change has brought a renewed emphasis on research into why trees do what they do when they do it. And there’s still a lot to be learned. ➽ FAITH APPELQUIST is an ISA Board Certified Master Arborist, an ISA Municipal Specialist MN, and an ASCA Registered Consulting Arborist®. Faith can be reached at faith@treequality.com.

Because ash has ring-porous wood it moves most of its water only in the youngest ring just under the bark, which makes the tree particularly vulnerable to Emerald ash borer.

Amur maackia (Maackia amurensis) also leafs out late. This tree is often overlooked because it flowers in July when most people are not visiting the nursery. A medium sized tree worth considering.

A honeylocust is waiting for the ‘all clear’ to leaf out, while a white blooming crabapple and maple in the background get a jump on spring.

No matter how late it leafs out in spring, a Kentucky coffeetree (Gymnocladus dioicus) is worth waiting for.

Tree photos: Faith Appelquist

february 19 MNLA.BIZ

29

LABOR

Work like a

VIDEO

GAME Mark Bradley This article was originally published in Landscape Trades, Canada’s premier horticultural trade publication.

iStock.com/Enis Aksoy

TBG Landscape and LMN

START

NOT A DAY GOES BY when I don’t hear from somebody, somewhere, about struggles with labor.

“

Candidates for open positions are very hard to find, work ethic isn’t what it used to be, and wage expectations are higher than ever. And it’s likely to get worse. Millennials just aren’t being raised to want to work in the trades, much less an outdoor trade.

They have been raised in basements and bedrooms, with eyes fixated on screens of all shapes and sizes.

So, what are you going to do? You could wait 25 years and hope for a generational shift that swings back to the good ol’ days where kids played outdoors and appreciated the satisfaction behind a hard day’s work. Or you could adapt your business to change with the times. I’d (strongly) recommend the latter — so here are three simple ways to make your workday less like ‘work’ and more like a video game.

LIKE IT OR NOT, YOUNG PEOPLE HAVE BEEN CONDITIONED SINCE A VERY YOUNG AGE TO TRY AND BEAT A SCORE.

”

LEVEL

1

Show ’Em the Score Most video games are based on a pretty simple concept. Do something right — you get some points. Do something wrong — you lose (or you die!). Like it or not, young people have been conditioned since a very young age to try and beat a score. Previous generations had a different work ethic or ‘code.’ You showed up, you sweat it out, and you went home at the end of the day, with a certain sense of accomplishment in just putting in a hard day’s work.

Not so much anymore. You don’t just play games for enjoyment. You play for a score — and to win. And we do the same in our businesses — we play to win. So here are some simple ‘scores’ you could display in your business to help motivate this different generation.

Score/Key Performance

Frequency

Purpose

Estimated Hours vs. Actual Hours

Daily

Each and every time a crew is on a job, they should know how long they should be there and work to beat that goal.

You’ll see a huge improvement in productivity.

Billable vs. Unbillable

Monthly

Billable time is time spent on jobs generating revenue.

Unbillable time is time spent on payroll doing things that don’t generate revenue (loading/washing trucks, driving, fixing, etc.). You can measure and post each crews percentage of unbillable time and reward the crews with the lowest score. You’ll likely see immediate improvements in labor expenses, job productivity, and revenue earned.

Revenue-to-Date

Monthly

Set an annual sales goal for your company or division.

Post that goal, and each month’s progress-to-date up in the shop, so everyone can see whether we are onWtrack for success. You can expect to see improved engagement in the business, suggestions/ideas, and productivity.

Enhancements Sold

Monthly or

In maintenance, many contracts are sold at extremely

Quarterly

competitive prices to ‘get the job.’ Profit depends on enhancements. Set goals for enhancements sold to date and track progress to help inspire account managers and crews to identify and sell property enhancements to your customers. This will have a significant impact on net profit and revenue earned.

Safe days

Monthly

Getting home safe to our families is the number one priority of every work day. To demonstrate a commitment to safety, track and share safe days worked.

february 19 MNLA.BIZ

31

2019 Early Buy Available Now!

NEW - NATIVE BLUE OUTCROPPINGS

Hedberg West - Plymouth (763) 545-4400

Hedberg East - Stillwater (651) 748-3158

hedbergsupply.com

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

LABOR

LEVEL

2

Use Equipment and Technology Been in a skid steer or zero turn mower lately? It’s pretty close to a video game. In your hands you’ve got two controllers that can do all kinds of cool stuff just by thinking about it. Manual labor was never cherished by any generation, but previous generations accepted it as part of life. Today’s generation hasn’t had to do much manual labor and they don’t expect that to change in their career. The more you can equip your crews with machines, tools, and technology, the more your staff will enjoy daily work.

Equipment/Technology

Purpose

Skid Steers, Minis, etc.

They make your staff more productive, at a lower cost per hour! They decrease the number of people you need to employ, finish jobs faster (so you can finish more jobs per year) and make work more enjoyable. All for a monthly payment that’s less expensive than your cheapest laborer!

Smartphones

There’s more power in today’s smartphone than the first ship to land on the moon. With the right apps, these devices improve communication, document work completed, eliminate paperwork, eliminate overhead staff and data entry hours, and improve driving, routing and information accuracy. This is a no-brainer.

Drones and Job Cameras

Drones can add cool overhead shots and ‘fly-bys’ to your marketing, while stationary cameras can document time-lapsed diaries of jobs as they’re completed (while improving job efficiency because the camera is always watching!). Gives you cool content for marketing and improves employee pride in quality of finished work.

Grading Controls

Even compact machines can benefit from grading controls. For a relatively low cost, you can excavate and grade with extreme accuracy. Eliminates a second person to help shoot grades while reducing the costs of excavated material, base material, and excavation time.

LEVEL

3

Character Advancement Many games give you a character, and your job is to develop that character. As you play (and win), your character gets greater powers, does more damage, and in short, is much more fun to play with. Why should work be any different?

Isn’t this exactly what we want, too? We want staff to 'level up' — to build their skills, get faster and be better. They’ll cost a bit more, but they’ll be far more productive, be able to take on more responsibility and build a company culture around successful people.

Nearly all landscape contracting companies have roles, but staff do not know: • How to move from one role to another.

• The wage ranges for the roles.

• How to advance within a role (How do I get a raise?).

Giving your staff a ‘level up’ system will not only give work a greater purpose and an incentive to improve/develop, it will prevent uncomfortable conversations around raises and why they are or aren’t earned. Subjective conversations (around feelings and I ‘think’) are frustrating.

Objective conversations (around goals, certifications and yes/no answers) make difficult conversations really easy. ➽ MARK BRADLEY is the president of TBG Landscape and the Landscape Management Network (LMN),

Example

Explanation

Establish Positions and Levels

For example, you might create roles like Laborer Level I, Level II, and Level III. Then, someone could move up to Lead Hand I, and eventually Foreman I, or Foreman II.

Set Clear Skill Expectations

For each position (and level), identify the necessary skills or certifications. Gives your staff a very clear picture of what they need to develop in order to progress. You’ll quickly be able to identify the staff that are ‘plugged in’ vs. the staff that are just there for a paycheck.

Establish Wages (or Ranges) for

If it’s clear that a Laborer Level I maxes for each

Each Level

level out at $16/hour, but a Laborer Level II can make up to $18/hour, you give staff very clear reasons why they should invest in themselves to develop the skills necessary to improve their standard of living. Much more effective than giving raises ‘just because’ someone’s been around a while, or you’re scared to lose them.

Run Predictable Reviews

Do employee reviews at predictable intervals and give raises and/or advancements only during these reviews. It will cut out the uncomfortable feeling when an employee walks in your office in the morning asking for a raise ‘or else.’

based in Ontario. Find out more at www.golmn.com

february 19 MNLA.BIZ

33

GOVERNMENT AFFAIRS

Grow Your Business at MNLA’s Day on the Hill!

Forrest Cyr

MNLA Government Affairs Director

Get excited! MNLA’s Day on the Hill is almost here. MNLA members tell us that legislative and regulatory affairs are a top priority and reason for membership; however, we aren’t nearly as effective without your voice.



The expertise and involvement of our membership is the most

effective tool we have in our advocacy tool box.

Join your fellow association members and staff for this fun and impactful day of advocacy! On March 6, 2019, MNLA members from across Minnesota will descend on the State Capitol to visit with lawmakers, advocate for the industry’s policy priorities, and build lasting relationships with elected officials. With your help, we can take our advocacy efforts to the next level. MNLA’s grassroots network is vast, and your involvement in association advocacy is imperative to our continued success at the Capitol.

At Day on the Hill, MNLA members will have the opportunity to share their knowledge and experiences with those who write the laws that impact member businesses.

This year, Day on the Hill is scheduled during one of the busiest times of the legislative session, and the Capitol complex will be buzzing with activity, full of legislators, lobbyists, and citizen groups from across Minnesota. As a constituent, neighbor, and an expert in your field, your State Senator and State Representative want to hear from you! Your voice will cut through the noise at the Capitol to effectively promote the incredible work the green industry does in Minnesota and the work you do every day.

Plus, the Day on the Hill is a whole lot of fun! Prior to heading to the Capitol complex on the morning of March 6, attendees will meet at the Capitol Ridge hotel for a policy briefing. Enjoy breakfast with MNLA staff and consultants who will give a legislative update, provide pointers and tips for meetings with the legislators, and work to give all the tools you need to effectively lobby your state legislators.

Breakfast will be provided! Also, staff will be available ➽ CONTINUED on page 40

34

MNLA.BIZ february 19

‘MNLA LEGISLATIVE AGENDA 2019’ MNLA’s Government Affairs Committee unanimously voted to approve the 2019 legislative agenda, guiding the association’s proactive lobbying efforts for the upcoming legislative session, beginning on January 8, 2019. The MNLA Board of Directors approved the agenda on December 19, 2018. Read below to see what we’re working on!

Salt Liability and Use Reduction: Continuing work from last session, MNLA staff, volunteer advocates, and members will work together to advocate for the Salt Liability reform bill. With this piece of legislation almost passing in 2018, MNLA is excited to continue working to create incentives for less salt use through a decrease in applicator, business, and owner liability.

Duty to Defend: Working with our friends at the Minnesota Subcontractors Association, we will continue work to end the existing “Duty to Defend” requirements in Minnesota statute, establishing parity and fairness between subcontractors and general contractors.

The Unknown: As with each legislative session, we’re ready for anything that gets thrown at us. When a law is proposed that could negatively impact your business, your advocates at MNLA are ready to ensure that the green industry is protected. Stay tuned!

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.

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

COMMITTEE OPENINGS

3

GOVERNMENT AFFAIRS

MAKE A

DIFFERENCE

Find personal connections, knowledge, and wisdom you won’t gain anywhere else. ➽ JOIN IN AT www.MNLA.biz/getinvolved.

COMMUNICATION & TECHNOLOGY

0

Openings

Openings

Staff Liaisons: Forrest Cyr & Cassie Larson Chair: Tim Malooly • Douglas Carnival, McGrann, Shea, Carnival, Straughn & Lamb

• Van Cooley, Malmborg's Garden Center & Greenhouse

• Russ Jundt, Conserva Irrigation

• Elise Drake, Southview Design

• Timothy Malooly, Water in Motion, Inc.

• Scott Frampton, Landscape Renovations, Inc.

• Ryan McEnaney, Bailey Nurseries, Inc.

• Rachael Hoeschen, Birch, Inc.

• Mick McGuire, McGuire Landscaping

• Jim Shimon, Willow River Company — Landscaping

• Gail Nozal, S & S Tree & Horticultural Specialists • Jeff Pilla, Bachman’s, Inc. • Robert Race, Race Engineering Associates LLC

• Faith Appelquist, Tree Quality LLC

• Derek Tweten, Barrett Lawn Care, Inc.

• Bob Balgie, B arrett Lawn Care, Inc.

• Cory Whitmer, T he Mustard Seed Landscaping

Organic Lawns by Lunseth

NETWORKING

9

3

Openings

MEMBERSHIP

Openings

Staff Liaison: Mary Dunn Chair: Van Cooley

Staff Liaison: Sue Flynn

• Van Cooley, Malmborg’s, Inc.

• Justin Mangold, Mangold Horticulture

Chair: Matt Mallas

• Katie Feckers, Nelson Nursery, Inc.

• Anne Matzek, Sargent’s Nursery, Inc.

• Adam Bachman, B achman’s Floral, Gift & Garden

• Herman Roerick, Central Landscape Supply

Center

• John O’Reilly, O tten Bros. Garden Center & Landscaping

• Kelsey Sparks, Green Barn Garden Center, Inc.

• Elise Drake, Southview Design

• Greg Stone, BFG Supply Company

• Betsy Pierre, Pierre Productions

• Chrissy Funk, Irrigation by Design, Inc.

• Bert Swanson, S wanson’s Nursery Consulting, Inc.

• Kevin Russell, SCP Distributors

• Duggan Kelly, Kelly Green Irrigation, Inc.

• Kristen Teresi, Water in Motion, Inc.

• Julie King, Sage Landscape Design, Inc.

• Nik Wagner, Wagner’s Greenhouses

• Matt Mallas, Hedberg Supply

• Andy Wilson, Wilson’s Nursery, Inc.

• Patrick McGuiness, Zlimen & McGuiness PLLC • Andy Petersen, Spectrum Sales

EDUCATION & CERTIFICATION

0

Openings

0

TRADE SHOW

Openings

• Jeff Pilla, Bachman’s, Inc.

Staff Liaison: Mary Dunn

• Nick Sargent, Sargent’s Landscape Nursery, Inc.

Co-Chair: Dave Kemp

• Jim Saybolt, biota Landscape Design + Build

Co-Chair: Paul Griffin • Kellie Baker, Bailey Nurseries, Inc.

• Amy Voight, A Team Landscaping Inc.

Staff Liaisons: Sue Flynn & Cassie Larson

• Ben Boeding, Minnesota Sodding Company LLC

Chair: Debbie Lonnee

• Teresa Craig, Grove Nursery, Inc.

• Neil Anderson, Univ. of MN • Susan Bachman-West, B achman’s, Inc. • Sam Bauer, N orth Central Turfgrass Association

WATER RESOURCES

4

Openings

• Elise Drake, Southview Design • Kim Gaida-Wagener, R ock Hard Landscape Supply • Paul Griffin, City of Woodbury

• James Calkins, S ustainable Horticultural Solutions

Staff Liaisons: Cassie Larson

• Kent Harris, Minnesota Sodding Company LLC

• Ryan Castle, Rock Hard Landscape

Chair: Tim Malooly

• Dave Kemp, The Catholic Cemeteries

• Todd Dilley, Dulcet Fountains & Aeration, Inc.

• Randy Anhorn, Nine Mile Creek Watershed District

• Ken Liddell, Adwear Specialties

• Dean Engelmann, Tangletown Gardens LLC

• Ken Dehkes, Hamline University

• Mike McDonald, CSFM, TCF Bank Stadium

• Chris Haugen, R ainbow Treecare Scientific

• Andy Gangl, Rain Bird

• Mike McNamara, H offman & McNamara Nursery

Advancements

• Jonathan Heaton, Bartlett Tree Experts • Mike Heger, Ambergate Horticultural Consulting

• Rich Harrison, Metro Blooms • Heidi Heiland, H eidi’s Lifestyle Gardens and GrowHaus Nursery & Garden Centre

and Landscape

• Charlie Miller, Truck Utilities, Inc. • Steve Pallas, Hunter Industries

• Matt Kuha, Irrigation By Design, Inc.

• Jeff Latterell, SiteOne Landscape Supply

• Alyson Landmark, Southview Design

• Timothy Malooly, Water in Motion, Inc.

• Debbie Lonnee, Bailey Nurseries, Inc.

• Patrick McGuiness, Zlimen & McGuiness PLLC

• Andy Petersen, Spectrum Sales

• Jeff Pilla, Bachman’s, Inc.

• Robert Race, Race Engineering Associates LLC

• Chris Reifsteck, Barrett Lawn Care, Inc.

• Julie Weisenhorn, U niv. of MN, Dept. of Horticulture

• Jeff Sutter, CIC, CID, CLIA, Mickman Brothers, Inc.

• Kent Williamson, D ulcet Fountains & Aeration, Inc.

• Nick Tamble, Lawn and Landscape Gardens Ltd.

36

Landscape

and Garden Center

• Diana Grundeen, Trio Landscaping

• Shay Lunseth, L unseth Lawn Care Professionals /

& Tree Farm

• Aaron Smith, Hoffman & McNamara Nursery and • John Stadelman, Bachman's Landscape Department

• Danielle Daugaard, Minnesota Grown

• Theo Lenneman, Southview Design

Staff Liaison: Cassie Larson

• Scott Frampton, Landscape Renovations, Inc.

Chair: Randy Berg, Vice-Chair: Faith Appelquist

• Kent Harris, Minnesota Sodding Company

8

Openings

Chair: Scott Frampton

Staff Liaison: Jon Horsman

• Randy Berg, Berg’s Nursery & Landscape LLC

CAREER DEVELOPMENT

MNLA.BIZ february 19

• Brad Pederson, B loomington Garden Center & Landscape Co.

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

MNLA FOUNDATION

MNLA Foundation: Your Participation & What Comes Out of It Dave Kleinhuizen MNLA Foundation

“Our potential lies between what is and what could be.” — Kim Butler My hope is this helps send the message that the MNLA Foundation is your proponent and advocate in your business. We are doing our best to promote the industry, careers, education and scholarships, to students in our region of the country, but we need your help. As noted above, much of what we do as a Foundation Board is to raise funds for these concerns, and as a result it is our hope that we can have some positive impact on this industry by providing an avenue for young people with an interest in this industry to choose to make the Green Industry their career path. We all need to be involved and help unlock the potential in the next generation of Green Industry professionals. Trouble is, the endowment left by our industry forefathers has not grown significantly because we as a Board feel that we need to invest it conservatively in order to preserve enough for the future.

Sure it spills off a bit of investment interest income each year and we do raise some real dollars through our fundraising events but we need some significant support in these times in order to reach more students. We realize that there are many asks for money to support various causes but your investments in the Foundation do and will continue to have real impacts on getting students interested and involved in this industry. We would like nothing more than to offer 100 scholarships in 2019, but it will require a greater commitment from you the members of MNLA. Please be encouraged to step up and support the Foundation and its mission to “Improve the outdoor living environment in the north central region by investing in education.”

Please partner with me this coming year to help make a greater impact for the good of your Company and the Green Industry in the upper Midwest. ➽ DAVE KLEINHUIZEN can be reached at: dkleinhuizen@margolisco.com

38

MNLA.BIZ february 19

Some Realities



• With a 2.8% current unemployment rate it can be difficult to attract people to our industry.

• Our industry has gotten some bad press for being some of the worst jobs to have. (Not true!)

• The word on the street is if you want to work in a rewarding career you must “Go to College” • Other trades, carpenters, electricians, mechanics, retail, are competing for the same workers.

• The demand for the services we provide is increasing.

• Seasonal workers are in limited supply and increasingly difficult to secure.

• The MNLA Foundation has been working hard to help.

Did ya know?



• Did ya know that the MNLA Foundation with matching funds was able to offer $31,500 in Scholarships to 27 college and 9 high school students who chose the green industry as a career choice in 2018.

• Did ya know that $12,800 from the Foundation budget is directed to Careers promotion.

• Did ya know that the MNLA Foundation has a web site solely focused on informing young people about career opportunities in the Green Industry, including salary expectations?

• Did ya know that the visions a few people in our industry in the 1960’s left an investment of hard earned dollars for the future promotion and advancement of this industry.

• Did ya know that over the last 10 years a core group of hard-working individuals formulated a curriculum with ➽CONTINUED on page 40

Rugged MTE Zee Dump Provides Durability and Proven Performance for Professions that Demand It! - Available in 9’ & 11’ Lengths

- High-Strength Stainless Steel Construction for Durability, Long Life & Corrosion Resistance - Available with Fold Down or Rigid Sides

61381 US Hwy 12, Litchfield, MN

www.monroetruck.com PH: 888-878-8777

MNLA Business Member

MNLA FOUNDATION

➽ CONTINUED from page 38

lesson plans that meets the standards of accreditation for the Sate of MN and these lesson plans are geared for students from elementary age to high school?

GOVERNMENT AFFAIRS

➽CONTINUED from page 34

• Did ya know that the MNLA Foundation provides this curriculum for free to educators and the web site has experienced over 500 views per week alone for the High School curriculum?

• Did ya know that the Foundation has shared the Curriculum with over 600 Agricultural educators in our region?

• Did ya know that the Foundation has sent representatives too many Career Fairs throughout Minnesota and Wisconsin in an effort to promote the Green Industry to students?

• Did ya know that MNLA was represented at the Minnesota Ag Educators conference, the Southern MN Perkins Consortium, State FFA Competition to provide career information?

• Did ya know that the MNLA Foundation is sponsoring several local High Schools to bring students from their Agriculture departments to Northern Green 2019 by providing transportation and lunch for them?

• Did ya know that the MNLA Foundation is working hard to help you the members of MNLA solve some of the most pressing and relevant issues facing your businesses staffing needs.

throughout the day to help you find your meetings, introduce you to important players at the Capitol, and go over the legislative priorities facing the green industry.

In 2019, MNLA is working on a slate of issues important to association members, including salt liability reform, contractor parity issues, and business coalition policy priorities critical to the ongoing vitality of the green industry in Minnesota. For detailed descriptions of what we’ll be working on in 2019, please see the Scoop article ‘2019 MNLA Legislative Priorities’ on page 34.

To effectively do their jobs, legislators rely on the expertise of constituents just like you. MNLA’s “Day on the Hill” is the perfect opportunity to help educate the legislature and position yourself as an important voice in the lawmaking process.

• Do ya want to know?

➽We can’t wait to see you on March 6! Registration is available

• Do ya want to know how you can become involved in making a difference in the

at www.MNLA.biz.

career paths of students?

• Do ya want to know how you can promote the industry as a whole by promoting green industry careers to students and the general public?

• Do ya want to know how to attract quality people into this industry?

• Do ya want to make a difference in someone’s career path?



LEGAL ISSUES

➽CONTINUED from page 18

Good! Here’s what ’ya do.

• Pledge $500 for a student scholarship. After all, the Foundation will match it with another $500.

• Support the fundraising efforts of the Foundation by participating in the summer Widmer Golf outing and have some fun doing it.

• Support the fundraising efforts of the Foundation by participating in the fall Shootout.

• Support the fundraising efforts of the Foundation by bringing an item for the Silent Auction at Northern Green. And, in turn, bid on some of the items on Auction.

• Support the fundraising efforts of the Foundation by donating extra materials, used or new equipment, vehicles, office furniture etcetera to the Foundation Surplus Auction. Your gift is tax deductible and will be used for careers and scholarships.

• Give back and serve in some capacity, maybe to give a short talk at a student career day and get to know some of the students in your area who show an interest in this industry.

• Think about supporting the industry through legacy planning by committing a gift through your estate plan. Or simply budget an amount each year as a gift to the Foundation.

• Got an old car, water skies, dirt bike, lawn mower, or boat? Donate it to the Surplus Auction.

• Got some plants that are about to exceed their shelf life? Don’t toss them out. Post them to the Surplus Auction at Fahey Sales (Link on MNLA web site). Keep them at your location. When the items sell on the Auction the buyer will then come to you to pick them up. Easy Peasey.

20 in city-approved, youth-focused training or apprenticeship programs. The City will publish a minimum training wage and a minimum youth wage annually.

City vs. state vs. federal rates. The ordinance says that if the state minimum wage is higher than St. Paul’s rate, you have to pay the state rate. (Note that this might affect out-of-state businesses who don’t otherwise pay Minnesota’s state minimum wage, if their employees work in St. Paul.) Federal minimum-wage rules don’t bar states and cities from imposing higher rates.

With the passage of this ordinance, the cities of St. Paul and Minneapolis now each have $15 per hour minimum wage ordinances and paid time off ordinances that are currently in effect or will be going into effect soon. The ordinances between the cities are similar but not identical and employers that are located in or do business in either city should take care to bring their policies into compliance.

THIS ARTICLE PROVIDES GENERAL INFORMATION on business matters and should not 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. If you would like more information regarding business law or other legal matters, please contact Zlimen & McGuiness, PLLC at 651-206-3203 or bzlimen@zmattorneys.com.

40

MNLA.BIZ february 19

MEMBER NEWS

NEWS & NOTES

CONGRATULATIONS!

When asked about the award, Power said, “I’m honored

Congratulations to the following individuals who were

to be inducted into the MNLA Hall of Fame along with my

honored with MNLA Awards at the 2019 Green Industry

long-time business partner Paul Morlock. I’m proud to

Awards Celebration on January 15th at the Minneapolis

have been part of the MNLA legacy. I have gained more

Convention Center.

than I’ve given through volunteering with MNLA, and I’m honored to receive this prestigious award.”

Power Inducted to MNLA Hall of Fame Timothy Power of Law’s Nursery was inducted into the MNLA Hall of Fame during the Green

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

Industry Awards Celebration held on Jan. 15 at the Minneapolis Convention Center. The MNLA Hall of Fame honors leaders who have given long-time service to the association and the industry. The commitment and sacrifice made by these leaders will have dramatically improved the activities, stature or services of the association.

“Power is a passionate professional whose volunteerism and involvement with the MNLA stretches back over 30 years. Power has been a dedicated association volunteer throughout his career,” said MNLA President Scott Frampton of Landscape Renovations.

Power grew up in St. Paul and graduated from Grinnell College with a biology degree in 1971. After four years of active duty with the U.S. Navy, he spent a year studying horticulture at the University of Minnesota — Waseca before joining Law’s Valley View Nurseries as assistant field manager. Power and his partner Paul Morlock purchased the business from Keith Law in 1984 and formed Law’s Nursery, Inc., a wholesale shade tree

inducted into the Minnesota Nursery & Landscape Association Hall of Fame during the Green Industry Awards Celebration.

“Morlock has a quiet servant leadership and professionalism that others can only hope to emulate.

He has given back to the green industry through MNLA volunteerism for over 40 years. I’m pleased to recognize Morlock for his dedicated long-term service to the industry,” said MNLA President Scott Frampton of Landscape Renovations.

Morlock began work in the nursery industry at age 15 as a “go-fer” in the sales lot of Law’s Valley View Nurseries (LVVN), doing odd jobs. He always enjoyed working outdoors — paying his way through college with money earned from his own lawn mowing business, and from delivering papers and working at the nursery.

He attended the University of Minnesota first in the

burlapped shade and ornamental trees to landscapers,

Forestry program, later switching to the Horticulture

municipalities and retail nurseries in 8 states.

program with an emphasis on nursery management at

his time at Law’s Nursery, and he was elected to the MNLA Board of Directors in 1996 and served until 2010, including two years as President in 2006–2008. During his time on the board, Tim developed a strong interest in government affairs and served on the Government Affairs Committee. When he left Law’s in 2010, Power began consulting for MNLA on regulatory issues and was

the encouragement of Keith Law, then owner of Law’s Valley View Nursery where he was still employed. Law, who was a member of the then named Minnesota Nurseryman’s Association (MNA) and Executive Secretary, also encouraged Morlock to attend MNA conventions as a student. Morlock became more active in the MNA after his return to the nursery after his military service.

hired in 2013 as MNLA’s first full-time Government Affairs

Morlock moved on to become Vice President of Law’s

Director. Though now retired, he continues to consult

Valley View Nurseries while working there full time

for MNLA on a couple regulatory issues and also serves

and was very involved in MNA committees and active

on the board of the Midwest Invasive Plant Network,

in association matters. He was elected to the Board of

representing Minnesota and the green industry. It is

Directors in 1983 and on October 1, 1984, he and Tim

noteworthy that during his time on the board and as an

Power bought Law’s Valley View Nurseries and it became

employee, Power served on a number of outside boards

Law’s Nursery, Inc.

or committees at the University of Minnesota, MN Dept. of Agriculture and Pollution Control Agency, including MDA’s Noxious Weed Advisory Committee and MPCA’s MIDS panel.

MNLA.BIZ february 19

Paul Morlock of Law’s Nursery was also

grower in Hastings. Law’s Nursery shipped balled and

Power was active on MNLA committees throughout

42

Morlock Inducted to MNLA Hall of Fame

He was honored to serve on the board of the MNA/MNLA for approximately 12 years, and also as the association’s President for two years in the early ’90s. He advocated

“The Natural Way�

The Canadian Collection

FIRE TABLE

FIRE TABLE FIRE ROCK

GNOME

DESIGNER TABLE

CAMP STOOLS BUBBLER

BENCH

LIGHTED STATUETTES

“For the ULTIMATE outdoor living�

Brad Gerlach 651-249-4388 allstonesolutions@gmail.com www.allstonesolutions.rocks

MEMBER NEWS

NEWS & NOTES

for good education sessions at the conventions at

A partnership was formed with Fahey Auctioneers and

a reasonable price, especially for the many small

products began being sold with profits benefiting the

companies that were a part of the MNLA. He also was a

mission of the MNLA Foundation, which is to improve

proponent for funds to go to scholarships and research

the outdoor living environment in the north central

during his tenure.

region by investing in research and education. Currently,

When asked about the award, Morlock said, “I’m proud to have been part of the MNLA legacy, where there’s

projects are focusing on educating youth about the career opportunities in the green industry.

been an opportunity for people with a wide variety of

According to MNLA President Scott Frampton, “Workforce

skills and backgrounds to become successful. I credit

development and career education is currently a top

my love for plants and the outdoors to my parents. My

priority for MNLA and the green industry at-large. We’re

mother had a degree in Botany from the University of

pleased to recognize Kleinhuizen for his hard work,

Minnesota and my father was an avid gardener. But I

dedication, leadership and passion on behalf of MNLA

credit my success in business to good mentors, partners,

and the MNLA Foundation. His creativity in fundraising

and relationships — all of which were further fostered

will help us reach a new generation of future green

through my participation in MNA/MNLA over the years.

industry employees and business owners.”

I have certainly gained a lot from my participation in the association and enjoyed giving back to the green industry at large.”

Kleinhuizen grew up in western Minnesota on a dairy and crop farm near Blomkest, Minn. After high school graduation, he attended Ridgewater College in

Morlock's service sets a high bar and serves as an

Willmar, Minn. for two years and then transferred to

example for a future generation of MNLA volunteers.

the University of MN Twin Cities campus and studied landscape horticulture. He joined Margolis Company in 1978. Margolis Company was founded in 1937 by Irving

Kleinhuizen Named MNLA Volunteer of the Year

and Jack Margolis.

Dave Kleinhuizen was named Volunteer

Creek Nursery. Hardwood Creek started as a lawn

of the Year during the Green Industry

maintenance company but over the subsequent years

Awards Celebration held Jan. 15 at the Minneapolis

the maintenance business was sold. They developed a

Convention Center. Kleinhuizen is a Principal and VP/

68-acre wholesale nursery, growing shade trees from

CFO at Margolis Company, a commercial Landscape/

2–10" caliper in Forest Lake, Minn. Kleinhuizen has

Hardscape contracting company located in Roseville,

always been mechanically inclined and holds several

Minn. Kleinhuizen is also president of Hardwood Creek

industry related patents and continues to work on new

Nursery, a wholesale grower of shade and ornamental

innovations for the horticultural industry.

trees in Forest Lake, Minn.

Landscape Contractors Committee, a member of the

individual who has, within the previous 18 months,

Nursery Networking Group, member of the MNLA

risen up to make special achievements happen for the

Nursery Committee, MNLA Regulatory Advisory Council,

association. Working within the MNLA, this individual’s

and MNLA Storm Water Task Force and also currently

leadership and commitment will have helped

serves as Treasurer of the MNLA Foundation Board of

significantly improve the activities, stature, or services

Trustees. Kleinhuizen also served as the MNLA liaison to

of the association.

MNSTAC (Minnesota Shade Tree Advisory Council) for

wide variety of participation in association and MNLA Foundation activities, and specifically for his leadership in developing a new fundraiser, a Surplus Auction, for the MNLA Foundation. About a year ago, he noted that many members may not have cash available at a given moment, but they often have leftover or unused product that they may be willing to donate to benefit the mission of the MNLA Foundation. Armed with that premise, he led the charge in working to develop a way to turn product into contributions for the MNLA Foundation.

MNLA.BIZ february 19

Kleinhuizen has served as co-chair of the MNLA

The MNLA Volunteer of the Year Award honors an

Kleinhuizen was honored this year because of his

44

In 1982, Kleinhuizen and wife Anita formed Hardwood

12 years.

3600 W Hwy 13 Burnsville, MN 55337 952-895-7408

COMING SOON! NEW LOCATION

4375 170th St. W Farmington, MN 55024

944 215th St. E Jordan, MN 55352 952-492-2890

www.rockhardmn.com Bulk Salt Bagged Salt Salt Spreaders Treated Salt Salt Delivery Shovels We have Snow Event Hours. Call the Salt Hotline!

952-895-7408

The GO-TO source for all of your residential & commercial landscaping needs!

Products Offered:

- 100% Compost and Compost Blends - Athletic Field and Golf Course Top Dressing Blends - Erosion Control Products - Formulation of Customized Product Blends - Natural and Colored Mulch

Services Provided:

- Municipal Wood Site Management - Wood Grinding - Material Screening - Free Drop-Off of Logs/Brush/Wood Chips

952.233.9191 | smscorf.com 1905 Mystic Lake Drive S, Shakopee, MN Owned and Operated by the Shakopee Mdewakanton Sioux Community

LAST WORD

LOOKING BACK ON 2018

❷ ❸

❶

❺

❹ Highlights from MNLA.biz, MNLA eNews, and the MNLA Foundation’s Research for the Real World

Top 10 MNLA.biz Pages: • Home page • Member Search • Job Board • High School Curriculum • Event Calendar • MNLA Certified Professionals • Manage Profile • Join Now • Contact Us • Save Money

Highlights from Research for the Real World: • Invasive Species, Nuisance Pest & Olfactory Offender • American Elm Makes a Dramatic Comeback: • Boxwood Blight • A Beautiful Insect with an Ugly Impact • Stink Bug? There’s an App for That!

46

MNLA.BIZ february 19

Top 10 eNews Stories: • Experiential & Eco-Friendly: The Top 5 Landscape Trends of 2018 • The Rise and Rise of the Under 35s • 5 Ways to Banish Burnout in Your Landscape Business • 2019 Garden Trends Report • Revolution Plastics Launches Ag Plastic Recycling Program • Top Landscaping Trends to Consider This Year • MN Accreditation to Test & Inspect Backflow Prevention • The Biggest Outdoor Design Trends of 2018 So Far • The Latest on Amazon’s Online Plant Store • 10 Apps for the Modern Landscape Professional

Captions & Credits: 1. Princeton Elms – St. Paul. 2. A new tool for identifying and reporting non-native stink bugs. 3. American Elm – Hamline Campus. 4. Leaf spot symptoms on a boxwood plant infected with the boxwood blight fungus. 5.

Brown Marmorated Stink Bug Fifth Instar Nymph. Credit: Photos 1–3: Jim Calkins.

Photo 4: David L. Clement, Univ. of MD, Bugwood.org. Photo 5: Gary Bernon, USDA APHIS; Bugwood.org.

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!

WHOLESALE NURSERY & HARDSCAPES

YOUR TRUSTED PARTNER

Research for the Real World

Career Development & Promotion

TM

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

Scholarships

EARN

$500 CARD PREPAID

$500 attachment credit for a friend

REFER A FRIEND $500 Visa

gift card for you ®

&

$500 attachment credit for a friend

When you refer someone who buys a new Cat® qualifying machine from Ziegler CAT during 2019, we will send you a $500 PREPAID VISA® GIFT CARD after the sale is complete. What’s in it for your friend? A $500 attachment credit.

It’s a win-win for both of you. After all, what are friends for?

Valid only if the buyer has not purchased a new machine from Ziegler within the past five years.

GET STARTED AT:

www.zieglercat.com/refer

Terms and conditions apply.

Visit www.zieglercat.com/refer for complete details.